Tuesday, December 22, 2015
Transnational HCI: Understanding Immigrant Web Usage
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Efficient UX Design Within an Organization
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UX Strategy: How to Devise Innovative Digital Products That People Want
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Why Design Isn’t Just Lipstick on a Pig
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UIE Article: Goal Challenges and Tool Challenges
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UIE Article: Extraordinarily Radical Redesign Strategies
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What The KGB Can Teach You About Data-Driven Marketing
Guest author Leo Sadovy is the director of global marketing at SAS.
During the Cold War, the KGB was so good at identifying undercover CIA agents that officials worried that there was a highly placed mole in the agency. But as Jonathan Haslam, a professor at Princeton University, wrote earlier this fall, that wasn’t the case at all.
It turns out that the KGB was quite effective in mining data. The KGB gathered publicly available information on deployed U.S. Foreign Service personnel, along with observations and data from allied countries, analyzed it, and discovered how the agents’ housing and pay patterns were markedly different than those of the State Department officers the agents were posing as.
Data, Analysis, Insight
The KGB’s Yuri Totrov was able to find 26 independent indicators which invariably distinguished CIA agents from the genuine and otherwise harmless State Department field service officers, or FSOs.
For example:
- The CIA pay scale was significantly higher than for FSOs.
- FSOs could and typically did return home after a 3–4-year tour. Agents did not.
- When agents did return home, they did not show up in State Department listings.
- FSOs were always recruited before the age of 31. Agents could be older.
- Only real FSOs attended the three-month training session at the Institute for Foreign Service.
- Field agents might be reposted within a country. FSOs never were.
This wasn’t rocket science, and it didn’t require a high level mole as the more paranoid CIA chiefs suspected. No, the patterns and insights just popped right out of the data when the right analysis and investigative techniques were applied.
These same sort of insights are available to businesses, although they may be hidden somewhere in a pile of enterprise data. There are a number of descriptive analytic approaches, data mining and classification techniques, available to handily tackle this problem. The most well-known include clustering, market basket analysis, and decision trees, much of which can even be accomplished visually and without the need for specialized skill sets.
Let’s use customer marketing as an example. Concealed within customer demographics, purchase history, service calls, and product data lie the equivalent of Totrov’s 26 attributes and indicators.
- Which customers leave after the introductory period and which will renew?
- Which customers will upgrade to the next model automatically, and which will switch brands at this point?
- Which customers will buy directly online versus those that buy in the store after doing online research?
- Which customers are typically motivated by an online discount versus those interested only in particular features?
The Buyer Who Loved Me
Totrov used his knowledge of a few known CIA agents to extrapolate into the unknown. The same approach is available to businesses that have known customers with known behaviors and attributes, which can be applied to an unknown market.
Knowing that a certain age group, gender, ZIP code, length of service, method of purchase, method of payment, etc. is the key attribute signaling customer churn or an upsell opportunity allows sales and marketing to target various promotional investments more productively.
Here are a few examples of how organizations can take full advantage of customer data:
- A retailer can execute different marketing strategies based on a segmentation of seasonal versus year-round customers, maximizing the value of the latter while targeting, say, a Christmas-gift buyer at exactly the right time.
- A sports franchise can detect attendance and secondary market trends to identify which season-ticket holders are at risk (and lure them back), and which regular fans are the most likely candidates to become new season-ticket holders.
- An online retailer can use website traffic analysis to distinguish uninterested browsers from those whose online behavior suggests that they will become buyers with just a little timely nudge or incentive.
- A telecom provider can select the best second product to offer, understanding that customers who buy multiple products or services have a lower churn rate.
- A bank can use their customer data to recognize distinctly different paths to cross-sell and upsell based on the customer’s initial interaction with the bank. The next best offer to a first-time loan client is different from that of a savings account holder.
Totrov’s undertaking was the big-data project of its time. It may not have consisted of terabytes of data, but it was still a comparatively difficult task using the manual tools and techniques of the day. Today’s businesses, by contrast, have powerful tools that can mine far more data in mere hours.Customer and marketing insights won’t have quite the same intrigue as unearthing Cold War spy networks, and it likely will never be made into an action thriller starring Matt Damon or Daniel Craig, but it might help close a sale.
Still image via The Spy Who Loved Me
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How to Stop Worrying and Love Content Inventories and Audits
Do the terms “content inventory” and “content audit” strike fear into your heart? Never fear, Paula Land is here to make these important topics not only less scary but also downright enticing. Continue reading →
The post How to Stop Worrying and Love Content Inventories and Audits appeared first on Content Marketing Institute.
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Future Watch: Expert Talks Social Media Ideas for 2016
Social media expert Ian Cleary explains some fundamentals that marketers still can’t seem to master, as well as six next-horizon ideas that you should consider. Learn what you should know and do about social media in 2016. Continue reading →
The post Future Watch: Expert Talks Social Media Ideas for 2016 appeared first on Content Marketing Institute.
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What Content Marketing Will Look Like in 2016: 40+ Predictions
Will 2016 be the year when content marketing becomes the center of the marketing universe or will big changes shake the very foundation of this already-dynamic discipline? Over 40 thought leaders in the industry make their predictions. Continue reading →
The post What Content Marketing Will Look Like in 2016: 40+ Predictions appeared first on Content Marketing Institute.
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Why You Shouldn’t Care That One-Third of Readers Despise Your Content
Over 35% of readers who download long-form content spend less than 30 seconds on it. Should you care? No. Here’s what you should really care about – and how it can make your content marketing more effective. Continue reading →
The post Why You Shouldn’t Care That One-Third of Readers Despise Your Content appeared first on Content Marketing Institute.
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Monday, December 7, 2015
12 ways to improve sign up conversion
The Sign up process is pretty damn important. Here are 12 ways to improve sign up conversion so that you can get as many website visitors as possible signing up for your product or service.
The post 12 ways to improve sign up conversion appeared first on UX for the masses.
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5 Ecommerce Content Marketing Trends for 2016
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How Far Is Far Enough In Brand Advertising?
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UX Advantage: Infusing Design Into Our Organizations
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Why Content Reigns Supreme In UX Design
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It's been nearly 20 years since Bill Gates declared that "content is king."
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The Future of Living and Work According to the IKEA Laboratory
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A Look Inside PSFK’s New Future of Retail 2016 Report
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Brands Grant Travelers Access to Experiences Before They Book
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Sephora’s New Brick-And-Mortar Retail Model Is Very YouTube
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IBM Watson: Brands Should Plan for Extreme Personalization and AI Expertise [Future of Retail SF 2016]
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How Global Retailers, Like Neiman Marcus, Are Developing the Customer Experience
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Conceptual Design for Interactive Systems: Designing for Performance and User Experience
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Confessions of an Ex-Unicorn
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How to Combine User-Centered Design and Agile Development
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What UX Roles You Need and Why
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Key UX Roles and Core Soft Skills
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3 (Easy) Ways to Truly Surprise Your Audience
Year after year, marketers say creating more engaging content is a top challenge. This year, we asked our B2C roundtable members for their counsel. One of their unexpected answers? Surprise your audience. Then they shared how. Continue reading →
The post 3 (Easy) Ways to Truly Surprise Your Audience appeared first on Content Marketing Institute.
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5 Keys to Developing a Strong Tone of Voice in Your Content Marketing
One of the biggest branding mistakes that companies can make is to not pay enough attention to their tone of voice. “Voice” is one of those concepts that sound high-minded, doesn’t it? More suited for the literary world rather than … Read More »
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Thursday, December 3, 2015
UIE Article: For an Edge Condition, Seeing the Problem is a Problem
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How do we diversify our content?
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Data: The Missing Piece in Your Content Marketing Strategy
Optimize your content marketing strategy by setting goals, getting it in front of the right audience, and understanding its impact. To accomplish that, follow this three-step, data-based framework – context, connections, and clarity. Continue reading →
The post Data: The Missing Piece in Your Content Marketing Strategy appeared first on Content Marketing Institute.
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32 Content Marketing Posts We Are Thankful For
We are thankful every day to be part of such an amazing community of content marketers. To express our gratitude, we've shared some of the posts we consider indispensable resources on the path to greater content marketing success. Continue reading →
The post 32 Content Marketing Posts We Are Thankful For appeared first on Content Marketing Institute.
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Learn How to Engage Gen C (It’s Not Just Millennials)
You’ve heard of millennials, but have you heard of Gen C? Google Think dubs it a “powerful new force.” It’s a generation built for content marketing done well. Follow these five tips to engage this generation with your content. Continue reading →
The post Learn How to Engage Gen C (It’s Not Just Millennials) appeared first on Content Marketing Institute.
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Content Metrics: Assessing the Real Impact of Curation
If you’re a marketer relying on curated content as part of your content marketing strategy, you should know the best metrics to measure content curation effectiveness. Here’s what you should care about – and what you shouldn’t. Continue reading →
The post Content Metrics: Assessing the Real Impact of Curation appeared first on Content Marketing Institute.
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Agile Principles + Content Marketing = Long-Term Success
Stop working in triage mode. Put the brakes on those unexpected immediate demands to adjust your content production. Create the infrastructure for effective long-term content production, and ensure it incorporates agile marketing. Continue reading →
The post Agile Principles + Content Marketing = Long-Term Success appeared first on Content Marketing Institute.
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Rachel Andrew on the Business of Web Dev: It’s the People They Know
I was never supposed to be doing the job that I do. Via a series of fortunate events and chance encounters, I’ve built a career in an industry I that love and that still interests me today.
When I was at school, the web didn’t exist. Like many web folk of my age I stumbled into my career of the past 19 years accidentally. I might never have discovered this career had a PC World salesperson not upsold me to a computer on interest-free credit. It was 1996, and my aim was to get a word processor so I could take in typing work while pregnant and taking care of my baby. The computer enabled me to earn money typing while it opened up for me this new world of the web. My journey from new computer owner to web developer is a story for another day, but that salesperson will never know what he started by making his targets that day!
It was by chance that I came to have access to the web at all, and I might have remained someone who liked to play around with computers, who built websites for fun, had it not been for people who asked me to build websites for them.
My first paid work as a web developer came via friends of friends who needed websites. I would talk about the things I had been teaching myself. I had my own site online and a couple of sites I had volunteered to build for charities I was involved with. One by one, little jobs arrived, always because someone had mentioned to a friend of mine that they needed a website. All the things I learned building those small sites—learning Perl to add functionality, learning Linux so I could install a web server locally—enabled me to find a full-time job, and then leave again to set up on my own.
My husband and business partner Drew McLellan has similar stories. The first website he was paid to create came about while volunteering at the local amateur dramatics society. He met someone who was setting up a new business and needed a website. He was someone who she trusted who built websites.
I asked some fellow freelancers if anyone else had these stories of chance, or of the unusual ways we find work or contacts who are instrumental in our business success. Andrew Areoff had already written up a tale that spanned over 40 years, documenting how a man from Rhodesia is connected to the success of his business and that of his best client. Harry Llewelyn of Neat in Somerset, UK, told me how he made a friend in the USA via posting photography on Flickr. While staying with this friend he was introduced to another friend—a web designer who ultimately outsourced front-end work to Harry, bringing enough regular work for him to make the leap into full-time self-employment.
Jonathan Rawlins of Pixel Pixel Ltd had a story of how a Christmas Eve flood at home resulted in a painter and decorator being in the house while he was working from home. They chatted and Jonathan explained what he did, and discussed setting up a simple site for the decorator’s business. The site for the decorating business never materialized, but the two stayed in touch. Around two years later the decorator got back in touch about an idea for a much larger project. Jonathan is now working on this project in stages—helping to grow the application as the business grows.
Another freelancer had a lovely story of how a project he was working on with a friend failed due to the friend having personal issues and needing to get his life back on track. Despite the failed project, he supported his friend, who then introduced him to another contact. That contact has become a great client, and also brought interesting new possibilities.
There are common themes in all of these stories of chance and opportunity. They show that it is always worth talking about what it is that you do, even if the person you are speaking with doesn’t look like an obvious fit as a client. You then need to be ready to follow up leads that come from an unusual source. Even more than that, opportunity often comes to those who are willing to give freely. That giving might be in terms of your skills as a designer or developer, but might be in doing something else entirely. It might even be in terms of being supportive of a business partner or client when things don’t work out.
One thing I know for sure is that the more generous I am with my time and my knowledge, the more good fortune seems to come my way. This isn’t due to any mysterious karma at play, but simply that people talk to one another. As one of my contributors to this piece wisely pointed out, “it’s not the people you know, it’s the people they know!”
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Tuesday, November 24, 2015
Distinguishing Yourself as a UX Professional
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The Softer Side of UX Consulting
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Is Your Experience Strategy Science or Alchemy?
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Search vs. Social Media: How Audience ‘Intent’ Can Affect Content Marketing Performance
Want to rank high in search and earn high social engagement? You can’t do it with a single piece of content. Learn how understanding your audience’s intent –on search or social – can make a difference in your content marketing success. Continue reading →
The post Search vs. Social Media: How Audience ‘Intent’ Can Affect Content Marketing Performance appeared first on Content Marketing Institute.
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How to Get in Front of the Podcasting Trend [Growth Tips and Tools]
Could podcasting be the next big thing? With only 3% using podcasts, it’s an underused tactic that should appeal to marketers who target a more educated and higher-household-income audience. Here’s how to get in front of the trend. Continue reading →
The post How to Get in Front of the Podcasting Trend [Growth Tips and Tools] appeared first on Content Marketing Institute.
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User Research With Small Business Owners: Best Practices and Considerations
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Thursday, November 19, 2015
trendwatching.com | 5 TRENDS FOR 2016 | Consumer Trend Briefing | December 2015
5 actionable, delight-inducing trends to run with NOW.
Read the 5 Trends for 2016 Consumer Trend Briefing from trendwatching.com »
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The Future Of Shopping Is . . . Second Life On Acid?
British designer Allison Crank imagines a virtual-reality mega mall to replace the social element shopping has lost to e-commerce.
When Victor Gruen invented the shopping mall in 1956, he wanted to give suburban citizens a sorely needed third place to socialize and shop. Today, malls have been usurped by e-commerce. And while the ease of one-click shopping fulfills the consumerist part of Gruen's equation, it ignores the equally therapeutic leisure element.
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Brands Evolve With Faceting Strategy
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What Brand Strategists Stand to Learn From Carl Sagan and Scientific Thinking
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PSFK’s New Report and the Core Needs of Online Safety
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Industry Experts Weigh In on the Future of Retail 2016
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The Future of Airbnb’s Shopper Experience Journey
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The Future of Jawbone’s Shopper Experience and the Power of the Subscription Economy
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Why Brands Need to Invest In Building Community [Future of Retail]
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The Future BMW Store Experience Is Provocative, Experiential and Educational
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Macy’s Imagines the Shop of the Future in Time for Black Friday
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PSFK Labs Launches Our New Future of Travel Report
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How Brands Can Bring Their Products to Everyone [Future of Retail]
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The Future of The North Face’s Guided Shopper Experience
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Artificial Intelligence Can Make Shopping Fun Again [Future of Retail SF 2016]
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Finding the Line Between Data Collection and Authenticity
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