Building Marketing into Your Offering

Change This is passing the 100k mark for manifesto downloads from their site, and reckons that if you add in pass alongs enabled by the "smoothness" features built in to those manifestos, the total number is more like 250k.  Since August.

Wow.

This is proof that, at least in the case of fostering word of mouth on the internet, if you’re smart about building in smoothness and pass along functionality, people will spread your stuff.  In addition to designing the tools correctly, Change This set up the human incentives right, too — they enlisted blogging mavens and connectors (including yrs trly) to host manifestos, and rewarded those uber bloggers with increased traffic and prestige.

It’s Cool to be Keen

Keen shoes have tipped. In a repeat of the Doc Martens phenomenon of the late 80’s, we’re going to start seeing them everywhere, on everyone. The thing about a pair of Keen shoes is that you can’t help but notice them when they stroll by — their designers took a risk and added a big old ugly toe-protecting bumper to the front of the tried-and-true Teva, and came up with something which screams "Look! I’m different and kind of cool." That toe bumper may be ugly, but it represents Keen’s entire "brand", and no amount of money thrown away on awareness building could come even close to the word of mouth (message of foot?) buzz generated by this aesthetic oddity. Now, I’m a TiVo guy, so I don’t watch many commercials, but to the best of my knowledge Keen doesn’t spend anything on advertising. I saw my first pair at REI, then I saw another set on the toes of a friend… and… and I had to have a pair.

The lesson here is to build your marketing into your offering. Make something great, something interesting, and make sure that you design that offering such that private usage is made unavoidably public.

Keen. All the cool kids are wearing them.

Enabling Customer Evangelism

The folks at Firefox are helping their passionate user base take out an ad in the New York Times so that the world can hear about the Firefox experience.

It’s a cool marketing idea; not quite open source, but something close. No doubt the imitators will dive in, but Firefox has filled the idea vacuum with this one. Brilliant.

Cranium Wisdom from Richard Tait

Attended Stanford’s EDAY over the weekend, and had my hat knocked in the creek by the event’s final speaker, the Grand Poo-Bah of Cranium, Richard Tait.  The theme of EDAY was “the power of play,” so who better than a gaming company Grand Poo-Bah to tie a bow around things? 

Tait’s spiel focused on his own version of the 4 P’s: Passion, Productivity, Profitability, and Play.  Some particularly chewy nuggets:

Passion:

  • Lighten & Enlighten: that’s Cranium’s passion, and as a mission it infuses all their daily activities.
  • Invest time and energy in your culture: Cranium holds periodic “rodeos” where the group gets together to discuss cultural issues.  What’s going wrong and how can we improve things?
  • Encourage each member of your org to come to work each day with a point of view about what they bring to the party: Tait’s daily POV centers on passion, speed & urgency, and discovery.

Productivity:

  • Focus on innovation and marketing (metacool editorial: if you do them right, they’re one and the same): Everything else can and should be outsourced.  Drucker agrees, by the way.
  • When hiring for jobs that create value in the marketplace, hire for how people think and not for what they know:  Hiring for smarts, and renting experience when needed, is a great way to find (and retain) those knowledge workers capable of creating remarkable products.  To his credit, Tait acknowledged that for routine work (a concept I borrow from Bob Sutton, another EDAY speaker) like day-to day accounting, finance, and operations, you should go for experience.  Just make sure those folks are a cultural fit.  Actively shun the fun sponges who take delight in the creation of bureaucratic hairballs.

Profitability:

  • Operational rigor can empower, rather than distract, a creative organization:  Encouraging your entire workforce to actually understand EBITDA (as Cranium does) is impressive.  Setting that EBITDA reporting to a Bee Gees soundtrack takes things to setting eleven.  Creative people are adults, too, and they’re usually pretty smart.  They can understand EBITDA.
  • Never forget that customers are your best (and FREE) sales force:  Cranium made its limited marketing dollars work as hard as they could.  In fact, it sold its first million units without a dime of outbound marketing spend.  And people at Cranium do seemingly crazy things to win and retain passionate customers.  For example, Tait once delivered Cranium games on Christmas Day to customers on a shipping waitlist. 

Play:

  • Use the spirit of play to guide your product development process:  Cranium went from concept to reality in just six months using a philosophy of rapid prototyping (print out game boards drawn in PowerPoint) and fluid iteration (hold four user playtests a night, and modify the prototype between each one).
  • See the world with the mind of a child:  What is interesting?  What works particularly well?  What tastes and feels good?  Case in point, the Cranium color palette – which now informs the entire Cranium brand – was lifted from a roll of Lifesavers.  Classic.  Tasty.  Effective.
  • Enjoy yourself in the workplace, and enjoy what you do:  Tait clearly does, and his enthusiasm is infectious.  And he digs old 911’s, which is worth 50 bonus points.

Speaking of bonus items, here’s a charming PDF by Tait which nicely summarizes his thoughts on culture, meaning and innovation.  I’m still looking for my hat…

Download CraniumSecretSauce.pdf

To the Hilt: Foodie

Seth Godin has a nice post about foodie, a perfect example of doing things to the hilt.  Joe DeSalazar’s foodie is to a fancy dinner what Steve Moal’s Zausner Torpedo is to a standard luxury car: same fundamental offering, but implemented with a point of view obsessed with total quality and epicurean delight. 

Granted, you’re not going to get to the mass market by doing stuff to the hilt, but there is an audience out there.  And they’re hungry. 
Why not do it to the hilt?

Cranking up a new corporate blog

Tenacious D may be able to rock 24x7x365, but I can’t. I found this out last week with the public launch of a weblog for the product I market. All my creative energy was consumed in a tremendous endothermic blogging reaction, hence the content drought at metacool.

The blog is getting good reviews from highly connected blogging mavens like Anil Dash and Robert Scoble, but most importantly, customers love it. And I love doing innovative marketing.

Getting Visceral in Wetsuits

This week’s New York Times talks about how wet suit makers are moving beyond addressing only the Behavioral elements of their products to embrace the Visceral and Reflective aspects as well.  Instead of cranking out old-style suits that make a surfer’s bottom look like a tube of dried chorizo, manufacturers like O’Neill are making sexy new products out of new materials and shapes designed to flatter the body.

John Hunter, designer at O’Neill, says it best in this quote from the article:

You’re inside a super-hip, state-of-the-art, rubber human-body girdle, looking cooler and stronger and slimmer and better and feeling it, too.  If, as a result of that, you get some extra love, we’re fine with that.

When offerings in your industry start to deliver more functionality than users need, it’s time to take a deliberate approach to differentiating your product by paying attention to its Visceral and Reflective components.  You need to design the whole burrito and put some love into it.

 

How Does One Say “Poison Your Brand” in German?

Porsche’s management is planning to add a four-door, front-engine sedan to their lineup.  I find this rather painful, as Porsche is all about – and only about – two doors and rear engines.  To be clear, it’s not about having just two seats, as the 911, and the 356 before it, proved that four-seat cars can be real sports cars.

So why roll out a four-door sedan?  Well, automakers like multiples of ten, and some MBA-type at Porsche wants to be able to grow sales to the 100k mark, something not likely with only a lineup of pure sports cars.   Porsche Chief Executive Wendelin recently stated in BusinessWeek that the key to creating shareholder value “… is to avoid a quarterly [earnings] orientation,” but it seems to me that by floating this four-door concept, Dr. Wendelin isn’t practicing what he preaches.  Shareholder value is defined as the present value of all future cash flows; if you believe, as I do, that creating a four-door Porsche will erode the brand’s hard-won equity, then it’s bound to erode long-term cash flow as well, for in an automotive landscape where a $30,000 Subaru can run with any Porsche 911, what else is there besides brand image?  No, a four-door Porsche is just a play for short-term earnings.

If they were really serious about long-term growth, Porsche the company would keep the Porsche the brand focused on making tasty sports cars, and then find another brand whose name could be used to rollout sedans without dilluting Porsche’s heritage, much as Ferrari is doing with Maserati.

Next thing you know they’ll be talking about introducing a SUV. 

Oh.

Attack of the Brandroids

The stock is down 45%, the financial clock is ticking faster… it’s time for practicing the brand management of desperation!  How about a 20 oz, 740 calorie frozen blended "beverage" that packs a 114 gram carbo wallop and tastes vaguely like a stale floor scrap off our signature donut line?  Sure, it’ll ruin our laser focus on making great donuts and great donuts alone, and turns us into something more like a Starbucks with better pastries and worse coffee, or a Dunkin’ Donuts with better donuts and just-as-mediocre coffee, but we’ll keep our jobs for at least a few more months, and besides, as brandroids we’re all about line extensions and "tremendous" growth opporunities and what was De Niro talking about anyway with all that "this is this" mumbo jumbo?… I think he was babbling about something like "fundamental goo", which is what this drink is all about and pretty much sums up what Krispy Kreme will be with just, oh, three more years of this kind of inane marketing behavior.