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Historically, it has been both impractical and uneconomical for marketers to customize content for all of the audiences they need to reach. Today, enhanced communication architectures are making it easier for marketers to develop, package and deliver relevant, timely information to customers, employees and business partners in a variety of effective ways. Today’s marketing communication buyers are looking to their traditional communication partners to understand how to best utilize these new tools to deliver an integrated set of communication tools and deliver on the promise of cross-media communications.As your company adds more complex communication services to its traditional set of solutions, keeping your sales force up-to-speed on the terminology and possibility of cross-media communications is critical to effective integration. This webinar will assist your sales force in effectively transitioning your clients to deploying more engaging, customized, personalized marketing across all media – including social media.
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SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
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SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
AGENDA
• Innovation• The Social-Media Media• Features of Cross-Media• Challenges and Solutions• Show Me
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
INNOVATION STEPS
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
WHO MOVED MY CHEESE?
• Shift Happens• Media Trends• Mass Media Bubble
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
SHIFT HAPPENS
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
INTERACTIVE IS GROWING
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
BUT OVERALL SPEND IS FLAT
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
AS TRADITIONAL DECLINES
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
DIGITAL SPEND OVERTAKES PRINT
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
DIRECT MAIL+EMAIL + SOCIAL MEDIA = MORE CLICKS!
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
20th CENTURTY MASS MEDIA BUBBLE
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
One-To-One is becoming…
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
“THE SOCIAL MEDIA”
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
“I used to be in advertising. Now I do things”
Razorfish Chairman, Clark Kokich• Customer experience is your brand
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
MARKETER’s USE OF SOCIALMEDIA
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
“If you can’t explain it simply, you don’t understand it”
Albert Einstein
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
INCREASING NUMBERS OF FISH
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
Q: “ Willie, Why do you rob banks? ”
A: “ ‘Cause that’s where the money is. ”
Willie Sutton
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
WHO DO YOU TRUST?
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
“Trust, but verify”
Ronald Reagan
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
But Remember…
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
It’s Just“MEDIA”
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
INFLUENCING WITH CROSS-MEDIA
• Audience Segmentation• Personalization / Relevancy• Multiple Touch, Multiple Channels • Measurable and Manageable
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
FROM EVERYONE - AUDIENCE OF ONE
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
WEB-TO-EVERYWHERE
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
FEEDING ALL THE CHANNELS
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
MEASURE THE RESPONSE - WHY?
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
ONE-TO-ONE MEDIA
Why does it work?
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
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PEOPLE WANT RELATIONSHIPS WITH PEOPLE…NOT BRANDS
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
CHALLENGES AND SOLUTIONS
• Cross-Discipline• Reducing Complexity• Testing & Measurement• Rinse, Lather, Repeat• Launch and Learn
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
CROSS-DECIPLINES
• People– Graphics Artists, Copywriters, Interactive Designers, Account Managers, Pre-
Press Production, Direct Mail Experts, Programmers, Application Architects, Database Experts, System Administrators
• Technology– Web Sites, Database Servers, Variable Data Print Engines, Workflow
Management, Email Systems, Digital Asset Management, Ad Networks, Third Party API’s
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
USE MESSAGE ROADMAPS
To Reduce Complexity
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
DEFINE AND TRACK TOUCHPOINTS
To GenerateMeasureableROI
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
“If you can’t measure it, you can’t manage it”
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
ROI = Return / Investment
• Return– Value of product sold (profit margin)– Value of Qualified Lead (projected sales)– Value of Customer Lifetime Loyalty (historically)
• Investment– Fixed Costs
• Campaign Research and Concept Development• Tactic Design and Implementation • Tracking and Measurement Tools
– Variable Costs• List Acquisition and Cleansing• Printing and Fulfillment• Offline and Online Ad Placement• Operation and Measurement
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
METRICS
• Cost Per Impression• Cost Per Click• Cost Per Conversion
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
A/B TESTING
Super CrunchersWhy Thinking-by-Numbers Is the New Way to Be Smartwww.bantamdell.com
The End of IntuitionWhy Thinking-by-Numbers Is the New Way to Be Smartwww.bantamdell.com
63% of the time you select Super Crunchers Ad
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
KEEPING SCORE
Low Value Mid Value High Value AllVDP Design A 2500/500/100
VDP Design B 750/490/195
Email A 5000/1000/250
Email B 5000/800/200 2500/400/150
Banner Ad 1 30000/250/50
Banner Ad 2 25000/250/70
AdWords 45000/500/40
$0.3/$1.7/$6.7 $1.4/$7.8 /$28 $11/$18/$45 $0.01/$5/$31
$23,210 for 1055 conversions or $22 each
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
RINSE, LATHER, REPEAT
• The Gilligan Effect• Continuous Improvement• Behaviors are A-Changing• Test, Test and Test Again
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
LAUNCH & LEARN
• Identify unique segment behavior• Use test results to refine message and designs• Calculate individual tactic ROI• Refine campaign for next cycle• Or continuously improve midstream
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
“A good hockey player plays where the puck is.”
“A great hockey player plays where the puck is going to be.”
Wayne Gretzky
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
SHOW ME
• Sheffield Bio-Science• Shoup Manufacturing
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
CAMPAIGN ROADMAP
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
LUMPY
• Personalized tablet bottle• Invitation to visit PURL• Personalized QR Code• Brief product teaser
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
DIRECT MAIL
• Personalized mailer• Invitation to visit PURL• Personalized QR Code• Brief product benefits
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
HIGH VALUE TARGET
• Register for a Webinar• Request a sample• Request a meeting• Refer-a-friend
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
LOW VALUE TARGET
• Less likely to attend • Request a sample• Meet with us• Refer a Colleague
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
MOBILE VERSION
• Full working version of the micro-site• Accessible with the QR CODE• Many referrals to friends
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
PRODUCT WEB-TO-EVERYWHERE• Catalog Page• Featured Product• Email Notification• RSS Feed• Adwords• Facebook • Twitter• Product Detail
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
1. Photo2. Thumbnail3. Title/Headline4. Subhead/Status5. Summary/Miniblog6. Part #7. Price
3. Universal High-Back Seat
4. Black, water resistant cordura fabric is suitable for both cap and non-cab environment.
5. Features: Lumbar support, adjustable armrests and upper backrest, adjustable ball bearing slides, backrest reclines and folds forward. Accepts operator pressure switches
6. TS4270
7. $219.95
1.
2.
CONTENT IS STRUCTURED
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
AND RESUABLE
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
WEB PAGE FEATURED PRODUCT
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
DIRECT MAIL
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
DIRECT EMAIL
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
GOOGLE ADWORD
Shoup Featured ProductTS4270 - Universal High-Back Seat: Black, water resistant cordura fabric $219.95 ea.ShoupParts.com/TS4270
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
RSS FEED
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
TWEET
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
PRODUCT PAGE
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
MOBILE ECOMMERCE
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
TAKE AWAYS
• Shift Happens• Multi-Touch and Multi-Channel Works• Cross Discipline Processes• Continuous Improvement• Launch & Learn
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
"Technology will never replace people. People who use technology will replace people who don't."
SELLING AND DELIVERING THE PROMISE OF CROSS-MEDIA
NETWORK WITH ME
Jeffrey StewartPartner/Chief Technical OfficerTrekk Cross-Media
Email: [email protected] Handle: JeffreyAStewartFacebook: JAStewartLinkedIn: jeffreyastewartTumblr: jastewart.tumblr.com