Monday, May 14, 2012

Why B2B Marketers Care About TV Upfront Week

LinkedIn preferred by the financial elite (see below)

Broadcast television—emphasis on “broad”—still has merit for mass consumer advertisers pushing cars, consumer staples, travel and movies. There will still be plenty of buzz this week when the advertising “up front” season kicks off. But, the live ratings for networks programs have declined for 14 straight quarters, according to media buying firm, Horizon Media. Meanwhile, Horizon says online viewing is up more than 46 percent year-over-year and Nielsen estimates there will be 350 million Web-enabled TV devices in use worldwide by 2015.

NY Times media pundit, David Carr quipped today, “it isn’t just the early adopters that legacy television has to be concerned about: there is a whole cohort of consumers on the way who are non-adopters of TV as we have historically conceived it.”

Our take: It’s not only that “appointment TV” continues to drop precipitously (i.e. American Idol ratings off 30 percent), but viewers want to consume their favorite content when they’re good and ready to do so. That same DVR mindset is affecting how they engage with your email newsletters, alerts, podcasts, videos and white papers.

Don’t worry about your clicks, opens, views and Likes the first 12 to 24 hours of a digital campaign. In the same way that your target buyers TiVo their favorite shows for later viewing, they’re archiving their “must-read/must view” work-related content and plowing through it over the weekend or late at night when they’re more relaxed and less distracted. We see this trend again and again with our clients.

Next week we’ll talk about using the metrics that matters—not the McMetrics that are easiest to collect.

LinkedIn preferred by the financial elite

According to the latest quarterly study by Janrain Engage, people use Facebook to interact with friends and family, Twitter to follow influencers and share opinions, LinkedIn for their professional network, and Gmail, Yahoo! or Hotmail to communicate directly with contacts.  Combined, these networks boast over 1.5 billion accounts. 

However, it’s a little different for financial advisors and high net worth investors (HNWI) of more than $100,000 in investable assets. A new commissioned by LinkedIn released late last week at the Financial Services Summit in New York identified some important takeaways:

1.For about one third of advisors (30%), social media plays a role in marketing and researchers expect it to be used by over half over advisors in 2013. Nearly three fourths of financial advisors have used at least one social network for business in the past year. Researchers also found that many advisors are not taking advantage of the platform. About 5 million high net worth individuals (HNWIs in industry parlance) use social media to inform financial decisions, and of those who consult a financial advisor regularly, more than half (52%) would value interacting with that person via social media -- but only 4 percent do so today.

2.LinkedIn says about two-thirds of U.S. online adults with an investment account have at least one social network profile, and Forrester Research says nearly all households with more than $1 million in investable assets are now online.

3.Social media adopters are more demanding. More than half (53%) of HNWIs expect relevant and timely content, 48 percent want greater transparency of information and 45 percent value real-time interactive conversations.

4.Among advisors who have used at least one social network for business, 91 percent have used LinkedIn; 32 percent, Facebook; 28 percent, Google+; and 22 percent, Twitter.

Our Take: Great stats, but now LinkedIn starts to push it over the top. For instance, the study also found social media improves brand perception of a financial company, labeling it as "innovative." Researchers claim “Not only do investors expect finance companies to advertise on LinkedIn, but doing so improves consumer brand perception toward the financial company by 7 percent. That same financial company advertising on another social platform could result in an 11 percent net decrease in favorability,” according to LinkedIn's findings.


Whether you’re in mass consumer, financial services or nuts-and-bolts B2B, your target customers—not you—decide if and when they’ll spend time with your offering. That’s the world we live in. Just as “mass” is fading from the lexicon of mass media, “blast” is fading from the world of B2B.


TAGS: LinkedIn, Forrester Researcher, Horizon Media, Janrain Engage,
Financial Services Summit, Nielsen, David Carr

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