Marketing/Publicity

Nailed It

September 23, 2020

Nine Inch Nails dropped a new merch collection yesterday. While one of the world’s biggest bands releasing new goods is nothing to write home/about on my blog, something was different about this…

They haven’t released new music in over half a year. They’re not on tour. They’re not promoting anything.

Instead their Pandemic 2020 collection is a re-imagining and re-purposing of their existing catalogue for the weird state of the world. They’re taken releases from as early back as 1992, and used them as a pointed statement about COVID-19 and the US political climate.

Here’s why this is bloody brilliant.

  • It’s a shared bonding experience with fans. It shows that no one, not even Trent Reznor, is immune to anxiety and anger from the state of the world.
  • It’s a show-don’t-tell way to promote their core values. This has more power than just saying, “Hey, we hate Trump’s handling of COVID-19.”
  • It’s news worthy.
  • The limited run feels urgent. Fans should purchase ASAP.
  • Band merch items tend to have a stories behind them. Instead of talking about the concert they picked up a shirt from, fans will be able to share their emotions in response to the 2020 pandemic and election.
  • It’s a smart way to give life to old releases, and in a way that feels fresh and new.
  • It’s a creative yet simple way to re-purpose existing content during COVID. A handy tactic if you can’t create content IRL due to health reasons and legal limitations (e.g. no photoshoots, travel bans).
  • It’s so on brand for them and their music. This isn’t the first time they’ve made veiled comments about American politics.

This merch drop works beautifully for Nine Inch Nails and their audience, but it won’t work for every artist. So here are my learnings for other musicians:

  • Random merch not tied to a campaign is okay. You don’t need to be promoting something specific.
  • Look at your existing assets and content with fresh eyes. It could be old releases like NIN have done. It might also be old press shots (turned into colouring books) or archival footage (cut into new music videos like the controversial You Know You’re Right clip).
  • Adopt a re-cycling mindset when creating new content. Always request layered art files and high res versions. Keep those random daily bounces that are rough cuts of actual songs. Document experiences. Save your AAA passes. Get those behind-the-scenes pics. Save everything in Dropbox or a hard drive. Make copies. Keep everything even if you don’t need it right now.
  • Use the power of ‘limited edition‘ to drive sales. Make it feel urgent and special.
  • Give your merch drops a story or an angle that fans can share and get excited about.

Trent, if you’re reading this, I feel like Big Man With A Gun should be in your next merch run. Just saying.

Music Industry Masterclasses

July 1, 2020

Not even a pandemic can stop The Push for delivering value to its users!

Thrilled to be facilitating four music industry masterclasses for The Push over the next couple of months, on behalf of Bolster. The first session will a workshop on Bandcamp, followed by one on YouTube plus two more to be announced. Every session will have an expert in each platform giving their best tips and tricks on how emerging artists and music industry professionals can get the most of the product, followed by a Q&A session hosted by me. Full disclaimer – I plan on being a bit selfish and picking their collective brains on everything that I’ve ever wanted to know, but I will definitely make sure that the attendees answers get some airtime too!

Register for the Bandcamp Music Industry Masterclass with their Artist & Label Ambassador Will Evans. Register for the YouTube Music Industry Masterclass with Ant McCormarck from Changer Studios. Keep an eye on The Push’s event listings page to find out more about the yet-to-be-announced instalments of the masterclass series.

For those who have not heard of The Push, it’s an incredible non-profit youth organisation based in Melbourne with the goal of making music accessible to youth organisations. A huge part of this is helping set up our next generation of music industry professionals for success, but another stream is making sure live music is accessible to often forgotten youth audiences. (Also I’m a proud board member.)

In line with The Push’s core value to make sure their services are accessible, all these workshops are completely free of charge and open to everyone. See ya in Zoom!

Old Media, New Media with Melbourne International Jazz Festival

June 30, 2020

I spoke on a career development panel for Melbourne International Jazz Festival earlier this month, as part of the iconic institution’s online music and learning festival.

The panel was hosted by the festival’s own Dean Worthington, who brings over a decade’s worth of arts sector wisdom. I was joined by some absolute powerhouses: music journalist Michael Dwyer, Lior Albeck-Ripka (co-founder of artist and events agency Hear Them Holler, and also a key player at Festival of Jewish Arts and Music, Sarah Guppy (the brains behind This Much Talent, Gig Life Pro and all-round music PR lord).

It was a fascinating chat about publicity, telling artist stories, communities plus my thoughts on why the idea of ‘gatekeepers of culture’ in the music space is problematic. (I have so many thoughts about Blackout Tuesday.)

Watch our chat below (please enjoy my not-staged-at-all-what-are-you-talking-about Zoom background) and find out more about the wider digital festival here.

You are more than… your music

June 30, 2020

Why do we play certain songs to death? What do we consider before we add a tune to a Spotify playlist? What’s the catalyst for you to share a song with your best friend? To answer these questions… we kinda need to look a little deeper than the music itself.

Billie Eilish’s smash hit ‘Bad Guy’ has an astronomical 1 billion streams on Spotify. The song is admittedly very catchy, but are we listening to the song over and over again because it’s a super memorable earworm we can’t get out of our heads? Or has the world collectively fallen in love with Billie Eilish, the human behind the music?

On the flipside, how is cancel culture shaping the way we listen to artists, and feel about them? Radio stations in New Zealand and Canada removed Michael Jackson songs from rotation after the release of Leaving Neverland, and one Perth station removed his back catalogue due to listener complaints. Spotify even made a platform policy to not promote hate content (albeit before they did a backflip a month later because they weren’t sure how to handle ‘safe’ content by artists with a reputation or criminal record.)

The common theme between the former King of Pop and the biggest popstar of the moment is how much music audiences are swayed by the artist themselves. 

It’s very rarely just about the music.

Why?

Enter storytelling. 

Big brands like Coca Cola and Nike have been leveraging storytelling to tap into emotions for decades. There’s a running joke that Oscar-winning movies are desperately depressing because they follow a formula. We binge watch TV shows in a single sitting when we get emotionally invested in the characters. 

Forbes explains

Great stories make people feel something, and those emotions create powerful connections between the audience, the characters within the stories and the storyteller.

Emotive marketing can be an effective tool for brands (and musicians). Scientific studies have shown consumers focus on their emotions more than objective information when making decisions. Your knee jerk, emotional reaction to content is more influential on your purchase intent than the actual content of the ad, (up to three times stronger for TVCs). Our visceral response to stimuli has a huge impact on our intentions, recall and relationship. This doesn’t just apply to marketing for oat milk and soft drinks, but also for music and pop culture.

Storytelling in music

Music in itself is storytelling. Successful artists paint a full picture through their lyrics, melodies, cover art, stage design, costumes and music videos. It’s no surprise then that the world’s biggest musical stars are masters at telling their own artist story, outside of their actual ‘products’ of music.

Here are three tenets for good storytelling: 

Show, don’t tell

Beyoncé is the one of the world’s most prominent Black artists, and her public persona is built on being a strong, powerful black woman. Her commitment to Black culture and specifically Black women shines through her work, and it’s not just lip service. 

Her dedication to Black women empowerment can be found in spades in her historic Beychella performance. As the first African American woman to headline Coachella, Beyoncé used this as an opportunity to further her story and promote other Black performers. She incorporated elements of Historically Black College and University (HBCU) traditions like marching bands. She hired an incredible ensemble of Black performers to join her on stage, and collaborated with Black designer Olivier Rousteing on costumes. 

Beyoncé doesn’t tell us she supports other Black artists and creators. She shows us. 

Consistency

Google ‘Lana Del Rey aesthetic’, and you’ll find over 4 million results across internet forums, fashion sites, university dissertations, tutorials on achieving her vintage vocal mix and homages on Tumblr. Every element of Lana Del Rey’s output remains entirely consistent with her Hollywood sadcore image. Whether it’s her manicure, her pack shots, her fashion sense, her stage name or her actual music, every element fits into the story that is Lana Del Rey. 

As one outlet puts it, “Lana Del Rey is motorcycles. Lana Del Rey is sugar daddies. Lana Del Rey is old age America. Lana Del Rey is heart shaped sunglasses.”

Be genuine 

A huge part of Billie Eilish’s public persona is her activism for causes close to her heart, with one the most prominent being climate change. 

Her work here isn’t at face level. She hasn’t just recorded a short clip for a charity campaign and left it at that. Billie has told The LA Times she has climate anxiety, and the singer-songwriter uses every inch of her platform as a celebrity to cover this. 

Her genuine commitment to the environment as an artist includes wearing a protest tee at The AMA’s, talking about the environment on Jimmy Fallon, setting up an eco friendly world tour, and partnering with Global Village to educate her punters about how they can help. Not to mention her incredible song ‘all good girls go to hell’, a climate change anthem about the LA Wildfires:  

Storytelling never stops

It’s understandable that some artists have taken the foot off the gas with their marketing this year. It might have felt inappropriate to promote sales content when there are bigger issues at hand, or artists shows and music may have been halted temporarily. But sharing and developing your story with the world shouldn’t be an on/off switch. 

2020 is actually the perfect time for artists to tell their stories and deepen their relationship with their audience. Instead of trying to manage a full content calendar to keep their managers, booking agent and label happy, artists now have a decent chunk of time where almost all fan communication can be solely about them with no sales agenda. This is a rare opportunity where artists can showcase their personality, brand, lives and the magic behind their music, completely unfettered by promotional obligations.

Don’t write off 2020 as a compulsory gap in your career as an artist. Turn it into the moment you unveil your greatest story to your audiences and fans. This isn’t your usual incremental audience building you’d see every time you service a single to radio or release a music video. Make your story front and centre, hook them in, make them fall in love with you, and build your audience for life.

Side B Sessions

May 8, 2020

Bolster ambitiously (and successfully, might I add) rolled out a full day conference last year in Sydney and Melbourne. It was a day packed with keynotes, workshops and panel discussions around music, audiences, community building, tech, social media, advertising and brand marketing. We rolled out a full session in Melbourne and went back for seconds in Sydney a couple of days later.

I presented two different talks at Side B: Cultivating Communities (about fandoms, communities, and how brands can get in on that action) and a State of Play (where we’re at with consumers, advertising and tech). I also had a nightmarish trip back from Sydney where our flight was delayed a billion hours and my plane seat was covered in something that could have been blood or jam or both. (Oh the days of interstate travel, I miss you yet I really don’t at the same time.)

Since it’s going to be a while since we get to hang out in large groups again, Bolster are doing what we do best – innovating and adapting. We’re proud to announce that we’re doing Side B again, especially at a time when people need it most. We’ve also made it free and on Zoom to be accessible for anyone (not just Bolster clients in Sydney and Melbourne). Side B Sessions will be coming at you with a one-hour session per week, and a mix of guests that’ll include Bolster and industry leaders.

I’ll be co-presenting the second Side B Session, an updated state of play (since so much has changed since we presented this last in October). I’ll be Zooming into your respective home offices/bedrooms/kitchens/bathrooms with my Bolster peeps on Tuesday May 19. I’ll specifically be covering off how media demand and consumption has changed (and why), and how the consumers of 2020 are showing their love.

Sign up for it here, plus find info on some of the other sessions we have planned. See you, can’t promise I won’t be wearing sweat pants during the Zoom keynote!

Side B Sessions #2

Side B Sessions #2: Digital state of play is tomorrow ⚡️All the rules have changed since our last keynote, so Paige X. Cho and Cat Rewha will be taking you through the current COVID-19 climate. Sign up here.

Posted by Bolster on Sunday, May 17, 2020

VMDO Networking Breakfast

April 29, 2020

Love the VMDO’s work 🙌 Those four letters stand for the Victorian Music Development Office, and this power house team truly support and empower the contemporary music industry in VIC.

They’ve been running their Networking Breakfasts for a few months (maybe a year?) out of White Sky Music‘s office in Collingwood. As soon as the pandemic hit, they deftly translated their event into an online affair. I had the pleasure of joining today’s Twitch session, and it was incredible that they were able to recreate the IRL experience online in a way that truly provided value. (I.e. not a bunch of faceless peeps feeling very disconnected while watching a webinar.) The VMDO split us off into Zoom breakout rooms for networking (got deep into a conversation about the state of live music venues), had a beautiful Welcome To Country by their First Peoples Business Manager, and an engaging panel discussion followed up by ample question time.

So with all of this in mind, I’m very excited to be taking part in their next VMDO Networking Breakfast on Wed May 13 on behalf of Bolster!

I’ll be taking a deeper look at how social media/media demand and consumption has shifted during COVID-19. I’ll explain how music businesses can use these insights to not just survive but actually thrive during this period of downturn. My presentation will cover not just social media platforms, but also usage of other entertainment channels like YouTube, Netflix and Spotify. Co-presenting with me is Leesa Snider from Achord Agency. Sign up here.

BRB finding my best sweat pants for my first at-home Zoom public speaking engagement!

Cultivate

March 1, 2020

Stoked to reveal that I’m in Music Victoria‘s 2020 Cultivate program! 🌱

The program is a women-only leadership program for the music industry, and is running in partnership with the Victorian Government. The personal development initiative is designed for mid-career established women in the local music industry.

The first iteration of the program ran last year, with Kate Duncan (CEO, The Push), Dallas Frasca (Director, A Hitch To the Sticks), Katie Besgrove (Co-Owner, Look Out Kid; GM, Barely Dressed Records), Coco Eke (Label Manager, Bad Apples Music) and Sally Mather (Music & Marketing Manager, Corner Group).

I applied last year and missed out to the above incredible women, but actually think it was a blessing in disguise. Over the past 12 months at Bolster, my role has changed slightly to include more management, and I’ve had more leadership training and mentoring internally so that I can jump straight into it at Cultivate this time round.

This year, I will be joined by five other incredible women: UNIFIED Music Group’s Ashleigh Hills; broadcaster, DJ and event curator Danielle Rizk; Sanicki Lawyers’ Moira Mckenzie, Girls Rock! Melbourne’s Shannon Driscoll and Remote Control Record’s Victoria Sweetie Zamora

My mentor will be Shamini Rajarethnam, who is currently CEO of Rationale and has a very impressive backstory. Leadership Victoria has also given me access to Dana Eisenstein, an incredible executive coach.

The three-month program kicked off last Thursday at The Corner Hotel. We met our mentors and coaches, had a few mind-blowing workshops and were treated to keynote speeches from Aminata Conteh-Biger, and the Lord Mayor of Melbourne Sally Capp.

We also collectively brainstormed what seven traits we think effective leaders have to shape the discussions for the next three months. (We decided on empathy, integrity, vulnerability, confidence, kindness, self-awareness and courage.)

The main catalyst for me applying to Cultivate is that I have zero formal training in management or leadership (like, oh say 99.99% of people working in the music industry). As my role develops with Bolster’s growth, I’ve had to manage more people, and it’s in my duty of care to nurture their careers and personal development.

And finally, I also take it on myself personally to be a visible example to younger women of colour in the music industry. When I first started out over a decade ago, I don’t think I knew any women of colour working in any capacity in the industry (no doubt they existed, I just hadn’t met them), let alone in leadership roles. Let’s change this 💪 

What ~ insert extremely mundane thing~ are you?!

February 15, 2020

If you follow me on Instagram, then you know I love a good AR filter. Instagram Stories have answered all my deepest and darkest questions. What Northcote Plaza store am I? What electronic genre am I?! What Disney Princess am I?!!! (The bakery, tech house and I didn’t get Mulan so who cares.)

Facebook’s Spark AR filters have actually been around since 2017 (under the boring moniker Camera Effects Platform), but were only available as a beta product for certain profiles. At Facebook’s 2019 F8 conference, the tech giant announced that the AR creation platform would be available for anyone to use.

If this is all gibberish to you… let me rewind.

What is AR, and more specifically Spark AR?

Augmented reality is a type of tech that integrates computer generated perceptual information (i.e. things you can see, hear, feel) into actual reality. Not to be confused with virtual reality which is not integrated with actual reality at all, and replaces it.

Spark AR is just Facebook’s own tool that helps anyone create AR filters. It’s designed to be super simple, and require zero programming knowledge to set up. Some design and everyday logic helps greatly though.

AR is not limited to Facebook though. TikTok have some pretty hectic AR filters, as does Snapchat. Most mobiles these days have the tech built into their native photo apps too.

So what makes Facebook’s Spark AR so special?

Two things.

  1. Anyone can create a filter. You don’t need a degree or a million hours of design/coding skills. The barrier is low and that’s marvellous. This has led to heaps of really unique and niche filters to service all markets and interests. (The reverse of this can be seen with technology that has a really high barrier to learn/access, and these products are generally shaped by its creators and not its users. Leading to one-sided products that lack perspective.)
  2. It’s viral AF. It fits in so seamlessly with the Stories platform to make them fun and easy to consume, share and use.

So how do I make a Spark AR filter?

Download Spark AR Studio. Their site has an entire tutorial section, but there’s also over 100K YouTube video tutorials. This one is pretty good for ‘which XYZ’ are you filters, and here’s one on how to put weird shit on your face.

Confused and have questions, or want to show off your sick 🤙 skills? The Spark AR Community Facebook Group has 55K members, plus a cool mentorship program if you’d like one-on-one help from a pro.

What do I need to keep in mind to make a really good Spark AR filter?

As with literally every marketing exercise, understand what you’re trying to achieve here. The goal of an AR filter is adoption, not directly selling tickets or driving traffic. To be really clear, here is your ideal user journey:

Sees the filter in the wild > hits try > plays around with it > posts it on their Stories > someone else sees it in the wild. Rinse and repeat.

With this in mind:

  • It needs to be easy to understand. What does your filter do? If that’s not clear, people who would like it might not use it because they think its purpose is something else. People who do try it realise it’s not what they thought, and won’t post it.
  • It needs to be so easy to use. If it’s glitchy or has a very small window where it works (especially with filters that interact with the environment and not just your face) then people won’t use it.
  • It needs to be captivating. Is it interesting, funny, amusing, (appropriately) shocking or novel? Most everyday social media users actually have a social media strategy, even if it’s not formalised. (Ask any Gen Zer. They’ll claim to not have a social media approach, but will be able to tell you their content pillars, posting frequencies, their style guide and comment reply policy.) If it isn’t interesting, it won’t meet most people’s unwritten posting rules.
  • Do not tack on other marketing goals here. This is about virality and brand awareness. Don’t make some weird filter to get people to go to your ticketing site or stream your album on Spotify. Don’t brand your filter from corner to corner with logos, URLs and QR codes. They won’t get approved, and even if it did, it doesn’t fit into our AR filter user journey and won’t get shared.

And what should I not do?

You can find their full policy here, but here’s a shorter list of key things to avoid:

  • Anything that a standard social media platform would disapprove. Swearing, nudity, sexually suggestive content, gambling, discrimination and excessive violence. (Funnily enough, violent filters are okay as long as the violence isn’t ‘excessive’.)
  • More than one logo on screen at a time.
  • Spam.
  • Alcohol, drugs and weed. Even if you have a medical marijuana prescription from your doctor.
  • No links, QR codes or URLs. (Besides your main goal is to keep viewers on Instagram.)
  • No hashtags. (I find this one interesting. If you can figure out why, please let me know.)

Okay, I’ve created a really great Spark AR filter. How do I get people using it?

For some bonkers reason, there is no library of Spark AR filters that you can currently search. The Spark AR filter catalogue only allows browsing at this point in time, so discovery from here is very low.

Your distribution plan should be like this:

  1. Use it yourself, so your followers try or save the filter themselves.
  2. Seed it out to other key users. This includes media outlets (perhaps you can book this as part of your publisher deal), artists on your lineup, brands you work with, staff, venues, collaborators, friends or influencers.
  3. Re-share other users using your filter as Instagram Stories. Maybe create a permanent Stories highlight with all of these somewhat permanently. (Obviously they need to tag you. This one only works for promotional filters tied back to celebs, artists and brands because no one is going to tag some random teenager in Adelaide who’s created a filter.)
  4. Or use the filter on other humans using your own profile. You could film fans, punters, people at your venue/festival/gig or complete strangers on the street with the filter, obviously with their permission.
  5. Post on social media (Facebook, Instagram, Stories, Twitter, your blog, wherever). Tell people to go to your profile and hit the filter tab (under your Story highlights, the section where you toggle between your pictures, IGTV and photos you’ve been tagged in). This is the only way to find specific filters at the moment. Screenshot below.

Now go forth and create more Spark AR filters so I can to answer the deep philosophical questions about my identity that keep me up at night. Or just a Disney Princess filter that will finally tell me I am Mulan.

Digital 2020

February 8, 2020

Hootsuite and We Are Social have just published their excellent annual report about how the world uses the internet for 2020. Full report embedded below or here. In the mean time, here are my key takeaways for Australian advertisers:

  • More than half of the world’s population will use social media by mid 2020. Humanity has literally never been this connected.
  • Self-care, mental health and mindfulness is a key priority for all. Internet users are spending less time on the endless vortex that we call the internet scroll/swipe. This is especially with platforms like YouTube, Facebook and Instagram recently introducing wellness tools to encourage breaks from their own platforms. In fact, YouTube delivered a staggering 1 billion ‘take a break’ reminders last year. Less time on social media isn’t bad for advertisers though. Here’s to more mindful and meaningful media consumption replacing brainless scrolls and double taps.
  • 88% of Australians are connected to the internet. There’s 22.3M Aussies that advertisers can talk to.
  • Aussies spend 5 hours and 41 mins on the internet each day, roughly an hour below the global average. Of that time, we only spend 2 hours and 13 mins connected via mobile devices – one of the lowest recorded for the 46 countries listed in this report. This is probably because Australia is a developed country, and data shows that developing countries are far more likely to use mobile internet because it’s easier and more affordable than land line connections.
  • Our mobile connection speed is the 6th fastest listed here (I don’t believe that) but our fixed internet connection speeds are almost half the worldwide average (yeah, that sounds about right).
  • The 4th highest search term on YouTube is ‘video’ 👀 Aren’t they all videos?!
  • ASMR is still a thing on YouTube. (I don’t get it.)
  • The Google Play and iOS charts show some pretty interesting differences. Games are a top app category for everyone. But photo apps are the second most downloaded app type for iOS users, but much further down at #6 for Google Play users, with tool apps coming in second for them. (There’s actually interesting data on the social, economic and political differences between Android and iPhone users. Despite being a left wing, city-living gal, I buck the trend as a proud member of #TeamSamsung.)
  • The top three most downloaded apps globally are Facebook products – Whatsapp, Facebook and Messenger.
  • Tinder was the top app for global consumer spend. That explains that time I matched with a guy in London who was about to come to Melbourne and kept claiming that he was a free user and the app must have glitched because he swears he’s not that desperate and would never ever spend money on Tinder for that special holiday mode
  • Apparently 38% of global internet users scan a QR code monthly. I find this surprising because I haven’t seen one in the wild for a very long time, but apparently Chinese consumers are behind this staggering stat. (Check out this quaint guerrilla marketing campaign I did with QR codes way back in 2011.)
  • Australia’s ecomm adoption is actually below the worldwide average, at 70% vs 74%. That gets even lower when we look at mobile ecomm, with us sitting at 33% vs. the global average 52%. I do expect to see this increase in 2020, especially with more brands/apps building for mobile first and 5G connectivity making it faster/easier to buy on mobile.
  • Digital advertisers spent $334 billion dollars in 2019, a healthy 12% increase from 2018. Top platforms to spend with were (in order) Google, Facebook, Alibaba and Amazon.
  • The lines between social media and ecomm will get blurred in 2020, and I predict that Australian consumers will soon expect shoppable content to be the norm. (Chinese influencers are trailblazers here though.)
  • Continued improvements to AR tech will also boost ecomm by removing the need to ‘showroom’ before purchasing. Because, hey, I’m lazy and if I can use AR to imagine what a couch looks like in my living room then I’m totally going to do that.

Full report for you to nerd out over below 🤓

State of Disruption 2019

December 26, 2019

Facebook’s annual State of Disruption Report came out at the start of October, but it’s taken me 2 months to digest because it’s a hefty 72 pages long. Here are three of my fave Facebook tips for building businesses to break industries.

1. EASY PEASY:

Today’s consumers (especially Gen Z) really value their time, and 71% are interested in services that saves them time and effort. Companies can disrupt traditional industries by leaning into it. Case in point: alcohol delivery companies like Tipple charging $30 extra for a bottle of booze to bring it straight to your door/party/office so you don’t have to sober up and stop mingling. (I totally checked the price of Glen Fiddich to compare this. If you ever need to bribe me, you know what to Tipple in my direction.)

2. PULP FRICTION:

Consumers want a seamless, intuitive and easy consumer journey with you. Make it smooth and frictionless because 84% of US consumers said they’d be unlikely to shop with a brand after a neggo experience. As Facebook notes on their Zero Friction Future microsite:

“Every additional step or delay is friction and a threat to business success.”

Zero Friction Future, Facebook IQ

Disruptive offerings don’t always spark confidence in consumers, especially when they’re super new or unheard of. Adding unnecessary friction is only giving unsure consumers an opportunity to change their mind on you.

(Side note – Alibaba took the opposite approach for their Singles Day activity this year. Rather than concentrate on minimising clicks to checkout, they created a brilliant engagement campaign with a pre-sale online concert featuring Taylor Swift to get traffic up on their site before the sale even started. You can read about this via this excellent and very free WARC report here.)

3. LET’S GET PHYGITAL

Some of the best-known disruptors got big by really owning the online space, and shaped their business (and how they disrupted an industry) by digital limitations. Think ThirdLove and how they changed women’s attitudes towards bra shopping, but also used online quizzes to get bra fitting right in lieu of an awkward sales girl with a tape measure.

But disruptors don’t need to stick to their lane. The term ‘phygital marketing‘ has been getting some traction over the past couple of years. It’s all about integrating both marketing arenas for the end consumer.

Mattress disruptor Casper created their ‘Dreamery‘ concept, a space for New Yorkers to book nap sessions on their mattresses. 120-day return guarantees are great, but nothing beats an actual road test. Plus naps are magical.

Cult beauty brand Glossier rose to crazy levels of success through the power of Instagram, but even the iconic cosmetics company has set up two IRL shops to satisfy needs. (That’s a whole other story though – almost feels like their physical stores are a destination for ultra Glossier fans to experience rather than to find new consumers.)

Innovative start ups can start lean and focus on digital to being with, but can use clever physical activations to power up their relationship with consumers as they grow.


Those were the juicy parts I think are actually relevant to disruption and innovation. Read the full thing here if you have an hour spare, but be warned. It’s all incredibly thought-provoking, but a fair whack of it is just dressing up Facebook-owned products as a disruption strategy when they’re not. Leaning into Instagram Stories or setting up Facebook Groups can be smart, but they’re not an integral part of or exclusive to disruptive offerings.

Enjoy, and HMU if you want to learn more about that time I did some marketing work for a Federal Government-funded initiative to foster innovation and disruption in Australia. 🐨

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