Lifetime value is the magic word these days; everyone needs to find a way to create more enduring, valuable relationships with their customers.
Register your pass to attend this masterclass session at SMW New York, where attendees will be introduced to the different categories of retention marketing, ways to operationalize data to drive engagement, and tangible examples of businesses doing it right. There will also be a broad overview of tools and services that should be a part of any successful stack.
Led by Joshua Neckes, President of Simon Data, a tool that transforms data into clear insights, and allows digital professionals to get the most out of their marketing efforts, this session will demonstrate how world’s savviest companies think about – and increase – customer lifetime value through data.
A highly-anticipated event, with over a hundred guests in attendance, Beyond the Like was filled to its capacity with guests even standing throughout the presentation.
It was the launch of Microsoft’s new product, “People Powered Stories.”
Microsoft Advertising collaborated with Bazaar Voice, a software as a service (SaaS) company that integrates customers social data to help brands leverage content. Microsoft Advertising’s General Manager for Brand Advertising, Jennifer Creegan, and Bazaar Voice’s co-founder and Chief Innovation Officer, Brant Barton, came to introduce the product.
Using the “Back to School” campaign as their test pad, Microsoft took reviews of Windows 7 from their target audience, high school students, and displayed them on their banner ads. Microsoft is aiming to make banner ads content more social to add relate-ability with clients. And they were did it. “Back to School” was a success for Microsoft, who now looks toward marketing “People Powered Stories” to other brands.
The move to produce “People Powered Stories” came when Bing, a Microsoft company, conducted research that showed audiences look to reviews more than to social networks for advice on products. This prompted Microsoft to look into developing a user-generated reviews to market a product. The company believes that having users submit their reviews adds believability to the ad on sites.
The company still uses engagement time as a metric to determine relevancy of ad with consumers, a metric that was dismissed by another panel: Why Engagement Should Be Spelled A-T-T-E-N-T-I-O-N. When interviewed, Creegan stressed that Microsoft isn’t using engagement time as the only metric but does factor it into their evaluations.
“That’s why we have three metrics: purchase, believability and engagement time,” said Creegan, making their process a sound launching pad.
Trinna Leong is from Malaysia and had two years of work experience in the online advertising industry before deciding to trade the sweltering tropical heat for a chance to pursue journalism at Columbia University. Prior to switching fields, she has worked on projects for Nike, IKEA and Citibank. You can follow her on Twitter at @trinnaleong.
“If you are asking for someone to pay attention, you are probably doing the wrong thing.”
Engaging consumers has been a difficult task for all advertisers in today’s fast paced age. The day’s panel of five industry experts in the field of advertising and marketing came together to discuss what works and what doesn’t in capturing audience’s attention.
“People are more interested in being the curator, purveyor,” said Vanessa Montes, Vice President of Integrated Marketing at Fuse. All panelists agreed that consumers usually pay attention through “word of mouth” when friends introduce an item or brand.
That said, brands would want to generate positive talk-ability amongst its audience. Examples given by the panel included the Chipotle ad that aired at the Grammys; an ad that Adrian Barrow, Head of Planning at JWT’s New York office, thought was “artful” (while stating that overall “brands have developed the touch on how to behave on entertainment channels”); and the PETA ad that Michael Learmonth, Digital Editor at Advertising Age, felt strongly against. With the PETA ad, Leamonth felt that the message was that being vegan increases sex drive, but by painting a woman who looks sexually abused, PETA was not sending out a positive message.
Another key point brought up by the panelists is that in social media networks, brands have ended up looking at numbers instead of content. Quantity has been ranked higher than quality, causing brands to lose sight of engagement with their audience.
“Social media is a media that exists between people. For it to pay off, it has to be nurtured,” added Ian Schafer, CEO and founder of Deep Focus.
“Instead of focusing on number of likes and posts, advertisers should focus on what people are talking about on the page,” said Schafer.
The general consensus from the panelists was that advertisers in the midst of trying to pull in more fans end up failing to determine what to do with the fans they have on social media. The worst metric to measure is one that measures how long users spend on a page.
Barrow also argued that consumers now want “something that can help them make the best use of their time” because then “they’ll award brands with some attention.” This defines a new role for agencies to produce new ideas that is useful for consumers.
Panelists also commented on the importance of brands making sure that their brand stays relevant by encouraging audiences to talk about the brand instead of the celebrity that endorses it. Ultimately, the main takeaway for brands is to have engagement fueled by consumers not by brands.
Trinna Leong is from Malaysia and had two years of work experience in the online advertising industry before deciding to trade the sweltering tropical heat for a chance to pursue journalism at Columbia University. Prior to switching fields, she has worked on projects for Nike, IKEA and Citibank. You can follow her on Twitter at @trinnaleong.
Susan Halligan, the former Marketing Director of The New York Public Library (NYPL), established the first-ever marketing department for the 100-year-old institution, transitioning the library from traditional communication platforms to new media platforms. The library’s “Don’t Close the Book” advocacy campaign was named by MarketingSherpa to the 2010 Viral and Social Media Hall of Fame. Today, she is a Social Media Consultant based in New York working with cultural organizations such as The American Museum of Natural History, various non-profits, startups, and authors on social media strategies spanning channel selection, content marketing, employee activation, stream management, listening and measurement. As a multidisciplinary marketer, her specialty is integrating social media into traditional marketing and communications channels.
Susan Halligan, twitter: @srhalligan
A familiar face at Social Media Week, Susan moderated 2011 panel, “The Inner Workings: Social Media Success Through Coordinated Staffing,” and co-keynoted “The Connected Network” at the Arts Marketing Association’s Digital Marketing Day in London in November 2011. On February 14, she will moderate Literature Unbound: Radical Strategies for Social Literature at NYU during Social Media Week New York 2012. I spoke with Susan to learn more about her work and experiences.
You have quite an impressive biography. How did you become involved in social media?
Thank you, Lisa. I began to explore Facebook and Twitter in the early fall of 2008. Honestly, I originally started playing around with the platforms, because I had a very small marketing budget and was lured by the fact that the platforms were free. It was very much a “let me see what we can do with this” undertaking. I had no idea, actually, what I was doing, but spent a lot of time exploring and learning, and began to see that social could be integrated into traditional communication channels and that it was an opportunity to take the library’s brand and initiatives to entirely new audiences in a very powerful way. I became very passionate about social and remain so. While paid media remains an important component in any marketing campaign, the trend for marketers is to spend more resources on social and less on paid.
You established the first-ever marketing department for The New York Public Library. What changed?
Most of the library’s outreach efforts prior to my hire were concentrated on print advertising. I was hired to create and implement an integrated marketing effort across multiple channels.
In 2010, you helped The New York Public Library win the PR News Non-Profit PR Award: “Use of Twitter, Success through a Coordinated Staffing Model.” What went into this work?
I built a teamapproach to content marketing at the library. Non-profits have limited resources (i.e., people) to push messaging. But a big organization like the library has multiple message points: programming, customer service, circulation, collections, to cite just a few. It’s a matter of coordinating outreach. Though internal education and training, a regular working group of key stakeholders, the creation and implementation of polices, including a Crisis Plan, Best Practices and an Editorial Calendar, we were able to dedicate staff throughout the organization to message on a daily basis using team tools like HootSuite and Socialflow.
What kind of metrics were used to determine that The New York Public Library is #1 public library in the world on Twitter, Facebook and Foursquare?
Community growth, brand mentions, interactions and referrals. We published a monthly Metrics Dashboard using Facebook Insights, the HootSuite and Socialflow Twitter clients, Twitter Counter, Radian6, AddThis and Google Analytics. We shared the data with key stakeholders and examined it closely for insights about messaging, engagement and content.
How does social media for a library differ from social media from other companies?
It doesn’t. Like any business engaged in social, we had a long-term customer-centric vision. One of our major goals was discoverability. We wanted social users to be to be surprised and delighted to find us online (and to discover online and offline resources, like free databases and thousands of programs) and to think “Wow, I didn’t know you could do that at The New York Public Library.”
Have your ideas ever been challenged? Which ones and how did you overcome resistance from others?
If an idea isn’t challenged, it may not be that good. The first step in social media iteration is to identify the organizational challenges: internal resistance (turf, legal, security), lack of resources, lack of skills, an ever-changing technology space and the ongoing challenge of measuring ROI.
Alignment is key: the ability to rally internal resources and stakeholders is the #1 skill in successful social media integration. Evangelizers must be able to maneuver adeptly within an organization and rally the “deciders” for support.
Does Foursquare have any real purpose in relatively remote towns with a maximum of 30 retail businesses?
As part of its 2011 Centennial, NYPL was the first in the world to secure a Foursquare badge. The badge was yet one more way to introduce the library to new audiences and it proved a very successful partnership in terms of unique users, check ins and check outs.
AdAge recently did a post about Foursquare’s connection to “mainstream” retailers. Chris Copeland wrote: “Foursquare is a regional play that masks what it is not – a middle America, mainstream tool.” He suggested that Foursquare needs to continue to educate businesses about the benefits of its platform.
What do you think is Foursquare’s future?
Mobile location-based social networking will continue to be adopted.
Of all the campaigns you’ve led, which was your favorite?
The Centennial of NYPL’s flagship Fifth Avenue building in 2011. It was a perfect storm of owned, earned and paid media: there was an exhibit; a microsite; multiple programs; an advertising campaign that included print, radio, outdoor, transport and online; publications; signage; ecommunications; and a deeply integrated robust social effort across Facebook, Twitter, Tumblr and YouTube. I secured VIK sponsorships from The Wall Street Journal, Titan Outdoor and the MTA to support the efforts. One interesting metric from the campaign was the incredibly high level of engagement with the library’s social content.
What is the most innovative use of social media that you’ve seen?
I am a big fan of Coke’s social strategy and tactics. I love that their Facebook Page is governed by regular fans, not “experts.” At the library, much of its social success is owed to the contributions of its staff. Power to the people!
Lisa Chau has been involved with Web 2.0 since graduate school at Dartmouth College, where she completed an independent study on blogging. She was subsequently highlighted as a woman blogger in Wellesley Magazine, published by her alma mater. Since 2009, Lisa has worked as an Assistant Director at the Tuck School of Business. In 2012, she launched GothamGreen212 to pursue social media strategy projects. View her online portfolio or follow her on Twitter.
