Category Archives: Online Marketing

Creative Must Play a Critical Role in Marketing Strategy

The iPad.  Google this, Google that.  Yahoo/Bing.  Rue La La.

Finally, amid the fierce competition in direct marketing, those who create and tell the stories — the imaginative creative voices — are gaining back their seat at the solution table.  And, they should.  Media, marketing, technology.  None of it will spark interest if consumers are not first engaged, then captivated.  It’s the work of the designers, the writers, the artists, that capture that moment.

Strategy and creative are twins and need to live side-by-side, breathing life into ideas. With communication as complicated as it is today, the message must be seamless and integrated.  That can’t happen without intimacy, and intimacy happens best when there is a shared sense of purpose and priority.

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Online Marketing Meets the Presentation Layer

Forget about controlling your customers and dive deep into the essentials of messaging and brand.

Marketers love control. We crave it. We want to own the discussion. Setting the parameters of the interactions that our brands have with our consumers is our professional mission.

Many marketers have “grown up” in one-way media, be it television or print or catalog. In these experiences, the terms of the discussion were at the control of the marketer. By and large, we decided what our customers saw and heard.

But with the advent of the internet, our control has started to slip away. We control the presentation on our own websites (mostly), and in the early days of the internet, that was sufficient. As the dynamic nature of the internet and social media and search has evolved, it has become harder and harder to get the consumer to our little corner of the world, where their experience is shaped by our vision. Now we must attract them to that experience through multiple presentation layers that are the discovery mechanisms from which consumers self-select their interaction with us.

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How Do You Take Your Growth: Super-Caffeinated or Regular?

In Digital and across channels, 2010 has brought with it something we haven’t seen since 2007: investment growth.  Businesses are investing in building their customer base and growing top-line. The range is from cautious (3%-5%) to modest (5%-7.5%) with a few on the aggressive edge (+10%), but there is no more positive a sign than businesses putting cash back into their future.

Whether it’s the realization that expense cutting won’t grow profits, or investor pressure — private equity, venture capital or otherwise – for valuation and distributable cash increases, it’s all good for marketing.  Depending on which group you’re listening to, private equity and venture capital investing is back in vogue and 4Q 2009 trends showed more deals than in the prior nine months.  And, early stage venture capital is, again, finding its way into web 2.0 and 3.0 technologies which are early bellweather indications for the durability and sustainability of the investments.

Based on last month’s eTail show, Shop.org, this week’s SES conference and a recent technology summit I slipped into while staying in a NYC hotel, the number of exhibit hall booths from new companies is surging.  Most won’t survive, but they’re pushing the status quo even at Google where new offerings are accelerating at an astonishing rate.  Do check out the beta of Google’s new Search Funnels that allows advertisers to see through brand-assist keywords’ connection to trademark terms.

Although not an exhibitor anywhere, a new fave and current fascination is Polyvore, a voyeur’s fashion website birthed in 2007 with Matrix Partners, Benchmark Capital and Harrison Metal venture capital.  While The New Yorker calls it “The world of virtual Anna Wintours”, I prefer Polyvore’s VP of product management’s description: “Our mission is to democratize fashion. To empower people on the street to think about their sense of style and share it with the world.”  It’s passion, in a category that’s anything but casual, a user-generated content engine, on a social media platform, with easy-to-use tools where users can buy what they create (or, a look someone else designed), right now.

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Guide to Online Marketing Conferences and Trade Shows, Part 2

Below is the second installment of our trade show roundup with thoughts and recommendations for some of the key conferences for online marketers.

Internet Retailer – Internet Retailer currently hosts two key shows each year – the Web Design & Usability Conference which was just held last week in Orlando, and the larger Internet Retailer Conference & Exhibition in June.  This year’s main conference will be in Chicago from June 8-11.   If you are actively involved in web design, the February show would be valuable to attend.  For more general retail info, I am a big fan of the June show.  It draws a huge crowd (great for networking and exhibiting), and there is a ton of great content.  Our clients also rate this show highly for value and time well invested. 

Shop.org – Shop.org hosts several conferences throughout the year.  The best known and largest of all the online retail shows is the Shop.org Annual Summit in the fall.  This show has frequently been held in Las Vegas , but it’s moving to Dallas for 2010.  The change is unfortunate as I predict they are going to take a hit on attendance.  The Mandalay Bay venue in Las Vegas was much loved and Dallas pales by comparison.  The Shop.org shows have the reputation of being extremely retailer-focused, as opposed to eTail which is more vendor-focused.  Shop.org has retailer-only days and retailer-only events.  But despite their somewhat heavy-handed non-vendor stance, there are many sponsorships available to vendors, although some (like the vendor-hosted tables on retailer-only day) come with a pretty hefty price tag.

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Guide to Online Marketing Conferences and Trade Shows, Part 1

I am frequently asked which of the industry trade shows are worth attending.  While PM Digital can’t attend every event, we do have better visibility to these shows than most, so below is the first of two installments that cover our thoughts and recommendations on the ever-expanding online marketing conference landscape.

Because PM Digital has a heavy penetration of retail clients, we attend many conferences in the retail category as will be evident in this roundup.  The list below takes into account that there are generally three reasons to attend trade shows:  1) networking, 2) keeping current, and 3) investigating new technologies.

eTail - eTail hosts two big shows each year.  eTail West (which starts today) is the larger and runs from February 22-24 in Palm Desert; eTail East will be held in Baltimore from August 9-12.   I personally love the timing of the February eTail show since it’s the first big event after the holiday season.  People have had a few weeks to relax and breathe, but they also recognize that now is the time to launch new initiatives in order to maximize the next year-end holiday.  Attendees are definitely looking and researching at this conference.

A common criticism of the eTail shows is that it seems partial to vendors rather than retailers, and this manifests itself in sessions that occasionally sound like paid commercials.  Many of the session panels include vendors, and there are some big keynote slots given to vendors (and as a vendor, we are aware that there is a cost to speak at this show as well as some of the other events).   I once left a multivariate testing session and found one of the companies represented on the panel was also the manning the exits with one-sheeters.  I haven’t seen anything that blatant happen in a while but it’s a good example of how eTail developed its vendor-first reputation.  The August eTail conference is very convenient if you are on the East Coast, and I’ve found it attracts a high-level retail attendee.  It is much smaller than the West Coast show.

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Upcoming PM Digital Industry Events

PM Digital will be at a few of the upcoming retail and search engine marketing shows. If you’re going to any of these, we’d love to see you. Please stop by!

Here is the information on where we’ll be:

February 22-24, we will be at eTail West 2010 in Palm Desert, CA. Our booth is #11.

March 2-4, we will be at SMX West in Santa Clara, CA. Our booth is #310.

March 10-12, we are a sponsor at the Spring NEMOA conference in Boston, MA.

March 22-26, we will be at the Search Engine Strategies conference in New York City. Our booth is #215.

As with every conference and exhibition we attend, our focus is clear…to learn more about the industry trends, and to see our clients and business partners. If you are unable to attend any of these shows, we’ll be sure to pass along any insights or important information we learn from each conference.

Safe travels and hope to see you there!

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Apple iPad: The Future at Your Fingertips

Welcome to the new world of internet intimacy and the acceleration of image-based search.

I watched the unveiling of the Apple iPad with some genuine excitement the other day. At the end of the presentation, I can honestly say that I was underwhelmed. The iPad is just a big iPhone…so what?!?

And then I thought…wait a minute…the thing is a big iPhone…that changes everything! (Well, not really, but it does have some interesting implications.)  What has really resonated with me is the concept of intimacy. With Steve Jobs demonstrating the iPad from a cushy looking chair, engaging the internet with his finger, it dawned on me what has just happened. The internet became a much less cerebral place. No longer is your interactivity with content tempered by mouse navigation, the internet reacts to your finger. It is instinctual, organic and perhaps even a little impulsive.

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The Apple Tablet: Don’t Ignore the Hype

What Apple’s latest announcement means to marketers.

Tomorrow is a huge day in our lives as marketers.  I’m taking a not-so-wild shot at this not because I love Apple products (I don’t) but because their ability to transform entire industries by re-thinking how people want to live their lives is stunning.  Apple’s new tablet product will be launched and, with it, the typical hype and expectations are at a fever pitch.  And, they should be.  Although the Kindle from Amazon was a game-changer for the content industry, it hasn’t really changed the lives of marketers as Apple’s launch will.

The new Apple product will be far more than a device.  It will integrate multiple forms of content into a single destination and do what all of us have wished for since we started buying cellphones and computers for personal use. Voice, music, video, print, data, calendars and phone are all going to be experienced through this technology.

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Game Changers: Everything Old Is New Again

“Old media” like newspapers, broadcast television advertising and nonprofit appeals are moving in the right direction by forming alliances with social media, mobile and other emerging platforms.

Our latest “Game Changers” review of important news developments looks at recent changes that are impacting both old and new media in a positive way.  Here are four transformations worth keeping an eye on.    

The New York Times and Paid Content

The New York Times announced last week that it will begin charging for online content starting in January 2011.  The Wall Street Journal, Consumer Reports and a handful of other publications already charge for some or all of their content.  PM Digital’s Chris Paradysz predicted in a prior blog post that this would become a trend in 2010 – the NY Times move announced this week supports that.  As a long-time reader of the NY Times, I have watched the steady shrinkage of the paper.  Some of this has been due to cost-cutting and, more recently, fewer advertisements.  Circulation is down, too.  Surely the NY Times needs a new business model to withstand these circumstances. Should the paper ever wither away and shut down, it would be a real loss of quality content.  I support the Times’ new fee structure and definitely plan on paying for it.

Text Donations and the Evolution of Payment

Texted donations brought millions of dollars in aid for Haiti.  American Red Cross’ 90999 and UNICEF’s 20222 raised considerable sums though this method.   Based on the amount of individual donations received through texting, it appears that the simplicity and speed millions experienced in making their donations this way is appealing.  Another success driver is ease of advertising, which was done widely on TV.  Also notable is that the 90%+ abandon rates typically seen with website  donations were not a factor with the texting method. 

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DMNews Interviews Chris Paradysz on Marketing Trends for 2010

DMNews recently interviewed Chris Paradysz, CEO, PM Digital, and asked him to elaborate on the some of the key trends he saw for direct marketers in 2010.  The original DMNews interview can be found here.

DMNews: Search marketing continues to command the lion’s share of online budgets. How will we see that channel evolve this year?

Chris Paradysz: Consumers have radically improved their search and online sophistication as a result of having less cash but still buying what they need to live, feed and clothe their families, pay their bills, enjoy their passions and manage their health.  Search phrases are more targeted because they know more about how to get what they’re looking for.

DMNews: Does that make it more competitive for marketers?

Chris Paradysz: Definitely. Consumers are only willing to pay for the value they perceive and no more.  If they don’t like what they’re offered, they click away to a place where they can get it at the price they want.  From better targeting at the shopping engines to features like private sale sites, the top retailers are adapting. At the same time the squeeze is on consumers, the search engines have brought enormous changes to their technologies.  With the newly released Google Caffeine, for instance, posts from YouTube, Facebook, Twitter and other social media are getting instant, top billing bringing an even more urgent real-time experience to searchers.

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