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It is, by now, hackneyed to say that we live in the age of data and that businesses are reacting accordingly. Nonetheless, the adoption and intensity with which data is implemented continues to grow. Those who have boldly embraced it, putting data at the heart of their decision making, have reaped the benefits: higher ROI on marketing, better and more effective spending, a deeper understanding of reputation and audiences… in short: optimised, evidence-based decision making.

“Yesterday’s ‘good-enough’ is no longer good enough.”

At W2O, analytics is at the heart of our business, leveraging data to our client’s advantage is part of our DNA. Analytics is embedded into every corner of our service offering. By embracing the importance of data analytics in informing our recommendations to our clients, we continue to justify our place as strategists and key advisors.

However, as this adoption has escalated, so too have the requirements and expectations of clients. In response, analytics has undergone massive, disruptive changes radically transforming the discipline. New technologies and ways of capturing data have gone from niche to commonplace in a matter of months, and by the same token, the level of insights and depth that are expected from analytics has been continuously pushed forward. Yesterday’s ‘good-enough’ is no longer good enough.

As such, passivity in the analytics we offer isn’t an option if we want to continue to be ahead of the curve. Not only is internal R&D extremely important, but as possibilities and methods proliferate, it is increasingly important to have a holistic evolving view of not just what is out there, but of what is possible. Here’s three trends which I think will be most important in the second half of 2015:

1) Convergence and Agnosticism

The breaking down of established analytic discipline silos will continue. It is no longer a matter of one technique versus another, but of optimising and layering analytics to yield results. The combination of social media analytics, marketing techniques, social sciences will become commonplace, and clients will expect you to be familiar in navigating multi-disciplinary data stacks.

By the same token, data sourcing will continue to be agnostic. Rather than relying on a single vector of data acquisition, multiple sources of data can be used together to strengthen the accuracy of analytics, the depth of insight or the validity of a model: broadening the spectrum of what is possible.

Business Insights Analytics will become a much more multifaceted discipline, leveraging methods and foraging through multiple data feeds to offer unparalleled intelligence. Techniques and platforms no longer matter, only insights and answers do.

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2) Models & Predictive 

As a direct consequence of this convergence, the burden on creating models to synthesise multiple datasets and translate complexity into actionable and understandable conclusions grows.

While complex modeling and predictive regressions can be powerful, as for all complex models, it can’t be fully convincing without qualitative analysis to support the results and drive an insightful narrative. It is in this relationship that truly responsive research can be forged. To be able to run complex analysis, we must be aware in 2015 that one-off data analysis is not an option. We need to think ahead about how we can use our key clients’ data to inform the evolution of their market and be able to predict certain outcomes with relative certainty. This will call upon a much wider set of specialist personnel that we may have to leverage: from data scientists, sociologists, marketing experts, data visualisation experts and good-old strategists, the make up of our analytics practice is extremely diverse.

“Techniques and platforms no longer matter, only insights and answers do.”

3) Delivery Mechanisms

The main three tools for insight delivery to our clients are becoming outdated. Dashboards, presentations and reports will have to give way to new initiatives to communicate results previously unexplored. The always-on nature of our lives, layered with the ubiquitous presence of interactive high-resolution screens will give birth to a new line of data presentation, one that oozes the visual quality, accessibility and interactivity of our modern environment but still contains the distillation of analytical thought, guiding the user through the heart of the insight. Watch this space!

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The Future is Up for Grabs!

Many more things lie around the corner, both known and unknown, that will have a radical impact on the future of the industry. The stakes are high, and this isn’t a future that’s coming in ten or five years, but a much more immediate maturation and this still very much up for grabs. If it hopes to remain competitive, a successful company will have to combine institutionalised innovative thinking and dynamic problem solving, while keeping a close watch on market developments and successfully creating a multifaceted ecosystem that attracts a wide combination of disciplines and professionals. Not an easy feat. But then again, if you’re already working analytics… you wouldn’t have it any other way!

If you’re interested in how those data and insights are affecting all of us every day, W2O is hosting a summit in London on Monday the 14th, which you should definitely attend if you can make it, or live stream if you can’t. It’s free!

We will be taking a look at how digital technologies and data have changed the way we live, work, and create. We will also be asking some questions about the ‘duality’ of digital, evaluating whether these developments have been of benefit or a detriment to people and brands. Don’t miss it.

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As a marketing analyst, my day is governed by digital media. My nights are equally dictated, as I am guilty of sleeping next to my phone, just like 83% of other Millennials. Tech-dependant as we are, I’d expect this “generation of digital natives” to be very fond of online experiences. In fact, according to statista, 85% of UK 16 to 34-year-olds used Facebook in 2014. Can we infer from these numbers alone that digital experiences are always the preferred choice by us Millennials? As you might have guessed, I intend to make it a tad more difficult by contrasting some digital vs. offline experiences:

Education: While traditional education has undeniable benefits such as direct peer and teacher interaction, over 6.7 million students were taking a minimum of one online course in 2011 – an increase of more than half a million year-on-year. Online education will enable people from poorer families or rural areas receive valuable skills. Interestingly, print reading is highest among 18 to 29 year old US students, according to a Pew study, as the text book layout benefits comprehension and distractions and skimming are less likely.

Work: Similar to traditional education, being physically present at work has huge benefits, such as your boss knowing what you are up to. However, home offices will be an important factor in juggling work and family, as a survey in the Microsoft whitepaper points out. Further benefits of home office are a less stressful environment, a quieter atmosphere, commute elimination and increased environmental sustainability.

Dating & Friendships: Dating apps allow us to roam potential partners whenever and wherever we want. Some portals such as EHarmony and OkCupid ask personal questions that supposedly match you to people with similar opinions and interests. Therefore, online dating is a form of offline speed dating, as you don’t have to waste precious minutes getting to know someone to figure out later that their love for cats doesn’t match your allergies. Digital, in this case, gives you a wider range of opportunities, while you will most likely want to meet your online encounter in real life before getting married. Regarding friendship building, technology also works as a facilitator. According to a recent study by the Pew Research Center, 57% of US teens have met a new friend online, with 30% having made more than five. Due to their love for video games, boys are more likely than girls to make online friends.

Family: Most of us can speak from experience that being around your family in person is superior to a Skype call, where the video quality is sub-par. Nonetheless, apps and platforms allow us to reach out more often and share little, yet important moments as well.

The endless list of things we do online includes mobile banking (enabling female farmers in Africa build their own businesses) or sharing hobbies, such as cooking, sports, art and photography. Due to Instagram filters, everyone can now be a “photographer” and we can share our successful or not-so-successful cooking experiences with the entire world. We can also share calories burnt after our first mile or half-marathon and make our Facebook friends envious. Most of all, we can find people who share rare hobbies such as a fondness for pigeons. It’s much easier to find like-minded people online or strangers to talk to confidentially. Privacy goes both ways online: you can be anonymous and share fears and thoughts, but at the same time, you can gossip and insult others without being identified. Negative factors seem to increase online where it is also much easier to voice your opinion to a greater audience. The latest incidence being the refugee crisis in Europe, where a lot of celebrities voice themselves supportively online, but allow fans with negative sentiments to comment and reach this wide audience as well.

As it turns out, the digital landscape is widely complex. Deciding on what experiences are more enjoyable online is further hindered by factors such as your audience’s background, preferences and motivations. As the recent Economist article “Myths about Millennials” points out, “individual differences are always bigger than generational differences.” One should not make assumptions about a group of people just because they were born in the same time period.

Generally speaking, however, digital is always better. Not because we replace real experiences with digital ones, but because digital adds options to our means of communication. Every communication tool in history has had its pros and cons, but the tools have been improving over time. Improvement meaning enhancing communication, bringing us closer together. We started with smoke clouds and can now communicate with people on several continents at once and in colour. We want to share information and experiences – sad moments, achievements and joy. Yes, there are still many improvements to be made, technically and personally (be it privacy issues or us constantly looking down on our phones while walking in the streets). Ultimately, communication is what we’re all about and digital communication is a further added benefit along the way – and not just for Millennials.

After this peek into the facets of digital, I want to invite you to join W2O Group’s PreCommerce Summit that is part of London’s Social Media Week, to further expand your knowledge. Hear industry experts talk about marketing’s future and share your opinion on whether digital is always better. You can RSVP here: http://w2oevents.com/

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In the past six years, I can count on one hand — one finger, actually — the number of times I’ve attended a conference and not been an active participant in the Twitter conversation onsite. It was 2009, my laptop was at the office, and I did not yet have a smartphone. You can bet that was the last time I traveled without multiple devices, a smartphone being one of them.

As a millennial — yes, one of those — I began my career at a time when Twitter was only for the tech elite, Facebook was still “The Facebook,” and LinkedIn was a glorified resume. Now, similar to how no one can remember a time when anything got done without email, I can no longer fathom — nor want to — a world where social media wasn’t a driving force behind how business gets done, and done well.

In my past life as a healthcare conference producer, social media wasn’t yet the widely adopted medium for communication and collaboration that it is today. Speaking faculties and conference agendas were created from research and whatever publications and articles were available online, and events were publicized via mass email campaigns and cold calling. Just a few years later, the landscape had already changed drastically.

In my next role as an editorial content producer at a technology publisher, hashtags were the new sources for news stories, LinkedIn was the first point of contact, and QR codes were all the rage. To stay timely, topical and relevant was to keep up with the rate of change in social media adoption and use. Today, that thinking still holds true. Only now, the cost of not participating is something that individuals and brands alike can no longer afford.

We’ve all heard that “content is king,” and from a content generation perspective, Twitter is one of the most valuable — and all too often, underrated — sources. If someone had told me back when I was putting together conference agendas that there would soon be a channel that would provide, in real-time, insights on the topics and trends that your target audience cares most about, I might have traded an arm or leg for access. Now, that information is just a screen tap away.

But the wealth of benefits that Twitter provides goes well beyond social intelligence — topic and audience targeting, influencer analysis, idea generation and the like. While it’s true that the incredibly rich data that Twitter provides — when paired with the right analytics, active listening tools and analysis in place — creates an unmatched opportunity for social optimization and ROI-inducing initiatives, to me, the most valuable aspect of the channel has been the relationships that is has allowed me to cultivate. And for that, I could not be more appreciative.

While conferences and networking events might have previously been where industry colleagues would be introduced to one another for the first time, now, these onsite interactions are simply an extension of the relationships that began through a series of 140 character posts. The number of times I’ve approached — okay, ran toward — industry colleagues with whom I’ve connected on Twitter first, and recognized solely from their profile picture, is a bit embarrassing. But the amazing opportunities, incredible learning experiences, professional connections, and friends, that I have made, simply because we were engaged via the social medium first, makes it all worthwhile.

Case in point being earlier this year, at W2O’s #HITsmCIO event at HIMSS’15 in Chicago, where provider innovation, information and technology chiefs gathered together to discuss the proliferation of social media in healthcare. UPMC’s chief innovation officer, Rasu Shrestha, M.D., one of the Twittersphere’s most active — an quite frankly, awesome — digital health leaders, shared that when it comes to hospital and health system use of social media, “it’s less of a question about whether you should do it; it’s can you afford not to.” I would have never gotten the opportunity to meet, know, and most importantly, learn from, Dr. Shrestha in the same capacity if not for Twitter, where his perspective perfectly echoes what we advise our clients, friends, and ourselves, regarding social media engagement.

For House of Cards fans, during one of his infamous first-person narratives to the camera, Frank Underwood noted that “imagination is its own form of courage.” For anyone who has yet to take the leap or see the value in social media from a personal perspective, I’m here to tell you that it’s worth it. Imagine yourself interacting with and learning from individuals you had previously only read about, fostering relationships with an unmatched network of thought leaders, and carving out a voice for yourself in the space. It might take a bit of courage to put yourself out there, but just imagine the possibilities.

And for those brands who have yet to harness the power of social engagement and intelligence — from healthcare and digital health, to technology and pharma, through B2B startups to well-established B2C staples — the time to imagine how these social channels can drive opportunity and incredible value for your business is now. Remember, it takes imagination — and courage — to see innovation and opportunity where others cannot, and social media engagement is no exception.

For more information on how social commerce and SoMe intelligence is driving change, enabling opportunity and creating a competitive advantage across the marketing and communications landscape, be sure to follow #PreCommerce on Twitter for updates and notable information from W2O’s EMEA annual PreCommerce Summit, taking place in London on September 14, 2015.

Please see here for more information on the event. In the area? Come join us – registration is free!

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Eileen OBrien Blog Post
Nash Grier and one of his 31M fans

If reality TV has redefined the concept of celebrity, social media has taken it to a whole new level. A recent survey found that 8 out of the 10 celebrities that matter most to teens are YouTube personalities – the other two were Taylor Swift and Bruno Mars. Many of these “celebrities” don’t even have a discernable talent, such as singing or dancing, and (like the Kardashians) they are famous for being themselves. But tweens and teens are responding to their genuineness and the ability to potentially connect with them via social media channels.

Many of these social sensations look like the kid bagging your groceries. In fact, if that kid bagging your groceries is Alex From Target then he is “famous” and you can talk to his agent about a product endorsement fee. Variety calls them Famechangers: “Teens’ emotional attachment to YouTube stars is as much as seven times greater than that toward a traditional celebrity; and YouTube stars are perceived as 17 times more engaging, and 11 times more extraordinary, than mainstream stars.”

I witnessed this firsthand at DigiFest in New York City where about 1,000 screaming fans paid to see these personalities in real life. I talked to 17-year-old Nash Grier who has more than 31M followers aggregated across different social channels. Grier explained the dynamic, “It feels like a family – every single one of my followers, we kind of have a relationship. I always try to find some time in the day to tweet some people back to see their support and love.” I guess the definition of the word relationship is different when you are talking about 31M followers, but both the fans and personalities appear to earnestly believe this.

Grier prefers to call himself a “content creator” and notes that only adults distinguish between media and social media. He was very polite, and smiled and posed for multiple photos with all the young girls that tentatively, and sometimes tearfully, approached him. My colleague, Angel Hakim, wrote also wrote about this topic, Influencers vs. Creators: How the Landscape is Changing.

What constitutes authenticity?

These social media celebs call themselves brands and, very astutely, understand the value of their audience to potential sponsors. However, they don’t perceive themselves as spokespeople or advertisers. “I’m really mad at commercials because they are so whack,” said Grier. “I feel like kids are just fed all this stuff and they are supposed to buy it. There should be some content behind it. There should be an incentive to make them want something.”

The idea of native advertising and using content – or celebrities – to sell products isn’t new or unique to this age strata. However, I find the constant reference to authenticity among this group ironic. “One old piece of slang that has not survived is ‘selling out.’ …Frontline asked a group of teenagers what the phrase meant to them. Nothing, they replied. Yesterday’s sellouts, mocked for their contracts, are today’s brand ambassadors, admired for their hustle,” wrote Amanda Hess in The New York Times.

It will be interesting to see how this evolves as today’s tweens/teens and YouTube personalities grow up. What do you think?

 

 

 

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Did Google Alphabet remember to google the letter “G” before they said, “G is for Google”?  We here at W2O Group are all about data mining and sometimes all that requires is the simplest of questions as well as the simplest of search tools.

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Scott Kramer & Franco Galimberti

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Twitter’s milestones over the past nine years are nothing short of remarkable. Now Twitter can add another feather to brag about, again changing up the media landscape.

You’ve likely heard (from a little bird?) that Twitter has eliminated the 140 character limit on direct messages (DM). For some, this isn’t a surprise. The social media powerhouse made an announcement via their blog in early June, and public relations (PR) pros couldn’t wait to see what kind of impact this would have for media outreach. This may appear to be a “whoop-de-doo” kind of announcement, but take note: this opens up a whole new method of communication with journalists and influencers alike.

More often than not, journalists will tell you (very adamantly, actually) that email is the preferred channel of communication. But, on occasion, we like to ruffle feathers and change it up. Here are three ways this impacts the game:

Communication with Journalists

Many media professionals are on social media—for both personal and professional reasons. And even a nice ‘I love you note’ will garner some replies on Twitter. But what about a pitching a story idea via DM? Go for it. This new DM format also allows for better, more substantial communication. Being in a “chat” format has opened up more opportunities to engage genuinely.

A key thing to remember is that we’re all human – don’t be afraid to engage in something outside of “work” tweets. Who doesn’t like getting a retweet or two?

Reaching Influencers

Here’s an example: a client wanted to reach fitness influencers (not necessarily individuals who blog), who were heavy Twitter users. Armed with large amounts of followers, these Tweeter’s didn’t have to have a traditional blog or news site to make a big impact on the world of fitness. The challenge? Actually communicating with these individuals, all through their go-to channel, Twitter. The team carefully crafted a DM, getting creative to stay under 140 characters or sending separate messages, and hoped for the best. Those days are long over.

Pushing the Boundaries of Communication

An item to consider: Just because you can, should you? Even if your close friend sends you a 500 character DM on Twitter, chances are you will text him “what gives bro?” Just like a traditional email pitch, if you can’t be clear, concise and to the point, rethink your story.

Look for the changes on Android and iOS apps, twitter.com, TweetDeck and Twitter for Mac. The new format will continue to roll out over the next few weeks. Happy Tweeting!

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Andrea Kramer and Christiana Pascale

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If you’ve been in a communications role for a decade or more, chances are you have lots of experience in traditional comms. In recent years, there’s no question that social media has had a significant impact on communications. While social media has overwhelmed many communicators with a dizzying array of platform choices and a firehose of data to make sense of, it also provides them with new ways to connect with reporters, influencers and customers more efficiently than ever.

Over the years, one thing hasn’t changed: communications is fundamentally about building relationships. To me, social media augments ways communicators can build those relationships. Like I’ve said before, it doesn’t replace phone calls, email conversations with or face-to-face conversations with reporters. But many times, a brief back-and-forth discussion on Twitter or via the comment thread in a blog post can go a long way to answering questions from reporters (and many times, your customers too). This is especially true if your company uses its social presence to respond to news-related items.

One thing that has changed: press releases aren’t what they used to be. While there’s still a place for them (company earnings information, acquisition news, corporate reorganization updates to name a few), social media platforms provide companies a more efficient way to communicate news. The problem is that not enough companies use social media to communicate and respond to news.

I’ve blogged about what I think it takes to be an effective communicator in 2015 (see here and here). Hint: combine that newsworthy sensibility with a little bit of tools and technology. It may require you to step out of your comfort zone, but doing so will yield solid results.

One example: a tool I mentioned before called Nuzzel. It’s a website/ mobile app that highlights articles people you are connected to are sharing. While that’s useful on its own, the real power is that you can use it on any public or private Twitter lists you create. See my Pioneers private list in the Your Custom Feeds section near the bottom right in the image below. In my view, that alone makes creating Twitter lists worth the hassle. Imagine clicking on one link to see the stories that 25 of your top reporters are sharing, or the 17 strategic topic influencers, or the top 15 subject matter experts in your company. All it takes is to create those private (or public) Twitter list, then connect your Twitter account at Nuzzel.com. From there, you are one click away to seeing what’s being shared most on Twitter or Facebook at any point in time.

Image for Lionel's Summit Post

 

If you’re not sure who the online influencers are, or if you need help identifying the topic conversations that are most relevant to your brand, W2O can help. Our analytics services are built to help communicators and marketers understand the online conversation that’s happening about your brand, identifying strategic topics that affect your brand (and that you can impact) as well as identifying individuals who are most influential about your industry, your competition and your brand even as they change over time. Those are people you need to foster relationships with. In many cases, those influencers are reporters you already know. Engaging them via social will deepen the existing relationship—especially when you focus efforts to adding value to their online conversations.

On September 14th, a global panel of social experts from across industries will converge in London for the #PreCommerce summit, hosted by W2O EMEA, with a special focus on how we work, live and create in the digital time. Social media has forever changed our world and it’s our responsibility to evolve with it! More on what to expect from the event here. Register for free here, or by clicking on the image below.

London Summit

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I recently traveled to upstate New York for a weekend at my family home via train, and I couldn’t help but notice the staggering amount of travelers using multiple devices (me being one). Travelers of ages, from what I estimate to be 8 to 65 years old, were using tablets, phones, and laptops (some were using all at once!). Among these multitaskers were businessmen and women conversing with colleagues on the phone (eavesdropping at its finest); clearly, they were finding it difficult to disengage from the office.

About a month ago, the WCG Corporate & Strategy team released its latest CommonSense… For The C-Suite outlining the overwhelming amount of messages today’s society is inundated with each day, and the effect this is having on work/life balance. Today’s workforce is constantly connected to email and always “on call” in case something pops up. While technology continues to make our lives more efficient, it’s making them quite a bit busier at the same time.

What we’ve seen

According to research conducted by the American Psychological Association, a majority of working Americans believe communications technology has a positive work_lifeeffect on their lives.

  • 56% said it allows them to be more productive 
  • 53% added it provides more flexibility

However, being plugged-in 24/7 isn’t all fun and games.

  • 36% of employed Americans believe communication technology increases their workload
  • 34% said it makes it more difficult to stop thinking about work

Office landscapes continue to evolve, and more companies are allowing employees to work remotely (or have axed the traditional office setting all together). Today’s technology is shifting employees’ day-to-day realities as they no longer need to physically be at their desk to accomplish the task at hand. More and more, we’re finding that the workplace is wherever we are.

While this allows us to add flexibility to our schedules, it also increasingly presents challenges for us to find time to unplug and officially “sign off” for the day.

Tips for maximizing your work/life balance, unplugging and making time for yourself

Be Realistic and Transparent

  • When setting deadlines for work, make sure that you have identified and set aside the proper amount of time to finish the task at hand. If you have other deadlines or engagements you have already committed to, make sure you voice this to your manager and team upfront.

Set Aside Time for YOU

  • You cannot work for 24 hours straight, every day. Set time aside on your calendar for you! Whether it’s a gym class or a coffee date with a friend, this time should be specifically reserved for something you want to do. Having this booked on your calendar each week (and well in advance) will ensure this time is always dedicated to you.

Create a Routine

  • Do you wake up at the same time every morning? Do you drink a coffee and read the news, or go to the gym? Whatever you may do, make it a daily “to-do.” According to research from Phillippa Lally, a health psychology researcher at University College London, it takes exactly 66 days before a new behavior becomes automatic on average. By developing a routine, you can start every day off by checking off an item on your to-do list.

 

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Wow, it’s been a little over 90 days since we joined the W2O family. For any company that is getting assimilated, one of the keys to success is observing the organization and figuring out how you fit in and what you can contribute to the business as a whole. One of the things that attracted us to W2O, aside from the all-star team, was our keen focus on analytics and empowering our services via software. Essentially, we’re saying that we value the ability to be accurate and to scale how we service our customers. This is music to our ears (especially since we help power the software part) and, in my opinion, the future model of agencies (software + analytics + service). But what unites the firm under a common purpose across these three disciplines? Audiences. That is the common bond in our company and our purpose is to identify, understand, and engage with audiences. All kinds of audiences.

Audience

I feel like James Michener as I type this post… “it all started when the earth cooled,” but the reality is a little CRM and mass marketing anthropology is needed to understand the future. So to put things in perspective, the concept of communicating to an audience heralds back to the Egyptians who put hieroglyphics on papyrus to make sales messages or announcements. Soon after came the invention of the Phoenician alphabet to ensure messages were accurately delivered between traveling maritime merchants. The next big evolution of audience engagement didn’t occur until the advent of Greek theatre and politics, which might even be considered the earliest origin of mass marketing. It was there in those ancient amphitheaters that messages were disseminated to large or small groups of people through storytelling or one-by-one messages.

Gutenberg PressIt took the mid 1400’s and the invention of the Gutenberg press for another major transformation of audience. Now the ability for ideas to spread and for knowledge to democratize was a function of ink and paper. The ability to get a message en masse became an art form, but was still limited by time and distance. It wasn’t until the 1800’s, the proliferation of newspapers, and then industrial revolution, that we saw the incarnation of mass communication and mass marketing. The science/art of marketing and PR were born to leverage these new tools to reach and influence as many people as possible. Using these blunt instruments of push marketing, they sold products, changed opinions, moved markets, and educated the masses. The science of demography was adopted so that better targeting could be applied to getting the messages to the right audiences, but again, very wide swaths of understanding people. Not until the internet, and especially the invention of cookies and social media, have we had tools that truly help us narrowly understand individuals, but then be able to group them by common behaviors and affinities.

The path from understanding and connecting to blasting messages is irrefutable. But the science of audiences intrigues me and the whole W2O family. With technological advancements we have an unprecedented ability to truly understand people at scale as individuals, and against specific , not a crude clustering based on broad terms. For James and myself, creating the toolset that helps us discover, understand, and engage with audiences is an incredible challenge. Audiences are amorphous entities and vary tremendously between four key factors. The lenses required to hone in on those factors remind me of the tools used by optologists to determine your requirements for glasses.

Optologist

The first key mechanism for understanding audiences actually start with you, the viewer. Depending on your position within an organization you interpret your audience very differently than your colleagues, despite you working for the same company.  Here are some key examples within our team:

  • Brandon Farley, our community manager, views his audience as all of our users.
  • Guy Peluso, our sales director, views all wineries not using our software as his audience.
  • Glen Parker, our happiness engineer, views wineries that are not optimized as his audience.
  • Ani Araya-Byrd who runs PR views press as her audience.
  • Marisa Massie, finance, views the people that have their credit card on file as her audience.

It’s easy to see that the audience originates from the eye of the beholder.

The second key mechanism for understanding audiences is how the audiences are being clustered: time, location, behavioral affinities and interests (e.g. wine), someone’s relationship to a brand (customer, advocate, fan, detractor), relationship clusters (friends, family, co-workers, etc.) and more.

The third key mechanism is business intent: how are we trying to get the audience to activate? You look at audiences differently depending on what message you want to deliver so, how you want to engage, what do you need to activate/convert, and/or what do you want to learn?

Graphic for Paul's PostThe last key mechanism is actually my favorite, which I’ll call chiaroscuro audiences. Chiaroscuro is an art form that uses strong contrast of light and dark and is sometimes expressed as “bringing light from the dark.” The art was brought back and represented in the comic book and movie series Sin City. Chiaroscuro audiences are the missing audiences – These are the ones that are not visible, and understanding them is equally important. For example: I launch a new skateboard and I analyze all the audiences. Through my analysis, I find that only men between the ages of 30-45 are buying the product, which means the chiaroscuro audiences of young skateboarders not buying it become the audience we need to analyze, and understand their lack of affinity for my skateboard.

By creating a tool that can adjust all those lenses singularly or in tandem we empower ways to see and understand audiences unlike any firm in history.

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