Next Steps

The Last Wave?

November 5, 2009 @ 12:40pm

Updated — November 16, 2009 @ 3:25pm

by Austin Edgington

Every twenty five years or so, a really big communication wave comes along that sweeps innovation and change into our lives. The first one I remember occurred when network television replaced radio as a focus for info-tainment and created modern advertising; so nicely portrayed by the butt puffing men of Mad Man. Yes, I’m old enough to remember when a ‘Winston tasted good like a cigarette should,’ and other tobacco pedaling jingles. In the 80’s, cable TV launched and undermined the network’s dominance by decimating advertising revenues with lower costs and wider choice of programs, characterized by re-runs, ESPN, and faux news show.

Then Web 2.0 crashed on our shores a few years ago, washing in social media and revolutionary web platforms like Facebook and Hulu.com. What’s interesting about this shift is the audience social media created. Techies, artists, writers, housewives, students, innovative business leaders, anyone with an opinion and others looking for connections beyond their daily toil flocked to Vox, Facebook, Twitter, Plaxo, Linked In, and more. They formed communities, groups, relationships, and trust arising from dialogue among one another in ways not imaginable by marketers in the past. It’s weird, it’s wonderful and it’s happening now.

The reality is that this new media, a term I use to describe the aggregate of social media and new web offerings, has disrupted marketing. For example, blogging news sites like the Huffington Post changed the way public relations is conducted. Social utilities like Facebook allow businesses to easily run ads and changes the way ad agencies can reach target audiences, while social media platforms like Vox, where people from tight, trusted neighborhoods converse about everything from their parents divorce to whether to purchase a VW or a BMW…changed web marketing as we knew it.

The traditional paradigm of engaging customers based on creating awareness, to create interest, which leads to a desire that prompts a consumer to purchase has been replaced by a new model that has more steps, but, paradoxically is more immediate and happens virtually 24/7.

In the new media model consumers take different steps purchasing. We call it the “Five R’s”;

Referral – A potential customer can easily be referred to your product or service by a friend or neighbor from their social network, and often the customer has never met the friend or even know their real name.
Research – Based on their online buddy’s referral (or not), they can research your brand on Google, Yahoo, or Bing. Conversely, you must now research where they are, what sites they travel, and what they have to say about your brand to be effective in reaching them.
Relationship – In doing so they may develop relationships with other brand users and further discuss brand attributes. They are developing a now have a relationship with your brand and are arriving at the purchase decision.
Reliability – Now the ball is in your court, and you must easily, seamlessly capture the purchase, facilitate the delivery, and follow up with customer service. This is more and more becoming what is known as the annoying ‘pile-on’ method, which often erodes your credibility. Comcast will drive you nuts with this approach after a botched service implementation.
Responsiveness – Being responsive to your customers needs in a reliable manner is most important. Drop the ball on this and immediately negative responses will begin to emerge on the very sites you are searching for customers. Two great examples of doing this right are Zappos and Amazon.

With the current wave washing away the way marketing has been conducted in the past, which is often last month in new media time, the question often posed by clients is: What’s a marketer to do? The answer is innovate. As the late great Hunter S. Thompson once quipped, “When the going gets weird, the weird turn pro.” Marketers need to look the weirdness of social media in the eye and turn social media pro. They need to think like those they wish to engage and go where they are; and do so with the credibility and authenticity the defines the trust that hinges the culture of the new media together. If you’re a CEO you will get much more mileage out your blog or tweets if you pen them yourself, even if you are not a witty communicator like Tony Hsieh of Zappos. The medium is the message, and authenticity rules the message.

The way to ride this wave is to embrace change, innovate, and partner with those who are riding it with knowledge of the waters they navigate and an eye on the future. After all, in new media time, it will soon be the last wave.

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Observations from Hearing Alan Cohen of Cisco Speak

July 16, 2009 @ 3:21pm

Updated — July 24, 2009 @ 3:22pm

by Mason Razavi

I recently attended an event in Mountain View in which Alan Cohen, VP of Enterprise and Mid-Market Solutions for Cisco, spoke his mind about the nature of contemporary business communications. The meetup was billed partly as a networking event and partly as an opportunity to learn about emerging social technologies in enterprises, so naturally I was compelled to go. Unfortunately, the event turned out to be little more than a recital of the obvious mashed up with some advertising and seed-planting for Cisco products.

Don’t get me wrong. Alan Cohen is a talented and charismatic speaker who seemed to have the audience in the palm of his hand. As I am someone who truly appreciates talented performers, watching him deliver his piece was in this sense a delight and an education in itself.

However the content was….shall I say, lacking? Allow me to summarize:

“Meetings are boring, and people fall asleep during them. Big companies are inefficient, as they spend too much time trying to get information from one place to the next. Email kinda sucks. Not important. Sorta annoys me. Human interaction is important. Face to face contact is important. That’s why Cisco makes this really neat video stuff that lets you do that, and in the near future we’re coming out with some more neat video stuff that lets you do that even better. Awesome, huh?”

Alright, I might be simplifying just a tad. Still, talking about the sloth-like path of information within giant corporations and how meetings are boring and inefficient is not exactly groundbreaking news.

I was lured to the event with advertising that teased potential attendees by asking if Twitter and Google Wave were the future of enterprise-level communications. My disappointment stems from the fact that I was expecting to actually hear what tools, specifically, were going to change things, and not just some stats and filler about how you only retain 10% of what you read and how 39% of people admit to falling asleep in meetings, and how Cisco is going to save Mother Earth and all its businesses.

In the end, I have to say that observing Alan Cohen’s delivery and the Thai food provided were the true highlights of the evening, even if the noodles were a bit cold.