The COVID-19 has transformed the way businesses function. In the wake of social distancing measures that are likely to remain in place for an extended time, a large pool of customers are swiftly moving toward new-age digital and mobile marketplaces. Moreover, the tendency has transitioned from just brand to purchase experience, quality of service, and customized needs. This has driven top CRM players to realign their AI-based offerings in line with the growing enterprise need to measure customer loyalty effectively.
According to a McKinsey report titled “The Quickening,” e-commerce has experienced the same amount of growth in three months during the COVID that would have erstwhile taken ten years. Due to this, consumers are going with fitting, reliable brands and have the products and services they are looking for.
Microsoft has also echoed similar sentiments in its blog. According to Microsoft, COVID-19 has greatly changed consumer behavior, and consumers are now buying more online and gravitating toward contactless pickup of purchases. It adds that retailers who invest in digital technology are better positioned to deal with this new shift and stay connected with existing customers while also attracting new ones. Use of AI and ML to measure customer loyalty has become increasingly relevant for businesses.
Battle of the giants
Understanding this new shift in consumer behavior, global CRM leader Salesforce has introduced a new brand loyalty management solution that will enable its customers to strengthen customer trust and engagement. The latest offering has been introduced, keeping in mind the rapidly evolving unique enterprise needs to reward and retain their customers amidst the global pandemic.
Starting in February 2021, Salesforce will integrate the new brand loyalty solution with Salesforce Digital 360, Service Cloud, and Tableau, allowing enterprises to offer a customized loyalty experience across the entire customer journey.
Salesforce said that the solution would help enterprises of all scales and sectors to launch more customized experiences. According to the company, enterprises can leverage this solution to expand their loyalty programs to stay current with customer expectations. It can also help drive business value by creating loyal, lifelong customers. (See: How will AI impact enterprise ecosystems in 2021? )
Salesforce, though, is not the only CRM leader trying to capitalize on this new opportunity. Microsoft too is continuously looking at making its Microsoft Dynamics 365 more evolved and enable its customers with deep, intelligent insights.
Another CRM major SAP has been quite aggressive in leveraging AI and ML learnings to improve customer interactions. In October last year, it launched a new SAP Customer Data Platform to connect every data source in an organization and external data to create unified customer profiles. SAP claims that the tool enables enterprises to provide a complete understanding of customer preferences and behavior.
Technology to play a big role
Most businesses are looking at leveraging advanced technologies and solutions to understand customers’ specific needs. There has been a growing focus on smart solutions based on artificial intelligence and analytics, which can help organizations determine the best ways to engage with specific customer needs and include promotions and offers based on real-time data. For example, a retailer can identify which of his customers are near a store, using geolocation-based notifications or whether customers have used their bonus points or can be offered some new incentives to get them back.
In 2021 and beyond, enterprises, especially, retailers will see the growing adoption of tools based on artificial intelligence to deliver unique customer experiences and drive impactful brand engagements. Top CRM players such as Salesforce, Microsoft, Oracle, and SAP are expected to add new machine learning capabilities in their CRM offerings to enable their users to automate the customer loyalty measurement process and deliver more incredible customer engagement benefits.