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  • HITEC Special: Does EU GDPR Affect U.S. Hospitality Companies?

    By Alvaro Hidalgo. The EU General Data Protection Regulation has set a path towards protecting personal data which many other countries will follow. In a global industry such as hospitality, it should be a primary objective to take the steps towards compliance.

  • HFTP Report: Hospitality Data Security — Strategy for Data Protection and Regulation Compliance

    This guide from Hospitality Financial and Technology Professionals (HFTP(R)) covers safeguards that can be implemented in hospitality businesses today, tips on how to continuously improve security and data regulation compliance.

  • HFTP GDPR Guidelines: Privacy Policies for Hotels

    This document offers points to consider in the development of a hotel’s privacy policy. In view of the multiple organisational and legal structures under which hotels operate, as well as the complexity of the third party landscape that may be part of the complete guest experience, this document serves as a guideline only.

  • HFTP GDPR Guidelines: Hospitality Guest Registration Cards

    This document offers recommendations for guest information collection on the guest registration card along with consent for use. It can be used as a guideline for loyalty cards, health data, export of data outside of the EU, privacy policies and direct marketing.

Global Ecommerce Communities Inspiring Brands To Rethink And Reinvent Go-to-market Strategies

Chief Marketing Officer (CMO) Council ·21 May 2018
Large, global eCommerce communities are disrupting the retail marketplace by bringing together vast numbers of buyers and sellers in frictionless transactional environments. Inspired by their success, brand marketers are rethinking go-to-market strategies to better integrate digital advertising with personalized shopper engagement and more effective conversion programs.New research by the Chief Marketing Officer (CMO) Council--entitled "Ingenuity in the Global eCommerce Community"--explores how the massive scale, data quality and customization capability of online marketplaces are bringing new levels of customer insight, enriched experiences and added value to brands. Digital commerce accounts for about 10 percent of the $5 trillion in total annual sales across all retail channels.According to a CMO Council survey of nearly 200 brand marketers, well over 50 percent believe that large eCommerce communities are revolutionizing and reinventing the global retail marketplace. They are also forcing them to rethink every aspect of how they go to market. In a telling self-assessment, 60 percent report that they need to embrace a more cohesive, integrated, multi-channel digital retail strategy to improve their own eCommerce business.The CMO Council study, conducted in collaboration with eBay, revealed the top five ways in which big eCommerce channels were impacting the go-to-market planning and strategies of major product marketers. According to the marketers surveyed, these included:Putting pressure on them to lower pricingRethinking monetization and customer revenue modelsForcing them to seek greater brand differentiationRecalibrating and allocating digital marketing spendShifting toward an agile, real-time marketing mode"The millennial-driven shift to digital retail shopping is prompting the evolution of the old 4P model of marketing--now, more notably, we need Precision, Personalization, Persuasion and Perfection of execution to multiply purchases," notes Donovan Neale-May, Executive Director of the CMO Council. "Exemplifying this are innovations in customer attraction, convenience, conversion and consistency of experience that are behind the success of eBay, Amazon and other digital commerce communities."For its part, eBay is using advances in technology, such as augmented reality (AR), artificial intelligence (AI) and machine learning, to improve search relevancy and make buying and selling on eBay much more gratifying."eBay has made it even easier to shop and sell on the platform by leveraging new technology to redefine what online shopping means today," notes Bridget Davies, eBay's Vice President of Advertising and Marketing Activation. "We use AI and big data to learn how people move at a granular scale to better connect with consumers, brands and businesses."Davies points to eBay's AI-powered, personalized homepage and more than 1.1 billion listings using structured data. "More than 80 percent of eBay users are logged in when they access our platform, allowing us to deterministically identify users across channels, browsers and devices rather than relying on cookie-based probability models," she adds.The CMO Council report notes that marketers today are challenged to evidence how they are using data and real-time insights to "gain greater satisfaction from every customer interaction" and determine whether they have the ability to "scale the way they track the digital buying trail."The CMO Council's new thought leadership initiative gathered insights from nearly 200 global brands and their physical and digital retail partners. This included category leaders like Lenovo, LEGO, Puma, Casio, Serta, Bosch, Brooks, PERRIN PARIS and Fruit of the Loom/Spalding. The resulting best-practice report (available here) accents how brands are using proprietary data and insights to execute smarter customer acquisition campaigns that key off of seasonal, event-related, price-based and more personalized offers and promotions.Areas of exploration covered by the CMO Council research included:How marketers view the disruptive and transformative nature of global eCommerce communities and online marketplaces like eBay, Alibaba, Amazon and othersTo what degree these always-open, price-driven shopping, trading and auctioning channels are impacting and influencing go-to-market strategies, transactional margins and traditional retail distribution modelsThe percentage of manufacturer revenue that now comes from online commerce and how marketers expect this will shift in the year ahead in terms of resource allocation and business resultsThe benefits that global eCommerce communities offer in terms of how a brand or channel partner can reach, engage, convert, support, satisfy and repeatedly sell to target customersWhat might worry brands about the enormous economic clout and market-making capacity of giant online retailers and large, aggregated communities of predisposed buyers and motivated sellersHow well product advertisers are sourcing "shoppergraphic" insights, mass-customizing and localizing digital ad messages, and evaluating campaign effectiveness

A Decade Later, CMOs Still Struggling To Optimize Routes To Revenue

Chief Marketing Officer (CMO) Council ·16 May 2018
Despite a mandate to drive growth, chief marketers are still stuck in a decade-long rut that has yet to see them fully optimize the lifetime value of existing customers. In 2008, when asked if brands were fully realizing the revenue potential of customers, 76 percent said no. Ten years later, 77 percent of respondents to the same question in a new Chief Marketing Officer (CMO) Council audit still say no, and 10 percent say they are not even sure.This failure to capitalize on customer revenue potential does not come as a surprise as the majority of marketers are missing an opportunity to leverage opt-in, triggered communications, including transactional email, to further relationships with customers. According to the latest study by the CMO Council and communication management platform Sendwithus, just 36 percent of respondents are leveraging transactional emails as an opportunity to further the value of relationships. While 30 percent believe they are engaging through triggered emails, it is only to reaffirm or acknowledge a past transaction, not to intentionally develop a more meaningful customer relationship. This occurs despite 94 percent of respondents' belief that delivery of personalized communications across all customer touchpoints is critical to achieving profitable customer experiences.The new report, titled "Gaining Traction With Every Digital Interaction," reveals that collaboration around the channels of choice for the customer is critical to turning an automated touchpoint into a revenue-producing opportunity. According to 34 percent of marketers, transactional emails are not leveraged as a relationship and revenue driver because they are created outside of marketing, with little opportunity to collaborate or align across functional areas.Following the inability to collaborate and align as a roadblock to success, meetings and manual processes emerge as additional gaps between the growth strategy and real-time delivery. When asked to detail the state of collaboration across key stakeholders in customer experience, 29 percent of marketers reveal that collaboration comes in the form of meetings to align on strategies and timelines while 26 percent say that collaboration is left to team leaders who collect input and feedback as needed."Collaboration around the customer should not be an afterthought," noted Liz Miller, Senior Vice President of Marketing for the CMO Council. "Consumers are triggering communications, quite literally giving brands the go-ahead to continue communications. According to the BMA, 75 percent of revenue attributed to email is generated by triggered campaigns versus the traditional marketing campaign. Yet far too often, we view the triggered email as an operational byproduct of an action...a functional task that can be automated and not a valuable opportunity to continue a dialogue. To overlook this touchpoint is, quite plainly, to overlook revenue and growth opportunities."Marketers plan to realize revenue through key strategies to optimize profitable relationships. Among the top strategies are personalizing communications across all touchpoints (64 percent) and identifying new ways to improve upsell and cross-sell opportunities for existing customers (64 percent). Marketers will also commit to continuous cycles of testing with the specific goal of improving individual communications to create more contextual and relevant experiences while 26 percent have committed to better leveraging opt-in communications like transactional emails."For marketers to execute on their commitment to optimize value across all touchpoints, they will be required to take specific and intentional actions to close the gaps that exist across functional silos," noted Matt Harris, Co-founder and CEO of Sendwithus. "This means facilitating efficient collaboration between teams, from marketing to product to engineering--teams committed to the common goal of delivering individualized, real-time, relevant and insight-driven email experiences. Transactional and triggered emails represent a massive opportunity to improve the customer experience and fuel growth, and effective, cross-functional collaboration is the key to unlocking that opportunity."The report is based on research conducted by the CMO Council though an online audit, which collected insights from 179 senior marketing leaders in the early months of 2018. Some 43 percent of respondents represent organizations with revenues more than $500 million USD per year, with 38 percent holding titles of CMO, senior vice president of marketing or head of marketing.The 25-page white paper also includes an investigation into how only 13 percent of marketers feel they are fully exploiting customer revenue opportunity strategies and engaging differently, including how these leaders are driving deeper relationships, collaborating across stakeholders and leveraging data to uncover new opportunities and options for engagement. To download the complimentary strategic brief, click here.About SendwithusSendwithus has been helping leading brands, including Microsoft, Autodesk, and Zillow craft exceptional communications experiences since 2013. Dyspatch by Sendwithus is a cloud-based, communications management platform that allows Enterprise organizations to centralize email security, compliance, and reputation management while streamlining collaborative creation, revision, and approval work flows. The GDPR-compliant solution empowers teams to deliver powerful, global communications that engage customers, drive growth and increase revenue. To learn more about Sendwithus, visit To learn more about Dyspatch by Sendwithus, visit To join the Sendwithus team, visit


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