The New Kingmakers — book review

Steven O’Grady is the co-founder of Redmonk, a developer-focused tech analyst firm, and a very smart analyst at that. I first got to know him in 2006 via my old boss at Lenovo, the  CMO Deepak Advani who had a deep interest in Open Source and developer relations from his days at IBM. O’Grady and his co-founding partner James Governor gave us invaluable insights into the Open Source market, something that was unexpectedly crucial to Lenovo’s digital marketing focus as unbeknownst to us, one of the iconic Thinkpad laptops had been embraced as a reference platform to simplify hardware driver development for new distros.

Steven is also a great fan of all things Red Sox (his blog “Wicked Clevah” is one of the few I read) and is a striper fisherman up on the coast of Maine where he works and lives. So our orbits have overlapped on a few vectors.

This past spring he published with O’Reilly Media a very compelling argument that developers are the “new kingmakers” in contemporary IT and corporate digital strategy because of their crucial role in building value, defending against disruption, and making the technology decisions formerly reserved for procurement teams and the CIO. The result is a complete over-turning of the way organizations select and deploy technology, putting the developers in charge of the tools and standards that govern IT-enabled innovation and operations. We intuitively figured that out at Lenovo under the premise that when anyone makes a technology decision — “what phone should I buy? what laptop? what software?” — they turn to the most technical and expert person in their network. For those of us trying to build an influencer model online to sell computers, that audience was comprised of developers. Make them happy, give them what they need in terms of information and content, and they in turn will be the ones who declare if your technology is crap or not.

O’Grady nails the impact that the developer community is having on tech — from standards to commercial software to the way companies hire and retain the best coding talent they can find. His point is going to be very bleak new to the marketing teams at B2B tech companies. All those white papers and conferences and drive to get to the CEO and the COO and the CMO and the CIO ….. guess what? Developers could care less and they are the ones who matter.

In the latter half of the 20th century, developers were effectively beholden to their employers. The tools they needed to be productive — hardware and software — just were not affordable on an individual basis. Developers wishing to build even something as trivial as a website were confronted by an unfortunate reality: most of the necessary building blocks were available only under commercial licenses. Operating systems, databases, web and application servers, and development tools all required money. To get anything done, developers needed someone to write checks for the tools they needed. That meant either raising the capital to buy the necessary pieces, or — more often — requesting that an employer or other third party purchase them on the developer’s behalf.

“The new century, however, has ushered in profound and permanent shifts in the relationship between developer and employer. No longer is the former at the mercy of the latter’s budget. With the cost of development down by an order of magnitude or mode, the throttle on developer creativity has been removed, setting the stage for a Cambrian explosion of projects.

“Four major disruptions drove this shift: open source, the cloud, the Internet, and seed-stage financing.”

Basically, the point is that the company may buy one set of technology but developers will be developers and build stuff with the tools they want to use, not the tools the CIO negotiated a good price for out on the golf course.  Rather than put up with “official” technology, developers just get stuff done with the right tools — generally free tools — that get the job done.

“….the balance of power began to tilt in favor of developers. Developers, not their bosses, became the kingmakers. Technology selection increasingly wasn’t determined by committee or bake offs or who played golf with the CIO, but by what developers decided, on their own, to use.

“MySQL salespeople used to walk into businesses, for example, only to be told that they were wasting their time because the business wasn’t using any MySQL. At which point the MySQL salesperson would reply, “That’s interesting, because your organization has downloaded the package 5,000 times in the last two years.” This was and is the new balance of power. Not for every technology sector, of course, but for more every year.”

This is a very concise and accessible book — aimed at the marketers and executive management of companies who rely on developers to build their success.  In my bookshelf of tech books that matter, this one will have a long shelf life. If you’re managing digital strategy,  evaluating tech vendors, or trying to market hardware and software, this book can be digested in less than two hours and will, trust me, have an impact on how you see the new world.

3 Ways to Write an Annoying “ListLine”™

The recently departed Al Neuharth — the man who gave the world McJournalism when he created USA Today in 1982 — was famous in my mind for two things (no, make that three, because this is a post in part about the magic powers of “three”):

  1. Always publish the tits above the fold
  2. Bulleted lists are better than paragraphs
  3. Infographics that twist statistics and invoke the Royal We into cartoons are engaging

People love lists. Decades ago there was a bestseller entitled “The Book of Lists,” a classic toilet-side tome in many a household. There are  management books about the power of to-do lists.  I must have at least three or four list apps on my phones and tablets and PC. Most horrible is the tendency of the lower life forms in online journalism and especially digital marketing/SEO/Content marketing bloggers to use lists as linkbait. There are so many headlines about “Three Ways to Increase ROI” and “Four Ways Content Marketing Can Engage and Delight Your Customers” that I have to wonder what’s driving this obsession with numerical sequence.  I know that if I click through to actually read the stuff I’m going to read some airhead social media/digital marketing “guru’s” rehashed airheaded jargon twisted bloviations.

Working off off my feeds this morning  I found this actual set of … oh hell, let’s just call them “ListLines™“, e.g. headlines promoting lists:

  • 13 Smart Podcasts That Will Feed Your Hunger for Knowledge and Ideas
  • The 45 Best Restaurants in America (BusinessInsider is a huge fan of  ListLines™, generally cutting up the content into slideshows to pump up the pageviews). They have a daily list which is semi-useful called …..
  • Ten Things You Need To Know
  • 10 Habits of Remarkably Charismatic People
  • We Try 4 New Electric Hot Water Kettles for Coffee and Tea

The king of the numbered ListLine has to be the Content Marketing Institute, which on its home page has the following headlines, and all save one has a numeral in it:

  • 4 Truths About Content Marketing Clients
  • 6 Tips to Start Creating Content on Tumblr
  • 3 Tips for More Effective Content Marketing Visuals
  • 9 Questions to Help You Prioritize Content Creation
  • 12 Roles Essential to the Future of Content Marketing
  • Thought Leadership Strategy: 3 Ways to Leverage Live Event Content
  • 3 Tips for Keeping Your Buyer Personas Fresh and Alive
  • How Enterprises Handle B2B Content: 6 Key Insights From Our Research

McKinsey, the organization that lives on PowerPoint, had an unofficial Rule of Threes during my short stint– as in no slide should have more than three bullet points on it because that was all the typical audience member could hold in their head during the time it took the expensive consultant to present the slide. McKinsey was into numerology in general and the place should have had the Pareto Principle inscribed over the door as its motto (the “80/20” rule). I admit I stick to the Rule of Threes to this day.

My theory about the abuse of the numbered list in online headlines is the corruption of editorial good sense by the scuzzy underworld of Search Engine Optimization and the Tyranny of Metrics. Let’s turn to the experts at the Content Marketing Institute, enter in the search term “lists” and what do you know? In a post entitled “Content Strategy: 9 Secrets for Awesome Blog Post Titles“, Tracy Gold writes in item number 5:

“We all groan about numbered lists in blog posts. But the truth is, they work. In our research, titles that began with a number performed 45 percent better than the average.

“Another approach is to start with a keyword and include a number later in the title. Take “Content Marketing Checklist: 22 To-dos for SlideShare Success,” for example. We tested both title types, and when the headline started with a keyword, it actually performed slightly better.

“While one approach to this method is to work more numbered lists into your blog content strategy up front, you can also use a numbered list in a post after it’s written. Is the post split up into sections? Can those sections be numbered? Boom. But again, don’t mislead your readers — make sure a numbered list format actually fits the content of your post.”

Now we know the secrets of the masters. My theory is by announcing ahead of time how many pieces of b.s. the reader will have to digest, they figure they aren’t in for a reading of Procopius History of the Early Church and can snack on the info before their Adderall buzzing brain clicks them away.

Before closing, let me digress back to USA Today and my indoctrination into the art of the list.

I worked at a newspaper — The Lawrence Eagle-Tribune — that rented its color presses to print the New England edition USA Today at night, receiving the pages via satellite and then churning out the colorful McPaper so familiar to residents of the Marriott Courtyard Suites. This close relationship unfortunately colored the judgment of Eagle-Tribune editor-in-chief Dan Warner, who decided that Al Neuharth was a visionary genius and that the Tribune’s staff  would learn to write lists instead of stories and develop “infographics” about Why We Love Ice Cream,” complete with a cartoon of a melting ice cream cone, a gushing thermometer and some made up statistic about what flavors “We” preferred.

This was strictly enforced to the point that every story opened with a classic lead (my favorite lead of all time, courtesy of Edna Buchanan, the legendary police reporter of the Miami Herald is cited below*), a standard second paragraph, and then an inevitable list of bulleted items before the jump to an inside page.  I would pile into the newsroom after a scintillating evening covering the Salem, New Hampshire board of selectmen and pound out some lifeless copy (“This ain’t a short story about your dead grandma bub, so get over it” my editor, Al White, told me after taking a machete to my first story about a sewer bond hearing) that always had a bullet list up high where Dan Warner would be sure to see it. Hence:

“In other actions, the board voted to:

  • Ban pit bulls from playgrounds
  • Postpone a hearing on bingo licenses
  • Authorize door-to-door cigarette sales by Brownie Troop 5
  • Commend Police Chief Nickerson for Sunday’s arrest of undercover Massachusetts State Policemen harassing Bay State liquor and fireworks customers

At first the mandate to use bullet lists offended my delicate Strunk & White sensibilities about prose composition.  One of the joys of great writing is a well-written list, contained in a single flowing sentence, ordered just so to delight the ear and paint a picture in the mind’s eye, but alas the world has become addicted to the staccato stack of one-liners preceded by the bold typographical dot and so I have given up all hope of resistance.

But I know in my heart of hearts that William Faulkner never wrote a bullet list in his life or worried about SEO.


*: Calvin Trillin, profiling Buchanan in the New Yorker: “In the newsroom of the Miami Herald, there is some disagreement about which of Edna Buchanan’s first paragraphs stands as the classic Edna lead. I line up with the fried-chicken faction. The fried-chicken story was about a rowdy ex-con named Gary Robinson, who late one Sunday night lurched drunkenly into a Church’s outlet, shoved his way to the front of the line, and ordered a three-piece box of fried chicken. Persuaded to wait his turn, he reached the counter again five or ten minutes later, only to be told that Church’s had run out of fried chicken. The young woman at the counter suggested that he might like chicken nuggets instead. Robinson responded to the suggestion by slugging her in the head. That set off a chain of events that ended with Robinson’s being shot dead by a security guard. Edna Buchanan covered the murder for the Herald—there are policemen in Miami who say that it wouldn’t be a murder without her—and her story began with what the fried-chicken faction still regards as the classic Edna lead: “Gary Robinson died hungry.”


Not your father’s advertorial

Every trend, fad and meme has its day and “branded content” is having its moment now that the New York Time’s Monday business section has discovered the phenomenon of publishers further blurring the lines between journalism and marketing in its piece on 4.8.13 by Tanzina Vega: “Sponsors Now Pay for Online Articles, Not Just Ads.” The usual publications are cited: and it’s “BrandVoice” (“Connecting marketers to the Forbes audience”), the Atlantic Monthly, Business Insider, Mashable just to name a few. I think a bigger trend is being ignored:  and that’s marketers going direct to readers and building their own audiences, cutting publishers out entirely except to rent their traffic and push clicks to their own media.
Forbes has taken its share of criticism for being one of the first old-school publishers to open up its digital pages to advertorial, but Chief Product Office Lewis D’Vorkin isn’t apologetic. His e-book on the editorial/advertising model is a convincing argument against the old church/state Chinese wall model of advertising-supported but segregated-independent-objctive journalism. In his treatise, D’Vorkin goes right after the old-school editorial purists and essentially wishes them good luck as they slowly starve to death while the old interruption model of advertising further withers under the impact of AdBlocker and Tivo-ad skipper technologies.

The Times article cites one dissenter, Andrew Sullivan, the former editor of the New Republic: “I am aghast at this…Your average reader isn’t interested in that. They don’t realize they are being fed corporate propaganda.”
Average reader? At least they’re reading and not rotting their brains with a diet of Bravo staged-reality shows about Real Wives and Hoarders. Getting into the sanctimonious mosh pit of editorial objectivity and journalism ethics is to enter into a surreal religious war on a pointless par with the dyophysite controversies of the fifth century: no one cared except the patriarchs and metropolitans but nevertheless wars were waged and people died.
The Internet Advertising Bureau and the Magazine Publishers Association have long been setting down the rules for making it clear to readers what is pure and impure. Putting tinted boxes around marketing content, sticking the word “Advertisement” atop the headline …. I ran into this issue as early as 1996 when sold daily content sponsorships and gave the advertisers a tall vertical unit we invented called the “Skyscraper.” The smarter sponsors used the space to run a story as opposed to an animated Punch-The-Monkey ad, and before long we had to revise our terms and conditions to ghettoize the more egregious offenders with the scarlet letter of “Advertising.”  Digital advertising models have long looked for the online equivalent of the little word “Advertorial” that magazines used to segregate special sections bought by the Economic Development Commission of Mississippi (“A State To Grow In!”) away from the serious, independent stuff. Now even Google News is trying to keep the sponsored stuff out of its pages.
I think the Times missed the bigger trend: marketers going direct to their prospective buyers by becoming their own publishers, producing their own media and using professional editorial placements only to rent names, just as marketers have been renting circulation lists for decades to drive their direct mail campaigns. Here’s some early manifestations and enablers of the Marketer-As-Publisher trend:
Corporate-in-house produced newsrooms: Ever since corporate websites became de rigeur in the 90s, corporate communications has always carved out a loney section of the brand’s main website to post press releases, executive bios, and the usual investor relations information. Now some are going right into the business of publishing stories – not the usual releases for the press, but content for the customers – under the rubric of corporate newsrooms. Best example I can think of is what Intel has been doing for years with its newsroom at Cisco also has a newsroom. These are being used as white paper libraries, curated collections of relevant industry news links, and original daily news and commentary, all backed up by some form of community/social participation function.
Branded partner produced content: these are sites produced in partnership with a media company. Intel is in a partnership with called The Creators Project. Red Bull is also into it this sort of advertainment.
Online “magazines”: these are the digital evolution of the type of print product that companies such as IBM or the Four Seasons Hotel chain would hire Forbes Custom Publishing to produce and distribute to their customers. Now the digital version  of “vanity” magazines live under their own domain identity (vs. being an extension of the core brand’s domain like the Intel newsroom) Now they produce them with their own editorial staff. A great example is Adobe/Omniture’s
Talent: A lot of inexpensive and talented business and B2B editorial talent displaced by the digital disruption in the their former newsrooms is available with some prominent tech talent crossing over to corporate gigs – and not in the usual PR/flak capacity but as corporate staff writers and editors. From the highest end of the mastheads with people like Fortune’s Rik Kirkland going to McKinsey a few years ago to edit the McKinsey Quarterly and oversee the firm’s editorial strategy to Steve Hamm, formerly of Businessweek, going to IBM to become a communications strategist, or Dan Lyons leaving Read, Write Web, Forbes, and the Daily Beast to join Cambridge digital marketing startup HubSpot…. the talent is out there looking for some relief from the churn and chaos of the traditional press and the sweatshop conditions of the blog networks.
Cheap tools: web development used to involve a lot of enterprise software licenses for content management, analytics, etc. Say goodbye to Vignette and Interwoven and hello to WordPress and Drupal. If the tools are good enough for AllThingsD and The Economist, then they are good enough to a corporate content marketing site. And they have the added appeal of being cloud/SAAS based so the more daring marketers can side-step the corporate web mafia and the CIO’s office with their brown-suited procurement standards and office of project management  and start publishing immediately.
Drivers: in closing, what’s driving chief marketing officers, heads of corporate communications, and digital marketers to launch their own editorial efforts?

First – developing an audience of loyal readers is no different that developing and attracting the attention of prospective customers and building loyalty among existing ones. Corporate content is about going direct to the right audience and cutting out the editorial middle-man.

Second – digital marketing is all about the content that a marketer pushes through the distribution channels available. YouTube for corporate video. Tweets, Facebook pages … this stuff demands a steady supply of fresh content and getting that content from an agency or third-party is like trying to perform surgery in a haz mat suit with robotic arms. Why depend on a third party when you can own the capability internally.

Third – agility. Corporate publishing is about reacting, not just to opportunities like tweeting about random blackouts during the Superbowl, but to crisis communications when every second counts. When your offshore oil platform catches on fire, the world isn’t going to the New York Times for your mea culpa and updates, it’s hammering on (I’ll get into “dark site” production in a future post.)

So what? I think the immediate impact of corporate content isn’t journalistic ethics but the challenge it places on the professional service firms that  feed clients with editorial services. Namely the PR firms writing releases, CEO speeches, white papers, etc. and the digital agencies that build custom microsites and other digital initiatives for marketers unstaffed to handle the challenge of staying technically adept. And finally– the traditional and not-so-traditional “objective” press. They will either produce the content as a service to the corporate advertiser or see their former editors and reporters get hired away to do it under the more stable umbrella of a big organization with deep pockets. That the press is now selling the opportunity to publish corporate content next to their own reporting is a foregone conclusion. Hand wringing and saying one is ethically “aghast” is the personification of the cliché, “pride goeth before the fall.”

The Flipboard 2.0 Vanity Press

I’ve been digging into the market for custom publishing services for digital marketers, and hence have been focused on content management systems, distribution models, and other production tools to rapidly build and nuture a custom “magazine.”

Introducing my testbed for Flipboard’s new publishing tool: The Monthly Meconium (the name is a long story involving my penchant for weird words, one of which was turned back on me in 1981 when I was a bartender and given the nickname of “Mec” after sharing the definition of “meconium” with the day shift), a fitting title for a first effort at something that is destined to be flushed away.

The tool is a clipping service. One drags a “Flip It” applet into the Chrome toolbar and when you’re on some content worth sharing, you hit the little “+ flip it” button, add a little commentary, and it’s added to your personal FlipBoard magazine.

Flipboard, if you’ve been sleeping under a rock, is the amazing graphical, touch-friendly feed aggregator that takes all of your social feeds — Twitter, Facebook, Google +, YouTube, and Flipboard specific titles from publishers like GigaOm and AllThingsD — and brings them together in what has quickly become my favorite browsing app on my smartphone and my tablet.

There’s a bit of a Tumblr/Pinterest feeling to the whole experience. This isn’t a content creation tool as much as a curation took. Sort of a cooler updated version of a custom newspaper for a swiping, touch enabled experience.

I have no idea how to subscribe to The Monthly Meconium. I’ve been messing around with Flipboard trying to find my freshly launched effort, but nothing brings it up. I’m assuming it needs to be crawled, indexed, reviewed, and then listed by the Flipboard crew.

This should be standard fare for any reporter trying to build traffic to their stuff or for any digital marketing trying to build an audience to their brand’s content.

When I actually figure out how to subscribe I’ll up this post. In the meantime I’ll try to get more adept at the techniques and actually use it to share stuff of interest.

Update: Flipboard 2.0 is only available for Apple’s iOS – an Android version is coming, so I can’t even read my own creation. Nice to see Paid Content agrees with my opinion that this should cause a severe case of incontinence for publishers.

Shopping the Story: When eCommerce meets Editorial

There’s a scene in Fight Club when Edward Norton mocks his meaningless materialistic existence defined by his addiction to Ikea.  His apartment transforms into a movie version of a  catalogue — with every napkin, bookcase and rug identified, tagged, and described as he moves amongst it all. The scene expresses a lot of the stupidity expressed in the early 1990s when the “Interactive Television” geeks bubbled on about how you’d be able to click on Jennifer Aniston’s sweater during an episode of Friends and receive a package from the Gap a couple days later with that exact same color sweater inside(in your size of course) . Didn’t happen. None of it happened: pick your own alternative ending, find a different camera angle … couch potatoes are inert by nature and only move their hands to pop another Cheesy-poof into their mouths. If they want to shop through the TV they switch the channel to QVC and pick up the cordless phone to order some zirconium.

Shopping interactively against a television show, movie, even video game is far-fetched and a long walk off of the proverbial short pier.

Shopping off of a story is a different subject altogether. Let’s start with an early example of “story commerce” most are familiar with, the J. Peterman catalogue, perfectly mocked by Seinfeld.  J. Peterman was a brilliant mail order operation that delivered a tall non-glossy catalogue entitled “Owner’s Manual” with breezy sketches of Peterman’s travels around the world sourcing classic pieces of clothing and accessories from Australian dusters to a long-billed swordfishing cap just like “Papa” Hemingway wore.  There are no photos, no customer reviews, just artsy sketches and short little “English-Patient-Meets-Mark-Helprin” purple paragraphs written by a copywriting genius. To wit:

“He probably bought his in a gas station on  the road to Ketchum, next to the cash register, among the beef jerky wrapped in cellophane. Or maybe in a tackle shop in Key West. 

I had to go to some trouble to have this one made for you and me but it had to be done. The long bill, longer than I, at least, ever saw before, makes sense. The visor: leather; soft and glareless and unaffected by repeated rain squalls. The color: same as strong scalding espresso, lemon peel on the side, somewhere in the mountains in the north of Italy. Cotton blend canvas. 6 brass grommets for ventilation. Elastic at back to keep this treasure from blowing off your head and into the trees.

(He probably got change from a five when he bought the original.)”

I bought one. I admit it. I looked like a total assclown with a foot-long leather duck bill sticking out my forehead. I immediately went back to Red Sox caps to provide me with glare protection while fishing in the sun and that was that. But I bought it, because I was buying the story. Not the hat.

The late publishing genius Bill Ziff told me during a Forbes interview in the early 1990s, that Ziff-Davis move into specialty magazines was driven by the insight that everyone has their own personal “porn.” In his case it was sports “porn” (the man read baseball statistics), Civil War “porn” (he knew his Civil War history like Shelby Foote knew Civil War history) and gardening “porn” (he had amazing taste in gardens). As he put it, pornography is derived from the Greek words porni: prostitute and graphein: to write, hence the original porn was writing about the oldest profession in the world. Ziff applied that insight to specialty magazines like Skiing, Stereo Review, Modern Bride, with the realization that a magazine focused on a hyper-passion — a reader’s personal taste in “porn” — made the relationship between the advertising and the editorial very different than the interruption-based relationship found in a TV ad or a general interest magazine. If you were really into expensive high fidelity stereo equipment in the 1960s, you would probably be very interested in the content of the ads by the equipment manufacturers as you were in the objective reviews by the editorial staff. You trusted the reviews to be objective and untainted, but the ads, with their specifications and gorgeous beauty shots of glowing dials and vacuum tubes, well; that was stereo porn and there was a reader service “bingo” card at the back of the magazine where you could check off a page number and receive even more stereo porn directly from the advertiser.

Ziff extended the insight to computer magazines and found amazing success with the formula of combining advertising and editorial together in a “porn model” where he was broker between the advertiser/prostitutes, the writers, and the readers.

Now all his magazines are pretty much gone as he called the top of the market in the early 90s and unloaded his print assets with the foresight that the Internets were going to thoroughly change the broker relationship of publishers controlling audience access to advertisers.

There have been some magazine launches — in the 1990s — of print publications about …. shopping. Lucky comes to mind, a Conde Nast launch that touts itself as “The Magazine of Shopping and Style.” But put the magazines down and look at what’s happened to eCommerce, the money side of the digital revolution.

eCommerce was available right out of the gate following the commercialization of the Internet by the National Science Foundation back in 1994. Both Amazon and eBay are, in Internet-terms, ancient brands. Once security issues (SSL, HTTPS) and online credit card processing got worked through, it was off to the races for the first round of online stores.  eCommerce was difficult to implement in the early years, certainly a much bigger challenge than launching an online publication, but platforms started to be standardized, operational processes defined, and the entire order management/supply chain thing came together in fits and starts.

Skip a lot of well-known milestones like PayPal, and it is 2012. eCommerce is no longer a big boy game focused on behemoths like Target, JC Penny, Dell, and Amazon. From Etsy to Shopify to the WordPress of commerce — Magento —  there is essentially nothing standing between a very small business and an online storefront. The days of needing a $100 million in revenue to justify a big Sapient ATG or IBM Websphere deployment are long gone. Anyone with the gumption can build their own online store without sacrificing their brand to Amazon, eBay or Yahoo.

I believe the leading edge in online commerce is not the technology — but the content and strategic approach. J. Peterman meets Lucky meets Magento meets Blogs and the result is pretty compelling.

The first place I really discovered story-based ecommerce was in the fashion sector. My favorite example, hands down, is Mr. Porter, part of the NYC fashion etailer, Net-a-Porter.

The design gestalt is a hybrid between a catalogue and an online magazine. The navigation header even points to an editorial area, “The Journal.” Even the home page hero about belts, is identified as coming from a standard editorial element, “The Edit.” Every call to action — the copy on the purchase buttons — doesn’t say “Buy Now!” — but “Read & Shop Now”

I suggest if you want to experience the bullseye point of this blog post, then go to Mr. Porter, hit The Journal “This Week’s Issue” and click through the eight-slide history of khaki. The formula is brilliant. Illustrate the piece with vintage black and white photos of legendary style icons. Steve McQueen is the cliche in this model, but the khaki piece has photos of Alain Delon, James Mason, James Dean, etc.. Under the slideshow, a bylined “story” that leads off like any fashion magazine with the usual fashionesque prose:

“Endlessly versatile, casual yet elegant, hardwearing and laid-back – it’s easy to make the case for chinos. That’s why, this spring, we’re looking forward to reaching for them again. Their great appeal has always been that they can be, and are, worn with everything from T-shirts to tweed jackets, which is how we justify updating them on an annual basis. Click through the gallery above to see how to wear them this season – easy and relaxed are the watchwords here – and to read about the history that’s taken them from colonial military uniform to preppy classic via Hollywood and 1950s-era hipsters.”

It all comes down to “Shop the Story”

Throw in some historical nuggets (khaki is the Pakistani word for “dust”; British Red Coats were easy targets so they switched to khaki to better blend in with the dusty walls of the Khyber Pass, etc.), and make sure every page has a product that the reader can buy.

The call to action (what graphics people used to call “CHA” or “Click Here Asshole”) is brilliant: Shop the Story.

Shop the story and live the dream. Buy those $495 Loro Piano khakis and you are one step closer to becoming James Dean. It’s the next evolution in a long tradition of catalogue copywriting that began at Sears, was taken over the top by J. Peterman, and is now infesting the flash sale fashion sites with the new Catazine movement.

The transformation from the ugly catalogue pages of most online stores to a fully integrated editorial/catalogue model is, I think, going to revolutionize commerce operations in the near future. The challenge of the old eCommerce 1.0 model was order management and integrating one’s act with the Borg’s ERP and MWS and CRM and ….. No more care went into the presentation of the product than the upload of an err0r-prone spreadsheet containing SKU numbers, price, and specs.

This drove me crazy at Lenovo, where the complex configure-to-order world of selling laptops yielded product pages as interesting as the ingredients list on a bottle of shampoo. “We sell black rectangles,” I would bitch as I pointed to web pages filled with the same half-opened clamshell forms of black ThinkPads.  Other than price, prominent messaging around free shipping, the meat of the experience is either in the specifications — “speeds and feeds” — or catalogue-copy: “This slim, lightweight stunner, delivers the graphics impact you need to supercharge your gaming experience …” etc. No aspersions meant to my former colleagues — but the catalogue experience at 95% of most online stores is driven by a spreadsheet and a template with little to any editorial either trying to build some drool factor for the shopper, or a valuable experience worth revisiting. Commerce needs to move from demand generation, sloppy affiliate commission programs, attribution and optimization, and closer to an experience worth experiencing. Don’t do it and you might as well just publish the spreadsheet and hope your SEO efforts and the price comparison engines treat you well.

Shop the Story or Shop the Grid

The latest revolution for the old guard in ecommerce is toappend user generated content — reviews — to their product pages. Hanging a five star rating system with a paragraph of semi-literate user rave or rant (that I always suspect has been astroturfed and sock puppeted by the vendor)  to every SKU using a service such as the recently IPOd Bazaarvoice is by and large a semi-smart move doubtlessly justified by some analyst on the basis of cart conversions and attachment rates and other ecommerce drivers. I like customers reviews as much as the next guy. Amazon has transformed them into a literary genre of their own, the most famous being the first satirical review of the legendary “Three Wolves T-Shirt” :

“This item has wolves on it which makes it intrinsically sweet and worth 5 stars by itself, but once I tried it on, that’s when the magic happened. After checking to ensure that the shirt would properly cover my girth, I walked from my trailer to Wal-mart with the shirt on and was immediately approached by women. The women knew from the wolves on my shirt that I, like a wolf, am a mysterious loner who knows how to ‘howl at the moon’ from time to time (if you catch my drift!). The women that approached me wanted to know if I would be their boyfriend and/or give them money for something they called mehth. I told them no, because they didn’t have enough teeth, and frankly a man with a wolf-shirt shouldn’t settle for the first thing that comes to him.”

Can a publisher jump on the bandwagon and start to offer an integrated shopping function versus the current model of divorcing the sale from their carefully crafted “objective” words by segregating the “prostitution” into an adjacent banner ad or paid search link?  Hey, they tried to muck up their content by using the particularly horrible Vibrant in-text ad gimmick. You’ve been annoyed by it — the double-underlined word links that pops-up an unrelated come-on for some advertiser. Can I imagine Forbes selling mutual funds in its annual dreary Mutual Fund review? “Click here to invest in your future with Fidelity’s Magellan Fund” ….and then receive a bounty on the sale? No. The incumbent press seems boxed out of selling-the-story.  No way the New York Times is going to stick buy-it-now links in David Pogue’s latest review of a portable receipt scanner.

I sense the reason the editorial world isn’t getting into commerce comes down to confusion and ethics. The underlying transaction processing engine isn’t an issue. Getting a merchant payment account is pretty easy. Hiring some catalogue managers and fulfillment people to tend to the SKUs and answer the customer service calls is very doable. Where all ecommerce gets hard is integrating the fulfillment piece of actually holding inventory, pulling it off a shelf or out of a bin, boxing it and handing it off to DHL or UPS. Very few people do that well and there’s a reason Amazon is building depots that are so immense they can be seen from space.

I don’t see why a magazine couldn’t morph into a direct commerce operation. They better because the stores are turning into magazines and they aren’t using Facebook or Twitter to find their way forward. Get off the social commerce bandwagon (Fan pages for macaroni just confuse me) and hire an editor with an attitude  if you want to increase your conversions.

Some other “Shop The Story” sites I like:

If you have any favorite examples, please send them along.

Do Not Track: The Death of Metrics or Catalyst for Innovation?

It was a matter of time before the winds of regulation blew over the mysterious world of digital advertising and behavioral targeting, just as they blew out the telemarketing-junk call industry in the 1980s, email spammers in the 1990s, and pay-per-post blogola two years ago. I think it’s inevitable that the government will regulate online tracking and I believe the result — counter to fears it will decimate digital advertising — will be a much needed catalyst for innovation in online advertising.

From the 12.6.10 New York Times: “If the vast majority of online users chose not to have their Internet activity tracked, the proposed “do not track” system could have a severe effect on the industry, some experts say. It would cause major harm to the companies like online advertising networks, small and midsize publishers and technology companies like Yahoo that earn a large percentage of their revenue from advertising that is tailored to users based on the sites they have visited.”

Nothing gets the public’s libertarian hackles up like a threat to their privacy, even though 99% of them have no clue what constitutes identity and personal privacy in the digital age. The declared intentions of the Federal Trade Commission to crack down on online advertising use of tracking beacons, pixels or cookies is inevitable and has been brewing since 1995 when Mark Andreesen and  Netscape first introduced the cookie to great consternation and misunderstanding.

This is an old issue, one that tracks back to the mid-1990s and was embodied by the famous comment by Sun Microsystem’s CEO, Scott McNeally: “You have zero privacy. Get over it.” McNeally uttered those words at a time when the technology and media industries were trying to head off government regulation by forming the Online Privacy Alliance (OPA). Evidently self-regulation hasn’t been enough, and now the industry is on the brink of having some new regulations to conform to.

Let’s look at what the issue is and how things got to the point that the issue officially was blessed as the most significant story of the day in early December by the front page of the New York Times. The Wall Street Journal’s Julie Angwin gets the most credit for raking the privacy muck in a shrill series that is encapsulated on this page on the Journal’s site which is actually a very comprehensive and chilling catalogue of news about the state of digital privacy in modern America. While some critics like Jeff Jarvis have accused the Journal of being breathlessly alarmist and turning the practice of cookie-based advertising into the modern equivalent of Reefer Madness, the Journal has persisted, making it an inevitable outcome that sooner or later some bureaucrats and Congressmen would take up the  call and file a bill.

Let me attempt to simplify the issue in lurid terms: Web publishers and digital advertising companies are colluding to sneak  invisible tracking devices onto your computer which report back personal information about you so they can deliver targeted advertisements to you and share your personal information with marketers, and other interested parties.

The issue comes down to whether or not a web user has the right, by default, to ban the placement of  cookies or “invisible tracking pixels” on their PC when they visit a website or click on an ad. These cookies are  the digital equivalent of a tracking device snuck under the bumper of your car so your whereabouts can be tracked by the cops or enemy spies.

One of the most prevalent digital bugs or tracking cookies is the Adobe-Omniture tracker.  Omniture is a very powerful web metrics tool that web publishers and corporate web sites use to analyze traffic patterns and user behaviors.  Most major e-commerce sites use the tool and I’ve spent a lot of time in its dashboards analyzing metrics at and This is an expensive tool, not something a typical Internet scam artist would use to hatch some evil plan, and it never reports back any personal information about site visitors. Your name, your address, your phone number, your social security number …. none of its transferred back to the analyst.

Yet the 2o7 tracking cookie it classified as spyware and a threat by most spyware scanners. Why?

Privacy is becoming a matter of degrees. While your name may not be passed without your knowledge, your IP address is. And someone with a subpoena and some diligence can, in theory, track you down to a specific geographical address. Your personal information — from your online medical records to your bank account numbers — all of it exposed and can be stolen by a criminal clever enough to trick you into parting with that information on a fake site or through so-called “social” engineering.  Identity theft is a very real threat online, and tends to trick the nontechnical, unsophisticated users the most.

But what does a ban on tracking cookies do to online advertising?

First, it will have an impact on re-targeting. This is where a site like or (two online retails I happen to visit occasionally) plant a tracker into your browser and then use it to trigger ads for their products when you visit other sites. So, if I go to Lenovo’s ThinkPad store and check out a T410S, I can usually expect to see a lot of Lenovo ads as I surf around to CNET, PC Magazine, and any other sites that Lenovo’s advertising agency deems appropriate to display the client’s ads on. Do these ads greet me by name? No. Are they intelligent enough to distinguish my interest in one product over another? No. Do they get progressively more aggressive in offering me a better price as time goes by? No.

In some regards, re-targeting is somewhat pathetic. It sounds semi-intelligent to follow a visitor around and throw more ads at them, but in reality you have to keep in mind one very real fact: online advertising is, for the most part, completely ignored by most users. Click through rates have been declining on most display (graphical) ads since they were introduced in the mid-1990s, and only so-called rich media ads featuring video or some form of dynamic multimedia are getting higher CTRs. We’re talking click rates under 1%.  Digital ads remain noise for the most part, and the only stuff that seems to have legs — witness the phenomenal one-trick pony known as Google — is contextual search advertising (which does not use tracking cookies).

As tracking and re-targeting comes under fire a few things will happen. First, advertisers will lose insight into the buying patterns or behaviors of customers, and selecting media for their advertising will become more difficult. Will advertisers regress to what is known as last-click attribution, where credit for a sale, registration or other “success event” be credited to the last ad or link the user  clicked before arriving in a store to make a purchase? Perhaps, but I think what will happen is the 2011 equivalent of New York City’s solution to the threat of being buried under too much horse manure in the late 19th century — technology (in NYC’s case the automobile) will simply cause the problem to become moot. Advertisers and agencies have been lazy and deceiving themselves that they have some semblance of intelligence in their metrics — which they laud as “behavioral targeting” – when in fact it’s ad insertion based on cookie triggers, nothing more. Take away the cookie and I guarantee some motivated entrepreneur will rush to the table with a new ad format that performs without them.

So, bottom line, bring on the era of regulation, punish the most egregious offenders, and stay tuned for the online advertising industry to evolve into a more intelligent form of advertising which has been overdue since the invention of contextual search ads by Bill Gross.


When PR Meets the Mob

And now for today’s Cluetrain moment:

Who owns the social media mission in your company? The public relations team most likely. Sorry, make that the press relations team — as the modern PR professional doesn’t talk to the public directly, but to them through the press. Handling the unwashed masses and mobs with their pitchforks and torches was usually the lot in life of the 1-800 telecenter drones and the hapless ticket agents in the terminal. Social changed all that. Now that neat blog you built to talk about your chili contest and good works with the local Walk For Hunger, the one the PR team uses to ghost expressions of empathy and good cheer from the CEO?; well now the comments are stuffed with a lot of people with dirty faces and tattered hems calling bullshit and pointing out your lack of clothes and complicity in the death of the orangutans and polar bears.

You can’t measure ROI from your Facebook pony when its stable is full of poop. Consider Nestle and be warned. When flaks and spinmeisters meet the mob, the result is predictable. There Will Be Blood. From Slate:

“Enter Facebook. Nestle has a Facebook page, and until this week it was a quiet backwater. But on Wednesday, defenders of the rainforest and its orangutans began to visit, illustrating their profile pictures with various clever permutations of the Nestle logo — “Nestle Killer” — and making a series of mean comments about the company. The powers that be weren’t pleased. At 11:26 p.m. Thursday night, the moderator of the page posted on the Nestle Wall:

To repeat: we welcome your comments, but please don’t post using an altered version of any of our logos as your profile pic — they will be deleted.”

(and a disclaimer, my PR colleagues get this stuff, and we don’t hang them out to dry in our various outposts, they get support from people who know the Golden Rule)

via Nestle’s brave Facebook flop – How the World Works –

Why I Hate Social Media – Advertising Age – DigitalNext

Matt Jones at Jack Morton says what need to be said — it’s not the plumbing, but the water in the pipes when it comes to social marketing.

“At the risk of being branded a heretic or perhaps just being shown the door by my agency HR director, I have to say it: I hate social media. Why? Because it’s just media. And since when was media ever interesting?”

via Why I Hate Social Media – Advertising Age – DigitalNext.

Marketing Suggestion to Delta on GoGo WiFi

Give every passenger a one time freebie in exchange for setting up an account for crying out loud. First session is on us. Try it. We hope you like it.

I flew home on Delta from NYC on Tuesday night and the plane happened to have the new GoGo Wifi service. I’ve tried them all in the past, and in the interest of testing I went through a 15 minute sign up on my BlackBerry bold, paid about $7.95 for privilege, used it for 15 successful minutes, and wondered the entire time why there is a seperate $9.95 rate of laptop users.

Bad marketing though. Give me a freebie on first use, a taste to get me addicted, and subsequent flights should see the dollars flow. I know the service costs like $100,000 per plane to install, but asking me to pay for the proverbial pig in a poke? Get me to log in, create an account, give you an email address, then spam the snot out of me. Sloppy acquisition marketing drives me nuts.

Wifi didn’t work for Boeing and its Connexion service.  It was too expensive and too early. Paying for connectivity just pisses me off to no end, but squandering a sign up opportunity drives me even nuttier.

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