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Category: Marketing & e-commerce (Page 35 of 77)

A New Brand of Marketing – a must read for executives

A New Brand of Marketing
Those of you who appreciated Scott Brinker’s Gilbane Conference keynote What is a Marketing Technologist?, and even more importantly those who missed it, should check out Scott’s short new book, A New Brand of Marketing – The 7 Meta-Trends of Modern Marketing as a Technology-Powered DisciplineThe book is free to download and share and doesn’t require registration.

A New Brand of Marketing “… frames the epic collaboration underway between marketers and technologists…” – note the use of ‘collaboration’ rather than ‘battle’. Scott is not only a supreme example of a marketing technologist who knows the details, but may be the most facile communicator (and diplomat, in the most positive sense) of the marketing technology big picture.

A New Brand of Marketing is a must read for CMOs and CIOs, but all senior executives should read it to understand the dramatic changes underway in marketing or to get some pointers on how to communicate the changes to colleagues.

Just a few of my favorite quotes from the book:

Fact: everything digital is powered by software.

Companies don’t just compete for who can provide the most helpful content. They compete for who can provide the most helpful services.

When you’re skydiving, you should know how to pull your parachute.

Marketing strategy versus technology – should be a virtuous circle

Scott Brinker has another must-read post. I excerpt parts of his post below so I can expand on it a bit but you should read his full post along with the comments.

In his post Scott explains he is responding to statements made in a podcast by Joe Pulizzi and Robert Rose. After linking to the podcast and agreeing with much of what they say Scott makes three points:

  1. “Marketing technology is not just about efficiency — it’s about experiences.
  2. The relationship between strategy and technology is circular, not linear.
  3. Marketers cannot abdicate their responsibility to understand technology.”

and mentions the one quote he really disagrees with (emphasis is Scott’s):

“Figure out your process first. And then get aligned with your internal IT guys to figure out what it is you exactly need to facilitate. Because that’s the only thing that technology will ever, ever do. The only thing technology will ever do is facilitate a process that you have more efficiently. That’s all it’s ever going to do.”

That is a pretty strong recommendation for option A in Scott’s illustration below.

strategy technology circular

I want to make three points:

The fact that the relationship between technology and strategy is circular – that they have to inform, influence, and advance with each other – is true of all enterprise applications and for all functions and has always been true.

  • If you replace “technology” with “data” or “big data” or “analytics” the points that Scott makes are equally valid. (For a different take on this see Big data and decision making: data vs intuition.)
  • Technology is not just a set of product features. The features are possible because of creative combinations of underlying software concepts, programming languages, data structures, and architectures. Without some understanding of the underlying fundamentals it is natural to think product features define software capabilities and thus to limit insight into strategy possibilities. Marketers (or other professionals) with little to no technical background can compare feature sets and build strategies that match, or build strategies and look for the set of already existing product features to match.
  • Each of these illustrate what we might call the bad kind of circularity (as we mean when we call an argument circular) and they handicap innovation. The good kind of circularity is a strategy/technology dialog of what ifs, informed by what might be possible, not by what is already known.

It is both natural and common for consultants to overemphasize option A, because way too often option B is overemphasized at the expense of option A by both their customers and technology vendors. Good consultants spend a lot of time and effort helping customers overcome an under-appreciation or political deprecation of the importance of strategy. But all of us need to be careful not to suggest either linear false choice.

Marketing technology landscape explosion and CMS evolution

The most popular and pervasive meme at the recent Gilbane Conference on Content and the Digital Experience was certainly “marketing technologist”. There were many other topic streams but none quite so critical to marketings’, and marketers’, future (and not only marketers, but that’s another story).

One of the three questions we posed to our speakers prior to the conference was, Is there a “Marketing Technologist” role in your organization or in organizations you know of? Should there be? What should their responsibilities be? A number of speakers, including Scott Brinker, provided answers in our speaker spotlight series. Scott also delivered the keynote What is a Marketing Technologist? where he shared a graphic he had created of the marketing technology landscape that illustrates what a marketing technologist has to deal with. Last week he published the new substantially enhanced version below that is now a must-have reference tool.

Marketing technology landscape

What makes Scott’s latest version dramatically more valuable for marketers and IT, or anyone involved in digital experience strategies and architectures is the organizational structure he added. As Scott says this is not perfect or the final word. But the six technology categories and structure are certainly a courageous stake in the ground.

Martec marketing technology categories

Be sure to read Scott’s full post, where he explains what he has done in more detail, provides links to high resolution .png and .pdf versions of the marketing technology landscape super graphic 3.0, links to additional resources, and answers the many comments he has received.

Web content management

Scott’s new landscape also provides some food for thought regarding a second major theme at the conference, which we included in another of the three questions for the speaker spotlights: Do you think “web content management” should be the hub of digital experience management implementations? If so, should it have a new name to match an expanded role? If not, what should be at the center? A slightly different way to think about this is to ask where the center of gravity is in marketing technology architectures.

Scott places WCM and all its variations (CEM, CXM, DXM, etc.) in the Marketing Backbone Platform category. This is surely where it belongs, but it raises lots of questions about just how it ties in with or ties together all the other categories and the variety of technologies within them. And of course there is overlap and competition for the center-of-gravity crown between e-commerce, CRM, and marketing automation platforms, though some of them may not realize it yet. This will be a very interesting game to watch in 2014 (and certainly one we’ll be addressing in this year’s conference). See Scott’s thoughts on this in his CMS Wire post on 9 Key Facts about Web CMS in the Marketing Technology Landscape.

Gilbane Conference resources and coverage

Gilbane conference logoMisty has been collecting posts about this year’s Gilbane Conference. If you see any we are missing please let us know via comment or email. You can also check tweets at #gilbane, or via Topsy, find conference presentations at http://gilbaneconference.com/Presentations.aspx, and see speaker spotlights.

Media Sponsors

CMS Myth
• http://www.cmsmyth.com/2013/12/best-bets-at-gilbane-2013-which-sessions-ill-be-attending/
• http://www.cmsmyth.com/2013/12/when-will-end-users-overwhelming-love-their-cms/
• http://www.cmsmyth.com/2013/12/how-marriott-is-rethinking-content-delivery-across-70-countries-and-3800-hotels/
• added 12/17/13: http://www.cmsmyth.com/2013/12/redefining-success-for-web-cms-project-teams/

CMS Wire
• http://www.cmswire.com/cms/web-cms/5-ways-marketers-can-improve-the-cms-experience-023410.php
• http://www.cmswire.com/cms/information-management/should-cios-report-to-marketing-ridiculous-its-beginning-to-happen-023396.php
• http://www.cmswire.com/cms/customer-experience/notes-from-gilbane-business-model-first-customer-experience-second-023388.php
• http://www.cmswire.com/cms/customer-experience/forrester-4-things-about-customer-experience-management-gilbane-023373.php
• http://www.cmswire.com/cms/customer-experience/sap-says-link-revenue-to-social-media-to-show-roi-gilbane-023362.php
• http://www.cmswire.com/cms/customer-experience/cio-reports-to-cmo-technology-under-marketing-gilbane-023356.php
• added 12/20/13:  http://www.cmswire.com/cms/customer-experience/tips-from-an-industry-user-on-making-web-cms-work-023587.php
• added 3/4/14:  http://www.cmswire.com/cms/social-business/should-the-cio-report-to-the-cmo-024370.php

eContent
• http://www.econtentmag.com/Articles/News/News-Item/Context-at-Gilbane-93598.htm
• http://www.econtentmag.com/Articles/News/News-Item/Content-Strategists-vs.-the-CMS-at-Gilbane-93615.htm
• http://www.econtentmag.com/Articles/News/News-Item/Content-Management-and-Your-Mobile-Strategy-at-Gilbane-93637.htm
• http://www.econtentmag.com/Articles/News/News-Item/The-Internet-of-Things-Comes-to-Life-at-Gilbane-93641.htm
• added 1/13/14: http://www.econtentmag.com/Articles/Column/Content-Throwdown/The-Rise-of-the-Marketing-Technologist-93907.htm

Fierce Content Management
• http://www.fiercecontentmanagement.com/story/marketing-technologist-could-act-bridge-between-cmo-cio/2013-12-03
• http://www.fiercecontentmanagement.com/story/multichannel-delivery-means-its-time-separate-content-creation-presentation/2013-12-03

Blogs

4 hoteliers
• http://www.4hoteliers.com/features/article/8056?awsb_c=rss&awsb_k=xfeed

Accidental Taxonomist
• http://accidental-taxonomist.blogspot.com/2013/12/taxonomy-governance.html

Bluebill Advisors
• added 1/9/14: http://bluebillinc.com/2014/01/findability-issues-impact-everything-work-related/
• http://bluebillinc.com/2013/12/beyond-customer-experience-management/

Chief Marketing Technologist
• http://chiefmartec.com/2013/12/marketing-technologist-neo-marketing-matrix/

Citeworld
• http://www.citeworld.com/social/22751/sap-social-media-streamlined
• http://www.citeworld.com/consumerization/22747/customer-attention-challenge

Creative Virtual
• http://www.creativevirtual.com/blog/?p=821

Curata
• http://www.curata.com/blog/content-marketing-event-gilbane-conference-2013-wrap-up/
• http://www.curata.com/blog/content-marketing-technology-wrap-up-gilbane-2013-video/

Globalization Partners
• added 12/19/13: http://blog.globalizationpartners.com/insights-into-gilbane-conference.aspx

Engaging Times
• http://engagingtimes.com/battle-ready-offer-global-customer-experience-notes-gilbane-frontline/

I-Cubed
• added 12/17/13: 

Jeff Cutler
• http://jeffcutler.com/social-media-blogs/gilbane-conference-2013-content-marketing-track-qa-session-review/#.UqdJXvRDs8w
• http://www.youtube.com/watch?v=F6HyjzloD3U

Marketing Think
• http://marketingthink.com/sap-got-social-media-act-together/

The Parallax View – Winter 2014
•  added 3/4/14:  http://www.parallax.ca/?page_id=4665

Zia Consulting
• http://www.ziaconsulting.com/blog/gilbane-conference-2013-recap/

Other

Seen.co
• added 12/17/13: http://seen.co/event/gilbane-conference-2013-boston-ma-2013-527/

Creating the Global User Experience

I was gratified to have the opportunity to do a presentation on the Global User Experience at the Gilbane Conference, as well as moderating several sessions in the technology track. For those that missed my presentation, I’ve posted a short recap here and a further exploration of the topic.

A common theme throughout the conference sessions was digital experiences and the role of mobile, web, content management, and other technologies in providing superior experiences to customers. That’s to be expected as creating superior customer experiences is a strategic imperative for most organizations, and also the current focus of most content software solutions in the marketplace, including content management systems. What is often overlooked (and the subject of my presentation) is that the CMS doesn’t just support delivery of the customer experience—it also has to support the behind the scenes players that create the customer experience.

Providing a compelling digital user experience is a complex undertaking no matter what the nature of the business or enterprise. It requires a range of talents including authoring, curation, story telling, design, and development, testing and deployment—and the tools to effectively support those diverse skill sets.

The heart of that experience is a modern CMS; in fact, delivering compelling digital user experiences is virtually impossible without one. But selecting the right CMS is challenging—after all, there are many to choose from and it can be difficult to differentiate products—most promise to deliver superior digital user experiences.

But one thing that is often overlooked is that creating great customer experiences requires an orchestrated approach by the “other users” of the CMS: editors and developers. It also requires the integration of tools and content that may reside outside of the CMS. In other words, the quality of the customer experience is directly related to the quality of the experience that a CMS provides to content creators, developers, and integrators.

Digging a bit deeper, content creators are actually a diverse collection of roles and skill sets, not just authors and editors. What’s common across those roles is that many are not full time professional content authors, which makes the quality of the content creator experience vitally important. Content creators want to use tools that are easy and familiar with a short learning curve. Most of all, they want to be able to focus on telling stories and creating great content, not mastering complex tools.

Developers, like content creators, also value ease of use and familiarity. They want to use tools, languages, and frameworks that they are familiar with and that work well in the technology environment in which they live. Most importantly, they want and need to be involved in the process of selecting a CMS—failure to include IT will lead to increased time to operation, and a risk that the chosen solution won’t work well in the enterprise’s IT environment.

The integrator experience involves the developers, partners, and vendors that have to integrate the CMS with enterprise systems and applications (the installed base), but also with solutions from other vendors that help provide the customer experience. If integration is difficult, it will take more time or, worse yet, not be done. Poorly done integration drains energy, productivity, and innovation leading to later, less desirable results.

The solution to providing the global user experience is a well-architected CMS that provides comfortable and easy-to-use core functionality while easily integrating with enterprise and third party tools and applications. The selection of that CMS requires a concerted and cooperative effort on the part of all stakeholders that will ultimately use the content management system. Selection of a CMS is not a technology decision, it’s a strategic business decision that warrants the time, effort, and participation of all business and technology stakeholders in order to render the best decision.

Speaker Spotlight: Karl Wirth – Real time and relevant content

In another installment of Speaker Spotlight, we posed a couple of our frequently asked questions to speaker Karl Wirth, CEO and Co-Founder of Evergage. We’ve included his answers here. Be sure to see additional Speaker Spotlights from our upcoming conference.

Karl Wirth | Gilbane Conference
Speaker Spotlight: Karl Wirth

Co-Founder and CEO

Evergage

What is the best overall strategy for delivering content to web, multiple mobile, and upcoming digital channels? What is the biggest challenge? Development and maintenance cost? Content control? Brand management? Technology expertise?

I believe the best overall strategy is delivering relevant content to audiences. Thanks to Big Data and technology, organizations now have the ability to serve their users and visitors dynamic, personalized content, based off of their behaviors and actions. Increasing relevancy and interacting with people in real time will capture attention, drive engagement, and ultimately increase conversions.

Real-time behavior-based personalization:

  • Is always relevant
  • Drives customer engagement
  • Compels action
  • Increases conversion rates

The biggest challenges that we have observed are:

  • Lack of resources – a customer success manager or marketer may not have the time to utilize a new technology
  • Budget constraints – organizations may not have budgeted for a new marketing tool
  • Content control – content may be managed by different departments creating inconsistencies and ownership confusion

The truth is that the days of static and irrelevant content are over. In our customer-driven world, organizations should invest to get to know their customers and tailor content to their actions.

Catch Up with Karl at Gilbane

Product Labs


Wednesday, December 4:  3:30 p.m. – 4:15 p.m.

Find out more about this session and our other conference sessions here.

Be sure to follow Karl @Evergage

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What is Content, Context, and Educational Marketing?

You can see our series of speaker spotlights and general updates about our upcoming conference in Boston. Here, I’ll be highlighting a few conference sessions and why we have decided to include them.

You could say that our conference has assumed content marketing since our initial focus on web content management has always attracted marketers. But there is certainly a lot more attention now paid to the crafting of content, as well as to matching content to context whether that is channel context, customer context, buying-cycle context, or better, at least these three. In spite of the wise-cracky session description, you will hear thoughtful and reliable commentary on one of the biggest buzz terms of the year.

C5. Content, Context, and Educational Marketing

Wednesday, December, 4: 9:40 a.m. – 10:40 a.m.

Content Marketing is certainly hot. But what is it? Is it new? Is it old? Was there ever a time when marketing was content-free? Has it always been content-free? Is there some new kind of content that makes marketing different? Is it a strategy, a methodology, a parallel universe? Snarkiness aside, it is easy to see that carefully created or chosen content can help improve success rates of different kinds of marketing objectives. This session takes a serious look at what content marketing is today, how you can use it, and how it is evolving.

Moderator:
Jose Castillo, President, thinkjose

Speakers:
Kipp Bodnar, Director of Marketing, Hubspot
WTF is Context Marketing?
Doug Bolin, Associate Director, User Experience Design, Creative, DigitasLBi, and Adjunct Professor, Mass Art
Beyond Content Marketing, The Emergence of Edumarketing

 

Speaker Spotlight: Frank Schneider – Multi-modal interface essential to mobile customer engagement

In another installment of Speaker Spotlight, we posed a couple of our frequently asked questions to speaker Frank Schneider, VP of Customer Experience Solutions at Creative Virtual USA. We’ve included his answers here. Be sure to see additional Speaker Spotlights from our upcoming conference.

Frank Schneider | Gilbane Conference

Speaker Spotlight: Frank Schneider

VP Customer Experience Solutions

Creative Virtual USA

 

Is there a “Marketing Technologist” role in your organization or in organizations you know of? Should there be? What should their responsibilities be?

As technology becomes the backbone of every organization, it forces the cross pollination of roles, especially now between marketing and IT. With a shift towards data-based marketing and new relationships forming between marketing, sales and customer service, the advent of the “Marketing Technologist” is real. This shift is fueling the need for marketing automation, sales enablement, content management, knowledge management and even translation. Marketing Technologists have emerged as the perfect conduit between platform adoption and management, and the traditionally non-technical roles of sales, marketing and customer service.

With customer service becoming the new marketing and marketing’s ability to directly influence the sales pipeline, Chief Marketing Technologists are sprouting up as the perfect solution to balance a variety of needs including marketing and CRM software, content marketing, social and mobile, data and analytics, web and app development, ad networks and customer engagement programs. From social media monitoring to SEO analysis to translation management and ecommerce, Marketing Technologists are fast becoming the “must have” in every organization that is competing in a global economy.

Do you think “web content management” should be the hub of digital experience management implementations? If so, should it have a new name to match an expanded role? If not, what should be at the center?

Content marketing is evolving to become the center of digital strategy. Consequently, every organization should endeavor to employ the new role of Chief Content Officer or some derivative thereof. Managing the ebb and flow of content and messaging via multiple channels has created the need for a more comprehensive content strategy across departments and media. Channel management between web, social, and mobile have not only created opportunities to deliver messaging, but an urgent need to provide fresh material for public consumption.

Organizations must take cues from traditional publications hiring copy editors, writers and reviews to constantly curate fresh content that furthers the company’s mission, corresponds to the marketing goals and satisfies the needs of their audience. However, you do need someone leading the charge – a person that understands the mission of the content team, rallies the resources and takes ownership of getting it done. Furthermore, they need the tools to get it done. Now more than ever, technology will play an ever increasing role in how content is aggregated, curated, manage and delivered.

What is the best overall strategy for delivering content to web, multiple mobile, and upcoming digital channels? What is the biggest challenge? Development and maintenance cost? Content control? Brand management? Technology expertise?

A proper macro level strategy for content delivery across multiple channels should be comprised of several key elements.

  1. Consistency. Whether it be call center agents looking for an answer or policy or a customer checking a web page, the right answer, right messaging, and proper branding should be pervasive and consistent, no matter the medium or device. Nuanced variable can be in play in regards to format, UI, and design, but at the end of the journey, customers need to feel that your content delivery allowed for a seamless experience.
  2.  Correct and Compliant. Along the lines of the first element, “correct” can mean many things. First, the item must incorporate content that is not just correct in regards to the answer from a company perspective, but answer precisely the question the customer has (in regards to what began the content search or inquiry). Furthermore, this correct answer must incorporate personalization factors; in other words, the answer must be particularly right for that customer or that profile of customer. Lastly, content must be compliant… from HIPPA, to SEC guidelines, to CPNI… content delivery must adhere to compliance guidelines will protecting the interests of both consumer and business.
  3. Automated and seamless. Content delivery across all channels must be deployed with a strategy towards, and enabled by technology and tools for, automated cross pollination and management of content. The idea of multi-channel strategy, that is, the ability to deliver in multiple channels (web, mobile/tablet, call center, IVR, social/community, branch), must mature from brainstorming strategy to refined omnichannel capability. An ominichannel content delivery system allows for authentic smart delivery of content, no matter the channel or modality.

Catch Up with Frank at Gilbane

Track T: Re-imagining the Future: Technology and the Postdigital Experience

T1: Are You Leveraging All the Mobile Technologies Required for Competitive Mobile Engagement?
“Come As You Are: Multi-Modal Interface is Essential to Mobile Customer Engagement”
Tuesday, December, 3: 1:30 p.m. – 2:30 p.m.

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