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Talking Web2Sales at the Government IT Sales Summit

Marc.Hausman.IT.Sales.Summit.photo.11.20.14
Sharing insight and best practices at Web2Sales at the Government IT Sales Summit in McLean, VA. Photo source: immixGroup

 

Many congrats to the folks at immixGroup for hosting an incredibly well attended and successful Government IT Sales Summit.

The the agenda was timely, the speakers and panelists engaging, and the networking top notch.  As a result, more than 700 sales and marketing professionals who work for companies that sell to government agencies and education broke away from the office for the day to participate.

I was part of a panel entitled “Influencing the Conversation:  Social Media & Content Marketing.”   Included below are a few tweets from attendees, many of whom approached me afterwards to talk best practices.

You can check out exclusive Q&As from speakers and panelists at this special editorial section on Modern Marketing Today.

 

 

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Paid Promotion Juices Up Content Impact

 

A best practice I hype in my book, “The Intersection Point: Where Content, Social and Sales Collide,” is the importance of a multi-channel promotional strategy as part of a content marketing initiative.

Content creation sputters when we employ a “build it and he will come” mentality.  Social engagement, search engine optimization (SEO) and digital communications all provide opportunities to attract and engage high value readers with relatively little expense.

What about more traditional paid channels – such as advertising or content distribution services like Outbrain or Taboola? Is the additional cost worth it?

When the media is targeted…absolutely!

Here is an example of how NetApp has integrated its online advertising program with GovDataDownload, an innovative content marketing and field sales program developed in partnership with Strategic Communications Group.

Working closely with the Washington Post, NetApp continues to draw in new readers to GovDataDownload, many of whom fit squarely in the campaign’s sweet spot – decision-makers and influencers at federal agencies.

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Ferris Bueller and the 3Es of Content Creation

In the 1986 movie Ferris Bueller’s Day Off, the lead character played by Matthew Broderick explains to his pals, “Life moves pretty fast.  If you don’t stop and look around once in a while, you could miss it.”

The speed of life struck this morning when I realized it has been six years since I wrote my blog post about the “3Es” of content creation – engage, educate and entertain.  I vividly recall the inspiration which helped the words to this seminal post flow while I was in flight to the RSA Conference in San Francisco.

While my contention about the 3Es remains relevant, the content narrative has evolved to a multimedia orientation.

Words on a screen simply are not enough.  Marketers have a responsibility to produce and publish video, podcasts, infographics, e-books, presentations, etc.  The rationale for this diversification is clear:  your audiences consume and digest content in different ways.

Joe Witte, ISEBOX

That’s why I asked my friend Joe Witte of ISEBOX to join me on Tuesday, July 29 at 11:30 AM ET for an exclusive online conversation entitled “Become a Visual Storyteller: the Evolving Role of Multimedia in Content Marketing.”

I have chatted with Joe at a couple of industry conferences and found him well informed, engaging and…yes…entertaining.  Join us for 30 minutes on July 29 by registering at this link.  It will be time well spent.

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McCormick Gets Cookin’ with Content, Digital and Social

Jennifer LaFrance’s life is an Old Bay journey.

The director of digital communications for the US Consumer Products Division at McCormick is responsible for content marketing, social and digital programs for the company’s spice and seasoning mixes, including the cherished Old Bay brand.

Last month at the Mid Atlantic Marketing Summit in McLean, VA, LaFrance took the stage to engage and inform attendees with an entertaining overview of how McCormick has leveraged emerging media to connect with consumers.  Her Old Bay story begins with three bold (yet achievable) objectives:

1. Be there

2. Give fans a stage

3. Celebrate the community

To meet these benchmarks, McCormick put in place a campaign that relied on customer provided content (i.e. photos, videos, recipes, etc.), leveraging Facebook as the publishing platform.  The more than 500,000 likes is a testimony to how beloved this product is by its fans.

The social-oriented campaign was so well received that McCormick re-purposed its content into a television ad to celebrate Old Bay’s 75th anniversary.  Amazingly, this was the first time McCormick had ever invested in broadcast media to promote Old Bay.

With a homerun campaign for Old Bay in her portfolio, LaFrance turned her attention to McCormick’s GrillMates product.  Although a national brand with a significantly larger promotional budget, GrillMates lacks the iconic status that defines Old Bay.

As a result, McCormick has invested considerable resources in traditional media and advertising promotional activities to encourage consumer engagement and participation in its Grill Mates Facebook page, contests and requests for user provided content.

The results are equally impressive with more than one million likes and a comparable level of content creation by consumers.

Plus, McCormick analyzes user interaction trends and feedback to make decisions about product strategy and promotion.

Now that’s smart thinking by a “seasoned” marketer!

 

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News Flash: Google and Facebook are in it for the Cash

The two consumer technology powerhouses created in the past 15 years were both founded on philanthropic philosophies.  While wealth creation was certainly on the agenda, the entrepreneurs behind Google and Facebook proclaimed their mission to be primarily altruistic.

Google espouses a don’t be evil code and commitment to provide users with “unbiased access to information, focusing on their needs and giving them the best products and services that we can.”

Similarly, Facebook places its members desire for a social online experience above all else.  Playing the role of co-founder Sean Parker in the movie The Social Network, Justin Timberlake explained, “We lived on farms, then we lived in cities and now we’re going to live on the Internet.”

Yet, as it plays out, the sobering realities of the public markets and lofty expectations of shareholders have forced Google and Facebook to stray from such noble aspirations.

Last year Google introduced its new Hummingbird search algorithm to supposedly provide better results for its users.  In a flash the mainstays of search engine optimization – such as cross-linking and key word tags — penalized a Web site owner and sent their organic ranking tumbling.

Of course, this lost traffic could be recovered through an investment in paid search.  Cha-ching!

Now it is Facebook’s turn to hype up its advertisers at the expense of those organizations that seek visibility and connections without scratching out a check.

In an open letter to Facebook published earlier this month, a food delivery service called Eat24 complained the content that appears in a user’s News Feed are weighted towards those way pay to promote their posts.

“We give you text posts, delicious food photos, coupons, restaurant recommendations … and what do you do in return? You take them and you hide them from all our friends,” Eat24 said in its letter.

Computerworld’s article about Eat24’s break-up may be mis-titled Marketers are Losing Faith in Facebook.  It all depends on what a marketer understands “faith” to mean.

This is all about expectations.  Facebook and Google can still deliver access to their engaged communities of users.  You’ll just need to pay for it.

 

Eat24 recently dropped its Facebook presence because of the priority given to promoted posts.

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