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The Importance Of Story In B2B Marketing
Everything I’m about to
    tell you is true.

   Except one thing.
Let’s Begin....


  May, 2003
Does the ultimate marketing algorithm exist?



           Sc
     Rc =       * Rt
          ∑c Sc
Does the ultimate marketing algorithm exist?



           Sc
     Rc =       * Rt
          ∑c Sc
         It might. But I don’t care.
“data driven marketing”
    350,000 Results
“story driven marketing”
     21,000 Results
Pretentious?   Overwrought?   Silly?
“advertising
                       agencies were not
                       built to deliver for
                       “always-on”
                       content marketing.
                       Brands like ours
                       need highly
                       creative content.”
Christa Carone – CMO
               Xerox
“The challenge
                     facing marketers is
                     how to effectively
                     and efficiently
                     organize for this
                     new, nimble era of
                     content creation.”

Paul Matsen – CMO
  Cleveland Clinic
“Brand storytelling is both
                             an art and a science. If
                             you’ve [delivered relevant,
                             authentic experiences],
                             your story can end up being
                             the one that people love
                             and more importantly
                             remember.”
             Davide Grasso
VP Global Brand Marketing
                      Nike
“The more I can use brand stories to create
emotional connections to my consumers,
the less I have to trade on it. ”




             Jonathan Mildenhall,
          Worldwide VP of Creative
                        Coca Cola
If we believe that the
science of marketing
can be complex
enough to make “data
scientists” sexy

Why is it so hard to
believe that the art of
marketing can be as
complex as the best
stories ever told?
“In business, we delegate what’s
                     uncomfortable. Process makes us
                     comfortable, organized and scalable.
                     But do we need to pit it against
                     creativity?


                     We require mental and physical space for
                     ideas to be shaped, shared, iterated,
                     stomped to smithereens and reiterated.”
Beth Comstock, CMO
                GE
“In business, we delegate what’s
                     uncomfortable. Process makes us
                     comfortable, organized and scalable.
                     But do we need to pit it against
                     creativity?


                     We require mental and physical space for
                     ideas to be shaped, shared, iterated,
                     stomped to smithereens and reiterated.”
Beth Comstock, CMO
                GE
@ Robert_Rose
@ Robert_Rose
@ Robert_Rose
@ Robert_Rose
@ Robert_Rose
@ Robert_Rose
@ Robert_Rose
@ Robert_Rose




    1,800,000 Views
6 Years Of Human Time
@ Robert_Rose




    1,800,000 Views          1,353,000,000 Views
6 Years Of Human Time    10,425 Years Of Human Time
@ Robert_Rose




    1,800,000 Views           1,353,000,000 Views
6 Years Of Human Time     10,425 Years Of Human Time




16 Years Of Human Time
@ Robert_Rose




    1,800,000 Views           1,353,000,000 Views
6 Years Of Human Time     10,425 Years Of Human Time




16 Years Of Human Time
      Every Hour...
@ Robert_Rose




    1,800,000 Views           1,353,000,000 Views
6 Years Of Human Time     10,425 Years Of Human Time




16 Years Of Human Time
                         How do brands differentiate?
      Every Hour...
@ Robert_Rose
350,000 Views
The Network Effect
Avg. <7,000 Views
New Audiences For Their Blog
Financial Services Company
Target 200 Clients
Event, Email, Blog, Video
150% Increase In Retention
@ Robert_Rose
BUT IT HAS TO BE TRUE
@ Robert_Rose




  Be'found'                       Meet'
                                                     Creates'
                                 Demand'            Demand'
               Generate'
              Awareness'                          DifferenAates'
                                        The'        Creates'
                           Creates'                Evangelists'
    Trust'                            Efficient'
                            Trust''
                                       Funnel'


Content'Aware'             Thought'Leader'       Storyteller'
@ Robert_Rose




  Be'found'                       Meet'
                                                     Creates'
                                 Demand'            Demand'
               Generate'
              Awareness'                          DifferenAates'
                                        The'        Creates'
                           Creates'                Evangelists'
    Trust'                            Efficient'
                            Trust''
                                       Funnel'


Content'Aware'             Thought'Leader'       Storyteller'
@ Robert_Rose




  Be'found'                       Meet'
                                                     Creates'
                                 Demand'            Demand'
               Generate'
              Awareness'                          DifferenAates'
                                        The'        Creates'
                           Creates'                Evangelists'
    Trust'                            Efficient'
                            Trust''
                                       Funnel'


Content'Aware'             Thought'Leader'       Storyteller'
@ Robert_Rose




  Be'found'                       Meet'
                                                     Creates'
                                 Demand'            Demand'
               Generate'
              Awareness'                          DifferenAates'
                                        The'        Creates'
                           Creates'                Evangelists'
    Trust'                            Efficient'
                            Trust''
                                       Funnel'


Content'Aware'             Thought'Leader'       Storyteller'
“In business, we delegate what’s
                       uncomfortable. Process makes us
                       comfortable, organized and scalable.
                       But do we need to pit it against
                       creativity?

                       We require mental and physical space
                       for ideas to be shaped, shared, iterated,
                       stomped to smithereens and
                       reiterated.”
Beth Comstock, CMO
    General Electric
70/20/10 Investment Model




        Jonathan Mildenhall,
     Worldwide VP of Creative
                   Coca Cola
What’s Your 10%
I told you that everything
was true except one
thing...
I told you that everything
was true except one
thing...

I didn’t have the guts.

Perhaps you will.
Thank You....




@Robert_Rose
www.contentmarketinginstitute.com

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B2B Brand Storytelling

  • 1. The Importance Of Story In B2B Marketing
  • 2. Everything I’m about to tell you is true. Except one thing.
  • 3. Let’s Begin.... May, 2003
  • 4.
  • 5.
  • 6. Does the ultimate marketing algorithm exist? Sc Rc = * Rt ∑c Sc
  • 7. Does the ultimate marketing algorithm exist? Sc Rc = * Rt ∑c Sc It might. But I don’t care.
  • 8. “data driven marketing” 350,000 Results
  • 10.
  • 11. Pretentious? Overwrought? Silly?
  • 12. “advertising agencies were not built to deliver for “always-on” content marketing. Brands like ours need highly creative content.” Christa Carone – CMO Xerox
  • 13. “The challenge facing marketers is how to effectively and efficiently organize for this new, nimble era of content creation.” Paul Matsen – CMO Cleveland Clinic
  • 14. “Brand storytelling is both an art and a science. If you’ve [delivered relevant, authentic experiences], your story can end up being the one that people love and more importantly remember.” Davide Grasso VP Global Brand Marketing Nike
  • 15. “The more I can use brand stories to create emotional connections to my consumers, the less I have to trade on it. ” Jonathan Mildenhall, Worldwide VP of Creative Coca Cola
  • 16. If we believe that the science of marketing can be complex enough to make “data scientists” sexy Why is it so hard to believe that the art of marketing can be as complex as the best stories ever told?
  • 17. “In business, we delegate what’s uncomfortable. Process makes us comfortable, organized and scalable. But do we need to pit it against creativity? We require mental and physical space for ideas to be shaped, shared, iterated, stomped to smithereens and reiterated.” Beth Comstock, CMO GE
  • 18. “In business, we delegate what’s uncomfortable. Process makes us comfortable, organized and scalable. But do we need to pit it against creativity? We require mental and physical space for ideas to be shaped, shared, iterated, stomped to smithereens and reiterated.” Beth Comstock, CMO GE
  • 19.
  • 27. @ Robert_Rose 1,800,000 Views 6 Years Of Human Time
  • 28. @ Robert_Rose 1,800,000 Views 1,353,000,000 Views 6 Years Of Human Time 10,425 Years Of Human Time
  • 29. @ Robert_Rose 1,800,000 Views 1,353,000,000 Views 6 Years Of Human Time 10,425 Years Of Human Time 16 Years Of Human Time
  • 30. @ Robert_Rose 1,800,000 Views 1,353,000,000 Views 6 Years Of Human Time 10,425 Years Of Human Time 16 Years Of Human Time Every Hour...
  • 31. @ Robert_Rose 1,800,000 Views 1,353,000,000 Views 6 Years Of Human Time 10,425 Years Of Human Time 16 Years Of Human Time How do brands differentiate? Every Hour...
  • 34. The Network Effect Avg. <7,000 Views New Audiences For Their Blog
  • 35. Financial Services Company Target 200 Clients Event, Email, Blog, Video 150% Increase In Retention
  • 36.
  • 37.
  • 38.
  • 39.
  • 40.
  • 42.
  • 43. BUT IT HAS TO BE TRUE
  • 44. @ Robert_Rose Be'found' Meet' Creates' Demand' Demand' Generate' Awareness' DifferenAates' The' Creates' Creates' Evangelists' Trust' Efficient' Trust'' Funnel' Content'Aware' Thought'Leader' Storyteller'
  • 45. @ Robert_Rose Be'found' Meet' Creates' Demand' Demand' Generate' Awareness' DifferenAates' The' Creates' Creates' Evangelists' Trust' Efficient' Trust'' Funnel' Content'Aware' Thought'Leader' Storyteller'
  • 46. @ Robert_Rose Be'found' Meet' Creates' Demand' Demand' Generate' Awareness' DifferenAates' The' Creates' Creates' Evangelists' Trust' Efficient' Trust'' Funnel' Content'Aware' Thought'Leader' Storyteller'
  • 47. @ Robert_Rose Be'found' Meet' Creates' Demand' Demand' Generate' Awareness' DifferenAates' The' Creates' Creates' Evangelists' Trust' Efficient' Trust'' Funnel' Content'Aware' Thought'Leader' Storyteller'
  • 48. “In business, we delegate what’s uncomfortable. Process makes us comfortable, organized and scalable. But do we need to pit it against creativity? We require mental and physical space for ideas to be shaped, shared, iterated, stomped to smithereens and reiterated.” Beth Comstock, CMO General Electric
  • 49. 70/20/10 Investment Model Jonathan Mildenhall, Worldwide VP of Creative Coca Cola
  • 51. I told you that everything was true except one thing...
  • 52. I told you that everything was true except one thing... I didn’t have the guts. Perhaps you will.
  • 53.