On their Terms: Shifting Sales Tactics for Millennial B2B Tech Buyers

Author: Antje Helfrich
10 / 2 / 2019

The classic stereotypes of B2B tech buyers no longer hold true. They are more likely to arrive tattooed and in sneakers and jeans than a suit and tie, and like the consumers they are outside of work, they don’t want to be sold to. Deals no longer hinge on cold calls, as B2B tech buyers […]

On their Terms: Evolving Customer Success for Millennial B2B Tech Buyers

Author: Rebecca Lucash
9 / 18 / 2019

We’ve talked in past posts about how Millennials are stepping into B2B buying roles and overturning traditional ideas about how buyers want to interact with technology companies. But what about after the sale has closed? With customers – and particularly Millennials – assessing products and services on their overall experience with the company, the post-purchase […]

On their Terms: Millennials Shift the B2B Buying Journey

Author: Antje Helfrich
9 / 4 / 2019

Enterprise technology buying is changing, driven by two major trends: the consumerization of B2B and a generational shift as Millennials step into decision-making roles. This has implications for everyone working with Millennials throughout the B2B buying journey – and ultimately the journey of turning customers into advocates. The Consumerization of B2B Increasingly, B2B buyers have […]

Five Ways Retailers Can Use Events to Increase Loyalty and Revenue

Author: Nina Maurer
7 / 25 / 2019

Fostering a community with your customers is key to brand loyalty. Your best customers likely expect community. Emotionally connected customers have a 306% higher lifetime value, which means brands have to find ways to show you care. One way to do that is through meaningful events that overdeliver on value. Events have the potential to […]

The Five “Loyalty Truths” Underpinning Our Status as a Loyalty Leader

Author: Clay Walton-House
7 / 15 / 2019

We’re excited to announce today that Lenati, the strategy and design division of ProKarma, has been named a leader by Forrester Research Inc. in The Forrester Wave™: Loyalty Service Providers, Q3 2019 report. Whereas past Wave reports have focused on loyalty platform technology providers, this is the first time a Wave report focused exclusively on […]

Putting the Pieces Together: Tips for Connecting Fragmented Data

Author: Krista Gunstone
6 / 20 / 2019

Consumers increasingly expect an omnichannel shopping experience, and retailers are beginning to feel the urgency to respond. According to a recent Shopgate report, more than two-thirds (67 percent) of retailers now say omnichannel retailing will be a priority in 2019. Many of these omnichannel initiatives, however, will fall short of customer expectations due to one key challenge: gaps in customer data. […]

Using the Science of Habits to Create a Successful Loyalty Program

Author: Meg Tronquet
1 / 25 / 2019

There are many theories as to why some loyalty programs succeed while others either fail or exist on autopilot without generating ongoing customer engagement. The science behind habitual consumer behavior offers insights that loyalty marketers should leverage when designing and implementing loyalty programs. Successful Loyalty Programs Drive Habit Formation Creating a successful loyalty program isn’t just […]

How to Solve Loyalty Pain Points

Author: Antje Helfrich
10 / 16 / 2018

Building Loyalty With Privacy In Mind When building a loyalty program, it is more important than ever to include considerations around privacy and data security right from the start. New laws around consumer data, in particular the General Data Protection Regulation (GDPR), which governs personal information of individuals in the EU, are causing major headaches […]

Lenati to Lead MarTech Workshop

Author: Liam O'Connor
9 / 27 / 2018

Lenati is looking forward to attending the MarTech Conference from October 1st to the 3rd in Boston. MarTech Conference is designed to help you discover, learn, and connect with others passionate about the challenges of modern marketing. Attendees will leave with best practices and relevant case studies from senior marketers and experts in Marketing Technology. […]

I Can’t Get No…Satisfaction, Retention, and Churn

Author: Terry Mickail
9 / 6 / 2018

Picking up from last time, Personalization is very closely related to Retention in that timely Personalization actions can serve to stop Churn. Churn indicates the propensity of customers to cease doing business with a company in a given time period. The success or failure than an individual organization experiences, depend, to a large extent, on […]