Content Marketing and The Art of Storytelling Asia Masterclass
Content Ideas And Development (Stories From The Bottom Up)
· Approaches to content development
· How information is organised and what people trust
· Creating interesting and compelling content
· Inform, educate, entertain
· Influencing the influencers to amplify your reach
Content Ideas And Development (Stories From The Bottom Up)
1. Content Ideas And
Development
(Stories From The
Bottom Up)
Case Study, Concepts, and
Debatable Ideas
Kenny Ong
Unilever Network Malaysia & Singapore
http://totallyunrelatedrandomanddebatable.blogspot.com/
Updated Version 2015
7. THE REAL GOAL OF
MARKETING AND BRANDING
Understanding our role in the whole scheme of things
http://totallyunrelatedrandomanddebatable.blogspot.com/
8. 8
http://totallyunrelatedrandomanddebatable.blogspot.com/
What is the purpose of
Marketing & Branding?
Ultimate Objective of Marketing:
“Get more people, to buy more
things, more frequently, at higher
prices.”
Sergio Zyman
“Retention and Loyalty are useless if
No Conversion is happening.”
10. 10
http://totallyunrelatedrandomanddebatable.blogspot.com/
What is the Objective?
1.Comm = Relationship (something like
Dating)
2.Comm ≠ Media glitz
3.Comm ≠ ATL/BTL/BwTL/ArTL/FTL
4.Comm ≠ CSR
5.Comm ≠ Social Media
6.Comm = Get more people, to buy
more, more frequently, at higher prices
12. THE BUSINESS MODEL
The biggest impact
http://totallyunrelatedrandomanddebatable.blogspot.com/
13.
14.
15.
16. 16
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The McPlaybook*
Make it easy to eat
• 50% drive-thru
• Meals held in one
hand
Make it easy to prepare
• High Turnover
• Tasks simple to learn
& repeat
Make it quick
• “Fast Food”
• Tests new products
for Cooking Times
Make what customers want
• Prowls market for new
products
• Monitored field tests
*Adapted from: Businessweek , Februrary 5th 2007
23. 23
http://totallyunrelatedrandomanddebatable.blogspot.com/
Market Discipline
"They are the most innovative"
"Constantly renewing and creative"
"Always on the leading edge"
"A great deal!"
Excellent/attractive price
Minimal acquisition cost and
hassle
Lowest overall cost of
ownership
"A no-hassles firm"
Convenience and speed
Reliable product and
service
"Exactly what I need"
Customized products
Personalized communications
"They're very responsive"
Preferential service and
flexibility
Recommends what I need
"I'm very loyal to them"
Helps us to be a success
Product
Leadership
Operational
Excellence
Customer
Intimacy
• Cost
• Convenience
• TCO
• Features,
Benefits
• Limited
Range
• Solutions
• Customization
• Breadth &
Depth
24. 24
http://totallyunrelatedrandomanddebatable.blogspot.com/
Market Discipline
"They are the most innovative"
"Constantly renewing and creative"
"Always on the leading edge"
"A great deal!"
Excellent/attractive price
Minimal acquisition cost and
hassle
Lowest overall cost of
ownership
"A no-hassles firm"
Convenience and speed
Reliable product and
service
"Exactly what I need"
Customized products
Personalized communications
"They're very responsive"
Preferential service and
flexibility
Recommends what I need
"I'm very loyal to them"
Helps us to be a success
Product
Leadership
Operational
Excellence
Customer
Intimacy•ULCC
•LV
•Ramly
28. 28
http://totallyunrelatedrandomanddebatable.blogspot.com/
Operational
Excellence
• Competitive price
• Error free, reliable
• Fast (on demand)
• Simple
• Responsive
• Consistent
information for all
• Transactional
• 'Once and Done'
Customer Intimacy
• Management by
Fact
• Easy to do
business with
• Have it your way
(customization)
• Market segments
of one
• Proactive, flexible
• Relationship and
consultative
selling
• Cross selling
Product Leadership
• New, state of the
art products or
services
• Risk takers
• Meet volatile
customer needs
• Fast concept-to-
counter
• Never satisfied -
obsolete own and
competitors'
products
• Learning
organization
Alignment & Consistency:
Disciplines, Priorities, and KPIs
30. 30
http://totallyunrelatedrandomanddebatable.blogspot.com/
Operational Excellence
(low cost producer)
Product Leadership
(best product)
Customer Intimacy
(best total solution)
Alignment & Consistency
HP well-balanced
portfolio, mass
customization
Acer super lean
cost structure,
aggressive pricing
Apple powerful
products, premium
pricing, limited range
Still Doing
well in
2009/2011
31. 31
http://totallyunrelatedrandomanddebatable.blogspot.com/
Operational Excellence
(low cost producer)
Product Leadership
(best product)
Customer Intimacy
(best total solution)
Market Disciplines: Hardware
Samsung well-
balanced portfolio,
mass customization
‘Locals’ super
lean cost structure,
aggressive pricing
Apple powerful
products, premium
pricing, limited range
Still Doing
well in
2012-
2013
32. 32
http://totallyunrelatedrandomanddebatable.blogspot.com/
Operational Excellence
(low cost producer)
Product Leadership
(best product)
Customer Intimacy
(best total solution)
Market Disciplines: Technology
Google well-
balanced portfolio,
mass customization
Amazon super
lean cost structure,
aggressive pricing
Apple powerful
products, premium
pricing, limited range
Still Doing
well in
2012-
2013
39. 39
http://totallyunrelatedrandomanddebatable.blogspot.com/
Market Penetration Overview
• “Crossing the Chasm”
Resistant to taking up new
product (prefer ‘safe’ route)
1. Need to attract the
Early Adopter (willing
to try) group first via
neutral and niche
products
2. The Mass market will
follow once they see
early adopters joining
3. If company does not
innovate or has weak
retention plans,
customers will leave
44. 44
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What does the Customer
want?
* Treacy & Wiersema, The Discipline of Market Leaders, 1995
Product/Service Attributes
Price
Quality
Time
Selection
√
√
Smart
Shopper
Relationship Image
Operational Excellence: Quality and selection in
key categories with unbeatable prices
45. 45
http://totallyunrelatedrandomanddebatable.blogspot.com/
What does the Customer
want?
* Treacy & Wiersema, The Discipline of Market Leaders, 1995
Product/Service Attributes
√
Brand
Time
Function
√
√
Best
Product
Relationship Image
Product Leadership: Unique products and services
that push the standards
46. 46
http://totallyunrelatedrandomanddebatable.blogspot.com/
What does the Customer
want?
* Treacy & Wiersema, The Discipline of Market Leaders, 1995
Product/Service Attributes
√
√
√
√
Service Trusted
Brand
Relationship Image
Customer Intimacy: Personal service tailored to
produce results for customer and build long-term
relationships
Relations
61. 61
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The Right Tools for the Job
Reach of Communication
Quality/Intensityof
Communication
Personal
(exp)
Personal
(info)
Impersonal
(info)
Individual Mass
Mass Targeted
Conventional
Mass Targeted Online
E.g. Annual Reports,
Analyst Briefings, IR
Roadshows, IR Website
69. 69
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Do you face any of these problems
with Content Marketing?
Coming up with ideas/topics/titles ideas?
Creating original content?
Nobody sharing your content on social media?
Low levels of referrals to your website from
social media?
Visitors not staying long on your website?
70. 70
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Who can do these?
1. Eye for good story -> shared on social media & drive
traffic
2. Entertain -> emotional attachment
3. ‘Stickiness’ -> improves SEO.
4. Click-through -> create great headlines
5. Quality content -> quality and originality
6. Non-salesy content -> commercially-neutral content &
maximum value to the reader.
7. Meet deadlines -> on-going activity
8. Stay within the law
94. 94
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Which Company?
American Customer Satisfaction Index (ACSI)
• 64 out of100-point scale: lower than IRS (Tax)
• 2nd last among 30 companies surveyed
• Lowest 5% among 223 companies surveyed
• Bottom 5% of all measured private sector
companies
• 500 million customers
2010 American Customer Satisfaction Index
(ACSI) E-Business Report
95. 95
http://totallyunrelatedrandomanddebatable.blogspot.com/
Which Company?
American Customer Satisfaction Index (ACSI)
• 64 out of100-point scale: lower than IRS (Tax)
• 2nd last among 30 companies surveyed
• Lowest 5% among 223 companies surveyed
• Bottom 5% of all measured private sector
companies
• 500 million customers
2010 American Customer Satisfaction Index
(ACSI) E-Business Report