A creatively relevant story about people’s lives can lead to stronger brand relationships…even in B2B.
Over the past decade, content marketing has become the staple best practice for strengthening brand relationships. Blogs (like this one), white paper marketing, book authorship, branded documentaries, and one of the most intriguing and creative forms—branded webisodes—provide today’s marketer with an expanded palette of options to deepen and broaden customer relationships. The use of Webisodes—part of a trend called branded entertainment—is growing because marketers are compelled to find new methods to reach consumers in an era when traditional media are losing personal engagement time to the Internet. Webisode formats can range from a previews/trailers; a promotional series, part of a collection of shorts, or conversely, segments of a long form piece such as a TV series.
In any of the above formats, effective webisodes:
- Use entertainment and video storytelling to engage stakeholders
Television and movies taught us that visual storytelling is the “killer app” for engagement. Done well, ironic humor and humanitarian appeal are especially effective approaches.
- Emotionalize the brand
Emotion adds dimension more powerful and motivating than even logic to any relationship.
- Relate to issues first
Focusing on issues or cause (social, life stage, cultural, moral, political, or other lightning rods) tap into people’s mind at a visceral level in contrast to sales approaches that trigger emotional barriers.
- Promote buying v selling
When people “buy in” to a cause or an issue, selling isn’t needed to make a transaction.
As my mom used to say, “Everything’s different but nothing has changed.” Blogs are really just reincarnations of the company newsletter with one big difference: WordPress and other digital blogging tools make it easier for anyone with a computer to be a publisher. White papers are still one of the best tools for thought leadership positioning. The difference here is digital creation and access. And webisodes are very much like early radio and TV serials, sponsored, owned, and produced by advertisers and their agencies instead of by producers and networks. The difference is the medium: broadcast versus the internet, the latter providing some game-changing advantages.
Media trending toward web video
It’s no longer news that web video is taking a bite out of TV viewership. Nielsen’s (television audience research) most recent study indicates that viewing by 18-24-year-olds dropped by a little more than 4-and-a-half hours per week. http://bit.ly/1p7nVvc That’s equivalent to roughly 40 minutes per day.
At the same time, YouTube now reports that:
- YouTube reaches more US adults ages 18-34 than any single cable network
- More than 1 billion unique users visit YouTube each month
- Over 6 billion hours of video are watched each month on YouTube—that’s almost an hour for every person on Earth
- 100 hours of video are uploaded to YouTube every minute
- YouTube is localized in 61 countries and across 61 languages
My purpose in citing these stats isn’t to diminish TV advertising. It’s still the 800-pound gorilla to beat. But rather, my point is to emphasize that webisode marketing done right—with focused objectives, cogent strategies, and the right metrics attached—can now create a serious competitive advantage with clear ROI. For many brands that either can’t afford TV time or don’t fit into the TV advertising model (such as B2B), webisodes can present a green field of opportunity.
Can webisodes deliver real business results?
Many media historians portray our current period as the “post-broadcast era,” implying that audiences are sharing more of their video consumption with the web and media other than broadcast. Not to say that web entertainment will replace broadcast or cable TV. That would be like doomsters of the 1940’s and ‘50s who presaged TV replacing radio. And though it probably won’t displace TV, web video does contribute to an ever-fragmenting, increasingly complex media landscape in which consumers have so much choice that traditional media-driven marketing it is neither practical nor effective. That’s why content-driven marketing provides a sorely needed solution. It creates valuable, targeted content to repurpose in as many media as possible.
On the flip side, in order to get views, web video needs to be supported with targeted search marketing, SEO techniques, social media, and traditional promotion. This support allows audiences to discover what’s important to them, in a compelling format, on demand—when they have a specific heightened need or interest. Webisodes fit this solution profile like a glove, versus dubiously relevant promotional content force fed as an inline component of entertainment programming (aka TV).
On October 6, 2006, rapper Sean Combs (aka P. Diddy) debuted DiddyTV, sponsored by Burger King. Today, YouTube shows the first webisode garnering more than 993,000 views and 70,000 subscribers while building a social web brand community for a cultural niche. Not bad for an inexpensive webisode series. However, if you look deeper into the comments and thumbs down click counts, you might see a balanced story.
The following year, Mini Cooper launched Starsky & Hutch/Dukes of Hazzard webisode spoof “Hammer & Coop.” The effort, which centered around a six-episode web series, generated 1.5 million views and consumer interest that eventually translated into 800 vehicle sales (at least that’s the official report). But Mini didn’t just entertain visitors, it also presented a Mini web configuration tool to bring visitors closer to buying. The official report is: “Three hundred seven thousand unique visitors went directly to Hammerandcoop.com and spent an average of six minutes viewing the videos. Another 722,000 connected there through miniusa.com. Of the 722,000, 355,000 of them configured a Mini (by model, engine and extras); 22,000 people saved their configurations; and 2,400 of those sent them to dealers. Min reports that data represented about a 33% conversion rate that translated to about 800 vehicle sales.” http://adage.com/article/madisonvine-case-study/initial-results-mini-s-hammer-coop-effort/116193/
While I see a couple holes in the metrics strategy (from what I can tell, the 307,000 hammerandcoop.com visitors weren’t directly connected to configuring a car or the resulting sales funnel), this early example of webisode infotainment broke new ground for the medium. Bottom line: Mini Cooper sales were down 4% Q1 2007 YOY. However, US Mini Cooper annual sales hit their highest historic point to date in 2008, at 54,077 units. http://www.goodcarbadcar.net/2011/01/mini-cooper-sales-figures.html It gives pause for thought.
Webisodes for B2B
What about for business to business brands? Blendtec makes blending technology for home, manufacturing, and foodservice. They launched their webisode series “Will it Blend” (www.willitblend.com) in 2007, featuring its founder, Tom Dickson, in a wacky role as a lab technician attempting to grind up everything from cubic zirconium “diamonds” to iPhones in Blendtec brand blenders. YouTube shows more than 6.7 million views on the “diamond blend” show including more than 16,000 likes and only 2013 thumbs down.
AnotherB2B example is an animated production by Lawson, a provider of software and service solutions in the manufacturing, distribution, maintenance and service sector industries. This webisode provides a good competitive positioning tool, effectively promoting Lawson’s “Simpler is Better” brand. It’s no slouch for such a nichey industrial target at more than 89,000 views. I’d like to see a metrics bridge that connects these views to results in a shift in positioning, revenues, and/or margins.
Business-to-business brands can use content marketing—including webisodes—to exploit market niches with a fresh approach to engaging their customers, limited only by imagination and, of course, budget. Unlike broadcast TV, web presence is free, so the only cost in getting a series on the web is production, which can be managed incrementally with theme, creative development, and production values, which new technology has made dramatically more efficient.
But wait. TV has built-in audiences (that’s what you pay the stations and networks for). With webisodes, you’ll have to generate the audiences yourself (you knew there had to be a catch). This “detail” has been the primary barrier in the success of many web videos.
What’s the right objective for webisodes?
Social media and advertising can get pretty expensive in the quest to promote your webisodes for customer acquisition. So why not start by using them to improve the lifetime value of your current customers? One excellent use for webisodes is cross selling lines to existing customers. Webisodes can provide context (relevant issues and situations that uncover real needs) in dramatic, comedic, or simply interesting ways (how to, etc.). This leads the customer to buy into a larger brand context and a larger solution set. With effective funneling surrounding the webisodes, it’s possible to tightly track ROI on existing or past customers.
A proven ROI formula?
Despite a few days of exhaustive research on the web, I haven’t been able to identify any recent B2B webisode examples. Maybe that’s because there’s not yet a tried and true formula that links webisodes to ROI. GroPartners is now engaged with one of our clients in an effort to do just that. We’ll keep you posted.
Meanwhile, if you have any additional information on webisodes that you’d like to share on my blogpost, please leave a comment (link top of page). I’d love to post it.