PLANNING YOUR 2010 DIGITAL MEDIA ECOSYSTEM

Website

Ideally acts as the “hub” of all digital activities linking and integrating with all third-party sites and applications (i.e. “spokes”). It should also:

• Extend the ability to capture and share information, understand current and future user needs, calculate lifetime value, improve the customer experience, and provide customers with relevant messaging in their preferred channel.
• Extend an ‘active’ versus ‘passive’ dialog (i.e. Gives your customers a voice.)
• Note: The web acts as the one (and only) ubiquitous channel to ALL other media (TV, Radio, Print, et al.) Not TV versus interactive, Not Radio versus interactive, Not Print or Billboard versus interactive.  Rather, what can be achieved when ALL mass media drives-to-Web.  
• Note:  This vision extends the brand relationship to a 1:1) 1:1 marketing is a simple, powerful concept: promoting your products to individuals in a way that reflects an understanding of each person's individual preferences,
• Build a participatory community while allowing for user segmented paths (which would address all constituents versus only primary target),
• Extend your brand your consumers are migrating to (i.e. online.) Fish where the fish are.

 Integrated Pillar programs into existing platforms

• Firstly, to clarify, building a micro-site costs essentially the same amount as setting up a traditional website.  Maintaining a micro-site however requires additional budget and resources.  While some companies create multiple micro-sites that point to the main site in an effort to rank higher on search engines, having a larger site with a lot of updated content has proven more successful - as all links and site activity are attributed to the domain as a whole.  The big trouble with micro-sites is that they typically inherit none of the trust, authority, ranking power, consideration, etc. that search engines give to established, well-linked properties. 

What is the correct balance of functionality and emotional messaging (Form versus function)?

• The form should complement the function---serving to attract visitors, increasing the satisfaction by prompting an emotional response. A site that lacks form will seem dull and drab and not entice users for a prolonged initial visit to experience the site functionality.
• The functional elements of a site are what ultimately bring value to the user experience.
• The reality is that the most aesthetically pleasing sites are not designed to rank well in search engines, and the best ranking sites are typically not the best looking.
• The goal of the developer is to meld the design and functionality such that they are inseparable to the user. Form and function should have a symbiotic relationship that makes user experience the priority; as this will determine visitor retention rate and the duration of their stay. 

The role of Online Media in the Communications Plan

• The role of online media is two-fold.  The first (in combination with detailed segmentation and media planning) is to ensure that the appropriate message (or offer) is served to the right person at the right time. 
• The second is to entice, invite, and usher the online user to additional content.  Both online and offline media impressions create awareness and equity.  The primary difference however is that one is passive (and static) and the other is active (and dynamic.) 

 Shotgun or sniper rifle

• While static (non-interactive) media by definition must address a much wider target audience (typically primary-only), online media can be served to a unique user (1:1) based upon any number of variables.
• All online media should therefore be carefully architected to extend a clear value-proposition that will resonate with the intended audience - whenever and wherever users are most receptive to a brand’s message.   
• Note: Online media can also be optimized in real-time based upon a number of primary and secondary variables, allowing brands to become far more targeted and nimble; effectively lowering lead acquisition costs and extending much higher return on investment.

2009 CIPR AWARDS | BEST USE OF SOCIAL MEDIA

GOLD - McCann Erickson – “Things that make you go o!”

McCann Erickson has touched every aspect that the judges would expect to find. This is a campaign that genuinely sets standards for the industry and from which others can learn. 

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BMW USES MOBILE VIDEO ADVERTISING TO GENERATE TEST DRIVES

Bavarian Motor Works (BMW) ran a personalized mobile video advertising campaign to promote its X1 Series to a younger demographic in China. The BMW brand believes it empowers people to express their individuality and personality - and the carmaker wanted its X1 marketing message to do the same.  The personalized videos, or technically advertisements, were designed to have an impact so that viewers would show and share with their friends and create a viral buzz around the campaign (with the idea of BMW qualifying and sending the user a personalized holiday greeting.)

Why Mobile?  In this case, the mobile device is the primary Internet access tool in China and it is the most relevant medium for the demographic target. There are roughly 165 million high-speed, 3G mobile broadband subscribers in China and these are extremely active mobile Internet users.  In fact, 58 percent of Chinese mobile Web users post Web 2.0 content via their handsets, compared with 41 percent of those in the United States, according to Phonevalley. 

Personalizaton is key

The messages, distributed Dec. 21-24 in Shanghai, Beijing and Guangzhou, targeted individual customers with a holiday greeting that was uniquely tailored to each recipient.  For the campaign Clip in Touch, whose platform provides a means of sending advertising campaigns via MMS, enabled a targeted campaign with sight, sound and motion that BMW’s audience can personalize and make their very own.  The technology for the campaign’s targeting and personalization was provided by Israel-based, Clip in Touch.  Initial response to the campaign has been very positive, generating more test-drives in a three-day period than at any time this year. The uniqueness comes in allowing users to personalize, edit and add their own voice, video and text to any advertising campaign.

BMW GETS mobile
In Germany this past April, a BMW launched a mobile campaign specifically to sell more winter tires - and is said to have achieved a 30 percent conversion rate.  BMW Germany wanted to remind its customers that snow tires are more of a necessity, rather than a luxury, especially during the winters in Germany. The luxury carmaker targeted owners of BMWs, urging them to visit a local dealership and buy a set of tires (see story). 

BMW Z4 Roadster Launch

BMW turned to mobile to launch its new BMW Z4 Roadster as well. The German company introduced the Z4 Roadster to auto enthusiasts with a new application for the iPhone. The car was launched a few days ago at the Geneva Auto Show (see story).

The carmaker also ran a mobile campaign on the Nokia Media Network to promote some of its popular luxury vehicles to consumers in Spain (see story).

Also, BMW's mobile advertising campaign for the new BMW 1 Series Coupe resulted in a 67 percent increase in traffic to the brand's WAP site for Britain (see story).

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THE NATIONAL HOCKEY LEAGUE (NHL) GETS MOBILE

The National Hockey League (NHL) and Verizon Wireless are partnering to provide live and exclusive mobile content on the carrier's V Cast service. Live NHL games, local radio broadcasts and play information will be available on V Cast. Consumers can watch live hockey games from their mobile devices on New Year’s Day.

Ice stream
For the second year, Verizon Wireless and the NHL are bringing NBC Sports coverage of the 2010 Bridgestone NHL Winter Classic on New Year’s Day to V Cast for consumers to watch on their Verizon devices. At 1 p.m. EST on Jan. 1 the Boston Bruins will host the Philadelphia Flyers in the NHL’s annual outdoor game. This year it will be played in Boston.  The game will be streamed in its entirety on the NBC Sports channel on V Cast.

Additional NBC Sports games will be streamed live during the remainder of the season.  Also beginning on Jan. 1, the NHL and Verizon Wireless are giving hockey fans across the country the chance to listen to teams’ local radio broadcasts live on V Cast.  The audio will feature hometown announcers and analysts from every game will be available throughout the season and the playoffs.  Broadcasts from select games will also be available in French.

 “Verizon Wireless has featured a lot of NHL content, and we're planning to bring even more innovative mobile content and options to our customers,” said Debra Lewis, spokeswoman for Verizon Wireless, Basking Ridge, NJ. “The NHL is very forward-thinking about its mobile strategy, and we're excited to continue to work together.”  Ms. Lewis said the NHL provides Verizon with content including video, audio and exclusive extra content on players and teams.

The NHL’s Mr. DiLorenzo said partnering with Verizon meets several challenges for the League. The partenship lets the NHL serve fans who are not in front of a television or computer.  Working with Verizon also helps the NHL satisfy the demand from its passionate, tech-savvy audience and it lets the League be more pervasive in marketing the game.

“Going mobile lets us shorten the distance between league and fans,” Mr. Di Lorenzo said. “And we realize the marketing and business benefit of an increasingly pervasive content and commerce platform.”

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WALT DISNEY’S MULTIFACETED DIGITAL STRATEGY

Disney’s mobile initiatives include SMS alerts and campaigns, games, sweepstakes programs and a video-enabled mobile Web site, both a WAP version as well as one optimized for the iPhone’s Safari browser and touchscreen capabilities.

 “We’re focused on extending Disney.com to mobile platforms, and we work with all Disney-branded business units to mobilize their programs,” said Disney’s director of mobile strategy and marketing.  “We use the same ad filter for both platforms—our mobile site and iPhone app,” he said.

“The mobile site and the app support Disney films, television shows and video games, and are updated weekly with new videos, new sections [and] new games launching and both utilize news feeds from around the company with information and quizzes about popular movies and TV shows.”

According to Disney - Disney.com ranks as the No. 1 entertainment site on the mobile Web.   Consumers can even text the keyword MOBILE to the short code DISNEY to get information about the company.

In addition to the free Disney iPhone application, the company also has an expanding line-up of paid applications currently available in the App Store, including Toy Story Mania, Disney Fairies Fly, The Nightmare Before Christmas and Breakspin.  Disney Interactive Studios also recently launched the latest addition to its slate of applications, The Muppets Animal Drummer for the iPhone and iPod touch.

a multichannel approach

Disney takes a multichannel approach to marketing its many properties and mobile continues to increase in its importance as a marketing channel for Disney. “We use a multitude of methods to get the word out,” Mr. Rhodes said. “Our strategy in regards to communication is to educate the Disney audience—people are already consuming our content on other platforms.“We’re running TV spots on the Disney Channel, radio commercials, mobile calls-to-action in print and outdoor advertising, we’re promoting it on the online version of our site and we’re running mobile advertising and on-device search advertising, both natural organic search and paid search,” he said.

Disney has found that ads promoting a specific TV show or movie are more successful than general Disney-branded ads.  “We’ve learned to be brand-specific—a Hannah Montana ad that is targeted generally does well, while a general Disney ad is not as effective,” Mr. Rhodes said.

Disney sells its own inventory across its various platforms, including television, radio, online and mobile.  Disney offers cobranded sponsorship opportunities and banner ads sold on a CPM basis. It offers both cross-channel buys and mobile-specific. About 40 percent of the campaigns it sells focus exclusively on the mobile channel.

Currently Disney has three advertising sponsorship deals running on its mobile site, that represent the three types of mobile campaigns it typically sells.  Jonas Brothers and Xbox 360 are running a cobranded sponsorship campaign featured across the Disney mobile site.  Banner ads redirect users to a micro-site that is also cobranded by the Jonas Brothers and Xbox. The site broadcasts a call-to-action for consumers to participate in a user-generated-content program letting kids submit video clips then view, share, and rate videos submitted by others.

There is even a text-to-win sweepstakes integrated into the campaign, asking consumers to text the keyword XBOX to a short code to enter for the chance to meet the Jonas Brothers in person and win an Xbox 360 video game system.

“We’ve seen the text-message sweepstakes work very well.  A previous campaign with the Jonas Brothers and Best Western saw almost half of the sweepstakes entries come from mobile.  An SMS call-to-action is a great way to get people participating in a campaign,” he said.

Mass merchandiser Target, for example, launched a straightforward banner ad buy across Disney’s mobile Web site and various applications to drive consumers in store to boost holiday sales.  AT&T ran a Haunted Holidays campaign leveraging Disney’s online and mobile platforms featuring “The Nightmare Before Christmas,” Charles Dickens’ “A Tale of Two Cities” and “A Christmas Carol,” “Snow White and the Seven Dwarves” and other Disney properties relevant to the “spooky Christmas” theme.

Mobile gaming
Contrary to conventional wisdom, Disney reports that its core demographic on mobile skews older than its TV and radio properties.  “At the core, the demographics are very similar, although from mobile standpoint it’s slightly older, whereas on the Disney Channel or Radio Disney you get younger kids,” Mr. Rhodes said. “On mobile we get tweens or teens—we perform best in that 11-15 range. We also perform well on mobile with moms and adults—men are more familiar with navigating to content on their phone,” he said. “Parents are sharing mobile content with their kids, making games the No. 1 section of our mobile site.

Disney has a series of mobile games it calls “interactive adventures,” basically digital, mobile versions of the “Choose Your Own Adventure” series of books.  Hannah Montana and the Jonas Brothers for example both have their own mobile games. Other top Disney mobile games include Fairy Friends, Cannons of the Deep (based on the ride and film “The Pirates of the Caribbean”), trivia games based on various Disney film releases and the Princess and the Frog Swamp.  All Disney mobile games have free, WAP-based, ad-supported, and available within the iPhone application store, which also has games with more robust functionality such as the Wizards of Waverly.

Mobile connects all channels
Disney continues to place a greater and greater emphasis on the mobile channel, both as a publisher and an advertiser.  “Mobile fits in really prominently in our overall strategy, and our focus has been on aligning our mobile properties with the online version of the site—the same videos available online are also available on mobile.”

“We’re using mobile to connect and enhance larger campaigns for films and TV shows, and we have pretty extensive mobile programs connected to our upcoming releases, including Tim Burton’s ‘Alice in Wonderland,’ ‘The Sorcerer’s Apprentice’ and ‘Toy Story 3,’” he said.   “Mobile is an important channel because we’re seeing a lot of adoption and traffic, not just our properties, but across the entire industry.”

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