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Prospect Segmentation for
Performance
Keith Schumann
Director, Consumer Marketing, AT&T
Matt Witter
VP, Account Services, Hacker Group
Brian MaupinDirector, Prospect Database Marketing, AT&T
Our approach
Understand foundational knowledge of current situation
Identify factors that impact progress
Case Study of Segmentation in action
Develop strong data infrastructure
Segmentation ModelKeith SchumannDirector, Consumer Marketing, AT&T
The Velocity of What’s Possible…
Rethink Possible
Where to begin?
Sell to the right person
the most products
at the lowest cost
in the best channel
at the right time.
Vision. Discipline. Determination!
Propensity
Models, Segmentation,
Cadence
Institutional Knowledge
Speed to Market
A complex, multi-faceted universe…
simply organized.
Start with the “Who”
Fundamental models enable success
Even when it’s complicated; enforce simplicity
PowerTest® FrameworkMatt WitterVP, Account Services, Hacker Group
Examining other marketers provided an array of approaches…
At least four distinct approaches emerged.
Lead Generation Eligibility
Bundles Single Lead Product
Optimization Through Comprehensive Testing
3-Phase Evolution
Product
Offer
ChannelPowerTest® Framework
How do we generate the most sales?
Focus on the right products.
Single Products Bundle Products Product Neutral
How do we approach offers?
How do we message specific offers?
Do we have lead product?
Equal weighted messaging or synergistic bundles?
What incentives should we offer for purchase?
Lowest price
Bundle price
FREE
Value add
How do we optimize by Channel?
Calls to action align with sales channels
How do different calls to action influence sales?
Call
Call Click
Click Visit
Visit
Click
Call Visit
Call Click Visit
Of the four distinct approaches…
Lead Generation Eligibility
Bundles Single Lead Product
WHAT
HOW
Everything we thought we knew about offers was challenged.
Incremental sales from channel propensity alignment.
Be methodical in your approach
Challenge conventional wisdom
Laser focus on a single, measurable objective
Data InfrastructureBrian MaupinDirector, Prospect Database Marketing, AT&T
Grow the
Prospect
Universe
Enhance with
Additional Individuals
Refine
Segmentation
and Targeting;
Identify Movers
Apply
Modeling
Resident only or
1 individual per
residence
Original Raw
Prospect List
Increase Data
Quality
Perform Data
Hygiene, Suppressions
and Prioritized Rotation
Frequency, Cadence, Rotation
WHEN
Consolidation
to “One Version
of the Truth”
Predictive
Models made
Comparable
Leadership
Alignment
How to Optimize
HOW
WHEN
W
H
A
T
WHEN
WHO
Accuracy
Standardization
Optimization
Flexibility
ROI
GOAL CHALLENGE
Data
Change
Test & Learn
Find Balance
Expectations
For every goal you set, there will be a challenge.
More marketable leads
Data management improvements
An ongoing evolution from here…
What have we learned?
Vision. Discipline. Determination!
Change is rarely easy, but it often provides exciting opportunities for improvement.
Create a vision for where you are going and let that vision be your guide.
Be disciplined in your approach and try not to overcomplicate ideas.
Find the determination to persevere; it will be worth the challenges in the end.