How to Reach Consumers Who Won’t Sit Still Distributing Brand Experiences

Join the Conversation on twitter. Please include #sitstill in your tweets. search.twitter.com#sitstill Scott Shamberg @shamberg Allyson Hohman @aliho99 Critical Mass @criticalmass

Experiences, we all have them. Hundreds of them. They define our likes, our loves and our lives. Some experiences are good, some bad, some are even questionable, but we care about are the valuable ones because they happen on OUR terms. How do you create an extraordinary experience as a brand? Give consumers the content they want when they want it. In other words, be ON DEMAND .

Defining “ On Demand ”: Consumers expect you to be available whenever they want – the instant provision of service, information or entertainment. Being equipped with the right messaging in the right place when the consumer chooses to engage is being ON DEMAND .

Defining Characteristics Boomers are idealistic, competitive and question authority. They work to stand out from the crowd and put their own stamp on things Generation Xers are eclectic, resourceful, self reliant, skeptical and highly adaptive to both change and technology Millennials are globally concerned, collaborative, realistic, media savvy and environmentally conscious

How Do I Reach Them? 43% of Millennials say they would pay for news and information versus 36% Boomers ** 74% of Millennials are more likely to pay attention to a company’s messages if the company has a deep commitment to a cause * Education + Debt = savvy bargain hunters of Gen Xers Boomers use of online social network sites has more than quadrupled in the past four years -- from 8% in 2005 to 35% in 2008 *** 2007 Cone Millenial Cause Study ** Frank N. Magid Associate's Generational Strategy *** Pew Internet & American Life Projects, December 2008

How Do I Reach Them?

43% of Millennials say they would pay for news and information versus 36% Boomers **

74% of Millennials are more likely to pay attention to a company’s messages if the company has a deep commitment to a cause *

Education + Debt = savvy bargain hunters of Gen Xers

Boomers use of online social network sites has more than quadrupled in the past four years -- from 8% in 2005 to 35% in 2008 ***

2007 Cone Millenial Cause Study

** Frank N. Magid Associate's Generational Strategy

*** Pew Internet & American Life Projects, December 2008

The creation of an On Demand Framework is essential .

1.0 On demand brands are insightful. The act or result of apprehending the inner nature of things or of seeing intuitively . Merriam Webster

insightful

2.0 On demand brands are remarkable. “ Half-measures simply won't do. The only way to grow is to abandon your strategy of doing what you did yesterday, but better. Commit.” Seth Godin

remarkable

3.0 On demand brands are valuable. “ Frequent online purchasers are more likely to spend more money at Web sites that offer personalization…” Cyber Dialogue

4.0 On demand brands are dynamic. “ 2.83 million pieces of new content are posted every day…” Nielsen BuzzMetrics

dynamic

5.0 On demand brands are portable. “” I'm on a Virgin America plane heading to NYC—with onboard wifi it's like a flying office” Biz Stone - Twitter

=

6.0 On demand brands are conversational. “ " Online media has transformed into a social and interactive experience, and brands are anxious to target messages to the active consumer audiences that are flocking to these platforms.“ Rob Crumpler, CEO of BuzzLogic

7.0 On demand brands are everywhere.* “ Consumers don’t see the difference between marketing channels. They just see the brand and then use the channel that’s most convenient for them at that time” eMarketer * Everywhere they need to be

Everywhere

The Foundation of Distributed Experiences Identify marketing objectives 2. Create Opportunity Score CM 3. Prioritize touch points via Distribution Map CM 4. Build an activation plan with the right mix of assets 5. Measure and optimize based on consumer behavior

Identify marketing objectives

2. Create Opportunity Score CM

3. Prioritize touch points via Distribution Map CM

4. Build an activation plan with the right mix of assets

5. Measure and optimize based on consumer behavior

Opportunity Score CM We look at three things: Penetration What’s the penetration of a channel against the target audience? Perception What is the consumer perception of a channel among the target? Potential Can we successfully market to them in a particular channel?

Distribution Mapping

Key Takeaways Start with the customer Evaluate penetration, perception and potential Place your bets Authentic authority Be flexible

Scott Shamberg, SVP [email_address] http://www.slideshare.net/CM1234 search.twitter.com#sitstill Scott Shamberg @shamberg Allyson Hohman @aliho99 Critical Mass @criticalmass