The 10 Plagues of Marketing

Breaking Free

from the

10 Plagues of MarketingDAVID BERKOWITZ

SEPTEMBER 12, 2016

[email protected]

@DBERKOWITZ

Breaking Free from the

10 Plagues

of Marketing

DAVID BERKOWITZ

[email protected]

@DBERKOWITZ

2

About This presentationTHIS TALK WAS GIVEN AT A PRIVATE EVENT HOSTED BY VIOLA GROUP ANDCARMEL VENTURES IN SEPTEMBER 2016. AN ARTICLE BASED ON THIS WAS SUBSEQUENTLY PUBLISHED IN VENTUREBEAT.

THIS IS AN ANNOTATED VERSION SO THAT IT IS MORE READABLE.

AS FOR YOUR PRESENTER, I HAVE SPENT THE PAST 15 YEARS KEEPING TO P TECH, MEDIA, AND CONSUMER BRANDS AT THE CUTTING EDGE OF MARKETING.

IF YOU WANT TO KNOW MORE, FOLLOW ME AT SERIALMARKETER.NET, JOIN MY PERIODIC NEWSLETTER AT BIT.LY/SERIALLYSIGNUP, CHAT WITH MY BOT AT M.ME/SERIAL.MARKETER, OR EMAIL ME AT [email protected]. IF YOU CARE TO TWEET THIS, I ’M @DBERKOWITZ.

THANKS FOR READING.

DAVID BERKOWITZ

Special thanks to Nina Paley

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Ninapaley.comTHE DRAWINGS IN THIS PRESENTATION ARE COURTESY OF NINA PALEY, WHO SHARED HER WORK VIA FREE CULTURE PERMISSIONS. CHECK OUT HER CREATIONS ON HER SITE AND VIMEO. HER WORK HERE DOES NOT REPRESENT THE ARTIST’S VIEWS OR ENDORSEMENT.

Battle forming: good vs evil

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THERE’S A BATTLE RAGING RIGHT NOW IN THE MARKETING AND ADVERTISI NG WORLDS. AT THE RISK OF RESORTING TO HYPERBOLE, THERE ARE A LOT OF EVIL PRAC TICES OUT THERE, FUELED IN PART BY SELLERS SEEKING CHEAP GAINS THAT CONFLICT WITH BUYERS’ LONG -TERM INTERESTS, AND BUYERS SEEKING THE LOWEST COST AND MOST CONV ENIENT OPTION RATHER THAN WHAT WILL DELIVER THE MOST BUSINESS VALUE.

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1: Trust

disintegration

TRUST AMONG ALL PARTIES – AGENCIES, BRANDS, PUBLISHERS, TECH VEN DORS – SEEMS TO BE AT AN ALL-TIME LOW. AND THIS LACK OF TRUST EVOKES THE PLAGUE OF BLOOD: IT SEEPS INTO EVERY DEALING AND INTERACTION, AND IT THREATENS OUR L IVELIHOODS.

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1: TRUST DISINTEGRATION

NOTE: LOOK FOR SOURCES IN THE NOTES ON SLIDESHARE. I ALSO EMBEDDED LINKS, BUT THOSE DON’T ALWAYS CARRY OVER. GIVEN THE CUSTOM FONTS HERE, THIS IS SAVED AS A PDF, BUT EMAIL ME AT [email protected] IF YOU WANT THE FU LL SLIDES.

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Thou Shalt put

your clients’

interests first –

even above your

own.

THIS IS PROBABLY INTUITIVE, BUT AFTER EACH PLAGUE, A RELEVANT “C OMMANDMENT” IS PAIRED WITH IT. THESE WILL SUBSEQUENTLY APPEAR SANS COMMENTARY.

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2: shinynewobjectism

HOW DISTRACTING IT MUST HAVE BEEN TO BE BOMBARDED BY ONE FROG AF TER ANOTHER. MARKETERS ARE CONSTANTLY TRYING TO JUGGLE DISTRACTIONS OF THE LATEST BUZZWORDS RATHER THAN FOCUS ON WHAT WILL DRIVE THE MOST BUSINESS IMPACT. GRANTED, MARKETERS DO NEED A PORTFOLIO APPROACH WITH CALCULATED BETS ON WHAT WILL MATTER MORE IN THE FUTURE.

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2: SHINYNEWOBJECTISM

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THOU SHALT

PRIORITIZE WHAT

WORKS WHILE

PLANNING FOR

WHAT’S NEXT

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3: federalization

THE FEDERAL GOVERNMENT IS TAKING A GREATER INTEREST IN ADVERTISI NG, FROM INFLUENCER MARKETING TO AD BLOCKING. SOME MAY SEE THIS AS OVERDU E WHILE OTHERS SEE IT AS OVERREACHING. REGARDLESS, IT ’S HAPPENING, LARGE LY BECAUSE THE GOVERNMENT NO LONGER TRUSTS EFFORTS AT SELF -POLICING. THE SWARM OF REGULATIONS WILL MULTIPLY UNTIL WE DO MORE TO SHOW IT’S NOT NEED ED.

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3: federalization

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THOU SHALT STAY ON

THE RIGHT SIDE OF

THE LAW – AND try

to DO SO EVEN

BEFORE SUCH LAWS

ARE WRITTEN

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4: FRAUD

THE FOURTH PLAGUE IS SO TOUGH TO PARSE THAT ONE CAN’T TELL IF TH E BIBLICAL TEXT REFERS TO FLIES OR BEASTS. IF THE ANCIENT EGYPTIANS WEREN’T SURE WHAT HIT THEM, NEITHER ARE BILLIONS OF INTERNET USERS, OR THE MARKETERS WHO PAY FOR ADS THAT ARE NEITHER SEEN NOR CLICKED. IT ’S T IME FOR A ZERO -TOLERANCE POLICY FOR FRAUD.

Source: ForensIQ

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4: FRAUD

THIS ONE EXAMPLE FROM FORENSIQ FOCUSED ON ONE KIND OF FRAUD, MOBILE DEVICE HIJACKING, AND REPORTED THAT MOBILE ADVERTISE LOSE 13% OF AD SPE ND FROM IT.

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Thou shalt verify

the good and

disqualify the bad

– even if your

reporting suffers

in the short term

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5: ROBOTIZATION

THE CATTLE DIED OFF, SO DID ANY KIND OF LIVELIHOOD SECURITY. ROB OTS ARE INDEED RISING, AND THAT IS GREAT FOR SOME KINDS OF EFFICIENCY. BUT IT W ON’T BE WITHOUT CONSEQUENCES, AS NOT AS MANY PEOPLE WILL BE NEEDED TO BUY MEDIA, ANALYZE IT, AND REPORT ON IT. CLIENTS WILL BE ABLE TO DO MORE THEMSELVES DIR ECTLY WITHOUT THE NEED FOR THIRD PARTIES GETTING INVOLVED.

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5: ROBOTIZATION

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Thou shalt make

way for robots

while honing

safer skills like

strategy and

leadership.

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6: RECESSIONISM

ONCE YOU’RE HIT WITH BOILS, IT SEEMS LIKE THEY STICK AROUND FORE VER. EVEN WHEN THEY’RE GONE, THEY’VE LEFT THEIR MARK. THE SAME IS TRUE FOR RECE SSION-ERA THINKING. S INCE 2008, UNEMPLOYMENT IS DOWN AND THE STOCK MARKET’ S UP, BUT THE RECESSION MENTALITY LINGERS WITH THE NEED FOR CAUTION AND COST S AVINGS.

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6: Recessionism

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Thou shalt plan

for growth and

reward the

partners that

deliver it – with

your trust.

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7: LONG LIVE THE ROI

(THE ROI IS DEAD)

THE GREAT NEWS IS MARKETERS ARE THINKING MORE ABOUT THE RETURN O N INVESTMENT THEY’RE GETTING FROM MARKETING. YET A RAINSTORM THAT SEEMS NOURISHING CAN REVEAL ITSELF TO BE HAIL. A FOCUS ENTIRELY ON DIR ECT RESPONSE STARVES AND UNDERSERVES BRAND MARKETERS. BRAND MARKETERS STILL N EED BETTER WAYS TO DETERMINE DIGITAL AD EFFECTIVENESS WHILE KEEPING CREATIV ITY FLOWING.

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7: THE ROI IS DEAD

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Thou shalt create

value for brand

advertisers

through metrics –

And ideas – that

matter

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8: ad avoidance

WHEN THE CROPS WERE DEVOURED BY LOCUST SWARMS, THERE WAS NOTHING LEFT FOR PEOPLE TO EAT. WHEN AD BLOCKER SWARMS ROSE UP, MANY PUBLISHERS S TARTED STARVING. WITH AD BLOCKING, IF THERE’S A WAY, THERE’S A WILL – IT DOESN’T MATTER SO MUCH WHY PEOPLE BLOCK ADS, BUT THAT ONCE PEOPLE CAN DO SO, TH EY EMBRACE IT.

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8: ad avoidance

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THOU SHALT ACCEPT

THAT NO ONE COVETS

ADVERTISING, SO

ENSURE THINE ADS

ARE REALLY SEEN

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9: banner blindness

WITH ADS THAT ARE DELIVERED AS INTENDED, SO FEW PEOPLE NOTICE TH EM. A LOT OF THE PROBLEM IS THAT MOST ONLINE ADVERTISING ISN’T WHAT GETS FEAT URED AT CANNESOR IN ADWEEK BUT RATHER TERRIBLE CREATIVE THAT’S POORLY TARGETED. IT ’S THEN BLASTED OUT, WITH TONS WITH TONS SERVED ON EVERY PAGE PAGE. WE’VE TRAINED PEOPLE NOT TO LOOK.

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9: banner blindness

ON THE LEFT, YOU SEE A TYPICAL CAUSE OF BANNER BLINDNESS: AN AD SERVED IN YAHOO WEATHER (SUPPOSEDLY PREMIUM INVENTORY) THAT’S SPAMMY AT BEST OR A SCAM AT WORST. TO THE RIGHT IS HONG KONG AIRLINES USING 360-DEGREE VIDEO TO SHOWCASE ITS CABINS, WHICH WAS 35X MORE EFFECTIVE THAN TRADITION AL DISPLAY.

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THOU SHALT ACCEPT

RESPONSIBILITY FOR

CREATIVE, NOT JUST

TARGETING AND

VIEWABILITY

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10: death of the

First click (AND LAST)

“DEATH OF THE LAST CLICK” WOULD HAVE BEEN MORE ACCURATE, BUT FIR ST-CLICK ATTRIBUTION IS FAULTY AS WELL. THE DEATH OF SUCH OVERSIMPLIFIED METRICS HAS BEEN A LONG TIME COMING, BUT ADVANCES IN SOFTWARE, ANALYTICS METHODOL OGIES, AND MARKETER SOPHISTICATION WILL PAINT A TRUER ATTRIBUTION PICTURE.

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10: DEATH OF THE FIRST CLICK (AND LAST)

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Thou shalt show

the impact of your

ads & marketing

in the online and

offline path to

purchase

10 PLAGUE RECAP

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The 10 plagues of marketing

1: TRUST DISINTEGRATION

2: Shinynewobjectism

3: federalization

4: Fraud

5: robotization

6: Recessionism

7: long live the roi (THE ROI IS DEAD)

8: ad avoidance

9: Banner blindness

10: Death of the first click (AND LAST)

10 PLAGUE RECAP

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The 10 commandments of marketing

1: THOU SHALT Put your clients’ interests first – even above your own.

2: THOU SHALT STAY ON THE CUTTING EDGE – BUT MAKE CLEAR WHAT WILL IMPACT BUSINESS GOALS

3: THOU SHALT STAY ON THE RIGHT SIDE OF THE LAW – AND DO SO EVEN BEFORE SUCH LAWS ARE WRITTEN

4: Thou shalt verify the good and disqualify the bad – even if your reporting suffers in the short term

5: Thou shalt spin how your automation tech isn’t part of the problem (but it likely is)

6: Thou shalt drive revenues and/or save costs to make friends among buyers

7: Thou shalt create value for brand advertisers through metrics that matter

8: THOU SHALT ACCEPT THAT NO ONE COVETS ADVERTISING, SO ENSURE THINE ADS ARE REALLY SEEN

9: THOU SHALT ACCEPT RESPONSIBILITY FOR CREATIVE, NOT JUST TARGETING AND VIEWABILITY

10: Thou shalt show the impact of your ads & marketing in the online and offline path to purchase

The Sacrifice

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SACRIFICES

• Inventory for value

• Quick wins for long-term

relationships

• Easily manipulated metrics for

true business value

• Assumptions for questionsTHE PASSOVER STORY IS ULTIMATELY ONE OF SACRIFICES – THOSE MADE BY THE ISRAELITE SLAVES, AS WELL AS BY EGYPTIANS WHO SUFFERED UNDER PHARAOH’S TYR ANNY AND STUBBORNNESS. ALL OF US IN THE MARKETING AND AD FIELDS WILL HAVE TO MAKE SACRIFICES AS WELL TO FULFILL THESE COMMANDMENTS.

Breaking Free

from the

10 Plagues of MarketingDAVID BERKOWITZ

SEPTEMBER 12, 2016

[email protected]

@DBERKOWITZ

Thank you!!!

DAVID BERKOWITZ

[email protected]

@DBERKOWITZ

WWW.SERIALMARKETER.NET