Using Customer Data Platforms to Increase Revenue

Customer data is imperative to success.

And successful companies are leveraging data throughout the customer lifecycle - from acquisition to engagement, to repeat purchase. 

The challenge is how to effectively combine data. Customers interact with brands on many channels. Customer Data Platforms aim to solve this by unifying data, and making it easily accessible to marketing teams.

This article explores what customer data platforms are, and how best to utilize them to drive business results. 

What is a Customer Data Platform (CDP)?

A customer data platform (CDP) is a technology that unifies customer data from multiple sources to create a single customer profile. Unlike other systems, customer data platforms are built for accessibility with simple interfaces. 

Less-technical team members like marketing and customer service are expected to interact and use data through the Customer Data Platform - without the use of IT resources. 

Lastly, customer data platforms make this data actionable. Some data platforms focus solely on the data, and rely on integrations to accomplish this. Others, like Barilliance, equip clients to use this data directly in their applications.

While a CDP sounds simple in conception, it solves a series of deceptively difficult questions: who are your prospective and current customers? When should you reach out to them? Which offer should you use? 

  • Easy to use interfaces
  • Customer data unification/profiles 
  • Advanced segmentation capabilities
  • Ability to reach out and engage with segments across a variety of channels

Customer Data Platform Use Case

As mentioned, customer data platforms have many use cases, spanning acquisition, engagement, conversion, and maximization.

To help illustrate, I pulled a few examples from our clients that showcase how they are using a CDP to improve sales. 

Use Case #1: Making Facebook Custom Audiences More Effective with CDP

You should use customer data platforms to enhance Facebook Custom Audiences.

Custom Audiences allow companies to target a specific customer list on Facebook, Instagram, or the Audience Network.

The effectiveness of these ads depend on the quality of your list. This is where customer data platforms come into play.

CDPs give you the power to segment your customers, creating unique messages to each type.

To illustrate, I will use a few anonymous examples from our clients. 

Targeting Recent Buyers

Recent buyers are highly engaged with your brand and much more likely to make a second purchase.

Research shows that making even a small improvement in retention creates massive returns. 

Unfortunately, relying purely on the FB Pixel undercuts your ability to target this group.

With Barilliance, our client is able to append customers who bought on other channels, including their physical stores, to create a complete customer list.

Above, the screenshot above, they define recent buyers as someone who has made a purchase less than 90 days ago, and whose order value was $100 or greater. 

You can synch this audience continuously with Facebook. Whenever a prospect makes a purchase, they will be added to this audience automatically. Likewise, when their last purchase extends beyond 90 days, they will be removed.

Targeting First Time Buyers

One significant variation of recent buyers are first time buyers.

These customers have less affinity to your brand than loyal customers, and many top brands invest heavily in motivating return visits. 

Above, our client makes an added specification - limiting the total number of orders to 1, and ensuring that the first order was less than 1 day ago. 

This creates a revolving audience of first time customers who bought 24 hours ago or less. 

Use Case #2: Using Customer Data Platforms to Crate Relevant Engagement

Relevant messaging depends on good data.

You should leverage purchase history, current session behavior, demographic data, and more to create better offers. 

Customer data platforms gives you access to this data. Above, our client Skandium is able to engage clients in real time based on a number of factors, including device type, location, and behavior. 

In this case, a pop-up displays when a prospect is highlighting a product name. This behavior is normally followed by a search looking for comparative prices. 

To address this concern, we create a price match guarantee. We add credibility and relevancy by dynamically changing the messaging to reflect their current location, in this case the UK.

You can read a full case study on how Skandium uses Barilliance here

Next Steps

Are you successfully using data? Or are you treating most customers the same? 

We've written a guide on important customer segments for eCommerce here. It's a great primer for identifying high impact customers, and understanding the need for different messaging and offers. 

If you're ready to make a choice in technology, I recommend you take a look at our guide on How to Select a Personalization Vendor

Lastly, if you would like to learn more about how Barilliance helps companies unify their data for increased sales, schedule a demo here.