Category: General

Necessity is the mother of invention – or so the saying goes

Posted by James Trezona on Fri, 17 Feb 2012

In the modern western world, it’s considered axiomatic that struggle and adversity stimulate innovation. As a concept it sits side by side with ‘creative destruction’ at the heart of capitalism. So right now, with the global economy in a period of adversity that seems to be lasting for a very long time, we should be witnessing an explosion of innovation.

Is this in fact the case?

First of all, let’s look at why it should be. The longest economic boom in history has come to a somewhat cataclysmic conclusion. During the boom, it’s safe to say that innovation flourished. Since 2002, the digital economy has taken a firm hold. Companies like Facebook, Google and LinkedIn have appeared as if from nowhere and found the holy grail of monetising the Internet through innovation in technology, business and marketing models. Apple has innovated its way back from the brink of disaster to become the biggest company in the world. These are the marquee brands of the tech boom innovation fairytale. There are thousands of others.

Beyond the tech sector, innovation has been hard at work in many other areas of the economy. In fact, it is innovation in the financial sector that is widely blamed for the abrupt and drastic end to the good times, which leads us to ask whether or not innovation is always a good thing. But let’s leave that for another day.

So now that the party’s over, are we seeing firms compete for a shrinking pool of business by accelerating the innovation?

Sadly, one would have to say no – although a lot of firms are talking more than ever about it, their investments tell a different story.

As behavioural economics shows us, people are inherently inclined to loss aversion: we overestimate risk – more so in times of uncertainty. And innovation is inherently risky. In moments of crisis, risk is not widely or enthusiastically embraced. Most firms – like most individuals – react to danger by curling up into a ball – trying to return or cling to security.

So is it simply that when times are tough, innovative thinking stands out from the crowd? Or is it that good ideas, and the trajectory on which they can place a business, are more noticeable when the market is unforgiving of mediocrity?

Or is it that rather than creating new ideas – or inspiring people to develop them – crisis creates a broken landscape, where new ideas are more likely to flourish. New shoots cannot thrive in dense environments; they need space – and turmoil in the earth – to survive. Perhaps the scorched earth of crop burning takes the analogy too far, but the current crisis does have its parallels.

After all, although the Apples and the Googles rose to prominence during the greatest economic boom in history, the innovative thinking at their heart -  the groundwork for their ultimate success – preceded the boom; was, in fact, perhaps a response to the turmoil of a previous crisis.

For us in the ideas business, it’s useful  to realise that while new ideas are our stock in trade, there’s a rhythm to the speed and willingness with which the rest of the world will adopt, develop and promote them. Moreover, the answer is not always ‘new’. Often it is about looking with new eyes. And rather than focusing all our energy on novelty, we should be striving to see past the complexity and simply solve the problem.

When the pressure is off the individual to ‘imagine’ a way out of crisis, then the group can combine its energies, existing thinking and new ways of understanding to overcome fresh challenges. And this is where there is opportunity in crisis – to build closer, more positive and healthy communities, with flourishing ideas on broken ground.

Avoiding the data headache

Posted by James Trezona on Tue, 03 Jan 2012

“The Big Data Boom Is the Innovation Story of Our Time” trumpeted a recent article by Erik Brynjolfsson and Andrew McAfee, co-authors of the book Race Against the Machine. The authors remind us of the innovation potential that arises when businesses are able to measure their activities and customer behaviour with unprecedented precision, particularly in the digital economy where clickstream data provides targeted and real-time insights into consumer activity.

But first businesses require a mindset change; more than just capturing and analysing data, every part of the organisation must first be able to access and understand it. The challenge for organisations now awash with data is how to leverage it.

The fact is the sheer weight of data can be daunting. Many businesses are still not mining their transactional and contact data, so the idea of then layering on behavioural, implicit, semantic angles is daunting. This hurdle risks creating more frustration in marketing’s ability to turn promise into reality.

Conceptually the opportunity posed by data is exciting, but unless systems become a lot more intuitive, scalable and inexpensive, it is just a big headache. At Mason Zimbler we talk about the blending of Art and Science in our own skills and processes within the agency. Here we have a need for data manipulation and presentation to exhibit the same dual characteristics: science to interpret the data, art to present and understand it. As ever, leveraging data is about making the complicated simple: to make it accessible, understandable and usable. Admittedly a system is only as good as its operator, yet some solutions inspire more ideas, questions and engagements than others. Industry experts like Trillium are developing solutions for the complete life-cycle of data discovery and data quality, implementing a methodology of ‘discover, develop, deploy and manage’ to enable data stewards to visualise and validate data more easily.

That visualisation is a crucial ingredient in communicating data trends and getting organisational buy-in. If you’re looking for an example of effective visualisations of data, look no further than the humble infographic. The infographic has the ability to turn a bunch of daunting numbers on a spreadsheet into a ‘pretty picture’ where the value of bar charts and Venn diagrams really is worth a thousand words (Joe Chernov, VP of Content Marketing at automation specialists Eloqua has created a great little Slideshare on Infographics). Create an infographic in the right way and you can really see the power of data to change hearts and minds.

So in order to make the most of the opportunity posed by the data revolution, first acknowledge the task ahead. Change your organisational mindset. Do not leave it in your R&D department but get the whole organisation fired up by how it can be used as a game-changer for your business. To do that, you need to translate the data into a user-friendly language, to use the right systems and technology to make it accessible and understandable. So don’t drown in data; if you need help, talk to the experts to make sure you can use it as an effective tool.

Keep moving: how to keep pace with the tech world

Posted by James Trezona on Mon, 10 Oct 2011

Of course, uncertainty is the only certainty in business today. Most of us are dealing with change on an unprecedented level, whether it’s the fallout from Wall Street or keeping pace with technological developments and the new platforms and devices that are emerging every month.

For an agency like Mason Zimbler, our requirement to deal with change is amplified, because we live and breathe technology. Not only are our clients in that rapidly changing industry, but the hardware and software being developed by the industry is also changing how we connect with audiences to communicate their products and services.

2011 has seen a bunch of tech industry mergers and acquisitions; overnight, the tables turned as companies were acquired by rivals.  Who could have predicted Google’s acquisition of Motorola? Or Hewlett-Packard snapping up UK software company Autonomy?

So how do we create an organisation that is agile enough to thrive in such a climate? It’s about developing a culture that isn’t destabilised by sudden change; one that sees the requirement to revisit a strategy as an opportunity not a problem; where our planners are hungry to look at ideas that arise out of these seismic shifts in the industry. It also requires a mindset where people are willing to try new ways of doing things; keen to learn, to soak up knowledge in a changing market landscape.

We’re also rethinking some key roles in the agency as part of that reinvention. We’ve just appointed a Content Strategist to reflect the fact that clients need more than just good creative and strong copy – they need multi-platform content. That role sits at the intersection of copy-writing and planning. Another role we’ve developed is Creative Technologist, applying a deep understanding of technology to creative direction. There’s more on this from my colleague Shane over on the MZ blog. The benefits we’re seeing from mixing up these previously segmented disciplines range from greater inter-departmental collaboration to more innovative results. Of course these roles aren’t set in stone: as skills develop and client demand shifts they’ll probably change again.

Where the playing field is rapidly changing, you have to review where you place your team.

Injecting a start-up spirit into advertising

Posted by James Trezona on Mon, 18 Jul 2011

There’s something about a start-up business that gets the pulse racing: that energy, that pressure, that collective spirit to pull together to turn an idea on a PowerPoint slide into a living and breathing business. Whether it’s a tech business starting out in another garage in Palo Alto or a creative one launching around the corner from our Bristol office, they share common challenges and opportunities. That journey to launch will rarely be easy but the sense of achievement in taking an idea to market should never be underestimated.

As an agency we’re big fans of the start-up spirit. Many of our clients may now be global technology corporations but many of them still have that passion for the product coupled with a pioneering attitude to launching new products or services. I think parts of the ad industry could benefit from an injection of start-up spirit to help us ensure our people are best-motivated, our ideas stay best of breed and that we don’t get stuck in old habits of doing things.

Here are five lessons we can learn from start-ups:

  1. Speed/ agility: often the success of a start-up is their speed in executing from idea to launch. Agencies that can compete on speed and break through organisational process to deliver, no matter what, may find themselves more recession proof.
  2. Teamwork: at the risk of romanticising what can be a very tough working environment, there’s something very important in a culture where everyone mucks in, whether it’s assembling your own IKEA desk or pulling an all nighter to stick brochures in envelopes. That collaboration where people come out of their silos to take collective responsibility is a great asset for any organisation.
  3. Goals: a start-up is the machine that takes a new idea to market and that’s exactly what agencies like Mason Zimbler do. We launch products and services for brands. When the clock is ticking and launch is 30 days away, that mix of pressure and focus makes sure people are focused on action and implementation. Having a clear and simple goal on execution, and doing whatever it takes to get there, is a great motivator.
  4. Customer-focus: Start-ups are usually pretty close to the customer and therefore effective at making decisions looking through the customer lens. Sometimes the ad industry is guilty of devising ideas in isolation, neglecting the most important person in the equation: the end user.
  5. Passion: Working 18 hour days, sleeping under your desk and living off take-away pizzas for long stretches might not sound like fun but that camaraderie of a team preparing to launch a site, product or piece of software is often driven by passion. The ad industry needs to fall back in love with our clients’ products and rediscover our own passions.

Already we’re seeing how some more progressive thinkers in the industry are turning entrepreneurial. Some agencies fed up with clients turning down killer ideas have turned the tables by setting up their own businesses to exploit their intellectual properties – if the client doesn’t like it, we’ll do it ourselves. Other agencies are partnering to create VC funds to create and exploit IP;  they’re becoming start-ups themselves.

At Mason Zimbler, we’re going to stick to what we know best so you won’t see us launching our own venture capital fund or setting up our own online store quite yet. But I’ll certainly stay open minded about how injecting start-up thinking might alter our routemap. And in the meantime we look forward to welcoming the next generation of Silicon Valley garage start-ups as clients.

Making the complicated simple – and the simple speak volumes

Posted by James Trezona on Thu, 02 Jun 2011

Some products are easier to sell than others. Communicating the attributes of an FMCG product in an ad, on the back of a cereal box, or in a 140 character tweet can be straightforward. At Mason Zimbler we specialise in marketing complex products and services for tech brands.

A combination of ‘complexity’ and ‘tech’ rarely makes for an easy sell. So while our clients have great products with real benefits, they’re not always easily communicable in a tweet or on the back of a cereal box (we get there, but it takes time). Abstract products mean you can’t touch, see or taste them. Virtualisation software, for example, needs deep understanding before we try to sell it; the same with network storage or data recovery. So before we can even start presenting the benefits we have to do something basic: understand them.

That understanding doesn’t happen overnight. It involves using the product, using our experience, talking to our clients’ customers and researching the market. We then distil all that knowledge into a clear and simple proposition that identifies a meaningful product truth which can progress through the agency.

But of course, knowing what to say is only half the story – we also need to throw some emotion into the mix. We can never lose sight of the need to emotionally resonate with an audience; they’re not going to engage with a complex story, it has to be a simple one. So we don’t just sum up a proposition in words but also tonally, focusing on ‘how it makes you feel’.

It’s not the easiest of tasks, so I often look to the great speechmakers of our time for inspiration. From Churchill to Obama, all the great orators know how to look at a deeply complex situation and identify the thread which will connect the audience with the issue. But moreover, they know how to nail that proposition in an emotionally charged articulate piece of persuasion. It’s exactly the same in our business.

What does that process look like within the agency? Well it relies on collaboration: as projects advance from brief to execution, we strive for overlaps between teams and disciplines as the baton is passed. That extra interaction aids the emotional investment from all sides and ensures the proposition stays powerful, simple and crystal clear. If it doesn’t, it will fall apart in its journey to completion.

Of course, emotional investment like this involves the inevitable blood, sweat and tears. Yes it’s painful sometimes to drill down to ‘simple’. But like any journey, the sense of achievement when you reach your destination is worth it.

The problem with payment by results

Posted by James Trezona on Fri, 25 Mar 2011

In an earlier post on ‘Pressing Pause’, I laid out some ideas on the future of the ad industry. At the heart of that debate is how agencies get rewarded; so I want to explore further  ‘payment by results’ (PBR), where agencies stake their reputation on rewards from campaign effectiveness.

At first sight, PBR might seem a no-brainer: if we believe in our ideas so much, why not get paid solely on results? But of course, PBR isn’t that simple – it introduces a whole set of challenges from greater client transparency to how we quantify success.

Here are four factors an agency should consider when looking at PBR:

1) Retaining control. If you’re going to stake your reputation – and this month’s payroll – on whether an idea’s going to fly or not, you need to be in control. But what happens if you present your killer creative to the client and they request changes that dilute it down? Then the potential for your idea to yield rich rewards might be dented. So if you go for PBR, you might need to retain sign-off on creative.

2) Transparency. PBR means you’ll  get in to some detailed discussions about what quantifies success. Once you’ve set the metrics, your client will need to open its books to you so you can check results. That might bring a necessity in culture change – if that data is not readily available, they might have to develop systems and structures to deliver it.

3) The Wrong Metrics. You can’t measure everything; does PBR mean you get so focused on crude metrics that your input becomes totally commoditised? That might work well for a lead generation campaign where it’s all about numbers, but what about a broader awareness campaign?

4) Valuing your offering. But at the heart of the PBR debate is the most fundamental of principles: do you undervalue your insight by giving it away? You might be able to timesheet your planners, creatives and studio time in planning and executing a campaign but what price do you put on the intellectual capital of the agency as a whole, are you really prepared to bet that at the casino table?

Of course one benefit of PBR is that it aids accountability and we’d all agree agencies need to get better at being accountable. PBR can also be leveraged to get your foot in the door with a new client, to secure a new account, to give you a competitive edge over the incumbent agency or just prove your talents.

So let’s  embrace PBR thinking. But let’s do that as a supplementary reward mechanism alongside – not instead of – existing fee models. PBR might win some accounts but it’s doubtful whether it’s the basis for best practice agency/client partnerships. At the end of the day accounts are won and lost on campaign performance regardless of how you get paid. So that will continue to be our focus at Mason Zimbler: great campaigns that work!

Social Media. It’s just one ingredient.

Posted by James Trezona on Fri, 11 Mar 2011

At Mason Zimbler, our offering is very much fully integrated. That means we’re not digital specialists or mobile specialists, we believe it’s about creating the perfect marketing mix of whatever ingredients it takes to create an effective campaign. So the current obsession with social media: is it important? You bet. But it’s just one ingredient, it’s not everything.

I was on a panel last month at a B2B Marketing seminar, “How To Maximise ROI From Digital Marketing”; these are my five takeaways on how to get social working for you:

1.  Don’t look at social media in a vacuum. If you send someone a letter, you wouldn’t leave it at that.  You might follow up with a ‘phone call. It’s the same with how you use social media. It will not work in isolation – integrate it!

2.  Don’t believe the hype! Brian Solis created this colourful infographic showing the social media universe. Okay, it’s pretty but also pretty impenetrable. With such a daunting array of platforms and social networks, where does a brand start? Social Media feels a little alien and aliens need treating differently, it’s not one-size-fits-all.

3.  ‘Free’ doesn’t mean it looks after itself. So, the platforms might be free but they still need time, content care and attention. Make the same investment as you would with any other medium. Don’t throw your marketing principles out of the window for social, you still need to keep them.

4.  Listen. Engage with your customers through the sales funnel. Your content has to be of use. Don’t be like the guy who turns up a dinner party, shoves out their business card and talks about their product. Listen. B2B is all about trust – provide value and don’t shout.

5.  You can’t measure everything. ROI is essential but recognise you can’t prove it on everything. With B2B brands we’ve found social to be a great tool for understanding the customer and for providing user feedback to shape product development. And that return is invaluable because in web 2.0 people will tell you if they don’t like something.

So make sure you embrace social media, make it part of your strategy, but don’t use it as an absolute tool. It’s just one ingredient of many.

Does the ideas business need a new model?

Posted by James Trezona on Mon, 28 Feb 2011

Whatever side of the table you sit on, marketing is in confusing times. For the CMO there’s a dizzying array of platforms, trends and technologies to comprehend. For the agency, budgets are shrinking, reaction times are more demanding and it’s difficult not to get distracted by the shiny new digital opportunities appearing at every page swipe. This raises a bunch of challenges. How do CMOs and agency heads get clarity from the muddle? Are the established agencies too entrenched in the old ways of doing things? Are the new agencies too digital-obsessive? How to navigate this maze?

There have been many column inches and indeed pixel widths devoted to this debate in recent months. Danielle Sacks wrote a great essay ‘Mayhem on Madison Avenue’ in the Dec 10/ Jan 11 edition of Fast Company, and many industry bloggers have been giving their view. Sean Corcoran is a Senior Analyst at Forrester Research, his post on 2011 Agency Predictions is worth a read.

Yet, whatever the changes, the CMO is still hungry for ideas; ideas are essential in order to distill a brand product(s) into a series of easy to understand, clear and simple communications. And however complex this business has become, I think most we’d agree that’s what it’s all about.

So does the ideas business need a new model? How do we need to rethink the agency/ client relationship? Here are my five considerations for CMOs, agency owners, account directors and industry watchers in rethinking the paradigm:

  1. Think Partnerships: If you can break down the barriers so the agency becomes part of the brand, rather than it just being ‘another supplier’, there is value for both sides. For the agency, it’s not about submissively and blindly executing the brief, it’s providing greater value by questioning the brief, turning it on its head, knowing the client so well that you can suggest a new direction. At Mason Zimbler we advocate that clients have an ‘open brief but clear goals’; we have a laser-focused understanding of the results we need to deliver but are afforded some flexibility as to how we get there.
  2. Be Smarter With Data: Performance and measurement data is much misunderstood as a cold dehumanised commodity that can only tell you how successful a lead generation campaign is. But by using data to better understand user behaviour and insight, it can revolutionise and innovate. Exploit data insights to change how organisations behave and how marketers engage with audiences. By blending ‘data and creative’, you can combine the best of creativity with the most intelligent analytics to produce even better results.
  3. Break Out of The Silos: Break down traditional agency divisions so people think and operate across silos. We’ve seen how the productivity of ideas and results increases when you throw people together. Clients are seeing the value of that too, Fast Company told the story of when integrated agency Mullen pitched (successfully) to JetBlue’s SVP of Marketing Marty St.George “..we all noticed through its pitch process that you couldn’t tell who the creative people were from the media people or the planning people. They all finished each other’s sentences, regardless of what we were talking about”.
  4. Stop Behaving Like A Factory: Don’t confuse ideas with production. At Mason Zimbler we’re trying to move from a ‘production model’ towards a ‘Big Ideas innovation agency’. Production and Ideas are two different disciplines so they need separate approaches in not just management but also valuation. Idea creation is not as commoditised as web coding or data mining, after all, how do you value an idea devised by a Creative Director in the shower? Fast Company quoted Peter McGuinness, CEO of New York agency, Gotham “We have to figure out how to get paid for the big idea, and what that idea is worth”, so be weary of commoditising innovation too crudely.
  5. Rethink Pitching: By refocusing the relationship as a partnership, some of the pitch process feels broken, with huge drains on resources where five or eight agencies pitch against each other. We have to bust the myth that the bigger an account or campaign is the more agencies need to be involved. Plurality of ideas is not always a good thing: better to have a small number of intimate agency relationships respond to a brand they know well rather than putting it out to tender. The management consideration from the client side is huge whereas the cost for agencies to pitch is getting prohibitive, the odds just don’t stack up. Of course there are always times when you need fresh perspectives from new agencies, but both client and agency need to be more confident about the value of solid long-term relationships.

We’d probably all agree that, tough times lie ahead for the agency world. It’s inevitably a case of ‘distinct or extinct’. Agencies need to be brave enough to reconsider how and where they add value and reinvent themselves accordingly.

As Sean Corcoran says in his advice to CMOs, effective change requires co-operation between client and agency: “To succeed in this environment, you should commit to your agency relationships (i.e., don’t hire them to be strategic and then treat them like vendors or vice versa), set clear roles with the agencies, and constantly evaluate your agency performance and knowledge”.

Whilst the debate on the future of the industry is well advanced, I think there remains work to do on putting these theories into action. We need to be brave enough to start taking action, for if we can’t address our joint ability to innovate, we run the danger of taking the greatest risk – that of risking nothing at all.

Pressing the pause button

Posted by James Trezona on Mon, 21 Feb 2011

Welcome to my blog.

Increasingly, our lives seem to travel at 100mph. There’s a full work schedule, multiple projects to juggle, big ideas to produce, a talented team to lead and a bunch of great clients to keep happy. That experience is a familiar one at Mason Zimbler where the rest of 2011 promises to be full of exciting opportunities applying our creative thinking to market-leading brands.

When the pace of business is so rapid, it’s important to stop from time to time, to reflect and take stock. That’s what this blog is all about – pressing the ‘pause’ button. Here I look forward to sharing my thoughts, ideas and suggestions. It might be on business in general, the marketing industry at large or in the technology space which we serve. Whatever the content, I hope it strikes a chord.

Thanks for visiting…