"Mass marketing is no longer a long-term strategy. Mass-marketing campaigns have a 2 per cent response rate and are on the decline, whereas by 2015, digital strategies, such as social and mobile marketing, will influence at least 80 per cent of consumers' discretionary spending," said Adam Sarner, research director at Gartner.
"Marketers still need to shift their traditional campaign management strategy around executing campaigns to a customer and move toward a digital marketing, two-way engagement approach."
Gartner analysts said that this evolving customer-focused strategy harnesses digital techniques and channels that will increase engagement, response and conversion rates.
"The internet was built on the idea of users collaborating. Once the internet was commercialised, collaboration was overshadowed by transactional commerce and push-type marketing techniques that focused on one-directional hard sells," said Mr Sarner.
Gartner analysts said that this evolving customer-focused strategy harnesses digital techniques and channels that will increase engagement, response and conversion rates.
"The internet was built on the idea of users collaborating. Once the internet was commercialised, collaboration was overshadowed by transactional commerce and push-type marketing techniques that focused on one-directional hard sells," said Mr Sarner.
"Today, activity on the internet has shifted back to its roots in interaction and participation. The hard sell isn't working in this new environment, and successful campaign management strategies have shifted from interruptive push, toward two-way conversations and addressing mutually beneficial approaches to customers' wants and needs, which a digital marketing approach can provide."
By 2014, 6.7 billion devices will be connected to the Internet. Mobile marketing in the US reached $877.2 million in 2010, up 138 per cent from the $368 million spent in 2009. The developing social CRM application market reached $600 million in 2010, and it is expected to reach $1 billion by 2013.
source : Garter.com