Category Archives: Search Engine Optimization

With ROCKZi, Blekko Dips Its Toes Into Social Waters (And I Don’t Get It)

rockzi-logoSearch engines seem to be inexorably drawn to social platforms. There’s Google+ and there was Google Buzz. Yahoo has Flickr and Yahoo Answers, and had Yahoo Buzz and Yahoo Meme (among others). Microsoft/Bing has So.cl.

And now Blekko has a social content platform of its own: ROCKZi, where the tagline is “Read. Vote. Rock.”

It’s a social content curation site where users can find, submit, vote and/or comment on news stories. The content is divided into a current list of 33 categories, from sports to politics to tech and beyond — and that number will grow to the hundreds within a couple weeks, according to today’s announcement. Voting involves clicking a button that says “this rockz.” Users accrue points for activity — one for a vote, five for a story submission.

To put it in familiar terms, it functions something like Digg and it looks a bit like Pinterest. (Those 33 categories are even called “boards” — here’s the SportZ board below.)

rockzi-board

The obvious question: Why is Blekko launching a social site like ROCKZi?

To be frank, I have no idea.

The company’s news release hits on a lot of the same buzzwords and themes that many social sites before ROCKZi have talked about:

  • It’s “a fun, social environment for users to identify top, timely content.”
  • It “allows users to engage in the content they care about most.”
  • It has the potential to “revolutionize the way we discover good content on the increasingly cluttered Web.”
  • etc.

But hundreds of millions of people would say that Facebook and Twitter (and LinkedIn, and Pinterest, etc.) already do those things quite well. And the decline of Digg and most of its competitors suggests that the social voting model is a thing of the past.

One potential hook is ROCKZi’s promise that users will eventually be able to create their own custom news boards; think Pinterest, but saving news articles rather than photos.

There’s also a connection to Blekko’s search roots: The company says it’ll use the social signals created by ROCKZi’s userbase to help identify quality content for its search results. But there’s not a lot of interest in optimizing for Blekko, so that angle isn’t likely to attract users.

Blekko has done some very smart and admirable things in search — particularly serving the SEO community with ongoing improvements to its SEO tools and information. It recently scored a $30 million investment from Yandex and has seen a significant rise in traffic this year. Clearly, things are going in the right direction.

And all of that search-related momentum is why I find Blekko’s decision to launch a social site like ROCKZi very odd.

Related Topics: Blekko | Features: Analysis


About The Author: is Search Engine Land’s Executive News Editor, responsible for overseeing our daily news coverage. His news career includes time spent in TV, radio, and print journalism. His web career continues to include a small number of SEO and social media consulting clients, as well as regular speaking engagements at marketing events around the U.S. He blogs at Small Business Search Marketing and can be found on Twitter at @MattMcGee and/or on Google Plus.

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Article source: http://feeds.searchengineland.com/~r/searchengineland/~3/g17g0qVSHGM/rockzi-blekko-social-curation-launch-127471

New Google Easter Egg: Conway’s Game of Life

Google’s latest easter egg in the search results leads you to the Game of Life.

Search for [conway's game of life] and the search results page will start to be over run by cellular automaton. It was created by British mathematician John Horton Conway in 1970 as a zero-player game. Yes, once the game is started, it plays out by itself. What do you do? Just watch it evolve.

Here is a video of the game in action on Google:

I spotted this on John Mueller’s Google+ page.

Other Google Easter Eggs

Related Topics: Google: Easter Eggs | Google: Web Search


About The Author: is Search Engine Land’s News Editor and owns RustyBrick, a NY based web consulting firm. He also runs Search Engine Roundtable, a popular search blog on very advanced SEM topics. Barry’s personal blog is named Cartoon Barry and he can be followed on Twitter here. For more background information on Barry, see his full bio over here.

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Article source: http://feeds.searchengineland.com/~r/searchengineland/~3/p_FNObLXLis/new-google-easter-egg-conways-game-of-life-127483

SearchCap: The Day In Search, July 11, 2012

Below is what happened in search today, as reported on Search Engine Land and from other places across the web.

From Search Engine Land:

  • Google, Bing Hit All-Time Highs In June Search Market Share [comScore]

    Google and Bing have reached all-time high levels, while Yahoo reached an all-time low in the latest comScore search market share numbers. They’re due to be released publicly later today or tomorrow, but financial analysts have seen and are sharing their copies of the data. According to comScore’s explicit search market share report for June [...]

  • 3 Lead Generation Challenges B2B Search Marketers Must Overcome

    B2B search engine marketing performance is based as much on lead generation as it is on traffic, keyword visibility, and production. As B2B organizations become more competent in digital marketing strategy, lead quality becomes just as important as lead quantity. It should not be a surprise that fewer form field requirements generate a greater volume [...]

  • Have You Adopted Agile Marketing Yet?

    A couple of years ago, I wrote a column that introduced agile marketing — a management approach that adapts agile software development methodologies to marketing projects. I suggested that adopting agile marketing management practices might be the single most important factor in building a successful, ongoing conversion optimization program. Two years later, I believe that’s [...]

  • After A Month, Silence From The FTC On Search Engine Disclosure

    A month ago, I sent a letter to the US Federal Trade Commission asking it to review how search engines are complying with its guidelines on disclosing listings where payment is involved. The silence since then, as the saying goes, has been deafening. That’s a pity given how important that review is to the on-going antitrust [...]

  • Yahoo Answers Hits 300 Million Questions, But QA Activity Is Declining

    Against what could be considered great odds, Yahoo Answers has reached a pretty stunning milestone: 300 million questions have been asked since the service launched in 2005. But despite that figure, activity on Yahoo Answers is on the decline. The company’s announcement today includes these additional statistics: On average, 2 questions are being asked and [...]

Recent Headlines From Marketing Land, Our Sister Site Dedicated To Internet Marketing:

Search News From Around The Web:

Applications Portal Features

Business Issues

Local, Maps Mobile

Link Building

Paid Search Contextual

Searching

SEM Industry

SEO SEM

Social Media

Related Topics: SearchCap


About The Author: is Search Engine Land’s News Editor and owns RustyBrick, a NY based web consulting firm. He also runs Search Engine Roundtable, a popular search blog on very advanced SEM topics. Barry’s personal blog is named Cartoon Barry and he can be followed on Twitter here. For more background information on Barry, see his full bio over here.

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Article source: http://feeds.searchengineland.com/~r/searchengineland/~3/1bLbzsLuqxc/searchcap-the-day-in-search-july-11-2012-127418

No, Microsoft Didn’t “Disappear” Kogan From Bing Over The “IE7 Tax”

Shopping site Kogan imposes an “Internet Explorer 7″ tax. Kogan then mysteriously disappears from Microsoft’s Bing search engine. Revenge? No, just a technical goof, says Microsoft, one that it is correcting.

Kogan grabbed headlines last month when it began adding an additional 6.8% charge to purchases for those using Internet Explorer 7. Calling it the “Internet Explorer 7″ tax, the fee was designed to encourage people to upgrade.

This week, Kogan was blogging again about Microsoft, this time to say that its Kogan.com site was dropped from Microsoft’s Bing search engine. That’s still the case today:

Was it some type of retribution, the Kogan wondered:

We hope Microsoft were not too offended by what we did with the IE7 tax and this is just a temporary glitch.

It certainly would have made no sense for Microsoft to be upset. This is the company that ran its own site to get people off Internet Explorer 6. It’s actively pushing IE 9 these days, so being upset about people suggesting that IE 7 be left behind doesn’t make much sense.

It’s Technical

What makes much more sense is some type of technical problem. My first guess was that Kogan itself might have been blocking Bing accidentally, perhaps through a mistake in its robots.txt file. That file is a way that publishers can block search engines from crawling their sites.

Kogan does have a problem with its robots.txt file, where it’s not being fed out as an actual text document. People at Hacker News already had noted this. Still, that glitch wasn’t causing problems for Google, so was it really an issue with Bing? After some investigation yesterday, Bing got back to me today with the technical culprit.

Microsoft says the Kogan.com domain was parked for a couple of years and had been removed from Bing, as Bing typically doesn’t list parked domains. At some point, Kogan apparently began using the domain again, redirecting traffic from its existing Australian (kogan.com.au) site. Microsoft didn’t detect that the domain was no longer parked, so the pages it was pointing at began to be removed, deemed to be inactive.

Now that Microsoft realizes its error, it has changed the parked status and says the site should begin showing up again in the next few days. Microsoft said it is also evaluating things to prevent this from happening to other sites in the future on Bing.

It’s Not Just A Bing Thing

FYI, Google doesn’t like parked domains that much, either. It’s also had technical glitches with them, as recently as last April. And while Google might list pages from Kogan.com, it also still lists some of those pages under their old locations at the kogan.com.au address. Should you click on one of those links like this:

For me, Google’s Chrome browser fires up a big, scary warning like this:

That’s happening because of a misconfiguration on Kogan’s site.

My guess is that shortly after creating its Internet Explorer 7 tax, Kogan made some domain changes that are creating these types of problems, which even happen with Blekko:

I did contact Kogan about this yesterday but have yet to hear back.

Bottom line: technical glitch on Bing’s part, but Kogan itself probably has some issues to clean up on its end.

Related Topics: Features: Analysis | Microsoft: Bing | SEO: General | SEO: Redirects Moving Sites | Top News


About The Author: is editor-in-chief of Search Engine Land. He’s a widely cited authority on search engines and search marketing issues who has covered the space since 1996. Danny also oversees Search Engine Land’s SMX: Search Marketing Expo conference series. He maintains a personal blog called Daggle (and maintains his disclosures page there). He can be found on Facebook, Google + and microblogs on Twitter as @dannysullivan.

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Article source: http://feeds.searchengineland.com/~r/searchengineland/~3/7pIhQ7vUfG0/no-microsoft-didnt-disappear-kogan-from-bing-127408

RKG Report: Search Growth Declines Slightly; Shakeup In Store For Shopping Space

Paid search’s growth rate slowed a bit in the second quarter of 2012, but it still increased 29% year-over-year — down from a 32% year-over-year growth rate in Q1. That’s according to the RimmKaufman Group’s latest report on digital marketing, released this week.

Generally speaking, CPC’s were down (6%) as compared to the same period last year, but click volume increased fairly dramatically (37%). RKG put together the report using stats from its clients, which include more than 30 of the top 500 etailers.

Trends varied from engine to engine. Google’s paid search spending grew only 32% in the second quarter, as compared to 36% in the first quarter. Click growth stayed mostly the same, but costs-per-click were 10% lower in Q2 as compared to the 2011 period. Compared to the first quarter, however, CPCs were up 4%.

On Bing and Yahoo combined, spending grew 16% in Q2 as compared to Q1, which was an improvement from 10% year-over-year growth in Q1. Unlike Google, CPCs increased 12% year-over-year, though click growth only grew at 4%.

The Size Of The Shopping Shake-Up

The big story of the quarter — Google’s move to monetize Shopping by transitioning merchants to paid listings ads (PLAs) — won’t truly reveal its impact until later in the year. RKG’s figures give some measure of the impact of this change. The company said 15% of its clients non-branded paid clicks on Google were generated by PLAs in the second quarter, and they generated a 13% higher than average return-on-ad-spend (ROAS). For certain advertisers, that runs much higher.

RKG says current Google Shopping traffic volume comes in at one third to one half of what PLAs get on average. Based on volume and typical costs-per-click, RKG estimates Google will generate hundreds of millions, if not a billion, dollars in new annual revenue because of going pay-for-play.

The company’s clients saw a lot of success with the soon-to-be-eliminated Google Product Search in the second quarter. The average client saw a 14% growth in orders from Q1 to Q2. Product Listing Ads, too, have been successful. Google’s increased display of PLAs, along with improved conversion and click-through rates, increased order volume up 46% from Q1 to Q2.

In the comparison shopping engine world, Google Product Search has been the 100-lb gorilla, representing half of all clicks generated by any engines. Next came Shopzilla-Bizrate. NexTag saw the biggest click declines, sliding from a 14% share in the fourth quarter of 2011 to only 8% in the second of 2012.

Pinterest’s Referrals Growing

When it comes to social sites, Pinterest’s influence has grown in Q2, though it still represents just a little over 1% of referrals on average. That number differed substantially from client to client, however, likely correlating to the uniqueness and visual appeal of images on the etailer’s site. Facebook, the leader in social referrals, grew its share of referral traffic to just under 6%.

Related Topics: Search Ads: General | Stats: General


About The Author: is a contributing editor for Search Engine Land and Executive Features Editor at Marketing Land. She’s a well-respected authority on digital marketing, having reported and written on the subject since 1998, including a stint as managing editor of ClickZ. She’s also worked to help monetize independent publishers’ sites at Federated Media Publishing. She blogs about media and marketing at The River and about cooking, gardening and parenthood at Free Range. She can be found on Twitter as @pamelaparker.

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Article source: http://feeds.searchengineland.com/~r/searchengineland/~3/5k4I4g4SFZI/rkg-report-search-growth-declines-slightly-shakeup-in-store-for-shopping-space-127439

UPDATE: Microsoft Makes Job Cuts; Advertising Hit But Details Sparse

Microsoft has undertaken what’s being called “a round of layoffs,” including eliminating the position of long-time digital marketing evangelist Mel Carson, who worked for Microsoft Advertising in the US and helped start adCenter in the UK.

The software giant confirmed the layoffs but won’t say how many people or what departments were involved.

A Microsoft spokesperson send us a written statement saying:

“I can confirm that there were job eliminations today at Microsoft. Like any company, Microsoft continually evaluates its operations and works to align the business to key priorities. I can assure you we’re thinking about the exciting new opportunities that Windows 8, Xbox and Skype present for our advertising and marketing partners.”

What initiatives are rising as “key priorities” and which are being downsized is unclear. Another unanswered question is about the geographies involved in the job cuts. We’re trying to get additional information from Microsoft, and will update as appropriate.

Carson, who first wrote about the layoffs in his personal blog, is well known in the search marketing industry, where he’s been seen as an effective advocate for Microsoft. He’s spoken widely at digital marketing, search and social media conferences, and has been a presence on the Microsoft Advertising Blog.

Note: A previous version of this article contained incorrect information about the location where Carson was employed. That has since been corrected. 

Related Topics: Microsoft: adCenter | Top News


About The Author: is a contributing editor for Search Engine Land and Executive Features Editor at Marketing Land. She’s a well-respected authority on digital marketing, having reported and written on the subject since 1998, including a stint as managing editor of ClickZ. She’s also worked to help monetize independent publishers’ sites at Federated Media Publishing. She blogs about media and marketing at The River and about cooking, gardening and parenthood at Free Range. She can be found on Twitter as @pamelaparker.

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Article source: http://feeds.searchengineland.com/~r/searchengineland/~3/_6oKbAuNBw0/microsoft-makes-job-cuts-advertising-hit-but-details-sparse-127453

After A Month, Silence From The FTC On Search Engine Disclosure

A month ago, I sent a letter to the US Federal Trade Commission asking it to review how search engines are complying with its guidelines on disclosing listings where payment is involved. The silence since then, as the saying goes, has been deafening. That’s a pity given how important that review is to the on-going antitrust investigation of Google on both sides of the Atlantic.

This week, I emailed the FTC on Monday as a follow-up, asking if after so much time, it had any response at all. I heard nothing back. Later that day, I went old school, picked up the phone and called the press office. I was told that yes, my letter had been received and that yes, I would hear back at some point.

I emailed one last time yesterday. Did the FTC have any comment at all that I could put into the “it’s been a month” story that I was writing. No response.

Google Backs Review; Others Are Mum

I’ll stay tuned. The issue isn’t going to disappear. In particular, next week I’ll be writing a follow-up article with one of two headlines:

Google Supports FTC Review Of Search Engine Disclosure Compliance; Microsoft Doesn’t

Google Microsoft Support FTC Review Of Search Engine Disclosure Compliance

WebProNews already had the first headline last week. While I was on vacation (two full weeks off, completely unplugged, it was great, thanks!), the publication did a survey of Google, Microsoft, Expedia and Orbitz, asking who backed a review. The results? Google was in favor, Microsoft had no comment and the latter two didn’t respond at all.

Google gave me the same statement this week that it gave WebProNews:

Consumers benefit from clear labeling in search results, and we have always clearly disclosed which links are paid advertisements. That said, not all search engines clearly disclose paid results, so we would support a fresh look by the FTC at search labeling and transparency practices.

I’ll be checking directly myself with Microsoft next week, hence why you’ll see one of those two headlines I mentioned above. It’ll be a nice way to keep the issue fresh. Maybe then it’ll get a little notice from, I don’t know, any of the mainstream media?

Mainstream Media Coverage Mum

My letter was sparked by an opinion piece in the Wall Street Journal from Nextag CEO Jeffrey Katz attacking Google on transparency grounds. I dissected that piece, illustrating how when it came to transparency, Nextag was likely violating the FTC’s guidelines on paid disclosure. Then I moved on to my FTC letter, because the entire industry seems to be having issues in various degrees with the guidelines.

I’d have thought that might have been worth a story in at least one mainstream news publication, dare I hope even the Wall Street Journal, which started it all? Nope. The Wall Street Journal cannot seem to get enough about writing any story that involves Google and the FTC but this story — and it’s a legit one — got ignored.

Hey, it’s not like the New York Times bothered covering it either, that I saw. News of the letter also happened just before Apple announced the new MacBooks and iOS 6. I guess there wasn’t time to look at it, with all that madness going on.

Pity though, because when Apple announced that it would have new maps powered by Yelp, that’s one of those disclosure things that perhaps consumers should know about. Is Yelp paying for that placement? Is Apple getting paid? Should consumers know about that relationship, just like they might need to know about relationships Google has with handset makers or Microsoft has? That’s all stuff I addressed in my letter, stuff that got ignored.

Heck, I even emailed Robert Thomson, the managing editor of the Wall Street Journal offering to write an opinion piece of my own for the WSJ on the topic. No response. Kind of sad, because I genuinely enjoyed sitting with him on a panel in 2009 on newspapers and journalism.

Independent Experts Not Wanted?

That was an FTC panel, by the way, that I was asked to take part in. So I’m not exactly a crackpoint nor an entity unknown to the FTC. In fact, the entire reason the FTC has search engine guidelines in the first place was because of reporting I did last decade on possible consumer confusion when it came to search engine listings.

That leads to something else that’s been annoying me, somewhat related. I’ve had a number of calls this week from reporters trying to understand what might happen with the European Union’s antitrust review of Google. Remember in May, how the EU loudly and publicly gave Google four points it wanted responses to by July 2? Google responded, and now we wait.

One reason for the calls is because we don’t know what Google said. The EU hasn’t released the letter. It wasn’t shy about demanding it, and with all this talk about transparency being batted about, you’d think it would have immediately released the letter so we could all know what Google said. Google, which confirms to me that it did send a letter, says it’s up to the EU to release the contents.

Tap tap, so we wait. Reporters try to guess what the next step might be. I get call from them, because I’ve covered the search space for 16 years now. I’m considered somewhat of an expert.

My typical response is that both the EU and the US have problems with their cases because of a fundamental misunderstanding of how search engines work (see also Dear Congress: It’s Not OK Not To Know How Search Engines Work, Either). That’s prompted some reaction from reporters I’ve talked with that surely the regulators have been carefully researching all of this for months.

Not really. I’m not convinced of that. I know I’ve not spoken with FTC or EU investigators, and there are few, if any, who have been looking at the search engine space for as long as I have. If you were trying to understand the current landscape, trying to do it properly, I think it would be worth talking to me.

But hey, that’s me. Of course I’d think that! But the point of writing the paragraph above isn’t an attempt to be big-headed or because I somehow feel put-out. I don’t have any personal disappointment here. I have a professional disappointment with governments, because I’ve continued to learn that in these type of investigations, they seems to only talk to people that the lobbyists push toward them rather than getting out and doing independent research.

Who will the regulators hear from? Well, the EU did send Google advertisers a lengthy survey (by the way, the fact there was no fifth point in the recent EU letter about ads influencing listings means the EU failed to disclose that was an accusation if must have determined wasn’t true). But really, I suspect they hear from anyone that Microsoft-backed FairSearch pushes forward with what will inevitably be an anti-Google view. Meanwhile, Google’s busy funding experts of its own which independently discover there might be a First Amendment protection for its listings (hmm, where have I heard that before?)

Me, having watched the search engine industry grown up, I want it to be healthy to players all around: the search engines, the companies that depend on them and the consumers. Rather than the current antitrust review being driven by Google competitors, not worried about consumers but their own bottom lines — and depending on lobbyist research — I want an actual solid investigation into how the entire industry deals with search listings, to see if there are problems for consumers.

Back To Disclosure

That leads me back to my call for a review of disclosure. One solution to the EU’s points of contention might be better disclosure of self-promotional listings, as my colleague Greg Sterling covered last month (see Settlement Of Google-Europe Antitrust Claims Might Involve Labeling “Google Products” In SERP). If so, that’s really something the entire industry should do, not just Google.

More important, it’s difficult now to even know what we consider to be a search listing that’s supposedly “fair” or “neutral” or not. Nextag is one of the shopping search engines all riled up that Google supposedly favors its own shopping search engine by promoting Google Product Search in Google’s main results.

Problem solved. Google Product Search To Become Google Shopping, Use Pay-To-Play Model from us in May covers how Google is dropping those shopping results to instead show a shopping ad box, since all of its shopping search listings are to become ads. No one really questions that Google can’t run its own ads in its main results, even for itself. Antitrust case closed?

When is a search listing an ad? When does an ad need to be disclosed? These are foundational answers you need to know if you really want to conduct a review about anti-competitive actions. The FTC had compiled guidelines covering these types of things. But in the nearly 10 years since those were created, the search engines themselves seem happy to ignore or redefine those. That’s why it’s essential the FTC conduct a review. I don’t see how you do an antitrust review without the disclosure review.

I am hopeful something will come of my letter. I was encouraged to see Marvin Ammori write in GigaOm last month that a review should happen. I do have faith the FTC will eventually get back to me. Stay tuned.

Related Reading

Related Topics: Features: Analysis | Google: Antitrust | Legal: Regulation | Top News


About The Author: is editor-in-chief of Search Engine Land. He’s a widely cited authority on search engines and search marketing issues who has covered the space since 1996. Danny also oversees Search Engine Land’s SMX: Search Marketing Expo conference series. He maintains a personal blog called Daggle (and maintains his disclosures page there). He can be found on Facebook, Google + and microblogs on Twitter as @dannysullivan.

Connect with the author via:
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Article source: http://feeds.searchengineland.com/~r/searchengineland/~3/HXEqhCEv0Lw/after-a-month-silence-from-the-ftc-on-search-engine-disclosure-127321

Have You Adopted Agile Marketing Yet?

A couple of years ago, I wrote a column that introduced agile marketing — a management approach that adapts agile software development methodologies to marketing projects. I suggested that adopting agile marketing management practices might be the single most important factor in building a successful, ongoing conversion optimization program.

Two years later, I believe that’s more true than ever.

For all the advancements in conversion optimization tactics and technologies, it’s the speed and flexibility of the marketing team that has the greatest impact on what can be accomplished.

The Agile Marketing Movement Advances

Agile marketing applies to more than conversion optimization, of course. The value of speed and flexibility is manifest for nearly all forms of digital marketing.

For instance, Jonathan Colman has an excellent presentation on how he leveraged agile marketing in SEO in his work at REI. Ric Dragon also has a great new book out, Social Marketology, that includes a discussion of how to use agile management in social media marketing.

Across the industry, there’s increasing momentum around agile marketing.

Valtech, a professional firm specializing in agile software development and agile project management, just released a white paper on agile marketing — including a foreword by yours truly, claiming that the most valuable marketing capability today is agility. I also presented the closing keynote at their Agile Day event in Paris last month — everything is marketing and everyone must be agile (click through for slides and an essay version of my talk).

At the same time, another group of marketers held an agile marketing summit called SprintZero: The Physics of Agile Marketing in San Francisco. Travis Arnold has a comprehensive post of manifestos made in the name of agile marketing that were debated and celebrated at the event. You can read about many of the terrific discussions they had on blogs by Jim Ewel and John Cass, both leading agile marketing pioneers.

One of the outcomes of SprintZero was the formation of several agile marketing meet-ups in a number of major cities: Boston, Seattle, San Francisco, and Los Angeles. These informal get-togethers should provide a good venue for marketers to exchange ideas and experiences with agile marketing in their organizations.

The Values Embodied In Agile Management

Why has agile marketing suddenly gained such momentum?

The original Manifesto for Agile Software Development written over 10 years ago describes four values that underpin agile management at its inception:

  • Individuals and interactions over processes and tools
  • Working software over comprehensive documentation
  • Customer collaboration over contract negotiation
  • Responding to change over following a plan

As the framers of that manifesto so eloquently stated, “while there is value in the items on the right, we value the items on the left more.”

Although that manifesto was written with software development in mind, the essence of those values have come to describe the nature of modern marketing to an uncanny degree.

“Responding to change” is a universal management objective these days. “Individuals and interactions” applies to marketing teams that are breaking out of silos, but it also describes the intimacy with customers in social media and personalized digital experiences. “Customer collaboration” can be interpreted as working with our advocates and influencers, as well as enabling more voice-of-the-customer mechanisms in our marketing infrastructure.

“Working software” doesn’t directly apply, but I’d argue that “working experiences” — digital and physical experiences that live up to customer expectations — should be marketing’s top priority. (As conversion optimization professionals who deal in continuity and relevance can certainly attest.)

Given the affinity of these values in marketing, it seems quite natural that many marketers would independently find themselves drawn to the principles and practices of agile management.

Two New Values For Agile Marketing

As I’ve been talking with more practitioners of agile marketing — admittedly a discipline that is emerging organically in different ways among different teams — I’ve come to believe that there are two other key values that buoy this movement:

  • Testing and data over opinions and conventions.
  • Numerous small experiments over a few large bets.

Avinash Kaushik has arguably been the leading advocate for using testing and data to drive decisions in marketing — in contrast to opinions and conventionally held beliefs that so often prove to be misplaced. Certainly conversion optimization is rooted in this philosophy. But increasingly, all the different facets of marketing provide opportunities for testing ideas and using data to weigh the outcomes.

The recent excitement around big data is yet another way in which marketing can gain and leverage insight from real customer behavior rather than relying on the gut instinct of a small number of executives.

Data and testing are facilitating a fundamental change in the implementation of marketing: instead of having to make a few big bets on major campaigns months in advance, marketing teams can be much more “iterative” with an ongoing series of small experiments.

Keep trying new ideas, rapidly, with low risk and low investment. Once an experiment proves successful, then you scale it up with greater resources.

It’s certainly a different culture than marketing from the days of Mad Men. But as you can see from the links above, more and more marketing organizations are adopting agile methodologies for competitive advantage.

Are you?

Opinions expressed in the article are those of the guest author and not necessarily Search Engine Land.

Related Topics: Search Conversion

Article source: http://feeds.searchengineland.com/~r/searchengineland/~3/5UpEupwFky4/have-you-adopted-agile-marketing-yet-2-127247

3 Lead Generation Challenges B2B Search Marketers Must Overcome

B2B search engine marketing performance is based as much on lead generation as it is on traffic, keyword visibility, and production. As B2B organizations become more competent in digital marketing strategy, lead quality becomes just as important as lead quantity.

It should not be a surprise that fewer form field requirements generate a greater volume of lead opportunities, as visitors do not usually like to give up more information than they have to.

However, fewer requirements may compromise the quality of leads generated. This poses a challenge for B2B marketers.

In the Marketingsherpa chart below, even though the majority of respondents incorporated optional field information as a method for balancing lead quality and quantity, this still constituted fewer than half of the respondents surveyed. Multi-step forms and all-field requirements are still common.

Landing Page Form Field Optimization

The challenge of balancing lead quality with lead quantity is a B2B marketing opportunity that search engine marketers should take by the reins, particularly given the significance the company website holds towards lead generation overall.

Here are three lead generation challenges we work with clients to overcome, and three recommendations for B2B search marketers in similar situations.

Significance To Sales Readiness

The first step is identifying the types of assets a B2B marketing team has at their disposal for generating leads, and the proximity those assets have to more qualified sales opportunities. There does not need to be a form submission for every asset.

For example, case studies represent an opportunity for prospective visitors to learn more about how a B2B organization solves customer challenges. This type of asset should be freely available (without form) because the viewer reading the asset is in a much more investigative mindset; if this information satisfies the individual’s interests, he/she may come back to fill out the more comprehensive sales lead information later on.

A white paper might offer competitive information across an industry or vertical. While the visitor is still in an investigative mode, the broader information will often make a short form, with additional, optional field opportunities, more likely to be acceptable.

Conversely, forms meant to funnel directly to the sales team should take into consideration details required in identifying qualified leads. Marketing and sales should work together to define the right criteria for these forms.

Here is a rough example of how we broke this out for one of our clients in recent months.

Lead Funnel Example

Multiple Forms, Multiple Lead Scoring Levels

As B2B search marketers identify assets that can be used in the lead generation process, multiple forms, with multiple form field requirements, should be used in capturing visitor information. The various types of leads generated can be scored (i.e., lead scoring) and used to satisfy quantity and quality initiatives.

Lead scoring is the process of creating a point structure for various attributes, such as job title, company size and industry, email address type, etc. A new lead is assigned a total score based on these attributes and, as a result, they are placed in the responsibility of sales (to initiate communication) or marketing (for lead nurturing).

Any lead submission can become a quality opportunity, but understanding their place in the lead funnel is of paramount importance. White papers, research, and newsletters can generate leads more distant to sales but placed in lead nurturing programs.

Take a look at this Marketingsherpa chart highlighting the level of effectiveness and degree of difficulty in various marketing channels.

B2B Marketing Channels

In addition to SEO and PPC, trade shows, webinars, and email marketing represent highly effective marketing channels that drive leads. However, the question arises as to how marketers obtain the contact information required to get prospective visitors to these events and into the email marketing list.

One answer is the form submission data acquired with assets meant specifically for lead nurturing programs.

Device Type Referral Source

As indicated in my last column, website access via mobile device is becoming a more significant percentage of visitor traffic. B2B marketers need to respond accordingly, evaluating form submission requirements and the type of assets being used in lead generation activities.

B2B marketers should consider the following, in relation to mobile device usage:

  • Type of content being accessed more frequently
  • Type of lead form submissions being filled out
  • Complexity of form submissions and accessibility

It might make sense to reduce the number of requirements in form submissions from mobile web visitors, or make lead generation assets more attractive (such as video, webcast recordings, smaller files, etc).

Three Recommendations For B2B Search Marketers

Building a case for developing more comprehensive lead generation programs takes time and trust. To develop that trust, B2B search marketers should consider the following:

  • Optimize Assets Onpage and Across Website
    Make sure basic optimization strategies are incorporated into lead generation landing pages. Examples include:

    • Keyword research
    • HTML title, Meta descriptions, page headings, web addresses
    • Social sharing functionality
    • Clear call-to-actions
  • Define Success Metrics in Form Submission Data
    Seek to understand the needs of the sales team and identify field requirements and the inclusion of optional form fields that will help gather the most effective information.
  • Be Proactive with Web Traffic Reporting
    Keep significant website metrics, particularly successes and quick wins based on testing, in front of as many key decision makers as possible.

Balancing lead quality and quantity is a significant challenge for B2B marketers. What perspective or advice would you have for colleagues in this situation? I would love to read your thoughts via comments below.

Opinions expressed in the article are those of the guest author and not necessarily Search Engine Land.

Related Topics: B2B Search Marketing

Article source: http://feeds.searchengineland.com/~r/searchengineland/~3/QODyp2oi3WY/3-lead-generation-challenges-b2b-search-marketers-must-overcome-126624

Google, Bing Hit All-Time Highs In June Search Market Share [comScore]

Google and Bing have reached all-time high levels, while Yahoo reached an all-time low in the latest comScore search market share numbers. They’re due to be released publicly later today or tomorrow, but financial analysts have seen and are sharing their copies of the data.

According to comScore’s explicit search market share report for June 2012 — which covers desktop searches only, not mobile — the numbers are as follows:

  • Google: 66.8 percent in June, up from 66.7 percent in May; an all-time high for Google
  • Bing: 15.6 percent in June, up from 15.4 percent in May; an all-time high for Bing
  • Yahoo: 13 percent in June, down from 13.4 percent in May; an all-time low for Yahoo

ComScore’s data has now shown Yahoo with 10 consecutive declining months, in which the company has fallen from 16.3 percent to the current 13 percent market share. Bing, meanwhile, has had 26 straight months of either flat or rising market share.

Related Topics: Stats: comScore | Stats: Popularity | Top News


About The Author: is Search Engine Land’s Executive News Editor, responsible for overseeing our daily news coverage. His news career includes time spent in TV, radio, and print journalism. His web career continues to include a small number of SEO and social media consulting clients, as well as regular speaking engagements at marketing events around the U.S. He blogs at Small Business Search Marketing and can be found on Twitter at @MattMcGee and/or on Google Plus.

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Article source: http://feeds.searchengineland.com/~r/searchengineland/~3/Di-49C7JTAM/google-bing-hit-all-time-highs-in-june-search-market-share-comscore-127397