Archive for 2008

Going beyond no

no Going beyond no

By Danny Sullivan

Any person working in technology PR has probably had to deal with a fair amount of rejection in their time. And no, I’m not trying to make some kind of controversial statement about the psychological make-up of the average tech PR practitioner (although wouldn’t that be interesting?).

I’m simply talking about news release rejection syndrome. It might sound something like this…

“You’re calling from who? About what? No, I can’t do anything with that.”

Show me a PR professional who says they’ve never had an approximation of that conversation, and I’ll show you Pinocchio.

Unfortunately, responding to that conversation with a mumbled “Okay, goodbye,” is as far as a lot of PR practitioners are able to go. And there is a good reason for this – they are often under-equipped in their understanding of the story to go any further.

It doesn’t have to be like that. What at first sounds like the utter rejection of your breaking news story may yet hold the promise of good quality coverage, if you have the ability to go beyond the words written on the pages of that release.

A knowledgeable, well-briefed PR person should be able to move beyond that initial exchange to explore additional avenues and opportunities that may exist for coverage. Perhaps these will not fall in the short-term, but gaining an understanding of your long-term opportunities is a highly valuable exercise.

Understanding and being able to discuss the whole story and not just today’s news should be a requirement for anyone trying to pitch a technology or business desk. Sure, it’s not going to save you from the rejection of your news release, but it’s going to give you the best possible chance of succeeding over time.

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New findings on how blogs influence traditional media

news New findings on how blogs influence traditional mediablog icon.thumbnail New findings on how blogs influence traditional media

By inmedia

Earlier this week, Brodeur announced new findings on how blogs are influencing traditional journalists. According to Jerry Johnson, head of strategic planning at Brodeur, “While only a small percentage of journalists feel that blogs are helpful in generating sources or exclusives, they do see blogs as particularly useful in helping them better understand the context of a story, a new story angle, or a new story idea. It appears that reporters are using blogs more for ethnographic research than they are for investigative research.”

Here are some highlights from the ongoing research project by Brodeur in conjunction with Marketwire:

  • The majority of journalists said blogs were having a significant impact on news reporting in all areas tested – except news quality: The biggest impact of blogs is in the speed and availability of news. Over half also said that blogs were having a significant impact on the “tone” (61.8%) and “editorial direction” (51.1%) of news reporting.
  • Blogs are a regular source for journalists: Over three-quarters of reporters see blogs as helpful in giving them story ideas, story angles and insight into the tone of an issue.
  • Nearly 70% of all reporters check a blog list on a regular basis: Over one in five (20.9%) reporters said they spend over an hour per day reading blogs. Nearly three in five (57.1%) reporters said they read blogs at least two to three times a week.
  • Journalists are increasingly active participants in the blogosphere: One in four reporters (27.7%) have their own blogs and nearly one in five (16.3%) have their own social networking page.
  • About half of reporters (47.5%) say they are “lurkers” – reading blogs but rarely commenting.

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Mozilla goes viral

mozilla Mozilla goes viral

By Danny Sullivan

Computerworld and others reported this week on Mozilla‘s launch of a viral marketing campaign.

“The campaign is a departure from Mozilla’s usual marketing efforts, which has relied on the Spread Firefox site and the host of fans who drum up support for the browser,” states the article.

Given the geeky nature of many of the key customers of technology companies, the viral marketing strategy is sure to be an increasing trend as emerging, “edgy” companies seek to set themselves apart from the incumbents.

And, let’s face it, it’s good fun too. “Engage your audience, don’t interrupt them,” is the marketing mantra I hear everywhere these days. Hear hear!

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Gay Acadian dog lovers, and other market niches

By Francis Moran

My colleague, Linda, wrote a post yesterday about the reality that virtually every market niche imaginable has a media channel that reaches it. She managed, but only with great difficulty, to avoid referencing one of our favourite expressions here at inmedia. I am not as disciplined, so let me explain what the title of this post means.

dogincar Gay Acadian dog lovers, and other market nichesWhen you have two professional marketers in the family, some casual conversations can take a peculiar bent. Such was the case when my wife, a seasoned marketing communications strategist, and I were driving along a city street here in Ottawa a while ago. Up ahead, I spotted a car, with a canine passenger whose head was sticking out the window, as dogs love to do. Being a dog owner myself who often indulged my pooch’s enjoyment of high-speed scent sniffing, I said, “Hey, there’s a dog lover.”

acadianflag1 Gay Acadian dog lovers, and other market nichesWe got a little closer and saw a flag on the car bumper featuring the French tricolour but with a yellow star in the upper left corner. I’m a bit of a flag nut and a Maritime Canadian, so I was easily able to identify it as the flag of the Acadian nation, people of French descent who settled in Nova Scotia and New Brunswick starting in the early 1600s. In 1755, refusing to surrender the neutrality they had been granted in the 1713 Treaty of Utrecht that ceded their territory to Britain, more than three-quarters of the Acadians living in Nova Scotia were forcibly expelled from their land and deported, many to Louisiana where they became known as Cajuns, a term that is derived from Acadian. It was arguably an early example of what today is called ethnic cleansing. Still, the Acadian culture persists in many parts of Maritime Canada today.

“Oh, it’s an Acadian dog lover,” I said to my wife.

We got even closer, and saw there was a rainbow stripe above the license plate. “Oh, it’s a gay Acadian dog lover,” I said.

rainbow Gay Acadian dog lovers, and other market niches

“Now that’s a market niche,” my wife quipped. “Yup,” I agreed, “And I wouldn’t be surprised if there wasn’t a Gay Acadian Dog Lovers Monthly that reaches that niche!”

There isn’t, of course, but you know what I mean. We now consistently use this story to illustrate that segmentation can be endless, that clear market niches can be identified, and that, the non-existence of Gay Acadian Dog Lovers Monthly notwithstanding, there almost always is a media channel or channels that reach any niche you can identify.

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There’s a publication for every niche

magazines Theres a publication for every niche

By Linda Forrest

At inmedia, we work within a pretty specific niche – we do media and analyst relations for business-to-business technology companies. Period. This does cover a wide spectrum of technologies working in a variety of sectors, but most of our clients have a very well defined business and tend to be focused propositions targeting a very particular customer, be it a voice application developer or a purchaser of x-ray sensor equipment for the veterinary market.

The challenge? How do we reach these niche audiences and get through to the tastemakers and influencers that help our clients’ customers make purchasing decisions?

The good news is that there is a media channel for everyone and everything. If you can imagine it as subject matter, it is almost guaranteed that there is a trade publication, web site, blog, newsletter, magazine, television show, radio show or other media channel that covers the topic, if not exclusively, then at the very least, on a sporadic basis. It has been our experience that more often than not, there is at least one media channel devoted to whatever specialized audience you must reach in order to sell your product or service.

Just as companies develop products for a known customer-base, so too do media develop channels for particular audiences. It’s safe to assume that if there’s a market for your product or service (and you had better hope that there is), there is a media channel that speaks directly to that market. Using our range of monitoring tools and directories, we ensure that we’re targeting those media outlets that truly have the potential to move your market, no matter how focused your offering is.

When it comes to speaking to your media marketplace, it’s quality, not quantity that matters. The readership of a niche publication may be only 3,000 people, but if those 3,000 readers are purchasing decision-makers in your market, then this is likely to be a very high-value media target for you. Do more people read the New York Times? Absolutely, but it’s unlikely that coverage in that publication will influence the purchasing decisions of your niche audience as much as these more focused publications are likely to.

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Fiction: Public relations can’t be measured

By Francis Moran

Francis’s favourite fictions is a continuing series of posts on common myths surrounding the practice of public relations. When I give this as a presentation, I subtitle it, “Everything I know that’s wrong about PR I learned from technology company executives.” Today’s fiction comes courtesy of a chief financial officer at such a venture who nixed her marketing vice president’s intention to hire us, saying, “I can’t measure marketing so I won’t fund it.”

Too bad; the company she used to work for is now out of business, taking a genuinely valuable technology advance and more than $30-million in investors’ money with it. Maybe now, she at least has a yardstick with which to measure the cost of not marketing.

It is an enduring myth, though, that marketing in general, and maybe public relations in particular, evades measurement, that there’s no way to calculate the return on investment for such an inexact science. As with many of my other favourite fictions, it is a myth perpetuated in large part because it serves many in the PR industry itself to do so. Theirs is a black box science, they tell gullible clients, dependant on things like “relationships,” and intended to “build buzz” and a bunch of other ambiguous terms deliberately employed expressly because they do evade objective definition.

It doesn’t have to be that way.

I can’t imagine that any client today will sign on to a program that doesn’t at least define a scope of work in clear and unambiguous terms. In other words, a critical path of activities that at least tells the client how much PR stuff they’re buying, how many news releases, analyst briefings, story pitches, trade shows supported, that sort of thing. We call that measuring outputs, and it’s as far as many agencies are prepared to go. We think it’s a good, but woefully inadequate, starting point.

Any agency worth its retainer should be willing to describe the results its efforts will produce in similarly unambiguous terms. If you invest in our exerting this much effort, dear client, you will see this much media and analyst coverage over the term of the program. We call this measuring outcomes, and we define it very clearly in terms of specific objectives for the program. We tell you which media outlets and analyst firms we’re targeting. This is not unusual. What is unusual is that we will then tell you exactly in what percentage of them we expect to generate coverage over the term of the program, what type of coverage that will be, and what sorts of stories, key messages and so on that coverage will contain. We break down our objectives by category of activity, setting success objectives for individual news releases, product launches, analyst tours, trade show briefings, speaking programs, and so on.

We like this approach because we’re not asking our clients to buy a bunch of PR stuff from us. Rather, we’re asking them to invest in a given level of effort, the outcome of which we have clearly defined. Now they only need to ask themselves whether those results are a good return on the investment we’re asking them to make. At the end of the program, our clients don’t need us to tell them whether we have achieved the objectives or not. They can tell, without a trace of uncertainty or ambiguity, for themselves.

If your agency or internal PR department won’t commit to setting those kinds of objectives, it’s time to find a new one.

But, as they say on the late-night infomercials, don’t call yet, there’s more.

Even if we achieve the outcomes we projected, is it worth anything if that media and analyst coverage hasn’t advanced our clients’ business objectives? Here’s where the wheat really gets separated from the chaff. I’ll write more about this in a future post.

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Blogging is stressful!

newyorktimesprintlogo080107 Blogging is stressful!

By Jill Pyle

Over the past few days, news of Om Malik’s heart attack has been spreading throughout the blogosphere. Inspired by the story, the New York Times published a piece about blogging as a source of stress.

I have to agree, blogging can be stressful. During the weeks when deadlines are looming and inspiration is lacking, it can be a challenge to come up with unique ideas. I can’t imagine how stressful it must be to have to write several unique posts per day and worry about being the first to break news.

Let this be a warning to all of us. Bloggers, take care of yourselves. Readers, don’t be shy. Your comments and recognition make it all worth it.

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Links to Canadian, US, international and online newspaper lists

newspaper.thumbnail Links to Canadian, US, international and online newspaper lists

By Jill Pyle

More often than not, influential trade media represent the majority of our clients’ top tier media targets. However, in recent months there have been several occasions where I was asked to track down contact information for editors at relatively small newspapers, as well as international newspapers.

We all know that media databases are less then perfect. When using them to search for newspapers that are distributed within a particular area, problems can arise if outlets are tagged with the wrong location or omitted entirely. As means to avoid handing your client an incomplete media list, it’s always best to double check your work and make sure you’ve gathered accurate and complete media contact information.

I’ve found the following sites to be quite helpful when compiling local media lists for areas I’m unfamiliar with.

US
USNPL.com
50states.com

Canada
List of Canadian newspapers on Wikipedia
JournalismNet

Global
Newspapers24
List of newspapers on Wikipedia
Newspapers by region at Yahoo
Newspaperindex.com
World Newspapers

Online
Onlinenewspapers.com
The Internet Public Library
NewspaperDirect.com

If you have any additional resources, I encourage you to share them with me so I can expand the list.

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O&P Edge speaks with Francis Moran about marketing

opedgeprintlogo070802 O&P Edge speaks with Francis Moran about marketing

By inmedia

O&P Edge, an independent media company that covers the clinical, business, regulatory, and human aspects of the orthotic and prosthetic community, is featuring an article about marketing O&P practices. The article is a Q&A with our managing partner, Francis Moran. He provides insight into why marketing is important for this group and shares easy-to-follow marketing strategies. To read the article, click here.

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‘You have no privacy. Get over it.’

By Francis Moran

The line above is a statement by former Sun Microsystems CEO Scott McNealy that was quoted by Canadian novelist Guy Gavriel Kaye in an article in the Globe and Mail‘s Books section just before Christmas. Kaye wrote about how technology, and especially the everyone’s-a-publisher-now phenomenon of the internet and its pervasive blogs, has changed how he interacts with readers he meets. Mainly, he wrote, he is now a lot more circumspect about what he says, even in informal conversations, knowing that every word he speaks — and, unfortunately, some words he never spoke! — will end up published on a blog somewhere where they will persist forever. It’s all contributing to what Kaye called “an erosion of space between reader and writer and book.”

As a new blogger, I have already wrestled with this phenomenon and the issue of what responsibility, if any, I owe to people to obtain their approval before I quote them or refer to them in a post. When I was a reporter, the lines, for me at least, were very clear. If you were a politician, public official or corporate executive, everything was on the record unless we explicitly negotiated otherwise. For me, that meant that anything I heard, any where at any time from such a person was fair game. If you were an ordinary citizen on the other hand, I cut you a great deal more slack, making sure you were aware you were talking to a reporter working on a story and that I was taking notes of what you said. In a couple of very sensitive stories, both having to do with suicides of young people, I even read my story back to the parents I was quoting to make doubly sure they were comfortable with how I was treating them.

Since launching inmedialog a few months ago, I’ve written, or wanted to write, posts about wholly public events, somewhat public events and private or by-invitation-only events. In the case of the wholly public events, where I knew mainstream reporters had been invited and were likely present, I felt absolutely no compunction quoting freely from the speakers and other formal participants. If something outrageous or controversial had been said, I would have felt equally free to quote at will. And I think that’s fair. No reasonable person participating in such a forum should have any reasonable expectation of privacy. I will, however, play by the same rules that governed me as a reporter, meaning that I will strive for accuracy, fairness and balance.

At a somewhat private event, I tread a little more carefully. I am no longer a reporter with an obligation to disclose what I learn, so I can pick and choose. So long as what I write reflects favourably on the people and organizations I’m writing about, I don’t feel any responsibility to gain prior clearance. But if someone at a less-than-openly-public event says something controversial that I’d like to write about, I’d probably make sure the person was comfortable with my doing so, and I’d certainly offer them the opportunity to participate in the blog discussion. Indeed, I’d encourage it. That’s how we’ve ended up with Peter Kemball’s continuing posts on Canada’s SR&ED tax credit scheme.

The waters get a lot murkier for me when the event is expressly a private one. A couple of months back, I was invited to an event in Calgary featuring a panel of executives from leading Canadian companies talking about their sustainable development practices. The organizers nixed my suggestion that I bring with me an old friend of mine who now lives in Calgary where he covers the energy sector for the business newswire service, Bloomberg, so I knew they felt that the event was strictly off the record. However, after hearing inspiring stories of how sustainable development practices at these large corporations were mitigating damage to the environment, improving products, enhancing human health and safety and, most riveting of all, boosting profits, I badly wanted to write about it. Unfortunately, the organizers put the kibosh on that idea, insisting that the closed event remain that way. I respected their right to do so.

(As an aside, I think they did their panelists a disservice. The speakers and their companies would have been presented in a highly favourable light for their leadership on sustainable development initiatives. And, paradoxically, more than one speaker lamented the fact that not enough was known about the positive financial results that could flow from doing the right thing environmentally and that more Canadian companies might follow their lead if only the issue was more widely understood! Oh, well.)

Here, then, are our rough operating principles for how we’ll treat what we hear when we set out to blog about it. If it was said or published in an open forum, it’s open season. If it was semi-public, we’ll use discretion, and seek permission before we wade into controversy. And if it was a private event, or a conversation you have every reasonable expectation was private, we’ll honour that and seek express permission before we attribute words to you.

Bottom line: McNealy probably has a good point when it comes to the broader world but at inmedialog.com, privacy still has a role.

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