Professional Documents
Culture Documents
Playbook
Executive
Summary
What we’ll
cover...
If lots of brands are creating great content, what
We’ll discuss.... Who this guide is for...
determines what is successful? What gives one piece of
content real cut-through while another gets completely
• The business case for paid content distribution, and This guide is for those responsible for generating brand
ignored? The answer is distribution. why you can no longer rely on organic distribution to awareness, leads and acquisition from content marketing
get your content seen.
efforts, looking specifically at distributing that content
No matter how good the content is, creating traction
• How to determine the key objectives for your in an environment where search engine and social media
in a crowded market is a key component in delivering content distribution plan. algorithms, as well as publishing business models, are
success. It isn’t enough to simply rely on people finding
increasingly reverting to a paid distribution model.
your content, you need to actively promote it across the • How to target the right audiences, in the right place,
at the right time.
three core marketing communications channels.
The guide will also highlight the business case for content
• How to build an effective plan that meets your distribution, and support those with responsibility for
But content distribution is arguably the biggest pain point brand’s core objectives.
paid media and social media strategy to understand how
for content marketers, with few brands really making a
• How to measure the effectiveness of your content to maximise their return on investment.
mark on the audiences that they are keen to attract. This
distribution, and ensure that you are getting
guide is about ensuring that your message stands out. maximum ROI from content marketing. pg 3
The Business
Case
Building the perfect strategy Owned, Earned and Paid It means that the customer journey now spans over
the three key areas of marketing communications;
namely owned, earned and paid, and brands need to find
You’re standing on the touchline, tasked with managing The channels that consumers use to engage with
a way to get these channels working together if they are
an accomplished team to success in one of the most brands and products are becoming increasingly diverse,
to deliver an effective and consistent brand experience
competitive arenas imaginable. You have talent in all of and consumers have adapted much more quickly to
across all channels and devices.
the key positions but, for whatever reason, they don’t these new forms of communication.
seem to be performing.
Personal recommendation is the most powerful form
Now, forgive me for the sporting analogy, but this is of marketing there is, according to Nielson, but content
actually a very good description of many a content that is done well can actually elevate your brand
marketing operation. There is undoubted talent that messaging into personal recommendation territory.
is producing some outstanding pieces of content, but Ultimately, real people use a wide range of touchpoints
that content is going unseen and unloved. Sticking with in the journey to purchase and well distributed content
the football theme, if content production is the creative can and should support every step of that journey.
spark that is pulling the strings in midfield, distribution is
the star centre forward that sticks it in the back of the net
and scores the goals. Organic Social
Website
Content promotion or distribution is often the unsung Email
hero of content marketing, and it is definitely one of the
more overlooked aspects of this increasingly critical
marketing tactic. Your audiences are standing in
OWNED
Influencer Outreach Retargeting Networks
increasingly crowded rooms, being bombarded by
Bloggers / Vloggers Paid Social Media
marketing messages, and it is getting harder and harder
Media Relations Content Networks
for brands to make themselves heard.
Bylined Articles Display Network
Syndication Biddable Media
But you disregard content promotion at your peril. It can,
Journalists EARNED PAID Advertorials
quite literally, make or break your investment in content
Affiliates
marketing.
How organic reach is diminishing Facebook argues that the sheer volume of content now and that it is instead designed to reduce content spam,
being published on the platform, particularly by brands, will promote personal content and deliver a user experience
naturally result in diminished reach. that “is most relevant to them”.
Social media algorithms continue to evolve in a way that
reduces the potential organic reach of branded content.
In a blog posted in June 2014, it claimed that there were Other social networks are moving towards a similar
more than 1,500 stories that could appear in a person’s algorithm-powered system. Twitter launched the first
The graph below typifies the decline in the organic reach
News Feed each time they log onto Facebook, and that for phases of an algorithm in late 2014, moving away from
of branded content on Facebook. Across the board,
people with a large number of friends, as many as 15,000 its original ‘real time feed’ model, whilst Instagram
content reach fell from 12.05% of a brand’s Facebook
potential stories were vying for attention every single announced its own algorithm in March 2016.
audience in October 2013 (source, Social Ogilvy), to just
time they logged on.
6.15% in February 2014. Essentially, branded content was
The message from the social networks is clear; if you
reaching just half of the audience that it was five months
The second factor is one that Facebook in particular want to get your content seen, you need to put your
prior.
has made no secret of – that its algorithm will favour hands in your pocket to put that content in front
personal content (ie, non-commercial) content over of the audiences you want to reach
There are varying reasons for this, with both natural
branded content. Facebook refutes any suggestion that
factors and deliberate intervention from the respective
commercial reasons are the motivation for this policy,
social networks being a factor.
8.70%
7.70%
6.15%
4.04% 3.51%
2.97%
2.71%
2.11%
Oct-13 Nov-13 Dec-13 Jan-14 Feb-14
This provides you with an indication of your most Our whitepaper, Building effective customer
“Our target audience is female, 22-49, married with
valuable consumer groups, as well as providing a steer personas, discusses a five-stage process to
children, with a household income of £25k - £35k. Our
on where your content should be focused (for example, ensure that you are putting your audiences at
value product is at the heart of their everyday lives.”
a large number of lapsed consumers could represent an the heart of your strategy
opportunity that dedicated content could capitalise on).
This information is always useful, as it provides a focus for
Download it now at:
your strategy, but how does your customer demographic
What this process allows you to do is take first party stickyeyes.com/personas
translate to a digital audience? You need to use multiple
data from your current segmented customer list, and
data sources to help develop a more complete picture
run these through online audience profiling tools (such
of your digital audience, their demographics, behaviours
as Facebook’s Advertising Tools or Google Customer
and interests. Do your audiences use particular social
Match) in order to understand fundamentally how your
networks? Are they more likely to search via mobile? Do
customers behave. It stands to reason that, unless your
they gravitate towards certain content mediums more
organisation is planning a significant step-change in the
than others?
audiences that it targets, the audiences that you want
to attract are likely to have very similar demographic and
Your current customers provide unrivalled levels of data
behaviour patterns to the ones that are already engaged
into how people engage with your brand, so using this
with your brand.
insight should be the first step before developing any
form of paid social advertising.
These followers will have friends that they are connected General Demographics
with. These are useful as, generally, people tend to
engage with people who share their values, their social Interests
status and their interests. Of course, people are ‘friends’
with a wide range of other people on social media, so
Lookalikes
these target groups can be constrained to be within
certain demographics if required. For example, a fashion
brand aimed squarely at women in the teens/early Friends of Followers
twenties may wish to constrain a ‘friends’ target
audience to female friends of existing followers who are
under 25.
Followers
You can then start to find people beyond these circles
who share the same demographic profiles as your
ideal customers, and then extrapolate this data
further based on wider interests, location and general
demographic traits. This is essentially your target
audience, segmented into individual targeting groups.
pg 12
How do your audiences behave distribution through social media, posting to every provides an insight into where the searcher is in
applicable platform with no real strategy or focus. the consumer journey, and you can then ensure
online? If however, you can identify that your audience that your content is targeted to serve this user.
group is particularly active on Pinterest, you can
Different audiences and consumer groups will behave
dedicate greater resources to this channel, direct Knowing what media your audiences consume
very differently from each other when they are online
targeted content at this channel and, ultimately, allows you to target your earned and paid
and, as a marketer, you need to understand how
make your content much more effective. The most promotional strategy. If your target audiences
the audiences that you want to attract engage with
suitable platform for your brand and content may disproportionately consumes a particular publication,
brands, and engage with the web. Understanding
not have the huge volume levels of other social use this insight to your advantage. Also consider
this will not only shape the content that you produce,
platforms, but it may have an audience that is much how these audience groups are influenced, and
but it will also shape the way in which you take that
more engaged and receptive to your content. what online communities they are a part of.
content to market, and the tactics and techniques
that you need to use in order to do that.
Search is another key area in which audience insight These elements are the foundations for building a
is important. Understanding not only what your clear picture of your audiences, which then allows you
For example, does your audience engage with
audiences are searching for, but also the intent to develop a strategy and tactics for engaging them.
particular social media platforms more than any
behind that search, provides a real insight into the
other? Without this insight, it is likely that you will
types of content your audience is looking for. The
simply take a ‘scatter-gun’ approach to content
intent of the search is extremely important, as it
pg 17
Paid content distribution VOLUME OF SPEND
PROCESS
A campaign manager for a major sportswear retailer
is looking at the brand’s customer base, eCRM
insight and its demographic profile data. Amongst REFINEMENT
this data, they identify that a large proportion of
& ANALYSIS
their customers has a keen interest in football
shirts. It’s the peak season for new shirts being
released from all of the major football clubs, so this
OPTIMUM
is a prime moment to be launching paid social and AUDIENCE
retargeting campaigns for the latest football strips.
YOUR WEBSITE
behaviour, we can ensure that any retargeting message of audience insight not only provides us with much to drive acquisition, and only in ways that will most
is optimised for that audience based on the behaviour more targeted audience personas, it also allows us to effectively engage those audiences. It ensures that
traits that we would expect for that group. This level drive greater efficiencies with paid content promotion. only those customers that may welcome a ‘harder-sell’
of segmentation can be applied to almost any form of This means that wastage is minimised and as a result, message are exposed to it, whilst those that prefer
customer activity. For instance, travel companies can your budget works much harder. This allows you less aggressive messaging are not exposed to overtly
assign different segments for users that searched for to target either a greater volume of consumer or, sales-heavy content. This means that ad spend can be
different classes of aircraft cabin or hotel, ensuring that alternatively, remarket to those target customers directed on growing and reaching audiences that are
those that searched for premium class flights or five with different messaging that attempts to guide them directly aligned to the overall business objectives, that
star accommodation aren’t being served content that through the customer journey. spend isn’t wasted on audiences that you are unlikely to
leads with budget pricing. convert, and that your return on investment on
This approach essentially provides you, as a content paid content distribution is vastly improved.
The result is a much more efficient way of running marketer, with multiple ‘bites of the cherry’. You can
paid ad and content distribution campaigns. This level direct messages only at audiences that are likely
pg 19
Measuring
the results
You need to consider the best metrics and reporting to
measure the success of your content marketing. This Market Reach
enables you to justify your actions if necessary at board Volume & quality of
level, and to demonstrate the return on investment. potential audience
This is where the definition of your objectives and who saw the mention.
goals at the very start of the campaign come into their
own, because they provide you with a clear focus upon
which you have hopefully built a successful campaign, Discussion
and your reporting needs to reflect those objectives. The volume of brand &
There are a number of metrics that brands use to campaign mentions.
measure their content marketing strategy, dependent
on your specific goals. The most common metrics
include: Acquisition
Traffic, leads and
Market Reach
monetary acquisition.
This includes volume and quality of the potential
audience that was exposed to your message.
Engagement
Discussion
The number of shares,
The level of discussion around your brand or the retweets, comments
message you delivered. Remember to reflect the & posts.
sentiment of the discussion in your reporting.
Acquisition
This includes traffic, leads and monetary acquisitions. If your content is helping people to move through the that your content can support your customers
sales funnel, it is likely that your content is effectively through your sales funnel. This guide has stressed the
Engagement hitting the key metrics. However, if few customers importance of defined objectives and audience insight,
The number of shares, retweets and comments are entering the sales funnel, or they are dropping which ultimately determine what content you need to
that are attached to your content. Each of these out at particular stages, it’s a strong indication that produce before you actively go and promote it to the
metrics relate to a different stage of the sales process, the content at those stages is not effective and is market. Following this process makes it much easier to
making this model a useful way to measure how failing to hit your key metrics. The process that we determine the return on investment from your content
effective your content is at delivering in each area. have taken you though in this guide is about ensuring marketing strategy.
Key
Takeaways
Quick Checklist
Make your content move Start with the end in mind Understand your audience Target them with the right content
Forget the notion that people will just What does success look like? Answer this Audience has to be at the absolute heart Understand how those audiences
find your content. It doesn’t happen. before you put pen to paper. The of everything that you do. interact and engage with your content,
Even history’s greatest literary works answer to this question (as long as it is and retarget them with something that
have needed a distribution vehicle, and realistic) will provide a focus for Use every data source that you can get is relevant. The more granular your
your branded content is no different. your entire content strategy. your hands on, including first and third customer segmentation is, the more
party data, to build up a picture of who effective this retargeting will be.
You can no longer rely on organic reach your audiences are, how they behave
and, in a world where the volume of and how they are influenced. Not only
branded content is only getting louder, does this tell you what content they
you need to really push your content hard. are likely to be receptive to, but also
If you don’t, no matter how good your where you are most likely to find them.
content is, it is going to fall on deaf ears.
pg 23
Making content
work harder
How brands communicate with audiences Our specialists and consultants can help with:
has never been more crucial.
• Paid content distribution
• PR and influencer engagement
We believe that content can reconnect
• Audience insights and targeting
brands with their consumers in new and • Content creation
exciting ways, allowing them to transform • Content marketing strategy
audiences into advocates, publishers into • Video content marketing
• Paid search and biddable media
influencers and problems into solutions. • Programmatic content distribution and
advertising
By combining expert insight and inspiring • Content marketing strategy
creative, we produce content strategies that
help brands flourish, reaching out to your To discuss how Stickyeyes could support you
existing customers in new and engaging with your brand’s content marketing strategy,
ways, whilst attracting new advocates for please contact:
your brand.
Simon Purkis
From audience insights and content ideation, Business Relationship Manager
through to content creation, distribution and simon.purkis@stickyeyes.com
attribution, we can help you to make your +44 (0)113 391 2929
investment in content marketing work harder.
pg 24
About Stickyeyes
Some online marketing agencies are all style and We use this data, as well as our leading digital insight,
no substance. Others are so geeky they forget your to devise remarkable creative campaigns, engaging
customers are only human. content and intelligent paid activity that are focused on
increasing your brand visibility, growing your audiences
We’re relentlessly improving our digital specialisms to and delivering results.
provide maximum return on investment, whatever it
takes. ROI may be an over-used term, but we’ll never tire We have adopted this approach in more than 20
of it, because it’s what matters most. international markets for some of the world’s
biggest brands, including GlaxoSmithKline, Hilton
Our approach to digital marketing is made up of the and Hertz, delivering award winning campaigns
perfect blend of technology, insight and creativity. that have delivered significant returns on investment.
Our technology is like no other, with dedicated, Want to learn more? Contact:
proprietary tools that support the creation of digital
strategies in organic and biddable media, Simon Purkis
content and social media. This allows us to remove Business Relationship Manager
the guesswork and conjecture in digital marketing, simon.purkis@stickyeyes.com
and plot your pathway to success. +44 (0)113 391 2929
pg 25
The Authors
Michael Hewitt Danny Blackburn
Content Marketing Manager Content Director, Stickyeyes
danny.blackburn@stickyeyes.com
+44 (0)113 391 2929
pg 26
pg 27
West One, Wellington Street, 42-46 St Johns Square W. www.stickyeyes.com
Leeds, United Kingdom London, United Kingdom @Stickyeyes
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T. +44 (0)113 391 2929 T. +44 (0)207 073 7185
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