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Stuart O'Brien

Poor marketing to blame for eCommerce business failures

The majority of eCommerce startups are set to fail within their first 120 days of operation, with marketing deficiencies among the most common causes, new research has revealed.

A survey of 1,253 owners of failed startups in the UK, carried out by Marketingsignals.com, revealed the top ten reasons why e-commerce start-up businesses are failing.

According to sources (including Forbes and Huff Post), 90% of e-commerce startup businesses end in failure within the first 120 days. The Marketingsignals research found that the two main reasons for failure are poor online marketing performance coupled with an overall lack of search engine visibility.

Of those companies who were surveyed, a staggering 37% said that their failure could be attributed to an inability to compete or deliver online marketing, with 35% saying a lack of online visibility was the main factor.

Further research found that the same proportion of respondents (35%) felt failure was down to them being too small to compete or there being no market for their products/services, whilst 32% reported that it was due to them running out of cash.

Completing the top five reasons for failure were price and costing issues, with 29% of failed startup owners claiming this was the reason why they folded.

When further quizzed on the reasons why their online startup business failed, 23% said that it was due to being outcompeted, whilst 19% blamed retail giants such as Amazon for dominating a large share of the consumer online retail market.

16% felt that their business collapsed due to their lack of customer service, whilst 14% felt it was due to the poor team they’d built around themselves.

Completing the top ten reasons why e-commerce startups fail was product mistiming, with 11% of startup owners claiming that the reason why their business failed was due to ‘right product, wrong time’.

Gareth Hoyle, managing director at Marketingsignals, said: “It’s clear to see that having an online presence and being visible on search engines is a key area e-commerce startups need to focus on to ensure they succeed.

“As nine in ten online startups fail within their first 120 days of businesses, it’s incredibly important that business owners put provisions firmly in place well before launching – this must include a bulletproof search visibility and online marketing strategy, as well as ensuring there is a market for their product offering.

“A targeted, strategic approach to digital marketing is vital to the success of any online business in this day and age, only more so for small businesses who are just starting out. Many tools can be used to increase their brand awareness and search visibility in their first few days and weeks, where consumer trust and loyalty hasn’t yet been established.”

The top ten reasons why e-commerce startups end in failure:

  1. Poor online marketing – 37%
  1. Lack of online search visibility – 35%
  1. Little to no market for their products or services – 35%
  1. Running out of cash – 32%
  1. Price and costing issues – 29%
  1. Got outcompeted – 23%
  1. Retail giants dominating a large share of the market – 19%
  1. Lack customer service – 16%
  1. Poor team around them – 14%
  1. Product mistiming – 11%

Image by StockSnap from Pixabay

Digital Signage & Interactive Solutions Summit – Join your peers!

We have a free VIP place reserved for you at the Digital Signage & Interactive Solutions Summit – Can you join 60 of your fellow professionals?

23 & 24 September 2019 – Radisson Blu Hotel, London Stansted

This unique event is entirely FREE for you to attend – simply reserve your place here.

• Source new innovative and budget-saving suppliers
• Learn from inspirational seminar sessions hosted by industry thought-leaders
• Network with like-minded senior professionals
• Enjoy complimentary overnight accommodation, plus all meals and refreshments
• Attend our networking dinner

RSVP now to avoid disappointment!

Time is running out: Secure your place at the Print & Digital Innovations Summit

This year’s Print & Digital Innovations Summit takes place on November 14th – and we only have a handful of free delegate places left.

RSVP today to avoid disappointment.

This unique event takes place at the Hilton London Canary Wharf.

The Summit will give you access to innovative and budget-saving suppliers for a series of pre-arranged, face-to-face meetings based on your requirements. You can also attend a series of seminars, and network with like-minded peers.

Lunch and refreshments are included with your free VIP ticket, as well as an invitation to the ‘after show’ drinks reception.

Please confirm your attendance here.

Places are limited, so register today to avoid disappointment.

6 ways direct mail delivers, post-GDPR

By Nigel Copp, CEO at KPM Group

With GDPR in full effect, marketers are reconsidering the most effective channels to reach prospects and customers. Direct mail marketing is subject to fewer restrictions than email, and therefore offers a way to contact customers who are otherwise unreachable.

Combining direct mail with digital activity leverages the strengths of both; for a truly successful multichannel approach. Here are 6 benefits of using mail as part of your strategy post-GDPR.

  1. DIRECT MAIL DOESN’T REQUIRE OPT IN CONSENT

You don’t always need consent for postal marketing. Quoting from the ICO website, “You won’t need consent for postal marketing but you will need consent for some calls and for texts and emails under PECR.”

  1. YOU CAN USE LEGITIMATE INTEREST FOR MAIL

Legitimate interest can be used for direct mail if you show that; how you use people’s data is proportionate, has a minimal privacy impact, and people would not be surprised or likely to object.

  1. USE MAIL AS A WAY TO GAIN CONSENT

The DMA recommend postal marketing as an effective and compliant way to gain online consent. If you can no longer contact customer segments by email use mail to encourage re-permission. Advertising mail discounts can also apply.

  1. MAIL IS MORE EFFECTIVE THAN EMAIL

Mail stands out. Mail gains higher rates of engagement and conversion than emails, with 87% of direct mail recipients influenced to buy something online. It builds trust and demonstrates that the recipient is a valued customer.

  1. UNADDRESSED MAIL DELIVERS

Create targeted mailings without using personal data. Door drops are delivered with addressed mail, enabling you to re-engage audiences that you can’t otherwise reach. Increasing in innovation and popularity, door drops stay in the home for an average of 38 days!

  1. MAIL ENCOURAGES BRAND RECOGNITION

A MarketReach study proved that mail primes other channels. This means that emails and social media promotions may be better received – and remembered – if the recipient has received mail beforehand.

And there’s more

Read KPM Group’s blog 10 Ways Direct Mail Delivers Post GDPR for even more benefits of using mail.

INDUSTRY SPOTLIGHT: Datawrkz – Digital Advertising & Advanced Analytics

Datawrkz is a 6-year-old digital advertising and advanced analytics firm with offices in the US, Singapore, and India.

Through our work with mainstream agencies and advertisers over the past 6 years, Datawrkz has been helping large- and medium-sized brands with their web/app analytics, 1st party data management & segmentation, and digital media buying needs across programmatic, search, and social channels.

A combination of rich digital media buying experience with a proprietary Demand Side Platform, and an in-house built Customer Data Platform (CDP) help Datawrkz bring a unique blend of capabilities to the eCommerce ecosystem.

We have:

  1. An Experienced Digital Media Buying Team – For cross-channel media buying needs
  2. Customer Data Platform – To provide advanced web/app analytics and an integrated overview of customer information and behaviour across channels

A Proprietary Demand Side Platform – To help you target custom 1st party audience segments

www.datawrkz.com

sales@datawrk.com

+91 80 2572 4944

IPA Bellwether: UK marketing budgets flat-line

Hopes of a sustained revival were extinguished in the second quarter of 2019 as firms reported no change to available marketing budget expenditure amid growing political and economic uncertainty.

Following a return to growth in the opening quarter of the year, buoyed by firms taking a more pro-active approach to offset risks to their businesses, latest Bellwether data signalled a stalling of growth, with the net balance falling from +8.7% to +0.0%.

The 20% of panel members reporting greater marketing spend was completely offset by those cutting expenditure, while the remaining 60% kept budgets unchanged since Q1.

Growing economic uncertainty, continued ambiguity over Brexit and additional risk through a change of political leadership in the UK were mentioned by firms as factors expected to challenge the business environment over the coming year.

This created hesitancy among clients and delayed decision making. Panel members also raised concerns that difficult conditions domestically were damaging consumer confidence and impacting consumption.

Businesses were also wary of headwinds from external sources, particularly spillover effects into UK markets from global trade disputes and weaker growth at key export destinations such as Europe and Asia.

Nevertheless, marketing executives were given extra discretion over internet-based advertising in the second quarter, as signalled by a net balance of +11.5% of firms reporting budget growth (+17.2% in Q1). Within internet, search/SEO budgets also grew solidly (net balance of +9.9% from +14.2%).

Main media advertising budgets were also given a boost in the second quarter, as some firms used big ticket marketing campaigns to build brand recognition and expand customer bases. There were also suggestions that marketing was being deployed as a defensive strategy due to increased competitive pressures. Overall, a net balance of +5.6% of companies reported greater main media marketing budgets (+5.2% in Q1).

The only other Bellwether category to register growth in the second quarter was events. The net balance increased to +4.8%, from +3.4% previously, its highest since the first quarter of 2018 and corroborating with forecasts made earlier in the year that events budgets would grow over the 2019/20 financial year.

Meanwhile, available market research spend was reduced for a sixteenth successive quarter (net balance of -2.9% from -4.2%), while PR budgets were also cut (net balance of -5.2% from +0.0%). A second successive downward revision to sales promotion budgets was also recorded (-7.1% from -3.7%). Aside from the ‘other’ advertising category (net balance of -12.8% from -5.4%), it was direct marketing which was the worst performer, with the net balance falling to -9.0% (-3.5% previously), the lowest level in over ten years.

Panel members remained negative regarding financial prospects in the second quarter, casting more downbeat assessments towards both industry-wide and company-own finances than seen during the opening quarter of 2019.

With precisely 34% of marketing executives reporting a pessimistic outlook towards finances in their industry, compared to approximately 8% that were optimistic, the resulting net balance (-25.6%) signalled the second-most negative assessment since the fourth quarter of 2011 (surpassed only by the Q4 2018 reading of -28.6%). Furthermore, this was down from a net balance of -22.6% seen in Q1.

Latest data also pointed to deeper negativity towards own-company financial prospects. The net balance fell to -9.8%, from -2.7% in the first quarter, signalling the highest degree of pessimism since Q4 2011.

Bellwether remains cautious towards 2019, expecting only a modest 1.1% annual increase in adspend over the year as a whole. Various factors underpin its reservation, namely ongoing Brexit uncertainty, but also recent developments in the UK economy, which this year so far have largely been negative. It cites there is a real possibility that the UK economy will contract in the second quarter, and the Bellwether panel comments, as well as latest Bellwether data, highlight that businesses are looking to contain costs and shield against challenging demand conditions.

Nevertheless, Bellwether believes businesses will be eager to accelerate marketing efforts once uncertainty has cleared, and subsequently see 2020 onwards being more positive on the adspend front. It expects growth of 1.8% in 2020, followed by stronger rates of increase in 2021 (2.0%), 2022 (2.2%) and 2023 (3.1%).

Image by rawpixel from Pixabay

GUEST BLOG: The Evolution of Business Intelligence Trends

By Naveen Miglani, CEO and Co-Founder at SplashBI

In recent years, the world of Business Intelligence (BI) has been turned upside down. Data became big, organisations adopted cloud computing, and spreadsheets took a backseat to actionable data visualisations and interactive dashboards. Self-service analytics grabbed the reins and democratised the world of data reporting products. Suddenly, advanced analytics wasn’t just for the analysts.

In 1958, a computer scientist, Hans Peter Luhn, published an article titled “A Business Intelligence System” in the IBM Journal of Research and Development that would later become the foundation for how BI is understood today. Luhn’s article suggested using technology to simplify the process of gathering data rather than sifting through mountains of information by hand. Today, we understand BI as such; using technology to compile and analyse data, translate it into useful information, and then making strategic decisions based on the results.

The recurring trend in next-generation BI tools is that of simplicity. Complex data analysis has become a breeze with the introduction of self-service analytics platforms. Advances in BI technology alleviate the stress and labour hours of gathering, sorting, and using data to make informed business decisions. But how have these changes affected businesses in the last few years – and what’s to come.

Self-service analytics

Self-service analytics has consistently topped the list of BI trend predictions each year, showing the increasing accessibility of BI tools and the positive impact of putting data back in the hands of individual teams, departments and leaders within organisations. The rising adoption of self-service analytics enables users to gain deeper insights to drive data-focused initiatives across the entire organisation—without having to rely on IT.

The rise of self-service analytics has also brought more attention to the growing necessity for modern organisations to adopt a data-driven culture. Businesses all over the world are using elegant visualisations and dashboards to tell their data story, and they’re doing it without using up a massive amount of IT resources. As advances are made in BI technology, the process of implementing a BI tool has become much less of a daunting task. Implementation and adoption time have been almost cut in half, data integration tools stepped into the ring, and talk of data governance/security solutions became common watercooler conversation.

Integrating technology

2017 was a major year for the BI industry. Significant advances were made in the way new technology integrated with existing BI processes, along with the development of tools that allowed data from separate applications or data stores to unite and display the big picture. The cloud was widely adopted due to advanced security and accessibility. Machine learning increased revenue for businesses by tracking buyer behaviour and analysing databases faster than ever before. AI became more prominent, and trials began to determine if AI could eventually replace human data scientists altogether.

By 2018, data analytics became a routine part of daily duties for most organisations. The value of using a BI tool had become a given, but the question then moved to choosing the right tool to fit an organisation’s unique and specific needs. Leaders began to take a look at common pain points in the business and started to learn more about how they could get the most value from a BI tool by asking questions such as, what do we want to achieve from analysing our data? How can BI help us reach our business goals? How can we use data to improve employee retention? Or measure turnover? Can we see which product drove the highest volume of sales in Q1? Could these insights really help us locate and obtain net new clients?

BI has never been a one-size-fits-all answer. That’s the reason it initially gained popularity, as different departments have different data. Sales won’t need the same Monthly Advertising Report that Marketing will use to create next month’s budget. BI was the hottest new tool that could help any person, in any position, in any company use their data to make fact-based decisions. These custom data reports guided businesses in the direction of the most important metrics; whether it’s HR, Marketing, Sales or Finance.

BI now and in the future

BI and data analytics technology is constantly evolving and the market shows no signs of slowing down. Business Intelligence makes data of any kind easy to digest with stunning visualisations, detailed historical analysis, and customisable reports. In fact, by the end of 2019, the Global BI and Analytics Market is expected to grow to $20 billion.

In 2020, experts say we will continue to see increased adoption of BI tools among businesses of all sizes that hope to speed up their organisation’s journey to success. Retail, construction, healthcare, banking and transportation are expected to make up the majority of new adopters. Additionally, the way data is created and handled will experience significant change in the coming years.

But what does the far future look like for BI? What was once just a tool for pinpointing patterns in an organisation’s data, has evolved into a robust, real-time solution focused on using  hard and fast data to not only see a snapshot in time, but to view the entire picture. BI enables companies to make the best possible decisions using their own data, and the organisations that capitalise on this technology that will reach their business goals.

Image by Pexels from Pixabay

Brits falling victim to fraud via social media

Social media could be responsible for an increasing number of young Brits falling victim to fraud, new research has revealed.

Data shows that 47 per cent of payment scams in the last year were among under 30s, with over half (52 per cent) believing they have been approached by scammers on social media.

A massive 85 per cent have shared details on Instagram that could leave them open to ID theft, and a shocking six per cent say they would allow someone remote access to their bank account.

A further four in ten also say they would provide personal and security detail to somebody phoning up claiming to be from their bank.

In a bid to educate young Brits about scams and fraud Santander has teamed up with Kurupt FM from BAFTA-winning BBC TV show People Just Do Nothing to launch its latest fraud awareness campaign, ‘MC Grindah’s Deadliest Dupes’.

The three episode mini-series follows MC Grindah as he goes undercover to investigate the murky underbelly of scams and fraud and has been created to grab the attention of younger audiences online.

They will feature identity theft, online scams and money laundering as the focal topics, and are set to run across Instagram, Snapchat and YouTube to capture the key audience.

Susan Allen, Head of Retail & Business Banking, Santander UK, said: “We’re committed to fighting financial crime and work hard to raise awareness of fraud and scams with all age groups.

“We recognised that to engage younger audiences with these important messages, we needed to do something different and memorable.

“We hope that everyone, no matter what age, will enjoy Deadliest Dupes and learn how to stay safe so they Don’t Get Kurupted.”

Deadliest Dupes follows previous fraud awareness campaigns run by Santander including its Phish & Chips van which toured the UK handing out free fish and chips and a side portion of advice on avoiding scams.

A Scam Avoidance School introduced in branches in 2018 has been attended by over 100,000 people to date.

A new online hub has been set up to support the campaign.

Those at risk can find out more about the tricks used by online fraudsters and test their own ‘scam smarts’ with a specially designed quiz.

Your free VIP ticket for the Print & Digital Innovations Summit

There’s a free VIP place reserved for you at this autumn’s Print & Digital Innovations Summit on November 14th.

RSVP today to avoid disappointment.

This unique event takes place at the Hilton London Canary Wharf.

The Summit will give you access to innovative and budget-saving suppliers for a series of pre-arranged, face-to-face meetings based on your requirements. You can also attend a series of seminars, and network with like-minded peers.

Lunch and refreshments are included with your free VIP ticket, as well as an invitation to the ‘after show’ drinks reception.

Please confirm your attendance here.

Places are limited, so register today to avoid disappointment.

Do you specialise in Conversion Rate Optimisation? We want to hear from you!

Each month on Digital Marketing Briefing we’re shining the spotlight on different parts of the print and marketing sectors – and in August we’ll be focussing on Conversion Rate Optimisation.

It’s all part of our ‘Recommended’ editorial feature, designed to help marketing industry professionals find the best products and services available today.

So, if you specialise in Conversion Rate Optimisation solutions and would like to be included as part of this exciting new shop window, we’d love to hear from you – for more info, contact James Howe on j.howe@forumevents.co.uk.

Here are the areas we’ll be covering, month by month:

Aug – Conversion Rate Optimisation

Sept – Digital Signage

Oct – Brochure Printing

Nov – Creative & Design

Dec – Online Strategy

For more information on any of the above topics, contact James Howe on j.howe@forumevents.co.uk.

Image by StockSnap from Pixabay