Influential Marketing Blog

2012 Edition: 15 Marketing and Business Trends That Matter

Let me tell you a little secret.  I look forward to putting together an annual trend report the same way that some people look forward to having Turkey for Thanksgiving dinner. I realize that may sound a bit strange, but ever since I did my first trend recap last year I was hooked.  This year, the process of collecting the trends took all year.  I have a folder on my desk labelled "Trends 2012" and throughout the year I would rip out articles from magazines or printout webpages to save. Last November I started actually writing my trend presentation and finally released it on Slideshare yesterday. 

 

A few things surprised me about the trends this year. Here are a few of the most unexpected things:

1. Only 2 out of 15 trends are based on innovative technology (Trends #10 and #13). Given the prominence of technology in our lives and more and more digital tools, I expected that more of the trends for 2012 would be based entirely on technology innovation. That ended up not being the case as most of the trends focused more on either behaviours or the use of sites and technology that already exist and don't really require much innovation in order to keep growing.
2. Creativity and design are more important than ever. While it would have been too obvious to point this out as a trend on its own, many of the trends that were included in the presentation were highly dependent on encouraging more creativity and delivering great design. Measuring Life, for example, has taken off in part thanks to great product and interface designs. Pointillist Filmmaking or Social Artivism are clearly based on creativity and design. Even Retail Theater, Tagging Reality and Charitable Engagement are all trends that require creative thinking and  strong ability to use design to engage people.
3. People actively seek opportunities to participate, collaborate or experience something. Doing something together came up as a big motivator for many of the trends this year, as Social Loneliness led people to look for more opportunities to have great experiences or be part of something worthwhile. Pointillist Filmmaking, Civic Engagement 2.0 and Retail Theater are all examples where people are seeking the chance to participate in something. Charitable Engagement ChangeSourcing and Co-Curation are other trends where people offer their time and passions to collaborate together on something.

Let me know what you think about these trends with a comment here or on Facebook, or feel free to send me an email at influentialmarketing@gmail.com.  Next week I'll be starting my trend folder to gather stories for 2013 ...

If you would like to get a downloadable version of this presentation, you can find it on my Facebook page at http://www.facebook.com/rohitmarketingauthor.

The Best & Worst Marketing From BlackFriday + CyberMonday

The fact that most retailers use the term "doorbuster" to describe their best deals from this weekend should tell you everything you need to know about the frenzied few days of retail activity that traditionally follows Thanksgiving day in America. Despite futile protests from lots of unfortunate retail workers who had to give up parts of their holiday, stores opened earlier on Thursday night for "Black Friday" and tried hard to capitalize on the extended hours to sell more stuff at deeply discounted prices.

Today the weekend is extended into the invented "Cyber Monday" where shoppers retreat into their homes or offices for another day of deal seeking. Amidst the excitement, some brands found great ways to stand out while others focused on the meaningless or insulting to try and capture attention. Here are just a few that stood out to me as a consumer and marketer watching the frenzy unfold:

BEST - Best Buy And The $199 TV

In terms of pre-buzz, Best Buy had the lion's share thanks to their hottest deal - a Sharp 42 inch HDTV for only $199. People waited all night to pick up one, and before you immediately criticize them - think of it in financial terms. If you have to wait for 12 hours to buy a TV that you can save about $600 on, you're effectively getting "paid" $50 an hour. It's strange reasoning, but certainly enough to keep someone in line to get a high value item - and enough to get lots of attention for Best Buy.

BEST - Virgin America and GiltCity.com Let You Name A Plane

It is wonderfully ironic that one of the best and most talked about deals of CyberMonday was for an offer that almost no one would ever actually buy. Virgin America partnered with Gilt City to offer up a plane for a charter flight for "you and 146 of your closest friends" for the small fee of $60,000. As a side benefit, you would get to name the flight as well. Seems like the perfect ready made publicity stunt for a small or medium sized business that could afford the fee to go after.

BEST - Dyson Special Deals

If you own a Dyson (which I do), you are usually part of a cult of believers ready to talk about the superiority of Dyson vacuums to anyone who will listen. You probably also know that they rarely come on sale, so when Dyson launched their special Cyber Monday deals, everything about it seems limited. There is an hourly countdown on their landing page. All of it is geared towards offering a sense of urgency. The promotional message and strategy is clear and simple: buy that new Dyson you have had your eye on TODAY (and in the next eleven hours) or you'll miss your shot.

WORST - Kohl's Rebecca

It may not be the greatest marketing strategy to remake a song that most people already thought was super annoying into a TV spot ... but it wasn't the song that made this spot stand out as much as the attitude it promotes. The lead actor does a great job portraying the kind of person you would hate to be in the same room with - she pushes an old lady out of the way to get into the store, grabs merchandise out of a fellow shopper's cart and seems only concerned about herself. You only hope their consumers were actually more well behaved on Black Friday night.

WORST - Motorola Droid Razr

Running almost nonstop during NFL games for the past several weeks, Motorola has created a brilliantly meaningless campaign for the new Droid Razr. Promising that "thin is no longer frail" and sharing that this phone is "too powerful to fall into the wrong hands" - the entire ad focuses on what some research must have shown would be the only things people care about in phones: that they are thin and light. While other phones promote the interface or what you can do with it, the Droid Razr is super thin and powerful in some indescribable way. I'm sure it would be great if you are in a Tron-style boomerang battle with a bad guy, but slightly confusing as a killer feature for a phone. I only hope Lex Luthor doesn't get his hands on this phone. I'm pretty sure those would be the "wrong hands."

WORST - Crazy Target Lady

The underlying message from the series of spots showing an overly excited crazy lady "training" for Black Friday at Target as if it were a marathon seems clear: you have to be sad, lonely and slightly crazy to be super excited about Black Friday. I have never been a fan of this sort of talking down to your customer or turning them into a parody. There are plenty of people who did stay up late and go into Target at midnight because they wanted to get some great deals and love the store. Does Target really need to make fun of them or turn them into crazy caricatures in a national TV spot? People usually have a hard time appreciating humor when it comes at their expense.

Clearly the list for best and worst could go on and on. What other retailers created memorable campaigns for better or worse? Let me know in a comment or tweet about them with the hashtag #cybermondaymarketing or #blackfridaymarketing.

How Australia Uses Social Media To Celebrate Immigrant Experiences

Australia has a unique problem that almost no other country in the world would be able to understand. With a population of just under 20 million people, the country is one of the few places on Earth that anyone might be able to describe as underpopulated. The vast distances most people must travel to get from their home countries to Australia is certainly part of the reason - and the long history of violence against the native aboriginal people (much like the US history with the Native Americans) has led to drastically reduced native population.

Until just the last few decades, Australia was a place which also held onto a fairly racist immigration policy - legislating first against all immigrants, then against Southern Europeans (such as Greeks and Italians), and then against all others until finally in 1973 the country finally adopted the same open immigration policy as most other developed countries of the time.  Slowly, the country began to actively court people from all cultures to come to Australia. When I lived there from 1998 to 2003, I remember being struck by how invested the government was in getting people to join the culture and become Australian. They even had television ads where the call to action was "become a citizen."

Last year, the Australian TV channel SBS launched an interesting documentary series online designed to celebrate one sector of the immigrant experience - people who had come from Africa and built their lives in Australia. Told with an interactive website featuring videos of real people - the campaign offered an inside look at the success stories and real lives of African immigrants in Australia.

It is exactly the kind of campaign that every country should do more of. The immigrant experience is a critical part of the success of many countries, and recently it seems to be under a sort of undue scrutiny from many cultures as reactions to fundamentalist groups, potential terrorism and misguided fear mongering have led to a new rise in popularity for isolationism.

Preventing immigration is not the solution. Australia may have been one of the slowest countries in the world to realize the value of an open immigration policy - but now they celebrate it with campaigns like this one. Let's hope other developed countries can follow their example.

How Oprah Became Oprah (And What It Should Teach You About Marketing)

In 1986, there were certain rules of television that pretty much everyone followed. You expected news anchors to be buttoned up and serious when presenting the evening news. Television programs (as they often still do) presented a distorted view of reality that only slightly resembled real life, but still allowed you to escape into other worlds. And whether you looked at television as a source of information or one of entertainment - you certainly didn't expect it to openly and honestly mirror real life.

That same year, Oprah Winfrey's talk show was nationally syndicated and on air she broke the taboos and shared openly her story of having been sexually abused at age 9 by a relative. It was an honesty that no one expected to come on television, and certainly not from a talk show host. It set the pattern for what came to become one of the most honest and open shows on television for the next 25 years as Oprah not only asked celebrity guests to share truths about themselves, but also managed to continually find and openly share her own with a live studio audience.

The atmosphere she created was one of openness because she wasn't afraid to be vulnerable and share the deepest secrets about herself. How many people do you know like that? How many brands? As Oprah airs her final episode today, the lesson any of us in marketing should take from her is the unbelievable power that comes from being open and honest about the toughest things. Brands screw up, make bad decisions or bad products, implement the wrong strategy, or treat customers unfairly.

Those aren't the things that drive brands to lose trust and fail. The failure comes from not admitting those mistakes, letting employees be human, and building a deeper connection with customers. Oprah may have been the most believable personality in the history of television. As she signs off today, consider asking yourself one simple question: how could being more honest make your brand more believable?

Interruption Marketing 2.0 - How Engagement Can Be The New Dirty Word Of Marketing

The renaissance of marketing over the last decade has generally left certain things behind. We no longer count on loud billboards or long print ads, for example, to tell our story in a way that people will actually read. TV, while still important, is now a smaller part of the marketing mix. The art of marketing as an interruption has been rejected by brands in all industries, as the new holy grail has become engagement.

Unfortunately, in our world of ever present devices, constant alerts and multiplatform experiences - real time engagement has become a new a form of interruption, keeping us from truly enjoying a moment.

At the Mashable Connect conference last week, a hot topic was the future of social TV. As executives for SyFy, Bravo, and ESPN shared their views on how to make their shows more immersive - Sabrina Calouri from HBO shared the interesting learning from her audience that their programming was a "lean back experience."

Her point was that sometimes to be completely immersed in an experience, we just need to sit back and experience it. Then you can build social engagement tools around the community that wants to relive and discuss that experience afterwards.

The most profound lessons here that far too few marketing teams understand is that sometimes the most engaging social media strategy can be to just shut up and let someone enjoy the show.

The Campaign To Save NBC's Outsourced Ignites Racial Debate

Having moved from a city where political correctness barely exists (Sydney) to one where it was invented (Washington DC) qualifies me as something of an expert. The idea of the importance of being politically correct is good in principle ... because there are many things that people can unintentionally do to marginalize or demonstrate an ignorance for another culture or gender. Yet the downside of a culture where political correctness dominates conversations is that people are forced to demonstrate a fake indignity over certain things simply because they feel they are supposed to.

This week a campaign led by many South Asians and including people from many other cultures
has been leading the charge to save a comedy called Outsourced from being cancelled by NBC. It is about a call center based in India and the culturally shocking adventures of the one American who has been sent to India to manage it. Does the show make fun of India? Yes. Does it make fun of being American in India? Yes. As a result, there are many people who feel that the show is too politically incorrect.

The show is filmed in India and features a cast of nearly 100% actors of Indian origin. There was a time when if you asked anyone to name an Indian character on TV, the only name that would come up was Apu from The Simpsons. Recently there have been an influx of Indian actors in leading roles on Parks & Recreation, The Office, Scrubs, House, Heroes, Lost, ER and many more. A film set in India featuring an Indian story even won the Best Picture Academy Award in 2008.

So a show like Outsourced was perhaps inevitable as the next evolution - using an all Indian cast and putting a contentious social issue like outsourcing and the tension it causes between cultures front and center. The show is a comedy about the real life challenges of communicating across cultures - and that is the subject line for many of the episodes. As our world gets more global, this is a subject that we need to talk about and one that we need to laugh together about.

Outsourced is not politically incorrect toward Indians, it puts a spotlight on how funny and universal the idea of relating to someone from a different culture can be. The show is hilarious and this is a subject worth spotlighting through a primetime comedy.

If you agree, check out some of the links below and support the effort to save Outsourced:

NBC Outsourced Facebook Page: http://www.facebook.com/NBCOutsourced
Outsourced Twitter Account: http://www.twitter.com/OutsourcedNBC
Direct Email To Write A Letter Of Support: saveoutsourced@gmail.com

And a few video clips from the show:

• Say my name right! Madhuri clip
• Rizwan on Outsourced
• Parvesh Bollywood Clip
• Sasha on famous Dance Clip

 

Can Coke Start A Trend To Make Inspiration A Form Of Co-Creation?

What if you could join your favourite band in studio to record their next single? For many, this is just a moment to dream of - but last month Coca-Cola partnered with the rock band Maroon 5 to do exactly that in a social experiment to create a new song in 24 hours. Fans could watch a live stream of the band working on a new song in the studio and contribute to the brainstorming process in real time via a Twitter screen that was broadcast live to the band. Check out the recap video below:



The end result was a single called "Is There Anybody Out There?" that is available for a free download from Coke. Aside from being an amazingly creative campaign idea, this could spark more brands to consider a new form of co-creation where consumers are invited not to create content themselves, but to be the spark for professionals to create content. In a sense, this is no different than real life where artists often take their inspiration from their fans.

Though Coke's efforts have cause some to raise valid criticism about whether the campaign can be considered all that successful since the views and audience seems small by Coke standards, sometimes the most forward thinking ideas aren't the ones which go viral right away. To me, the real power of this campaign is that it imagines a world where brands can help connect people with the artists they love in a way that empowers them to contribute to what the artists are creating.

Inspiration as a form of co-creation is not just a great marketing concept, but one which offers musicians and even filmmakers a new way to engage their audience on a deeper level and also get better ideas and inspiration to make their work better.  The only downside is that it leaves a lot of people to thank from the Grammy/Oscars stage ...

A Promising Future For Branded Entertainment

If there is one sign of hope for the marketing industry as a whole, it is that no one really wants boring, one-way, shout-oriented interruptive marketing to survive. Social media is a natural ally in this fight, given its focus on fostering conversations and creating content, but what about the role of marketing as entertainment? It isn't necessarily the first word anyone might choose to describe effective marketing, but this week at the National Association of Broadcasters (NAB) Show in Las Vegas it was the featured topic in a panel I moderated at an event focused on the intersection of broadcast, marketing, social media and entertainment.

What Is Branded Entertainment?

The focus on the panel was on branded entertainment through online video - though on several occasions it was raised that this content can increasingly find its way onto other platforms as well such as broadcast TV or mobile. There were three core models of branded entertainment being used by brands today that panelists shared:

1. Product Placement - The most simplistic form, some would argue that this barely qualifies to be called branded entertainment ... yet it is increasingly popular for brands to use as a way of inserting their brand or products into existing content.
2. Brand Sponsorship/Integration - This category had the most varying descriptions, incorporating everything from a brand simply adding a "sponsored by" slate to a video to inserting a pre-roll or post-roll ad.
3. Branded Content Creation - The "purest" form of branded entertainment, this area was clearly the focus of the panel. Included in this category were examples like Royal Carribean's recent Ocean Views campaign, as well as Lexus' popular LStudio online video channel that spawned the popular series Web Therapy with Lisa Kudrow which was recently picked up by Showtime as a pilot.

What Will The Future Of Branded Entertainment Look Like?

Ultimately, the premise behind branded entertainment is that great content will provide an entertainment value and there is a role of marketing to play in trying to create or support more of that type of content. The ongoing challenge will be one of setting the boundaries between what is reasonable underwriting or brand sponsorship of a message, and what is over the top. This is the real question at the heart of the growth of branded entertainment - and one that several filmmakers have recently tackled - including The Joneses (a film about a fictional family planted in the surburbs to create demand for new products by flaunting them to neighbors) and Morgan Spurlock's new documentary - "The Greatest Movie Ever Sold" or as it is "officially" meant to be called "POM Wonderful Presents The Greatest Movie Ever Sold."

Despite these cautionary notes, however, the powerful premise of branded entertainment is that brands need to get better at telling a story instead of merely hawking product benefits or service descriptions. People engage with entertainment, and they tend to share it if they like it. In a world where consumers have more ways to ignore and filter out brand messages than ever before, engagement is the new and necessary metric because it means more than empty measures of reach or frequency.

Branded entertainment today is still a strategy for marketers and organizations who are ahead of the curve. It won't be long, however, before the followers and later adopters in the mainstream start to join the party.  After all, no one wants to miss out on a good show.

CBS Wants To Kill Demographics, Marketers Should Help

"There is no link, none, between the age of the specified demographic delivery of the campaign and the sales generated by that campaign."

You would expect a conclusion like that to come at a consumer rights type of event. Perhaps even at a social media event with marketers who are fighting the status quo and encouraging others to think differently. But when this point of view comes from CBS Corporation's Chief Research Officer David Poltrack - it is downright revolutionary. At an event earlier this month, Poltrack presented findings from new research that he conducted along with Neilsen that challenges some very long held assumptions about not only TV advertising, but about advertising and marketing itself.

Among the conclusions the report shared - according to an article in AdAge:

• "Reliance on the 18 to 49 demographic is hazardous to all media and marketers, partly because it doesn't strongly correlate with purchases and partly because it's declining fast."
• "A growing amount of data that matches audience measurement with purchase information shows that using demographics to target commercials is 'essentially invalid,' Poltrack said, 'resulting in a misallocation of television advertising investments.'"

It has long been a dirty little secret in marketing that the targeting that is used throughout much of media buying is based on information that is readily available instead of information that is most important. As technology starts to bridge the gap and offer better insights into consumer behaviours, attitudes and intentions - why should the industry still rely on old and outdated demographics to determine where and how they spend on media?

Apart from a few situations (like targeting 18-19 year olds because you know many of them are preparing to head off to college, for example) age based demographics ARE completely useless. Social media and digital advertising has already been leading the way with methods for buying media that are inherently more focused on behaviour (keyword text advertising) or attitudes (targeting by interests on Facebook). It's about time that marketers had similar options for a more sophisticated way to target who they want to reach through other mediums such as TV.

The temptation from the industry may be to dismiss this research from CBS as being self-serving or flawed in some way. The smart marketers will get behind it immediately. Ultimately we all should.

How ABC Killed Their Fan Base (And What All TV Networks Should Learn From It)

In Dilbert, Mordac is the character who is described as the "preventer of information services." He is a caricature of the unhelpful IT support tech who seemingly goes out of his way to create inefficiency and discontent in the workplace. Unfortunately for all of us, he also seems to be the role model upon which many television networks are basing their content strategies.

Last night, in an attempt to watch a missed episode of the ABC drama V ... I went online to ABC.com to seek out the latest episode. After several errant clicks, 15 minutes of online searching, and considerable frustration I finally found an external blog post talking about a decision ABC had made to stop allowing fans to watch episodes of V online. According to the post, ABC only issued the following statement:

Fellow V fans,
It is with much regret that we must inform you that full episodes of V will not be available on ABC.com or Hulu for Season 2. Just like you, we truly wish full episodes were playing here. But we also hope our detailed recaps will keep you informed and entertained should you ever miss an episode.

Best always,
The ABC.com Team

This type of thinking is why piracy is thriving in many places around the world - because getting and sharing content legally has so many restrictions. It explains part of the reason that it is so difficult to keep a consistent audience for any type of new drama. Most importantly, it demonstrates how backward thinking in the realm of entertainment programming is stifling revenues, stirring discontent and helping new programming to fail.

Instead of dreaming up ways of preventing people from accessing content, watching it where they want and on the platform they want - why not focus on creating more ways to monetize the content that you already have? Create new advertising models, sell new sponsorships. If the cost of a show is becoming too burdensome or ratings are lower, why not get a company to sponsor the availability of older episodes online?

Thinking more creatively about new revenue opportunities can not only help the economics of paying for high quality content, but also serves the dual purpose of giving consumers what they really want. Without it, you risk coming off as a brand that is hopelessly out of touch with their consumers ... kind of like ABC does to fans of V.