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What Econsultancy’s about
A guide for all of us

Econsultancy: What we’re about
A guide for all of us 2
Contents
Page
What this is for 2
Who we are 3
What we believe 9
What we do 15
Who we do it for 22
The value we deliver 27
How we’re different 32
Our culture and values 38
Where we’re going 42
Where you fit in 45
Econsultancy: What we’re about
A guide for all of us 3
What’s all this then?
This is an experiment.
It’s an attempt to capture who we are, what we do best, how we do things and why.
It’s about our culture, our values, our brand and our reasons for living.
We’ve come this far without one of these, but it feels like the right time.
Why do we need it?
Because we’re a complex business – we do a lot of different things for a lot of different people.
Because we’re growing fast – and we want to make sure we protect the things that make us special.
Because we have so many opportunities – and need some guiding principles to prioritise them.
Because we believe in letting people make decisions – and need something to hold those decisions up against.
Our heartbeat
To some degree, who we are depends on where we are.
We’re one thing in the UK – where we started and where our offering is the most complete – and another in the
US or Asia. But there are things unique to Econsultancy wherever we are. This is about that heartbeat – the
sum of what we believe, how we behave, who we employ, who we serve and why.
You’re reading this because you’re an important part of the Econsultancy mission.
I hope this document will help make you as happy about that as I am.
Ashley Friedlein
CEO & Co-Founder
Econsultancy: What we’re about
A guide for all of us
Who we are
4
Econsultancy: What we’re about
A guide for all of us 5
Who we are and why it’s not so easy to sayWho we are
“Our name is a bit
of a curveball. It’s
easy for people to
assume we’re just
another consulting
house. We need to
show them we’re
much more.”
We’re a publisher.
We’re a research house.
We’re a training company, a community, an online resource.
We’re analysts, editors, researchers, teachers, bloggers and event organisers.
If your goal is to sum all this up in a sentence, it’s a bit of a problem.
But our overall aim is to help people and companies to succeed online, making the variety and
diversity of our offer a very powerful thing.
Instead of trying to over-simplify what we do and boil it down to a strapline, let’s embrace it.
We’re many things.
Econsultancy: What we’re about
A guide for all of us 6
We are what we doWho we are
Some Econsultancy verbs
educate
publish
curate
interpret
research
analysetrain
connect
facilitate
validate
crowdsource
sharedistilprogram
advise
brief
Econsultancy: What we’re about
A guide for all of us 7
Fine, but you still kind of need an elevator pitchWho we are
Okay then:
Econsultancy is a publisher and curator of best-practice content about
doing business better online.
We serve a global community of marketers and e-commerce professionals
with a wide range of reports, analysis, training, consulting, events and
online resources.
We could write dozens of these and they’d all be pretty accurate.
As long as the two most important things are here: content and community.
Econsultancy: What we’re about
A guide for all of us 8
Content and CommunityWho we are
Content Community
One of the cool things about our model is that our content feeds
our community and our community feeds our content.
Our content makes our blog, forums,
events, training and consultancy
much better.
Our community means we can find the
right expert for any challenge… and
‘crowdsource’ the answers to others.
Econsultancy: What we’re about
A guide for all of us 9
Experts or Facilitators?Who we are
We play different roles all across the guru spectrum:
Facilitators Experts
At Digital Ski, we just
get people together
and add alcohol.
At Innovation
Briefings, we bring in
an expert to make
sense of latest trends.
We shape agendas
and source speakers
for our clients’
conferences.
Our consultants help
companies build the
best teams for their
specific challenges.
Our research is
original and
authoritative.
Our trainers are front-
line practitioners who
know their stuff.
Our blog is one of the
best-respected in the
marketing world.
We program many
events through the
year, but give the
stage to the experts.
Econsultancy: What we’re about
A guide for all of us
What we believe
10
Econsultancy: What we’re about
A guide for all of us
We believe it’s an incredibly exciting time to
be a digital marketer.
11
Especially if you like steep
learning curves.
Econsultancy: What we’re about
A guide for all of us
We believe the internet is the world’s biggest
sandbox, chemistry set and battleground.
12
And we’re all in it playing,
experimenting, competing and
trying to figure it out as we go.
Econsultancy: What we’re about
A guide for all of us
We believe that a community of people openly
sharing their experiences is the very best way
to improve the web for everyone.
13
We’re not just marketers or
analysts, we’re consumers too.
Econsultancy: What we’re about
A guide for all of us
We believe that doing business with integrity
and transparency is not only more effective,
it’s a lot more fun.
14
We work hard to add real value
to the marketing conversation as
an independent analyst. Our
endorsement cannot be bought.
Econsultancy: What we’re about
A guide for all of us
We believe in hiring smart people who are
passionate about digital.
15
And we like working with other
people who share these
qualities.
Econsultancy: What we’re about
A guide for all of us
What we do
16
Econsultancy: What we’re about
A guide for all of us 17
Our portfolioWhat we do
This varies by region and keeps changing but here’s a snapshot:
Events
Content
Training
Online
resources
Market Data
Template Files
Best Practice
Trends and
Innovation
Supplier Selection
Public Courses
Qualifications
Custom Training
Digital Excellence
Conferences
Roundtables
Briefings
Social Events
Blog
Forums
Jobsboard
Directories
Consulting
Digital Marketing
and E-commerce
Auditing
Supplier Selection
Strategy
Econsultancy: What we’re about
A guide for all of us 18
Practical and immediateWhat we do
Some analysts like to theorise about the grand trends over the next 5-25 years.
We like to help people do their jobs today.
PracticalTheoretical
Long-term
Now
“We tend to forecast no further
than a year ahead. In the online
world, that’s a generation.”
“We’re into strategy, tactics and
the finer points of doing.”
Econsultancy: What we’re about
A guide for all of us 19
Our model is uniqueWhat we do
There are a lot of ways to sell content and community to digital marketers.
Some sell individual reports. Others give discounts to members.
Some charge many thousands, aiming at only the most senior people.
Others are free, supported by advertising and sponsorship.
Econsultancy is member-focused with an ‘all you can eat’ model.
Once you take a paid membership, all of our content is yours to use.
This model has important benefits to our members:
• It encourages people to turn to us more often for more things.
• It lets us reach deeper into companies and teams.
• It lets us cover the ‘long tail’ topics that might not sell in large volumes .
and, most importantly:
• It keeps us independent, beholden to no one.
Econsultancy: What we’re about
A guide for all of us 20
Our domainWhat we do
We started by serving digital marketers and e-commerce professionals and our focus is still:
helping people improve the way they do business online.
As the internet has grown, this has encompassed an ever-wider range of professionals:
marketing, e-commerce, customer service, support, public relations and beyond.
We focus on wherever a business touches its customers.
(Not so much the back-end stuff, but it’s all getting more and more connected).
Are we exclusively digital?
All of marketing now touches the digital realm and every online campaign or tactic affects
everything offline.
Our heritage and our heartland is digital marketing, but we’re extending out to engage with the
context of digital, helping marketers look at the big picture: integrating online and offline.
Econsultancy: What we’re about
A guide for all of us 21
Where we came fromWho we are
A bit of history
The
dotcom
bubble!
1998
Ashley is working for a
web agency, the night
before a pitch.
Needs a statistic fast.
Nowhere to go…
30 or so internet
pros get together
for a drink or two
1999 Ashley starts
Econsultancy with
Matthew O’Riordan
1999 Ashley writes
first book ‘Web
Project Management’
2001 – Ashley
leaves agency to
write a second
book
100,000 members
8,000 members
450 members
2002 – Time to get
investment and
grow this puppy
2003 – First paid
memberships
Add events, jobs
and advertising to
proposition
2004 – Tim Berners-Lee
presents at internet
Decade event
2005 – Launch
Future of Digital
Marketing
conference
2006 – Training
launches, business
trebles in size
2007 – first Digital
Ski, we head to
the Alps with
Econsultancy
members
2008 –
Brand and
site relaunch
2009 – Open first
US office, active in
Middle East and
Far East, win
every single award
we enter
2010 – JUMP
event and
magazine
launches,
1,500+
delegates
Econsultancy: What we’re about
A guide for all of us
Onward and upward
22
Econsultancy: What we’re about
A guide for all of us
Who we do it for
23
Econsultancy: What we’re about
A guide for all of us 24
Predominantly client-sideWho we do it for
Our membership includes marketers in some of the world’s best and fastest-growing brands.
It also includes agencies, independent consultants and suppliers of tools, software and services
to marketers.
We serve both sides of the agency-client divide, but we lean towards the
client-side marketer.
If we do this well, the rest follows.
Accenture • Adobe • American Express • BBC • BSkyB • Cadbury • Capital One • Chevrolet • Citi • COI • Dell • Deloitte • Disney • DuPont •
eBay • Financial Times • GSK • Harper Collins • HSBC • IBM • Institutional Investor • IPC Media - IQPC • Lloyds TSB • Microsoft •
Myspace.com • Oxfam • Random House • Sony Ericcson • Tesco • Thomas Cook • TimeWarner • Cabinet Office • Virgin Atlantic • Visa • WPP
Econsultancy: What we’re about
A guide for all of us 25
We help at every levelWho we do it for
Our members range from beginners to some of the world’s most experienced digital marketers.
We help digital marketers from the first day of their careers and are there
for them as they grow into senior strategists and industry leaders.
We’re always acutely aware of who each report, training class or event is for.
That way, we pitch the content to the right expertise level.
Accenture • Adobe • American Express • BBC • BSkyB • Cadbury • Capital One • Chevrolet • Citi • COI • Dell • Deloitte • Disney • DuPont •
eBay • Financial Times • GSK • Harper Collins • HSBC • IBM • Institutional Investor • IPC Media - IQPC • Lloyds TSB • Microsoft •
Myspace.com • Oxfam • Random House • Sony Ericcson • Tesco • Thomas Cook • TimeWarner • Cabinet Office • Virgin Atlantic • Visa • WPP
Econsultancy: What we’re about
A guide for all of us 26
And every industryWho we do it for
Our members are in financial services, consumer products, media, entertainment, business-to-
business markets, you name it.
We believe that it’s important to learn from people within your own market
and from people in other markets.
This cross-fertilisation is one of the main advantages of a thriving, diverse community.
Accenture • Adobe • American Express • BBC • BSkyB • Cadbury • Capital One • Chevrolet • Citi • COI • Dell • Deloitte • Disney • DuPont •
eBay • Financial Times • GSK • Harper Collins • HSBC • IBM • Institutional Investor • IPC Media - IQPC • Lloyds TSB • Microsoft •
Myspace.com • Oxfam • Random House • Sony Ericcson • Tesco • Thomas Cook • TimeWarner • Cabinet Office • Virgin Atlantic • Visa • WPP
Econsultancy: What we’re about
A guide for all of us 27
But all our members have something in commonWho we do it for
They’re all trying to rise to the challenges
of change, complexity and competition.
Digital never stands still.
There is always more to
learn.
It may not be rocket science,
but it’s not far from it.
If our members don’t get it
right, they lose traffic,
revenue and market share
to the companies that do.
Econsultancy: What we’re about
A guide for all of us
The value we deliver
28
Econsultancy: What we’re about
A guide for all of us 29
We drive online performanceThe value we deliver
We make our members more effective at what they do. That means:
Better decisions
Faster insight
Sharper execution
In the dizzying digital landscape, we provide a map.
A kind of framework for all the different digital disciplines and a trusted way to systematically fill
your knowledge gaps.
Econsultancy: What we’re about
A guide for all of us 30
Our killer KPIsThe value we deliver
Our members are chasing a wide range of Key Performance Indicators.
Some want to master mobile others to improve search or affiliate marketing.
Others have hit a plateau in their PPC or email marketing and need a boost.
To simplify, we can boil most of these metrics down to a few:
More visitors
Higher conversions
Better customer retention
And these, in turn, add up to:
Increased Customer Lifetime Value
It’s reductive but it can help keep us focused.
“Will this blog post,
conference session,
training course or
research report help
build Customer
Lifetime Value?”
Econsultancy: What we’re about
A guide for all of us 31
And some more immediate metrics
On our way to the killer KPIs, we also help people in more immediate ways, relating to three
spheres of influence:
My Career My Team
My Company
Save me time
Help me look smart
Help me build a case
Improve our skills
Inform our decisions
Sharpen our tactics
Boost our performanceSharpen our strategy
Help us master a new
discipline
The value we deliver
Econsultancy: What we’re about
A guide for all of us 32
Inspiring engagementThe value we deliver
Like so many things in life, Econsultancy gives more value to members who put more into it.
The ones who ask questions in the forums, read and comment on the blogs, attend the events
and training sessions.
An important part of all our jobs is to inspire and reward deeper
engagement.
It’s easy when you’re totally convinced their time and attention will be amply rewarded.
Econsultancy: What we’re about
A guide for all of us
How we’re different
33
Econsultancy: What we’re about
A guide for all of us 34
Our competitive frame
Because we’re so diverse, we compete against a wide range of competitors and substitutes.
How we’re different
Publishers
Analysts and
Research Houses
Search Engines Social Media
Communities
Training
Companies
Event Companies
Inertia
Econsultancy: What we’re about
A guide for all of us 35
Our strongest assets
No matter who we’re competing with, these are the critical things we bring to battle:
How we’re different
Our brand
Our reputation
Our energy
and passion
Our experts
The quality of our
content
Our community
Our experience Our model
Econsultancy: What we’re about
A guide for all of us 36
Our strongest assets
No matter who we’re competing with, these are the critical things we bring to battle:
Our promise to
the market.
Here since the dot in .com.
The very best digital
marketers in the world.
In-house and close friends.
How we’re different
Our brand
Our reputation
Our energy
and passion
Our experts
The quality of our
content
Our community
Our experience Our model
Earned the hard way. 100,000 and growing.
All-you-can-eat.
Great value.
We love this stuff
and it shows.
Original, authoritative,
exhaustive, peer-reviewed.
Econsultancy: What we’re about
A guide for all of us 37
Our credentialsHow we’re different
It’s easy to take for granted but no competitor has anything like our combination of assets.
In short, we’re very, very good at what we do, and the market validates it every day.
One of the leading
marketing blogs
on the web
100,000+ members globally
20,000+ LinkedIn
connections
25,000+ Twitter
followers
30+ Roundtables and
Breakfast Briefings a year
6,000+ marketers
trained
Over 200 training
sessions a year
Over 150 in-company
sessions a year
Average training course
rating: 4.5 out of 5Over 60 reports
published each year
140,000+ downloads of
internet Stats Compendium
Consistently high
Google rankings
35,000+ page views a day
Best Online Business
Publisher: AOP
Best Editorial Team:
AOP
Econsultancy: What we’re about
A guide for all of us 38
Our reputationHow we’re different
This deserves a page of its own…
Our reputation for quality, authority and independence is probably our
most precious asset.
We enhance it daily by producing consistently excellent content, by
delivering it in high-quality, professional ways, and by focusing on
delivering real value to our members.
That’s not a small thing, it’s a huge thing.
Econsultancy: What we’re about
A guide for all of us
Our culture and values
39
Econsultancy: What we’re about
A guide for all of us
This is us
Culture and values may seem like fuzzy things but they’re very real.
Culture is ‘the way we do things around here’ and values are ‘the things we respect’.
Entrepreneurial and democratic
We like to start new things and give our people responsibility for growing them.
Because our business is so interconnected, we like to talk about decisions.
Innovative and experimental
Digital marketing is in a permanent state of furious innovation. So are we.
We don’t know what will work, so we try something and measure it, just like digital marketers.
Independent and member-focused
We only answer to our members and make sure we give them the best advice we can.
We’re drive by giving great value and getting people to come back for more.
High-quality and professional
Everything we do is thorough, informed, rigorous and actionable.
We keep our promises and make good our mistakes.
40
Our culture and values
Econsultancy: What we’re about
A guide for all of us
And we also work hard to be…
Open and transparent
We err on the side of exposing our motives and methods.
We stay in dialogue with our members and respond to their comments and requests.
Passionate evangelists
We love the power and potential of digital. It’s what keeps us coming into work.
And we genuinely want to improve the web for everybody.
Unpretentious
We make it our business to be experts, but that doesn’t mean we’re not still learning.
We’d rather give credit than steal spotlights.
Honest
We believe in doing business with integrity.
No exceptions.
41
Our culture and values
Econsultancy: What we’re about
A guide for all of us
We hire smart, entrepreneurial people with a passion for
digital, a strong moral compass and a sense of humour.
We manage them with a long leash and an open door.
Our senior execs are here to make the people who work for them succeed.
42
Our culture and values The kind of people we hire
Econsultancy: What we’re about
A guide for all of us
Where we’re going
43
Econsultancy: What we’re about
A guide for all of us
As far as the internet and Econsultancy have come, these are still very
early days indeed for both.
Digital never stops evolving, disrupting and advancing.
We’re committed to being there, out in front of each zig and zag so that
our members are the first and the best informed.
We have no idea where it will all lead, but we’re just as excited about
finding out as we were on our very first day of business.
And we’re thrilled that you’re along for the ride.
44
Where we’re going Still early days
Econsultancy: What we’re about
A guide for all of us
We know we’re getting It right when:
The commercial metrics are going up.
Things like revenues, profits and revenue per employee.
Renewals are rising or staying high.
Membership renewals, follow-on training, sponsorship re-bookings…
Unprompted feedback is strong.
Our members are advocates and evangelists.
We’re still enjoying ourselves.
That’s the best sign that we’re on the right track.
45
Where we’re going How we know we’re getting it right
Econsultancy: What we’re about
A guide for all of us
Where you fit in to all this
46
Econsultancy: What we’re about
A guide for all of us
Each one of us is an important part of the Econsultancy mission.
Our culture, values and beliefs persist only if we live them.
If we cut corners, make bad decisions and go for easy compromises, we
lose the very things that got us here and that make this a great place to
work.
But if we stay true to who we are, who we’re serving and why we’re in
business, there’s nothing we can’t accomplish together.
Thanks for staying with us and for giving us your energy and commitment.
47
Where you fit in We are the sum of our actions

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Econsultancy: What We're About

  • 1. What Econsultancy’s about A guide for all of us 
  • 2. Econsultancy: What we’re about A guide for all of us 2 Contents Page What this is for 2 Who we are 3 What we believe 9 What we do 15 Who we do it for 22 The value we deliver 27 How we’re different 32 Our culture and values 38 Where we’re going 42 Where you fit in 45
  • 3. Econsultancy: What we’re about A guide for all of us 3 What’s all this then? This is an experiment. It’s an attempt to capture who we are, what we do best, how we do things and why. It’s about our culture, our values, our brand and our reasons for living. We’ve come this far without one of these, but it feels like the right time. Why do we need it? Because we’re a complex business – we do a lot of different things for a lot of different people. Because we’re growing fast – and we want to make sure we protect the things that make us special. Because we have so many opportunities – and need some guiding principles to prioritise them. Because we believe in letting people make decisions – and need something to hold those decisions up against. Our heartbeat To some degree, who we are depends on where we are. We’re one thing in the UK – where we started and where our offering is the most complete – and another in the US or Asia. But there are things unique to Econsultancy wherever we are. This is about that heartbeat – the sum of what we believe, how we behave, who we employ, who we serve and why. You’re reading this because you’re an important part of the Econsultancy mission. I hope this document will help make you as happy about that as I am. Ashley Friedlein CEO & Co-Founder
  • 4. Econsultancy: What we’re about A guide for all of us Who we are 4
  • 5. Econsultancy: What we’re about A guide for all of us 5 Who we are and why it’s not so easy to sayWho we are “Our name is a bit of a curveball. It’s easy for people to assume we’re just another consulting house. We need to show them we’re much more.” We’re a publisher. We’re a research house. We’re a training company, a community, an online resource. We’re analysts, editors, researchers, teachers, bloggers and event organisers. If your goal is to sum all this up in a sentence, it’s a bit of a problem. But our overall aim is to help people and companies to succeed online, making the variety and diversity of our offer a very powerful thing. Instead of trying to over-simplify what we do and boil it down to a strapline, let’s embrace it. We’re many things.
  • 6. Econsultancy: What we’re about A guide for all of us 6 We are what we doWho we are Some Econsultancy verbs educate publish curate interpret research analysetrain connect facilitate validate crowdsource sharedistilprogram advise brief
  • 7. Econsultancy: What we’re about A guide for all of us 7 Fine, but you still kind of need an elevator pitchWho we are Okay then: Econsultancy is a publisher and curator of best-practice content about doing business better online. We serve a global community of marketers and e-commerce professionals with a wide range of reports, analysis, training, consulting, events and online resources. We could write dozens of these and they’d all be pretty accurate. As long as the two most important things are here: content and community.
  • 8. Econsultancy: What we’re about A guide for all of us 8 Content and CommunityWho we are Content Community One of the cool things about our model is that our content feeds our community and our community feeds our content. Our content makes our blog, forums, events, training and consultancy much better. Our community means we can find the right expert for any challenge… and ‘crowdsource’ the answers to others.
  • 9. Econsultancy: What we’re about A guide for all of us 9 Experts or Facilitators?Who we are We play different roles all across the guru spectrum: Facilitators Experts At Digital Ski, we just get people together and add alcohol. At Innovation Briefings, we bring in an expert to make sense of latest trends. We shape agendas and source speakers for our clients’ conferences. Our consultants help companies build the best teams for their specific challenges. Our research is original and authoritative. Our trainers are front- line practitioners who know their stuff. Our blog is one of the best-respected in the marketing world. We program many events through the year, but give the stage to the experts.
  • 10. Econsultancy: What we’re about A guide for all of us What we believe 10
  • 11. Econsultancy: What we’re about A guide for all of us We believe it’s an incredibly exciting time to be a digital marketer. 11 Especially if you like steep learning curves.
  • 12. Econsultancy: What we’re about A guide for all of us We believe the internet is the world’s biggest sandbox, chemistry set and battleground. 12 And we’re all in it playing, experimenting, competing and trying to figure it out as we go.
  • 13. Econsultancy: What we’re about A guide for all of us We believe that a community of people openly sharing their experiences is the very best way to improve the web for everyone. 13 We’re not just marketers or analysts, we’re consumers too.
  • 14. Econsultancy: What we’re about A guide for all of us We believe that doing business with integrity and transparency is not only more effective, it’s a lot more fun. 14 We work hard to add real value to the marketing conversation as an independent analyst. Our endorsement cannot be bought.
  • 15. Econsultancy: What we’re about A guide for all of us We believe in hiring smart people who are passionate about digital. 15 And we like working with other people who share these qualities.
  • 16. Econsultancy: What we’re about A guide for all of us What we do 16
  • 17. Econsultancy: What we’re about A guide for all of us 17 Our portfolioWhat we do This varies by region and keeps changing but here’s a snapshot: Events Content Training Online resources Market Data Template Files Best Practice Trends and Innovation Supplier Selection Public Courses Qualifications Custom Training Digital Excellence Conferences Roundtables Briefings Social Events Blog Forums Jobsboard Directories Consulting Digital Marketing and E-commerce Auditing Supplier Selection Strategy
  • 18. Econsultancy: What we’re about A guide for all of us 18 Practical and immediateWhat we do Some analysts like to theorise about the grand trends over the next 5-25 years. We like to help people do their jobs today. PracticalTheoretical Long-term Now “We tend to forecast no further than a year ahead. In the online world, that’s a generation.” “We’re into strategy, tactics and the finer points of doing.”
  • 19. Econsultancy: What we’re about A guide for all of us 19 Our model is uniqueWhat we do There are a lot of ways to sell content and community to digital marketers. Some sell individual reports. Others give discounts to members. Some charge many thousands, aiming at only the most senior people. Others are free, supported by advertising and sponsorship. Econsultancy is member-focused with an ‘all you can eat’ model. Once you take a paid membership, all of our content is yours to use. This model has important benefits to our members: • It encourages people to turn to us more often for more things. • It lets us reach deeper into companies and teams. • It lets us cover the ‘long tail’ topics that might not sell in large volumes . and, most importantly: • It keeps us independent, beholden to no one.
  • 20. Econsultancy: What we’re about A guide for all of us 20 Our domainWhat we do We started by serving digital marketers and e-commerce professionals and our focus is still: helping people improve the way they do business online. As the internet has grown, this has encompassed an ever-wider range of professionals: marketing, e-commerce, customer service, support, public relations and beyond. We focus on wherever a business touches its customers. (Not so much the back-end stuff, but it’s all getting more and more connected). Are we exclusively digital? All of marketing now touches the digital realm and every online campaign or tactic affects everything offline. Our heritage and our heartland is digital marketing, but we’re extending out to engage with the context of digital, helping marketers look at the big picture: integrating online and offline.
  • 21. Econsultancy: What we’re about A guide for all of us 21 Where we came fromWho we are A bit of history The dotcom bubble! 1998 Ashley is working for a web agency, the night before a pitch. Needs a statistic fast. Nowhere to go… 30 or so internet pros get together for a drink or two 1999 Ashley starts Econsultancy with Matthew O’Riordan 1999 Ashley writes first book ‘Web Project Management’ 2001 – Ashley leaves agency to write a second book 100,000 members 8,000 members 450 members 2002 – Time to get investment and grow this puppy 2003 – First paid memberships Add events, jobs and advertising to proposition 2004 – Tim Berners-Lee presents at internet Decade event 2005 – Launch Future of Digital Marketing conference 2006 – Training launches, business trebles in size 2007 – first Digital Ski, we head to the Alps with Econsultancy members 2008 – Brand and site relaunch 2009 – Open first US office, active in Middle East and Far East, win every single award we enter 2010 – JUMP event and magazine launches, 1,500+ delegates
  • 22. Econsultancy: What we’re about A guide for all of us Onward and upward 22
  • 23. Econsultancy: What we’re about A guide for all of us Who we do it for 23
  • 24. Econsultancy: What we’re about A guide for all of us 24 Predominantly client-sideWho we do it for Our membership includes marketers in some of the world’s best and fastest-growing brands. It also includes agencies, independent consultants and suppliers of tools, software and services to marketers. We serve both sides of the agency-client divide, but we lean towards the client-side marketer. If we do this well, the rest follows. Accenture • Adobe • American Express • BBC • BSkyB • Cadbury • Capital One • Chevrolet • Citi • COI • Dell • Deloitte • Disney • DuPont • eBay • Financial Times • GSK • Harper Collins • HSBC • IBM • Institutional Investor • IPC Media - IQPC • Lloyds TSB • Microsoft • Myspace.com • Oxfam • Random House • Sony Ericcson • Tesco • Thomas Cook • TimeWarner • Cabinet Office • Virgin Atlantic • Visa • WPP
  • 25. Econsultancy: What we’re about A guide for all of us 25 We help at every levelWho we do it for Our members range from beginners to some of the world’s most experienced digital marketers. We help digital marketers from the first day of their careers and are there for them as they grow into senior strategists and industry leaders. We’re always acutely aware of who each report, training class or event is for. That way, we pitch the content to the right expertise level. Accenture • Adobe • American Express • BBC • BSkyB • Cadbury • Capital One • Chevrolet • Citi • COI • Dell • Deloitte • Disney • DuPont • eBay • Financial Times • GSK • Harper Collins • HSBC • IBM • Institutional Investor • IPC Media - IQPC • Lloyds TSB • Microsoft • Myspace.com • Oxfam • Random House • Sony Ericcson • Tesco • Thomas Cook • TimeWarner • Cabinet Office • Virgin Atlantic • Visa • WPP
  • 26. Econsultancy: What we’re about A guide for all of us 26 And every industryWho we do it for Our members are in financial services, consumer products, media, entertainment, business-to- business markets, you name it. We believe that it’s important to learn from people within your own market and from people in other markets. This cross-fertilisation is one of the main advantages of a thriving, diverse community. Accenture • Adobe • American Express • BBC • BSkyB • Cadbury • Capital One • Chevrolet • Citi • COI • Dell • Deloitte • Disney • DuPont • eBay • Financial Times • GSK • Harper Collins • HSBC • IBM • Institutional Investor • IPC Media - IQPC • Lloyds TSB • Microsoft • Myspace.com • Oxfam • Random House • Sony Ericcson • Tesco • Thomas Cook • TimeWarner • Cabinet Office • Virgin Atlantic • Visa • WPP
  • 27. Econsultancy: What we’re about A guide for all of us 27 But all our members have something in commonWho we do it for They’re all trying to rise to the challenges of change, complexity and competition. Digital never stands still. There is always more to learn. It may not be rocket science, but it’s not far from it. If our members don’t get it right, they lose traffic, revenue and market share to the companies that do.
  • 28. Econsultancy: What we’re about A guide for all of us The value we deliver 28
  • 29. Econsultancy: What we’re about A guide for all of us 29 We drive online performanceThe value we deliver We make our members more effective at what they do. That means: Better decisions Faster insight Sharper execution In the dizzying digital landscape, we provide a map. A kind of framework for all the different digital disciplines and a trusted way to systematically fill your knowledge gaps.
  • 30. Econsultancy: What we’re about A guide for all of us 30 Our killer KPIsThe value we deliver Our members are chasing a wide range of Key Performance Indicators. Some want to master mobile others to improve search or affiliate marketing. Others have hit a plateau in their PPC or email marketing and need a boost. To simplify, we can boil most of these metrics down to a few: More visitors Higher conversions Better customer retention And these, in turn, add up to: Increased Customer Lifetime Value It’s reductive but it can help keep us focused. “Will this blog post, conference session, training course or research report help build Customer Lifetime Value?”
  • 31. Econsultancy: What we’re about A guide for all of us 31 And some more immediate metrics On our way to the killer KPIs, we also help people in more immediate ways, relating to three spheres of influence: My Career My Team My Company Save me time Help me look smart Help me build a case Improve our skills Inform our decisions Sharpen our tactics Boost our performanceSharpen our strategy Help us master a new discipline The value we deliver
  • 32. Econsultancy: What we’re about A guide for all of us 32 Inspiring engagementThe value we deliver Like so many things in life, Econsultancy gives more value to members who put more into it. The ones who ask questions in the forums, read and comment on the blogs, attend the events and training sessions. An important part of all our jobs is to inspire and reward deeper engagement. It’s easy when you’re totally convinced their time and attention will be amply rewarded.
  • 33. Econsultancy: What we’re about A guide for all of us How we’re different 33
  • 34. Econsultancy: What we’re about A guide for all of us 34 Our competitive frame Because we’re so diverse, we compete against a wide range of competitors and substitutes. How we’re different Publishers Analysts and Research Houses Search Engines Social Media Communities Training Companies Event Companies Inertia
  • 35. Econsultancy: What we’re about A guide for all of us 35 Our strongest assets No matter who we’re competing with, these are the critical things we bring to battle: How we’re different Our brand Our reputation Our energy and passion Our experts The quality of our content Our community Our experience Our model
  • 36. Econsultancy: What we’re about A guide for all of us 36 Our strongest assets No matter who we’re competing with, these are the critical things we bring to battle: Our promise to the market. Here since the dot in .com. The very best digital marketers in the world. In-house and close friends. How we’re different Our brand Our reputation Our energy and passion Our experts The quality of our content Our community Our experience Our model Earned the hard way. 100,000 and growing. All-you-can-eat. Great value. We love this stuff and it shows. Original, authoritative, exhaustive, peer-reviewed.
  • 37. Econsultancy: What we’re about A guide for all of us 37 Our credentialsHow we’re different It’s easy to take for granted but no competitor has anything like our combination of assets. In short, we’re very, very good at what we do, and the market validates it every day. One of the leading marketing blogs on the web 100,000+ members globally 20,000+ LinkedIn connections 25,000+ Twitter followers 30+ Roundtables and Breakfast Briefings a year 6,000+ marketers trained Over 200 training sessions a year Over 150 in-company sessions a year Average training course rating: 4.5 out of 5Over 60 reports published each year 140,000+ downloads of internet Stats Compendium Consistently high Google rankings 35,000+ page views a day Best Online Business Publisher: AOP Best Editorial Team: AOP
  • 38. Econsultancy: What we’re about A guide for all of us 38 Our reputationHow we’re different This deserves a page of its own… Our reputation for quality, authority and independence is probably our most precious asset. We enhance it daily by producing consistently excellent content, by delivering it in high-quality, professional ways, and by focusing on delivering real value to our members. That’s not a small thing, it’s a huge thing.
  • 39. Econsultancy: What we’re about A guide for all of us Our culture and values 39
  • 40. Econsultancy: What we’re about A guide for all of us This is us Culture and values may seem like fuzzy things but they’re very real. Culture is ‘the way we do things around here’ and values are ‘the things we respect’. Entrepreneurial and democratic We like to start new things and give our people responsibility for growing them. Because our business is so interconnected, we like to talk about decisions. Innovative and experimental Digital marketing is in a permanent state of furious innovation. So are we. We don’t know what will work, so we try something and measure it, just like digital marketers. Independent and member-focused We only answer to our members and make sure we give them the best advice we can. We’re drive by giving great value and getting people to come back for more. High-quality and professional Everything we do is thorough, informed, rigorous and actionable. We keep our promises and make good our mistakes. 40 Our culture and values
  • 41. Econsultancy: What we’re about A guide for all of us And we also work hard to be… Open and transparent We err on the side of exposing our motives and methods. We stay in dialogue with our members and respond to their comments and requests. Passionate evangelists We love the power and potential of digital. It’s what keeps us coming into work. And we genuinely want to improve the web for everybody. Unpretentious We make it our business to be experts, but that doesn’t mean we’re not still learning. We’d rather give credit than steal spotlights. Honest We believe in doing business with integrity. No exceptions. 41 Our culture and values
  • 42. Econsultancy: What we’re about A guide for all of us We hire smart, entrepreneurial people with a passion for digital, a strong moral compass and a sense of humour. We manage them with a long leash and an open door. Our senior execs are here to make the people who work for them succeed. 42 Our culture and values The kind of people we hire
  • 43. Econsultancy: What we’re about A guide for all of us Where we’re going 43
  • 44. Econsultancy: What we’re about A guide for all of us As far as the internet and Econsultancy have come, these are still very early days indeed for both. Digital never stops evolving, disrupting and advancing. We’re committed to being there, out in front of each zig and zag so that our members are the first and the best informed. We have no idea where it will all lead, but we’re just as excited about finding out as we were on our very first day of business. And we’re thrilled that you’re along for the ride. 44 Where we’re going Still early days
  • 45. Econsultancy: What we’re about A guide for all of us We know we’re getting It right when: The commercial metrics are going up. Things like revenues, profits and revenue per employee. Renewals are rising or staying high. Membership renewals, follow-on training, sponsorship re-bookings… Unprompted feedback is strong. Our members are advocates and evangelists. We’re still enjoying ourselves. That’s the best sign that we’re on the right track. 45 Where we’re going How we know we’re getting it right
  • 46. Econsultancy: What we’re about A guide for all of us Where you fit in to all this 46
  • 47. Econsultancy: What we’re about A guide for all of us Each one of us is an important part of the Econsultancy mission. Our culture, values and beliefs persist only if we live them. If we cut corners, make bad decisions and go for easy compromises, we lose the very things that got us here and that make this a great place to work. But if we stay true to who we are, who we’re serving and why we’re in business, there’s nothing we can’t accomplish together. Thanks for staying with us and for giving us your energy and commitment. 47 Where you fit in We are the sum of our actions