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Sales Leadership

Measuring Online Brand Value in Content Marketing

Podcast interview with Andrew Davis of Tipping Point Labs. We discussed measuring online brand value in content marketing using the influence pyramid and Google Insights. B2C and B2B examples provided.

I recently interviewed Andrew Davis of Tipping Point Labs at Starbucks in Cambridge, MA.  Drew is Chief Strategy Officer and co-founder of Tipping Point Labs, a digital content creation shop that helps clients sell products through content marketing strategies.

TPL’s blog was recently rated the #1 blog on Junta42! Drew credits his team who releases new content every day!

I asked Drew why content marketing has become so important and what do we mean by digital content marketing? Drew points out that consumers are looking for more information about products, whether it’s a low engagement product or a high engagement product. Consumers may not start their research at a vendor’s website. So, marketers have to be available to buyers through valuable content that is easily found and is influential. The idea is to create the right kind of content that makes its way down to the consumer.

It’s all about valuable content that builds relationships, influences buying decisions and drives revenue.

The Influence Pyramid

One of TPL’s clients is Breville, an Australian maker of kitchen products including coffee makers. When they entered the U.S. market and they hired TPL they set out to find amateur influencers such as the Coffee Geek, and Single Serve Coffee and Heather Perry. These bloggers write content about coffee every day! They are influencers. In my social media marketing book, I call these people rock stars!

Prosumers – are people who are really engaged, but they don’t write every day as the influencers do. But, they are willing to write reviews at specialty websites such as Amazon.

Consumers – the end buyer in the mass market. They read a lot, but they don’t write. They consume and they are influenced by others who have conducted research or purchased products with something to say.

When you consider the shape of the influence pyramid the numbers at the top are much smaller. It is a finite audience at the top and an infinite audience at the bottom. Traditional advertising in this value chain has tried to sandwich itself in the middle and the bottom through mass advertising. But traditional advertising is no longer trusted. However, the influencer’s recommendation is built on trust and is therefore very valuable and trusted.

Measuring Results

TPL uses Google Insights to measure results. For example, TPL measures the espresso market in the U.S. in the food and beverage category. TPL measures through an online brand value chart to show the growth of online brand value and correlate it to revenue. This method of measurement is a new approach. TPL is hoping it will have long term validity. They also measure the impact of influencers blogging about a product such as Breville.

I asked Drew for a B2B example of successful content marketing. He told me about ORLive, an online community who transmits live surgeries online to provide education to surgeons. It’s educational content to help surgeons learn about new technologies. It’s been a successful content marketing strategy for device manufacturers by educating surgeons.

Any conversation with Andrew Davis is always enlightening and enjoyable. Sitting around the corner from MIT in Cambridge on a sunny August day was the icing on the cake for this podcast interview. I encourage you listen to the entire interview to hear more not covered in this blog post summary.

Drew promises to visit me in Florida during the winter when it’s cold and snowy in New England and warmer and dryer in Florida. You can connect with Drew on Twitter. You’ll be glad you did.

Bernie Borges
@berniebay

By Mario Martinez Jr.

Mario is the CEO and Founder of Vengreso. He spent 85 consecutive quarters in B2B Sales and Leadership. He is one of 20 sales influencers invited to appear in the Salesforce.com documentary film “The Story of Sales” launched in 2018.  He was also named 2019’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional and Selling Power Magazine’s 2018 Top Sales Training and Coaching Consultant.  Mario is the host of the popular The Modern Selling Podcast.

9 replies on “Measuring Online Brand Value in Content Marketing”

Awesome post Bernie! This really helps explain how consumers make decisions in today's market. reading social media reviews about products. Understanding now how influential these reviews can be, I think I will start being a more active Prosumer to help it along 🙂
btw – where can I get one of those demo whiteboards? That was awesome!

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Bernie,
Thanks so much for inviting me to be part of the podcast! I really enjoyed chatting with you in Cambridge. I know you'll be up in October and I'm looking forward to seeing you again!

I have some even more compelling case studies as of the last week. Putting the influence pyramid in the context of a full television campaign.

I'll show you when you're in town!

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