“absolutely brilliant!!!“

“hopelessly dorky”

“creative, fun, and energetic”

“William F. Buckley is rolling in his grave.“

This new admissions video for Yale University is creating quite the buzz around the interwebs by taking a lighthearted musical approach to selling higher education.

And with nearly 300,000 views in two weeks on YouTube alone, it’s amassing quite an audience – and quite a bit of word of mouth.

But amidst the praising of their originality is an unfortunate undercurrent of condemnation. What many seem to be missing, is that this effort is a lot more “Glee” than “High School Musical.”

Produced almost exclusively by Yale students and recent Yale alum, this 17-minute magnum opus to the home of Handsome Dan is at once witty, kitschy, earnest, and entirely self-aware.

Yes, it’s goofy. It’s supposed to be.

A project like this could very easily have been a painful exercise in how NOT to be authentic. But instead of feeling like slick marketing, it’s become something entirely different – an organic extension of the school itself. From showcasing their technical proficiency and creative diversity to providing what at the end of the day is a great deal of information about the school itself, this mini-musical really gives prospective applicants something to sing about.

And, if after 17-minutes (and one dated but funny “Cats” reference), you still don’t get it, you’re probably not who they’re looking to attract in the first place.

We live in a world where everybody can create credible media – from a simple Twitter post to a mini-movie length musical. Further, it is a world where everybody can rebroadcast or promote the stuff they like. Professionals – marketers, writers, artists – have to stop being jealous and start taking advantage of this phenomenon. Now! Advocates, because they actually care, are simply better at making compelling media.

If you need further proof, just check out “Backwards Hall and Oates.”

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All are being hailed as social media innovations and harbingers of the death of traditional advertising. More accurately, they are examples of big brands scrambling to cope with consumer empowerment and a fractured media landscape.

Pepsi’s “Refresh Everything” campaign is the most ambitious. At the very least it is a great stunt. The company made the news by deciding to not run Super Bowl ads. That announcement probably generated more media exposure than running Super Bowl ads would have. Beyond the stunt, the campaign is a brave experiment. Pepsi is gambling that distributing $20 million across thousands of bloggers/activists will gain more media exposure than $20 million spent during Super Bowl. They’re gambling on the social media “network effect.” And they are gambling that “do-gooders” will not be embarrassed to attach their ideas to a big corporate brand. We think Pepsi could have given the campaign more of a traditional media push. Regardless, if it works, Pepsi will have succeeded in killing two birds with one stone – they will effectively counter their “big bad global brand” image and multiply their media investment. What is notable about this campaign is that it is all about mission and has nothing to do with product.

Domino’s “Pizza Turnaround,” on the other hand, it is all about the product. It’s the story of how the company changed its standard pizza formula in response to customer feedback. No mission, but very conversation-centric. The launch video struck just the right note. It’s lighter and less ambitious than the world-changing Pepsi campaign, but then again we are talking about soda pop and fast food here. Because it comes off as honest, responsive and relevant to the product, this campaign is likely to connect. It will drive reconsideration and trial. Whether the “new” product can live up to the promise, well … Regardless, as an example of a good conversation-centric marketing campaign, it’s a hot four-cheese success!

Finally, the Taco Bell “Drive-Thru Diet” campaign. Hmm… Rather than leverage the conversation to address the company’s real product issues, like Domino’s is trying, or focus on a mission, like Pepsi, Taco Bell is attempting to use an integrated media strategy to do that old fashioned marketing trick – sell us a counter-factual pile of beans. They’re going to try and get us to believe that stuffing down fatty foods in our cars can help us lose weight. What? Who is going to buy that? I can believe that a Subway lettuce sandwich is a better choice than a greasy burger. But can I really believe that a Taco Bell “diet” will make me skinny?

Yet, despite the critique, I have to applaud all three efforts.

We are living in interesting times. And if there is one truth in our new conversation-centric marketing world, it is that brands need to be fearless and try new things. Cut the strings of caution! Experiment. Even if Taco Bell customers don’t lose weight, Domino’s doesn’t deliver and Pepsi falls flat, there’s little downside. That’s the irony of consumer empowerment. Brands have lost a lot of authority, but they’re no longer expected to be perfect either.

The first path is a conservative one, on which larger entrenched institutions create barriers to protect their position and power. The second path is a bit more comforting to both the old and new guard, as it is the path of change. We accept change, we compromise, we embrace the delicate uncertainties, etc. About the most painful aspect of this path is the idea that agencies, and the businesses they look to serve, will be forced to learn new practices. In doing so, disciplines will be forced to share more significant budget lines with areas of emerging opportunity.

The third and final path he describes – “digital dreaming” – is terrifying because you can’t control it, define it, predict it or balance a budget on it at the moment. It is a path that mandates we leave behind the old rules and realities that have defined marketing to completely embrace the promise of technological possibility. It is the path that forces you to let go completely of any lingering hesitation caused by fear of change. (Sound pretty familiar? This third path is akin to the year we have just experienced.)

I’ll take the third path, though – not because I am excessively driven by unmanaged risk, but because it speaks more to the idea of creative thinking. Critical problem solving deployed to deliver practical solutions, as opposed to the stale waffling of bartering that often plagues marketing – especially in the media planning realm.

Now, keep in mind, Dr. Fredericks’ book was published way back in 2007. At that time Twitter was only recently conceived, Facebook was potty training, and Apple was preparing to unleash the first iPhone on gadget junkies. Fredericks clearly states that his basis of affection for the third path is its being based on search. Yes, search, as in algorithms, Google and Bing. The content that we crave, know, seek and love will no longer be defined by its house but instead by what he terms its “essence” – whether it is text, video or audio. How will we get this essence? He proposes it will be based on voluntarily engagement in a new stream of content distribution, via both pay-for and ad-supported delivery methods.

It is a great hypothesis and, to some extent, one that has already begun to emerge as not only possibility but reality. We see it both in paid keyword search and behavioral ad delivery models via online ad networks. You type “social media marketing” into Google search and you get a stream of data that the engine tries to quantify as valuable to you. In the process, without any breakdown of the organic information that is returned, I or any number of media planning wonks will beg your indulgence to consider clicking on our paid sponsor link.

We also see it in direct content purchase via iTunes or in accessing data on Hulu. It is built on the notion that advertising is no longer dependent on the content alone to reach vaguely identifiable large packs of humans. Instead, the consumer’s intent, actions and behavior can correlate to drive relevancy of messages. It strips away the notion of the nightly news reaching adults age 35 – 54 who might have some propensity to be in the market for various things like detergent or a car. It strips it completely bare. Then it attempts to identify the consumer’s needs and potential interests based on his most immediate intentions or request for information queries.

Imagine it outside of a search engine for a moment. What if you turned on your entertainment hard drive to tap into the latest episode of Breaking Bad. You can either choose to pay $2.99 for an ad-free viewing or a free view with content support. Say you already drop $45 a month for broadband access; you might be inclined to choose content support. A menu pops up and you are given a set of category options based on your preset interests and businesses willing to pay $2.99 for that interest.

Where the wheels on this bus go “squeak, squeak, SCREECH” is that while Fredericks talks of empowered consumers with fervor, he misses the opportunity of what can only be defined at the moment as audience search. Essentially, do not wait for your customers to stumble over to you based on the intent algorithm. Tap directly into the power of the conversations that technology is emboldening your customers to have with or about your product or service. Find out where your customers are and create environments in which they will engage your brand, product or service. (I’m not creating a new mode of thought here – Seth Godin talks about similar ideas in Tribes, and Everett Rogers explained how communications or idea paths disseminate in similar ways in Diffusion of Innovations.

To me, “digital dreaming” is not only about understanding intentions and actions, but also uncovering the things that both excite and dismay established and potential customers – and perhaps the not-so-satisfied ones to boot. It really boils down to this: You simultaneously need to find better ways to reach out to potential customers with more meaningful messages, while also engaging your existing customers who have great passion for what you do. Some of you are rolling your eyes thinking, “How will I get people passionate about my product? I am not a ‘social’ brand!” I’d say, don’t look for what you mistake to be existing fruit; it is probably past its peak anyhow. Look for the seed to plant new ideas or uncover hidden aspects about your business that are inherently interesting and possibly social. Start with accepting the fact that the technology is here and it is changing how people’s communication is sparked. If you still don’t have an idea that works for you, support another entity that does. A lot of what social media marketing is about is reciprocal relationships. Support what others are passionate about and they will be more likely to consider your brand in return for that support.

Recently, we watched some digital dreaming unfold when an item pinged up in a Zeitgeist & Coffee^SM weekly landscape survey for our client MVP Health Care. What we found was a Twitter posting regarding MVP. The individual had noted the presence of community relations and brand signage at a bicycle race in which he had participated. Not long after the event, the individual was delivered an ad impression via our online video display campaign. He literally grabbed the core “TriVantage” product message from the ads’ closing graphic and proceeded to share it on Twitter through TwitPic to all his followers. The conversation became the medium, the technology, the process and the message. It gets rebroadcast and maybe “re-tweeted” and “liked,” so on and down the line.

This isn’t planned. We didn’t sit plotting in the viral war room. What we did do a few years ago with our client was come to a smart and sound conclusion that the marketplace had significantly changed. Being just a logo is not the recipe for being noticed. Your logo is the mark by which you are easily identified; your brand position is what you actually deliver to your customers. We presented a prospect with a strong message and brand experience, in multiple venues that matter to them. The message and the choice of venues were impactful enough to catalyze a positive, unsolicited response. We could keep doing it the silly old “reach and frequency” way. Continuing to put faith in saying nothing often may get us some unaided brand awareness points on a compromised survey. Or we could focus on the notion that people are willing to engage our brands and have an open mind to the possibilities.

This does not mean these efforts happen at the expense of existing media channels in favor of social media efforts. What it really means is start making the messages better and more tangible wherever they are going to be broadcast. Plug and play options will be best in Dr. Fredericks’ future world of advertising… and the future is now. Is your marketing digital dream ready?

As I was sharing my thoughts with our Executive Vice President/Executive Creative Director, he summed it up very nicely. “When it comes to social media,” he said, “best practice is practice.”

Now I’m sure there are many consultants and “experts” out there who might shudder at the notion of admitting that they don’t have all the answers. But, realistically, no one can and no one does. There are just too many variables and too many unknowns. Moreover, the ways in which social media might be used as part of an overall marketing strategy can be dramatically different from one organization to the next. Getting to the right place will take some time.

So what’s a marketer to do?

Explore. Experiment. Practice.

To be clear, this process is not akin to throwing darts while blindfolded. You need to start with a hypothesis or two about how you might be able to use social media to help your business. It also makes sense to establish clear goals. Then you should do some digging to see what’s being done – find some analogs. As I said earlier, people seem very willing to share their experiences. Just be careful not to assume that what worked (or didn’t) for them will give you the same result.

Next step? Refine your hypotheses as needed and put them into action. Be sure to monitor closely against your goals, but remain open-minded to learning something that you never expected. This happens all of the time and can be critical in helping you find your rhythm. Then apply everything you learn – the good, the bad and the ugly – to your next effort and continue to move the ball forward.

It will take time and resources and, frankly, lots of hard work. But along the way you can rest assured that you’re on the right track since when it comes to social media, best practice is practice.

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