Content Marketing Software Landscape: Marketer Needs & Vendor Solutions

1. Content Marketing Software Landscape: Marketer Needs & Vendor Solutions Content Marketing World @cmicontent / #cmworld Rebecca Lieb, Industry Analyst @lieblink Sept. 10, 2014

2. Growing channel and media complexity + increasing adoption of content marketing

3. Result: A complex, disparate content marketing software ecosystem

5. 70% Organizations lack a cohesive, coherent, strategic approach to content. of marketers surveyed lack a consistent or integrated content strategy.

6. Trends driving market complexity @cmicontent / #cmworld Content creation pressure Lack of strategy begets tool proliferation Lack of enterprise integration Misaligned buyer needs vs. planned investments

7. Buyers’ Needs Don’t Match Planned Investments

8. Tangled and Emerging Vendor Landscape adds to the complexity @cmicontent / #cmworld • Solution proliferation • The landscape is bifurcated • Content marketing evolution is driving consolidation

9. Media Convergence Drives Content Stack Evolution @cmicontent / #cmworld

10. By 2016, there will be “content stack”offerings in the marketplace — end-to-end solutions akin to ad stacks.

11. @cmicontent / #cmworld

12. Currently, no single vendor has an end-to-end solution. Eventually, a few will partner, merge, acquire, and/or collaborate to create a total solution.

13. Technology Decisions Must Begin with Use Cases

14. Altimeter recommends taking the following three steps to determine your content marketing tool stack: Determine your content marketing use cases. Plan for integration and evolution. Identify and prioritize vendors based on those use cases. @cmicontent / #cmworld

15. Three Common Content Marketing Scenarios Drive Tool Selection @cmicontent / #cmworld

16. Feed the Beast  Is your organization struggling to keep up with the unrelenting demands of regularly creating quality content for one or more channels? This scenario is about mastering the foundational use cases in content marketing: efficiently creating and collecting content at scale @cmicontent / #cmworld

17. Refine Is your organization struggling to apply process to creation and production? In this scenario, roles expand, intelligence & optimization increase: Analytics, audits, channels, audience, personas, repurposing, optimization, etc. @cmicontent / #cmworld

18. Govern  Does your organization need to formalize and communicate content strategy throughout the enterprise? This scenario is characterized by scale, and the ability to create experiential, cross-channel, transmedia content while ensuring compliance @cmicontent / #cmworld

19. Determine Content Marketing Use Cases & Sub-categories @cmicontent / #cmworld

20. Gather Cross-Functional Requirements Solicit stakeholders’ and end user requirements, input, collaboration Workshops Workflow requirements Permissions Employee empowerment & adoption @cmicontent / #cmworld

21. “We did a series of workshops with the content creators and manipulators…So much came down to workflow, particularly around transparency and the ability to understand what’s happening with content at any given point.” -- Meg Walsh, Senior Director of Digital Strategy & Distribution at Marriott International

22. Altimeter recommends taking the following three steps to determine your content marketing tool stack: Determine your content marketing use cases. Plan for integration and evolution. Identify and prioritize vendors based on those use cases. @cmicontent / #cmworld

23. 10%of marketers say their content marketing technologies are “fully integrated across people, processes, and platforms.”

24. Integration needs are essential, and tripartite: Integrations with systems.This includes legacy and often future platforms, such as data and analytics, CRM, and inbound marketing. Integration with the organization, such as internal communications, corporate intelligence and internal networks.   Integration with processes, including workflow and organizational structure. This may include taking outside partners and/or agencies into account @cmicontent / #cmworld

25. Marketers’ top ranked content marketing software integrations Q. Which of these would be most valuable when integrated with content marketing solutions? Which would add the most value to content marketing strategy? (Forced Rank) Source: Altimeter Group Content Marketing Survey 2014, Base: n=80 marketers

27. 40% of the content marketers we surveyed report that the lack of inter-departmental coordination is leading to disparate toolsused.

28. Altimeter recommends taking the following three steps to determine your content marketing tool stack: Determine your content marketing use cases. Plan for integration and evolution. Identify and prioritize vendors based on those use cases. @cmicontent / #cmworld

29. “You can’t retrofit activities to the tool; you have to align the tool with your activities.” --Kristina Halvorson, CEO & founder of Braintraffic

30. How to Identify & Prioritize Key Criteria Understand priority use cases & sub-categories Identify priority integration needs (immediate and long-term) Map these needs in a checklist to help prioritize your most important buying criteria @cmicontent / #cmworld

31. Content Marketing Needs Checklist

32. How to Prioritize Vendors Now, assess which vendors satisfy the requirements of priority use cases Shortlist 3-5 vendors Consider full suite vs. multiple point solutions Leverage Altimeter Group’s Vendor Use Case Matrix to aid @cmicontent / #cmworld

33. Individual Vendor Capabilities

34. Content Tool Best Practices

35. I. Train staff 24% of the marketers we surveyed say employees are formally trained and empowered to publish on behalf of the brand. @cmicontent / #cmworld Educate staff on content strategy, and train to leverage tools

36. II. Avoid redundancies @cmicontent / #cmworld Eliminate redundant toolsets with overlapping secondary or tertiary features Integration helps drive “one version of the truth” vs. “multiple realities that don’t align when viewed in aggregate.”

37. III. Build for speed • Speedy implementation, set-up, training, and ease of use are key to adoption • Real-time Marketing requirements require speedy deployment • Rapid personalization, delivery, and the ability to build content based on buzz are primary considerations

38. IV. Consider IT support (or lack thereof) @cmicontent / #cmworld Assess the level of support needed for software implementation and ongoing support Many solutions today bypass IT for day-to-day publishing needs

39. V. Scale towards the future @cmicontent / #cmworld • Monitor emerging technologies and potential integration needs • Mobile • Real-time marketing • Localization in international markets • Native advertising • Sensors, beacons, etc. • Adopt a test and learn approach

40. Thank You Disclaimer: Although the information and data used in this report have been produced and processed from sources believed to be reliable, no warranty eXpressed or implied is made regarding the completeness, accuracy, adequacy or use of the information. The authors and contributors of the information and data shall have no liability for errors or omissions contained herein or for interpretations thereof. Reference herein to any specific product or vendor by trade name, trademark or otherwise does not constitute or imply its endorsement, recommendation or favoring by the authors or contributors and shall not be used for advertising or product endorsement purposes. The opinions eXpressed herein are subject to change without notice. Altimeter Group provides research and advisory for companies challenged by business disruptions, enabling them to pursue new opportunities and business models. Rebecca Lieb Industry Analyst @lieblink