Why businesses need to realign marketing strategies to fit into the new normal

January 17, 2021 10:57 AM

In 2021, a prominent trend will be the utilisation of machine learning to filter audiences for targeted campaign outreach

In 2020 brands across sectors invested heavily in online marketing activations as compared to prior yearsIn 2020 brands across sectors invested heavily in online marketing activations as compared to prior years

By Sumit Lakhani

With Covid-19 being the center of all our conversations with stakeholders in 2020, marketing has emerged as the nerve center of a brand’s pandemic response, across sectors. With a need for flexibility and strong internal relationships to navigate changing circumstances, it is imperative for organisations to realise crucial role that marketers play in connecting various parts of any business. From consumer insights and brand positioning, to building engagement and transparent communications, marketing teams, globally have delivered heightened value amidst the pandemic.

Today, marketing has moved from being a communication and support function to being at the core of various functions like strategy, analytics, product, technology and customer experience. They are not being pulled in for the last mile of ‘GTM’ but also in the initial stages because at the moment they have the pulse of the market and the customers which is crucial for any innovation.

Adopting new-age channels of communication

In 2020 brands across sectors invested heavily in online marketing activations as compared to prior years, where marketers seemed to prefer a resource split between traditional and online methods of marketing. Even within digital marketing, content marketing was utilised as a key avenue to engage potential consumers beyond the product and maintain high brand recall. As we make our way into 2021, the marketing media mix will become more skewed towards digital media. While the overall marketing spends for real estate have reduced significantly, there is a shift from high investment channels like print, electronic and OOH to digital for its cost-effectiveness. Conventional marketing will continue to see decreased spend even post Covid but digital will see a considerable increase in spends by 50-60% in the future as brands will learn to look at it as the best marketing tool promising ROI evaluation. Most companies who haven’t experienced the power of digital media yet will use this time to lay the groundwork to engage with customers digitally be it through mapping the customer e-journey, creating 360 views or enabling online payments to attract more customers in the absence of site visits.

In 2021, a prominent trend will be the utilisation of machine learning to filter audiences for targeted campaign outreach. Implementation of machine learning in campaigns will help brands to improve both targeting and messaging by marketing to micro-segments with very well identified needs or interests.

Transparency and continued engagement amidst unprecedented times

This year, information sharing emerged as a key trend within campaigns with the growing universal inclination of customers towards sanitization, hygiene and social distancing. Marketers who were able to remain transparent of their policies and processes whilst keeping the end consumers informed about how their brand will ensure maximal safety amidst these times, emerged ahead of the curve. Brands need to be more cautious than ever in their communication with customers, emanating empathy and transparency in just the right amount. Marketing as the custodian of the brand has taken a centre stage in all kinds of communication going out to customers, partners and stakeholders across multiple channels ensuring consistency in the brand voice. The marketing team has become the first responders, whether it is crafting new ways of communication or being part of a Central Response Team to provide consistent messaging to customers. It can be the anchor, the voice of stability in such uncertain times.

In line with the above several brands adopted influencer marketing and advocacy as a key medium of customer outreach to maintain authenticity whilst also building brand equity.

Marketing will become the primary channel for demand generation

With limited budgets, zero business travel and social distancing norms in play, this is the time for marketing to hustle and step up to become the primary demand generation engine for the organisation. Sales will depend on marketing to enhance their reach and bring prospective customers closer to the table. In line with this in 2021, brands will curate 360-degree campaigns that extend beyond traditional advertising mediums and reflect across teams such as customer service and human resources, which deal with the two most integral stakeholders of any brand.

Embracing Agility

The year 2020 was privy to unprecedented times that disrupted all existing business plans, causing businesses across verticals to realign themselves to fit into the new normal. In line with this the year 2021 too, will be the year of constant re-invention. Brands who manage to stay ahead of the curve by adopting emerging trends and catering to the ever-evolving customer will emerge as successful.

The author is CMO, Awfis

Read Also: How the role of storytelling has changed in 2021

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