The consumerization of analytics is turning exotic analytic pursuits into a lemming cliff sprint. It’s easy for awareness to exceed understanding. My agency Javelin joined Omnicom Group agencies including DDB and Fleishman to put together a brief paper on the potential of data mining. The paper looks at case studies from China, as well as emerging technology platforms, such as real-time bidding, that are transforming the world of advertising, marketing, and strategic PR.
Imagine a post-apocalyptic future where marketing is ruled by a Thunderdome of data-savvy thieves, mathematicians and homebound analysts. Mordantly obscure algorithms rule the day. Creative directors are used as wheel chocks on the boat trailers of data tamers. And gradually, subtly but inexorably there is a decline of marketing creativity, instinct, and fun. Next, imagine marketing’s new Golden Age, with Big Data as the brand jigsaw’s missing piece, the integration of lumping and splitting, the workday a synaptic firefight of left- and right-brain creativity interpretation and invention. Whether big data will be regretted for its corrosive effect on the marketing ideal or celebrated for its contribution to it is just one of the data narratives that will play out in our lifetime.
Big Data describes the tornadic, complex messy and overwhelming torrent of today’s digital data. Even as we speak the teeming wormball of data continues to grow in ways that are difficult for man, and increasingly for machines, to comprehend.
The stuff is solid rock. What are some of the birth agonies of Big Data? The answer for marketing, in a kind of trivalent nutshell, is: 1) functional overload, 2 creative schism, and 3) cultural conflictedness.
The sheer volume of data generated, stored and consumed in the world is bumping up against comprehension. As McKinsey reported, MGI estimates that enterprises globally stored more than 7 exabytes (billion gigabytes) of new data in 2010, while consumers stored more than 6 exabytes. (One exabyte is the equivalent of more than 4,000 times the information stored in the US Library of Congress.) We are generating so much data it’s physically impossible to capture it all. Health care providers, for example, discard 90% of the data that they generate (e.g., almost all real-time video feeds created during surgery). For our clients “death by analytics” means nothing more than information anarchy and the struggle to tame and funnel and shape it; all companies will need to explore how to do the same if they are to compete.
Big data is also leading to one of the great and terrible fissures in modern marketing, which is the belief that one can work in big data or big creative but not both. The quants will go to digital and the storytellers to brand. Big data is seen as solid rock and arcane, while creativity is subjective ephemera But it’s really a false choice. We need to get much more comfortable creating and interpreting stories out of digital data and seeing that big data is the behavioral storyteller and our ticket to unexpected connections only machines can see, while creativity is still what makes an operant limbic system shake a leg or cry a tear. As Daniel Kahneman said, “Signs of emotional arousal are salient in the reactions to many events – and especially to decisions — so the conceptual separation between emotion and pure cognition seems likely to crumble.” Fusion, not fission.
As Pico Iyer said in The Joy Of Quiet, “The central paradox of the machines that have made our lives so much brighter, quicker, longer and healthier is that they cannot teach us how to make the best use of them; the information revolution came without an instruction manual. All the data in the world cannot teach us how to sift through data.” He also reminded us it was Pascal who said that all of man’s problems come from his inability to sit quietly in a room alone. In spite of the bombardment of data and the extroversion of so much personal data online, we are culturally recoiling from so much screen time and retreating to Internet Sabbaths, tai chi, yoga, Crossfit, Netflix, undistracted mindfulness.
Perhaps the fundamental challenge for individuals and for the companies who will need to reckon with Big data in order to compete will be separating what’s merely new from what’s essential, and then challenging the plasticity of the marketing brain. Societies always tend to evaluate new developments in light of what they know – e.g. cars were called “horseless carriages.” Could we be falling into the same trap with the new data capabilities, i.e. force-fitting our new data capabilities into existing marketing paradigms? Big data, properly disciplined, focused with strategic insights, could lead to the next creative revolution. A message so relevant, and personal, it will lead to ideas that don’t communicate with mass audiences, but actually emanate from the very people we’re talking to.
Black Friday Consumption Rituals
Black Friday shopping activities constitute a mass synchronized ritual that is practiced and shared by multiple generations of female family members and close friends. So says this study. Over a two-year period, the authors along with trained research assistants, conducted interviews with experienced female Black Friday shoppers. Several themes emerged: 1. Black Friday is “hunting for women,” said Leisa Reinecke Flynn, professor of marketing and fashion merchandising at the University of Southern Mississippi. “It’s so much like deer hunting it’s hard to tell the two apart.” 2. Crowds and scarcity make it fun As one of the paper’sauthors said, “At certain levels, consumers enjoy arousal and challenges during the shopping process. They enjoy something that’s harder to get, and it makes them feel playful and excited.” Competition creates a sense of enjoyment from the mere process of buying goods. 3. It’s ultimately about togetherness. This is the warm soft belly of Black Friday: it’s ultimately more about relationships than transactions. Shoppers relish the day in part because it allows them to spend time with close friends and family, bonding as they endure serpentine lines, traffic and parking snarls, and the twinkie-defense, heat of the moment bad behavior of their competition.
At a time of abundant natural energy discovery, a weak dollar and China manufacturing wage inflation, when Boston Consulting Group is predicting an “imminent” manufacturing renaissance, it will be interesting to see how manufacturing’s second act plays out against, among other things, the “Age of the Customer.” The shift to the consumption model has always felt slightly hollowed out and less patriotic and robust. It felt like more about the individual and less about teams. It felt like the death of civics. The customer will remain a technology-enabled web-empowered super consumer, but if the renaissance does unfold over the next several years as suggested, it will impact everything from brand USA to buyer psychology to cultural identity to music and cinema.