Why And How Brands Should Use Activation Marketing To Drive Sustainable Growth

The global pandemic forced much of the world into isolation and gave many people a lot more discretionary time. People chose to do a variety of things with this excess time. Some learned a new skill through online classes. Others dove deep into entertainment binge-watching marathons. And some focused on improving their health by joining new online workout classes. Regardless of how they used their time, one thing is clear: Consumers reward brands they like with activity.

As the chief growth officer of a company that offers a CDP and omnichannel activation platform, I've found that the more a brand can provide relevant experiences to a consumer, the more likely that consumer will be to reward them with activity. These active customers can drive significant growth for companies, and the more active customers a company has, the more growth it will likely attain. This concept of active users is not new: In fact, ad-supported businesses like social networks and publishers often report their growth in monthly and daily active users as the bedrock of their valuation.

Only recently have transactional product-supported companies begun to make this shift as well. Wayfair, in a recent investor presentation, mentioned that its loyal customer base was growing and represented 58% of orders in 2020. Nike, in a recent conversation, mentioned that one of its main focuses is driving consumer connections through its NikePlus membership program because members spend three times as much as guests on the company website.

So, what is an active customer? All customers exist on a fluid spectrum that ranges from inactive to active across three important categories: breadth, depth and frequency. Breadth simply means how widely a customer interacts with a brand's offerings. If the brand is a fashion retailer, does the customer only search, wishlist and buy shoes and ignore the rest of the catalog? On the inactive end of the spectrum, customers are transactional and suffer from tunnel vision. They tend to focus on a few offerings and ignore the vast majority of the brand’s products, content and so on Active customers tend to explore multiple offerings an