Strategic Loyalty Program Design
Time to Start at the Top, Not the Bottom
Today, marketers are driven to develop loyalty programs for many tactical reasons, foremost among them
being: Pressure to implement low-cost mobile-centric technologies; To show use of big data; and, To keep
up with competitors. Unfortunately, these forces have resulted in a proliferation of ineffective cookie-cutter, me-too programs. However, by avoiding pitfalls and conducting a critical analysis of what loyalty can truly do
for a business, loyalty can be deployed as a sustainable differentiator and source of competitive advantage —
even in today’s crowded marketplace.
