Emerging Media Demystified. From Upshot Interactive.


Archive for the ‘Interactive Marketing’ Category


Now how much would you pay? Investing in Facebook content.

funnelOne of the topics talked about ad nausea in online marketing circles is measuring social media ROI. Another topic of equal weight is building your Facebook Fan base. For obvious reasons, the more Fans, the more of an audience you have to talk (and let’s face it, by “talk” I mean “market”) to, and more people who will share those messages with others.

If you look at your Fan Base as a group of individuals who have opted-in to receive messaging from you, beginning to calculate ROI becomes easier. For example, if you bought a list of people who fit your target demographic, you might pay anywhere from $5 to $100 CPM depending on the quality of the list.  I’d peg Facebook Fans as premium simply because A) they’re willing to receive messaging from you once they are a Fan and B) because there’s a greater likelihood for that message to go viral.

One of the ways to build a Fan base, and keep them engaged is to invest in building a Facebook App to integrate into your Facebook Fan Pages.  In a recent Forester study, it was reported that 55% of tweens and 42% of adults want to see social applications from their favorite brands. Audiences are definitely there, and willing to interact with quality applications from brands they use, follow and admire.

Facebook application development runs the gamut. We’ve done apps for less than $10K, all the way towards $100K. Let’s assume you invest $5K to initially create your Fan Page (anyone can create a Fan Page free-of-charge, but we’re taking the leap you’re investing a little in an agency to design and configure something nice), and then later add a Facebook App at a cost of $20K, you can establish an ROI funnel to measure the impact the total investment ($25,000) adds to your bottom line over time. So an ROI plan and funnel may take the shape of:

  1. Correlate expansion in Fans to app usage/adoption
  2. Send messaging to Fans that includes links to specials, coupons, etc. via your Fan Pages Wall (which subsequently appears on Fans Newsfeeds)
  3. Measure click-throughs on links, and ultimately, conversions
  4. Calculate cost-per-conversion against total Facebook investment
  5. Calculate direct sales from Facebook

Based on this, let’s assume Brand X builds a Fan Base of 50,000 people, and sends out specials once a week. From this, 5% click-through and 20% convert.  Extrapolated over 12 weeks, (assuming 500 conversions per week), that becomes a cost per conversion of $4.17 if measured over a 3 month time span. With a Fan Base of 250,000 we get as low as 83 cents—not even considering repeat business.

However, this assumes that things remain static, and in social media, it’s anything but. Inevitably, you aren’t starting out with 50,000 fans, and over 12 weeks, the Fan Base may grow past 50,000. Also consider some of your messaging may reach people (through social sharing) that aren’t Fans. As more time passes, as long as your conversion percentages remain consistent, and your Fan Base grows, your conversions costs get exponentially lower.

This last part, really, is one of the primary reasons to invest in Facebook Apps and Facebook Fan Page content. Chances are pay-per-click campaigns on Google will only rise in conversion costs, not go lower. What other online marketing medium around today can you identify where your cost per conversion falls the longer you market? Email? Well, maybe, but let’s face it, email is tired and attrition is high. SEO? Yes, but you should be doing that anyway. Twitter? Sure—same principles apply, but users are only engaged through your messages, not content they can interact with.

While investment in Facebook Development is front-loaded, it pays off the longer you stay engaged and relevant to your fans. Additionally, some agencies (ourselves included) create arrangements where development can be paid over time, so that ROI can be realized more quickly, and in parallel to development fees. We predict once the Facebook Gold Rush settles, more agencies and marketing departments will adopt similar ROI calculation models, further justifying investment in the platform.

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Worst. Quiz. Ever.

sharkWho doesn’t like a good online quiz? Take a leftover from Web 1.0, add a dash of social networking, and it would seem quizzes are the hottest thing online.

Of course, we all complain we’re inundated with Facebook quizzes, but hell, we all take them now and again right? These quizzes help broadcast our personality, provide a sense of voyeurism into our Friend’s lives, and create a distraction from, well, the economy for one. They are also an easy way for brands to create content for Fans (see our last post).

Which brings me to (insert Simpson’s Comic Book Guy voice), the Worst. Quiz. Ever.

Last night kicked off Discovery Channel’s Shark Week 2009, and Emerge designer extraordinaire Josh Webb turned me on to the “What Type of Shark Are You?” quiz, found on the Discovery Website promoting, you guessed it, the ever-popular Shark Week. I hesitate to even share the URL, but to truly get a sense of a quiz so horrific I would rather take the What Mr. Belvidere Character Are You? Quiz (doesn’t really exist) you can check it out at:
http://dsc.discovery.com/sharks/what-kind-of-shark-are-you-quiz.html

Let’s break down this marvel of Web technology:

  1. The quiz looks like it was designed, and written, by a high school student.
  2. It asks TEN (yes, 10) completely nonsensical multiple-choice questions about your life, and to prolong the pain, actually provides a “witty” summary after you answer each one, making the time to take this “fun” quiz excruciatingly long.
  3. The questions are accompanied by some the worst stock photography ever. It looks like they bought a stock photography CD from 1996 and used every photo on it, along with attributing each photo in the quiz to Getty Images. (Did Getty pay for this mention? Were the photos so expensive Discovery had to get Getty to subsidize the project?)  C’mon you are THE DISCOVERY CHANNEL! How about some really freakin’ cool pictures of sharks or even what they eat? Better yet, how about a few badass videos of a Great White jumping out of the water in between answers? I realize the point is to show pictures that are associated with the questions, but really, do we need to see a picture of a “sensitive guy” when we’re asked about well, whether we’re sensitive? We get it.
  4. The results make zero sense and I’m pretty convinced it’s flawed. The quiz tries to take your answers and summarize them in the form of whatever shark you happen to be; however, the responses did not match the answers I gave. In fact, Josh, his wife, and myself were all Hammerhead Sharks. This leads me to believe all results are, you guessed it: Hammerhead Sharks.
  5. You can’t share the results. I can’t post my results to Facebook, invite my friends, or even email them. Yes, the page has the standard “Share” button on it, but this is likely simply because it’s part of Discovery Channel’s sitewide template.

OK, I realize I’m picking on Discovery Channel, but like every other red-blooded American, who doesn’t like Shark Week? For shame. Admittedly, I have no idea when this quiz was created. For all I know, this quiz was created in 1996, by an intern before social sharing existed, and the idea of using good content to help promote your brand—in this case, Shark Week, was commonsense. Maybe they are just repurposing old stuff.

However, the quiz is featured right on the Shark Week homepage, and, like I said, it is…um…Shark Week right now. Summary? Just another fine example of putting up content for the sake of content, and alienating your fans.

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Emerge and Upshot launch BidMillerLite.com

For the 2009 football season, The Dallas Cowboys will be moving into a vastly improved new stadium. As the Cowboys exclusive beer partner, Miller Lite wanted to bring the excitement of this historic event to fans across Texas.

Enter BidMillerLite.com an unprecedented new website allowing Cowboys fans to obtain promo codes from Miller Lite packaging, stores and events, and then use points to “bid” on various items like VIP access to the season opener, tailgate parties, tickets, memorabilia and more. Each point qualifies as a sweepstakes entry—the more points used, the better chances of winning.

Working closely with Upshot, we developed BidMillerLite.com including a one of a kind, auction-style sweepstakes engine. On the site, players can create accounts, enter codes, manage points, and of course, use points to enter sweepstakes. In addition, we added features to build excitement around the Cowboys and Miller Lite, including games, interactive experiences and the ability to share with friends.

The promotion is limited to Texas resident only, so if you live in Texas, be sure to check it out. If not, you click on the thumbnails below to  view some screenshots:
ml_main_thumb ml_website_cheer-thumb ml_game_fieldgoal_thumb

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Facebook: the new home for your brand?

For what seems like eons, though Oceanic Flight 815 was Lost well before, brand marketers and the agencies that represent them have been trying to find effective ways to tap into the Facebook audience. With 200+ million accounts worldwide and 50% of those users hitting the site daily, it doesn’t take much grey matter to see why.

Some firms have only dabbled in social applications, often with less-than-stellar results. (One infamous example was Burger King’s Whopper Sacrifice, which may have received more attention through PR than the application itself.) Clearly, some brands are good candidates for Facebook Apps due to the nature of their brand—such as how they fit into people’s lifestyles or have reached coveted cult-status—and some brands aren’t. (For example, who really wants to interact with toothpaste on Facebook?)

That leaves most brands with the option of advertising on Facebook, or creating Facebook Pages, which essentially provide the ability for them—entities that aren’t “people” per se—to create a presence on the site. While Facebook Pages have existed for some time, until recently they were pretty static—templated and limited in functionality. Back in March, however, Facebook launched an entirely new Pages strategy, making them more like user profiles, and equally important—much more customizable.

This new approach gives brands a greater presence on the premiere social network, and the primary reason to be on Facebook; to connect with others by letting people “Become a Fan” and following the brand through status updates, photo galleries, videos, widgets, apps, links, custom content, and offering the ability for fans to post their own content and comments (brands have some control over this). It’s starting to catch on.

For example, the other day I saw a TV spot for Vitamin Water, specifically advertising their Vitamin Water 10 products. Did they put a URL to the Vitamin Water website on the screen? No, they directed people to their Facebook Pages. (If you’re interested, you can see it at: http://www.facebook.com/vitaminwater10).  I find this move telling, because the actual Vitamin Water site is beautiful. It’s a highly immersive whiz-bang Flash site that Vitamin Water undoubtedly paid handsomely to build—but really, it’s nothing more than an advertisement online. The Vitamin Water Facebook Pages? OK, I have to admit: they’re pretty well done. They could have created some custom pages, and touted their  “Animal Attack” Facebook App a bit more clearly, but the presence is really pretty well thought out—there’s some Flash allowing users to learn about the flavors, watch videos, and do fun stuff. As of this writing they have about 22,000 fans (up from under 20,000 just last week), and seem to be updating their Wall posts fairly regularly with real people actually commenting and rating the posts. (And by “real” I’m assuming not paid agency people or Vitamin Water employees.)

Despite the naysayers, it’s easy to see that people do want to interact with brands on social networks—as long as there’s a story to tell and a reason to share it. While 22,000 Fans might not sound like much for a large consumer-brand, these represent the people who actually thought enough to follow the brand—actual visits to the pages are inevitably much larger. To that end, consider Victoria’s Secret’s PINK Facebook Pages, another consumer brand active on the site, at over 1.2 million fans. Now those are real numbers.

Will Facebook become the new home for brands? Or just a short-term fad? Are Facebook Pages the Golden Ticket to reaching a vast audience sharing and passing along brand info to their friends?

On second thought, maybe I would become a Fan of toothpaste. Aquafresh anyone?

(Note: as of this post, Aquafresh has 396 fans and hasn’t updated their Facebook Pages in what appears to be a little less than a year. Tom’s of Maine is doing much better…)

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Web-based Apps or I ♥ Lando Calrissian

cloud_cityIf you’re a Star Wars nerd (guilty), what probably came to mind when the phrase “cloud computing” came into public use this past year was an image of Cloud City, the floating metropolis governed by Billy Dee Williams (nee Lando Calrissian) in the The Empire Strikes Back (you know, episode two, er, five, of the series). What could be bad about that?

Well, cloud computing isn’t about living in the clouds. It’s about web-based applications—having your computer applications and ultimately your data on somebody’s server out there in (cliché alert) cyberspace so you can access it anywhere you want. And when you put it like that with private companies holding on to your data, the “new hope” people love about Star Wars seems to morph into the darkness of The Matrix or The Terminator. It’s how so many internet-related issues get presented in the media—a battle between access and privacy.

Yet, as the mainstream media fans the flames of that debate to bump up circulation/ratings, the online community, both public and private has moved toward demanding (and providing) greater and greater access, although what they’re willing to give up to get that access remains unclear.

The “cloud” was, of course, there at the birth of the Internet where businesses and individuals agreed to offer up their information to hosting facilities and internet service providers. And it has only gotten bigger since then. More and more people use webmail apps as their only email service. Most users have no qualms about loading vast amounts of personal information onto Facebook, Flickr, Twitter, or whatever social networking platform they use. And the granddaddy of them all, Google, offers all of the above: Google Docs (word processing, spreadsheets, presentations and more), Google Calendar (just what you think it is), Gmail (ditto), Picassa (photo sharing/editing), etc., etc., etc.

Many of these applications are incredibly popular and continue to grow at breakneck speed because people enjoy the access. Still, every couple of news cycles, there is a big media storm about some issue of personal privacy or more specifically personal primacy, that is to say “whose rights come first?”, the application’s or the individual’s.

The most recent example of this was Facebook’s rather dismal handling of its revision of their Terms of Service (TOS). Facebook stated that users who used the social networking platform and uploaded pictures, messages, etc. were essentially giving Facebook ownership of that content in perpetuity (even if users cancelled their accounts). When users heard the word “ownership,” thousands of them balked (okay, maybe it was a little stronger than that). Yet Robert Scoble among others didn’t see what the fuss was about. As he blogged on Scobleizer, “If you are uploading your content to, and participating online with, you are giving a HUGE amount of ownership to services that, well, you really don’t control.” Facebook, of course, quickly backed off the new TOS language. Sure they still have tremendous control of everything we upload to the site, but they’re no longer claiming to “own” us and they’re giving us the great platform we want, so we forgive them.

Google, however, hasn’t made that same mistake. They just keep on coming up with services we want. And they keep compiling our information and using it to generate big piles of ad revenue. (Imagine what it will be like when they launch gDrive, an online virtual hard drive where we can store anything and everything we want.) Wisely, Google never explicitly claims “ownership” of our data, which is why we’re still boyfriend/girlfriend. Sure they get to hear all our secrets, but we’re getting what we want out of the deal too. Will Google stay true to their “Don’t Be Evil” mission statement? Who knows?

What we do know is that web-based apps will continue to grow because people want the access. Furthermore, as we become more reliant on mobile apps, we’ll extend our dependence on the distributed web even more. Is there a downside? If there is, it’s listed on those TOS documents so many of us click on without reading when we add an app. For now we’re on cloud nine with Google and most of the other web-based applications. And aside from the occasional hostile takeover by the Empire, what could be better than living among the clouds?

(Disclosure: Emerge creates web-based apps and offers web-hosting services to our clients.)

Hat-tip to Adam Fox for today’s theme. Image from Wookiepedia.

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