Wie is Anibal do Rosario (NL)
About AniBlurbs | Anibal do Rosario in English (Wie is Anibal do Rosario | Over AniBlurbs in het Engels)
Anibal do Rosario is een Interactive Strateeg: Een leergierige, no-nonsense “Digital Native” die van zijn passie zijn beroep heeft weten te maken en continue op zoek is naar de ideale balans tussen creativiteit (gut-feeling) en meetbare resultaten (data).
Heeft in relatief korte tijd samen met andere professionals, mooie resultaten weten te boeken op diverse Online Marketing projecten voor Triple A merken. Commercieel en creatief; goed op de hoogte van de technische (on)mogelijkheden en daardoor een bruggenbouwer tussen die disciplines.
Af en toe wellicht een tikkeltje left-field, maar daardoor ook écht een frisse blik en altijd met de eindgebruiker scherp in het vizier. Want de mondige consument geeft enerzijds totaal niets om jouw merk, organisatie of onderneming; maar anderzijds staat zij open voor authentieke, open communicatie.
Ervaring heeft Anibal de afgelopen elf jaar opgedaan met:
- Retail;
- Direct Sales;
- Webdesign;
- Entertainment (Dance);
- Webshops;
- Online Marketing/Strategie en
- Arbeidsmarkt Communicatie…
En dit in projecten aan bureauzijde voor o.a. de overheid en diverse AAA-merken zoals de Koninklijke Marine, Shell, UWV, Rabobank, Vodafone en aan opdrachtgeverzijde bij internet startup Dance-Tunes.com (een dochter van ID&T en Q-dance), GAMcard, en maakt momenteel onderdeel uit van Persoonlijk Zorgnetwerk; het team achter onder andere Factuurdesk.nl, ePGB.nl & ZoekPgbZorg.nl.
Mede hierdoor beschikt hij over een ruim arsenaal aan kennis en ervaring op het gebied van ondernemen, Organisatiekunde, Management, ICT, Sales & Marketing. Hierdoor is hij niet alleen in staat is om full-service te denken en te handelen, maar vooral ook om op het juiste moment de juiste mensen bij het proces te betrekken.
Neem direct contact op met Anibal »
Do Rosario’s Three Laws of Customer Centricity
The Three Laws of Customer Centricity (Beta)
1. A company may not wilfully and knowingly harm the interests of a customer/partner/stakeholder or, through inaction, allow a customer/partner/stakeholder’s interests to come to harm.
2. A company must, to the best of its efforts and resources, service the customers and put them at the centre of every business decision, except where providing such services would conflict with the First Law or Third Law.
3. A company must protect its own long-term interests and existence as long as such protection does not conflict with the First or Second Law.
The above was an idea I derived from the famous Three Laws of Robotics, a set of three rules written by SF author Isaac Asimov (1920-1992), which almost all positronic robots appearing in his fiction must obey.
I was thinking of coming up with a “Three Laws of Customer Centricity” adaption, but I think the model still needs some tweaking here and there. Any ideas?
Pay with Facebook: The “One-Click” Solution to Save Newspapers Online?
“…there is a group of executives inside the company that believe “Pay With Facebook” could end up a bigger revenue source than Facebook’s advertising revenues. We’ve estimated Facebook’s advertising revenues will reach $475 million in 2009.
To get an idea what kind of challenges Facebook will have to overcome to get there, consider that during the second quarter, eBay subsidiary PayPal’s revenues were $669 million, up 11% y/y.
It got there with:
- 75 million active registered accounts
- A total payment volume of $16 billion in the quarter
- With accounts containing approximately $3 billion in stored value that is spent every 2 weeks
- Supporting 19 currencies
- With a .30% fraud rate
Facebook can’t approach any of those numbers yet, but it does possess one distinct advantage — nearly 300 million monthly active users.
What’s more, the rousing success that is Facebook Connect — the service that allows users to log in to participating third-party sites using their Facebook IDs with one click — hints that Facebook users might appreciate a similar “one-click” simplicity when paying for merchandise on the Internet.”
Be sure to check the whole article at BusinessInsider.com
Privacy concerns aside, one can imagine that Facebook’s One-Click payment solution, along with the social sharing of articles and posts through Facebook Connect, could be the panacea for newspaper publishers looking for ways of monetizing content beyond the stale and flailing “generate-pageviews-sell-banners” business model.
How so?
Well, besides the general mentality that digital content should be “free”, one of the major issues in monetizing content on the web by surrounding it with a “Pay-First wall”, is the fact that visitors don’t know in advance what (quality) they’ll exactly be paying for; consumers fear buying a shrink-wrapped magazine purely based on its cover, only to be disappointed afterwards.
Whereas on iTunes or with Steam you usually know that what your getting is guaranteed to have a substantial replay-factor or, in the case of iTunes, since the price is relatively low, you can afford the risk of a dud every now and then.
This, arguably, is not the case with ubiquitous news, or in-depth articles.
Utilizing Facebook’s micro-payment solution combined with Facebook Connect however, publishers will have the opportunity of using a “hassle-less” One-Click online payment solution, powered by trusted(?) recommendations of friends: “Hey Todd, here’s an article I just read about Obama’s healthcare reform, touching it from a viewpoint I believe you’d find interesting, check it out. Cheers, Brian.” Ching!
Farfetched? For a showcase of the true power of social sharing: Think the Bit.Ly-shortened links being universally shared on twitter, spreading idea’s, content (and malware) virally. Only this time it’s done by folks with verified Facebook ID’s so you know they’re actually real and can be trusted.
Off course, should the scenario sketched above come to fruition, Facebook will have to get a piece of the revenue pie too, but the publishing moguls ‘d be wise to carefully re-consider jumping into their fabled “No-Can-Do” reflexes, since it’s becoming increasingly clear that the other option for them and their companies’ stakeholders is not having a pie to share at all…
(PS please note that I deliberately left all privacy concerns regarding Facebook out of this exercise, since I believe that we should topple the online publishing troubles in a concentric way; shilling away to the core, tackling the multifaceted problem layer by layer, instead of pre-maturely obstruficating any possible solution by thinking in limitations only.
This, however, does not imply that I don’t see the possible dangers of Facebook not only owning your social graph and personal data, but also knowing when you bought what (and whom approved said purchase!) and where you’re likely to go to form a political opinion or otherwise.
Though I feel and see that having this kind of aggregated combined profile data of possibly more than 300 million people in the hands of one party could pose a real threat when falling into the wrong hands, I urge you to go and take a look over at Alexander van Elsas’s blog, as he has already indentified and dissected this problem with great abandon.)
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Spreading a Viral: Honda Demonstrates Content Integration on Vimeo
Honda recently did a take-over on Vimeo.com which was much talked about by marketing insiders.
Instead of posting or explaining the concept here, I’d like to suggest you’d first take a look over on the site and experience it for yourself -especially if you’re a creative/interactive professional and haven’t seen it already.
[Performance warning: close down any other browser tabs/windows or any other application that has a direct net connection right now, I know I suffered from some serious lag the first time.]
Apart from the novelty(?) factor of this kind of creative content-integration, I’m not quite sure where the real added value for Honda and its customers lies in this particular case.
I’ll get back to that thought in a moment though; first I’d like to point to a section on the page that caught my attention. It clearly depicts how a viral starts spreading (see the 2 images below):
Honda Insight - Vimeo Take over Stats
The table contains the statistics of said video on a daily basis, i.e.: how many times it was watched, “liked” and how many comments were made on the page itself, all in relation to each other and non-cumulative (note that the numbers are displayed on a per day basis!).
Clearly, the usual exponential viral mechanisms are at work here, which is fascinating in of itself, yet I believe that despite these pretty impressive numbers this mini-campaign as is will not enjoy a widespread viewer base and live up to its true potential, mainly because of the following 4 reasons:
- The content isn’t “spreadable”;
- A lack of a clear call to action;
- The quality of the content itself and
- There’s no follow-up.
The content isn’t spreadable, technically speaking:
Notice how I didn’t embed the video right here as I usually would, instead referring you to Vimeo, because there was no other way you could undergo it the way it was meant to be experienced.
In other words: people will first have to go to the Vimeo page and have a true broadband internet connection(!) to experience it smoothly and in full effect; detach the video from the context of this page and it becomes just another (attempt at a) cool viral. Pure branding, zero capitalization of the ensuing conversations.
Nowadays it’s more effective to take a channel-neutral and/or federated content approach to reach out to your audience on the net, and part of that means making your content spreadable through widgets, embeddable video’s, etc.. The Vimeo video is embeddable of course, but the page -and thus the experience- is not.
There’s no call to action:
The concept itself doesn’t trigger the visitor to do anything: You just sit and watch, just like on TV…
The creative team apparently embraced the technological and creative possibilities that the internet offers in marrying video with a webpage, yet somehow failed to capitalize on the buzz that it generated and thus at the opportunity to generate leads.
Honda’s rich media take over is no interactive advertising but more akin to an online guerrilla advert, which could have been done offline, possibly generating more buzz and brand-awareness outside the digerati niche.
Then again, it was created by Wieden & Kennedy (Amsterdam), a traditional agency with it’s roots firmly grounded in offline advertising campaigns.
The quality of the content isn’t worth spreading:
If it’s aimed at the Marketing/Tech/Creative niche: they’re already accustomed to these “Breaking-The-4th-Wall” take-over actions by now on YouTube or dedicated viral mini-sites, and this example isn’t remarkable.
If it’s not aimed at said niche, then one has to wonder why on earth it was posted on a niche social video site like Vimeo.com in the first place…
Adding all the numbers together from the stats image above, there are over a 1.750 likes, 300+ comments and 177.000 views generated in less than two weeks(!), pointing to a cult hit and/or people watching it more than once (it’s not clear whether Vimeo filters out non-unique views/cookies).
On the other hand, the numbers in the table don’t depict all mentions of the video across the Social Media space, and it was only posted a few days ago, so this is just merely the tip of the iceberg. Here’s hoping that Honda’s campaign team has access to social media monitoring tools from Radian6 or TrackUr and have activated their BackType Alerts to keep a clear overview.
All in all, in terms of buzz and people interacting with the page this is no bad example of content integration at all, it’s just a shame there’s no apparent follow-up or integration in, say, a 360˚campaign for maximum effect.
Now of course at this very moment we have no idea what Honda’s campaign objective was in the first place: It could be a proof of concept, trying it out for a small fee, with little risk, before scaling it up on YouTube allowing the numbers game to come into play, leading to massive exposure and off course more ways for the community and consumers/prospects to interact with the brand.
As I’m a firm believer in the merits of content-integration instead of plain display bannering, for me personally it will be very interesting to see how this plays out and if Honda will release an evaluation on their company blog or industry titles like Ad Age or ReadWriteWeb.
Why the Click Is the Right Metric for Online Ads (On Adding Value and Thinking Beyond the Display Advertising Business Model)
“…many advertisers in the past gave most of the credit for a sale or conversion — which in the web world could include anything from visiting a website to printing an online coupon — to the last ad clicked on or seen by a consumer. But that means brand-focused sites such as NYTimes.com and MarthaStewart.com and even social-media sites such as Facebook and MySpace lose credit because they are often not where a consumer will see that last ad. And when they lose credit, they lose advertisers, and when they lose ad revenue, well, you’ve read that story.
“Publishers have a lot to gain,” said Steve Kerho, VP-analytics, media and marketing optimization at Organic. Mr. Kerho has been doing lots of analysis on how online-display ads affect search and conversions and found that in some cases, a display ad can increase a search ad’s click-through rate 25% to 30%. If he had simply measured the clicks from search, he would have missed the display ads’ influence.”
Source: Adage
So… If we’d translate the above model to, say, a real world situation; that’d mean that the sales guy in the local electronics store should get a piece of the provision pie, and maybe you’re neighbourhood whiz kid should be offered a small fee too, since they were the ones that influenced you before you decided to shell out on a new bleeding-edge desktop and order it directly by mail-order, no?
Of course, the conclusion presented above is preposterous to say the least. Not giving full credit to the last click shows a lack of common sense and of everyday reality:
If we’d were to apply this model to the offline advertising industry we’d might as well start charging less for TV ads during the Super Bowl or advertisements in general, since it has never been empirically proven that said ads actually sell significantly more cars, to name but an example.
(Actually I hereby challenge thee naysayers to tell me why the fledgling automotive industry in the US can’t be saved by throwing more money against Interruption Campaigns now that the going is though… Odds are it’s because it just doesn’t work that way nowadays…)
Publishers would of course love to use such a model, since suddenly those abysmally low Click Through Rates on social networks ´d become a license to print money, yet that’s not where the problem lies: it’s about engaging with the visitors of the Facebook’s of this world if and when they feel like it, adding value to the community, giving them something to talk about or a good reason to get rid of their friends. The engagement model is a far more viable one since it makes it very clear for all stakeholders what the true value of those brand interactions are for everyone.
Conjuring op schemes to charge more for a product -display banner- that, on it’s own, has failed to truly deliver on its promise up until this very moment, is not the way forward out of this recession. The research budget would be well better spent on innovation, adding value to the visitors, strategic alliances -you name it, just do not waste it on taking undercover pot-shots at “Go -Emperor CPC- Gle” et all.
There is one thing that does ring true about the statement that a conversion shouldn’t be attributed to just the Last Click alone; and that’s the reoccurring coincidence that carefully crafted, creative Crossmedia campaigns drive word-of-mouth & website traffic, allowing for a tighter control on conversion, ánd they also have the uncanny ability to tip the Attitude scale in your Brands’ favour. A little…
It’s common sense and it’s what marketing should be all about: influencing as many factors as you can to get the prospect to turn into a consumer, making her loyal, spurring her on to buy more and in the end becoming a brand-ambassador.
The communication mix as well as the quality of your product combined with the customer centricity level of your organization all contribute to that end.
As well as a million other tiny factors (does the sun shine, did THAT girl on the train give you a smile, do you have enough money to spare, etc., etc..)
Yet, if we’d follow the philosophy of Mr. Kerho to it’s conclusion, it’d mean we’d have to split the Cost-per-Click revenue and spread the wealth over all communication channels and creatives -and not just the display banner- in order to get a somewhat “fairer” representation of value/conversion for money.
[The Adage article starts with this quote: "The great paradox of the web is that it's an interactive medium and everything can be measured. And that's wonderful -- unless you're measuring the wrong thing."
I'd think what they should be stating is: The single greatest asset of the web is that it's an interactive medium, perpetuously capable of reinventing itself. And that's wonderful -- Unless you don't keep your feet firmly on the ground and try to look at opportunities with a positive mindset!]
Interactive Marketing In Times Of Crisis (Thinking Anti-Cyclic)
Cutting deep in your Marketing budget (and thereby seeing it on default as a cost instead of an investment) is a short term tactic that isn’t going to help your company weather these uncertain times ahead of all of us. Instead it would be more sustainable to take a long term approach; a more critical look at what channels your spending this budget on and whether the story you’re telling is in line with the quality of your services or products.
And though your Marketing Department may stop talking about your company, products or service, the consumers are not: Au contraire; their conversations (in the Social Media space) are increasing exponentially!
Furthermore don’t forget to also take into account that most of your competitors are probably not as comfortable with such a progressive world view and will focus instead on the short term outcome. This means that by keeping your budget stable, but spending it more wisely, you could seriously gain competitive advantage.
“So, then since online has the reputation for being measurable, we’ll just cut back in our offline efforts.”
Contrary to popular belief among some of my peers, right now is NOT the time to cut in offline Ad spending: If there’s one thing we’ve learned so far, it’s that in times of Crisis there is a peak in the amount of readers, visitors, viewers and listeners to (in this particular case financial) news papers & websites, TV and radio. People are looking for guidance and a steady rock to cling on to. This means that if you have a relevant story to tell there’s never been a better time to reach out to your customers and core audiences than right now!
The core thing to keep in mind here is of course that the Old Media are by their very nature geared towards Branding, and thus, -though it’s not really scientifically-rock solid-proven-effective in generating revenue- it is a perfect instrument to instill customer thrust in your brand, if handled the right way and in conjunction with Social Media Marketing and other forms of Online Marketing.
The key challenge would be timing, as you wouldn’t want to have a multi-million dollar tagline -Here Today, Where Tomorrow?- proven meaningless overnight…
One way to manage your Marketing budget would be to higher or lower it every Financial Quarter, in a wave as it were, analyzing the results and reacting accordingly. Moreover reallocate the money spent on different channels based on campaign directive. So, depending on the field or sector your operating in, decrease the amount of money spend on Branding through offline channels and shift the resulting saved money towards Online Results Based Marketing, such as SEA and in optimizing the Task Completion Rate by Primary Purpose on your website…
Yep, I’m not advising you to plainly look at Conversion Rates, I’m suggesting to take a more holistic approach ;) Back in 2006 Google’s visionairy Web Analytics Evangelist Avinash Kaushik already foresaw that the Focus (should be) Shifting from Conversion to Task Completion Rate by Primary Purpose.
Upcoming Interactive Channels that haven´t quite fully lived up to their potential yet like Social Media and Mobile are likely to be confronted with closed wallets and plummeting ad spending, not just because of advertisers cutting back in costs and investments, but also because the consumers themselves are being hesitant to spend money on luxury products and services including Mobile Internet and Mobile Wireless Internet Devices.
Yet again here it would be wise to be wary of and avoid the FUD; for example here in the Netherlands the mobile version of the largest news website Nu.nl (translated: Now.nl) is also the largest mobile news site. It is known that CTR’s in mobile enhanced sites are up to 7% or even higher, putting Display efforts on the desktop internet to shame; so though it’s understandable to make a Pavlov Reaction and eschew Mobile altogether, the contrary might be a better move. Whether your campaign is geared towards gaining a high CTR in the first place is of course a different thing altogether (I’d beg to differ, basing a campaign on CTR alone isn’t the most cost-effective way of spending your Marketing Euro).
As for Social Media, as I’ve pointed out at the beginning of this post: Your target audience, consumers and people in general aren’t going to be less critical, or dependent of peer advice and ratings and they’ll definitely be looking for bargain deals on price comparison communities, so keep joining that conversation!
Wat vertel jij je vrienden?
Opvallend, lekker actueel, grappig, authentiek, direct, ik zou erop klikken.
(PS het gaat om de banner hierboven) Bonus: De kwinkslag naar “Wat vertel jij je vrienden?” als campagne insteek is een schot in de roos, want zeer herkenbaar.
Volgens een onderzoek gedaan door Metrix Lab in opdracht van Microsoft Advertising dien je voor een optimale online brand awareness tussen de 3 en 7 contactmomenten te hebben.
Het staat mij nog helder voor de geest dat ik een aantal weken geleden in een korte periode echt doodgegooid werd met AMC banners van, ik meen, Rabobank Connect.
Dit kwam overigens niet door het ontbreken van een frequency cap, maar gewoon doordat er in het mediaplan goede overlap was met het inzetten van de creative. Zelf ben ik overigens net als het overgrote deel van de internetpopulatie bannerblind, al moet ik toegeven dat ik -door beroepsdeformatie- nog wel eens een banner de volle aandacht geef, zoals dus in dit geval.
I had no choice: Het maakte werkelijk waar totaal niet uit op welke Nederlandse ICT/Online Marketing gerelateerde vaksite of blog ik keek, ik ontkwam gewoon niet aan de banner, vraag me alleen niet wat de precieze strekking was. Uiteraard speelt voor het resultaat van een degelijke display advertising campagne niet alleen het aantal contactmomenten zelf een rol, maar vooral ook de creative zelf en of deze in lijn is met je corporate communicatie en het umfelt.
Destijds was de betreffende rectangle echter niet zo sterk als deze, maar wel onvermijdelijk, dus als men weer een beetje kien heeft ingekocht op alle relevante online kanalen, dan zou dit wel eens een zeer effectieve AMC display-campagne kunnen worden. Of toch niet?
Want wat dan weer wel jammer is, is dat er niet direct een Adwords-campagne bij opgestart is, zodat de displayadvertising- en de CPC-campagnes, tezamen met een goed gesegmenteerde e-mailing en RSS-vertising, elkaar ondersteunen in het genereren van kwalitatief bezoek naar de werkenbij website, temeer daar de praktijk uitwijst dat het gecombineerd inzetten van diverse uitingen in de communicatiemix conversie verhogend werkt en de (Employer)Brand Awareness kan versterken (Tip: in de organische resultaten bij watverteljijjevrienden.nl word geen juiste content omschrijving weergegeven, maar de gebruikte webanalyse tool: “OneStat.com Web Analytics”).
Dit gaat al helemaal op voor de ICT-doelgroep die de Rabobank hiermee wenst te bereiken, want die gebruiken over het algemeen Firefox als internetbrowser, hebben -net als ik- grotendeels Adblock Plus en No Script aanstaan en zien dus los van bannerblindheid zelfs een prachtige banner als deze helaas sowieso niet staan…
[Disclosure:
Begin dit jaar ben ik via ACA/JES Communicatie (zijdelings) betrokken geweest bij online AMC projecten/advies voor de Rabobank Nederland, ik ben enige tijd geleden vertrokken bij ACA/JES en momenteel heb ik geen betrokkenheid bij deze of andere projecten van de Rabobank Groep of haar (in)directe concurrenten. Los daarvan: zoals aangegeven in de disclaimer rechtsonder in de Navigation BayTM: deze Online Column is volledig onafhankelijk; de hier door mij weergegeven persoonlijke visie, opinie of snelle gedachtespinsels zijn derhalve niet die van de genoemde organisaties en/of aan hen gelieerde partijen en dus ook niet noodzakelijkerwijs vooraf door hen ingezien, dan wel beïnvloed. Amen. Verdorie, mooie banner ;)]
Means to an End
“Please understand that I have no problem at all with precision. Precision is great, it’s essential to engineering and to the function of many elements of society. It’s almost impossible to be on time without precision, and quality depends on it. But when we reward people for senseless precision (and punish them randomly for not guessing what we actually meant when we asked a question) then all we’re doing is muddying the waters about what matters and what doesn’t. Is there a difference between the Dow falling 107.4 points and it falling nearly 1%? If not, don’t try to wow me with needless precision please.”
And once again, Seth Godin is hitting the nail on the head again, read the whole post here.
