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Richard MacManus, editor-in-chief of ReadWriteWeb, explains how marketers and publishers need to get ready for the over-connected world.
Looks like most people want the New York Giants to win this weekend, according to pre-game Super Bowl data from Clearspring.
Yahoo's got a new deal with AOL to use the Right Media Exchange. New Yahoo ad-trading boss Brian Silver thinks critics have it wrong about Right Media.
Check out Digiday's picks for five agency Facebook pages that do a good job of showcasing the agency's personality and creativity.
New rich-media ad formats will run across the social network’s mobile and desktop properties, according to an agency briefed on the offering.
AOL introduces the Huffington Post Streaming Network; a $30 million streaming video experiment.
The Web is awash in data, but the move by big players like Facebook and Apple to colonize corners of the ecosystem are a threat to its free movement, warns Federated Media's John Battelle.
On Friday, the folks behind social network app PlayUp announced their partnership with St. Louis Rams Running Back Steven Jackson and Buffalo Bills wide receiver Stevie Johnson to give fans “a unique real-time interactive mobile experience around Super Bowl XLVI.”
“I am extremely excited to be able to hang out and bond with my fans in the PlayUp app in real-time during the premier event on the sports calendar,” said Johnson. “I love being able to use social media to relate with my fans in ways never before possible, and the PlayUp app is great in that it lets me connect with them over our shared passion – football. It should be a remarkable game. Hopefully next year football fans will be using PlayUp to praise my team while we’re on our way to a Super Bowl victory!”
Both stars have selected PlayUp as their preferred social media platform to interact with football fans during the biggest sporting event of the year. On Super Bowl Sunday, Jackson and Johnson will be corresponding with fans in “interactive virtual hangouts” where fans can join and message with them about the action transpiring in Indianapolis.
In addition to engaging with fans in their own public chat rooms, Jackson and Johnson will also be hopping to other rooms and chatting with additional football addicts. Jackson will be using his PlayUp username “sj39” and Johnson will be using “StevieJohnson13”.
“We are thrilled that both stars are choosing PlayUp to engage with passionate football fans over the Super Bowl,” said Dennis Lee, PlayUp USA CEO. “PlayUp is making it easier than ever before for sports fans to connect with each other, along with their favorite athletes. We know football fans will love having the chance to interact with these outstanding players. Both Stevie Johnson and Steven Jackson are great partners for PlayUp given their love for their fans and the way they have successfully used social media to connect with them.”
Yesterday, Budweiser released a video on YouTube of two amateur hockey teams surprised with pro treatment as screaming fans, cheerleaders and mascots attended their pick up game. This two minute spot is the extended version of their new ad premiering in Canada during the Super Bowl.
Compared to the other Super Bowl ad promos bouncing around the internet, this one seemingly created an emotional connection with consumers that the other more gimmicky and "clever" ads, aren't delivering. But is this just another tired use of flash mobs in advertising?
Budweiser's marketing manager, Ben Seaton, says no.
"I'm not concerned that it will be labelled as another flash mob. That's not why we made it and that's not what it is. It's not the theme that makes it relatable and relevant. It's the fact that it is so touching and it's a great story."
As flash mobs are mainly considered the thing of the past, why this approach? According to Seaton, Budweiser are big fans of hockey and part of its marketing strategy is to help provide more excitement and give more guys the opportunity to experience the game. The team behind the ad asked themselves how they could go and honour those guys who dedicate their lives to recreational hockey and give them an experience they'll never forget. This is the result:
Ameer Khan was one of the players on the ice.
Some guy shows up to watch one of our regular League games and later calls our team rep to say they would like to do a documentary about beer league hockey and if we would be interested in playing an exhibition game. So we show up at Port Credit Arena still not sure what's going on. The producer says just play and enjoy the game.
After the 1st period we notice the Budweiser Zamboni. Then by the 2nd period there are mascots, play by play announcers and 500 screaming fans wearing our jerseys. The noise was insane, couldn’t even hear the ref's whistle.
Rhys Howell, who saw the video as it made its rounds yesterday, said: "When I first saw the Budweiser video I was choked up because I instantly thought about how awesome those guys must have felt. How awesome would I have felt if I was on that rink when it happened? I guess that's what Budweiser want me to think and they want me to love Budweiser for changing my life if only for a moment."
"One of the powers of this spot is that everyone dreams about playing in front of fans," comments Seaton. “So this has legs around the world. We've left it to the consumer and it is travelling quite well. We will drive traffic to see it during the Super Bowl and then put out new content, including a four minute behind the scene piece, every two or three days. The campaign will be supported through Facebook, Twitter and traditional digital marketing."
Though there is growing attention around this video (which is at nearly half a million views in less than two days), not everyone is convinced of this approach. Leigh Caldwell of Inon states:
If they'd done it eight years ago it would have been original, heart-warming and surprising. We'd have watched it over and over on that new "YouTube" thing and emailed it to our friends on AIM. In 2012, it's trite, obvious and more likely to lead to a bunch of quickly-edited parodies on YouTube than to any genuine affection. Anyone who doesn't already love hockey isn't going to be swept up in a magical storm of teary manly joy by this fluff.
Howell isn't convinced he will change his mind about the brand but believes by sharing the video, "some people could be converted to the Bud side and really that's all that was required of me."
For Khan, being a part of this moment will become a central part of his own story. "Budweiser has made an emotional connection with me that will last a lifetime. Everyone on twitter is saying it brought them to tears and cheers. From now on every Budweiser I have will have a story."
This is exactly what Seaton and the Budweiser team were hoping for. "I would love if every person who watched it would feel the same way. We created a bond with those guys on the ice. Hopefully, their story has created the bond with the consumer. If that's what they take away, it's a positive view of the brand. And that's all that we wanted."
Budweiser has never seen the type of media and consumer interest as they’ve had so far through this video. Internally this is already being touted as best practice for them and they credit the story, rather than the delivery.
The big question is did it work for you? Do you think marketers need to focus more on the story in their campaigns? Or was this execution better left for the 2009 marketing vaults?
When Facebook filed to go public earlier this week, you can be sure that the excitement in the halls of Facebook's offices was palpable. After all, the company's wild ride is going to make a lot of people very wealthy.
But the excitement around Facebook's IPO isn't just being felt amongst Facebook's employees. It's creating increased excitement for technology entrepreneurs, some of whom hope their startups could be the next Facebook.
There's certainly reason to believe that Facebook's public debut will help the startup community. After all, Facebook is probably going to be the largest technology IPO ever.
But it's about more than that. Consider the following:
Facebook may not be perfect, and it could very well be significantly overvalued when its stock begins trading, but make no mistake about it: it's perhaps the strongest case study for 'Internet FTW!' and should help convince investors who still need convincing that few markets today offer the opportunities that technology does. That, logically, should promote more investment in technology, an apparent boon for startups.
But will all of that investment really go to startups? And of the portion that does, which startups will capture the greatest amount? The answers to these questions aren't really clear.
On both, it's worth considering that the Facebook IPO could actually take some money out of the startup ecosystem. While some of the funds that invested in the company will certainly take their IPO gains and put them into new companies, a publicly-traded Facebook could gobble up investment of its own. Case in point: in the run-up to the company's IPO, we saw numerous funds purchasing Facebook stock on secondary markets. Without those secondary markets, at least some of that that capital might have gone to younger startups.
With that in mind, it's worth considering that a successful public debut may push some investors to focus on mature startups with the potential to follow Facebook into the public markets in the next couple of years. That would benefit large, already well-funded startups like Box.net, Dropbox and AirBnB, but not necessarily younger startups whose futures are still far from certain.
Finally, some are pointing out that, flush with newly-liquid and highly-valuable stock, Facebook could help push the acquihire craze to new heights. In acquihires, larger companies like Facebook and Google buy small, young startups not for their products, but rather for their people. That's good for the well-connected investors who sometimes put in as little as five-figures for a stake in these companies, but it isn't necessarily good for entrepreneurs and the startup economy. After all, the entrepreneurs go to work for the acquirer and promising products which could be the next Facebooks usually die, leaving fewer and fewer 'good' startups to invest in.
Which brings us back to the original question: is Facebook good for the startup economy or not? As Facebook itself would say, "It's complicated."
These are some of the stories and links we’ve tweeted, posted, and passed around the office. Nothing's ever secret with us.
Now how about you? What was the most talked about video, article or spectacular blunder in your office this week?
Official 2012 Honda CR-V Game Day Commercial - "Matthew's Day Off" Extended Version
All day every day for over a week now, our heads have been filled with everything Super Bowl. We're not too sure about the new Ferris Bueller ad that Honda has released. The promo ad they did for it was perfect, but the ad itself isn't nearly funny enough. One of our team thought Broderick has lost his charisma. Another commented "Plus he's grown moobs. What does that say to their target audience? "you're getting old, give up now and buy a Honda" What do you think?
Posted on January 26, 2012
Social graph-iti: There's less to Facebook and other social networks than meets the eye
With all the talk about Facebook's IPO, we went back, way back, to see what the Economist thought about Facebook and its "social graph" 5 years ago. Very interesting comments from Google's Eric Schmidt who compared Facebook's linking and mapping of users to an address book. Pshaw.
Posted on October 19th 2007
David Choe Just Made $200 Million For Painting Facebook Office with Erotic Art in 2005
Talk about being in the right place at the right time.
Posted on February 1, 2012
The 2015 Digital Marketing Rule Book. Change or Perish
Though this came out a couple weeks ago, it may take you that long to absorb this epic post. Avinash Kaushik looks 3 years ahead to predict what our future may look like. Take a deep breath before you dive in. As one person commented: "This has made my eyes bulge and awe and the magnanimous task ahead." The UK team mentioned it as well but it was too good to not tell you again.
Posted on January 9, 2012
What Kind of Buddhist was Steve Jobs, Really?
We were in a reflective kind of mood and looked back on this post on Buddhism and Steve Jobs. "Your time is limited, so don’t waste it living someone else’s life. Have the courage to follow your heart and intuition. They somehow already know what you truly want to become. Everything else is secondary." Words to live by.
Posted on October 28, 2011
P&G To Lay Off 1,600 After Discovering It's Free To Advertise On Facebook
Named as a cost cutting exercise, the move to cut 1600 people seems to be rash if it is a reflection of advertising through social media. Someone has to run the accounts don't they?
Posted on January 30, 2012
Things Real People Don't Say About Advertising
Sadly this hasn't been updated for a while but these quotes should be plastered over every marketer’s desks. Or at least handed out to CMOs everywhere.
Twitter Releases Hilarious Budget Recruitment Ad
Taking recruiting into its own hands, Twitter has made something so deliberately bad, it could be classified as good. With nearly 750,000 views, someone must have thought so.
Posted on January 31, 2012
15 Free EBooks about User Experience and Interface Design
For those looking for some light reading this weekend, here are your very own list of eBooks about UX. Report due on Monday.
How do rounded corners affect usability?
In case you get through all 15 UX eBooks (link above) and don't catch this tidbit, you can read how rounded corners on buttons and containers affect usability. We know you like it.
The most painfully obvious spelling mistakes ever seen in tattoos
Remember everyone; there are worst things than a spelling error in an ad. Tattooists don't come with spell check.
Posted on January 25, 2012
Just how important are things like mobile technology, social media and cloud computing to businesses today?
Can a business expect to survive and thrive if it doesn't stay on top of the latest trends in technology? According to a new report by PricewaterhouseCoopers (PwC), the answer is, not surprisingly, 'no.'
The firm's 4th Digital IQ report (PDF) involved surveying just under 500 U.S. companies with at least $500m in annual revenue, with a focus on those with more than $1bn in annual revenue. It looked at how these firms are adopting technology and addressing the "consumerization of IT."
It found that there are four key trends that are forcing executives at these companies to "rethink their strategies":
According to PwC, the good news is that "strategic IT remains a viable and vital business differentiator." The bad news is that "IT organizations that can serve customers and their firm, deliver projects on time and on budget, and distill mountains of bits into meaningful insights are as rare as ever."
To succeed, companies will increasingly need to boost their 'digital IQs' by plotting out a long-term technology strategy, mobilizing the organization to act on it and focusing on "back-to-basics" execution.
We’re seeing more vertical players trying to leverage their brands with deal offerings and advertising. The latest one is Blue Cross and Blue Shield. Twenty-two Blue Cross state organizations around the U.S. are working with Analog Analytics to launch Blue365, a deal program offering health and fitness discounts, as well as adjacencies like tax prep.
SnapFitness, eDiets.com, Reebok, H&R Block and others are charter deal providers for Blue Cross. The launch will be supported via a media campaign launching in late spring. “Health and fitness is the quintessential loyalty program,” says Analog CEO Ken Kalb. He notes that consumers are making more of their own health decisions, so a health marketplace makes more sense in this climate.
Besides health, Analog has made a move into travel, working with Travelsavers Partner Services, a mega-booker working with more than 17,000 hotels and representing 20 percent of all travel bookings. Kalb says the biggest problem with travel as a deals vertical is sourcing new deals all the time. While destination deal sites such as Groupon and LivingSocial are scoring very well with travel, smaller sites do well to hook up with a one-stop such as Travelsavers. ‘They have 1,000 people trying to find travel deals,” he says.
Facebook has moved beyond family and friends as shown by new research into the Facebook usage of 18-29 year olds.
After looking through four million Generation Y Facebook profiles on Identified.com's database, Millennial Branding came up with this handy infographic on how millennials use Facebook professionally.
Apparent trends include job hopping, identification by school rather than by job and high employment by startups rather than Fortune 500s.
Does this match up to how you use Facebook? Any surprises?
According to Velti, a global provider of mobile marketing and advertising technology, a freshly published nationwide poll shows that nearly 60 percent of mobile users will “look at or use their mobile device during this year’s Super Bowl.”
The study, which was conducted online by Harris Interactive last month, surveyed 1,428 U.S. adults who have mobile devices and plan to watch this year’s Super Bowl.
83 percent of viewers who plan to use their mobile device expect to use it as much or more than they did during last year’s Super Bowl.
What’s more, 30 percent of viewers under the age of 45 will be watching the game with their device in hand, and about half (47%) of all viewers age 18 and older say they expect to check or use their device up to 10 times during the game.
Veli’s analysis finds that the “second screen experience” afforded by mobile devices may be threatening the effectiveness of traditional – and expensive – TV ad campaigns.
During the famous, and sometimes infamous, halftime show, men are twice as likely as women (26% vs. 13%) to turn their attention to their mobile devices.
“This survey is indicative of how integrated the mobile device has become during the biggest television event of the year in the U.S.,” said Krishna Subramanian, Chief Marketing Officer of Velti. “Viewers are sitting in front of the television with a mobile device in their hand and they’ll likely check that ‘second’ screen often. There’s no going back now from the fact that the Super Bowl is truly a two-screen experience. Mobile is the second screen that completes the full circle of user engagement — turning advertising into content.”
What role – if any – will your mobile device play this weekend on Super Bowl Sunday?
Please weigh in with a thought or comment below.
How to compete with Google in the display advertising space? Late last year, three unlikely allies, Yahoo, AOL and Microsoft, forged a pact that would allow each company to sell certain display ad inventory for the others.
At the time, Yahoo and Microsoft decided to use different ad exchanges, while AOL remained undecided.
Today, AdWeek is reporting that AOL has decided to use Yahoo's Right Media Exchange (RMX). As AdWeek notes, this is somewhat unexpected, as there was a general perception that RMX was too closely connected with Yahoo, and consequently, Microsoft's exchange partner, AppNexus, would probably wind up handling AOL's inventory:
The Yahoo, AOL and Microsoft partnership has been widely perceived as an effort to counter Google’s advertising exchange, but many expected that Microsoft’s exchange would emerge as the partnership’s primary platform with the possibility that Yahoo would sell or shut down RMX. Insiders in the ad tech world often heap praise on AppNexus' technology, while often criticizing RMX.
One big question is how this could affect AOL's ad network, Advertising.com. Advertising.com SVP David Jacobs told AdWeek that AOL's RMX agreement "provides for Advertising.com to continue to access AOL inventory for our existing advertisers while providing increased competition through additional demand sources," but it's possible that advertisers, when given the choice, will be more inclined to buy through RMX.
That said, AOL CEO Tim Armstrong doesn't appear worried, stating that, thanks in large part to "machine-learning", Advertising.com can be thought of "as more of a Goldman Sachs-type player on top of the exchanges where we spend a lot of time, energy and technology trying to figure out the value of individual things being traded and we have a proprietary set of technologies around that."
Some might suggest that Armstrong is a tad overconfident for invoking the name Goldman Sachs in his description of Advertising.com, but one thing is clear: in an effort to move inventory and compete with Google, companies like AOL, Yahoo and Microsoft will probably continue to weave increasingly tangled webs.
According to new information published Friday by the targeted mobile advertising gurus at Jumptap, tablet network traffic jumped 229 percent over an average projected for the day after Christmas, based on historical network traffic.
January 2, 2012 also saw a bump, with a 263 percentage traffic increase – most likely from recipients uploading holiday photos and getting familiar with their devices.
In Jumptap’s freshly released January MobileSTAT report, Jumptap found that the Kindle Fire experienced the greatest tablet growth throughout December.
In the big picture, though, tablets of all shapes and sizes were popular at year’s end. In fact, the new device held 10 percent of tablet market share on December 1 and finished the year with 30 percent market share.
“Mobile is quickly becoming the primary access point of the internet. Advertisers have seen this movie before with PC based digital advertising and are allocating mobile budgets that are larger and larger,” said Paran Johar, Chief Marketing Officer, Jumptap. “The surge in tablet adoption rates and rise in mobile subscribers support the expectations that mobile will eventually outpace online.”
On Friday, comScore released the latest data from the comScore MobiLens service, which reports key trends in the U.S. mobile phone industry during the three month average period ending December 2011.
The study found that Google Android strengthened its lead in the smartphone market during the period to capture a 47.3 percent market share.
All told, 234 million Americans age 13 and older used mobile devices during the three-month period ending in December.
97.9 million people in the U.S. owned smartphones during the three months ending in December, representing 40 percent of all mobile subscribers.
Device manufacturer Samsung ranked as the top OEM with 25.3 percent of U.S. mobile subscribers, followed by LG with 20 percent share and Motorola with 13.3 percent share.
Apple, comScore found, continued to gain ground in the OEM market with 12.4 percent share of total mobile subscribers (up 2.2 percentage points), while RIM rounded out the top five with 6.7 percent share.
To check out the comScore MobiLens service for yourself, click here.

We have been meeting with a number of media salespeople, tracking articles about the transformation of the sales process, developing a number of theories specific to transforming the media sales process plus what is needed to support the transformation. We will be exploring a number of these theories and observations supported by sales rep interviews and an upcoming survey to be presented in a new Advisory in the coming months.
CSO Insights recently completed its annual global sales force survey and has come to some interesting conclusions. While sales objective achievement has increased overall, 2012 sales objectives are being projected at their highest level in recent years coupled with the lowest confidence levels in actually achieving them. One of our core beliefs with sales objectives is you can’t expect increased performance without increased support. CSO Insights’ data seem to support this:
“Increases in revenue goals need to be backed by investments in sales rep efficiency and effectiveness,” added Jim Dickie, managing partner, CSO Insights. “The study uncovered a wide variety of factors that can positively impact sales performance including optimizing lead generation, better alignment of the sell cycle and the buy cycle, and leveraging CRM 2.0 technologies such as sales collaboration, sales management analytics, and sales intelligence. Best-in-class sales organizations that focus on formalizing their sales process and deepening their relationship with customers are significantly outselling their competitors.”
From our point of view, those organizations willing to provide updated training on a more consistent and effective sales process, coupled with better market intelligence, are the ones winning in the local media space. So much of what we are seeing are inconsistent sales methods, lack of central management control over the sales process, more managers who are player/coaches, and a void in preparing media salespeople to have a deep strategic discussion on how digital media works with their core media or how digital media supports a small and medium-sized businesses’ needs and goals.
Recently, BIA/Kelsey has developed many new tools and research to help support managers and salespeople with market intelligence, education on the value of digital media and, more important, how digital media and traditional media can be sold side by side. Our core philosophy is that media salespeople should be the value experts with any of their portfolio products. As the value expert, they need to understand the customer’s challenges and the industry’s challenges so they can translate their portfolio of solutions to the customer’s needs and goals.
Sales is becoming less about personal relationships and more about information relationships. There is too much information on digital media available for SMBs and even brands to process which means the salesperson has to fill the role of information interpreter to become the valued consultant. Translating the myriad technical functions and features of digital media into concrete value messages, supported by simple to understand facts and figures, is what SMBs crave.
So while contemplating how to move the sales needle, think about how best to support the sales team and what support is needed to achieve even higher goals in 2012.
Procter & Gamble (P&G) is to lay off 1,600 staff as part of a cost cutting exercise that will also include a re-evaluation of the company’s $10bn ad budget.
It comes as P&G chairman Robert McDonald revealed to analysts that the company had somewhat belatedly recognised the cost efficiency of digital marketing.
Under McDonald P&G’s ad spend increased by 24% over the two years up to October 2011 despite only seeing a 6% increase in sales.
According to Business Insider, McDonald told analysts that though the company had traditionally spent 9% to 11% of sales revenue on advertising: “Over time, we will see the increase in the cost of advertising moderate.”
He said that P&G was quickly moving more of its businesses into digital to take advantage of the different media channels.
In the digital space, with things like Facebook and Google and others, we find that the return on investment of the advertising, when properly designed, when the big idea is there, can be much more efficient.”
McDonald cited the Old Spice adverts as an example of a campaign that achieved 1.8bn 'free' impressions online.
P&G’s move to digital is exactly what the company should be doing, particularly if it equates to savings - and a broader reach.
But the realisation comes quite late in the day for the world’s largest marketer, which up until now has chosen to plough a vast majority of its ad budgets into traditional ad channels.
Here are the stories and links we’ve tweeted, posted, passed around the UK office and shaken our heads at.
Check back later to get the skinny on what our US team has been reading too.
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The net closes on cyber-snoopers
Ian Burrell looks closely at personalised advertising in The Independent
Originally posted 1-Feb-12
Gone Google? Got Concerns? We Have Alternatives
Microsoft’s punchy retort to Google’s new privacy guidelines.
Originally posted 1-Feb-12
Zynga CEO responds to copycat accusations from Nimblebit and others
The Verge talks to Mark Pincus
Originally posted 1-Feb-12
8 Ridiculous Examples of Press Release Fails
Copypress explores the oh-so-painful world of badly written releases.
Originally posted 31-Jan-12
For Or Against?
Vogue analyses KCD Worldwide’s digital fashion show service
Originally posted 31-Jan-12
The 20 Most Beautiful Bookstores in the World
20 absolutely stunning examples of bookstores from Flavorwire
Originally posted 31-Jan-12
How the Sainsbury’s Customer Service Letter went viral; my theory
Laurence Borel looks into why a letter from a little girl to Sainsbury’s regarding its Tiger Bread, and the subsequent response from a store manager, went viral again this month. This week the supermarket pulled off a fabulous PR move, changing the name to 'White Giraffe Bread' as suggested by 3 (and a half) year old Lily.
Originally posted 25-Jan-12
The 2015 Digital Marketing Rule Book. Change or Perish.
Avinash Kaushik 2012 guide from back in January on Occam’s Razor
Originally posted 9-Jan-12
Usable Sites vs. Sites People Want To Use
Nick Russell highlights the differences between planning for suability – and planning for a site to be used.
Originally posted 3-Jan-12
Klout scores: Do they belong on résumés?
The New Post dips into the world of social media influence scores, and whether they should be used as a benchmark of success. Doing the rounds again this week.
Originally posted 14-Nov-11
The online space has opened up creative avenues marketers could only have dreamt about.
While you’re thinking up the latest bells and whistles to make your emails stand out, consider a few simple steps that should form the building blocks of any successful campaign.
Quick wins can be gained from analysing the time you send your communications; finessing the sender address and subject line; and, most importantly, testing your messages.
1. "Test! Test! Test!” should be a mantra for all email marketersEnsuring you hit your audience with relevant, personalised and timely messaging is crucial. Think of it like a driving test. All the theory in the world, the hours spent memorising the Highway Code, won’t help you when you’re out on the road.
The only way to pass that test is to practice.
In order to hone the effectiveness of email, delve into all the precious data you collect on the people you’re trying to reach, to provoke them into action.
Take insights from people’s preferences and purchase history (if available), and experiment with length and tone of subject lines, and different types of content.
Consider HTML, the length of copy, size and colour of images, embedded links and video. Even the choice of vocabulary and use of punctuation are important elements in avoiding the spam trap (don’t over exaggerate by using too many exclamation marks!!!!).
Continuous testing and data analysis will enable you to tweak your strategy for communication and additionally provide greater insight into your consumer segments and how they respond to your communications.
As a result, you can begin to segment your audience in more detail and refine and personalise the types of content you send them. It’s important to use the data to understand the likes and dislikes of individuals to boost brand advocacy.
Compare the results of your email tests
For example, subject line length, type of offer or call to action included, or response to keywords used, with metrics for your website, SEO and PPC, mobile engagement and offline activities, and you will begin to see trends.
Which targets were receptive? Which didn't respond? Is the offer right? An in-depth analysis of campaign responses enables you to improve effectiveness and optimise the return on investment.
This information can then be used to strengthen knowledge of the target audience, influencing future communication strategies and marketing plans.
Testing means making the most of data to devise and send your campaigns, and the virtuous circle will be completed by response data that underpins improved email marketing the next time out.
Amazingly, we’re beginning to see marketing plans change every quarter and in some instances every 30 days! All the more reason to “test, test, test” to see how your audience is engaging with your brand and to ensure you keep ahead of the pack.
2. Time of dayPeople engage with brands in many different ways, so there isn’t always a “one size fits all” approach to timing. It’s important that you review the data in detail to find the optimum time to target people.
Don’t just look at how many people opened your emails, look at who opened them and when.
As a rule of thumb, many marketers send emails between 7am and 10:30am, targeting subscribers as they wake up in the morning or when they reach the office.
Another popular distribution time is noon, to engage people during lunch breaks, or early evening when users typically jump back online to purchase the goods they have been researching in the office.
To be honest, these times have collectively shown good results for most brands, but to really ensure you reach your targets at the right time, look at your response data and the time stamp on your opens (also compare this to the ‘delivered’ time to analyse the gap between send and open, you may be surprised to see some of your emails being opened 3 to 4 days later).
Finally, you can cross-reference the email address and offer code to understand how effective your email communication was in driving revenue.
An example of good practice was the activity of an online retailer which used an innovative tactic to work out the ideal time to send emails to individual users.
Their theory was that if users were available to sign up to an email list at a certain time, they would be more receptive to receiving an email at the same time on subsequent days.
The company’s campaigns resulted in 20% uplift in click-through, approximately 65% increase in conversion and average revenue per recipient boosted by almost 200%.
On the flip side to ‘push’ email campaigns are customer-initiated interactions. Responding to these with immediate and relevant messages and offers, again implemented through the use of existing data, can greatly enhance the relationship and strengthen loyalty.
3. From and subject linesThese are two very important elements. The first thing a subscriber will do is scan the 'from' address to ensure the email is being delivered by a reputable source (i.e. a brand they recognise) then they perform a final pass on the subject line.
Subjects need to be punchy and enticing, short and simple (try to keep it to less than 50 characters). It is important to ensure that you include some type of personalisation and the organisation’s name.
Try to keep the WIFM (What’s In It For Me?) front of mind, as people generally respond well to “Offer”, “Sale”, “Attention” and “Invitation”.
Not all communications are about sending offers, so if this is the case make sure there is a value exchange and that the intent of the email is clearly stated, e.g. “Company Name Newsletter: December 2012” or “Company Name Newsletter: Important Information”.
Ultimately, a combination of context and content is vital to drive successful email communications.
It's Friday and with that comes our coverage of the big moves, hires and fires in the US this week.
We've seen promotions from Mercedes-Benz and Sony, while News Corp. has poached a new CEO for Dow Jones and Apple and Dell are looking to expand their retail and software services with new prominent hires.
News Corp. brings former Bloomberg Ventures CEO Lex Fenwick in as the new CEO of Dow Jones to fill the role Les Hinton left in July. This marks Fenwick’s first move after a 25 year career at Bloomberg.
Mercedes-Benz USA has appointed Bernhard Glaser as Vice President of Marketing. He will be responsible for market research, marketing communications, and product management of the Mercedes-Benz and Maybach brands in the US.
Sony promotes Kazuo Hirai to President and CEO to replace Howard Stringer effective from April. Stringer will retain a place on the board.
As reported by our UK team, Apple hires former Dixons CEO John Browett as their retail chief. He is joining just as Apple enters the planning phase of a new prototype Apple store in Palo Alto and will be responsible for their global retail efforts.
Dell has brought on former CEO of Computer Associates, John Swainson, to run their new Software Unit. He formerly rejected a similar role from HP.
TMS International Corp., the leading provider of steel mill industrial services, has named Dr. Sara Hornby as the Director of Marketing - Optimization Group. Hornby was formally a principal at Global Strategic Solutions.
Outdoor Channel Holdings appointed Tom Allen as Chief Operating Officer as an expansion of his role as Executive Vice President and Chief Financial Officer.
Telmar Group, advertising media software and services provider, has promoted Corey Panno to President of the company to replace Chairman and CEO Stanley Federman
Fenton created their first dedicated marketing role with the promotion of Susan McPherson to Director of Global Marketing. McPherson has been senior vice president at Fenton's for 20 months and was previously vice president of CSR services at PR Newswire
SquareTrade hires former Hotwire CMO, Ty Shay, as their new Chief Marketing Officer. Before Hotwire, Shay has a history of growing brands such as Esurance, Clorox and Procter & Gamble.
Google has been fined £415,000 by a French court for offering Google Maps to businesses as a free service.
Bottin Cartographes successfully sued for the damages after claiming Google was abusing its dominant position and stifling competition against companies that charged for the service.
Google France and its parent company Google Inc. must now pay €500,000 in damages and interest to the French mapping company, plus a €15,000 fine.
A Paris court upheld a claim that Google’s strategy is to undercut competitors by temporarily swallowing the full cost of its maps service until it gains control of the market.
The lawyer for Bottin Cartographes, Jean-David Scemmama told AFP:
We proved the illegality of (Google's) strategy to remove its competitors... the court recognised the unfair and abusive character of the methods used and allocated Bottin Cartographes all it claimed.”
It is believed to be the first time Google has been convicted for its Google Maps application, which is now the most-used feature on Android phones behind voice and text.
Google France said it plans to appeal the decision and remains committed to providing a free mapping tool.
It seems astonishing that Google could be convicted for providing a free service – surely the same accusations could be levelled at Hotmail, Skype or any one of hundreds of free online services.
And the implicit suggestion is that Google will begin charging for its maps once it has crushed the competition.
In December Google’s VP of product management Marissa Mayer confirmed that it was looking to monetise its maps through check-ins and vouchers.
The company does have previous in France though – last year it was fined €100,000 for collecting private information while compiling its Street View service.
As Google keeps getting bigger and rolling out more services, it seems inevitable that it will end up in court again fighting further anti-competition or privacy charges.
Net Promoter is to add social media measurement to its existing customer loyalty metrics, launching a new product called SparkScore that takes mentions of a brand on Facebook and Twitter into consideration.
Parent company Satmetrix confirmed last night that like Net Promoter scores, it will rate companies on a scale of 0-100 and average detractors, promoters and passives - but use a different methodology.
In Net Promoter's case, it asks; “would you recommend this product to a friend?” and assigns a rating of 100 to someone who says yes and a “-100″ to those who say no.
SparkScore’s ratings interpret comments in social media, on blogs and in customer reviews from Amazon among others.
Satmetrix is working with Metavana to provide a “rigorous and reliable sentiment engine” on which to analyse sentiment.
The validity of sentiment analysis is always up for discussion, and social influence scores like Klout, PeerIndex and Kred are even more so.
eModeration marketing and communications manager Tia Fisher said that automated sentiment analysis is notoriously inaccurate, but it'll take some time to see how Net Promoter's methods differ from others. Plus how it keeps up with changes and trends in language.
The ‘would you recommend’ question is the most popular measure of customer satisfaction for a brand, but is too black and white to give any real meaning. It doesn’t take into account variables (‘the food was amazing but the service was average’). Not much use for brands who want to learn from social conversations and improve their service."
While the credibility of the Net Promoter name will give it an advantage in terms of selling this brand-specific sentiment analysis to its existing clients, with the result be any better? Though for many it's a strong starting benchmark, Net Promoter itself also has flaws.
Online PR consultant Michelle Goodall pointed out that the key here is how good the sentiment analysis actually is and we won’t know that until we can properly review the results.
But it might have been far more logical to mine recommendation data and provide scores based on actual numbers of indisputable brand recommendations that people make to close friends and peers, i.e. those people that really matter to us as individuals and whom we really wouldn’t want to give a wrong steer to.”
This could have been based on an algorithm that includes the length and strength of connection, frequency and recency of contact, use of familiar/friendly verbs, topics discussed, use of emoticons and such.
PeerIndex CEO Azeem Azhar agrees on this point, saying that though tracking social sentiment can give brands a numerical picture of how many people are making positive or negative comments on the social web, it ignores a far more important metric - influence.
One hugely influential commentator making a negative comment can outweigh 1000 less influential comments, so a simple sentiment metric can give a misleading picture. If brands were to incorporate an influence metric into a calculation of this sort then you’d get a far more accurate picture of your true sentiment status.”
PeerIndex actually refers to this as 'net promoters with friends', where a net promoter who can refer you to hundreds of people who trust their opinions on a given topic is more valuable than a net promoter with none.
The other point here is that Net Promoter is playing catch-up. There are many other services that do this for brands now, and though Satmetrix's announcement talks about no other services having "proven linkage to growth" - it isn't clear exactly how SparkScore does.
Co-founder of Sociagility Niall Cook is surprised that this move wasn't made sooner.
The Net Promoter methodology has a great legacy, so it makes sense to apply it to social media chatter. It will be interesting to see what value another sentiment analysis tool can add to brands that are realising they need a more multi-dimensional approach to measurement."
What are your thoughts? Does Net Promoter have more of a chance of getting this right because of its history in this area - or this too little too late?
The role of the web analyst has changed dramatically, with a diversity of work that didn't exist two or three years ago.
For the sake of our sanity I set about trying to define the role of the web analyst.
I have our most recent hire to thank for this train of thought. Adam joined us in summer 2011 and was quickly consumed by the whirlwind merry-go-round that is agency-side web analytics.
One day Adam came up for air and attempted forlornly to quantify his new career. In his email to me he expressed surprise (and delight) at the diversity of work that lay ahead.
In Adam’s words, this is what a web analyst does:
My point here is two-fold:
Platforms, channels, apps and tools
As agency-side analysts, much of the time we get a call when things are going badly, meaning all of the below are common features at the point where we get involved:
Thinking about what this means to the analyst, it’s easy to build a picture of the skills and disciplines required:
We haven’t even discussed what happens when we go multi-platform with tailored content and marketing plans for each channel and each platform.
Art & ScienceOnce the data has been collected we must apply as much science to its analysis as possible. Where science reaches limitations, art, intuition and experience take over.
The pay-off for analysis is of course the point where we come up with some improvements to our understanding of our customer base or to the website or one or more marketing channels.
We then go into optimisation mode. Optimisation mode requires in depth knowledge of the latest testing platforms, web design trends, apps, technologies and widgets and then lashings more art, experience and intuition.
Our plucky web analyst must now be able to communicate all of his ideas eloquently and persuasively in order that his client /colleagues implement his recommendations in order for any of this to have been worthwhile.
Shift onlineDespite sustained economic difficulties, digital marketing and most forms of online advertising have continued to enjoy very healthy growth thanks to increasingly large proportions of marketing and data collection moving online.
With this move database marketers have had to learn online, applying their segmentation and persona building methodologies to the world of web analytics. And so more critical business decisions are made by online teams.
Who ties it all together? If it isn’t already, it certainly could be the web analyst.
Quantifying the IssueI’m conscious that some may believe I have gone beyond the role of the web analyst and into some kind of overarching online consultant role.
My belief through experience is that this is the reality for all but the very biggest web teams where an expert in each discipline can be sustained by the web traffic and revenue created.
Through necessity and the skill of a talented web analyst, the role has gone far beyond the archaic paradigm of the web analyst as database cruncher/spreadsheet geek. Where a big team isn’t possible, the web analyst becomes the lynchpin of these diverse disciplines and the strategy of the business.
Being a web analyst I thought what better way to try and define this role than with data. The below table, courtesy of itjobswatch.co.uk, is a great attempt at describing this role with data.
To my mind it tells a similar story to the above; anything from SQL to SEO to project management are commonly required skills for web analysts as suggested by data gleaned from web analyst roles posted on their site.
AOL,Yahoo and Microsoft recently became ad sales partners, with Yahoo electing to stick with its own ad exchange while Microsoft decided to work with AppNexus. AOL was the one partner that had yet to pick an exchange partner in the alliance.
As it turns out, perhaps surprisingly AOL has chosen to throw its lot in with Yahoo's, not Microsoft's exchange platform. The company has decided to make its non-reserved display inventory available on Yahoo’s Right Media Exchange (RMX). AOL took a seat on the exchange in December, said Brian Silver, Yahoo’s vp of ad platforms for the Americas.
The addition of AOL “helps to dispel some of the myths [around RMX such as the perception that] Right Media is so aligned with Yahoo that there’s this unfairness sort of occurring, and that’s not true,” Silver said.
Yahoo, AOL and Microsoft said in November that the three companies would share their nonreserved inventory via RMX and the Microsoft Advertising Exchange -- which is powered by AppNexus. Silver denied any impact from today's announcement on Microsoft.
The Yahoo, AOL and Microsoft partnership has been widely perceived as an effort to counter Google’s advertising exchange, but many expected that Microsoft’s exchange would emerge as the partnership’s primary platform with the possibility that Yahoo would sell or shut down RMX. Insiders in the ad tech world often heap praise on AppNexus' technology, while often criticizing RMX.
It is uncertain how today’s announcement may impact AOL’s Advertising.com, although the ad network holds its own seat on RMX. David Jacobs, svp of Advertising.com, said in a statement that the announcement "provides for Advertising.com to continue to access AOL inventory for our existing advertisers while providing increased competition through additional demand sources."
AOL chairman and CEO Tim Armstrong said, during a conference call with reporters following the company’s fourth quarter earnings release on Wednesday, that AOL’s advantage in the network and exchange space resides with “the machine-learning we do and have done with Advertising.com.”
“You can think of us probably as more of a Goldman Sachs-type player on top of the exchanges,” Armstrong added, “where we spend a lot of time, energy and technology trying to figure out the value of individual things being traded and we have a proprietary set of technologies around that.” However, it's certainly easy to see some buyers eschewing Advertising.com for Right Media's exchange, assuming the same ad inventory is available through both channels.
Armstrong also said during the conference call that AOL is beta testing an ad product with a partner that will “basically both help the ad exchanges as well as offer another version of non-reserved inventory for them, and we’ll go into more detail over that in this quarter.”
As collaborative consumption grows in popularity, here's another another example of a start-up that's built around the trend for part-owning or sharing goods.
Wear It Share It (Wishi) is a Facebook app that allows people to upload photos of their clothes and accessories – then share these with selected friends.
Users can create new looks by mixing and matching pieces of their own with their friends’ virtual wardrobes – or items within the Wishi community.
People can also then share fashion or styling tips - and sell or exchange items through an online marketplace.
Wishi co-founder Lia Kislev told AllFacebook that the app was inspired by co-founder Hila Angel peeking in her friend’s closet and realising that bringing that sort of action to Facebook would enable the three Israeli co-founders to create “the world’s biggest closet.”
Though the ability to poke about in someone else's wardrobe probably taps into the inquisitive side of human nature, it's the commerce aspect to this that makes it interesting.
While ASOS' Marketplace for vintage and independent retailers, Etsy and eBay's renewed focus on fashion have all created places for fashionistas to sell their wares, an app that allows anyone to easily 'exchange or sell' from within the confines of Facebook, is a different spin.
There's a huge amount of potential here, particularly if Wishi integrates with Facebook's Open Graph to create socially-driven recommendations.
Zynga is trialling ‘reward advertising’ on CityVille that allows players to refill their energy bar by interacting with an advertiser.
Sponsors involved in the trial, which began in December, include Coca-Cola, MasterCard and the 20th Century Fox film ‘What’s Your Number?’.
The ads appeared when a player was running low on energy – some were offered the option of watching the film trailer or completing a MasterCard survey in return for a boost.
Zynga’s main source of income is virtual currency but it has offered players rewards for similar brand interactions before. In June FarmVille players were given ‘Double Mastery’ points if they placed a Capital One statue on their farms.
Though stats haven't been released, this newer rewards trial was obviously positive, since Zynga plans to roll out similar ads to FarmVille and Empire & Allies soon.
Zynga has been investigating other ways of diversifying its revenue streams recently, even touting a possible move into online gambling.
While it is a profitable business, there is some uneasiness around the fact that even though it has 152m monthly users, only 6.7m of them provided its revenue during the first nine months of 2011. This means that in theory, only 4.4% of Zynga’s users think the games are worth paying for.
The value of Zynga’s freemium games was given a boost in the documents filed for Facebook’s IPO.
Zynga contributed $445m to Facebook’s $3.71bn in sales last year, which equates to 12% of the social network’s revenue, and the IPO documents state that Facebook’s financial results would be harmed if it fails to maintain its business relationship with the gaming company.
The millions of dollars come from the 30% cut of transactions Facebook takes from in-game purchases and from money Zynga spends on its advertising platform.
The filing cites a study which says the virtual currency market will generate $15bn in 2014, up from $7bn in 2010.
News of Facebook’s reliance on Zynga led to a near 20% jump in the gaming brand’s stock price on Thursday.
Google executives have their work cut out for them in explaining how the company's new privacy policy is the right move for consumers. Even a two-hour closed-door briefing between Google executives and a bipartisan group of House members seemed to fall short of the mark.
"Today, Google carefully pointed out there are tools at the user's discretion to opt out of all sorts of things and customize their preferences. But the question Congress continues to have is whether the changes benefit Google, or benefit the consumer," said Rep. Mary Bono Mack (R-Calif.), chairman of the Commerce, Manufacturing and Trade Subcommittee.
Bono Mack and ranking member G.K. Butterfield (D-N.C.), who called the meeting, were two of the 10 House Energy and Commerce Committee members who met with Google's Mike Yang, the company's deputy general counsel, and Pablo Chavez, director of public policy.
Although a senior adviser characterized the meeting as "productive," the group still came away with unanswered questions. "There was a general feeling that Google's new privacy policy may not be ready for 'prime time' on March 1. Clearly, there continues to be a lot of confusion by consumers, as well as by Congress," the adviser said.
One area the lawmakers wanted more clarity on was Google's policy for deleted emails and materials. "We got no less than three different answers today and that's troubling," said Bono Mack's senior adviser.
Whether users can opt out remains a big sticking point with lawmakers. Google's answer is that users opt out when they sign out.
Bono Mack plans to follow up with another letter to Google and invite company officials to testify at the subcommittee's next privacy hearing this spring.
Other members who attended the meeting were Representatives Cliff Stearns (R-Fla.), Marsha Blackburn (R-Tenn.), Joe Barton (R-Texas), Charlie Bass (R-N.H.), Adam Kinzinger (R-Ill.), Henry Waxman (D-Calif.), Ed Markey (D-Mass.) and Diana DeGette (D-Colo.).
John Lewis says the new personalised recommendation tool on its website was a key factor in driving a 27.9% increase in sales over Christmas.
The tool, created by RichRelevance, provides customers with recommendations on fashion items by analysing shopping behaviour alongside the relationships between products and product categories.
John Lewis head of online delivery and customer experience Sean O’Connor said the tool helped increase sales in the five weeks to December 31 2011 beyond the usual spike expected during the Christmas period, and in comparison to the previous year.
When any shopper comes to our website, we want to provide them with the same personalised customer service we would if they visited us in one of our shops.”
He said that the recommendation and email personalisation platform delivered tangible results by offering customers relevant products.
Product recommendation works particularly well in the fashion category as it recognises shopper behaviour, patterns and recommends items of interest not only by product type, but by brand as well.
The tool is not integrated into social media so recommendations do not take into account what the customer's friends have bought or viewed – something John Lewis should possibly consider enabling as it has almost 317,000 Facebook fans.
However O’Connor said the tool and its recommendations are tuned in to "crowd shopping".
This takes into account not only what the individual customer is doing on the site at that moment in time, but what other shoppers who are similar in product views have done before.
We feel this is the very essence of social shopping: taking into account not just the individual customer's experience but those of the wisdom of the crowds."
At the moment the tool is only accessible via web, but O’Connor said the retailer was looking at introducing it to mobile.
We want our customers to have the same level of service and to provide a personalised shopping experience across all shopping channels.”
John Lewis has been quick to adopt mobile technology, launching a mobile optimised site in 2010 and trialling a virtual QR code store in Brighton in December.
It also introduced free Wi-Fi into its stores, a move which O’Connor says has been a big step forward in helping customers make an informed choice.
They can quickly and easily access our mobile optimised website, or use our iPhone app. Customers are free to access the whole of the web, including competitor sites to test our price commitment, however it primarily enables us to extend our John Lewis online content and services into our physical shops in a way that is convenient for them.”
I've rounded up ten recent infographics on Google, with lots of stats, tips on searching Google, the most expensive keywords, and 2011 revenues.
Where possible, I've added the infographics to this post in a readable size, but for others you can click on the image to see a larger version...
Google's 2011 revenues (via scoop.it)
Once again we compile the most senior, surprising and influential job moves in the UK.
This time we cover several prominent hires for Apple from the British corner, a loss for MyDeco, a new direction for Npower and new blood at We Are Social.
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Amazon has appointed former News International digital executive Alex Hole as advertising sales director.
Apple has hired John Browett, Dixons’ retail chief executive and also one-time Tesco.com head, to lead its retail strategy and the expansion of Apple stores around the world.
Apple has also appointed Robin Burrowes to lead the marketing efforts for the App Store in Europe. Burrowes has been at HMV, MSN, and most recently was the head of Xbox Live marketing in EMEA. He joins several other Brits in the gaming team at Apple, including former Xbox PR manager Nick Grange and former Nintendo PR manager Robert Saunders.
Future Publishing has brought in IPC's Keith Walker to take the newly created role of head of audience development for its games and film online properties.
LivingSocial, the deals site, has hired Nigel Clarkson as head of sales for the UK, Ireland, Netherlands and Nordic region from his position as sales and marketing director at Primesight.
Mindshare has brought Nick Adams back to the fold, who is returning to the WPP-owned agency after three years at rival Aegis.
MyDeco’s Nicole Vanderbilt has stepped down from her role as CEO just three months after the company relaunched as a direct e-commerce store. Current director of e-commerce Peter Bakker will fill her shoes from April.
Npower has hired former AXA marketer Debbie Britton as director of customer marketing, with the charge of “rebuilding trust in the brand”.
The Hut Group has appointed Time Out’s marketing director Andrew Booth as its own.
We Are Social has brought in former associate director at Skive Tom Ollerton to be marketing director, alongside promoting Jim Coleman to managing partner. This will allow founders Robin Grant and Nathan McDonald to focus on the agency’s global expansion.
USA Today has long had a stranglehold on ranking the Super Bowl spots through its Ad Meter. But last year's total fail by the paper's 282 volunteers (Bud Light's "Dogsitter" and Doritos' "Pug Attack" tied for first place, with the eventual Emmy winner, Chrysler's "Born of Fire," deemed to be the 44th best out of 61 spots) has people eagerly seeking an alternative. They may well find it in YouTube's Ad Blitz, which is asking viewers to vote for their favorite spots after the final whistle is blown. Voting will continue through Feb. 13, and the winning spot will be featured on the YouTube homepage on Feb. 18. So, let's recap. With Ad Blitz, you have hundreds of thousands of visitors to the world's top video site voting over the course of a week. With the Ad Meter, you get knee-jerk reactions from a couple hundred people who wouldn't know a good ad if it hit them in the crotch like a can of PepsiMAX. Your choice.
UPDATE: Actually, USA Today has moved its Ad Meter over to Facebook, where they'll get a much bigger group of people voting on the ads through Tuesday night. A smart evolution.
See Adweek's full Super Bowl coverage here.