I just got schooled this past week at the Association of National Advertisers Masters of Marketing Conference in Orlando, along with 3,000-plus industry colleagues.
You see, I’m a data- and direct marketing- junkie. Advertising is worthless if it’s not accountable and measurable (check and check). As I was reminded repeatedly this week — it also must be memorable (not always checked).
What does this mean? That in today’s always-on but distracted consumer marketplace, the ad message must tell a story. It needs compelling creative, a message that resonates, and a big idea that’s transparent and authentic and unique to a brand.
We are amid an age where consumers are royalty — and it’s the brands that serve them. Yes, in the customer experience mix, data plays a pivotal role. Yes, data science is required to uncover insights and inform the creative strategy, for both prospecting and retention. But that big idea still lies in the creative execution — that’s the clincher. If it doesn’t hook, then it’s not going to stick.
Brand-Building Requires Purpose and Perspective
Consider some of these executions showcased at the conference, and look for how the brand creates an emotional connection:
Disney | The Little Duck
Target | Design for All
Chipotle | Bee For Real
Ally | Banksgiving
Dunkin | Fuel Your Destiny
The Data Play in ‘Brand Crave’
Then ask yourself, what role does data play in these brand stories?
At the conference, there were plenty of CMOs discussing first-party data, customer journey mapping, personas, net promoter scores, operational data, transactional data, and sentiment scoring — among other metrics and inputs. Even second- and third-party data were mentioned (albeit briefly here) about how to expand reach, discover new customers, and deepen understanding with existing customers. These data points also inform the creative brief, as well as shape the media strategy.
Researchers still report that consumers still base many of their buying decisions on impulse, and on emotion. According to Kirk Perry, president of global client and agency solutions at Google, as much as 70% of advertising success depends on creative; and Kai Wright, lecturer at Columbia University, reported on how emotion weighs into consumer consideration and purchase behavior (see Image 1).
Image 1: Emotion & Experiential Data Motivate Consumer Behavior, Perhaps More Than Audience Data
SAP CMO Alicia Tillman reports that humans experience (and act upon) 27 emotions (Image 2). “Any one can make or break a brand or category.”
Image 2: Lots of Sentiment Scoring
“Nobody can differentiate on data! It’s data-inspired storytelling that is going to win the future,” said Rishad Tobaccowala, chief growth officer at Publicis Groupe.
We are great at curating audience data. For a next-generation data ecosystem, what are we doing to help create more effective marketing through finding innovative ways to score emotion, at-scale? What are we doing to include these consumer motivators in our business rules, algorithms — and to help enhance creative prowess in authentic ways? You solve for these opportunities — and there are many brand leaders and CMOs likely ready to talk to you.
It’s time to help brands tell their data-inspired stories.