Tag Archives: cause-marketing

Ringing out the Old with News from E.B. for 2022



For the past 44 episodes of Insider Interviews I’ve put a lot of well-known media and marketing folks in the hot seat …And today’s guest is … E.B. Moss. Me. Because as we ring out the old and ring in the new I’ve got some news for you.

This nice round number, episode 45, will be one of the last for Insider Interviews for a while, as I embrace something really new. A brand new role as Senior Vice President of Content and Community for Brand Innovators.

I’m thrilled to join this company, which has done such a great job for the past 10 years of creating a community for marketers and helping build relationships between those marketers and media folks. They’ve done it through an incredible number of events and panel discussions, fireside chats, activations, tent poles, content articles, you name it. I will help further that community and also build new products. So, stay tuned as they say. And join us!
In looking back to look forward, as I wrote in The Continuum recently, I had some wonderful conversations. After launching with programming pro, Gary Krantz, talking about audio and the evolution of radio and podcasting my very next episode was in March of 2020 was Shelly Palmer, the pundit, who accurately predicted that we all better have our tech set up well to work from home. Check.

In episode 7, Claude Silver, the Chief Heart Officer of Vayner Media, emphasized the need in our increasingly isolated environment to build relationships. And then Arra Yerganian educated us in episode 22, about the social determinants of health as we’re so impacted by our surroundings. (I hope you’re creating a safe space for yourself and finding ways to bring joy into your world, even as we have to isolate a little bit longer now.)
On the DEI front Robyn Streisand, founder of The Mixx, is doing a terrific job at educating brands on how to embrace diverse communities and market authentically. And then, hats off to KoAnn Skrzyniarz, for building Sustainable Brands and emphasizing brand purpose and the business value of embracing sustainability and purpose-driven messaging.
Talk about influencers.
That’s what Danielle Wiley of Sway did and really informed us about how to manage what’s been influential and what hasn’t. And it all kind comes together with Joe Jackman in episode 37, talking about reinvention. Because that’s what we’re all doing these days. Marc Kidd and Anna Bager each talked about the out of home ad industry and their headaches during a time when nobody was traveling. Captivate, where Marc is CEO, specialized in elevator advertising, and no one was going into office buildings! So they figured out how to pivot — or reinvent — by expanding their signage to places where people play and live like golf courses and apartment buildings. Anna Bager talked about how out of home signage really helped move public service messaging forward, especially with the healthcare messaging that is so important these days.
There were also some really impactful conversations with women in marketing. I want to thank, for example, Melissa Grady, the CMO of Cadillac, as well as Heidi Zak, the co-founder and CEO of third love, as just two examples.
And I was able to do articles on both of them for The Continuum. That’s the publication where I was editor in chief for the past year. We published some excellent articles about the need for both brand and demand marketing. That publication will continue to embrace the future. And it’s a very worthy read.
But I think as I look forward, and look back, some of Ruth Steven’s words were exactly right and underscores why my move to Brand Innovators will be so timely. Ruth is one of the foremost experts in B2B marketing.

And she said in our interview,

“Today, the ability of the salesperson to guide a purchase in the buyer’s direction and really understand the needs of that buyer has been eroded. So the marketer needs to step in and provide the educational content.”

So my friends, I’m going to keep finding lots of ways to help marketers get their message out and to help connect the seller, the buyer, the media organization and the marketer, and I look forward to being able to continue delivering you that insider scoop. Just from a different venue.
With that, I wish you all the very, very best and a happy and especially a healthy 2022, and hope to maintain my relationship with all of you through various forms of content, as well as hopefully at in-person event sooner rather than later.
I thank you so much for listening.
Post Script: If you haven’t heard it yet, I will pick up my “passion podcast” soon – about my “friends in high places” so please subscribe to It’s Quite a Living now to not miss a forthcoming moment when that relaunches in early 2022.
PPS: You can STILL follow me at @mossappeal on social media!


Header Image - Epi 44 of Insider Interviews with guest Anna Bager

OAAA’s Anna Bager on Out of Home Improvement



For the past several years, Out of Home advertising (OOH) had back-to-back growth. Then, like so many changes in our daily habits, travel slowed, media habits shifted and signage became less of commodity. But, as Anna Bager, the CEO of the OAAA – the trade association for outdoor advertising recently shared:

Part of that is tempering excitement over new technologies with a focus on society’s heightened need for humanity and real connections. The right strategy helps brands ensure they’re reaching consumers where they are, providing an experience that’s contextual and relevant.

This conversation with Anna expresses the “what’s old is new again” value of OOH and its ability to offer that “where they are” connection with consumers and provides an experience that’s contextual and relevant, privacy-compliant AND hyper-local!
NOTE: It’s a terrific complement to Epi 43 with the CEO of Captivate which focused on how their form of digital place-based advertising —  in-elevator media — also had to shift its “place” and pivot during the pandemic. In both cases you’ll hear about the value of both digital engagement and innovation and good old purpose driven messaging. (And if you want to learn about the IAB — Anna’s previous home before her focus on out of home — check out Epi 20 with David Cohen!)

We discuss:

  • The evolution of OOH from static hiway signs (think Burma Shave!) to interactive digital takeovers (think Times Square!)
  • How the medium survived the downturn in travel during the peak pandemic months by doubling down on its track record asa public service tool…
  • How OOH supports both “brand and demand” marketing.

We wrap with Anna’s personal preferences for cool tools of the future!
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Pearl Servat’s Visible Marketing Wisdom



When I met Pearl Servat three years ago, Visible was brand new in the world of wireless carriers, and Servat was generating content about it. Now she is fairly new in an elevated role as Head of Brand Marketing and Demand Gen for the disrupter division of Verizon Wireless, and gives good content herself in our conversation about driving customer connections.
Servat honed her PR chops in the entertainment and brand world under the mentorship of marketing heavy hitters like Pat Kingsley (PMK-BNC), but made the switch, as they say in the world of carriers, to helm “brand and demand” marketing. In Epi 39, she discusses both her own evolution, and that of Visible. Hear how she leverages partnerships with like-minded brand ambassadors and ensures the first all-digital wireless carrier in the US doesn’t forget its mission of kindness and transparency:

“I essentially sit at the intersection of where I’ve always loved to be.  Between brand building and conversion and acquisition, driving and growth.”

Mission First, Marketing Next.

  • Servat explains that Visible’s mission drove her to lead efforts to connect people during some of the scariest days of the pandemic.
  • Hear how a simple email campaign that Visible sent asking how customers were holding up during the pandemic had unexpected impact.
  • Staying true to its DNA, the brand launched the #VisibleActsofKindness campaign and garnered over 2 million organic interactions.
  • Hear her perspective on the importance of both brand and demand marketing, as her title implies, AND experiential marketing — such as when they turned Los Angeles bus stops into mock living rooms, and even ski lifts settings giving customers a tactical connection with the all digital brand in lieu of physical retail locations.

“It’s beyond just retaining the consumer for us…We truly try to be as intentional as we can at every touch point with the brand. So, it doesn’t just start and stop with marketing.”

Partnerships that Matter

  • Partnerships and brand ambassadorships help extend the reach of the brand.
  • Servat emphasizes the importance of partnering with people who live by the same mission as the company.
  • Potential partners have seen the work Visible is doing and reached out to the company, interested in collaboration—the mission drives these kinds of partnerships.
  • Staying on trend? Servat credits her team, modestly saying she’s not “nearly as hip and cool as they are.”
  • And on working with marquee names like Kevin Bacon and Dan Levy? Well…

“When it comes to talent partnerships, we do a significant amount of research…And we only work with talent who walk the walk when it comes to social impact, what they stand for on an ongoing basis, [and] how they connect with their own communities.”

To hear more on the early stage Visible marketing efforts, listen to Insider Interviews Epi 10 with then CMO Minjae Ormes.

Connect with Servat and Visible

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Jackman Reinvents

Joe Jackman Reinvents How Brands Embrace Change



Not many people – or brands — love change as much as Joe Jackman. The CEO of Jackman Reinvents has been a valued advisor to major retailers like Staples and brands like Flow Water, to B2B companies and to private equity partners. In this episode hear how he uses insights about trends and human behavior to drive change – or reinvention – and why that’s essential for a brand today.
Jackman believes that moving from town to town as a kid with his retail exec dad emboldened him and taught him relationship skills. To the envy of any who have experienced “imposter complex,” Jackman has confidently embraced change professionally, moving from creative to CMO to CEO, admittedly making it up as he went along at many of the stops along the way. Learn what’s needed for companies to thrive, and the consequences for those that choose to emulate ostriches.
This 40-minute conversation is filled with insights – or, as Jackman calls them when working with clients, “nuggets you can actually hang a strategy off.”
I encourage a full listen, but here are some unmissable elements and Jackman Takeaways:
  • Change has been coming fast and furious for many years, but the pandemic has compressed the need for speed to do things differently now; not just in people’s lives, but in the dynamics of the marketplace
 Jackman Takeaway: If you’re not changing and evolving, you’re stuck. That would probably be the best scenario. But the more common scenario is you’re moving backwards or, in business terms, you’re waning or dying.”
  • Joe Jackman explained his personal path and how an appreciation of change took him from creative director to business owner after stints helping launch brands like Joe Fresh (no relation!).
 Jackman Takeaway: “I said, why can’t I be a brand strategist? What do I need to know? Who do I need to learn from? And then, eventually, I just thought, ‘Why can’t I shape strategy at the very highest level?”
  • That attitude led to becoming a “reinventionist” – and the definition thereof:
Jackman Takeaway: “It’s a word I made up, but basically the definition is to just be really good at making change happen and to great benefit. The world needs more people with the skills and in the mindset of making change.”
  • Learn which immutable law of marketing he adopted from Al Ries and Jack Trout and built his agency on.
  • Jackman’s concept of reinvention is tied to “invention,” and a brand’s transformation is intrinsically tied to its DNA.
  • We need to collectively “reposition the entire idea of change in our minds as a positive force, and essential. It should be seen as creating the next best, most powerful and relevant version of you or your company.” (He literally wrote the book on this: “Reinventionist Mindset”with a set of five principles for change.)
  • The status quo – especially when paired with success — is a killer. Business model life cycles, executives’ tenures, the length of brands’ relevance, are all compressing. So, since “the future arrives daily,” brands need to figure out step-by-step how to evolve and “get pro athlete good at it or you have it done to you.”
  • Learn how Jackman helped Staples create trial stores that were hybrid workspace meets product sampling; and transformed Rexall, including being the first drugstore in Canada to start offering flu shots.
Jackman Takeaway on Retail: “In a world of choice, which is what the internet did to retail, retail was relatively slow to adapt…. There are exceptions, but retail generally sat and was lacking innovation… A lot of disruption was enabled by that sense of ‘oh, maybe one day we’ll evolve, but stores are the thing now…’. If retail leadership was prescient in reading what’s happening, Amazon wouldn’t exist. Casper wouldn’t exist. Netflix wouldn’t exist and there’d be a streaming service called Blockbuster.”
Big Jackman Takeaway: “There’s probably only one rule in all of this work in transformation: That you must deeply understand who your customers are and what they care about most. …beyond function, into the world of emotion. Most marketers focus on the means. Understand what the end is.”
  • Jackman gives his definition of a brand and why adopting that helps drive trust.
Jackman Takeaway: A brand equals purpose elevated to experience, delivered consistently. Most companies haven’t got that very well defined, and, and yet, if you look at the evidence, purpose led companies tend to outperform their peers.”
  • Cohesive messaging and linkage between ideas and all advertising is essential to continue the brand message.
  • It takes balance and a strong foundation to leverage both brand awareness and demand marketing (and he explains how it relates to dating!)
 Jackman Takeaway: “Performance marketing today is important — because it’s data centric and it’s measurable and we can adjust it — …as long as it ladders up to a higher order of purpose. If there’s no red thread that links to that, that’s not good. You can’t build trust. …And today’s measure of success is if I truly have a relationship with the brand.”

  • Trust, and being in a Values Economy is greatly affecting brands right now.
  • Sustainability and similar values are amplified more now in our pandemic context and impact how consumers make purchase decisions…There’s a lot of de-selection going on today.”
  • Jackman also explains the only two consumer choice tiebreakers

 

 Jackman Takeaway: “I’ve helped well north of 50 companies, and along the way I noticed we’re wired as humans to behave in certain ways. One of the things we don’t love is change. … But I observed ways of thinking and doing that enabled success to come faster… I got them down to five. … For example, the first one is ‘seek insight everywhere’.”
  • Learn to understand cultural currency and even reinvent the old marketing maxim of: ‘I need to pay attention to the customers that I do the most business with.’ (Hint: that’s fine, but you also “don’t want to be a brand or a business that’s like a great aunt: you know, fondly thought of, but never visited.” [That hit a little close to home for this host! Just sayin’.] So, learn to have relevant conversations with the up and coming set of customers [and with, note to self, the nieces and nephews.]
  • Understand how DEI dovetails with cultural relevance and brand values…  and what Jackman would change most about our world. (Note: Hat tip: Maryam Banikarim)
Finally, what brand would Jackman reinvent next?

“What do I want to reinvent? The next company that interests me or has lost its way. And there’s so much of that. How wonderful to spend a career on just figuring out the next act of whatever! And, since climate change is real, and we have to start to make a real difference, those are the kinds of opportunities I’m gravitating towards now. And I’m super excited to be at least part of the solution as best I can.”

If you found this helpful, please consider supporting this ad-free podcast with a small donation (“Buy me a Coffee!”) at https://www.buymeacoffee.com/mossappeal AND please share with others in marketing and business…and even add a review  on Apple, or wherever you like to listen!
Find Jackman Reinvents at: https://www.jackmanreinvents.com
On Insta: https://www.instagram.com/wearejackman/
Find Joe Jackman, his book and podcast at: https://www.joejackman.com/
Please follow E.B. Moss and Insider Interviews on:

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And – if I can help you build or enhance a podcast for YOUR business, please reach out at podcasts@mossappeal.com !

E.B.

 


Having Sway – Danielle Wiley on Influencer Marketing



In 2020,  Danielle Wiley was included in the revered “Top 50” list by Talking Influence. And the agency she founded, Sway Group was selected by Chief Marketer as one of just three influencer agencies of the “2020 Chief Marketer 200”. So it’s a safe bet that she has something to say about #influencermarketing. And that’s what she did, in Epi 32 of Insider Interviews.

I’d had the chance to experience Wiley’s thoughts last year when she contributed to The Continuum, a publication about brand + demand marketing, which I’m privileged to edit. In that article she explained how to look at the KPIs of influencer marketing a little bit differently, and the varied ways to determine impact and engagement. We touched on that in this conversation, but a 30-minute conversation gives you a chance to understand much more — not just about this food writer turned marketer, but things like how cause-marketing is another essential ingredient in influencing consumers. And these days, Sway has evolved to embrace that (and she shared case study examples) as well as digital advertising, both programmatic and paid social, and built what was a natural extension: a content studio.

One of my favorite discoveries about Wiley (aside from learning about our common roots working at Food Network in the early days!) was that she was a baker and a cheesemonger at one point. I believe that takes the cake for eclectic pasts among my podcast guests. Her culinary chops have served her well, though, as she can name several brands in or around the category as clients, including Igloo, Coleman, and Domino’s.

If that didn’t get you hungry to hear more, here’s what else we discussed:

  • Wiley’s evolution from a baker and blogger to early stage expert in social media to our common ground in marketing chefs like Emeril as “c-hunks”!
  • Her observation of the power of engagement with popular bloggers — and the infusion of trust vs. the singular appeal of celebrity

In its infancy influencers were treated more like journalists. Brands were just sending them product and expecting that they would get reviews out of it. That worked …for a short period of time. …Then they realized ‘if we’re just sending them a box of Mac & Cheese, we can’t have control over messaging…’. And we started paying them.

  • How the transition from providing product to bloggers to hiring them necessitated greater trust and authenticity in the influencer, and the path to creative content was laid
  • How Sway itself evolved away from the “Hollywood agent” business model to be able to scale and replicate requests — whether for moms of bedwetters or people who picnic with pizza
  • How brands solve for the demand for content tonnage across multiple channels — which sparked the birth of a content studio
  • Why the most important step in the strategic brief is a deep dive into the brand’s KPIs — impressions? engagement?

The big thing to remember is that as you increase in following the engagement rate goes down dramatically.

  • What’s a micro or a nano influencer and why does it matter — and the various forms of sponsorship. (Hint: Feel free to sponsor THIS podcast just by buying me a coffee!)
  • The shift from wanting to steer clear of influencers with a point of view, to actively seeking that out — and how the GenZ demand for brand purpose has influenced how brands use influencers!
  • Wiley explained the two initiatives Sway worked on for Stonyfield Farms, for example – tapping eco-conscious influencers and creating a cause-related corporate initiative

We took a deeper dive into pro-social initiatives and examples, and the confluence of content channels. (Of course I mentioned the conference I’m producing about the intersection of television and podcasting for example!) And that led to a chat about why Wiley’s family gets a little annoyed about her heavy podcast consumption habit!

Find Danielle Wiley at:

Sway’s social channels are:
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KoAnn on Building Sustainable Brands – Epi 28



KoAnn Skrzyniarz has been making a strong case for building Sustainable Brands in global conversations with some of the world’s biggest advertisers. It’s all about the business value of environmental and social purpose. And the data is on her side.

In time for Earth Month, or any time, in Epi 28 KoAnn (frequently known by just her first name) shares not just the “whys”, but some recent “hows”: how sustainability has moved the needle for leading brands and how to be resilient in a “VUCA” world. A what?

Listen; she’ll explain, and we also discuss:

  • The impetus for creating Sustainable Brands – and if its mission has changed more than 15 years later?
  • What kind of changes has she seen in the brand and media marketplace in terms of embracing brand purpose

“Twenty years ago it was not recognized that companies that understood how to innovate for environmental and social benefit were going to be the companies that survived and thrived in the 21st century.”

  • Is Corporate Social Responsibility (CSR) a good description? (Hint: KoAnn explains why it’s more a “business opportunity” and why the ANA [Association of National Advertisers] uses he notion of ‘good growth’. )
  • How companies should integrate their brand marketers and strategists, the product and service positioning teams AND the sustainability/procurement/diversity teams
  • Is our current focus on brand purpose just another trend? How does it compare to the green rush of the 2007 timeframe or rallying around Hurricane Katrina? Have companies evolved in their mission-driven work?
  • The data supportive of sales driven by environmental and social value propositions; What kinds of brand transformation are happening — and at which companies?
  • How have companies like Clorox and P&G navigated the road to sustainability? And what is a Brand Transformation Roadmap?
  • How has Sustainable Brands itself pivoted during the pandemic to salvage — and even grow — their world-class conferences in a VUCA world! (There it is again!)

 Additional Links:

SB Brand Transformation RoadmapSM.

Sustainable Brands global conferences 

P&G Planet KIND brand

Clorox Company social responsibility

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