Forrester: Social Media to Lead Interactive Marketing Growth

Forrester has just released its five-year forecast growth in showing social media will outpace all other forms of interactive marketing spending, with a compound annual growth rate of 34% (off a very small base). Mobile marketing will be the second-fastest-growing budget item. E-mail and display advertising will grow more slowly over the next two years but the forecast improves after that.

The firm didn’t provide any details other than the chart below. The full report will be issued later this spring.

forrester_forecast

Why You Should Take Another Look at RSS

rss-logoMention RSS to non-techies and their eyes assume a faraway look that tells you that you’re better off changing the subject. Really Simple Syndication is seen by most people as being anything but simple. Their early experience with the little orange buttons that grace most websites has been that clicking on them resulted in a screen full of cryptic text that prompted them to quickly close the browser window and take a deep breath.

RSS is widely misunderstood.  People think that its main use is by the small number of techies who have the time and expertise to consolidate all their information in feed readers.  But the main audience for RSS is machines, which are increasingly incorporating RSS feeds into the information streams that power websites.

Cheeseheads

Let’s look at a silly example: here’s a page about cheese on the popular website Alltop.com.  Alltop is a huge engine of information about nearly any topic you can imagine, yet it produces no original content.  All of its information consists of headlines provided as RSS feeds from the websites it indexes.  Mouse over any of those headlines and you get an expanded description that tells you whether the information is of interest.

Now head on over to BlogHer, the popular site for women bloggers.  Nearly everything at the top of this page comes via RSS feeds.  BlogHer automatically collects the latest posts from members of its network and streams the headlines to its home page.

It’s the same at Engadget, which is one of the top 10 blogs on the Internet. Nearly the entire right side of this page is given over to content delivered in the form of RSS feeds.

So you can see that the audience for RSS feeds isn’t individuals, it’s websites. They can potentially magnify your content to reach thousands of other people. It gives you the potential to reach much larger audiences than you could with just your own small online outpost.

Personal Use

RSS also has personal productivity benefits.  If you look at my own home page on the right side under the “Speaking” banner, you’ll see a list of upcoming events at which I am presenting.  I don’t post this content myself; its origins are this collection of Delicious bookmarks.  By inserting a small snippet of code on my home page, I can have items that I bookmark distributed automatically.  To add an item, I simply bookmark it, modify the description and give it the appropriate tag.  All of the websites that I own are updated instantaneously.

You can even use RSS to feed your own information needs.  Look at this page of Twitter search results for the query “global warming.” Note the orange button in the upper right corner.  Click it, copy the URL in the address bar and plug it into any RSS widget to display the Twitter search results on a website.  Every time you refresh the page, the latest search results are added to the mix.

Nearly anything you read or publish on the Internet these days can be formatted as an RSS feed.  Once it’s in that form, it can be syndicated anywhere else.  That’s the real power of RSS.  It gives you the means to flexibly reuse and syndicate content to reach a much wider audience with very little effort.

Digital Lifeline for Struggling Artists

fans_friendsSelf-promotion is all the rage in social media publishing these days, with titles like Stephen Van Yoder’s 2nd edition of Get Slightly Famous, Jorge Olson’s Unselfish Guide to Self-Promotion and Dan Schawbel’s Me 2.0 hitting the market in just the last few months.  

I haven’t had a chance to read many of these volumes in any depth yet, but I did make it a point to pick up Scott Kirsner’s Fans, Friends and Followers when it arrived in the mail.  Two reasons:

  •         Kirsner is an accomplished journalist who knows how to tell stories, and I think stories are the essence of learning.
  •         He’s a tight and efficient writer, so I knew that the 183 pages would be time well spent.

I wasn’t disappointed.  Fans, Friends And Followers is packed with useful information about how to create a following online and possibly quit your day job.  Kirsner, who writes extensively about film for a variety of publications as well as his own CinemaTech blog, did his homework, conducting dozens of conversations with successful artists who have created enthusiastic followings and featuring their words in a section of first-person narratives interviews that make up the majority of the book. He distills their experiences into 35 pages of advice about how to maximize your search visibility, use low-cost promotional channels and distribute products cheaply

And in the best tradition of practicing what one preaches, Kirsner self-published in both print and digital form and has taken responsibility for marketing the title himself.

Self-publishing shaved months off the production process. “I’d say about half [the books I receive from publishers] have gone stale by the time they get into my hands,”  he told me in an e-mail exchange.  Not only that, but authors can make considerably more money off of self-published books than those produced by commercial publishers if they promote them well.

I had heard of only a few of the people I met in Fans, Friends And Followers, but that doesn’t matter.  These people have built legions of followers through hyper-efficient and inexpensive word-of-mouth marketing juiced by digital tools. The artists profiled here have little in common other than their ambition to chase a dream and the street sense to double down on opportunities.  Some have made the jump to semi-stardom, like Richard Cheese and his band, Lounge Against the Machine.  Most, however, are content with small but passionate groups of followers who provide just enough income for them to develop their talents.  Not everyone in this book is making a living as an artist, but most are coming pretty close.

Audience Connection

Scott Kirsner

Scott Kirsner

Another thread that runs through these interviews is a remarkable connection these artists have with their audiences.  That’s because the tools they use, which range from e-mail lists to Facebook groups to fan-based distribution networks, are so easy to develop today compared to a few years ago.  In contrast with the recording or film industry megastars, these people are almost addicted audience feedback. 

Singer-songwriter Jonathan Coulton, for example, actually asks fans to sign a log book if they want him to come to their city.  While planning a trip to Seattle, he messaged local fans that he was having difficulty finding a place to perform. Within 24 hours, a half dozen volunteers had come forth to help.

Many of the artists Kirsner profiles publish their own work and sell them out of their homes or through fulfillment services.  There’s a nice section on how to do this, and the trade-offs of distributing through various means.

Fans Friends And Followers is clearly targeted at the struggling artist who has to do as much as possible with very little. If you want to learn how to market your business, there are other books better for that.  Not many of the people in this book are getting rich, but all are getting by and they’re having a wonderful time doing something they love.

Kirsner thinks wealth will be in the picture pretty soon.  “In the near-term, the ‘pots of gold’ will definitely come from people who get signed to make records for big labels or movies for big studios,” he wrote. “But over the longer term, I do think you’ll see people who figure out a mix of projects that…get the best of both worlds.”

Big Companies Warm to Blogs

blogs_by_sectorA new study finds that companies at the top of the Fortune 500 list are more likely to use blogs and other social media than those lower the list.

Researchers found that the top 100 Fortune 500 companies have more corporate blogs than the 300 companies ranked from positions 201-500 combined. Altogether, 16% of the Fortune 500 is blogging, including three of the five top companies.

The research also indicates that corporations are adopting a multi-channel approach to social media. Sixteen percent of the 500 corporate websites researchers analyzed have podcasts and 21% use online video. Of the 81 corporate blogs, 28 link to corporate Twitter accounts.

“It appears that those companies that have made the decision to blog have utilized the tool well,” researchers Nora Ganim Barnes and Eric Mattson wrote. “There is frequent posting, on-going discussion and the ability to follow the conversation easily through RSS or subscriptions.” More than 90% of the corporate blogs accept comments.

While Fortune 500 companies continue to tiptoe into the blogosphere, they lag far behind other sectors in their adoption of new tools. Earlier research by Barnes and Mattson found that the Inc. 500 companies are nearly two-and-a-half times as active as the Fortune 500. Nonprofits lead the trend, with 57% of charities using a blog.

Barnes is a Chancellor Professor of Marketing and Director of the Center for Marketing Research at the University of Massachusetts, Dartmouth. Mattson is the CEO of Financial Insite Inc., a Seattle-based boutique research firm focusing on technology innovation in finance and banking.

In Defense of Blogging

swiss_army_knifeI had to laugh last week when I heard the keynote speaker at a public relations conference refer to the conventional wisdom that blogs are “so yesterday.” Maybe it’s because I spend two to three hours daily tending to my own blogs and others, or maybe it’s just general frustration with trend-chasing, but blogs are more relevant today than they’ve ever been, and they’re growing more useful as options proliferate.

The blog is the Swiss army knife of social media. Simple to use and easy to update, it accommodates every type of media: words, images, video and sound. Blog entries can be of Twitter-like brevity or can go on for thousands of words. Content can be displayed in a wide variety of formats and designs. Visitors don’t have to register to read.

Blog content is automatically syndicated via RSS feeds, making it simple for the owner to republish information through other outlets. A blog can also act as a catch-basin for the owner’s other social media activities. All of a person’s tweets, Yelps, Flickr PhotoStreams and YouTube creations can be aggregated and displayed in one place.

Content can be automatically reformatted for display on devices ranging from text readers to mobile devices. A countless variety of useful widgets can be added to entertain and inform visitors. Web analytics can show detailed information about where visitors originated, what they read, how long they stayed and where they went next. Blogs can even incorporate order forms. Last but not least, blogs rock on search engine performance.

Not Perfect

It’s true that there are a few things blogs don’t do well. They’re not as quick and easy to update as Twitter or the Facebook status message. And they lack interactivity. While visitors can comment on individual entries, they can’t comment on the overall theme of the blog, and even threaded comment strings can be difficult to follow. There are also limits to what you can do with the simple reverse chronological format, although innovators like Brian Gardner are managing to make WordPress do things I never thought possible.

For businesses, blogs provide a critical element of control. They’re the social media equivalent of speaking to an audience. The author retains control over subject matter, tone and direction while offering interaction around subjects of his or her choosing. Businesses that shrink from the unpredictability of unmediated discussion can take comfort in the fact that blogs give them a healthy dose of control.

For business-to-business applications, blogs are the overwhelming tool of choice. That’s because b-to-b professionals often don’t have the time or patience to fill out profile forms, answer friend requests or join groups. Blogs are simply a fast and easy way to share information with very little overhead.

Blogs are the building block of nearly every form of social media. They are the tool you need to master in order to understand the rich nuances of other media that are available to you.

Viral Marketing at the Marathon

jason_jacobsIf you watch the Boston Marathon next Monday, keep an eye out for Jason Jacobs. He should be pretty easy to spot; he’ll be the one dressed as a giant iPhone.

Jacobs is the founder of FitnessKeeper, Inc. , which sells the RunKeeper iPhone application. RunKeeper uses the iPhone’s built-in GPS to track how far and how fast people run, walk, cycle and whatever. They can then share their numbers wit h friends.

The marathon idea came about after a pitch from some students at Emerson College three weeks ago. In Jacobs’ own words, here’s why he’ll be dressed as an iPhone:

With RunKeeper, we have been really big on “humanizing the brand” (check out @runkeeper on Twitter), and what better way to humanize the brand than to have a giant iPhone with RunKeeper on the screen actually running in the marathon?

We partnered with a team of undergrads in a social media class at Emerson College to help us put together a marketing campaign.  They pitched me on the idea with only 3 weeks before the marathon, and I fell in love with it right away.

We jumped into action immediately.  By the next morning, I had a marathon number (VERY hard to do), and we’ve been scrambling ever since to line up tshirt and other vendors, get the costume built, plan all of the race day logistics, build awareness in the community, etc. etc.  And this is all while training for the race (typically an 18-week ordeal) in 3 weeks time.  Even better is that we have been filming the entire process!

The plan is to launch a series of viral videos leading up to and immediately following the race, which document the prep for this campaign from soup-to-nuts, as well as the outcome.  Think Apprentice meets Real World meets Behind-the-Music.

It’s a great idea, although there’s only one video at the moment and it isn’t exactly viral quality. Jacbos is also raising money for Spaulding Rehabilitation Hospital, which is a worthy cause.

I hope this works. It’s gonna be hot in that iPhone suit!

Attacking the Data Center Energy Crisis

From Innovations, a website published by Ziff-Davis Enterprise from mid-2006 to mid-2009. Reprinted by permission.

For more than 15 years, Ken Brill has preached the gospel of optimizing data center availability. Now he’s evangelizing a more urgent message: data centers must reduce their environmental footprint or risk letting their spiraling power demands run away with our energy future.

Brill’s Uptime Institute serves Fortune 100-sized companies with multiple data centers that represent the largest consumers of data processing capacity in the world. A typical member has 50,000 square feet of computer room space and consumes “a small city’s worth” of utility power. For these companies, uptime has historically been the brass ring; their need for 24 x 7 availability has trumped all other considerations. That has created a crisis that only these very large companies can address, Brill says.

Basically, these businesses have become power hogs. They already consume more than 3% of all power generated in the US, and their escalating data demands are driving that figure higher. A research report prepared by the Uptime Institute and McKinsey & Co. (registration required) found that about one third of all data centers are less than 50% utilized. Despite that fact, the installed base of data center servers is expected to grow 16% per year while energy consumption per server is growing at 9% per year.

“During the campaign, John McCain talked about building 45 nuclear power plants by 2030,” Brill says. “At current growth rates, that capacity will be entirely consumed by the need for new data centers alone.”

Potential for Abuse

That might not be so bad if the power was being well used, but Uptime Institute and its partners believe that data centers are some of the country’s worst power abusers. In part, that’s because uptime is no longer the key factor in data center performance, even though data center managers treat it that way. Data centers used to serve the needs of mission-critical operations like credit card processing. Response times and availability were crucial and companies would spend lavishly to ensure perfection.

Today, many data centers serve non-critical application needs like search or large social networks. Uptime isn’t a top priority for these tasks, and spending on redundancy and over-provisioning is a waste if the only impact on the user is a longer response time for a search result.

The move to server-based computing as a replacement for mainframes has actually increased data center inefficiency. Whereas mainframes historically ran at utilization rates of 50% or more, “Servers typically operate at less than 10% utilization,” Brill says, “and 20% to 30% of servers aren’t doing anything at all. We think servers are cheap, but the total cost of ownership is worse than mainframes.”

Wait a minute: not doing anything at all? According to Brill, large organizations have been lulled into believing that servers are so cheap that they have lost control of their use. New servers are provisioned indiscriminately for applications that later lose their value. These servers take up residence in the corner of a data center, where they may chunk away for years, quietly consuming power without actually delivering any value to the organization. In Brill’s experience, companies that conduct audits routinely find scores or hundreds of servers that can simply be shut off without any impact whatsoever on the company’s operations.

And what is the implication of leaving those servers on? Brill compares the power load of a standard rack-mounted server to stacking hairdryers in the same space and turning them all on at once. Not only is the power consumption astronomical, but there is a corresponding need to cool the intense heat generated by this equipment. That can consume nearly as much power as the servers themselves.

The strategies needed to combat all this waste aren’t complicated or expensive, he says. Beginning by auditing your IT operations and turning off servers you don’t need. Then consolidate existing servers to achieve utilization rates in the 50% range. He cites the example of one European company that merged more than 3,000 servers into 150, achieving a 90% savings in the process. “People think this is an expensive process, but it actually saves money,” he says.

In the longer term, making data center efficiency a corporate goal is crucial to managing the inevitable turnover that limits CIOs to short-term objectives. The commitment to environmental preservation and power efficiency needs to come from the top, he says.

Uptime Institute has white papers, podcasts and other resources that provide step-by-step guides to assessing and improving data center efficiency. This is a goal that every IT professional should be able to support.

Still Don't Get Twitter? Maybe This Will Help

twitter-logoIt’s okay to admit it.  You’re among friends.  You’ve been on Twitter for a couple of months now and you still can’t figure out what the heck all the fuss is about.  It took me a while to “get” Twitter, too, but now I find it an indispensable part of my toolkit for gathering information and promoting my work.  Here are some things to think about.

The 140-character limit is liberating.  Writing blog entries is a time-consuming task.  I’m not the type who fires off one-sentence posts, so I like to put some thought into what I say on a blog.  In contrast, Twitter’s 140-character limit lends itself well to quick thoughts that I believe are worth sharing with others but that don’t justify a full-blown blog entry.  Very little of what I tweet makes it into my blog and vice versa.

The 140-character limit can also be frustrating. If you have ever engaged in an e-mail exchange using Twitter direct messaging, you know it can be disjointed.  At some point, you need to jump to e-mail.  That said, 140 characters does force you to focus your thoughts and to write succinctly,

Public conversations.  Twitter gives everyone the option of making discussions public.  You can’t do this with e-mail, and it’s difficult to accomplish on a blog.  If you believe that your exchange with others would benefit from public input, or if you just want to expose the discussion to others, you have that option.  You can always take things private via direct messaging if you wish.

Immediacy.  When you just can’t wait for information, Twitter can’t be beat for getting your question to a large group.  It’s impractical to do this with e-mail. People’s inboxes are already cluttered with spam and you have no way of getting your message to people you don’t know.  Also, through “retweeting,” a message can reach a large number of people who aren’t on your follower list.  This brings new perspectives to the conversation and gives you the opportunity to discover people you wouldn’t have otherwise met.

Retweeting. While we’re on the subject, don’t underestimate the power of the retweet.  When someone picks up your message and forwards it to their followers, it magnifies your reach and often recruits new followers in the process.  Sending provocative messages that others retweet is a great way to build your following and your contact list for information-gathering and promotion.

Discovery.  Twitter is the most efficient mechanism I’ve ever seen for discovering interesting information.  I could literally do nothing all day but monitor the “All Friends” feed in TweetDeck and read interesting articles that others recommend. If it weren’t for Twitter, for example, I wouldn’t have known that Travelocity has hotels in Las Vegas for $22 a night.  This discovery process is not unlike scanning the pages of a newspaper, but it’s much faster and more encompassing.  Also, you know that comments and recommendations from certain people will be of particular interest to you, so you have the option of drilling down on individual profiles to see what they’ve been saying recently.  Chaotic?  Sure, but that’s part of the discovery process.

Searchable. If you want to find out what people are saying about you right now, services like Twitscoop and Monitter enable you to instantly track mentions of your company, product, industry or whatever and to save them as RSS feeds for later browsing.  You can do the same with Twitter Search. Google Alerts currently doesn’t index Twitter feeds, but Filtrbox does.

Twitter is a deceptively simple idea with remarkably powerful applications.  People are only beginning to tap into its potential, and I hope visitors to this blog will contribute their own thoughts on what they find most compelling.

Nailing the Interview, Web 2.0 Style

From Innovations, a website published by Ziff-Davis Enterprise from mid-2006 to mid-2009. Reprinted by permission.

Job-hunting using Web 2.0 technologies can simplify the job discovery process and enable you to unearth opportunities that aren’t advertised. But to nail down that offer, you sometimes have to employ tried-and-true tactics.

Interviews are key to the process. They establish a personal connection between the job seeker and the offering manager and solidify your image as a poised and competent professional. Your credentials will get you through the screening process, but you won’t nail down the position without establishing rapport with your future boss.

The key to success in the interview process is to be memorable. Hiring managers may interview 10 or 20 candidates for a position, and believe me when I say that recollections tend to run together in their minds after a while. Anything you can do to stand out from the crowd increases your chances of making the final consideration list.

Start by cleaning up any online tracks you’ve left that may come back to embarrass you. Get rid of the photos on your Facebook account from the senior year beer blast or tailgate party. Check any accounts you have on photo sharing or video sharing sites and delete anything you wouldn’t want an employer to see. Google yourself and look up your profile on Zoominfo. You may think you control what’s in your profiles, but human resources people have ways of getting around firewalls.

Create a profile on LinkedIn. This is the professional network of choice for business people and having your profile there shows that you’re serious about your career. Use a professional photo, post a well-edited resume and reach out to others to post their recommendations.

Create an online resume. Include links to as many of your accomplishments as can be displayed online. Bonus points if you can work in a video, slideshow or PowerPoint summary of your experience. Make it personal. Showcase hobbies and interests that portray you as energetic, multifaceted and fun. Each item should communicate something positive about you.

When you get that interview, research the company. As a longtime hiring manager, I’ve often been amazed at how many people show up for interviews without having done any background research on the company or the position they’re interviewing for. There is simply no excuse for not knowing some basic facts about your potential employer. Having this information shows that you are serious about the position and not just casting around for anything.

You get bonus points for researching the manager who’ll interview you. Many of us leave interesting facts about ourselves scattered around the Internet these days, even if we don’t publish the information ourselves. If you can learn that the hiring manager is a marathon runner, fishing enthusiast or skilled horseman, that’s a great conversation icebreaker. Be careful not to get too invasive with personal information – discussion of the person’s recent divorce is off-limits – but remember that interviews are personal interactions. If the interviewing manager knows you’ve gone to the trouble to find about her as a person, you get credit for resourcefulness.

Create a remarkable resume. People differ on whether this is a good idea, but as someone who’s hired more than 200 candidates, I believe anything you can do to stand out works in your favor. Hiring managers are overwhelmed with resumes that look more or less the same. Dress up yours with a photo, some nice typography, an unusual design or color. This demonstrates your creative side and makes you more memorable.

You get bonus points if you create an online message that’s unique to the job. Don’t skip the traditional cover letter, but point a potential employer something you’ve created just for them. Maybe it’s a song, a short work of poetry or a clever video. You have so many ways to show your creativity these days, it’s a shame not to take advantage of them. I wouldn’t necessarily recommend the approach used by Michael Spafferty (right), but this video certainly is creative. For the right employer, it could be the dealmaker.

Follow-up. Send a thank you e-mail within a few hours of your interview. Reserve one small accomplishment to note in this letter. This makes the communication memorable and actionable. Then follow-up with a handwritten note. Yes, that personal touch is essential. The very fact that something arrives in the mail these days with an address written in cursive script is noteworthy.

How about you? How have you used Web 2.0 to help in your job search? Share your good ideas below.

Influencer Marketing: Not Your Typical PR

With mainstream media rapidly declining in scope, influence is increasingly being exerted from below by individuals using the power of self-publishing to reach out to their peers.

In recent influencer engagements, we’ve learned a few things about how to work with these new media.  An important point to remember is that they do not behave like reporters.  Journalists are skilled in the “game” that goes on with public relations professionals.   You know: It’s the one in which PR is paid to keep pushing and the journalists is paid to be skeptical.  The two parties engage in this back-and-forth with a wink and a nod, knowing that each has a job to do.

Influencers often don’t work this way.  To them, their online outpost is a display of their passion for the topic that they cover.  They care deeply about the subject matter and they usually know at least as much as the PR person who contacts them.  Often they know quite a bit more.  In some ways, engaging with influencers is like pitching product reviewers.

Know Your Stuff

You’d better come prepared to this engagement, because some influencers will take lack of knowledge on your part as an insult.  This can capsize junior agency people who aren’t prepared for the depth of questions they will get or the scorn they may endure if they can’t answer.  Again, journalists know how the game is played, but influencers are more likely to expect the person on the phone to share their enthusiasm.  I recommend you put experienced people on this job.

Influencers are also likely to have an opinion.  While journalists are expected not to share any biases, bloggers often do what they do precisely because they have opinions to share.  Fortunately, a little advance reading can often clue you in to someone’s agenda and even help you decide if they’re worth contacting all.  You don’t want to come in with a strong Windows pitch, for example, to a blogger who’s passionate about the Mac.  You also don’t want to be blindsided by someone who has made his or her opinions clear and who is offended by the fact that you don’t know them.  Again, 15 to 20 minutes of reading can save you a lot of aggravation.

Finally, influencers are more likely to want to get their hands on the product or to talk in depth with the people who develop it.  Unlike journalists, they’re probably not interested in analyst quotes or customer case studies.  It’s more likely they’ll want to talk to the VP of engineering or the CEO than to the head of marketing.  Before you start an influencers program, be sure that you have these people on board.

Their time will be well spent.  The right influencers have as much credibility in their community as product reviewers or analysts.  They usually have extensive networks of online and real-world contacts and they’re likely to have experience with not only the your products but those of your competitors.  Engage in a conversation.  You might learn something from them.