Traditional news wants new media to fund them

A think tank has called for online giants Google and Facebook to pay for the news they take from media outlets and then use on their own websites.

http://www.theguardian.com/media/greenslade/2016/may/26/make-google-and-facebook-pay-levy-to-support-journalism-academic

No, it is actually a real article!

Does Digital Help Create Social Isolation?

Social Isolation is where a person (or people) have a complete or near-complete lack of contact with the society in which they live.

• News websites mean you don't need to walk out and buy a newspaper or go to the library
• eCommerce websites and apps mean you don't have to go to the shops
• Online games mean your kids don't want to walk out to the local park and kick a ball about
• Virtual Reality cuts you off from everything so that you don't even have to engage with a real person (or possibly a human looking avatar)

However, in creating online / digital systems and products that allow an individual to communicate with a computer user interface, but not a real human... are we actually adding to this isolation?

The benefits & pitfalls of Scottish companies selling online

As a specialist digital consultant, I speak with a lot of Scottish businesses of all sizes about the opportunities that eCommerce can bring. Most agree that using the Internet to open up new markets and sell a greater amount of products is of commercial interest to them – who wouldn't want more customers and more revenue?

However a lot of businesses have still to venture into eCommerce and time after time the same key reasons for not doing so keep cropping up:

• Concerns about the cost of setting up and running an online business
• Concerns that “you need to be technical” 
• Concerns about online payments and security
• Concerns about distance selling and the appropriate regulations
• Concerns about delivery, returns, etc.
• Concerns about getting & keeping customers

However, help is on-hand from Scottish Enterprise for those organisations who want to learn more about how to go about setting up an online store and grow their business via electronic means. Courses, workshops and dedicated digital and eCommerce expertise via specialist consultants are all available.

Plus it is important to remember is not just about selling to the home Scottish market, eCommerce opportunities also lie abroad. In fact, back in 2013 a report on Scotland’s Digital Future stated that more than 90% of eCommerce in Scotland was already being conducted with other UK or overseas customers. It is therefore unsurprising that in the last few years a Scottish Enterprise workshop on the topic of International eCommerce has been run in many locations across the country. I sometimes help take this popular workshop and it covers topics such as: researching new markets, translating content, global payment methods and international digital marketing techniques.

So what are you waiting for?

What’s in store for digital retailing and Scottish companies?

There’s been a consistent growth in UK one retailing for over a decade now. In fact, the number of UK citizens ordering goods electronically has increased significantly from an already impressive 44% in 2005 to a huge 79% in 2014. This means that nearly everyone with an Internet connection in the UK has now bought something online and actually makes us the biggest adopters of eCommerce in the EU.

This increase also shows no signs of stopping any time soon. All predictions are that more & more products of increasing complexity will be purchased via a browser or app in the future. You only have look back at the types of products bought online just a few years ago… cheap, simple, off-the-shelf, branded and easily packaged- such as books and CD’s (which is how Amazon started off). But now practically everything gets bought online including: complex, expensive, bespoke and considered products – from cruise packages thought to tailored fashion clothing and hand-made furniture if you so wish.

So in my view, the eCommerce future for Scottish companies is very bright and Scottish companies should be no different to any other in the UK when it comes to online selling. There’s still huge opportunities to sell products (and even services) to customers in the UK, Europe, North America and even further afield. Whether you come from the suburbs of London or the shores of Loch Ness, it is possible to sell to the global village of 3.2 Billion online users (which is about 40% of the world’s population).

Unsure what will sell? Well tastes and trends change across the globe, so you shouldn’t necessarily restrict the products that you offer online. There’s also no physical limits on space, so why not put everything online and see what gets bought?

Wearables in the workplace

Do you wear a fitness band or have a health tracker app running on your smartphone?

If you do, then you probably use it to track your personal activity such as: steps walked, energy spent, stairs climbed or average heart rate.

But could your employer benefit from your use of wearable technology and is this in your best interests?

Perhaps not, and here's why:

1. Activity monitor company Fitbit is targeting companies with its products http://www.cio.com/article/2969973/fitbit-caters-to-corporations-and-not-just-with-discounted-fitness-trackers.html
2. Court cases are now using fitness tracker data to back-up or discredit testimonies which rely on human movement 

Yup! And if this trend continues....

How to get 6800% ROI from a single eCommerce marketing campaign

Back in 2014, my consultancy (Ideal Interface) had an eCommerce client who was having a couple
of major issues:

1. The Return On Investment (ROI) from their Affiliate Marketing efforts using voucher codes was highly variable, having a significant effect on sales margins
2. Conversions rates were falling at key points in the checkout process, as customers were entering invalid voucher codes collected from across the web

The challenge was to take ownership back of the voucher code arena and develop a
marketing programme which would meet the following objectives:

• Test and develop a Voucher Code campaign that users would go to directly and increase the ROI from Voucher Code usage
• Reduce the impact on shopping checkout abandon rates where customers entered a Voucher Code
• Encourage these voucher code users to join the e-mail marketing programme, to subsequently entice voucher code users to become regular customers
• Devise and test a specific e-mail marketing programme for this list of customers that would increase the likelihood of purchasing again

So what happened?

• It was established that users searching on Google for voucher codes were the best group of potential customers to target.
• The first step was to test and develop a Google AdWords campaign based around keyword searches by potential customer using a range of brand name and voucher code related terms such as “<brand> code” and “<brand>; discount code”.
• Then several adverts and discount offers were tested and optimised within the Google advert copy. This was done to see which would provide the best rate of return and to evaluate the propensity to sign up to an email marketing programme.
• The impact on the shopping checkout rate was also monitored.
• An e-mail marketing programme was subsequently devised for this specific list of customers and tests conducted to see which headings, offers and promotions encouraged them to buy again.

The results?

• The Google AdWords Voucher Code campaign produced a staggering return on investment of over 6800%.
• The drop-out rate at the shopping checkout stage for those attempting to use voucher codes halved.
• Over 30% of customers recruited from the Google AdWords Voucher Code campaign went on to join the e-mail marketing programme.
• Over 55% of customers joining the e-mail marketing programme purchased again within 2 months.

A Digital Product or Proposition

Are you struggling with the difference between a Digital Product or a Digital Proposition? I was for a while, but think I've now found the best way of explaining each:

Product
A product is an item, idea or service for sale that satisfies a need (or want)

Proposition:
A proposition (or value proposition) is an explanation of why your customer should purchase your product. It should answer the question “what’s in it for me?”.
It should therefore ideally:

• Be relevant - answer the question "why me?"
• Communicate key benefits -  - answer the question "what will it help solve?"
• Provide differentiation -  answer the question "why not buy something else?"
• And.... It is NOT a slogan or a positioning statement

How satisfied are you with your eCommerce experience?

Will One Line Of Code Help Your SEO?

There's been quite a lot of discussion online (and a little offline) about a recent blog article called: How I Sped Up My Site 68.35% With One Line of Code

I think the biggest buzz about this article has been in the SEO community, who suddenly got all excited about a magical way to speed up web pages. Mentioned by Moz (the organic optimisation industry's catnip) you could be fooled into thinking that one person had suddenly found a way to massively boost a site to the top of the results pages.
Note: For those who don't know, the speed a page downloads is cited as one of the numerous factors taken into consideration when search engines such as Google rank (judge) your site... having a much faster page load speed with just one little line of code would be fabulous.
But alas, that's not the case.

You see, I think this article is misleading as it explains how to use an HTML tag called "rel-prerender".

For those who don't know, the rel-prerender tag is used on a website to place into computer memory the next page the site developer expects the users to click on. For example, Google sometimes use it in their search engine results pages (SERPs) to make the experience of clicking on the first result much quicker.

To explain how this works on your own website, let's imagine you are on page 1 and want to automatically call-up page 2 behind the scenes (so that it appears very quickly). You therefore insert the "rel-prerender" tag in page 1 to call up page 2 before it is clicked on.

Where might you use this?
Well you might us it on a login-page (page 1) where the logged-in page (page 2) is usually the next step. You can even use it in an eCommerce site to pre-render the shopping cart I guess.... BTW: DO NOT DO THIS!

But as you would expect, there's a catch. Pre-rendering page 2 is the act of requesting a view of it in advance. So people arriving on page 1 can trigger a page 2 view without ever seeing it and in many cases they won't. This means that in some analytic packages this is recorded as a page impression (not in GA, it's clever like that) and ads on that page may be triggered even when nobody's there to see them. Plus it also adds load onto your servers whenever a page is requested, so don't tell your tech support person you're adding further load onto the system that may never be used.

So does it have an effect on SEO? Well I may be wrong.... but I really can't see how it helps organic site optimisation as you are not speeding up the render of the page you want to appear in the SERPs (Page 1). What you are actually doing is speeding up the potential delivery of the next page (page 2) you expect the user to see.  And that's not SEO, that's a caching strategy.

Forget Agile Development - You Need Agile Marketing

The term agile development is now pretty much established as the way to get web functionality built and launch. Focused on delivery of a minimum viable product it aims to build 'something but not everything' in a given time frame. It is so successful now, that marketing and commercial types have come to expect that their technical team or web agency can create nearly all of what they want in record time.

So now its time for a new term. So forget Agile Development for now, your business needs to adopt the practice of Agile Marketing!

The Digital Dinosaurs Will Die Out

At a recent presentation I talked about how it was still sometimes hard to get senior stakeholder buy-in on digital projects. You'd have thought by now that most senior managers or executive teams would have read the odd press article on digital transformation or listened just enough to an industry consultant on where the future of communications, technology and innovation are taking us.

But no, there are still the digital luddites who want to dig their heads into the analogue sand and fail to grasp that there's a revolution happening in most organisations.

Luckily, like the dinosaurs, these digital deniers will become fewer and fewer until they not just become the minority... but they become virtually extinct. Hopefully!

Disrupt Or Get Disrupted

There's a couple of phases that have been going around in my head for the last week or so.



These are:
- If you're not part of the solution, you're part of the problem
- Change is the only constant



Both reflect my feelings about the current progress of digital transformation across a range of industries. From taxi services through to financial institutions, new models of working based upon technology and data, have now disrupted existing companies and sometimes entire markets.

So if change is happening all the time....



Who is leading your disruption?
You probably have at least one person in your organisation who is the advocate of digital change. They may be a lonely voice shouting about the need to 'embrace change', 'test and learn', ' fail forward' or 'adapt agile'. Or they may be a senior manager with the drive, staff and responsibility to push digital to the top of the agenda. either way, these people need the support of the exec team and remit (including budget) to trial new things that could mean the difference between your organisation being a Blockbuster or the next Netflix.



When will the change happen?
Most of us are among the disrupted rather than the disruptors - Only 7% of companies surveyed by Gartner in 2014 felt they were truly digital and of the remainder, only 83% felt they would be digital by 2017.

An inability or resistance to transform and adapt in an ever-changing world is a big failure these days. Nothing stays the same for very long in business and This Shit is Gonna Get Faster.



Don't be complacent
Larry Page and Sergey Brin once said "Google is not a conventional company. We do not intend to become one." Does your organisation run on apathy and complacency? If so... change get it or stand a significant chance of disruption!

Will better distribution help eCommerce in Scotland?

If you live in Scotland, and in particular the West Coast of Scotland from the Clyde Estuary up to the Hebrides, you will no-doubt have seen the Oban Express van as it whizzed past.*


However last week logistics group John Menzies acquired Oban Express with the wonderful claim that it could “transform e-commerce in remote parts of Scotland”.
http://www.scotsman.com/news/transport/menzies-expands-parcel-delivery-with-oban-takeover-1-3960262


The aim is that this take-over should give this large facilities and distribution company a greater geographical reach, by including the 45-strong vehicle fleet that typically runs between Glasgow and the West. This acquisition, driven by online retailing, also follows the purchase in June of this year of AJG Parcels of Inverness.The integration of both companies into the group should apparently "help keep down the cost of deliveries on behalf of national carriers to more isolated areas".


However, in my opinion, there can only be a truly better ecommerce delivery approach in Scotland if:

1. Companies such as Menzies invest in these recent purchases and grow the capacity of their operations in remote areas.
2. Travel networks (e.g. roads) are improved
   E.g. it doesn't matter how far or fast the van goes, if it is stuck behind a slow driver on the single-carriage all the way up to Fort William or waiting for a land-slide to be cleared on the Inveraray road.
3. Big and small ecommerce companies alike stop charging unfair amounts for deliveries to the Scottish Highlands and Islands.
   E.g. I live 12 miles from Glasgow and was recently charged a premium by one company for shipping a small parcel (a mobile phone)!
4. This is accompanied by the roll-out of decent broadband internet, which is still incredibly patchy across a lot of the land north of the English border.

* Dear Top Gear, here's an idea. Stop featuring bloody Italian supercars or unobtainable Aston Martins on your programme and do a piece on the amazing handling & performance characteristics of the Ford Transit and Iveco vans driven by the courier services to the North of Glasgow!

Think Like A Start-Up

In my recent session at the Marketing Society I talked about the need to think like a start-up.

I'd therefore like to clarify further what I mean by this:

1. Support a test & learn culture
I was once told "The biggest issue with failing in not failing.... it is failing to pick yourself up again afterwards", but this is only part of the approach you need. You must also foster a culture that supports failure when it inevitably does happen, by encouraging innovation and testing to find out what works (and learning from those things that don't).

2. Be prepared to pivot
Accepting you are wrong is a humiliating experience and it is also a viable business strategy if your proposition or market isn't working. Lots of start-ups have changed their business model or product to suit a better customer need.

3. Learn from everyone you can
Big businesses tend to know a lot about their current situation (e.g. their products and typical customer attitudes & other insight). However start-ups learn quickly... they have to. But in my opinion it is their approach to fast learning that interests me.
They ask everyone, from people who have used their website or app just once... through to mentors and others who have done similar things many times before.
They ask about their product or service: what people liked, what they didn't like and more importantly how it could be improved.

Does your company do these things?

Change is the only constant @haydens30 #digitalday2015 think nimbly, think like a start up pic.twitter.com/f3JEhm9zDG

— Tiffany St James (@tiffanystjames) October 1, 2015

Do Hearts Not Stars Indicate Twitter's Plans

So today Twitter has traded the star “favorite” icon / button for a heart-shaped "like" one. This change takes it further away from it's origins as a stream of personal updates to being more of a sociable social network.

The heart, the almost global symbol of affection, moves Twitter closer in interactions terms to Facebook (which has had the 'Like' button for ages), Instagram and even Periscope (the app-based personal video streaming service owned by Twitter which uses hearts as an instant method of feedback).

But does this move also signal something else?

It has been well publicised within the tech & online community that Twitter hasn't been without more than its fair share of issues. Culminating this June with the departure of Dick Costolo as CEO and the instatement to the role of co-founder & Chairman Jack Dorsey. 

Could this move be an attempt to be more like bigger competitor Facebook (which since April 2013 also owns Instagram)? This may make Twitter more popular or useful in the Social Media community... which may in-turn make them more attractive to a buyer. 

But which large tech player would consider buying Twitter at this stage? Something to look-up on Google I suppose :-)

Digital Transformation Consultancy is Big Business

It seems that every consultancy is suddenly talking about digital business transformation or disruption. And just like the digital disruptors, who have been encroaching on the territory of traditional organisations with new and exciting business models that threaten to eat their lunch... the more traditional management consultants and strategy firms have all been getting in on the digital transformation consultancy game.

 From all the marketing information I've received over the last few months, it would see that you're not a modern consultancy unless you produce a white paper on the subject of Digital Transformation and the 'uberization' of business.

This Shit Is Gonna Get Faster

The pace of digital and technological change has accelerated over the last couple of decades.  Since I started work in the late 1980's everything has changed:

• There's no such thing as a job for life
• Wearing a suit to work does not make you the most important person in the room (or indicate you're the highest paid)
• More and more things (products) now exist as software: music players, cameras, audio/visual editing tools, etc.

To give you some idea of the speed of innovation, TechCrunch launched its Disrupt conference in 2011 where just 45 start-ups demonstrated their products & services. This year at the same conference.... there are 5,000 of them.

However it is my belief that this speed of change, although on an upward trajectory, is going to get faster.

How fast? I've no idea. But if I'm right, the tools for delivering better and more customer-focused products will only get more efficient and the competition to create new and improved services will only get stronger.

Things are going to get crazy and brilliant at the same time... and I'm looking forward to it. So maybe sometime soon that suit of mine will one day stay in the wardrobe and only get used for family events.

Showrooming or Web-rooming?

Physical retailers have been suffering at the hands of eCommere for years. The ability to browser and buy from the comfort of your own sofa (or bed) has been a growing and compelling proposition, especially compared to the madness of Christmas or sale times.

And now, thanks to in-store Internet connectivity and smartphones online shopping continues to grow at the expense of in-store retail. Consumers are increasingly using their mobile devices (mobile phones, phablets and even tablets) in stores to: get product information, check competitive prices and obtain feedback from reviews & social media contacts. They are therefore using the in-store experience to 'showroom' by looking at, touching and even experiencing a range of products only to then convert online.

However this is only part of the story, as the reverse experience is also true. In a recent PWC survey, 70% of the respondents stated that they started the purchase process online, but converted in-store.

This process, now know as “web-rooming" is a growing trend that has benefited from the factors such as:

• a focus by retailers on an improved in-store experience 
• better staff training, to help customers purchase rather than put them off 
• better and immediate stock availability 

The graph below, taken from the report, outlines the specific reasons why the respondents prefer to buy products in-store instead of online:

Digital Product Design Has Arrived

The creation of a major product tended to be an opportunity practiced only by a limited number of major organisations. The process of: research & development, manufacturing and distribution was the domain of the large company who had time, budgets and resources available. 

These days getting digital products to market is simpler and speedier by comparison. You don't need huge departments taking ages to create something that either succeeds in a known category or fails & folds without trace... online products can be created, launched and refined much much easier. Product owners can now understand their use and customers quickly... then iterate, improve, evolve and pivot to create something better.

It used to be that a physical product portfolio was pretty much set in stone from day one. Deviating from it was difficult and ground breaking. Now digital products cut across categories and almost defy definition as they merge features and functions from multiple industries all at once.

Everything is now becoming software. Ideas are formed, mashed up and reformed in a single development cycle.. rather than being fixed from one product generation to the next.

• The pace has changed.
• The environment has changed.
• The approach has changed.

And the digital product manager is now able to create wonderfully useful and beautiful products that solve problems and look good too.

It is undoubtedly the age of the digital product and therefore the digital product owner or  designer is in the driving seat for the new economy.

The Future of Digital - thoughts Part 3

Further thoughts on the future of Digital, inspired by the Marketing Society's Digital Day 2015.

Q: What steps do you need to take to sustainably capitalise on the potential of digital within your business?

Collect and use data intelligently:
Whatever you do… ensure that you both collect data correctly and then use it in the best way possible to learn more and maximise value. E.g. Amazon, Google and Uber (as well as Scottish Unicorns: FanDuel & Skyscanner) have all built businesses based on interpreting and using data.

Think like a start-up:
With a small and dedicated team with the right combination of skills, experience and effort you can accelerate your digital output. Even the bigger digital-only businesses now buy smaller start-ups because they have the desire combination of product, skills and  intellectual property or just an idea.

Retain the best staff:
Keep the good ones and encourage the average ones to find out what they are good at. The biggest problems are those who have a misplaced sense of entitlement or use their efforts against others rather than as part of a team.

This is the third post on the Future of Digital, the first can be found here , the second can be found here.