Heineken is winning the digital war for eyeballs, engaged consumers and sales, according to think tank L2.
Social media is evolving, and in order to keep up, brands must work to stay one step ahead of their competition. Heineken has done this so successfully, their biggest competition on YouTube has less than one half of Heineken’s numbers. In addition to a thriving YouTube community, the brand has also claimed the most Facebook fans with the most engagement and the most Twitter followers. Heineken also controls 60% of the organic searches on Google.
Part of their success has to do with a massively upgraded website, allowing the brand to capture data and tailor user accounts based on personal preference. This is big data management and manipulation at it’s finest. Brands have to choose their social media channels carefully, and Heineken has done an amazing job.
Find the rest of the case study and details about Heineken’s standing among other beer brands at L2.
One of the largest airlines in the world, KLM Royal Dutch Airlines, is also considered one of the best in converting “Likes” into paying customers. Part of their marketing success is their willingness to take bold yet calculated risks. They are able to do this because they understand the customer buying journey. The touch points along the journey a lead or existing customer takes as they experience the KLM brand and then, how KLM works to improve each touch point along the path.
They began in social media the summer of 2009. Since then, they had a few failures along with great successes. One of their more controversial and successful campaigns is their Meet and Seat initiative. See below video. It’s a way for you to see who you may be sitting next to days before you board the plane.
Seven Social Media Campaigns Documented
To read the case studies of each campaign, go to their Facebook Page and click our social journey. They provide details about each campaign and insight into what made each one successful. They also did a 4 part series about their social media strategy. Part 3 of the series talks about some of the campaigns. Skip 1, 2, and 4. Weak on substance and depth. Not worth your time to read unless you are new to social media.
AWeber Communications, an email marketing firm, wanted to increase subscribers to their blog by optimizing their landing page through A/B Testing. They focused on stronger headlines, social proof, and a more direct call to action. As a result, opt-in rates quadrupled.
The goal of this campaign was to increase the amount of subscriptions to the blog, and make sure the current sign up process was the best it could be. Anticipating significant results, AWeber also wanted to use it’s test as an example for why A/B testing is important.
Prior to the test, AWeber had a functional landing page in place since 2008.
Recently they decided it was time for a change. They found a number of successful blogs use the “X Reasons to Subscribe” format. This format states compelling benefits to joining the mailing list. Below is what they migrated to after a number of A/B tests and revisions. The results were almost 4 times as successful as their prior landing page above.
Why New Page Outperformed Old
Justin Premick, Director of the Education Marketing Team at AWeber, says this: “Looking at the pages side by side, it seems obvious that the 2nd one would do better. The “X Reasons to Subscribe” format is powerful stuff. And if that’s all you need to take away from this to go test your own subscribe page, that’s fine by me.”
Data for this case study was graciously provided by one of our readers, Crystal Gouldey, of AWeber.
Ben and Jerry’s, headquartered in Vermont, is the best among their competitors at integrating their social marketing into the fiber of their operations. It’s not a bolt on to the marketing department but at the core of their strategy and embedded into their operational and CRM software. The secret ingredient – they have a well thought out editorial calendar and experienced community managers creating and curating their digital content.
How do you dethrone Google temporarily? You execute one of the most creative marketing campaigns of the year. It yielded 1.1 billion media impressions, took precious market share from Google, and got a book on the best-seller list. Bing teamed up with Jay-Z to launch his new book Decode by plastering all 320 pages of it — one page at a time — in different locations and in very unusual ways around the world for 30 days before the book was released for sale.
Primary Goal of Campaign
To drive millions of people away from Google to start using BING for Internet search and maps.
They began by staying true to each brand weaving Jay-Z’s very personal story, his journey through life and where it took him around the world, into Bing’s search and mapping technologies every day of the 30 day campaign. Each page of the book was reproduced and put into the real world in a number of innovative ways including on billboards, the top of parking garages, on building walls where Jay-Z grew up, to the bottom of a swimming pool. A website was created for the campaign where each day new clues were released on Twitter, Facebook, and Bing. You would then use Bing’s search and maps to “decode” the clue and find the location of the page and be the first to locate where the pages released that day were around the world. Over the 30 days, all the pages of the book were released so by the end of the campaign, you would have read the book.
Average time a person was on the campaign’s landing page was 11 minutes.
Bing got 11.7% increase in visits to their search engine which finally tipped them into the Top 10 of most visited websites in the world.
The campaign yielded 1.1 billion media impressions
Jay-Z’s Facebook page grew by 1,000,000 fans
Jay-Z’s book, Decode was on the best seller list for 19 straight weeks.
Every major news channel and newspaper covered the campaign.
Large numbers of people started using BING for search and mapping over Google
This campaign became part of popular culture for an entire month.
New Zealand fashion week, similar to New York’s fashion week, created a successful multi-platform social media strategy that helped grow attendance and revenue during the entire week of the event. Fashion weeks are a way to bring the top designers, retailers, socialites, and those just passionate about fashion together in one place to party and do business.
Yahoo! Movies, a division of Yahoo! wanted to get a bigger piece of the multi-billion dollar movie going pie by the summer of 2012 through their Facebook page. Their goal is to become the source for movie goers who love to research, be in the “know,” get VIP passes to early showings, and communicate with other movie aficionados.
They get 24 million visitors on their main website but lack that kind of traffic on Facebook where they see untapped potential to grow their brand.
Their campaign strategy was a joint effort with their offline partner, Regal Cinemas, who put up banners in theaters promoting the Yahoo! brand along with a QR code pointing to an offer most movie goers couldn’t refuse – free popcorn. People who did a social check-in via their Smart phones and liked the page got the popcorn. Offer applied online also. They would just redeem the popcorn when they arrived at the theater.
The Results From Campaign
1.2 million new Likes on their Facebook page
1.4 Million minutes spent on Yahoo! Movies Website
$1,000,000 of popcorn given away
Let’s Test Their Million Dollar Spend
They say their long-term goal is not about the “liking” it’s about building an audience of repeat visitors who will engage and make Yahoo! Movies their online source.
The great part about case studies like this is that you and I can take a peek behind the curtain and see if this is hype or really working. Below are the objectives/goals they hope to achieve now since the campaign began a few months ago. I encourage you to go to their Facebook page and see if the goals below are being lived out.
How Yahoo! Measured Success
Target a Season – focus on summer movie season
Hit Fans From All Angles – Reach fans online and offline
Relevant – Reward movie goers and capture “Likes” in return for continued activity on their Facebook page
Connect More – Interact with more movie fans via their website and Facebook page
Become The Movie Source – provide great content to keep fans coming back to their page regularly
I would question their last two goals – connecting and becoming the source. Out of the 2.15 million fans, they are not averaging the comments and interaction I would expect to consider this successful. It’s about amazing content and some of their biggest days of activity are based on movie blockbuster debuts or contests/giveaways they may be doing in a certain month. Their ratio of commenting back to people is very low and not that of a Sage archetype or the “in the know” type of a person I would expect running the page.
To view the full case study on SlideShare - go here. What do your think? Was it successful?
This case study features 4 examples of long form branded video content that drove millions of additional dollars and tens of millions of views using long-form copy in place of the typical 30-90 second spots.
What these videos prove is that people will make the time for well crafted stories that intersect with the narrative of their personal story. It is true that consumers are getting more savvy about the “noise” online by deleting, skipping, or unsubscribing from your site faster than ever but for valid reasons.
Most of the content online is not worth their time. Studies show that if you can capture their imagination and interest within the first 15 seconds of a video they will stay as long as you keep enriching them throughout the video.
Three of the four videos (HBO, Nike, KONY) in this case study are long. The forth, featured below, Chipotle, is just over two minutes but considered long because it’s a TV commercial. It was originally to air at the 2012 Super Bowl. Risking it would have to be shortened to 30 seconds due to budget concerns, Chipotle opted to preserve the full story and air it during the 2012 Grammy Awards. It ended up being so impactful it upstaged some of the Grammy performances that night.