Grounded In Reality

Earlier this week, several colleagues and I discussed the elements that make web widgets successful. Some of the basic factors mentioned were:

• Utility: first and foremost, does it perform a valuable function for the user?
• Enchantment: does it keep people engaged and coming back for more?
• Community: does it facilitate conversation?
• Usability: does it have an intuitive and user-friendly interface?
• Multi-platform: is it compatible across personal pages, social networks, blogs, and mobile devices?
• Share-ability: does it allow people to spread the word?

What else makes a widget successful? Self-expression seems to be at the core of most. Some of the most popular widgets, such as Where I’ve Been, Slide, and iLike, are all designed around personalized storytelling. Call them what you want: vanity widgets, ego badges, blog-bling. The fact is that people crave tools that help them project their personal storylines. For instance, the Project Playlist widget is something I customized with my favorite music and have synched to my Facebook profile. It’s high in utility because it lets me advertise my taste in tunes. For me, the appeal isn’t the functionality. It’s what it says about me.

When developing branded widgets, marketers should consider how to harness peoples’ desire for expression and individuality. Think about their promotional needs first before you think about your own.

I’m at day 2 of Ad Age’s Digital Marketing Conference. In a room filled with media executives, advertisers and agency reps, the majority of the conversation surprisingly hasn’t been about paid media. It’s been about the rise of conversational marketing and the importance of facilitating and nurturing customer dialogue.

Tom Nicholson of design firm Icon Nicholson made the point that online marketing is moving away from shooting arrows at people and more about providing services and experiences that enable customers to voice opinions, share stories and make informed purchasing decisions. As he put it, “the future of marketing is customer service.”

During a panel titled “Making Social Media and Marketing Work,” Jim Nail of TNS Media/Cymfony polled the audience on which marketing discipline should “own” social media. The results:

• 53% said Marketing
• 5% said PR/Communications
• 9% said Customer Service
• 33% said some new division that hasn’t been created yet

This isn’t surprising considering that the majority of people here come from the marketing/advertising side of the fence. Several conference panelists acknowledged that ownership shouldn’t be narrowed to one discipline. Creative agencies design exceptional content, but they aren’t equipped to monitor, fuel and sustain online conversations with consumers. PR agencies, however, are uniquely suited to build relationships and interact directly with the public online. My personal bias aside, I agree that a blended approach is necessary.

The bottom line is that conversational marketing needs to be a long-term commitment for marketers. It can’t happen in a limited, quick-hit fashion. And it shouldn’t be viewed as just another channel to exploit and wrap an ad campaign around. At last year’s Ad Age Digital Marketing Conference, many attendees were still reacting to social media topics with questions about risk, metrics, conversion and ROI. I’m not seeing that here today. My sense is that the majority of marketers and agencies in attendance “get it” and are moving beyond experimentation to making social media a central component in the mix.

I just returned from day 1 of Ad Age’s Digital Marketing Conference. The morning kicked-off with 2 great panels on the topic of branded entertainment and content creation. The majority of the conversation focused on how brands are increasingly building their own content platforms or aligning with media properties to develop branded experiences.

Key points about content included:

• Ownership: Ogilvy Entertainment’s Doug Scott made the point that “brands should own content rather than rent it.” His reasoning is that the Web gives brands a platform to create long-term engagement with consumers vs. the quick burst model of display ads and 30-second spots. Once display ads are gone, they are gone…whereas branded content lives online forever. I agree with his POV, but would add that marketers must be willing to experiment and fail. Brands turning into media properties overnight is no easy task (a la Bud.tv).

• Quality: Nothing new here, but the point was hammered home: creating exceptional content must remain the top priority. Relying on distribution and promotion will only make a campaign go so far. Frank Cooper, VP of Marketing for Pepsi, commented that “there’s a lot of roadkill out there” when it comes to online video (both professional and user-generated). He talked about the importance of finding the right producers, writers and actors who can create compelling, relevant content that’s built for web consumption and sharing.

  As my colleague Rachelle Spero always says, “comedy can’t be cooked up in a corporate conference room. If you want to be funny, hire a comedian.” Daman Wayans, founder of WayOut TV (“Living Color 2.0” as he calls it) echoed this POV during a panel titled “Talking Talent.” Wayans said the vast majority of UGC is actually LGC – or “loser-generated content.” His message to brands: work with the pros who know how to source, produce or filter content that’s going to resonate and be passed along in an exponential fashion.

• User Experience: several speakers stressed that the internet can’t just be another medium for repurposing TV content bits. The web enables community and dialogue, therefore storylines should involve consumers and be as participatory as possible.

I’m looking forward to Day 2, which has an awesome line up of speakers including NBC Universal CEO Jeff Zucker, David Armano of Critical Mass, and Tom Nicholson, founder of interactive agency Icon Nicolson.

Late last week, Paul Walker spoke to the New York office about crowdsourcing and the general open source mentality that is further perpetuating itself in marketing communications, interpersonal communication and technology development. I got a chance earlier in the same week to witness a unique model of the “open source philosophy” in action.

On February 12, I attended a Sports Marketing 2.0 Summit in New York City hosted by Pat Coyle, Executive Director of Business for the Indianapolis Colts. The concept of a sports marketing summit itself is not unique. How it came together, though, is distinctly “2.0.” Nearly 60 communications and technology professionals met in Manhattan, many of them for the first time. Most had come to know Pat through his blog at PatCoyle.net which discusses issues in sports marketing now that “fans are in charge.” Pat also created his own companion social network at Sportsmarketing20.com using a platform from Ning.

Over the course of a half day, there were panel discussions on measurement, engagement, communication and socializing that included representatives from a host of technology, sports and marketing entities from Rick Wolf (Business Development, RotoWorld/NBC) to Takkle.com CEO David Birnbaum to Hooman Radfar, founder of widget giant Clearspring Technologies. Conference attendees included ad agencies, companies developing social networking platforms and technologies, email marketers, as well as representatives from individual teams (New York Jets, Washington Redskins) and leagues (NBA, NFL).

Overall, it was a great learning experience and more (albeit unnecessary) evidence that the environment for marketers has changed. Many discussions centered on how to engage consumers online, how to measure engagement, how corporate sponsors can integrate content and monetize their online efforts and ways we’re interacting with certain technologies. A solid summary is offered by event attendee Brian Litvack from wRECK Sports here.

Below are a few other interesting examples of engagement referenced during the course of the day. I’ve got a complete list of attendees and would be happy to further discuss with anyone interested.

Dunder Mifflin Infinity: virtual home for fans of NBC’s “The Office”

Takkle.com: bringing the challenge concept to life with high school athletes

NBA.com Suns: an NBA franchise offers fans a peek inside the locker room

MyColts.net: Online community for Indianapolis Colts fans

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Steve Bonsignore
GCI Sports

In the fall of 2003, a group of mostly-young Democrats became a part of American political history and legends of web folklore. They proved for the first time that web-based, user-driven media could create a political campaign. Through one of the first social networking websites, meetup.com, they rallied support for a little known governor from Vermont named Howard Dean.

They became known as the Deaniacs, and through the early stages of the 2004 US Presidential election, they proved that the web is not only a legitimate part of running a political campaign – they made it a necessity. They brought grassroots organizing, fundraising and blogging to the process. They used the web for engaging two way communication and creating online communities, and, in turn, made their candidate a contender.

And so when the countdown to the Danish national elections, which will be held November 13, began last month, my colleague Kristian Levring Madsen and I went on the lookout for the new “Danish” Deaniacs. We’ve spent time searching every corner of the .dk domain during this election for some sign of the next big thing in political communication on the web. The fact that political TV ads are prohibited here in Denmark, and that this is the first election since social networking exploded, and that this election is placed as a kind of opening act for the US Elections next year – all really fuelled our hopes.

(more…)

Matthew Creamer of AdAge wrote an article entitled Facebook’s Map Might Lead Advertisers Astray about the ever approaching ‘social graph’ for Facebook. The ‘social graph’ will be a tool that, by using profile information, will help advertising and marketing campaigns be successfully targeted to a desired demographic or network. This author appears to be a mild skeptic, pointing out the Achilles heel of all social network profiles; how honest are they?

He posts:

“What (Mark Zuckerberg) is essentially proposing is a new cultural role for the mass online social network that recasts what has been mainly a time waster as a useful and efficient communications tool for business and personal use. …In Mr. Zuckerberg’s high-minded conception, one’s collection of Facebook friends should reflect one’s real-life social network by providing accurate data about users and by being a close-to-comprehensive map of all the important nodes in one’s life.”

He best summarizes the problem with this concept by giving an example from his own life that I feel is fairly universal:

“In the absence of empirical data, I turned to my own circle and asked how well their online networks of Facebook friends reflect their real-life, offline networks — the sum of their business, familiar and social connections. For some, their day-to-day contacts aren’t there. For others, Facebook is wholly a work thing and family members are missing. Two middle-age respondents even expressed frustrations that their college-age children have so far declined to join their network. Without being pressed much, just about all of the respondents — generally heavy users with oft-edited pages — indicated significant gaps or holes in their networks.”

I find this to be very true. I, for one, have complete segments of friends, co-workers and family members who aren’t on Facebook. Admittedly, I’m a heavy user of the network and update my information often, but with key people and information about my life not being represented on my profile, how does Facebook except to capture a true picture of my social network for its graph?

So, the main thought is this: If the information presented on a Facebook page could be false and if your network is incomplete with your real-life counterparts, why introduce a graph that is based on this information? As much as I personally advocate the use of Facebook for networking and brand awareness, I must say I’m pretty skeptical of this new social graph they are proposing.

I liked the author’s concluding statements on this topic and felt it best summarizes the “take with a grain of salt” attitude that many people don’t tend to use with digital media:

“Even if Facebook ends up ‘only’ succeeding as a major ad play, Mr. Zuckerberg can always take solace in the example of a company that’s been an enormous success despite not meeting its high-minded goal. A little firm called Google started out with boasts on nothing less than organizing the world’s information. Its only unimpeachable achievement has been to own the area of search advertising — and a $210 billion market cap.”

Christy Leger
GCI Read-Poland
Austin, TX

I had the opportunity to attend Nielsen Buzzmetrics’ Consumer-Generated Media Summit today in NYC. Pete Blackshaw kicked things off with a great discussion about how much the digital media landscape has evolved over the past year. Key points:

• Word of Mouth remains the most trusted source of influence for consumers who are making purchasing decisions.
• Search continues to have a huge impact on corporate reputation. Influential communities like Wikipedia are “credibility brokers” for companies.
• Consumer-generated video and audio is exploding, largely due to simple editing, publishing, and storage services. Nielsen refers to this as consumer-generated multimedia, or “CGM2.”
• Consumers are increasingly dictating how branded content lives (or dies) online. Nielsen calls this “Consumer Fortified Media.” Fancy term aside, it means that online marketing initiatives aren’t completed until consumers inject their POV via comments and other methods. In other words, consumers “finish the story” by evaluating and amplifying content that marketers produce (e.g. embracing, DIGGing, spoofing, protesting). This reinforces the fact that marketers no longer have complete control of their messages. The Web has created a flat playing field.
• The “wave of consumer emulation” has arrived. More than ever, brands are mirroring how consumers communicate and act. Look no further than the Presidential candidates who are using Web 2.0 to the max: Add the Fred08 widget to your page! Follow John Edwards on Twitter! Get text messages from Hillary! The takeaway: Brands are benefiting by communicating and acting just like consumers. The warning: Consumers spot imitation and exploitation instantly. Authentic messaging remains critical.

The Summit continued with a series of excellent breakout sessions covering healthcare buzz, media & entertainment, advertising & engagement, and defensive branding. There were great insights from attendees, although we’re prohibited from blogging the deets (Nielsen request).

More at Peter Kim’s blog.

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By: Andrew Foote
GCI Group - NY

Over the past week, Dell has been the topic of many conversations in the blogosphere, spurred by a Forrester Groundswell Award and BusinessWeek article discussing the company’s transformation from digital bystander to leader.  In reading these posts, I am incredibly proud of the GCI team that helped make this happen. (NOTE: Dell is a GCI client)

Below are a few highlights from the blogosphere:

• BusinessWeek: Dell Learns to Listen: Jeff Jarvis takes a guest columnist role to discuss his two-year relationship with Dell and an overview of Dell’s social media initiatives. The online version is complete with a 25-minute video of an interview with Michael Dell (also available on Jeff’s blog: BuzzMachine).   He also posted the un-edited version, which notes a very measurable impact of Dell’s programs:

“Thanks to this new relationship, the company learns about issues online before they do in the press or sometimes in-house. They are stanching the flow of bad buzz. By their measure, negative word of mouth in blogs has dropped from 49 to 22 percent. And my Dell Hell posts, which used to come up third on a Google search for the company, are now relegated to second-page search-engine Siberia. ‘That change in perception just doesn’t happen with a press release,’ Menchaca says.”

• Direct2Dell - Dell’s Blog: Lionel Manchaca did an interview with Jeff near the end of the day and posted the vlog that resulted on Direct2Dell.

• Forrester’s Groundswell blog also mentions Dell’s transformation when referencing the Forrester Groundswell Awards that were given out last week.

Company transformation. Dell.
We created this new category to capture the powerful changes happening across all functions at Dell. The Dell Customer Advocate program, which pursues fast resolution of support problems, decreased the negative share of online comments about Dell by 25%. Direct2Dell, Dell’s frank and informative blog, generates 3.5 million page views per month. Ideastorm, Dell’s innovation community, tallied 500,000 votes for over 7,000 ideas and generated a new product, Dell PC’s with Linux pre-installed. And Employee Storm, an internal idea community, has generated 2,700 ideas and seen visits from 22% of Dell’s employees.

• From Geoff Livingston at The Buzz Bin:

Relationships and RELATIONS are about being human — not God. Together as humans we experience life and grow together. Mistakes happen, and good PR can overcome this. Consider Dell’s incredible lesson in admitting wrongs, listening and changing. This week’s BusinessWeek story is a celebration of relations.

• Our own Paul Walker mentioned that he is “really proud of the people and programs mentioned in the article. Thanks, Dell, for letting us be a part of it.” 

On behalf of GCI, I want to give the entire team a big pat on the back! The consistent creativity and innovation in new media waters is something to be extremely proud of.

We’re wrapping up day two at Forrester’s Consumer Forum, and it’s just about time to head back to the airport. Unfortunately, I still haven’t seen much of the city, but it’s been a good two days. Sightseeing will have to wait until the next trip.

We heard another round of great speakers and panelists today. The highlights for me were Josh Bernoff, Vice President of Forrester Research; Christina Norman, President of MTV Networks; and Henry Jenkins, Co-Director of MIT Comparative Media Studies and author of the book Convergence Culture (a good read). A few highlights…

1) Josh Bernoff’s presentation was a nice bookend to Charlene Li’s presentation yesterday. He discussed business strategies to succeed in the groundswell, reinforcing the point that objectives, not technology, should drive your strategy. He described 5 ways to turn the groundswell to your advantage:

• Listening: learning from what your customers are saying
• Talking: two-way conversation, not just shouting
• Energizing: helping your best customers to recruit others
• Supporting: enabling your best customers to help each other
• Embracing: involving your customers in your product development

While the language is a little different, this is very similar to the World Class Digital Media approach we talk about at GCI (Listen, Influence, Engage, Community). Importantly, a good digital media program has to start with listening and knowing your audience. The technology piece comes last.

2) Christina Norman shared four truths MTV lives by:

• It’s not the medium, but the content that matters most.
• You need to build an emotional connection with your audience based on the foundation of that creative content they want to invest in.
• You need to give the audience the means to find each other.
• You have to let your audience help you shape your brand.

Christina shared many great examples of MTV communities and entertainment platforms, but I was really excited by a new one called Think MTV, which she described as the largest online activist community ever. The community unites passionate young people around a variety of issues ranging from discrimination and poverty to the environment, faith and human rights. It’s a social network that allows people to submit, rate, bookmark and share content on these issues; connect with people like them to mobilize action; and actually get rewarded for taking action. I was skeptical of the rewards piece at first, but MTV makes a good case for it here. They’re creating a badge system that puts the “reward back in rewarding” by offering not only recognition among peers, but a variety of cool prizes.

We work with several non-profit organizations, as well as cause-minded corporations, and this seems like a great place for them to get involved to engage and mobilize a Gen Y/Gen X audience.

3) Lastly, Henry Jenkins gave an entertaining presentation on convergence and participatory culture. He defines convergence as a cultural, rather than a technological process, and says “we now live in a world where every story, image, sound, idea, brand and relationship will play itself out across all possible media platforms.” Generally, this happens organically - within a passionate fan community - from the ground up. But if a company really listens and understands its audience, it can help enable this kind of “trans-media storytelling” from the top down.

Jenkins challenges companies to ask themselves: What communities are out there that feel a deep connection to your brand or products? And what are they doing now that may be hard to do, that you can make it easier for them to do? For example, if customers are finding your ads or creative content online and creating their own mash-ups, don’t resist this. Give them the assets they need to do more. In many cases, this means giving up some control, but the rewards in this participatory culture can be great to marketers who understand and embrace it.

Thanks to the Forrester team for a great conference. Off to the airport!

I’m here in Chicago for Forrester’s Consumer Forum 2007, where the theme of the two-day conference is “Winning in a World Transformed by Social Technologies.” It’s my first time in Chicago, and I’m sad to say I’ve only seen the airport, hotel and one restaurant so far. But on the bright side, Forrester has a phenomenal line-up of speakers and topics like Charlene Li, VP and Principal Analyst for Forrester Research in the social computing space; Christie Hefner, Chairman and CEP of Playboy Enterprises; and Robbie Bach, President of the Entertainment & Devices Devision for Microsoft. And that’s just day one.

My head is spinning with ideas, but I wanted to share a few key insights from day one:

1) Word of the day: “groundswell.” A central theme of the conference, Forrrester defines groundswell as a “social trend in which people use technologies to get the things they need from each other, rather than from traditional institutions like corporations.” Check out the winners of Forrester’s Groundswell awards here for great examples of organizations using social media to achieve their business goals.

2) When developing a social media strategy, technology should be the last part of the equation. Charlene Li recommends a four-step approach that can be remembered as “POST,” which stands for People, Objectives, Strategy and Technology. Start by assessing the social technographic profile of your customers (see below). Then list your objectives. Next, determine a strategy for achieving those objectives. And lastly, identify the right technology. So next time a planning session begins with, “We need to be in MySpace” or “We want to blog,” take a step back and think hard about the audience first, their current behaviors and the relationship you wish to build with them.

3) Christie Hefner reminded us that while technology is evolving, basic human instincts - to meet someone, to be liked, to laugh - are eternal and universal. A good digital strategy should still tap into these instincts. She also commented that the term “brand” is overused, and I tend to agree. Not every product name is a brand; a brand represents a point of view, attitude and lifestyle that can move from one platform to another.

4) Manish Mehta from Dell (a GCI client) and Stan Joosten at Procter & Gamble teamed up for an interesting panel moderated by David Armano at Critical Mass. The topic: “Always in Beta: How Big Business Can Benefit from ‘Little’ Innovation.” The key messages: approach marketing as an R&D lab, experiment with new marketing techniques, don’t worry so much about ROI if it’s the right thing to do, and give employees permission to fail… as long as they learn something. This really resonated with me, as I frequently find myself having the “ROI of social media” discussion. The thing is - you don’t have to spend a lot of money to dip your toe in the water with social media, and small risks - or “incremental experiments,” as Stan would say - can truly transform a company.

More to come on day two…