Insights on Marketing & Technology

The re-emergence of campaigns

How 'always-on” can dissolve brand value - and how campaigns can build it. Marketing is increasingly becoming a fight against last year’s model. Many seem to believe that the whole discipline needs to be redefined and reinvented annually - often at the expense of common business sense. So perhaps it’s time to revisit one of marketing’s oldest tenets - the campaign? Over the last decade the media landscape has fragmented and customers have gained access to endless information over a comparatively short time. Digital channels are in many ways empowering customers and increasing transparency.

mikkel Bach-Andersen
  • By: mikkel Bach-Andersen
  • Published: 30-05-2016

It’s hard to argue with facts, but what can be challenged is the way we choose to react. Some pundits state that you are not the one in control of your own brand any more - consumers are! They claim you cannot plan ahead, that having a vision for your brand is futile and that you constantly need to change direction to tap into current events, themes and conversations. They also suggest you need a large quantity of small content bites delivered across a high number of fragmented channels. You must be always-on before anything else.

The real-world implications of the always-on mind-set

Yes, brands need a constant market connection, but believing that a steady stream of content and social media posting will do the job is at best naive and at worst damaging. Always-on will quickly be always-wrong. So what are the real world implications for brands that have adopted a black-and–white approach to marketing where always-on is the sole guiding principle?

  • Reduced brand strength and focus
    Even with a stringent attempt to maintain focus, an always-on approach will inevitably fragment and scatter a brand’s presence across a broad range of agendas, events and themes. Communication is, and has always been, a battle for mind space.

    20 years ago we claimed that a brand could only win consumers’ attention on two to three core themes that feed into its position and brand story. And the battle for mind space has never been more intense than in today’s digital era. So why do we keep trying to convince ourselves that a brand can talk into a plethora of themes and events with no immediate connection to your brand?

  • Lack of internal direction
    The stories you tell are part of building your brand. Nothing new in that. What is new is that an always-on approach demands a constant flow of content to maintain that push. The high demands for content stretches the organisation’s capacity to the maximum, and often results in high quantity, low quality and no shared direction.  

  • Lower marketing effectiveness
    Even with the best of intentions there is a clear risk of investing in and focusing on content without having a strong digital infrastructure for efficient distribution to your target group - it is no different than the 80/20 rule in the print days. Back then massive investments were made to develop material that never saw the light of day as the majority of budget was gone before anything reached the market.

Are you ignoring the passive part of the market?

A market is often characterised with an active part that considers and searches for solutions and a passive part that is not in consideration mode. The implications of a sole focus on “always-on” is that brands often end up ignoring the passive market and spend all their resources on content that caters to the active market or existing client base.

In essence, it is a question of reacting to demand and/or creating it

It is too early to put the campaign in the grave

What we usually see is that the “always-on” concept leads marketeers running around trying to catch the latest fad, platform or technology - often at the expense of the bigger picture and business relevance. As an example we see brands, where the hundreds of millions Euro used to develop and launch the latest product range can not be supported by social media, as this doesn't fit the channel owners conversational calendar or show up in the buzz-graph. 

In this fluid approach some core questions every marketeer should be able to answer are usually lost:

  •         Who are our core customers?
  •         What are the core pillars of our positioning?
  •         ...

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Mikkel Bach Andersen

Mikkel is Group Account Director at Kunde & Co. For more than 5 years he has helped primarily international companies use marketing and branding as business drivers.

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