The Digital Age of Marketing: Gartner Forecasts That Social and Mobile Approaches Will Influence at Least 80 Percent of Consumers' Discretionary Spending by 2015

By Farb, Brittany | CRM Magazine, July 2011 | Go to article overview

The Digital Age of Marketing: Gartner Forecasts That Social and Mobile Approaches Will Influence at Least 80 Percent of Consumers' Discretionary Spending by 2015


Farb, Brittany, CRM Magazine


Taking a chunk out of consumers' wallets might require an upheaval of traditional mass-marketing campaigns. A recent report by analyst firm Gartner predicts that digital strategies like social and mobile marketing will influence at least 80 percent of consumers' discretionary spending by 2015.

Analysts say digital marketing campaigns are "critical" in making up for increasingly ineffective mass-marketing strategies. Gartner's operational definition of digital marketing includes "addressable branding/advertising, contextual marketing, social marketing, and transactional marketing" that "extends the marketing process through channels such as the Web, email, video, mobile and social applications, point-of-sale terminals, interactive television, digital signage, and kiosks."

"Mass marketing is no longer a long-term strategy," Adam Sarner, research director at Gartner, said in the report. "Marketers still need to shift their traditional campaign management strategies around executing campaigns to a customer and move toward a digital marketing, two-way engagement approach." According to Sarner, mass-marketing campaigns have generated only a 2 percent response rate and are on the decline.

Gartner further predicts that a customer-focused strategy that uses digital techniques and channels will result in increased engagement, response, and conversion rates. The report states that mobile marketing in the United States reached $877.2 million in 2010, a 138 percent jump from the $368 million spent in 2009. And, by 2014, 6.7 billion devices will be connected to the Internet, and developing social CRM applications will reach $1 billion by 2013, an increase from $600 million in 2010, the firm says.

Sarner argues that using these tools for collaboration is key for developing effective marketing campaigns. "Today, activity on the Internet has shifted back to its roots in interaction and participation," he said in the report.

The report explains that while digital marketing provides opportunities for two-way engagement, digital channels, access to a customer view, and precise metrics, marketers should consider campaign management a "way to orchestrate the complexity of a complete online and offline marketing strategy, while incorporating the evolving customer approach of digital marketing. …

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