In the past, marketing teams placed media “buys” in a limited number of traditional channels, such as broadcast or print ads. These channels acted largely independently. Measurements were straightforward, typically in the form of reach and audience. Social and mobile media are different in every respect. The new engagement channels are deeply inter-dependent, and their performance linked tightly to each other. This phenomenon has a name — its called media convergence.

Consider this data point. By 2013 lead management campaigns across four or more digital channels are expected to outperform single- or dual-channel campaigns by 300 percent. Thats because of the way customers use social and mobile media.

Yet CMOS are struggling. One study conducted by SapientNitro revealed that 82 percent surveyed believe improving marketing coordination across traditional, online, and social channels is moderately or extremely challenging. And the number one obstacle cited to digital marketing growth was lack of a single, cross-channel digital marketing platform.

Heres why. Customer behavior is extremely nimble across this landscape and buyers are influenced — and influence others — in buying decisions and brand loyalty as they move in and out of various websites, social platforms, and mobile media. For example, 83 percent of consumers globally are likely to visit a website recommended by a friend on Facebook, and more than half say comments posted on retailers Facebook and Twitter pages, whether positive or negative, also influence their opinions

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