Genius Marketing Lab with Peter Fisk

+genius marketing labPeter Fiskpeterfisk@peterfisk.com@geniusworkswww.theGeniusWorks.com +genius

Change … Winning as a 21st century ‘Gamechanger’ Smarter … Unlocking the power of your brand Faster … Unlocking the power of your networks Impact … making it happen now

1984 +genius

The fall of giants+genius

POWER SHIFT +genius

Customer power +genius

Apple 1984 Charlie’s Finger $900,000 $0 6 months 6 minutes 50 million 580 million +genius +genius

ChangeWinning as a 21st century ‘Gamechanger’

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Who are your most 1 What is your brand’s 1 How can to be more Economic crisis was theimportant customers, or Customers are intelligent inspiring purpose Marketing is about engaging relevant for each“fans”? a changing world cry of and demanding beyond profit? and enabling people different audience? Technology disruptsWhat “energises” your 2 How do toneed to do more 2 Brands make Customers are participants, What distinctively do and connects everythingbest customers for people than logos people’s lives, and the you enableand innovating. creating people toemotionally? world, better? achieve better? Power shifts from West to Competitors challenge Platforms and propositionsWhat do they small to East, big to what 3 What is theand cross-sector 3 globally revolution, How do stronger brands build you offerbe “enabled” to do, that the cause, the fantastic “value” and be New opportunitiesthey cant do now? Customers have new movement, you lead? profitable? and communities Networks emerge in whitespaces attitudes and priorities deliver faster connectionsExamples: Examples: Examples: Winning is about ideasGaranti, Skoda, Tumi Benetton, Cemex,matters Value creation Virgin Lego, Mini, T-Boxwhilst also Focus on now not about capabilities more than size or share designing the future +genius

Winners +genius

+genius LOSERS

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West East Big SmallBusiness Customer Mass NicheVolume Value +genius

Here’s to tHe crazy ones ... “Times of turbulence are the mostThe misfits. The rebels.The troublemakers. exciting times ... becauseThe round pegs in the square holes.The ones who see things differently. everything changes”Theyre not fond of rules.And they have no respect for the status quo.You can praise them, disagree with them,quote them, disbelieve them,glorify or vilify them.About the only thing you cant do isignore them.Because they change things.+genius

iPod born in a recession 2001 MTV born in a recession 1981 Microsoft born in a recession 1975 HP born in a recession GEborn in a 1929recession 1876 +genius

A new generation of business Unlocking the powerseizing the opportunity of change

2012 … new leaders +genius

PARADOX +genius

Mobility +genius

CONTENT +genius

networks +genius

+genius RENTAL

FRUGAL +genius

SUSTAINABLE +genius

Future proofed +genius

NETWORKS +genius

POSSIBILITIES+genius

FROM PUSH ... $ $+genius ... To pull

FROM few ...+genius ... To many

connecting+genius

RELATIONSHIPSMore CAPABLE +genius

+genius Participative

HUMAN +genius

DRAMATIC +genius

+genius EXPERIENCES

attention participation Functional EMOTIONAL Push Pullinterruption Engagement market Movement +genius

magical+genius

They are the gamechangers Unlocking the power the next generation of brands +genius

CAN YOU CHANGE? +genius

Gamechanger Profiler +genius Human Creative Responsible Networked Social Participative Purpose to make Shaping markets Making a difference Building networks Connecting Collaborating to life better in a through vision and socially and of partners and people and their engage and profitable way total innovation environmentally customers passions enable more 20 20 20 20 20 20 15 15 15 15 15 15 10 10 10 10 10 10 5 5 5 5 5 5 0 0 0 0 0 0Objective to make Competing by Complying with Using existing Customers are Making andgreat products and being slightly legal and ethical supply and anonymous and selling products to maximise profits better or cheaper standards distribution chains individual customers© GeniusWorks 2012

Here’s to tHe crazy ones ...WHAT WILL YOU DO?The misfits. The rebels.The troublemakers.The round pegs in the square holes.The ones who see things differently.Theyre not fond of rules.And they have no respect for the status quo.You can praise them, disagree with them,quote them, disbelieve them,glorify or vilify them.About the only thing you cant do isignore them.Because they change things.+genius

+genius Who is really good at What could you do this in your world? in your business? Human … customer-driven, human-centred emotionally- Silent Silent engaging business Creative … innovative to think bolder and simpler, Silent Silent different and better Responsible … doing better by doing good, Silent Silent socially and environmentally Networked … built around networks and partnerships of Silent Silent supply and demand Social … social media and online communities, but local and tribal too Silent Silent Participative … crowdsourcing, co-creating, collaborating with customers Silent Silent© GeniusWorks 2012. All rights reserved.

Next generation businesses Smaller and faster, they play Gamechangers see thingsexploit disruptive change “judo” against old leaders. differently …Seizing new opportunities of Ideas and IP at their core, • Humanemerging growth markets delivered with partners. • Creative • ResponsibleGlobal and local, focused on Engaging people individually, • Networkedniche audiences and needs. enabling them to do more • Social • ParticipativeFusing digital and physical to Innovating business modelsdeliver the best of both. to engage and differentiate They rethink, reframe, reinvent and restart …Shaping markets in their own Winning by profit not volume,vision, focus and innovation. advocacy not advertising. Smarter and faster.. +genius

SMARTERUnlocking the power of your brand

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“I don’t want a drIll”+genius

Brands are about people enabling them topower Unlocking the do more +genius

Harleys, great bikes? +genius

… BuIldIng a trIBe +genius

ZAPPOS, SELLING SHOES? +genius

… delIverIng HappIness

1 1 1 1 Who are your most 1 What is your brand’s 1 How can to be more important customers, inspiring purpose relevant for each or “fans”? beyond profit? different audience?2 2 2 2 What “energises” your 2 How do to make people’s 2 What distinctively do best customers lives, and the world, you enable people to emotionally? better? achieve better?3 3 3 3 What do they what to 3 What is the revolution, 3 How do you offer be “enabled” to do, that the cause, the fantastic “value” and be they cant do now? movement, you lead? profitable? Examples: Examples: Examples: H&M, Skoda, Tumi Benetton, Cemex, Virgin Lego, Nike, T-Box +genius

Search for deeper insight Unlocking the powerabout what energises people +genius

+genius DEEPER insight Energisers “Aspirations” “Distinguishers” What would excite me? Enablers “Wants” “Differentiators” What do I want to be able to do? Essentials “Needs” What is necessary and expected? “Must Dos”© GeniusWorks 2012. All rights reserved.

H&M, Energisers+genius

Tumi, NICHes+genius

FORD, EXTREMES+genius

Have a bolder purpose Unlocking the power beyond making money +genius

BENETTON, PROVOCATIVE+genius

CEMEX “People are builders. They build to educate, to heal, to shelter and comfort families. They build to connect with each other, to share their art and knowledge for the benefit of humanity. Everything people build requires strength to weather the forces of nature and time. It requires a solid foundation. By helping people to solve their building challenges in communities around the world, we are a vital part of that foundation. Our products are everywhere, from the smallest villages to the largest cities – linking communities, providing shelter, and enabling society’s sustainable growth. CEMEX, DOING MORE As a global industry leader, Cemex will continue building a better world for the next 100 years”+geniusme+genius

VIRGIN, making change+genius

Propositions engage people Unlocking the power relevant and different +genius

PROPOSITIONS+genius

PROPOSITIONS +genius

+genius Focused propositionS Customer value proposition The target customer Who? (Who is the target segment) The customer context What? (What they want to achieve) + The distinctive benefits Why? (How you help them do it better) + The relative price position How much? (% more or less than alternatives) - The customer trade offs What not? (What they could get else where) - Value to customer =© GeniusWorks 2012. All rights reserved.

TATE MODERN+genius

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Build brand platforms Unlocking the power not campaigns +genius

IBM “sMarter planet”+genius +genius

+genius Brand platforms Brand platforms are stories and are digital and destinations physical Brand platform Engaging Selling people Sharing Educating Collaborating Showcasing Connecting Personalising© GeniusWorks 2012. All rights reserved.

coKe “lIve posItIvely” +genius

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NIKE+ +genius

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+genius What is your purpose? Silent Who are the participants? Silent What is the proposition? Silent What is the How will you content? Silent attract people? Silent What will be How will they created? Silent participate? Silent What will be How will it iconic? Silent self-sustain? Silent© GeniusWorks 2012. All rights reserved.

Create better solutions Unlocking the power through concept fusions +genius

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Desperate Video Housewives iPod Motorola Photo Phone(RED) Nano Podcasting 60G Shuffle MiniLegalising Music Iconic iTunesFilesharing Store design White Imitation Ad cables And buzz Graphics Exclusive U2 iPod Releases Vertigo Brand Success Special Story Edition Apple iMac Steve Jobs

+genius Innovative fusion Example: Banks Silent Cashiers Bars Long Queues Finance Complicated Transactions Boring© GeniusWorks

+genius Innovative fusion Example: Banks Silent Funky music Cashiers Great service Bars Openness Long Queues Take a seat Finance About lifestyle Complicated Made easy Transactions Community build Boring Fun© GeniusWorks

+genius Innovative fusion Example: Banks Silent Funky music Funky Cashiers Great service Concierge Bars Openness Sofas Long Queues Take a seat Caffe Latte Finance About lifestyle Life Complicated Made easy Colourful Transactions Community build Community Boring Fun Fun© GeniusWorks

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+genius What are the existing What can you learn from characteristics of your your “creative parallel” What is the fusion? industry? (sector, geography)? Silent Silent Silent Cashiers Cashiers Cashiers Bars Bars Bars Long Queues Long Queues Long Queues Finance Finance Finance Complicated Complicated Complicated Transactions Transactions Transactions Boring Boring Boring© GeniusWorks 2012. All rights reserved.

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Phone + Internet + TV Energy + Water + Banking+genius

Innovate your business model Unlocking the power the best source of differentiation +genius

New Business models +genius

+genius Business models Supply Market Networks Networks Assets and Products & Value Channels & Customer Capabilities Services Proposition Support Segments Costs Performance Revenues© GeniusWorks 2012. All rights reserved.

ARAVIND EYECARE+genius

+genius7 Business models Supply Market Networks Networks Assets and Products & Value Channels & Customer Capabilities Services Proposition Support Segments Costs Performance Revenues© GeniusWorks 2012. All rights reserved.

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GROUPON +genius

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SPOTIFY +genius

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KINGDOM +genius

+genius Freemium How could you give your product away Silent free and still make money? Gateway How could your be the aggregator for Silent your marketplace or customer type? Subscription How could you sell subscriptions Silent (leasing, rental, pay per use)?© GeniusWorks 2012. All rights reserved.

1 Build brand platforms, 1 Develop concepts not 1 Rethink the “system” not campaigns products or services that enables customers2 Enable participation 2 Combine unusual ideas 2 Explore value spots and not interruption to create fusions new revenue streams3 Create content, don’t 3 Reframe your brand 3 Design a differentiating just sell stuff around what you enable business model Examples: Examples: Examples: IBM Smarter Planet Umpqua Bank Spotify Nike+ Grameen Danone Ultra 10 +genius

FASTERUnlocking the power of your networks

customers Participants BRANDS Ideas PRODUCTS ENABLERS PRICE Context PROMOTION Engagement PLACE PARTNERSRELATIONSHIPS COMMUNITIES +genius

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1 Who can do each aspect 1 Who are the brands 1 Which online or physical of your business better that your target networks do your than you? customers trust most? customers belong to?2 How could you work 2 How can you be an 2 How could you support faster and smarter with ingredient in another them in connecting with each business partner? brand’s concept? each other?3 Could you partner with 3 Which aspects of your 3 How can you add more your competitors to each business could you value and content to their more together? license or franchise? networks? Examples: Examples: Examples: Ed Hardy, P&G, Tchibo M-Pesa, Groupon, Threadless Lego, Danone, Oriflame +genius

AUDIGIER, FRANCHISED

SKODA, SOLD IN A BOX

TCHIBO, WEEKLY RANGE

You are the ideas peoplelet partners dothe power stuff Unlocking the other

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Try it out yourself Talk with consumers in depth Observe them in everyday situationsLearn from complaints and online forumsUse qualitative and quantitative research consumer immersion+genius

consumer immersionConnect & Develop Design Thinking +genius

60% Profits growth+genius

Exploit the power of networks Unlocking the power forget the old “linear” models

saFarIcoM, aFrIca’s BanK+genius

M-PESA, MOBILE MONEY+genius

GLOBAL NETWORKS+genius

LOCAL NETWORKS+genius

Be part of customer networksadding value to theirpower Unlocking the communities

ORIFLAME COSMETICS+genius

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FC BARCELONA+genius

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Grameen Bank+genius

Grameen Danone+genius

LEGO +genius

3000 “lead users” co-create customised products and recommend others 4.0 million worldwide users register their details enabling a personal dialogue and relationship 8.6 million worldwide users participatedirectly with Lego in their online community, but are not registered by name20.4 million customers worldwide bought aLego set in the past 12 months for their own or other active households +geniusme

world’s BIggest vlogger +genius

Social INFLUENCE1 2 3 +genius

RED BULL @Facebook +genius

UPS @Facebook +genius

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+genius Affinity branding Which brand How could you does your add love with an customer love affinity brand? and trust most? Solution branding Which other related brands How could you do they use as add value as a part of solution? solution brand? Which other Ingredient branding brands could How could you use you as part add reach as an of their solution? ingredient brand?© GeniusWorks 2012. All rights reserved.

Get connected to So-Lo-Mo Unlocking the powerall about people, time and place

Consumers in a mobile world +genius

SO-LO-MO consumers+genius

Social Mobile Local SO-LO-MO consumers+genius

LOCALISING

personalising

playing

changing

+genius Social media is tribal and collaborative (eg Facebook, sports clubs, employer) How can you How can you combine combine social + local? social + mobile? How can you combine local + mobile? Local media is about relevance Mobile media is about time and personal (eg Foursquare, and place (eg Google, Groupon, local press) Kelkoo, Epocrates)© GeniusWorks 2012. All rights reserved.

THREADLESS +genius

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Make it cool and catchy Unlocking the power contagious conversations

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MINI ADVENTURE +genius

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+genius FRO-YO DESIRE

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PROVOCATION +genius

TWEET-UPS +genius

FLASH SALES +genius

FROM MARKET STALL +genius

TO GLOBAL BRAND +genius

$250M in 6 YEARS+genius

1 Find “affinity brands” 1 Integrate media around 1 Drive communication who your customers love “social” and “local” around topical agendas2 Be a “solution“brand, 2 Integrate media around 2 Employ “connectors” to aggregating others “local” and “mobile” bring people together3 Add your brand as an 3 Integrate media around 3 Promote “extreme” and “ingredient” of others “soclal” and “mobile” celebrity users Examples: Examples: Examples: Amazon Threadless Pinkberry Gore Mini Superdry +genius

IMPACTMaking it happen now

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ICONIC Apple and Obama embracing stories, distinction and aspirations RESPONSIBLE DESIGNED From Nintendo to Aravind and Tesla Shanghai Tang, delivering social and function and form environmental that enables innovation more NETWORKED COLLABORATIVE Current TV and Alibaba and Lego, Threadless, connecting your co-creating and customers and user-generated partners HUMAN Focused From Aveda to Aberchrombie to Pixar, more Zappos, they know purpose and more who, what and empathy for where matters people most+genius +genius

More More Products More More Messages More More Channels More Propositions Pricing Sales Iconic &Human Services Collaborative Responsible & Media Creative Networked & Partners Focused 1 2 3 4 5 6 7 Customers Be the Go deep Have an Deliver Tell a Find the Don’t define Specialise in Relationship as thought diving for inspiring more social different emerging markets by one niche not building Participants leader insights purpose benefits story whitespaces geography everything 8 9 10 11 12 13 14 Brands Create your Tell your Define what Have a Express Become an Focus on the Changed as character and inspiring you enable cause you yourself more ingredient one word that priorities Ideas personality story people to do believe in flexibly brand defines you 15 16 17 18 19 20 21 Solutions Redefine Customise Co-create Offer a Develop Innovate the Rationalise as your market solutions for products and new type of new entry system your product Enablers on your terms each person services guarantee points (do an iPod) portfolio 22 23 24 25 26 27 28 Pricing Make it free Offer luxury Customers Charge for Reengineer Super-size Enable Shorter more Win and as redefine you products at a choose their services and mini-size Share risk to price group buying selective winback Context b-model) low prices price (time, advice) your offers points incentives promotions 29 30 31 32 33 34 35Communication Have an Be open, Co-create Be the local Create a Encourage Stay fresh, as opinion, be honest and your media partner, branded tweets, blogs topical and Engagement provocative authentic and message small, caring game and fanclubs relevant 36 37 38 39 40 41 42 Distribution Fewer, more Link with Cross sell Reduce Deliver License and Target Retain and Go green as exclusive Accelerate affinity partners, and impact and integrated franchise non-existing Profit grow now Partners Partners brands them you waste experiences your concept customers 43 44 45 46 47 48 49 Relationships Create a Celebrate Give Enable Facilitate and Incentivise Do more Maintain Get our as members their success customers customers to support their customer for your best confidence thereCommunities club (and yours) equity do good communities referrals customers +genius

What will you do?Unlocking the power Do something

Accelerating Growth +genius

Innolab process Ideas Factory Exploring the possibilities for innovation Exploring the best opportunities to grow based on future scenarios, customer immersion, parallel worlds, emerging trends and creative hypothesise. Focus Stretch IMPACT Explore Insight Ideas Insights emerge out of the collation of knowledge from different perspectives, fused with creative thinking. Insights are “flashes of inspiration”, and Outputs include: platforms from which to generate better ideas. 1. Opportunity maps 2. Future scenarios By understanding the problem better, we have 3. Parallel worlds more chance of creating successful solutions. By 4. Customer insights focusing on real insights, we develop new ideas, 5. Ideas generation more ideas and better ideas.© GeniusWorks 2012. +genius © GeniusWorks 2010

Innolab process Design StudioCreating and shaping the best ideas Elevating ideas to a more powerful and conceptual level – so that they are stronger and better able to solve the problem. Connecting ideas into bigger Frame Create IMPACT Fuse Shape Evaluate concepts, finding the bigger idea. Considering the function and then the form of theseOutputs include: bigger ideas, enhancing their practical usability and 1. Context framing aesthetic appeal. 2. Disruptive creation 3. Idea fusion Looking beyond products and services to design new 4. Evolutionary design business models and experiences, how they fit as part 5. Concept evaluation of a broader solution, and evaluating their value potential for customers and business.© GeniusWorks 2012. +genius © GeniusWorks 2010

Innolab process Impact Zone Accelerating the best new concepts into the market.Turning best ideas into market success Focusing your creativity and innovating the market too. But launch is just the starting point - changing people’s Develop Define IMPACT Launch Deliver Evolve attitudes, encouraging new behaviours. Finding spaces in the market that you can make your own, defend and grow. Telling your story, in ways that areOutputs include: compelling and contagious. 1. Accelerated delivery 2. Value propositions Shaping markets in your own mind rather than being a 3. High impact entry slave to somebody else’s vision. Stretching and 4. Delivery horizons evolving ideas so that can have even more impact, and 5. Managing the vortex stay a step or two ahead.© GeniusWorks 2012. +genius © GeniusWorks 2010

What will you do tomorrow? whilst also shapingpower Unlocking the your future

And one more thing … Unlocking the power think different

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Our greatest fear is not that we are inadequate.Our greatest fear is that we are powerfulbeyond measure.It is our light not our darkness that mostfrightens us.We ask ourselves, who am I to be brilliant,gorgeous, talented and fabulous?Actually, who are you not to be?Your playing small does not serve the world.Theres nothing enlightened about shrinking so thatother people wont feel insecure around you.Its not just in some of us; its in everyone.And as we let our own light shine,we unconsciously give other peoplepermission to do the same.As we are liberated from our own fear,Our presence automaticallyliberates others. +genius

BE THE GAMECHANGER +genius

BE THE GAMECHANGER+genius

+geniusmeHow can you be a geniusin the Middle East?Inspiring ideas• Bolder brands• Smarter innovation• Better marketingAccelerating growth• Gamechanger• Innolab• BrandoptimaDeveloping people• CEO mentoring• Leaders XT• Cambridge AcademyContact Peter Fisk andHany Mwafy athanymwafy@me.comwww.GeniusMe.net +genius

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Genius Marketing Lab with Peter Fisk

by Peter Fisk

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