We are in an era of chaos. Understanding how to harness the opportunities and bring delight to your consumer will be imperative to your brand's survival.
Digital Marketing Spotlight: Lifecycle Advertising Strategies.pdf
Marketing in the Era of Chaos
1. MARKETING IN THE ERA OF
CHAOS
Survival in the era of chaos is dependent on
“eye-opening” entertainment + genuine
customer experiences
Mitch Kapler
Carrot Creative
January 2014
4. TRUST IN MEDIA, GOVERNMENT AND
CORPORATIONS ARE AT AN ALL-TIME LOW
1
2
IT’S TRUE
3
5. BIG BUSINESS IS NO LONGER
INVINCIBLE
87% OF THE 1955 FORTUNE 500 COMPANIES
4
ARE NO LONGER ON THE LIST
40% OF THE FORTUNE 500 COMPANIES WON’T
BE ON THE LIST IN 2020 5
Image source: 9to5mac.com
7. FROM THE PRINTING PRESS ONWARDS,
COMMUNICATION MODELS LOOKED LIKE THIS:
ONE-WAY; CENTRALIZED
MEDIA
BROADCAST
MESSAGE
MASS
AUDIENCE
8. THEN, THE INTERNET CAME ALONG,
WHICH GAVE WAY TO THE NEWSFEED CHANGING THE MODEL FOREVER
ONE-WAY; CENTRALIZED
MEDIA
BROADCAST
MESSAGE
MASS
AUDIENCE
TWO-WAY;
DECENTRALIZED
THE
NEWSFEED
9. BROADCAST MEDIA IS AT ODDS WITH THE NEWSFEED
PACING AND RHYTHM IS EXPECTED; IT’S
ARCHAIC, CAN’T TALK BACK, SLOW TO
EVOLVE, NEEDS MILLIONS OF
EYEBALLS TO ENSURE SUCCESS
ONE-WAY; CENTRALIZED
MEDIA
BROADCAST
MESSAGE
MASS
AUDIENCE
TWO-WAY;
DECENTRALIZED
THE
NEWSFEED
MOVES FAST; IT’S
UNPREDICTABLE, RAPIDLY
EVOLVING, CAN TALK BACK,
NEEDS STRONG NICHES TO
ENSURE SUCCESS
10. NEWSFEED = PARTICIPATORY CULTURE
THIS MEANS:
1. LOW BARRIERS TO ARTISTIC EXPRESSION AND
CIVIC ENGAGEMENT
2. WILLINGNESS TO SHARE AND CREATE WITH
OTHERS
3. MENTORSHIP AMONGST PEERS
4. MEMBERS BELIEVE THAT THEIR CONTRIBUTIONS
ARE VALUABLE
5. SOCIAL CONNECTIONS WITH ARTISTIC PEERS
6
Resource: Professor Henry Jenkins
11. WE ARE LIVING IN THE WORLD OF THE
HYPERACTIVE NEWSFEED
...where content is shared, conversations rapidly unfold and the real
truth is sought out. This is fueling a new culture.
Image source: flickr.com/photos/squeaks2569
12. CULTURE IS BEING DEFINED IN REAL TIME
Image source: en.wikipedia.org
14. WE DECODE INFORMATION AND STORIES FASTER
THAN WE DID IN PREVIOUS GENERATIONS
THE INCREASE IN COGNITIVE
COMPLEXITY PRESENTED IN
ENTERTAINMENT CONTENT
PROVES OUR BRAINS HAVE
EVOLVED TO DIGEST DEEPER,
MORE NESTED STORY LINES.
8
Image source: businessinsider.com.au
Resource: Steven Johnson’s Everything bad is good for you
15. WE EXPECT DELIGHT ON ANY SCREEN AT ANY
TIME
Image sources: flickr.com/photos/hackny
thenextweb.com
flickr.com
16. THE WAY WE SEE, HEAR, INTERACT
AND SHARE CONTENT AND
INFORMATION HAS CAUSED A
PARADIGM SHIFT IN
ATTENTION AND EXPECTATIONS
Image source: google.com
17. MEDIA IS NOW DISPOSABLE
Image source: CinematicParadox.com
20. THIS ERA HAS PROVEN THAT BRANDS
CAN ENGAGE MASS AUDIENCES BY
CREATING “EYE-OPENING”
ENTERTAINMENT EXPERIENCES
BRANDS CAN CREATE STRONG LOYAL
NICHES THROUGH CONSISTENT AND
AUTHENTIC CUSTOMER EXPERIENCES
21. YES, THIS GUY
CREATES
AUTHENTIC BUZZ
HOW DO BRANDS CREATE BUZZ THROUGH
“EYE-OPENING” ENTERTAINMENT,
WITHIN THE HYPERACTIVE NEWSFEED?
Image source: www.google.com
23. OLD SPICE USED A HIT
COMMERCIAL AS A
SPRINGBOARD FOR
ONE-TO-ONE
CONVERSATIONS ON
YOUTUBE AND
TWITTER.
“LOLZ” DOMINATED
THE REAL ESTATE OF
THE NEWSFEED, AND
YES, OLD SPICE’S
SALES WENT UP.
9
Image source: Google.com
gottaquirk.com
youtube.com
24. RED BULL DROPPED A MAN FROM SPACE,
DRIVING CONVERSATIONS THROUGHOUT THE
WORLD
Image sources:
jalopnik.com
news.nationalgeographic.com
25. PSY WOWED US BY CREATING A CATCHY TUNE
THAT WAS FAMILIAR, YET OFF-CENTER, TURNING
HIMSELF INTO A REAL-LIFE MEME...
AND UTILIZED THE VIRAL MOMENTUM TO
SPRINGBOARD INTO AN INTERNATIONAL BRAND
Image source: YouTube.com
26. WHEN POP CULTURE STAPLES RUB AGAINST THE
GRAIN, THEIR BRAND HACKS THE NEWSFEED
Image source: Google.com
27. SHIT GIRLS SAY
THE HARLEM SHAKE
WHEN WE MAKE FUN OF OUR OWN NICHE
CULTURAL CLICHES, PARTICIPATORY CULTURE
UNFOLDS WITH LAUGHTER
Image source: YouTube.com
28. 50 CENT’S DOWN ON ME
WITH KEENAN CAHILL
KATIE PERRY’S LAST FRIDAY
NIGHT F/T YOUTUBE
SENSATION REBECCA
BLACK
JAMES FRANCO ON
GENERAL HOSPITAL
WHEN HIGH CULTURE AND LOW CULTURE
MEET, WE FOCUS AND DISCUSS
Image source
YouTube.com
aoltv.com
29. THE NEWSFEED IS NOT JUST A VENUE
FOR SHARED CONTENT EXPERIENCES
Image source: www.wired.co.uk/
30. THE NEWSFEED IS ABOUT BUILDING AUTHENTIC
RELATIONSHIPS
Image source: flickr.com/photos/timdorr
31. SOCIAL MEDIA IS ALL ABOUT LOVE
SOCIAL MEDIA USE PRODUCES
A DOUBLE-DIGIT INCREASE IN
OXYTOCIN, WHICH IS KNOWN
AS THE LOVE HORMONE.
11
Image source: wallpaperstock.net
32. “IT’S NOT THAT MACHINES ARE
TAKING OVER, IT’S THAT THEY
ARE HELPING US BE MORE
HUMAN. HELPING US CONNECT
WITH EACH OTHER. THE MOST
SUCCESSFUL TECHNOLOGY GETS
OUT OF ITS OWN WAY AND
HELPS US LIVE OUR LIVES. AND
REALLY IT ENDS UP BEING MORE
HUMAN BECAUSE WE ARE COCREATING WITH EACH OTHER
ALL THE TIME. IT’S STILL HUMAN
CONNECTION, IT’S JUST DONE IN
A DIFFERENT WAY. WE ARE JUST
INCREASING OUR HUMANISTS.”
10
– AMBER CASE
CYBORG ANTHROPOLOGIST
Image source: blog.ted.com
35. VALUES ARE SHARED AND AGREED UPON
THROUGH GESTURES AND ARTIFACTS
2014
1700S
Image sources:
publications.newberry.org
online.wsj.com
36. GESTURES AND ARTIFACTS ARE UNIQUE AS
THEY REQUIRE CARE AND TIME TO
CULTIVATE
Image source: www.prcouture.com
37. IN THE ERA WHERE ATTENTION IS SHORT AND
EXPECTATIONS ARE HIGH, HOW CAN WE SPARK
DELIGHT, TRUST AND LOYALTY AMONG
CUSTOMERS?
Image source: www.cinencuentro.com
38. UNLOCK SMILES BY REACHING OUT WITH A
GESTURE + ARTIFACT
Virgin America delivered sincere gestures in the form of a “cheer up” to travelers
who were Flying in the Face of Ordinary (FITFOO) in Boston, Washington DC and
New York. Virgin America listened for distressed travelers on Twitter and delivered
cupcakes to an office, brought rain boots to a woman who forgot hers at home, and
even gave a woman in Boston a ride to help her get an important meeting.
12
Image sources:
www.virgin.com
www.boston.com
39. UNLOCK GRATITUDE BY REACHING OUT
WITH A YUMMY ARTIFACT
Rob G. of strictlyautobiographical.com wrote a blog post for his future children called
“The Milano: an ode to Pepperidge Farm” in which he details his encounter with his new
love for Milano cookies.
Shortly after, a representative from Pepperidge Farm reached out to him via email to
thank him for the post and asked for his address.
Rob G. followed up with a blog post sharing his new stash of cookies and gratitude to
Pepperidge Farm saying, “You’ve made me even more of a lifetime fan. Thank you so
much!”13
Image source: http://agbeat.com/
40. FACILITATE DELIGHT IN THE FORM OF A SHARED
EXPERIENCE AND SINCERE GESTURE
A major soccer match between Spain’s Real Madrid against Italy’s AC Milan was taking place, and Italy’s
AC Milan fans were eager to watch. To use American football as an analogy, this is as if Russell Wilson’s
Seattle Seahawks and Peyton Manning’s Denver Broncos played on Monday Night Football.
Heineken enlisted several university professors, girlfriends and bosses to convince their boyfriends to go
to a classical concert on the same night as the match. These men could not say no to their significant
other/boss and had to go to the classical concert.
Heineken prepared a special surprise for them, unveiling a big screen as well as a classical orchestra
which played music as beers were handed out, just in time for the big match. 14
Image source: www.jwt.com / www.coloribus.com
41. GESTURES COME TO LIFE THROUGH
INSIGHTFUL INDUSTRY CONTENT VITAL CURRENCY FOR THE B2B INDUSTRY
AT&T created a content
marketing hub targeting
key stakeholders for their
B2B business.
The team used social
channels such as LinkedIn
and Twitter to target
people who would find the
information useful.
In the timespan of 18
months, AT&T saw $47
million in new business.
People reward those who
provide the right
information at the right
time. 15
Image source: http://networkingexchangeblog.att.com/
42. PLATFORMS ARE EVOLVING TOWARDS
COLLECTIVE VALUE OVER NEWSFEED
CONSUMPTION
Image source: eongxien.wordpress.com
43. CO-CREATION ENABLES THE REALIZATION OF
NEW PRODUCTS AND BRANDS
The Kickstarter effect and magic of co-creation
has arrived. In 2013, 19,911 projects were
successfully funded and total of $480mm in
total pledges were made, thereby unlocking
new creative projects from a collection of
sincere gestures in order to create thought
provoking experiences. 16
Image source: Kickstarter.com
Additionally, collective gestures are unlocking
the creation of new products. Modern artifacts
that have a genuine purpose, and a newfound
meaning for the user, now have an opportunity
to be involved at the very beginning of the
production process, and therefore have more
skin in the game.
44. COLLECTIVE GESTURES ENABLE CHARITY
In the summer of 2012, Karen H.
Klein was harshly bullied by
students in upstate New York.
The video titled, “Making the Bus
Monitor Cry” was posted on
YouTube and surpassed 4.7 million
views within a week.
The video prompted outrage on the
internet. One viewer was inspired to
create an IndieGoGo crowdfunding
page with a $5,000 goal to give
Karen the vacation of a lifetime. The
campaign ended up raising
$600,000 and ensured that Karen
would never have to be a bus
monitor again for the rest of her
life. 17
Image source: NYTimes.com
45. BRANDS CAN UTILIZE THESE PLATFORMS TO
HELP US ALL BE HEROES AND DELIVER REAL
VALUE AND HOPE
DC Entertainment’s We Can Be Heroes campaign
raised more than $150,000 to tackle hunger in the
Horn of Africa by enticing donors with perks like
collector’s edition comic books.
18
Image sources:
www.wbcitizenship.com
www.indiegogo.com
Save the Drive-In, a campaign supported by
Honda, is raising money to help sustain the
dwindling number of drive-in movie theaters.
18
46. OKAY, COOL.
NOW, HOW DO WE CREATE
“EYE-OPENING” ENTERTAINMENT
EXPERIENCES AND CREATE STRONG LOYAL
NICHES THROUGH CONSISTENT AND
AUTHENTIC CUSTOMER EXPERIENCES?
Image source: fabuloussavers.com
49. BEING OFF-PATTERN CREATES AUTHENTICITY
AND NEWNESS
“THE BEST EXPERIENCES ARE
BORN THROUGH A
COMBINATION OF WHAT IS
EXPECTED AND SOMETHING
NEW.” - MARC SHILLUM
19
Image source: http://relationshipbetweenhumansandnature.blogspot.com/2011/05/sowing-and-ploughing-inImage source: emi-cfd.com
fields_1592.html
50. PEOPLE ARE GRATEFUL WHEN THEY SEE,
HEAR OR LEARN SOMETHING NEW
THIS IS HOW NOVELTY IS BORN
Image source: meetthebeatlesforreal.blogspot.com
51. AND WANT TO KNOW WHAT’S CRAY?*
Image source: http://relationshipbetweenhumansandnature.blogspot.com/2011/05/sowing-and-ploughing-inImage source: dailydithers.wordpress.com
fields_1592.html
*CRAY IS SLANG FOR CRAZY
52. IT’S SCIENCE!
DOPAMINE IS RELEASED NOT AT THE
CRESCENDO OF A MUSICAL
COMPOSITION, BUT APPROXIMATELY
12 SECONDS BEFORE.
DOPAMINE IS A NEUROTRANSMITTER
IN OUR BRAIN THAT HELPS CONTROL
REWARD AND PLEASURE CENTERS.
WE EXPECT AND FIND DELIGHT IN
“EYE-OPENING” EXPERIENCES.
19
Image source: http://relationshipbetweenhumansandnature.blogspot.com/2011/05/sowing-and-ploughing-inImage source: dailydithers.wordpress.com
fields_1592.html
53. A HUMAN-FIRST APPROACH IS HOW TO
CONNECT IN A DECENTRALIZED ECOSYSTEM
OF HUMAN NETWORKS
Image source: ideagirlmedia.com
54. “No one wants to
be thought of as a
‘user’ (or
‘consumer’ for that
matter).
I certainly don’t.
And I wouldn’t
consider my mom a
‘user’ either,
she’s my mom.”
- Jack Dorsey
20
Image source: news.stlpublicradio.org
55. ‘WE NEED [A SHIFT FROM
SPREADABLE MEDIA] TO
PERMEABLE MEDIA: MOVING
FROM CONTENT PROVIDERS
TO CONTEXT PROVIDERS
[AND EXPERIENCE
DESIGNERS].’
21
PATRICIA ZIMMERMANN,
PROFESSOR,
MEDIA ARTS, ITHACA COLLEGE
Image source: www.ithaca.edu
56. VERB, REVERB AND AMPLIFY THEORY
The verb is something the company does.
The reverb is the reverberations (r1) of that action across the social web, the “oooo,
did you see what they did?’ (i.e. eye-opening experience)
The amplify is taking what you did, the reactions, and turning that into a story.
You must create a company culture that incorporates the development of eyeopening entertainment experiences and authentic gestures to produce dynamic
reverberations across the social web. 22
KEY
r1 = reverberations
v = the thing you do
q = quality of your product/
service
b = brand warmth
r0 = reverberations of the last
thing you did
Image source: http://smithery.co/
61. “YOU NEED TO BE PERFECT IN
EVERY ASPECT – IN THE
WINDOW, IN EVERY SQUARE
FOOT OF THE STORE. EVEN TEN
YEARS AGO IT WAS ENOUGH
TO JUST CREATE THE PRODUCT
AND THE ADVERTISING. NOW
YOU NEED TO PRODUCE A
TOTAL ENVIRONMENT, A
WORLD IN WHICH EVERYTHING
FITS TOGETHER. WE STARTED
SELLING JEANS, AND NOW WE
ARE SELLING A WAY OF LIFE.”
23
RENZO ROSSO
FOUNDER OF DIESEL JEANS
CEO, OTB HOLDING GROUP
Image source: outofrush.com
62. DO AMAZING THINGS
“ADVERTISING IS NOT
THE THING YOU DO.
IT’S THE STORY OF
THE THINGS YOU’VE
DONE.”
- JOHN V WILLSHIRE
22
Image source: www.marketingmagazine.co.uk
Image source: http://smithery.co/
63. CHAOS PRESENTS ENORMOUS
OPPORTUNITIES
BEING EXCEPTIONAL AND OFF-PATTERN
CREATES EYE-OPENING ENTERTAINMENT
FOR THE MASSES
DIGITAL TOOLS CREATE DELIGHT, TRUST
AND LOYALTY
UNDERSTANDING HOW TO HARNESS THIS IS
VITAL TO YOUR COMPANY’S SURVIVAL
65. SOURCES
1 Morales, Lymari. “U.S. Distrust in Media
Hits New High.” Gallup. Web. 21 Sept 2012.
<http://www.gallup.com/poll/157589/
distrust-media-hits-new-high.aspx>
2 Wilke, Joy and Newport, Frank. “Fewer
Americans Than Ever Trust Gov’t to
Handle Problems.” Gallup. Web. 13 Sept.
2013. <http://www.gallup.com/poll/
164393/fewer-americans-ever-trust-govhandle-problems.aspx>
3 Adams, Susan. “New Study: Trust in Both
Business and Corporate Leaders
Plummets.” Forbes. Web. 22 Jan. 2013
<http://www.forbes.com/sites/
susanadams/2013/01/22/new-study-trustin-both-business-and-corporate-leadersplummets>
4 Perry, Mark J. “Fortune 500 Firms in 1955
vs. 2011; 87% Are Gone.” Weblog entry.
Carpe Diem. 11 Nov. 2011
<http://mjperry.blogspot.com/2011/11/
fortune-500-firms-in-1955vs-2011-87.html>
5 Qualman, Erik. “10 WOW Social Media
Statistics“ Weblog entry. Socialnomics.
11 June. 2011.
<http://www.socialnomics.net/
2011/06/07/10-wow-social-mediastatistics>
6 Jenkins, Henry, Puroshotma, Ravi,
Clinton, Katherine, Weigel, Margaret, &
Robison, Alice J. (2005). “Confronting the
Challenges of Participatory Culture: Media
Education for the 21st Century.” New
Media Literacies <http://
www.newmedialiteracies.org/wp-content/
uploads/pdfs/NMLWhitePaper.pdf
7 Dvosrsky, Georoge. “The emerging
science of 'collective intelligence' — and
the rise of the global brain” io9. Web.
23 Nov. 2012
<http://io9.com/5962914/the-emergingscience-of-collective-intelligence--andthe-rise-of-the-global-brain>
8 Johnson, Steven. (2006) Everything Bad
is Good for You: How Today's Popular
Culture is Actually Making Us Smarter
New York, NY: Riverhead Trade
9 Neff, Jack. “How Much Old Spice Body
Wash Has the Old Spice Guy Sold?”
AdvertisingAge. Web. 26 July. 2010
<http://adage.com/article/news/spicebody-wash-spice-guy-sold/145096>
10 Case, Amber. “We Are All Cyborgs
Now.” Dec. 2010 Online Video Clip.
YouTube. Web. 11 Jan 2011
<http://www.youtube.com/watch?
v=z1KJAXM3xYA>
11 Zak, Paul. “Trust, morality -- and
oxytocin?” July. 2011. Online Video Clip.
YouTube. Web. 11 Nov 2011
<http://www.youtube.com/watch?
v=rFAdlU2ETjU>
12 Nayer, Melanie. “On the scene: Virgin
Atlantic team brings treats, cheer to
Boston” Boston.com. Web.
19 March. 2013.
<http://www.boston.com/travel/
explorene/blogs/packup/2013/03/
virgin_atlantic_takes_to_the_s.html>
13 Rosales, Lani. “Pepperidge Farm
surprises a blogger, wins a fan for life” The
American Genius - business entrepreneur's
beat. Web.
6 Feb. 2013
<http://agbeat.com/social-media/
pepperidge-farm-surprises-a-bloggerwins-a-fan-for-life>
14 Hepburn, Aden. “Heineken: Guerrilla
Marketing Event In Italy” Weblog entry.
DigitalBuzz Blog. 15 Mar. 2010
<http://www.digitalbuzzblog.com/
heineken-guerrilla-marketing-event-initaly>
15 Biehn, Sander. “Social Media Case
Study: How I made $47 million from my
B2B blog.” Weblog entry. {grow}.
18 Sept. 2013
<http://www.businessesgrow.com/
2013/09/18/case-study-how-i-made-47million-from-my-b2b-blog>
66. SOURCES
16 Kickstarter. “The Year in Kickstarter.”
8 Jan. 2013 Kickstarter. Web.
<http://www.kickstarter.com/year/2013>
17 Preston, Jennifer. “For Bullied Bus
Monitor, a Windfall to Ease the Pain.” New
York Times. Web. 22 June, 2012. <http://
www.nytimes.com/2012/06/23/nyregion/
for-bullied-bus-monitor-funds-raised-totake-hurt-away.html>
18 Bazilian, Emma. “Brands Are
Discovering Crowdfunding as a Marketing
Tool Aligning themselves with popular
causes.” Forbes. Web. 22 Jan. 2013 <http://
www.forbes.com/sites/susanadams/
2013/01/22/new-study-trust-in-bothbusiness-and-corporate-leadersplummets>
19 Shillum, Marc. “SXSW Brands as
Patterns_final” Weblog entry. Slideshare.
10 March 2012
<http://www.slideshare.net/Method_Inc/
sxsw-brandsas-patternsfinal>
20 Dorsey, Jack. “Let’s reconsider our
“users”“ Weblog entry. Jack’s Tumblr.
17 Oct. 2012
<http://jacks.tumblr.com/post/
33785796042/lets-reconsider-our-users>
21 Zimmerman, Patricia (BrainPicker). “"We
need more permeable media, moving from
content providers to context providers." ~
Patricia Zimmerman #FoE5.”
11 Nov 2012, 11:50 a.m. Tweet.
<https://twitter.com/brainpicker/status/
135444325843746816>
22 Willshire, John V. “Advertising is not the
thing that you do. It’s the story of the
things you’ve done.” Weblog entry.
Smithery.co.
4 April. 2011
<http://smithery.co/uncategorized/
advertising-is-not-the-thing-that-you-doits-the-story-of-the-things-youve-done>
23 Wipperfurth, Alex. (2006) Brand Hijack:
Marketing Without Marketing
New York, NY: Portfolio Trade
67. SCHOLARS WHO INFORMED AND
INSPIRED THIS PRESENTATION
• Marc Shillum
• Douglas Rushkoff
• Helge Tenno
• Seth Godin
• Steven Johnson
• Patricia Zimmerman
• Ed Cotton
• Gary Vaynerchuck
• Amber Case
• Jack Dorsey
• John V Wilshire
• Caleb Kramer
• Gabrielle Schaefer
• Jon Lombardo
Image source: http://relationshipbetweenhumansandnature.blogspot.com/2011/05/sowing-and-ploughing-infields_1592.html