Building a Center of Excellence for Customer Engagement — Part 2

This is Part 2 of a two-part posting on how to create and organize a center of excellence (CoE) for demand generation and customer engagement. In this post, we will discuss the inputs and outputs to the CoE and what driving for excellence means, in practice.

This is Part 2 of a two-part posting on how to create and organize a center of excellence (CoE) for demand generation and customer engagement. In Part 1, we highlighted that one must define the capabilities that will exist within the CoE and talked generally about the people involved. In this post, we will discuss the inputs and outputs to the CoE and what driving for excellence means, in practice.

CoE Inputs and Outputs

So let’s say you’ve decided to create a Customer Engagement CoE, within marketing, and they will drive all your inbound and outbound campaigns, engaging with prospects and customers. You already concluded which capabilities you will need in the team in order to execute.

Next, you need to consider the inputs and outputs to this organization very carefully. Why? Imagine a baker is determined to be excellent, the best in the county. They are going to master the best cates around. They will test different ingredients, ovens, temperatures, cooking times, blending methods etc., all to arrive at the perfect cake. If the ingredients were to change in composition every week, would that stymie the baker’s attempts to achieve excellence? Of course. So for our customer engagement team, if there is no defined process for submitting campaign requests, or offers, or personas, or buying journey maps, or campaign and event calendars, or communications cadence and governance rules, they will not be able to hone their results. They will do their best to manage the chaos, but don’t expect them to achieve continuous improvement.

The outputs will, of course, depend on the capabilities you put in the CoE. Let’s assume for a moment you put the email platform power users, the inbound power users, the SEM/SEO, social media, and event managers all in here. The obvious output is, of course, great customer engagement and MQLs/SQLs. The other outputs include:

  • Content requirements to the content group
  • Content engagement results to the content group
  • A campaign calendar
  • MQL/SQL results, broken down by product and region
  • Technology, process, data, and reporting requirements to the marketing operations team

Driving for Excellence

So what does it mean to drive for excellence? We could just put a demand generation team together instead of creating a CoE, so what’s the difference?

Putting a team of people together, all driving for a common business outcome, does not make them a CoE. Creating a managed services team does not make it a CoE. The CoE label is earned if you direct them as follows:

  1. There is an expectation of excellence from this team. They will have precisely defined outcomes and goals. These will be measured and reviewed regularly.
  2. They will have a maniacal pursuit of excellence in the delivery of their outcomes. A strong QA ethic. And if the inputs do not conform to the defined process and expectation, the task is not accepted. For example, a campaign brief or blueprint is submitted with missing details, perhaps missing copy or assets, it is rejected. Nothing is allowed to interfere with the precise operation of a customer engagement machine that is being fine-tuned for perfection.
  3. There is a burning need for continuous improvement. There is experimentation and multivariate testing. The best practices are carefully documented and rigidly followed. There is continuous education for all team members. They are to become the elites in the industry.
  4. The team is empowered to task some measured risks, to embrace innovation, and to operate in an agile fashion.

Conclusion

It is likely that a new team will not become a CoE overnight. It may take months to define the inputs and outputs and the processes behind them, so that the quality becomes consistent. It may take time to find people who are passionate about continuous improvement and open to experimentation. New ways of rewarding performance may be required. But the extra investment in creating a CoE, instead of just forming a group, will be returned in much higher-than-average results.

How to Build a Center of Excellence for Customer Engagement — Part I

This is Part 1 of a two-part posting on how to create and organize a center of excellence for demand generation and customer engagement. Different definitions for a center of excellence, or CoE, have circulated for some time.

This is Part 1 of a two-part posting on how to create and organize a center of excellence for demand generation and customer engagement.

Different definitions for a center of excellence, or CoE, have circulated for some time:

  • In academia, where the phrase was coined, CoEs are sometimes called a “competency center” or “capability center.” A CoE brings together people from different disciplines and provides shared facilities/resources.
  • Business CoEs are sometimes defined as a team that leads others in the organization in a particular area of expertise; whether that be technology, skill or discipline — providing leadership, best practices, research, support and/or training.
  • Additionally, if leaders don’t define “excellence” with KPIs and output metrics, then it’s not a Marketing Center of Excellence, it’s just a skilled group.

Gartner defines a CoE as “a physical or virtual center of knowledge, concentrating existing expertise and resources in a discipline or capability to attain and sustain world-class performance and value.” Gartner then proceeds to state that this breaks down into four elements. Let me paraphrase those here:

  1. CoEs need to focus on a tight scope, defined around a specific capability
  2. Define the location of the CoE (physical vs. virtual)
  3. CoEs should optimize and leverage resources internal to the organization, not external vendors or agencies
  4. Have a focus on pushing beyond standard performance norms. (i.e., Drive toward excellence in the chosen capabilities.)

This is a good list, but it feels a little incomplete. We need to further differentiate a CoE from a simple organization chart department, or managed services group, or council. What are the characteristics of a Revenue Marketing CoE?

  1. The Revenue Marketing CoE is based on a set of related capabilities. What is a capability? “A capability is a unique bundling of skills, knowledge, and resources that facilitate the execution of business processes, and are what ultimately contribute to sustainable competitive advantage and superior performance.” (Day, 1994, opens as a PDF).
  2. The CoE has a clearly defined mission and charter
  3. The CoE has a defined structure and borders — i.e., what are the inputs and the outputs. And related to this, there needs to be a definition for how the broader organization interoperates with the CoE
  4. The CoE is chartered to drive for continuous improvement and curation of best practices; thereby, achieving excellence
  5. The CoE has a significant impact on the competiveness of the organization, and a strong ROI

Capabilities

Let’s start with the capabilities, what should be in the Customer Engagement CoE, and remember — just because you move a capability in here, doesn’t mean that it can’t also exist outside the CoE … content creation, for example. To build a CoE for customer engagement, you will benefit from the following set of capabilities, at a minimum:

  • Demand management
  • Program management
  • Campaign management (inbound and outbound)
  • Best practices management
  • Customer journey and persona management
  • Operational outcome reporting
  • Customer experience management

There are other capabilities that could optionally be added:

  • Campaign content operations
  • Marketing technology operations (i.e., the folks who build inbound and outbound campaigns)
  • Data analysis and analytics/reporting

So, at a minimum, you might have job titles like these in the COE:

  1. Demand Generation Managers; AKA, program/campaign strategists
  2. Power users for all channels (email, social, paid media, events, etc.)
  3. Customer data tzar, possibly also good for reporting analysis and segmentation
  4. Content creative and copy writing
  5. Content strategist
  6. Inbound admin/guru and MAP/CRM admin/guru, especially for config and reporting
  7. Campaign Managers; AKA, project managers for campaign design/execution
  8. Traffic managers for handling all the asset production and workflows

You may choose to implement a customer engagement CoE that extends beyond the walls of marketing and, in doing so, needs to include representatives from sales and support. When you consider that a focus on customer experience is a company-wide mandate and cannot be executed by marketing alone, then creating a customer engagement CoE that can serve the broader organization makes sense.

Hopefully, this discussion on capabilities in the CoE got you thinking, and you are asking yourself:

“Whoa, would I put content/creative types in there?”

“Would I put social, paid media folks in there?”

“ Would I put the campaign strategists/designers in there? I mean, what if I have field marketing?”

“Jeez, Kevin, keep it simple. Why not simply make a CoE out of the Marketing Automation Platform (MAP) power users, put them in HQ, call them a CoE, stick it under Marketing Ops and call it good?”

Not so fast. Is the latter really a CoE? Do they represent one or more capabilities in the way we defined capabilities above? No. Are they in one location, yes. Can they strive for excellence in building, sure. But they cannot measure their results based on the business outcomes, because so much is out of their control: the quality of the design, the offers, the data, the metrics. So, they make it on three of the four Gartner criteria, but fail on No. 1. Do they represent one or more capabilities? You could argue that this is semantics and that “MAP usage” is a capability. Not so fast (again). Remember Day’s definition of a capability?

“A unique bundling of skills, knowledge, and resources that facilitate the execution of business processes…”

Does building a campaign all by itself rise to the level of “facilitates execution of a business process”? No. Nor will it “contribute to a sustainable competitive advantage.” But it is part of the customer engagement process where we can hope to gain competitive advantage. And now we get to the crux of the discussion: We cannot determine if a CoE is right for our organization until we have agreement on what the required capabilities might be.

A COE is the right way to organize a team and, thereby, increase marketing effectiveness, when these conditions exist relative to the capabilities and people:

  • Capabilities:
    • Specific Revenue Marketing capabilities can be provided by a small or modest-sized group
    • Grouping these capabilities and the individuals together will be synergistic
    • The returned value to the organization in driving to excellence in these capabilities is high
  • People:
    • A modest-sized group of specialists, who may be skilled in completely different areas, and all share common goals or business outcomes for their skills, can be grouped together under one leader.
    • This group can be united as one and manically pursue excellence in the delivery of those business outcomes.
    • The team is empowered, embraces innovation, has a bias for action, and operates in an agile fashion

There are, of course, other criteria to consider before electing to invest more and create a CoE, instead of simply organizing as a group. They include a detailed specification of the CoE inputs and outputs, what driving for excellence actually means in practice, and having a well-defined mission and charter. All this and more will come next month in Part 2 of this blog post.

WARNING Don’t Wing Campaign Development: 6 Steps to a Flawless Rollout

“What?” I hear you say. “We don’t need more process, red tape and nonsense slowing us down. Just get out there and execute some email campaigns and call it good.” STOP! Winging it in campaign development will ultimately lead to launching faulty campaigns, take longer to execute than anyone imagined, frustrate team members and get you reassigned.

target_marketing_blog_part10_1In last month’s blog post, we discussed the third of the five core marketing processes essential to effective and efficient marketing operations: the data-related process. This month let’s switch gears and discuss the campaign development process.

“What?” I hear you say. “We don’t need more process, red tape and nonsense slowing us down. Just get out there and execute some email campaigns and call it good.” STOP! Winging it in campaign development will ultimately lead to launching faulty campaigns, take longer to execute than anyone imagined, frustrate team members and get you reassigned.

Campaign Development Process

If all your campaigns look like this, you may not need a campaign development process:

Campaign Development ProcessBut if you are considering account based marketing (ABM) or multichannel campaigns, then your campaigns could look like this:

Multichannel Campaign Development ProcessThey may be multichannel, have lots of touch points, offers, landing pages, ad copy, graphics, emails, etc. Developing richer, more engaging campaigns such as this on your marketing automation system requires a defined campaign development process to ensure high quality results and flawless campaigns. A defined campaign development process outlines the roles and expectations for every player involved.

Your campaign development process, however simple, will probably contain at least the five stages shown below.

5 Campaign Development StagesThe strategy stage is where the program or campaign is proposed, the costs and benefits are weighed, and if approved, it moves to the design stage. During the design stage, the campaign brief, potentially a creative brief, and ultimately the detailed campaign blueprint are created. While the campaign brief is a simple, one-page document that describes the campaign, the blueprint is the document that you hand off to your marketing automation platform (MAP) campaign builders. It contains every detail they will need to build, test and launch the campaign. It has every requirement in it, including dynamic content rules, A/B testing, campaign flow, timing, templates to be used, URLs desired, channels, offers, UTM codes, etc.