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Artificial intelligence (AI) is one the most exciting, and talked about, new opportunities to emerge in marketing. Promises of AI range from the ability to drive more seamless, personalized omnichannel engagements, better understand and deliver on customer needs, and achieve the ever-elusive 360-degree view.
Moderated by Betsy Schaefer, Director of Marketing and Client Engagement for IBM’s Watson Artificial Intelligence Business and with panelists James Huerta, Executive Producer at Havas and Jodie Sasse, Managing Director at Equals 3.
Will Digital Media Spend Surpass Offline Spend in 2018?
“From a macro perspective, marketers are coming into 2018 from a much better place than they did in 2017,” Bruce Biegel asserts. “2016 was flat; 2017 was a strong year for growth — slower than expected, but far better than we’ve seen in a while.” That momentum, Biegel said, will help drive 3.8% growth in U.S. offline media/marketing spending, a 15.2% jump in U.S. digital media spending, and a 5.7% increase in U.S. marketing data spending in 2018.
Biegel, senior managing director of Winterberry Group, shared the research and advisory firm’s in-depth review of marketers’ media spending in 2017, and a preview of expected spending for 2018, during the Direct Marketing Club of New York’s annual kickoff luncheon. Winterberry Group’s yearly outlook is based on an amalgamation of extensive research, including the firm’s own findings along with studies from sources such as Accenture, eMarketer, Forrester Research, IAB, IDC, JP Morgan, McKinsey, and PwC.
Despite the political upheaval in the United States, economic growth accelerated and marketing spending went along for the ride, Biegel said. Winterberry Group estimates 2017 annual U.S. GDP growth at 2.7%, and 2017 U.S. advertising and marketing spending growth at 2.9%. The firm predicts a 2.8% rise in the GDP in 2018, along with 4.8% year-over-year growth in advertising and marketing spending.
Continue reading the recap here
Ballyhoo: 33 rd Annual Silver Apple Honorees Get Star Treatment at ’17 Gala
By Chet Dalzell
If you took a second look at your ticket at the 2017 Direct Marketing Club of New York’s 33 rd Annual Silver Apples gala, you’d be forgiven. We all knew we were gathering to honor seven individuals and one corporation who are special. That was expected.
But just minutes into the awards program, the 220 attendees were wowed by a Broadway-inspired tribute to the honorees that could have happened on any Great White Way stage nearby. Bravo, DMCNY Club President Paulette Oliva of Merit Direct and co-performer Peter McClung! What a show!
Talent abounds in this field – and it’s not only in marketing. Each honoree received a musical accolade from Oliva & McClung – with lyrics rewritten for effect:
Golden Apple honoree Stu Boysen, executive director of DMCNY from 1982-2016 (“Tradition” from Fiddler on the Roof); and Silver Apple honorees
Rita Shankewitz , director of marketing at Bottom Line Reports (Irving Berlin’s “Puttin’ on the Ritz”);
IAB President & CEO Randall Rothenberg (George Gershwin’s “Someone to Watch Over Me”);
ALC’s Fran Green, president of Smart Data Solutions (“America” from West Side Story);
Worldata President & CEO Jay Schwedelson (“Hey Big Spender” from Chicago);
John Princiotta senior vice president at PCH (“Luck Be a Lady” from Guys and Dolls);
Eva Reda, executive vice president and group manager, partnerships and product development, American Express (“Seasons of Love” from Rent); and for the corporate Silver Apple honoree,
BMI Global OMS (“Be Our Guest” from Disney’s Beauty and the Beast).
It wasn’t musical magic that extended the rolling carpet out in front of the Edison Ballroom off Times Square on November 16. It was marketing leadership, and giving back as a professional over a quarter century or more – which has kept the New York direct, digital and data marketing community thriving and growing.
Through the honorees, the next generation of marketing directly benefits—with scholarships, mentorship and benchmarking for career development.
The seven new Silver Apple honorees join 238 prior individual recipients, and 21 corporate honorees – many of whom were present at the 2017 gala.
Stu Boysen’s award marks the eighth time a Golden Apple honoree has been named for 50 years of service. “It’s a little different on this side of the lights,” Boysen confessed, as he paid tribute to other Golden Apple honorees, among them Lester Wunderman, Bill Denhard, Arthur Blumenfield and the late Jim Prendergast, the latter who preceded Boysen as DMCNY executive director.
Boysen also called out Hank “Pete“ Hoke, Jr. (also a Golden Apple honoree) who introduced him to direct marketing in 1966, as well as to many industry luminaries. Hoke also happened to be father-in- law to Boysen—and his wife Wendy and brother-in- law Hank Hoke III were close by during the gala, as well as his four sons. “In this world of tweeting and texting, nothing replaces in-person networking,” he said – making the case for club membership. “Grow your knowledge, participate and you will become bigger than yourself.” Yes, standing ovation!
Eva Reda unfortunately was called away and could not attend – no doubt generating American Express miles in her sudden sojourn. But accepting on her behalf was Data & Marketing Association CEO Tom Benton, a 2016 Silver Apple honoree himself, who acknowledged Reda’s contributions as a DMA Board member. As Oliva and McClung sang, “Five Hundred Twenty-Five Thousand Six Hundred SkyMiles | How Do You Measure the Millions Enrolled!”
Next up, it was Jay Schwedelson’s presentation. Said Marketing Insights editor Ginger Conlon, “Jay transformed Worldata from a traditional list rental firm into an interactive leader, by launching divisions that addressed new market opportunities, including SubjectLine.com, WebConnect, and strategic consulting services.” He also gives back, having served on Marketing EDGE’s Board of Trustees for nine years, and a DMA Board Member, past chair of DMA List Leaders Group, and co-founder of DMA’s Email Experience Council.
“When you grow up in a family business, it’s everywhere,” Schwedelson said, crediting his mom and dad, Helen and Roy, who watched their son proudly in the room. “I learned math from net name arrangements, and learned reading from list data cards,” he quipped, thanking his employees, clients and family members, among them his wife Dr. Allison Schwedelson.
In introducing honoree Rita Shankewitz, last year’s honoree Nina LaFrance of Forbes, cited some impressive Bottom Line Reports credentials: 1,000 direct mail campaigns, 500 million direct mail pieces, a file of 350,000 paid subscribers – as well as Shankewitz’s TV, Digital Alternate Media knowledgebase. “Through all of this, Rita shows a special kind of leadership, one of relationship capital.”
Shankewitz thanked Bottom Line Reports founder Marty Edelson, and she recalled how at her first big meeting with the boss after joining the company, she prepped all her reports, memorized all the numbers, and was ready for strategic recommendations, only to have Edelson instead ask her, “What do you want people to remember about you?”
“Marty taught me much in business,” Shankewitz said. “Be humble and kind… not to burn bridges or take things for granted.” She also thanked co-workers, former and present, among them her mentor and friend Brian Kurtz, and her vendors – “partners that I trust.” She also mentioned husband George Bartman is not such a bad magalog copy writer. Thank you, family.
Corporate honoree BMI Global OMS is in the honoree spotlight, based on its rich history as a merge/purge, order management system, custom software and fulfillment innovator. “Our membership in this [DMCNY] club has been an important part of our business success all these years,” said company President Barry Blumenfield, with dad Arthur Blumenfield beaming feet away.
“Here, the best in direct marketing share their secrets,” said Barry, thanking his colleagues, but also club members James Fosina, Pegg Nadler, Stu Boysen, Hank Hoke, among others. His wife Jodi also joined the family company six years ago, expert as she is product documentation, project management and control. Blessed in life? Well, Art now has ten grandchildren.
By the time IAB chief Randall Rothenberg was done delivering his “Clean Up the Digital Advertising Ecosystem” stump speech, the room was ready to elect him president of somewhere else. “Get out of the fake-anything business,” he said as he urged the room to make transparent and accountable digital media buying, placement and reporting.
Randall’s world is all-digital. But he learned a lot about marketing in his early career as a journalist at The New York Times, Time, Inc., and Booz Allen Hamilton, where he interviewed such DM legends as Bill Jayme, David Sayer and Frank Johnson. Now IAB is helping to certify in digital ad standards and selling thousands of professionals, among them immediate past club president Pam Haas, and her colleagues at Experian, who presented Rothenberg’s award and thanked IAB for all the training.
ALC’s Fran Green used her award acceptance as an opportunity to announce her retirement… of sorts. “I’m retiring from beliefs I’m leaving behind,” she said, among them “all data is created equal” and “scale is more important than accuracy.”
Perhaps echoing Rothenberg, she noted how digital data requires scrutiny as to its source and accuracy, and “big data is too big” and requires analysis to find the nuggets. In building ALC’s audience development and insights business, and hosting its Smart Data event for two decades-plus running, Green thanked ALC chief Donn Rappaport who tapped her in 1978. “I have an amazing team… The best is yet to come.”
There’s no better way to wrap the evening than to welcome in the PCH Prize Patrol’s Danielle Lam, who presented John Princiotta with a bouquet and a giant “check.” Princiotta has been with PCH for 32 years and while the company has given away $315 million in sweepstakes prizes to date, the real story of success comes from PCH’s transformation from its magazine subscription generating heritage to its multifaceted business in online gaming, engagement and promotions.
“CPGs [consumer packaged goods companies] are dying to have a direct relationship with their customers,” Princiotta said, indicating where some of PCH’s most recent business is originating. He thanked PCH CEO Andy Goldberg, Debbie Holland, Todd Sloane, Craig Anderson, among other PCH colleagues – all of whom were present.
The Silver Apples gala truly has become a gathering of special individuals in our business – a business that gives back over and over. A warm thank you to event signature and elite sponsors Experian, Worldata, PCH and Infogroup Data Solutions – as well as the hundreds of marketers present who know a winning direct marketing package when they see it!
Thank you to our event sponsors:
The Silver Apple 2017 honorees include:
- Fran Green, President-Smart Data Solutions, ALC (Princeton, NJ)
- John Princiotta, Senior Vice President, PCH (Jericho, NY)
- Eva Reda, Executive Vice President & General Manager, Partnerships & Product Development, American Express (New York, NY)
- Randall Rothenberg, President and Chief Executive Officer, IAB [Interactive Advertising Bureau] (New York, NY)
- Jay Schwedelson, President and Chief Executive Officer, Worldata (Boca Raton, FL)
- Rita Shankewitz, Director of Marketing, Bottom Line, Inc. (Stamford, CT)
- Corporate: BMI Global-OMS (Shelton, CT)
Golden Apple: Stu Boysen (Gilford, NH)
On October 5th DMCNY’s Luncheon had a panel discussion on Customer Data Onboarding! Panelist covered the Next Billion Dollar Market and how to securely and accurately connect so many different touchpoints and create a unified view of a customer.
Here is a great recap by Chet Dalzell:
Billion-Dollar Baby: Customer Data Onboarding
This blog post opens with a 2014 local TEDx talk of Dr. Charles Stryker, who left us unexpectedly last month. To say the least, “Charlie’s” legacy as a data innovator, business leader and financier is very much alive, well and profound. Dr. Stryker truly set a stage for what has transpired three years hence — and likely decades to come.
Last week, Bruce Biegel, senior managing director of Winterberry Group, led a Direct Marketing Club of New York discussion on “customer data onboarding.” It’s the process of linking offline data with online attributes (cookies, IP address, device IDs, non-cookie identifiers, among other identifiers) in order to perform any number of marketing use cases, what often is referred to as “data activation.”
These use cases for customer data onboarding most often include (but are not limited to) digital display targeting, “walled garden” targeting (such as ad targeting inside social media platforms), consumer analytics and insights, measurement and attribution, site personalization, and addressable television and online video targeting. (Readers, please don’t confuse customer data onboarding with customer onboarding — they are not interchangeable.)
Winterberry Group estimates this market to exceed $300 million today — but may eclipse $1 billion by 2020.
“Consumers are constantly connected,” Biegel said, noting each connection can generates volume and variety of data. “Today, the average consumer uses close to eight connected devices per day. One of my colleagues counts 22 connected devices!” Such connectivity generated close to 44 zettabytes of data in 2016 — and should more than quadruple that data generation to 180 zettabytes by 2020.
How do we structure these data to help recognize that customer from device to device in privacy responsible ways — to enable all these vital use cases? The answer, customer data onboarding.
It was a sold out event to learn about Customer Onboarding! Thanks Bruce Biegel @winterbury group for moderating!
January 10: The Annual Outlook
February 21: Salon Series
Taking Digital Marketing to the Next Level
March: Networking Event
April: Education Program
AI (Artificial Intelligence)
November 8: Silver Apple Awards