The Digital Transformation of the Health and Fitness industry

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In an era of
“DIGITAL DARWINISM”
where technology, society,
and business models rapidly
evolve, customer experience
is often elusive.

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Customer is king. Yet, in an era of “Digital Darwinism” where
technology, society, and business models rapidly evolve, customer
experience is often elusive. Businesses are beginning to realize
that, throughout their evolution, they must invest in change
to keep up with and ultimately lead a new era of connected
markets. As a result, businesses are now entering an era of
“digital transformation” to integrate and improve the
customer experience.
To do so begins with noting the considerable differences between
traditional customer strategies and those required to engage
and nurture relationships with digital customers. We found that
understanding the digital customer experience is one of the
primary catalysts for businesses placing substantial investment
in digital transformation.
Our research details what digital transformation is, how
companies are embracing change, and the challenges and
opportunities that emerge throughout the process. Through a
series of interviews with digital strategists and executives at some
of the world’s leading brands, Altimeter explores the role of new
customer behavior and disruptive technology in influencing how
organizations evolve. Our findings represent important trends and
goals in digital transformation that benefit all businesses seeking
to adapt to digital markets in meaningful ways.
EXECUTIVE SUMMARY

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Digital Transformation
is about to change
the way business
is done.

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• It is most effective with pointed
vision and supportive leadership.
• Optimizing the digital customer
experience becomes the initial
objective.
• Change materializes through
the formation of a digital
transformation team.
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Social, mobile, real-time, and other
disruptive technologies are aligning
to necessitate bigger changes than
initially anticipated.
Digital transformation is quickly
becoming a priority for many
leading organizations.
Mapping and understanding
the customer experience is
becoming critical in guiding
transformation efforts.
While gaining momentum, digital
transformation as a formal process
is still in its infancy.
Digital transformation is
driven partly by technology
and also by the evolution of
customer behavior.
Three key elements form the
compound upon which digital
transformation efforts are built:
A list of best practices will serve
as a checklist to help strategists
take the next steps to beginning
digital transformation or
optimizing current efforts.
KEY
FINDINGS

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From CEOs to CMOs, to the new roles of Chief
Digital Officer and Chief Experience Officer,
companies are refocusing and reorganizing
teams to modernize, optimize, and integrate
digital touchpoints. This affects the roles
and objectives of marketing, social media,
web, mobile and customer service, as well as
how these typically disparate groups work
in harmony. The ambition is to make their
businesses relevant in a digital era
while growing
DIGITAL TRANSFORMATION
IS NOT A FAD OR A TRENDY MONIKER
opportunities and profits, as well as scaling
effciently in the process.
Digital transformation is not a fad or a
trendy moniker to signify rising investments
in social and mobile. While other research
around the topic may focus on technology
investments to solve problems, we believe
that digital transformation is bigger than
that: Organizations are truly changing from
the inside out.

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Digital transformation is a result of businesses
seeking to adapt to this onslaught of disruptive
technologies affecting customer and employee
behavior. As technology becomes a permanent
fixture in everyday life, organizations are faced with
an increasing need to update legacy technology
strategies and supporting methodologies to better
reflect how the real world is evolving. The need to do
so is becoming increasingly obligatory.
In this report, we do not tackle enterprise-wide
digital transformation. Instead, we conducted our
research through the lens of customer experience
to learn how companies are adapting to new
consumerism. The way today’s consumers use
screens and what they expect to accomplish does
not mirror traditional customers of the past;
their values are shifting, and how they make
decisions no longer aligns with a traditional funnel
model. Expectations are reshaping engagement
and, ultimately, the way their relationships with
companies unfold. From social and mobile, to
customer insights and journey mapping, to IT and
training, digital transformation improves how
businesses see their customers and create value
throughout their lifecycle.
REPRESENTS THE QUEST TO
UNDERSTAND HOW “DISRUPTIVE
TECHNOLOGY” AFFECTS THE
CUSTOMER EXPERIENCE

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THE RE-ALIGNMENT OF, OR NEW INVESTMENT
IN, TECHNOLOGY AND BUSINESS MODELS TO
MORE EFFECTIVELY ENGAGE DIGITAL
CONSUMERS AT EVERY TOUCHPOINT IN THE
CUSTOMER EXPERIENCE LIFECYCLE.
Altimeter Group defines digital transformation as:
While digital transformation means different things to different people, its concept
becomes a mantra for earning relevance and establishing leadership in a digital
economy. As companies begin to invest in digital transformation, they are realizing
promising benefits (see Figure 1).

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Updated
company vision
The company vision is modernized and humanized, which earns
support from digital customers.
Thriving culture
of innovation
This effort creates buzz within the organization and inspires
a company culture of innovation and the ability to innovate in
product and service development.
Improved
customer journey
Customers continue naturally every step of the their journey,
which improves conversions and outcomes.
Greater
competitive advantage
Businesses build competitive advantage that
executives recognize.
Increased
internal collaboration
Collaboration significantly improves between
business functions.
More
empowered workforce
Leadership and employees feel empowered through education.
Improved
efficiency
Decision-making and processes become more efficient across
departments.
Better understanding of what/where data is across the
organization, which translates into the ability to infer insights
and deepen customer analysis to prove ROI.
Deeper data
analysis
Increased customer
conversion and loyalty
A true 360-degree, seamless customer experience contributes
to increased conversions and customer loyalty.
FIGURE 1:
BENEFITS OF DIGITAL TRANSFORMATION

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In our research, we learned that there are many drivers of digital
transformation — catalysts that draw organizations toward a new
outlook on the customer experience. These catalysts are the sparks that
light the fire under companies, forcing them to recognize that in order
to remain competitive and retain their digitally evolving customers, they
must undergo a significant transformation from the inside out.
Years after its emergence, social media within businesses continues to
evolve, as do its challenges in returning real business results. For the
most part, social just hasn’t made the case for broader transformation
yet. In our previous research, The Evolution of Social Business: Six Stages
of Social Business Transformation, Altimeter Group learned that social
media’s progress is most often hindered by the absence of a common
vision for what’s possible, as well as an enterprise-wide appreciation for
its business impact. The difficulty of connecting business priorities and
objectives to social media initiatives often leaves it stunted, with limited
budget and resource allocation.
CATALYSTS FOR DIGITAL TRANSFORMATION

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Another contributing factor is the ultra-specific
social strategist role, focused only on external
social media efforts and related goals. According
to our research, these social strategists are
largely unfamiliar with the entire customer
journey. This traps social media into its own
silo. According to Intuit’s former Global Head
of Social, Mobile, and Emerging Media, Adrian
Parker (now with Patron Spirits Company), Intuit
is finding less of a need for solely social roles.
“It’s more about merging someone who has
digital expertise and can instill confidence in a
team,” he told Altimeter. “I’m not sure if we need
the creation of a new role or just a new way to
solve an ongoing problem. We need [someone]
who can think about the end-to-end customer
journey, bigger than social.” Strategists
with broader digital expertise are needed to
align technology and business strategies across
departments and teams.
This is critical, as social media may be distributed
amongst up to 13 different business units across
the enterprise. Ranging from marketing to
customer support and digital to HR and beyond,
not all is coordinated or collaborative. But,
customers don’t see departments; they see one
brand. These new “digital strategists” serve to
optimize the entire customer journey and aid
in delivering real results against over-arching
business goals. That’s the essence of digital
transformation.
When social
media struggles to prove
its business impact alone,
organizations focus
efforts on the entire
customer journey.

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“I started with mobile; that was
the heart of it where we really
acted as a team.” “That worked
well and catalyzed, moving into
web where we were charged
with figuring out what our
mobile web strategy looked like
and how it connected to our
loyalty and payment groups.
From there, it snowballed pretty
quickly.”
-Adam Brotman,
CDO, Starbucks
MOBILE AND REAL-TIME MARKETING JOIN SOCIAL
IN DISRUPTING BUSINESS MODELS THAT CANNOT
KEEP UP WITH MORE CONNECTED, NIMBLE, AND
INFORMED CUSTOMERS.
Social isn’t the only technology with the potential to catalyze digital
transformation. Currently, several disruptive technologies are converging
to form what venture capitalist Fred Wilson calls a Golden Triangle of
Disruption (see Figure 2). It’s defined by 1) real-time, 2) social media, and
3) mobile technology trends. The result of this intersection is completely
altering how people connect, communicate, and discover information,
which, in turn, affects the entire customer journey and lifecycle.
Companies we interviewed have experienced social and mobile triggering
further digital transformation within the organization. At Harvard, Chief
Digital Officer Perry Hewitt observed that mobile and real-time are
altering student expectations. As a result, Harvard is assessing student
behaviors and needs to adopt disruptive technology to get as close to
real-time as possible. As Hewitt observes, “Mobile revolution will be led by
students, but we plan to be at the barricades right alongside them.”
Starbucks Chief Digital Officer and EVP, Digital Ventures, Adam Brotman,
also used mobile as a catalyst for larger digital transformation efforts. He
previously led a cross-functional mobile team at Starbucks that brought
together people from multiple departments to craft the company’s mobile
vision and strategize against mutually beneficial global objectives. “I
started with mobile; that was the heart of it where we really acted as a
team,” he said. “That worked well and catalyzed, moving into web where
we were charged with figuring out what our mobile web strategy looked
like and how it connected to our loyalty and payment groups. From
there, it snowballed pretty quickly.” Using mobile as an initial catalyst to
spark cross-functional working groups, Brotman was able to create the
momentum needed to begin refocusing the company around a unified
digital approach.

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CLOUD
CLOUD
DISRUPTIVE
TRENDS +
TECHNOLOGIES
APPS
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INTER
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SHARING
VIRTUALAI
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REAL TIME
SOCIAL
MOBIL
E
MESSAGING

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CUSTOMER JOURNEY MAPPING
YIELDS A NEW UNDERSTANDING
THAT CONSUMER HABITS AND
EXPECTATIONS ARE OUTPACING
CURRENT ORGANIZATIONAL
FRACTURES.
• What uniquely defines the persona
of our customers?
• What is different about their
customer journey?
• What are the touchpoints they
frequent, how do they use them,
and with what devices?
• What are their expectations, what
do they value, and how do they
define success?
• How are they influenced, and by
whom? How and whom do they in
turn influence?
Digital transformation isn’t an end goal; it’s a continuous
journey. It’s the result of learning more about the
relationship between technology and customer behavior to
earn relevance among them. The companies we interviewed
are consistently undergoing journey-mapping exercises to
help find answers to these important questions.
Businesses are now faced with connecting all existing
data to understand behavior, map customer journeys, and
redefine them to create not only delightful experiences
but also seamless and native to the screen and the
context of the engagement. This sparks the need for
digital transformation that uses technology to connect
with consumers and equally amends or introduces new
processes and systems to successfully compete.

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Intuit studies the relationship between customer
technology usage and path to purchase. The Intuit team
starts with a simple but integral question, “Based on
technology adoption, what is our customer’s path to
purchase?” To be successful, the team looks beyond
demographics and invests in psychographics (i.e., shared
behaviors and interests) to create accurate buyer
personas and better understand the new customer
journey. The result is to deliver a more natural and
meaningful experience.
Although technology isn’t the only catalyst for digital
transformation, companies see new tech adoption as a
form of progress to deliver better customer experiences.
As such, technology investments are expressions of
experimentation. Nestlé’s Global Head of Digital and
Social, Pete Blackshaw, embraces innovation and
experimenting along the way to ultimate transformation.
Although Blackshaw believes Nestlé is still in the process
of becoming “transformed,” the company is setting
out to answer difficult questions to understand and
optimize the customer experience. It’s a journey that
has introduced new challenges, urges departmental
and process reorganization, and inspires a company
culture of innovation. This is done to leverage diverse
market potential and create exponential value. To
lead transformation, Nestlé formed an innovation
acceleration team and opened an innovation outpost in
Silicon Valley, California to “deepen relationships with
consumers online and in social media.” The company
is seeking strategic partnerships with innovative
companies to better understand consumers’ needs and
respond to them more quickly.
Based on
technology adoption,
what is our
customer’s path
to purchase?

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DIGITALLY SAVVY EXECUTIVES
RECOGNIZE THE NEED FOR
DIGITAL TRANSFORMATION.
Experienced C-suite executives invest in strategies,
programs, and departments that deliver true business
value. After recognizing that their customers are
changing through journey mapping and customer
experience initiatives, many senior executives take
top-down approaches to assigning a leader or
innovation team to spearhead cross-functional digital
Starbucks first Chief Digital Officer, Adam Brotman, was
ordained by CEO Howard Schultz to start building a more
digital business based on current and future trends.
Initially, vice president of digital ventures, Brotman now
has a team of more than 100 employees under him. At
the behest of Schultz, Brotman also works with CIO Curt
Garner to offer new products and build an infrastructure
to cater to digital customers and identify opportunities
with maximum impact.
While Schultz initially made the call, Brotman and Garner
put egos aside to demonstrate how well the CDO/CIO
alliance worked together. In 2011, Starbucks realized
major strides on mobile, mobile payment, loyalty, social,
and e-gifting. By 2012, the teams were already working
as one larger cross-functional team operating in unison
toward common goals and objectives.
Many chief executives
take top-down approaches
to assigning a leader or
innovation team
to spearhead cross-
functional digital

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Once efforts are catalyzed, digital transformation is rife with inhibitors for
organizations (see Figure 3). Improving the digital customer experience
takes collaboration, resources, leadership, and an understanding of its
business value. In organizing for — or, in some cases, reorganizing for
— digital transformation, companies must approach challenges head-on
in order to come together and create a seamless digital experience that
meets consumer expectations along every touchpoint.
DIGITAL TRANSFORMATION INHIBITORS

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DIGITAL CUSTOMER
EXPERIENCE (DCX=∞)
Lack of sense of urgency
TUNNEL VISION
SILOS PREVENT CX
COLLABORATION
Broken experience
EDUCATION
EXECS NEED TO KNOW
WHAT THEY DON’T KNOW
Competitive disadvantage
CAUSE-EFFECT
NO DEDICATED
RESOURCES
No common vision
DATA PARALYSIS
ACTIONABLE INSIGHT NEED
NEW SUPPORT PARADIGM
Expand market opportunities
BEHAVIORAL ECONOMICS
DIGITAL OPENS NEW
TOUCH-POINTS
Culture of innovation
DIGITAL DARWINISM
ADAPT TO NEW
TECHNOLOGY OR DIE
LEADERS LEAD
EMPOWERMENT IS TOP-DOWN,
INSPIRATION CASCADES
Internal collaboration
DIGITAL ETHNOGRAPHY
FOCUS ON THE NEW
CUSTOMER JOURNEY
Hero’s journey
customers inspire change agents
DIGITAL TRANSFORMATION:
CATALYSTS & INHIBITORS

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From web to social and ecommerce to email, today’s customer journey is linear in design, with each step managed by
different groups that may or may not collaborate with one another. This causes problems when disparate groups are
expected to come together in unison to charge toward a seamless customer experience.
THREATENS HOW THINGS ARE
DONE TODAY AND PROVOKES A
SELF-DEFENSE MECHANISM THAT
PUSHES BACK AGAINST CHANGE.
We learned that it’s natural for managers to move
into a mode of self-preservation to protect their role
and that of the team at large. According to one of our
interviewees who works for a large pharmaceutical
company, “Business units concentrate on their own
priorities when they don’t have a holistic view of
enterprise goals. … Unfortunately, when individual
agendas conflict with the company agenda, theirs wins
out every time.”
EACH DEPARTMENT OFTEN ACTS
AS ITS OWN FIEFDOM, DESIGNING
AND MANAGING THEIR RESPECTIVE
TOUCHPOINTS DIFFERENTLY AND
ADHERING TO DIFFERING STANDARDS
AND METRICS.
These behaviors and the politics that often surround
them create barriers that obstruct or delay the case for
change. Without a sanctioned lead, identifying and uniting
experts to collaborate and contribute to a unified approach
of optimizing the digital customer experience is nearly
impossible. The result is a disjointed customer experience
that causes friction and frustrates customers, with many
abandoning the journey before they can complete the
desired task. Over time, this digital chafing fails to deliver
against expectations, diversifies the brand in each channel,
and sends customers to other companies that “get it.”
CX STRATEGIES OPERATE IN SILOS, INTRODUCING FISSION
INTO THE CUSTOMER JOURNEY.

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MOBILE DOESN’T ALWAYS HAVE
A CHAMPION OR A DEDICATED
TEAM TO DEFINE ITS ROLE AND
LEAD THE OVERALL MOBILE
STRATEGY IN EACH TOUCHPOINT.
In our study, we noticed that mobile is strewn across
multiple teams and not centralized to produce an
integrated approach or experience. The need to
rethink websites, apps, and ecommerce from a
mobile-first perspective is often lost in process or
lower in priority than other initiatives like social
media. But, as customers become mobile-first,
companies that do not engage and lead intuitive
journeys and enable seamless transactions on the
small screen will lose to competitors who cater to the
proverbial “second screen.”
THE DISTRIBUTION OF ROLES
ASSOCIATED WITH CUSTOMER
JOURNEY MANAGEMENT CAUSES
CHALLENGES IN OWNERSHIP,
RESPONSIBILITIES, AND
PROVING ROI.
Social, web, mobile, et al., are each experimenting with
new technologies and strategies in their own way. The
effects are often not communicated beyond individual
teams, nor are they united in their vision and goals
for experimentation. As a result, ROI becomes difficult
to identify. Moreover, the expertise required to lead
successful digital engagements is distributed across
the organization.

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BUDGET AND RESOURCES ARE NOT OFFICIALLY
ALLOCATED TO DIGITAL TRANSFORMATION,
REQUIRING CHANGE AGENTS TO MAKE THE
CASE FOR SUPPORT.
While we found that mapping the new customer
journey is a best practice, we learned that the
number of touchpoints can complicate matters
when it comes to allocating appropriate resources.
To earn executive support requires someone
to make the business case for funding. But,
information to make the business case to map the
journey is often elusive. Executives understand
that a percentage of the balance sheet goes to
new investments to grow opportunities, while
at the same time change agents are put on the
line to show tangible outcomes for these budding
ventures.
This can prove to be difficult because one of the
first questions any executive asks is, “Can you show
me other companies that are doing this and what
ROI they are seeing?” Making the case can become
a classic “chicken and egg” scenario where the need
to change and the ability to show that others are
successful may not coexist.
Intuit’s change agents recognize the need to make
the case to executives while also communicating
business value for transformation. They’re
investing in a social-to-digital succession plan
to expand their transformation effort, create
a dedicated digital role, and work with leaders
to put budget and resources behind it all. By
planting the seed with social — where budgets and
outcomes already exist — Intuit is able to make
a more seamless transition into funded digital

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EMPOWERING AND EDUCATING EXISTING
TEAMS ON THE VALUE OF DIGITAL
TRANSFORMATION PROVES DIFFICULT WHEN
EVERYONE IS NOT ON THE SAME DIGITAL PAGE.
As digital transformation is a constant evolution, its path
does not benefit from a general playbook to follow toward
success. For most businesses, this is brand new, and the
desire or recognition to change often exceeds the ability
to do so. It takes more than a party of one to bring about
change, so with digital expertise in high demand, the best
way to scale is to empower and educate existing teams.
Doing so is difficult when a scattering of digital prowess
exists throughout the organization. There’s frequently a
disconnect between older generations and the Millennials
pervading the workforce, with managers feeling that
younger generations have unrealistic expectations and
lack certain disciplines that define traditional productivity.
At the same time, younger generations can’t understand
why others just don’t take the time to better understand
their “day in the life.” Innovative companies such as GE
promote “reverse mentoring” to foster understanding,
create mutual empathy, and promote collaboration
between disparate generations of team members. The
goal is to unite the digital natives and the digital novices
to create a more capable team. As such, each team
will be qualified to reconstruct digital touchpoints and
invest in new strategies and technologies because they
fundamentally comprehend the new journey and how to
captivate and lead customer experiences.

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Tony Hudnell is an Associate Director at Procter & Gamble (P&G)
who oversees all global technical development related to consumer
relationship management. Hudnell is leading an effort to create a
globally scaled CRM platform to enable P&G’s brands to engage with
consumers through meaningful digital experiences. Hudnell recognizes
that fostering relevant, value-driven 1:1 consumer relationships
represents a significant competitive advantage for P&G. Hudnell
notes, however, that achieving enterprise-wide alignment represents
a significant challenge for a company with dozens of leadership
brands that vary in their understanding of digital transformation and
what it takes to achieve success. He states, “We need to work with
each brand to help them understand how to utilize our new platform
to drive digital transformation and build new, meaningful consumer
experiences. What we don’t want to do is spend time and money
relearning things across brands.”
“We need to work with
each brand to help them
understand how to utilize
our new platform to drive
digital transformation and
build new, meaningful
consumer experiences.
What we don’t want to do
is spend time and money
relearning things
across brands.”
-Tony Hudnell, Associate Director at
Procter & Gamble
BUDGET AND RESOURCES ARE NOT
OFFICIALLY ALLOCATED TO DIGITAL
TRANSFORMATION, REQUIRING
CHANGE AGENTS TO MAKE THE CASE
FOR SUPPORT.

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EDUCATION INTRODUCES OPPORTUNITIES FOR
EXECUTIVES TO SEE WHERE CHANGE CAN BE
BEST APPLIED AND PRIORITIZED.
These opportunities require translation from
technology to business benefits since many
executives do not live the digital lifestyle
they need to solve for. Westfield’s Director of
Shopping Centre Management and Marketing,
Andy Hedges sees a chasm between champions
and executives. “We’ve got a lot of traditional,
successful business leaders in our business,” he
notes. “The consequence of that is that they’re
very much keeping things in digital space at a
bit of an arm’s length, not embracing it. One
of our challenges is how we help them come
along on this digital journey rather than have it
dismissed as a fringe conversation.” He believes
the key to transformation is to invest time and
effort in helping leadership fully understand the
implications of the structural shift happening
around its customers right now.
Without seeing new possibilities, executives tend
to manage the customer experience rather than
discover new ways to lead customers. Change
takes leadership supported by internal champions
to visualize what to do and carry out a systematic
implementation of everything required to bring
change about. But, without vision and someone to
lead, and without the ability to articulate direction
and offer a convincing glimpse of “the promised
land,” employees in general will follow a course of
business as usual.
Plain and simple, organizations need champions
who can think about the entire digital customer
journey and educate executives on what needs to
be done and why.

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DATA IS ABUNDANT,
BUT NO ONE OWNS THE
RELATIONSHIP BETWEEN
CUSTOMER BEHAVIORS.
Among the problems facing digital transformation, data represents the key to
unlocking new customer behaviors and preferences. But, existing infrastructures and
processes lack a support model to gather and distribute actionable insights to key
stakeholders.
Additionally, existing information, combined with an unknown element of what
data is missing, is not strung together in ways that bring stakeholder groups to the
table for collaboration. It becomes challenging to improve and integrate the digital
customer experience, let alone connect online and offline experiences.
The question of who owns data and who should own data presents a political
dilemma that opens new doors and aligns teams once stakeholders pursue
meaningful answers. Hard Rock Hotels and Restaurants is working diligently on
integrating the customer experience and aligning digital, social, and mobile strategies
that largely run independent of one another today. Kim Matlock, Senior Director of
Digital Marketing and CRM, is leading the effort. She shares that, today, the team
owns important loyalty and point-of-service data, but the location of and access
to the distributed servers requires a role unto itself. “Naturally, this challenged our
ability to dive into data to improve relationships and also identify certain targets and
segments to enhance campaigns,” explains Matlock. “As a result, we use data at a
minimal level today.”
Hard Rock acknowledges what many other organizations are either starting to
realize and/or solve for. “Moving forward, we need to be more flexible and have
better understanding of what data is,” she continued. “But, we have created a new
position to grow and dig into data and help us align efforts with the journey, update
the customer experience, and boost loyalty.”

26
ELEMENTS OF DIGITAL
TRANSFORMATION: THE
INGREDIENTS THAT
COMBINE TO FORM DIGITAL
CUSTOMER EXPERIENCES
The path toward digital transformation is not prescribed. As we learned in our research,
every business subscribes to this movement as one that is long-term but without an end
in sight. No companies we interviewed claimed to have “figured this out,” nor does any
organization believe it has successfully undergone digital transformation.
All hope is not lost, however! Businesses are making progress and demonstrating early
success toward digitally transforming the customer experience. The changes that they’re
driving are focused externally (customer-facing) and also internally (collaboration, process,
technology, etc.) to build a scalable infrastructure for the digital economy. We learned
that it takes the opposite of guesswork; it takes reorganization and resilience. A futuristic
vision, empowering leadership, and ample resources must support digital transformation
efforts in order to achieve meaningful success. Based on our research, we have identified
three elements that, when combined, react to form the base for digital transformation
(see Figure 4).

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Figure
4: The
Ele-
ments
of
Digital
Trans-
forma-
tion
THE THREE ELEMENTS OF DIGITAL TRANSFORMATION

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VISION AND LEADERSHIP
ELEMENT 1
Digital transformation is an emergent movement and not yet recognized as a formal
priority or effort by most businesses. This requires those leading or attempting to get a
digital transformation program in motion to make the business case. But, the business
case needs more than evidence or anecdotes; it needs a story and a vision for what it
looks like and what it delivers. Change doesn’t just appear, and in very few cases is digital
transformation something that comes from the top down. We found that in most cases, a
change agent rises to the challenge.
This section details what digital transformation strategists must consider in relation to
vision and leadership (see Figure 5).

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DIGITAL TRANSFORMATION BEGINS WITH A
VISION WHERE BUSINESS VALUE AND
CUSTOMER EXPERIENCE CONVENE TO
DELIVER MUTUAL BENEFITS.
Whether it’s running under the banner of
customer experience, convergence, omni-channel,
or another moniker, a customer-centric culture
is the compass that guides businesses on the
uncharted path of digital transformation.
It takes vision to earn executive sponsorship
and rally teams in new directions. We learned
that traditional vision statements typically
aren’t specific enough to communicate what’s
different about digital transformation or why
it’s important. Often, it takes a renewed focus
on the customer to better communicate a vision
centered on digital transformation.
Executive Director of Customer Experience
at General Motors David Mingle shares GM’s
process in revising its vision to better connect to
the values, intentions, benefits, and overall “why”
of digital transformation. After initially forming
its CX group, GM went back to the beginning
and revised its vision and values to emphasize,
“customer as its compass.” Mingle explained that
it’s now part of the GM culture, embraced fully
by the C-suite. “We listened to customer needs
and learned how we could provide expertise,
transparency, convenience, and appreciation for
their business. These insights were referenced
in a lot of meetings to influence our culture
and to change how we make decisions.” He
goes on: “Our CEO embraces and enforces it.
More importantly, leaders are rewarded for
demonstrating it.”

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THE EXTENT AND ULTIMATE IMPACT OF
DIGITAL TRANSFORMATION IS COMPLETELY
DEPENDENT ON THE LEVEL AND BREADTH
OF EXECUTIVE SUPPORT.
In regard to his company undergoing digital transformation efforts, one
of our interviewees remarked, “At some point, someone has to make
decisions, and decisions about transformation have to come from the
top.” While it might seem logical or perhaps common sense, strategists
have admitted to investing in technology first to force transformation
without initially defining a common vision for change. This approach
limits the influence or lifespan of digital transformation. In order to bring
about real change, executives must support and continuously sell the
vision for digital transformation internally. Then, investments will follow.
It takes vision to
earn executive
sponsorship and
rally teams in
new directions.

32
TRADITIONAL CULTURES CAN BE
SLOW TO EMBRACE CHANGE,
ESPECIALLY WHEN NOT PRESENTED
WITH A BUSINESS CASE.
Recently, MITSloan and Capgemini found that many
business leaders lack a sense of urgency or fail to share
a vision for how technology can change the business.
Nestlé’s Pete Blackshaw observed that old habits do
indeed die hard and that shifting to new realities takes
time. It takes proof and a connection to business-
caliber results to get executives on board.
To make headway requires strategists to deliver
proof by speaking the language of the C-suite and
conveying “big picture” impact.
Scott Monty, global head of social media for Ford,
recognizes that executives see the bigger picture and,
therefore, so must strategists. It starts with becoming
part of the conversations and internal networks that
carry influence. “This is about inserting yourself into
every conversation,” he shares. “It’s about finding the
common ground, being true to your brand, and helping
execs understand how this all plays out. It’s our job
to help them understand how digital transformation
fits into [or enables] the larger picture — this isn’t the
picture alone.” One way to help them visualize change
is by “telling the story with data,” Monty believes. “Take
data from social spaces and turn it into insights. That’s
where executive value lies.”

33
IN MOST CASES, DIGITAL TRANSFORMATION TAKES AN
INTERNAL CHANGE AGENT TO SPARK A BURNING SENSE
OF URGENCY, GAIN SUPPORT, AND PAVE THE WAY FOR
A MORE FORMAL, COLLABORATIVE APPROACH
TO CHANGE.
In most cases, digital transformation takes an internal change agent to
spark a burning sense of urgency, gain support, and pave the way for a
more formal, collaborative approach to change.
As discussed earlier in this report, an internal champion often rises to
the occasion (or, is given authority) to officially lead transformation
and cross-departmental integration. This is a role that’s either assumed
by individuals who take it upon themselves to become a change agent
and/or a formal role that’s filled to lead the way. In either case, digital
transformation can’t happen without a leader who stirs the pot and rallies
stakeholders toward action.
“In a large company, it’s very difficult because people automatically
get siloed, and they only see the view of their own business units,”
an interviewee observed. “What’s interesting about digital customer
experience is that it cuts across the entire company.”
This company-wide vantage point is hard to come by when many
businesses focus on their respective silos. Strategists now need to
actively think about the importance and role of change agents in the
transformation process.
Digital transformation can’t happen without
a leader who stirs the pot and rallies
stakeholders toward action.
CHANGE AGENTS CAN GET
THE BALL ROLLING ON
BEFORE IT BECOMES A
FORMAL MOVEMENT.
As LEGO’s Lars Silberbauer, Global Director of Social
Media and Search, notes, “It's about finding those people
in different departments who are willing to risk things
to be a lead within the company. There are a lot of
people who want to take a company forward.” Digital
leaders must open the door for passionate employees
throughout the company who have the energy, passion,
and experience to champion change.

34
CHANGES AGENTS SHOULD ACTIVELY SEEK
PARTNERSHIPS WITH STAKEHOLDERS WILLING TO
TEST AND LEARN THROUGH SAFE PILOT PROGRAMS
CHANGE AGENTS FIND THAT, WITHOUT HELP, THIS
ROLE CAN QUICKLY LEAD TO BURNOUT
OR DEFEATISM.
“You can use leadership to your advantage to see who the players and
influencers are within the company who can help move the needle,”
a source who requested anonymity advised. “The key is to find an
executive or stakeholder that believes in power of what digital can do
and make them the focus of the pilot.” In our research, change agents
often band together collectively to form a cross-functional taskforce
that aims to solve for digital customer experience at both the local level
and holistically, enterprise-wide. However, we also learned that digital
transformation efforts that are led from the top down also arrive at a
similar point. Cross-functional teams are uniform among businesses
that are effectively embroiled in change.
It’s imperative that this person finds other like-minded individuals
at different levels throughout the organization to achieve progress
and sustain energy. In order to bring about change and stay upbeat,
change agents needed to form strategic alliances as well, seeking
out others who are passionate about change. “It’s so important to
connect with other change agents in the organization — at your level
and higher, ensuring engagement with senior-level change agents. It’s
extraordinarily critical to gain momentum without burning yourself out
quickly,” one of our interviewees detailed.

35
DIGITAL CUSTOMER EXPERIENCE
ELEMENT 2
DCX is something that already affects organizations today. Customers are using technology their
way, regardless of if your customer experience strategy aligns with their journey. Digital customer
experience begins with research, not guesswork, to study personas, behaviors, and expectations
throughout every stage of the customer lifecycle. Once armed with information, digital transformation
takes shape by specifically aligning people, processes, and technologies against goals and milestones to
map a new and effective journey for digital customers.
This section details what digital transformation strategists must consider in relation to the digital
customer experience (see Figure 6).

37
In our research, we learned that customer journey mapping is referenced in two different ways:
The two aren’t always related, but they should be. A best practice is to combine the two: Invest time in
researching physical and digital journeys AND how customer behaviors and expectations play a role
at each touchpoint.
TO IMPROVE THE OVERALL CUSTOMER JOURNEY REQUIRES
AN UNDERSTANDING OF THE DIGITAL CUSTOMER JOURNEY
AND THE EXPERIENCE IT DELIVERS TODAY.
1. Journey mapping is the act of outlining the customer journey through physical and digital touchpoints. This
may or may not be informed by research.
2. Journey mapping is the act of researching and charting the customer journey based on digital customer
behavior and trends.

38
For LEGO, this is exactly the case. The company has
mapped two customer journeys, one for children
and one for parents. They focus on developing
touchpoints within each journey while also ensuring
synergy and intersection between them. Lars
Silberbauer, Global Director of Social Media and
Search at LEGO, shared the advantages of the
company’s approach. “Shoppers are not the same
as consumers. Consumers are usually kids without
the ability to buy things. At the same time, we want
them to tell their parents, and we want their parents
to have a good experience as they shop. As a result,
there are two different consumer journeys here.”
Motorola Solutions has invested significantly in
journey mapping, from awareness through advocacy,
to learn how to optimize the customer’s digital
experience. Motorola Solution’s leader for Systems
of Engagement Grant Ferguson explains, “We have
experience to build on, but we continue journey
mapping to help us focus on improving experiences
at every customer stage.”
THE INSIGHTS THAT EMERGE FROM
JOURNEY MAPPING OFTEN INSPIRE
THE DEVELOPMENT OF BOTH A
DIRECT CUSTOMER JOURNEY AND
ALSO THE JOURNEYS OF THOSE
WHO INFLUENCE CUSTOMERS.
COMPREHENSIVE, RESEARCH-BASED
JOURNEY MAPPING INFORMS THE
OUTLINE DEVELOPMENT FOR A
MODERNIZED CUSTOMER JOURNEY
AND DIGITAL CUSTOMER
EXPERIENCE (DCX).

39
Bridget Dolan, Vice President of Interactive
Media at Sephora, seconds LEGO’s work in
multiple journey mapping. But in the case
of Sephora, the company is learning that
technology outlines a complicated path where
customers may or may not follow any one route.
For this reason, Dolan believes that journey
mapping is something necessary for every
new project. “Sephora is such a multifaceted
experience that there’s not one path or map
you could create. We think of it as optimizing
experience by experience. We look at each piece
and how it interrelates.” She continues, “We’re
constantly surveying and watching what clients
are doing to use different technology in-store,
online, and on mobile.” As Sephora reveals,
mapping the customer journey is a journey in
and of itself. This is key, because it implies that
research is ongoing and also that business
models must also be adaptive to take action
against new insights.
JOURNEY MAPPING MAY
REVEAL A COMPLICATED,
TECH-LADEN PATH
WHERE CUSTOMERS
CONTINUOUSLY HOP FROM
ONE ROUTE TO THE NEXT.
“We’re constantly
surveying and
watching what clients
are doing to use
different technology
in-store, online,and
on mobile.”
- Bridget Dolan, VP Interactive
Media, Sephora

40
Customer experience extends beyond customer engagement
before, during, and after transactions. It encompasses how someone
relates to products and services throughout the lifecycle — from awareness
to loyalty. But, there’s more to the customer journey than touchpoints,
technology, and creativity. As some companies learned, customer journey
mapping can lead to unplanned product innovations.
In our discussions, we found that studying customer
expressions along with journey mapping revealed common
customer questions, interesting ideas, beneficial product opinions, and
competitive sentiment. The insights that emerge from this
work can spark ideas to improve, end the life of, or invent
products and services.
Discover invested in journey mapping to visualize the customer lifecycle
and to learn where customers go, how they choose to pay for goods,
when they borrow money, and more. In the process, they discovered an
opportunity. “We’re proud of the exercise because the result was coming
up with a product that is now entering the market in a louder way. Our
new Discover it® card was born from customer decision journey work we
did that uncovered how people online behaved differently. Now, this new
product speaks to the digital needs of our customers,” representatives from
the company shared. This finding shows that optimizing the digital customer
experience also improves how a company competes for its business.
CUSTOMER DATA AND JOURNEY MAPPING
CAN LEAD TO INSIGHTS THAT CONTRIBUTE TO
SERENDIPITOUS PRODUCT AND SERVICE
INNOVATION.
We found that
studying customer expressions
along with journey mapping
revealed common customer
questions, interesting ideas,
beneficial product opinions, and
competitive sentiment.

41
We heard that customer data exists in multiple locations and is
usually tied to specific touchpoints in the customer journey. Prior to
transformation, those managing each touchpoint would essentially
manage their respective data sets to optimize customer experiences
in that particular moment. Strategists must now pull in data from new
touchpoints and devices and convert them into actionable insights
to always stay ahead of the digital customer. Digital transformation
changes how people work, opening the door for collaboration and data
sharing to unite the customer experience in each moment of truth.
For example, customer service teams usually don’t have access to
customer loyalty statistics. Depending on which group they talk to,
they are only exposed to a sliver of what a company could offer to
them. Add to the mix new data signals, such as mobile and social in
each touchpoint, and these separate data protocols make tracking the
customer experience a formidable task. Complications arise in not only
matching social data to owned customer data, but also to disparate
data sources with international brands. We heard several times that
China was a particular point of interest. The technology that’s popular
among customers in China and how they use it tends to be very specific
to the country, whereas other networks and apps are more global in
nature.
But, as Hard Rock Café’s Kim Matlock, Senior Director of Digital
Marketing and CRM, observes, “The worst offense of all is approaching
this challenge as a technology challenge. No tool will ‘solve’ this
problem without fully defined expectations (what are we trying
to solve for?) and proper process integration between marketing,
ecommerce, customer service, and internal communications.” Thus,
technology is only part of the story. Strategists must first identify what
the problem or opportunity is and then use technology to solve for it.
With the integration of marketing, CRM, and other disparate systems,
companies can get both a holistic view and also provide an integrated
experience regardless of where engagement takes place in the
customer journey or lifecycle. P&G sees the need to build “1, Consumer
Place,” a global platform focused on managing consumer data and
integrating all of the different systems that gather consumer data.
“We wanted to create a scaled platform to talk to consumers directly
and keep track of consumers in a consistent way across brands,
across the company,” Hudnell highlighted. “We designed a central
hub for all individual consumer relationships with P&G across brands.
This allows us to understand what brands consumers are engaging
with, how they’re engaging, and also look across brands to improve our
consumer understanding through common metrics and analytics.”
P&G’s vision required a new approach to CRM. “We tore down what a
CRM is and built it back up in a scaled model and have had good success
in Asia, the Americas, and now we’re expanding into Europe.”
TO TRULY DELIVER A 360-DEGREE CUSTOMER EXPERIENCE,
BUSINESSES MUST INTEGRATE THE DATA IN MARKETING AND
CRM SYSTEMS TO CONNECT THE DOTS BETWEEN TOUCHPOINTS,
BUSINESS UNITS, AND CUSTOMER EXPECTATIONS.

42
While part of journey mapping work is to uncover what’s new and also what’s irrelevant, businesses are
also finding that there’s work to do internally to optimize customer experience externally.
DIGITAL TRANSFORMATION IS MOST EFFECTIVE WHEN DCX
BECOMES A SHARED EFFORT, AND LEAST EFFECTIVE WHEN
CONFINED TO ANY ONE GIVEN SILO.
In rethinking the entire journey, any group that touches the customer during the lifecycle must
collaborate to align transformation with the digital customer experience. Whether it’s social,
mobile, print, kiosk, online, in-person, or through a myriad of other marketing, sales, service,
and loyalty channels, many of these touchpoints are not necessarily integrated internally. Yet,
customers only see one brand, and, whenever there’s friction in the digital transformation process,
it’s largely found in the seams of how each team works together today.
ALONG THE PATH OF DIGITAL TRANSFORMATION, COMPANIES
DISCOVER AREAS FOR INTERNAL COLLABORATION TO OPTIMIZE
THE CUSTOMER JOURNEY FROM THE INSIDE OUT.

43
COMPANIES BENEFIT FROM LEADERS WHO SHARE
THEIR VISION AND DEFINE A ROADMAP FOR
INTERDEPARTMENTAL INTEGRATION.
This creates cross-organizational authority for adoption and allows for rewarding those employees
who work toward it. It doesn’t hurt either when the CEO is the one driving digital transformation.
For example, at Starbucks, Howard Schultz appointed Adam Brotman to bring his vision for a
holistic customer experience to life.
DIGITAL TRANSFORMATION DEPENDS ON A
SEAMLESS, HOLISTIC JOURNEY BETWEEN PHYSICAL,
DIGITAL, AND MOBILE — BOTH INTERNALLY AND
EXTERNALLY.
Because digital transformation requires understanding the holistic journey, internal silos also
need to be broken down, and once-siloed teams must now collaborate. This allows teams to work
together in uniting the digital journey to improve engagement; deliver a holistic experience; and
eliminate friction, gaps, and overlap. Starbucks Chief Digital Officer, Adam Brotman, spends a
lot of his time studying the customer journey and its evolution. He shares, “We learned that the
customer has one unified relationship with the company — digital and physical, in and out of
store. We also uncovered nine different areas of our work-stream that are, by default, connected
because of the customer’s journey. We found an important flywheel effect of connectivity that
affects all platforms.” Brotman points to the business impact of integrating experiences through
internal collaboration. “As one flywheel got stronger, it made another stronger. It was necessary
that we connected these findings to a business perspective too, as each work-stream is layered
upon another.” Once Starbucks recognized that multiple touchpoints were connected in the same
customer journey, the company modified inter-departmental workflow and collaboration processes
to maintain alignment.
“We learned that the
customer has one unified
relationship with the
company — digital and
physical, in and out of
store. We also uncovered
nine different areas of
our work-stream that
are, by default, connected
because of the customer’s
journey. We found an
important flywheel effect
of connectivity that
affects all platforms.”
-Starbucks Chief Digital
Officer, Adam Brotman

44
It was resounding in our interviews: The case for digital customer
experience as it stands today was born through the rapid rise of
social media and pervasive adoption of smartphones. As social
and mobile media gained momentum over the past decade, early
adopters with large enterprises set out to lead the charge for
developing initiatives that focused on mobile and social first,
rather than adding or “bolting” them onto programs later. By
thinking about social and mobile customers from the onset,
strategies would appear more thoughtful and organic rather than
as awkward, desperate, or trendy.
In our research, we found that social and mobile-first efforts
have paved the way for something bigger — what has now
become a “digital first” or “born digital” modus operandi. A
broader digital perspective was needed to expand focus to all
disruptive technologies to unite and scale disparate efforts
around digital customers as they evolve. Doing so helps prioritize
initiatives to bring about holistic change across lines of business
and supporting functions.
“Digital first” means that strategies for customer experience
consider technology’s effect on behavior and expectations, not just
the technology in and of itself.
Companies that invest in a digital-first approach are looking at
more than digital. In most cases, these companies are exploring
technologies as a platform and how each network or platform
functions at a native level. For example, companies look at the
context or state of mind of consumers, how they use screens in
each state, and also the associated behaviors across all screens to
understand what’s happening and how to improve the customer
journey. Companies such as Sephora see “digital first” as a quest
to consistently improve the digital customer experience. This
work suggests that over time a best practice could constitute
the ongoing pursuit of an “ultimate” customer journey — that
is, understanding and solving for the evolving digital customer
journey as needs, expectations, and demands of customers
develop. As businesses invest in digital transformation, this
becomes the root of why it is a journey and not a destination
that’s specific to their customer behavior, expectations, and
trends. By broadening focus beyond technology to customer
behavior and improving the digital customer journey, strategists
learn how to design a roadmap that’s targeted and meaningful.
Continuing this work constantly informs and evolves digital
transformation efforts, getting businesses ever closer
to an ultimate journey.
“DIGITAL FIRST” OR “BORN DIGITAL” ARE
NOW THE PREVAILING MANTRAS LEADING
DIGITAL TRANSFORMATION BECAUSE THEY
GET STAKEHOLDERS TO THINK ABOUT DIGITAL
CUSTOMERS AND THE ENTIRE DIGITAL CUSTOMER
JOURNEY FROM THE BEGINNING.
“DIGITAL FIRST” MEANS THAT STRATEGIES FOR
CUSTOMER EXPERIENCE CONSIDER TECHNOLOGY’S
EFFECT ON BEHAVIOR AND EXPECTATIONS, NOT JUST
THE TECHNOLOGY IN AND OF ITSELF.

45
This is where “mobile-first” thinking shifts to embody a larger “digital-
first” school of thought. “Digital-first” considers the relationship between
each touchpoint and its role in the overall journey, the variety of
screens and the capabilities of each, and also customer expectations
in every touchpoint and what they hope to accomplish on each screen.
Ford’s Scott Monty shared Ford’s perspective. “Our CMO, Jim Farley, is
encouraging the company to think of digital first in its marketing rather
than adding a ‘rubber stamp’ after traditional media and marketing
considerations.”
EACH CUSTOMER TOUCHPOINT REQUIRES
CONSISTENT UPDATING AND INTEGRATION, ON ITS
OWN AND IN CONCERT WITH ONE ANOTHER, TO
ENSURE A SEAMLESS AND HOLISTIC EXPERIENCE.
COMPANIES MUST RE-PRIORITIZE THEIR
INVESTMENTS IN TRADITIONAL MEDIA IN LIGHT OF
THE EVOLVING DIGITAL CUSTOMER JOURNEY.
We found that businesses often remodel or bolt on mobile, social, and
digital functionality to an aging offline/online infrastructure that is
counterintuitive to customer behavior. Monty explained that at Ford,
like many businesses, decision makers came up in a different era of
engagement. “For a long time, we’ve been based in TV and print, and
digital extension was just a microcosm of the traditional campaign.
Farley is challenging the teams now to think digitally first.” Digital-first
requires that strategists re-imagine the entire journey where digital is
not only first, it is fundamental. Efforts are most meaningful when they
consider the broader picture of customer behavior in an attempt to
answer the question, “What would my digital customer do?”
What
would my
digital
customer
do?

46
This is the Zero Moment of Truth (ZMOT), as Google refers to it: the moment when
someone takes to digital channels to learn more about businesses, products, services,
etc., to inform decision-making. In a discussion with P&G’s Associate Director of
Consumer Relationship Management, Tony Hudnell, digital transformation begins by
changing how customers begin their journey. “The Zero Moment of Truth is where digital
comes in,” Hudnell explained.
But, the ZMOT is certainly not where digital transformation ends. In fact, P&G, among
other businesses we interviewed, believes that digital is the way business will be done.
Instead of “digital-first,” P&G is currently embracing a culture of “Digital Back.” Speaking
at Dmexco, P&G’s Global Brand Building Officer, Marc Pritchard, stated that “digital
marketing” as a focus on channels and technologies is “dead.” While controversial, his
vision reflects a grander perspective of the evolving customer ecosystem. He believes
that companies can’t embrace a strategy toward digital transformation based on the
tools and trends. “Try to resist thinking about digital in terms of the tools, the platforms,
the QR codes, and all of the technology coming next. Instead, start in the digital world
and build your way back to the rest of the marketing mix. It’s an approach that is building
our brand equities, our sales, and our profits.”
Businesses that study customer behavior and make investments based on that research
will design a digital customer experience that naturally meets or exceeds expectations of
digital and traditional customers. In the end, digital transformation is really about putting
people and relationships back into focus. It elicits a more customer-centric philosophy
where DCX contributes to the development of more meaningful customer engagement
and relationships at every step of both the digital and real-world journey.
DIGITAL-FIRST STRATEGIES BEGIN WITH
AWARENESS AND DISCOVERY AND CONTINUE
THROUGHOUT THE ENTIRE LIFECYCLE.
Whether it’s digital-
first or digital
back, bringing
about meaningful
transformation
depends on
understanding
the needs and
expectations of
digital customers to
inform your
next steps.

47
THE DIGITAL TRANSFORMATION TEAM
ELEMENT 3
While digital transformation has a beginning, it doesn’t necessarily have an end. As such, digital transformation
initiatives become a journey in and of themselves. The steps a business takes are often are informed by the
findings resulting from the customer journey research and their relationship to strategic company priorities
and objectives. From there, businesses are forming specialized organizational bodies to lead
digital transformation efforts.
From defining roadmaps to prioritizing initiatives, these teams manage programs and communicate progress
and learnings to the C-suite. Businesses undergoing digital transformation are also changing how departments
work today by breaking down silos and forming new teams to more effectively manage the customer
journey in real time.
This section details what digital transformation strategists must consider in relation to digital transformation
teams (see Figure 7).

49
Before change can begin, questions must be answered, opportunities must be
discovered, and challenges must be reviewed. In many cases, we learned that
organizations form special teams to bring people together to start talking
and put change into motion. These teams go by many names: digital circles,
Centers of Excellence (CoE), rapid innovation teams, digital acceleration
teams, and more.
Nestlé’s Pete Blackshaw joined the company as its Global Head of Digital
Marketing and Social Media in February 2011. Soon after, he created a Digital
Acceleration Team (DAT), bringing together digital leadership training and to
also serve as a skunk-works for digital marketing projects. Each DAT “class”
includes 12 members who represent digital expertise from various locations
internationally. They work on short-term projects that Nestlé units apply
for and then return to their respective units to bring value back with what
Blackshaw calls “digital vitamins.” These vitamins equate to expertise that
can be used to further digital transformation in the graduate’s home unit.
“We were inspired by hackathon culture,” Blackshaw shared in an interview
with MIT and reinforced in our interviews. “One of the first things I did was
take executives out to Google, Facebook, and Salesforce.com, companies with
rapid innovation cycles, solving problems really fast, and leveraging digital
vitamins along the way. It was very inspirational to us. Our first thought was:
Could we graft some of that onto our headquarters?”
SPECIAL WORKGROUPS
ARE FORMING TO
EXPLORE AND EXPEDITE
TRANSFORMATION.

50
Other organizations create the team with a more organic approach. At a large
pharmaceutical company we spoke with, they formed multiple “circles,” working
groups that aimed to understand and solve for problems and opportunities
around mobile, social, and digital. Eventually, those circles united under digital to
create a dedicated team, responsible for bringing about digital transformation
across the enterprise to each line of business and all functions.
Our interviewee and internal champion at the pharmaceutical company asked,
“Who owns the customer experience?” The answer is everyone. “At [our
company], everything falls under legal. But, digital, social, and mobile change
agents come together, bringing to this group all key initiatives and customer
perspective. Deliverables from this team are frameworks that the company
adopts globally while minimizing risk and still making use of these technologies.”
In both cases, there is a clearly identified group that is tasked with and
accountable for digital transformation. The existence of this digital
transformation group was a consistent “must have” across all companies we
interviewed for this report.
In some cases, a change agent rises to earn an executive role to lead digital
transformation. Julie Bornstein, Chief Digital Officer at Sephora, is one such
example. In other cases, an executive creates a special role to formally lead
digital change, as illustrated with the hire of Pete Blackshaw as Nestlé’s Global
Digital Chief. In most cases though, digital transformation accountability falls on
more than one person, with an executive champion bringing together many key
stakeholders in collaboration to support a holistic DCX approach.
Each path shares several goals: Understand the digital customer journey;
invest in leading technologies, systems, and processes to optimize the online and
real-world journey; and collaborate with key stakeholders to support a holistic
DCX approach. They also share the ability to earn executive support and bring
people together even if they’re from different groups to collaborate on solutions.
EXECUTIVE SUPPORT BRINGS PEOPLE
TOGETHER FROM DIFFERENT GROUPS TO
COLLABORATE ON SOLUTIONS.
“Who owns the
customer
experience?”
The answer
is everyone.

51
DIRECT EXECUTIVE ACCESS ENSURES
THAT ISSUES AND BARRIERS RAISED
BY THE TEAM ARE HEARD AND
PROMPTLY ADDRESSED.
ORGANIZATIONS THAT RECOGNIZE
THE PROMINENCE OF DCX ARE
COMBINING DEPARTMENTS
RESPONSIBLE FOR DIFFERENT
FACETS OF THE CUSTOMER JOURNEY.
Discover has an “experience management” layer that
sits at the very top among C-suite executives. This
specialized “ebusiness” group meets with executives
regularly to discuss the voice of the customer (VOC),
their aspirations, and the unique needs and attributes of
Discover’s digital customers and also of its competitors.
In our interview with Discover’s Head of Digital, Mike
Boush, and Director of E-business and Customer
Experience, Dan Gingiss, we learned that the experience
management team has a direct line to the company’s
president and the executive committee. “The team
is looking for more than updates or reports,” they
explained. “The CEO and everyone at board level want to
understand what it is like to be a digital customer with
us and with our competitors. This is a very systemic and
ongoing process. It’s designed to permeate the entire
company from the top down.”
Global beauty retailer Sephora has spent years
understanding the evolution of customer behavior and
digital’s role in influencing expectations and decision-
making. Beyond online, mobile, and social, the Sephora
team recognized the importance of DCX and, like
Starbucks, placed Julie Bornstein into Chief Digital
Officer role and CMO role. Bridget Dolan, Vice President
of Interactive Media at Sephora, shared Bornstein’s
vision. “She transcends marketing in-store and also
digital, mobile, and store digital. Over time, Julie united
digital with stores, including social, mobile, search, and
email. Together, it’s quite seamless for us now.”

52
“The CEO and
everyone at board level
want to understand what it is like
to be a digital customer with us and
with our competitors.”
Dan Gingiss, Director of
E-business and Customer
Experience, Discover

53
FACILITATING CROSS-FUNCTIONAL
ENGAGEMENT STARTS WITH PUTTING EGOS
ASIDE AND WORKING TOWARD THE COMMON
GOOD OF THE CUSTOMER EXPERIENCE.
According to Starbucks’ Adam Brotman, “Part of what made digital
transformation work was to bring together a cross-functional team with a very
deliberate approach to become leaders and ‘intrapreneurs’ together. We didn’t
need to own everything to accomplish this. We wanted to lead by example and
show how we could work together. Then everyone saw how well it worked,
and by 2012, we were officially working as one team.” To work together and
avoid typical politics associated with ownership, blame, and egos, teams are
defining formal roles and responsibilities for each person within the group.

54
TEAM MEMBERS WANT TO FEEL
EMPOWERED TO DO THE WORK
THAT’S NECESSARY WHILE
FEELING A SENSE OF
OWNERSHIP IN THE PROCESS.
IT IS AN IDEAL ALLY TO
CHANGE AGENTS AND DCX
TEAMS IN IMPACTING THE
CUSTOMER JOURNEY AND
STREAMLINING DIGITAL
TRANSFORMATION.It’s a fine balance, but flourishing companies are formalizing the
group’s charter, goals, and the role each person plays every step
of the way. Harvard’s CDO, Perry Hewitt, shared her experience.
“It’s important to make everyone feel they have ‘skin in the game’
for digital transformation to work across departments. We use
RASCI to organize roles and define how we share different assets
in disparate channels to stay well integrated.”
In 2012, Gartner predicted that by 2017, CMOs would spend
more on IT than their CIO counterparts. At the heart of every
digital transformation movement is technology, and behind
technology are budgets, resources, and training required
to enliven digital strategies that facilitate new business
opportunities.
Unfortunately, we uncovered that some CIOs don’t get it. This
causes digital transformation teams to bypass IT in order to
execute. We heard that some CIOs are fighting for their role,
too. In one such interview with a global consumer brand,
we heard that the CIO is losing his share of decision-making
power in the company and, “There’s definitely a shift in power
toward marketing.” We found organizations deploying the
following strategies to keep IT engaged and involved in digital
“It’s important to make everyone feel
they have ‘skin in the game’ for
digital transformation to work
across departments.”
Perry Hewitt, CDO,
Harvard University

55
COMPANIES MAKING PROGRESS UNANIMOUSLY AGREE
THAT PARTNERING WITH IT THROUGHOUT THE DIGITAL
TRANSFORMATION PROCESS, AND SPECIFICALLY BRINGING
THEM IN FROM THE BEGINNING, IS ESSENTIAL.
DIGITAL STRATEGISTS AGREE THAT FORGING A STRONGER
RELATIONSHIP WITH IT EQUALS GREATER IT SUPPORT OF
DIGITAL TRANSFORMATION INITIATIVES.
In any digital transformation initiative, CMOs and CIOs share ownership of goals
and outcomes. By creating a strategic partnership, IT and marketing can expedite
change while accelerating initiatives that optimize digital customer journeys and
experiences. Without doing so, digital transformation efforts become ad hoc, get
stuck in silos, lessen enterprise-wide impact, and prevent true scale.
As such, digital and IT are partners, forming a symbiotic relationship from the
beginning, not just at the end to execute. Sephora’s Bridget Dolan offered insight
into its partnership with IT. “Digital and IT have to be in lock-step. What goes out
the window is finger pointing, and hand holding comes in. IT participates in every
meeting to understand goals and objectives and to provide inventive but realistic
solutions, timelines, and costs.”
This is key
as culture
evolves to
empower people
to work together
instead of against
one another.

56
IT, TOO, NEEDS TO TAKE A PROACTIVE ROLE TO
ENSURE ITS PART IN DIGITAL TRANSFORMATION.
According to Intuit, its IT team realized
that, to impact the customer journey,
they have to be stewards of the overall
technology solution and not just the
internal solution. At Prudential, IT is
taking charge by reaching out to business
units, marketing teams, and key functions
to learn how to help them achieve long-
and short-term business goals. This has
sparked dialogue that aids in expediting
digital transformation and advancing
business outcomes.
At Motorola Solutions, the partnership
between IT and marketing was elevated
to an entirely formal level. Dubbed the
“MIT Group,” Marketing and IT formed an
official alliance to focus on an integrated
approach to digital customer experience
and change. Grant Ferguson at Motorola
explained the importance of the alliance,
“These two functions have tremendous
ability to impact customer experience
through change. Marketing defines
the vision of the company and value
proposition for our customers, while IT
touches and enables every part of our
business and is the ultimate orchestrator
of change. Combining these two functions
allows us to more effectively align our
strategy and execution to become a more
customer solutions-driven business.”

57
The road to digital transformation is far from easy, but
it carries great rewards for businesses and customers
alike. It takes a village to bring about change, and it also
takes the spark and perseverance of one person to spot
important trends and create a sense of urgency around
new possibilities.
While digital transformation and DCX approaches are
developing, there are many roles needed to manage how
businesses recognize the opportunities to change and
also help lead the efforts to do so. Companies will need
the support of executives, strategists, change agents, and
trusted external partners to learn, collaborate, and lead.
To help, we’ve developed a checklist (see Figure 8) based
on the best practices that surfaced in our research. This list
becomes the change agent’s agenda to make the case, plan,
gain momentum, and push digital transformation efforts
forward in an informed, scalable, and meaningful way:
THE CHANGE AGENT’S
AGENDA: DIGITAL
TRANSFORMATION
CHECKLIST

58
Document the factors that are disrupting your
market. Assemble data and proof points that help
you make the case to the C-suite or decision-makers.
Clearly articulate why this is critical to your
business, using examples of other companies and
the benefits they’ve realized. Develop a SWOT that
assesses your actual position for transformation.
Draft a sample vision statement and supporting
narrative for what digital transformation looks
like in the end, the topline advantages it carries,
AND how it enables business goals and improves
customer experiences in the process. Document and
articulate short-term and long-term purpose.
Seek out an executive sponsor to help rally
support and act as a leading champion of digital
Ensure that executive sponsors communicate
the vision for digital transformation and the
benefits and updates throughout the effort to rally
employees across the enterprise.
Identify past research related to your customer
journey and map the digital customer journey, as it
exists today. Interview stakeholders about digital
customers to assess challenges and opportunities.
Document the differences between the current
journey and that of digital customers. Observe
persona traits or characteristics that are unique to
your digital customer.
Chart a sample journey around what the right
experiences for the right customers could be, based
on digital behavior. Organize the journey by channel
and screen.
Observe the gaps in touchpoints where investments
are and are not today.
Assess the processes, policies, and systems that
prevent success in engaging the digital customer.
Pinpoint what it would take to overcome hurdles.
Continue to study the “ultimate customer journey”
every six months to adapt investments in relevant
digital customer experience strategies.
Identify candidates for a cross-functional
transformation team.
Develop a RACI model for the cross-functional group
and an ongoing collaboration schedule and reporting
process. This enables for prioritization of projects
and delegation of projects.
Build a strategic alliance with IT (they must be part
of the workgroup).
Form a data collection and insights team as part of
the digital transformation workgroup. Create new
role/s necessary to collect, analyze, and storify data.
Measure impact of transformation at the enterprise
level and at each touchpoint to document progress
and benefits. Establish a reporting process to the
workgroup and ultimately to stakeholder groups.
Develop a training regimen to bridge the gap
between existing and required expertise for
transformation processes and technologies.
THE CHANGE AGENT’S AGENDA: DIGITAL TRANSFORMATION CHECKLIST

59
Altimeter Group set out to learn how digital technologies are impacting customer behavior and
how businesses are responding to these changes. We learned about the human side of business
transformation, the catalysts for heading on a new journey, the challenges these companies face, and
the benefits they are starting to realize.

60
While early in its evolution, digital
transformation represents the next
big thing in customer experience and,
ultimately, how business is done. Those
companies that “get it” and invest
more in learning about their digital
customers’ behaviors, preferences, and
expectations will carry a significant
competitive advantage over those that
figure it out later (if at all).
In its own way, digital transformation
is making businesses more human.
As such, digital transformation is not
a destination. Instead, it’s a journey
that continually seeks out how to
use technology in ways that improve
customer experiences and relationships.
Digital transformation also represents
an effort that introduces new models
for business and, equally, creates a way
of staying in business as customers
become increasingly digital. The
elements set forth in this report will help
brands adapt as technology continues
to disrupt traditional philosophies,
systems, processes, and investments.

61
This report includes input from market influencers who were interviewed by Altimeter Group during the course of this research.
Not all interviewees are included in this list, due to request for anonymity. Input into this document does not represent a
complete endorsement of the report by the companies listed below.
• David Mingle, Executive Director, Customer Experience, General Motors
• Rebecca Harris, Social Media Strategist, General Motors
• Kim Matlock, Senior Director of Digital Marketing and CRM, Hard Rock Hotels and Restaurants
• Sebastian Quinn, Digital Marketing Manager, Hard Rock Hotels and Restaurants
• Perry Hewitt, Chief Digital Officer, Harvard University
• Adrian Parker, Global Head of Social, Mobile, and Emerging Media, Intuit (Ntow with Patron Spirits Company)
• Lars Silberbauer, Global Director of Social Media, LEGO
• Grant Ferguson, Leader for Systems of Engagement, Motorola Solutions
• Pete Blackshaw, Global Head of Digital & Social, Nestle
• Tony Hudnell, Associate Director of Consumer Relationship Management, Procter & Gamble
• Bridget Dolan, Vice President of Interactive Media, Sephora
• Adam Brotman, Chief Digital Officer and EVP, Digital Ventures, Starbucks
• Andy Hedges, Director Shopping Centre Management and Marketing, Westfield Shopping Centres
With thanks for support from: Catriona Churman, Emthree Studios, Cheryl Knight, Shannon Latta, Yacine Pryor,
and Shift Communications.
Altimeter is a research and consulting firm that helps companies understand and act on disruption. We give business leaders the
insight and confidence to transform their companies in the face of disruption. In addition to publishing research, Altimeter Group
analysts speak and provide strategy consulting on trends in digital transformation, social business, data disruption and content
marketing strategy. Contact Leslie Candy at leslie@altimetergroup.com or 617-448-4769.
ECOSYSTEM INPUT
ACKNOWLEDGMENTS
METHODOLOGY
ABOUT ALTIMETER
GROUP
Altimeter Group conducted qualitative research and analysis through a series of interviews with digital
strategists and executives at organizations undergoing digital transformation efforts. From September
2013 through February 2014, we interviewed 20 executives and social strategists at 14 companies
about their experiences in adapting to the new digital customer experience.

62
OPEN RESEARCH
This independent research report was 100% funded by Altimeter Group. This report is published under the principle of Open
Research and is intended to advance the industry at no cost. This report is intended for you to read, utilize, and share with
others; if you do so, please provide attribution to Altimeter Group.
PERMISSIONS
The Creative Commons License is Attribution-Noncommercial-Share Alike 3.0 United States at: http://creativecommons.org/
licenses/by-nc-sa/3.0.Disclosure.
DISCLOSURE
Your trust is important to us, and as such, we believe in being open and transparent about our financial relationships. With their
permission, we publish a list of our client base on our website. See our website to learn more: http://www.altimetergroup.com/
disclosure.
AUTHOR: BRIAN SOLIS, PRINCIPAL ANALYST
Brian Solis (@briansolis) is a principal analyst at Altimeter Group. He is also an award-winning author,
prominent blogger, and keynote speaker. Solis works with enterprise organizations and technology
vendors to research the state and direction of markets, competitors, and customer behavior. Through the
use of proven frameworks and best practices, Solis analyzes trends, opportunities, capabilities, and areas
for improvement to align new media initiatives with business priorities.
EDITOR: CHARLENE LI, FOUNDER, ANALYST
Charlene Li (@charleneli) is Founder of Altimeter Group and the author of the New York Times bestseller,
Open Leadership. She is also the coauthor of the critically acclaimed, bestselling book Groundswell,
which was named one of the best business books in 2008. She is one of the foremost experts on social
media and technologies and a consultant and independent thought leader on leadership, strategy, social
technologies, interactive media, and marketing. Formerly, Li was Vice President and Principal Analyst at
Forrester Research and a Consultant with Monitor Group.
CONTRIBUTING AUTHOR: JAIMY SZYMANSKI, SENIOR RESEARCHER
Jaimy Szymanski (@jaimy_marie) is a Senior Researcher with Altimeter Group. She has assisted in the
creation of multiple open research reports covering how disruptive technologies impact business. Jaimy
has also worked with Altimeter analysts on varied research and advisory projects for Fortune 500
companies in the telecomm, travel, pharmaceutical, financial, and technology industries. Her research
interests lie in social TV, gamification, digital influence, and consumer mobile.
ABOUT THE AUTHORS

63
Although the information and data used in this report have been produced and processed from sources believed to be reliable, no
warranty expressed or implied is made regarding the completeness, accuracy, adequacy, or use of the information. The authors
and contributors of the information and data shall have no liability for errors or omissions contained herein or for interpretations
thereof. Reference herein to any specific product or vendor by trade name, trademark, or otherwise does not constitute or imply
its endorsement, recommendation, or favoring by the authors or contributors and shall not be used for advertising or product-
endorsement purposes. The opinions expressed herein are subject to change without notice.
I. Solis, Brian and Charlene Li, The Evolution of Social Business: Six Stages of Social Business Transformation. Altimeter Group,
2013. Research for this report revealed that the allure of social media can spread quickly through an organization, with many
different departments — and goals — competing for the attention of the same social customers. Moreover, while most social
media teams reside in Marketing or Corporate Communications, many of those organizations have at least one FTE in another
department.
II. Wilson, Fred, “The Golden Triangle.” AVC, 2009.
III. Nestle, “Nestlé drives digital innovation with Silicon Valley outpost.” 2013.
IV. Bradshaw, Leslie, “How You Can Put Reverse Mentoring to Work for You and Your Company.” U.S. Chamber of Commerce
Foundation, 2013.
V. Fitzgerald, Michael; Nina Kruschwitz, Didier Bonnet, and Michael Welch, “Embracing Digital Technology: The New Strategic
Imperative.” MITSloan Management Review, 2013.
VI. Ibid.
VII. Google Think Insights, “Zero Moment of Truth (ZMOT).” 2012. According to Google, the ZMOT is defined as the moment when,
after hearing about you, consumers turn to their laptops, smartphones, and tablets to learn more — to see if you meet their needs.
Their research may include reviews, coupons, videos, blogs, and social networks where they learn more about your brand.
VIII. Lepitak, Stephen, “Dmexco: ‘Digital marketing is dead’ proclaims Procter & Gamble’s global brand building officer Marc
Pritchard.” The Drum, 2013.
IX. Fitzgerald, Michael and Pete Blackshaw. “How Digital Acceleration Teams Are Influencing Nestlé’s 2,000 Brands.” MITSloan,
2013.
X. McLellan, Laura, “By 2017 the CMO will Spend More on IT Than the CIO.” Gartner, 2012. According to Gartner, marketing is
purchasing significant marketing-related technology and services from its own capital and expense budgets — both outside the
control of the internal IT organization and in conjunction with them.
DISCLAIMER
ENDNOTES

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