Author Archive

The South Dominates College Football Social Buzz

Friday, December 4th, 2009
Vitrue SMI - Top Social College Teams 11.24.09 to 12.2.09

  1. USC
  2. Ohio State
  3. Florida
  4. LSU
  5. Mississippi
  6. Auburn
  7. Texas
  8. Georgia Tech
  9. Michigan State
  10. Missouri
  11. Alabama
  12. Michigan
  13. Oklahoma
  14. Georgia
  15. West Virginia
  16. Nebraska
  17. Clemson
  18. Florida State
  19. UCLA
  20. Oregon
  21. Cincinnati
  22. Standford
  23. Iowa
  24. Boise State
  25. Virginia Tech
BCS Ranking 12.2.09

  1. Florida
  2. Alabama
  3. Texas
  4. TCU
  5. Cincinnati
  6. Boise State
  7. Oregon
  8. Ohio State
  9. Iowa
  10. Georgia Tech
  11. Penn State
  12. Virginia Tech
  13. LSU
  14. BYU
  15. Pittsburgh
  16. Oregon State
  17. Miami (FL)
  18. USC
  19. California
  20. Oklahoma State
  21. Houston
  22. Nebraska
  23. West Virginia
  24. Stanford
  25. Utah

We worked with “USA Today” to release our updated college football social buzz ranking.  Preseason we reported how the field was shaping up. Now as the BCS closes in, no better time to see what the social web is most passionate about as we head into the almighty national play-offs.

What strikes me about the social ranking is the Southeastern Conference presence and how their teams are really generating buzz and attention through their on-field performance.  The other interesting note is the SEC garners excellent TV exposure that results with a great track record of success.

Another point is Florida State’s social ranking  at #18 despite their 6-6 season, they ranked high on the SMI all season- especially during the last weeks – perhaps you can attribute that to the Bobby Bowden situation - had the entire country talking…and the “demise” of FSU football?

Auburn peaked during the last seven days with build up to the Alabama game as last week it was the featured game with huge TV exposure…possibly had everyone talking about a huge possible upset.

One thing I have state as my Catholic upbringing and my old nun teachers would be upset if I didn’t set the record straight….I essentially said Notre Dame is no longer part of the BCS conversation on a national title basis, they have become irrelevant – my grandparents would be furious if they heard that quote!

And my Dawgs….although not in play-off contention – we did finish the season strong by beating Tech last week and are still high on what people are talking about on the social web.

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Top Social College Football Teams – Time for Pig Skins and Pork Rinds

Thursday, August 27th, 2009
USA Today Preseason Ranking - Coaches’ Poll

  1. Florida
  2. Texas
  3. Oklahoma
  4. USC
  5. Alabama
  6. Ohio State
  7. Virginia Tech
  8. Penn State
  9. LSU
  10. Mississippi
  11. Oklahoma State
  12. California
  13. Georgia
  14. Oregon
  15. Georgia Tech
  16. Boise State
  17. TCU
  18. Utah
  19. Florida State
  20. North Carolina
  21. Iowa
  22. Nebraska
  23. Notre Dame
  24. Brigham Young
  25. Oregon State
Vitrue SMI - Top Social College Football Teams

  1. USC
  2. Ohio State
  3. Florida
  4. LSU
  5. Auburn
  6. Michigan State
  7. Texas
  8. Oklahoma
  9. Georgia Tech
  10. UCLA
  11. Georgia
  12. Alabama
  13. Michigan
  14. Clemson
  15. Ball State
  16. Missouri
  17. Oregon
  18. Virginia Tech
  19. Florida State
  20. East Carolina
  21. Brigham Young
  22. Miami
  23. West Virginia
  24. Iowa
  25. Penn State

Social media and college football - two of my biggest passions are coming together.

In conjunction with USA Today we are excited to announce the first annual ranking for college football teams getting the most buzz on the social web as the 2009 season gets ready to kick off.

Using the Vitrue SMI we ranked the teams and listed the top 25 most social teams. There are a few surprises when compared to the USA Today’s coaches poll.

USC scored first in terms of social buzz, with great anticipation riding on the shoulders of true Freshman QB Matt Barkley. The Florida Gators, coming into the season as the most anticipated consensus #1 favorite in years, was surprisingly only #3 in social ranking.

In addition, fans believe the storied programs Michigan and UCLA will snap back into form after underwhelming initial seasons under new coaches Rich Rodriguez and Rick Neuheisel respectively.  Coming off rough seasons last year, the buzz could be attributed to fans hoping they bounce back this year. It is also interesting that Ball State ranks #15 on the social ranking, despite not being a big-time “football” school. They are coming off a great season and were undefeated in the 2008 regular season for the first time since 1949. Although they lost their championship game and Bowl game, their fans are chatting it up across the social web.  Fellow Sigma-Chi David Lettermen frequently boasts his alma mater - perhaps he is pushing some of the conversation as well.

I apologize to my SEC friends as Ole Miss and Tennessee (under full disclose Georgia is my alma mater) did not rank socially - just reporting the data folks. Also, to my WAC/Mountain West friends, sorry to say we don’t see Boise State, TCU or Utah rank socially either (I did play a year for University of New Mexico Lobos).

The point is - social media is a fascinating medium allowing unprecedented conversations.  It enables fans not just to cheer their teams on from the stands or in front of their TVs but to share their personal experiences and passions with their social circles - creating vibrant community and ongoing conversation.  Social media gives fans access, a playbook, whistle and a megaphone unlike ever before.

Get behind your teams and generate some buzz - it is going to be an awesome season!

We will be tracking the teams throughout the season and will provide some updates along the way, so be sure to shout out for your team in your status updates.

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Vitrue Continues to Build a World Class Team with Key Hires in Business Development, Client Services and Delivery

Monday, August 24th, 2009

In the past few weeks, as the social media market continues to expand, we have continued to augment our staff and gear up for our next phase of growth.  Our new hires coincide with the accelerated adoption of full service social media solutions as leading marketers continue to look for long-term solutions that scale.

We are excited to announce the expansion of our San Francisco presence bolstered by the hiring of a seasoned Internet veteran, Jim Tramel. Jim comes to Vitrue to anchor our west coast efforts and provide tighter coordination of the global opportunities with Facebook. Vitrue is privileged to provide solutions to marketers who want to build a presence on Facebook and across the social web. Facebook is an extremely important channel partner for Vitrue, and having Jim on board to continue to foster that relationship will be key to our future growth plans.  Jim brings over 15 years of business development experience in the interactive space, including roles at Facebook, PayPal and Slide.  As our offerings for marketers who want to build and manage presence on Facebook continue to expand, Jim is the perfect fit with his experience to galvanize and coordinate the relationship and opportunities with Facebook on a global basis.

Brent Campbell and Joe Wasco also joined the business development team and are based in New York City. Brent brings several years of social media, agency and online experience. Joe also joins Vitrue just after completing a brand management associateship for Nike at the Rotterdam School of Management. Previously Joe successfully established relationships with C-level enterprise accounts resulting in multi-year partnerships for Sprint where he was responsible for existing account growth and new business acquisition.

On the engineering front, Ben Turner joins from AutoTrader.com to support increasing user-interface and design needs.  Ben brings a stellar combination of design and technical talent. Melinda Weathers and Eric Schmitt also join as software engineers to focus on client implementations and develop long-term growth plans to support enterprise level clients with reoccurring annual engagements.

On the product innovation side, we have added John Schult, a veteran programmer.  With nearly two decades of product design and innovation from EarthLink and Fusive, we are thrilled to bring his skill set to the ongoing refinement of the Vitrue SRM application suite.

We warmly welcome the new team members listed above and remain committed to finding the best and most passionate people in the business to continually deliver on our core values of integrity, leadership and innovation in social media marketing.  We know marketers want partners who can scale, grow with them and fundamentally understand their opportunities and challenges.

We are always on the look out for excellent talent.  If you want to be part of the next wave of making brands social please drop us a line at info@vitrue.com.

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Social Media Delivers the Goods

Friday, August 14th, 2009

Marketers now are thinking of social media not as a one-off campaign but as an overall experience, not an experiment anymore but a 24/7 presence.

Earlier this week we were excited to announce the launch of the Vitrue SRM application suite to enable marketers to better manage social relationships, by simplifying and automating a time and people intensive process.

In private beta since March, we developed the Vitrue SRM application suite as part of our overarching commitment to social media innovation and to help marketers better understand and harness the power of their social enthusiasts.

I believe there is no greater medium from an efficiency and effectiveness standpoint than social media to reach and engage consumers.  Through social media, you have an audience that has opted in, that is captive and that wants to hear form you.  As covered in “Ad Age” yesterday, in our private beta we have seen on average a social click through rate of 6.49% on Facebook - incredibly powerful as our initial results illustrate social media delivering dramatically higher levels than all other online mediums. (See additional details below on our findings)

Media choices you make cement your relationship in the minds of consumers and day-by-day we are seeing more large marketers use social media as the fulcrum of their communication strategies.

Social Relationship Management represents the overarching vision for where we are headed as a company.  Offering strategy and technology to manage social relationships on an ongoing basis.

We are committed to helping marketers and the industry as a whole look at social media and provide many of the strategies of traditional media such as segmenting your audience, dayparting your message, A/B testing of offers – all driving to help marketers optimize their approach for higher retention and participation of their most valued customers.

With the first-to-market integration of the Facebook stream API for Pages, we have empowered marketers to proactively plan, produce and schedule appropriate messaging, in advance, while fully automating the delivery to their Facebook wall.

We have seen firsthand, the challenges of managing a dynamic and robust Facebook presence and the Vitrue SRM is the vehicle we use to make our lives and that of our clients’ easier. It has been possible to upload a picture, video, or even a text-status update on Facebook, but blending the three together has never been customizable, seamless or trackable. Marketers long to create buzzworthy conversations and track user engagement. Direct response strategies have been all too non-existent.

The Vitrue SRM brings many solutions to challenges marketers face when establishing a long-term social strategy.

We welcome your input and are looking for additional marketers to join our limited beta.  Please request an invite here and use the feedback tab to let us know your thoughts.

Details on beta social click through findings from the Vitrue SRM

The Vitrue SRM is currently in private beta testing with limited set of marketers that span consumer electronics to consumer packaged goods to tourism to communication service providers

Vitrue data collected March 2009 through July 2009

Industry standard data point – according to Quantcast, Facebook had 90,784,177 US people in month of June 2009 with a total of 2,907,453,723 visits - to simplify, on average 32 visits per person

With assumption of 1/12 of total US Facebook audience, Vitrue data shows a click through of 6.49%
With assumption of 1/8 of total US Facebook audience, Vitrue data shows a social click through of 4.32%
With assumption of 1/4 of total US Facebook audience, Vitrue data shows a social click through of 2.12%

Even in most conservative scenario, social click through out delivers other online mediums

We believe based on our anecdotal research that 1/12 is the right assumption (spot check it yourself – at any given time what percentage of your own friends are online on Facebook)

Note: this is a measure of click through only – does not include the added bonus of “engagement” through likes and comments

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Social Media and the Opportunity for the NFL

Tuesday, August 4th, 2009

footballI am excited the new season of NFL football is quickly approaching – nothing better than fall football in my book. For the first time, fans will not only be sideline spectators but practically in the huddle with the players.

I provided some commentary to the Washington Post for an article that ran this past Sunday about the social media and the NFL.  A great article that covers the unique challenges and opportunities the NFL now faces with its first full season since the Twitter boom.

I wanted to provide some additional thoughts on the topic as well.

With the advent of social media, we are in an unchartered territory with the direct access and communication it provides.  Fans can touch and communicate on a one-to-one basis with their favorite players. Fans want to hear from players with an unfiltered connection – who they really are and how they live their lives.

Social media has a great equalizer effect enabling everyone to contribute and become a publisher themselves.  As we witnessed in the Obama run, everyone who participated through social media felt a part of the campaign.

Today we are seeing a similar phenomenon through the unfettered access fans have to players where their voice is heard directly and empowering the fans to “own” the relationship.

To date the NFL has not embraced social media as much but it represents a huge opportunity and its adoption will only increase.   We are also seeing in college football, Coach Les Miles is using Twitter to build buzz in recruiting and my alma mater, UGA, announced they will have a  sideline reporter covering social media outlets and issuing Facebook updates throughout game this upcoming season.

Sports are fundamentally event driven and we consume live event together. Social media allows people who watch together tools to find each other, talk about great plays, all of which creates a much more active environment.

Athletes themselves are embracing these tools and at large taking a truly authentic approach- providing insight to their daily lives and thinking which people find fascinating.  This is not about sharing for monetary gain but these endorsement opportunities will certainly come as marketers will want to find the right co-branding opportunities.  Authenticity will be the key and building the relationship paramount. Athletes can start to endorse products they use in their life –from iPods to an energy drink to good or bad restaurant experiences.  People want to know these intricacies and in short creates a peer recommendation at the highest level.

Social networks provide an unparalleled environment where we can create a threaded, branded conversation that is topical – based around an event or asset (video, image, etc…).  After all we are all brands and driving the conversation in an authentic way is key.

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The Vitrue 25 Top Social Athletes - July Snapshot

Thursday, July 16th, 2009
The Vitrue 25 Top Social Athletes - July Snapshot

  1. Lance Armstrong
  2. Tony Hawk
  3. Roger Federer
  4. Ronaldinho Gaúcho
  5. Michael Phelps
  6. Dwight Howard
  7. David Beckham
  8. Valentino Rossi
  9. Lebron James
  10. Michael Jordan
  11. Maria Sharapova
  12. Serena Williams
  13. Rafael Nadal
  14. Kobe Bryant
  15. Paul Pierce
  16. Usain Bolt
  17. Tiger Woods
  18. Ryan Sheckler
  19. Shaquille O’Neal
  20. Manny Pacquiao
  21. Yao Ming
  22. Dwyane Wade
  23. Kareem Abdul-Jabbar
  24. Stewart Cink
  25. Muhammad Ali

The Vitrue 25 Top Social Athletes - July Snapshot

Sports for many of us are a way of life.  Sports unite us and create epic battle cries we rally around to be part of a team and it becomes part of our DNA to a large degree.

Our passion for sports also transcends boundaries from geographic regions to culture, race and sex.

We thought it would be not only interesting but also fun to take a look at the top social athletes to see who is being most buzzed about on the social web.

The Vitrue 25 Top Social Athlete ranking, as covered in USA Today, helps shed light on how truly social our society has become and is meant to provide a simple, directional snapshot of what is being most talked about on the social web – from social networks to photo and video sharing sites to blogs and microblogs, the list represents a week’s average of data in July and is most likely impacted by seasonality with such events as the Tour De France and Wimbledon.

You will no doubt notice the list is heavily occupied by athletes whose appeal transcends borders and the higher propensity for athletes who participate in individual versus team sports.

As a traditional sports guy, I was disappointed no NFL players made the list as I am a huge fan. That said, if you take a step back, many of the athletes on the list participate in sports which are played on a global level and is illustrative of the phenomenon social media has become connecting us all.

Sports stars are in and of themselves brands which build followings that create buzz not to mention legacies.  This social currency is extremely valuable with its far reaching and powerful effects.  As marketers continue to look to more tightly couple their sponsored athletes and sporting events with their social media presence, we would expect these numbers to continue to grow across the spectrum. We all are getting more social at an exponential rate and to reach the hearts and minds of consumers you have to be social.

We know the list may strike healthy debate because competition is what drive us.  One thing we also wanted to note, some stars are active social media users as we see from the velocity of Michael Phelps’s tweets to Dwight Howard’s multi-faceted social approach, some too have made the list not because they actively push content themselves but because they are just currently popular personas on the social web.

Want to check out your favorite?  Enter their name and see their score.  You can easily share and debate….long live rivalry!

For more on the Vitrue Social Media Index methodology

how social is your advertising?
vs.
Enter one or two brand names, phrases, or keywords
Vitrue Social Media Index. Measuring your online conversations.
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Social Media: The 21st Century Call Center

Friday, June 19th, 2009

In April we posted a video on YouTube as I wanted to share my thoughts on the looming economic recession and the tremendous opportunity social media can play to help navigate through it.

Getting social is imperative for brands in terms of marketing but that just scratches the surface of a larger opportunity that companies should be driving toward.  Through customer care centers, many companies are off-shoring their customers by outsourcing their call centers.  As reported by MediaPost yesterday, consumers hate offshore call centers and “are nearly twice as likely to recommend the company to others if they think the contact center is in the U.S., while they are three times more likely to defect if they believe it is based offshore,” reports the Contact Center Satisfaction Index.

Social media provides a fundamental opportunity to create jobs here by getting companies to realize the importance of managing their relationships on Facebook and Twitter.  It is time to take social media out of the back room and put it in the board room as we need to rethink the way we are embracing our customers.

Companies that will win will be those that develop one to one relationships with their consumers.

Social media can be a disruptive innovation that helps our economy improve and grow as it can create real jobs for real Americans.

In the future, I believe functions within a company will blend as social media pulls together the functions of marketing, customer service and sales.  Some companies are starting to think this way and the call center is evolving to include social media.

An article earlier this week from InfoWorld also reinforced this with stats and commentary from a report released by Datamonitor “The Rise of Social Networking and Emerging Channels in Customer Service”. Analyst Ian Jacob’s points out “Social networks will not be a flash-in-the-pan craze and will not simply disappear or burn themselves out,” he said. “Companies that choose to simply ignore this trend will relegate themselves to the outdated, fuddy-duddy camp--an important distinction depending on a company’s desired demographic--and more worryingly, maybe even to obsolescence.”

I couldn’t agree more and as mentioned earlier this month, 2009 has become the true inflection point for social media as consumer adoption is mainstream.

Consumers are actively engaging with brands and telling them their issue, their suggestion, their complaint, their endorsement.

Brands need to be there - listening , responding and cultivating relationships one issue at at time like all call centers do.

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O’Reilly Media’s Twitter Boot Camp - Join the Conversation

Friday, June 5th, 2009

twitter-boot-campOn June 15, I’ll be speaking at O’Reilly Media’s Twitter Boot Camp: Game-winning Strategies and Tactics for Business, a one-day event in New York City.

I thought you might like to attend: You will learn how Twitter can build your brand and help you engage with customers, partners, and other businesses in a direct way that’s both personal and public. Many leading Twitter experts will be there sharing their valuable knowledge and experience.

Right now, O’Reilly is offering a friends and family discount of $100 off the registration fee. It’s a great deal—just go to training.oreilly.com/twitterbootcamp and use the code ORMFF when you register.

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Hollywood Goes Social

Friday, April 24th, 2009
Vitrue’s Most Social Celebrities

  1. Britney Spears
  2. John Mayer
  3. Ellen Degeneres
  4. Ashton Kutcher
  5. Demi Moore
  6. Oprah Winfrey
  7. Ryan Seacrest
  8. Miley Cyrus
  9. Jonas Brothers
  10. Pete Wentz
  11. Kim Kardashian
  12. Chris Brown
  13. Kanye West
  14. Vanessa Hudgens
  15. Paris Hilton
  16. Madonna
  17. Beyonce
  18. Taylor Swift
  19. Heidi Montag
  20. Justin Timberlake
  21. Diddy
  22. Mariah Carey
  23. Rihanna
  24. Ashlee Simpson-Wentz
  25. Kelly Clarkson
  26. Nicole Richie
  27. Will Smith
  28. Robert Pattinson
  29. Mandy Moore
  30. Avril Lavigne
  31. Selena Gomez
  32. Kristen Stewart
  33. Angelina Jolie
  34. Usher
  35. Kelly Ripa
  36. Hugh Jackman
  37. Johnny Depp
  38. Ashley Tisdale
  39. Alicia Keys
  40. Brad Pitt
  41. Tom Cruise
  42. David Cook
  43. Lindsay Lohan
  44. Joel Madden
  45. Tyra Banks
  46. Jessica Alba
  47. Hilary Duff
  48. Mischa Barton
  49. Amy Winehouse
  50. Jessica Simpson

Social media is changing our landscape and has gone truly mainstream. Last week alone we saw Ashton Kutcher challenge CNN to 1 million followers on Twitter.

Ashton championed the power of social media as a great equalizer – giving the ability to one person to have the same stage as an entire global news network. Commenting on the power we all now have to create, edit and broadcast content – what he referred to as the uprising of the Internet.

As Hollywood is actively promoting what they feel is powerful about social media – from Ashton to Diddy, to Ryan Seacrest, to Jimmy Fallon – all had a lively discussion with Larry King this past Friday and how they are using social media to be part of the conversation.

Oprah posts her first tweet on air.

Oprah posts her first tweet on air.

Oprah too has entered social media with an active Facebook presence and now sending out her own “tweets” even this past Monday Barbra Walters issued her first “tweet” live on The View

These are profound changes in the way we communicate and social media offers celebrity a megaphone to champion their social causes, combat inaccuracies in the tabloids and directly interact with their fans.

What is amazing about what has happened with Hollywood going social, is the platform it provides for not only the personalization of the stars but also that they can use their celebrity for the greater good. CNN and Ashton’s Twitter race to one million followers raised incredible awareness for Malaria No More and tens of thousands of mosquito nets for people in great need.

Using the Vitrue Social Media Index we wanted to look at which celebrities most popular on the social web. The first time we know of any social media ranking for Hollywood has been issued.

So digging down a bit on the top 50 most social celebs, what an amazing outlet for the causes and brands they endorse to be amplified.

From Beyonce’s work for Hurricane Katrina victims and the Phoenix House to Johnny Depp’s anti-AIDS campaign efforts in third world countries to Will Smith’s focus on the education and welfare of inner city families, social media provides a great mega phone for these celebrities to broadcast through to make us more aware of key social causes and how we can take action.

But celebs can also use this medium of authenticity to disintermediate the media and help clarify what is real and what they want the world to know. They can reach out to their fans and engage them to be part of the collaborative process of content creation.

The brands that these celebs also endorse will want to know how social they are as more and more stats are showing us that 8 out of 10 purchasing decisions are being made because of a peer or friend’s recommendation. Social media puts celebs on a level playing field and we can hear and see what they are not only thinking but endorsing form Beyonce’s L’Oreal lipstick to Madonna’s Louis Vuitton fashion to Ashton’s Nikon camera.

We think this is an interesting topic and will be reporting on more in the coming months.

Let us know who you think is using their social voice most effectively.

how social is your advertising?
vs.
Enter one or two brand names, phrases, or keywords
Vitrue Social Media Index. Measuring your online conversations.
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Pharmaceutical Marketing and Social Media – Empower Us

Monday, April 13th, 2009

I was recently contacted by MediaPost to comment on an very interesting story as initially reported on by The New York Times. The MediaPost article also examined the issues around RealAge  and pharmaceutical marketing.  Certainly a complicated issue – as it is a tremendously regulated industry and most all of us as consumers, closely guard our health.

What was fascinating about the articles, was the concept of the Real Age test – by taking 150 or so questions I can receive my “real age” in terms of my lifestyle. The site also then provides me tips and tools to live younger – from flossing to vitamins.

So peeling back the debate around the issue of marketing to consumers using the answers to their questions, I think there is an additional dimension and opportunity here where pharmaceutical brands need to take focus.  As former CMO of WedMD, I have some experience around these issues.  As an early pioneer of on line communities, WebMD empowered consumers to find health information on line – at the time many critics thought this would not work but today is a thriving and trusted resource for information.

As we all know, in the past five years the web began to go truly  social and empowered consumers to participate.  With the rapid and only increasing adoption of social media by consumers, brands need to take notice and get involved in the conversation.  Many brands are leading the next wave of marketing and pharmaceuticals need to figure out how to get in and get more social.

I think pharmaceutical companies need to determine how to be part of a community and conversation. Living better is a popular topic that is thriving on the social web today.  Using our Social Media Index, we looked at key terms to see how much people were talking about the topics that impact healthy living.

Vitrue Social Share of Voice on Health Topics

Vitrue Social Share of Voice on Health Topics

Active conversation is taking place around topics of sleep, diet, stress, exercise and nutrition. All of these personal and cultural topics fell within our range of most social brands of 2008 – as popular as iPhone, CNN and  Starbucks. Pharma brands need to deploy robust environments where these topics and solutions from peers can be discussed.

When we look at the pharmaceutical brands’ social share of voice we see there is great discrepancy between this need and endorsed information.  We look to our peers and family and friends for buying decisions (according to Nielsen, 78% of consumers trust the opinions of peers over all other information sources and advertising) and our health is no different.  I value my circle’s input and would take their input over all methods of messaging.  So in these great dialogues pharma companies have the opportunity to foster and cultivate forms where this dialog can thrive and information about their solutions can be surfaced.

Pharmaceutical Companies Social Share of Voice

Pharmaceutical Companies Social Share of Voice

Pfizer, Johnson & Johnson and Novartis are off to a solid start, but have a ways to go as it is a low base compared to more social brands like Coke, Disney and McDonald’s.

We will be reviewing this vertical in more detail in coming months but wanted to share my thoughts on where we should be focusing some of this debate.

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