SlideShare a Scribd company logo
10 Actionable Ways to Gain the
Most Value from Your Content
Jack Dyson | Global Head of Content Strategy,
SAP Hybris
Michael Mischker | Global Vice President Digital
Marketing, SAP Hybris
FROM CONCEPTION TO PERFORMANCE:
AWARENESS
Early Stage of Journey
DISCOVERY
Build trust & answer questions
INTEREST
Attract with offers
CONTENT-DRIVEN
SEARCH
CHANNELS
BROADCAST /
ENGAGEMENT
CHANNEL
Hybris.com & FCEC
EVENTS
SPECIAL OFFERS
CAMPAIGN LANDING
PAGES
1. Map content to
your customer
journeys
2. Engage the
persuaders
Cut out the middle man,
build a network of experts
who will, as they get to
know your brand better,
only become more
valuable.
Our internal, on-demand
agency is called the Sense
Makers. Professional
journalists who create
editorially-led content.
3. Forged in flames
Great content needs to stand up and be counted!
Get it right now or lose their trust.
Learn from newsrooms. Ferocious crucibles for talent, for stories that make sense and
which actually say something. If you’re not saying something…
what’s the point of saying it?
Paid vs. organic? Regardless,
put the customer first. Make
something they will love.
Make good wine.
Then if you want to put a few
quid behind a campaign, it’s
based on quality.
And if in a few years time you
want to pull it out of the
cellar… it’ll still be good.
4. First, make good wine
Other success indicators:
95% of our evergreen content on Future of
Customer Engagement & Commerce creates
monthly content conversions (e.g. leads)
Weekly Newsletter Open rate is 24% which is 2X
the industry average
Bounce rate of under 9%
4. (Continued) We only “do” unique
high quality organic content
Don’t think.
Feel.
Be yourself.
Be credible.
Be authentic.
5. Listen to Yoda
6. There is such a thing as too agile
Build a network of doers.
Connect them up.
…but make sure you look after
them and keep them on side.
Celebrate success, recognize
effort, work together. Use your
networks.
7. If you build it…
Take your digital idea and cross into the real world. Make real things.
Done right, to the right targets, DM almost works better now because people don’t use it as much.
Print works super well for flattering thought leaders.
8. There’s a world outside the screen
(CMO Report, segmented)
But with the right ingredients, one dish can go a
long way.
Splice it, grate it, chop it, dice it.
Serve it up in different plates and formats.
9. There’s no single recipe for
great content
Discover
Be found by more people –
use social listening insights
for relevant content
creation
Convert
Execute a CTA strategy
leveraging audience trust
to increase conversion rates
Gain Trust
Have one identity ecosystem –
where users read more than 5+
content pieces to drive higher
audience engagement
Social listening across all stages should serve relevant content and messages.
10. Content to conversion works
It works. We drink the
delicious Kool Aid.
And it’s organic.
30-40% growth year on
year
Conclusion:
Thank you

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ThinkContent London 2017: Michael Mischker and Jack Dyson, SAP Hybris

  • 1. 10 Actionable Ways to Gain the Most Value from Your Content Jack Dyson | Global Head of Content Strategy, SAP Hybris Michael Mischker | Global Vice President Digital Marketing, SAP Hybris FROM CONCEPTION TO PERFORMANCE:
  • 2. AWARENESS Early Stage of Journey DISCOVERY Build trust & answer questions INTEREST Attract with offers CONTENT-DRIVEN SEARCH CHANNELS BROADCAST / ENGAGEMENT CHANNEL Hybris.com & FCEC EVENTS SPECIAL OFFERS CAMPAIGN LANDING PAGES 1. Map content to your customer journeys
  • 3. 2. Engage the persuaders Cut out the middle man, build a network of experts who will, as they get to know your brand better, only become more valuable. Our internal, on-demand agency is called the Sense Makers. Professional journalists who create editorially-led content.
  • 4. 3. Forged in flames Great content needs to stand up and be counted! Get it right now or lose their trust. Learn from newsrooms. Ferocious crucibles for talent, for stories that make sense and which actually say something. If you’re not saying something… what’s the point of saying it?
  • 5. Paid vs. organic? Regardless, put the customer first. Make something they will love. Make good wine. Then if you want to put a few quid behind a campaign, it’s based on quality. And if in a few years time you want to pull it out of the cellar… it’ll still be good. 4. First, make good wine
  • 6. Other success indicators: 95% of our evergreen content on Future of Customer Engagement & Commerce creates monthly content conversions (e.g. leads) Weekly Newsletter Open rate is 24% which is 2X the industry average Bounce rate of under 9% 4. (Continued) We only “do” unique high quality organic content
  • 7. Don’t think. Feel. Be yourself. Be credible. Be authentic. 5. Listen to Yoda
  • 8. 6. There is such a thing as too agile
  • 9. Build a network of doers. Connect them up. …but make sure you look after them and keep them on side. Celebrate success, recognize effort, work together. Use your networks. 7. If you build it…
  • 10. Take your digital idea and cross into the real world. Make real things. Done right, to the right targets, DM almost works better now because people don’t use it as much. Print works super well for flattering thought leaders. 8. There’s a world outside the screen (CMO Report, segmented)
  • 11. But with the right ingredients, one dish can go a long way. Splice it, grate it, chop it, dice it. Serve it up in different plates and formats. 9. There’s no single recipe for great content
  • 12. Discover Be found by more people – use social listening insights for relevant content creation Convert Execute a CTA strategy leveraging audience trust to increase conversion rates Gain Trust Have one identity ecosystem – where users read more than 5+ content pieces to drive higher audience engagement Social listening across all stages should serve relevant content and messages. 10. Content to conversion works
  • 13. It works. We drink the delicious Kool Aid. And it’s organic. 30-40% growth year on year Conclusion: