Customer 360: How Data, AI, and Trust Change Everything - Hardcover

Über die Autorin bzw. den Autor

MARTIN KIHN is SVP, Strategy, Marketing Cloud at Salesforce. Previously, he was a leading Gartner analyst covering marketing technology and analytics and a VP at Digitas. He is the author of five books including Customer Data Platforms with Chris ­O’Hara and House of Lies. His articles have appeared in Forbes, the New York Times, AdExchanger, GQ, New York, and others.

ANDREA CHEN LIN a Vice President of Corporate Strategy at Salesforce, leads next generation growth and competitive positioning including data, AI, analytics, automation and integration. Prior to Salesforce, Andrea was the founder and CEO of Pareto Strategy, Inc. a boutique firm, where she served as an advisor or as interim CEO/GM of several companies from VC funded startups to Global 1000 companies.

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Praise for CUSTOMER 360

“Customer 360 stands out in a crowded conversation by showing businesses how they can use complex new technologies to give customers the better experiences they want and to unlock value for the enterprise.”
―JEREMY HLAVACEK, CCO, Experian Marketing Services

“This book describes in detail the Data + AI + Trust formula and shares the secrets of how organizations succeed when putting AI into action using the formula. Get ready to be inspired and better prepared to embark on a Customer 360 journey in your own organization.”
―JOYCE KAY AVILA, author, Snowflake: The Definitive Guide and Hands-On Salesforce Data Cloud

“Customer 360 shows, step-by-step, how to apply modern technology to improve the customer experience and increase business value. It may be a surprise for readers to see that all the pieces are right here, today, to significantly improve business outcomes. Advances in AI make it a must for business people to move their team forward. As the authors say, ‘Dream Big, execute within reach and build an adaptive culture.’”
―REX BRIGGS, Chief AI Officer, Claritas; author of The AI Conundrum

“Customer 360 is an essential read for anyone looking to use AI and data to create exceptional customer experiences and achieve scalable business growth. It provides a compelling and practical exploration of these advancements, demonstrating how businesses can harness these tools to meet and exceed customer expectations.”
―AMY KITSCHER, Senior Director, Publicis Sapient

“Madtech is highly commoditized, but what isn’t is your relationship with your customers. To fully understand your customers, you need to combine data transformation tools, a reliable data management platform, and the trust that exists between you and your most valuable assets: the people who buy your products or services. Trust is your competitive edge.”
―JESS SIMPSON, Vice President, Head of Consulting, Acxiom

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Customers around the world expect more all the time, inspired by their best experiences with data-driven brands. Competitive realities require all companies, no matter their size or industry, to maximize their customer technology, ensure they have the right teams and processes in place, and lay the groundwork to delight customers in the years to come.

In Customer 360: How Data, AI, and Trust Change Everything, data management strategists Martin Kihn, former lead Gartner data analyst and author of House of Lies, and Andrea Lin, leader of Competitive Intelligence at Salesforce, deliver a blueprint to accomplish these difficult yet essential goals based on the pillars of AI, data, and CRM. Mastering these pillars via technology, people, and processes is truly the future of customer engagement.

Readers will learn about using exciting technologies like GPT without compromising safety and privacy, building powerful predictions based on AI and machine learning into marketing, customer service, and other processes. They’ll also discover how to organize data around customers, prospects, and accounts, even if that data comes from many different sources in different formats, and orchestrate customer interactions across channels and along the journey―from acquisition and onboarding, through service, upsell, retention, and win-back.

The book includes real-world stories from a range of industries and business models, including consumer products, retail, health and life sciences, financial services, and telecommunications and media. Subjects include B2C and B2B and hybrid models, exploring companies at various stages of digital maturity―from advanced and innovative to nascent and nervous.

Customer 360 is an essential guide for practitioners seeking to better understand the modern customer technology landscape, an introduction to data-driven engagement techniques and the magic of AI and GPT, and required reading for anyone interested in engaging and delighting customers.