I recently presented on 'Content Mapping the Buyer Experience' at the 2011 Canadian Marketing Association's (cma.org) B2B Summit in Toronto. Gotta say, it was an impressive (oversold) event. The combination of a good agenda, great people and interesting content made for time well spent.
I'm an advocate of supporting the 'Buyer Experience' which goes beyond the traditional buying cycle. How so?
1. The Buyer Experience includes various stakeholders, such as influencers, partners, end users, procurement, executive sponsors, etc - all those involved in a purchase decision - and looks at their motivations and involvement along the buying stages.
2. I include the loyalty cycle after the deal closes as part of the Buyer Experience. This is a discipline that is often managed separately under a 'customer experience' or 'customer satisfaction' label. While this is all well and good, I prefer to include it with the Buyer Experience because customers are potential repeat buyers. Having a holistic view of your buyers - even after they become a customer - provides a better view into patterns, people and purchase characteristics.
3.The Buyer Experience also includes all the pre-buying cycle activities that are done before the vendor is ever contacted or even knows there's an opportunity in play. With the evolution of social media, word of mouth, and user generated content, the Buyer is exposed to a wealth of information - an incredibly powerful and influential force, that impact the buyer's perspective, perception and purchase decision criteria. If vendors aren't including this in their content marketing strategy, it's a missed opportunity.
While I could have spent all day on the topic, here's what I covered in the thirty minute session. Enjoy.
itzCorinne on Content Strategy, Marketing and Management
itzCorinne

- itzCorinne
- Toronto, ON, Canada
- My Big Hairy Audacious Goal in life (yep, James Collins' concept) is to be featured on the cover of Wired Magazine. That would be super cool. Until then, I'm featured on Twitter at @itzCorinne. Follow me!
itzCorinne on Slideshare
HEY!
You'll find a wide range of topics here: from marketing and branding to technology and trends and even the odd health, wellness and yoga therapy postings.
I work at a B2B software company called OpenText. I get to work with a lot of really cool people. That said, the postings here are my views and opinions, not those of the company.
Don't be shy!
Add a comment, send/share a link or contact me at cschmid@opentext.com.
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Very cool info graphic on Content Strategists from Richard Ingram. EMBED
Here's a first: I'm 0% Interesting according to my Twitter infographic by Visual.ly.
That explains my "Strongest Connections": my long term super boring BFF Britney Spears and buddy Barack Obama.
Yep, totally boring. I'll need to work on that.
Labels: Infographic, Twitter, Visual.ly
- Market trends
- Competitive Forces
- Industry and Economic factors, including macro and micro economic elements and even government legislation
- Business Goals
- Buyer Motivations and Points of Pain
- Product / Service capabilities
- Political
- Economic
- Social
- Technological
- Environmental
- Legal
"The term gobbledygook was coined by former US Representative Maury Maverick, then working for the Smaller War Plants Corporation, in a March 30, 1944 memo banning "gobbledygook language". It was a reaction to his frustration with the "convoluted language of bureaucrats.” He made up the word as an onomatopoeic imitation of a turkey's gobble."
Other sources for language and terms is non other than Seth Godin. His Business Cliché overview is time well spent.
- Porters 5-Forces
- PESTEL Analysis
- Competitive Review
- Customer / analyst review
- Goobledygook Grader.
I've seen a lot of really cool content lately that was about.... content!
Digital media becoming mainstream opened up a world of possibilities to communicate and express ideas in radically new and interesting ways. Formats and delivery mechanisms continue to mash-up; evolving content into the intersection of both art and science. Check out my new favs:
This infographic from Marketo looks at the face-off between advertising and content marketing. Marketo is a marketing automation company, positioning themselves as a revenue performance management company. I started following Marketo back when they had under 100 customers and within a few years their website claims to now have over 700. They have a lot of useful and informative research, reports and best practices - it's worth checking out their site at www.marketo.com.
Cool Content about Content #2: Push Pop Media's Digital e-Book: Our Choice by Al Gore
From an unlikely source - Al Gore. Yep, his follow up book to An Inconvenient Truth called Our Choice, that Push Pop Media took to a whole other level with a next generation digital e-Book. You know it has to be good when it's featured on Ted.com. As you'll read on the website, software developer Mike Matas demos the first full-length interactive book for the iPad -- with clever, swipeable video and graphics and some very cool data visualizations to play with. The book is "Our Choice," Al Gore's sequel to "An Inconvenient Truth."
Cool Content about Content #3: Content in the Cloud - Cloud App (author Tom Jenkins)
This is a triple threat: content on content that provides an immersive content experience for iPad. Tom Jenkins' follow-up to the ECM Trilogy book series went mobile and interactive: Content in the Cloud - Cloud App. Everything you ever wanted to know about Enterprise Content Management,16 chapters featuring innovator stories, case studies, videos, podcasts, and a bunch of other cool stuff. It's free and is available in English; and sadly NOT French, German, Japanese, Spanish and Swedish as it suggest on iTunes. Here's a preview:
Full disclosure: yep, I work at OpenText and I 100% stand by listing the Content in the Cloud as one of my fav's - especially when it was the first iPad immersive book app (and one of the first iPad apps overall thanks to its super talented developer/designer/you won't believe what this guy can eat in a day Jonathon P).
If you've seen Cool Content about Content, I'd love to check it out - either list it in the comments below or message me.
Enjoy the Content about Content!
Summarizing the two key terms defined by Michael Wu, Ph.D Lithium's Principal Scientist of Analytics, on the Lithium blog:
"At the most fundamental level, gamification is the use of game mechanics to drive game-like engagement and actions....in everyday life, we are often presented with activities we hate, whether it is boring chores or stressful works. Gamification is the process of introducing game mechanics into these abhorred activities to make them more game-like (i.e. fun, rewarding, desirable, etc.), so that people would want to proactively take part in these tasks."
Wu continues about game mechanics. "They are principles, rules, and/or mechanisms that govern a behavior through a system of incentives, feedback, and rewards with reasonably predictable outcome. Some of them are so predictable that they can almost be seen as a kind of behavioral or psychological reflex, much like the patellar reflex of your knee when tapped by a physician."
Where is this going in 2011?
R Ray Wang writes how Gamification Will Drive Future Enterprise Software User Experiences in Trends: 5 Engagement Factors For Gamification And The Enterprise which outlines how the enterprise can apply game mechanics and dynamics to improve engagement and participation within the business and also with partners, customers, suppliers and other stakeholders.
- Social was about connecting, collaborating and engaging with others. We saw Content become increasingly (now exponentially) user-generated. Gamification is about participation, motivating behavior and rewards. Content will be much more pervasively co-created as well as user-generated.
- Digital content is the current standard; gamification requires mobile access, delivery and publishing for all content, content/social/gaming objects and their associated interactions and processing.
- Content marketing was the new black in 2010 and will evolve to becoming interactive and immersive (gamified) in 2011.
- Content strategy and strategists will be essential element for planning and execution.
Gamification is a new opportunity for innovation, monetization and productivity.There are already some well documented successes:
- Innovation: website modernization can increase brand awareness, loyalty and customer engagement. Much more than your traditional loyalty program Microsoft, Google, Playboy, Ford and others have realized these benefits by adopting game dynamics.
- Monetization: DevHub increased engagement rate of 300% and increased revenue for virtual goods grew to 30% of overall revenue within 3 months.
- Productivity: Microsoft gamified software development testing to drive significant improvements and user participation. Microsoft’s Beta1 Game from the Vista release increased beta testers by 400% and their Language Quality Game for Windows 7 had users provide feedback and commentary on 500,000 screenshots.
- All of the above: In November 2010, a co-created report between Stamford University and Seriosity Inc published a report that presents the significant benefits gaming and virtual world would bring to government and its citizens: Government Uses for Games and Virtual Worlds: Optimizing Choices for Citizens and Government Workers in the Areas of Energy Efficiency, Educational Assessment, Worker Productivity, Safety and Health, and Quality of Information Exchanges.
How companies adopt and deploy 'gamification' is yet to be seen. I recently published an article via CMS Wire that looks at the potential to improve sales enablement and productivity through gamification. While many have doubts about the validity and value in the non-gaming world, the industry research and support suggests that it's not a passing fad:
- Gartner included Gamification in its CIO New Years Resolutions, 2011
- Venturebeat.com writes that over $25 million US went to businesses using gamification as a core customer strategy and at least one $100 million fund dedicated in part to gamification was launched. You can read more on Venturebeat's website which has an entire stream dedicated to
- M2 Research estimates that the production of gamification projects will generate $1.6 billion in revenues by 2015 with an average growth rate for the next two years of 150%.
- Bloomberg Businesssweek writes that Gamification is a trendy technique to build addictive websites and has raised the number of return visitors by 20% for some sites.
I'm sure we'll see a few business-related early adopter / experimental applications in 2011. From my perspective, a lens that combines enterprise software, mobility and MMORPG experience, I see several immediate opportunities:
- Product Testing: as noted above about the success Microsoft has experienced
- Sales Productivity: there's no better captive audience to deploy an incentive-based, reward-driven, status granting gamified application. We joke that sales is coin operated; what if we gave them lots of virtual coins for giving feedback, co-creating content and participating with communities? As noted above, I detail some examples via CMS Wire.
- User Adoption: gamify learning systems and work process. Whether it's onboarding, product training or domain/subject/application specific learning - make the experience tolerable and potentially fun. The more end users who know how to use a system, application or process - this will increase productivity and even may lower the TCO of enterprise software purchases and implementations.
Forgive the iambic pentameter transgressions; I did try to stay true to original. Enjoy.
Using Collaboration, Rich Media and the Social Infrastructure to Save my pet Sugar Glider
Posted by itzCorinne
Nothing like an Award show Red Carpet to provide creative inspiration. Or so I thought. The 2011 Golden Globes Red Carpet was anti-climatic and missing the O...M...G moments brought by the likes of Bjork, Cher and other Red Carpet shockers from days past. Where was my muse?!
I found the endless parade of perfection to be, well...kind of boring. I wasn't expecting my source of inspiration to be the lack thereof. The outcome is a departure from my regular Content-related postings but here's the Opinion piece I wrote for Blogcritics.
Article first published as Golden Globes Red Carpet: Hope for Hollywood or Hopelessly Boring? on Blogcritics.
Golden Globes Red Carpet: Hope for Hollywood or Hopelessly Boring?
Another Golden Globes Red Carpet has come and gone. The gowns, the diamonds, the to-die-for shoes. No shocker that Anne Hathaway was absolutely stunning, Natalie Portman and Jane Krakowski showed elegant pregnant, and I have to admit I’m a Helen Mirren fan. She also looked amazing but could have left out the tacky comment about the multimilion dollar diamond necklace. I don’t think any of us were questioning if it was cubic zirconia.
The media cannot get enough of Hollywood power couple Brad and Angelina who once again dominated the TV coverage with the most mentions prior to their arrival and even after they were off the red carpet. Michael Douglas and Catherine Zeta-Jones made an appearance; Catherine always looks timeless and one has to admire Michael for winning his battle with cancer.
The glitz, the glamour, the Golden Globes – does anyone else find it a bit… well… how shall I say…tired? I was more entertained by the TV commercial for Big Bang Theory than by seeing Sandra Bullock was sporting a new hair style – she’s got bangs! Even Helena Bonham-Carter with her different colored shoes was more expected than shocking.
Is this a sign of the times? Has Hollywood grown up and relegated the Bratpack-style antics to TMZ? That’s not to say that media pundits like Perez Hilton, the hilarious Fugly critics (gofugyourself.com), and notorious Joan Rivers won’t have ample material for their reviews this week. I have hope for Hollywood but it’s also becoming hopelessly boring. It’s a catwalk parade of the rich and beautiful and sadly, less about the art and accomplishments for which they are coming together.
Maybe next year Paris Hilton could try another motorcycle entrance. 'Cuz that was hot.