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Pepsi ANA Digital Conference Presentation

Cover the Pepsi Pulse strategy, the Real-Time Marketing Framework, Twitter Global Campaign and breakthrough Facebook marketing results

1 of 48
Pepsi Digital
Disruption

Shiv Singh
Global Head of Digital
PepsiCo Beverages

@shivsingh
It all begins with our business priorities

Equity

&

Sales

Trips, Loyalty & Conversion
Brought to life in digital engagement
PEPSI - LIVE FOR NOW
REAL-TIME
DATA DRIVEN
INSIGHTS

ORIGINAL
ENGAGEMENT
EXPERIENCES

UNIQUE
SHARED &
OWNED LED
DISTRIBUTION

SUSTAINED
LOYALTY
ENGAGEMENT

Insights based
on real-time
emotions,
behaviors,
interactions,
attitudes and
cultural
happenings

Real-time and
live social
experiences
Planned &
Reactive.
Non-linear
narratives.
Balanced with
pop culture
tentpoles

Global Pepsi
Pulse media
network tablet, mobile,
website, social.
Pepsi Social
Influencers.
Media as
triggers &
amplification

Pepsi loyalists
drive advocacy
and repeat
engagement.
PXP loyalty
architecture
drives all
measurability.
Loyalists
treated first
4 LEADING EXAMPLES OF THIS
1. EMBRACING RTM COMPLETELY

5
Pepsi ANA Digital Conference Presentation
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Pepsi ANA Digital Conference Presentation

  • 1. Pepsi Digital Disruption Shiv Singh Global Head of Digital PepsiCo Beverages @shivsingh
  • 2. It all begins with our business priorities Equity & Sales Trips, Loyalty & Conversion
  • 3. Brought to life in digital engagement PEPSI - LIVE FOR NOW REAL-TIME DATA DRIVEN INSIGHTS ORIGINAL ENGAGEMENT EXPERIENCES UNIQUE SHARED & OWNED LED DISTRIBUTION SUSTAINED LOYALTY ENGAGEMENT Insights based on real-time emotions, behaviors, interactions, attitudes and cultural happenings Real-time and live social experiences Planned & Reactive. Non-linear narratives. Balanced with pop culture tentpoles Global Pepsi Pulse media network tablet, mobile, website, social. Pepsi Social Influencers. Media as triggers & amplification Pepsi loyalists drive advocacy and repeat engagement. PXP loyalty architecture drives all measurability. Loyalists treated first
  • 5. 1. EMBRACING RTM COMPLETELY 5
  • 8. With new content models in place Planned Strategy RTM Opportunistic
  • 9. Anchored in the RTM framework Real-time INSIGHTS x Real-time RESPONSE Social Graph Data Culture Trends Data Real-time CONTENT STUDIO x Real-time CO-CREATION Ad Targeting Data User Interaction Data Real-time DISTRIBUTION x Real-time ENGAGEMENT CRM Data Sales Data Geo-Culture frame Big Data Driven
  • 10. Here’s an example of a Key Learnings differentiated insight 1. Go from strategy to execution in a matter of seconds 2. Create original, live and real-time, scale experiences 3. Empower execution teams, liberate the lawyers 4. Build your digital infrastructure for a digital world
  • 11. 2. DRIVING POP CULTURE EVERYDAY
  • 12. Brands have to be culture participants Curating the lifestyle that people covet Focusing on their roles in culture not in consumption Making the brands a part of their story
  • 13. 13
  • 14. With engagement loyalty for the brand
  • 15. Anchored in the voice of Pepsi
  • 17. And increasingly driving all content strategy
  • 18. Leading to some rather interesting results
  • 19. Kanye might have tweeted about this as well
  • 22. With new kinds of tracking being put in place
  • 23. NUMBER OF MUSIC/ENT BACKLINKS WEEK OVER WEEK 2000000 1800000 1600000 1400000 1200000 1000000 800000 600000 400000 200000 0 pepsi.com
  • 24. It’s a Global Media Network in 35 countries
  • 25. Here’s an example of a Key Learnings differentiated insight 1. You may not have the right kind of editorial creativity 2. Think about your consumers in their cultural context 3. Rediscover the role your brand can play in culture 4. Turn your advertising department into something else
  • 26. 4. LETTING FACEBOOK COMPETE WITH TELEVISION RIGHT NOW
  • 29. YOU MAY NEED FEWER FANS ON FACEBOOK Facebook US population Total Pepsi reach Pepsi US fan base
  • 30. You may need to compare these “posts”
  • 32. An intense content focus produces results Average post engagement 114% (Facebook) Number of people engaging 179% (Facebook) The viral reach generated 1133% (Facebook) Engagement comparison 7X (Colligent) Active via mobile comparison 40% (Mashable) Results also included significant increases in sales during that period
  • 33. Here’sTakeaways a Key an example of differentiated insight 1. Facebook is a scale platform and it is here to stay 2. Treat the mobile space as an arbitrage opportunity 3. Move from the TV spot to the 4-second Cinemegram 4. Don’t ignore Twitter, it gets 400 million tweets a day
  • 36. Twitter’s largest partnership 2012 Weekly Videos Reveille Music Video Digests Amazon MP3 Code Redemptions Step 1 Step 2 Step 3 Pepsi analyzes weekly trending topic content in the music sector and then curates 60 second videos showcasing what’s hot in music now. Step 4 Nicki Minaj Concert Live-stream
  • 37. And on Pepsi.com for fans around the world
  • 38. With awesome trending topic wins *Full Screenshots in Appendix
  • 39. And strong advertising results 9:50 PM 8/14/2012 11:40 PM 8/14/2012 11.9% 12.5 % Engagement Engagement Barbz: Barbz, #Barbz Starships: Starships, #Starships Super Bass: Super Bass, #SuperBass
  • 40. Letting us win in music culture 2011 2012 5% 40 30%
  • 41. And with the brand objectives How would you rate Pepsi in terms of being associated with music? How likely are you to consider Pepsi the next time you purchase carbonated soft drinks? +15 +17 44% 43% 28% Music Association Top 2 Box 27% Event Unaware Event Aware Purchase Intent Top 2 Box 90% Sig Not Sig
  • 42. Also at retail during the month
  • 43. Here’stakeaways a Key an example of differentiated insight 1. Participate in culture in ways that make sense 2. Create original, live and real-time scale experiences 3. Empower activation teams, liberate the lawyers 4. Real-Time potential across every channel & platform
  • 44. In summary all of this is come back to… PEPSI - LIVE FOR NOW REAL-TIME DATA DRIVEN INSIGHTS ORIGINAL ENGAGEMENT EXPERIENCES UNIQUE SHARED & OWNED LED DISTRIBUTION SUSTAINED LOYALTY ENGAGEMENT Insights based on real-time emotions, behaviors, interactions, attitudes and cultural happenings Real-time and live social experiences Planned & Reactive. Non-linear narratives. Balanced with pop culture tentpoles Global Pepsi Pulse media network tablet, mobile, website, social. Pepsi Social Influencers. Media as triggers & amplification Pepsi loyalists drive advocacy and repeat engagement. PXP loyalty architecture drives all measurability. Loyalists treated first
  • 45. What does this all mean? 1. The marketing ecosystem is now a culture ecosystem 2. Consumerize your business, be creative in real-time 3. Make Big Data a business problem and incentivize accordingly 4. Manage digital both globally and locally differently but together 5. Embrace startup culture, meet often, fail often and have a plan
  • 46. The Web as I envisaged it, we have not seen it yet. The future is still so much bigger than the past. - Tim Berners Lee
  • 47. The Web Marketing as I envisaged it, we have not seen it yet. The future is still so much bigger than the past. - Tim Berners Lee
  • 48. Thank you! Shiv Singh Global Head of Digital PepsiCo Beverages @shivsingh