High Definition Marketing Segmentation

We know that message relevance is key to building and maintaining a marketing audience. We compete for attention in our customers' inboxes, and we need to be smart about how we deliver content.  

Here at Sugar, HDCX (High-Definition Customer Experience), is one of our core value pillars. Let us explore how we translate that into a useful tool for marketers using our Sugar Platform. 

All marketing automation products maintain lists of marketable contacts with a configurable set of collected information.  Marketers track demographics, product and service interests, and a number of other data points collected from their customers in various forms.    

Most marketing automation products also enable you to synchronize contact lists with companion CRM (Customer Relationship Management) systems used by the sales team. This synchronization typically adds some new data points about the contacts collected from research and interactions by the salesperson.  

Within our Sugar Platform, we have added something new. We enable marketers using Sugar Market to create marketable audiences using the full set of data from the Sugar Sell and Sugar Serve. We do not limit the marketer to the fields contained in the contact or the lead, we allow the marketer to segment based on any known information stored in the CRM system related to the accounts relationship with you. 

A CRM system such as Sugar Sell and Serve enables you to create an extraordinarily rich information schema about your customers and contacts using many related tables. Tables may contain accounts, contacts, products, contracts, calls and meetings, opportunities, orders, subscriptions, and cases. Typically, these CRM relationship schemas are much more complex than marketing automation tools can provide. 

When the marketer using Sugar Market has access to this detailed information, they can send more relevant content. For instance, if the marketer would like to send an email campaign to customers whose product contracts expire in the next three months, they can do that. If they want to send a message to customers who have recently purchased a specific product, they can do that. If they want to send a message to a customer who has recently submitted a support case, they can do that as well. We could go on and on with interesting opportunities for relevant customer communication and that is the point.  

High-definition customer information enables us to do a better job to create relevant content and maintaining an interested audience.