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Are UK Marketers Smarter Than Premier League Managers?

Filed under: Digital Marketing,Direct Marketing,Marcomms,Uncategorized,eCRM — Tags: Brand, General Consulting, Marcomms — Ian J MacDonald @ 2:14 pm

“I know half of my advertising doesn’t work…I just don’t know which half!”

John Wanamaker


So we all know the marketer’s quandary. How to attribute conversions and success back to media accurately. Now sure I know there are many more tools available today to try and decipher the riddle, like econometrics, cross visit participation, outright asking users how they heard of your site. But can anyone, hand on heart, say that they know the exact contribution and RoI from all their media?

Here’s a bit of fun for a Friday!

It often strikes me that media is lot like football. In a football team, players work together, in concert, to achieve two broad common objectives – score goals, minimise goals conceded.

In a marketing campaign, media work together, in concert, to achieve broad common objectives – such as increase market share and block out competitors.

Football players, like media, have different jobs to do. Can we map the roles?

Football roles and their media equivalents

Let’s look at some goals to explore this idea.
Extending my analogy we could say that this is an example of TV (defender) ‘winning the ball’ ie generating awareness, and then perhaps frequency being built by exposure to outdoor, and radio, (a pass from midfielder Fabregas to midfielder Nasri) culminating in PPC (forward, Arshavin) converting a brand or brand+generic search because it was a great shot but he was in the right place, at the right time. Just like appearing in the SERPs at the right time to harvest latent consideration caused by ad exposure frequency.

If we looked at a different goal, say a midfielder scoring from range, I would say this is a user clicking through on a display ad. A rare thing, but it does happen! A midfielder who creates and scores goals himself is like a great DR display campaign.

What is the point I am trying to make? Well, on average, who is best paid in a football team? Below is the average salary for different roles in a Premier League football team according to a PFA survey in 2006. OK, a bit of date! It’s probably twice or three times this now, but it’s still true that strikers are paid more than defenders for example. If you were to apply the same ‘attribution’ to a marketing budget of £10M, I have shown what your breakdown would be. Looking a bit heavy on PPC! Does that mean that managers are suffering from last clickitus?

John Terry - the TV of football

John Terry is like a great TV campaign, primarily winning the ball (awareness) yet contributing with goals (direct response to website)

Filippo Inzaghi the PPC of football

A player like Filippo Inzaghi, a legendary poacher in the box, would be the PPC or SEO of football, converting chances (consideration) created by midfielders (online display).

Premier League Football salaries by position

The fact is, we will never know the whole story of what contributes to a conversion, just as we never really know who contributes to a football victory. It’s the sum of the parts and has a million influencing factors. But one thing is certain. No one ever won a football match by putting out eleven strikers. No one ever won a match putting out eleven defenders. You should be tailoring your mix according to your sector, market position and strategic objectives.

Evolved marketing is about testing, learning and refining. Every now and then, eliminate a media from the mix and observe the results. In this way you can arrive at stats like the one that says that over 50 games, Arsenal averaged 2.1 points when Fabregas played, but only 1.75 when he didn’t play. Sure, still fallible, and many other factors may be involved, but more robust than instinct alone. Can you replicate this type of insight in your media mix?

Lastly, before we beat ourselves up about attribution, if you looked at UK adspend by media ‘forwards’ only represent about 18% of the total mix, so you could say marketers are actually doing a better job of attribution than Premiership football managers, with equally mystifying attribution problems to solve. What do you think? Does treating your marketing campaign like a football match make it more fun!?

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8 Responses to “Are UK Marketers Smarter Than Premier League Managers?”

  1. Chase Watts Says:
    October 19th, 2011 at 3:06 pm

    Great post! Keep up the awesome work!

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    October 23rd, 2011 at 8:04 pm

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  3. Karmen Provencio Says:
    October 27th, 2011 at 9:11 am

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    January 29th, 2012 at 9:59 am

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  8. carrie Says:
    January 29th, 2012 at 7:26 pm

    Highly interesting post.

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Facebook Changes – 5 Things Brands Need To Know

Filed under: Digital Marketing,Social Media — Tags: Brand, Facebook, General Consulting, Social Media — Ian J MacDonald @ 9:45 pm

Announcements at F8 this week mark a real turning point in the way in which brands interact with consumers on Facebook. Here’s the top five things you need to know.

Facebook Timeline New Profile View

Facebook 'Timeline' - The New Profile View

1. Timeline – the new profile page
This is one of the biggest changes users will notice, rolling out on 2nd October. Whereas once a Facebook profile was a digital snapshot of a person, it now becomes a digital autobiography. Actions and content such as photos are organised by time, with the timeline stretching back – a bit creepily if you ask me – to ‘birth’!! If brands want to find a meaningful place in a user’s profile, they really need to find ways to truly add value to users and be part of their life, enabling and enhancing their activity. Think about the power of an estate agent being indelibly inked into a user’s autobiography because they bought their first house through them – the opportunity for brand affinity is enormous.

McDonalds Facebook Brand Page Vision

A vision of a future brand page

__ __ _____ Just as importantly, this will impact the fan pages of brands too eventually. Zuckerberg has spoken of a wish to make all profile pages equal. Imagine the brand story you could tell on such a page if you are an iconic brand with heritage such as McDonalds, (see below courtesy of mashable) Kellogg’s, Lamborghini, or Auto Trader!!!

Take out: Find creative ways to be a part of the digital autobiography, forget static snapshot profiles.

Take out: Start thinking about your own page overhaul now.

2. News feed & ticker
Users will now have more control over what appears where in their news feed because they can mark or unmark certain stories as ‘top stories’. News is now split between ‘top stories’, ‘most recent’ and ‘from earlier today’. So those brands which post un-engaging or irrelevant content will find their posts enjoying fewer and fewer impressions. To be honest, this will only punish brands which have remained blissfully unaware of Edgerank – the algorithm which has dictated what appears in a user’s newsfeed since April 2010. It’s just that users have more explicit influence over Edgerank now.
All actions and stories will show up in the new ‘ticker’ however, which is a ‘natural’ feed of activity in the top right. Which brings us to another point – interaction with a brand will now be more visible than ever thanks to the ticker, so encouraging existing fans to comment on a post, upload a photo and so on will mean your brand page is noticed by more of their friends. Encouraging interaction specifically with posts will ensure they gain a good Edgerank score and appear to as many fans as possible.
Take out: Your posts are going to need to be brilliant to encourage users to mark them as top news. Encourage more interaction. It’s so much more than just ‘liking’ now.
Take out: Keep a programme of doing something non-intrusive, such as uploading a photo to your page’s album or commenting on a post, every hour or as often as possible – you will appear in your fans new ticker every time, but in a less intrusive fashion, meaning you stay top-of-mind.

Facebook Like Button

The humble Like button - goodbye, old friend

3. Facebook ‘Gestures’

Previously, the only thing a user could do to an ‘object’ on facebook – a person, a post, a comment, a video – was ‘like’ it. Now, a publisher can combine any verb with any noun, which takes indicating a preference for something way beyond the humble and one dimensional ’like’. The new verbs begin to make a user’s true feelings and behaviour more transparent and will likely lead to an explosion in sharing and content discovery, which is good news for publishers.

Take out: Publishers now have more options for allowing users to share their behaviour, and should consider what benefits this could bring. If ‘Zuckerbergs Law’ holds true (that the volume of content shared grows doubles every year) Facebook will soon become an even more serious driver of traffic and conversion. Make sure you’re involved in that!

4. Media partnerships
Some exclusive partnerships have been announced, such as Guardian, Spotify and Netflix which will mean that users do not have to leave the Facebook environment in order to read news, listen to music or watch a movie. I’m a little perplexed by this one. I can see what’s in it for Facebook (can we envisage a day where you don’t ever have to leave facebook.com? Scary) but for the partners it is quite a gamble. They are essentially forgoing much of their own site traffic and control over their own site to allow their content to be consumed in a foreign environment. To put it bluntly, once more users are reading the Guardian on facebook than on Guardian.co.uk which is entirely possible, Facebook have The Guardian by the balls. The upside of course, is the frictionless sharing and no doubt massive increase in consumption of their content within the Facebook environment.
Speaking of frictionless sharing, the last point to mention is that apps will only need to ask for permission to post to a users wall once now rather than each time.
Take out: Think carefully before exporting your site’s core offerings to Facebook. That’s an awful lot of control to give up. It’s different for every brand but a programme of using Facebook to interact yet ultimately drive traffic and registrations to your own site, still feels right for most brands.

What are your thoughts on the impact to brands of Facebook’s latest changes?

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One Response to “Facebook Changes – 5 Things Brands Need To Know”

  1. lotnisko mazury Says:
    October 14th, 2011 at 1:38 pm

    It’s good to educate – thanks for sharing your mind.

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The Importance of Continuity Planning And The Voice Of the Customer – Just Ask Sony

Filed under: Marcomms,eCRM — Tags: Brand, General Consulting, Marcomms, PR — Ian J MacDonald @ 1:00 pm

By now everyone is aware of the data breach of Sony’s Playstation Network. I say by now, because this time last week you might not have been. Millions of online gamers, myself included, found the Playstation Network ‘unavailable’ since 19th April, with no real explanation given. A technical hitch of some sort? We should be so lucky.

When the full horror of the situation emerged, that actually Sony had been the victim of potentially the biggest data security breach in history, it was almost a full week later. Almost a full week.

Given the fact that usernames, emails, passwords and most crucially (potentially) credit card details had been lost, this represents an absolutely unacceptable delay. With so many online accounts for users to manage these days, people often use the same password across multiple accounts for ease of memory. So when an email and password for one account is compromised, the security risk is like a pebble thrown in a pond. And the ripples aren’t pretty. Victims of the monster.co.uk data breach a few years ago will remember finding their facebook and twitter accounts posting spam and virus laden links to their peer network, if they shared a password across monster and twitter or facebook.

Sony may or may not be to blame for the hacking attack. But what they are definitely guilty of, is poor continuity planning and even poorer customer focus.

The damage to the brand has been amplified by the poor crisis communications strategy. Sony’s official line is that they had to find out whether user data had actually been lost before communicating. Sorry, that’s not good enough. If there’s even a chance of it, they should have comunicated ASAP.

Speak For Your Customers
In the war room that no doubt was hastily assembled at Sony HQ on the 19th, where was the customer champion? Who was the one in the room representing customers? I’ve been in similar situations, and whilst technology teams might want to keep shtum and put collective heads int he sand, as marketers it is our role to say that is absolutely not acceptable. Especially now, with platforms like Facebook, Twitter, and blogs. Customers can ask questions directly and quickly. A good customer focussed brand needs to answer them. Swift communication is not only key to protecting the brand, but is also frankly non-negotiable. To not give customers the warning to change their passwords on other accounts until 6 days later is utterly unacceptable.

What We Can Learn From This
The lesson in all this is two fold. Number One, make sure you have continuity plans in place, with solid and accountable action plans. If the worst happened over a bank holiday weekend for your brand, what would happen? Do you know who would do what, and when? If you don’t, you are putting yourself in a vulnerable position. Number two, be the voice of the customer. I often preach that everyone in a business is a marketer in some way. Everyone has the power to influence an element of the marketing mix, whether that’s the guy who cleans the washroom influencing physical evidence or IT team influencing product reliability. But as marketers, we really are the ones who should have the customer at the front of our minds, and speak for them. It might not always be popular in the boardroom (or the war room) but customers pay the bills, and any brand which disrespects that, will regret it at their leisure.

Never be afraid to be the one who says, “if I was a customer, would 6 days in the dark be acceptable to me?” If it wouldn’t be, don’t let it be so. Someone at Sony should have put the customer first and insisted on customer communication as an order of absolute priority. It’s not the crisis which is remembered – it’s how a brand dealt with it. In this case, that’s not good news for Sony.

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