how to talk to your marketers about data
DESCRIPTION
This deck was given to the RVA Data Hackers group in an attempt to ease the language divide between left-brained data folks and right-brained marketers.TRANSCRIPT
SOMETHING SOMETHING MARKETING SOMETHING
DATA
A Story in Five Parts
WHO AM I?
Current: Content
Strategist,Recurve
Previous:ProducerJournalistSoldier
Bradley Robb@knownhum
an
WHY ARE WE HERE?Is there anything worse than a marketer with a new trend they don’t understand? Web2.0, AJAX, Ruby-on-Rails, Responsive Design - marketers tend to grab onto a trend, demand results and then decry it a sham when magic isn’t immediate. And Big Data is the latest in that long line of advances turned into a buzz word.
But it doesn’t have to be.
Join us this evening when we look at how data, big, small, and in between, is being used to make marketing more objective and less subjective.
WHY ARE WE HERE?
How can we use data to make marketing
more objective?
WHY ARE WE HERE?
How to talk to your kids marketersabout drugs data
A BRIEF HISTORY OF MARKETING
Part 1
JOHN WANAMAKER
1838-1922
Age 24
WANAMAKER CREDITS
• Price Tags
• Return Policies
• Copyrighted Ad Flyers
• Livable Wages
• Direct Rural Mail Delivery
WANAMAKER’S DILEMMA
"Half the money I spend on advertising is wasted;
the trouble is I don't know which half."
THE CHANNEL EXPLOSION
1850 - Today
BILLBOARDS 1867
DIRECT MAIL 1872
RADIO Aug 28, 1922
TELEVISION July 1, 1941
TELEPHONE 1950s
THE BIG FIVE
PrintDisplayDirectRadioTelevision
1965 Industry ValueApprox $16.5BAdjusted $123B
WANAMAKER’S DILEMMA
RESOLVEDDirect
OPENPrintDisplayRadioTelevision
EMAIL 1978
DISPLAY 1993
SEARCH 1998
SOCIAL 2004
LOCATION 2013
AND WANAMAKER?
LESSON
Measuring proven success has never been easy.
That’s not new.
HYPE CYCLE
FIRST MOVER ADVANTAGE
He who moves first, moves best
CTR
1994: 78%2014: 0.05%
In 20 short years, banner ads became 99.94% less effective
HYPE CYCLE WITH ABANDONMENT
LESSON
The demand for constant success has left marketers
continually shifting.
MEET JASON FALLS
ON RESULTS-DRIVEN MARKETING
“It may be the death knell for public relations, social media, brand advertising and more.”
http://bit.ly/1eImzxX
“I’m afraid for public relations. Here’s why.”
I’m afraid for public relations. Here’s why.
FEARWeakness
InefficiencyWasteFailure
WHO HAS TIME TO OPTIMIZE?
HOW TO TALK TO YOUR MARKETERS
ABOUT DATAPart 2
MARKETING ≠ ADVERTISING
HTML/CSS/Javascript +
Photoshop +Ruby on Rails +Obj C +Full Server Stack =
“WEB GUY”?
MARKETING =
Advertising +Branding +Content +Communications +
Customer Service +
Media +Public Relations +Social
BRANDING AND BRAND MANAGEMENT
ARE AS RELATED AS JAVA AND JAVASCRIPT
“MARKETER”?
Advertising +Branding +Content +Communications +
Customer Service +
Media +Public Relations +Social =
LESSON
Understand what your marketer actually does
MARKETING AIN’T EASY
TRIALS AND TRIBULATIONS
Fuzzy ConceptsEntrenched DogmaRequired NoveltyFickle Bosses, Clients, CustomersAggressive DeadlinesShrinking BudgetsUnclear definition of success
ACTOR-OBSERVER BIAS
tendency to attribute one's own actions to external causes, while attributing other people's behaviors to internal
causes.
LESSON
The things that make your job suck also apply to
marketers
THINK LIKE A MARKETER
BENEFITSStop the hype cycle
Simply complex thingsTrack successGet predictiveReduce stressSleep better.
Fitter. Happier.
LESSON
Market to your marketers by talking benefits, not
features
STUDY #1 CREATING
CONSTRUCTSPart 3
HOW WRITERS MATURE
First we copyThen we imitateThen we create
VOICE
SyntaxDictionPunctuationCharacter DevelopmentDialogue
VOICE IS A WRITER’S IDENTITY
AN ORGANIZATION’S IDENTITY IS CALLED
THEIR BRAND
ASK MARKETERS TO DEFINE BRAND
“A brand is the set of expectations, memories, stories and relationships that, taken together, account for a consumer’s decision to choose one product or service over another.”
-Seth Godin
ASK MARKETERS TO DEFINE BRAND
expectationsmemoriesstoriesrelationships
ASK MARKETERS TO DEFINE BRAND
"A Brand is not a product or a promise or a feeling. It's the sum of all the experiences you have with a company."
-Amir Kassaei
ASK MARKETERS TO DEFINE BRAND
not a product not a promise not a feeling
sum of all experiences
SO...WHAT’S A BRAND?
BRAND STATEMENT
“[Our Company] revolutionizes how the world engages with ideas and information.”
Q: IF BRAND DOESN’T HAVE AN
AGREED DEFINITION, HOW
CAN WE BUILD ONE?
A: CREATE A DEFINITION WE CAN AGREE ON
Meet the Construct
construct - n - [ˈkɒnstrʌkt] - 1. something formulated or built systematically
2. a complex idea resulting from a synthesis of simpler ideas
TREAT MARKETING CONCEPTS LIKE THE
WEATHER
CREATING A CONSTRUCT
1.Find an observable, valid proximate act
2.Determine a standard
3.Measure and record
4. Iterate as needed
BENEFITS OF CONSTRUCTS
Measurable
Repeatable
Comparable
LESSON
Clarify fuzzy concepts by creating measurable
constructs
STUDY #2 PERSONALIZATION
Part 4
DAVID OGILVY
1911-1999
OGILVY ON SELLING OVENS
"The more prospects you talk to, the more sales you expose yourself to, the more orders you will get. But never mistake quantity of calls for quality of salesmanship."
PERSUASION/COMPLIANCE PRINCIPLES
1.Reciprocity2.Commitment and Consistency3.Social Proof4.Authority5.Liking6.Scarcity
MOST MARKETERS DEAL IN
AGGREGATE DATA
TALK TO A PERSON, MARKET TO A
GROUP
PERSUASION ON INDIVIDUALS
“⅓ of the people was less likely to buy a product when it was pitched with an authority strategy,”
Dr. Maurits Kaptein
MEET THE PERSUASION API
CLOSING THE LOOP
“one of the most interesting and actionable approaches to customer segmentation I have seen”
-Rory Sutherland, Ogilvy Group UK
EACH USER GETS A PROFILE
Capture actions and third party data to turn each visitor into a profile.
CREATE RULES
Marketing with If/Then Statements based on the preferences each profile
TALK TO A PERSON, MARKET TO A
PERSON
PERSONALIZE EVERYTHING
“Congrats on the Heat win!”
LESSON
Help marketers leverage data to make all messages personal and automated
STUDY #3 UNDERSTANDING
SUCCESSPart 5
CREATING A MARKETING
CAMPAIGN IS LIKE BUYING A HOUSE
PRE CAMPAIGN WORK
StrategyResearchSurveysFocus GroupsTesting
AVERAGE CAMPAIGN LENGTHS
“Short” Campaigns - 90 DaysSEO + Social Campaigns - 6 MonthsNational Advertising Campaign - 17 Months
ADD WANAMAKER’S DILEMMA AND
THAT’S A HECKUVA LONG FEEDBACK
LOOP
BORROW LIBERALLY FROM LEAN
Create a hypothesisPrototype rapidlyTest and Iterate
MEASURE EVERYTHING.
LESSON
Give marketers access to data in real time to
shorten feedback loops
QUESTIONS?