What is strategic media planning anyway? Here's the low-down...
We do not have advertizing budgets like Microsoft, IBM, DELL or HP. Every penni we spend much bring a penni or more back to Sun. So we have to be smart when we want to create costly Videos and Interactive Flash Tours. Here's the three step process on creating strategic media plans:
1 - Know Your Audience (or know someone who knows)
Marketing -vs- Field. What Marketing wants to tell, versus what the Field wants to hear. The Field are the ones sitting down with current/potential clients. Multimedia Programs are meant to support/enhance marketing programs, not replace them. Whitepapers are still being read, but emergence of multimedia lets users listen and interact about a particular product/solution even before they "try it" (Free Solaris Download and Free Trial Servers).
Viewing the application you're "sort of" interested is HUGE compared to reading a whitepaper or seeing a video of an exec saying "how cool" the application is. People want the truth and cut through the PR, Marketing pitch... they want to hear the unfiltered honest info, like Andy B on YouTube unboxing his systems. That is great stuff and didn't cost anything to produce. No penni spent, and many dollars back... that's what I like!
Now, who knows the audience best? The ones who interact with them every day. The Field is a great source of information. Listen to them because they listen to the customers.
2 - Know Your Audience (and what their pain points are)
Example: Is migration a pain-point or is Solaris 10 a pain-point? Most companies focus too much on hard selling their products/services versus "solution oriented" marketing.
It's not so much that people don't want to buy Solaris... it's the pre-conceved nightmare of revamping their entire datacenter, losing up-time and money, while spending money to migrate to Solaris. Sure, once they run our Solutions (hardware, software, services), they don't have to worry about their datacenter anymore (and go on vacation, finally!!), but it's like going to the dentist. You know you will be better off if you go every 6 months to avoid any major problems... but you're trying to delay it as much as you can because it's no fun to clean up your teeth (datacenter). But what they don't know is that we offer novacaine in the form of bootcamps, applications that ease the migration process. After they truly know what it would take (versus pre-conceved assumptions), it's easy to get them to migrate.
THAT is so much effort and time, when a simple "How To" multimedia guide would step them through the entire process, and all they have to say to the field is "Sign me Up!". We're here to make a positive impact, solve problems, reduce costs and complexity, bridge the Digital Divide... you name it. We've been great at the "big stories", but not as great when we get to the point products. Example: "Unleashing 10GB Everywhere. Buy the Sun Multithreaded Networking Card." Sorry, what? why would I care? Then how about this: "Save and generate money... at 10GB/s".
We should drive the "HELP ME, HELP YOU" approach, versus the preaching, bullhorn on top of a building for something we created (when everyone is doing the same thing - we just discard it as noise).
3 - Know You Audience (and how they would connect to your content)
Does your audience have blackberries? are they sitting behind a huge company/government firewall that doesn't let anything through? Do they have portable media devices they can take to for their jogs or plane rides? This all impacts how the media should be created and if it should be pushed or pulled.
PUSH, like posting a video on Sun.com and enticing viewers to come in to view it.
PULL, like having the audience do a single-click search/register to get automated notification when new information is available about something they're interested in.
I want the info to come to me. I don't want to hunt it down for days, from multiple competitors... they should come to me, because these companies are competing for doing business with me.
I'll get off my soap box now and do something about it.