How to build your brand in a customer controlled and highly connected marketplace

1. Wikibrands – Building a Brand in Today’s Social Media Landscape Sean Moffitt @SeanMoffitt President & Chief Evangelist, Agent Wildfire Sept 29, 2009 A Presentation to:

2. Sean Moffitt – Last of the Blonde Change Agents

4. I love Seattle..

5. Are You Ready To Become Certified Social Media Brand Advocates?

8. Marketers Never Forget – Humans are Hard Wired Social Animals

9. White Paper Mania

11. Do Brands Still Matter? Do they belong in Social Media?

12. Brands still Matter…. … it’s just that…

14. Shift Happens…Customer Needs Change

15. Customers are in the Driver’s Seat

17. “ Something you Buy” “ Something you Trust” “ Something you Want” “ Something you Prefer” “ Something you Love” “ Something you Participate In” There is a new currency on how to build brands

18. Running - Nike Plus Finance- American Express Hospitality – My Starbucks Idea B-to-B - Intuit Quickbooks Community Automotive - Camp Jeep Travel – Starwood’s The Lobby Tech – Dell Ideastorm eCommerce – eBay Powersellers Startup - Freshbooks

19. Should we talk about the elephant in the room…

20. Marketing has had a Gift Drop in Their Lap

22. Culture Gap– These Sides Don’t Play in the Sandbox with Each Other “ Social media is not a red discipline, a blue discipline, it’s a united discipline”

23. Knowledge Gap: We lag our customers at understanding the rules and tools of playing this new game Question: How familiar are you with the tools of social media? 71% of marketers are less/only equally familiar with the use of social media tools than their customers Source: com.motion Poll

24. The biggest obstacles that continue to exist in implementing social media/WOM in your company/clients? 1. Inability to measure 40% 2. Lack of budgets 31% 3. No accepted standards/benchmarks 29% 4. Fear of loss of control 29% 5. Inability for culture to accept 25% 6. Technical skills/expertise not in place 23% 7. Do not understand diff. bet. Mass marketing 21% Source: Agent Wildfire Buzz Report 2009 Implementation Issue – Lip Service > Action

25. Wikibrands: Culture – Strategy - Tactics

26. The Case for Brand Communities and the Social Brand

27. How to get this guy to say yes?

28. $$$$ - Ching Ching… 79% of firms will be increasing investment in Web 2.0 technologies; only 6% will decrease. Source: Gartner, Sept 2009

29. The New 2.0 Frontiers “ Internal purposes” 65% “ External purposes” 58% “ Working with partners and suppliers” 41%

30. Who’s managing our marketplace reputation anyway? 2/3 rds of a company’s touchpoints are now customer/user-generated - not brand or company- generated. Source: McKinsey

31. Brand Prerogative – Engaged Brands Grow, Closed Brands Don’t Engaged brand value +18% Non-engaged brand value -6% Source: Interbrand 2009 Best Global Brand s report

32. The Bald Headed Genius and Egg-Headed Magazine Says So

33. Gartner predicts among Fortune 1000 companies over the next two years: 60% will build an online community… … and 50% will fail The Future is Tribal

34. Brand Advocacy That Spreads Word of mouth evangelism – Maker’s Mark Ambassadors Referral – Mozilla “Spread Firefox” Recommendation – P&G’s Tremor /Vocalpoint Badging – Livestrong

35. Brand Insight that’s cheaper, faster and more effective Idea stimulus – Dell Ideastorm Market research/polling – Mattel’s Playground Market scouts/intelligence – American Express’ Open Forum

36. Brand Content that is creative, innovative and customer friendly Co-innovation – SAP Business Process Solution development – Oracle Creative development – Threadless User-generated content – Current TV User reviews – Petco

37. Brand Support that is cheaper, revenue driving and relevant Sales and traffic – eBay Powersellers Value-added commerce – Lego Mindstorms Education & Advice – Intuit Customer service – Comcast Cares Co-Ownership – MyFootballClub

38. Brand Perception that is positive, respected and engaged Affinity – Jeep Empathy – Fiskars Respect – American Express Member’s Project Awareness – Skittles Lead a Conversation/PR – MEC The Big Wild

39. Brand Serendipity that adds a ring of success Stories & Testimonials – Nuts About Southwest Viralness/Crisis Management – Barack Obama’s “Change You Can Believe In”/ “Fight the Smears” Traditional News PR value – Dove’s Campaign for Real Beauty Corporate Social Responsibility – VanCity’s “Change Everything”

40. Ten Things to Get Right in Brand Social Media

41. Percentage of executives who believe the Customer Experience is the new battleground - 95% Percentage that believe they are delivering a positive customer experience - 80% Percentage of their customers who agree - 8% Listen/Engage Your Customer

43. Turning Users, Customers and Consumers Into Authors, Producers, Scouts, Testers and Collaborators & Broadcasters Into Community Members, Advocates, Ambassadors and Evangelists Thinktank/ Sounding Board Scout/ Mystery Shopper Advisory Council/ Cause Torchbearer Seeded Adopter/ Beta Tester Customer User Consumer Collaborator/ Producer Evangelist/ Ambassador/ Advocate Community Member/ VIP Insider Brand Fans What if you treated customers like fans?

44. FOCUS – “ Why are we doing this/what are we doing?”

45. FOCUS– Marry All Parties’ Interests/Capabilities Two Big Axioms Social/member needs > Company needs Focus > Technology/Platform

46. Members/Customers Values/Lifestyle/Desires

48. Area of Benefit “ what do you want to achieve?” Scale/Size of Collaboration “ how big will it be?” Depth of Collaboration “ how much member involvement is expected?” Exclusivity of Membership “ how open is your community?” FOCUS – Answer the Questions..

49. Area of Benefit - Microsoft Feedback - Emerging top issues - Product issues identified Advocacy - Word of mouth/evangelism/Sharing - Important stakeholders - VIPs Support - Break-fix issues - Recognize people who provide answers Nestor Portillo, Microsoft – Worldwide Director, Community and Offline Support

51. LANGUAGE & OUTREACH “ do I like this/can I identify with this?”

52. “ It doesn’t matter what you say, if I don’t like the way you’re saying it” James Cherkoff, Collaborate Marketing

54. Outreach - The Community Tentacles Community Portal Content Engine Blog/RSS Social Targeted Findability Visual Multimedia Updates Interesting- ness Conversation Collaboration Offline Direct Grassroots Outreach Badging Aggregation

55. Visual Outreach – Not Everyone is Equal

56. “ The Ones Who Create Ideas” “ The Ones Who Spot & Scout New Stuff” “ The Ones Who Sell and Lead Opinions” “ The Ones Who Provide Credibility” “ The Ones Who Attract Attention” “ The Ones Who Connect & Spread the Word” Seeding the Influencer Curve…at the Right Time

57. INCENTIVES & MOTIVATIONS “ what’s in it for me?”

62. Matching Incentive to Motivation

63. RULES “ what can/can’t I do here?”

66. TOOLS & PLATFORM “ how and where does it work?”

68. Platform Choices

70. Amazon - Designed for Socialness Amazon – Designed for Socialness

71. COMMUNITY MANAGEMENT “ who will lead the conversation?”

72. How to Avoid This…

73. Community/Brand Evangelists - Tasks

74. LIFE STAGE OF THE COMMUNITY “ when do we need to adapt?”

75. The Life Stage of Social Media/Community Fresh produced content Highlight contribution Incentives pitched Networked Seeded audience Milestone achievement User generated content Incentives materialized Mass supported Expected cycle of activity Expansion Broadened focus Company culture change Self-governance Tiered membership

76. METRICS, MEASUREMENT, INSIGHTS & ROI “ what do we measure and look for?”

78. Measurement by Community Objective

79. CULTURE & ORGANIZATIONAL CHANGE “ how will we be changed?”

80. Intuit Quickbooks

81. The FLIRT Model – A Recipe for Community Success

82. The Future of the Social Brand

83. Source: Agent Wildfire Buzz Report 2009 Beliefs are Changing Beliefs Strongly Agree Agree Agencies need to radically reinvent themselves to stay competitive 39% 44% Managing the customer experience is the key battleground for business 32% 50% We will be able to track conversations much more accurately over the next decade 28% 48% The marketing will become much more important to their org. by leveraging SM/WOM 20% 54% Radically new social media and word of mouth tactics will be adopted in the next few years 20% 51%

84. A Palette of New Strategies & Tactics Await Source: Agent Wildfire What forms of social media/word of mouth will experience the most growth in the next few years ? (top 3 choices) Social media marketing 37% Social network marketing 35% Mobile marketing 34% User-generated Content 31% Influencer marketing 28% Brand communities 20% Customer forums 17% Branded entertainment 16% Cause-related marketing 14% Brand microblogging 14% Buzz marketing 13% Corporate/brand blogging 11%

88. Sean Moffitt smoffitt@agentwildfire.com (416) 255-4500 Twitter: @seanmoffitt www.AgentWildfire.com Blog: Buzz Canuck