Why? The delta between innovation objectives and abilities.

Innovation. A bridge too far?

A recent survey by the Palladium Group found that 93% of respondents believed that excellence in innovation would be critical to their success in the coming years. However, just 36% of the almost 1400 companies surveyed believed that they were good at innovating. In fact, most felt that they were poor at all forms of innovating – such as product/service and process innovation as well as business model innovation.

Innovation, a bridge too far?
A bridge too far? Can innovation be achieved in risk-averse cultures?
© Mikhail Shifrin | Dreamstime Stock Photos

Why is there such a massive gap between the importance of innovation and perceived abilities? Innovation means change, and change is hard.

What must organizations do to close this gap, and how can organizations manage innovation better?

The ability to execute on innovation in any form – whether the design of new products, services, processes or business models – is proportional to the ability of the collective team or organization to think and act in new ways.  Conceptualizing new models and designs is difficult, requiring creativity and commitment to see beyond current and historic influences. Execution on those designs, particularly in the context of organizational change, is infinitely harder.  Why? Human inertia; the same reason new years resolutions go unrealized.

Change is also culturally hard.  Who defines change? People.  Who executes change? People.  What defines your culture? Your people do, in combination with the context of your market.  Business cultures are uniquely complex and inherently resistant to change.  As Palladium’s 2014 survey states clearly, the inability to overcome internal resistance to change is a genuine problem. It is a human problem.

Palladium’s 2014 survey concludes, “Leadership for strategy execution is not confined to the top echelons of the enterprise but must be inculcated at every level.” Success will depend on instilling in everyone the need for change and committing to it at every level. This begins with “why.” Why is it important? Why do I care, why should I act differently? Capture the heart and the mind will follow; or at least begin to follow.

Active communication of why, consistently, transparently, and with conviction is the critical beginning which must be sustainable throughout the journey.   It must be open and ongoing, supporting “why” with what, how, where, when, and who, all of which must be clear and concise, measurable and connected like a song returning to the refrain of “why.”

Even with commitment from the heart – the intrinsic belief across the corporate culture of the need for innovation – and the all-important compass pointing to that destination, there are significant obstacles.  The journey begins with the roadmap of what must be done to execute on innovation.  However, there will also be a set of decisions that must be made collectively and individually that often prove more difficult.  It is the decision of what not to do, and the need to over-ride autopilot.

Autopilot is your worst enemy, making it hard to see things differently and think in new ways; autopilot is anti-innovation.  It is not as conscious and overt as “this is the way we’ve always done it,” rather it is the subconscious sibling, perhaps more insidious because it is silent and hidden. Autopilot thrives on past training, learned behaviors and legacy circumstance.  Innovation requires businesses to break that mold and make yesterday’s environment unrecognizable, so the focus on new objectives and patterns is clear and untainted by old habits.

“We cannot solve our problems with the same thinking we used when we created them.”  -Albert Einstein.
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This article was originally written for the Palladium Group, appearing on their website in April, 2015.

10 Predictions for B2B Marketing in 2014

2014 B2B Content & Marketing Predictions

Lets be honest, there is nothing new about predicting the year ahead.  By now you’ve no doubt encountered many projections for how our industry will evolve between now and December.

In the spirit of full disclosure, the goal of my commentary is to commit my own thoughts “for the record” so that I can return to these strategy KPI benchmarks later for measurement.  Too many times have I said to myself “I predicted that” but had nothing in writing to validate my internal boasts.  Enough said.  Here is my list:

Google+ will gain serious momentum as an important B2B social channel 

Omit Google+ at your own peril.  As Google continues to refine search algorithms with emphasis on defining and empowering the semantic web, Google+ will emerge as a key channel for B2B research, digital conversations and audience engagement.  It will fill the gap between personal conversations on Facebook and professional engagement on LinkedIn.

Organizations will begin to recognize the need to restructure for digital content creation and multi-channel delivery

Execution of digital marketing message, content and program strategies require more integrated team planning and execution.  Traditional twentieth century organization structures were designed to market via non-digital processes and media.  These legacy org structures represent silos and obstacles to capitalize on new tools, media and channels and blended digital strategies.  The emphasis on measurement and improved marketing ROI will force organizations to recognize the need for structural re-alignment.  Not much change will occur in 2014 but the conversation will escalate.

The document-first approach to content creation will begin its decline as the content strategies adopt a content engineering approach to optimize for multiple channels and media 

Creating a white paper and then having a discussion about additional ways to leverage or “repurpose” the document is not enough.  Repurposing of flagship documents, webinars, etc. will be replaced by a process that strategically plans and designs for multi-channel digital distribution rather than retro-development of a single tactic.   While this won’t yet gain significant momentum, the conversation will evolve away from repurposing to strategic multi-purposing and execution in the planning stage.

Momentum for the Marketing Technologist and Data Scientist will soar

The importance of technology and user experience in any digital engagement cannot be ignored.  As technology is now the delivery path for content, services and applications, achieving meaningful, audience-valued interactions will require greater collaboration and alignment between IT, marketing and other groups.  Combined with the need to capture business value from volumes of data and continued pressure for meaningful marketing metrics, these two roles will be instrumental in the maturity of these goals while acting as liaisons between the traditional CMO v. CIO non-conversation.

Video will receive a greater percentage of marketing budget and will grow as a preferred communication media. 

Video has reached the precipice of business acceptance.  It is recognized as a powerful communications tool, but it has yet to be leveraged in practice.  Barriers limiting daily video use such as the networks ability to deliver quality video, ease of adoption and creation, and user experience are falling.  Video as the “killer app” is ready to assume a dominant role in business communications in ways most do not yet see.

APIs and digital platform consolidation will emerge as vital to content strategy

Context and rationalization of content aligned with both audience personas and the sales cycle are important competitive differentiators for business.  To connect ‘the right’ resources that bring contextual value to the marketing mix will place increased emphasis on APIs.  Consolidation of disconnected information and content sources will take time but the trend will be to recognize the need and begin a process of integration not previously acknowledged.

Curation will grow, but successful integration within messaging and content will remain dormant

There is too much content to manage and consume.  Period.  Automation of the process has matured and gained momentum, but only a very small minority will go the extra mile to truly optimize and integrate it within their content creation and delivery strategies.

Social listening will become a budget line item

Business is social. Social listening will soon be deemed a requirement, not an option.  Recognizing that peer-to-peer conversations impact every target audience and with the integration of social into customer service platforms, listening will be emphasized.  The challenge for B2B will be timely response due to lack of strategy and structure.

Apps will proliferate and have a significant impact on experience design and will influence web interface design

I see this everywhere already so maybe it’s not a fair prediction, but mobile apps have forced digital designers to jump out of their interface design box.  This is long over-due and I’m thankful to mobile for a better user experience and more visual delivery of digital content.  Many thanks to Apple and Ideo in particular for igniting this evolution.

Engagement goals will lead to more B2B focus and emphasis on brand communities.  

Business has recognized the value of social channels and is now committed to respond.  Two trends are inevitable – brand community growth and increased emphasis on measurable KPIs of this activity.

Branded communities will be the natural strategy for most mid-sized and large B2Bs.  Why? Because most these brands find it hard not to focus on themselves and because it will be easier for them to manage KPIs in communities they control.  The majority will not gain much traction however, because users will gravitate to communities of interest and not communities of brand.

What do you think?  please share thoughts and comments.

Are CIOs and CMOs interchangeable?

CIOs and CMOs should know enough about each other’s field of expertise to be interchangeable according to Jim Davis, SAS’s global marketing chief in a recent CMO.com article.

I had to read that statement more than once.

After considering this concept further, I thought to myself why don’t we also add the CFO, COO and CEO into that prototype and include a couple of engineering PhD’s and legal counsel.  Now that is an executive persona.  Clone them into a board of “Mini-Me’s.”

Think of the synergy in that boardroom.  No hidden agendas, no bitter debates or personality conflicts.  The enterprise now has complete strategic alignment across operations, product development, IT, marketing and sales.  Dream team.

Don’t get me wrong; Mr. Davis makes many important points.   As a former CIO his emphasis on technology is no surprise.  To be clear, I agree with the majority of his opinions.  I just don’t’ agree that the CMO and CIO roles could be interchangeable.

In fact, it’s not that I completely reject the ideal of that concept.  It’s just not realistic. Culturally speaking, no one sits at more distant ends of the boardroom than the CIO and CMO, assuming of course that the CMO has a seat.  Their training, skills, experiences, and often personalities, are polar opposites.

Technology is a tool; it’s not the solution to marketing’s mission.  There is no debate about the unprecedented potential it represents as a production, delivery and measurement mechanism, but to confuse marketing with technology is naïve and doomed to failure. And B2B technology vendors are often the worst offenders.

Marketing has become distracted by technology and automation.

Marketing is ultimately about awareness, communication, persuasion, and audience experience. It begins with a compelling message and story that delivers unique differentiation that your audience cares about. To quote Leo Burnett, effective messaging “does not just circulate information. It penetrates the public mind with desires and belief.”  It is human, empathetic, and most of all, memorable.

These basic building blocks do not come in a box.  The technology and the applications – they are tactical tools for delivery and measurement.  Ultimately success is measured in terms of customer acquisition and retention, not the size and quality of your database or email open rates.

As a technology marketing and content strategist, I agree with Mr. Davis’ philosophy at the tactical and execution level. Marketing does need a better understanding of what’s in the technology box, and how they can use it.  But do not become distracted by it.  Without simple, memorable, inviting messages, it will not achieve the objective.  Garbage in, garbage out, it’s just being distributed more efficiently.

The CMO and CIO are not interchangeable, but the evolution of digital technology does require that their roles and objectives be synchronized and complimentary. The digital age has also created at least one shared reality – it has forever changed the IT and marketing roles. The changes these executives have seen in the past 15 years are unprecedented, turning both their professional worlds upside down.

To succeed as business leaders in this new age, the CMO and CIO will need to transcend isolated and historic roles.  As digital interactions and devices continue to mature, the two business groups will become inseparable in the customer experience conversation. Marketing and IT will represent a new business ecosystem that will ultimately be defined and measured by customer experience.

As always, your thoughts and comments are welcome additions to this conversation.