Follow @littlefieldinc #BrandEvolution
Tuesday, September 17, 13
Product Distribution Experience
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Leading ChangeHow you grow & prosper
@wdpearce
Tuesday, September 17, 13
- Jack Welch
Why We Have To Constantly Change
@wdpearce
“When the rate of change outside exceeds the rate of change inside,
the end is in sight.”
Tuesday, September 17, 13
... are transforming the world of business
“Knowledge Economy” Virtual Organizations Mergers & Acquisitions
Electronic Commerce Digital Convergence Privatizations
How Are You Going To Stay In Business When...
@wdpearce
Tuesday, September 17, 13
Technical Personal
Every Change Has Two Parts
@wdpearce
Tuesday, September 17, 13
1. Change is a process that can only be led, not managed. Are you ready to lead?
2. The change process must be linked to intrinsic, personal motivations. What are they?
3. Change is a strategic imperative for every business.
4. Building capacity for change is an evolutionary process. It never stops. Ever.
Principles Of Change
@wdpearce
Tuesday, September 17, 13
Adapt Or Die
@wdpearce
Tuesday, September 17, 13
- George Washington was born.
- 25-year-old Benjamin Franklin first penned “Poor Richard’s Almanac.”
- 44 years before the United States would gain its independence from British rule in 1776.
- It was also the year Rowland Company was founded.
1732 Was The Year
@wdpearce
Tuesday, September 17, 13
- Started as a manufacturer of shovels, spades, springs for wagon wheels and other implements of manual labor.
- Rowland is now a specialty distributor/fabricator of industrial power transmission components for large machinery.
279 Years Of Change
@wdpearce
Tuesday, September 17, 13
- “It is going to be a challenge with the old-world way of manufacturing…
- CEO said, “so we are segueing and getting more lines to deal with manufacturers who have more types of the emerging products.”
- Management sees the company undergoing even more changes to remain an integral “problem solver” for industry.
In 2032, I Bet The Same Conversation
@wdpearce
Tuesday, September 17, 13
Creating Vision of Change
Motivating Change
Developing Support
Managing the Transition
Sustaining Momentum
The Vital Five
@wdpearce
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Envision
Enable
Energize
Leading Change
@wdpearce
Tuesday, September 17, 13
Current Situation
Restraining Forces for Change
External Driving Forces for Change
Who’s Got More Will?
@wdpearce
Tuesday, September 17, 13
Resistance to Change
20% 40% 60% 80% 100%
Source: Information Week
Limitations of Structure
Lack of Executive Commitment
Lack of Executive Champion
Unrealistic Expectations
Lack of Cross-Functional Team
Inadequate Team and User Skills
Team Not Involved
Change Too Narrow
Barriers To Change Are Us
@wdpearce
Tuesday, September 17, 13
Habit
Selective Processing
Economic Factors
Job Security
What Did I Do Wrong?
Individual Resistance
@wdpearce
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Threat to Power
Threat to Resource
Inertia
Limited Focus of Change
Organizational Resistance
@wdpearce
Tuesday, September 17, 13
Four Phases Of Death Transition
@wdpearce
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Four Phases Of Transition
@wdpearce
ResistanceDenial
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Four Phases Of Transition
Exploration Commitment
@wdpearce
Tuesday, September 17, 13
- The brain likes to maintain current state to guard the body from threats.
- Change is a disruption to this state. The natural reaction to a disruption is the proverbial fight-or-flight response.
- Change can also be thought of as emotional pain. Ironically, the body reacts to emotional pain the same as if it were physical pain.
- When you introduce change, your employees are fighting to avoid it as if their lives depended on it, which their brains literally think is the case.
Hardwiring In The Brain
@wdpearce
Tuesday, September 17, 13
- Change in the brain is represented by new wiring.
- New wiring is created from insights,which happen when we make a brand new connection in the brain.
- The brain loves insights. Insights release various brain chemicals associated with pleasure states.
What Is Change To A Brain?
@wdpearce
Tuesday, September 17, 13
- Reduce Status
- Create Certainty
- Introduce Autonomy
- Communicate Relatedness
- Ensure Fairness
Make It Easy Easier
@wdpearce
Tuesday, September 17, 13
- Nothing changes until something changes.
- The Change Agent uses the catalyst to motivate others of the need for change.
Change Needs A Catalyst
@wdpearce
Tuesday, September 17, 13
Change Sponsor
Change Agents
Change Target
These are individuals or groups with the power to determine that a change will occur.
These are individuals or groups responsible for seeing that a previously determined change occurs.
These are individuals or groups who are asked to change something (knowledge, skills, or
behavior) as a result of the change.
Who’s On The Bus?
@wdpearce
Tuesday, September 17, 13
What would make them supportive?
- Information / understanding? - Involvement and ownership? - Changes in planned actions? - Direction from more senior managers? - Evidence of the success of the change?
What would make them resist?
- Personal threat? - Non-involvement in decisions? - Personal rivalries? - Insufficient evidence in ‘trial period’ (defined by them)?
Influencing The Target
@wdpearce
Tuesday, September 17, 13
Understands Change Appreciates Others Manages Resistance
Critical Skills Of Change Agents
@wdpearce
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Culture Capacity
Leadership CapacityIndividual
& Team Capacity
FutureState
CurrentState
Leading
Designing
Reinforcing
EndingExplorin
g
Beg
inni
ng
Leadership
Communication
Org
aniz
atio
nal T
ransit
ion
Perso
nal T
ransit
ion
Elements Of Change Enablement
@wdpearce
Tuesday, September 17, 13
Providing Resource for Change
Building a Support System for Change Agents
Developing New Competencies and Skills
Reinforcing New Behaviors
Staying the Course
Sustaining Momentum
@wdpearce
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The King & The QueenRuling In The Digital Age
Tuesday, September 17, 13
Is all content created equal?Are we all kings of our own content creation?Is posting a message to our friends the same as posting one to 20,000 people?Storytelling matters.
Content Is King
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Homegrown
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Polished and Slick
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The Grand Slam
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Same Old Song & Dance
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Who are they?What do they have in common?Why are they interested in us?What do they want or expect from us?Knowing will help develop your voice.
Know Your Audience
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Develop Your Voice
How you talk to your audience.Similar to casting an actor for a movie role. Casual? Formal?Always be conversational.Listen.Think about what they want to hear.Say something worth hearing.
Tuesday, September 17, 13
Great content in a vacuum isn’t so great.Grow your own channels—social media.Tailor your content for each channel.Same message, different deliveries.Photos, memes, video, text, polls.Know your channels.
Distribution Is Queen
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Know your audience.Develop your voice.Create content they’ll engage with.Leverage your channels.Be The King, Know Your Queen,Rule The Digital Age.
Rule The Digital Age
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Digital Evolution to Revolution
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- 18 Years Old- Had Lots of Hair- Wore Glasses
- 38 Years Old- Slightly Less Hair- Lasik Surgery
20 Years Ago Today
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TV & Radio20 Years AgoBroadcast TVRadioCable TV
TodayBroadcast TVRadioCable TVDigital Satellite TVSatellite RadioConnected TVsApple TV, RokuStreaming video & audioNetflix, Hulu, Xbox, Amazon, YouTube, Pandora, iHeartRadio, Spotify, iTunes Radio, Podcasts…
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20 Years AgoNewspaperMagazine
TodayNewspaperMagazineTabletsKindleNookOther E-readersDigital NewslettersRSS FeedsSocial BookmarksDigg, Reddit
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Outdoor20 Years AgoBillboardsPostersTransit
TodayBillboardsPostersTransitDigital BulletinsTaxi TV3D Projection MappingDigital Cinema AdsPlace-Based Digital NetworksGyms, Bars, Convenience Stores, TouchTunes…
Tuesday, September 17, 13
Online
20 Years AgoFirst Banner Ad didn’t run until October 1994
TodayBanner AdsRich Media UnitsVideo AdsMobile Web BannersSmartphone & Tablet AppsGeo-FencingAnd many more…
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Social Media
20 Years Ago
Myspace launched 10 years later in Aug. 2003
Facebook in February 2004
Twitter in March 2006
Instagram just 3 years ago in Oct. 2010
Today
YouTube
Foursquare
Hundreds of others
Tuesday, September 17, 13
Media fragmenta-on is growing at an exponen-al rate, crea-ng an ever more
complex media environment.
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Increasing fragmentation leads to more time spent with media.
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Every day people are consuming 12 hours of media in only 9 hours.
~Source: comScore
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77% of connected users watch TV with another device
Source: eMarketer 2013
To accomplish that, multitasking has become the norm.
Tuesday, September 17, 13
Media fragmentation and the explosion of personalized media are cropping up so rapidly
that it’s almost impossible for digital marketers to keep up.
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There is hope
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RISE OF THE MACHINESPROGRAMMATIC BUYING
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“Humans really are not suited to the task. Not only are we too slow, but we're generally bad
with numbers and complain far too much.”~Chris Sukornyk
Tuesday, September 17, 13
Programmatic buying is the process of executing media buys in an automated fashion
rather than through manual negotiations.
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A Brief History Of Digital Advertising Buying
- Digital advertising used to be purchased and sold 100% manually.
- Those with ads to sell, such as Yahoo! or MSN, would pitch their ad inventory directly to advertisers and agencies.
- At the same time agencies and advertisers would issue RFPs requesting access to ad inventory available on the publisher websites.
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As ad networks and the alphabet soup of associated platforms such as DSPs, SSPs and RTB systems emerged, the need arose for an automated process to help facilitate the buying and selling of digital advertising.
Programmatic Buying allows advertisers and publishers to interact in the complex landscape of today.
Tuesday, September 17, 13
Similar to the evolution of the stock market where trades were once performed through human interactions
and are now primarily done through automated systems.
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Why Is This A Revolution?
- Advertisers can buy impressions individually, not grouped by the thousands or millions.
- Each ad marketplace auction allows an advertiser to serve one specific ad to one single consumer in one single context realizing true one-to-one marketing at scale.
Tuesday, September 17, 13
Benefits Of Programmatic Buying
Reduce WasteAvoid payment for the
wrong kind of consumer that happens to be
visiting a certain content property or even the
right kind of consumer when they are visiting in
the wrong context.
More PropertiesDue to its real-time
connection with many large inventory sources, programmatic buying
can consider vastly more websites and digital properties than any
manual buying process ever could.
More DataTraditional buying may
define segments with just a handful of attributes
like age, gender, income, geography, education.
Programmatic buying systems can evaluate
millions of data features all in real time.
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Display Banners Video
Mobile Social
Multiple digital channels currently supporting Programmatic Buying
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Nearly one-fifth of US display spending will be automated this year.
- US display advertisers will spend $3.34 billion this year on real-time bidding ads, up 73.9% from last year.- Programmatic video advertising accounts for 19% of the marketplace up 71% versus 2012.
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Plethora of terminology surrounding Programmatic Buying
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RTB
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Real-Time Bidding (RTB) is a method of buying and selling through an online auction,
in real time, one ad impression at a time.
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Programmatic Buying and Real-Time Bidding (RTB) are not interchangeable.
RTB is a feature of programmatic—a subset.
Programmatic can serve marketers, vendors that don't bid in real time.
Real-Time Bidding
ProgrammaticBuying
Tuesday, September 17, 13
Ad Exchanges are the marketplace that facilitates real-time, auction-based transactions.
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Just as there are multiple stock exchanges (NYSE, Tokyo, London), there are multiple Ad Exchanges.
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Demand-Side Platforms (DSPs)System that allows buyers
of digital advertising to manage multiple ad and data exchange accounts through
one interface.
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Data Management Platforms (DMPs) Consolidate online and offline customer data
from various sources into a single location.
DMP
Website Data
3rd Party Data
CRM Data
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Data Management Platforms (DMPs) Then break the data down into specific demographic and
behavioral segments that can be used to target online advertising.
Audience Insights
Audience Segmentation
Audience Modeling
DMP
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DMPs are designed to help both marketers and publishers make the data they have actionable.
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DMP RTB DSP Exchange
Programmatic Buying is the process of executing media buys in an automated fashion. A
dver
tiser Publisher
Technologies facilitate the automated process.
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“Programmatic Buying will become the dominant method of purchase across all media channels in the near future.”
~Bonin BoughTuesday, September 17, 13
Analysts predict television will be the next form of media to embrace Programmatic Buying.
Today, we can already buy digital OOH across the country using the programmatic
auction in taxi cabs, malls, airports, and other digitally connected settings.
As off-line media takes on digital buying principals, the line between digital
advertising and traditional advertising may soon be erased.
Tuesday, September 17, 13
Automation will not replace media management.
- Programmatic Buying is both an art and a science.
- The scientific component—the algorithm—gets most of the glory, but the human element is crucial to proper execution.
- Algorithms are only as good as the data that feeds them, and data is only as good as the strategies it informs.
The human element of Programmatic Buying is critical to its success.
Tuesday, September 17, 13
The Evolution of media through fragmentation has created an ever more complex media landscape.
Marketers need to embrace the “Programmatic Buying Revolution” for the benefits it provides and to keep
in step with the future of advertising.
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Littlefield Summit 2013The Evolution of Your Brand.
Tuesday, September 17, 13
The Evolution of Our Brand.
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It doesn’t matter how well you say the wrong thing.
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How People Make Buying Decisions
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95% of Thinking is Subconscious. 5% is Rational.
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The single, most persuasive idea that’s: - Most relevant to your customers.
- True to who you are.
- Can be delivered across all brand touch points.
The One Thing
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Outperform competitors in stock-market performance by 8:1.
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Outperform general market and comparison companies
by 15:1 and 6:1, respectively.
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400% higher revenues.700% greater job growth.
1,200% higher stock prices.
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Top 50 Brands vs. S&P 500Top 50 S&P 500
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A Brand Purpose
Each brand was built on an ideal of improving lives in some way, regardless of size and category.
What Did The Top 50 Have In Common?
Top 50 Brands vs. S&P 500
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Your Brand Purpose - Internal
- Gives employees a unified, inspiring reason to go to work every day.
- Gives your entire business extreme focus—from HR and Marketing to R&D and Finance.
- Helps you make a much stronger connection with every customer interaction.
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Brand Purpose
Delivering Happiness.
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Brand Purpose
Caring for the happy, healthy development of babies.
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Brand Purpose
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The Purpose of Purpose
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Crown, A World of Entertainment
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Purpose: Sharpens your offer
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Purpose: Changes the !ules
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Purpose: Connects people
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“I make the cars go faster”
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Purpose: B!eaks down "ilos
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Purpose: Creates new
business models
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K!yptonite for Purpose
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Follow @littlefieldinc #BrandEvolution
Tuesday, September 17, 13