Low level of social media connection and social media spirit for Germany’s MR industry

Recently Q –Agentur für Forschung and linkfluence released an inventory of the German market research network. You can access the interactive dataviz here (which is highly recommended).

What can we learn from the results?
Well, first of all we learn, that the internet network of market research in Germany not yet developed and divided into two parts. First of all there are traditional market research players (left side) that exist on the internet mainly isolated and “for themselves”.
And then there’s the networked side of the industry (right side). Here you find blogs and social network presences of agencies or individuals who produce (also) market research related content.

The degree of linkage between the two sides is rather weak and limited to a few connection points. Although the market research industry as a whole picks up momentum in the social media world social media agencies and specialized player are very active and much stronger located in social media than “classic market research”.

In addition, you can see that the German market research blogosphere is relatively small and personal. While in other communities the content is mainly delivered by bloggers and they discourse on issues play a central role, the market research blogging scene is very “manageable”. You probably won’t find open discussion on market research topics currently in the market research web. It therefore can be considered rather a Web 1.0 experience than Web 2.0. The German market research web is not dominated by user generated content or active exchange, but mostly by news, press releases or articles.

One could assume that the German market researchers have moved to a presence in social networks like Twitter and Facebook. But this is not the case. Here, too, German market researchers are very cautious and reserved. There are only a few active presences and little more intense exchange. #mr-Buzz is limited to a few activists. Public discourse or even public controversies are rare.

Explanations are easily found:
1. Traditional understanding of “secret”: news from the fields of techniques, methods, products or results are – from the inside perspective – highly confidential information that cannot be made available to the public under any circumstances
2. As long as the fear of lifting industrial secrets is that large, the exchanged and visible information thus is superficial and unsatisfactory. Exchange doesn’t exist.
3. Open and honest opinions and provocative theses are only very seldom to be found in the German MR-network. One of the main reasons for this is the perceived fear of negative consequences caused by the employer. The dominant opinion that it is not appropriate as an employee of a reputable company or a reputable agency to set up a provocative thesis on the future of market research or even comment this. Finally, you have to stand behind your corporate philosophy
4. Another explanation for the fact that almost nobody actively participates in knowledge sharing across the web 2.0 lies in the fact that they don’t receive any instruction from the management level for this. There is rather the attitude “I can take without giving”.

So no wonder that awareness and interest from outside the industry for the subject of market research is sometimes low. This is quite a shame as that here is an opportunity missed to directly interact with clients and customers and to design the role of market research more active.

Social media, networking and market research be on the agenda in Orlando, Florida at The Market Research Event 2011 , hosted by IIRUSA. Looking forward to having interesting chats about this.

Market Research Leadership at the end of the year 2011…

The year 2011 is drawing to a close. November and December are not only in Germany traditionally fully packed market research months. But there is the TMRE 11 in Orlando, Florida knocking on the door.

That’s exactly the right time to think about market research leadership. Almost exactly 2.5 years ago Boston Consulting Group has introduced the Consumer Insight Benchmarking. A study among clients an vendors of market research related services which a lot of interesting stuff.

One of the key findings at the time: market research often isn’t able to draw on its full potential, regardless of whether it is called Customer Insight Research or not ;-)

There are four stages of progress, which outlines the process of development of market research in their role of orders from the internal divisions” to a source of competitive advantage.

Level 1 is defined as “Traditional Market Research Funcion”. The focus here is on the tactical use of market research. Any qualitative and / or quantitative test scenarios fall into this group. Market research here is usually a demand from marketing, always with a specific requirement (eg product or campaign testing). Or, as a CEO is quoted in the study: “The sample-size police in the back room … Which research is focused on and is not valid rather than provide meaningful business advice.”

Level 2 is titled as “Business Contribution Team”. The role of market research goes further than in level 1, because here a greater level of cooperation between Market Research and (internal) client has been created. This often leads to a more strategic use of market research services. Recommendations that are strongly related to business processes are kind of output of market research at Level 2. Nevertheless, the insight department (just to use a synonym for market research) only acts if it is asked to support. Synchronization with other information from the past or from other sources does not take place here.

Stage 3 is called “Strategic Insight Organization” and the role of market research is more important than level 1 and 2. Market research is an integral part of critical business processes across marketing and sales and beyond of it. Market researchers are required as part of project teams, regardless of whether it is a market research project or not. Relevance for the divisions is caused by a close cooperation of market research with the relevant project managers. And knowledge of the sales force is growing little by little.

Stage 4 is in very many ways the supreme discipline, which can only work under certain conditions. It is called “Strategic Foresight Organization” and expands the processes from step 3 by a thinking that dissolves the boundaries of individual business units. This means that market research occupies a cross company position, which enables it to attend strategic decisions and support and steer them. This positioning includes extending the focus on – besides the status quo – future trends and predictions.

In 2009 we learned that 90% of companies surveyed are located at Level 1 or Level 2. This matches perfectly what we experience here in Germany. So we try to achieve a constant “up-levelling” for market research leadeship.

The remaining companies are mainly found in stage 3 and only a few companies are on stage 4. Also quite interesting is the different perception of the terms of the quality of output between those who produce it and those who buys. 73% of the “manufacturers” say that they answer all “so-what?-questions” with their results. If you ask the recipients of the results only 34% agree to this.

How does this look like today? Make sure to attend The Market Research Event 2011 in Orlando, Florida, hosted by IIR USA, to find out…

Research Inspiration Run in Belgien

Im Vorfeld des Research Inspiration Runs wurde schon einiges bekannt und das “Line Up” war viel versprechend. Von uns hat es leider keiner nach Belgien geschafft, aber auf BAQMaR gibt es einen tollen Beitrag von Elias Veris. Viel Spaß beim Lesen!

The market researcher of the future

The answer on the question above could be found, albeit between the lines, in the Research Inspiration Run, a joint event by BAQMAR and FEBELMAR. Below, you will find the 6 core competencies of the market researcher of the future, like I experienced them at this fine event.

The market researcher of the future is lightning-fast. That is what the format of the Research Inspiration Run taught me. 10 presentations, 10 slides, 5 minutes. Zoefff, and it’s over!
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The market researcher of the future is relevant. Jo Caudron, coining the term “relevance marketing” put the marketer back with his feet on the ground: don’t go tossing messages towards your consumer, but be there with a message when consumers have a need. Proxies for relevance can be location (Foursquare, Gowalla, Feest.je anyone?) and time of the day for instance. Maybe the researcher of tomorrow needs to focus his researching efforts on finding the sweet spots of relevance, and provide marketers with possibilities to become more relevant towards their consumers. And maybe the market researcher of the future will as such become more relevant himself? Because, in the words of Bart Baesens, data mining models should do more than only perform well in the statistical sense… They should be relevant! They should focus on giving valuable insights once again, something to guide decisions. Market researchers should focus on finding “the one number that needs to go up”, dixit Gerd Callewaert. When there is no correlation between metrics like for instance ad recall and actual purchase, who gives a damn?

The market researcher of the future is a careful data cruncher. As Dirk Milbou said, data is the new oil… And we need Light Sweet Crude oil in order to get the engine running! When simple models generally perform well, the largest increase in performance comes from data quality. On the other hand, when data is oil, privacy is its currency. In an era of free flowing information, privacy is an issue that will always be at the back of the people’s minds… And thus it should be at the front of the market researchers’ mind!

The market researcher of the future is in touch with the new generation. There is a lost generation of marketers, like Nicole Berx said, who urgently need to get in touch with all new marketing tools that are available. Benoît Vancauwenberghe & Steffen Vander Mynsbrugge understood this, and took it quite literally. They promoted the idea that sometimes, you have to give a bunch of youngsters the opportunity to reinvent your profession. In their case, that’s advertising, but why not market research too? Personally, I’m convinced that there are youngsters out there that are skilled enough to run market research projects in a whole new fashion. Let’s get in touch with them!

The market researcher of the future provides experiences. Experience marketing is not only applicable to coffee, like Joke Van Der Heyden illustrated. Also market researchers need to give their consumers, (the marketer) an experience, in order to get their message across. Percentages won’t do, stories will. Furthermore, when we ask questions to our participants, why can’t we find ways to gift-wrap it like an experience? There must be better ways to ask questions than 5-point likert scales, people!

Last but not least, the market researcher of the future is a visionary. Someone who dares to predict what is coming, who looks at what is coming tomorrow to be inspired in his work today, as Timothy Desmet put it. Someone who can fearlessly state that he knows what the digital natives are up to, like Brice Blévennec. In the end, it comes down to one thing for the market researcher of the future: he’ll have to find an answer to the question that Niels Schillewaert answered for himself:

“What would I do if I would run the market research industry? “

Kein „Entweder Oder“ – eher ein „Mehr davon“

Ich möchte an dieser Stelle mal auf einen interessanten Post von Bruce Temkin auf seinem Blog Customer Experience Matters hinweisen. Der Artikel kann im Sinne von Polemik nicht so ganz das halten, was der Titel „Market Research Needs Less Statistical Analysis“ verspricht, Aber das ist ja eigentlich etwas Positives.

Gut, worum geht’s, …

Bruce stellt den Terminus „Contextual Insight“ dem der „Statistical Analysis“ entgegen. Contextual Insights versteht er dabei als „Observations drawn from data that resonates with an understanding of the business”. Diese ergeben sich vor allem durch das Verständnis des Business-Zusammenhangs für die Interpretation und die Anwendung der Ergebnisse, verbunden mit adäquaten Daten.

Ich finde das extrem charmant, denn das Verwendungsgebiet der erhobenen Daten ist entscheidend für die Nutzbarmachung und damit für den Projekterfolg.

Meine Meinung dazu ist, dass es wohl beides benötigt, um wirklich gute „Sachen zu machen“, analytische Fähigkeiten genauso wie die Bereitschaft, Zeit und Aufwände, um den Business-Context zu verstehen.
Wie gesagt, es ist weniger eine Frage von „Entweder Oder“ sondern mehr von „wie viel wovon“.

Die Kommentare zu dem Beitrag sind teilweise kontrovers, wie seht Ihr das? Ist es wichtig, das so explizit herauszustellen? Oder ist das eh schon ausreichender Teil unserer Arbeit?

The Marketing Directors – das Packaging stimmt

MarketingdirectorsEs tut sich etwas auf dem Markt der Marketing Research Consultancies. Sie nehmen die Disziplin Marktforschung und betten sie ein in ihr Produktportfolio, das weit über die Grenzen eines Full-Service-Insituts hinausgeht.

Marktforschung ist hier ein Tool, das dabei hilft die Marketing- und Beratungsaufgaben zu erfüllen. Das eigentliche Produkterlebnis wird aber über die Marketing Services vermittelt.

Was noch auffällt ist, dass die Aufmachung der Website (und sie ist wirklich nur ein willkürlich gewähltes Beispiel, sonst müsste ich den Auftraggeber offenlegen) ganz anders daher kommt als bei Full-Service-MaFo-Instituten. Für meinen Geschmack ein bisschen zu amerikanisch (obwohl es Briten sind), aber das Packaging stimmt.

MarketresearchersWie praktisch ist es dann, wenn man gleich noch ein Marktforschungslabel zu bieten hat, denn nun sind beide Richtungen der Wertschöpfung abgedeckt.

1. Marketing Services, die mit den Ergebnissen der MaFo arbeiten
2. MaFo Leistungen, die erbracht werden müssen, um Marketing Services zu erbringen.

So umgehen die Marketing Directors dieser Welt die klassische MaFo…

Wäre das nicht auch ein Weg für Marktforschungsexperten ihr Geschäft zu verbreitern? Was – außer eventuell Marketing und Consulting-Kompetenz fehlt hier eigentlich?

Oder ist schon jemand auf die Idee gekommen, hat es probiert und aus guten Gründen gelassen? Dann bitte her mit den Erfahrungsberichten…