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Is Purpose-Led Marketing a Growth Killer? [Rose-Colored Glasses]

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Is Purpose-Led Marketing a Growth Killer? [Rose-Colored Glasses]

Are brands sacrificing company growth by trying too hard to do good in the world?

Marc Pritchard, chief brand officer at Procter & Gamble (P&G), raised that question at the recent VivaTech conference.

An article in the Drum last week reported some of Marc’s comments, including this: “Some companies are over-leveraging purpose marketing at the expense of brand growth.”

As evidence, the article points to an open letter from a Unilever investor who said the company had become “obsessed with publicly displaying sustainability credentials at the expense of focusing on the fundamentals of the business.”

But Marc’s full remarks contain more nuance (the entire 20-minute talk is worth a watch). He made clear that P&G sees growth (meaning business growth) and good (meaning doing good things in the world) as a “virtuous circle.” They balance each other.

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I agree.

P&G sees “brands and business being a force for growth and a force for good,” Marc said. But, he added, “the order matters.”

That’s where I disagree.

@ProcterGamble sees “business being a force for growth and a force for good,” with growth coming first. @Robert_Rose (partly) disagrees. #VivaTech Click To Tweet

Good is not the opposite of growth

Saying that companies have “over-leveraged” purpose-driven content or that they must “course correct” to drive growth in challenging times sets the expectation that good and growth exist at opposite ends of the marketing strategy spectrum.

That’s not true.

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You’ll find many companies that have done a bad job with purpose-led brand initiatives. But their lack of success doesn’t mean purpose-led marketing can’t lead to growth. It just means their initiatives were ill-conceived.

You also can find companies that have done a bad job of growth marketing. That doesn’t mean focusing on brand stories that highlight usefulness to the planet or other good causes won’t help them differentiate and grow.

Growth is a focus of a company’s strategy for success. The approach depends on the object of that growth. Profitability? Revenue? Market share? Each requires a different choice from the spectrum of brand and marketing plans.

Good, on the other hand, is both a business purpose/mission and a differentiator for the growth strategy. It’s a prime ingredient infused into a marketing and content strategy, no matter what part of the growth spectrum the business pursues.

Doing one thing poorly isn’t an argument for rebalancing to the other.

Some companies struggle with purpose-led brand initiatives, but that doesn’t mean purpose marketing can’t lead to growth, says @Robert_Rose. Click To Tweet

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The why matters

Communicating a differentiated brand purpose and the practice of content marketing are distinct but intricately related. For instance, in many organizations, the same brand content team might work on sustainability content and on thought leadership and educational content.

And some tactical content marketing plans rely heavily on a clear “brand purpose” story that expresses itself as a content platform. Cleveland Clinic’s Health Essentials publication is a perfect example.

Health Essentials started as a platform for good – a way to show that the Cleveland Clinic brand stood for more than making money. It met that goal and became a trusted source for health information. In the past few years, it’s also become a revenue generator and a platform for growth.

Content marketing and growth marketing aren’t things to be balanced like weights on a barbell.

A marketing leader for a technology company recently told me they planned to cut back on thought leadership and educational content because of revenue growth challenges last quarter. Instead, they’ll focus more on paid media advertising for direct sales.

That may or may not be the right decision. But the thought leadership program performed flawlessly, generating subscribers and high-level leads.

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I asked why the team had made that decision. The company looked at the data and found that leads generated through thought leadership take longer to close. So, they decided to move money and resources to the low-end of the funnel, hoping to accelerate growth.

But the tech company’s plan amounts to moving one weight from one side of the barbell to the other, thinking that will make it easier to lift.

That’s not a marketing strategy. That’s insanity.

A roadmap for balancing the virtuous circle

There are plenty of counterarguments to the idea that focusing on “good” over “growth” is the root cause of poor financial performance.

For example, sporting goods co-op REI, a brand that leads through content and brand purpose, posted a 36% increase in revenue according to the 2021 financials it released in April. Likewise, Monster Beverage earned record first quarter 2022 net sales of $1.5 billion while leaning heavily into content marketing and much less heavily into direct advertising.

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Content marketing (or purpose-driven content) will also shift as an overall part of a marketer’s mix. My recommendations for staying in balance line up almost exactly with the things Marc Pritchard called the “enduring basics:”

  • Knowing what your customer needs
  • Giving customers a superior experience
  • Understanding what you need to do to win today, with an eye toward tomorrow

Let’s explore these ideas (and my slight tweaks to Marc’s advice):

Marc says: Know your consumer needs
Robert says: Know your customer
Sentiments change during any significant market shift (good or bad). In previous economic downturns, we’ve seen how quickly the priority for certain products and services can shift from essential to not necessary.

Understanding your marketing mix means understanding how those shifts in motivation affect your product or service and adjusting the way you deliver your core messages.

Marc says: Give them a superior experience
Robert says: Find efficiency in the process, not the experience

What’s the quickest way to strangle your marketing strategy? Perform a brute-force lift and shift of resources to optimize one part of the journey. You’re almost guaranteed to create a suboptimal experience in another part of the customer journey.

Instead, focus on how to get more out of what you’re doing across every experience. In other words, find the efficiency in your content process.

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I’m not suggesting you ignore that big, gaping need at one part of the journey. I am suggesting you approach reallocating investments surgically. Examine everything, then make case-by-case recommendations about where to cut and where to increase spending to deliver those superior experiences.

Marc says: Understand what you need to do today, with an eye to tomorrow
Robert says: Double down on the current emotional engagement
You may be tempted to default to content that touts price or better value during a downturn.

But consider focusing on emotional engagement that’s tied to your brand value. You’ll need to have a finger on the pulse of what content you should produce – and mechanisms to act quickly.

So, yes, talk about discounts if that aligns with your brand purpose. More likely, you’ll need to focus on pivoting purpose-driven efforts to help develop trust in your offering.

For example, I love what Nike recently did with its NikeCraft General Purpose Shoe. The company didn’t position the shoe as cheaper or more expensive (and it’s neither). It positioned it as the “understated do-everything shoe created to work with every possible scenario.”

Growth can be good – and vice versa

It’s easy to misinterpret the lesson in Marc’s interview. In fact, the article I mentioned says this: “P&G’s mantra pre-Covid was that it wanted to be a ‘force for good and a force for growth.’ But in the face of increasing economic pressure, it recently flipped that.”

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That framing suggests P&G made the wrong decision by putting good first, and (worse) they’re correcting that mistake now only because of financial pressure.

In his remarks, Marc said, “A force for growth leads to the capability of being more of a force for good.” But I would argue that the opposite is true, too.

You don’t have to choose which is more important or what should come first – both matter. You have to figure out how to do both effectively.

You don’t have to choose whether growth or good is more important. Figure out how to do both effectively, says @Robert_Rose. Click To Tweet

Marc said it perfectly at the end of his talk:

“Think about how you can be useful to others. It’ll make a big difference. And then you can truly be both a force for growth and a force for good.”

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Get Robert’s take on content marketing industry news in just three minutes

https://www.youtube.com/watch?v=videoseries
Subscribe to workday or weekly CMI emails to get Rose-Colored Glasses in your inbox each week.

Cover image by Joseph Kalinowski/Content Marketing Institute



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Quiet Quitting vs. Setting Healthy Boundaries: Where’s The Line?

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Quiet Quitting vs. Setting Healthy Boundaries: Where's The Line?

In the summer of 2022, we first started hearing buzz around a new term: “Quiet quitting“.

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Microsoft unveils a new small language model

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Microsoft unveils a new small language model

Phi-3-Mini is the first in a family of small language models Microsoft plans to release over the coming weeks. Phi-3-Small and Phi-3-Medium are in the works. In contrast to large language models like OpenAI’s ChatGPT and Google’s Gemini, small language models are trained on much smaller datasets and are said to be much more affordable for users.

We are excited to introduce Phi-3, a family of open AI models developed by Microsoft. Phi-3 models are the most capable and cost-effective small language models (SLMs) available, outperforming models of the same size and next size up across a variety of language, reasoning, coding and math benchmarks.

Misha Bilenko Corporate Vice President, Microsoft GenAI

What are they for? For one thing, the reduced size of this language model may make it suitable to run locally, for example as an app on a smartphone. Something the size of ChatGPT lives in the cloud and requires an internet connection for access.

While ChatGPT is said to have over a trillion parameters, Phi-3-Mini has only 3.8 billion. Sanjeev Bora, who works with genAI in the healthcare space, writes: “The number of parameters in a model usually dictates its size and complexity. Larger models with more parameters are generally more capable but come at the cost of increased computational requirements. The choice of size often depends on the specific problem being addressed.”

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Phi-3-Mini was trained on a relatively small dataset of 3.3 trillion tokens — instances of human language expressed numerically. But that’s still a lot of tokens.

Why we care. While it is generally reported, and confirmed by Microsoft, that these SLMs will be much more affordable than the big LLMs, it’s hard to find exact details on the pricing. Nevertheless, taking the promise at face-value, one can imagine a democratization of genAI, making it available to very small businesses and sole proprietors.

We need to see what these models can do in practice, but it’s plausible that use cases like writing a marketing newsletter, coming up with email subject lines or drafting social media posts just don’t require the gigantic power of a LLM.



Dig deeper: How a non-profit farmers market is leveraging AI

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Navigating the Video Marketing Maze: Short-Form vs. Long-Form

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Navigating the Video Marketing Maze: Short-Form vs. Long-Form

Navigating the Video Marketing Maze Short Form vs Long Form

Are you torn between using long-form or short-form videos for your small business marketing campaign? Well, you are not alone. Despite 89% of consumers wanting to see more brand videos, there is no one-size-fits-all answer about the ideal video length.

However, this should not deter you from creating an effective video strategy. In 2023, people watched an average of 17 videos per day, highlighting the influence of video content in today’s digital landscape.

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Both short-form and long-form videos offer unique advantages and come with their set of challenges. Join me as I uncover the benefits and limitations of each video format to help you make informed marketing decisions.

What are Short-Form Videos?

Short videos typically range from 30 seconds to less than 10 minutes long. They are popular on social media platforms like TikTok, Instagram, Snapchat, and YouTube.

Short-form videos deliver brief yet engaging messages that quickly capture the viewer’s attention. Here are some popular types of short-form video content.

  • TikTok Challenges
  • Instagram Reels
  • Snapchat Stories
  • YouTube Shorts
  • Twitter Video Ads

Benefits of Short-Form Videos

A previously cited report shows that 39% of marketers find short-form videos, ranging from 30-60 seconds long, more successful. The same study reports that 44% of customers prefer watching a short video to learn about a brand’s offerings.

1714251363 817 Navigating the Video Marketing Maze Short Form vs Long Form1714251363 817 Navigating the Video Marketing Maze Short Form vs Long Form

So, it is evident that short-form videos have their benefits. Let’s take a closer look at some of them.

Attention-Grabbing 

Short-form videos capture attention quickly, making them ideal for the fast-scrolling nature of social media platforms. Your audience is more likely to watch them in their entirety compared to longer content.

Cost-Effective Production 

Creating short-form videos requires less time and resources compared to longer videos. As a small business owner with a limited budget, using short-form videos can be cost-effective. 

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Increased Engagement

Short-form videos engage viewers due to their crisp and concise nature. This results in more likes, comments, and shares that boost your content’s visibility and increase brand awareness. 

Integrating short-form videos into your influencer marketing campaigns can further amplify your reach to new and diverse audiences. 

Highly Shareable

Short videos are highly shareable. This makes it more likely for your viewers to share them, increasing their virality. 

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There are multiple benefits of adding video to your website including increased engagement, improved SEO, and enhanced user experience.

Limitations of Short-Form Videos

While short-form videos offer many advantages in content marketing, they also present some challenges.

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Limited Message Depth

Due to their brief duration, short-form videos may struggle to convey complex or detailed messages. Longer videos might be more suitable if you need to communicate intricate information.

Competition for Attention

Standing out on platforms flooded with short-form video content can be challenging. You must create content that stands out to avoid becoming lost in the sea of other videos.

Shorter Lifespan 

Short videos may lose their relevance with time. They can quickly get buried in users’ feeds, leading to a shorter visibility and engagement period than longer, evergreen content. 

This means you must consistently create short-form videos to maintain audience interest over time.

Limited SEO Impact

Short-form videos may be more challenging to optimize for search engines than longer, more keyword-rich content. This can affect the discoverability of your content outside the social media scene.

What are Long-Form Videos?

Long-form videos are typically longer, ranging from a few minutes to several hours. They extend beyond a few minutes to several hours, providing ample time for in-depth topic exploration and detailed content. 

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These videos are particularly suitable for educational content, product demonstrations, and narrative-driven storytelling. Long-form videos are common on platforms like YouTube and Vimeo. Common types of long-form video content include:

  • YouTube Series
  • Webinars
  • Educational Tutorials and Courses:
  • Behind-the-Scenes Content 
  • Interviews and Conversations

Advantages of Long-Form Videos

Long-form video content is the fastest-growing segment, with videos above 30 minutes experiencing tremendous growth over the years. Let’s explore some of the benefits behind this growth.

1714251363 499 Navigating the Video Marketing Maze Short Form vs Long Form1714251363 499 Navigating the Video Marketing Maze Short Form vs Long Form

Establishes Expertise and Credibility

Long-form videos allow you to provide in-depth information about various subjects, establishing your brand as an authority. Potential customers will likely trust and rely on your insights when you consistently deliver valuable content.

Builds Strong Audience Connections 

The more your audience watches your videos, the more they become familiar with your content and brand. This consistent engagement promotes trust and loyalty, helping you create deeper connections with your audience.

Provide SEO Optimization Opportunities

Long-form videos keep your audience engaged for a longer duration than short ones. This signals search engines that your content provides value, resulting in higher rankings and increased visibility. 

Besides, these videos provide opportunities to optimize for relevant keywords. This Attrock guide offers more insights into the value of SEO for your small business. 

They Are Sustainable

Unlike short videos, well-produced and valuable long-form videos have an extended shelf life. They can continue to attract views and engagement over an extended period, contributing to a sustainable content strategy.

Instagram reels are also a part of short videos and you can get benefits from this platform by integrating it with your website. You can learn how to embed Instagram Reels on websites and get extra benefits from your Reels.

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Drawbacks of Long-Form Videos

Despite their benefits, long-form videos also have certain limitations, including:

Attention Span Challenges

Between distractions, juggling tasks, and information overload, user attention span quickly diminishes. Viewers may lose interest and disengage from your long video before its conclusion.

Navigating the Video Marketing Maze Short Form vs Long FormNavigating the Video Marketing Maze Short Form vs Long Form

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Complex Production Process

Creating high-quality long-form videos requires more resources, including time, equipment, and skilled personnel. This can be disadvantageous, especially for small businesses with limited budgets.

Platform Limitations

Some social media platforms and video hosting sites may limit video length, making it challenging to distribute long-form video content. You may then be forced to repurpose your content to suit various platforms. 

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Short-Form or Long-Form Videos: Which Are Better?

Now that you know the benefits and limitations of each format, which one should you choose? Short-form or long-form videos?

Well, it all boils down to considering several factors, such as: 

Content Objectives

What do you want to achieve from your video marketing campaign? Short-form videos are highly effective for quick brand exposure and generating buzz. Long-form videos, on the other hand, contribute to a more in-depth understanding of the brand.

Target Audience Preferences

Audiences with short attention spans likely prefer short-form videos, while long-form videos appeal to those seeking a more immersive experience.

Similarly, short-form videos may appeal more to younger audiences, while older demographics may prefer the depth of long-form content.

Platform Dynamics

Various platforms support different content formats. Short-form videos are well-suited for platforms like TikTok, Instagram, and Snapchat. On the other hand, platforms like YouTube and Vimeo are better for hosting longer videos.

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Industry Type

Short-form videos would be ideal if your industry thrives on trends, entertainment, and quick messages. However, long-form videos are effective for industries requiring in-depth explanations or educational content.

Bottom Line 

Ultimately, choosing short-form or long-form videos depends on your business’s specific needs and goals. Since both formats have advantages and limitations, making a choice may prove difficult. 

However, it doesn’t have to be an uphill task. The key lies in recognizing when to incorporate each video format into your marketing strategy. Understanding your audience and its needs allows you to combine both formats strategically, maximizing the benefits of each. 

Continuously analyze performance metrics and adapt your video marketing strategy accordingly to ensure optimal engagement and conversion rates.


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