BRIDGING THE GAP
MADISON AVE | SILICON VALLEY
   AGENCIES | STARTUPS
“THE TWO CULTURES” - C.P. SNOW


 Scientists vs. Artists
 “...of a problem which had been on my mind for
 some time. It wa...
MY CIRCUMSTANCES


 I’m an ad agency guy...
 At a digital agency...
 Who used to work at Internet startups...
 After I wen...
I BEGAN TO NOTICE...


  I was the only agency guy at a technology event
  I didn’t see marketing talent in startups
  I h...
I BEGAN TO NOTICE...


  I didn’t see startup folks at marketing events
  I heard programmers not interested in agency car...
MADISON AVE VS. SILICON VALLEY


 Brand builders and Business builders
 Greater brand demands on Silicon Valley
 Greater t...
WHAT’S TODAY ABOUT?


 A simple premise...
 Startups need a little more marketing chops
 Agencies need a little more techn...
5 LESSONS FROM SILICON VALLEY
1. PROVE YOUR CONCEPT


 Ad agencies are often too stuck on the “big idea”, and sink
 huge advertising budgets into single...
EXAMPLE: BURGER KING
PROCESS ITERATION


 Much conversation about how agencies can adopt an
 “agile” methodology
 Created for software developm...
2. DRIVE EARLY ADOPTION


 Agencies are often fast-followers, not early adopters
 If you only look at what your customer a...
APPLE AND APPS


                      Downloading applications was a foreign experience
                      Now, 27% of...
THE WILDERNESS DOWNTOWN


 Arcade Fire
 HTML 5 the basis for the concept
3. MARKETING WITHOUT MEDIA


 Agencies are conditioned to believe media spending is how
 you drive traffic
 How can you ex...
TWITTER AT SXSW


                       SXSW in 2007 one of the tipping points for Twitter
                       Partner...
APPLE AND EDUCATION


 In the early 80s, Apple had huge success through partnership
 with education
 Donating a computer t...
REVENUE WITHOUT MEDIA


 Startups exploring new ways to get revenue through
 partnerships as well
 Doesn’t have to be expe...
4. STRUCTURE FOR INNOVATION


 Agencies have a narrow definition of creative teams, that
 often doesn’t include technology...
T-SHAPED PEOPLE




    “We look for people who are so inquisitive about the
  world that they're willing to try to do wha...
HOW CAN THE CROWD HELP?


 Crowdsourcing doesn’t mean you have to get rid of the
 creative department... or lose control
 ...
5. EXPLORE NEW PRODUCTS


 Agencies are service businesses... compensation is based on
 hours put in
 Many agencies create...
TWITTER FROM ODEO


 “We were forced to reinvent ourselves.
 Reinventing the company started with a daylong
 brainstorming...
GOOGLE’S PRODUCT MACHINE


 Google’s commitment to r&d and lots of product releases and
 new iterations... not all are suc...
NOT JUST PRODUCTS, BY-PRODUCTS


 Jason Fried, Rework
 37 Signals and Coudal Partners a nod towards how agencies
 might br...
LESSONS FROM SILICON VALLEY
1. PROVE YOUR CONCEPT
2. DRIVE EARLY ADOPTION
3. MARKETING WITHOUT MEDIA
4. STRUCTURE FOR INNO...
LESSONS FROM MADISON AVE
1. MAKE BRANDING TOP PRIORITY


 You can build traffic
 You can build revenue
 But are you building a brand?
 Branding sho...
WHAT IS A BRAND?


 A brand is not a logo...
 A brand is not a tagline...
 It’s a promise
 It defines what you stand for
 ...
THE FACEBOOK BRAND


 Brandz - Millward Brown annual study of top brands
 Value a combination of earnings and brand percep...
THE ZAPPOS BRAND


 Zappos has a much clearer brand identity, but it’s a much
 stronger inward-facing brand
 “For us our n...
WHAT’S YOUR BRAND?


 What promise are you making?
 Are you meeting or breaking that promise?
 In every touchpoint?
 Is it...
2. ADVERTISING WORKS


 It works as a way to build your audience
 When done correctly, it can return a measurable, positiv...
ZAPPOS


 “I'd rather spend money on things that improve the customer
 experience than on marketing.” - Tony Hsieh
 But le...
WHY ADVERTISING?


 Advertising is a catalyst for word-of-mouth
 Some of the most successful “viral” campaigns had signifi...
YES, EVEN OFFLINE ADVERTISING


                      Sometimes offline advertising might work best
                      ...
REVENUE GENERATOR


 Advertising is also a revenue generator
 Shift in the business models being used by startups?
 Two bi...
3. BUILD RESEARCH INTO YOUR DNA


 Beta isn’t the only way to test
 Test BEFORE beta
 Agencies take consumer research seri...
FIND SIMPLE WAYS TO DO RESEARCH


 Small investments in research can have huge returns before
 you spend on advertising
 M...
A FEW TOOLS TO HELP


 Online surveys: E-Rewards.com
 Category research: Compete.com
 Usability testing: Usertesting.com
 ...
4. GET PITHY


  Agencies are experts in communication
  Masters of the “pithy”
  Sometimes it’s not what you say, but how...
FACEBOOK’S COMMUNICATION ISSUES


 Facebook Beacon, 2007 - shut down
 Brought back as Facebook Connect in 2008
 Facebook O...
MOST RECENTLY... FACEBOOK PLACES

    **ACTION IMMEDIATELY** - Facebook launched
    Facebook Places yesterday. Anyone can...
5. MARKETING LEADERSHIP


 Most startup partnerships rely on technology and business
 talent, but marketing should be core...
THE METHOD STORY


 Method founded by an account planner, Eric Ryan
 Saw a need in the marketplace
 Began with brand build...
WHO IS THE MARKETING LEADER?


 Many startups only consider advertising sales as the
 marketing leadership within the busi...
LESSONS FROM SILICON VALLEY
1. PROVE YOUR CONCEPT
2. DRIVE EARLY ADOPTION
3. MARKETING WITHOUT MEDIA
4. STRUCTURE FOR INNO...
CONTINUING THE CONVERSATION
GREAT CONVERSATION HAPPENING


 Jason Fried
 Bud Caddell
 Bob Greenberg
 Paul Graham
 Tony Hsieh
 Tim Brown
CONVERSATION


 What other lessons are there for agencies or startups?
 Who else is doing it right?
 More feedback at Link...
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Bridging the gap: Madison Ave vs. Silicon Valley

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Presentation given at Boulder Digital Works on September 8, 2010 at the Studio Series. 5 lessons that startups and agencies can tech one another.

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Transcript of "Bridging the gap: Madison Ave vs. Silicon Valley"

  1. 1. BRIDGING THE GAP MADISON AVE | SILICON VALLEY AGENCIES | STARTUPS
  2. 2. “THE TWO CULTURES” - C.P. SNOW Scientists vs. Artists “...of a problem which had been on my mind for some time. It was a problem I could not avoid just because of the circumstances of my life. The only credentials I had to ruminate on the subject all came through those circumstances... Anyone with similar experience would have seen much the same things and I think made very much the same comments about them.”
  3. 3. MY CIRCUMSTANCES I’m an ad agency guy... At a digital agency... Who used to work at Internet startups... After I went to art school...
  4. 4. I BEGAN TO NOTICE... I was the only agency guy at a technology event I didn’t see marketing talent in startups I heard arguments about the merits of advertising and branding
  5. 5. I BEGAN TO NOTICE... I didn’t see startup folks at marketing events I heard programmers not interested in agency careers I saw good ideas die in agencies from lack of understanding
  6. 6. MADISON AVE VS. SILICON VALLEY Brand builders and Business builders Greater brand demands on Silicon Valley Greater technology demands on Madison Ave See themselves as distinct, but the lines are blurring
  7. 7. WHAT’S TODAY ABOUT? A simple premise... Startups need a little more marketing chops Agencies need a little more technology chops Focus on what’s working 5 lessons from each Begin the conversation
  8. 8. 5 LESSONS FROM SILICON VALLEY
  9. 9. 1. PROVE YOUR CONCEPT Ad agencies are often too stuck on the “big idea”, and sink huge advertising budgets into single campaigns What if you treated campaigns more like how startups create proof of concepts? Smaller, more “iterative” campaigns
  10. 10. EXAMPLE: BURGER KING
  11. 11. PROCESS ITERATION Much conversation about how agencies can adopt an “agile” methodology Created for software development How can it be adapted within an agency model? Client involvement
  12. 12. 2. DRIVE EARLY ADOPTION Agencies are often fast-followers, not early adopters If you only look at what your customer are currently comfortable with, you’ll always be behind Silicon Valley is great at pushing adoption
  13. 13. APPLE AND APPS Downloading applications was a foreign experience Now, 27% of mobile phone users download apps Apps downloads surpassing iTunes music downloads Source: Deloitte, 2009; Asymco, 2010
  14. 14. THE WILDERNESS DOWNTOWN Arcade Fire HTML 5 the basis for the concept
  15. 15. 3. MARKETING WITHOUT MEDIA Agencies are conditioned to believe media spending is how you drive traffic How can you explore more than just media spending? Silicon Valley looking more to partnerships, word-of-mouth and PR to drive growth
  16. 16. TWITTER AT SXSW SXSW in 2007 one of the tipping points for Twitter Partnership with SXSW to have Twitter on screens in the Austin convention center Tripled user-base over that weekend Source: Twitter blog, 2007
  17. 17. APPLE AND EDUCATION In the early 80s, Apple had huge success through partnership with education Donating a computer to every public school in California, prompting additional purchases
  18. 18. REVENUE WITHOUT MEDIA Startups exploring new ways to get revenue through partnerships as well Doesn’t have to be expected online “ad” formats Custom integrations that make sense
  19. 19. 4. STRUCTURE FOR INNOVATION Agencies have a narrow definition of creative teams, that often doesn’t include technology Question standard “roles” Collaboration at every stage Give a vested interest in success
  20. 20. T-SHAPED PEOPLE “We look for people who are so inquisitive about the world that they're willing to try to do what you do. We call them "T-shaped people." They have a principal skill that describes the vertical leg of the T... But they are so empathetic that they can branch out into other skills and do them as well.” - Tim Brown, IDEO
  21. 21. HOW CAN THE CROWD HELP? Crowdsourcing doesn’t mean you have to get rid of the creative department... or lose control When might it be appropriate?
  22. 22. 5. EXPLORE NEW PRODUCTS Agencies are service businesses... compensation is based on hours put in Many agencies create products to help them service clients Agencies have ideas beyond marketing Agencies need to explore new products, just as startups explore new products as they grow
  23. 23. TWITTER FROM ODEO “We were forced to reinvent ourselves. Reinventing the company started with a daylong brainstorming session where we broke up into teams to talk about our best ideas.” - Dom Sagolla Are agencies meeting on a regular basis to “reinvent” themselves? Or explore new products/services?
  24. 24. GOOGLE’S PRODUCT MACHINE Google’s commitment to r&d and lots of product releases and new iterations... not all are successful iGoogle Google Alerts Google Blog Search Google Images And many more...
  25. 25. NOT JUST PRODUCTS, BY-PRODUCTS Jason Fried, Rework 37 Signals and Coudal Partners a nod towards how agencies might branch out beyond a service business Zappos Insights is a by-product
  26. 26. LESSONS FROM SILICON VALLEY 1. PROVE YOUR CONCEPT 2. DRIVE EARLY ADOPTION 3. MARKETING WITHOUT MEDIA 4. STRUCTURE FOR INNOVATION 5. EXPLORE NEW PRODUCTS
  27. 27. LESSONS FROM MADISON AVE
  28. 28. 1. MAKE BRANDING TOP PRIORITY You can build traffic You can build revenue But are you building a brand? Branding should be intentional... not figured out as you go
  29. 29. WHAT IS A BRAND? A brand is not a logo... A brand is not a tagline... It’s a promise It defines what you stand for It can drive preference, and adds value It can also begin to create culture
  30. 30. THE FACEBOOK BRAND Brandz - Millward Brown annual study of top brands Value a combination of earnings and brand perception Facebook usage is ubiquitous, but how strong is the brand?
  31. 31. THE ZAPPOS BRAND Zappos has a much clearer brand identity, but it’s a much stronger inward-facing brand “For us our number one priority as a company is company culture, and our whole belief is that if we get the culture right then most of the other stuff like delivering great customer service or building a long-term enduring brand will just happen naturally on its own. It's one thing to read about our culture, and it's another thing for me to talk about it, but really the best way to get to know what it's like is to come and take a tour.” - Tony Hsieh, NPR Marketplace How do customers understand the brand?
  32. 32. WHAT’S YOUR BRAND? What promise are you making? Are you meeting or breaking that promise? In every touchpoint? Is it part of your culture?
  33. 33. 2. ADVERTISING WORKS It works as a way to build your audience When done correctly, it can return a measurable, positive ROI Many startups rely too much on word-of-mouth
  34. 34. ZAPPOS “I'd rather spend money on things that improve the customer experience than on marketing.” - Tony Hsieh But less reliance on advertising and marketing doesn’t mean NO reliance on advertising and marketing
  35. 35. WHY ADVERTISING? Advertising is a catalyst for word-of-mouth Some of the most successful “viral” campaigns had significant advertising budgets behind them “Viral” is what happens after you get exposed
  36. 36. YES, EVEN OFFLINE ADVERTISING Sometimes offline advertising might work best 10% advertising spent online, but 21% still spent on newspapers, almost 11% still spent on magazines In some cases, online isn’t always cheapest Source: eMarketer, 2010
  37. 37. REVENUE GENERATOR Advertising is also a revenue generator Shift in the business models being used by startups? Two biggest mobile ad networks bought by Silicon Valley firms, and companies slated to increase mobile ad spending dramatically over next several years Charge for your app, or get ad revenue? Or both?
  38. 38. 3. BUILD RESEARCH INTO YOUR DNA Beta isn’t the only way to test Test BEFORE beta Agencies take consumer research seriously Focus groups, brand tracking studies and more...
  39. 39. FIND SIMPLE WAYS TO DO RESEARCH Small investments in research can have huge returns before you spend on advertising Market sizing Segmentation studies Price-resistance testing
  40. 40. A FEW TOOLS TO HELP Online surveys: E-Rewards.com Category research: Compete.com Usability testing: Usertesting.com Social Media Monitoring: ScoutLabs.com
  41. 41. 4. GET PITHY Agencies are experts in communication Masters of the “pithy” Sometimes it’s not what you say, but how you say it
  42. 42. FACEBOOK’S COMMUNICATION ISSUES Facebook Beacon, 2007 - shut down Brought back as Facebook Connect in 2008 Facebook Open Graph - Instant Personalization
  43. 43. MOST RECENTLY... FACEBOOK PLACES **ACTION IMMEDIATELY** - Facebook launched Facebook Places yesterday. Anyone can find out where you are when you are logged in. gives the actual address  & map location of where you are as you use Facebook. Make sure your  kids know. TO UNDO: go to"Account", "Account Settings", ... See More."Notifications",...then scroll down to "Places" and uncheck the 2 boxes. Make sure to SAVE changes and re-post this! “There is a false rumor that Facebook shares your location without your knowledge or consent. You control your information on Facebook. With Facebook Places, you choose when to share your location by checking in or allowing friends to check you in. Your location is never given to anyone automatically.” - Facebook
  44. 44. 5. MARKETING LEADERSHIP Most startup partnerships rely on technology and business talent, but marketing should be core leadership Agencies created a new role... account planner Bridge between business and creative Consumer insights and research Make advertising more relevant
  45. 45. THE METHOD STORY Method founded by an account planner, Eric Ryan Saw a need in the marketplace Began with brand building in mind and made a promise in the marketplace Creative as important as the product Different approach to working with agencies
  46. 46. WHO IS THE MARKETING LEADER? Many startups only consider advertising sales as the marketing leadership within the business “He said that in the early days Facebook made a point of hiring programmers even for jobs that would not ordinarily consist of programming, like HR and marketing.” - Paul Graham, What Happened to Yahoo Who is the CMO of the startup? If it’s you, should it be?
  47. 47. LESSONS FROM SILICON VALLEY 1. PROVE YOUR CONCEPT 2. DRIVE EARLY ADOPTION 3. MARKETING WITHOUT MEDIA 4. STRUCTURE FOR INNOVATION 5. EXPLORE NEW PRODUCTS LESSONS FROM MADISON AVE 1. MAKE BRANDING TOP PRIORITY 2. ADVERTISING WORKS 3. BUILD RESEARCH INTO YOUR DNA 4. GET PITHY 5. MARKETING LEADERSHIP
  48. 48. CONTINUING THE CONVERSATION
  49. 49. GREAT CONVERSATION HAPPENING Jason Fried Bud Caddell Bob Greenberg Paul Graham Tony Hsieh Tim Brown
  50. 50. CONVERSATION What other lessons are there for agencies or startups? Who else is doing it right? More feedback at LinkedIn Group: http://linkd.in/madisonvalley jkeehler@clickhere.com http://www.blog.clickhere.com http://www.randomculture.com @randomculture

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