Marketing has traditionally been a two-pronged attack on your mind and your wallet, designed to find the most effective ways to reach your mind, and get you to part with your money.

The techniques used to identify who to go after, how to go after them, and why this message will work drives a social media campaign as much as it does an old-school marketing campaign. The traditional layers in this model are targeting and messaging.

What is interesting is that the emergence of social media has turned a two-layer model into a three-layer model. The third layer has always been there, it just hasn’t been large enough to matter to anyone until the last 2-3 years.

The navel-gazing that is occurring in the social media marketing community is due to the rise of this third layer, the layer that is concerned with communicating.

This is not the communications that so many organizations confuse with branding. This is the communication that focuses on the best way to isolate conversations, identify engaged audiences, and participate in communities.

Targeting

The science of marketing lives here. Demographics are the foundation of the targeting phase of any marketing campaign. What does the market we are trying to reach look like?

In this area, Lookery and QuantCast provide organizations with the data they need to decide when and where there message should go.

Messaging

This is where the science becomes the visible. Advertising and branding create the message that portrays the product to the customers, using the information gathered in the targeting phase.

Advertising and branding are not the same thing. Branding is the overarching vision that a product wants to push to the world while advertising is the ephemeral visual and aural methods used to get the brand embedded in the consciousness of a population.

Communicating

The third, and most critical circle in this cycle is communication. It is the one that companies so often get wrong, and that is garnering such a great deal of interest now. I would argue that until recently, companies have not understood communication, preferring to try and shape communication remotely, using advertising and branding, rather than engaging in it directly.

An organization that actively engages in communication is one that has a willingness to walk out from behind the safety of its brand and its advertising and talk to customers. Participate in conversations. Shape communities that emerge either for or against the product.

This is what companies are having so much difficulty with.

Attention and Reputation

Communicating with clients is the smallest circle because so few companies are doing it at all, and those that do it find it so hard to get right. What organizations have found is that attempting to use communication in the same way they use their existing marketing tools leads to failure here.

Getting the attention of a population of key customers is a targeting and messaging success. Holding the attention of these customers doesn’t require new advertising and a constantly refreshed brand. The people who we listen to most have a reputation, have opinions we trust.

It will be interesting to watch the true evolution of Corporate Communication (Corporate Conversations?) circle evolve in the next few years.

Tags: advertising, branding, bullseye, communicating, community, conversation, demographics, engagement, marketing, messaging, social media, social media marketing community, targeting

One of the most challenging things in social media is finding the conversation leaders. Those people who drive the conversation, and create a community.

FriendFeedHolic (ffholic) has taken the base knowledge that exists in FriendFeed and added a ranking mechanism to it based on input and output. In fact, they weight the participation in the FriendFeed community more heavily than participation in other communities.

This is important. Although FriendFeedHolic is separate from FriendFeed, they have found the way to isolate and target those users who are most likely to participate and create conversations. These users, be it Scoble or Mona N, are where advertisers and marketers can target their money.

How would they do this?

Think about it. If someone that is a large commenter or conversation-creator on FriendFeed creates new content, they are assigned a higher ranking in the new conversation-driven ad-discovery model that advertisers will have to create to succeed.

This new targeted advertising logic will be forced to discover:

• The content of the conversation
• The context of the conversation
• The tone of the conversation
• The participants in the conversation

This model will be able to identify when it is an inward-facing conversation that involves mostly super-users, or if it is a conversation that engages a wide-spectrum of people.

Conversations among super-users will lead to more passive advertising being shown, as that is a spectator event, with only a few participants.

Conversations created by super-users, or that involve super-users, but have a higher participation from the general community will get more intelligent attention to ensure that the marketing messages and advertising shown fit the four criteria above.

In this new model, advertisers will have to see that they can’t simply slap a set of ads up on the popular kids web sites. They will have to understand who leads a community, who generates buzz, and who can engage the most people on a regular basis.

In this model, the leader has far less power than the community that they create. And maintain.

Tags: advertising, community, context, conversation, engagement, ffholic, friendfeed, FriendFeedHolic, marketing, passive advertising, social media, targeted advertising logic

In previous posts about advertising and marketing to the new social media world [here and here], I postulated that it is very difficult to assign a value to a stream of comments, a community of followers, or a conversation.

As always, Google seems (to think) it has the answer. BusinessWeek reports the vague concept of PageRank for the People [here]. Matt Rhodes agrees with this idea, and that advertising will become more and more focused on the community, rather than on the content.

Where the real value in this discussion lies is in targeting the advertising to be relevant to the conversation. It’s not just matching the content. It’s all about making the advertising relevant to the context.

Is the tone of the conversation about the brand positive or negative? I like to point out that I see my articles about Gutter Helmet creating a content-match in the AdSense logic that drives this product to be advertised. What is lost in the logic that AdSense uses is that I am describing my extremely negative experience with Gutter Helmet.

Shouldn’t the competitors of Gutter Helmet be able to take advantage of this, based on the context of the article? Shouldn’t Gutter Helmet be trying to respond to these negative posts by monitoring the conversation and actively trying to turn a bad customer experience into a positive long-term relationship?

Conversation and community marketing is a far more complex problem than a modified PageRank algorithm. It is not about the number of connections, or the level of engagement. In the end, it is about ensuring that advertisers can target their shrinking marketing dollars at the conversations that are most important.

Injecting irrelevant content into conversation is not the way to succeed in this new approach. Being an active participant in the conversation is the key.

In effect, the old model that is based on the many eyeballs for the lowest cost approach is failing. A BuzzLogic model that examines conversations and encourages firms to intelligently and actively engage in them is the one that will win.

The road to success is based on engagement, not eyeballs.

Tags: advertising, community, conversation, engagement, Google, marketing, Matt Rhodes, modified PageRank algorithm, PageRank, social media world

There is clear dissatisfaction with the current state of marketing among the social media mavens.

• Fred Wilson and Union Square Ventures are looking for companies to invest in to take advantage of this.
• BuzzLogic releases their conversational ad service.
• The Inquisitr moves from AdSense to Technorati Media, indicating a potential shift at b5 Media.
• Lookery is providing demographic information that is relevant to social media providers and shaping ad presentation that way
• A completely off-the-radar person such as myself realizes that there is gold in what holds the attention, and that’s not always the latest and greatest

So what can be done? Jeff Jarvis points out that the problem lies with measurement. I agree, as there is only value in a system where all of the people involved agree on what the metric of record will be, and how it can be validly captured.

Currently CPM is the agreed upon metric. In a feed based online world, how does a CPM model work? And, most importantly, why would I continue to place your ads on my site if all your doing is advertising to people based on the words on the page, rather than who is looking at the page and how often that page is looked at.

In effect, advertisers should be the ones thrying to figure out how to get into the community, get into the conversation. As an advertiser, don’t you want to be where the action is? But how do you find an engaged audience in an online world that makes a sand castle on the beach in a hurricane look stable?

The challenge for advertisers is to be able to find the active communities and conversations effectively. The challenge for content creators and communities is to understand the value of their conversations, the interactions that people who visit the site have with the content.

In effect, a social media advertising model turns the current model on its head. Site owners and community creators gain the benefit of being attractive to advertisers because of the community, not because of the content. And site owners who understand who visits their site, what content most engages them, how they interact with the system will be able to reap the greatest rewards by selling their community as a marketable entity.

And Steven Hodson rounds out the week’s think on communities by throwing out the subversive idea that communities are not always free (as in ‘beer’, not as in ‘land of’). If a community has paid for the privilege of coming together to participate in communal events and discussions, then can’t that become an area for site owners to further control the cost of advertising on their site?

While the benefit of reduced or no marketing content is the benefit of many for-pay communities, this benefit can be used by site owners by saying that an advertiser can have access to the for-pay community at the cost of higher ad rates and smaller ads. The free community is a completely different set of rules, but there are also areas in the free community that are of higher value than others.

In summary, the current model is broken. But there is no way to measure the value of a Twitter stream, a FriendFeed conversation, a Disqus thread, or a Digg rampage. And until there is, we are stuck with an ad model that based on the words on the page, and not the community that created the words.

Tags: ad network, ads, adsense, advertising, advertising model, API, attention, audience, b5 Media, blog, blog advertising, BuzzLogic, BuzzMachine, community, content, control, conversation, current, data, digg, disqus, EAD, feeds, Fred Wilson, friendfeed, HTML, HTTP, IE, IM, information, interaction, interactions, IP, it, Jeff Jarvis, LAN, Lookery, Mac, marketing, measurement, media, metrics, Newest Industry, Om, One, online, online world, pr, social media, social media advertising, social media advertising model turns, social media mavens, social media providers, Steven Hodson, Technorati, The Inquisitr, twitter, Union Square, Union Square Ventures

This week, I have been discussing the different approaches to blog analytics that can be used to determine what posts from a blog’s archive are most popular, and whether a blog is front-loaded or long-tailed. The thesis is that it’s not always what the words in the blog are that are important.

In a guest post this morning at ProBlogger, Skellie discusses how the value of social media visitors is different and inherently more complex than the value of visitors generated from traditional methods, such as search and feedreaders. Her eight points further support my ideas that the old advertising models are not the best suited for the new blogging world.

Stepping away from the existing advertising models that have been used since blogging popularity exploded in 2005 and 2006, it is clear that the new, interactive social web model requires an advertising approach that centers on community and conversation, rather than the older idea of context and aggregated readership.

The Current Model

Current blog advertising falls into two categories:

1. Contextual Ads. This is the Google model, and is based on the ad network auctioning off keywords and phrases to advertisers for the privilege of seeing their ad links or images appear on pages that contain those words or phrases.
2. Sponsored Ads. Once a blog is popular enough and can prove a well-developed audience, the blogger can offer to sell space on his blog to advertisers who wish to have their products, offerings or companies presented to the target audience.

In my opinion, these two approaches fail blog owners.

Contextual ads understand the content of the page, but do not understand the popularity of the page, or its relationship to the popularity of other pages in the archive.Contextual ads lack a sense of community, a sense of conversation. While the model has proven successful, it does not maximize the reach that a blog has with its own audience.

Sponsored ads understand the audience that the blog reaches, but do not account for posts that draw the readers’ attention for the longest time, both in terms of time spent reading and thinking about the post as well as over time in an historical sense. The sponsored ad model assumes that all posts get equal attention, or drive community and conversation to the same degree.

The New Model

In the new model, more effective use of visitor analytics is vital to shaping the type and value of the ads sold. Studying the visitor statistics of a blog will allow the owners to see whether the blog is, in general, front-loaded or long-tailed.

If the blog has a front-loaded audience, the most recent posts are of higher value and could be auctioned of at higher prices. In order for this to work, both the ad-hoster and the advertiser would have to agree to the value of the most recent posts using a proven and open statistical analysis methodology. In the case of front-loaded blogs, this analysis methodology would have to demonstrate that there is a higher traffic volume for posts that are between 0-3 days old (setting a hypothetical boundary on front-loading).

For blogs that are long-tailed, those posts that continue to draw consistent traffic would be valued far more highly than those that fall out into the general ebb and flow of a bloggers traffic. These posts have proven historically that they appear highly in search results and are visited often.

In addition to the posts themselves, the comment stream has to be considered. Posts that generate an active conversation are farmore valuable those that don’t. Again, showing the value of the conversation is reliant of the ability to track the numbers of people in the conversation (through Disqus or some other commenting system).

This model can be further augmented by using a tool like Lookery that helps to clearly establish the demographics of the blog audience. Being able to pinpoint not only where on a blog to advertise but also who the visitors are who view those page, provides a further selling point for this new model and helps build faith in the virtues of a blog that sells space using this new, more effectively targeted advertising pricing structure.

Now, I separate the front-loaded and long-tailed blogs as if they are distinct. Obviously these categories apply to nearly every blog as there are new posts that suddenly capture the imagination of an audience, and there are older posts that continue to provide specific information that draws a steady stream of traffic to them.

Summary

This is a very early stage idea, one that has no code or methodology to support it. However, I believe that the current contextual advertising model, one based solely on the content of the post, is not allowing the content creators and blog entities to take advantage of their most valuable resource - their own posts and the conversations that they create.

I also believe that blog owners are not taking advantage of their own best resource, Web analytics, to help determine the price for advertising of their site. Not all blog posts are created or read equally. Being able to very clearly show what drives the most eyeballs to your site is a selling point that can be used in a variable-price advertising model.

By providing tools to blog owners that intimately link the analytics they already gather and the advertising space they have to sell, a new advertising model can arise, one that is uniquely suited to the new Web. This advertising model will be founded in the concepts of conversation and community, providing more discretely targeted eyeballs to advertisers, and higher ad revenues to blog owners and content creators.

UPDATES

Appears that BuzzLogic has already started down this path. VentureBeat has commentary here.

Tags: ad network, advertising, advertising approach, advertising initiatives, advertising model, advertising models, advertising space, analytics, audience, blog advertising, blog advertising works, BuzzLogic, contextual ads, contextual advertising, contextual advertising model, front-loaded, Google, interactive social web model, long tail, long-tailed, search results, social media visitors, statistics, traffic, variable-price advertising model, VentureBeat, views, Web analytics

Since I downloaded and started using Chrome yesterday, I have had to rediscover the world of online advertising. Using Firefox and Adblock Plus for nearly three years has shielded from their existence for the most part.

Stephen Noble, in a post on the Forrester Blog for Interactive Marketing Professionals, seems to discover that Chrome will be a source for injecting greater personalization and targeting into the online advertising market.

This is the key reason Chrome exists, right now.

While their may be discussions about the online platform and hosted applications, there are only a small percentage of Internet users who rely on hosted desktop-like applications, excluding email, in their daily work and life.

However, Google’s biggest money-making ventures are advertising and search. With control of AdSense and DoubleClick, there is no doubt that Google controls a vast majority of the targeted and contextual advertising market, around the world.

One of the greatest threats to this money-making is a lack of control of the platform through which ads are delivered. There is talk of IE8 blocking ads (well, non-Microsoft ads anyway), and one of the more popular extensions for Firefox is Adblock Plus. While Safari doesn’t have this ability natively built in, it can be supported by any number of applications that, in the name of Internet security, filter and block online advertisers using end-user proxies.

This threat to Google’s core revenue source was not ignored in the development of Chrome. One of the options is the use of DNS pre-fetching. Now I haven’t thrown up a packet sniffer, but what’s to prevent a part of the pre-fetching algorithm to go beyond DNS for certain content, and pre-fetch the whole object, so that the ads load really fast, and in that way are seen as less intrusive.

Ok, so I am noted for having a paraoid streak.

However, using the fastest rendering engine and a rocket-ship fast Javascript VM is not only good for the new generation of online Web applications, but plays right into the hands of improved ad-delivery.

So, while Chrome is being hailed as the first Web application environment, it is very much a context Web advertising environment as well.

It’s how it was built.

Tags: Adblock, Adblock Plus, ads, adsense, advertising, advertising environment, Chrome, context Web, contextual advertising, DNS, doubleclick, Firefox, Forrester, Google, hosted desktop-like applications, IE8, Internet Explorer 8, Internet security, Internet users, Javascript, Microsoft, online advertisers using end-user proxies, online advertising, online advertising market, online platform, online Web applications, pre-fetching algorithm, Safari, search ads, Stephen Noble, targeted advertising, targeted and contextual advertising market, Web application environment

Blogwise had a slight server issue earlier this month. Sven, the great guy who runs the service, posted a very open statement of what happened.

I’m very sorry if you tried to access Blogwise over the last four days and got either no service, or an appallingly poor connection. It looks like there was a multiple server failure which, considering I only have a few, was quite damaging.

Events were made worse by my being out of the country at the time (ironically, my first break since Blogwise was started over three years ago). Although I had somebody monitoring the servers, and I knew fairly early that something was up, my lack of access to a computer and awkward time zones made fixing things extremely difficult.

The site should now be running again. If you had assumed Blogwise had closed suddenly, it hasn’t. I’m still here and as committed as ever - we just had the most unfortunate event at the worst possible time. This event has highlighted all sorts of vulnerabilities in the service, and has acted as a grim reminder of the need for redundancy and proper support.

It’s going to be tough to build a more reliable infrastructure, and to continue developing Blogwise. I don’t have the luxury of investors, nor a great deal of revenue from advertising, but the need to resolve this has been made painfully obvious and time and money will be found.

Finally, a thankyou to you all for your continued support, your patience and your understanding. With the site back up, I’m going to enjoy my last three days in Chicago and look forward to getting back into the flow of things this weekend.

- Sven, 12 Nov 2005

On the upside, performance has improved dramatically!

CLICK IMAGE

Great work Sven…and I feel your pain.

Technorati: Blogwise, blog search, search

IceRocket: Blogwise, blog search, search

Tags: advertising, app, blog, GrabPERF, HTTP, IE, IM, IP, it, media, Om, One, performance, pr, run, search, server, Technorati

Rick Segal compares the Microsoft advertising approach to the Marriott advertising approach — Dinosaurs v. blogging/podcasting. [here]

I am not sure why Microsoft is still running this hideous ad campaign. A few thousand copies of Purple Cow need to end up in the Microsoft marketing department.

Tags: advertising, advertising approach, app, blog, Blogging, cro, customers, HTML, HTTP, IE, IM, marketing, Microsoft, Om, performance, pr, run

Adrants links to a DoubleClick Report on the Decade in Online Advertising. [here]

A wealth of statistics on the advertising we love to hate. As well, the report has the coolest graph tracing the history of the Internet Boom I have seen.

Follow this story on Technorati.

Tags: advertising, cool, doubleclick, HTML, HTTP, Internet, Internet Boom, Om, online, online advertising, PHP, search, statistics, Technorati

As soon as the characters started speaking in this vicious and detailed bit of parody, I knew it was Canadian. [here, 32mb MP4]

And sure enough, Avion Films is a Canadian ad agency.

I miss my home country.

care of Site-9.

Tags: advertising, blog, HTML, HTTP, it, LAN, Om, truth