Download - Digital Summit 2016
Digital Summit 2016
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M A R K E T E R S S H O U L D K N O W T O S H O W T R U E O B J E C T I V E V A L U E
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Social Sales Alignment Marketing Mathew Sweezey @msweezey
• Author: Marketing Automation for Dummies • Principal of Marketing Insights Salesforce • Love marketing, hate stupidity • Farmer and Brewer • Generally a fun guy
New MediaEnvironment
Media
Environment
Businesses
Consumers
@msweezey
MediaMedia is the embryotic fluid
supporting the connections between businesses and consumers. It dictates what type of connections can exist,
and what is possible. When the media environment shifts if has massive effects to the relationship between
buyers and sellers.
@msweezey
5 Media Channels
In 1960 there were only 5 marketing channels we must master. They are all analog, and mass. All of our marketing foundations are created during this time. @msweezey
Over 200 Channels now
Increasing the number of channels into infinity because it will be the biggest budget, so it will get the most tools. @msweezey
Limitless Media
On average there are 1,500 posts waiting for you on Facebook, and on average you check Facebook 17 times per day (Ages 35-49). @msweezey
Limitless Distribution
More people in the world have access to a mobile phone than have access to clean drinking water or electricity.
@msweezey
Limitless Consumption
This is over 12 hours per day, across multiple screens. Tangling up work life, personal life, and everything else together. @msweezey
By 2020 there will be: 7 times as many connected devices as there are people on the planet.
Each devices must be connected to deliver the experience the
consumers want.
-CNN Report 2014
7 @msweezey
We entered a new era of media in
2007. Consumers over took
businesses as the largest creators of
Media..
@msweezey
New Buyer Behaviors
heu· ris· tic: Enabling a person to discover or learn something for themselves.
Digital experiences are heuristic.
A consumer can determine if there is value in a web experience with in 1/20 of a second. If it is not valuable then they leave. On average a person only stays on 1.7 pages of a website Nobody taught consumers how to search, how to use email, or use Facebook. They learned on their own. - Cliff Seal 2015
Let’s Test You Lets see just how much you have changed based on the
environment around you to make this point even clearer.
“A” or “B” How do you manage your email
in box?
@msweezey
We Disqualify before we Qualify
The massive amount of data coming to us via email has trained us to first delete what is not relevant so we can have an easier time managing what we really need to be working on. This is a Heuristic behavior, because nobody taught you how to do this. You just learned on your own.
@msweezey
“A” or “B” How do you download content?
@msweezey
We batch research
Based on how easy it is to find and consume content we now naturally do it in large batches. Once again this is a learned behavior and something which is a new buyer behavior. If we can understand this we can now start to optimize for greater content conversions when someone is on our site.
@msweezey
Daily content consumption. Usually is Learn, and Escape. Happens across all media channels.
How we engage with Research content.
Batch Research Defined
@msweezey
Branding?
1960: There were only 5 forms of media in our “Golden Age” 5@msweezey
BRANDING Display the values of the brand through
the interactions we controlled. This
created the “Golden Era” of marketing
from 1959-1972.
@msweezey
18% of US consumers use ad blocking software. It is also estimated this number will double in 2016. There are 185 million global users of ad blocking technology.
Ad Blocking
- Pagefair and Adobe, 2015
Ship My Pants
National retailer spends over $10 million on a campaign to get people to shop in their stores. The campaign was based off of an award winning tag line “Ship My Pants” @msweezey
Infinite Media Hurts
Upon a Google search to find the local store the average review is 2.9 out of 5. Creating a bad impression directly following the positive impression of the “Ship My Pants” campaign. @msweezey
Net Positive Experience
Upon going to the website to then purchase the website was broken. This now has created a “NET NEGATIVE” effect and the only way to win this consumer back is to spend more money. This is not sustainable.
@msweezey
1.5 Forrester Research estimates for every 100 leads a B2B company generates, best in class only convert 1.5 into revenue. Average companies only convert .7 into revenue.
@msweezey
Corporate Mindset
We must be able to build bridges between all departments to ensure a holist corporate mindset. Mindset is the only proactive way to protect your brand, and provide customers with the best experience.
In companies like AT&T this role also is being given a new name: Customer Experience Executive.
@msweezey
@msweezey
Relationships are hard to substitute! Having everyone in your company with the same mindset is the only sustainable way for you to proactively protect your brand from the infinite amount of content which will be published about you in the future. This is why companies like AT&T give CX a seat at the Executive Table.
A new Position: Experience Executive
Leaders Vs Laggards Companies who excel at customer experience out performance the S&P index by 30%, and customer experience laggards by 65%. It must be looked at as a product you produce. -Watermark Consulting
@msweezey
ContextualContent
Founda(on#2SocialLiteracy
Nobody says “I want content”
They decide engage with content to solve goals, they engage with it because it aligns
with their purpose
@msweezey
71% Have been Disappointed by content
25% Will never re-engage If disappointed once
The content
we create sucks
@msweezey
Path To
Purpose
There is no longer a path to purchase, but a Path to Purpose. Buyers paths are constant strings of moments intertwined together equaling an experience, fulfilling a buyers purpose. What are your buyers purpose for engaging with you? - Google Think, Path to Purpose
@msweezey
Purpose is Contextual The role of the new middle is to have contextual engagements with people. These engagements are a combination of human and automated interactions designed to build rapport, overcome simple objections, and create a strong and lasting relationship with the brand.
@msweezey
PEW research found:
CEO’s pick up their mobile device 51% of the time because they are
BORED
@msweezey@msweezey
Escape People wanting to escape will lean on self discover and social channels. They are looking to escape their work, life, job, and take a short break. No barring on sales readiness. However the escape must be an honest, escape. It can not be contrived by a
business, but must be found by the person.
@msweezey
Read this article for more on creating humor in your content: http://www.clickz.com/clickz/column/2389218/create-better-content-via-humor
Kronos Case Study Kronos, a workforce
management software company, uses a weekly
comic to engage with their audience. Their comics are
consistently shared on LinkedIn two to 10x more
than their corporate blog posts.
Discover Discovery is one of the greatest gifts of the internet. We have
both passive and active discovery modes.
Active Discovery: Direct searches on the internet Passive Discovery: When you scroll down in Facebook
@msweezey
Active Discovery
Discovery is extremely powerful for marketers to understand
because it allows us to fulfill a desired purpose of the consumer.
Consider how much we like to discover. The top 7 websites in
the world are all places for consumers to actively discovery
things.
-Alexa research 2015
Top 7 Site are: 1. Google 2. Facebook 3. Youtube 4. Baidu 5. Yahoo 6. Amazon 7. Wikipedia
@msweezey
Active Discovery
Anytime you do a search you are engaging in “Active Discovery” This is when you are looking, seeking, or wanting to find a specific item. “Amazon.com strives to be the e-commerce destination where consumers can find and discover anything they want to buy online.” – Jeff Bezos
Passive Discovery Passive discovery is the secondary action of search. It is the reason we “Surf” in the first place. We are passively seeking an experience, and trust the things we find on our own. Discovering something new is our purpose.
@msweezey
Passive Discovery
There is value in helping people discover things. Amazon hires 473 “Data Scientists” to study their conversions, and it’s effect on the customer relationship. If they do something look at why.
Self Discovery = Trusted Content The modern consumers build trust in a new way. They have found the value of the instant access of the internet and placed a high value on self discovery. They even block your ads! Learn how to help aid in their discovery and you will gain their trust.
@msweezey
Presence Is the content which consumers create about themselves to
validate the mediated self they are projecting. Simply engaging with this is fulfilling their purpose, and is helpful, and does not
require you to create more content.
@msweezey
Mediated Persons On average a person has 7.4 social channels, and will be very hard to reach on those channels due to increased competition from their friends, digital ad budgets, and ad blocking software. Mediated relationships require “Frequent and phatic gestures” to build and maintain mediated relationships and so our marketing must evolve as well.
Larry D. Rosen (editor), The Wiley Handbook of Psychology, Technology and Society
Values of Presence 1) Self Validation (posting) 2) Societal Validation (being liked) 3) Belonging (groups) 4) Reciprocity (the golden rule)
Social Capital is the key to understanding the “Micro Action”. With out it you will not be able to fulfill the persons purpose. By understanding these 4 simple rules you will easily understand what someone purpose is, and how to build stronger relationships.
@msweezey
“When you see people voting up your answer or adding their own replies in real time it makes you realize there’s a good group of people reading your stuff. I don’t get that immediate rush on my blog”
-Robert Scoble, Futurist and Social Media icon
“ “
AgileEfforts
Of marketers say it takes 2-5 weeks to create a piece
of content.
42%Of marketers say it takes more than 7 weeks to create a piece of content.
1/3
1h6p://www.techvalidate.com/blog/2013-content-marke(ng-research-(me-spent-crea(ng-content-2892
@msweezey
@msweezey
Creativity is no longer a singular genius, but an
iterative process
“ “ - David Weinberger, Author and Fellow at Harvard University
@msweezey
X
The Agile Proof
@msweezey
Step 1: Place your pin on the blue dot. Your goal will be to close your eyes and then draw a straight line to the red dot. Stop when
you get there. @msweezey
Your line probably looks like this.
@msweezey
Step 2: Now try again, but feel free to stop when ever you want. Leave your pen on the paper, and open your eyes. Recalibrate, close your eyes then continue to draw your line. Take as many
stops as you want. @msweezey
Your second line probably looks like this. You reached your goal,
faster, and with less effort. You can stair at the red dot all you want, but agile is the only consistently way to get there. @msweezey
Capital One Goes Agile The 9th largest bank in the US has shifted their entire marketing department from the
top down into an agile frame work. Why? Because they have seen the power of it in their adoption of technology. They have “Burned the boats. There is no going back”
X
The Agile ProcessThere are an infinitely growing number of marketing channels which require content. This brings about a new level of content we must produce. The only way to create enough content with a high enough success demands a new foundation on how we execute marketing campaigns. We must learn from other business departments who have faced similar issues.
@msweezey
User Stories
MVP
Review
Execute
User Stories
What responsibilities do they have? What issues do they face? What do they want to learn? Have they found things before they liked?
@msweezey
User Stories
MVP
Review
Execute
M.V.P. Minimum Viable Product: What is smallest way you can provide value to your core consumer. This is your minimum viable product. Create this, then learn how to improve it.
@msweezey
User Stories
MVP
Review
Execute
Review It is good to have comparable metrics, but asking consumers directly is the best feedback you can have on how to improve your experiences. • Was the content you engaged with helpful? • How can it be better? • What was the best thing you’ve found? ASK @msweezey
Agile Math
What the math represents: FV = Future Value. This score you wish your content will reach in the future. On a scale from 1-10 if you want your score to be perfect this number would be 10, assuming 10 is the highest value.
CV = The current score your content is rated. X = Your x factor, or your ability to iterate on your previous version. i = The number of iterations it will take you to reach the goal
(FV-CV) - ((FV-CV)*X) = i
@msweezey
Iteration Table I’ve done the math for you!
Your “X” factor
Th
e P
V o
f th
e co
nte
nt
10% 20% 30% 40% 50% 60% 70% 80% 90%
1 8 7 6 5 5 4 3 2 12 7 6 6 5 4 3 2 2 13 6 6 5 4 4 3 2 1 14 5 5 4 4 3 2 2 1 15 5 4 4 3 3 2 2 1 16 4 3 3 2 2 2 1 1 07 3 2 2 2 2 1 1 1 08 2 2 1 1 1 1 1 0 09 1 1 1 1 1 0 0 0 010 0 0 0 0 0 0 0 0 0
@msweezey
John, I noticed an article on Content experience, and thought you might like to give it a look.
John, There is a video in our resource library on Lead nurturing best practices, here’s a link to it. It was recorded with Jay Baer.
John, I’m not sure if you follow this guy on social. But If you’re on Twitter you might want to check out @jaybaer. We’ve just shot a webinar..
Put it all together It doesn’t take 10 minutes to create this nurturing string. Test then make 3 more
A Telephone does it best DO NOT use forms, Surveys, or questionnaires to understand the impact of the content
on the consumer experience. They make the customer experience worse, and you will lose out on your ability to really dig into conversation. Be human, if not there is no way
your content or experiences can be.