Ce diaporama a bien été signalé.
Nous utilisons votre profil LinkedIn et vos données d’activité pour vous proposer des publicités personnalisées et pertinentes. Vous pouvez changer vos préférences de publicités à tout moment.

Telling Stories With Data

9 200 vues

Publié le

A masterclass for brand strategists that I taught at the 4As Strategy Fest in New York in October 2015

Publié dans : Données & analyses
  • Identifiez-vous pour voir les commentaires

Telling Stories With Data

  1. 1. + 10.05.2015 4As strategy festival TELLING STORIES WITH DATA
  2. 2. co: 2 TOM MORTON DIRECTOR OF STRATEGY CO:COLLECTIVE @TOMMORTON @THEDATAOFCOOL @COCOLLECTIVE
  3. 3. co: 3 BRAND STRATEGISTS NEED TO GET GOOD AT DATA: HERE’S WHY
  4. 4. co: 4 THE WORLD IS MORE DATA-RICH. BUSINESSES EXPECT TO MAKE DATA-INFORMED DECISIONS. THIS SHOULD BE A WAKE-UP CALL TO STRATEGISTS.
  5. 5. co: 5 ONCE UPON A TIME… "The account planner is that member of the agency's team who is the expert at working with information and getting it used - not just marketing research but all the information available to help solve the client's advertising problems.”
  6. 6. co: 6 — Name, 2005 6 “Numerate graduates with an interest in human psychology.” — Boase Massimi Pollitt recruitment ad, 1972
  7. 7. co: 7 SO WHERE WERE WE WHEN BUSINESS WENT FULL-ON DATA? “You told us that market and technology factors are the two most powerful external forces affecting your organization today. The four biggest challenges you identified were the explosion of data, social media, the proliferation of channels and devices, shifting demographics.” Source: IBM CMO survey, 2011
  8. 8. co: 8 MCKINSEY CLAIMS THAT THE US ECONOMY NEEDS AT LEAST 1.5 MILLION MORE DATA PROFESSIONALS
  9. 9. co: 9 — Name, 2005 9 “Separating the poets from the quants will be a disaster for strategic planning in particular, allowing some planners to exempt themselves from the data they can't be bothered to investigate, and allowing other people to think that they are a strategist though they haven't a brand strategy or creative bone in their body.” — Richard Huntingdon, Saatchi & Saatchi, 2012
  10. 10. co: 10 — Name, 2005 10 “Data doesn’t narrow your choices. It opens your mind.” — Venetia Taylor, Google, June 2015
  11. 11. co: 11 STRATEGISTS’ USE OF DATA NEEDS TO SHIFT AWAY FROM OPTIMIZING AT THE END TO INSPIRING AT THE BEGINNING.
  12. 12. co: 12 DATA IS JUST EVIDENCE OF HUMAN BEHAVIOR. THE MATH IS PRETTY BASIC. THIS SHOULD BE A HOME GAME FOR GOOD STRATEGISTS.
  13. 13. co: 13 SEVEN STORIES ABOUT TELLING STORIES WITH DATA
  14. 14. co: 14 1. WHEN WORKING OUT THE ARITHMETIC OF THE PROBLEM REVEALS A NEW ANSWER
  15. 15. co: 15 WHERE DOES A SUPERMARKET FIND AN EXTRA £2.5 BILLION OF CUSTOMER SPENDING?
  16. 16. co: 16 14 MILLION CUSTOMERS X 52 WEEKLY SHOPS X 3 YEARS X AN EXTRA £1.14 PER VISIT = £2.5 BILLION
  17. 17. co: 17
  18. 18. co: 18 HOW DO YOU FIND A DISRUPTIVE WAY IN TO MUSIC TEACHING?
  19. 19. co: 19 85% WISH THEY LEARNED TO PLAY AN INSTRUMENT 34% TOOK A MUSIC CLASS 8% REGULARLY PLAY AN INSTRUMENT Source: Gallup 2009, Statista 2008, US census 2009, New York Times 2012 1% PLAY WEEKLY WORKING OUT THE ARITHMETIC BEHIND LEARNING MUSIC
  20. 20. co: 20 MUSIC PRODIGY IF THE CHALLENGE IS THAT PEOPLE STOP LEARNING, WHY NOT CHARGE THEM FOR STOPPING?
  21. 21. co: 21 2. HOW A MAGIC NUMBER CAN BECOME A PIVOT FOR EVERYTHING ELSE
  22. 22. co: 22 SKATERS SPEND 40% OF THEIR SKATING TIME REPAIRING THEIR BOARDS Source: Mountain Dew Jay Chiat awards paper, 2015
  23. 23. co: 23 95% OF ATTEMPTS TO QUIT SMOKING END IN FAILURE HALF OF ALL ATTEMPTS TO QUIT SMOKING BEGIN SPONTANEOUSLY Source: GSK; University College Hospital
  24. 24. co: 24 MORE THAN 90% OF BRITISH PEOPLE BELIEVE THAT CHILDREN SHOULD DRINK MORE MILK MILK DRINKING AMONG BRITISH CHILDREN HAS FALLEN EVERY YEAR SINCE THE 1950s Source: The Dairy Council, IPA Effectiveness Awards, 2002
  25. 25. co: 25 MANAGINGVOLATILITY 50% Of US adults could not cover an emergency $400 outlay without borrowing money or selling something THESCALEOFTHEPROBLEM $103BN Revenue of the ‘alternative’ financial service industry: check cashing, pawn shops, payday loans BORROWINGCOSTS $1,100 Low income households’ typical annual outlay on alternative financial services UNDERSTANDING THE POVERTY TRAP Source: US Federal Reserve, Ideas 42
  26. 26. co: 26 3. HOW ASKING QUESTIONS OF THE DATA GAVE DIFFERENT ANSWERS
  27. 27. co: 27 WHAT’S HAPPENING TO AXE BRAND USAGE ? 11-18 PENETRATION IS HOLDING STEADY Year 1 Year 2 Year 3 Year 4 Axe user penetration, age 11-18 Source: Axe APG paper via BBH London
  28. 28. co: 28 WHAT’S REALLY HAPPENING TO AXE BRAND USAGE ? 11-18 PENETRATION IS HOLDING STEADY 11-12 PENETRATION IS RISING 17-18 PENETRATION IS FALLING 11 to 12 13 to 14 15 to 16 17 to 18 Axe user penetration, age 11-18 Source: Axe APG paper via BBH London
  29. 29. co: 29 GETTING DRESSED GOLD APG PAPER CANNES FILM LION https://vimeo.com/44675170
  30. 30. co: 30 4. WHEN SEARCH REVEALS HOW REAL PEOPLE REALLY FEEL ABOUT YOUR BRAND
  31. 31. co: 31 SEARCH TREND FOR OMBRE HAIR Source: Google Trends, USA, 2004-present
  32. 32. co: 32 RISINGTREND OMBRE DIP DYE FOLLOWUPSEARCH HOW CAN I DO OMBRE HAIR MYSELF? THERESULT OMBRE APPLICATOR KIT HOW WOMEN REALLY THINK ABOUT HAIR Source: https://www.thinkwithgoogle.com/case-studies/loreal-paris-builds-brand-love-with-search.html
  33. 33. co: 33 THECATEGORY ORGANIZED BY NEED Dry hair Flyaway hair Red hair THECONSUMER SEARCHED BY OCCASION Date hair Beach hair Wedding hair THERESULT HAIRSTYLE.COM L’Oreal site Inspiration and education by occasion HOW WOMEN REALLY THINK ABOUT HAIR Source: https://www.thinkwithgoogle.com/case-studies/loreal-paris-builds-brand-love-with-search.html
  34. 34. co: 34 SEARCH TREND FOR ROSE WINE: THE ULTIMATE SUMMER DRINK HAS A WINTER PEAK Source: Google Trends, worldwide, 2009-14 / thanks to Think With Google
  35. 35. co: 35 5. HOW DATA CAN SHINE A LIGHT ON EVEN THE MOST SUBJECTIVE CULTURAL QUESTIONS
  36. 36. co: 36 IS ART BECOMING MORE OR LESS POPULAR?
  37. 37. VISUAL CULTURE IS EXPLODING, BUT BEYOND THE WALLS OF MUSEUMS Source: NEA’s A Decade of Arts Engagement: Findings from the Survey of Public Participation in the Arts, 2002-2012; National Center for Education Statistics Data from 1970 - 2011 US adults attending art museums / galleries 2002, 2008, 2012 27% 21% +104% +209% Growth in all Bachelors Degrees Growth in Visual and Performing Arts Degrees 420m users 206m registered blogs 120k signups per day 900 posts per second Fastest growing social app in 2014 300m users 100% growth in adults users 2012 – 14
  38. 38. co: 38 WHAT MAKES GREAT TELEVISION?
  39. 39. co: 39 THE HIGHEST-RATED TV SHOWS ON ROTTEN TOMATOES Source: Rotten Tomatoes 2012 2013 2014 Sherlock Homeland Game of Thrones Mad Men Girls Justified Don’t Trust The B… Luck The Walking Dead New Girl Breaking Bad Game Of Thrones The Returned Mad Men Girls Orange Is The New Black The Walking Dead Nashville Masters of Sex The Americans Jane The Virgin The Good Wife Hannibal Veep Fargo Transparent Orphan Black The Americans The Walking Dead Orange Is The New Black        
  40. 40. co: 40 RECURRING THEMES The old order is falling: The Americans, GoT, The Walking Dead, Veep, Mad Men, Orphan Black Exploring sexuality: Masters Of Sex, Girls, Transparent, Jane The Virgin Strong women: Orange Is The New Black, The Good Wife, Veep, GoT, Mad Men, Orphan Black Epic productions: Luck, Game Of Thrones, Sherlock Serials: Breaking Bad, The Good Wife, Mad Men, Game Of Thrones, The Americans Sequels: 60% of top-rated shows are sequels Source: Co:Collective analysis
  41. 41. co: 41 WHERE ARE ALL THE COOL KIDS?
  42. 42. co: 42 HIPSTER SEARCH TERMS         Source: GOOGLE TRENDS
  43. 43. co: 43 WHERE ARE THESE HIPSTER SEARCH TERMS CONCENTRATED?         Source: GOOGLE TRENDS
  44. 44. co: 44 6. WHEN AGGREGATED DATA SHOWS PATTERNS ABOUT HOW BRANDS BEHAVE IN GENERAL
  45. 45. co: 45 Source: Mountain Dew Jay Chiat awards paper, 2015
  46. 46. co: 46 PANEL DATA ACROSS CATEGORIES, COUNTRIES AND YEARS TELLS US THAT BRANDS GROW THROUGH PENETRATION, NOT LOYALTY
  47. 47. co: 47 LOYALTY RATES ARE SIMILAR FOR SIMILAR-SIZED BRANDS Source: MRI, 2012 Restaurant Visited in last 6 months (MM) Visited in last 1 month (MM) % of visitors who are regulars Olive Garden 41 25 61 Red Lobster 29 18 62 Chili’s 27 17 63
  48. 48. co: 48 ENGAGEMENTRATES FORPASSIONBRANDS: HARLEY,TIFFANY,NIKE 0.66% ENGAGEMENTRATES FORALLBRANDS ONFACEBOOK 0.45% ENGAGEMENTRATES FORTHETOP10BRANDS ONFACEBOOK 0.33% FANS ARE FEW IN NUMBER AND LESS ENGAGED THAN YOU THINK: GROWTH COMES FROM MANY LIGHT BUYERS; ACQUAINTANCES, NOT FANS Source: Facebook engagement rates reported in Ad Age, 27 January 2012
  49. 49. co: 49 THAT’S WHY BRANDS TEND TO GROW ON THE BACK OF PENETRATION, NOT LOYALTY Source: IPA Effectiveness Awards case studies, quoted in Les Binet & Peter Field, Marketing In The Era Of Accountability % of effective ad campaigns reporting very large effects on Loyalty campaigns Penetration campaigns Sales 35 62 Market share 15 35 Profit 18 31
  50. 50. co: 50 7. WHEN YOU SEE BUSINESS DATA DIFFERENTLY THROUGH A MARKETING EYE
  51. 51. co: 51 PANIC! ONLY ONE IN EIGHT OUR CUSTOMERS IS A PRIMARY SHOPPER! Source: Bain & Co survey of west coast grocery shoppers, 2013 Store Client % of customers who are primary shoppers 12 % of customers who are secondary shoppers 88
  52. 52. co: 52 ACTUALLY, EVEN THE BIGGEST SUPERMARKETS DEPEND ON SECONDARY SHOPPERS: WHAT IF IT’S A SIGNAL OF A MORE REPERTOIRE WORLD? Source: Bain & Co survey of west coast grocery shoppers, 2013 Store Client Fresh & Easy Costco Aldi Trader Joe’s Wal-Mart Supercenter Von’s Ralph’s Safeway % of customers who are primary shoppers 12 15 17 18 19 27 28 32 33
  53. 53. co: 53 OH SHOOT! PRICE OR QUALITY DON’T PREDICT THE BEST-LOVED BRANDS: NET PROMOTER SCORE OF KEY GROCERY RETAILERS Source: Bain & Co survey of west coast grocery shoppers, 2013
  54. 54. co: 54 ACTUALLY, THE DATA SHOWS HOW PEOPLE LIKE THE BRANDS THAT ARE DIFFERENT Source: Co:Collective analysis of Bain & Co survey of west coast grocery shoppers, 2013 Store Costco Trader Joe’s WinCo Wholefoods Net promoter score 72 71 53 40 Distinctive features Members only Bulk sales only One-off megadeals on nonfood items Private label Limited SKUs ‘Treasure hunt’ Employee-owned Open 24/7 No credit cards Bag your own groceries Premium price Organic Gourmet meets health food
  55. 55. co: 55 DATA STORY SLAM
  56. 56. co: 56 HOW COULD YOU USE DATA TO TELL THE STORY OF TINDER?
  57. 57. co: 57 TINDER MOBILE DATING MARKET SHARE Source: Mobida
  58. 58. co: 58 TINDERAVAILABLEMARKET 51%OFUSADULTSARE SINGLE TINDERUSERS 50MMUSERS 12MMDAILY TINDERUSAGE 1BNSWIPES 12MMMATCHES 77MINUTESEVERYDAY TINDER NUMBERS Source: BBH New York, CityLab 2015REVENUETARGET $75MILLION ADVERTISINGREVENUE $22.5MILLION SUBSCRIPTION $10/MO FORTHEPREMIUMPRODUCT Tinder Plus Unlimited swipes Undo mistaken swipes Passport feature allows you to search people from outside your area
  59. 59. co: 59 Q1. WHAT INSIGHTS AND ASSUMPTIONS CAN WE MAKE ABOUT TINDER? Q2. HOW SHOULD TINDER THINK ABOUT HITTING ITS $75MM REVENUE TARGET? SO HOW WOULD YOU USE THIS DATA, AND WHAT YOU’VE LEARNED HERE, TO ANSWER TWO BASIC QUESTIONS?
  60. 60. co: 60 THANK YOU.
  61. 61. co: 61 SOURCES, REFERENCES AND INSPIRATION FOLLOW @THINKWITHGOOGLE @FIVETHIRTYEIGHT @PROFBYRON @THEDATAOFCOOL READ BYRON SHARP, HOW BRANDS GROW LES BINET AND PETER FIELD, THE LONG AND THE SHORT OF IT

×