CommonSense Blog

Four Key Trends We’ll Cover at Our Upcoming NewCo Event: An Interview with W2O President, Bob Pearson

By Aaron Strout | May 21, 2015

We are excited to be participating in the NewCo tour and welcome folks into our offices to share a deeper look into who we are, what we practice and our philosophy. Bob will be sharing insights on trends within the digital marketing industry and how we fit into the ever-changing landscape. Below are some high level takeaways which he will discuss in more detail at the event.

Aaron: When building a website, we regularly hear how important “responsive design” or a “multi-device friendly approach to design” is. What is your view on how clients should approach “responsive design or responsive experience” for their owned content and web properties?

Bob: Most content today is consumed by mobile phone. This will only increase in importance, so our first impression matters more than ever. As a result, we are shifting from responsive design, which is old school, to responsive experience. We need to provide the right content the first time to the customer visiting our site, based on what we know about them pre-visit.

Aaron: You’ve talked a lot recently about the fact that “influencer relationship management is more important than traditional CRM to shape markets”….can you expand on that a bit more?

Bob: You could have two million customers in a CRM database, but does this matter? What we are finding is that understanding who drives your audience (the 1% and the 9% of the 1,9,90 model) is the key to influencer relationship management. Volume isn’t the answer to gain the right reach. Precision of who you reach leads to the right volume/penetration of the market. A very simple and profound change in how we market is happening.

Aaron: The last trend emphasizes how one of our new processes – the creation of deeper audience insights through something we call audience architecture. Can you explain that a bit?

Bob: Audience architecture relates to how we identify and then listen to the right audience to understand what content we share, what keywords we use and what time of day we share content by channel. If we are tracking the right audience online, they will teach us what to do. The clues to success are right in front of us.

Aaron: Can you share an example of how audience architecture works?

Bob: Let’s say you want to find health conscious customers who are millennials, live in 15 specific cities and like to have an occasional burger. We can build a profile that leads to a panel of representative people online matching this group. We then watch what they do and say and can develop a highly targeted strategy. Basically, we’re starting to evolve how media planning and engagement occur.

Thanks for your time Bob. We look forward to hearing about these four insights and more at the upcoming event on Friday, May 29th 12:30-1:30.