Archive for the 'Advertising' Category

Advertising Signs of the Times?

It’s no secret that the economic climate of the past 10 months or so has wreaked havoc on some of the world’s most well-known brands. Car companies are filing for bankruptcy, banks are losing their minds, retailers are consolidating or downright closing shop, and restaurants are offering deal menus out the wazoo.

Here’s a look at how some brand marketers are, in one way or another, taking advantage of the recession to prove that less is more to stay afloat in these tough times. Some ads are funny, some are touching and some are outright ridiculous. So ridiculous I couldn’t event include them (i.e., a Victoria’s Secret ad about how less clothing is one good benefit from the down economy…come on!).

Allstate “Back to Basics”

Cap Gemini Ernst & Young “Depressed Economy”

Domino’s “Bailout”

Dunkin’ Donuts “Belt”

Etrade “The Economy”

GM “Reinvention”

iPhone Magic Wallet App

Target “Brand New Day”

– Posted by Melissa Coyle

Goodbye ROI, and Other Marketing Lessons

I took a rare day off from client work yesterday to attend Tech Target’s Annual Online ROI Summit for technology marketers. Overall the event was a great one, and I thought I’d share the “top lessons” I took away from the various panels and sessions.

  • Goodbye ROI. There is a move away from thinking about marketing as it relates to return on investment. Instead, marketing efforts should be measured based on ROMO, or return on marketing objectives. This may mean did the campaign meet lead goals, pipeline goals, conversions of leads to opportunities, etc.
  • The death of the marketing blitz. Gone are the days of big to-do’s around product launches and huge campaigns. Instead, marketers should think of – and measure – campaigns in terms of long-term, long tail approaches. Remember the 20/80 rule: 20% of your response will happen immediately, while the other 80% will happen over the long term.
  • Bloggers are the influencers. More and more, IT buyers are depending on blogs as resources instead of traditional media, and advertising on blogs is now out-performing traditional online advertising.
  • Key phrases, not words. Increasingly, IT buyers are using long phrases in order to narrow down search results and get more specific, relevant results. Effective search strategies will now focus on 3+ word phrases and negatives, instead of key words. Think “server consolation in an all-Linux environment and not Windows” instead of just “server consolidation.” Also, companies should think of paid search as a way to fill in the gap and complement their organic search efforts.
  • Match the sales process. Think about lead generation in terms of different stages of the buying cycle. Your content type and topic should target the buyer at each stage. At the “awareness” stage, your best bet is a whitepaper that addresses a problem and provides an overview of the landscape. At the “interest” stage, editorial content pulls best (with a 2x higher CTR over vendor-produced content), so focus on editorial Webcasts or podcasts. The “decision” stage is the time to introduce trials, demos and specific solution assets. Another interesting tidbit: existing prospects are more likely to be pulled in by a vendor asset, while new leads are likely to be pulled in by editorial content.
  • CIOs are busy. OK, so that’s not a new concept, but what may be somewhat surprising is that they admittedly aren’t doing any of the research themselves when it comes to evaluating new technologies and vendors. They rely on their staff to do the research and present the relevant info and short-list of vendors to them, so make sure you’re marketing to the lower-level IT staff! And, when you are marketing to the CIO, make sure your content is short enough that they can read it or listen to it during their commute.
  • Don’t over market! Clean up your database frequently to remove inactive prospects and distinguish between folks that are further down the pipeline. Don’t be afraid of “do not market” lists and segment your lists so that you’re not over marketing!

I’ll end with my favorite quote of the day: “If you can’t measure it and you can’t repeat it, then it probably shouldn’t have been done in the first place!” My second favorite? “Sales is the consumer of marketing’s leads, so work closely with them!”

2008: B-to-B Marketing Preview

It comes as no surprise that b-to-b marketers plan to increase their spending online and decrease print advertising in 2008. What may surprise folks, however, is that spend on direct mail and events is forecasted to rise in 2008.

We’re finding this to hold true with our own clients, too. I think this is because, in our technology-driven lives, we welcome a chance to re-connect with folks in a tangible, one-to-one way. Whereas maybe three years ago direct mail effectiveness was on the decline, folks are so overwhelmed now with email and online banter that they are starting to glaze over those and once again pay attention to what’s coming in the mail, especially if the creative is eye-catching and the offer relevant. And as great as virtual tradeshows are, you can’t beat the chance to pitch your product or service face-to-face at an event. Besides, we wouldn’t want to put the tchotchkes vendors out of business. ;)

In other forecasting news, the same study found that two-thirds of b-to-b marketers plan on increasing their overall marketing budgets – largely because they also plan on embarking on new campaigns. And, in terms of what online areas marketers will invest in, Website, Webcasts, email, search and video leads the pack. Finally, despite all of 2007’s hype around social media, only 20% of marketers are currently using it as part of their strategy and 69% are not planning to increase spend in this area.

Stop Talking…Start Doing…

That was the message at the tail end of the latest IBM commercial I saw last night as I settled in to watch Bret Farve and Bret Farve Tony Romo battle it out on NFL Network (yes I get the channel, in HD no less, I know you’re jealous).

 

The ad shows a hip(ish) young guy showing the by-the-book business man his online avatar in a virtual world, exclaiming – “Its innovation!”

After some short dialogue this business man says -“The point of innovation is to make actual money”

Cue the Stop Talking, Start Doing tagline.

The ad is an obvious dig at Second Life, but it got me thinking about 2.0 in general. Sure, all of these conversations are important – but is our “talking” getting in the way of our “doing”? Are our contributions to our social networks, tweets and blog posts actually accomplishing something?

A bit of a heavy question for a Friday….but something to mull over while waiting for the clock to hit 5pm.

Out: The New In?

Standard beliefs hold that online ads are more effective when they are “in-context”, or placed near relevant content. For example, perhaps you’re more likely to pay attention to an ad for a particular brand of paint if it’s next to an article about home improvement instead of next to an article about fashion. Well, according to new research from Yahoo!, that widely held belief may be false.

Yahoo! and MediaVest studied a group of consumers passionate about a particular topic (in this case, food), and found that ads displayed out-of-context had virtually the same impact as ads shown next to related content.

This data supports proof that targeting the right people may be more important and effective that targeting the right content, and new tools are making this level of targeting easy to achieve. It also supports the idea that advertising in nontraditional outlets may not provide the high quantities of response, but the quality of response and conversion to sales may be higher. So, the next time you want to run an ad promoting your new software, you might look beyond the typical technology trades. I’m not saying it makes sense for software vendors to advertise in Dog Fancy, but perhaps it’s time you look beyond Informationweek and consider that Jane Smith, avid reader of Conde Naste Traveler and CIO of a major Fortune 1000 company, may be your ideal customer.

Read more in this week’s AdWeek.

– Posted by Melissa Coyle

Hide and Search

Recent research from Jupiter Research reveals that the top challenge facing search marketers is rising key word prices (62%), followed by:

  • ROI tracking (44%)
  • Management of multiple engines (43%)
  • Expansion of keyword (42%)
  • Measure of off-line impact (34%)
  • Click fraud (28%)
  • Bid tool functionality (21%)
  • Declining ROI (21%)

According to Jupiter, spending on search will rise to $11.1 billion by 2011 and paid search spending will increase by 65% this year alone. However, despite the concern over rising costs, marketers do not seem as worried about declining ROI – insinuating that even with costs rising, search is still profitable.

– Posted by Melissa Coyle

Who wants my MTV?


Viacom’s MTV announced today that it will, for the first time, begin measuring audience viewing second-by-second in hopes of gathering more precise data on its commercial break placements and consumer viewing tendencies. This second-by-second audience data will help monitor viewer behavior during specific moments within ad breaks, revealing whether commercial viewing is different in prime time vs. late night or if certain types of commercials rate higher.

Thanks to devices like DVR and TiVO, consumers now control whether they want to see an ad or not. This data will tell TV executives how their viewers may be acting differently during different times of day and difference programs, ultimately helping advertisers to better place ads and target consumers.

Read more about this move.

Make Way for Online Videos

 A recent report from ABI research suggests that the online video market (both pay and ad supported) will be worth $15.6 billion by 2012. What does this mean for marketers? Well, not only do you have a new medium for communicating your brand and commercializing your content, but thanks to innovative reporting tools, you’ll learn more about your audience than you ever could with traditional broadcast TV advertising.

Shameless Plug Alert: If you’re interested in learning more about delivering innovative and interactive video experiences on the Web, check out our client PermissionTV.

– Posted by Melissa Coyle

The Game Changer: The iPhone Cometh

Today is the day.

The day 6 months in the making, the day one small device, saves the world.

Ok, so a bit dramatic, but seriously, – this is a really big deal…right? Sure, other phones have come and gone, toting all new features, music, email, etc – but none have done it like this; and certainly none have done it with this much hype.

Now that the phone has been handed to a select few “chosen ones”, there are several preliminary reviews surfacing, possibly the best came in the form of David Pogue’s iPhone video-blog (sorry Walt). In one scene, he is attacked by an angry mob of coworkers, eager to get their hands on the device. Pogue proceeds to leap up on to the side of a cubicle where he begins preaching on the phone’s shortcomings – mainly complaining about the AT&T network, and EDGE Internet service. A few at a time, they begin to leave, until one man is left. He leans over an asks,

“Does it have an Apple logo?”

Pogue replies, “Yeah, see? Its right on the back.”

“Cool.”

Gotta love brand equity. This short exchange sums up the reason for probably 90% of the hype surrounding this thing, its made by Apple and, as the video so poignantly displays, regardless of flaws, the Apple fan-boy will still buy it. The Wall Street Journal’s breakingveiws.com column warns,

“…an iPhone may yet appear in every pocket now housing an iPod or phone. But if it merely becomes a rich hipster accessory, Apple’s stock would have a long way to fall.”

And that is my exact prediction. To me, the iPhone will become like a Ferrari; coveted by all, but owned by few. Think about it, an unsubsidized phone, with no choice of network at $499 and $599 price points, that doesn’t work with family plans and most certainly will not work with corporate plans because it won’t run the important apps hardcore business users need. The only demographic left IS the rich hipster.

I will use myself as an example. I am far from a rich hipster (though I am probably just as much of a music snob) but love Apple products, and though I don’t currently own a Mac (ask me again in a year or so), my household, like many others, does have 6 iPods. There is one apple sticker on my IBM laptop, and another on my Fender Stratocaster and spend more on iTunes than is deemed healthy by the FDA. I am a huge advocate for what the company does .

I want an iPhone as much as anyone, but the deal just doesn’t seem to work in my favor. I would have to break my Verizon contract, pony up the $600 for the phone (because why get a 4gig when you can have 2x the space for only $100 more) sign a new contract, which would be significantly higher than my Verizon family plan bill, plus data, plus WiFi costs (most aren’t free, right Starbucks?). Oh yeah, and don’t forget, the network is AT&T, meaning I would burn through minutes like crazy, as it seems like everyone in Boston has Verizon.

So, Game Changing? You bet. Revolutionary? Absolutely. But there is something in me that thinks the limits on this device make it not quite ready for prime time. We shall see.

Good luck to everyone braving the malls at 6 p.m., especially this guy.

.

The Game Changer: A Pirate’s Life for Disney

I am resisting the urge to comment on the goings on
at Ford these past few days as I promised I wouldn’t do a car post for a while (about time for my own Auto Biz blog I think). Check out the stories here and here if you are interested.

Some big news from Google-Tube this week, it seems Disney could be making some bank off more pirates than the ones played by Jonny Depp and Co.YouTube has struck a deal with Time Warner Inc. and Walt Disney Co. to being testing their video fingerprint technology, in an effort to prevent further lawsuits, like the $1billion in damages Viacom wanted because of reposts of popular MTV and Comedy Central shows on the site. The video ID technology recognizes copyrighted content that is uploaded to YouTube, giving the media giants two options; they can either remove the site, or opt-in to a revenue share program via advertising dollars.

Making money off piracy you say? Unheard of.

But, a fantastic idea, especially for Disney. Imagine the PR fall out the house that Mickey built would endure for suing a 13 year old uploading The Lion King or quality Disney Channel re-runs like Boy Meets World (what ever happened to Topanga anyway?).

As the guys over at CrunchGear said, “everybody wins” and I agree. Kudos to YouTube for figuring out a way to leave the lawyers at home, and actually monetize illegally posted content.

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