Is too much reliance on Marketing Automation a danger?

I recently read this article by Omar Akhtar on “The case against too much marketing automation” and it got me thinking. Although I am a firm believer in marketing automation, here are several points here where I agree. I am inundated daily from vendors trying to sell me the next best thing in identifying web visitors, automated what content people see based on digital footprint, augmenting my database; the list goes on and on. And some of these do intrigue me. But I do question their actual effectiveness.

I’ve been using marketing automation for over a decade now and I’m a believer. My very small team executes more programs and campaigns than I could ever dream of twenty years ago when I first started in marketing. But nothing replaces actually spending time with your prospects and customers. You need to know what drives them. What are their challenges, fears, hopes and dreams. And then how can you fit into their reality. You will never get this from any type of marketing automation.

You need to spend time with your customers. You need to talk to them. Do this whenever you can – at tradeshows and conferences, customer visits, industry events. Whenever you get a chance. How else will you learn about them – what truly drives them? And how else will you see if your value props and messaging resonates?

face to face

So I’m a firm believer in marketing automation but I also don’t see it as a panacea that solves all your marketing needs. And thank God for that or I’d be out of a job! You need to get face-to-face and talk. There is no automation or replacement for that.

Would love to hear your thoughts!

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