What You Need to Know About Successful Loyalty Program Design

Author: Jim Tierney
2 / 9 / 2017
Loyalty Program Design - Lenati

Loyalty programs are often the lifeblood for many marketers, especially when customer experience is top of mind. For many brands, their loyalty program design is a crucial element of their customer engagement strategies. Loyalty360 caught up with Pam Spier, a Senior Manager at Lenati, to find out more about loyalty program design and how to […]

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Marketing Technology—A Strategic Approach to Drive Business Value

1 / 31 / 2017
MarTech Strategy

Each day, technology makes more impact in more areas of our lives—marketing is no different. Marketing technology (MarTech) allows companies to better understand and talk with their customers. Furthermore, it enables new customer experiences that marketers couldn’t have fathomed just few years ago. As much as technology is changing the world, it is also forcing […]

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Q&A: Driving a Top-Down Plan for Customer Centricity

Author: COLLOQUY Staff
1 / 26 / 2017
plan for customer-centricity - lenati

An interview with Clay Walton-House, Customer Retention and Loyalty Lead Originally published on Colloquy.com Many organizations have tackled customer centricity with varying degrees of success. To effectively establish an enterprise-wide customer-centric mindset, change management is the key: focusing not on the content of the change, but the change itself. As a principal at Lenati, Clay […]

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Is Customer Loyalty Overrated?

Author: Guest Contributor, Jim Tierney
1 / 23 / 2017
Is Customer Loyalty Overrated? Harvard Business Review and Lenati response

In a recent article in the Harvard Business Review, the title says that “Customer Loyalty Is Overrated.” “The death of sustainable competitive advantage has been greatly exaggerated,” the article asserts. “Competitive advantage is as sustainable as it has always been. What is different today is that in a world of infinite communication and innovation, many […]

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Avoid the January Refresh: 4 Options for Tier Qualification in Loyalty Programs

Author: Alison Rohrs
1 / 18 / 2017
Loyalty-Program-Design-Lenati

On January 13, Delta emailed me my 2016 year-end SkyMiles statement. I had just started using the SkyMiles program a few months before, and had earned about two-thirds of the miles and spend needed to achieve “Silver” status. Of course, on January 1, anything I’d earned toward status was erased. In this context, the email’s […]

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Macy’s Needs to Address Relevancy to Ignite Brand Loyalty

Author: Guest Contributor, Jim Tierney
1 / 9 / 2017
Macys-Retail-CX-Lenati

Sinking sales and profits, plunging net income and same-store sales, and evolving customer shopping preferences and patterns have, unfortunately, shadowed venerable retailer Macy’s during the past couple of years. This week company officials announced a series of actions to streamline its store portfolio, intensify cost efficiency efforts, and execute its real estate strategy (including the […]

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Amazon Go Shows That Most Retailers Still Haven’t Learned

Author: Martin Mehalchin
12 / 6 / 2016
amazon-go-lenati-retail-customer-experience

This week in retail started with the news that Amazon would be opening Amazon Go, a cashier-free, app-based shopping experience concept that I am almost certain will grow into a chain with hundreds, if not thousands, of locations. Amazon pretty much invented e-commerce and now they are sending clear signals that they intend to reinvent […]

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From the Executive Suite: Effective Sales Enablement Strategies

Author: Dailah Lester
12 / 1 / 2016
sales-enablement-executive-perspective

Top of mind for sales executives today: How do I equip my sellers with the right tools and resources—at the right time—to optimize customer engagements and increase sales productivity?  Lenati recently hosted an Executive Leadership Roundtable in partnership with Highspot, with Senior Sales Enablement Executives looking to modernize their sales teams. The Executives represented companies that […]

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5 Steps to Increase Seller Productivity in FY17

Author: Jared Dodson
11 / 10 / 2016
Sales-Enablement-Training-Lenati

Sales leaders know that their ability to properly enable their sellers is one of the most important factors in hitting numbers. However—with the proliferation of sales enablement vendors, bloggers, and experts publishing conflicting content on the subject—sales leaders are challenged with knowing where to start and what to focus on. The reality is that increasing […]

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Can Whole Foods Attain Greater Differentiation Through Customer Loyalty?

Author: Guest Contributor, Jim Tierney
11 / 9 / 2016
Whole foods loyalty rewards program - Lenati

When Whole Foods launched a customer loyalty program pilot in the greater Philadelphia market in February 2015, Clay Walton-House, Principal and Lead of Lenati’s Customer Retention & Loyalty Practice, didn’t think it appeared too differentiated from other grocery rewards programs. “Customers earn one point per dollar spent, and will receive offers and rewards based on their purchase patterns—hardly […]

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