DataSeal first for meta-morphix

Data bureaux consultancy meta-morphix, part of the REaD Group, has become the first UK company to have successfully undergone stringent auditing by the BSi to receive its DataSeal. The BSi-backed data security standard was developed by the Direct Marketing Association (DMA) to give members a roadmap for addressing consumer concerns about the security of their personal information and is the only recognised standard for information security management systems other than ISO 27001.
The DataSeal is an accessible alternative for third-party marketing services suppliers and other companies using data for marketing purposes, to fulfil their information security responsibilities without the need to achieve the extended requirements of the ISO 27001.
Seven other organisations holding ISO 27001 certification have already been awarded DataSeals without undergoing an audit by the BSi, but meta-morphix is the first to have achieved accreditation by going through the rigorous auditing process undertaken by the BSi.
Selected by the DMA to test and help specify the auditing requirements for the BSi, the meta-morphix DataSeal bears the historic accreditation number of 'DS1-001'.
Mike Lordan, Chief of Operations for DMA, commented: "meta-morphix should be incredibly proud to be the first organisation to have undergone the rigorous audit process to qualify for DataSeal.
"As well as yielding greater commercial benefits by satisfying prospective clients that they can be entrusted with managing their customers' data, adoption of the DataSeal scheme will also help to rebuild consumer confidence in sharing their personal details with companies and demonstrate to government that the direct marketing industry has its house in order and does not require yet more regulation to keep it in check."
Rob Salmon, Managing Director of meta-morphix, added: "Our prospects and clients can be confident that our data security provisions have been rigorously checked and approved, ensuring that their outsourced data marketing activities are being delivered by a professional company that takes the issue of data security seriously."

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New online analytics tool from Experian CheetahMail and Alterian

Europe's leading email marketing provider Experian CheetahMail and customer engagement technology and solutions provider Alterian have announced a partnership to deliver a new web-based digital analytics tool. The companies say the new tool will enable organisations to precisely measure customer engagement and drive greater marketing ROI across email, mobile and social media.
The tool allows organisations to input and analyse multiple data sources to understand which digital marketing messages will resonate best with which customers, at a specific point in time.
Email and SMS campaign history can be viewed alongside contact information, transactional data, and web analytics in addition to Experian's unique data sets such as Mosaic.
Organisations can then use the tool to develop a detailed understanding of individual customer preferences and behaviours. At a basic level, users can cap frequency of campaigns and create, for example, flags according to levels of spending and age bracket. At a more advanced level, they can develop predictive segments based on values such as propensity to convert, repurchase or engage.
Once the analysis is complete, the data can be set to automatically populate segments and trigger pre-configured, dynamic-content based campaigns. These campaigns can be deployed through email, mobile and social channels, providing an integrated multichannel channel approach designed for top performance.
Steve Lomax, Managing Director, Experian CheetahMail EMEA, commented: "Digital innovations are driving a more scientific and personal approach to digital marketing and organisations need to use rich customer insight to underpin their communications strategy.
This new analytics tool means that even marketers with limited multi-channel expertise can make intelligent decisions about how to engage customers through the appropriate digital channels and communicate quickly with them through relevant, targeted campaigns."
David Eldridge, CEO, Alterian added: "In this digital age, online and social media provides an opportunity for organisations to gain valuable insight into their customer's interests and allows them to respond accordingly. The new tool helps marketers utilise these media to better meet the needs of their customer."

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Start-ups focus for data8

Data enrichment specialist data8 has launched a new division, The New Business Data Company, providing data for companies seeking to target new business start ups.
Antony Allen, MD at data8, explained: "The company targets a precise market: when a business starts up or there is a change, they need specific goods and services. We offer the unique opportunity to contact new business start-ups as soon as they are set up. By providing accurate and timely data, we ensure our clients do not miss out on any prime selling opportunities".
Companies choose the types of businesses and area they require, and data8's latest division delivers the data regularly as soon as it available and in a format to suit – email, telephone or direct mail campaigns. The data is also segmented into start-ups, relocations, changes of owner and new branches. Allen continued: "Our research team qualifies all the data to make sure we capture the relevant information such as the name of decision maker, confirming contact details, number of employees and so on. We have been trialling the service for three months."
Allen has appointed Laura Rawson as Account manager for the new company.

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Behavioural ads get ICO's approval

The Information Commissioner's Office has given the UK's marketers the nod to carry out online behavioural advertising in a new code of practice published at the start of July, providing they include an opt-out clause for consumers.
The new guidelines entitled 'Personal information online code of practice' – and is available on the ICO's official website at http://www.ico.gov.uk/ebook/ebook.htm – dismisses the notion that behavioural advertising is unfair, so long as advertisers are transparent and open about the reasons why they are collecting consumers' personal information and what they are doing with it.
Speaking at the Privacy Laws and Business Conference, Information Commissioner Christopher Graham also stressed at the launch event that marketers must clarify which third parties would have access to any personal data captured and that must also ensure that any data which becomes unnecessary should be disposed of according to agreed standards.
Graham made it clear that getting privacy right was the key to gaining and retaining consumers' trust for marketers while misleading consumers or collecting information that is not strictly necessary was likely to do exactly the opposite, or even attract unwanted action from his office.

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New geodem segmentation tool 'treats customers as individuals'’

Lifestyle and transactional data suppliers Scientia Data have launched INTRA, an innovative new geo demographic segmentation tool that "acknowledges each customer as an individual" by examining transactional activity over the past 12 months and categorising it according to spending activity. The company believes that when this is combined with key wealth and lifestage attributes, this creates a highly effective and powerful segmentation that is unique to the market.
INTRA acknowledges that each customer is an individual even if they fall within the same demographic and makes it possible for the end user to detect subtle, yet important differences in their customer data, giving them greater control over how they target their customers and market their products and services.
"INTRA gives marketers a fresh view of their customers, enabling them to target the active spenders that fit their customer profile more tightly than ever before", said Dee Toomey, MD of Scientia Data.
Meanwhile, Scientia has partnered with payment intent company Fraudscreen to become the first consumer data company to append payment intent codes across its entire lifestyle and transactional databases. The partnership means Scientia Data's databases, Active and DeActive, with information on more than 24 million active consumer buyers, now include Fraudscreen's GeoPlus codes as an extra value risk indicator and data selection.
Segmenting potential payment intent amongst UK consumers, the GeoPlus codes identify the best to the very worst payment intent by postcode and postal sector.
Mark Arnold, Fraudscreen's Client Services Director commented: "When used to pre-screen prospects according to risk and potential profitability, GeoPlus is proven to increase marketing campaign profitability by 34%. Marketers need to go beyond response and conversion rates, and focus on profitability as the true measure of campaign success."

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Microsoft offers glimpse of 'CRM5'

Microsoft took the opportunity at this month’s Microsoft Worldwide Partner Conference to showcase its next-generation customer relationship management solution Microsoft Dynamics CRM 2011 — formerly code-named "CRM5".
The package will be publicly available as a beta release in September, beginning with Microsoft Dynamics CRM Online. It was also announced that Microsoft Dynamics CRM Online will be available in 40 markets and 41 languages by the end of 2010, enabling partners, including independent software vendors and value-added resellers, to create, package and distribute Microsoft Dynamics CRM extensions and custom solutions.
To streamline distribution, Microsoft will also be launching a new online catalog that will provide an easy way for partners to market and distribute the solutions.

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TMW names new Data Account Director

Digital and direct agency Tullo Marshall Warren (TMW) has added to its team of client facing data specialists with the appointment of Sam Aldridge (pictured) as Data Account Director. The company says that Warren's appointment came in response to clients' increasing demands for insight into their brands.
Aldridge joins following six years as Senior Consultant at CACI, where he provided data and analytics to a range of clients within the financial and healthcare sectors.
His new role will see him assuming responsibility for developing strategy, resource planning and client development, and will focus on adding value to existing clients' accounts, including COI, Kerry Foods and L'Oreal.
"Now, more than ever, insight is proving to be invaluable, and is helping to raise the bar in terms of the conversations we have with customers about our clients' brands," said Aldridge.

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Indicia pursues growth strategy with Linnaeus acquisition

Direct agency Indicia has continued its growth strategy by acquiring Linnaeus Consulting, an agency specialising in customer engagement through digital and mobile channels. The Linnaeus team will be fully integrated into the Indicia business along with their suite of web and mobile products which will be merged with Indicia's existing digital services.
Linnaeus Director Mike Fisher joins the Indicia board as Chief Futurist with a remit to demonstrate how insight and technology can engage and connect customers with brands.
Working with the Insight and Technology Solution teams, Fisher will be tasked with ensuring Indicia's client offering and data products are always ahead of the game by understanding the possible, probable and preferable future whilst also remaining focused on delivering outstanding customer commitment to brands.
Ryan Shannon, part of the original Linnaeus management team, will also be joining the Indicia board as Managing Partner. He will operate within the Client Services team and continue to develop and service both Indicia and previous Linnaeus clients.
Ian Stockley, Managing Director at Indicia, said: "Following the integration of Entire and Marketing Databasics at the start of the year, bringing the digital and mobile expertise of Linnaeus into the company increases our expertise in this rapidly growing area for our clients."
Commenting on Fisher's appointment to the Indicia board, he added: "The role of Chief Futurist will be instrumental in further positioning us as the leading customer intelligence agency."

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BUSINESS WINS

CIG
Callcredit Information Group is to build and host a CRM database of customer details for The Guardian Newspaper, while its Interaction Centre will handle all subscription-related customer communications after demonstrating a successful track record in managing subscription services for other national media owners.

Data8
Wales-based business The Clever Baggers have integrated data8's postcode lookup application into their website to improve the speed and accuracy of their data capture, saving 90% of key strokes and capturing all addresses to PAF standards.

Goodform
Sports marketing specialists Goodform have been contracted by English Premier League Club Manchester City Football Club as their retained CRM agency with the initiative aiming to allow the club to have new customer facing systems providing a single customer view to all staff in order to significantly improve customer service and marketing.

SAS / IS Solutions
Pan-European insurance brand Zurich Connect has selected business analytics software provider SAS and IS Solutions to support its continued growth through better understanding of its online customers' experiences through SAS-enabled analysis of online customer behaviour to support customer acquisition by fine-tuning the online quote and purchase process.

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New DMA-backed platform gives UK's SMEs a voice

The UK's 4.8 million SMEs have been given a new platform to air their opinions and make their collective voice, worth £3,000bn, heard. B2Group, the B2B lead generation specialist for blue-chip organisations headed by former DLG chief Jeremy Whitaker, has hooked up with the Direct Marketing Association (DMA) to launch SME Voice, the UK's largest survey of small to medium businesses, which account for more than 23.1 million people.
SME Voice is the UK's only rolling market study of the SME community and will take the form of a monthly survey, with volunteer businesses completing a set of online questions that will be tailored specifically for different audiences. Responses, which are entirely anonymous, are collated to provide up to the minute insights into the behaviours and attitudes of the SME community.
The DMA's involvement represents an essential partnership for its B2B member programme, supporting its regular panel discussions, quarterly networking events, webinars and thought-leadership.
Latest statistics from the Department for Business, Innovation and Skills show that the SME community is growing in the UK, meaning the value of B2B marketing is increasing. The DMA recognises this and is committed to investing in this sector and supporting its B2B focused members.
Chris Combemale, Executive Director, DMA, said: "The ongoing tracker study provides valuable insight and will act as a key platform from which our B2B members can engage with the wider business community."
Jeremy Whitaker, CEO, B2Group, added: "The SME sector is huge in the UK worth £3,000 bn, yet until now there has been no single forum on this scale enabling marketers to tap into this market and empowering small and medium businesses by providing a platform for them to express their opinions on a regular basis, network, share best practice, or tell blue-chips what products and services they require.
"SME Voice will give this vital part of the business community a platform from which to speak and the DMA's involvement can only strengthen their cause by lending credibility to the importance of the requirement that we are now satisfying."
Manchester-based B2, launched in 2010 by a team of business lead generation experts, is launching a suite of products and services for UK SMEs as it aims to become a champion of the sector and provide a platform for best practice, networking and discussion, and growth. These include:
SME CENSUS – a unique resource for firms to outline required products and services to big businesses.
SME HUB – providing active networking support opportunities to give businesses the tools to grow successfully.

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Pace of business failures slows

Equifax, has released its Business Failures Report for quarter two 2010, revealing a slow down in the pace of businesses going under compared to earlier in the year and to the whole of 2009. However, the actual number of failures is not quite back to the pre-recession levels of early 2008.
Overall there was a 19.1% drop, year on year, for quarter two in 2010 and a 7% drop compared to the previous quarter. The retail sector was a particular highlight, seeing a 23.6% drop in failures year on year, and a 14% reduction compared to quarter one. This made it the second best performing sector after construction.
"Our latest Business Failures Report appears to reflect the very close control businesses have been putting on cashflow and costs," explained Nic Beishon, Head of Equifax Commercial Information Solutions.
"Cuts in headcount and pay freezes have been key features of the last 12 to 18 months and these strategies certainly appear to be paying off in terms of slowing down the number of businesses going under.
"But we are not yet out of the woods – the actual number of businesses that have failed in Quarter 2 is not quite back to the levels of early 2008 – although in some cases they are close."
Beishon also discussed the speculation about a double-dip recession, but stated that the Business Failures Report seems to indicate that all the right actions are being taken by business to survive continuing difficult trading conditions.
When compared to the first three months of this year, there was a 7% drop in businesses going under in quarter two in 2010. And compared to the same period in 2009, the decline in failures was a significant 19.1%.
But Beishon does suggest caution in reviewing the year on year figures: "Clearly we are now comparing performance with the worst part of the recession last year. So it is not surprising to see a significant improvement. But what I think is more useful is to compare this year's figures with failures in quarter two 2008. Overall 6,409 businesses went bust in quarter two 2008 – there were 7,175 failures in quarter two 2010. That's still an increase but certainly a much smaller jump than in 2009 when failures in quarter two hit 8,874."

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Customer-centric award

Korean bank Standard Chartered First Bank has won the Grand Prize at the '2010 Customer Centric Management Awards' event, organised by the CRM Council of The Foundation of Korean Information Industries, for its 'Customer First' initiative, which transformed the bank to a customer-centered model.
The initiative was built around the bank's Teradata Relationship Manager software and saw the rollout of a company-wide data-driven programme of new customer-centered processes, product packages and services to create 'one-to-one' customer experiences and relationships.

ThomsonLocal changes

Local business search company ThomsonLocal.com has promoted Jill Pringle to the position of Marketing Director, reporting directly to Chief Executive Officer Elio Schiavo.
Pringle has been with the company since 2001 and is tasked with reviewing the company’s digital and print product offering, brand position and communications strategy.

EngageOne SAP fit

Pitney Bowes Business Insight has announced that its EngageOne Interactive document generation solution can now be integrated with SAP applications. Developed by BSG Business Services GmbH and SAP-certified as powered by the SAP NetWeaver technology platform, the BSG Interface for EngageOne 1.0 can be used to initiate, conduct and complete interactive document processes at the click of a mouse directly from the SAP ERP application.

Door to door

Royal Mail has launched an online service aimed at helping marketers "take a more intelligent approach to unaddressed mail campaigns".
Customer Finder is a new web-based service with diverse functionality including choosing targets, granular search criteria, and building maps and reports.

Doing the business

Data marketing and business list provider Infogroup|UK has appointed Joey Edwards as Business Development Director. Edwards joins after 14 months as Head of Sales (City and Telesales) for business information specialist Graydon, following a 15-year sales career with Dun and Bradstreet, latterly responsible for D&B's London and South East customer base as Regional Sales Leader.

Target practice

Latest research from the DMA fast.MAP data tracking study reveals 57% of consumers surveyed said a poorly targeted communication would make them unsubscribe from receiving any further information.
Some 21% said receiving unwanted materials would be the primary cause of them losing trust in a brand and 29% said that they would bin unopened anything incorrectly addressed or addressed 'to the occupier'.

promos persist

Research commissioned by Valassis has found that 28% of consumers are looking for promotional offers more than they were a year ago, with the price of food (26%), cost of living (22%) and having less money (17%) cited as the main reasons for this increase.
Promotional awareness is highest in 16-24 year olds, with 41% of consumers in this category looking for promotional offers.

KXEN secures $8m

Data mining automation solutions provider KXEN has closed $8m in series D funding to further accelerate its growth and international expansion. "This additional funding is a great vote of confidence in KXEN's vision of how companies can optimise their business by using predictive analytics," said John Ball, CEO of KXEN .
"We are thrilled to see the concrete benefits our customers are getting and plan to use this funding to invest even more heavily to accelerate our growth and vertical market development."

intermedia promotion

Intermedia Marketing has announced the promotion of Sarah Buttle to Sales Director. Buttle joined the company two years ago from The Trading Floor, having built up her experience at Millennium Direct and Response Advertising Media.