Posts Tagged ‘Trends

08
Sep
08

Gift cards on-demand

Amazon.com, has announced the launch of Amazon Gift Codes On Demand™ (AGC On Demand), a real-time electronic gift-card distribution option available from the Amazon Corporate Gift Card program. According to the company, “AGC On Demand is a simple Web service API that integrates Amazon’s proprietary gift-card technology directly into customer loyalty, employee incentive and payment disbursement platforms. With AGC On Demand, companies are able to reduce physical gift-card fulfillment overhead while providing gift card recipients with a customized experience and instant gratification.

Previously, gift card values were fixed and management of inventory for active gift cards and gift codes purchased in bulk required secure facilities. With AGC On Demand, gift codes are created individually in virtually any denomination and can be immediately issued in almost any format — based on the client’s preference — including e-mail, HTML, customized/co-branded cards and paper receipts.

“This is a great solution for developers and incentive companies who are looking for a more cost-effective way to manage a gift card program,” said Marcell King, senior manager of corporate gift cards with ACI Gift Cards, Inc. “The AGC On Demand service offers a quick and secure way to deliver gift cards and stored value to program participants.”

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01
Sep
08

B2B Loyalty – Best Practices

Here are the latest trends in B2B loyalty, technology and analytics that can help business build a bond with other other businesses:

How do you transform your company from a mere vendor into a valued partner? By building a loyalty platform on a strong foundation of customer data—and leveraging that platform to identify, understand and influence the consumer behind the account number.

Here are some best practices that you should consider:

IDENTIFY: People, not account numbers

Here’s a look at a few of the predominant models for identifying critical B2B contacts:

Give them some face time.

Jeff Hayzlett, Chief Business Development Officer for Eastman Kodak Company, is intimately familiar    with the B2B identification challenge.Given the vast variety of customer types, Eastman Kodak’s approach is to facilitate meetings and events with end users who value the chance to interact with the company on a personal level. Kodak’s annual Graphic Users Association Conference brings Kodak product managers and software developers face-to-face with their end-users, while a series of customer councils for publishers, commercial printers, and database marketers helps Kodak identify key decision-makers and influencers and give them tools to help them grow their businesses.

Use Web 2.0 tools—but warily.

One in three small-business owners now cultivate leads and choose suppliers based on recommendations from social-networking web sites such as Facebook or LinkedIn.”Increasingly, small-business owners are getting referrals and searching for supplier recommendations through their networks. Direct mail, newspaper and broadcast advertising are becoming less efficient mediums for reaching small businesses.”

UNDERSTAND: It’s the database, stupid

Once you have identified your sweet spot of small-business customers, the next step is to spend some time understanding their current behavior and comparing it to that of your best customers. Your goal is to isolate behavioral gaps that can be overcome with the right offer.

Treat your database like an asset.

B2B data degrades much more quickly than consumer data. While a consumer might keep the same email address for most of her adult life, a small-business buyer might change jobs, get a new title or return to the corporate world. That makes data refreshment a continual challenge.

Thou shalt not live on transactional data alone.

A 2008 Marketing Leadership Council study found that, because the cost of switching suppliers is higher and more complex in B2B, “attitudes”—in other words, the customer’s emotional connection to the brand—are often better indicators of B2B loyalty than pure transactional behavior. Small-business customers can look loyal in the transaction file, but a survey might find pockets of disgruntled customers who could benefit from an intervention.

Become a data conduit.

In the consumer world, data tends to flow one way, from the consumer to the database. B2B marketers, by contrast, can also learn a lot about their small-business customers by reversing the data stream. Small-business credit cardholders who lack accounting departments, for example, can benefit from information on their business purchases. AT&T Universal Business Rewards cardholders not only earn Citi ThankYou Rewards points on all purchases, but also gain access to a wealth of tools to help track and analyze business expenses.

Source: Colloquy

19
Jul
08

Financial Services 2010- Knowing the landscape

How will financial services firms look in 2010? What will be the key market drivers and operating challenges? A Deloitte Report provides some interesting perspectives:

Key Market Drivers

  • New Asset Class will emerge – Capital markets across the world are seeing a centre of gravity shift towards new types of investments like PE and Hedge Funds. Mass Market offerings like MFs will be forced to rethink their products and services.
  • Aging Population – The world’s wealthiest generation is quitting and preparing for an indulgent retirement. Very few financial services firms are prepared for this change. Financial institutions of today are largely designed to serve people who accumulate assets and holding assets for the long term. Retirement assets are supposed to reach $ 25 trillion in 2010.
  • Payments: P&L Pain or Pride – Banks earn currently 40% of their total revenue from handling payments. Internet-based services continue to eat into this market, cutting banks out of handling and conversion fees.
  • Emerging Markets – Opportunities, no guarantees – Emerging markets provide opportunities for growth but they need to adapt the business model to operate profitably.

Key Operating Challenges

  • Offshoring Financial services will offshore their business processes by integrating offshore and onshore operations to create a global delivery model.
  • Internal Control – Building the ability to build and consolidate beyond compliance demands.
  • Struggle for growth through enhanced customer relationships – There will more service/process innovations rather than product innovations.



At Cequity, we believe customer intelligence will be the biggest competitive advantage enterprises will have in the next decade or two. Successful enterprises of tomorrow will be the ones who can organize and leverage this information at speed to optimize their marketing performance, increase accountability, improve profit and deliver growth. Cequity insights will bring to you trends and insights in this area and it’s our way of sharing best practices so as to help you accelerate this culture and thinking in your organization.
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