Pluck On Social Commerce and Customer Interaction http://www.pluck.com/resources/blog/ Thu, 16 Oct 2014 00:00:00 GMT Don't ask don't get http://www.pluck.com/resources/blog/_dont-ask-dont Thu, 16 Oct 2014 00:00:00 GMT <p> An interesting nugget of information one of our customers has found from their Pluck Insights dashboard - asking for reviews <strong>increases positivity by 12%</strong>. We know sending customers an email asking them for a review after they purchase is crucial to building good reviews coverage, but this data also shows that sending these emails also positively impacts sentiment.</p> <p> The customer involved sends emails for most of their sites but, for technical reasons, doesn't currently do so for one site. That site has a 12% lower positivity rating in their Pluck Insights dashboard which can't be explained in any other way - it sells the same products through the same channels and has similar customer satisfaction ratings otherwise.</p> <p> This confirms what we all know from everyday life - that people are more likely to complain than praise. But this data proves that, with a nudge, you can have more of those customers who've had a good experience sharing that experience with your potential customers.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:1b37cd0c-431c-4256-bb7d-9827724cc672 It is time to get your community into shape! http://www.pluck.com/resources/blog/_time-community-shape Wed, 04 Jun 2014 06:00:00 GMT <p> <span style="font-size:12px;"><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/13/0/adc49cb5-3ffa-46df-906b-ce1ea4fc5c0a.Full.jpg?1" target="_blank"><img src="http://sitelife.pluck.com/ver1.0/Content/images/store/13/0/adc49cb5-3ffa-46df-906b-ce1ea4fc5c0a.Large.jpg?1" /></a></span></p> <p> As one of the Customer Success Managers at Pluck, I often find life examples from day-to-day activities that remind me of ways my job relates to our clients.  Most recently I joined a twice-weekly after-work boot camp that Pluck offers its employees.  As someone who spends the majority of the day at a desk, I decided this would be a great way to shed a few pounds and feel healthier. </p> <p> I’ve never been an athlete but in my youth I spent a lot of time outside and have always been somewhat active. I assumed this would be an easy activity with a fun competitive edge with some of my coworkers.  On the first day of boot camp I dusted off the ole running shorts and tennis shoes and filled up a water bottle.  At day’s end a surprising 12 employees joined me in the parking lot with anticipation.  Our personal trainer stepped out and had us all get in a big circle for the beginning of the warm-up.  15 minutes into the warm-up I realized this was going to be a lot harder than I expected.  Even with the support of my equally exhausted colleagues, I was dragging so far behind.  Finally by the end of the longest 45 minutes in the history of ever, I dragged myself to my car and home. </p> <p> Fast forward two months and I find myself packing my bag for boot camp with an excitement I didn’t have before.  My pants feel loose and I have more energy than I have had in years. </p> <p> So, I know what you are thinking. What on earth does this have to do with Pluck?!  Well, that is the fun part.  I realized that in many ways Pluck is like a gym.  As a client you can sign up and have access anytime you want it.  You can pick certain applications (equipment) that can help you get to your overall community goals and you are even given a personal trainer (Customer Success Manager) to help you reach those goals.  Just like a personal fitness goal, you will need a community strategy.  You have to plan and commit in order to achieve the ultimate results.  But everything you need to achieve these goals is available to you.</p> <p> I often tell people I have the best job.  Like a personal trainer, I get to help my clients reach amazing goals and become successful with their online communities.  The more work we put in together, the better the results.  So, on behalf of the entire Pluck Customer Success Team, we would like to personally challenge you to work with us to create a new personalized community-marketing plan.  Work with us to help you see your ROI and hit amazing goals this year. </p> <p> Please sign up today with your Customer Success Manager and start achieving the results you desire!  </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:041d0b82-b5e0-4242-8011-bbd0efbfd946 Get More from Pluck Outreach with category reporting http://www.pluck.com/resources/blog/_pluck-outreach-reporting-enhancements-now-available Tue, 13 May 2014 06:00:00 GMT <p> <span id="docs-internal-guid-d009da11-f591-4e53-6648-dd336111d7f2"><span style="font-size:15px;font-family:Arial;color:rgb(0, 0, 0);background-color:transparent;vertical-align:baseline;white-space:pre-wrap;">As promised, we are continuing to add exciting new features to Pluck Outreach. The latest of these features, category reporting, will allow you to see which notifications you are sending most frequently from your community, as well as the notifications that are getting the most interaction from your users through opens and clicks. </span></span></p> <p> <span style="background-color:transparent;color:rgb(0, 0, 0);font-family:Arial;font-size:15px;white-space:pre-wrap;">This data can help to inform your future community Outreach strategy, ensuring that you are engaging your customers with notifications, and not just filling up their inbox. You may want to experiment with the timing of your community activity digest to determine if you are getting more engagement and driving more traffic back to your site if you are sending daily or weekly. Or, you may want to experiment with the layout or content of your discussion emails to determine what will re-engage your users. If you see that one particular notification has a particularly high unsubscribe rate, you may want to compare the wording and frequency of that notification to make appropriate changes to maintain user subscription. The category information you are now able to see in Outreach reporting will allow you to analyze all of this and more, ensuring that your Outreach strategy is as successful as </span><span style="background-color:transparent;color:rgb(0, 0, 0);font-family:Arial;font-size:15px;white-space:pre-wrap;">possible at informing and engaging your community. Some examples of these reports are below; just click on the image to expand it for a better view.</span></p> <p> <span style="background-color:transparent;color:rgb(0, 0, 0);font-family:Arial;font-size:15px;white-space:pre-wrap;">Pluck Outreach category reporting is available on Pluck 6.0.6 and higher, so upgrade to the latest version of Pluck today to take full advantage of all of the analytics available to you!</span></p> <p> <a href="http://sitelife.pluck.com/ver1.0/Content/images/store/1/6/91173fb4-4fb2-4084-a6d9-246dc29b1ef5.Full.png?1" target="_blank"><img alt="Daily notification breakdown by action (requests)" src="http://sitelife.pluck.com/ver1.0/Content/images/store/1/6/91173fb4-4fb2-4084-a6d9-246dc29b1ef5.Large.png?1" /></a></p> <p>  </p> <p> <a href="http://sitelife.pluck.com/ver1.0/Content/images/store/13/2/bd97847d-a66d-4150-a29f-8cb1cac17458.Full.png?1" target="_blank"><img alt="Daily notification breakdown by action (clicks)" src="http://sitelife.pluck.com/ver1.0/Content/images/store/13/2/bd97847d-a66d-4150-a29f-8cb1cac17458.Large.png?1" /></a></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:cf181ddb-cd36-4450-90d2-5fe1d72c5318 Why you need more than just Twitter... http://www.pluck.com/resources/blog/_need-just-twitter Mon, 07 Apr 2014 17:22:00 GMT <div> In my last blog post, I noted how often I overheard repeated conversations at SXSWi about the marketing value of Twitter. I heard how it's a great source of insight into what consumers are saying about a company, how it can be an alternative promotional platform to traditional advertising, how it can be a vehicle for resolving customer service issues, and how it can even serve a market research function and point to future product development. And, while I completely agree that today it's a given that every company should be monitoring social media and using it for these purposes, if this is <em>all </em>your company is doing, you are missing out.  </div> <div>  </div> <div> An onsite, branded community is a unique source for the insights and data you need to understand customer concerns, issues, and likes, while providing proven benefits over social media. A study from Internet Retailer showed that opinions from participants in social communities influence purchasing decisions for 74% of online shoppers, and 84% of millennials say user generated content has some influence on what they buy. In other words, without community on your site, you are driving your shoppers offsite, and potentially to a competitor. With a community on your website, you already have your community members and brand advocates at the point of purchase.  </div> <div>  </div> <div> <a href="http://sitelife.pluck.com/ver1.0/Content/images/store/10/0/da26c87c-70da-43f0-800d-502086363001.Full.png?1" target="_blank"><img src="http://sitelife.pluck.com/ver1.0/Content/images/store/10/0/da26c87c-70da-43f0-800d-502086363001.Large.png?1" style="margin-left:185px;margin-right:185px;" /></a></div> <div>  </div> <div> And, speaking of brand advocates: 82% of people are willing to become advocates for the products of the companies to whose branded customer communities they belong (The Incyte Group, 2012). Providing these advocates a place on your site to review your products, discuss topics related to your brand, post pictures and videos using your products, and more, will only continue to engage them where you want them to be: on your site where they can easily be converted. And providing easy ways to syndicate any of the content in your onsite community to social media sites will exponentially expand its reach and potentially draw new users to your community and site, where they can more easily be converted than from a Facebook fan page, for example.   </div> <div>  </div> <div> <a href="http://sitelife.pluck.com/ver1.0/Content/images/store/5/11/b5f2d7fc-8697-4b64-8ba8-759b5821d986.Full.png?1" target="_blank"><img src="http://sitelife.pluck.com/ver1.0/Content/images/store/5/11/b5f2d7fc-8697-4b64-8ba8-759b5821d986.Large.png?1" style="margin-left:185px;margin-right:185px;" /></a></div> <div>  </div> <div> Unlike managing social media posts, with your own onsite community, you can create and manage a cohesive strategy for the community that pulls together all tools available to engage your members and keep them returning to your site. For example, with integrated notifications, your members can be notified upon certain actions taken within the community, engaging them and prompting them to return to your site where they can continue to participate and grow the conversations. Additionally, gamification can be seamlessly and easily integrated to reward your users for key actions taken within your community, with their status marked by badges or leaderboards employed to increase the sense of competition. </div> <div>  </div> <div> Like collecting, analyzing, and responding to the conversations on social media, a successful onsite community will require an actual person to get the most out of, and create a flourishing and active, community. Deep thought will need to be given in advance of unleashing an onsite community as to what the goals of the community are, and what type of actions the target members are most likely to engage in and gain from. If forums are being used, time needs to be spent thinking through the structure, and how this structure will facilitate ease of use and participation, much the way a menu tree on a website would be structured. If reviews are being used, categories must be thought through in much the same way, so that analysis and insights can be maximized. And, resources must be dedicated to moderating and managing the community, so that the content created stays relevant, respectful, and fresh, giving members a reason to come back, while keeping the trolls away. </div> <div>  </div> <div> While many insights can be found from analyzing the conversations on social media sites such as Facebook and Twitter, adding an onsite community to your digital strategy will increase the information you can acquire, while providing an additional reason to get customers on your site. As a final note, with all of the changes social providers are continuously making as of late, particularly Facebook, the data you are able to get, and the price at which you are able to get it, seems to change at a moments’ notice; in a recent <a href="http://info.klout.com/ForresterPaperFacebookisStillFailingMarketers_TheUltimateGuidetoEarnedMedia_LandingPage2.html?utm_source=klout&utm_medium=email&utm_term=content&utm_content=forrester_fb_failing_marketers&utm_campaign=cross_promotion" rel="nofollow">Forrester report</a>, they found that Facebook only shows each brand’s posts to 16% of its fans. With an onsite community, all content reaches all of your community members, and all of the information your members submit on your onsite community is yours exclusively, eliminating these issues.     </div> <div>  </div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:f5a07c57-373e-4e86-85c9-a452b44c46ee SXSW Round-up: Big Data and Twitter are all you need. Or are they? http://www.pluck.com/resources/blog/_sxsw-round-up-big-data-twitter-need Fri, 21 Mar 2014 20:47:00 GMT <div> Now that I’ve had a little time to recover from SXSW and digest all of the sessions I attended over the five days of Interactive, I’d like to share some of my takeaways, and what I saw as key themes from the sessions. Obviously, there are hundreds of sessions, and I was only able to attend 14 sessions specifically tailored to my interests, but the overwhelming message was clear; Big Data and social are obviously important, but no one really seems to know what to do with any of it, and everyone is looking for answers. And, these two things are not independent of each other, but are closely intertwined, so that insights drawn from what users are doing and saying socially can be used for responses, targeted ads, and product development. I don’t think any of this is news to anyone, and I must say I was a little disappointed by the narrowness of many of the conversations I heard - everyone knows they should be following Twitter by now to respond to disgruntled customers and to virtually “high-five” advocates - but where else should brands and retailers be focusing their efforts? (More on this topic in my next blog post).</div> <div>  </div> <div> <img src="http://sitelife.pluck.com/ver1.0/Content/images/store/15/8/2facf2ae-74a3-484e-8852-109fff9e15d7.Large.jpg?1" style="float:left;margin:10px;" /></div> <div> The sessions that I found the most interesting were the ones that combined data and social/user info and took it one step further, such as “When Social Media Escapes the Web”. In this session, led by Megan Wintersteen, the Lead Planner of Social for Huge, we broke into groups and brainstormed the various ways to bring the online experiences in-store into specific departments. This exercise forced us to think about what data stores may have when the user walks through the door, how users are currently interacting online, and how this could translate into an off- or online in-store experience. Many of the ideas proposed are not so far fetched given the current technology and access to data available, and would provide the bridge between off- and online that is currently missing from most users’ experiences. How easy would it be to have a video screen at the checkout or on an aisle that shows user-generated how-to videos related to the product scanned? Or, what about something as simple as featuring your highest rated products by placing a printout of their star-rating, along with a QR code that, when scanned, takes the user to the product page to read the reviews?  </div> <div>  </div> <div> Another great session was around location data, “We Know What You Did Last Summer: Location Data”. Led by Julian Green, CEO of Jetpac, and Tyler Bell, Director of Productat Factual Inc., they discussed how location data can be gathered ethically and legally and used in conjunction with other user data to deliver more personalized experiences. This is something that could easily be done now using the user information stored in Pluck, combined with capturing real-time location data; you would potentially be able to see if someone is “just visiting” based on comparing the real-time location data to the Pluck user location provided in the Persona to determine what type of offers to send.  </div> <div>  </div> <div> The one thing that I was disappointed to not hear mentioned more was the opportunity to gather valuable insights based on social created on your branded website, as opposed to needing to gather it from social media sites such as Twitter or Facebook. To me, this is a missed opportunity for brands to gain valuable input from and data on their biggest advocates, and this is data that the brands actually own. I’ll discuss more in my next blog post on why you’re missing out if you’re only paying attention to your customers on external sites, so stay tuned!</div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:933ef20c-6bd0-45a0-b5e3-1331d81dd30d Pluck 6.0 is Out, featuring Pluck Outreach! http://www.pluck.com/resources/blog/_pluck-60-out-featuring-pluck-outreach Wed, 05 Mar 2014 23:41:00 GMT <p> <span id="docs-internal-guid-ac06f120-949e-cbf8-f6e7-9ef1a6552847"><span style="font-size:15px;font-family:Arial;color:rgb(0, 0, 0);background-color:transparent;vertical-align:baseline;white-space:pre-wrap;">In today’s hyperconnected world, it is difficult to keep consumers engaged with your site and your community. In just the last 12 years the attention span of the average online consumer decreased by 25%—</span><span style="font-size:15px;font-family:Arial;color:rgb(0, 0, 0);background-color:transparent;font-style:italic;vertical-align:baseline;white-space:pre-wrap;">what was I writing again? Just kidding.</span><span style="font-size:15px;font-family:Arial;color:rgb(0, 0, 0);background-color:transparent;vertical-align:baseline;white-space:pre-wrap;">—to 8 seconds. Your digital brand experience is in full-time competition for consumers’ attention with a host of compelling distractions across all of the many channels consumers follow. </span></span></p> <p> <span style="background-color:transparent;color:rgb(0, 0, 0);font-family:Arial;font-size:15px;line-height:1.15;white-space:pre-wrap;">But while you and your website can’t always be everywhere your users are, most people have a smartphone within arms’ reach 24/7, and that means they are always connected to email.  </span></p> <p> <span style="font-size:15px;font-family:Arial;color:rgb(0, 0, 0);background-color:transparent;vertical-align:baseline;white-space:pre-wrap;">This ubiquity of email is one of the reasons we are so excited to announce today the release of Pluck Outreach, an enhancement to our existing notifications capability that gives you an always-on way to reach users while on their </span><a href="http://www.pluck.com/resources/pluck-smart-brief-q3lp1/" style="line-height:1.15;text-decoration:none;"><span style="font-size:15px;font-family:Arial;color:rgb(17, 85, 204);background-color:transparent;text-decoration:underline;vertical-align:baseline;white-space:pre-wrap;">Digital Customer Journey</span></a><span style="font-size:15px;font-family:Arial;color:rgb(0, 0, 0);background-color:transparent;vertical-align:baseline;white-space:pre-wrap;">. Outreach will keep community members engaged and returning to your site even when they are not online, by notifying them when others are responding to content they are interested in, and enticing them to return to your community to continue the conversation.  </span></p> <p> <span style="background-color:transparent;color:rgb(0, 0, 0);font-family:Arial;font-size:15px;white-space:pre-wrap;line-height:1.15;">With over 40 pre-set Pluck actions that can be set to trigger Outreach notifications, you will be able to customize Outreach to craft emails that meet your specific needs and effectively deliver your community strategy directly to a member’s inbox.  And with customizable, easy to edit templates, you can ensure that the messaging and styling matches your brand, from colors to fonts to the placement of your logo.  </span></p> <p> <span style="background-color:transparent;color:rgb(0, 0, 0);font-family:Arial;font-size:15px;white-space:pre-wrap;line-height:1.15;">According to the email marketing council, average mobile click-through rates are around 10%, and desktop click-through rates are closer to 15%; implementing Pluck Outreach will drive a considerable number of community users back to your site. With reporting functionality that includes clicks and opens, you can determine which notifications are providing the highest engagement and conversion, and optimize the use of these notifications. And, an opt-out link at the bottom of every email, in addition to opt-out settings within each user’s Persona, will leave your users in control of their inbox, preventing the appearance of spam.</span></p> <p> <span style="background-color:transparent;color:rgb(0, 0, 0);font-family:Arial;font-size:15px;white-space:pre-wrap;">Existing Pluck customers can take advantage of Outreach, by upgrading Pluck today and enabling notifications within the CMW. If you have additional questions, contact your Customer Success Manager. We’d love to hear your feedback!</span></p> <p> <a href="http://sitelife.pluck.com/ver1.0/Content/images/store/0/3/40a4398f-cea3-4d02-93d5-6b92ff718137.Full.png?1" target="_blank"><img alt="Notification branding in Pluck Outreach" src="http://sitelife.pluck.com/ver1.0/Content/images/store/0/3/40a4398f-cea3-4d02-93d5-6b92ff718137.Large.png?1" style="float:left;" /></a></p> <p> <em>Branding notifications in Pluck Outreach</em></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:a5177cea-d24b-4b23-82ef-66b18b12b79a Announcing Pluck Insights Release http://www.pluck.com/resources/blog/_announcing-pluck-insights-release Wed, 09 Oct 2013 20:18:00 GMT <div> A few months ago, Pluck was asking our customers to preview our newest analytics offering and provide feedback so that we could build the best analysis tools for them.  </div> <div>  </div> <div> Now, we are pleased to announce the release of Pluck Insights at no additional cost.  This first release of Insights focuses on the <em>Products</em> section, providing useful tools to further examine Pluck Reviews and the products they apply to. Insights users will be able to view their review health as a whole, dial into specific reviews, and create product baskets to easily view and compare groups that the brand determines essential.  The end result is a clearer picture of customer sentiment, and actionable information that can easily be shared to create positive changes, whether that is to improve the customer-retailer relationship, investigate manufacturer/supplier issues, or influence product design. </div> <div>  </div> <div> In the coming months, Pluck will be releasing Insights’ <em>Users</em> and <em>Usage </em>sections, with the intention of equipping Pluck customers with the ability to further understand their communities and the individuals that power them. The <em>Users</em> section will have a focus on individual contributors, while the <em>Usage</em> section focuses more on overall activity within all of Pluck’s 14 applications.  Just as with the <em>Products</em> section, both of these sections will give Insights users the ability to look at very high level or dial into very detailed information, all with just a couple of clicks.</div> <div>  </div> <div> Pluck Insights will always be improving as we value the continuous feedback loop we have with our customers.  Analytics and reporting are windows for stakeholders to see their worlds, and we are continuing to work towards making these views a reality for our customers.</div> <div>  </div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:29807ff2-9ba7-402a-b471-0f085be86875 Engage Users with Frictionless (Re)Actions http://www.pluck.com/resources/blog/_engage-users-frictionless-reactions Tue, 16 Jul 2013 14:55:00 GMT <p>  </p> <p dir="ltr" style="line-height:1.15;margin-top:0pt;margin-bottom:0pt;"> <b id="docs-internal-guid-07c2164b-e43b-df15-8e85-4b6f044bfa43" style="font-weight:normal;"><span style="font-size:15px;font-family:Arial;color:rgb(0, 0, 0);background-color:transparent;vertical-align:baseline;white-space:pre-wrap;">To engage is defined as “</span><span style="font-size:15px;font-family:Arial;color:rgb(51, 51, 51);vertical-align:baseline;white-space:pre-wrap;">to occupy the attention or efforts of (a person or </span><span style="font-size:15px;font-family:Arial;color:rgb(0, 85, 187);vertical-align:baseline;white-space:pre-wrap;">persons): to</span><span style="font-size:15px;font-family:Arial;color:rgb(51, 51, 51);vertical-align:baseline;white-space:pre-wrap;"> attract and hold fast.”  Engaging your user enough to stay on your site and return can be a challenge in today’s ADD, multi-platform environment. However, when building a community and developing fans and brand advocates, you must find a way to engage your users so that they will become attracted to your site and you will hold their attention long enough to convert them to active community members.</span></b></p> <br /> <p dir="ltr" style="line-height:1.15;margin-top:0pt;margin-bottom:0pt;"> <b id="docs-internal-guid-07c2164b-e43b-df15-8e85-4b6f044bfa43" style="font-weight:normal;"><span style="font-size:15px;font-family:Arial;color:rgb(51, 51, 51);vertical-align:baseline;white-space:pre-wrap;">Registration is one barrier to building engagement in your community.  If you always require your users to register and/or log-in before taking any action on your site, you are less likely to get engagement from new users who were not already fans or did not have a compelling reason to interact (i.e., write a review on a product they bought and loved).  </span></b></p> <br /> <p dir="ltr" style="line-height:1.15;margin-top:0pt;margin-bottom:0pt;"> <b id="docs-internal-guid-07c2164b-e43b-df15-8e85-4b6f044bfa43" style="font-weight:normal;"><span style="font-size:15px;font-family:Arial;color:rgb(51, 51, 51);vertical-align:baseline;white-space:pre-wrap;">Frictionless actions, such as Pluck Reactions, are one way to engage users with minimal commitment, getting them involved with the content and the site without requiring upfront time, forms, or user information.  Reactions provide a single-click, feedback opportunity so that users can express their feelings about a particular product or article.  </span></b></p> <p dir="ltr" style="line-height:1.15;margin-top:0pt;margin-bottom:0pt;">  </p> <div>  <b id="docs-internal-guid-07c2164b-e43b-c12f-6602-45a5c926a963" style="font-weight:normal;"><img height="351px;" src="https://lh4.googleusercontent.com/D6uBu_iBbwCe9PLRJZ7A68M3ArgeXrHsFOv_E81uMZ_DTMZhvCou8nCReUdPW2-ynC5x93YN2PYAtifWwrI-fLmWTmbSzNKzjqp_Su4vJqDwz4XXTbi7YvKv" width="447px;" /></b></div> <div> <b id="docs-internal-guid-07c2164b-e43b-2b26-b07c-f7a08a5d771d" style="line-height:1.15;font-weight:normal;"><span style="font-size:15px;font-family:Arial;color:rgb(51, 51, 51);vertical-align:baseline;white-space:pre-wrap;">Frequently, Reactions are on clothing pages using adjectives such as “Must-Have”, “Want It”, and “Have It”, allowing visitors to the page to quickly click on the descriptor that best matches their feelings of the product.  While this is a seemingly low-engagement activity that would not seem to hold users’ attention, by getting them to take this first step in interacting with your site, you are getting them to jump over a large barrier.  Additionally, with the seductive design of Pluck Reactions plus Facebook Social Sign-On, you can turn a user who was only going to make</span></b><b id="docs-internal-guid-07c2164b-e43b-2b26-b07c-f7a08a5d771d" style="font-weight:normal;"><span style="font-size:15px;font-family:Arial;color:rgb(51, 51, 51);vertical-align:baseline;white-space:pre-wrap;"><b> </b>one-click into a registered user of your site using their Facebook log-in a quick and easy step.  </span></b></div> <br /> <p> <b id="docs-internal-guid-07c2164b-e43b-2b26-b07c-f7a08a5d771d" style="font-weight:normal;"><span style="font-size:15px;font-family:Arial;color:rgb(51, 51, 51);vertical-align:baseline;white-space:pre-wrap;">You may be asking yourself, why would a user return to a site or be engaged after simply clicking on a Reaction?  For one, they have already shown interest in the product and spent extra time on the product page by engaging - at the same time providing you with useful data regarding consumer sentiment.  Also, they may want to return to see how other users are reacting to the same content, or they may continue searching your site so that they can continue sharing their feelings on additional products, increasing time on-site.  As users do this, they are building engagement with your site, increasing stickiness, and  progressing conversion to registered users who actively engage at a higher level with your site.</span></b></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:35853883-1f90-44cc-bcd4-718585d215f1 OmniChannel social commerce part 3: Loyalty and Trust http://www.pluck.com/resources/blog/_omnichannel-social-commerce-part-3-loyalty-trust Tue, 09 Jul 2013 06:00:00 GMT <div> My <a href="http://www.pluck.com/resources/blog/_omnichannel-social-commerce-mood-mode-moment-part-2">previous post</a> touched on McKinsey's Decision Journey. One of the key aspects is the position of the "loyalty loop". McKinsey conceives of loyalty as a bypass for shoppers to avoid at least some of the active evaluation phase. If customers are likely to return to your brand the next time they consider a similar purchase, there is less need to evaluate alternatives. Gamification carefully applied can help build that crucial loyalty.</div> <div>  </div> <div> <span style="font-size:14px;"><strong>Rewards</strong></span></div> <div>  </div> <div> Gamification as a buzzword often provokes a backlash (so much so that Badgeville's Kris Duggan all but <a href="http://upstart.bizjournals.com/news/technology/2013/04/30/kris-duggan-of-badgeville-on-gamifying.html" rel="nofollow" target="_blank">banished</a> the word), but its effects are real and it remains relevant for turning shoppers into brand advocates. A complete program will include all or most of these core components: point awards, leaderboards, badges, notifications, and certain controls.</div> <div>  </div> <div> <strong>Point awards</strong> are the triggers at the heart of the system; your software should be able to award points for a wide variety of user events, such as leaving a review.</div> <div>  </div> <div> In the right setting, <strong>leaderboards</strong> encourage engagement through healthy competition. Carefully consider whether such competition is right for your brand and community. If it is, make leaderboards obvious enough to catch users' attention and spark them to action.</div> <div>  </div> <div> <strong>Badges</strong> are appropriate in just about any community. Unobtrusive but rewarding, they can also identify users as especially active or trustworthy (more below).</div> <div>  </div> <div> Employ <strong>notifications</strong>. Point or badge awards can trigger <strong>"toast"</strong> notifications that float up from the bottom of the screen (or in some other way that is obvious but doesn't disrupt the user's current workflow). As with leaderboards, the tenor of your community may prevent the use of toast, but in any case e-mail notifications are a good idea and will lead users back to your site. Recommendation: use <strong>e-mail</strong> notifications any time a badge is awarded.</div> <div>  </div> <div> <strong>Controls</strong> help you prevent people gaming the gamification system. They can include flood controls, such as limits on the number of points per hour or day. It is also important to separate real world awards such as discounts from the gamification software via what I call a "fluid transmission". Use this disconnect to ensure a user who does successfully game the purely online system can't also gain monetary awards; you'll also be removing a powerful incentive to attempt such abuse in the first place.</div> <div>  </div> <div> <span style="font-size:14px;"><strong>Trust</strong></span></div> <div>  </div> <div> Gartner rather ominously announced that before long one in seven reviews are likely to be false. Customers in the active evaluation phase need to be given tools to separate good reviews from spurious ones.</div> <div>  </div> <div> Gamification can play into trust. Your software needs to support <strong>2nd-party point awards</strong> (reputation points) so that content which gets a "thumb up" from a user rewards the author with points and a badge. That badge should follow their online identity around your site, which tells other customers that they can trust the author, leading to a virtuous cycle that increases overall quality of content as well as your brand's reputation.</div> <div>  </div> <div> <strong>Filters and sorting</strong> are important tools in the trust toolkit. Simply allowing lists such as forum posts and reviews to be sorted by a reputation score (the number of users who said a piece of content was helpful) goes a long way to letting the cream rise to the top without overly active moderation. And, friends are generally more trusted than strangers, so your software should allow friendships to be established and content to be filtered down to that from friends.</div> <div>  </div> <div> Taken together, a well-designed gamification program and trust features enhance both ends of the customer journey from active evaluation through purchase, and the loyalty loop that comes after.</div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:e89537a5-0558-4bd0-95cc-16068ed6ea37 OmniChannel social commerce: mood, mode, and moment, part 2 http://www.pluck.com/resources/blog/_omnichannel-social-commerce-mood-mode-moment-part-2 Tue, 02 Jul 2013 14:30:00 GMT <p>  </p> <div style="float:right;padding:6px;width:200px;margin-left:10px;margin-top:10px;margin-bottom:10px;"> <h3> Pluck pieces at work</h3> <p> Pluck applications and capabilities map well to these essential elements:</p> <ul> <li> <a href="http://www.pluck.com/products/applications/reactions/">Reactions</a></li> <li> <a href="http://www.pluck.com/products/applications/forums/">Forums</a></li> <li> <a href="http://www.pluck.com/products/applications/reviews/">Reviews</a></li> <li> <a href="http://www.pluck.com/products/capabilities-2/trust/">Trust filters</a></li> <li> <a href="http://www.pluck.com/products/applications/comments/">Comments</a></li> <li> <a href="http://www.pluck.com/products/applications/blogs/">Blogs</a></li> <li> <a href="http://www.pluck.com/products/capabilities-2/social/">Social Sharing</a></li> <li> <a href="http://www.pluck.com/products/capabilities-2/gamification/">Gamification</a></li> <li> <a href="http://www.pluck.com/resources/blog/_announcing-pluck-55/">Moderator-tagged issues</a></li> </ul> </div> <p> <em>This post continues my discussion of OmniChannel social commerce. <a href="http://www.pluck.com/resources/blog/_omnichannel-social-commerce-mood-mode-moment-part-1">The first post is here</a>.</em></p> <p> In 2011, the McKinsey Quarterly famously adapted the traditional purchase funnel (awareness, familiarity, consideration, purchase, loyalty) into a more circular “decision journey” that acknowledges the modern consumer’s feedback loop. At each step of the journey, your customers and would-be customers need different kinds of information and interaction.</p> <p> <a href="http://sitelife.pluck.com/ver1.0/Content/images/store/4/2/94c23c0f-0304-4549-b20d-b181a759dc62.Full.png?1" target="_blank"><img src="http://sitelife.pluck.com/ver1.0/Content/images/store/4/2/94c23c0f-0304-4549-b20d-b181a759dc62.Large.png?1" /></a></p> <p> <span style="font-size:14px;"><strong>Initial Consideration</strong></span></p> <div> During the consideration phase, guests may be aware of your brand or just discovering it for the first time. The mood of consideration is casual, so the interactions you solicit need to be casual as well.</div> <div>  </div> <div> <strong>"Social expressions"</strong>—single-click buttons labeled with affects such as "love it", "want it", & "have it"—let the user effortlessly engage with a product and your brand. But they do much more than that. Expressions capture intent, seeding the 360º insights into your customers. When shared to Facebook and other social destinations, they also start a kind of brand advocacy, long before a purchase may have been made.</div> <div>  </div> <div> Expressions are perfect for mobile and tablet browsing, as well as your full web site. The software should not distinguish much between the three form factors.</div> <div>  </div> <div> <div> <strong>Category forums</strong> advance the user along the path toward active evaluation. For instance, a forum on televisions can educate the user on the relative merits of LED vs. LCD screens.</div> <div>  </div> <div> Forums work best on the tablet and full web form factors, but should also be easily read on mobile.</div> <div>  </div> <div> <strong><span style="font-size:14px;">Active Evaluation</span></strong></div> <div>  </div> <div> <div> Now the user moves along the path towards deciding upon a specific purchase, doing increasingly deep research. The mood is more serious, and the interactions require greater effort on both sides.</div> <div>  </div> <div> <strong>Reviews and ratings</strong> on product detail pages are simply expected by consumers, and are therefore "must-haves" in your system. However, because of the occasional fraudulent or spurious review, your users need to know they can trust your reviewers. Your software should support filtration based on several trust metrics (more on that later).</div> <div>  </div> <div> As the consumer narrows their interest down to a smaller set of candidate products, <strong>product Q&A</strong> becomes vital. Would-be purchasers will now have specific questions intended to validate (or invalidate) their growing intent. Continuing the theme of trust, it’s important to call out answers by expert staff. Your software should allow your employees and your partners to answer, and it must distinguish between consumer and expert answers in a spirit of full transparency.</div> <div>  </div> <div> Sometimes consumers do want editorial opinions, and that is where <strong>expert blogs</strong> come in. Your software needs to support long-form and media-rich content that explains terminology, hidden "gotchas" of particular features, and distinguishing factors among multiple product lines.<br />  </div> </div> </div> <p> <span style="font-size:14px;"><strong>After The Conversion</strong></span></p> <div> After a purchase, the feedback loop starts in earnest. Repeat consumers can be won and lost in this moment. The mood turns to elation, satisfaction, or concern. The mode (device) is hard to predict.</div> <div>  </div> <div> Elated customers should be encouraged to syndicate their delight through <strong>social sharing</strong>. Your software needs easy mechanisms for doing so, and gentle encouragement. Satisfied customers will also share their purchase, moving them one step closer to brand fandom.</div> <div>  </div> <div> Concerned customers may react in several different ways. Occasionally, they will express problems with products, fulfillment, shipping, or customer service through asides in otherwise positive reviews or answers to questions from other users. Your software needs a means for <strong>tagging issues</strong> and flagging them for follow-up, ensuring that the right personnel are fully informed and can reach out to help turn the situation around.</div> <div>  </div> <div> Last but far from least, gamification should be employed to kick-start the feedback loop into a round of consideration and purchase. Your software should trigger little bursts of dopamine through <strong>points, badging, and leaderboards</strong>. Now the user’s mood should be one of delight. The goal is to turn purchasers into community members, then into brand advocates. </div> <div>  </div> <div> <u><strong>In <a href="http://www.pluck.com/resources/blog/_omnichannel-social-commerce-part-3-loyalty-trust/">the next part of this series</a>:</strong></u> more on OmniChannel gamification and trust.</div> <div>  </div> <div> And here's an in-depth <a href="http://www.youtube.com/watch?v=EfRrD3we0Hg" rel="nofollow">YouTube video about the McKinsey Consumer Decision Journey</a>.</div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:90b0c181-26f2-481e-aa8c-4c5507e5c38d We get it. With limited resources and time, you need a dedicated partner. http://www.pluck.com/resources/blog/_limited-resources-time-need-dedicated-partner-1 Fri, 28 Jun 2013 21:27:00 GMT <p style="margin:0px 0px 15px;padding:0px;border:0px;font-family:Helvetica, Arial, sans-serif;line-height:21px;vertical-align:baseline;word-wrap:break-word;color:rgb(26, 20, 20);"> In my first post as Pluck’s Director, Customer Success I wanted to be clear about my priorities and aspirations.</p> <p style="margin:0px 0px 15px;padding:0px;border:0px;font-family:Helvetica, Arial, sans-serif;line-height:21px;vertical-align:baseline;word-wrap:break-word;color:rgb(26, 20, 20);"> Customer success, that’s what we strive for every day. Your time is important. You want answers to your questions quickly, and you want issues resolved the first time. We hear you. We are listening.  And it’s all about you.</p> <p style="margin:0px 0px 15px;padding:0px;border:0px;font-family:Helvetica, Arial, sans-serif;line-height:21px;vertical-align:baseline;word-wrap:break-word;color:rgb(26, 20, 20);"> Our customers have invested in our solution – and they depend on us to seek out new ways that we can provide additional value to those investments.   As a strategic and trusted partner, we know that our customers' goals are our goals, and we will work closely together to achieve them.</p> <p style="margin:0px 0px 15px;padding:0px;border:0px;font-family:Helvetica, Arial, sans-serif;line-height:21px;vertical-align:baseline;word-wrap:break-word;color:rgb(26, 20, 20);"> What is it you want to achieve?  How do you measure your success?  Below are some of the areas we focus on with our customers:</p> <ul> <li style="margin:0px;padding:0px;border:0px none;font-family:inherit;font-size:inherit;font-style:inherit;font-variant:inherit;line-height:18px;vertical-align:baseline;"> Supporting your Goals:  Your goals are important.  We want to understand your business and how best to build your own unique social experience for your brand that incorporates your goals and intended audience. With Pluck, we give you the tools necessary to turn your website into a destination and a community that engages your customers and helps you to realize your other online business objectives.  Our applications let you  manage your  community’s various interactions  across the marketing and commerce channels you support.  Further, our team will continuously strive towards growing, meeting and ultimately exceeding your objectives around the Pluck platform.</li> <li style="margin:0px;padding:0px;border:0px none;font-family:inherit;font-size:inherit;font-style:inherit;font-variant:inherit;line-height:18px;vertical-align:baseline;"> Behaving like a Strategic Partner:  How do you get the most out of your social solutions?  We have the experience and best practices from partnering with more than 650 retailers, brands and publishers and are eager to share what we have learned!  We dive deep into your business and then apply our knowledge about community and social experiences to your unique circumstances.</li> <li style="margin:0px;padding:0px;border:0px none;font-family:inherit;font-size:inherit;font-style:inherit;font-variant:inherit;line-height:18px;vertical-align:baseline;"> Demonstrate Loyalty and Responsiveness:  How do you know when you have a trusted partner?  We strive to build strong relationships with our customers and earn their trust by being responsive to their needs and acting in the utmost integrity. Trust is paramount in any relationship and we know it takes time.  The more we understand the vision of your business and your challenges, the better we can serve them.  Our customer relationships are our top priority, because when you win, we win.</li> </ul> <p style="margin:0px 0px 15px;padding:0px;border:0px;font-family:Helvetica, Arial, sans-serif;line-height:21px;vertical-align:baseline;word-wrap:break-word;color:rgb(26, 20, 20);"> We get it…I get it!  I’ve been partnering with customers for 17+ years and along with the rest of the Pluck Customer Success team, we are not only passionate about our products and our ability to grow your audience, accelerate your sales, and foster your customer loyalty, but most importantly, we truly value you and consider ourselves privileged to be a valued partner and member of your team.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:c5261650-7e64-43fb-b8c6-212a54173e85 OmniChannel social commerce: mood, mode, and moment, part 1 http://www.pluck.com/resources/blog/_omnichannel-social-commerce-mood-mode-moment-part-1 Wed, 26 Jun 2013 14:30:00 GMT <div style="float:right;padding:6px;width:200px;margin-left:10px;margin-top:10px;margin-bottom:10px;"> <h3> From interest to conversion</h3> <p> The software infrastructure of your OmniChannel strategy must support the customer at every step of their journey. Essential elements include:</p> <ul> <li> Casual, single-click expressions</li> <li> Category forums</li> <li> Product Q&A</li> <li> Reviews and ratings</li> <li> Expert blogs</li> <li> Sharing tools</li> <li> Gamification</li> </ul> </div> <p> OmniChannel: the term conjures up many meanings. On the eCommerce front—</p> <ul> <li> Orders placed online can be fulfilled in-store, and warehouse-to-home delivery can be ordered from a physical store with help from a floor employee.</li> <li> Consumers can use their preferred device to both research and purchase.</li> <li> Web sites adapt to each device’s form factor for the best user experience.</li> <li> Native mobile applications power even richer experiences.</li> </ul> <div> On the eMarketing front—</div> <ul> <li> Social media outreach builds brand advocates and increases conversion (however that is defined).</li> <li> E-mail marketing builds loyalty and adds convenience.</li> </ul> <div> In customer service—</div> <ul> <li> CRM software presents a holistic view of the ever-changing individual customer, capturing information from social media, points of sale, and all other customer interactions.</li> <li> Call center staff provide customer service using the best way to reach the customer at the time.</li> </ul> <div> And in business intelligence—</div> <ul> <li> The holistic, 360º view of the customer extends from aggregate behavior down to the individual.</li> <li> Customer intelligence is democratized, and BI professionals get the right information at the right time to finance, merchandising, purchasing, customer relations, executives, and partners.</li> </ul> <div> Given all that, how do we get to the soul of OmniChannel customer interaction?</div> <div style="text-align:center;">  </div> <div style="text-align:center;"> <span style="font-family:georgia,serif;"><span style="font-size:16px;"><em>OmniChannel success entails having the </em></span></span></div> <div style="text-align:center;"> <span style="font-family:georgia,serif;"><span style="font-size:16px;"><em>right customer interaction for the </em></span></span></div> <div style="text-align:center;"> <span style="font-family:georgia,serif;"><span style="font-size:16px;"><em>current</em></span><strong><span style="font-size:16px;"><em> mood, mode, and moment.</em></span></strong></span></div> <div style="text-align:center;">  </div> <div> In <a href="http://www.pluck.com/resources/blog/_omnichannel-social-commerce-mood-mode-moment-part-2">the next post</a>, I’ll discuss what this means through the essential elements of owned social media.</div> <div>  </div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:432f8547-0f71-4ac1-96fe-3195a1a5315c Announcing Pluck 5.5 http://www.pluck.com/resources/blog/_announcing-pluck-55 Tue, 28 May 2013 15:00:00 GMT <p> We're pleased to announce that Pluck 5.5 is available! It features these key new features:</p> <div>  </div> <div> <strong>Tagged Issues</strong></div> <div> Moderators now have the ability to tag an issue they find in any user-submitted content. For instance, if a consumer complains about shipping issues in an otherwise favorable product review, or has a great enhancement idea in a comment, moderators can quickly tag that content using labels you define. (These labels are never seen by end-users.) All the content with tagged issues flows into a downloadable report useful for taking further action. </div> <div>  </div> <div> Tagged Issues can be used for any number of other use cases, such as policy audits. </div> <div>  </div> <div> <strong>Review Aggregate Report </strong>(available since 5.4.3)</div> <div> This simple yet powerful new report shows the number of reviews and average rating for every item that has a review attached. Pluck's flexible categorization system allows you to define both hierarchical and ragged product/category relationships as well as capture reviews at any level of taxonomy; this report makes it easy to see aggregate values at all the levels you have defined.</div> <div>  </div> <div> <strong>Anonymous reactions </strong>(available since 5.4.10)</div> <div> You asked for 'em, you got 'em — Pluck Reactions can now be configured to support anonymous users. You can also still require users to be logged in, as well as prompt them to log in with Facebook through Pluck's Social Sign-On.</div> <div>  </div> <div> <strong>schema.org markup </strong>(available since 5.4.6)</div> <div> Google, Bing and Yahoo! have all agreed that schema.org microdata is the best way to mark up HTML so that review aggregates appear in search results. Our Review Rollup widget now fully complies with the schema.org standard, meaning better SEO for your product detail pages.</div> <div>  </div> <div> <strong>Keeping up with Twitter </strong>(available since 5.4.9)</div> <div> Twitter has started requiring 64-bit user IDs; Pluck 5.4.9 and up supports this change. We recommend that customers configured for Twitter integration upgrade as soon as possible.</div> <div>  </div> <div> <strong>In other news…</strong></div> <div> Pluck Insights has now reached a limited beta phase as explained in <a href="http://www.pluck.com/resources/blog/_big-data-unicorn-pluck-insights-beta-release">this blog post</a>. As we roll out new reports, we will be inviting more existing Pluck customers to review and help us develop this important new part of Pluck.</div> <div>  </div> <div> We are also hard at work on core infrastructure improvements, meaning much faster upgrade and configuration rollout processes behind the scenes.</div> <div>  </div> <div> Full release notes are available on <a href="http://connect.pluck.com" rel="nofollow">Pluck Connect</a>.</div> <div>  </div> <div> <em><strong>About continuous delivery</strong></em></div> <div> <em>Pluck is committed to delivering the new value of enhancements and bug fixes to our customers as early as possible. To this end, we release new minor versions approximately once per week. This is why many of the items here are labeled with an earlier release version. We encourage you to stay abreast of the latest release notes here and if anything is of interest to you, request an upgrade as soon as possible.</em></div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:dc96d551-6561-4de9-a718-6e6b223b6cab We had a great week in Nashville at IBM's Smarter Commerce Global Summit http://www.pluck.com/resources/blog/_great-week-nashville-ibms-smarter-commerce-global-summit Fri, 24 May 2013 19:39:00 GMT <p> We were in Nashville this week, sponsoring IBM's Smarter Commerce Global Summit.</p> <p> It was a great event for us. We learned a lot from a bunch of smart people, but the event also reinforced a lot of our perceptions and assumptions about the market and our opportunity in it.</p> <p> <strong>Commerce is changing</strong>. Every conversation we had in Nashville ended up being about the same subject: shoppers are demanding a different experience from merchants. Consumers want, and expect, the opportunity to have interactions with other customers, beginning with their first exposure to the brand. They want, and expect, to be conveyed and accompanied by customer interaction throughout their entire journey with the brand. They look for brands that use their core passion as a conversation accelerant and market beacon.</p> <p> <strong>Brands get it</strong>. It's exhilirating to rub shoulders with smart people from market-leading organizations. IBM events draw representatives of household name brands, and this one was no exception. Spending a couple days in conversation with these people is like packing a semester-long course into a weekend. Extremely valuable. What they told us was that they know they need product reviews on their websites. But they know just as certainly that they need many more types of customer interaction. They want more content on their commerce and marketing sites, and they understand that customer-contributed content is the most powerful and influential content their is.</p> <p> <strong>IBM gets it. </strong>We also got to talk to lots of IBMers. From sellers to product people to execs, they all get it. They understand the appetite their customers have for a more immersive, omnichannel experience. They understand how much their customers want to harness the energy and passion that is unique to their brand to grow their audience, accelerate conversion and delight their customers. And they understand how well the Pluck platform lines up with those aspirations.</p> <p> We'll be in Chicago in two weeks, at IRCE. If you're going to be there, drop by our booth. We'll be showing Pluck integrated throughout an actual ecommerce site. If you want to see a true immersive customer experience, look us up.</p> <p>  </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:f98d8f6d-8666-4c75-9813-39b7e3414da3 We are living in a configurable world and I am a quality girl http://www.pluck.com/resources/blog/_living-configurable-world-am-quality-girl Tue, 14 May 2013 20:45:00 GMT <p class="p1"> One of the coolest things about our application is how highly configurable it is.  Do you want to allow users to leave a reaction anonymously?  Do you want to allow them to syndicate to Facebook and Twitter but not LinkedIn?  Do you want to institute a rewards program so that users they can receive ' 100 points' when they syndicate but only allow them to receive '300 points' in a day in order to keep them from gaming the system?  I love that we allow our customers to fit it to their needs instead of giving them a 'one size fits all' solution.  </p> <p class="p1"> With this wide wide world of options, let me set up a scenario that we often encounter.  We have a new feature and are running general smoke tests. With preferences set to X,Y, and Z everything worked great, but switch one of those and suddenly you get unexpected behavior.  As a Quality Assurance team, how do you manage to test all the possibilities?  Our automation team has come up with a great approach to ensure we can test the multitude of preferences; let the configuration of the environment inform your tests.</p> <p class="p1"> So let’s say you have a product that allows for a plethora of configurations like ours. Allow your test framework to pick up the preferences that the test environment has set and once a test is complete, compare the results to what we would expect to see based on that environment's configuration.  For instance, we run a test to see if an anonymous user was able to post a comment.  Once the attempt to comment is complete, the test verifies the preference setting and finds that in fact they were not supposed to be able to post, and that is how we decide whether the test passed or failed.  This approach allows you to run your tests against almost any environment with any combination of settings and ensure that all work as expected.</p> <p class="p1"> As I mentioned in my last post, brittleness and fragility are something we try to avoid.  This approach will help us ensure that we can comfortably make changes to our test environments to keep them in line with customer's production use cases and hopefully have only minor, if any, adjustments that need to be made to our automation code.  If your product has the same breadth as ours, this is a great approach for ensuring the long term benefits of test automation.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:2113d194-aef8-4dde-a665-0f80942e128e One of the things that defines a community http://www.pluck.com/resources/blog/_one-of-things-defines-community Mon, 13 May 2013 14:05:00 GMT <p>  </p> <div> One of my favorite parts about the Internet is that it has the capacity to bring the whole world together.  It isn't an accident that "the web" is formally the World Wide Web.  If I want to read a blog post from someone in Argentina, or check the local weather forecast in Sudan, or participate in an on-line forum with friends in Kiev, all I need to do is go on-line.  How small the Internet has made the world!</div> <div>  </div> <div> But that view is overly simple, and for the Internet as we know it, naïve.  When I travel to visit our customers and prospects in the UK, or Japan, or Canada, and I go to my trusty Google to look something up, Google sends me to <a href="http://www.google.co.uk/" rel="nofollow">http://www.google.co.uk/</a>, or <a href="http://www.google.co.jp/" rel="nofollow">http://www.google.co.jp/</a>.  And when I run out of books on my Nook while in Japan, Barnes & Noble won't let me buy any new ones because I am in Japan (and I assume that they do not have reseller rights from their suppliers, the book publishers, for Japan).  And for Canadians, online shopping from US retailers can be pretty challenging since every purchase has to go through customs (and so does every return!).  Google gives each country its own search experience because the things that are important to that (political) geography are actually different than the things that are important to another geography.  Google wants to give everyone the most relevant results, and for a long time, American content was the dominant content on the Internet, but that never made it the most relevant content to someone in Vietnam.  Google recognized that context is important, and they give their users something contextual.</div> <div>  </div> <div> Some Social Networks are big enough to escape this.  The fact that in 2012 Twitter had <a href="http://www.mediabistro.com/alltwitter/twitter-top-countries_b26726" rel="nofollow">more tweets from Jakarta and Tokyo</a> than New York doesn't really bother English speakers.  If you don't speak Indonesian, you probably don't follow <a href="https://twitter.com/ersamayori" rel="nofollow">Ersa Mayori</a>, and if you don't speak Japanese, <a href="https://twitter.com/RolaWorLD" rel="nofollow">ROLA</a> is probably not part of your morning routine.  But Ersa and ROLA and <a href="https://twitter.com/NPRinskeep" rel="nofollow">NPRinskeep</a> can all exist in Twitter because each individual user (you and me) gets to establish the context that is important to him or her by selecting who we want to follow.</div> <div>  </div> <div> Retailers and brands want to make sure that they are speaking their customers' language (and not just literally, but also figuratively).  Marketers target us based on what relates to us - based on context.  And this is more than just what advertising we see, but also assortment, product feature highlights, pricing, product taxonomy and merchandizing.  These marketers target just like Google does.</div> <div>  </div> <div> The overwhelming thing I hear from our customers is that Pluck-powered conversations on their digital channels are powerful because they enable other consumers to relate to the brand and to their fellow consumers and enthusiasts.  Mattel's <a href="http://www.barbiecollector.com/" rel="nofollow">Barbie Collector</a> site is a great example.  This relationship comes out of something shared.  Indeed, communities are based on something shared - a common passion, a common location, a common experience.  And for better or worse, language is the means that most of us share something on-line.  Someone in Egypt may have a passion that I share (soccer, for instance), but since I don't speak Egyptian, and she may not speak English, sharing our passion in on-line forums is pretty challenging.  (Note that when language isn't an issue, as with photography, communities are able to span languages much more easily.  Witness groups on Flickr like <a href="http://www.flickr.com/groups/detalhestaopequenos/pool" rel="nofollow">Details So Small! ♦ Detalhes Tão Pequenos!</a>).</div> <div>  </div> <div> So digital marketers have two basic options:</div> <ol> <li> try to make everyone fit into "one community", but give users the chance to filter out what the content that is not relevant to them; or,</li> <li> have multiple communities.</li> </ol> <div>  </div> <div> Each situation is different, however I would like to offer a "best practice" for digital marketers that want to leverage conversation around products:  form communities around the ability to share experiences.</div> <div>  </div> <div> I would like to explain why this is a best practice by way of a counter-example.  Let's take the not-best-practice of product reviews across multiple markets/geographies inside "one community."  Theses multiple markets speak French, Spanish, and English, with very little overlap in language ability.</div> <div>  </div> <div> On the product display page, I include the overall review rating at the top of the page next to the product title and price.  Below the product image, I display the stream of reviews.  On product listing and search results pages, I display the average rating and number of reviews.  And I take advantage of Pluck's discovery capabilities to highlight the products that are getting the most engagement on various section and category pages.</div> <div>  </div> <div> In the "one community" model, there is only one stream of reviews per product.  Let's say that I have 42 reviews on Product X.  The average rating is 3.2 (out of 5).  English speakers love it!  22 reviews from English speakers, all 5 stars.  Francophiles pan it.  18 reviews in French are all 1 star.  And the 2 Spanish reviews are mixed (average of 3.5).</div> <div>  </div> <div> On product listing pages and in Discovery, it says 42 reviews on an average-rated product (3.2).  But when an English-speaker scrolls through the reviews, all of the 1-star reviews are unreadable - in fact, this probably creates a negative experience since the content is clearly not relevant ("It's unreadable!").  If you give the user the choice  to filter the list to only show English reviews (which Pluck supports), then they read 22 glowing reviews, they might wonder why the product rating is 3.2.  And doesn't this "average" rating actually do some injustice to the product and the retailer?  And from the French and Spanish perspectives, they have a similar experience, but it is because all of the reviews they read pan the product, but it is listed as 3.2 stars.</div> <div>  </div> <div> Even though the numbers are universally understood (42 reviews, average rating of 3.2), the actual reviews themselves are not.  And whether you attempt to "hide" the reviews, or you show them, your audience will not gain the level of trust that you are working so had to build.</div> <div>  </div> <div> Pluck can be deployed in a number of ways, both following the best practice and not.  My view is that each one of our customers has a unique opportunity in front of them, and our Customer Success and the Professional Services teams are here to listen, learn, advise, and empower you to do what is right for your business.  I encourage you to work with our team to figure out what is best for you, and to realize that Pluck's flexibility enables you to embrace the conversations with your consumers in a multitude of ways.</div> <div>  </div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:13100ae1-ffb0-46c2-a1bd-706378a918ca Bad Reviews Aren't All Bad http://www.pluck.com/resources/blog/_bad-reviews-arent-bad Thu, 02 May 2013 15:40:00 GMT <p> As the executive responsible for Pluck’s moderation services business, I work with some of the world’s biggest and most active communities. Naturally, in this role I’ve observed that more and more brands are recognizing the value in giving their customers a way to voice feedback about their products and services. Website reviews often provide the best platform to do this. Potential consumers get guidance which helps them feel more confident in making the right purchase, and manufactures and retailers get the benefit of insights and an expanded audience. Providing that forum (a very public one at that), in turn, also presents a parallel peril. Gasp -- what if they say something negative?</p> <p> It’s evitable – there will be a naysayer.  It’s a scary proposition, and the instinct may be to immediately yank unfavorable commentary. Censoring real experiences may do more harm than the review itself however.</p> <p> The review has delivered exactly what was intended, and even if it’s critical, it’s an authentic point of view. Consumers are savvy and too many positive reviews often create suspicion that the overall message isn’t honest. All those great reviews that remain published end up having the opposite effect and may drive people away. We all know that feeling; something here seems too good to be true – runnnn!</p> <p> OK, now what? Take a deep breath and consider the possibilities. The dark shadow may in fact be a golden opportunity.  </p> <p> <strong>Be prepared </strong>– it’s not a matter of if, but when</p> <p> <strong>Don’t ignore</strong> – pretending it’s not there doesn’t make it go away</p> <p> <strong>Address the issue</strong> – acknowledge the feedback quickly and fix the problem whenever possible</p> <p> <strong>Make the “foe” a friend</strong> – customer service follow-up will ensure they will be back again</p> <p> <strong>Learn from it</strong> – use the experience as an opportunity to make positive changes</p> <p> Ultimately this is a scenario that nobody wants to run into, but with the right strategy and practices, reviews of all kind can provide great food for thought, even when they're a bit hard to digest. </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:8317cc11-1539-4ecf-a309-da65394c5744 Your community are (probably) smarter than you http://www.pluck.com/resources/blog/_community-probably-smarter Thu, 02 May 2013 14:38:00 GMT <p>  </p> <p> One key aspect of building successful communities that I always remind customers of is that the “wisdom of the crowd” is an enormous asset that you ignore at your peril. As James Surowiecki pointed out in <a href="https://en.wikipedia.org/wiki/The_Wisdom_of_Crowds" rel="nofollow">his book</a> on the subject, time and time again crowds prove to be much better at decision making that even very well informed individuals.</p> <p> There are a couple of practical upshots of this:</p> <ul> <li> If you’re starting with a blank sheet of paper, don’t try to design a complex, custom community that has to be built by your developers from the ground up. Instead make use of widget based functionality to get the community up and running, and then look to build the custom features once you have some feedback from your community about what is really important to them. You could easily find yourself spending a lot of time and effort building features that are hardly used. Pluck’s widgets package up a huge amount of functionality and knowledge that has been gathered over eight years and hundreds of communities and are normally a really good starting point.</li> <li> If you’re looking to revamp an existing community, involve the most active members of that community in your redesign. Share mockups, invite them to beta sites and actively solicit their feedback. Not only will they effectively test for you on a much wider range of devices, they are also likely to spot design issues that you’d never have thought of. Also, getting their buy in to the design you settle on will mean they become cheerleaders for it once it launches and will help defend it against the inevitable grumbles (you can’t please all the people all the time!)</li> </ul> <p> Your community are your greatest asset when designing features; don’t try guess what they want before they are even there, and once you have them make full use of their wisdom.</p> <p>  </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:e59a7662-1bef-49a5-9f68-2b8adec399ca The Big Data Unicorn and Pluck Insights Beta Release http://www.pluck.com/resources/blog/_big-data-unicorn-pluck-insights-beta-release Wed, 01 May 2013 16:04:00 GMT <p> For a while, I started to look at the term "big data" with a bit of contempt and scorn.  For someone who has spent his career working in data analysis and report architecture, those two words should have been music to my ears.  But I was getting sick of hearing about "harnessing" and "unlocking big data", as if there were some massive stallion unicorn named Data that we could somehow tame, or a BigDataCo safe we could magically unlock with the right code. And, though I'm probably a victim of targeted advertising, big data ads and stories have been everywhere.  In short, I was starting to feel like the term was cliché.  </p> <p>  </p> <div>  </div> <div style="text-align:center;"> <a href="http://sitelife.pluck.com/ver1.0/Content/images/store/11/3/2ba025d2-d393-41c0-936b-e2f3b0ea4331.Full.jpg?1" target="_blank"><img src="http://sitelife.pluck.com/ver1.0/Content/images/store/11/3/2ba025d2-d393-41c0-936b-e2f3b0ea4331.Large.jpg?1" /></a></div> <div> <div>  </div> <div>  </div> <div> As I thought about it more though, I realized that there is a difference between prevalence and saturation, and between common and cliché.  And it is apparent that in both, Big Data is the former.  Everyone is using data to make more informed decisions- television shows, sports teams, companies, and individuals.  "Wolfram" is now a word more commonly associated with individual research, not just a smart man's name. The Great Data Awakening is underway.  More than ever, numbers are being used to promote and debunk ideas.  When we discover a fourth dimension, we'll likely have a lovely array of data points and an elegant usage and application to thank for it.</div> <div>  </div> <div> Here at Pluck, we've noticed the same trend in our world; our customers are hungry for more exposure to their data points, and more insights off those data points.  That's why we're excited to announce Pluck Insights' Beta Program.  We've been using internal research and engineering efforts combined with customer feedback to create a reporting and analytics system that serves our spectrum of customers.  We’ll continue to incorporate customer feedback during Beta and beyond.  If you are a current Pluck customer and are interested in becoming a Beta tester, please reach out to your Customer Success Manager, or feel free to email me directly at tom.paradis@demandmedia.com.   We look forward to continuing to help customers get the most out of Pluck.</div> </div> <div>  </div> <div>  </div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:b72a03ef-febb-4527-9974-2cf80a401496 Announcing Pluck Insights http://www.pluck.com/resources/blog/_announcing-pluck-insights Tue, 30 Apr 2013 13:34:00 GMT <p> We were very excited this morning to put out a <a href="http://www.prweb.com/releases/2013/4/prweb10681910.htm" rel="nofollow">press release</a> announcing the beta availability of <a href="http://www.pluck.com/products/insights/">Pluck Insights</a>, a very significant enhancement to Pluck's reporting and analytics capabilities. </p> <p> Pluck Insights is the product of a great deal of research, client consultation and engineering effort. When it ships in the third quarter of this year it will give our brand, retail and publisher clients the ability to answer a wide range of questions about their business, and Pluck's impact on their business, including:</p> <ul> <li> How should I tune my collection of integrated customer interactions (recommendations, reactions, ratings, sharing, discussions, posts, etc.) for maximum participation and consumption?</li> <li> What is the impact of page placement, visual layout, attributes and other aspects of reviews on conversion rates and average order sizes?</li> <li> Which buyers in my organization and which suppliers and manufacturers are responsible for the highest rated products?</li> <li> What tagged keywords are associated with the highest and lowest rated products? </li> <li> Why do certain customer cohorts tend to participate more? How can we incent others to participate in high-impact ways?</li> <li> Are there certain acquisition sources (e.g. social media, search) that lead to higher value interactions?</li> <li> What devices and pathways are my customers using to produce and consume content?</li> </ul> <p> Pluck Insights comprises four primary modules, each with its own dashboard. These modules will executives in our client organizations better measure and understand:</p> <ul> <li> their <a href="http://www.pluck.com/products/insights/products/"><strong>Products</strong></a>, using Pluck application data generated by shoppers and other consumers</li> <li> the <a href="http://www.pluck.com/products/insights/financials/"><strong>Financial </strong></a>impact of Pluck, derived by analyzing conversion and customer interaction data</li> <li> the <a href="http://www.pluck.com/products/insights/users/"><strong>Users</strong></a> engaged in their Pluck-driven customer experience; and</li> <li> their <a href="http://www.pluck.com/products/insights/usage/"><strong>Usage </strong></a>of Pluck, with analysis of activity and performance across the platform.</li> </ul> <p> The link to the press release is <a href="http://www.prweb.com/releases/2013/4/prweb10681910.htm" rel="nofollow">here</a>.</p> <p> Pluck clients that want to participate in the Pluck Insights beta program are welcome to contact the Insights product manager, <a href="mailto:tom.paradis@demandmedia.com" rel="nofollow">Tom Paradis</a>.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:68c24538-5349-4771-b768-29c4f188d1e4 We've announced updates to our partnership with Demandware http://www.pluck.com/resources/blog/_weve-announced-updates-partnership-demandware Thu, 25 Apr 2013 22:00:00 GMT <p> We've put out a press release announcing the advancement on several fronts of our partnership with digital commerce platform vendor Demandware:</p> <p style="margin-left:40px;"> As our membership in the Demandware LINK Technology Partner program suggests, we've built and released technology integrations between Pluck and the Demandware Commerce platform. This Demandware cartridge-based integration makes it easy for joint customers to deploy Pluck Reviews into a Demandware-powered digital commerce site.</p> <p style="margin-left:40px;"> We've been engaged in co-marketing activities with Demandware, including <a href="http://www.pluck.com/resources/blog/_join-demandwares-xchange-conference/" target="_blank">our sponsorship of their recent customer conference</a>.</p> <p style="margin-left:40px;"> And, most importantly, market leading brands and retailers, including Crabtree & Evelyn and Mothercare, have seen the value in combining Pluck and Demandware. </p> <p> As this announcement indicates, we are excited to be working with Demandware, a leader in the digital commerce platform market to whom numerous global brands have entrusted their online business. We're looking forward to much more!</p> <p> The full text of the partnership announcement is <a href="http://www.prweb.com/releases/2013/4/prweb10659271.htm" target="_blank" rel="nofollow">here</a>.</p> <p>  </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:d3aebfcd-fc6e-4a79-9ae3-d4017bcdee33 Announcing Pluck 5.4 http://www.pluck.com/resources/blog/_announcing-pluck-54 Thu, 28 Mar 2013 01:31:00 GMT <p> We're pleased to announce that Pluck release 5.4 is now available! In addition to substantial security hardening and performance improvements, 5.4 includes these exciting new features and enhancements:<br /> <br /> <strong>A new and improved Pluck Connect</strong><br /> Pluck Connect is your one-stop shop for all Pluck product, implementation, and release questions. The responsive design will make it easier than ever for you to get the information you need wherever you are, no matter the device, and the technical documentation (parameters, callbacks, etc.) directly on the Application pages will make for simple navigation to the implementation information you need.  Take a look at the new Pluck Connect, and let us know what you think. (If you need login information, please contact your Pluck representative.)<br /> <br /> <strong>Pre-Fabricated Review Attributes and Characteristics</strong><br /> Pluck offers exceptional flexibility in choosing multi-attribute rating attributes, as well as author attributes, for reviews. With 5.4, we now offer "pre-fabs" that let you quickly deploy attributes we've discovered during an analysis of industry best practices. With attributes in over 100 different product categories, getting more details from your reviewers through the use of this feature has never been easier.<br /> <br /> <strong>Starter Rule Sets</strong><br /> Starter Rule Sets solve the common issue when implementing Gamification of not knowing how to begin setting up rules of engagement. The six games included in the starter rule sets were created using Gamification best practices discovered over the past four years. They provide a simple copy and paste functionality into the Pluck Community Management Workbench, while still providing you the flexibility to adjust the points awarded, as well additional factors customized to your community's needs.<br />  <br /> <strong>New way to slice and dice reviews for display</strong><br /> Pluck Reviews include the ability to record and filter based on review characteristics that capture facts about the reviewer and/or how they use the product or service being reviewed. In 5.4, we've made this even more powerful with new filter operators.<br />  <br /> <strong>Toast Notifications</strong><br /> Toast is the latest enhancement to the Pluck native Gamification capabilities, providing instant gratification to your users as they achieve pre-set achievement levels. This feature is flexible and can be customized within the CMW to suit your gamification needs. Enabling toast notifications will keep your users engaged with your community and remind them of the points and badges associated with their onsite actions to entice them to increase their achievement levels.<br />  <br /> Contact your Pluck Representative with any questions you might have, and upgrade your community soon!</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:4b7c93b7-3c8f-44f1-a716-4354e92f7869 Join us at Demandware’s XChange Conference http://www.pluck.com/resources/blog/_join-demandwares-xchange-conference Tue, 26 Mar 2013 20:17:00 GMT <p>  </p> <p> We’ll be celebrating our growing partnership with Demandware at <a href="http://secure.lenos.com/lenos/emp/demandwarexchangeconference2013/demandwarehome.htm" rel="nofollow">XChange</a>, the company’s annual customer conference, April 3 – 5 in Las Vegas.</p> <p> Pluck is a Demandware LINK Technology Partner by virtue of cartridges that integrate Pluck Reviews with the Demandware digital commerce platform. Among our joint customers are L’Oreal, Crabtree and Evelyn and UK retailer Mothercare.</p> <p> As reflects the importance of the Demandware relationship to us, we’re an XChange Conference sponsor.  A number of us from Pluck will be attending, and we’re looking forward to connecting in Vegas with joint customers, prospects, and partners.</p> <p> We’d love to connect, so please drop us a line if you’d like to meet with us at XChange Conference, or if you’d like to know more about:</p> <ul> <li> Reviews++, our easy-to-implement product reviews solution, or</li> <li> OmniChannel Interactions, our cross-channel, cross-device solution for omni-channel retailers</li> </ul> <p> See you in Vegas! </p> <p> Gabe Dennison<br /> Director, Business Development</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:104f09b8-b4d2-4ad7-8a79-91637e5c6d7d Welcome to SXSW http://www.pluck.com/resources/blog/_welcome-sxsw Fri, 08 Mar 2013 19:10:00 GMT <p> It's that time of year again. While the weather doesn't feel very spring-like, and the cab lines on Thursday night at the airport were brutal, we're nevertheless thrilled to welcome the world to our home town of Austin, TX for SXSW. Hopefully you've received an invite to our party tonight. And we'd love to do everything we can to make your time in town fun and productive. So, if we're not in touch already, please <a href="http://www.pluck.com/resources/request-info/">drop us a line</a> and/or DM and follow us on Twitter (@pluck).</p> <p> Best,</p> <p> Steve Semelsberger</p> <p> SVP & GM</p> <p> @semels</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:19e1f44f-67ac-4b89-aef9-2f0effad4bf5 Trusting Reviews by "People Like Me" http://www.pluck.com/resources/blog/_trusting-reviews-people-like-2 Tue, 19 Feb 2013 16:57:00 GMT <p> When out in the infinite space of the Internet, how does a consumer know which content and contributors are trustworthy? This is a concern that is becoming more and more prevalent as fake reviews are in the news, and 83 million Facebook accounts are reported to be either fakes or duplicates.</p> <p> You no doubt want shoppers who come to your site to feel as though they can trust the content being published, both from your company, and from contributing consumers. There are a variety of steps you can take to boost consumer confidence in your site content. One of these is actually a simple and easy feature you can add to your product reviews: Review Characteristics.</p> <p> Review Characteristics are attributes, usually demographic, furnished by reviewers. They give consumers a broader picture of who the reviewers are, beyond their name. When this information is filled out, the reviews become more meaningful to both the consumers and the business customers. This information helps potential buyers find other users with similar demographic characteristics or with similar needs for a particular product, which increases the value of the information provided. Additionally, business customers can mine this data for potential demographic trends on products. I know that, as a former ballet dancer, I am much more likely to trust and relate to reviews on a dance class from a former/current professional dancer over someone in walking in for their first class.</p> <p> So then why do these characteristics continue to be so underutilized? A quick, unscientific look at 100 reviews from major retailers on the web shows that review user characteristics average a 69% completion rate per review; only 47% of the reviews sampled had all of the characteristics completed, and 20% had no characteristics completed.</p> <p> <a href="http://sitelife.pluck.com/ver1.0/Content/images/store/15/4/4f6784b7-072f-424f-a4ec-11d95321dae6.Full.png?1" target="_blank"><img src="http://sitelife.pluck.com/ver1.0/Content/images/store/15/4/4f6784b7-072f-424f-a4ec-11d95321dae6.Large.png?1" /></a></p> <p> Given the importance of Review Characteristics, and with so much room for improvement in completion rates, why aren’t websites making these required fields? Would it scare potential reviewers away to have so many fields to fill out when all they wanted to do was tell the world how much they love their new pair of pumps? There are a few options to ensure you are getting this information completed, at low cost to your review volume.</p> <p> First, you could make the demographic user characteristics part of your site profile registration. In this way, the information is captured and stored only once, and then displayed every time a user writes a review or completes a social action on your site. This cuts down on the number of fields a user is challenged with completing on a given form.</p> <p> Second, you could make the user characteristics required fields, but design the review form in such a way - by splitting the questions up over two pages, for example - that it does not feel daunting and your users are more likely to fill it out.</p> <p> Lastly, you could try using gamification within the review. For example, instead of making the fields required, you could reward not just writing a review, but completing all of the fields within the review form in order to capture all of this important information.</p> <p> Review characteristics are just one of the many underutilized tools available to increase your users’ feelings of trust on your site, and to provide you with invaluable information. I would love to hear your thoughts on why, or why you don’t, agree.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:f7bd9a3a-1def-44d3-aa85-e0a97925c442 Avoiding brittleness in test automation http://www.pluck.com/resources/blog/_avoiding-brittleness-test-automation Fri, 15 Feb 2013 19:31:00 GMT <p>  </p> <p> For many it’s a no brainer to bring automation into the testing process but something that can ruin your approach is not building maintainability into your scripts.  I started working in QA automation 7 years ago using the Selenium IDE, which is a record and playback tool, and it was groundbreaking at the time.  All of a sudden a job that was done mostly in the manual fashion could be automated easily?  But soon the community began to learn the caveats of this approach.  Its been awesome to evolve with the automation movement and see how we have shared our experiences regarding pitfalls to avoid.   Every day I think about how we can improve our automation test framework and my team's absolute nemesis is brittle scripts.</p> <p> A brittle test can just be a test that fails intermittently and it’s unclear why.  It could be a test that is difficult to update, or due to a page that is commonly updated so suddenly the path to an element changes.  If you haven’t thought through these kind of scenarios when approaching your automation project, you will end up wasting much of your time managing out these problem scripts instead of concentrating on growth.</p> <p> One basic problem that can be avoided is thinking of locators in your scripts as variables.  Let's say you have a button on a page that you utilize across multiple scripts.  If the locator for that button changes, suddenly all of those tests fail and you must update it in every test script.  There are two things to be aware of to avoid this problem: brittle locators and duplication in scripts.</p> <p> For brittle locators the first piece of advice I have is to avoid absolute paths.  If you utilized the Selenium IDE that is what you would get.  Instead start with the element ID and work backwards. It is easy to find suggestions on how to approach locating elements in the UI so I won't rewrite a full rant on the best methodology here but do your research and get your team on board.</p> <p> You can be smart about your locators and still run into problems with brittleness due to duplication. Say you have 10 different tests that reference the same object on a page (create new field button for instance) and you have been smart about the locator utilized.  Still the locator changes and suddenly we are updating 10 different tests.  This maintenance headache is a waste of time that can be avoided by modularization. We utilize the 'Page Object' pattern to avoid this problem, so when clicking on that ‘save’ button on the page used in multiple test scripts, we reference that action once.  Again I won't go into specifics on the page object pattern for QA automation since there is plenty of documentation out there already.  I highly recommend evaluating this approach for your own automation projects.</p> <p> Duplication is not limited to locators, it also can be the workflow for an action that is common in tests.   This is where the Page Object pattern helps us to follow the ‘DRY’ (Don’t Repeat Yourself) Principle.  With the Page Object approach, we consolidate the code interacting with a UI element.  Instead you now have methods for what a user can do with exposed elements on a page.  Now N test scripts can call a method to access the edit settings page for a user.  This leads to less duplication as well as more readable test scripts as the details of how we access this page are executed via a method the script calls.</p> <p> Automation can make a world of difference in the ability to verify the quality of your product but it can also be a huge pain if you don’t think of the long term approach and effect of taking short cuts.  Not everything should be automated.  Take a step back and look at your framework.  Are you encouraging your team to just pump out tests to show a boost in your automation or create a highly efficient and low maintenance approach that your organization can use long term for stability in your product?  We all want things done as quickly as possible but it will cost more in the long run if  reducing brittleness is not something your QA team takes into account.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:2b39cc47-1726-4a8e-96e6-438a5f4b937f Easy and effective ways to build customer interactions across digital destinations http://www.pluck.com/resources/blog/_easy-effective-ways-build-customer-interactions-across-digital-destinations Thu, 31 Jan 2013 12:39:00 GMT <p> Like baking a cake there are many ingredients that go into launching social media initiatives. Ultimately you are hoping to cultivate successful customer interactions across your digital destinations. When I say “successful,“ I am talking about <strong>meaningful</strong>  interactions - Interactions that lead to conversion, or that express customer advocacy or help increase trust between a brand and its customer base.  The aforementioned are some of the high-level goals that marketers or e-commerce professionals may have when embarking on their journey.  To accomplish these goals they will also need the right mix of technology, marketing and community management.</p> <p> Today, I will focus on the technology and specifically how to use the technology to subtly build engagement in ways that are often overlooked.  </p> <p> When tasked with building engagement across multiple touch points, the temptation is to go straight for the heavy duty applications, such as Reviews, Forums, Galleries etc. There’s nothing wrong with this approach but there are also a number of light weight applications that require less effort on a customer’s part (in order to make a contribution) but can be just as meaningful as a Review or a Forum Post in soliciting a strong, emotional and meaningful response about the brand, service or product. I have listed a few applications and strategies below:</p> <ol> <li> <strong>Reactions</strong> – Create your own verbs that enable customers to express their emotional connection with your brand, service or product.</li> </ol> <p> <img alt="" src="data:image/png;base64,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" /></p> <ol> <li value="2"> <strong>Ratings</strong> – Be creative about allowing customers to quickly express an opinion</li> </ol> <p> <img alt="" src="data:image/png;base64,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" /></p> <ol> <li value="3"> <strong>Like</strong> – Allow customers to express, in one click, their sentiment and then surface it across your digital destinations</li> </ol> <p> <img alt="" 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" /></p> <ol> <li value="4"> <strong>Social Sign On</strong> – Make it easy for customers to contribute, while at the same time building trust by allowing them to use their Facebook identities.</li> </ol> <p> <img alt="" src="data:image/png;base64,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" /></p> <ol> <li value="5"> <strong>Share</strong> – Make it easy for customers to syndicate your content to other popular social networking sites</li> </ol> <p> <img alt="" 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" /></p> <ol> <li value="6"> <strong>Polls</strong> – Drive meaningful engagement,  gage customer sentiment and let others know what people are thinking.</li> </ol> <p> <img alt="" height="162" 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" 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" width="258" /></p> <p>  </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:c2089acb-d417-40fe-9159-c1dd7089d1ed ♫Come together, right now, over Reed♫ http://www.pluck.com/resources/blog/_come-together-right-now-over-reed Wed, 16 Jan 2013 14:00:00 GMT <p> Bob Metcalfe, founder of 3Com and inventor of Ethernet, famously postulated that a communication network grows in value exponentially as the number of members expands. <a href="http://en.wikipedia.org/wiki/Metcalfe%27s_law" rel="nofollow" target="_blank">This postulate</a>, like Moore's Law, seems to have been predictive, since we're here on the Internet, and it made 3Com a lot of money to boot.</p> <div>  </div> <div> However, in a <a href="http://hbr.org/2001/02/the-law-of-the-pack/ar/1" rel="nofollow" target="_blank">2001 article in Harvard Business Review</a>, David Reed proposed that in group-forming networks, the value of the network (or its "utility", to borrow a term from economics) grows much faster, because each new node can join the others in duets, trios, quartets, and so on. The expansion of potential sub-groups grows very quickly.</div> <div>  </div> <div> Reed didn't know he was advocating for the deployment of Pluck <a href="http://www.pluck.com/products/applications/groups/">Groups</a>—and in a product-centric world, category <a href="http://www.pluck.com/products/applications/forums/">Forums</a>—but he was. I'll come to that in a bit.</div> <div>  </div> <div> Not to get caught up in math, but just for reference, here are the two equations:</div> <div>  </div> <div style="text-align:center;"> <a href="http://sitelife.pluck.com/ver1.0/Content/images/store/4/9/048aeb52-e836-443f-b990-c45abeef3d89.Full.png?1" target="_blank"><img src="http://sitelife.pluck.com/ver1.0/Content/images/store/4/9/048aeb52-e836-443f-b990-c45abeef3d89.Large.png?1" /></a></div> <div>  </div> <div> I should point out that these are just proxies for value—the best they can do is show maximum <em>potential</em> utility. (If you want some <em>real</em> math fun, check out <a href="http://en.wikipedia.org/wiki/Beckstrom%27s_law" rel="nofollow" target="_blank">Beckstrom's Law</a>, which injects more sophistication by including the total net value of what in social networking terms are messages, rather than merely the number of community members.)</div> <div>  </div> <div> Two players can form one ensemble<span style="color:rgb(26, 20, 20);font-family:Calibri, Tahoma, 'Trebuchet MS', 'Lucida Sans Unicode', 'Lucida Grande', 'Lucida Sans', Arial, sans-serif;font-size:14px;line-height:21px;">—</span>a duet<span style="color:rgb(26, 20, 20);font-family:Calibri, Tahoma, 'Trebuchet MS', 'Lucida Sans Unicode', 'Lucida Grande', 'Lucida Sans', Arial, sans-serif;font-size:14px;line-height:21px;">—</span>so <em>V</em> = 1. Double that community, and they can group themselves into 6 different duos, 4 different trios, and one quartet. With 4 players, <em>V</em> goes to 11.</div> <div>  </div> <div> It's not hard to see that Reed's calculation will approach infinity very quickly. By the time we reach 10 members, the number of potential groups is 1,013. Since a picture is worth almost that many words, here's a plot of the two laws:</div> <div>  </div> <div style="text-align:center;"> <a href="http://sitelife.pluck.com/ver1.0/Content/images/store/8/3/c8ae4e27-8962-486b-b3e5-144932bf570d.Full.png?1" target="_blank"><img src="http://sitelife.pluck.com/ver1.0/Content/images/store/8/3/c8ae4e27-8962-486b-b3e5-144932bf570d.Large.png?1" /></a></div> <div>  </div> <div> So what does that have to do with how you conduct the community you build on your site?</div> <div>  </div> <div> Reed's law clearly shows the importance of allowing social networks, including "owned social", to form sub-groups. Facilitating one-to-one member communication follows Metcalfe's law and is highly valuable; but facilitating many-to-many communication in social groupings is even more valuable. Pluck offers <a href="http://www.pluck.com/products/applications/messages/">Private Messaging</a> (and other forms of 1:1 interaction) for the former, and a <a href="http://www.pluck.com/products/applications/forums/">Groups</a> application that lets the community organize around topics, geographical areas, and anything else it wishes to.</div> <div>  </div> <div> In a purely eCommerce context, an even more compelling application of Reed's law comes in the form of "Category Forums". For instance, a forum about camera equipment quickly becomes a sub-group of shutterbugs and professional photographers eager to spread the word about their favorite (or least favorite) products. These discussions, centered around sub-groups rather than the broader community, greatly impact community cohesion, brand awareness, and ultimately, conversion.</div> <div>  </div> <div> Reed's Law is a nice idea in theory and helps justify the effort spent in building online communities, but seen in the context of smaller networks centered on your digital properties, it becomes a powerful argument for these specific features.</div> <div>  </div> <div> Don't delay in letting your users and your business start taking advantage of this fact.</div> <div>  </div> <div> <em>P.S.) To be fair, there are objections to the optimism of both Metcalfe and Reed's laws (<a href="http://en.wikipedia.org/wiki/Andrew_Odlyzko#Network_value" rel="nofollow" target="_blank">some suggest logarithmic scale instead</a>). And <a href="http://en.wikipedia.org/wiki/Dunbar's_number" rel="nofollow" target="_blank">Dunbar's Number</a> suggests that utility will diminish as any one member crests around 150 connections. Suffice it to say the exponential growth will be tempered at some point.</em></div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:f36893bf-f618-492f-9f3d-97f213e6dcbe What are the modern sources of coveted "relationship capital"? http://www.pluck.com/resources/blog/_modern-sources-of-coveted-relationship-capital Mon, 14 Jan 2013 16:00:00 GMT <p> <span style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;">All successful businesses build equity in relationships. These can of course be with suppliers, regulators, the press, and others, but here I will focus on the most important relationship: the one with the consumer. </span></p> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;"> We consumers encounter many sources of equity-builders: a quality product, an endearing commercial, good customer service, a Facebook post shared by a friend. But none is so compelling as interaction with other consumers and brand representatives on a digital property belonging to that brand. </div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;">  </div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;"> Why is that, do you think? It occurs to me that if I play Frisbee™ in the street among some neighbors' houses, it can be great fun. But then if they ask me into their back yards and we continue tossing the disc around—well, we are playing precisely the same game but somehow the emotional content is different. I'm now connected to my neighbor in a way I wasn't before. The deceptively simple elegance of that fact doesn't diminish its power.</div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;">  </div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;"> The important worlds of print advertising, social media marketing, Facebook pages: these are the street. But the back yard is a brand's own digital destination, an enticing walled garden in which the consumer can trustingly explore products and other content. Communities come together here in this garden and meet a fascinating variety of people: brand advocates, neophytes they might help, and even the brand's own staff (clearly marked, of course, in order to retain their trustworthiness).</div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;">  </div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;"> When we consumers enter that community, that walled garden, we build a relationship with your brand <em>sub-rosa</em>. The flow of ambient emotional capital then becomes relationship equity you have found anew in a customer.</div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;">  </div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;"> So, it's clear that social media and UGC belong within your site—inside your walled garden. This is where the true relationship forms, after all, not on the street but in the home. </div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;">  </div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;"> Now, my extended metaphor sits here waiting for a couple of questions to be asked, so let's delay no longer. </div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;">  </div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;"> 1) "How do I build my walled garden?" This actually has quite an easy answer. Deploy Pluck Forums when you need to get consumers talking to one another about product or service categories. Deploy Pluck Expert Blogs to get rich content from thoughtful and trustworthy people, be they members or staff. Deploy Pluck Reviews with its trust filters to get the most compelling information ever applied to the purchase funnel. And deploy Pluck Reactions to capture a user's purchase intent. (Other brands may have yet more applications to deploy to support their business case.) Moreover, you <i>must</i> stay in that garden with your guests. It is imperative that you be there to answer brand- and product-related questions. Now, you've not only built a nice garden, you've built substantial brand equity.</div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;">  </div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;"> 2) "How do I measure my impact on relationship equity?" I'm almost reluctant to say, this is quite easy as well. To return to the metaphor, how long did your new friends stay after they joined you in the backyard for some friendly disc tosses? Quite a while, of course, some even staying for dinner. Your online brand advocates will stay in the garden as well. They will visit often, and this can be measured by such anodyne tools as Google Analytics, but they will also <i>contribute</i> often; <i>share</i> other people's content to Facebook and Pinterest through Pluck's tools often; and <i>message</i> one another through our Persona often. Only by combining vanity measures like average time on site with the levels of UGC interaction done during that visit will you truly be able to gain an understanding of relationship equity.</div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;">  </div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;"> Pluck's analytics tools will help you divine the truth of that connection, that relationship capital you've earned, in a way that a great system that happens to ignore owned social media simply cannot.</div> <div style="color:rgb(0, 0, 0);font-family:Arial;font-size:medium;">  </div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:d63c21b3-ea92-4ade-a6f3-39d0f5bf6b80 Integrating Pluck comments into WordPress http://www.pluck.com/resources/blog/_integrating-pluck-comments-wordpress Wed, 12 Dec 2012 20:15:00 GMT <p> Note: I am sure there are other (perhaps even better) ways to get this to work, and I am open to your suggestions. Full php plugin file available <a href="http://www.pluck.com/customlibs/PluckWPPluginBlogPost.txt">here</a>.</p> <p> If you are one of the millions who use WordPress to power your site, you don’t have to sacrifice your Pluck comments. Using Pluck’s comments will keep your community interactions aggregated into one platform and surface in the users’ personas. You should avoid fragmenting your user generated content across multiple platforms.<br /> <br /> Although Pluck does not have an official WP plugin, its not terribly hard to set up. For the sake of demonstration, I will call the plugin pluckplugin.<br /> <br /> It is a good idea to save some settings so they can be changed later. The plugin stores the follwing data in the WordPress options table:</p> <ul> <li> Pluck Domain</li> <li> Shared Secret</li> <li> Cookie Name</li> <li> Whether or not to use Pluck’s comments</li> </ul> <p> <br /> <br /> <strong>Implementation Steps:</strong></p> <ul> <li> Get any saved options from the database.</li> </ul> <p style="margin-left:80px;"> <span style="color:#a52a2a;">$this->options = get_option("pluckplugin_settings");</span></p> <ul> <li> Inject the appropriate Pluck libraries into the header using “wp_head”.</li> </ul> <p style="margin-left:80px;"> <span style="color:rgb(165, 42, 42);">add_action("wp_head", array($this,"pluckplugin_head_includes"));</span><br /> <br /> <span style="color:#a52a2a;">function pluckplugin_head_includes(){<br />    global $wpdb;<br />    $PluckSavedData = array();<br />    if (get_option ("pluckplugin_settings")){<br />       $PluckSavedData = get_option("pluckplugin_settings");<br />    }<br /> }</span></p> <ul> <li> Drop the ‘at’ cookie when users login to WordPress (if desired) using “wp_login”.</li> </ul> <p style="margin-left:80px;"> <span style="color:rgb(165, 42, 42);">add_action("wp_login", array($this,"pluckplugin_drop_at_cookie"), 10, 2);</span><br /> <br /> <span style="color:#a52a2a;">function pluckplugin_drop_at_cookie($user_login, $user){<br />    global $wpdb;<br />    $PluckSavedData = array();<br />    if (get_option ("pluckplugin_settings")){<br />       $PluckSavedData = get_option("pluckplugin_settings");<br /> <br />       if (isset($PluckSavedData['PluckDomain']) && isset($PluckSavedData['PluckSharedSecret'])){<br />          $userId = $user- />data- />ID;<br />          $userName = $user- />data- />user_nicename;<br />          $userTime = "1";<br />          $userEmail = $user- />data- />user_email;<br />          $PwKey = $PluckSavedData['PluckSharedSecret'];<br /> <br />          //Get Domain from PluckDomain<br />          $DomainParts = explode(".",$PluckSavedData['PluckDomain']);<br />          $CookieDomain = ".". $DomainParts[1] .".". $DomainParts[2] ."";<br /> <br />          $Pieces = "$userId.$userName.$userTime.$userEmail.$PwKey";<br />          $secret_hash = md5($Pieces);<br />          $CookieString = "u=$userId&a=$userName&e=$userEmail&t=$userTime&h=$secret_hash";<br /> <br />          //Check to see if using 'at' cookie name<br />          $CookieName = "at";<br />          if (isset($PluckSavedData['PluckCookieName'])){<br />             $CookieName = $PluckSavedData['PluckCookieName'];<br />          }<br /> <br />          $expire=time()+60*60*24*30;<br />          setcookie($CookieName, $CookieString, $expire, "/", $CookieDomain);<br />       }<br />    }<br /> }</span></p> <p style="margin-left:80px;">  </p> <ul> <li> Create the admin section using “admin_menu”.</li> </ul> <p style="margin-left:80px;"> <span style="color:#a52a2a;">add_action("admin_menu", array($this,"pluckplugin_admin_actions"));</span></p> <div>  </div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">function pluckplugin_admin_actions(){</span></div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">   add_options_page("Pluck Plugin Page Title", "Pluck Plugin", "manage_options", __FILE__, array($this,"pluckplugin_admin"));</span></div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">}</span></div> <div style="margin-left:80px;">  </div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">function pluckplugin_admin(){</span></div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">   [... form to collect data ...]</span></div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">}</span></div> <div>  </div> <ul> <li> Once everything is in place, you need to call a function which checks to see if the comments are open, then checks to see if Pluck’s comments are on, then renders everything appropriately.</li> </ul> <div style="margin-left:80px;"> <span style="color:#a52a2a;">add_action("comments_template", array($this,"pluckplugin_comments_swap_actions"));</span></div> <div style="margin-left:80px;">  </div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">function pluckplugin_comments_swap_actions(){</span></div> <div style="margin-left:80px;">  </div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">   global $post;</span></div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">   global $wpdb;</span></div> <div style="margin-left:80px;">  </div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">   if ($post->comment_status == "open"){</span></div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">      $PluckSavedData = array();</span></div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">      if (get_option ("pluckplugin_settings")){</span></div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">         $PluckSavedData = get_option("pluckplugin_settings");</span></div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">         if ($PluckSavedData['PluckUseComments'] == "yes"){</span></div> <div style="margin-left:80px;"> <br /> <span style="color:#a52a2a;"><strong>            [... Comments widget JS code ...]</strong></span><br />  </div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">            return WP_PLUGIN_DIR . "/pluck/commentstemplate.php";</span></div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">         }</span></div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">      }</span></div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">   }</span></div> <div style="margin-left:80px;"> <span style="color:#a52a2a;">}</span></div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:5611383c-d97b-4743-8155-5a4541cebd9a Hypothesizing For Dollars: a Caveat http://www.pluck.com/resources/blog/_hypothesizing-dollars-caveat Thu, 06 Dec 2012 18:15:00 GMT <p> “We need a data scientist.”</p> <div> <div> Odds are you’ve heard this discussion recently, either among people in your organization or by someone you know in the business world.   More and more, this term has been spoken by executives to the point of becoming the new cliché, joining the ranks of “leveraging big data”.  And that is not to say that these are meaningless budget items; quite the contrary, they are crucial instruments that can mean the difference between industry leader and industry laggard.</div> </div> <div> <div>  </div> <div> But do you need a data scientist?</div> <div>  </div> <div> The answer is not as clear as every blog post or internet article makes it out to be.  Other questions should be asked first.  For example:  What is occurring in your business process?  What are you trying to accomplish?  What have you already learned?  What do you already have in place? These questions usually answer the previous one implicitly. </div> <div>  </div> <ul> <li> You’re a small company with a couple thousand customers and dozens of data points looking to learn more about your customers so that you can expand.   Resources are likely better spent on acquiring data regarding your customers’ behavior outside of your site.  </li> <li> You have a mountain of data and no reporting whatsoever.  In this case, resources would be best used setting up a data warehouse, cube, etc. so that your relevant information can be easily accessed by stakeholders before determining what to do next.  Give your interested parties concise reporting and base level insights first.  Crawl, walk, run.</li> <li> Your company has numerous complexities with partially crossing business processes that create noise in any sort of basic “causation” analysis.  If this is the case, you might already be in a “big data” environment, and a data scientist might indeed be a net positive acquisition for your company. </li> </ul> <div>  </div> <div> Let’s say that you find yourself confident that indeed you do need a data scientist.   These folks are a scarce resource in today’s job market, and cost a small fortune.  Don’t fret.  There’s a strong possibility that someone within your company is close to what you really need.  You have a small team of data analysts?  They likely know SQL and R, and maybe more.  One of them is probably a programming language crash course away from becoming your data scientist-lite, with a huge head start both in business knowledge and learning the complexities of your company’s data.  Similarly, you maybe have an engineer on staff who has an affinity for mathematical problem solving and an eye toward machine learning.  They too, might be closer than you think to donning the data scientist lab coat.  </div> <div>  </div> <div> Remember also that analysts can provide a lot of clarity and “gold-digging” on their own.   While the two are very similar in their use of data to “find money”, the data scientist truly is attempting experiments by testing hypotheses.  Just as with other sciences, the results of experiments are often fruitless. Analysts, meanwhile, are finding areas of opportunities, gaps, and trends that are easier to unearth.</div> <div>  </div> <div> This is not to understate the value of the true data rocket-scientists that are developing world-class algorithms, improving sentiment analysis, or just bringing us closer to Skynet out of curiosity’s sake;   your business very well may need them.  With that said, taking a closer look at where your business currently is and what specifically you are trying to learn and accomplish will help you decide the correct course.</div> <div>  </div> </div> <p>  </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:26796dc5-d027-40cc-b4ea-616b5ecacc15 Who owns Social in your organization? http://www.pluck.com/resources/blog/_owns-social-organization Tue, 04 Dec 2012 14:06:00 GMT <p>  </p> <p> Note that I'm not asking the question to rekindle the debate over Social on your website versus Social on Facebook and Twitter. That's for another time. Rather, my question is about ownership of social media programs in your organization. In my experience the answer can have a direct impact on the success or failure of the your social initiatives.</p> <p> As you know, Social investments are attractive to different departments within your organization for different reasons, whether it is by the e-commerce team to increase conversion rates, the marketing team to increase brand awareness or the customer affinity or CRM team to provide insights.</p> <p> What I have observed in my work with numerous organizations across a variety of verticals is that the companies that invest in a dedicated person to own, execute and measure the success of their social initiatives seem to reap a greater return on their efforts. This may sound like an obvious statement, but because Social as a discipline is relatively new the skills required to launch and maintain successful initiatives are quite rare and often spread too thinly across an organization. As a consequence, social projects sometimes do not get the right amount of time, creativity and oversight needed to make them as effective they could be.</p> <p> I'm pleased to report, however, that this trend is changing. More and more I find myself involved in really exciting projects that have the right mix of exec level buy-in and tactical ownership, and a strong set of criteria to measure success against. This is especially true amongst retailers, who are using an interesting mix of personalization, reviews and gamification to complement their e-commerce experiences.</p> <p> A good example of this type of innovation comes from SHOP.CA, a Canadian online retailer. SHOP.CA has created an interesting on-line shopping experience which grants customers various points and badges for different interactions with content and products. This interesting use of Gamification increases customer clout and and has injected considerable “trustablility” into the site's content. SHOP.CA have gone a step further by offering monetary discounts to customers for referrals (that is, syndications to Facebook) as the referrals result in customer purchases.</p> <p> Gone are the days when Social Commerce meant tacking on the obligatory Ratings and Reviews widgets to the e-commerce platform.  From my perspective, I see the creativity exemplified by SHOP.CA as the new norm for social commerce initiatives, as organizations seek to engage customers in ways that are beneficial to both parties.  But as stated earlier, it’s going to take right people with the knowledge and technology to strategize, implement and measure such programs. </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:cca4af8a-7206-48b2-bdf4-e58126eafeef Get prepared for the scrum!! http://www.pluck.com/resources/blog/_prepared-scrum Mon, 26 Nov 2012 19:01:00 GMT <p> Just days after the ferocity of an international rugby match on the hallowed grass of England’s most recognised rugby field, Twickenham, Team Pluck will arrive at the Stadium, excited and ready to engage with a great audience of the most successful companies around the globe.</p> <p> Pluck is a Platinum Sponsor of the iStrategy event in London.  This event has global presence in the main geographies of Pluck’s customer base and market opportunities – USA, UK, Europe, Asia and Australia.</p> <p> Our EMEA team will be present along with SVP & GM Social Products Group, Steve Semelsberger.  The team will host a Masterclass at the event and will continue, throughout, to emphasise the importance seen in the market around Social Commerce. </p> <p> During the two days, the team will be sharing experiences and show there are a lot of creative things you can do to make your Social Commerce experience more trustworthy.  In fact, we believe you can inject more trust into every stage of your customer lifecycle, not just at the point of purchase.</p> <p> We will highlight how Trust in Social Commerce relates to traffic and audience growth covering the entire buying cycle, with discussions of Trust, Engagement, Conversion and Loyalty.</p> <p> The team also have a little surprise game up their sleeves in line with the venue and very much hope the audience will come and chance their arm on our own ‘hallowed grass’ and win the opportunity to attend the always anticipated England v Scotland rugby game in February 2013.</p> <p> <a href="http://sitelife.pluck.com/ver1.0/Content/images/store/4/3/a48b3fa2-1099-4926-9329-26f0479a03f3.Full.png?1" target="_blank"><img src="http://sitelife.pluck.com/ver1.0/Content/images/store/4/3/a48b3fa2-1099-4926-9329-26f0479a03f3.Large.png?1" /></a></p> <p> Will look forward to sharing all the great stories and learnings we have after the event, let’s hope we have a Big Win and no injuries...</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:80223462-3719-4303-9c0b-3eabd197d011 Making Social Commerce more Trustworthy Influences Customer Loyalty http://www.pluck.com/resources/blog/_making-social-commerce-trustworthy-influences-customer-loyalty Thu, 22 Nov 2012 21:13:00 GMT <p> The <a href="http://www.istrategyconference.com/blog/?category=Social-Media&title=Trust-is-a-Key-Ingredient-of-Enduring-Customer-Loyalty&pid=857" rel="nofollow">final post</a> in our iStrategy Blog series focuses on Social Commerce, Trust, and enduring customer Loyalty.</p> <p> While it’s always a hot topic among marketers, Loyalty is especially hot right now. A number of new Social Loyalty technologies are bringing traditional premium and incentive marketing tactics to the online world.</p> <p> For us, however, Loyalty comes from a deeper place. To us, Loyalty is built upon an emotional connection with your brand, your products, and your customer experience. And not surprisingly, when emotion is involved, there’s a place for Trust.</p> <p> In this last iStrategy Blog post we talk about some particular Social Commerce features that we believe make the customer experience more trustworthy in ways that inspire true Loyalty.</p> <p> If you want to know more about Trust and Social Commerce and you'll be in London next week, drop by iStrategy London (November 26th and 27th). It's a high-value gathering of senior digital marketing executives, and we're a MasterClass Platinum Sponsor. Pluck SVP and GM Steve Semelsberger will go into much more detail in his MasterClass <strong>Social Commerce: Do Customers Trust Your Brand? </strong>on Monday morning at 11:10. </p> <p> Trust is incredibly important to Social Commerce. If you have thoughts you want to share with us on the topic, leave us comments here or at the iStrategy blog, send us a tweet, or just <a href="mailto:info@pluck.com" rel="nofollow">drop us a line</a>.</p> <p> See you in London!</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:ce177450-5f8f-458c-9787-e2f6c120849b Pluck Launched With DemandWare Integration http://www.pluck.com/resources/blog/_pluck-launched-demandware-integration Tue, 20 Nov 2012 17:56:00 GMT <p> We’re proud to announce that <a href="http://www.lorealusa.com/_en/_us/index.aspx?FROM=WW-Dispatch-LOREAL-CORPORATE" rel="nofollow" target="_blank">L’Oréal USA’s Professional Products </a>brands <a href="http://www.kerastase-usa.com/" rel="nofollow" target="_blank">Kérastase</a> and <a href="http://www.shuuemuraartofhair-usa.com/" rel="nofollow" target="_blank">Shu Uemura Art of Hair </a>are now live with Pluck Reviews. L’Oréal is an international company that for over a century has specialized in research and innovation in the field of beauty. Today, their products include hair color, hair care and styling, skin care, cosmetics, and bath products.</p> <p> L’Oreal utilizes the <a href="http://www.demandware.com/" rel="nofollow" target="_blank">DemandWare</a> eCommerce solution for <a href="http://www.kerastase-usa.com/" rel="nofollow" target="_blank">Kérastase</a> and <a href="http://www.shuuemuraartofhair-usa.com/" rel="nofollow" target="_blank">Shu Uemura Art of Hair </a>. At our own expense, Pluck Technical Services developed a “cartridge” for DemandWare, which is accessible to any DemandWare customer. This cartridge provides:</p> <ul> <li> The Pluck authentication token</li> <li> Server-side implementation of <ul style="list-style-type:circle;"> <li> Pluck Review List</li> <li> Pluck Review Submission form</li> <li> Pluck Most Helpful Reviews widget</li> <li> Pluck Product Review Rollup widget</li> </ul> </li> <li> The ability to download average product ratings into DemandWare so that they can be included in the Product Listing Page</li> <li> The ability to use CSS to style the Pluck application widgets to coordinate with the site’s branding</li> </ul> <p> As you can see in the screenshots below, L’Oréal succeeded in creating different looks for the Pluck Reviews lists, which fit in with the style of the respective product pages.</p> <p> <a href="http://www.kerastase-usa.com/" rel="nofollow" target="_blank">Kérastase</a></p> <p> <a href="http://sitelife.pluck.com/ver1.0/Content/images/store/15/1/cfb34290-a18a-4aba-81f4-196812087169.Full.png?1" target="_blank"><img src="http://sitelife.pluck.com/ver1.0/Content/images/store/15/1/cfb34290-a18a-4aba-81f4-196812087169.Large.png?1" /></a></p> <p>  </p> <p> <a href="http://www.shuuemuraartofhair-usa.com/" rel="nofollow" target="_blank">Shu Uemura Art of Hair </a></p> <p> <a href="http://sitelife.pluck.com/ver1.0/Content/images/store/4/9/f47cfd81-3ba2-43ac-9912-5c4832dfb8b0.Full.png?1" target="_blank"><img src="http://sitelife.pluck.com/ver1.0/Content/images/store/4/9/f47cfd81-3ba2-43ac-9912-5c4832dfb8b0.Large.png?1" /></a></p> <p> <strong>Additional Services</strong></p> <p> In addition to Implementation Guidance, L’Oréal engaged Pluck to assist with importing existing Kérastase reviews. L’Oréal has also contracted with Pluck to provide Moderation Services for both sites.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:d2c28457-6d7f-42d9-a5c5-71cff9bba170 Gamification: Looking Past the Buzzword http://www.pluck.com/resources/blog/_gamification-looking-past-buzzword Mon, 19 Nov 2012 20:35:00 GMT <p>  </p> <p> Much like “leveraging synergies”, Gamification has become an overused buzzword over the past few years that many are growing tired of hearing and are ready to write off.  But, do Gamification techniques actually provide added benefits of engagement and loyalty, or should they be discarded as quickly as green-washing?  Gartner certainly thinks that the use of Gamification is only going to grow, forecasting that “by 2015, 50% of all innovations will be gamified.”  Before we quickly dismiss gamification as just another buzzword to get marketers to spend their money, we need to better understand what gamification is, and what its capabilities truly are.</p> <p> According to the Oxford Dictionary, gamification is “the application of typical elements of game playing (e.g. point scoring, competition with others, rules of play) to other areas of activity, typically as an online marketing technique to encourage engagement with a product or service.”  Although gamification has been around for decades in the form of in-store loyalty programs and airlines’ frequent flier miles, the use of the word gamification to describe these techniques, particularly for engagement on websites and software, has only been popular for the past five years.      </p> <p> Naysayers of gamification say that game mechanics hide larger user interface and product flaws, and that your audience will abandon you as soon as your rewards stop.  However, proponents of gamification say that game mechanics will provide the necessary early engagement tactics to get your audience to use your website or software to discover engaging content.  And, gamification techniques play perfectly into human nature; we are competitive and want to win or be the leader at a given task, even if there is no tangible reward.  </p> <p> One great example of this is fantasy football; the average fantasy football player spends 3.8 hours per week – approximately 4% of their waking hours – online researching and managing their team.  Their goal is to “win”.  Some leagues may have monetary awards for the top players, but the primary goal of these players is to win bragging rights within their group.  If a company can use the innate human competitive spirit to engage a consumer with their product or brand and build a relationship, it is really a bonus for them, possibly with only minimal additional cost in development and potential tangible rewards.</p> <p> No matter what you call it – social loyalty, engagement techniques, game mechanics – Gamification as a way to capture your audience’s attention will only become more important as technology becomes more embedded in our daily lives and attention spans grow shorter.  And while “Gamification” may be the buzzword currently chosen by marketers to develop interest, the techniques of engagement underlying gamification are more than just buzz.  When these techniques are put to use by the right people - our client AARP comes to mind - and community members are rewarded, recognized, and promoted for behavior that is socially, organizationally, or commercially desirable, gamification ultimately enhances the user experience and helps the company achieve its goals.                </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:c4bf8808-1d7c-41a5-b1d6-8cc4ffe69fef Reward Actions That Really Matter http://www.pluck.com/resources/blog/_reward-actions-really-matter Sat, 17 Nov 2012 00:17:00 GMT <p> As a brand, retailer or publisher you are constantly looking for ways to identify people who are advocates of yours. Having found these loyalists, you can encourage them to carry on the behaviors that you find valuable, while also attracting and converting new advocates. </p> <p> If this sounds like a job for Gamification, you’re right. And the Gamification features built into the Pluck platform provide you with many ways to identify and motivate your most influential advocates.</p> <p> The exact user interactions that are important to you may vary depending on the nature of your business.  But, if we look at one business model, that of an internet retailer, you will get a sense of how this same philosophy could be applied to any site’s community. </p> <p> As an internet retailer you are ultimately in the business of selling products.  It stands to reason that it would be important to identify people who currently help drive new product sales, in order to help encourage them to continue doing what they are doing. </p> <p> Let’s review a couple types of interactions people may have with your website that could drive new product sales or attract new customers, and how Pluck Gamification features can help:</p> <ol> <li> You want to identify and reward anyone who leaves compelling content on your site that other users find useful and may ultimately sway their decision to purchase.  Examples: Comments, Reviews, Videos, Photos, Blog Posts, Forum Posts.</li> </ol> <p style="margin-left:.5in;"> <strong>How Pluck Can Help: </strong>Using Pluck’s Gamification features, you can reward users who provide quality content that other users find helpful.  Our robust reputation system lets you write simple rules that award the author/owner of a piece of content with points triggered by built-in actions of anyone clicking “thumbs-up”, “like” or “found helpful” on that content. You can also trigger the awarding of badges by these same rules and actions. </p> <p style="margin-left:.5in;"> This is a departure from the typical practice of assigning points to the person who rates the contributed content.   By rewarding the person who is exhibiting the behavior that is most important to your business you will be encouraging more users to submit quality content. </p> <ol> <li value="2"> You want to identify and reward anyone who shares a piece of content –whether written by them or not - from your site out to one or more social network sites (ie: Facebook, Twitter, LinkedIn, Digg, Tumblr, etc.), especially when it results in a new customer clicking on that shared link to come back to your site.</li> </ol> <p style="margin-left:.5in;"> <strong>How Pluck Can Help: </strong>Pluck’s Gamification supports something we call Share Trackbacks. This feature lets you write reward rules that are triggered when someone comes to your site because of shared content.   The rewards rule can award points and badges to the person who originally shared out the content that resulted in a new customer coming to the site via that trackback URL. </p> <p style="margin-left:.5in;"> Again, this rewards the behavior you are most interested in encouraging and tracking.  While it is likely still important to award points for any share activity, capturing the shares that result in new traffic/users to your site are the ones that have real value. </p> <p> These two examples show what we  refer to as “owner-attribution” rewards, where you  reward the author or owner of the content being acted on rather than the person doing the action at the time of the reward.  This does not mean that rewarding users for direct actions should not also be done, as Pluck provides many built-in actions that can award points and badges.  And Pluck provides the ability to create your own custom event triggers which award points and badges, and then initiate those events as you see fit, allowing for a multitude of Gamification possibilities.</p> <p> Assigning points and badges is a great start, but to really get some adoption you will want to publish and promote a Pluck Leaderboard, and call attention to these points and badges either visually or through a promotion or campaign.  You can also consider linking points and leaderboards to real rewards like discounts and products to help further motivate users. </p> <p> If you take a holistic approach to your Gamification implementation, where you both gather and track the information that is important to your business, but also reward, incentivize, and promote influential community members, you will find much more success all-around. </p> <p> If you are interested in exploring how Pluck’s Gamification features can help your business, please contact your Pluck Account Director to setup a consultation or <a href="mailto:info@pluck.com" rel="nofollow">drop us a line</a>. </p> <p> In my next post I’ll talk about how to tie Reviews and Comments into your order flow and identify which content ends up being the tipping-point for conversion.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:fef4bc78-e95a-4507-a688-1a21c6d0248a Trust and Conversion http://www.pluck.com/resources/blog/_trust-conversion Fri, 16 Nov 2012 20:54:00 GMT <p> If you've been following this blog you know that we've been serving up a series of posts in the iStrategy Blog about the role of Trust in Social Commerce. In the <a href="http://www.istrategyconference.com/blog/?category=Social-Media&title=Consumers-Buy-More-with-Online-Brands-they-Trust&pid=850" rel="nofollow">third installment</a> we focus on the influence of Trust on the Conversion stage of the Social Commerce cycle.</p> <p> Conversion, obviously, is at the heart of Social Commerce, and anything that offers a possibility of improving conversion rates is worth exploring. In our latest post we talk about some particular Social Commerce features that in our experience do influence Conversion.</p> <p> Not surprisingly, we recommend that you integrate Product Reviews into your product pages. But as influential as Reviews have been historically, even they can benefit from an injection of Trust in ways that we discuss in the iStrategy post. And beyond Reviews are a number of other enhancements you can make to your Social Commerce experience that make it more trustworthy.</p> <p> As I've noted before, this blog series is an element of our Platinum Sponsorship of iStrategy London, a premier conference for digital marketing executives. And as a reminder, Steve Semelsberger, Senior Vice President and General Manager of Demand Media's Social Products Group, will be leading a MasterClass on Trusted Social Commerce at iStrategy (26 - 27 November).</p> <p> Trust is incredibly important to Social Commerce. If you have thoughts you want to share with us on the topic, leave us comments here or at the iStrategy blog, send us a tweet, or just drop us a line.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:ee35208e-a8a1-4528-a8ad-78cd3b6b0131 Engagement and Social Commerce: It's Better with Trust http://www.pluck.com/resources/blog/_engagement-social-commerce-its-better-trust Fri, 09 Nov 2012 22:33:00 GMT <p> We've posted the <a href="http://www.istrategyconference.com/blog/?category=Social-Media&title=Social-Commerce-4-Ways-to-Leverage-Trust-to-Drive-Engagement&pid=844" rel="nofollow">second installment</a> of our four-part iStrategy blog series. As a reminder, we're exploring the role of Trust in Social Commerce. In this week's post we talk about the importance of Trust to the Engagement stage of Social Commerce.</p> <p> For us, Engagement is more than Likes. It's about creating an environment where consumers can make a lasting emotional connection with your brand and your products. And of course, Engagement takes root much more readily when the environment is trustworthy.</p> <p> The blog series is an element of our sponsorship of <a href="http://www.istrategyconference.com/events/london/" rel="nofollow">iStrategy London</a>, a gathering of senior marketing execs. If you'll be in the vicinity of London in late November you should plan to attend.</p> <p> As always, if you have thoughts to share with us on this topic, leave us comments here or at the iStrategy blog, send us a tweet, or just drop us a line.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:29e29a8b-dc8a-455e-9964-d49d92d4c272 Social Commerce and Audience Acquisition: It's Better With Trust http://www.pluck.com/resources/blog/_social-commerce-audience-acquisition-its-better-trust Fri, 02 Nov 2012 19:54:00 GMT <p> We've been giving a lot of thought to the many ways Trust can improve Social Commerce experiences. With most research suggesting that consumers are <em>losing </em>trust in most online merchants and brands, you should be thinking about it too!</p> <p> In our experience, there are a lot of things you can do to make your Social Commerce experience more trustworthy. And in fact, we believe you can inject more trust into every stage of your customer lifecycle, not just the point of purchase.</p> <p> We're summarizing our recommendations in a series of blog posts at the <a href="http://www.istrategyconference.com/blog/?category=Social-Media&title=3-Great-Tips-for-Social-Commerce-How-to-Leverage-Trust-to-Grow-Traffic&pid=842" rel="nofollow">iStrategy blog</a>. In this week's post we talk about the role of Trust in Social Commerce as it relates to traffic and audience growth. In the next few weeks we'll cover the entire buying cycle, with discussions of Trust and Engagement, Conversion and Loyalty.</p> <p> We'd love to hear<em> your</em> thoughts on this incredibly important subject. Leave us comments at the iStrategy blog, send us a Tweet, or, as always, just <a href="mailto:info@pluck.com" rel="nofollow">drop us a line</a>.</p> <p> By the way, you'll hear more about this in the coming weeks, but we will be Platinum Sponsors of the upcoming <a href="http://www.istrategyconference.com/events/london/" rel="nofollow">iStrategy London conference</a> (Nov 26 - 27). Our GM, Steve Semelsberger will be delivering a MasterClass at the conference on Trusted Social Commerce. If you'll be in the vicinity of London at the end of the month you should plan to attend this excellent conference for brands and retailers. </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:8edad727-5df5-4764-b638-23611cead795 SHOP.CA: The Social Loyalty Network http://www.pluck.com/resources/blog/_shopca-social-loyalty-network Wed, 31 Oct 2012 20:44:00 GMT <p> Being entrepreneurially oriented, we love when a startup looks to change the world. <a href="http://www.shop.ca/" rel="nofollow">SH</a><a href="http://www.shop.ca" rel="nofollow">OP.CA</a>, launched a few months ago to become “the Amazon of Canada,” has the potential to be transformative. With a broad product catalog, competitive prices and a talented management team, the company is in a position to do well. With their unique blend of Social Commerce and Social Loyalty, they’re in a place to explode.</p> <p> SHOP.CA fundamentally takes an intelligent and highly integrated approach with their Social Loyalty Network(tm). They foster trust through authentic participation (via <a href="http://www.pluck.com/products/applications/social-sign-on/">Pluck Social Sign-On</a>). They encourage category discussions for early stage consideration (through <a href="http://www.pluck.com/products/applications/forums/">Pluck Forums</a>). They foster consumer ratings at appropriate touch points (with <a href="http://www.pluck.com/products/applications/reviews/">Pluck Reviews</a>). And they actively promote sharing throughout the site at key shopping stages (via <a href="http://www.pluck.com/products/applications/shares/">Pluck Sharing</a> and <a href="http://www.pluck.com/products/applications/reactions/">Pluck Reactions</a>).</p> <p> As Trevor Newell, SHOP.CA Co-Founder & President, indicated recently at his Keynote Speech at IBM’s Smarter Commerce Global Summit, “Canadians love to shop. They love to earn. And they love to share online.”</p> <p> Key to SHOP.CA is their approach to <a href="http://www.pluck.com/products/capabilities-2/gamification/">Gamification</a>. They leverage the <a href="http://www.pluck.com/products/engines/reputation/">Pluck Reputation Engine</a> to award points and badges for both contributions and the impact that those have. Further, they take a sophisticated approach to holistic rewards, encouraging altruism, expertise display, and financial benefit. For example, referred new members receive a $25 credit. And trendsetters, who have collected the full family of SHOP.CA badges, earn 2.5% in <a href="http://SHOP.CA" rel="nofollow">SHOP.CA</a> Rewards towards future purchases!</p> <p> To learn more, visit the <a href="http://www.shop.ca/shop/infoView?storeId=10201&urlLangId=-1&urlRequestType=Base&content=SOCIAL+LOYALTY+NETWORK%E2%84%A2+-+Share+MORE%2C+Earn+MORE%21&id=21447153&langId=-1&catalogId=10301" rel="nofollow">Social Loyalty Network Section</a> on the shop.ca site. And definitely check out <a href="http://www.youtube.com/watch?feature=player_detailpage&v=m2Ne4JEJep0#t=1415s" rel="nofollow">Trevor Newell’s Keynote</a> from the IBM Smarter Commerce Global Summit. There, he shares history, strategy, best practices, key data points and more. Further, he discusses how Pluck, integrated with IBM Websphere Commerce, helps SHOP.CA grow traffic, engagement and conversions.</p> <p> As always, we’d love to hear from you. <a href="http://www.pluck.com/resources/contact/">Drop us a line</a> if you have any questions or comments.</p> <p> Steve Semelsberger</p> <p> SVP & GM, Social Products Group</p> <p> Demand Media</p> <p> <a href="http://www.twitter.com/semels" rel="nofollow">@semels</a></p> <p> <a href="http://www.linkedin.com/in/semels" rel="nofollow">LinkedIn</a></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:01dc8495-4a17-4670-8091-9ae7f695a2b3 Five Drivers of Social Trustability http://www.pluck.com/resources/blog/_five-drivers-of-social-trustability Wed, 17 Oct 2012 19:58:00 GMT <p> At Pluck, we cherish the opportunity to work with some of the leading brands, retailers and publishers in the world on a daily basis. Top of mind for our clients in late 2012 is the notion of trustability. Currently, most are striving to determine how they maintain and grow trust from their customers. And they’re grappling with means to help their customers understand and trust the end user content they facilitate, including product reviews, forum discussions, media galleries and more.</p> <p> While trust is in the foreground via timely books like <em><a href="http://www.extremetrustbook.com/" rel="nofollow">Extreme Trust</a></em> and work by organizations like <a href="http://trust.edelman.com/" rel="nofollow">Edelman</a>, we believe there’s an opportunity to focus on the trustability of <u>social</u> experiences – and to push for a new era of precision and experimentation around integrated social efforts.</p> <p> Specifically, we offer that social trustability can be enhanced via efforts along five dimensions:</p> <p> <strong>Identity</strong>: historically, communities and integrated social experiences on destination websites have encouraged semi-anonymous participation via pseudonyms. While certain communities (e.g. disease management environments) thrive with anonymity, product and brand-centric communities, such as those found on leading retail sites, become more trustable when users participate with real display names. Via Social Sign-On through Facebook and other services, coupled with proprietary Single Sign-On approaches, the Pluck team actively encourages market leaders to use real names for key social features like reviews and questions & answers.</p> <p> <strong>Relationship: </strong>with real name participation, users can start to better understand how they might be connected to others. Market research consistently demonstrates that consumers trust friends and family most, across channels. With social bridging and syndication techniques, relationships can transcend sites and networks (Facebook, LinkedIn, Twitter, etc.), helping ensure that personally relevant information rises to the surface.</p> <p> <strong>Attributes</strong>: when participants in a brand community, such as product reviewers, are able to identify themselves with structured attributes/characteristics, relevancy and trustability increases. For example, auto enthusiasts can identify driving styles and primary vehicle uses, camera users can indicate image manipulation skills, and book lovers can highlight primary reading preferences. With identified attributes from contributors, consumers of social content can filter key slices of information (like reviews) for attributes most important to them.</p> <p> <strong>Experience</strong>: while attributes and relationships help with trust filters, experience can often be pivotal. Site experience (e.g. “featured reviewer”) based on quantity and quality of reviews is helpful. Product, category and skill experience is often even more important to consumers. Asking content producers to demonstrate and validate experience is often paramount to enabling customers to confidently complete a purchase.</p> <p> <strong>Ownership: </strong>finally, verified product ownership is critical as consumers are diving deep into features and experiences. Owners can certainly work for manufacturers. And manufacturers often provide the best guidance and advice in Q&A and discussion environments. Ideally, though, real customers are badged with authenticated ownership and their content is promoted and available at critical stages of research, shopping and assurance.</p> <p> Together, these five drivers of social trustability can be invoked to help applied social commerce move the needle, both for online transactions and through ROBO (research online buy offline) scenarios. We encourage you to go deeper to learn more about the <a href="http://www.pluck.com/solutions/conversion/">Pluck Social Commerce Solution</a>, our platform capabilities that power <a href="http://www.pluck.com/products/capabilities-2/trust/">Trust</a>, and key applications from Pluck like <a href="http://www.pluck.com/products/applications/reviews/">Reviews</a>.</p> <p> And as always, we’d love to hear your thoughts and answer any questions you might have. Please <a href="http://www.pluck.com/resources/request-info/">drop us a line.</a></p> <p> Steve Semelsberger</p> <p> SVP & GM, Social Solutions Group</p> <p> Demand Media</p> <p> @semels </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:e5c6e2f8-52e8-42f3-9a18-6dced26098be Pluck Continues to Hire http://www.pluck.com/resources/blog/_pluck-continues-hire-1 Tue, 16 Oct 2012 16:50:00 GMT <p> Over the last several months, we’ve been thrilled to welcome nearly two dozen folks to the Pluck team. It’s been amazing to see the enthusiasm, expertise and commitment to excellence embodied in our newest employees. From incredible engineers, to killer support people, to passionate account directors and more, the latest members of the Pluck family have fostered world-class experiences for our diverse customer base.</p> <p> And we’re continuing to grow! At this point we have multiple positions open, including:</p> <p> <a href="http://www.demandmedia.com/jobs/?jvi=oLHkWfws,Job" rel="nofollow">Account Director</a></p> <p> <a href="http://www.demandmedia.com/jobs/?jvi=o1YNWfws,Job" rel="nofollow">Business Development Director</a></p> <p> <a href="http://www.demandmedia.com/jobs/?jvi=oqmNWfwf,Job" rel="nofollow">Market Development Manager</a></p> <p> <a href="http://www.demandmedia.com/jobs/?jvi=oZzCWfwQ,Job" rel="nofollow">Solutions Consultant (London)</a></p> <p> <a href="http://www.demandmedia.com/jobs/?jvi=o2OkWfwQ,Job" rel="nofollow">Sr. Technical Consultant</a></p> <p> <a href="http://www.demandmedia.com/jobs/?jvi=otiGWfw7,Job" rel="nofollow">Sr. Software Engineer</a></p> <p> <a href="http://www.demandmedia.com/jobs/?jvi=oxVpWfwx,Job" rel="nofollow">Technical Support Engineer</a></p> <p> <a href="http://www.demandmedia.com/jobs/?jvi=oJEFWfwI,Job" rel="nofollow">UI Engineer</a></p> <p> If you love social media, serving the best brands in the world, and working in an empowered, lively environment off South Congress in Austin, TX, please check out the positions above. And if you’re interested in joining the team in an alternate function, <a href="http://www.pluck.com/resources/contact/">drop us a line</a>.</p> <p> Thanks,</p> <p> Steve Semelsberger</p> <p> SVP & GM, Social Solutions Group</p> <p> Demand Media</p> <p> @semels</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:ab377dd3-45a8-4f3b-a602-8b7047bbbcee Join us at Shop.org http://www.pluck.com/resources/blog/_join-shoporg Thu, 30 Aug 2012 14:43:00 GMT For our retail-centric customers, prospects, partners and friends, we're hosting a variety of initiatives at <a href="http://events.nrf.com/summit12/Public/Booth.aspx?IndexInList=4&FromPage=ExhibitorList.aspx&ParentBoothID=&ListByBooth=true&BoothID=127203" rel="nofollow">shop.org</a>, September 10-12 in Denver. Come by booth #218 to:<div><ul><li>Learn about the Reviews++ concept</li><li>Register to win prizes from Pluck customers (Target, Whole Foods & Southwest Airlines)</li><li>See world-class social commerce & social loyalty solutions in action</li></ul><div>I'll be there along with other key Pluck execs like our VP, Technology & Services. We'd love to connect, so please drop us a line and let us know if we can do anything to help make your shop.org experience outstanding. </div><div><br /></div><div>Steve Semelsberger</div></div><div>SVP & GM<br /></div><div>@pluck, @semels</div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:ec777a44-1aec-41f5-8597-919ee9bd935e QA Involvement in the Software Development Life Cycle http://www.pluck.com/resources/blog/_qa-involvement-software-development-life-cycle Thu, 30 Aug 2012 14:03:00 GMT <p class="p1">Something that is essential to my QA team's success in ensuring efficient and effective use of our time while verifying our high quality product is having us involved early and often in the entire development life cycle.  While we could just be left at the end and handed work from development once complete, there are so many points along the path where our involvement helps to reduce wasted time in our actual testing phase of the product.<span>  </span>The approach that we use in testing Pluck internally can also be applied to your process when integrating Pluck into your own environment.</p> <p class="p2"> </p> <p class="p1">When I say early, I mean from the beginning.  QA teams are experts on the in's and out's of the product.  From the first sprint planning meeting we have our team present to help discuss and become aware of the stories (Agile term for an item in the priorities list) from the backlog that are being taken by our development team counterparts.  Much like when our customers have to integrate our product into their own, third party integration with tools such as Pinterest come up in our queue as well.  Knowing this information early so we can do the proper research on the API and error messages related to the functionality we will need to utilize is essential to allowing us to stay in step with development and be ready for the work that will be passed into our own queue.  Besides that ability to plan accordingly, giving QA the chance to voice their expertise early in the process can ensure that we often think about side effects or pitfalls that we might have encountered before.</p> <p class="p2"> </p> <p class="p1">After the developer has come up with their design, a QA team member is again present for the design review/brainstorm session.  Often the developer has come up with different concerns that might not have been thought of in the original sprint planning meeting.   Many might think that the QA team's input at this point is trivial and I won't disagree that sometime that is the case but there are numerous examples where we have made suggestions or brought up possible situations which if not taken into account before the actual development began would have resulted in many more man hours utilized in finding, debugging, and fixing said problem making the cost of involving in this stage much lower than dealing with the problem after it has been moved to the verification phase.</p> <p class="p2"> </p> <p class="p1">At first opportunity, the QA team then begins to come up with an outline of the test cases for the particular feature.  This is not a deep dive with exact step outlines but more a brainstorm phase on our part with a summary outline of each test case we plan on running.  Just as the developer looked to the team for feedback on their design, we also send our test plan out for approval to the engineering team.  Again, getting this in the hands of the developer as early in their process as possible can help them think about situations that they might not have accounted for otherwise during the implementation.  And of course, we don't discount the incredible input we get from our product management and development team as to what we might have missed or providing more color on what is to be expected in the results.</p> <p class="p2"> </p> <p class="p1">Obviously when development is complete we are the primary players.  The sooner that our QA team, and yours, is able to pass back any work to the development team the better.  Again the main concern here is keeping things efficient.  It may take our QA team the same amount of time to test a feature but the sooner you begin, the less time a developer has had to separate their brain from the work and move on.  The larger the delay in feedback to the developer, the longer it will take them to reacquaint themselves with what they implemented.</p><div><div><div id="_com_1" class="msocomtxt"> </div> </div> </div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:2ed63dee-d2a5-4d3a-8695-c038423c7603 Announcing Pluck 5.2 http://www.pluck.com/resources/blog/_announcing-pluck-52 Thu, 02 Aug 2012 15:31:00 GMT <p> We are pleased to announce that the 5.2 release is available! Our latest release includes these major features:<br /> <br /> <u><strong>Community Groups re-vamped: </strong></u><br /> Our Groups application has been a flagship feature for years. Now it comes with the same visual theme and rich feature set - content scoring, trust filters, fast rendering and more - as our standalone Forums, Blogs, and Galleries. They are also fully search-engine optimized. Our favorite new feature is the Configurator, a drag-and-drop interface that lets administrators easily customize the layout of a group and even turn features on and off.<br /> <br /> <u><strong>Advanced review aggregation & listing with tags: </strong></u><br /> The taxonomy of reviewable items such as products can be complex, but our updated tagging system makes presenting reviews and ratings at any level of categorization simpler than ever. Reviewable content can have zero or more system-assigned tags, so strict hierarchies, ragged hierarchies, and arbitrary tagging are all easy to employ.<br /> <br /> <u><strong>Updated polls:</strong></u><br /> Polls are a great way for your community members to provide quick feedback. With our 5.2 release, we’ve made it easier to decorate any product or article page with polls, and we’re provided new Polls Collections capabilities.<br /> <br /> <u><strong>Reactions now come in "Chiclets": </strong></u><br /> Reactions are single-click social expressions such as<br /> like/want/have or OMG/LOL/Wow. Users have come to expect these presented as lightweight buttons decorated with the number of users who have made a given choice, and we now have that display option in addition to a bar graph display.<br /> <br /> <u><strong>ORX:</strong></u><br /> It's the <strong>Open Review eXchange</strong>, and it's available in private beta. Curious? Contact your Demand Media representative for more details.<br /> <br /> To learn more about Pluck, please <a href="http://www.pluck.com/resources/request-info/" title="Learn More">contact us</a>.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:cc6dcf2e-191a-4fe5-aa9b-a1afe7302532 Recent Pluck Go Lives http://www.pluck.com/resources/blog/_recent-pluck-lives Tue, 10 Jul 2012 14:38:00 GMT With major marketing events (IRCE, <a href="http://www.pluck.com/learn/socialcommerce.html">Forrester Webinar</a>, etc.) coupled with our upcoming 5.2 release and significant hiring (we've had a bunch of amazing people join Pluck over the last few weeks and are continuing to <a href="http://www.pluck.com/blog/index.php/_pluck-hiring">recruit </a>and grow), early summer 2012 has been exciting and invigorating for the Pluck crew. <div><br /></div><div>We're also very proud of our <a href="http://www.pluck.com/services/professional_services.html">Professional Services</a> team's collaboration with a stellar base of market leading customers. As it's been a couple of months since we <a href="http://www.pluck.com/blog/index.php/_recent-pluck-deployments-1">last highted</a> recent deployment, below are a few of the new and innovative uses of the Pluck integrated community platform in market:<div><br /></div><div><ul><li><a rel="nofollow" href="http://www.carphonewarehouse.com/onlinecommunity">CarphoneWarehouse</a>: Europe's leading mobile phone retailer, with more than 1,700 stores, has initially integrated Pluck Forums and Personas to foster customer community and drive conversions.</li><li><a rel="nofollow" href="http://www.peterboroughtoday.co.uk/news/business/business-news/9-000-on-waiting-list-in-peterborough-as-2-000-homes-sit-empty-1-3982468">Johnston Press</a>: the second largest publisher of newspapers in the UK recently deployed Pluck Comments and Personas across more than 214 sites. </li><li><a rel="nofollow" href="http://www.mothercare.com">Mothercare</a>: as profiled in more detail <a href="http://www.pluck.com/blog/index.php/_mothercare-live-pluck">here</a>, the global parenting products powerhouse leveraged Pluck for Ratings, Reviews and more as they moved from the Amazon platform.</li><li><a rel="nofollow" href="http://www.rte.ie/lifestyle/community/">RTE</a>: the public service broadcaster in Ireland uses Pluck Reviews, Comments, Photos (with Pinterest integration), Forums and our Personas to drive content-centric community experiences.</li><li><a rel="nofollow" href="http://www.shop.ca">Shop.ca</a>: launched to offer Amazon-like services to the Canadian market, this innovative start-up selected Pluck as a single community platform over four point solution vendors. Pluck powers Social Sign-On, Ratings, Reviews, Discussions, Gamification, Reactions, Sharing and more. Plus, Pluck enables an innovative <a rel="nofollow" href="http://www.shop.ca/shop/infoView?storeId=10201&urlLangId=-1&urlRequestType=Base&content=Share+MORE%2C+Earn+MORE%21&id=21447153&langId=-1&catalogId=10301">Social Loyalty</a> program where Pluck-powered actions (and Pluck-influenced conversions) generate tangible discounts and offers.</li><li><a rel="nofollow" href="http://news.sky.com/story/953952/barclays-boss-diamond-says-he-wont-resign">Sky</a>: the UK broadcaster leverages Pluck Single Sign-On (against Facebook and the Sky ID) along with Pluck Comments in an modern, clean design. </li><li><a rel="nofollow" href="http://it.uefa.com/uefaeuro/photos/fans/team=35/photo.html#1818915">UEFA</a>: the administrative body for association football in Europe use Pluck for article Comments, User Ratings and more across 12 languages.  </li></ul><div>Kudos and thanks to these market leaders for their newly launched integrated community experiences!</div></div></div><div><br /></div><div>Best,</div><div>Steve</div><div><br /></div><div>Steve Semelsberger</div><div>SVP & GM, Social Solutions</div><div>Demand Media</div><div>Follow: @semels</div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:4511c0a2-bf4e-4451-9500-f8c3cf742479 Pluck is Hiring! http://www.pluck.com/resources/blog/_pluck-hiring Fri, 15 Jun 2012 19:20:00 GMT <p> It's been an incredible first half of 2012. We've been thrilled to welcome new customers like UEFA, Shop Direct Group, Shop.ca, Universal Music Australia, and L'Oreal. And we've been honored by, and appreciative of, the extended business that phenomenal clients like Kraft, Mass Mutual, Hearst, Redbox, and McGraw-Hill have undertaken with us. With rapid innovation in the product, an explosive market in front of us, and exceptional performance by the team against key financial metrics, Pluck is in a posiiton to continue hiring aggressively. </p> <div>  </div> <div> On top of the amazing services, support, customer care, marketing, community management and other folks who have joined us recently, we are actively looking to add:</div> <div>  </div> <div> <a href="http://www.demandmedia.com/about-us/careers" rel="nofollow">Engineers</a>: build scalable, flexible applications and platform technology that delivers thousands of requests per second to millions of users for major web destinations (NFL, NPR, USA Today, etc.).</div> <div> <a href="http://www.demandmedia.com/about-us/careers" rel="nofollow">Operations</a>: manage performance, tune, optimize and expand the Pluck SaaS footprint across global data centers.</div> <div> <a href="http://www.demandmedia.com/about-us/careers" rel="nofollow">Consultants</a>: work directly with key clients on strategy, integration, extension, management and measurement initiatives.</div> <div> <a href="http://www.demandmedia.com/about-us/careers/?jvi=oLHkWfws,Job" rel="nofollow">Sales</a>: own relationships with top marketing, digital and e-commerce executives at the world's biggest and best brands. Multiple positions open, including <a href="http://www.demandmedia.com/about-us/careers" rel="nofollow">Vice President</a>, <a href="http://www.demandmedia.com/about-us/careers" rel="nofollow">Regional Director</a> and <a href="http://www.demandmedia.com/about-us/careers" rel="nofollow">Account Director</a>.</div> <div>  </div> <div> We'd love to get to know you better and explore career opportunities. With amazing offices (former Willie Nelson-owed music venue just off South Congress in Austin, TX), a great set of collaborative people, exceptional customers, and a world-class social media product, the Pluck team at Demand Media offers a ton for those looking to grow, have fun and make a difference.</div> <div>  </div> <div> <a href="http://www.demandmedia.com/about-us/careers" rel="nofollow">Drop us a line</a>!</div> <div>  </div> <div> Best,</div> <div> Steve Semelsberger</div> <div> SVP & GM, Social Solutions</div> <div> Demand Media</div> <div> @semels</div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:31fc410b-0f35-47a2-a310-a4098f6a6f55 We're going to IRCE! http://www.pluck.com/resources/blog/_were-going-irce Fri, 01 Jun 2012 19:38:00 GMT <font size="2">If you’re planning to attend next week’s Internet Retailer Conference and Exhibition in Chicago, keep an eye out for your friends from Demand Media and Pluck.<br /><br />We’ll be in an island booth, #301, in the Exhibition Hall, right inside the entrance. Please plan to drop by. You’ll have a chance to connect with our executives, and we’d love to catch you up on the business and our plans for the year.<br /><br />You should also plan to attend Thursday’s Track G (<span style="font-style:italic;">Social Commerce & Marketing: Creating sales where the customers are</span>). We are the sponsor of this day long exploration of the convergence of social and shopping, with speakers from established brands and innovative startups. We’ll have a presence in and around the Track G session room, and we're looking forward to connecting with you there, too.<br /><br />See you in Chicago!<br /></font> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:8cb62cdc-b637-4015-af6b-f8a635a2f09c Forrester Webinar 5/22: Myth of Social Commerce http://www.pluck.com/resources/blog/_forrester-webinar-522-myth-of-social-commerce Thu, 17 May 2012 17:04:00 GMT We're thrilled to partner with Sucharita Mulpuru, VP and Principal Analyst from Forrester. On Tuesday May 22 at 3.30p Sucharita will explore what's working in social commerce. I'll then follow-up with a series of practical case studies, showcasing how Whole Foods, Target, Redbox and others are using integrated community to drive Conversions. More details and online registration are <a href="http://www.pluck.com/learn/socialcommerce.html">here</a>. Hope that you can join us. Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:740ad66c-2a39-49dd-81aa-4ab5f8d0cfd4 The Best Signal for Customer Intelligence: Owned Social Media http://www.pluck.com/resources/blog/_signal-customer-intelligence-owned-social-media Thu, 10 May 2012 15:00:00 GMT <div> Almost every business or organization is using tools to analyze social media in order to understand their customers and visitors better. Big software packages like Radian6 have done a great job building software to make sense of the Twitter and Facebook firehoses, but they're not integrating well with "owned" social media, and I suspect most brands with on-site community features are not yet using that valuable information in customer intelligence efforts.</div> <div>  </div> <div> Also, innovative web sites are increasingly personalizing site content based on what they know about the user from click path analysis and other data. Again, since this information is semi-anonymous, it's potentially a far weaker signal than your on-site community is providing you, and if you're not empowering your personalization platform with a user's prior contributions, your targeting efforts are suffering from deficient accuracy.</div> <div>  </div> <div> Here are some of the unique signals owned social can provide:</div> <div>  </div> <div> On-site communities that provide rich user profiles (we call them Personas) aggregate a wealth of information on real people. There are sophisticated cookie-tracking packages that miss the most accessible source of actionable intelligence: contributions the user herself has made on your site.</div> <div>  </div> <div> Gamification systems capture valuable insights into your active users. A well-designed program inherently attaches user engagement to identified business goals, such as <a href="http://www.pluck.com/results/" target="_blank" title="Pluck results: advocacy">turning guests into evangelists</a>. Good software will let you segment points and badges by content type and by topic, so that you not only learn how much a user is contributing, but what they care about. Because this is occurring on your site, it is at least as valuable as information gleaned from the Open Graph.</div> <div>  </div> <div> Building on the gamification theme, self-assigned and staff-assigned badges further qualify valuable users.</div> <div>  </div> <div> Finally, analyzing referral traffic from social networks is <em>de rigueur</em>. But, are you able to attribute an inbound visit to the user who shared a link to your site? If you can't, you're missing out on a hugely compelling piece of the lifetime value of your brand advocates. Pluck's Reputation Engine is not only able to award points and badges to users who syndicate content to social destinations, it can also attribute inbound traffic to the sharer and make a new award for each "earned" visit. Make sure to take this important signal into account in your overall marketing and analytics efforts.</div> <div>  </div> <div> Customer intelligence is increasingly top of mind at all levels of business. You're smart for having community features on your site—now go the next step and make sure you're squeezing all the value you can from that rich insight.</div> <div>  </div> <div> (Pluck customers, make sure to contact your Demand Media representative to learn how you can integrate valuable Pluck data into tools like SAS, SiteCore, Radian6 Insights, and others. Our platform-agnostic approach means you can integrate with any tool, including home-grown software.)</div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:5b476bd8-127b-4dfe-bfe4-1777f38b2cab Mothercare live with Pluck! http://www.pluck.com/resources/blog/_mothercare-live-pluck Sun, 06 May 2012 17:44:00 GMT <p class="MsoNormal"><span> </span></p> <p class="MsoNormal"><span>I am pleased to announce that </span><span><a rel="nofollow" href="http://www.mothercare.com">Mothercare</a></span><span> are now live with Pluck!</span> <span>It’s is a great brand and we at Demand Media are excited and honoured to be part of their social strategy and recent deployment of Pluck. <br /></span></p> <p class="MsoNormal"><span>Mothercare is a retailer of products for mothers-to-be, babies and young children, offering clothing, furniture, bedding, toys and other products in its 300+ stores and online. They are building on a 50-year history of retail success to become “the world's leading specialist retailer of parenting and children's products.” In their view, customer community is core to that goal. <br /></span></p> <p class="MsoNormal"><span>Pluck is part of Mothercare’s migration away from the Amazon platform. In this migration, Pluck assumes the critically important role of providing product ratings and reviews. And as part of the project we helped Mothercare move their enormous cache of Amazon reviews into the Pluck platform. <br /></span></p> <p class="MsoNormal"><span>Some highlights of Mothercare’s impressive Pluck implementation include: <br /></span></p> <p style="margin-left:0.25in;text-indent:-0.25in;" class="MsoListParagraph"><span style="font-family:Symbol;color:black;"><span>·<span style="font:7pt 'Times New Roman';">         </span></span></span><span><a href="http://www.pluck.com/products/reviews.html"><span style="background:none repeat scroll 0% 0% white;">Pluck Reviews</span></a></span><span style="color:black;background:none repeat scroll 0% 0% white;"> are deployed in a pre-moderated, RESTful ma</span><span>nner. This allows Mothercare to enjoy maximum <a href="http://www.pluck.com/products/api-seo.html"><span style="color:windowtext;text-decoration:none;">SEO</span></a> benefit, bringing new consumers </span><span style="color:black;background:none repeat scroll 0% 0% white;">to the brand by exposing their customers’ energy and enthusiasm to the Web.</span></p> <p style="margin-left:0.25in;text-indent:-0.25in;" class="MsoListParagraph"><span style="font-family:Symbol;color:black;"><span>·<span style="font:7pt 'Times New Roman';">         </span></span></span><span><a href="http://www.pluck.com/products/personas.html"><span style="background:none repeat scroll 0% 0% white;">Pluck Personas</span></a></span><span style="color:black;background:none repeat scroll 0% 0% white;"> </span><span style="color:black;background:none repeat scroll 0% 0% white;">support friending, in addition to capturing and reporting on customer activity in the community. Friending on retail sites has demonstrated value in building engagement, time on site and brand loyalty. </span></p> <p style="margin-left:0.25in;text-indent:-0.25in;" class="MsoListParagraph"><span style="font-family:Symbol;color:black;"><span>·<span style="font:7pt 'Times New Roman';">         </span></span></span><span><a href="http://www.pluck.com/roles/mobile.html"><span style="background:none repeat scroll 0% 0% white;">Mobile</span></a></span><span style="color:black;background:none repeat scroll 0% 0% white;"> </span><span style="color:black;background:none repeat scroll 0% 0% white;">support is built into the initial community deployment. Mothercare offers community features on its mobile site using the Pluck mobile widgets. Check it out on your smart phone!</span></p> <p style="margin-left:0.25in;text-indent:-0.25in;" class="MsoListParagraph"><span style="font-family:Symbol;color:black;"><span>·<span style="font:7pt 'Times New Roman';">         </span></span></span><span style="color:black;background:none repeat scroll 0% 0% white;">User Interface integration was done with our out-of-the-box widgets, which were styled via CSS to seamlessly fit into to the visual brand of the Mothercare site.</span></p> <p class="MsoNormal"><span> </span><strong><span style="font-size:10pt;font-family:'Arial','sans-serif';color:black;background:none repeat scroll 0% 0% white;">Web View:</span></strong><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/8/6/281bc693-13b0-4928-96be-c6c524871ce1.Full.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="281bc693-13b0-4928-96be-c6c524871ce1" src="http://sitelife.pluck.com/ver1.0/Content/images/store/8/6/281bc693-13b0-4928-96be-c6c524871ce1.Large.png" alt="blog post photo" /></a></p> <p class="MsoNormal"><span style="font-size:10pt;font-family:'Arial','sans-serif';color:black;background:none repeat scroll 0% 0% white;"> </span><strong><span style="font-size:10pt;font-family:'Arial','sans-serif';color:black;background:none repeat scroll 0% 0% white;">Mobile View:</span></strong><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/10/13/fab406b8-bc14-4d25-ad6a-7b682ba1f0a0.Full.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="fab406b8-bc14-4d25-ad6a-7b682ba1f0a0" src="http://sitelife.pluck.com/ver1.0/Content/images/store/10/13/fab406b8-bc14-4d25-ad6a-7b682ba1f0a0.Large.png" alt="blog post photo" /></a><span style="font-size:10pt;font-family:'Arial','sans-serif';color:black;background:none repeat scroll 0% 0% white;"><br /></span></p> <p class="MsoNormal"><strong><span style="color:black;background:none repeat scroll 0% 0% white;">Where do we go from here? <br /></span></strong></p> <p class="MsoNormal"><span style="color:black;background:none repeat scroll 0% 0% white;">As I said earlier this is just the beginning! We’re already working with Mothercare on the next generation of their Pluck community. <br /></span></p> <p class="MsoNormal"><span style="color:black;background:none repeat scroll 0% 0% white;">For my part, I see lots of opportunities for Facebook and Twitter integration via the Persona. After all, why not let customers invite their friends from other social networks to join in the conversation and learn more about great Mothercare bargains? I think Pluck’s </span><span><a href="http://www.pluck.com/products/reputation-engine.html"><span style="background:none repeat scroll 0% 0% white;">gamification</span></a></span><span style="color:black;background:none repeat scroll 0% 0% white;"> </span><span style="color:black;background:none repeat scroll 0% 0% white;">engine can also tie nicely into the story. Why not reward community members for their participation, give them points for </span><span><a href="http://www.pluck.com/products/syndication-engine.html"><span style="background:none repeat scroll 0% 0% white;">syndicating</span></a></span><span style="color:black;background:none repeat scroll 0% 0% white;"> </span><span style="color:black;background:none repeat scroll 0% 0% white;">community content to Facebook, and reward them <em>and </em>their friends who respond and become part of the conversation? <br /></span></p> <p class="MsoNormal"><span style="color:black;background:none repeat scroll 0% 0% white;">Look for great things from this new Pluck community. I’ll keep you posted!</span></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:c00f4e82-7915-46af-bbc1-dd0b302a1f15 Pluck Now Offers Pinterest Integration http://www.pluck.com/resources/blog/_pluck-now-offers-pinterest-integration Fri, 27 Apr 2012 21:09:00 GMT <br /><br /><font size="2">In his <a href="http://www.pluck.com/blog/index.php/_announcing-pluck-51" target="_blank" title="Annlouncing Pluck 5.1">post last week</a> Glen Ford made reference to Pluck's integration with Pinterest. I wanted to dive deeper into that new Pluck feature, because Pinterest is on the radar of every brand I talk to. <br /><br />Pinterest has become a magnet for consumer passion and sharing. Our customers, brands that make it their business to understand consumer passion, report that virtually overnight Pinterest has become a very important source of referral traffic for t</font><font size="2">hem. Naturally, any social destination that sends new audience to a brand's own site will get the brand's attention.<br /><br />For their part consumers find Pinterest content to be not only compelling, but very credible and trustworthy. It is highly visual, first of all, which appeals to the primacy of our sense of sight. And it is content that Pinterest posters really care about. That, of course, makes Pinterest a natural place for Pluck users to connect to. <br /><br />With the release of Pluck 5.1 Pinterest integration is built into Pluck Galleries, our photo and video galleries application. Now our customers can add Pinterest's signature "Pin It” button to both public and persona-level galleries, with no developer involvement. And with this integration Pluck becomes the first community platform with links to Pinterest. It joins Facebook, Twitter and LinkedIn as social networking destinations to which Pluck clients can syndicate community-generated content.<br /><br />The Phoenix Suns have already added Pinterest support to the photo galleries in their <a rel="nofollow" href="http://fans.suns.com/photos.php" target="_blank" title="Phoenix Suns Fan Hub">Fan Hub</a>. Suns fans can “pin” photos in these galleries to their own Pinterest pages with a click of the “Pin It” button built into the Pluck Galleries widget. <br /><br /></font><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/13/6/1d62aa60-af88-46d7-b6aa-e98cc1942a4f.Full.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="1d62aa60-af88-46d7-b6aa-e98cc1942a4f" style="width:420px;height:532px;" src="http://sitelife.pluck.com/ver1.0/Content/images/store/13/6/1d62aa60-af88-46d7-b6aa-e98cc1942a4f.Large.png" alt="blog post photo" /></a><br /><br /><font size="2"><br />With Pinterest integration built into our platform, Pluck community members can expose Pinterest visitors to great content, and make it easy for those visitors to discover the brands that inspired that content. </font> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:92d910f7-17df-40ea-81d1-049d782d17f8 Put these Events on your Calendar http://www.pluck.com/resources/blog/_put-events-calendar Fri, 27 Apr 2012 20:21:00 GMT <font size="2">It’s no secret that brands that sell product on their websites are taking a hard look at community.  If this describes you, you owe it to yourself to connect with us at one of our upcoming events:<br /><br /><strong>Social Commerce Webinar. </strong>We’re very excited to be hosting a hands-on <a href="http://www.pluck.com/learn/socialcommerce.html" title="Social Commerce Webinar Registration">Social Commerce webinar</a> on May 22nd. Joining us will be Sucharita Mulpuru, Forrester’s retail superstar. Sucharita, who was the keynote emcee at last year’s Shop.org Annual Summit, will puncture <strong>The Myth of Social Commerce</strong>, and will offer some pointed counsel to marketers about where they should be focusing their social commerce activities.<br /><br />Also addressing the webinar audience will be Steve Semelsberger, our own SVP and GM of Social Solutions and the man who drives the Pluck business. Steve will boil down the lessons we’ve learned from our many successful Social Commerce implementations into <strong>The 4 Essential Building Blocks of an Effective Conversion Community</strong>. He’ll provide a simple, valuable framework for planning and building a community that meets your Social Commerce objectives, and he'll back up his advice with outstanding Conversion Community examples.<br />   <br />Please plan to attend our webinar on May 22nd at 2:00 pm Central. You can register <a href="http://www.pluck.com/learn/socialcommerce.html" title="Social Commerce Webinar Registration">here</a>. This will be a limited capacity event, so don’t wait too long to sign up!<br /><br /><strong>Internet Retailer Conference and Exhibition (IRCE).</strong> We’re gearing up for a major role at Internet Retailer’s massive annual conference. This year’s event is in Chicago and runs June 5 – 8. <br /><br />Look for us at Booth 301, right inside the entrance to the McCormick Place exhibition hall, and remember to ask us about our big news. We’ll have some…<br /><br />We’re also the exclusive sponsor of the daylong Social Commerce Workshop at IRCE on June 8th. You’ll find us right outside the workshop session room. Make sure you stop and chat, because we’ll have some juicy things to give away. </font> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:d21d3caf-0676-44b8-af54-79f702aa0559 Announcing Pluck 5.1 http://www.pluck.com/resources/blog/_announcing-pluck-51 Fri, 27 Apr 2012 02:58:00 GMT <p style="font-size:12.5px;"> We are happy to announce the release of version 5.1. Here's a sample of what the new release brings to our customers:</p> <ul style="font-size:13px;"> <li style="font-size:12.5px;margin-top:4px;margin-right:0px;margin-bottom:4px;margin-left:0px;"> <strong>Pinterest integration:</strong> we've built a "Pin It" button directly into our photo and video widgets, the first of many planned integrations with the hottest new social network—already live on the <a href="http://fans.suns.com/photos.php" rel="nofollow" target="_blank">Phoenix Suns Fan Hub</a>.</li> <li style="font-size:12.5px;margin-top:4px;margin-right:0px;margin-bottom:4px;margin-left:0px;"> <strong>Syndicate On Demand:</strong> We've extended the social bridging capabilities we've had for years with a clean new interface. Users will find it easier than ever to connect to and share content with Facebook, Twitter & Linked In. </li> <li style="font-size:12.5px;margin-top:4px;margin-right:0px;margin-bottom:4px;margin-left:0px;"> <strong>Identify & reward your sharers:</strong> Users who syndicate content to external networks and social bookmarking sites are your true key influencers. We've added trackback capabilities to our top-flight syndication tools, empowering community managers and server-side systems to identify the sharer as referral traffic comes in. </li> <li style="font-size:12.5px;margin-top:4px;margin-right:0px;margin-bottom:4px;margin-left:0px;"> <strong>Reputation Engine feed:</strong> Marry your business needs to our gamification features using a unique, easy-to-consume feed of activity that earns points or badges in the reputation engine.</li> <li style="font-size:12.5px;margin-top:4px;margin-right:0px;margin-bottom:4px;margin-left:0px;"> <strong>Social Sign-On with enhanced callbacks:</strong> The data is clear: users want an effortless way to sign up for your on-site community, using their identity from networks like Facebook. But, if you already have a registration database or want additional information (perhaps a ZIP code?), you need a way to inject steps into the usual workflow, and to communicate with your back-end systems. We've added easy hooks into our existing social sign-on app to enable just that.</li> <li style="font-size:12.5px;margin-top:4px;margin-right:0px;margin-bottom:4px;margin-left:0px;"> <strong>Continuing performance and scale optimization:</strong> Performance has always been a core value for Pluck, and we continually extend the platform's legendary capabilities to serve community at scale.</li> </ul> <p> <font class="Apple-style-span" size="4">The parts are great, but the sum is even greater</font></p> <p style="font-size:12.5px;"> We're proud of all the bits in this release, but if you take a look at what it enables as a whole, you can see synergy around gamification and social syndication. Ingredient one: the syndication features included in every application (and the SDKs), extended by Syndicate On Demand and trackback identifiers. Ingredient two: platform-wide gamification features, now enhanced with the events feed. Ingredient three: point and badge awards for syndication, as well as the referral traffic users generate. Taken together, these give Pluck an unparalleled power to identify and incent your most valuable users. </p> <p style="font-size:12.5px;"> Plus, social sign-on gets more visitors to convert into members, and Pinterest integration opens up a valuable new universe of compelling syndication possibilities. </p> <p style="font-size:12.5px;"> All this is delivered at the scale of top web brands, retailers, and publishers. (Our customer list really is an <a href="http://www.pluck.com/customers/" target="_blank" title="Just a few of our customers">"embarrassment of riches"</a>!)</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:deb96fd0-3a0b-4deb-aaf8-78cf6e708aab Recent Pluck Deployments http://www.pluck.com/resources/blog/_recent-pluck-deployments Fri, 06 Apr 2012 18:41:00 GMT <p class="MsoNormal">It’s been incredible to see the expanding innovation our customers are fueling via the Pluck platform. Over the last few months we’ve witnessed a series of impressive new launches, complementing the ongoing efforts by our existing <a href="http://www.pluck.com/customers">customers</a>.</p> <p class="MsoNormal">Through the highlights below, you’ll notice a strong collection of digital retailers (our fastest growing market segment) along with a healthy representation of Pluck Reviews (our most rapidly expanding application) and Pluck Forums (one of our Top 3 applications by usage).</p> <p class="MsoNormal">Noteworthy and recent Pluck deployments include:</p><p class="MsoNormal"><strong>1-800-DENTIST</strong>: NationalDentalReviews.org now features integrated <a rel="nofollow" href="http://hammond-pond-dental-associates.nationaldentalreviews.org/?qRID=252752">Pluck Reviews</a> throughout the site.  Dentists also have the ability to manage Reviews via a Patient Activator administrative workbench, as well as share Reviews to the dentist’s <a rel="nofollow" href="http://www.facebook.com/pages/Hammond-Pond-Dental-Associates/93372938389">Facebook Wall</a>. </p> <p class="MsoNormal"><strong>Estee Lauder</strong>: <a rel="nofollow" href="http://www.macpro.com/">MacPro</a> is a members-only community of professional makeup artists. Once inside, members have the opportunity to learn and share via Pluck Personas, Forums, Comments, Collections and more.</p> <p class="MsoNormal"><strong>HomeClick: </strong> as highlighted in a <a href="http://www.pluck.com/blog/index.php/_e-commerce-leader-homeclick-leverages-pluck">recent press release</a>, HomeClick has taken a fairly holistic – and strategically compelling – approach to social commerce with Pluck. Their <a rel="nofollow" href="http://www.homeclick.com/community/">community landing page</a> offers a good starting point to see them in action.</p> <p class="MsoNormal"><strong>Hy-Vee</strong>: the employee owned supermarket chain (with 235 stores) leverages Pluck for a variety of community purposes, including <a rel="nofollow" href="http://www.hy-vee.com/health/health-wellness-forum/">Health & Wellness Forums</a>.</p> <p class="MsoNormal"><strong>Intel: </strong>the world loves will.i.am of the Black Eyed Peas. One creative use of Pluck comes from Intel’s integration of our Comments Application (optimized for PC and Mobile Web experiences) into an <a rel="nofollow" href="http://www.intel.com/content/www/us/en/ultrabook/ultrabook-project/ultrabook-project.html?tokyo/lights-cameras-ultrabook">Ultrabook</a> world tour campaign. </p> <p class="MsoNormal"><strong>Kraft: </strong>while Kraft has used Pluck for several years across a myriad of sites, we wanted to draw attention to their implementation of our media Galleries providing a consistent content experience with seamless moderation and analytics both on <a rel="nofollow" href="http://www.facebook.com/KraftSingles/app_301546689889869">Facebook</a> and <a rel="nofollow" href="http://singles.kraftbrands.com/KraftSingles/map">Web</a>.</p> <p class="MsoNormal"><strong>NBA</strong>: the <a rel="nofollow" href="http://www.cavfanatic.com/forums/#plckforumpage=ForumCategories">Cleveland Cavaliers</a> and <a rel="nofollow" href="http://fans.suns.com/">Phoenix Suns</a> are the first two NBA teams to launch with Pluck. Both have undertaken smart approaches to gamification via Pluck points, badges, <a rel="nofollow" href="http://www.cavfanatic.com/standings/">leaderboards</a> and other features.</p> <p class="MsoNormal"><strong>NFL</strong>: the NFL.com has used Pluck extensively for several years in areas like the <a rel="nofollow" href="http://www.nfl.com/draft/2012/war-rooms/colts">Draft War Room</a>. Over the last few months, additional team sites (including the Chiefs, 49ers, Giants, Chargers, Bills, and Panthers) have joined leaders like the <a rel="nofollow" href="http://www.truebluefanclub.com/socialnet/forums.cfm?plckForumPage=Forum&plckForumId=Cat%3a24d8e8bc-b132-4a6f-81fa-ab728a950ed1Forum%3a140ede96-a57c-412f-826a-3047cb49bbe1">Dallas Cowboys</a> in their use of Pluck to power fan passions.</p> <p class="MsoNormal"><strong>Orange: </strong>the UK-based mobile phone leader leverages Pluck Comments and Personas for both <a rel="nofollow" href="http://full.orangeworld.co.uk/article/news/jaguar_makes_new_model_to_replace_e_type_icon?sid=e50e18d2b97c">Mobile</a> Web and <a rel="nofollow" href="http://web.orange.co.uk/article/news/jaguar_makes_new_model_to_replace_e_type_icon">PC</a> Web optimized experiences. </p> <p class="MsoNormal"><strong>Time Warner</strong>: various divisions of media giant use Pluck. An example of a fairly robust Forums environment can be found on the UK’s <a rel="nofollow" href="http://www.womanandhome.com/forums?plckForumPage=ForumDiscussion&plckDiscussionId=Cat%3aPLUCK%3aWOMANANDHOMEForum%3aForumImported_wh_GeneralDiscussion%3a06d6187d-89be-40db-8c75-13b2320ab922">Woman And Home</a>.</p> <p class="MsoNormal"><strong>Target: </strong>the upscale discounter now houses multiple years of Amazon reviews in Pluck – and leverages the Pluck Reviews Application for hundreds of thousands of <a rel="nofollow" href="http://www.target.com/p/Apple-iPod-touch-Black-4th-Generation-8GB-Touch-Screen-Wi-Fi-MP3-Player-MC540LL-A/-/A-12990622?reco=Rec|pdp|12990622|PopularProducts|home_page.full_1&lnk=Rec|pdp|12990622|PopularProducts|home_page.full_1#reviews-and-ratings">Product SKU</a> pages.</p> <p class="MsoNormal">On behalf of the Demand Media team, I’d like to personally thank the companies above (and the agencies they work with) for their ongoing work with Pluck. If you have any questions about these (or other implementations), please <a href="http://www.pluck.com/products/learnmore.html?prev=http://www.pluck.com/resources/contact.html">drop us a note</a>. We’d love to hear from you.</p><p> </p><p>Steve Semelsberger</p><p class="MsoNormal">SVP & GM, Social Solutions</p> <p class="MsoNormal">Demand Media</p> <p class="MsoNormal">@semels</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:0f8f1736-4422-4366-bd5e-368c2299628e E-Commerce Leader HomeClick Leverages Pluck http://www.pluck.com/resources/blog/_e-commerce-leader-homeclick-leverages-pluck Wed, 28 Mar 2012 21:15:00 GMT <span style="font-family:arial, helvetica;font-size:12px;text-align:left;">Today, our friends at HomeClick (a leading online distributor of home improvement and home decor products) announced that they are successfully using the Pluck community platform to drive engagement and conversions. </span><div><br /></div><span style="font-family:arial, helvetica;font-size:12px;text-align:left;">Chuck Gartenhaus, President at HomeClick, sumed things up well:</span> <span style="font-family:arial, helvetica;font-size:12px;text-align:left;">“We believe the new HomeClick Community will attract consumers who are passionate about their homes and want to share that passion with experts and likeminded shoppers. The social experience we offer through the new Community will help HomeClick stand out in a competitive environment.”</span><span style="font-family:arial, helvetica;font-size:12px;text-align:left;"><br /><br /></span><div><span style="font-family:arial, helvetica;font-size:12px;text-align:left;">With the HomeClick Community, home improvement enthusiasts, first-time homebuyers and everyday shoppers can bring conversations that would otherwise be limited to a handful of friends, neighbors or family members to a much wider audience. The result is a vibrant, online community where products are compared, projects are discussed, and design and decorating ideas are shared, making shopping for the home more fun and informative.</span></div><div><span style="font-family:arial, helvetica;font-size:12px;text-align:left;"><br /></span></div><div><span style="font-family:arial, helvetica;font-size:12px;text-align:left;">Read more via the </span><a href="http://www.digitaljournal.com/pr/642606" rel="nofollow">press release</a><span style="font-family:arial, helvetica;font-size:12px;text-align:left;"> and definitely check out </span><a href="http://www.homeclick.com/community/" rel="nofollow">homeclick.com/community</a></div><div><div style="text-align:-webkit-auto;"><br /></div><div style="text-align:-webkit-auto;">Thanks, Chuck and team. Lots of great stuff ahead...</div><div style="text-align:-webkit-auto;"><br /></div><div style="text-align:-webkit-auto;">Steve Semelsberger</div><div style="text-align:-webkit-auto;">SVP & GM, Social Solutions</div><div style="text-align:-webkit-auto;">Demand Media</div><div style="text-align:-webkit-auto;">@semels</div><span style="font-family:arial, helvetica;font-size:12px;text-align:left;"><br /></span><span style="text-align:left;"><font face="arial, helvetica"><span style="font-size:12px;"><br /></span></font><br /><br /></span></div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:b92e8d0a-c34a-4b50-a25d-05acc8cfa9ea Pluck Team is Hiring http://www.pluck.com/resources/blog/_pluck-team-hiring Thu, 22 Mar 2012 11:00:00 GMT As Pluck continues to expand our product footprint, services offerings and world-class customer base, we are further investing in key areas of the business. We currently are hiring talented, passionate, humble and client-centric leaders for sales, engineering, customer care, account management and other positions, many of which are in our newly upgraded Austin, TX offices (at the converted home of Willie Nelson's old music venue, the Austin Opera House). <div><br /></div><div>More information is available on the <a href="http://www.demandmedia.com/jobs/" rel="nofollow">Demand Media Jobs</a> page. If you're not certain about which position might be a match, please <a href="http://www.demandmedia.com/jobs/" rel="nofollow">drop us a line</a>. We'd love to hear from you. And we're also adding to the CoveritLive team along with other areas of Demand Media.</div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:758ea83e-1c56-4453-b7b6-acf94ce3a6be Another use case for review "author" attributes http://www.pluck.com/resources/blog/_another-use-case-review-author-attributes Wed, 21 Mar 2012 14:59:00 GMT <div> Pluck's Reviews application has a terrific feature we call "Author Attributes" that lets a review writer describe themselves or how they use a product, in fields defined by the community managers. It's useful in several ways:</div> <div> <ul> <li> authors feel more invested in their contribution</li> <li> users can filter review lists to find the most relevant ones based on affinity to these attributes</li> <li> they provide a wealth of insights into community members, which can ultimately help you increase conversions</li> </ul> <div> Any good review system should include this feature, and if you have reviews on your site, you should consider employing them right away. (Pluck customers: be sure to <a href="http://www.pluck.com/resources/blog/_form-abandonment-tracking-rich-reviews/" target="_blank" title="Form Abandonment Tracking For Rich Reviews">track form abandonment too</a>.)</div> </div> <div>  </div> <div> But, there's a problem with the feature name. These attributes can actually be used to record <em>anything</em> relevant to the review, the author, or the product — whether they're ever exposed to users or not. The filtration power is excellent for easily adding levels of hierarchy. Pluck customers are already taking advantage of that fact by (for instance) recording reviews against a product, then using hidden attributes to support drilling down into specific varieties.</div> <div>  </div> <div> Imagine reviews of a Harry Potter DVD — you'll want to see all the reviews of that movie, as well as drilling down into the Blu-Ray version. Digging into the subtleties of similar use cases reveals the power of these filtering attributes — as well as the inaccuracy of our name for them.</div> <div>  </div> <div> Attribute values are still tied to the user, powering community insights as well as the more traditional use case. In fact, both approaches can be easily combined for maximum effect.</div> <div>  </div> <div> In the coming days we'll be dropping the "author" moniker in our marketing materials and documentation. Pluck customers who are interested in these concepts should work with our Services team and Tech Support to get the most out of them.</div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:b8152a80-5fcd-4e0a-9b7c-bc1acb1854c2 Don't put yourself in a gamification straitjacket http://www.pluck.com/resources/blog/_dont-put-yourself-gamification-straitjacket Fri, 16 Mar 2012 20:04:00 GMT <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Let's talk about a best practice for the initial design and evolution of a gamification program (whether it's the Pluck Reputation Engine or any other system):<strong> Never award a single point for anything.</strong> In fact, start with point accruals in multiples of 100. Why? To get better control over weighting, especially as the program evolves. Here's a quick example:</font></div> <div> <div style="word-wrap:break-word;"> <div>  </div> <div> <table border="1" cellpadding="0" cellspacing="0" style="border-collapse:collapse;border-width:initial;border-color:initial;border-style:none;"> <tbody> <tr> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.75pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;border-width:1pt;border-color:windowtext;border-style:solid;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <em><font class="Apple-style-span" face="arial, helvetica, sans-serif">Reward change date</font></em></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:68.5pt;border-top-style:solid;border-right-style:solid;border-bottom-style:solid;border-top-color:windowtext;border-right-color:windowtext;border-bottom-color:windowtext;border-top-width:1pt;border-right-width:1pt;border-bottom-width:1pt;border-left-style:none;border-left-width:initial;border-left-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="69"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Comment points</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:61.7pt;border-top-style:solid;border-right-style:solid;border-bottom-style:solid;border-top-color:windowtext;border-right-color:windowtext;border-bottom-color:windowtext;border-top-width:1pt;border-right-width:1pt;border-bottom-width:1pt;border-left-style:none;border-left-width:initial;border-left-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="62"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Photo points</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.9pt;border-top-style:solid;border-right-style:solid;border-bottom-style:solid;border-top-color:windowtext;border-right-color:windowtext;border-bottom-color:windowtext;border-top-width:1pt;border-right-width:1pt;border-bottom-width:1pt;border-left-style:none;border-left-width:initial;border-left-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Review points</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:64.45pt;border-top-style:solid;border-right-style:solid;border-bottom-style:solid;border-top-color:windowtext;border-right-color:windowtext;border-bottom-color:windowtext;border-top-width:1pt;border-right-width:1pt;border-bottom-width:1pt;border-left-style:none;border-left-width:initial;border-left-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Thumb points</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:54.35pt;border-top-style:solid;border-right-style:solid;border-bottom-style:solid;border-top-color:windowtext;border-right-color:windowtext;border-bottom-color:windowtext;border-top-width:1pt;border-right-width:1pt;border-bottom-width:1pt;border-left-style:none;border-left-width:initial;border-left-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="54"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Sharing points</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:66.15pt;border-top-style:solid;border-right-style:solid;border-bottom-style:solid;border-top-color:windowtext;border-right-color:windowtext;border-bottom-color:windowtext;border-top-width:1pt;border-right-width:1pt;border-bottom-width:1pt;border-left-style:none;border-left-width:initial;border-left-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="66"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Inbound points</font></p> </td> </tr> <tr> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.75pt;border-right-style:solid;border-bottom-style:solid;border-left-style:solid;border-right-color:windowtext;border-bottom-color:windowtext;border-left-color:windowtext;border-right-width:1pt;border-bottom-width:1pt;border-left-width:1pt;border-top-style:none;border-top-width:initial;border-top-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <em><font class="Apple-style-span" face="arial, helvetica, sans-serif">Jan 1</font></em></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:68.5pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="69"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">1</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:61.7pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="62"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">2</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.9pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">2</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:64.45pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">—</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:54.35pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="54"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">—</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:66.15pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="66"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">—</font></p> </td> </tr> <tr> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.75pt;border-right-style:solid;border-bottom-style:solid;border-left-style:solid;border-right-color:windowtext;border-bottom-color:windowtext;border-left-color:windowtext;border-right-width:1pt;border-bottom-width:1pt;border-left-width:1pt;border-top-style:none;border-top-width:initial;border-top-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <em><font class="Apple-style-span" face="arial, helvetica, sans-serif">Apr 1</font></em></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:68.5pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="69"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">2</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:61.7pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="62"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">4</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.9pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">4</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:64.45pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">1</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:54.35pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="54"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">—</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:66.15pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="66"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">—</font></p> </td> </tr> <tr> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.75pt;border-right-style:solid;border-bottom-style:solid;border-left-style:solid;border-right-color:windowtext;border-bottom-color:windowtext;border-left-color:windowtext;border-right-width:1pt;border-bottom-width:1pt;border-left-width:1pt;border-top-style:none;border-top-width:initial;border-top-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <em><font class="Apple-style-span" face="arial, helvetica, sans-serif">May 15</font></em></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:68.5pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="69"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">2</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:61.7pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="62"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">5</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.9pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">6</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:64.45pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">1</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:54.35pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="54"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">—</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:66.15pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="66"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">—</font></p> </td> </tr> <tr> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.75pt;border-right-style:solid;border-bottom-style:solid;border-left-style:solid;border-right-color:windowtext;border-bottom-color:windowtext;border-left-color:windowtext;border-right-width:1pt;border-bottom-width:1pt;border-left-width:1pt;border-top-style:none;border-top-width:initial;border-top-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <em><font class="Apple-style-span" face="arial, helvetica, sans-serif">May 30</font></em></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:68.5pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="69"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">4</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:61.7pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="62"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">10</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.9pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">12</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:64.45pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">1</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:54.35pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="54"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">2</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:66.15pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="66"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">3</font></p> </td> </tr> <tr> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.75pt;border-right-style:solid;border-bottom-style:solid;border-left-style:solid;border-right-color:windowtext;border-bottom-color:windowtext;border-left-color:windowtext;border-right-width:1pt;border-bottom-width:1pt;border-left-width:1pt;border-top-style:none;border-top-width:initial;border-top-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <em><font class="Apple-style-span" face="arial, helvetica, sans-serif">Jul 1</font></em></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:68.5pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="69"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">10</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:61.7pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="62"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">25</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.9pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">50</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:64.45pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">1</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:54.35pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="54"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">10</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:66.15pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="66"> <p class="MsoNormal" style="margin:0px;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">15</font></p> </td> </tr> </tbody> </table> </div> <div>  </div> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif">("Sharing points" are awarded when you share a link, such as to Facebook or Twitter; "Inbound points" are those you get when I click on the link you shared.)</font></div> <div>  </div> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif">What's going on in this table?</font></div> <ul> <li> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Jan 1: a program is initiated. You decide photos and reviews are worth more than comments.</font></li> <li> <font class="Apple-style-span" face="arial, helvetica, sans-serif">April Fools Day: you introduce <a href="http://www.pluck.com/resources/blog/_points-badges-gamification-conversions/" target="_blank" title="The importance of 2nd-party points">2nd-party points</a> for content other users like (stuff that is "thumbed up"). You decide textual contributions are still more important, so now you have to adjust the previous award rates.</font></li> <li> <font class="Apple-style-span" face="arial, helvetica, sans-serif">By the Ides Of May, you've found the program isn't encouraging photo or review submissions enough, so you bump up those award rates.</font></li> <li> <font class="Apple-style-span" face="arial, helvetica, sans-serif">May 30: you now introduce points for sharing and the effectiveness of shares. These are more important than thumbs, but not as important as comments, so they now have to adjust the weighting for all previous content types.</font></li> <li> <font class="Apple-style-span" face="arial, helvetica, sans-serif">July 1: you've found that people are gaming the system by doing thumb actions, throwing off the whole incentive program for more important actions. Now you have to radically change the points schedule; you also take the opportunity to tweak some of the prior weights.</font></li> </ul> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif">At every juncture, you have had to <strong>radically </strong>alter the rates, throwing off the leaderboards and existing earned badges. As the owner of a community, <strong>you've now earned 10 points for enraging your users!</strong> Early adopters had clout and now find themselves being passed unexpectedly. Programs must evolve to fight extinguishment, but the problem here is that award rates have to be <strong>doubled</strong> in some cases. There's no possibility of fine adjustments.</font></div> <div>  </div> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif">By July, your program is in a decent situation, but by this time a half-year's worth of point accruals are of dubious quality (think Zimbabwe's inflation rate). This is especially deleterious to identifying key influencers and contributors. </font></div> <div>  </div> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Plus, you've still got a problem with that one point for getting thumbed up: what if you want to introduce points for a user who thumbs content down? This can be a valuable kind of participation to incent (partly to discourage excessive abuse reports), but certainly the existing 2nd-party points are much more important, so now you must massively re-scale them and affect their importance relative to everything else. Ugh. Do you have a headache already? I know I do.</font></div> <div>  </div> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif">You can alleviate some of the pain by using separate currencies (point types). I won't go into detail on that here, but currencies only <em>lessen</em> the problem. Consider another best practice: <strong>always have a master leaderboard.</strong> Even if you don't expose it to end-users, it is critical for finding your most important users and proving social ROI.</font></div> <div>  </div> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif"><strong><font class="Apple-style-span">Now let's consider a better program design:</font></strong><font class="Apple-style-span"> </font></font></div> <div>  </div> <div> <div> <table border="1" cellpadding="0" cellspacing="0" style="border-collapse:collapse;border-width:initial;border-color:initial;border-style:none;"> <tbody> <tr> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;width:63.75pt;border-width:1pt;border-color:windowtext;border-style:solid;" valign="top" width="285"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <em><font class="Apple-style-span" face="arial, helvetica, sans-serif">Reward change date</font></em></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;border-top-style:solid;border-right-style:solid;border-bottom-style:solid;border-top-color:windowtext;border-right-color:windowtext;border-bottom-color:windowtext;border-top-width:1pt;border-right-width:1pt;border-bottom-width:1pt;border-left-style:none;border-left-width:initial;border-left-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;width:68.5pt;" valign="top" width="265"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Comment points</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:61.7pt;border-top-style:solid;border-right-style:solid;border-bottom-style:solid;border-top-color:windowtext;border-right-color:windowtext;border-bottom-color:windowtext;border-top-width:1pt;border-right-width:1pt;border-bottom-width:1pt;border-left-style:none;border-left-width:initial;border-left-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="62"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Photo points</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.9pt;border-top-style:solid;border-right-style:solid;border-bottom-style:solid;border-top-color:windowtext;border-right-color:windowtext;border-bottom-color:windowtext;border-top-width:1pt;border-right-width:1pt;border-bottom-width:1pt;border-left-style:none;border-left-width:initial;border-left-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Review points</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:64.45pt;border-top-style:solid;border-right-style:solid;border-bottom-style:solid;border-top-color:windowtext;border-right-color:windowtext;border-bottom-color:windowtext;border-top-width:1pt;border-right-width:1pt;border-bottom-width:1pt;border-left-style:none;border-left-width:initial;border-left-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Thumb points</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:54.35pt;border-top-style:solid;border-right-style:solid;border-bottom-style:solid;border-top-color:windowtext;border-right-color:windowtext;border-bottom-color:windowtext;border-top-width:1pt;border-right-width:1pt;border-bottom-width:1pt;border-left-style:none;border-left-width:initial;border-left-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="54"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Sharing points</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:66.15pt;border-top-style:solid;border-right-style:solid;border-bottom-style:solid;border-top-color:windowtext;border-right-color:windowtext;border-bottom-color:windowtext;border-top-width:1pt;border-right-width:1pt;border-bottom-width:1pt;border-left-style:none;border-left-width:initial;border-left-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="66"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Inbound points</font></p> </td> </tr> <tr> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;border-right-style:solid;border-bottom-style:solid;border-left-style:solid;border-right-color:windowtext;border-bottom-color:windowtext;border-left-color:windowtext;border-right-width:1pt;border-bottom-width:1pt;border-left-width:1pt;border-top-style:none;border-top-width:initial;border-top-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;width:63.75pt;" valign="top" width="285"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <em><font class="Apple-style-span" face="arial, helvetica, sans-serif">Jan 1</font></em></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;width:68.5pt;" valign="top" width="266"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">100</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:61.7pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="62"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">200</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.9pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">200</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:64.45pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">—</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:54.35pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="54"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">—</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:66.15pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="66"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">—</font></p> </td> </tr> <tr> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;border-right-style:solid;border-bottom-style:solid;border-left-style:solid;border-right-color:windowtext;border-bottom-color:windowtext;border-left-color:windowtext;border-right-width:1pt;border-bottom-width:1pt;border-left-width:1pt;border-top-style:none;border-top-width:initial;border-top-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;width:63.75pt;" valign="top" width="285"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <em><font class="Apple-style-span" face="arial, helvetica, sans-serif">Apr 1</font></em></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;width:68.5pt;" valign="top" width="267"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">100</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:61.7pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="62"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">200</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.9pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">200</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:64.45pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">50</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:54.35pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="54"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">—</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:66.15pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="66"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">—</font></p> </td> </tr> <tr> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;border-right-style:solid;border-bottom-style:solid;border-left-style:solid;border-right-color:windowtext;border-bottom-color:windowtext;border-left-color:windowtext;border-right-width:1pt;border-bottom-width:1pt;border-left-width:1pt;border-top-style:none;border-top-width:initial;border-top-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;width:63.75pt;" valign="top" width="285"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <em><font class="Apple-style-span" face="arial, helvetica, sans-serif">May 15</font></em></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;width:68.5pt;" valign="top" width="267"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">200</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:61.7pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="62"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">250</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.9pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">300</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:64.45pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">50</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:54.35pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="54"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">—</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:66.15pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="66"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">—</font></p> </td> </tr> <tr> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;border-right-style:solid;border-bottom-style:solid;border-left-style:solid;border-right-color:windowtext;border-bottom-color:windowtext;border-left-color:windowtext;border-right-width:1pt;border-bottom-width:1pt;border-left-width:1pt;border-top-style:none;border-top-width:initial;border-top-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;width:63.75pt;" valign="top" width="285"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <em><font class="Apple-style-span" face="arial, helvetica, sans-serif">May 30</font></em></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;width:68.5pt;" valign="top" width="267"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">200</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:61.7pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="62"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">250</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.9pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">300</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:64.45pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">50</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:54.35pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="54"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">80</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:66.15pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="66"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">140</font></p> </td> </tr> <tr> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;border-right-style:solid;border-bottom-style:solid;border-left-style:solid;border-right-color:windowtext;border-bottom-color:windowtext;border-left-color:windowtext;border-right-width:1pt;border-bottom-width:1pt;border-left-width:1pt;border-top-style:none;border-top-width:initial;border-top-color:initial;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;width:63.75pt;" valign="top" width="285"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <em><font class="Apple-style-span" face="arial, helvetica, sans-serif">Jul 1</font></em></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;width:68.5pt;" valign="top" width="267"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">100</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:61.7pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="62"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">250</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:63.9pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">300</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:64.45pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="64"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">35</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:54.35pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="54"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">100</font></p> </td> <td style="font-family:arial;font-size:small;font-style:normal;font-variant:normal;font-weight:normal;line-height:normal;width:66.15pt;border-top-style:none;border-top-width:initial;border-top-color:initial;border-left-style:none;border-left-width:initial;border-left-color:initial;border-bottom-style:solid;border-bottom-color:windowtext;border-bottom-width:1pt;border-right-style:solid;border-right-color:windowtext;border-right-width:1pt;padding-top:0in;padding-right:5.4pt;padding-bottom:0in;padding-left:5.4pt;" valign="top" width="66"> <p class="MsoNormal" style="margin-top:0in;margin-right:0in;margin-bottom:0.0001pt;margin-left:0in;"> <font class="Apple-style-span" face="arial, helvetica, sans-serif">200</font></p> </td> </tr> </tbody> </table> </div> </div> <div>  </div> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Now just relax and feel the easy. Note the consistency of accrual rates per contribution type. They only change as you truly want to adjust incentives, not when new types are introduced — and they don't have to double. You've got fine-grained control over the relative weights. January's points still have meaning in July: no more hyper-inflation. Early adopters aren't angry and disengaged, and you can identify key contributors and influencers <strong>consistently </strong>month-over-month.</font></div> <div>  </div> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif"><strong>It's altogether better. </strong></font></div> <div>  </div> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif">If you want some 3rd-party confirmation, the fine folks at Bunchball are ready to back me up. Search for "point scale" in this PDF: <a href="http://j.mp/zDiEGV" rel="nofollow" target="_blank" title="Bunchball's Gamification Playbook (PDF)">http://j.mp/zDiEGV</a> </font></div> <div>  </div> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Besides all my fantastically good reasoning :-) they point out that psychologically, users want to see higher point totals even if it's mathematically meaningless; it's emotionally effective. (But only until you get a silly number of 0s. Multiples of 100 are definitely good; multiples of 10,000, not so much.)</font></div> <div>  </div> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif"><strong>Sound difficult?</strong></font></div> <div>  </div> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Getting a reputation program started in the right way is a little tricky. If that foundation isn't solid, evolving the program can be a nightmare. Carefully consider what you want to incent, the relative weights to assign to user actions, and <strong>try to future-proof yourself</strong> at every step.</font></div> <div>  </div> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Above all, get started now. Users are becoming accustomed to incentive programs and achievement systems, and if you lack one, you're falling behind.</font></div> <div>  </div> <div> <font class="Apple-style-span" face="arial, helvetica, sans-serif">Fortunately for our customers, our excellent Services team is ready to help you. (Me too!) Consult with us on your program and we can assist you both with designing one that meets your business needs, as well as its implementation in our extremely flexible Reputation Engine.</font></div> </div> </div> <p>  </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:c5ae3c38-b3f1-4563-b237-e02ce419fb08 Welcome to Austin for SXSW http://www.pluck.com/resources/blog/_welcome-austin-sxsw Tue, 06 Mar 2012 20:03:00 GMT Given the greening up of Austin (are those Blue Bonnets coming up already?), SXSW must be right around the corner. While the Music event still rules, Interactive promises to be a blast once again this year. If you're coming to town, we'd love to see you. Two ideas:<div><ul><li>Our offices are on 200 Academy Dr, just off of South Congress. We're proud to call one of the best sound boards in America our neighbors (Robert Plant from Led Zeppelin glory is a fan) and are honored to work everyday in Willie Nelson's old music haunt (formerly the Opera House). The stage where Stevie, Jimmie, Townes and others played is still here. Drop us a line if you'd like to swing by for a visit.</li><li>We'll be hosting an invite-only party on Friday March 9 to kickoff SXSW. The light dinner and drinks event promises to be fun. To request an invitation, please email trademarketing at demandmedia dot com.</li></ul><div>And if I or my team can do anything to help make your Austin adventure great, please let us know (I'm easy to find on LinkedIn, Twitter, etc. Or drop a comment below).</div></div><div><br /></div><div>Hope to connect with you!<br /></div><div><br /></div><div>Steve</div><div><br /></div><div>Steve Semelsberger</div><div>SVP & GM, Social Solutions</div><div>(Pluck & CoveritLive)</div><div>Demand Media</div><div><br /></div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:bb51033b-e89c-49e5-9c79-21789a0f3004 Oscars Big Night for CoveritLive http://www.pluck.com/resources/blog/_oscars-big-night-coveritlive Wed, 29 Feb 2012 12:07:00 GMT The Academy Awards proved to be a big night once again for our CoveritLive real-time events service. Here are a few highlights from our <a rel="nofollow" href="http://www.prweb.com/releases/2012/2/prweb9232631.htm">announcement</a> plus a few new data points:<div><ul><li>More than 300 entertainment focused publications, including Entertainment Weekly, Yahoo! Movies, ABC and People used CoveritLive to provide an interactive, Social TV, experience</li><li>Active readers on CoveritLive grew to nearly 1MM, up 30% from the previous year (TV audience for the Oscars was only up slightly) and more than 5x larger than popular check-in service <a rel="nofollow" href="http://adage.com/article/trending-topics/oscars-set-a-tv-check-record/232989/">GetGlue</a></li><li>CoveritLive readers were engaged for ~30 minutes on the top 10 properties, 3x our running average of ~10 minutes </li></ul><div>If you are running live digital events (chats, blogs, interactive, etc.), give CoveritLive a try. A free initial version is available on <a href="http://www.coveritlive.com" rel="nofollow">www.coveritlive.com</a></div></div><div><br /></div><div>And, as always, please let us know what you think.</div><div><br /></div><div>Steve Semelsberger</div><div>SVP & GM, Social Solutions</div><div>Demand Media</div><div>Follow: @semels</div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:3e6e2c0f-f0a8-4ed1-bac1-e66006af3463 Form Abandonment Tracking For Rich Reviews http://www.pluck.com/resources/blog/_form-abandonment-tracking-rich-reviews Thu, 19 Jan 2012 18:08:00 GMT <p> You know you do it. We all do. It's not our fault, really.<br /> <br /> I'm talking of course about abandoning forms on web sites.<br /> <br /> Form abandonment has long been a concern in registration systems, where statistics square with the common sense notion that users simply quit in the middle of overly long or tedious forms. There's a delicate tension between getting useful information and driving potential community members away. Finding the right balance between those poles is part art and part science, and the science part depends on getting the some metrics.<br /> <br /> But this post is not about registration systems, it's about rich community-generated reviews. Pluck's robust Reviews Application not only allows the expected text inputs, such as pro/con fields and a long-form body input, as well as the ubiquitous star rating, it also lets administrators add other rating dimensions plus author-identifying attributes.<br /> <br /> An example of review rating dimensions for a computer might be cost, CPU performance, graphics performance, and disk capacity. Tech-centric author-identifying attributes could include a radio button choice of "power user" and "casual user", a multiple-choice field describing how the reviewer uses the product (with selections like "graphics professional" and "gamer"), and a checkbox for whether they use the computer with kids.<br /> <br /> These attributes pay dividends with higher conversion rates or loyalty to the site. Decision makers will pay much more heed to the GPU performance rating on reviews left by fellow gamers than the aggregate of all reviews. Pluck's Reviews app allows guests to filter reviews by multiple criteria, so they can quickly drill into the information they'll find useful to their purchase decision.<br /> <br /> There is a potential downside, of course: now our very useful review form has a dozen fields. While most of them are not required, the mental friction confronting the user as they leave a review might lead to a <a href="http://en.wikipedia.org/wiki/TLDR" rel="nofollow" target="_blank" title="Too long, didn't read">tl;dr</a> situation, meaning you get fewer reviews submitted. But how do you know whether adding or removing fields materially affected contribution rates?<br /> <br /> This is why Pluck introduced form abandonment tracking in our Reviews. Now when a user decides to quit the review-writing process -- whether by clicking "Cancel" on our form, or simply navigating away -- we record not only the fact that they left, but how many fields they had interacted with and how many were in the form. The report itself is simple but incredibly powerful. Gathering the data needed for A/B testing (or simply before-and-after analysis) is just automatic. Whereas typically the only signal for understanding how changes affect activity would be changes in the number of reviews -- which is nothing more than a hint, considering that fluctuations and noise are normal in this metric -- our Reviews Application offers very direct insight into form design and completion rates.<br /> <br /> As with the entire Pluck platform, form abandonment tracking is available through our 6 SDKs, meaning the built-in report can be extended to any form on your site, regardless of whether the content is stored in Pluck.<br /> <br /> Businesses and community managers need insight into their users, and users delight in the ability to self-identify and to find content from users like them. The trick is to find the sweet spot for the right amount of information, versus overloading guests with excise that drives them away. Pluck's form abandonment tracking gives analysts and designers a powerful new tool for finding that sweet spot.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:fa67b2dd-4253-4608-83f1-5b25fd3d8516 Integrating Pluck with the Agile Methodology http://www.pluck.com/resources/blog/_integrating-pluck-agile-methodology Fri, 30 Dec 2011 20:10:00 GMT One of the core elements of our offering is our strong experience and expertise that the <a href="http://www.pluck.com/services/professional_services.html">Professional Services team</a> brings to customers.  The Demand Media Professional Services team is engaged during the integration of Pluck into our customers’ websites, and we have seen a diverse set of approaches utilized by customers in these projects.  With over five years and 500+ websites of deployments, we have honed a cross-methodology practice that enables customers of all stripes to be successful in the shortest amount of time.  We call this our Pluck Delivery Framework.<br /><br />In the past few years, more and more customers have asked how our approach meshes with the Agile Software Development methodology.  Our approach maps very well to the Agile methodology, and the following is a quick guide to how that mapping works.<br /><br />There is one overriding assumption about the project, and that is that the (Agile) Theme of integrated community has been approved and funded.  Hopefully, there are some User Stories that have already been approved as part of this.  These stories should be at the level of, “Guest writes a review on a product”, “Guest shares photo contribution to Social Networking site(s)”, and “Moderator reviews and approves/rejects consumer-generated content.”  These are high-level stories that were part of the criteria for your organization’s selection of Pluck.<br /><br />With a new set of tools for both the business stakeholder (“Product Manager” in Agile parlance) and for the technology team, it is critical to <em>NOT</em> overlook the need for a basic yet comprehensive knowledge of the features and technology of the Pluck solution.  This need is addressed through a process of discovery and training.  From an Agile prospective, this phase can be thought of as a Spike (an Agile term for a time boxed periods of research and development used to research a concept and/or create a simple prototype”).  This Spike can be summarized as:<br /><br /><ul><li><u>Project Executive Kick-off</u> – project goals and objectives alignment; plan for resources to be available to meet the goals.  From an Agile perspective, this session aligns the Demand Media engagement team with your Product Manager and validates the Agile Theme (or Epic) for integrated community.  It also validates that your team(s) has the right set of skills, and helps reinforce the number of Sprints that are being planned.</li><li><u>Product Functional Training</u> – a 3-4 hour web conference deep-dive into the features and capabilities of the Pluck platform for your entire project team (community managers, marketing, developers, designers, business stakeholders).  From an Agile prospective, this meeting should bring together not just the implementation team, but also the business stakeholders that provide User Story input to the Product Manager and will be ultimate beneficiaries of the results of the project.</li><li><u>Learning & Planning</u> – a 1-2 day set of meetings<ul><li><u>Discovery and Knowledge Sharing</u> – a 3-4 hour meeting to bring your implementation team up to speed on the Agile Theme and to help solidify User Stories;  Demand Media’s engagement team learns more about customer, and you learn more about the Pluck product.</li><li><u>User Interface/Experience Planning</u> – 3-4 hour planning session, wireframe review, etc, to plan out where best to leverage the community elements; sharing of best practices.</li><li><u>Technical Overview and Training</u> – 3-8 hours of technical, hands-on training on how to integrate Pluck.  Our goal is to exit this with some HTML/JavaScript pages, built by your implementation team, that are a Proof of Concept for integration.</li><li><u>Project Planning Session</u> – 1-2 hours to go through tasks and dependencies to insure your team has all of the information necessary to put together a solid project plan/timeline.  From an Agile prospective, this should be the creation/review of User Stories, and the placing of those User Stories into Sprints.</li></ul></li></ul><br />Once the training is complete, it is time to get implementing.  In Agile, this would be when most of the Sprints happen.  If you are implementing most (if not all) of one of our <a href="http://www.pluck.com/resources/outcomes.html">blueprints</a>, I would recommend 3 or 4 Sprints of 3 weeks each.  The User Stories might be organized into the following Sprints:<br /><br /><blockquote><u>Sprint 1</u>:  Authentication integration; technical integration for stories around <a href="http://www.pluck.com/products/personas.html">Persona</a>, <a href="http://www.pluck.com/products/reviews.html">Reviews</a>, <a href="http://www.pluck.com/products/comments.html">Comments</a>, <a href="http://www.pluck.com/products/forums.html">Forums</a>, <a href="http://www.pluck.com/products/reactions.html">Reactions</a>; data migration POC.<br /><u>Sprint 2</u>:  <a href="http://www.pluck.com/products/collections.html">Discovery</a>, Community page, <a href="http://www.pluck.com/products/blogs.html">Blogs</a>, etc…; styling of first sprint applications;  data migration trials.<br /><u>Sprint 3</u>:  Lock in on data migration tools and process; finalize styling and integration with business owners; policies and rules setup (<a href="http://www.pluck.com/products/moderation-engine.html">moderation</a>, <a href="http://www.pluck.com/products/reputation-engine.html">rewards</a>, etc…).<br /></blockquote><br />Remember that User Acceptance Testing (UAT) is part of each Sprint!  That means that review of the product of the Sprint is not just for the implementation team, but also the business stakeholders and the ultimate end users.  For most new customers I do not recommend deploying Pluck features to production at the end of a single Sprint.  The challenge here is the “independence” of each of the User Stories and how the functionality builds on itself.  (For example, Discovery is an important component of Pluck’s Community Value Framework, and effective Discovery may require a level of attention to content and product taxonomy that does not make sense to place before User Stories focused on the initial user interaction.)<br /><br />If your organization does not allow you to pull business stakeholders in for a day or two every 2 to 3 weeks, you should plan for a “Test Sprint” after the construction Sprints.<br /><br />The next step in the Pluck Delivery Framework is deployment.  This can be executed in one Sprint.  Some key activities (User Stories) in this Sprint are community management user training (the Demand Media engagement team will do this with your community management team), making the Pluck integration deployable, executing any data migrations, turning up the Pluck production environment, and Go-Live.<br /><br />The last set of activities is transition activities.  Here, the engagement of the your implementation team will be dependent on how you organize and segment your development activities from your operation activities.  If your implementation team does not actively support and maintain the product that they create, then they will need to pass on their knowledge, code, documentation, and any other artifacts to your operations team.  If your implementation team will continue to be actively engaged in operations, this phase/Sprint may be very short.<br /><br />We have had the opportunity to work with many great Agile teams over the past few years, and have picked up lots of learnings from teams at SapientNitro, ThoughtWorks, Meteorite, Razorfish, and General Physics Corporation.  I welcome an opportunity to speak with you in detail about how to effectively and efficiently integrate community and conversations into your digital destinations with an Agile approach.<br /><br />How do you approach Agile?  What parts of Agile work for your integration projects? Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:c72c101c-d77b-440e-a642-36c1a940a3e8 Cleveland Cavaliers live with Pluck! http://www.pluck.com/resources/blog/_cleveland-cavaliers-live-pluck Thu, 08 Dec 2011 16:13:00 GMT I am happy to announce that the Cleveland Cavaliers are live with Pluck!<br /> <br /><span style="font-size:11pt;font-family:'Calibri','sans-serif';"><a rel="nofollow" href="http://www.cavfanatic.com/"></a></span><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/10/12/6a61b03e-3a07-492a-ac4d-ef1d0af97521.Full.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="6a61b03e-3a07-492a-ac4d-ef1d0af97521" src="http://sitelife.pluck.com/ver1.0/Content/images/store/10/12/6a61b03e-3a07-492a-ac4d-ef1d0af97521.Large.png" alt="blog post photo" /></a><br /> <br />The Cleveland Cavaliers have chosen to leverage Pluck to deploy social features on their Cav Fanatic site.  The Cav Fanatic site is a site focused exclusively on the Cleveland Cavaliers community.  The site provides the Cavaliers the flexibility to offer experiences that are not possible on their primary NBA site.  They often have players, former players, mascots, etc. make appearances on the Cav Fanatic site to engage with the community. <br /><br />The Cavaliers have gone “all-in” with deploying our features, and have deployed:<br /><ul><li><a rel="nofollow" href="http://www.cavfanatic.com/forums/" target="_blank" title="Forums">Forums</a></li><li><a rel="nofollow" href="http://www.cavfanatic.com/blogs/" title="Forums">Blogs</a></li><li><a rel="nofollow" href="http://www.cavfanatic.com/groups/" title="Groups">Groups</a></li><li><a rel="nofollow" href="http://www.cavfanatic.com/standings/" title="Leaderboards and Badging">Leaderboards and Badging</a></li><li><a rel="nofollow" href="http://www.cavfanatic.com/user/profile/?UID=06d9ad0d-c7be-4846-9f12-49ae64fbc22a&plckUserId=06d9ad0d-c7be-4846-9f12-49ae64fbc22a" target="_blank" title="Personas">Personas</a></li><li><a rel="nofollow" href="http://www.cavfanatic.com/photos/galleries/" target="_blank" title="Photos">Photos</a></li><li><a rel="nofollow" href="http://www.cavfanatic.com/videos/galleries/" target="_blank" title="Videos">Videos</a></li><li>Discovery and Search</li></ul>As part of this engagement, the Cavaliers carried forward their forums and user data from their previous social provider.  Considering the breadth of the deployment along with the migration of of data, having the Cavaliers go-live in 94 days is a strong testament to the ease of deploying Pluck features.  I particularly like how the Cavs have chosen to leverage our badging and leaderboards solution to spark competition.  <br /><br />Now that the start of the season is within sight, we hope that Cav fans enjoy their new community features! Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:90ded07d-f2a6-43db-a477-4ed1d6463d13 Building communities organically (according to plan) http://www.pluck.com/resources/blog/_building-communities-organically-according-plan Thu, 24 Nov 2011 14:36:00 GMT <p class="MsoNormal">Successful communities don’t just spring to life. In our experience they evolve, organically, and they have to be guided and tended like any living growing thing. </p><p class="MsoNormal">We take very seriously our obligation to share our own experience with each of our customers, to help them cultivate a community experience that supports their business goals. One feature of our ongoing <span> </span><a href="http://www.pluck.com/services/account_management.html">relationship</a> with each customer is the periodic meetings we have to plot the next phase of their community experience. I recently conducted just such an early stage implementation review and thought some of the insights we surfaced would be worth sharing.</p> <p class="MsoNormal">As we analysed the impact of the first phase of the client’s community, we were particularly pleased with the high levels of <a href="http://www.pluck.com/results/engagement.html">engagement</a> they had achieved, especially within their <a href="http://www.pluck.com/products/forums.html">forums</a>. The customer had also made extensive use of the Pluck <a href="http://www.pluck.com/products/reputation-engine.html">Reputation Engine</a>. As a result they had succeeded in creating a community culture that encouraged contribution, and they’d created a mechanism for identifying their best brand <a href="http://www.pluck.com/results/advocacy.html">advocates</a>. These were all great first steps! </p> <p class="MsoNormal">It was immediately clear that we had a strong foundation of engagement and advocacy upon which to build. The balance of the review was spent in discussion of community features which would subtly take the community to the next level. <span> </span>Some of the ideas are below:</p> <p style="text-indent:-18pt;margin-left:40px;" class="MsoListParagraphCxSpFirst"><span><span>1)<span style="font:7pt 'Times New Roman';">      </span></span></span>We suggested they make more extensive use of Pluck <a href="http://www.pluck.com/products/collections.html">Collections</a>. Collections are a mechanism for surfacing the community’s best-rated or most-consumed contributions. Putting Collections next to the site’s editorial content creates multiple entry points into what the community regards as the <em>relevant </em>conversations. For this particular client, whose business objective is to create more <a href="http://www.pluck.com/results/conversion.html">conversion</a> opportunities, appropriately placed Collections can highlight product-related content and contributions with high levels of customer advocacy.</p> <p style="text-indent:-18pt;margin-left:40px;" class="MsoListParagraphCxSpMiddle"><span><span>2)<span style="font:7pt 'Times New Roman';">      </span></span></span>The young community’s advocates were doing a fantastic job of expressing their own enthusiasm for the brand and its products, but we all felt they needed more recognition. We recommended that our customer promote their advocates to a “Featured” user tier and give their contributions greater visibility. In our experience this encourages advocates and strengthens their affinity with the brand, while fostering an ongoing supply of quality contributions. </p> <p style="text-indent:-18pt;margin-left:40px;" class="MsoListParagraphCxSpMiddle"><span><span>3)<span style="font:7pt 'Times New Roman';">      </span></span></span>We noted that the brand staff members were not very visible in the community. The brand acknowledged that it had been a bit of an absentee landlord. We helped them formulate a plan to increase brand <a href="http://www.pluck.com/services/community_management.html">participation</a> in the community. Staff members will become part of the conversation, where appropriate, answering questions and publicly dealing with community issues. Brand staff members will be part of a “Staff” user tier and will be clearly identified as such at the avatar level. In our experience this sends solid signals that the brand cares about the community and is invested in its success.</p> <p style="text-indent:-18pt;margin-left:40px;" class="MsoListParagraphCxSpLast"><span><span>4)<span style="font:7pt 'Times New Roman';">      </span></span></span>In the first phase photo contributions were only available via the Persona blog, which meant there was no central location for viewing photos. A public <a href="http://www.pluck.com/products/galleries.html">gallery</a> seemed like a better approach for encouraging quality consumer generated content around common themes that resonated more closely with the primary services that the brand offered.</p> <p class="MsoNormal">The account review was a valuable experience for us and our client. It served as a reminder that every brand has its own unique DNA, and that an iterative, “organic” approach is key to developing successful integrated communities. </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:27340ab9-b6e8-4199-bb91-8711eb1db1ad Pluck Listeners: Actionable Insight into Customers, Market and Products http://www.pluck.com/resources/blog/_pluck-listeners-actionable-insight-customers-market-products Wed, 16 Nov 2011 20:45:00 GMT <p class="MsoNormal">In <a href="http://www.pluck.com/blog/index.php/_pluck-listeners-community-monitoring-designed-action" target="_blank">part 1</a>, we introduced Pluck Listeners and explained the key components that define our listening functionality: identifying, routing and acting. In this post we will examine what the use of listening for action means and how to take advantage of Pluck Listeners to gain <a href="http://www.pluck.com/results/" target="_blank">insights</a> into your customers, market and products. The following provide just a few examples of how Pluck Listeners can be used to gain that insight and turn it into meaningful action.</p> <p class="MsoNormal"><strong><span>Customers</span></strong><span> </span></p> <p class="MsoNormal"><span>Whether it’s through direct product feedback or topical conversations, Listeners provide a great way to capture insights into customers. These insights provide an opportunity to deliver a new level of customer service when used to bubble up key feedback that enables rapid response. </span></p> <p class="MsoNormal"><span>Let’s say you’re a retailer that offers up video game rentals and allows reviews of those games from your site. Even though reviews should be about the game, sometimes they contain complaints about a physical defect or a service issue. You want to know about and respond to those complaints instead of having them display on your site within a game review. Using Pluck Listeners, you can define the words and phrases often related to defects or customer complaints and label them as a “Complaints” listener. When customers submit content matching the “Complaints” listener, it can be routed to representatives from the customer service department who review the content and contact the customer to address the situation.</span></p> <p class="MsoNormal"><span>This use of Pluck Listeners provides customer insight and empowers a better customer experience with quick and direct action. That sort of attention builds loyalty and repeat business. It also makes a better customer experience for future users by keeping the reviews concentrated on the product and not on customer service issues.</span></p> <p class="MsoNormal"><strong><span>Market</span></strong></p> <p class="MsoNormal"><span>Listeners are useful in understanding and influencing your market through the building of evangelists for your brand. While the <a href="http://www.pluck.com/products/reputation-engine.html" target="_blank">Pluck Reputation Engine</a> is used to identify those users with the most contributions and best community response, Listeners can identify those users who mention your brand by name and show you what they are saying so you can reach out to them and encourage their participation. That personal touch will further drive their affinity and good favor, adding another <a rel="nofollow" href="http://www.demandmedia.com/blog/reviews-you-can-trust/" target="_blank">trusted source</a> to your community. </span></p> <p class="MsoNormal"><span>To identify the potential content and users referencing your brand, create a Pluck Listener for “Brand Interest” containing the brand name and other related topics of interest. Content matching the “Brand Interest” Listener can then be directed to your top community managers, editors or members of the marketing team where these team members look for positive contributions that can be featured and users that can be promoted within the community.<span> </span>Continue to recognize these users and express appreciation through product previews and special offers and you will build market influencers that share their positive experience through your community.</span></p> <p class="MsoNormal"><span>Pluck Listeners help you understand what the market is saying about your brand which you can use to identify your emerging advocates. When used effectively, it’s a powerful means to build loyalty with up and coming influencers in your community and turn them into full-blown evangelists. </span></p> <p class="MsoNormal"><strong><span>Products</span></strong></p> <p class="MsoNormal"><span>Listeners are a powerful tool to gain insight on products. When customers mention a specific product or ask a question about something by name, Listeners can surface that information and produce the opportunity to engage directly with the customer, even when the feedback is not directly attached to the product.</span></p> <p class="MsoNormal"><span>For example, if you recently added a new cooking product that can be purchased through your site, you’ll get direct feedback from product <a href="http://www.pluck.com/products/reviews.html" target="_blank">reviews</a> but you can use Listeners to identify when that product is mentioned in <a href="http://www.pluck.com/products/forums.html" target="_blank">forum questions</a>, <a href="http://www.pluck.com/products/blogs.html" target="_blank">blog posts</a> and <a href="http://www.pluck.com/products/comments.html" target="_blank">comments</a>. These product reactions are important and yield insight into common questions, potential issues and overall product success. Simply set up a Listener matching the name of the product or model like “ACME Slow Cooker” and direct matching content to the product team for review. From there, the product team can evaluate the content and determine if action needs to be taken by a customer representative, if there is information that would be valuable to the manufacturer or if the product should be promoted in some way. </span></p> <p class="MsoNormal"><span>Pluck Listeners deliver product insight that inform your customer teams, enlighten your suppliers and manufacturers and suggest product packages and promotions. Coupled with direct on-product feedback like reviews, Listeners are a powerful asset in getting the complete picture around products and their value to your business.</span></p> <p class="MsoNormal"><span>In each of these examples, Listeners provide <a href="http://www.pluck.com/results/" target="_blank">insight</a><strong> - </strong>insight into where customers need attention, insight into your market influencers and insight into product conversations. What’s more is that you get it built into tools that are designed to be the front line of your community and empower quick and efficient action. We’d love to hear your feedback on the practical application of Pluck Listeners and other ways in which it can enrich your community. As always, we’re listening…</span></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:538e267c-7f11-420e-9be8-22dbc0f8cb9d Homeclick live with Pluck! http://www.pluck.com/resources/blog/_homeclick-live-pluck Wed, 02 Nov 2011 17:22:00 GMT Homeclick is live with Pluck!<br /><br /><br /><a rel="nofollow" href="http://www.homeclick.com" target="_blank" title="Homeclick"><img id="0c1806eb-f87e-467b-a4d8-02dbc5a1ac28" src="http://sitelife.pluck.com/ver1.0/Content/images/store/12/4/0c1806eb-f87e-467b-a4d8-02dbc5a1ac28.Large.png" alt="blog post photo" /></a><br /><br /><br />"Homeclick is a one-stop shopping resource for everything you need to outfit your home and bring it to the next level."  In support of this claim Homeclick offers an impressive array of products for the home and backs them with a helpful online staff. <br /><br />In an effort to offer shoppers a more informative and enjoyable experience, Homeclick has begun to add community features to its shopping site. They are using Pluck to power consumer interaction at Homeclick.com, which in turn should influence Engagement and Conversion on the site. Homeclick is heavily promoting its new community features, even going so far as clearly highlighting them on their home page.  <br /><br />Homeclick intends to build a home improvement community hub that gives consumers more than simple product reviews.  The primary features for the community are <a rel="nofollow" href="http://www.homeclick.com/community/Forums.aspx" target="_blank" title="Forums">Forums</a>, <a rel="nofollow" href="http://www.homeclick.com/community/persona.aspx?UID=717000&plckUserId=717000" target="_blank" title="Personas">Personas</a>, and <a rel="nofollow" href="http://www.homeclick.com/community/blogs-bare-my-soil.aspx/" target="_blank" title="Blogs">Blogs</a>.  The Blogs in particular are used extensively for DIY Guides, Buying Guides, and for standard Blog posts created by the Homeclick team.  <br /><br />Homeclick is yet another customer who has opted to utilize our Community Management services.  Demand Media is helping to care for the community on an ongoing basis.<br /><br />Deploying community features to Homeclick.com was only phase one.  In the future, Homeclick intends to extend their implementation to include Community Groups as indicated on the website.  The Homeclick team also plans to implement community features on other owned and operated sites as well.  <br /><br />If you have an questions, please let me know.<br /><br />Thanks,<br />Jeremy<br /><br />jeremy.tyree@demandmedia.com Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:2a6617db-d79b-4d71-96a8-da5e322a616c Orange live with Pluck! http://www.pluck.com/resources/blog/_orange-live-pluck Tue, 01 Nov 2011 09:39:00 GMT <p style="font-family:arial, helvetica, sans-serif;" class="MsoNormal"><font size="1">Early in 2011 Orange chose Pluck as their preferred community platform provider.  I am now pleased to announce that Orange and Demand Media have successfully implemented phase one of their planned community! <br /></font></p><p style="font-family:arial, helvetica, sans-serif;" class="MsoNormal"><font size="1">So what were Orange’s business objectives, and why did they choose Pluck? <br /></font></p><p style="font-family:arial, helvetica, sans-serif;" class="MsoNormal"><font size="1">The primary objectives for the initial phase were:<br /></font></p><ul style="font-family:arial, helvetica, sans-serif;"><li><font size="1">Increased consumer engagement on Orange’s owned media</font></li><li><font size="1">Increased time onsite</font></li><li><font size="1">Extended reach through social syndication</font></li><li><font size="1">Increased consumer-generated content, with its accompanying SEO Benefits</font></li></ul><p style="font-family:arial, helvetica, sans-serif;" class="MsoNormal"><font size="1">Equally important for Orange, and exciting for Demand Media, was the need to seamlessly provide the same community experience on both their mobile and standard websites.<br /><br />Key highlights of Orange’s Pluck implementation include:<br /></font></p><ul style="font-weight:bold;font-family:arial, helvetica, sans-serif;"><li><font size="1">Pluck deployed to both Mobile and Web touch points</font></li></ul><p style="margin-left:40px;font-family:arial, helvetica, sans-serif;" class="MsoNormal"><font size="1">Orange selected Pluck’s mobile <a href="http://www.pluck.com/products/comments.html">Comments</a> and <a href="http://www.pluck.com/products/personas.html">Persona</a> widgets as their primary phase-one applications.  These widgets are optimized for viewing content and interacting with other consumers on marketing channels like Orange <a rel="nofollow" href="http://full.orangeworld.co.uk/article/quirkies/Caption_competition_Jodie_Marsh" target="_blank">mobile</a>  while continuing to offer a great user experience.</font></p><p style="margin-left:0.5in;"><font face="arial, helvetica, sans-serif" size="2" class="Apple-style-span"><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/10/1/4a066345-ecc3-4f67-91b9-feccd3f17fc3.Full.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="4a066345-ecc3-4f67-91b9-feccd3f17fc3" src="http://sitelife.pluck.com/ver1.0/Content/images/store/10/1/4a066345-ecc3-4f67-91b9-feccd3f17fc3.Large.png" alt="blog post photo" /></a><br /></font></p> <p style="margin-left:0.5in;"><font face="arial, helvetica, sans-serif" size="2" class="Apple-style-span"><font size="1" style="font-family:arial, helvetica, sans-serif;">The <a rel="nofollow" href="http://web.orange.co.uk/article/quirkies/Caption_competition_Jodie_Marsh" target="_blank">orange.co.uk</a> website uses the <a href="http://www.pluck.com/products/api-web.html">standard</a> Pluck widgets  to implement the same functionality.</font><br /></font></p> <p style="margin-left:0.5in;"><font face="arial, helvetica, sans-serif" size="2" class="Apple-style-span"><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/6/4/26204167-743d-4992-9436-4ef6fc774794.Full.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="26204167-743d-4992-9436-4ef6fc774794" src="http://sitelife.pluck.com/ver1.0/Content/images/store/6/4/26204167-743d-4992-9436-4ef6fc774794.Large.png" alt="blog post photo" /></a><br /></font></p><ul style="font-weight:bold;font-family:arial, helvetica, sans-serif;"><li><font size="1">SEO and server optimization</font></li></ul><div style="margin-left:40px;font-family:arial, helvetica, sans-serif;"><font size="1">Orange mobile is one of the most visited mobile sites in the UK. This explains the company’s seemingly conflicting objectives, to increase SEO-driven traffic to the site while minimizing the load on their servers. To achieve this we helped Orange with a hybrid approach to implementation: they deployed JavaScript widgets to minimize the load, and used the Pluck <a rel="nofollow" href="http://www.pluck.com/products/api-sdks.html">PHP SDK’s</a> to leverage the essential <a href="http://www.pluck.com/products/api-seo.html" target="_blank">SEO benefits</a>.<br /></font></div><ul style="font-weight:bold;font-family:arial, helvetica, sans-serif;"><li><font size="1">Social Sign-on</font></li></ul><div style="margin-left:40px;font-family:arial, helvetica, sans-serif;"><font size="1">Orange built a social sign-on mechanism that seamlessly integrates into Pluck. It provides consumers with a simplified registration process that enables Orange to extend their reach to the wider social Web through content <a href="http://www.pluck.com/products/syndication-engine.html" target="_blank">syndication</a>.</font></div><p style="margin-left:0.5in;"><font face="arial, helvetica, sans-serif" size="2" class="Apple-style-span"><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/11/14/abdf5c93-e2ea-489e-bef5-29ff08cc17df.Full.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="abdf5c93-e2ea-489e-bef5-29ff08cc17df" src="http://sitelife.pluck.com/ver1.0/Content/images/store/11/14/abdf5c93-e2ea-489e-bef5-29ff08cc17df.Large.png" alt="blog post photo" /></a><span><font size="3"><br /></font></span></font></p><p style="margin-left:0.5in;"><font face="arial, helvetica, sans-serif" size="2" class="Apple-style-span"><span><font size="3"><font size="1" style="font-family:arial, helvetica, sans-serif;">The integration of the Orange <a rel="nofollow" href="http://blogs.orange.co.uk/tv/2011/10/joanna-lumleys-greek-odyssey-thursday-9pm-itv1-greece-travel-documentary-celebrity.html" target="_blank">blogs</a> into the Pluck platform is next on the agenda. I will keep you posted!</font><font size="2"><br /></font></font><br /></span></font></p><p style="margin-left:0.5in;"><font face="arial, helvetica, sans-serif" size="2" class="Apple-style-span"><br /></font></p><p style="margin-left:0.5in;"><font face="arial, helvetica, sans-serif" size="2" class="Apple-style-span"><br /></font></p><p style="margin-left:0.5in;"><font face="arial, helvetica, sans-serif" size="2" class="Apple-style-span"><br /></font></p><p style="margin-left:0.5in;"><font face="arial, helvetica, sans-serif" size="2" class="Apple-style-span"><br /></font></p><p style="margin-left:0.5in;"><font face="arial, helvetica, sans-serif" size="2" class="Apple-style-span"><br /></font></p><p style="margin-left:0.5in;"><font face="arial, helvetica, sans-serif" size="2" class="Apple-style-span"><br /></font></p><p style="margin-left:0.5in;"><font face="arial, helvetica, sans-serif" size="2" class="Apple-style-span"><br /></font></p><p style="margin-left:0.5in;"><font face="arial, helvetica, sans-serif" size="2" class="Apple-style-span"><br /></font></p><p style="margin-left:0.5in;"><font size="2" class="Apple-style-span"><br /></font></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:2ca29b37-a20c-4002-be3f-bf45a81ecc29 The importance of showing visitors stuff is happening in communities http://www.pluck.com/resources/blog/_importance-of-showing-visitors-stuff-happening-communities Mon, 24 Oct 2011 16:57:00 GMT <div>I've been working with organisations implementing community functionality for three years and one message that I always emphasise is how important it is to show visitors that there is stuff happening on your site. With Pluck we call this stuff <span style="font-weight:bold;font-style:italic;">Collections </span>but the principle is valid for any community.</div><div><br /></div><div>Collections show visitors to your site that there is a community there that is engaged and active. Collections can take many forms - some examples are recent forum posts, highest rated products, top users and latest photos - and the precise form they take isn't that important. What is crucial is that content spots or widgets that spotlight Collections are used liberally throughout the site, and not just on pages that feature community functionality.</div><div><br /></div><div>Without Collections, visitors to your site often won't realise that there are community features there and will think nobody else is interacting. This in turn can have a noticeable impact on engagement. The graph below shows what I mean.</div><div><br /></div><div><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/4/15/1444b4b9-d3dd-4795-8f61-ef6cfa832d61.Full.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="1444b4b9-d3dd-4795-8f61-ef6cfa832d61" src="http://sitelife.pluck.com/ver1.0/Content/images/store/4/15/1444b4b9-d3dd-4795-8f61-ef6cfa832d61.Large.png" alt="blog post photo" /></a><br /><br /><br /></div><div>This is from one of our customers. They staggered their implementation of Pluck community features, with Comments on articles coming first. They do a great job of email marketing, which explains the regular peaks in engagement, but they didn't have any Collections until this summer. At that time they introduced some simple Collections in just a few places on their site.<br /></div><div><br /></div><div>In the wake of their deployment of Collections they've enjoyed an increase in average comment volumes of 60%. Collections are clearly having a big impact on community engagement and they're now planning to use them much more widely.</div><div><br /></div><div>The lesson from their experience is clear: if you don't show your visitors that stuff is happening in your community they won't engage as much. After all, who wants to be the first one at the party?</div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:fdd9b516-338a-4c2b-b5b0-1ce5945cf3b5 Improve Your Social Insight Through Self-Assigned Badges http://www.pluck.com/resources/blog/_improve-social-insight-through-self-assigned-badges Fri, 14 Oct 2011 06:00:00 GMT <div> "A wealth of data". It's an interesting phrase, because the online world increasingly understands that there is wealth in the data.  Intelligence about your users is money in the bank when it comes to encouraging community engagement, increasing conversions, or deepening your visitors' brand affinity. If you're only looking at the standard metrics like web analytics and demographic information from single sign-on systems, you're missing one easy (and underutilized) way of understanding your users: self-selection.</div> <div>  </div> <div> Web badges tend to come in two flavors: those earned automatically by community participation or reputation; and those awarded by administrators. Add to this mix a number of badges that users can assign to themselves, and the result will be a cycle of self-selection, teaching you things about your visitors that would be difficult to learn any other way. Actionable things.</div> <div>  </div> <div> For instance, take a brand that runs a recipe-centric web site. Imagine them letting users self-identify as bakers, dessert specialists, brunch gurus, Tex-Mexperts, etc. Suddenly, they can now track special offer use, social referrals (Facebook, Twitter, et al), community participation, and the like with these self-assigned badges. Now, there's more wealth in their data.</div> <div>  </div> <div> A retailer that specializes in outdoor goods could let users identify as rafters, trail runners, mountain bikers, etc. Now, they can tailor advertising and marketing messages (and even offers) to the preference that the user herself has asserted.</div> <div>  </div> <div> A publisher could let users divide into clans along the familiar political lines. Surely advertisers would like to plug this kind of tidbit into their targeting algorithms.</div> <div>  </div> <div> While a registration system can certainly gather such identifying information, each form field adds friction, thereby increasing abandonment. Part of the brilliance of using badges is that they allow self-identification without added pressure on the sign-up process. Besides, teams that build web sites are often separate from those that manage SSO systems. Self-selection outside of registration forms can be a single-click task, done at the user's leisure, providing business experts complete flexibility over the design and evolution of the badges themselves.</div> <div>  </div> <div> Naturally, all this brings with it the intensified community engagement inherent to badging. Once users self-select, fellow trail runners (or fans of breakfast tacos) will find and connect to one another. 2nd-party points awards will elevate trusted trail shoe experts (or tortilla geniuses) to positions of prominence—without administrators having to lift a finger. And users will wear their badges with pride, an emotional attachment that will keep them coming back to your community.</div> <div>  </div> <div> The Pluck Reputation Engine makes self-assigned badges trivial for developers, thus freeing up business experts to design the program with the greatest return on social investment.</div> <div>  </div> <div> Squeeze more value out of the data your visitors are giving you every day—and provide users with a fun way to express their individuality—through this simple (yet powerful) application of game mechanics. It will be a win-win for the business and the user. </div> <div>  </div> <div> Please drop us a line or give us a call. We'd love to show you how the Reputation Engine can be tailored to uniquely benefit your community and business.</div> <div>  </div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:f43a1fd1-3428-4529-98a3-d3f5eeddb618 Integrating Pluck http://www.pluck.com/resources/blog/_integrating-pluck Wed, 28 Sep 2011 19:28:00 GMT <div>Pluck has proven itself in being an important component in our customers’ programs for engagement, advocacy, and conversion.  Our years of experience partnering with the best brands in the world have helped us shape a set of incredibly precise approaches.  In fact, <a href="http://www.pluck.com/personas/index.html?userId=50198c95-6765-40ef-94c7-e150a24fd7db">John Loudamy</a>, Director of Professional Services, and <a href="http://www.pluck.com/personas/index.html?userId=7176ff9f-cb3b-4630-87f2-5942a01029b3">Don Roedner</a>, Director of Marketing, have codified these approaches into a set of Blueprints that prescribe exactly which tools to use to maximize your results for different outcomes.</div><div><br /></div><div>When it comes to implementing these prescriptions (or even blazing a new path), each customer approaches the integration project differently.  I have seen a number of different approaches to the actual nuts and bolts work of integrating Pluck onto customer websites and other channels, and I would like to share some of the approaches that I have found most successful.</div><div><br /></div><div>In my first post on this topic, I want to dive into the "Rapid Deployment" approach.</div><div><br /></div><div>The Pluck setup engagement is built on three key themes – <a href="http://www.pluck.com/services/professional_services.html">provisioning, training, and guidance</a>.  These themes run throughout all of the approaches, and come down to simply describing the type of actions that our team of experts perform with your team.  In the Rapid Deployment approach, customers leverage the wealth of out-of-the-box capabilities to quickly add integrated community to their own website’s content and product pages.</div><div><br /></div><div>This approach is well suited for customers that are lean on technical resources and are sharply focused on results.  The customer team is typically made up of a front-end designer, a front-end developer, and the business stakeholder (e.g., director of marketing), and is looking to go-live in just a few weeks.</div><div><br /></div><div>The major activities in this approach are:</div><div><ul><li><u>Project Kick-off</u> – project goals and objectives alignment; validate the timing of the project activities and milestones; insure adequate resources have been assigned to the project.  This is typically an hour-long teleconference.</li><li><u>Product Functional Training</u> – a 3-4 hour web conference deep-dive into the features and capabilities of the Pluck platform for the entire project team.  The Demand Media team will make sure that we cover all applications, when and where they are best used, and cover key concepts around moderation and community management.</li><li><u>User Interface/Experience Planning</u> – 2-3 hour planning session, wireframe review, etc, to plan out where best to leverage the community elements; sharing of best practices.</li><li><u>Technical Overview and Training</u> – 1-1.5 days of technical, hands-on training on how to integrate Pluck.  Our goal is to exit this with some HTML/JavaScript pages, built by the customer’s team, that are a Proof of Concept for integration (and may even be the actual basis for the completed integration!).</li><li><u>Environment Provisioning</u> – the Demand Media team will provision and configure a dev/stage environment of Pluck, as well as a production instance of Pluck.</li><li><u>SSO and Application Integration</u> – the customer’s team integrates the Pluck applications and widgets into website, and integrate their websites login/authentication system with Pluck.  The Demand Media team provides guidance, consultation, and support through the integration activities.</li><li><u>Moderation Training</u> – Demand Media’s team trains the customer’s team on the use of the Pluck workbenches and moderation tools.  Customers that fit the Rapid Deployment profile often chose to initially leverage the Pluck <a href="http://www.pluck.com/services/community_moderation.html">Moderation Services</a>  team in order to move quickly, and as a means of accessing future resource needs.  </li><li><u>Production Readiness & Go-Live</u> – with the integrations complete, the team trained, and the production environment up and running, the customer pulls the trigger to take the integration live.</li></ul></div><div><br /></div><div>It is our goal to make sure that customers are able to execute quickly but also get all of the training and product knowledge that they need.  Many customers that take this approach continue to iterate on integrating additional Pluck applications or tweaking the ones that are already live after the Go-Live.  This is a proven approach and the DM Professional Services team can help ensure that early integration and development decisions can be easily extended during later development phases. </div><div><br /></div><div>And speaking of additional iterations, the next approach I want to cover takes "iterative" to heart – leveraging the Agile process for integrating Pluck.  Stay tuned for my next post.</div><div><br /></div><div>And as always, we welcome <em>your </em>thoughts and comments!  What process works best for your organization?  Let us know here on our blog, or contact me directly at <a href="mailto:jason.crickmer@demandmedia.com" rel="nofollow">jason.crickmer@demandmedia.com</a>.</div><div><br /></div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:7daeeae2-4b7c-4d48-af8a-81b3e45b6b68 The Value of Online Forums http://www.pluck.com/resources/blog/_value-of-online-forums Fri, 23 Sep 2011 19:18:00 GMT As our customers know, Forums are a key component of integrated community. As announced with <a href="http://www.pluck.com/blog/index.php/_announcing-pluck-5">Pluck 5</a>, we've invested heavily in rethinking, redesigning and extending our <a href="http://www.pluck.com/products/forums.html">Forums</a>. We're excited about the new UI and features coming out. And when our friends at Web Pro News asked for deeper perspectives, we engaged in an online dialogue. You can find insights, examples and data <a href="http://www.webpronews.com/forums-demand-media-pluck-2011-09" target="_blank" rel="nofollow">here</a>. Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:6424eb16-0c54-4c4c-be29-0f53f2513ac3 Announcing Pluck 5 http://www.pluck.com/resources/blog/_announcing-pluck-5 Tue, 13 Sep 2011 11:42:00 GMT <p class="MsoNormal">Today, we <a href="http://www.demandmedia.com/press-releases/2011/09/13/demand-media-announces-upgraded-and-expanded-pluck-integrated-community-platform" rel="nofollow">unveiled </a>a major leap forward for our flagship integrated community platform. <a href="http://www.pluck.com/products/">Pluck 5</a> builds on our momentum and architecture from Pluck 4. It incorporates input and best practices from our collection of more than 500 amazing, enterprise-class, customer communities. It is uniquely tuned to drive tangible business <a href="http://www.pluck.com/resources/outcomes.html">benefits </a>tied to our <a href="http://www.pluck.com/results/">Community Value Framework</a>. </p> <p class="MsoNormal">With Pluck 5, we’ve added more <a href="http://www.pluck.com/products/applications.html">Applications </a>and grouped them into functional families. We’ve totally redone our Forums experience. <span> </span>We’ve furthered themes optimized for Web, mobile and social experiences. Pluck 5 powers the pivotal strategy of one community platform, available across digital channels, regions and languages. </p> <p class="MsoNormal">Pluck 5 further pushes our quest to be the most flexible community platform on the market. With 428 Social Components now available through the <a href="http://www.pluck.com/products/api.html">Pluck API</a> – and accessible via six SDKs – Pluck enables brands to offer a seamless, pervasive and consistent community experience. We’ve also revamped our core server elements as ten <a href="http://www.pluck.com/products/engines.html">Engines</a>, better surfacing and documenting the power under the covers of Pluck. And we’ve extended our myriad of promotion, information and direction services, now available as seven <a href="http://www.pluck.com/products/collections.html">Collections </a>types. <span> </span></p> <p class="MsoNormal">We’re confident to continue to use the same core <a href="http://www.pluck.com/products/technology.html">Technology </a>infrastructure with Pluck 5. The Pluck platform has demonstrated speed, scale and stability, empowering massive customers like Target, NFL and USA Today to confidently deploy Pluck broadly. </p> <p class="MsoNormal">With Pluck 5, we’re grateful to our customers for all of the exceptional ideas and feedback. We’re thrilled to help the industry continue to push innovative uses of community for tangible results. Thanks also to the exceptional Pluck product management, engineering, QA and services teams for your vision, persistence and dedication to excellence. </p> <p class="MsoNormal">Elements of Pluck 5 are available in beta today. The product will be full GA in Q4 2011. Please drop us a line if you'd like to <a href="http://www.pluck.com/products/learnmore.html">learn more</a>.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:e63596ae-ff89-426c-9065-7ac21601ef0f Pluck Outcomes: Tangible Community Metrics http://www.pluck.com/resources/blog/_pluck-outcomes-tangible-community-metrics Fri, 02 Sep 2011 10:56:00 GMT <p class="MsoNormal">It’s been amazing over the last five years to see integrated community go from a nice-to-have to a clear business necessity. As usage has grown, the measurement and sociology of applied social media have deepened and become more sophisticated. We’ve been thrilled to work with more than 500 amazing customer communities covering a variety of verticals. From retail to CPG, sports, home, health, finance and more, major brands are locking in on what drives clear value.</p> <p class="MsoNormal">Per our <a href="http://www.pluck.com/results/">Community Value Framework</a>, we believe we’ve articulated a structure that can be tangibly applied to guide implementations and results. Now, to make it easy for you to digest and plan for the impact of Pluck, we’ve rolled up some representative sound bites, data points and statistics into a new <a href="http://www.pluck.com/resources/outcomes.html">Outcomes </a>section of our website.</p> <p class="MsoNormal"><a href="http://www.pluck.com/resources/outcomes.html">Here</a>, you’ll find specifics that include:</p><p class="MsoNormal"> </p><ol><li>Growth patterns in community membership by retail, sports, home and other sector leaders</li><li>Contribution results from top manufacturing, content and commerce companies</li><li>Registration metrics across collection, gaming and retirement sites</li><li>Transaction information, including a Pluck community that delivered a <30 day ROI</li><li>Sharing insights from leading publishing and analyst organizations</li><li>Influence perspectives from top CPG, retail and research firms</li></ol><p> </p><p class="MsoNormal">We think you'll find these aggregated statistics powerful and easy to leverage. And there’s a lot more data behind the scenes, along with proven best practices and customer-driven perspectives that we’d love to share.</p> <p class="MsoNormal">Please <a href="http://www.pluck.com/products/learnmore.html">drop us a line or give us a call</a>. We’d love to take you through Outcomes examples most relevant to your business and help you learn more about how you can derive exceptional value through the Pluck integrated community platform.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:e4da660c-89a0-4ae9-9e78-ffed51466634 Pluck Listeners: Community Monitoring Designed for Action http://www.pluck.com/resources/blog/_pluck-listeners-community-monitoring-designed-action Tue, 23 Aug 2011 21:30:00 GMT <div style="background-color:#ffffff;"><p class="MsoNormal">The topic of listening gets a lot of attention in the context of social interactions and online community. It makes sense - listening should be one of the primary reasons for using social media to engage your audience. Giving your users the power to talk back is an important necessity for any online community and if you’re paying attention, you can learn a lot from them. </p><p class="MsoNormal">However, listening often focuses only on gathering and presenting interesting information while missing the opportunity to directly impact real users. The big benefit really comes when you take insights gleamed from listening to your community and put them in front of the right people who can take the appropriate action. </p><p class="MsoNormal">This is the first of two blog posts where we will share the key capabilities of Pluck Listeners and what role they play in a successful community based on your desired <a href="http://www.pluck.com/results/" target="_blank">outcomes</a>. First, let’s look at what comprises successful listening from the Pluck perspective.</p><p class="MsoNormal">As we built Listeners into Pluck, we focused on the idea of listening as a means to take meaningful action. To achieve this, we identified that successful listening would have three primary components: </p><ul><li><strong>Identifying </strong>- defining and locating content of interest and noting it appropriately</li><li><strong>Routing </strong>- getting the content in front of the right internal stakeholders </li><li><strong>Acting </strong>- enabling stakeholders to take the right action for the content, user or both</li></ul><p class="MsoNormal">Since community managers and moderators are on the front lines of listening, we introduced these components into our <a href="http://www.pluck.com/products/moderation-manager.html" target="_blank">Moderation Workbench</a> where different types of listeners can be defined, applied to content queues and acted upon. Let’s take a look at each of these components in more detail.</p><p class="MsoNormal"><strong>Identifying</strong><br />To identify content of interest, the Moderation Workbench now supports the ability to define multiple lists of keywords and phrases of interest that can each be named according to their use. For example, a list named “Competition” could contain the names of various competitors while another list named “Defects” could have terms commonly associated with product problems. By creating these Listeners, Pluck will note any new content according to the criteria it matches within Pluck Analytics and also queue it for review.    </p><p class="MsoNormal"><strong>Routing</strong><br />To route identified content to the right stakeholders, the Moderation Workbench also allows for content queues to be dedicated to specific Listeners. Continuing our example, content that matched the “Defects” Listener can be placed into a dedicated “Customer Response” queue and reviewed separately from other content that may be under review for other reasons such as abuse reports or spam suspicion. Dedicating a Listener queue means specific users can be assigned to just that queue to review the content independently from other moderators and community managers. In the case of our “Customer Response” queue, content can be quickly directed to Customer Support representatives instead of front-line moderators. </p><p class="MsoNormal"><strong>Acting</strong><br />Once the right people are reviewing the identified content, they have the ability to take appropriate action on both the content and user as needed. From within the Moderation Workbench, they can edit the content to remove sensitive portions such as a competitor’s name or a price listing and then approve or remove the content from being displayed on the site. If a second opinion is needed, the item can be escalated to another team with a question or additional information. As needed, action can also be taken to contact the user or even flag their profile. A good example would be a product review that matched the “Defect” Listener and was routed to the “Customer Response” queue where a customer support representative contacted the original contributor of the content to offer assistance or gather more information. </p><p class="MsoNormal">Regardless of your <a href="http://www.pluck.com/blog/index.php/_pluck-community-value-framework" target="_blank">goals</a>, listening plays a substantial role in any successful community. Pluck Listeners provide the ability to identify conversations of value, put them in front of the right people and take meaningful action. In part 2 we will look at different ways in which listeners can be used to effectively drive the right results for your community. </p><p> </p></div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:6dadd111-4d7f-4648-ab9e-8fcb8cfd4128 Pluck Community Benefits Roles Across Your Organization http://www.pluck.com/resources/blog/_pluck-community-benefits-roles-across-organization Fri, 22 Jul 2011 14:35:00 GMT <font face="arial,helvetica,sans-serif" size="2">Not too many years ago it was standard practice even in big brands for a small cadre of digital marketers to exercise complete control over online community. After all, more times than not the community sat on its own domain, away from the brand site. And in the end the stakes weren’t very high. There was no link between the community and commerce, product development or other strategic concerns. </font><p class="MsoNormal"><font face="arial,helvetica,sans-serif" size="2">Man, have things changed. </font></p> <p class="MsoNormal"><font face="arial,helvetica,sans-serif" size="2">Today brands recognize the profound value that community can deliver <em>if it is properly designed and managed.</em> They are so serious about community that they are pushing it out to every marketing channel, including mobile and Facebook. And whether the primary reason for their online presence is to sell product or to attract, enlighten, entertain, and ultimately engage their best customers, they understand that community has evolved to become a significant contributor to the top and bottom lines.</font></p> <p class="MsoNormal"><font face="arial,helvetica,sans-serif" size="2">Naturally, something as business-critical as community is no longer the exclusive province of interactive marketers. Numerous organizations now have a hand in the community’s design, management and integration with the rest of the business. And the fortunes of yet <em>other</em> parts of the business rise and fall with the success of the community.</font></p> <p class="MsoNormal"><font face="arial,helvetica,sans-serif" size="2">We’ve helped launch and grow over 500 brand communities, and along the way we’ve gained a lot of insight into how community affects people in a number of different roles. We’ve rolled that insight into a new section of our site that, oddly enough, we’ve entitled <a href="http://www.pluck.com/roles/">Roles</a>. We’ve boiled our experience down to a manageable, but complete, discussion of 12 role categories.</font></p> <p class="MsoNormal"><font face="arial,helvetica,sans-serif" size="2">Some of these roles are involved in the design, launch and day-to-day management of community. For people in these roles - <a href="http://www.pluck.com/roles/analytics.html">Analytics</a>, <a href="http://www.pluck.com/roles/community.html">Community Management and Moderation</a>, <a href="http://www.pluck.com/roles/content.html">Content</a>, <a href="http://www.pluck.com/roles/design.html">Design</a>, <a href="http://www.pluck.com/roles/development.html">Development</a>, <a href="http://www.pluck.com/roles/marketing.html">Marketing</a>, </font><font face="arial,helvetica,sans-serif" size="2"><a href="http://www.pluck.com/roles/mobile.html">Mobile</a> </font><font face="arial,helvetica,sans-serif" size="2">and <a href="http://www.pluck.com/roles/social.html">Social</a> – we describe their challenges as <em>we </em>have witnessed them, and explain the Pluck product features or Demand Media services and business practices that we’ve developed to address those challenges.</font></p> <p class="MsoNormal"><font face="arial,helvetica,sans-serif" size="2">Others roles are peripheral to community execution but are nonetheless key constituents. For people in these roles – <a href="http://www.pluck.com/roles/ecommerce.html">e-Commerce</a>, <a href="http://www.pluck.com/roles/management.html">Management</a>, <a href="http://www.pluck.com/roles/revenue.html">Revenue</a> and <a href="http://www.pluck.com/roles/technology.html">IT</a> – we explain the particular value of Pluck community to them.</font></p> <p class="MsoNormal"><font face="arial,helvetica,sans-serif" size="2">Check out our discussion of Community and Roles. If you’ve got colleagues who are struggling with the challenges we describe, send them a link to the appropriate section. If you think we’ve gotten something wrong, by all means <a href="http://www.pluck.com/products/learnmore.html">let us know</a>. And, if having read about how we can make <em>your</em> job easier, you’ve decided you want to know more, <a href="http://www.pluck.com/products/learnmore.html?prev=http://www.pluck.com/roles/">drop us a line</a>.</font></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:dbd20192-8654-4bf1-b0e1-b25cb3685a47 Pluck Reviews Fuel Digital Retail http://www.pluck.com/resources/blog/_pluck-reviews-fuel-digital-retail Thu, 21 Jul 2011 22:03:00 GMT <p class="MsoNormal">It’s been great to see our enhanced <a href="http://www.pluck.com/products/reviews.html">Pluck Ratings and Reviews</a> application – delivered to the market earlier this year – take off. With its ability to surround the entire customer lifecycle with community, and the ease with which it can identify and promote trusted influencers during the conversion process, Pluck has broad appeal for transaction-oriented companies. </p> <p class="MsoNormal">Pluck has recently been deployed for organizations like Redbox, Healthspan, Gamestation and Time Warner’s Trusted Reviews. <span> </span>These customers join commerce-focused Pluck clients like Best Buy, Boots, Lifeway, Southwest and Whole Foods. </p> <p class="MsoNormal">Fundamentally, I believe that Pluck Reviews, with its multi-attribute ratings, trust filters, and integration with other social channels, has changed how digital retailers think about product feedback. And it's been invigorating to see the industry evolve to look beyond point solutions to an<a href="http://www.pluck.com/results/"> integrated community approach</a> that fosters customer engagement, advocacy and conversions while delivering insight.</p> <p class="MsoNormal">Examples of recent conversion-focused deployments of Pluck include:</p> <p style="margin-left:0.25in;text-indent:-0.25in;" class="MsoNormal"><span style="font-family:Symbol;"><span>·<span style="font:normal normal normal 7pt/normal 'Times New Roman';">         </span></span></span><strong>Healthspan:</strong><u> </u>T<span>he UK's largest direct supplier of vitamins and supplements uses Pluck Personas, Reviews and more in an SEO-friendly manner by calling Pluck APIs server-side. Compelling products are rolled up as </span><a href="http://www.healthspan.co.uk/customer-favourites/" rel="nofollow"><span>Customer Favourites</span></a><span> while individual products like </span><a href="http://www.healthspan.co.uk/glucosamine-supplements/chondromax/productdetail-p300-c142.aspx" rel="nofollow"><span>ChondroMax</span></a><span> provide multi-attribute ratings, recommendations, structured reviews, sorting, filtering, sharing and more. <span> </span><u></u></span></p> <p style="margin-left:0.25in;" class="MsoNormal"><span>The community is on target to beat Healthspan’s year one expectations: with 50% of the expected first-year review volume reached in only 15 weeks, and measurable upticks in online conversion rates, Healthspan has seen a less than 30 day payback on its Pluck investment. <u></u></span></p> <p style="margin-left:0.25in;text-indent:-0.25in;" class="MsoNormal"><span style="font-family:Symbol;"><span>·<span style="font:normal normal normal 7pt/normal 'Times New Roman';">         </span></span></span><strong>Redbox</strong>:<em> </em><span>With more than 26,000 locations across the US, Redbox is the fun, fast, easy way to rent the latest new release movies. </span>In less than two weeks, R<span>edbox</span> implemented Pluck Reviews via the Java SDK on all of their movies and games, including premium titles like <a href="http://www.redbox.com/movies/tangled" rel="nofollow">Tangled</a>. The Redbox community generated more than 30,000 reviews in the first 30 days. Redbox has created a highly engaging community environment, with participation rates that significantly exceed the standard 90:9:1 template: in May 2011, 25% of all registered community members contributed at least one movie review, and 6% contributed 3 or more reviews,</p> <p style="margin-left:0.25in;text-indent:-0.25in;" class="MsoNormal"><span style="font-family:Symbol;"><span>·<span style="font:normal normal normal 7pt/normal 'Times New Roman';">         </span></span></span><strong>Gamestation:</strong> Europe’s top gaming retailer has launched Pluck <a href="http://www.gamestation.co.uk/webapp/wcs/stores/servlet/CommunityDisplayView?catalogId=10202&langId=45&storeId=10651" rel="nofollow">community </a>across their e-commerce initiatives. In addition to visually integrating <a href="http://www.gamestation.co.uk/gs/need-for-speed-shift-37178#userReviews" rel="nofollow">Pluck Ratings and Reviews</a> into a site dedicated to hardcore gamers, the retailer has also made good use of Pluck Personas – which lets gamers friend and message each other and blog – and Pluck Rewards, which lets Game create influencers and gamer competition with badges and leader boards.</p> <p style="margin-left:0.25in;text-indent:-0.25in;" class="MsoNormal"><span style="font-family:Symbol;"><span>·<span style="font:normal normal normal 7pt/normal 'Times New Roman';">         </span></span></span><strong><span>Trusted Reviews:</span></strong><span> This Time Warner property is an innovative technology products site. </span><a href="http://www.trustedreviews.com/Samsung-WB600-compact-camera_Digital-Camera_review?plckReviewKey=638bfede-37e7-4525-8460-77e320705a27" rel="nofollow"><span>Pluck Reviews with Comments</span></a><span> are tightly integrated into product SKU and other page types (using the Pluck PHP SDK) to aid in user purchase decisions. Pluck Personas let site visitors register, create a profile, and friend other community members.</span></p> <p class="MsoNormal">To learn more, please visit our <a href="http://www.pluck.com/results/conversion.html">Conversions Blueprint</a> within the Pluck <a href="http://www.pluck.com/results">Results</a> section. And <a href="http://www.pluck.com/products/learnmore.html">drop us a note</a> if you have any questions or would like a guided tour through these or other customer implementations.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:5cfd9249-bcf9-4c11-a4db-c34d3af6f9b7 Points, badges, gamification and conversions http://www.pluck.com/resources/blog/_points-badges-gamification-conversions Tue, 19 Jul 2011 06:00:00 GMT <p> User-generated reviews lead to sales—many studies over the past several years verify that bit of common sense. For instance, Coremetrics found that people who read a review were more likely to purchase a product by fully 30%. But we've all had the experience of sifting through grumpy people's rants to get to information we can trust. It stands to reason that retailers who make it easier to find trustworthy consumer opinions will convert more guests into purchasers.<br /> <br /> This is where gamification comes in. The topic of adding game elements to web sites and applications—or "funware", as <a href="http://twitter.com/gzicherm" rel="nofollow" target="_blank" title="Zichermann is a key thinker in gamification">Gabe Zichermann</a> calls it—is still hot. Badging and point awards are especially effective at increasing community participation; but it is second-party rewards that turn a community into a meritocracy.<br /> <br /> Second-party points are awarded when one user marks another's contribution as valuable. An effective, gamified reviews application will allow Jim to "thumb up" Jane's review, giving her a few "helpfulness" points, while Jim may also receive points of a different currency (let's call it "kindness"). The key elements are that the author earns points for helpful reviews; those reviews can be featured on a product detail page by the system without human intervention; and that trusted authors earn badges, leading to broadly better content—and ultimately, a higher conversion rate.<br /> <br /> Pluck's built-in Rewards module offers both first- and second-party awards with easily-customized rules written in natural language, and the system is baked into every widget. Our Reviews module allows users to easily sort and filter reviews by trust rating, and there is a dedicated widget for surfacing the most helpful positive and negative reviews. All of this is also available through our SDKs, meaning you can add Pluck-based gamification to any feature of your web, Facebook, or mobile application (such as purchases and wish lists).<br /> <br /> Smart brands and retailers have already embraced product ratings and reviews as part of their core web and mobile experiences. The next step is to elevate quality content and trustworthy users by layering in a bit of meritocratic game mechanics.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:b4949424-027a-41e1-b719-40b75064ea4d Recent Pluck Product Updates http://www.pluck.com/resources/blog/_recent-pluck-product-updates Mon, 18 Jul 2011 21:00:00 GMT <font face="arial,helvetica,sans-serif" size="2">One key advantage of working with top brands is the opportunity to collaborate on evolving the Pluck product to meet real market needs and power innovation. Our partners rely on our integrated community platform to support their </font><a href="http://www.pluck.com/results/" target="_blank"><font face="arial,helvetica,sans-serif" size="2">goals of driving engagement, building advocacy and increasing conversion</font></a><font face="arial,helvetica,sans-serif" size="2">. They are a constant source of insight for us, helping us to understand what new and improved features are required to power successful communities. Such collaboration was at the heart of our recent 4.9 release and the result was a number of valuable, customer-driven features.<br /><br /><strong><font color="#4f81bd">Listening Empowers Customer Response and Community Health</font></strong><br /><br />Most of our partners place a premium on maintaining a consistent brand voice and high level of user satisfaction. As we seek ways to support these aims, product innovations invariably come about. We realized, for example, that the ability to raise awareness of certain warning signs in the community could lead to better customer response, product insight and community participation. This drove us to incorporate listening and improved moderation workflows into the Pluck platform. <br /><br />Building on our robust </font><a rel="nofollow" href="http://www.demandmedia.com/blog/insights-into-community-moderation-offerings/" target="_blank"><font face="arial,helvetica,sans-serif" size="2">Moderation Workbench</font></a><font face="arial,helvetica,sans-serif" size="2">, our new listening capabilities monitor user content for terms and phrases of interest our partners have defined in the Moderation Workbench. Any matches are tracked in the Workbench’s Activity Log and can be directed to a specified moderation queue for review, whereupon moderation teams can take action on the content, contact the user or escalate to another team. <br /><br />New Flag Routing functionality allows for content to be flagged with specific designations and escalated to different teams. This enables certain contributions to be routed through multiple levels of review, such as legal or customer support. New audit capabilities can force moderators to provide additional detail when taking actions such as block or delete against user content. This information gets recorded to the Activity Log and provides an additional level of audit and verification.<br /><br />Our new listening features improve the responsiveness of everyone who touches community, including moderators and community managers to customer support teams. These featuers are also a great additional source of insight. Ultimately, better listening results in happier customers, healthier communities and higher conversion.<br /><br /></font><font face="arial,helvetica,sans-serif"><font size="2"><strong><font color="#4f81bd">Mobile Support Opens Up New Channels for Interaction</font><br /></strong><br />Consumers express a growing expectation that every online interaction will have a social component. As our partners expand the options they offer consumers to connect with the brand, they look to us to help them extend their community to these new marketing channels. We’ve responded by, among other things, making it easy to integrate Pluck into our </font></font><a href="http://www.pluck.com/resources/press/20110406.html" target="_blank"><font face="arial,helvetica,sans-serif" size="2">partners’ mobile experiences</font></a><font face="arial,helvetica,sans-serif" size="2">. With Pluck 4.9, we’re offering both mobile SDKs and out-of-the-box mobile web applications.<br /><br />Pluck’s robust SDK support already included access to 420+ social components through native JavaScript, .NET and Java SDKs. With this new release we’ve added three platforms, PHP, Python and Objective C. Obviously this extends Pluck’s support for custom web development. But it also enhances our native mobile application support for Android and Windows Mobile to include iOS. Utilizing the Pluck SDKs, our services team has built reference implementations for applications like Comments, Photos and Personas on the Android and iOS platforms that can provide a quick integration path for native applications. The Pluck documentation site includes sample code and reference documentation for the new SDKs. <br /><br />In addition to expanded mobile support for native applications through Pluck SDKs, Pluck now also contains mobile web versions of Comments, Reviews and Personas. The mobile web versions of these applications are designed with mobile form factor and performance in mind, featuring only the most critical functionality and an interface easily consumed on a mobile device. The mobile web version of each application is available as a distinct widget that can be incorporated into any mobile web template, while maintaining the existing Pluck implementation for traditional web traffic.<br /><br />The expansion of Pluck SDKs and mobile web integration give users more avenues to connect to the community while also introducing new opportunities for innovative interactions that increase visits and drive engagement.<br /><br /><strong><font color="#4f81bd">Activity Insight Keeps Community Users Connected</font></strong><br /><br />4.9 also boasts enhancements to several other Pluck applications that keep users connected to ongoing activity through search, notifications and dedicated feeds. <br /><br /></font><a href="http://www.pluck.com/products/forums.html" target="_blank"><font face="arial,helvetica,sans-serif" size="2">Pluck Forums</font></a><font face="arial,helvetica,sans-serif" size="2"> include a new advanced search interface that allows users to select forums, date range, user and type of match when searching forum discussions. <br /><br /></font><a href="http://www.pluck.com/products/groups.html" target="_blank"><font face="arial,helvetica,sans-serif" size="2">Community Groups</font></a><font face="arial,helvetica,sans-serif" size="2"> now offer users flexible options around delivery frequency and types of content for digest notifications and the option to be notified immediately on any new group contributions. <br /><br /></font><a href="http://www.pluck.com/products/personas.html" target="_blank"><font face="arial,helvetica,sans-serif" size="2">Personas</font></a><font face="arial,helvetica,sans-serif" size="2"> can optionally feature distinct tabs for specific activity feeds for comments, forums, discussions and events as well as user photo galleries and public message support. The enabled tabs, their order and the default tab for both the 1st and 3rd person views can be easily set through a new drag-and-drop interface in the </font><a href="http://www.pluck.com/products/community.html" target="_blank"><font face="arial,helvetica,sans-serif" size="2">CMW</font></a><font face="arial,helvetica,sans-serif" size="2">.  <br /><br />These features keep activity in front of users, even when they’re not on the site, increasing awareness and driving them back into the community to participate. Return visits and strong connections produce community advocates that thrive on following ongoing interactions and adding their own contributions.<br /><br />The 4.9 release represents several months of work and ongoing collaboration with our partners to produce customer-driven solutions that boost engagement, build advocacy and increase conversion through integrated community experiences. The valuable insights we get from working with industry leaders continues to power innovation across the Pluck platform.  If you’re a current customer, you can check out the </font><a href="http://connect.pluck.com/docs/Pluck/releaseNotes/Pluck4releaseNotes/Pluck49ReleaseNotes.php" target="_blank"><font face="arial,helvetica,sans-serif" size="2">Pluck Release Notes</font></a><font face="arial,helvetica,sans-serif" size="2"> for more details on this and other Pluck releases. If you have any questions or feedback, please </font><a href="http://www.pluck.com/resources/contact.html" target="_blank"><font face="arial,helvetica,sans-serif" size="2">contact us</font></a><font face="arial,helvetica,sans-serif" size="2">!</font> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:90cf0e1d-fce5-4cf7-9bb8-8f97cb89f564 Pluck Potentials: Enabling Conversion with Community http://www.pluck.com/resources/blog/_pluck-potentials-enabling-conversion-community Tue, 12 Jul 2011 21:08:00 GMT <p><font face="arial,helvetica,sans-serif"><font size="2"><em>"Pluck Potentials" is our blog series designed to inspire innovation and lead users to new and creative implementations of the Pluck Community Platform. With our Mobile SDKs, over 400 social components and companion Facebook apps, the possibilities for customized community elements are endless.</em><br />  </font></font><span style="line-height:115%;font-family:'Arial','sans-serif';font-size:10pt;"><br /><font face="arial,helvetica,sans-serif">Many of you have seen our </font><a href="http://www.pluck.com/results/conversion.html"><span><font face="arial,helvetica,sans-serif" color="#0000ff">Community Results Blueprint for Conversion</font></span></a><font face="arial,helvetica,sans-serif">. It offers a guide to designing and building communities that mix Pluck social applications, platform features, best practices and selected 3<font size="2"><sup>rd</sup> party technologies to encourage consumer community participation and ultimately improve online and offline conversion rates.<span>  </span>In addition to that it profiles the phenomenal results from some of our latest customers, Redbox and Healthspan. </font></font></span></p><p><font face="arial,helvetica,sans-serif" size="2"> </font></p><p style="margin:0in 0in 10pt;" class="MsoNormal"><span style="line-height:115%;font-family:'Arial','sans-serif';font-size:10pt;"><font face="arial,helvetica,sans-serif">This installment of Pluck Potentials takes a deeper dive into the Conversion Blueprint to explore how Pluck applications and features can be deployed to meet the express needs of the online retail sector. Let’s take a closer, more descriptive look and you’ll see what we mean.</font></span></p><p><font face="arial,helvetica,sans-serif"><font size="2"> <br /><span style="line-height:115%;font-family:'Arial','sans-serif';font-size:10pt;"><font color="#4f81bd"><strong>Trusted, Rich Media Product Reviews</strong></font></span></font></font></p><p><font face="arial,helvetica,sans-serif"><font size="2"> <span style="line-height:115%;font-family:'Arial','sans-serif';font-size:10pt;">There is really only one thing a prospective buyer is looking for when perusing your ratings and reviews:<span>  </span>Value.<span>  </span>They want a high degree of confidence that they’re getting the best product, service or experience given what they have to spend.<span>   </span>Oftentimes reviews can reach such a volume as to overwhelm those with purchase intent by presenting a flood of rating and review data with such high variance that it actually serves to obfuscate the conclusion the consumer wished to attain:<span>  </span><em>“Is this the product I want or not?”</em><span>  </span>Point-solution “Reviews-only” vendors have responded to the deluge by creating badging and purchase verification features that provide some clarity and distinction, and we think that’s a great start, but there is a holistic approach to social commerce that is mostly overlooked.<span>  </span>Pluck community features allow customers to create and develop identities, levels of expertise and establish relationships within your site and third-party social networking sites.<span>  </span>This is essential to facilitate the deployment of powerful tools that can only be unlocked by gathering psychographic and relation-based information and harnessing it to create effective conversion applications that truly address the customer’s underlying motivations.<span>  </span>But you must own the data to achieve this!<span>  </span></span></font></font></p><p><font face="arial,helvetica,sans-serif" size="2"> </font></p><p style="margin:0in 0in 10pt;" class="MsoNormal"><span style="line-height:115%;font-family:'Arial','sans-serif';font-size:10pt;"><font face="arial,helvetica,sans-serif">In the subjective world of ratings and reviews whose opinion do they value most?<span>  </span>When selecting a movie for family night at </font><a rel="nofollow" href="http://www.redbox.com/"><span><font face="arial,helvetica,sans-serif" color="#0000ff">Redbox.com</font></span></a><font face="arial,helvetica,sans-serif">, what is weighted more:<span>  </span>100 ratings from folks they don’t know or 1 from a good friend?<span>  </span>Quality and service are two very important aspects of a successful customer experience, but there are powerful psychographic components to consider as well.<span>  </span>There is perhaps nothing more influential in the decision making process than a sense of comfort one has when investing in a known value.<span>  </span>Whether the measure is as tangible as durability or as nebulous as the “cool factor”, we all depend on friends, family and experts to provide the element of trust.<span>  </span>With Pluck Reviews customers are empowered to filter and sort by this most decisive factor.<span>  </span>By interlacing user-submitted “experiential” media such as video product overviews, customers can share with each other feature specific feedback integrated directly at the point of intent.</font></span></p><p><font face="arial,helvetica,sans-serif" size="2"> </font></p><h2 style="margin:10pt 0in 0pt;"><span style="line-height:115%;font-family:'Arial','sans-serif';font-size:10pt;"><font face="arial,helvetica,sans-serif" color="#4f81bd">Social-Centric Recommendations</font></span></h2><p><font face="arial,helvetica,sans-serif"><font size="2"> <span style="line-height:115%;font-family:'Arial','sans-serif';font-size:10pt;">Up to now, recommendations have been product-centric.<span>  </span>You could show the customer other products based upon what they’re viewing, what others purchased who also viewed and so forth.<span>  </span>With our IBM Websphere™ for Ecommerce integration, we add the dimension of trust by surfacing recommendations based upon product+social-centric algorithms.<span>  </span>“This person you know bought this hat after looking at this shirt.<span>  </span>One of our badge-holding “Gadget Geek” community members bought this receiver after looking at this one.”<span>  </span>Just like Reviews, the element of trust in the opinions of people they know or have been identified by the community as trustworthy sources is the prime influencer;<span>   </span>becoming increasingly important the more sophisticated or significant the purchase.</span></font></font></p><p><font face="arial,helvetica,sans-serif" size="2"> </font></p><h2 style="margin:10pt 0in 0pt;"><span style="line-height:115%;font-family:'Arial','sans-serif';font-size:10pt;"><font face="arial,helvetica,sans-serif" color="#4f81bd">Federated Search Integration</font></span></h2><p style="margin:0in 0in 10pt;" class="MsoNormal"><span style="line-height:115%;font-family:'Arial','sans-serif';font-size:10pt;"><font face="arial,helvetica,sans-serif">Endeca is the industry leader in site search indexing and presentation. Through our integration with their Guided Navigation™ you can add social attributes to your search index engine criteria, creating social dimensions and categories to your customers’ result sets.<span>  </span>For example, a customer searches for “LCD TV”.<span>  </span>Instantly the attributes of LCD TV’s are delineated on the page offering them a range of dimensions to further filter their search based upon their interest:<span>  </span>Price range, size, brand, power usage, rating, etc… You see where this is going:<span>  </span>The social dimension.<span>   </span>“Recommended by…”, “Viewed by”, “Purchased by…” adding the most powerful aspect of confidence to the navigation preference.</font></span></p><p><font face="arial,helvetica,sans-serif" size="2"> </font></p><h2 style="margin:10pt 0in 0pt;"><span style="line-height:115%;font-family:'Arial','sans-serif';font-size:10pt;"><font face="arial,helvetica,sans-serif" color="#4f81bd">Activity Syndication and Micro-Affiliation</font></span></h2><p style="margin:0in 0in 10pt;" class="MsoNormal"><span style="line-height:115%;font-family:'Arial','sans-serif';font-size:10pt;"><font face="arial,helvetica,sans-serif">Did you know that Pluck customers experience an average of three unique views (3 UVs) per syndication of their content?<span>  </span>Any number of incentives can be implemented to drive participation:<span>  </span>5% of your purchase, free-shipping, entries into your weekly drawing for letting their network know that they bought the latest shoe from your storefront.<span>   </span>Create “micro-affiliates” with each purchase, introducing the possibility of follow-on rewards, badges and recognition when their syndications drive traffic and further conversions.<span>  </span>The effect is further compounded when the original buyer makes their return visit back to your site to cash in their earnings or discount, making another purchase and developing a cyclical process of buy-syndicate-earn-buy.</font></span></p><p><font face="arial,helvetica,sans-serif" size="2"> </font></p><h2 style="margin:10pt 0in 0pt;"><span style="line-height:115%;font-family:'Arial','sans-serif';font-size:10pt;"><font face="arial,helvetica,sans-serif" color="#4f81bd">Behavior Rewards</font></span></h2><p style="margin:0in 0in 10pt;" class="MsoNormal"><span style="line-height:115%;font-family:'Arial','sans-serif';font-size:10pt;"><font face="arial,helvetica,sans-serif">Increase participation in your social initiatives by incentivizing your customers with leaderboards, contests and special savings discounts based on their badges earned, status rank or even user tier.<span>  </span>Pluck rewards and badging service layers let you credit any community member action you like:<span>  </span>Purchases, valued contributions, syndications, etc…letting them accumulate credit and recognition over the history of your extended relationship.<span>  </span>Identify your mavens, thought leaders and key influencers and target them specifically for future campaigns.<span>  </span>Promote your best and most influential customers to levels of privilege that secure a strong bond of affinity and ensure evangelistic advocacy for your brand that lasts a lifetime.<span>  </span>How great would it be to have an exclusive shopping event just for your “silver-and-up” community members the day before a sale for the general public?<span>  </span></font></span></p><p><font face="arial,helvetica,sans-serif" size="2"> </font></p><p style="margin:0in 0in 10pt;" class="MsoNormal"><span style="line-height:115%;font-family:'Arial','sans-serif';font-size:10pt;"><font face="arial,helvetica,sans-serif">We’re leaving off as much as we’re including here, so read about our </font><a href="http://www.pluck.com/results/conversion.html"><span><font face="arial,helvetica,sans-serif" color="#0000ff">Conversion Blueprint</font></span></a><font face="arial,helvetica,sans-serif">, and then connect with us to learn more about how Demand Media customers are implementing Pluck’s unique community strategies to their storefronts to increase sales by effectively socializing their customer’s purchase experience.</font></span></p><p><font face="arial,helvetica,sans-serif" size="2"> </font></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:419f5465-c3fa-4007-bc77-5e9a45b1be78 The Pluck Community Value Framework http://www.pluck.com/resources/blog/_pluck-community-value-framework Tue, 05 Jul 2011 22:38:00 GMT <p class="MsoNormal">With Pluck live across more than 500 enterprise-class digital destinations, we’ve been fortunate to glean a large amount of experience around what works, and what doesn’t, for online community. We’re excited to now take our interactions with amazing customers like AARP, Hearst, Kraft, Lowe’s, Mattel, Nestle, NFL, Redbox, and USA Today, along with industry leaders like Forrester, and unveil the <a href="http://www.pluck.com/results/">Pluck Community Value Framework</a>.</p> <p class="MsoNormal">The Framework precisely captures the three main result drivers of digital community for leading organizations: <a href="http://www.pluck.com/results/engagement.html">Engagement</a>, <a href="http://www.pluck.com/results/conversion.html">Conversion</a> and <a href="http://www.pluck.com/results/advocacy.html">Advocacy</a>. With the Framework, Pluck offers perspectives on key Outcomes to measure, while also diving into natural audience Motivations and guiding Strategies. </p> <p class="MsoNormal">Further, the three main pillars of the Framework are presented in detailed Community Results Blueprints. Each of the Blueprints walks through proven Solutions built on key Pluck Features, Approaches and Integrations. And the Blueprints help you plan for and push your organization to gain powerful Customer, Product and Market Insights.</p> <p class="MsoNormal">While the Framework and Blueprints sound basic, their apparent simplicity is only possible through the awesome dedication, discipline and thought work from the Pluck team, our partners and our customers over the last five years. I’m incredibly proud of what we’ve been able to accomplish and enthusiastic to share our experiences and recommendations more broadly. Please <a href="http://www.pluck.com/results">dive in</a> to learn more or <a href="http://www.pluck.com/products/learnmore.html">drop us a line</a> to go deeper. <span> </span><span> </span><span> </span><span> </span></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:e6005054-2399-4ea9-9917-a498b54f6720 Four Pillars of Integrated Community http://www.pluck.com/resources/blog/_four-pillars-of-integrated-community Thu, 02 Jun 2011 14:11:00 GMT <p class="MsoNormal">For five years, and with market leading <a href="http://www.pluck.com/customers">customers</a>, the Pluck team has proven the value of <em>integrated</em> social media, achieved through a broad <em>community platform. </em>The concept of accessorizing primary digital content with social media experiences was core to our initial API-centric architecture and remains critical to the <a href="http://www.pluck.com/products/pluck-4.html">Pluck platform</a> now via our six SDKs, eight apps, and 150+ social data objects. And we’re honored to see others in the industry now also touting the importance of integrated community. </p> <p class="MsoNormal">With the broader talk of integration these days, we felt it important to provide an updated viewpoint on key concepts, especially for those who might be considering an upgrade to, or expansion of, community features. In our opinion, the four pillars of an integrated community platform are:</p> <p style="text-indent:-0.25in;" class="MsoListParagraphCxSpFirst"><span style="font-family:Symbol;"><span>·<span style="font:normal normal normal 7pt/normal 'Times New Roman';">         </span></span></span><strong>Customers</strong>: the end user must be at the center of a community strategy. To maximize uptake, members need to be able to participate <a href="http://www.pluck.com/blog/index.php/_plans-integrate-facebook-websites">however </a>and wherever they choose, either via an existing account (Google, Twitter, Facebook, etc.) or a unique display name for collaboration with your brand. And whatever they do, they need to be empowered to carry identity and relationships where they’d like while syndicating and sharing their and others’ content when they want. Integrated community platforms like Pluck offer unsurpassed, customer-centric, experiences. <span> </span></p> <p style="text-indent:-0.25in;" class="MsoListParagraphCxSpMiddle"><span style="font-family:Symbol;"><span>·<span style="font:normal normal normal 7pt/normal 'Times New Roman';">         </span></span></span><strong>Channels</strong>: while classic websites still draw vast digital audiences, today brands must also execute across the <a href="http://www.pluck.com/blog/index.php/_optimizing-social-mix">Social Mix</a>: mobile, Facebook, YouTube, Twitter and more. An integrated community platform must seamlessly merge with each primary content object, offering an optimized screen and feature experience for each channel. And it must manage user content appropriately per channel. Gone are the days of stand alone, corner case communities. Today’s world-class platforms must permeate digital destinations and offer services that are intelligently tuned to channel nuances.</p> <p style="text-indent:-0.25in;" class="MsoListParagraphCxSpMiddle"><span style="font-family:Symbol;"><span>·<span style="font:normal normal normal 7pt/normal 'Times New Roman';">         </span></span></span><strong>Tools</strong>: while there are numerous point solutions, and some community platforms that claim breadth, only <a href="http://www.pluck.com/products/">Pluck </a>offers 150+ social data objects, accessible through six SDKs (PHP, Python, Objective-C, etc.) along with eight proven out-of-the box apps (Reviews, Comments, Forums, etc.). Importantly, all of these tools integrate with one another, making it easy for customers to seamlessly glide between research, contributions and discussions. And all tools are managed via a consistent back end experience with four Workbenches (Community Management, Application Management, Moderation, and Analytics) and robust documentation. In the last Wave report, Forrester gave Pluck a perfect 5 star rating for feature breadth, acknowledging integration leadership.</p> <p style="text-indent:-0.25in;" class="MsoListParagraphCxSpLast"><span style="font-family:Symbol;"><span>·<span style="font:normal normal normal 7pt/normal 'Times New Roman';">         </span></span></span><strong>Technologies</strong>: while Pluck offers vendor agnostic tools to quickly deploy across third party systems, we also maintain <a href="http://www.pluck.com/resources/partners/index.html">partnerships </a>to facilitate best practices. Demand Media maintains alliances with leaders like Apple (for iOS), ATG and IBM (for e-commerce), Facebook and Buddy Media, Endeca and Google (for search), JanRain (for social sign-on), Microsoft and more, ensuring repeatable deployment techniques and rapid time to market.</p> <p class="MsoNormal">Through these four pillars of integrated community, Pluck ensures that our customers have unparalleled flexibility to drive results around engagement, conversions and advocacy, while providing unique and powerful insights. Please <a href="http://www.pluck.com/products/learnmore.html">drop us a note</a>. We’d love to discuss how we might help you leverage the first, and leading, integrated community platform.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:8c505aff-ea07-405b-ae4b-889523d9a925 Staying in Sync with Slang http://www.pluck.com/resources/blog/_staying-sync-slang Thu, 19 May 2011 19:52:00 GMT <p class="MsoNormal">Staying on top of ever-evolving social trends is a daily challenge for Moderators and Community Managers. Fresh news topics and relevant references can crop up quickly and need to be assessed and understood just as quickly, often requiring some adaptation. Another constantly evolving aspect of moderation essential to stay abreast of is the use of specific words and phrases, and the coining of new ones - in other words, slang. </p> <p class="MsoNormal">We’ve all been there – passing by some kids on the street when they drop a phrase that leaves us scratching our heads and wondering, “What does that even mean?” I’ve found myself referring to the <a rel="nofollow" href="http://www.urbandictionary.com/">Urban Dictionary</a> more than once to figure out if something is offensive or not. Terms and street slang can be regional, racial, or dictated by age-group. Regardless, we regularly see a variety of new terms popping up in online communities and, as a result, we’re constantly updating our guidelines and learning as a team about the latest and greatest new slang terms. </p> <p class="MsoNormal">This natural and constant evolution of our language is part of what makes the human element such an important part of online moderation. Programmed “dirty word filters” can’t keep up with slang and street terminology the way humans can. New terms need to be looked at in context to know if they’re being used in a way that’s inappropriate. And new terms can disappear from the language stream just as quickly as they appeared. Sometimes phrases crop up that are unique to subject areas such as politics, gaming, sports, etc. After the rise of Sarah Palin and the political Tea Party, we had to adjust our handling of the term “teabagger”, which historically had a sexual interpretation but suddenly was used everywhere in the context of politics. Another example is the rise of the word “thug”, on sports sites in particular, the meaning of which took on a new street edge as a derogatory term for African-Americans.</p> <p class="MsoNormal">Keeping up with the changing nuances of language is a challenge, so make sure that those who manage your community are attuned to these changes. Bookmark that Urban Dictionary and brace yourself for some new vocabulary! <span> </span></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:c81567cb-0a26-493f-ad36-86c550b0dd14 Pluck Potentials: The Social Desktop http://www.pluck.com/resources/blog/_pluck-potentials-social-desktop Tue, 03 May 2011 21:30:00 GMT <div style="margin-left:40px;">  </div> <div> When our customers consider their Social Mix – the particular mix of marketing channels to which they extend community – they naturally think of their Web sites, Facebook and other social media, and mobile platforms. We think they should add the desktop to that list, and there are lots of terrific reasons for doing so.</div> <div>  </div> <div> Our SDKs for Objective-C, .Net and Java make it easy to bring Pluck community to the desktop. Any traditional desktop application could have integrated social features, but the most exciting possibilities for brands lie with Adobe Air apps powered by the Pluck SDK for JavaScript.</div> <div>  </div> <div> For those unfamiliar, Adobe Air is a cross-platform environment that lets Web developers extend their reach onto the desktop using the HTML, Flash, CSS and JavaScript skills they already have. But unlike Web sites, these applications have privileged access to computer resources usually unavailable to browser-based apps. Prominent examples of Air apps include TweetDeck and Pandora.</div> <div>  </div> <div> Consider a newspaper like USA Today or the San Francisco Chronicle. Air apps can run in the background, so imagine a desktop app that unobtrusively notifies your reader when someone replies to their comment, or lets them know that a review they've written has been recommended. It can tell them when a friend comments on a story they might not have seen, or using Pluck discovery features, it can display teasers for the hottest content. This drives increased and more immediate community participation, and ultimately more page views.</div> <div>  </div> <div> Is there a new poll on NFL.com? Has someone trashed your favorite team? With a desktop app, your superfans can know in less time than it takes to refresh a browser, with links in the app to take them directly back into the discussion.</div> <div>  </div> <div> But we don't stop there. We think the desktop possibilities are even more intriguing than this. Consider a program with a notoriously steep learning curve, like Adobe Photoshop. Now, imagine if that program had a forum built right into the interface. Open the history palette and context-sensitive, "most helpful" user-generated tips appear. Open a collaboration palette, and instantly publish your work to social networks and collaborate live with friends.</div> <div>  </div> <div> Or how about launching the popular DJ program Mixx you just got on Apple's Mac App store and finding in-app discussions, preselected by the type of music you like to spin.</div> <div>  </div> <div> Pluck's APIs can power all of this and just about anything else you can dream up. Our SDKs and code sample library make programming easy using the languages your developers already know and love. And our dedicated services teams can expertly guide you through the whole process.</div> <div>  </div> <div> Extending your social mix onto Facebook, phones and tablets is important, but having a truly integrated social solution means bringing those assets to bear everywhere it has impact for your business. We're excited by the prospect of bringing seamless social features to the desktop. Wherever your imagination takes you, we can meet you there!</div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:01272c35-518f-42e7-bd0e-4da923b5596d Noteworthy Pluck Deployments http://www.pluck.com/resources/blog/_noteworthy-pluck-deployments Mon, 02 May 2011 11:42:00 GMT <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">As highlighted each quarter in <a href="http://www.pluck.com/blog/index.php/_recent-pluck-deployments">previous posts</a>, it’s amazing to see continued creativity and impact as leading global brands launch social media initiatives with Pluck’s integrated community platform. A few noteworthy and recent go-lives include:</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><u>Australian Broadcasting Corporation</u>: ABC provides diverse programming services to national and International audiences. With a focus on world-class integrated community, ABC migrated photos, audio recordings and videos from their legacy provider to Pluck. ABC uses Pluck broadly for programming like HEYWIRE, (a space and a competition for young people from regional Australia where users have the ability the share stories and opinions in <a href="http://www.abc.net.au/heywire/blog.html?id=Blog:f99903f2-9927-4d3b-9252-1373441f2298Post:43d25c53-933d-45cd-aa05-393f492bd71b" rel="nofollow">text</a>, <a href="http://www.abc.net.au/heywire/recent.html?type=photos" rel="nofollow">photo</a> and video), Q&A Adventures in Democracy, (a television program airing on ABC1 where members can upload <a href="http://www.abc.net.au/tv/qanda/video-questions.htm" rel="nofollow">video questions</a> for the Q&A team to answer and create video satires on Australian politics called <a href="http://www.abc.net.au/tv/qanda/video-mashups.htm" rel="nofollow">Mashups</a>), and Adam Hills in Gordon St Tonight (a weekly talk show where viewers are able to <a href="http://www.abc.net.au/tv/adamhillsIGST/show_tell/all_galleries.htm" rel="nofollow">upload photos and videos</a> for use on the air). And ABC is just getting started with Pluck.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><u>Elsevier</u>: As t<span style="color:#2b3244;">he world’s leading publisher of science and health information, Elsevier serves more than 30 million scientists, students and health and information professionals worldwide. Their private </span><a href="http://www.applications.sciverse.com/" rel="nofollow">Application Marketplace</a><span style="color:#2b3244;"> (AMP) surfaces scientific data APIs to developers who create applications to enhance the research experience. The AMP team uses a variety of Pluck tools including <a href="http://www.pluck.com/products/forums.html">Forums</a> (for feedback and Q&A), <a href="http://www.pluck.com/products/blogs.html">Blogs</a> (to communicate various new capabilities) and <a href="http://www.pluck.com/products/reviews.html">Reviews</a> (to capture feedback on apps).  </span></p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><u>Game</u>: Europe’s leading gaming retailer has launched Pluck across their e-commerce site <a href="http://Gamestation.co.uk" rel="nofollow">Gamestation.co.uk</a>. Implementation highlights include Pluck <a href="http://www.gamestation.co.uk/gs/lego-star-wars-3-the-clone-wars-48335#userReviews" rel="nofollow">Ratings and Reviews</a> using our JavaScript SDK; Discovery to create an “ever present” sense of community via a footer on each page; a <a href="http://www.gamestation.co.uk/webapp/wcs/stores/servlet/CommunityDisplayView?catalogId=10202&langId=45&storeId=10651" rel="nofollow">Community Hub</a> to highlight people, products and content; and Pluck <a href="http://www.gamestation.co.uk/webapp/wcs/stores/servlet/BlogDisplayView?catalogId=10202&langId=45&merchandisingId=merch_13370153&storeId=10651" rel="nofollow">Blogs</a> to give an online voice to brick and mortar stores.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><u>Healthspan</u>: T<span>he UK's leading home shopping supplier of vitamins, minerals and health supplements uses Pluck Personas, Reviews and more in an SEO-friendly manner via our server-side API capabilities. Compelling products are rolled up as <a href="http://www.healthspan.co.uk/customer-favourites/" rel="nofollow">Customer Favourites</a> while individual products like <a href="http://www.healthspan.co.uk/glucosamine-supplements/chondromax/productdetail-p300-c142.aspx" rel="nofollow">ChondroMax</a> provide multi-attribute ratings, recommendations, structured reviews, sorting, filtering, sharing and more .</span></p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><u>NFL Team Sites</u>: a long standing Pluck client with deployments for the Dallas Cowboys and the core league site (NFL.com), the NFL has expanded Pluck to cover properties like the Minnesota Vikings, Green Bay Packers, and Tennessee Titans and others. Plus the NFL continues to see significant user engagement via offerings like the <a href="http://www.nfl.com/draft/2011/war-rooms" rel="nofollow">Draft War Rooms</a>.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><u>Redbox</u>:<em> </em>With more than 26,000 locations nationwide, redbox is the fun, fast, easy way to rent the latest new release movies. In an effort to expedite the rental process, redbox is investing in digital. For example, customers can go online and reserve a movie from a specific box. To facilitate selections, redbox implemented Pluck Reviews on all of their movies and games. In a few short weeks, titles like <a href="http://www.redbox.com/movies/tangled" rel="nofollow">Tangled</a> have generated hundreds of user ratings and reviews.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><u>Time Warner</u>: The <span>IPC Media division is one of the leading magazine publishers in the UK. Their Trusted Reviews property is the no. 5 technology site in the UK according to Hitwise. By including Pluck Personas along with <a href="http://www.trustedreviews.com/Samsung-WB600-compact-camera_Digital-Camera_review?plckReviewKey=638bfede-37e7-4525-8460-77e320705a27" rel="nofollow">Pluck Reviews and Comments</a> to product SKU and other page types (using the Pluck PHP SDK), IPC have added the user’s perspective to their expert view. Other IPC properties like goodtoknow have embedded <a href="http://sitelife.pluck.com/ver1.0/Blog/•%09http:/www.goodtoknow.co.uk/recipes/227023/Speedy-chocolate-muffins">Pluck Comments</a>, Personas and more.</span></p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Use of our <a href="http://www.coveritlive.com/" rel="nofollow">CoveritLive</a> product also continues to grow. Thanks to all of our amazing customers, partners and industry friends for the ongoing commitment to innovation. It's inspiring to participate as you push the envelope on integrated community. </p><p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">If you're considering, or would like to do more with, Pluck, we'd love to hear from you. Drop us a line to <a href="http://www.pluck.com/products/learnmore.html">learn more.</a></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:1dfe8d23-025f-4b4a-b92c-f6402fd61a54 Community Roadmaps – Forging a Path http://www.pluck.com/resources/blog/_community-roadmaps-forging-path Wed, 27 Apr 2011 16:26:00 GMT <p class="MsoNormal">I was recently talking with a potential client, doing what I often do, explaining the role of a Community Manager. On that day, my usual narrative didn’t seem to be resonating. I got the sense he wasn’t quite grasping why this role is so key to the success of a site.</p> <p class="MsoNormal">Then I suddenly remembered a story I’d heard years earlier; one I’d never before applied to managing a community. The story told of a university that had constructed several new buildings on campus, all centered on a grassy quad. When the semester began, the buildings were opened and the students began their daily march to class. But something was missing. The university hadn’t built any sidewalks between the buildings or across the quad. When the semester ended, the machinery returned and the sidewalks were laid over the worn footpaths the students had naturally created. Using this story to illustrate the role of a Community Manager definitely clicked with the client. Yes, you can make decisions about your community, the tools you use and the way you run it. And in all likelihood, some of your choices will be right. But you can also miss some obvious opportunities if you don’t listen to your community FIRST, and use that information to lay down your metaphorical sidewalks where they naturally fall. </p> <p class="MsoNormal">I hope more sites will think about this before spending excessive money and time developing community tools without consulting with your users – arguably your most valuable resource. You may get it partially right, but why not listen and build what you know your community will use? Not only will you empower your users, but you’ll create an environment that doesn’t clash with human nature. And that’s a good start to ensuring your own successful community. </p> <p class="MsoNormal">Finding new ways to talk about Community Management is always fun, and different analogies will work for different people. What are some descriptions that have worked for you? </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:f473b52a-afc5-463f-8350-f0a7d59299ce Troll Wars http://www.pluck.com/resources/blog/_troll-wars Wed, 20 Apr 2011 13:51:00 GMT <p class="MsoNormal">Even the healthiest online communities deal with them at some point – online trolls. Imagine this: within an otherwise thriving community you have one troublesome user who comes into your community daily, posting inappropriate comments and attacks. You block them – and 2 seconds later they’re back with a new username. Or perhaps you have a user who provokes others endlessly, then begins contacting you to complain that you’re not removing those who attacked him in return. Maybe you have a user who’s clearly maintaining 5 different usernames, playing them against one another and your community. </p> <p class="MsoNormal">So how do you protect an otherwise healthy community from these “trolls”? </p> <p class="MsoNormal">Action of some kind is necessary. Without it, you send a message to your quality users that you don’t care about them, and you give the trolls permission to take over your site. So what’s a Community Manager to do? The key to managing these kinds of trolls is human moderation. Let me be clear – we love automated moderation. The more machines can do for us with regard to effectively managing large content data sets, the better. That said, when it comes to managing clever trolls who are devoted to creating havoc on your site, you need humans. Smart ones. Ones that know your community well.</p> <p class="MsoNormal">Some days our moderation team is seemingly playing a game of whack-a-troll, quickly identifying and blocking trolls who continually reappear on the site with new usernames. Some days we’re diffusing fights between users who constantly battle each other, either by publicly easing the tone of the thread, or by privately communicating with each offending user. Since every troll is different, a singular response to dealing with them won’t always work. And that’s what makes understanding of the community and its users intimately the key to knowing that Dave928 is actually our favorite troll in a new guise. It’s the human element that allows us to understand that Angel893 is usually well-behaved, but gets riled up occasionally and needs to be blocked for a few of days. And it’s informed judgment that tells us that Eagle82 will go rogue if we block him and will create new and evil clones all over the site unless we privately and politely ask him to check his behavior. <span> </span></p> <p class="MsoNormal">Is there a benefit to automated moderation? Of course – and we look forward to innovations that allow machines to handle more and more of the load. But when it comes to managing trolls on your site, there is no replacement for human acumen. Human moderators can predict what trolls will do next, and can quickly adapt to new and creative ways trolls try to make trouble on your site. So roll up your sleeves and get in there – your community deserves it and is counting on you! </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:1abffb9b-456c-44a9-8ba5-f40202a675b9 The Online Anthropologist http://www.pluck.com/resources/blog/_online-anthropologist Tue, 12 Apr 2011 15:47:00 GMT <p class="MsoNormal">When it comes to growing and managing online communities, there are a lot of Community Managers who come to the game with some great resumes.<span>  </span>Technical backgrounds, programming or technical writing, communication, maybe some design.<span>  </span>These are all great skills to have, but you know what my favorite background is for a Community Manager?<span>  </span>Sociology and Anthropology.<span>  </span></p> <p class="MsoNormal">My own background is Anthropology and English, so I’m biased.<span>  </span>But let me explain.<span>  </span>The technical stuff is great, and some communities really benefit from having a Community Manager with that kind of skill set.<span>  </span>Having excellent communication skills is obviously also key.<span>  </span>But here’s the thing about Sociology and Anthropology.<span>  </span>These fields cover the study of human behavior, how people behave in given situations or locations, or from different cultures.<span>  </span></p> <p class="MsoNormal">When people are online, their behavior can be remarkably different from the way they behave in the “real” world.<span>  </span>The online world is, essentially, its own culture.<span>  </span>Sitting behind a screen can make people braver, in some cases more aggressive, in other cases more passive.<span>  </span>Community Managers who approach each community as a sociological study bring a valuable perspective to the scene.<span>  </span>Understanding the way human groups function, they’re looking at behaviors and trends in your users as they interact individually and as a whole.<span>  </span>They’re watching for influencers and actions that positively or negatively affect the whole, and working to use that insight to guide conversations, inform change and drive a thriving community. .</p> <p class="MsoNormal">So, the next time you’re checking out Community Managers, think a little more Indiana Jones and a little less geek squad.<span>  </span>You will likely be pleasantly surprised by the results.<span>  </span></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:49fd360c-3fd0-4909-9a37-22dfd4e50130 Taking Community Mobile http://www.pluck.com/resources/blog/_taking-community-mobile Wed, 06 Apr 2011 22:32:00 GMT <p style="font-family:arial,helvetica,sans-serif;" class="MsoNormal"><font size="2">This morning we announced the availability of some enhancements to Pluck that make it easier to integrate a Pluck social experience into apps running on Apple iOS or Google Android. In particular, we’ve released our software development kits (SDK’s) for Objective-C and Java, the standard programming languages for those two platforms. In addition to these high-level programming tools, we're also offering application templates that shorten the learning curve for mobile app developers.  </font></p><font size="2"><span style="font-family:arial,helvetica,sans-serif;"> </span></font><p style="font-family:arial,helvetica,sans-serif;" class="MsoNormal"><font size="2">At a recent gathering of our customers, no topic was hotter than “mobile”. <span> </span>Every brand in attendance described active mobile projects. Importantly, no two had the same vision for making their mobile presence social. Here are four companies that have <em>already</em> taken their Pluck communities mobile:</font></p><font size="2"><span style="font-family:arial,helvetica,sans-serif;"> </span></font><blockquote><p class="MsoNormal"><font size="2"><strong>Architectural Record. </strong>McGraw-Hill Construction’s <em>Architectural Record </em>is a print and online publication for architects with a focus on both design ideas and building science.<span>  </span>The online publication won an industry award for its site redesign, which features <a rel="nofollow" href="http://construction.com/community/gallerylist.aspx">Pluck-driven photo galleries</a> submitted by architectural photographers and architect members of the publication’s community. <em><br /></em></font></p><p class="MsoNormal"><font size="2"><em>Architectural Record</em> recently announced the availability of its Architectural Record Photography Showcase in Applie iTunes. The app provides mobile access to the online publication’s photo galleries. It also lets users take architecturally interesting photos and upload them to the app’s mobile Pluck photo gallery.</font></p><p class="MsoNormal"><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/15/15/cf60ca05-e137-490e-9f0e-4ef341e59572.Full.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="cf60ca05-e137-490e-9f0e-4ef341e59572" src="http://sitelife.pluck.com/ver1.0/Content/images/store/15/15/cf60ca05-e137-490e-9f0e-4ef341e59572.Large.png" alt="blog post photo" /></a></p><p class="MsoNormal"><strong><br /></strong></p><p class="MsoNormal"><font size="2"><strong>The NFL.</strong> The passion the NFL inspires carries over to the league’s Pluck-driven online community at NFL.com, where fans made over 8 million contributions in December 2010 alone. Recently, the NFL relied on Pluck’s mobile capabilities to add social features to its Android <a rel="nofollow" href="https://market.android.com/details?id=com.mobitv.client.nfl2010&feature=search_result">NFL Mobile</a> application. </font></p><p class="MsoNormal"><font size="2">Now community members can continue the conversation when they’re on their mobile device. And Pluck ensures that it is a single conversation, regardless of whether contributions come from NFL.com or the league’s mobile application. Pluck lets the NFL assign a source tag to comments – mobile device or NFL.com, for example – which lets the league segment comments for purposes of discovery, moderation policies, user tiering, and contributor badges and rewards.  </font></p><p class="MsoNormal"><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/8/7/38291c5a-4528-42b2-87f1-082228236469.Full.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="38291c5a-4528-42b2-87f1-082228236469" src="http://sitelife.pluck.com/ver1.0/Content/images/store/8/7/38291c5a-4528-42b2-87f1-082228236469.Large.png" alt="blog post photo" /></a></p><p class="MsoNormal"><font size="2"><strong><span>Trinity Mirror Football. </span></strong><span>Building on the success of Mirrorfootball.co.uk, UK publisher Trinity Mirror’s hugely popular football site, the company has launched a mobile version for football fans on the go. The app brings club news, images and videos to a new audience of iPhone users. </span></font></p><p class="MsoNormal"><font size="2"><span style="line-height:115%;">The Pluck-driven community on the Mirrorfootball site is also carried over to the iPhone app. Community members’ comments on the Mirrorfootball site are mirrored in the iPhone app, and app users can offer their own comments which are reflected on the website. For Trinity Mirror community managers and content moderators, these two social experiences in fact are one community which they control from a single set of platform tools.</span></font></p><p class="MsoNormal"><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/6/9/b627bf5b-2fae-42ba-a9b5-d8ecb5f47541.Full.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="b627bf5b-2fae-42ba-a9b5-d8ecb5f47541" src="http://sitelife.pluck.com/ver1.0/Content/images/store/6/9/b627bf5b-2fae-42ba-a9b5-d8ecb5f47541.Large.png" alt="blog post photo" width="288" height="246" /></a></p><p class="MsoNormal"><strong><span style="line-height:115%;"><br /></span></strong></p><p class="MsoNormal"><font size="2"><strong><span style="line-height:115%;">Glamour Magazine. </span></strong><em><span style="line-height:115%;">Glamour</span></em><span style="line-height:115%;">, a Condé Nast property, is dedicated to beauty, fashion, health and the myriad other issues that concern the magazine’s readers. Glamour.com offers its own online content to over three million unique visitors each month, and it offers a mobile version, m.glamour.com, to those who visit the site on a mobile device. </span></font></p><p class="MsoNormal"><font size="2"><span style="line-height:115%;">Condé Nast has extended its Pluck Comments implementation on Glamour.com to the mobile website. Like Pluck running on both websites and mobile applications, Pluck running on both browsers and mobile browsers presents a single, unified community experience.</span></font></p><p class="MsoNormal"><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/7/11/c78977e7-ad3e-402e-ab86-4ae081bad947.Full.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="c78977e7-ad3e-402e-ab86-4ae081bad947" src="http://sitelife.pluck.com/ver1.0/Content/images/store/7/11/c78977e7-ad3e-402e-ab86-4ae081bad947.Large.png" alt="blog post photo" /></a></p></blockquote><p class="MsoNormal"><span style="line-height:115%;"><font size="2">Pluck offers mobile developers the same flexibility and customizability it affords Web developers. Our new SDKs add to that versatility. We're proud of our ability to help our customers optimize their Social Mix across the Web, mobile Web, apps, Facebook and other social media destinations.  <br /></font><br /> </span></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:c6f4ef14-8655-4ecc-b3f1-92fb492d35e5 Optimizing the Social Mix http://www.pluck.com/resources/blog/_optimizing-social-mix Thu, 31 Mar 2011 14:05:00 GMT <p class="MsoNormal"><span>One of the things we love about the Demand Media Social Solutions group is the opportunity to work with thought leaders at brands and agencies. Via a variety of meetings, conversations and exchanges recently, it’s become clear that marketers are evolving their perspectives on social media. While Facebook and Twitter, along with owned & operated websites, continue to dominate spend and emphasis, leading organizations are starting to think broadly and holistically. </span></p> <p class="MsoNormal"><span>Like marketers traditional work on their Media Mix, we believe that 2011 is the year to strategically consider your Social Mix. We’ll define the Social Mix as the investment in community activities across digital channels. </span></p> <p class="MsoNormal"><span>Key elements of the Social Mix to ponder include:</span></p><ul><li><u><span>Mobile</span></u><span>: how are you incorporating customer interaction into your mobile apps and mobile-optimized web experiences?</span></li><li><u><span>Web</span></u><span>: in what ways can customers and prospects communicate with one another, and with you, on your owned media assets, including campaign, corporate, product and other properties?</span></li><li><u><span>Facebook</span></u><span>: are your social experiences invigorating and authentic across your pages or are you merely seeing fly-by Likes?</span></li><li><u><span>Twitter</span></u><span>: how do you post, listen and respond?</span></li><li><u><span>YouTube</span></u><span>: is the conversation around your video content in-line with the expectations of your brand voice?</span></li></ul><p>And for each channel, it’s important to consider your interaction, identification and response approaches. What can customers do (comment, post, rate, review, submit, respond, etc.)? How do they present themselves (channel-specific persona, Facebook name, other)? And how do you seed, guide, moderate, listen and respond to them?</p> <p class="MsoNormal"><span>2011 is particularly invigorating as, for the first time, customers’ comfort with Facebook-powered authentication in third party services allows brands to truly think of <u>one customer</u> across touch points. And with an increased understanding of each customer, coupled with a multi-pronged Social Mix, marketers can strive for the digital holy grail: <u>one community</u>, regardless of how and where customers encounter your digital presence. Each channel can have access to appropriate social content along with tuned and presented read/write experiences from a single set of infrastructure. And it can all be moderated, managed and analyzed from a single service and set of people.</span></p> <p class="MsoNormal"><span>Demand Media would love to help. Through our <a href="http://www.pluck.com/services/">Professional Services</a> team, we can assist with identification and prioritization of approaches for targeted channels. Through our <a href="http://www.pluck.com/products/">Pluck</a> and <a href="http://www.coveritlive.com/">CoveritLive</a> products, we can power asynchronous and real-time engagement, across channels, asset types (text, photo, audio, video) and communication frameworks (rate, recommend, respond, comment, review, post, answer, submit, bet, friend, follow, etc.).<span>  </span>And through our Community Services, we can <a href="http://www.pluck.com/services/community_management.html">Manage</a> and <a href="http://www.pluck.com/services/moderation_services.html">Moderate</a> your initiatives, enabling your in-house staff to focus on strategic social media decisions and efforts.</span></p> <p class="MsoNormal"><span>It’s been incredible to see customers like the <a href="http://www.pluck.com/blog/index.php/_pluck-partners-buddy-media">Dallas Cowboys</a> go from less than two thousand discussion posts on Facebook, to offering a seamless cross-web and Facebook forums experience, powered by Pluck, with hundreds of thousands of vibrant posts. Microsoft has experienced the power of Demand Media Community Services across Facebook, YouTube, Twitter and the web during their high-powered Windows Phone 7 launch.<span>  </span>And clients like Conde Nast, the NFL, McGraw-Hill and others use Pluck to power their rich mobile experiences, in conjunction with their core websites.</span></p> <p class="MsoNormal"><span>Please visit our <a href="http://www.pluck.com/customers/">Customer Profile</a> section to learn more or give us a <a href="http://www.pluck.com/products/learnmore.html?prev=http://www.pluck.com/Resources/">shout</a>. We’d like to explore your thoughts on the Social Mix, provide insights based on client best practices, and ideally help you increase return on your integrated community initiatives. </span></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:913c104a-2a15-408e-b0e1-75723decabc1 Australian Broadcasting Corporation is live with Pluck http://www.pluck.com/resources/blog/_australian-broadcasting-corporation-live-pluck Tue, 29 Mar 2011 22:13:00 GMT The Australian Broadcasting Corporation(ABC), Australia’s leading public broadcasting group, is live with Pluck tools on their site.  The ABC provides services to national and International audiences through ABC TV, Internet Radio (DIG), ABC Local Radio, ABC Radio National, ABC News Radio, ABC Classic FM, Triple J National Youth radio, Radio Australia, ABC New Media, ABC Asia Pacific, and ABC Enterprises.  In addition to providing programming of all types of media, the ABC has an active and engaged online community throughout Australia and the world. <br /><br /><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/7/6/87258799-a382-4ebb-b657-b2f180acbcb7.Large.jpg" target="_blank" title="Click here to view this image at full size in another window..."><div style="text-align:center;"><img id="87258799-a382-4ebb-b657-b2f180acbcb7" src="http://sitelife.pluck.com/ver1.0/Content/images/store/7/6/87258799-a382-4ebb-b657-b2f180acbcb7.Large.jpg" alt="blog post photo" width="250" height="144" /></div></a><br />ABC is currently live with photos, audio recordings and videos.  ABC will soon begin extending their usage of Pluck tools to include the use of comments.  I encourage you to check out Pluck in action on the site today and stay tuned for more as the ABC continues to extend their community.<br /><br /><div align="center"><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/4/7/54a50d97-8a48-42c1-b701-ccaae759a2ff.Large.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="54a50d97-8a48-42c1-b701-ccaae759a2ff" src="http://sitelife.pluck.com/ver1.0/Content/images/store/4/7/54a50d97-8a48-42c1-b701-ccaae759a2ff.Large.png" alt="blog post photo" width="600" height="60" /></a><br /></div><em><strong><br />Heywire</strong></em>:   HEYWIRE is a space and a competition for young people from regional Australia.  Their users have the ability the share their stories and opinions in text, photo and video.  <br /><ul><li><a href="http://www.abc.net.au/heywire/recent.html?type=photos" target="_blank" title="HeyWire">http://www.abc.net.au/heywire/recent.html?type=photos </a></li></ul><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/6/9/86576af0-5c8a-4d4f-9945-d723c44e8f05.Large.jpg" target="_blank" title="Click here to view this image at full size in another window..."><div style="text-align:center;"><img id="86576af0-5c8a-4d4f-9945-d723c44e8f05" style="width:508px;height:102px;" src="http://sitelife.pluck.com/ver1.0/Content/images/store/6/9/86576af0-5c8a-4d4f-9945-d723c44e8f05.Large.jpg" alt="blog post photo" /></div></a><br /><br /><em><strong>Q&A Adventures in Democracy</strong></em>: Q&A is a television program airing on ABC1.  <br /><ul><li>ABC community members have the ability to upload video questions for the Q&A team to answer:  <a href="http://www.abc.net.au/tv/qanda/video-questions.htm" target="_blank" title="Q&A">http://www.abc.net.au/tv/qanda/video-questions.htm </a></li><li>ABC Community members are also encouraged to create video satires on Australian politics called Mashups.  Q&A Mashups on any topic can be uploaded to the community homepage:  <a href="http://www.abc.net.au/tv/qanda/video-mashups.htm" target="_blank" title="Q&A">http://www.abc.net.au/tv/qanda/video-mashups.htm </a></li></ul><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/11/8/aba03e93-4437-4d80-88f4-aed9e4d3a2b9.Large.jpg" target="_blank" title="Click here to view this image at full size in another window..."><div style="text-align:center;"><img id="aba03e93-4437-4d80-88f4-aed9e4d3a2b9" src="http://sitelife.pluck.com/ver1.0/Content/images/store/11/8/aba03e93-4437-4d80-88f4-aed9e4d3a2b9.Large.jpg" alt="blog post photo" width="522" height="88" /></div></a><br /><br /><em><strong>Adam Hills</strong></em>: Adam Hills in Gordon St Tonight is a weekly talk show staring… the comedian Adam Hills. <br /><ul><li>Viewers of the show are able to upload photos and videos to the Show And Tell portion of the ABC website for use on the air.  Each week there is a new theme.  You can see some of the galleries here:  <a href="http://www.abc.net.au/tv/adamhillsIGST/show_tell/all_galleries.htm" title="Adam Hills Galleries">http://www.abc.net.au/tv/adamhillsIGST/show_tell/all_galleries.htm</a> </li></ul><em><strong>Many more to come… </strong></em> ABC is just getting started and I expect to see a plethora of interesting community features and engagement from them in the future. Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:409f2eb8-73bc-4a54-af2d-2da2e6a409cf Pluck Extends to Facebook Pages with Buddy Media http://www.pluck.com/resources/blog/_pluck-extends-facebook-pages-buddy-media Wed, 09 Mar 2011 15:00:00 GMT <p class="MsoNormal">We are excited to <a href="http://www.pluck.com/resources/press/20110309.html" target="_blank">announce</a> a new partnership between Demand Media and <a href="http://www.buddymedia.com/newsroom/2011/03/demand-media-builds-on-the-buddy-media-platform" target="_blank">Buddy Media</a>. Through this partnership we are extending our Pluck social applications to run on Facebook pages. Our first application for Facebook pages, Pluck Forums is available starting today. Using the Buddy Media platform you can now quickly embed the Pluck Forums running on your site directly into your Facebook page. This allows you to bring the conversation already happening on your own sites to Facebook where a significant portion of your consumers and fans spend their time. Even better, it allows your consumers and fans to engage in the conversation without ever leaving Facebook. </p> <p class="MsoNormal">This announcement builds on our history of working with Facebook. We have been a close <a href="http://www.facebook.com/press/releases.php?p=48242#!/press/releases.php?p=69602" target="_blank">partner</a> with Facebook since we launched our integration with Facebook Connect in 2008. Since then, we were the <a href="http://www.pluck.com/blog/index.php/_plan-integrate-facebook-websites" target="_blank">first community platform</a> to integrate with Facebook for Websites in 2010 and now we are the first community platform to enable seamless conversations across your own website and your Facebook page.</p><p class="MsoNormal">To describe the benefits of this new capability let’s use a live integration we have built in conjunction with Buddy Media for the Dallas Cowboys <a href="http://www.truebluefanclub.com/">True Blue Fan Club</a>. Since the Dallas Cowboys launched this site with Pluck in 2009, ten's of thousands of passionate fans have joined the True Blue community to talk the Cowboys and football (see following screenshot of <a href="http://www.truebluefanclub.com/socialnet/forums.cfm?plckForumPage=ForumDiscussion&plckDiscussionId=Cat:24d8e8bc-b132-4a6f-81fa-ab728a950ed1Forum:88e28c94-b7d5-47a7-a999-eed94a826affDiscussion:d5ff44f3-8e3e-4c3a-b0d9-6d7c74bac430" target="_blank">forum discussion</a> on the True Blue site).</p><p class="MsoNormal"><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/9/3/49bf1758-500c-4400-9326-1f0cd66f431a.Large.jpg" target="_blank" title="Click here to view this image at full size in another window..."><img id="49bf1758-500c-4400-9326-1f0cd66f431a" src="http://sitelife.pluck.com/ver1.0/Content/images/store/9/3/49bf1758-500c-4400-9326-1f0cd66f431a.Large.jpg" alt="blog post photo" /></a></p><p class="MsoNormal">With this new integration, the two million plus Cowboys' <a href="http://www.facebook.com/DallasCowboys" target="_blank">Facebook fans</a> can now participate in the conversation already happening on the True Blue site directly on the Dallas Cowboys Facebook page (see following screenshot of the same <a href="http://www.facebook.com/DallasCowboys?v=app_199707553391878" target="_blank">forum discussion</a> as above on the Cowboys fan page). </p><p class="MsoNormal"><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/0/14/800f409c-1256-4e92-8ee3-92d03437c876.Large.jpg" target="_blank" title="Click here to view this image at full size in another window..."><img id="800f409c-1256-4e92-8ee3-92d03437c876" src="http://sitelife.pluck.com/ver1.0/Content/images/store/0/14/800f409c-1256-4e92-8ee3-92d03437c876.Large.jpg" alt="blog post photo" /></a></p><p class="MsoNormal">Facebook fans can also quickly share their input in the conversation with their friends throughout Facebook. This will result in greater reach and awareness of the conversation than was possible on the True Blue community site alone.</p><p class="MsoNormal"><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/9/9/f9597fe7-0057-410c-899c-28d067fc0116.Large.jpg" target="_blank" title="Click here to view this image at full size in another window..."><img id="f9597fe7-0057-410c-899c-28d067fc0116" src="http://sitelife.pluck.com/ver1.0/Content/images/store/9/9/f9597fe7-0057-410c-899c-28d067fc0116.Large.jpg" alt="blog post photo" /></a></p><p class="MsoNormal">The best part for all Cowboys fans is the conversation is seamless. It is a single conversation happening on the True Blue site and Dallas Cowboys Facebook page. Fans participating in the forum conversation on Facebook do so with their actual Facebook identity. Their posts show up on the True Blue site with their Facebook name and profile picture. Fans participating in the forum conversation on the True Blue site do so with their True Blue community identity. They can also connect their True Blue community identity with their Facebook identity and participate in either place, or they can continue to participate using just their True Blue identity on the True Blue site.</p> <p class="MsoNormal">The best part for the Dallas Cowboys social team is there is now a single platform to <a href="http://www.pluck.com/products/management-tools.html" target="_blank">manage and moderate</a> the conversation. They can add, delete, move and manage all of the forum conversations through Pluck for their True Blue site and the Facebook page. More importantly, they can moderate the entire conversation happening in either place through Pluck’s powerful moderation tools. This includes strong spam controls, abuse management and more.</p> <p class="MsoNormal">Going forward we plan to introduce additional Facebook optimized versions of our applications, including Photos, along with promotional features like Top Rated Products. These applications will also be extended to take advantage of the powerful Buddy Media platform and available for free to our joint customers. We look forward to working with you to take advantage of this new set of capabilities for your community. As always, let us know if you have any questions!</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:ebf7f053-85ae-4d44-aae5-f1f0f3d8a8b3 Game On: CoveritLive http://www.pluck.com/resources/blog/_game-coveritlive Mon, 07 Mar 2011 22:19:00 GMT <span style="border-collapse:collapse;font-family:Arial, sans-serif;font-size:15px;line-height:18px;" class="Apple-style-span"><span style="border-style:initial;border-color:initial;outline-width:0px;outline-style:initial;outline-color:initial;font-size:11pt;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;line-height:17px;font-family:Calibri, sans-serif;border-width:0px;padding:0px;margin:0px;">Last week we announced our <a style="border-style:initial;border-color:initial;outline-width:initial;outline-style:none;outline-color:initial;font-size:15px;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;color:#43abd9;text-decoration:none;border-width:0px;padding:0px;margin:0px;" href="http://www.demandmedia.com/blog/we-ve-acquired-coveritlive/" target="_blank">acquisition</a> of the real-time audience engagement platform <a style="border-style:initial;border-color:initial;outline-width:initial;outline-style:none;outline-color:initial;font-size:15px;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;color:#43abd9;text-decoration:none;border-width:0px;padding:0px;margin:0px;" href="http://www.coveritlive.com/" target="_blank">CoveritLive</a>, and this week CoveritLive is introducing some exciting new gaming features to help online brands, publishers and bloggers keep their readers even more engaged and entertained.<br /><br /></span><span style="border-style:initial;border-color:initial;outline-width:0px;outline-style:initial;outline-color:initial;font-size:11pt;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;line-height:17px;font-family:Calibri, sans-serif;border-width:0px;padding:0px;margin:0px;">The new “Live Gaming” feature set allows event hosts to create trivia questions and entertaining betting scenarios for their users as the events unfold, with <a style="border-style:initial;border-color:initial;outline-width:initial;outline-style:none;outline-color:initial;font-size:15px;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;color:#43abd9;text-decoration:none;border-width:0px;padding:0px;margin:0px;" href="http://www.facebook.com/" target="_blank">Facebook</a>- and<a style="border-style:initial;border-color:initial;outline-width:initial;outline-style:none;outline-color:initial;font-size:15px;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;color:#43abd9;text-decoration:none;border-width:0px;padding:0px;margin:0px;" href="http://www.twitter.com/" target="_blank">Twitter</a>-enabled logins and live scoreboards that track the results. A publisher using CoveritLive to host a live discussion of a political debate, <em style="border-style:initial;border-color:initial;outline-width:0px;outline-style:initial;outline-color:initial;font-size:15px;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;font-style:italic;border-width:0px;padding:0px;margin:0px;">American Idol</em> or the NBA Draft can now invite its readers to make their own predictions, win points for answering questions, and bet those points on real-time outcomes.<span style="border-style:initial;border-color:initial;outline-width:0px;outline-style:initial;outline-color:initial;font-size:15px;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;border-width:0px;padding:0px;margin:0px;">  </span>With audience members accessing additional content and competing against each other to climb the leaderboard, live gaming creates a second interactive event within the main one, and makes the overall event experience even more relevant and rewarding.<br /><br /></span><span style="border-style:initial;border-color:initial;outline-width:0px;outline-style:initial;outline-color:initial;font-size:11pt;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;line-height:17px;font-family:Calibri, sans-serif;border-width:0px;padding:0px;margin:0px;">Live gaming also offers considerable benefit to online marketers and publishers searching for new ways to engage their audiences more deeply.<span style="border-style:initial;border-color:initial;outline-width:0px;outline-style:initial;outline-color:initial;font-size:15px;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;border-width:0px;padding:0px;margin:0px;">  </span>Because these new gaming features offer a casual competitive element, consumers have a reason to show up early to live events and stick around longer, extending the duration of meaningful interaction between brand and consumer.<br /><br /></span><span style="border-style:initial;border-color:initial;outline-width:0px;outline-style:initial;outline-color:initial;font-size:11pt;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;line-height:17px;font-family:Calibri, sans-serif;border-width:0px;padding:0px;margin:0px;">Real-time engagement and interactivity are already big reasons why major online brands like ESPN, Fox News, and CNET choose CoveritLive to power their coverage of live events, and we’re excited to offer these new gaming capabilities to help them take their game to a whole new level.<br /></span><br /><div style="border-style:initial;border-color:initial;outline-width:0px;outline-style:initial;outline-color:initial;font-size:15px;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;text-align:center;border-width:0px;padding:0px;margin:0px;"><img id="2c2af49c-66e2-4cdf-bec4-bdd626d7b268" style="border-style:initial;border-color:initial;outline-width:0px;outline-style:initial;outline-color:initial;font-size:15px;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;border-width:0px;padding:0px;margin:0px;" src="http://sitelife.demandmedia.com/ver1.0/Content/images/store/12/14/2c2af49c-66e2-4cdf-bec4-bdd626d7b268.Large.png" alt="blog post photo" /></div><span style="border-style:initial;border-color:initial;outline-width:0px;outline-style:initial;outline-color:initial;font-size:11pt;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;line-height:17px;font-family:Calibri, sans-serif;border-width:0px;padding:0px;margin:0px;"><br /><br /></span><em style="border-style:initial;border-color:initial;outline-width:0px;outline-style:initial;outline-color:initial;font-size:15px;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;font-style:italic;border-width:0px;padding:0px;margin:0px;"><span style="border-style:initial;border-color:initial;outline-width:0px;outline-style:initial;outline-color:initial;font-size:11pt;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;line-height:17px;font-family:Calibri, sans-serif;border-width:0px;padding:0px;margin:0px;">Steve Semelsberger is the SVP and GM of the Social Solutions group at Demand Media. He occasionally tweets industry and company news via <a style="border-style:initial;border-color:initial;outline-width:initial;outline-style:none;outline-color:initial;font-size:15px;vertical-align:baseline;background-image:initial;background-attachment:initial;background-origin:initial;background-clip:initial;background-color:transparent;color:#43abd9;text-decoration:none;border-width:0px;padding:0px;margin:0px;" href="http://twitter.com/semels">@semels</a></span></em></span> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:83637925-9b94-4897-ae7e-712a99f0f628 Details on CoveritLive Acquisition by Demand Media http://www.pluck.com/resources/blog/_details-coveritlive-acquisition-demand-media Thu, 03 Mar 2011 17:35:00 GMT <p class="MsoNormal"><font size="2" class="Apple-style-span">Today, we <a href="http://www.pluck.com/resources/press/20110303.html">announced</a> the acquisition of <a href="http://www.coveritlive.com/">CoveritLive</a>, the leading real-time engagement platform. We’re thrilled to welcome the Toronto-based team to Demand Media. We’ve had a great <a href="http://www.demandmedia.com/2009/08/18/press-releases/demand-media-and-coveritlive-announce-strategic-partnership">partnership</a> over the last year and a half. And we’ve been impressed by their product, innovation and results, including the more than one billion event minutes powered by CoveritLive per month. </font></p> <p class="MsoNormal"><font size="2" class="Apple-style-span">If you haven’t participated in a CoveritLive event already, you’ll likely soon experience it for live Q&A, real-time reporting, announcements and more. Each month, media and brand leaders like General Motors, Le Monde, Sky, ESPN and the Weather Channel use CoveritLive to touch more than 60MM readers. </font></p> <p class="MsoNormal"><font size="2" class="Apple-style-span">I personally love how CoveritLive has delivered quality, curated conversations around expansive categories of high consumer interest. As I’ve gotten to know the CoveritLive crew and many of the customers we share with our <a href="http://www.pluck.com/products/">Pluck</a> product, I’ve been impressed by how much value users derive from the simple, easy to use, intuitive system. Anything that folks gather around, including sporting events, news, entertainment, product launches and more, benefits from the thoughtful, real-time dialogue that CoveritLive powers. In many cases, CoveritLive is the perfect social companion app to broadcast.</font></p> <p class="MsoNormal"><font size="2" class="Apple-style-span">For example, yesterday during the iPad 2 announcement, leading Apple watchers from CNET to MacWorld enabled more than 2.4MM readers to glean up to the minute insights, ask questions, and learn more. Many of these readers stayed with CoveritLive events throughout the entire hour. As a comparison, the 2.4MM CoveritLive reader base was about the same size as the television audience that watched the premium NBA match-up between the Knicks and the Heat on Sunday.</font></p> <p class="MsoNormal"><font size="2" class="Apple-style-span">Leading brands like Ford leverage CoveritLive to increase customer intimacy and engagement. Thus far in 2011, Ford has run eight CoveritLive events (scaling up from the 25 they ran throughout 2010). 2011 events have included a conversation with KC Dallia, the Focus brand manager, and a chat with executive chairman Bill Ford on the electric future. All CoveritLive events from Ford are available through the <a href="http://www.thefordstory.com/">Ford Story</a> site.</font></p> <p class="MsoNormal"><font size="2" class="Apple-style-span">One element of CoveritLive that journalists, publishers, marketers, bloggers and other customers particularly like is the self-service platform. With no IT requirements, non-technical users can be up and running with CoveritLive events in minutes. And with a free introductory service anyone – from the smallest blog to the largest media property – can experience the power of real-time social media. </font></p> <p class="MsoNormal"><font size="2" class="Apple-style-span">There’s a lot more coming from CoveritLive, including new integrated gaming and trivia features we’ll launch soon. For more information, or to take CoveritLive for a spin, please visit <a href="http://www.coveritlive.com/">www.coveritlive.com</a>  </font></p> <p class="MsoNormal"><em><span style="line-height:115%;"><font size="1" class="Apple-style-span">Steve Semelsberger is the SVP and GM of the Social Solutions group at Demand Media. He occasionally tweets industry and company news via @semels</font></span></em></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:88ab6eb8-72a2-457c-8cf5-fad7218e0fd5 AnnArbor.com partners with Demand Media to launch Pluck tools http://www.pluck.com/resources/blog/_annarborcom-partners-demand-media-launch-pluck-tools Tue, 22 Feb 2011 16:44:00 GMT <font size="2"><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/12/1/2cb29e1e-0e1c-4458-91be-1c800ecfd56e.Large.png" target="_blank" title="Click here to view this image at full size in another window..."><div style="text-align:center;"><img id="2cb29e1e-0e1c-4458-91be-1c800ecfd56e" src="http://sitelife.pluck.com/ver1.0/Content/images/store/12/1/2cb29e1e-0e1c-4458-91be-1c800ecfd56e.Large.png" alt="blog post photo" /></div></a></font><font size="2"><br />AnnArbor.com, a Michigan-based online digital media company serving the people of Ann Arbor and surrounding Washtenaw County, recently debuted Pluck-driven community features. AnnArbor.com is a popular and prominent hub for local content, whose presence is “online 24/7 and in print on Thursday and Sunday.”  AnnArbor.com describes itself as a “whole new kind of company that combines the proud tradition of local journalism with a commitment to building a true online community providing citizens the opportunity to stay connected to local information, and to share content on whatever topics are important to them.”</font> <font size="2"><br /><br />AnnArbor.com has launched a really interesting and intelligently managed community. The moderators, editors, and real-time engagement officer are very active, visible and connected to their community. They assign it strategic importance, which has inspired them follow community interactions with equal measures of vigilance and nurturing.  <br /></font><p class="MsoNormal"><font size="2">AnnArbor.com launched new Pluck Personas and Pluck Comments applications with their community redesign.<span>  </span>You can check out what they did here:</font></p><font size="2"><strong>Personas</strong>:  <a href="http://www.annarbor.com/users/profile/?UID=38&plckUserId=38&plckPersonaPage=PersonaHome" target="_blank" title="Persona">http://www.annarbor.com/users/profile/?UID=38&plckUserId=38&plckPersonaPage=PersonaHome</a> <br /><br /><strong>Comments</strong>:  <a href="http://annarbor.com/news/u-m-study-indicates-earths-shrinking-snow-and-ice-cover-exacerbate-global-warming-more-than-models-p/#_login " target="_blank" title="Comment">http://annarbor.com/news/u-m-study-indicates-earths-shrinking-snow-and-ice-cover-exacerbate-global-warming-more-than-models-p/#_login </a><br /><br /><strong>Highlighted Comments</strong>:  Visitors to the community can also vote up the ‘Most Popular’ comments, which are then surfaced on the site. <br /><br /></font><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/11/11/1bad8c73-c3e3-4670-abed-88efd6e07ebe.Large.png" target="_blank" title="Click here to view this image at full size in another window..."><div style="text-align:center;"><img id="1bad8c73-c3e3-4670-abed-88efd6e07ebe" src="http://sitelife.pluck.com/ver1.0/Content/images/store/11/11/1bad8c73-c3e3-4670-abed-88efd6e07ebe.Large.png" alt="blog post photo" /></div></a><br /><div align="center"><br /></div><font size="2"><br /><strong>CoverItLive</strong>:  One feature of the community launch with a live, moderated town hall powered by CoveritLive. AnnArbor.com invited visitors to discuss the site’s new features, volunteer questions to the staff, and in general to voice their opinions on the new community portions of the site.  You can watch a replay of the conversation here:  <a href="http://annarbor.com/about/live-chat-come-talk-about-annarborcoms-new-commenting-system/ " target="_blank" title="CoverItLive">http://annarbor.com/about/live-chat-come-talk-about-annarborcoms-new-commenting-system/ </a><br /><br />AnnArbor.com has definitely made some great first strides with the Pluck applications on their site.  Check it out today.<br /></font><font size="2"><br /></font> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:dab3cad9-ce84-4c9f-a206-b5eee693635c Autotrader Adds Car Owner Reviews Powered by Pluck http://www.pluck.com/resources/blog/_autotrader-adds-car-owner-reviews-powered-pluck Tue, 01 Feb 2011 15:00:00 GMT <a href="http://www.autotrader.co.uk/"> </a><p style="margin-bottom:0.0001pt;line-height:normal;" class="MsoNormal"><span style="font-size:12pt;font-family:'Times New Roman','serif';">I am pleased to announce </span><a href="http://www.autotrader.co.uk/" target="_blank"><span style="font-size:12pt;font-family:'Times New Roman','serif';">Autotrader</span></a><span style="font-size:12pt;font-family:'Times New Roman','serif';">, the UK’s largest automobile classifieds website featuring over 360,000 vehicles for sale, has integrated </span><a href="http://www.pluck.com/products/reviews.html" target="_blank"><span style="font-size:12pt;font-family:'Times New Roman','serif';">Pluck Reviews</span></a><span style="font-size:12pt;font-family:'Times New Roman','serif';">. Autotrader has always provided expert reviews on cars and they are excited to now add owner reviews to enhance the car buying experience on their website. Car owners can </span><a href="http://www.autotrader.co.uk/car-reviews/write-review" target="_blank"><span style="font-size:12pt;font-family:'Times New Roman','serif';">submit</span></a><span style="font-size:12pt;font-family:'Times New Roman','serif';"> detailed </span><a href="http://www.autotrader.co.uk/car-reviews/ford/focus/28227?plckReviewKey=a50286de-e2a3-4433-89a8-3b3ed14fc0be" target="_blank"><span style="font-size:12pt;font-family:'Times New Roman','serif';">reviews</span></a><span style="font-size:12pt;font-family:'Times New Roman','serif';"> and rate the cars they own on multiple dimensions—practicality, reliability, running costs and how it drives—using Pluck Reviews and features like multi-attribute rating.</span></p> <p style="margin-bottom:0.0001pt;line-height:normal;" class="MsoNormal"><span style="font-size:12pt;font-family:'Times New Roman','serif';">In a short time since launch Autotrader has received very high volumes of user reviews. To ensure the reviews are legitimate, Autotrader asks the owner for their car registration and all submissions are moderated before publication to the site. Autotrader is able to streamline the high volume moderation process using the new </span><a href="http://www.pluck.com/products/moderation-manager.html" target="_blank"><span style="font-size:12pt;font-family:'Times New Roman','serif';">Pluck Moderation Manager</span></a><span style="font-size:12pt;font-family:'Times New Roman','serif';">.</span></p> <p style="margin-bottom:0.0001pt;line-height:normal;" class="MsoNormal"><span style="font-size:12pt;font-family:'Times New Roman','serif';">Autotrader focuses on connecting their visitors with the private individuals or car dealers selling cars on the website. By leveraging </span><a href="http://www.pluck.com/products/" target="_blank"><span style="font-size:12pt;font-family:'Times New Roman','serif';">Pluck’s Integrated Community Platform</span></a><span style="font-size:12pt;font-family:'Times New Roman','serif';"> and Pluck Reviews, Autotrader is able to give their visitors a broad resource of information and insight to consider when buying a car. All of this leads to more informed buyers and more profitable sellers. That’s an outcome we can all be happy with!</span></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:b096b5db-c65c-41b4-953a-308824654754 Announcing Pluck Reviews: Reviews You Can Trust http://www.pluck.com/resources/blog/_announcing-pluck-reviews-reviews-can-trust Wed, 19 Jan 2011 17:59:00 GMT <p class="MsoNormal">I am excited to let you know we have added a new Reviews application to Pluck. Pluck Reviews take advantage of all of the capabilities of Pluck’s Integrated Community platform to deliver a seamless consumer experience, including the ability to cut through the clutter of online reviews and find the reviews that matter most. Trust Filters <span>enable consumers to quickly find reviews from trusted sources such as Facebook friends, on-site community friends, noted reviewers and noted experts. You can read more about Trust Filters in Steve’s <a href="http://www.demandmedia.com/blog/reviews-you-can-trust/" target="_blank">blog post</a> on DemandMedia.com or dig into the other great capabilities and features of Pluck Reviews at <a href="http://www.pluck.com/products/reviews.html" target="_blank">http://www.pluck.com/products/reviews.html</a>. And, if you have a little extra time <a href="http://www.pluck.com/blog/index.php/_recent-pluck-deployments" target="_blank">check out</a> some of our recent customer deployments, including a few leveraging Pluck Reviews.</span></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:fac0270a-0d97-4818-a0fc-036e0cba993b Recent Pluck Deployments http://www.pluck.com/resources/blog/_recent-pluck-deployments-1 Tue, 18 Jan 2011 20:35:00 GMT <p class="MsoNormal">It’s been an invigorating few months as industry-leading brands continued to demonstrate their commitment to integrated social media via broad and compelling deployments of the <a href="http://www.pluck.com/products/">Pluck platform</a>.<span> </span>Following the basic format that we used in <a href="http://www.pluck.com/blog/index.php/_recent-pluck-customer-launches">August</a> and in <a href="http://www.pluck.com/blog/index.php/_compelling-pluck-social-media-customers">February</a>, this post quickly highlights and links to a few of the noteworthy recent implementations of Pluck.<span> </span></p> <p class="MsoNormal">These include:</p><p class="MsoNormal"><strong>Autotrader</strong>: the leading UK marketplace for cars has taken a smart and creative approach with Pluck <a href="http://www.autotrader.co.uk/car-reviews/ford/focus/28227?plckReviewKey=a50286de-e2a3-4433-89a8-3b3ed14fc0be">Reviews</a>, including great design and compelling multi-attribute ratings.<span>  </span></p> <p class="MsoNormal"><strong>Black and Decker:<span>  </span></strong>as profiled in <a href="http://www.internetretailer.com/2010/10/25/black-decker-retools-its-web-site">Internet Retailer</a>, the recently re-launched product showcase site features Pluck <a href="http://blackanddecker.com/power-tools/LDX120C.aspx">Reviews</a>, intelligent <a href="http://blackanddecker.com/">Discovery</a> (e.g. Top Rated, Recently Reviewed), Personas and more.</p> <p class="MsoNormal"><strong>EatingWell</strong>: healthy food <a href="http://www.eatingwell.com/community">community</a> includes Pluck <a href="http://www.eatingwell.com/recipes/black_bean_smothered_sweet_potatoes.html?section=comments#tabs">Reviews</a>, Blogs, Comments, <a href="http://www.eatingwell.com/community/photos/galleries.html">Photos</a>, Personas, Groups and other capabilities.<span><br /></span></p><p class="MsoNormal"><span style="font-weight:bold;">Lifeway</span>: Pluck powers social media tools like the Idea Bank (<a href="http://www2.lifeway.com/vbs2011/yourvbs/index.php/ideaBank/" target="_blank">Blogs</a>).  Users are equipped with capabilities like <a href="http://www2.lifeway.com/vbs2011/yourvbs/index.php/persona/?UID=beckyloyd1288015520365&plckUserId=beckyloyd1288015520365" target="_blank">Personas</a>, <a href="http://www2.lifeway.com/vbs2011/yourvbs/index.php/updates/article/1458?CID=email_VBSNovember2010-WhichSampler&plckFindCommentKey=CommentKey:31564b64-e86f-4c4d-ac4d-6dc94817b0d5" target="_blank">Comments</a>, and <a href="http://www2.lifeway.com/vbs2011/yourvbs/index.php/galleries/photos/" target="_blank">Photos</a> and activities are bridged to Twitter and Facebook.<br /><span> </span></p> <p class="MsoNormal"><strong>Mattel</strong>:<span> </span>the BarbieCollector.com site enables passionate fans to express themselves via offerings that include Pluck <a href="http://www.barbiecollector.com/news/robert-best-tribute-barbie-doll#bc_pluck-comments">Comments</a>, <a href="http://www.barbiecollector.com/user_activity/432948?UID=bc_userid_432948&plckUserId=bc_userid_432948">Personas</a>, <a href="http://www.barbiecollector.com/user/174029/photos">Photos</a>, and a Members-Only Forums area.<span>  </span></p> <p class="MsoNormal"><strong>Nestle:<span> </span></strong>the VeryBestBaking.com site provides a hub for cooking fanatics. Agency partner Ogilvy collaborated to deploy <a href="http://www.verybestbaking.com/profile.aspx?UID=cd509ae9-7a1d-49be-aeb5-124f32547006&plckUserId=cd509ae9-7a1d-49be-aeb5-124f32547006">Pluck Personas</a>, Ratings & Reviews, Discovery, SEO-friendly <a href="http://www.verybestbaking.com/Community/Forums.aspx">Forums</a>, Rewards, Polls on the <a href="http://www.verybestbaking.com/">home page</a> and more.</p> <p class="MsoNormal"><strong>Sony:<span> </span></strong>per the write-up in a previous <a href="http://www.pluck.com/blog/index.php/_crackle-live-pluck">post</a>, the video portal Crackle.com has deployed Pluck.<span> </span>Features include Pluck <a href="http://www.crackle.com/blog">Blogs</a>, <a href="http://www.crackle.com/c/Bewitched">Comments</a> (e.g. tab on “Bewitched” page) and user Personas (with Follow capabilities).</p> <p class="MsoNormal"><strong>Trafalgar Tours</strong>:<span>  </span>also covered in a launch announcement <a href="http://www.pluck.com/blog/index.php/_trafalgar-live-pluck">post</a>, this leading global travel services provider has taken a strategic– and rewarding – approach to community.</p> Give us a <a href="http://www.pluck.com/products/learnmore.html">shout</a> if you have any questions or feedback and thanks to all of our customers and partners for their amazing work.<span>  </span> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:c684fff1-dd0d-4957-93ad-4cc27e30bc35 Pluck and Agencies: A Powerful Combination http://www.pluck.com/resources/blog/_pluck-agencies-powerful-combination Tue, 07 Dec 2010 17:11:00 GMT <p class="MsoNormal"> </p><p class="MsoNormal"><font face="Verdana, sans-serif" class="Apple-style-span"><span class="apple-style-span"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">Since starting the business development practice here over three years ago, I've seen many collaborations between Pluck and third party agencies.  We've highlighted a few of those partnerships on our </span></span><a href="http://www.pluck.com/resources/partners/index.html" title="Pluck Partner Page"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;">Partners</span></a><span class="apple-style-span"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;"> page, but this isn’t a comprehensive list.</span></span><span class="apple-converted-space"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;"> </span></span><span class="apple-style-span"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;"> We've been lucky to work with dozens of agencies, integrators, and consultancies across the United States and Europe—everything from global interactive and multidisciplinary agencies to regional boutiques and industry-specific integrators.  </span></span></font></p><font face="Verdana, sans-serif" class="Apple-style-span"> <p class="MsoNormal"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">It's a powerful and productive combination: Pluck's social media platform and professional services teams combined with the creative, strategic, and development firepower of an agency.  The results speak for themselves, with award-winning and innovative deployments like </span><a href="http://www.lowescreativeideas.com/Home.aspx" target="_blank" title="Lowe's Creative Ideas"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;">Lowe's Creative Ideas</span></a><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">, BF Goodrich's </span><span style="font-size:8.5pt;font-family:Verdana, sans-serif;">Nation of Go</span><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">, Crayola’s<span class="apple-converted-space"> </span><a href="http://www.popartpixies.com/">PopArtPixies</a><span class="apple-converted-space"> </span>and the many more that make up much of our </span><a href="http://www.pluck.com/customers/" title="Pluck Customers"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;">Customer’s </span></a><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">page.</span></p> <p class="MsoNormal"><span class="apple-style-span"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">I often get asked how Pluck contributes</span></span><span class="apple-converted-space"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;"> </span></span><span class="apple-style-span"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">to the success of agencies as they deliver on client projects heavy in social media requirements. It's a question I enjoy fielding because the Pluck delivery model is tailor-made for agency engagements. First, we approach our agency partners with a flexible relationship framework. Understanding each client and/or project has unique characteristics and challenges, Pluck works with agencies to put forth the best mix of resources and the most appropriate pre- and post-sales processes. Second, Pluck empowers agency partners to deliver on multiple projects and achieve the scale and cost-savings typically uncommon to such a customizable, enterprise solution.  Third, our delivery model and expertise greatly complement the efforts of the agency's varying internal stakeholders in a few ways:</span></span></p> <p class="MsoNormal"><strong><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">Technical Leaders</span></strong><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">: Pluck Engineers and Solutions Architects work as an extension of the agency development team, delivering well-defined support via regimented, yet specific platform training and project guidance services. From wireframe development through production, Pluck works closely with the agency to bring social media to life within customer websites.  And from a technology perspective, Pluck enables agencies to deliver quickly on a broad range of social media interactions, either using our eight core social applications or our SDKs, all supported by an extensive service layer (Badges, Leaderboards, Social Connectors, etc.) and a powerful community management and moderation workbench. </span></p> <p class="MsoNormal"><strong><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">Account Directors and Producers</span></strong><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">:  Pluck, with it's easy to introduce, pre-built </span><a href="http://www.pluck.com/products/applications.html" title="Pluck Applications"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;">applications</span></a><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">, enables project owners to meet tight deadlines.  Alternatively, our SDKs allow for Account Directors and Producers to deliver on the most custom of deployments.  And it's all done with a platform that will scale and perform for customers, comes with an account manager and painless upgrade paths, and is associated with a product roadmap that enables the growth and flexibility needed to keep up with the ever-changing social media landscape.   </span></p> <p class="MsoNormal"><strong><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">Strategy Leaders</span></strong><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">: With so many incredible social media deployments in our rear view mirror, Pluck is uniquely positioned to share social media insights, like Steve's recent post on </span><a href="http://www.pluck.com/blog/index.php/_social-commerce-fueling-conversions" title="Social Commerce"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;">Social Commerce</span></a><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;"> or Jason's post on </span><a href="http://www.pluck.com/blog/index.php/_community-success-begins" title="Community Success"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;">Community Success</span></a><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">.  We understand how both marketers and publishers can benefit from the use of social media, and we enjoy working with our agency partners to help them build compelling pitches and to define the most appropriate, profitable social media blueprints for their customers.</span></p> <p class="MsoNormal"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;">If you have any social media projects on your horizon and would like to discuss how we might collaborate, or if you'd like to continue the discussion of how Pluck partners with and benefits agencies, please drop us a </span><a href="http://www.pluck.com/resources/partners/info.html" title="Pluck Partners Contact"><span style="font-size:8.5pt;font-family:Verdana, sans-serif;">line</span></a><span style="font-size:8.5pt;font-family:Verdana, sans-serif;color:black;"> and say hi.</span></p></font><p> </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:b5ac2f8f-8053-4d64-9d90-7740cff72f88 Why Moderation Matters for Your Community http://www.pluck.com/resources/blog/_moderation-matters-community Wed, 10 Nov 2010 14:00:00 GMT <p class="MsoNormal">These days it’s unusual for a company not to have some element of social media attached to it’s business.<span>  </span>Whether its comments from users on their site, or a Facebook or Twitter account, social is here to stay.<span>  </span>But how do we ensure quality over social?<span>  </span>After we fling open the doors to anyone with internet access, how do we control that piece of our site without stifling creative and productive conversation?</p> <p class="MsoNormal">Enter moderation.<span>  </span>The term is commonly used, and often tacked to the bottom of someone’s already long to-do list.<span>  </span>Moderation can mean different things to different people, but we’re here to give you some insight into what it <em>should</em> mean, and provide some basic best practices for how it can be done effectively and efficiently.</p> <p class="MsoNormal">The foundation of moderation is a clear, a complete set of Community Guidelines that are readily available to and easily seen by users.<span>  </span>Tell them what is permissible and what is not.<span>  </span>State what will result in disciplinary action.<span>  </span>Encourage users to respect the community rules and each other. Finally, enforce the guidelines in a speedy and consistent manner.</p> <p class="MsoNormal">In a perfect world, your users themselves and their actions are going to be one of the key parts of your moderation process.<span>  </span>You want them to feel enough ownership over your community that they’ll keep an eye out for unsavory behavior, trolls, bots, and other undesirable behavior and will take action accordingly.<span>  </span>For more insight on how to get your community involved check out our whitepaper, <a href="http://www.pluck.com/learn/community_management_wp.html" target="_blank">“Managing Anonymous Community Participation”</a>. </p> <p class="MsoNormal">Once you have a community that is actively helping you keep an eye out for abuse, you need to make sure that items and users reported as abusive are dealt with, quickly and consistently.<span>  </span>The reasons for speed are twofold.<span>  </span>Having unsavory or annoying content within your community will annoy your quality users and derail otherwise great conversations. If you want those quality users to stay and grow with you, make sure you’re keeping a happy, healthy environment for them to spend time. Without quick and consistent action, troublesome users, bots and other undesirables will see your site as a great place to call home.<span>  </span>Trolls and other negative users will drive out loyal users and prevent new ones from joining. Recovering after this scenario happens can be challenging.<span>  </span></p> <p class="MsoNormal">The effort involved in moderation will obviously depend on the size of your site and the amount of activity associated with it.<span>  </span>If you can support moderation in-house and have a dedicated part-time or full-time resource, then this is definitely a viable solution. If you or your team don’t have bandwidth to commit to daily moderation work or need help in the off hours, it’s time to consider a third-party solution like the one we are now offering.</p> <p class="MsoNormal">Third-party moderation does not have to be pricey.<span>  </span>It will, however, give you whatever coverage you need and want, allow for scalability, and give your team the ability to focus on growing the community and the site. Although this might result in even more content to moderate, that is exactly the kind of problem you want to have. </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:7fb1c77f-187f-48ba-8e26-d98776e9d97d Moderation Insights Post Link http://www.pluck.com/resources/blog/_moderation-insights-post Mon, 08 Nov 2010 20:00:00 GMT Recently, we <a href="http://www.pluck.com/resources/press/20101029.html">announced </a>our Moderation Services and Moderation Manager tool.  As you may have seen, the press release highlighted product extensions and our latest outsourcing services capabilities.  <div><br /></div><div>Occasionally, the Pluck team will also post perspectives on the Demand Media company blog.  A few days ago, I offered some additional insights into the drivers for, and capabilities of, the offerings.  </div><div><br /></div><div>If you're interested, you can read more <a href="http://www.demandmedia.com/blog/insights-into-community-moderation-offerings/">here </a>(and don't worry, there are plenty of reference links and pathways back to pluck.com content). And thanks for continuing to follow us...</div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:d1e288a5-1e46-45e5-a0e2-ad053ca0edea Trafalgar Live With Pluck http://www.pluck.com/resources/blog/_trafalgar-live-pluck Mon, 01 Nov 2010 10:40:00 GMT <p style="text-align:justify;line-height:normal;" class="MsoNormal"><span><a href="http://www.trafalgar.com/"><strong><em><span style="color:blue;"> Trafalgar Tours</span></em></strong></a>, a provider of great value tours to worldwide destinations went live on the 30<sup>th</sup> September with Pluck4 Personas, Reviews and the Forums modules. Trafalgar’s social media strategy is key to their aim of positioning the Trafalgar brand as synonymous with ‘expertise’ within the travel industry, increasing <a href="http://www.pluck.com/blog/index.php/_social-commerce-fueling-conversions"><span style="color:blue;">social commerce opportunities</span></a> and enhancing the consumer experience through all phases of their interaction with Trafalgar, these interactions include:</span></p> <p style="text-indent:-18pt;line-height:normal;text-align:left;" class="MsoNormal"><span>-       <strong>Pre-purchase</strong>: Through their search and decision making process.</span></p><div> </div><p style="text-indent:-18pt;line-height:normal;text-align:left;" class="MsoNormal"><span>-       <strong>Pre-tour</strong>: Meeting fellow travellers, reading travel hints & tips, travel stories and completing the express check-in process.</span></p><div style="text-align:left;"> </div><p style="text-indent:-18pt;line-height:normal;text-align:left;" class="MsoNormal"><span>-       <strong>On-tour</strong>: By staying connected to friends and family through regular updates on their Travel Journals.</span></p><div style="text-align:left;"> </div><p style="text-indent:-18pt;line-height:normal;text-align:left;" class="MsoNormal"><span><span>        </span><strong>Post-tour</strong>: Through staying in touch with the Trafalgar Team and new found friends via interaction in the forums, publishing travel stories and providing reviews.</span></p><div style="text-align:left;"> </div><p style="line-height:normal;text-align:left;" class="MsoNormal"><strong><em><span> Highlights of their implementation</span></em></strong><em><span>:</span></em></p><div style="text-align:left;"> </div><p style="text-indent:-18pt;line-height:normal;text-align:left;" class="MsoNormal"><span>-       <a href="http://www.pluck.com/products/sitelife-reviews.html"><span style="color:blue;">Pluck 4 Reviews</span></a>:  Trafalgar is the first customer to go-live with Pluck4 Reviews, a key component in their <a href="http://www.pluck.com/blog/index.php/_social-commerce-fueling-conversions"><span style="color:blue;">social commerce</span></a> drive. By giving customers the opportunity to rate and review tours on a number of attributes, Trafalgar has created a powerful outlet for customer advocacy, aided the customer in the decision making process and opened a new avenue for valued customer feedback.</span></p><div style="text-align:left;"> </div><p style="text-indent:-18pt;line-height:normal;text-align:left;" class="MsoNormal"><span>-       <a href="http://www.pluck.com/products/sitelife-personas.html"><span style="color:blue;">Pluck4 Personas</span></a>:  Trafalgar has customized the look and feel of the Pluck4 Persona application, seamlessly integrating it into their site. Identity and credibility are the pillars of all activity within the community experience, therefore Trafalgar has leveraged <a href="http://www.pluck.com/products/rewards.html"><span style="color:blue;">Pluck Rewards</span></a><strong> </strong>in order to amplify the personality of the most experienced and trusted members, making it easier for new joiners to place the appropriate value on each customer Review. They have also employed the Pluck <a href="http://www.pluck.com/products/connectors.html"><span style="color:blue;">Social Bridging</span></a> technology to enable the community to connect and be a part of the wider social web.</span></p><div style="text-align:left;"> </div><p style="text-indent:-18pt;line-height:normal;text-align:left;" class="MsoNormal"><span>-       <a href="http://www.pluck.com/products/sitelife-forums.html"><span style="color:blue;">Pluck Forums</span></a>:  Trafalgar has migrated existing forums and member <a href="http://www.pluck.com/products/rewards.html"><span style="color:blue;">Badges</span></a><strong> </strong>into the new experience. The forums from the previous implementation represented the heart of the community, a place where relationships between members flourished. Trafalgar was keen to preserve and build upon this success by updating the user experience and facilitating community interaction by creating a member directory which utilizes Pluck <a href="http://www.pluck.com/products/search.html"><span style="color:blue;">Search</span></a> capabilities to preserve old relationships and foster new ones.</span></p><div style="text-align:left;"> </div><p style="text-indent:-18pt;line-height:normal;text-align:left;" class="MsoNormal"><span>-       <a href="http://www.pluck.com/products/sitelife-personas.html"><span style="color:blue;">Avatars</span></a>: Cool preloaded profile pics! <br /></span></p> <p style="margin:0cm 0cm 0.0001pt;line-height:normal;" class="MsoNormal"><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/5/12/f51ee0a6-e1d5-4e72-ac09-f30d0be2ef90.Large.bmp" title=""Click here to view this image at full size in another window..." t "></a><span>       </span></p><div style="margin-left:80px;"><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/1/12/61cfebfc-f1f3-4fa6-bca8-a4616efa7d6c.Large.bmp" target="_blank" title="Click here to view this image at full size in another window..."><img id="61cfebfc-f1f3-4fa6-bca8-a4616efa7d6c" src="http://sitelife.pluck.com/ver1.0/Content/images/store/1/12/61cfebfc-f1f3-4fa6-bca8-a4616efa7d6c.Large.bmp" alt="blog post photo" /></a>    <a href="http://sitelife.pluck.com/ver1.0/Content/images/store/3/2/0334d547-0d2f-4d63-a2b5-aaa81f1cec93.Large.bmp" target="_blank" title="Click here to view this image at full size in another window..."><img id="0334d547-0d2f-4d63-a2b5-aaa81f1cec93" src="http://sitelife.pluck.com/ver1.0/Content/images/store/3/2/0334d547-0d2f-4d63-a2b5-aaa81f1cec93.Large.bmp" alt="blog post photo" /></a><strong><em><span><br /> </span></em></strong><span style="font-style:italic;">Rewards and Badges</span><strong><em><span>                              </span></em></strong><em><span>New Pluck 4 Reviews</span></em><strong><em><span> <br /><br /></span></em></strong><div style="text-align:left;"><br /></div></div> <p style="line-height:normal;font-weight:bold;font-style:italic;" class="MsoNormal"><span>  Next Steps:</span></p><p style="line-height:normal;" class="MsoNormal"><span>This is just the first the first step in Trafalgar/Pluck story, as they plan to use<em> </em><a href="http://www.pluck.com/products/sitelife-groups.html"><span style="color:blue;">Pluck Groups,</span></a> <a href="http://www.pluck.com/products/sitelife-comments.html"><span style="color:blue;">Pluck4 Comments</span></a><strong> </strong>and<strong> </strong><a href="http://www.pluck.com/products/sitelife-blogs.html"><span style="color:blue;">Pluck Blogs</span></a> to make their social media aspirations a reality!</span></p> <p style="margin:0cm 0cm 0.0001pt;line-height:normal;" class="MsoNormal"><span style="font-size:12pt;font-family:'Times New Roman','serif';"> </span></p> <p style="text-indent:-18pt;line-height:normal;" class="MsoNormal"><span style="font-size:12pt;font-family:'Times New Roman','serif';"> </span></p> <p style="text-indent:-18pt;line-height:normal;" class="MsoNormal"><span style="font-size:12pt;font-family:'Times New Roman','serif';"> </span></p> <p class="MsoNormal"> </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:8a49badc-aa1f-4d78-b803-26a7349bae2c Crackle is Live with Pluck http://www.pluck.com/resources/blog/_crackle-live-pluck Fri, 29 Oct 2010 21:55:00 GMT Sony’s streaming video portal Crackle is live with Pluck.  Crackle is one of the fastest growing entertainment destinations today and provides movies, TV shows and quick videos through their online portal to all kinds of stationary and mobile electronic devices. <div style="text-align:center;"><div><br /></div><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/13/3/bdb3fb67-cece-4d84-a312-eb8a8b378532.Large.gif" target="_blank" title="Click here to view this image at full size in another window..."><img id="bdb3fb67-cece-4d84-a312-eb8a8b378532" src="http://sitelife.pluck.com/ver1.0/Content/images/store/13/3/bdb3fb67-cece-4d84-a312-eb8a8b378532.Large.gif" alt="blog post photo" /></a><br /></div><div><br /></div><div><div>Crackle has integrated Pluck into their re-launched site to give their visiting audience a comprehensive engagement experience.  If you have time check out the Pluck pieces on their redesigned site.</div><div><br /></div><div><ul><li>Blog:  The Crackle Blog highlights the latest Crackle news, special videos, free offerings, fan guides, and numerous off the wall postings from the Crackle editors.  (See “A Birthday Haiku for Luke Wilson”)  </li><li>Comments:  Crackle enables their community to engage with each other on movies and show pages.  </li><li>Personas:  Pluck Personas infused with Crackle’s view tracking mechanism are used to track user interactions and enable following of other community members.  You can follow another user, see what they are watching and watch that yourself.  </li></ul></div><div><br /></div><div>I invite you to join the multitude of Crackle users for your viewing enjoyment and watch as they enhance their online presence by extending the capabilities of interaction among their users.  Check back regularly to see new additions integrated into their online experience.</div><div><br /></div><div><a href="http://www.crackle.com" target="_blank" title="Crackle">http://www.crackle.com</a></div></div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:8c007729-ccf1-4f6b-b9c1-3624f75354e0 Social Commerce: Fueling Conversions http://www.pluck.com/resources/blog/_social-commerce-fueling-conversions Fri, 15 Oct 2010 04:27:00 GMT <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Through this series on <a href="http://www.pluck.com/blog/index.php/_social-marketing-definition-framework">Social Marketing</a>, we’ve explored how <a href="http://www.pluck.com/blog/index.php/_social-crm-delivering-insights">Social CRM</a> efforts can drive powerful customer insights via the intelligent analysis of feedback, conversations and responses.  We’ve also pondered how <a href="http://www.pluck.com/blog/index.php/_social-branding-driving-affinity">Social Branding</a> techniques are key catalysts for affinity programs, driving awareness, recall and advocacy.  With this fourth post in our series, we turn to Social Commerce. </p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Social Commerce has often, and rather narrowly, been focused on pure e-commerce.  For example, the <a href="http://en.wikipedia.org/wiki/Social_commerce">Wikipedia</a> entry ties it specifically to “using social media…to assist in the online buying and selling of products and services.”   While online transactions are certainly pivotal for many retailers’ use of integrated social media, we at Demand Media actually see broader applications for the concept.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Arguably, Social Commerce could be defined as a set of digital end user actions that help lead to <em>conversions.  </em>Of course, online sales transactions might be one outcome.  But a conversion could also be a registration, a download, an expression of interest, an indication of preference, or an in-store visit (ideally with a checkout).</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Audiences have become highly tuned to participation in Social Commerce initiatives.  Whether driven by a desire to show expertise, or motivated by shopping, research or planning tasks, end users have consistently been willing to provide feedback and insights.  And marketers have become skilled in tactics around captivation, education and actuation to create awareness, solicit input, and reward participation.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Ratings and Reviews are generally the primary application elements of Social Commerce.  But to optimize conversion potential, a comprehensive framework is usually the smart approach. Product Forums, Expert Blogs, User Groups, Photo & Video Sharing, Badges, Points, Leaderboards, Following, Messaging, Comments, Profiles and Social Bridging (bi-directional connections to Facebook, Twitter, LinkedIn, etc.), optimized and tightly integrated into core owned media experiences, are pivotal.  In addition, community seeding, feedback and moderation approaches need to be managed for Social Commerce objectives.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">One great example of an <a href="http://www.mediapost.com/publications/?fa=Articles.showArticle&art_aid=112626">OMMA Award</a> winning Social Commerce initiative is <a href="http://www.lowescreativeideas.com/Home.aspx">Lowe’s Creative Ideas</a>.  Here, visitors create and share DIY projects with step-by-step instructions.  Comments with photos and recommendations help surface compelling advice.  And the projects drive (generally in-store) transactions by surfacing relevant SKUs and product details.  Hundreds of thousands of end users typically visit the Social Commerce offering each month and with search engine optimized (SEO’d) content, people easily find aligned projects and perspectives. </p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Another compelling showcase comes from one of the largest e-commerce sites on the planet, Southwest.com.  There, the <a href="http://travel.southwest.com/travel/exploreTravel.html">Travel Guide</a> section offers user ratings & reviews, forums, photo galleries, videos, profiles/personas and more, all uniquely structured around key Southwest Airlines destinations.  Want to know more about arguably the <a href="http://travel.southwest.com/travel/restaurantDetails.html?restaurantId=356043">best pizza in Austin</a>?  The Travel Guide will help you with a distinctly Southwest voice and perspective.  With hundreds of forums and thousands of active users, Travel Guide is one of three pillars of the Southwest.com site and a key element of their overall Social Media strategy.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">As many have found, while placing something like a ratings app on a web page isn’t hard, the process of ensuring success associated with Social Commerce, measured by a variety of Conversion metrics, can be tricky. Fortunately, Demand Media’s Pluck team, along with our exceptional consulting <a href="http://www.pluck.com/resources/partners/service.html">and services partners</a>, are equipped to help major brands and retailers chart a path. Whether organizations are looking to upgrade an existing Social Commerce system, expand beyond an initial project, or launch a major new platform initiative, we can help.  </p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Intrigued?  <a href="http://www.pluck.com/products/learnmore.html">Drop us a line</a> and we’d be happy to take you through best practice details of our Social Commerce blueprints, more deeply explain technology and moderation approaches, and show you more customer examples in action.   </p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Next up in the blog series:  putting the three pillars of Social Marketing together across your multiplatform initiatives.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:583cd42d-32a7-42de-983e-6a6aac624a5f Community Success Begins With You http://www.pluck.com/resources/blog/_community-success-begins Wed, 29 Sep 2010 12:12:00 GMT <p class="MsoNormal">Over the course of my series on anonymity, I have addressed the question of whether <a href="http://www.pluck.com/blog/index.php/_anonymous-users-place-community" target="_blank">anonymity is acceptable</a> and provided ideas for <a href="http://www.pluck.com/blog/index.php/_anonymity-cannot-avoided-identity-earned" target="_blank">how to earn identity from anonymous users</a>, <a href="http://www.pluck.com/blog/index.php/_separate-anonymous-winners-losers" target="_blank">how to separate the anonymous winners from the losers</a>, and <a href="http://www.pluck.com/blog/index.php/_powerful-defense-against-unruly-anonymous-users-end-users" target="_blank">how to get your community involved</a>. Each of these ideas can be effective for managing a community of anonymous users, but success in implementing these ideas ultimately starts with you. My final post of this series examines this important topic and provides ways in which you can achieve success within your community. </p> <p class="MsoNormal">The key to success starts with your presence on the site. You must inject yourself into the community from the very beginning, not only when issues arise. Your community needs to know you and trust you if you expect them to respond when you take action. Fortunately, making your presence known from the beginning is not hard. Here are some suggestions about how you can be involved in your community from the outset:</p> <ul><li><u>Establish a clear set of community guidelines</u> – Every website’s position on what is appropriate dialogue is different. For example, the <a href="http://www.nfl.com/" target="_blank">National Football League</a> attracts a younger male demographic, so it’s not going to be a “tea party.” Your position should be clearly established upfront with your community in the form of written guidelines. These guidelines detail what contributions are suitable for your target audience and which are deemed inappropriate. These guidelines also provide a framework for your moderators to determine which contributions are allowed and which must be removed.<br /></li><li><u>Establish a profile and actively participate</u> – As a community manager, make sure you have your own Persona in the community so your community members can recognize you. Use your Persona to start discussions, address questions, ask for feedback and respond to complaints. The more involved you are the more you will be recognized in the community.<br /></li><li><u>Assign privileges to trusted community members </u>– Enlist trusted users in the community to help you enforce the guidelines. The best way to identify trusted users is to monitor conversations and look for those individuals with thoughtful and meaningful contributions. You can think of these individuals as your community advocates. In the end, the more eyes you have looking for violations and hands you have reacting to them, the quicker you will be able to respond and show your community guidelines should be taken seriously. <br /></li><li><u>Label trusted community members</u> – Early on establish a badge or a format for contributions by trusted community members. These users and their conversations should be instantly recognizable in the conversation. This provides a show of force and highlights the contributions community members should be aware of.<br /></li><li><u>Get your editors, journalists and content creators involved</u> – No one likes talking to a brick wall. Community members interact with content on your site in hopes that others will respond. Having the original creator of the content participate in the conversation raises the value of participation and interest. It is also likely to raise the level of the conversation or remove negative contributions quickly.</li></ul> <p class="MsoNormal">In the end, making your presence known in the community will go a long way, but don’t forget you are not alone. There is an army of community members, moderators, reporters, marketers and others ready to help out. Ken Brusic, Editor and Senior Vice President of the <em>Orange County Register</em>, summed up this point best in an <a href="http://www.ocregister.com/articles/online-257567-world-real.html" target="_blank">article</a> published on his site, “We decided instead to redouble our efforts at engaging readers in the comments, policing and blocking those that didn't meet standards and working with our software vendor to improve the tools. With the work of reporters, editors, a full-time comment monitor and the occasional muscle of an attorney – as well as help from thousands of readers (thanks) – I'll say the cleanup is a successful work in progress.”</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:172fb1b9-804f-466c-86cd-54d27be841ee Recent Pluck Customer Launches http://www.pluck.com/resources/blog/_recent-pluck-customer-launches Wed, 25 Aug 2010 14:32:00 GMT <div>As regular readers of this blog know, we enjoy highlighting live customers with <a href="http://www.pluck.com/blog/index.php/_compelling-pluck-social-media-customers">compelling Pluck deployments</a>. <span style="line-height:11px;" class="Apple-style-span">The summer has been especially busy for the team and our clients.  A number of great sites have gone live recently.  Some of the organizations that are doing innovative work with the Pluck integrated social media suite of tools include:</span></div><div> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><a href="http://www.aarp.org/online_community/">AARP</a>  – one of the world’s leading publications recently launched a clean new site design with a wide variety of Pluck social media offerings.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><a href="http://www.auction.com/persona.php?UID=609036&plckUserId=609036">Auction.com</a> – powering real-estate discovery and bidding, the site has integrated Pluck Comments, Blogs, Personas and more.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><a href="http://www.confused.com/">Confused.com</a> – the UK’s guide to insurance and more leverages a variety of Pluck apps including Recommendations and Comments.</p><p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><span style="line-height:normal;" class="Apple-style-span"><a href="http://www.popartpixies.com/">Crayola </a></span>– the PopArtPixies.com website enables tweens to follow their favorite Pixie, create a custom avatar, build a profile, comment, share and more.  </p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><a href="http://sports.espn.go.com/dallas/community/forums?plckForumPage=Forum&plckForumId=Cat:d30321bc-ce16-4c4d-9fec-c17f02b72621Forum:26433758-9158-4972-a965-7bebd1aee59f">ESPN Dallas</a> – need a fix of Tony Romo or Mark Cuban?  ESPN’s local Dallas offering empowers you to connect and have your say.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><a href="http://www.ftadviser.com/FinancialAdviser/Mortgages/Products/FirstTimeBuyers/News/article/20100819/40323912-a606-11df-aa62-00144f2af8e8/Window-of-opportunity-opens-for-FTBs-as-mortgage-rates-fall.jsp">Financial Times Adviser</a> – article Comments and Recommendations, with user Personas, are powered by Pluck.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><a href="http://www.kraftcanada.com/fr/Community/main.aspx">Kraft Canada</a> – with both English and French versions, Kraft offers a community environment for users to communicate, and for the marketing team to glean insight.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><a href="http://www.comidakraft.com/sp/Community/main.aspx">Kraft Comida</a> – the Spanish language site offers recipes, advice and connections via services like Pluck Forums, Photos, and Blogs.</p><p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><span style="line-height:normal;" class="Apple-style-span"><a href="http://sky1.sky.com/must-be-the-music-missing-andys-audition#pluck-comments-anchor">Sky 1</a></span> – nice visual work on Pluck Comments for one of the UK's top music and entertainment properties.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Thanks to all of talented folks at these great customers for their work with Pluck. And my gratitude continuously extends to the scores of others using and deploying Pluck integrated social media experiences.  If you'd like to learn more, check out our <a href="http://www.pluck.com/customers">Customers </a>page to read case studies and gain further perspectives on customer examples across a variety of industries.</p></div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:5a45eadb-0b95-41f0-a11a-965403e5b235 Social CRM: Delivering Insights http://www.pluck.com/resources/blog/_social-crm-delivering-insights Tue, 24 Aug 2010 02:01:00 GMT <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">The landscape of Customer Relationship Management (CRM) is massive and complex, generally encompassing the entire front office (marketing, sales, services and support).  Over the last couple of years, the derivative term Social CRM has gathered momentum, driven especially by smart folks at organizations like <a href="http://www.altimetergroup.com/2010/03/altimeter-report-the-18-use-cases-of-social-crm-the-new-rules-of-relationship-management.html">Altimeter</a>.    While Social CRM can cover a wide variety of interaction forms throughout the customer lifecycle, for the sake of our series on <a href="http://www.pluck.com/blog/index.php/_social-marketing-definition-framework">Social Marketing</a> we’ll narrow down the scope of the term.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">In a world of social media marketing, Social CRM is driven mainly by the desire for <em>insights</em>.  While customer insights can come from a broad variety of channels (call center, retail, email, Twitter, etc.), the opportunity to use a brand’s owned media, specifically destination websites, offers significant potential .  By integrating social media experiences into company, product, content, community and research initiatives on the web, and bridging those experiences to social networking services like Facebook, marketers can tap into new conversation and feedback streams.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Using applications and services like those offered by <a href="http://www.pluck.com/products/">Pluck</a>, marketers are applying a compelling mix of tools, including:</p> <ul style="margin-top:0in;"> <li class="MsoNormal" style="margin-bottom:10pt;line-height:115%;"><span>Direct Feedback:  polls, ratings, reviews, recommendations, Q&A</span></li> <li class="MsoNormal" style="margin-bottom:10pt;line-height:115%;"><span>Open Conversations:  forums, groups</span></li> <li class="MsoNormal" style="margin-bottom:10pt;line-height:115%;"><span>Stimulated Responses:  blogs, comments, photo galleries, submissions</span></li> </ul> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">And with a variety of back end management consoles to enable content collection, observation, control and analysis, marketers can slice information along a variety of attributes, discovering patterns and opportunities.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Why do customers participate?  Structured in an intelligent manner, integrated Social CRM enables marketers to tap into inherent audience appetites to display expertise.  Many customers and site visitors take pride in offering perspectives and showcasing deep acumen.  </p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Other site visitors act rather purely out of altruistic motives, displaying a generosity and others-centricity that can be inspiring.  In some cases, expertise and altruism are trumped by the simple enjoyment of dialogue.  Social CRM initiatives enable website users at various stages of the customer lifecycle to discover other compelling people, connect and engage across a variety of public, semi-private and private communication platforms.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">And so, if you can offer audiences a compelling set of tools and experiences that tap into the tendencies above, what might you glean as a marketer?    At Pluck, a service of Demand Media, we’ve worked with innovative brands that use Social CRM to identify customer segments, leveraging user-to-user communication to uncover emerging audience characteristics.  Feedback on campaigns, messaging and coupons can be efficient via Social CRM initiatives.  Brands have also become adept at identifying opportunities to extend existing products, via new features, attributes, or add-ons.  New product and market ideas have emerged from Social CRM efforts.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Kraft is a great example of an organization that is applying core Social CRM principles.  Via their <a href="http://www.kraftfirsttaste.com/">First Taste</a> program, hundreds of thousands of opt-in customers can gain insights into new products and offers.  Users can connect with other heads of households to share recipes, tips and thoughts.  Ratings, reviews, blogs, photo galleries, forums, personas and more all come together, coupled with back-end management tools and analytics, to provide perspectives and data for decisions.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Microsoft has also launched a compelling Social CRM effort.  Leading up to the 2010 unveiling of the Windows Mobile 7 platform, Microsoft has created a rich <a href="http://www.windowsphone7.com/">site</a> for advocates, critics and potential customers.  Forums, badges & leaderboards, blogs, personas and more all come together in a seamless fashion for users to share thoughts with one another – and Microsoft directly.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Brands like these are effectively using their owned websites in combination with other elements of the marketing mix to constantly learn and grow.  They’re applying proven blue prints while collaborating with providers such as Pluck and their agency partners to trial, tweak and expand their online offerings.</p> <p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal">Want to learn more?  <a href="http://www.pluck.com/products/learnmore.html">Drop us a line</a> and we’d be happy to take you through best practice details of our Social CRM blueprint and show you more customer examples in action.</p><p class="MsoNormal"> </p><p style="margin-bottom:10pt;line-height:115%;" class="MsoNormal"><span style="line-height:normal;" class="Apple-style-span">Next up in the blog series:  Social Commerce and the potential for an increase in multiple conversion types.</span>   </p> <font face="Calibri, sans-serif" size="4" class="Apple-style-span"><span style="font-size:15px;" class="Apple-style-span"><br /></span></font> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:56260c63-3f66-4c88-8163-1a1377671b41 The most powerful defense you have against unruly anonymous users, your end users http://www.pluck.com/resources/blog/_powerful-defense-against-unruly-anonymous-users-end-users Wed, 28 Jul 2010 17:22:00 GMT <p class="MsoNormal">You don’t have to look far to find a situation where the moderators of a community have simply been overwhelmed trying to keep up with the anonymous trouble makers. In February, <a href="http://www.engadget.com/2010/02/02/were-turning-comments-off-for-a-bit/" target="_blank">engadget</a> was forced to completely disable comments on their site due to some anonymous grandstanders (aka trolls). In reaction, Gizmodo seized the upper hand from a competitive position and posted why their comment system is <a href="http://gizmodo.com/5462585/gizmodos-comment-system-how-it-works-and-why-its-better" target="_blank">better</a> than engadget’s.<span>  </span>Aside from the grandstanding by Gizmodo, they provided some great ideas on how to build an effective commenting solution to allow their moderators to fight the trolls. </p> <p class="MsoNormal">Many of the ideas Gizmodo shared are ideas I have highlighted in my previous posts in this series on anonymity; however, the one thing missing from Gizmodo’s post was how their commenting solution allows the community to participate in managing the trolls. In my <a href="http://www.pluck.com/blog/index.php/_separate-anonymous-winners-losers" target="_blank">previous post</a> I explored ways to allow your community, the “army of volunteers” on your site, to establish some form of social control and extend the reach of your moderation staff. </p> <p class="MsoNormal">There is no doubt involving your community in the moderation process is helpful, but only if your end users have a way to apply the collective opinion of the community to avoid the trolls. Simply put, your end users must have simple ways to leverage the crowd’s opinion and their own opinion to cut through the noise. The good news is your end users are only a mouse click away from leveraging these opinions if you implement some basic features in the user interface. Here are four things we have seen work:</p> <p class="MsoNormal"><strong><u>Sorting</u></strong> – This is a simple feature but can have a big impact if you give the right options to the end user. Most of us are familiar with basic chronological sorting, oldest to newest and newest to oldest. These are nice options to preserve the flow of the conversation, but they do nothing to filter out the noise. Consider implementing two additional sorting options to leverage the opinion of the crowd, highest score and most active. Highest score allows the user to move the contributions to the top of the conversation that the community found most valuable. It is calculated by subtracting the number of thumb up votes from the number of thumb down votes for each user contribution in the conversation. Most<span>  </span>active allows the user to move the contributions to the top of the conversation that have had the most community activity where activity is the most total number of votes (thumbs up and thumbs down) and the most number of replies. These contributions may not have the highest score, but they most likely are intriguing. </p> <p class="MsoNormal"><strong><u>Filter by Friends </u></strong>– Since the launch of social networks the web is full of statistics highlighting the influence our friends in our social networks have on us. For example, a recent study by research and consulting firm Morpace Inc. showed that 68% of consumers on Facebook are more likely to buy or visit a retailer if it received a positive referral from a friend.<span>  </span>The bottom line is most of us care what our friends have to say and we want to see their opinions before reading what others have to say. This feature accomplishes that goal by allowing users to filter conversations by just what their friends are saying. In order to implement this feature you will need a social platform to allow users to build a local social network on your site, or a way to allow users to bring their existing social networks (e.g. Facebook or Twitter) with them to your site. </p> <p class="MsoNormal"><strong><u>Ignore </u></strong>– Everyone has an opinion and it is impossible to please everyone, so this feature allows you to stop trying. The idea is simple, allow each end user to maintain their own list of ignored contributors in the community. <span> </span>When implemented effectively, the end user will not see any contributions by users they have ignored, but they will see a placeholder that a contribution was made. The placeholder is important because it gives the user the opportunity to expand contributions on a selective basis, especially ones that have received a high score or have a lot of activity.</p> <p class="MsoNormal"><strong><u>Replies</u></strong> – This is a simple feature that can hide a great deal of noise in the conversation. The idea is simple, allow contributors to reply directly to what another contributor has said and link the reply to the original contribution. When implemented effectively, the replies to a contribution will be hidden by default and only expanded if the end user finds value in the first contribution. Additionally, the replies should be linked to the sorting values of the first contribution. This keeps the conversation around a contribution together and filters out the noise of replies that lack context outside of the original contribution.</p> <p class="MsoNormal">You can have a big impact on your community and assert more control of the conversation when these features are implemented correctly and you place power in the hands of your end users. The <a href="http://www.sfgate.com/readerviews/comments.shtml" target="_blank">San Francisco Chronicle</a> recently implemented a number of these features on article comments and one of the most popular comments on the article announcing the new features sums up the impact you can have best, “I'm very happy about these changes. There were interesting articles in the NY Times and the Washington Post this week on trying to keep the comments area more civil. I particularly like the new Most Popular approach. It's fine to attack ideas. It's not fine to attack people. Can't we all just get along? :)” </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:6ceb46dc-a1e5-496c-a996-892efd65225b How to separate the anonymous winners from losers http://www.pluck.com/resources/blog/_separate-anonymous-winners-losers Sat, 26 Jun 2010 04:05:00 GMT <p style="font-family:arial,helvetica,sans-serif;" class="MsoNormal"><font size="2">Neil Swidley, a Globe Magazine staff writer, just published a great article titled, “<a href="http://www.boston.com/bostonglobe/magazine/articles/2010/06/20/inside_the_mind_of_the_anonymous_online_poster/" target="_blank">Inside the mind of the anonymous online poster</a>.” I was intrigued by the article because Neil does a fabulous job of reaching beyond the physical confines of the digital world by going right into the kitchen of an anonymous commenter on Boston.com to get insight and perspective. There were two points in the article that really hit home:</font></p> <ul style="font-family:arial,helvetica,sans-serif;"><li><font size="2"><span><span style="font-style:normal;font-variant:normal;font-weight:normal;font-size:7pt;line-height:normal;font-size-adjust:none;font-stretch:normal;"> </span></span>“If we hope to clean up the online conversation, we need a better understanding of the select group of people doing most of the talking.”<br /><br /></font></li><li><font size="2">“He recalls the time his comment on a column titled “My Lazy American Students” drew hundreds of “Recommends”. Leaning back in his chair, with his left arm resting on his thick belly and his right arm jingling change in his pocket, he smiles. “There were more than 600 comments, and at least half of them agreed with me!”” </font></li></ul> <p style="font-family:arial,helvetica,sans-serif;" class="MsoNormal"><font size="2">These two points hit home because they embody one possible solution in separating the anonymous winners from the anonymous users online—use the community to separate the winners from the losers. Now in fairness to Neil, I need to point out I am taking his first point out of context. He was speaking to leveraging real information to identify a user commenting on a site; however, I believe you don’t need to know the real identity of the user. Instead all you need is a way to allow the community to establish some form of social control, basically an enforced social contract. </font></p> <p style="font-family:arial,helvetica,sans-serif;" class="MsoNormal"><font size="2">If you read my <a href="http://www.pluck.com/blog/index.php/_anonymity-cannot-avoided-identity-earned" target="_blank">last post</a> you know I believe that anonymity has a place in community, but it also needs to be properly managed using techniques to encourage users to use their real identity or create a meaningful digital disguise. I also believe those tactics are not enough. You need help from the army of volunteers already contributing on your site, and as Neil discovered the folks hiding behind the disguise really care what the army of volunteers thinks. So how do you enlist the army of volunteers to enforce a social contract? I believe there are a few easy ways:</font></p> <ol style="font-family:arial,helvetica,sans-serif;"><li><font size="2"><strong>Allow users to score each contribution</strong> – Simply allow the community, the lurkers and the contributors, to vote a contribution up or down. The votes should add up to a total score, number of up votes minus number of down votes, for each contribution. When one person takes issue with what you say you are ready to battle, when 50 people take issue with what you say you shut up and run the other way. <br /><br /></font></li><li><font size="2"><strong>Allow contributions reaching a certain threshold of abuse to be removed automatically</strong> – Abuse reports are not new to anyone; however, if properly applied they can make a big difference. Most abuse report systems flag a contribution for review by a moderator which is fine, but go a step further and allow a contribution to be automatically removed on the site if it reaches a certain number of abuse reports.<br /><br />You can even take it a step further by applying some intelligence to the sorting of abuse reports for moderators. In Pluck we apply a sorting algorithm that takes into account the tier of the user reporting and the number of abuse reports against a contribution. This allows us to show moderators the most sensitive items first in the list of abuse reports.<br /><br /></font></li><li><font size="2"><strong>Use abuse reports to identify more than just bad contributions</strong> – Abuse reports are great for allowing the community to flag inappropriate contributions, but they can also be used to identify repeat offenders. Take advantage of the fact your community is continuing to report contributions of a specific user for abuse multiple times. In Pluck we do this by assigning demerits to users each time a contribution by them is flagged as abusive and deleted. This allows the moderators to quickly identify a list of abusive users in the system and take action independent of abuse reports.<br /><br /></font></li><li><font size="2"><strong>Feature the valued contributors at the top</strong> – As both Xenophonic and Yoshimi25 confirmed in Neil’s article, they care about what other users think. I believe this is the case for most contributors, anonymous or not. For the ones who actually don’t care, my advice is to make it really hard for their contributions to be heard. One simple way to do this is to change the default sort of contributions from time based to score based. Show the contributions with highest score at the top and the lowest score at the bottom.</font></li></ol> <p style="font-family:arial,helvetica,sans-serif;" class="MsoNormal"><font size="2">The ideas above are just a few ways to allow the community to separate the winners from the losers. They are all capabilities we currently provide in Pluck. In my next post I plan to talk about how you can allow each individual to cut through the noise and nonsense without any moderation on your part. I hope you found this post useful and in the spirit of full disclosure, Boston.com is a customer of Demand Media using our Pluck Social Media tools to power comments and forums.</font></p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:d986510b-fbc0-48ac-9752-dbf7f9816149 Social Branding: Driving Affinity http://www.pluck.com/resources/blog/_social-branding-driving-affinity Fri, 11 Jun 2010 15:14:00 GMT <p class="MsoNormal"><span>In my last <a href="http://www.pluck.com/blog/index.php/_social-marketing-definition-framework">post</a>, I strove to offer a secondary definition for Social Marketing.<span>  </span>As we at Demand Media have experienced it recently, Social Marketing is a set of initiatives across digital technologies that produce customer actions with economically beneficial outcomes.<span>  </span>Based on Pluck’s integrated social media platform, with key benefits tied to owned assets like websites and apps, we’ve focused the dialogue outside of pure play social networking services like Facebook.<span>   </span>And as you may recall, we highlighted three core benefits available through the intelligent application of Social Marketing techniques:<span>  </span>Affinity, Insight and Conversion.</span></p><p class="MsoNormal">Today we turn our attention to Social Branding.<span>  </span>While the term hasn’t been used extensively in the industry, we’ve found that it resonates with marketers and that the concepts behind it aren’t completely new ones.<span>  </span>We’ll define Social Branding as the process of using integrated social media techniques to enable awareness, recall and advocacy.<span>  </span>Typically, these are higher funnel order themes, especially when compared to the Insight and Conversion efforts that we’ll tackle in future blog posts.</p><p class="MsoNormal">The marketers and agencies that Demand Media works with usually are already strong at identifying and serving key audience appetites.<span>  </span>As escape, learning, association and other innate human desires percolate, brands run a multitude of programs to entertain, inform and engage their customers. </p><p class="MsoNormal">With the <a href="http://www.pluck.com/products/">Pluck Social Marketing platform</a>, we’ve found that there’s a blue print of applications, configurations, management, moderation and promotional techniques that can pay significant dividends.<span>  </span>Key features like user comments stimulate dialogue; media galleries capture audience attention; and influencer rewards & badges highlight valuable participants and create game-like incentives to do more.</p><p class="MsoNormal">One strong Social Branding example comes from Scotts-Miracle Grow.<span>  </span>On <a href="http://www.scotts.com">Scotts.com</a>, a rich set of tuned social media experiences help build customer affinity.<span>  Since launch, m</span>ore than 7 million social interactions have occurred on this site.<span>  </span>With gardening enthusiasts offering valuable information on Scotts’s primary website, users who touch the experience have the potential for higher recall; those who return regularly (and hundreds of thousands have not only participated but they’ve registered) often become zealous brand advocates.<span>  </span>And it probably goes without saying that this regular participation on the core scotts.com site offers a much higher level of engagement than a no cost “like and forget” click.</p><p class="MsoNormal">Another example of Social Branding in action comes from BF Goodrich.<span>  </span>While Scotts took a primary corporate website approach, BF Goodrich has built a pillar of its Social Branding strategy on <a href="http://www.nationofgo.com">NationofGo.com</a>, an extreme driving and travel destination.<span>  </span>Here, users have recorded hundreds of compelling drives and contributed thousands of pieces of valuable content, including stunning photos on preferred routes.<span>  </span>The site works to foster awareness and preference with a younger male demographic, meeting their appetite for cutting edge technology and web experiences.</p><p class="MsoNormal">Scotts and BF Goodrich, while also pursuing other elements of Social Marketing, understand the techniques and benefits of Social Branding.<span>  </span>With a mixture of content, technology, people, and the Pluck integrated social media platform, users’ online association with these innovative product organizations is positive, and the downstream propensity for affinity grows.<span>  </span>Social Branding fits within holistic marketing programs and owned media assets like corporate websites can be leveraged in <a href="http://www.pluck.com/blog/index.php/_plans-integrate-facebook-websites">bridged association</a> with other social media tools like Facebook and Twitter.</p><p class="MsoNormal">Want to learn more?<span>  </span><a href="http://www.pluck.com/products/learnmore.html">Drop us a line</a> and we’d be happy to take you through best practice details of our Social Branding blueprint and show you more customer examples in action. <span>  </span></p><p class="MsoNormal">Next up in the blog series:<span>  </span>Social CRM and the potential for new customer Insights.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:a44ac5c6-4e76-40ce-9fe2-07f55b0c5098 Our Plan to Integrate with Facebook for Websites http://www.pluck.com/resources/blog/_plan-integrate-facebook-websites Thu, 27 May 2010 14:03:00 GMT <p style="margin-bottom:12pt;line-height:13pt;" class="MsoNormal">In the wake of Facebook’s launch of the <a href="http://developers.facebook.com/docs/guides/web" target="_blank">Facebook for Web Sites</a> platform and the <a href="http://developers.facebook.com/blog/post/384" target="_blank">recent changes</a> regarding privacy controls, the Demand Media team has been hard at work determining how to best integrate and leverage the new Facebook technology in the Pluck platform. Facebook’s new platform has re-energized an ongoing debate about privacy and yesterday Facebook responded by simplifying user’s control of privacy around their data inside and outside of Facebook. We believe this was the right move by Facebook. As we endeavor to build integrations with Facebook’s new technology and privacy settings, a paramount design goal is to ensure that the user is in complete control of when they use their Facebook account to participate socially on our customers’ sites. We believe the user should always have the choice between participation using a known identity (e.g. Facebook Profile) or a <a href="http://www.pluck.com/blog/index.php/_anonymous-users-place-community" target="_blank">digital disguise</a>. </p><p style="margin-bottom:12pt;line-height:13pt;" class="MsoNormal">As most of you know, we were an inaugural <a href="http://www.facebook.com/press/releases.php?p=69602" target="_blank">Facebook Connect launch partner</a> and view their offering as revolutionary today as it was in 2006. Facebook’s technology validated our conviction that our customers can benefit from seamless two-way bridges to the Web’s large social destinations. Last year we expanded our <a href="http://pluck.com/learn/social_bridging.html" target="_blank">Social Bridging</a> capability to embrace Twitter and this year we added support for LinkedIn. Our existing Social Bridging architecture, and the thinking that drove that architecture, is guiding our current integration effort with Facebook. Our integration plans cover three primary dimensions of Social Bridging – Identity, Relationships, and Activity.<span>  </span></p> <h2 style="margin:0in 0in 12pt;"><span style="font-size:16pt;font-family:'Calibri','sans-serif';color:#e47025;font-weight:normal;">Identity</span></h2> <p style="margin-bottom:12pt;line-height:13pt;" class="MsoNormal">Today, most active web users have already defined an identity on an existing social destination like Facebook. A user’s online identity is their way of introducing and identifying themselves to others. Many users want the option to reuse an identity they have already established; others, for any number of reasons, prefer to build a new identity at a given destination. </p> <p style="margin-bottom:12pt;line-height:13pt;" class="MsoNormal">We believe that either <a href="http://www.pluck.com/blog/index.php/_anonymity-cannot-avoided-identity-earned" target="_blank">option</a> should always be open to users. <span> </span>Facebook for Websites makes it easier than ever to allow a user to leverage their Facebook identity in Pluck-powered conversations. We plan to leverage these new capabilities in Pluck in the following ways:</p> <p style="margin:0in 0in 6pt 0.25in;text-indent:-0.25in;line-height:13pt;" class="MsoListParagraphCxSpFirst"><span><span>1.<span style="font-family:'Times New Roman';font-style:normal;font-variant:normal;font-weight:normal;font-size:7pt;line-height:normal;font-size-adjust:none;font-stretch:normal;">      </span></span></span>We are extending our <a href="http://www.pluck.com/products/sitelife-comments.html" target="_blank">Pluck 4 Comments</a> application to allow users already logged into Facebook to comment without logging in again on a Pluck customer’s site. The user will simply be given an option to comment using their Facebook identity. If the user chooses to do so, we will ask them to authorize our Facebook application and we will only leverage the user’s public Facebook information (name and profile picture) to create and populate the user’s default Pluck Persona.<br /><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/11/4/3b87af6f-7896-4238-849a-c222f0e8d5eb.Large.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="3b87af6f-7896-4238-849a-c222f0e8d5eb" src="http://sitelife.pluck.com/ver1.0/Content/images/store/11/4/3b87af6f-7896-4238-849a-c222f0e8d5eb.Large.png" alt="blog post photo" /></a></p> <p style="margin:0in 0in 12pt 0.25in;text-indent:-0.25in;line-height:13pt;" class="MsoListParagraphCxSpLast"><span><span>2.<span style="font-family:'Times New Roman';font-style:normal;font-variant:normal;font-weight:normal;font-size:7pt;line-height:normal;font-size-adjust:none;font-stretch:normal;">      </span></span></span>We are leveraging our <a href="http://www.pluck.com/products/rewards.html" target="_blank">Rewards</a> system to automatically grant a Facebook badge to any user that comments using their Facebook identity. This allows our customers to recognize these users as “verified” because they are using their real identity, and filter their comments at the top of the comment stream as “Featured Commenters”.<br /><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/5/2/759c8bb7-20a7-4b9f-8261-b98e13ec330a.Large.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="759c8bb7-20a7-4b9f-8261-b98e13ec330a" src="http://sitelife.pluck.com/ver1.0/Content/images/store/5/2/759c8bb7-20a7-4b9f-8261-b98e13ec330a.Large.png" alt="blog post photo" /></a></p> <h2 style="margin:0in 0in 12pt;"><span style="font-size:16pt;font-family:'Calibri','sans-serif';color:#e47025;font-weight:normal;">Relationships</span></h2> <p style="margin-bottom:12pt;line-height:13pt;" class="MsoNormal">People spend their entire lives building relationships with other people. Our online lives, like our offline lives, are rich with relationships fostered via email, social networking tools, and other platforms. Yet when a user arrives at a new site, it is not immediately obvious to them if their friends are there.<span>  </span>Though a user may have hundreds of digital relationships in Facebook, when they participate outside of Facebook their experiences are divested of those relationships, even though their friends may be visiting and participating on the very same social sites. </p> <p style="margin-bottom:6pt;line-height:13pt;" class="MsoNormal">Facebook for Websites makes it easy for users to discover which of their Facebook friends are participants on our customers’ sites. We plan to leverage these new capabilities in the Pluck platform in the following ways:</p> <p style="margin:0in 0in 6pt 0.25in;text-indent:-0.25in;line-height:13pt;" class="MsoListParagraph"><span><span>1.<span style="font-family:'Times New Roman';font-style:normal;font-variant:normal;font-weight:normal;font-size:7pt;line-height:normal;font-size-adjust:none;font-stretch:normal;">      </span></span></span>We are extending the <a href="http://www.pluck.com/products/sitelife-personas.php" target="_blank">Pluck 4 Persona</a> application to allow a user to immediately discover Facebook friends already participating on our customer’s site, and friend or follow them locally there. This gives new users an instant social network.<br /><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/12/12/1cef0cc3-2d81-413e-9c63-35834cdc4688.Large.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="1cef0cc3-2d81-413e-9c63-35834cdc4688" src="http://sitelife.pluck.com/ver1.0/Content/images/store/12/12/1cef0cc3-2d81-413e-9c63-35834cdc4688.Large.png" alt="blog post photo" /></a></p> <p style="margin:0in 0in 12pt 0.25in;text-indent:-0.25in;line-height:13pt;" class="MsoListParagraphCxSpLast"><span><span>2.<span style="font-family:'Times New Roman';font-style:normal;font-variant:normal;font-weight:normal;font-size:7pt;line-height:normal;font-size-adjust:none;font-stretch:normal;">      </span></span></span>Once a user is connected with their Facebook friends they can immediately begin to filter their comment-driven conversations by what their friends are saying, and see all their Facebook friends’ activity from within our customer’s site in their Pluck 4 Persona Friend Feed.<br /><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/10/12/fafd690d-e787-4308-9cf3-74a55fc982be.Large.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="fafd690d-e787-4308-9cf3-74a55fc982be" src="http://sitelife.pluck.com/ver1.0/Content/images/store/10/12/fafd690d-e787-4308-9cf3-74a55fc982be.Large.png" alt="blog post photo" /></a></p> <h2 style="margin:0in 0in 12pt;"><span style="font-size:16pt;font-family:'Calibri','sans-serif';color:#e47025;font-weight:normal;">Activity</span></h2> <p style="margin-bottom:12pt;line-height:13pt;" class="MsoNormal">Social activity has exploded online, with time spent on social networks growing at 3x the overall Internet rate. The result is an avalanche of user-generated content – comments, forum posts, photos, videos, ratings, and reviews – on both social destinations like Facebook and our customers’ social sites. Despite the broader value and appeal some of this content may have, most user contributions never escape the boundaries of the site where they originated. We believe that content needs to be as “free” to traverse site boundaries as identities and relationships, especially when it’s content on our customers’ sites that they want to promote across the Web. </p> <p style="margin-bottom:12pt;line-height:13pt;" class="MsoNormal">We were early to this game in 2008 when we gave visitors to our customers’ sites the ability to share their social interactions – their comments, for example – on Facebook. <span> </span>Facebook for Websites and the new Open Graph provide us with the means to do even more. We plan to leverage Facebook’s added capabilities to create a new Pluck 4 Recommendations application. The Pluck app will build upon the new “Like” button from Facebook. It will add support for anonymous recommendations. Importantly, it will also record all ‘likes’ locally, powering Pluck discovery on our customers’ sites. And, the ‘likes’ sent back to Facebook will drive traffic and attention in a viral way back to our customers.<br /><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/9/8/89c9fe72-9b0a-47e1-a8b8-15dea46a62de.Large.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="89c9fe72-9b0a-47e1-a8b8-15dea46a62de" src="http://sitelife.pluck.com/ver1.0/Content/images/store/9/8/89c9fe72-9b0a-47e1-a8b8-15dea46a62de.Large.png" alt="blog post photo" /></a><br /><br /><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/2/9/92b82943-40c9-417a-8976-1fa7ac4ba888.Large.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="92b82943-40c9-417a-8976-1fa7ac4ba888" src="http://sitelife.pluck.com/ver1.0/Content/images/store/2/9/92b82943-40c9-417a-8976-1fa7ac4ba888.Large.png" alt="blog post photo" /></a></p> <h2 style="margin:0in 0in 12pt;"><span style="font-size:16pt;font-family:'Calibri','sans-serif';color:#e47025;font-weight:normal;">Conclusion</span></h2> <p style="margin-bottom:12pt;line-height:13pt;" class="MsoNormal">Facebook for Websites offers great potential for driving increased engagement and social interaction on our customers’ sites. We are focused on integrating these capabilities into our Pluck platform, and we are confident that the benefits to our customers and their users will be tremendous. As we build this integration we are driven to put end-users’ options first, to ensure that they are always in control of their Facebook identity and their interactions as they participate socially on a customer’s site. We are excited about this integration and we will continue to keep our community apprised of our progress.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:0618c618-9bca-4f3b-bf6f-f9d33305569e A Social Marketing Definition and Framework http://www.pluck.com/resources/blog/_social-marketing-definition-framework Thu, 13 May 2010 19:44:00 GMT <p class="MsoNormal"><span>As many of you have heard me proclaim, one of the things I love most about my job is the opportunity to collaborate with big brains at industry leaders.<span>  </span>From Pluck’s earliest days of serving publishers like USA Today, Guardian, Comcast, Hearst and NFL, we gleaned insights into creating highly scalable, tightly integrated social media experiences.<span>  </span>Our customers were some of the first to embrace the concept of <em>accessorizing</em> their websites with user enhancements, content, and social networking.<span>  </span>And we still see incredible innovation with integrated social media on content-centric sites on a regular basis (such as the recent </span><a href="http://www.pluck.com/blog/index.php/_pluck-powers-nflcom-draft-fan-war-rooms"><span>Draft War Rooms</span></a><span> application from the NFL).</span></p> <p class="MsoNormal"><span>Recently, my team has been doing more work with brands and the agencies that serve them.<span>  </span>Apparel, Automotive, Financial, Food, Health, Retail, Technology, Travel and other sector leaders have begun to aggressively embrace social media concepts for tangible business results.<span>  </span>Leveraging proven techniques (often from publishers), marketers’ corporate sites, campaign properties and sponsored destinations are fusing content with social media techniques in truly innovative ways.<span>  </span></span></p> <p class="MsoNormal"><span>Since marketers sometimes think of their social media efforts as primarily focused on the networks they leverage (Facebook, Twitter, LinkedIn, Foursqure, etc.), many in the industry have started to use the term <em>social marketing</em> to convey a broader set of concepts.<span>  </span>Of course, </span><a href="http://en.wikipedia.org/wiki/Social_marketing"><span>Wikipedia</span></a><span> and others rightly demonstrate that social marketing is historically associated with a set of techniques meant to change broad behaviors for societal benefits.<span>   </span>Yet what could more accurately be called “social media marketing” has conveniently morphed into a second definition of the term to convey a set of initiatives across digital technologies that produce customer actions with economically beneficial outcomes.<span>  </span>For convenience, we’ll use the secondary meaning as well. </span></p> <p class="MsoNormal"><span>We couldn’t be more excited about the potential for social marketing.<span>  </span>And while a disproportionate level of energy is currently being applied to pure social media services like Facebook (rightly so, given their usage and growth patterns), the Demand Media team and Pluck product group have seen incredible value generated via brands that are investing directly in their owned and managed digital properties.<span>   </span></span></p> <p class="MsoNormal">While Facebook has the potential to become a true second web, owned destinations fundamentally offer the opportunity to further three benefits:<span>  </span>affinity, insight and conversion. <span>  </span>Of course there’s a ton more that can be accomplished through social marketing.<span>  </span>But in working across our 450+ customer sites, we’ve found that boiling things down to tangible, measurable blueprints is beneficial.<span>  </span>Just enough simplicity, mixed with proven techniques, can enable companies to launch new initiatives, learn and grow.</p> <p class="MsoNormal">So, across a series of upcoming posts, we’ll be exploring how organizations like Kraft, Whole Foods, Lowe’s, Scotts, BF Goodrich, Microsoft and Southwest have embraced social marketing principles to drive tangible business value.<span>  </span>We’ll attempt to go deep on how Social Branding concepts foster affinity; how Social CRM approaches provide new and fascinating insights; and how Social Commerce enables customer conversions (which can be broader in scope than pure purchases).<span>  </span>Through this blog, we’ll look to tie previously distinct components of social marketing together and offer a series of actionable best practices.<span>  </span></p> <p class="MsoNormal">Today, our VP of Marketing Jason Jaynes provided a bit of a preview of our thesis in <a href="http://www.mediapost.com/publications/?fa=Articles.showArticle&art_aid=127949">MediaPost</a>.  Of course, there's a lot more to cover.  We’re excited to have you along with us to help us steer the conversation and ensure our concepts accurately resonate, especially as we go deeper.<span>  </span>Let us know if you have any key questions or perspectives and check back soon for the first post in the series: Social Branding.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:0576d41b-9767-4068-9b84-84f8da872e0a Pluck powers NFL.com 2010 Draft Fan War Rooms http://www.pluck.com/resources/blog/_pluck-powers-nflcom-2010-draft-fan-war-rooms Thu, 22 Apr 2010 20:34:00 GMT Today's a big day for the NFL; the 2010 Draft kicks off this evening at 6:27PM EST.  It's fair to say that tens of thousands of fans will be glued to their flat screens pining over which rookies are headed to the big time.  I expect to be one of them and my flat screen of choice will be my iMac.<br /><br />Over the past year, <a href="http://www.nfl.com" target="_blank" title="NFL.com">NFL.com</a> in conjunction with <a href="http://pluck.com/products/pluck-4.html" target="_blank" title="Pluck 4 Social Media Platform">Pluck's Social Media Platform</a> has produced dynamic, interactive applications focused squarely on meeting their social and community goals.  They had set the bar very high by kicking off the 2009 Draft Fan War Rooms, a sponsored community destination where fans shared thoughts and proclaimed their team loyalties in real time during the Draft.   Once the season started, NFL.com quickly marched down the field by rolling out the NFL Fan Profile combining custom <a href="http://www.pluck.com/products/sitelife-personas.php" target="_blank" title="Pluck 4 Persona">Pluck Persona </a>features with personalized article and video content.  Their final drive was centered on Game Center: match by match coverage in which NFL fans could rate athletes’ performance, discuss via <a href="http://pluck.com/products/sitelife-comments.html" target="_blank" title="Pluck Comments">Pluck Comments</a> & friend one another before the game, during and afterwards.<br /><br />It’s easy to see how passionate community members visit NFL.com and come back often to meet with others and actively participate, effectively lengthening the overall game experience and exposure to the NFL brand.  <br /><br />What does this boil down to in a word?   Engagement…and lots of it! <br /><br />Clearly, NFL has unparalleled perspective and rich content surrounding the game, players, coaches and teams.  <a href="http://www.pluck.com/products/index.html" target="_blank" title="Pluck Products">Pluck social media tools</a> are at the heart of the site’s community success by helping fans interact with and gather around that content.  The <a href="http://www.nfl.com/draft/2010/war-rooms" target="_blank" title="NFL.com Draft Fan War Rooms">2010 Fan War Rooms</a> are no exception and offer a much more personalized experience than ever before.  Here’s a few highlights:<br /><br /><ul><li>Mood – Using <a href="http://pluck.com/products/sitelife-reviews.html" target="_blank" title="Pluck Reviews">Pluck Ratings</a>, NFL fans can rate their enthusiasm about their favorite team on a scale of Bummed to Excited.  The aggregate ratings generate color-coded visual cues that quickly provide site visitors a snapshot of team sentiment in real time.  Rolling over team “thumbtacks” on the Flash map show the number of comments per team and clicking a team thumbtack injects that teams’ comment stream onto the page.</li><li>War Room Activity – At a glance, NFL fans can see how their teams fare in terms of conversation quantity and whether people are happy or excited about the team.  <a href="http://pluck.com/products/sitelife-comments.html" target="_blank" title="Pluck Comments">Pluck Comments</a> fade in and out in real time and leaderboards displaying the Happiest and Unhappiest War Rooms change from hour to hour depending on trends or the news of the day.</li></ul><br />Rest assured, my HDTV will be tuned to NFL Network coverage but what’s got me most excited is the 2010 Fan War Rooms at NFL.com and it looks like I’m not alone. Since March 30, NFL fans have created over 360,000 comments and the Draft hasn’t even started yet!!! <br /><br />Check out the NFL Fan Draft War Rooms at: <a href="http://www.nfl.com/draft/2010/war-rooms" target="_blank" title="NFL.com Draft Fan War Rooms">http://www.nfl.com/draft/2010/war-rooms</a><br /><br />Check out today’s CLickZ article focused on the NFL Draft at: <a href="http://www.clickz.com/3640147" target="_blank" title="Clickz.com">http://www.clickz.com/3640147</a><br /> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:b0d5a29b-af4e-4887-9215-5264f572f871 Anonymity cannot be avoided, identity has to be earned http://www.pluck.com/resources/blog/_anonymity-cannot-avoided-identity-earned Mon, 19 Apr 2010 03:16:00 GMT <p class="MsoNormal">Last week I questioned in a blog post whether anonymous users have a place in community.<span>  </span>As I stated in the post, I believe the answer to this question is dependent upon the site, but in the end I believe anonymity is hard if not impossible to prevent. To quote the famous New Yorker cartoon, “On the Internet, nobody knows you’re a dog.” The simple fact is if you want to allow conversation to occur on your site then you should accept the fact that people will find a way to hide behind a digital disguise. Of course, you could go to the extreme and force everyone to provide a credit card in order to comment, but you immediately lose 95% of the audience.<span>   </span></p> <p class="MsoNormal">My take is you should not spend your time focusing on how to prevent anonymous users from participating; instead you should focus your time on how to help users create a meaningful digital disguise or encourage users to use their real identity. OK, sounds good, but how do you do this? </p> <p style="font-weight:bold;" class="MsoNormal"><u>Encourage users to use their real identity</u></p> <p class="MsoNormal">To get something you have to give something or at least make the economic costs to participate so small users don’t think twice. The following are two ways I believe you can make it easy for users to use their real identity:</p> <ol><li><strong style="font-style:italic;">Don’t make registration difficult</strong> –The more steps and information you require of a user to participate the less likely they will be to share valid information or even participate. <a href="http://www.janrain.com/" target="_blank">JanRain</a> and Facebook Connect are two great options to consider here. JanRain allows users to register on your site using an existing identity—Yahoo, Google, Facebook, etc. Facebook Connect allows users to register on your site using their existing Facebook credentials. There are some restrictions to how you use the data from Facebook Connect, so be aware of those. Two Pluck customers that have done a great job on this front are <a href="http://channel.nationalgeographic.com/channel" target="_blank">National Geographic Channel</a> using JanRain and <a href="http://www.livestrong.com/" target="_blank">Livestrong.com</a> using Facebook Connect.<br /> </li><li><strong style="font-style:italic;">Reward the user for sharing their real identity</strong><span style="font-style:italic;"> </span>– This one seems obvious, but it is not frequently done. One very easy way is to reward users by labeling them with a “Verified” badge if they sign-in to your site using a valid identity—e.g. their Facebook account. We call these assigned badges in Pluck Rewards. A second way is to use the user’s identity to make their site experience more relevant. For example, if a user registers on your site with Facebook Connect, offer the option to invite their Facebook friends to join them on the site or find all their Facebook friends who are already participating on the site and allow them to connect locally. Remember Cheers, a place where everybody knows your name? You can immediately make a user’s site experience more relevant and familiar by filtering activity on your site by their friends.<br /><br />We’ve spent a lot of time at Pluck focusing on the value of friends at a product level. Our goal is to encourage users to bring their friends, make new friends, and leverage the value of their friends when using Pluck on your site. We’ve accomplished this in a few ways. First, when a user establishes a connection with Facebook, Twitter, or LinkedIn through our <a href="http://pluck.com/learn/social_bridging.html" target="_blank">Social Bridging</a> features we allow them to easily invite their friends and followers on those networks to join them on the your site. Second, when we designed the new <a href="http://www.pluck.com/products/sitelife-comments.html" target="_blank">Pluck 4 Comments</a> and <a href="http://www.pluck.com/products/sitelife-personas.php" target="_blank">Pluck 4 Persona</a> application we focused on leveraging the value of friendships. In the Pluck 4 Comments application we allow users to filter the entire conversation on your site down to just their friends. In the Pluck 4 Persona application we present the user with a feed of all their friends’ activities on your site. Both mechanisms provide users and instantaneous way to cut through the noise.</li></ol> <p style="font-weight:bold;" class="MsoNormal"><u>Help users create a meaningful digital disguise</u></p> <p class="MsoNormal">You are all no doubt familiar with the principle, “You get out of it what you put into it.” This principle applies in the world of anonymity. You have to give anonymous users a reason to be more than just another digital disguise in the community. The following are a few ways to make this happen:</p> <ol><li><strong style="font-style:italic;">Force anonymous users’ first few posts to go through an approval process</strong> – When a user first joins your site and contributes consider pre-moderating their first couple of posts before allowing them to contribute directly to the conversation. You can quickly identify the folks that have something meaningful to share and can weed out the spammers and low value contributors. The Guardian is a Pluck customer successfully leveraging this approach using Pluck Comments and Pluck’s advanced moderation controls on <a href="http://www.guardian.co.uk/commentisfree" target="_blank">Comment is free</a>.<br /> </li><li><strong style="font-style:italic;">Recognize valuable digital disguises</strong><span style="font-style:italic;"> </span>– Sure we are all altruistic to a point, but we are also motivated by recognition. Consider implementing a badging system that encourages your users to invest in their digital disguise. For example, if a lot of folks recommend your comments you likely have something meaningful to say and should be rewarded. Labeling a user with an “earned” badge is a great way to do this. However, if you have a high number of abusive submissions you most likely have nothing meaningful to say and should be blocked, filtered out automatically, or even labeled with a “dunce” badge. <a href="http://wedding.theknot.com/wedding-message-boards.aspx" target="_blank">The Knot</a> is a Pluck customer successfully applying this approach in their Pluck Forums.<br /> </li><li><strong><span style="font-style:italic;">Incentivize users to create valuable digital disguises</span> </strong>– A little healthy competition can be a good thing every now and then. Consider implementing a leaderboard that encourages your users to make valuable contributions on a regular basis and in return get recognized as a leader in the community. Microsoft is a Pluck customer successfully applying this approach in their <a href="http://www.windowsphone7.com/backstage/" target="_blank">Windows Mobile 7 Backstage community</a> using <a href="http://www.pluck.com/products/rewards.html" target="_blank">Pluck Rewards</a>.<br /> </li><li><strong><span style="font-style:italic;">Build some switching cost</span> </strong>– We all know how hard it is to walk away from something we have invested any time into. Consider making the user’s participation broader than just the immediate conversation. In other words, give them other reasons to come back to your site and to depend upon their digital disguise. A few ideas come to mind—allow them to build friendships on your site, track their contributions in one place, be recognized for their contributions, or give them a rank in your community. All these things can be accomplished with Pluck and a little work on your part. For example, consider picking the “top comments” of the day and placing them on your home page or in your print media. The more invested a user is in their digital disguise the less likely they will be to do something to harm or destroy it.</li></ol> <p class="MsoNormal">These are a few ways to channel your energy to make the most out of anonymity instead of using it to fight an endless battle. The other good news is you don’t have to fight the battle alone. You have a community of energized contributors waiting to help out. In my next post, I plan to address how you can use your community to decipher the winners from the losers.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:7bd53783-9043-4ec4-94a3-84871e505fe0 Do anonymous users have a place in community? http://www.pluck.com/resources/blog/_anonymous-users-place-community Thu, 15 Apr 2010 15:39:00 GMT <p class="MsoNormal">Last Sunday the New York Times published an article titled, “<a href="http://www.nytimes.com/2010/04/12/technology/12comments.html?scp=1&sq=internet%20comments&st=cse" target="_blank">News Sites Rethink Anonymous Online Comments</a>”. The article explores whether internet users have the right to remain anonymous as they participate in conversations. The goal is to answer a simple question, "Should users have the power to address the world while hiding behind a digital disguise?" As Arriana Huffington stated in the article, “Anonymity is just the way things are done. It’s an accepted part of the Internet, but there’s no question that people hide behind anonymity to make vile or controversial comments.”</p> <p class="MsoNormal">I believe this is a timely and valid question we should all be asking. When we first launched Pluck in 2007 we introduced the concept of a <a href="http://www.pluck.com/products/sitelife-personas.php" target="_blank">persona</a>. The persona is a digital representation of a user in the context of a site where they interact. The user has a choice to provide as much or as little information as they choose when creating the persona, including the display name. In other words, the user can create a digital disguise and remain anonymous.</p> <p class="MsoNormal">There is no doubt the ability to create a digital disguise has led to increased the number of users willing to participate on our customer’s sites. In some cases users use their anonymity in a negative way as many of our customers have experienced over the years; however, the option to remain anonymous has incented many users, who otherwise would not have participated, to contribute in a positive way.</p> <p class="MsoNormal">I don’t believe the answer to the question is as simple as allow anonymity or requiring a real identity. In fact, I believe there are many factors influencing this decision, including the type of readers you have. We have seen customers be successful by focusing on both ends of the spectrum. For example, <a href="http://www.sfgate.com/readerviews/" target="_blank">SF Gate</a> allows users to establish a persona of their choosing to participate, while <a href="http://www.npr.org/templates/community/" target="_blank">NPR </a>requires users to provide their real first name and last name to participate.</p> <p class="MsoNormal">So, should users have the power to address the world while hiding behind a digital disguise? My take is it depends, but there is no doubt anonymity should be an option. A user should have the ability to decide how they want to represent themselves in a conversation, but the community should also have the ability to decide who they want to listen to. In other words, the job of controlling the negative consequences of anonymity should not be placed on the editorial staff or community manager alone. </p> <p class="MsoNormal">Over the coming weeks I will be writing a number of blog posts to explore how customers can be successful allowing anonymity with Pluck. Areas I plan to explore include:</p> <ul><li class="MsoNormal" style="line-height:normal;"><span>Anonymity cannot be avoided, identity has to be earned</span></li><li class="MsoNormal" style="line-height:normal;"><span>Use your community to help decipher the winners from the losers</span></li><li class="MsoNormal" style="line-height:normal;"><span>Give each individual user the power to cut through the noise</span></li><li class="MsoNormal" style="margin-bottom:12pt;line-height:normal;"><span>Your responsibility in the conversation</span></li></ul> <p class="MsoNormal">I look forward to your feedback and reactions, even if you are using a digital disguise. Let the conversation begin!</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:2f9fc747-b8fd-47ce-8dbe-f68e0695cdb9 Working together to launch "Travel Tips" http://www.pluck.com/resources/blog/_working-together-launch-travel-tips Tue, 13 Apr 2010 02:54:00 GMT Two years ago when Demand Media acquired Pluck we were excited about the impact our merged companies would have. We felt all parts of the combined business would benefit and I can surely state the Pluck product and ultimately our customers have enjoyed this benefit. The insight and learning we have gained in the Pluck product by applying our tools on our network properties, which rank in Comscore’s Top 10 in TEN different segments—including #1 in Home and Garden—has been immeasurable.<br /><br />Last week we realized another benefit when we launched “Travel Tips” for USA Today. This was a combined effort by our partner USA Today and all parts of Demand Media—technology, tools, process, and people. I am excited about the potential this innovative approach to content distribution holds for our customers and the market. As Dave Panos, founder of Pluck and CMO of Demand Media, states on the <a href="http://www.demandmedia.com/blog/powering-travel-tips-for-usa-today/" target="_blank">DM Blog</a>, "...we believe that collaborations like “Travel Tips” will benefit partners like <em>USA Today</em> by attracting new visitors to their sites and introducing them to the marquee content offered in other sections of the publication, both online and off.<span> </span>By boosting traffic and increasing time spent on site, we think “Travel Tips” is an ideal complement to the in-depth, expert travel features that have made <em>USA Today</em> a leading travel news source, loved by its readers." <br /><br />The best part is "Travel Tips" builds on the long standing relationship we established with USA Today when we first launched Pluck social media tools on their site in 2007. A win all the way around. Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:a834e0cd-b476-4e04-a5f7-594885ee3348 Womens Pro Soccer scores a Social Media Gooooooaal! http://www.pluck.com/resources/blog/_womens-pro-soccer-scores-social-media-gooooooaal Tue, 06 Apr 2010 16:47:00 GMT <font face="arial,helvetica,sans-serif" size="2">Last week, I joined representatives from YouTube, Digg, Slide and others over lunch at Women’s Pro Soccer’s office in San Francisco to brainstorm ideas to develop league interest, build engagement & activate both fans & players alike.   There was plenty of passion and energy in our <a href="http://www.womensprosoccer.com/Home/news/general/100401-social-media-round-table.aspx" target="_blank">Social Media Roundtable</a> discussion and it became very clear that although the Women’s Pro Soccer league is barely 1 year old, they are no stranger to social media.<br /><br />The WPS league is investing heavily in creating an on-site community on <a href="http://www.womensprosoccer.com" target="_blank">WomensProSoccer.com</a>.  To kick off the 2010 season, WPS rolled out <a href="http://pluck.com/products/sitelife-comments.html" target="_blank">Pluck 4 Comments</a> last week allowing WPS community members to rate & share their thoughts on sports articles, match previews and news columns.  This is just Step 1 on their integrated community path and we expect great things to come this season (especially with regards to <a href="http://pluck.com/learn/social_bridging.html" target="_blank">Social Bridging</a>).<br /><br />Women’s Pro Soccer has also published an official <a href="http://www.womensprosoccer.com/Home/connect/wps-social-media-handbook.aspx" target="_blank">Social Media Handbook</a> to showcase online channels where fans can directly engage with the WPS teams & athletes.  Fan pages, Twitter feeds, social bookmarks and video channels are laid out simply for members and represent a very holistic approach to social media.  <br /><br />People inherently want to share their experiences and belong to something bigger than themselves.   I’m continually impressed at how our sports customers truly understand the raw power and impact of social interaction.  Having worked closely with the NFL, Seattle Sounders & now Women’s Pro Soccer, it’s encouraging to see how much Pluck tools are helping to facilitate those connections and I’m excited for what 2010 has to offer.</font> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:38d6e8c2-34e9-4eb6-b2f9-b0732de81e3d Crafting the Social Experience http://www.pluck.com/resources/blog/_crafting-social-experience Tue, 30 Mar 2010 19:16:00 GMT <p class="MsoNormal"><br /><a href="/" target="_blank" title="Wood Turning Photo from flickr user wwarby"><img id="a431828c-acde-469b-9ec7-8f2c873ebbc5" style="width:591px;height:154px;" src="http://sitelife.pluck.com/ver1.0/Content/images/store/4/14/a431828c-acde-469b-9ec7-8f2c873ebbc5.Large.jpg" alt="blog post photo" /></a></p><p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2">User experience is more than design. Yes, it encompasses tangible deliverables like the visual presentation, copy, wireframes and workflows; but it also includes aspects that are harder to touch like a site’s personality or voice and consistency of interactions.</font></p> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>When we boil it down, a good user experience balances business goals and customer needs to the benefit of both.</span></font></p> <h2><font face="tahoma,arial,helvetica,sans-serif" size="3"><span>Connections</span></font></h2> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>We humans like to form connections. No...we <strong>love</strong> to form connections. We connect with strangers waiting in line at a concert; we renew relationships with old friends over coffee or on Facebook. We even form strong bonds with brands like Apple, Nike and Harley-Davidson. </span></font></p> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>Connections are a form of identity and a good user experience taps into this natural affinity to encourage further participation and reward loyalty.</span></font></p> <h2><font face="tahoma,arial,helvetica,sans-serif" size="3"><span>Are You Connecting?</span></font></h2> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>Running a community puts you in a unique position where you have two key goals:</span></font></p> <ul><li><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>you need to connect with your users <br /></span></font></li><li><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>you need to make it easy for your users to connect with each other.</span></font></li></ul> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>Neglect either one and your site will flounder.</span></font></p> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>Put in a bit of effort for both and it will flourish.</span></font></p> <h3><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>Connecting with Your Users</span></font></h3> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>In order to drive excitement and encourage a meaningful connection sites must have a bit of personality, a bit of soul. Online, this soul is personified in the company’s representatives. The more visible they are, the higher their impact. Communities with little “official” representation start off in the negative and have ceded the opportunity to connect. <br /></span></font></p> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>People connect with and trust brands that share their passion.</span></font></p> <h3><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>Connecting Your Users with Each Other</span></font></h3> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>Connections formed between your community members are as important as their connection with you and your brand. In fact, it is likely much more important. When people feel a part of the community they return, they contribute and they invite others to join.<span>  </span>The discussions they hold amongst themselves are different than those they have with (or yell at) a brand. You can learn a lot from these interactions and in some cases you can turn a complainer into a champion. <br /></span></font></p> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>Making it easy for your visitors to form meaningful connections is as important as getting them there in the first place. </span></font></p> <h2><font face="tahoma,arial,helvetica,sans-serif" size="3"><span>Starting Conversations</span></font></h2> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>So people have shown up, perhaps they’re milling around reading some of the content you’ve posted, but most – the vast majority in fact – are quiet. They’re looking for ways to engage. Some are even looking for permission by way of an invitation. <br /></span></font></p> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>Posting questions to your community, sharing interesting and useful content with an open comment stream and arming your members with the ability to post are the best invitations you can provide. It isn’t difficult, but it does require a commitment on your part. You need to commit to posting relevant content and be willing to discuss and at times debate your ideas with the entire community. Every post should invite further discussion with and within the community itself. <br /></span></font></p> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>If you do this the community will respond and build over time. With enough experience you’ll learn what drives the best conversations and what generates the most interaction. </span></font></p> <h2><font face="tahoma,arial,helvetica,sans-serif" size="2"><span><font size="3">Moderation Isn’t Good Enough - You Need to Participate</font> </span></font></h2> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>A successful community is made up of <em>people</em> willing to put in the effort to see it thrive. The site may be your responsibility, but the community belongs to all of its members. Starting conversations is one route to connecting with the community as a whole and with individuals that make it up, but you need to stay involved. <br /></span></font></p> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>You have an obligation to respond to comments on your posts and threads in the forums and you need to be human as you do it. Using your photo as your avatar and writing naturally are two great ways to start.</span></font></p> <h2><font face="tahoma,arial,helvetica,sans-serif" size="3"><span>Fostering a Strong Community</span></font></h2> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>At the risk of sounding like a love advice column, I’ll sum this up with this: humans respond to and will form relationships with others who are genuine. <br /></span></font></p> <p class="MsoNormal"><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>Our desire to connect with each other should drive every aspect of your community’s experience. Do it right and you’ll be rewarded <font face="tahoma,arial,helvetica,sans-serif" size="2">with a passionate and loyal community.</font></span></font></p> <h2><font face="tahoma,arial,helvetica,sans-serif" size="3"><span>How do you connect with your community?</span></font></h2> <font face="tahoma,arial,helvetica,sans-serif" size="2"><span><span style="font-size:12pt;font-family:Cambria;"><font face="tahoma,arial,helvetica,sans-serif" size="2">I’d love to learn from your tips and experiences (good and bad!), so if you have a second, please <a href="#postTags">add your thoughts in the comments</a>.</font><br /><br /></span></span></font><h2><font face="tahoma,arial,helvetica,sans-serif" size="2"><span>About Alex</span></font></h2><font face="tahoma,arial,helvetica,sans-serif" size="1"><font face="tahoma,arial,helvetica,sans-serif">Alex Jones is a passionate community catalyst, technologist and user advocate with extensive experience in Web development, design, strategy and management. As the User Experience Manager at Demand Media, he identifies expert solutions to real world user experience challenges, improving and extending the company's social media solutions, which power billions of interactions each month. <br /><br />In addition to his role as the ringleader of Refresh Austin, a local group of Web professionals, Alex lends his expertise and support to Austin technology groups. When time allows, he writes</font></font><font face="tahoma,arial,helvetica,sans-serif" size="1"><font face="tahoma,arial,helvetica,sans-serif"> about building communities at <a href="http://www.kickspark.org">KickSpark.org</a></font></font><font face="tahoma,arial,helvetica,sans-serif" size="2"><font face="tahoma,arial,helvetica,sans-serif" size="2"><font size="1"> and a wider range of topics on <a href="http://www.silverspider.com">SilverSpider.com</a>. When time is short he spouts off on Twitter (<a href="http://www.twitter.com">@BaldMan</a>). The opinions he expresses those sites are his own, and are not necessarily shared by Demand Media. They may not even be shared by Alex in a few months. He has a driving curiosity, likes to barbecue, and has far more interests than time to explore them.<br /><br />Photo from flickr user <a href="http://www.flickr.com/photos/wwarby/" target="_blank">wwarby</a> / <a href="http://creativecommons.org/licenses/by/2.0/" target="_blank">CC BY 2.0</a></font></font><br /></font> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:1d3f7218-524c-42a7-96f3-4f88108c0ada Pluck Commenting and Personas live on The Frisky http://www.pluck.com/resources/blog/_pluck-commenting-personas-live-frisky Thu, 25 Mar 2010 05:22:00 GMT <p class="MsoNormal"><font face="arial,helvetica,sans-serif" size="2"><strong><em>The Frisky</em></strong>, part of the Turner Sports and Entertainment Digital Network, went live this week with Pluck Comments and Personas.<span>  </span>The Frisky features stories around the tagline of “Love. Life. Stars. Style.”<span>  </span>The Frisky has a fanatical (in a good way) user base and discussions abound among their community members.</font></p><p class="MsoNormal"><font face="arial,helvetica,sans-serif" size="2"><br /></font></p><p class="MsoNormal"><font face="arial,helvetica,sans-serif" size="2">Head on over to <a href="http://www.thefrisky.com" target="_blank" title="http://www.thefrisky.com">TheFrisky.com</a> and join the conversation.</font></p><font size="2"><br /></font> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:572ab6f0-6016-4c26-84d2-0d3aee1bccc4 New Pig is live with Pluck! http://www.pluck.com/resources/blog/_new-pig-live-pluck Fri, 12 Mar 2010 21:34:00 GMT <div><div style="text-align:center;"><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/0/7/60342d65-02e1-4ed1-a709-1f464497f00c.Full.jpg" target="_blank" title="Click here to view this image at full size in another window..."><br /><img id="60342d65-02e1-4ed1-a709-1f464497f00c" src="http://sitelife.pluck.com/ver1.0/Content/images/store/0/7/60342d65-02e1-4ed1-a709-1f464497f00c.Large.jpg" alt="blog post photo" /></a></div><div style="text-align:left;"><br /></div><div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">New Pig, one of the leading providers of innovative products and services to industrial, institutional and governmental facilities, has gone live with Pluck tools on their site.  </span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Mike Shelton, Erik Noble and I worked with New Pig to help them integrate Pluck's tools and we're excited to see Pluck products go live this week.  As you can see on their site, New Pig has won multiple </span></font><a href="http://www.newpig.com/webapp/wcs/stores/servlet/ContentPageView?langId=-1&storeId=10651&catalogId=13007&pg=/B2BDirectStorefrontAssetStore//StoreInfoArea/AboutUsSection/ProductAwards.jsp&title=New+Pig+Corporation+Product+Awards" target="_blank" title="http://www.newpig.com/webapp/wcs/stores/servlet/ContentPageView?langId=-1&storeId=10651&catalogId=13007&pg=/B2BDirectStorefrontAssetStore//StoreInfoArea/AboutUsSection/ProductAwards.jsp&title=New+Pig+Corporation+Product+Awards"><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">product</span></font></a><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"> and </span></font><a style="border-width:1px !important;border-color:#bbbbbb !important;border-style:dashed !important;" href="http://www.newpig.com/webapp/wcs/stores/servlet/ContentPageView?langId=-1&storeId=10651&catalogId=13007&pg=/B2BDirectStorefrontAssetStore//StoreInfoArea/AboutUsSection/MarketingAwards.jsp&title=New+Pig+Corporation+Marketing+Awards" target="_blank" title="http://www.newpig.com/webapp/wcs/stores/servlet/ContentPageView?langId=-1&storeId=10651&catalogId=13007&pg=/B2BDirectStorefrontAssetStore//StoreInfoArea/AboutUsSection/MarketingAwards.jsp&title=New+Pig+Corporation+Marketing+Awards" class="mcevisualaid"><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">marketing</span></font></a><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"> awards and Pluck is proud to partner with them to drive the interaction that takes place in their online marketplace.</span></font></div></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Head on over to </span></font><a href="http://www.newpig.com" target="_blank" title="www.newpig.com" class="mcevisualaid"><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">www.newpig.com</span></font></a><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"> and see what New Pig has done to enhance their online community.  Chances are you'll make the same pose that Erik, Mike and I did once we saw them:  (check out below)</span></font><div><br /></div><div><br /><div style="text-align:center;"><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/4/7/d40ae0e7-a8d4-468b-9776-285e44bc0290.Full.png" target="_blank" title="Click here to view this image at full size in another window..."><img id="d40ae0e7-a8d4-468b-9776-285e44bc0290" src="http://sitelife.pluck.com/ver1.0/Content/images/store/4/7/d40ae0e7-a8d4-468b-9776-285e44bc0290.Large.png" alt="blog post photo" /></a></div></div></div></div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:b9ac858a-4b93-4971-9455-228a33993563 Demand Media & the Olympics http://www.pluck.com/resources/blog/_demand-media-olympics Thu, 25 Feb 2010 22:22:00 GMT Check out thoughts from Dave Panos, founder of Pluck and EVP, Platforms of Demand Media on the cool stuff that we're doing around the Olympics, on the <a href="http://www.demandmedia.com/blog/demand-media-goes-for-olympic-gold-powering-coverage-the-2010-winter-games/">DM Blog</a>.  Per Dave: "Through our technology and collaboration with our worldwide network of media partners, it’s likely you’ve seen or participated in the exciting dialogue and interaction that’s now a mandatory part of traditional coverage of the games."  Examples from Pluck integrations on sites like CBC.ca and Canada.com, CoveritLive work with ESPN and others, eHow tips, Livestrong information, and more, abound.  Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:bc10aad7-c870-4510-ba88-66f6fa004322 ConnectEd site launch for Laureate http://www.pluck.com/resources/blog/_connected-launch-laureate Thu, 25 Feb 2010 19:49:00 GMT <a href="http://connected.waldenu.edu/" target="_blank">ConnectEd</a>, a site built by Demand for our partner and customer, Laureate Education, is the epitome of the <a href="http://www.demandmedia.com/about/demand-media-manifesto" target="_blank">Demand Media Manifesto</a>.  After spending a few months gaining a deep understanding of Laureate’s business, and helping Laureate better understand what drives us here at Demand, the Professional Services team here built ConnectEd, the first of a few sites we are developing for Laureate.<br /><br />Here is how we did it:<br /><br />Every day, we listened to our customer, and to our customer’s customer.  No one knows Laureate’s business better than they do, and our approach to building a compelling destination for Laureate’s prospective students was to go deep.  We spent more than a month interviewing the team at Laureate, understanding their needs, and analyzing all of the data that we could find.  We used all of the same tools for Laureate that we use to insure that we are meeting our audiences’ needs for our great veridical properties, like <a href="http://www.livestrong.com/" target="_blank">LIVE<strong>STRONG</strong></a> and <a href="http://www.ehow.com/" target="_blank">eHow</a>.  And we used the Studio of Demand Media to develop content that works based on what people are really looking for.  <strong>“Start each day listening to the customer” – check!</strong><br /><br />People are faced with problems and challenges every day.  “<a href="http://connected.waldenu.edu/language-and-literacy/bilingual-education/item/1522-how-to-teach-kids-spanish" target="_blank">How do you teach kids Spanish?</a>”  “<a href="http://connected.waldenu.edu/curriculum-resources/teaching-styles/item/1737-how-to-identify-gifted-talented-students" target="_blank">How do I identify gifted and talented students?</a>”  “<a href="http://connected.waldenu.edu/curriculum-resources/lesson-plans-and-class-activities/item/1164-activities-a-grade-9th-business-class" target="_blank">What are activities for teaching students about business?</a>”  These are real questions to real challenges for educators, one of the markets that Laureate serves.  Our approach to enabling Laureate to become part of the conversation, and build mindshare within the market, was to help answer those questions.  The <a href="http://www.demandstudios.com/" target="_blank">Studio </a>created more than 1000 articles and 60 videos within 3 months that are high quality, informative, and useful. <strong> “Make content is unequivocally useful” – check!</strong><br /><br />But content alone is not enough.  Content must be high quality.  Content must be accessible.  Content needs to be engaging, and part of a dialog.  We are not serving just an audience – we are serving people that are passionate about what they do, and want to engage in a community of likeminded individuals.  This is core to our belief, so we made sure that the ConnectEd site had the best community tools:  <a href="http://www.pluck.com/products/" target="_blank">integrated Social Media</a> as part of the site, not an adjunct to it.  And we made it all look good by leveraging our expertise in Information Architecture, User Experience and User Interface Design, and Information Taxonomy; substance and style!  <strong>“Build superior web experiences” – check!</strong><br /><br />The site just launched yesterday – it is the product of a team that <strong>never rests</strong>, that sets goals at Internet scale, and shatters them.  I count myself lucky to work alongside so many great people that can take our customer’s basic need, “How do we attract the people interested in what we can provide them,” and turn it into something tangible and substantive.  <a href="http://www.pluck.com/personas/index.html?userId=bcfd1954-6e76-4f43-83e5-8316517f9a29&plckUserId=bcfd1954-6e76-4f43-83e5-8316517f9a29" target="_blank">Jeremy</a>, <a href="http://www.pluck.com/personas/index.html?userId=b0dcb220-c4e5-46b9-b0be-9260d54d9114&plckUserId=b0dcb220-c4e5-46b9-b0be-9260d54d9114" target="_blank">Glen</a>, <a href="http://www.pluck.com/personas/index.html?userId=12314740-b222-4d91-a0e7-f743577c389e" target="_blank">Mike</a>, <a href="http://www.pluck.com/personas/index.html?userId=6ef5ad64-283a-4ac2-8e10-85dc24b48e44&plckUserId=6ef5ad64-283a-4ac2-8e10-85dc24b48e44" target="_blank">Charlie</a>, Andrew, the Studio – hats off to you guys – amazing work!<br /> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:0712dfb0-0c5b-4a38-a371-33771c2a7591 Pluck 4 and Social Media Marketing http://www.pluck.com/resources/blog/_pluck-4-social-media-marketing Wed, 17 Feb 2010 15:43:00 GMT <p class="MsoNormal">My background prior to joining the sales team is somewhat unique.<span>  </span>I started at Pluck three years ago as a Senior Engagement Manager, working with clients in a post-sales capacity overseeing the strategy and integration of our product into our clients’ sites.<span>  </span>About a year ago I joined our Business Development team to work with some of the world’s leading agencies in order to align our tools with the digital strategy they’ve laid out for their clients; creating lasting partnerships that continue to hold strong and add ongoing business value on both sides.<span>  </span>Now I’m on the front lines as a Sales Director, evangelizing Pluck’s industry leading platform and helping prospects make educated decisions through their evaluation of Social Media platforms.<span>  </span>Through this journey I’ve had the unique opportunity to participate in all aspects of Social Media Marketing adoption from defining a strategy to technology evaluation to implementation and, of course, the increasingly important measurement of these initiatives.<span>  </span>In what I hope will be an ongoing series of posts to our company blog, I plan to share with you some of these experiences.<span>  </span>Let’s start with what I’ve learned about how Pluck helps create Social Media Marketing value.</p> <p class="MsoNormal">One of things I enjoy most about my role in sales is that I get to share my experiences with prospects that are not only evaluating <a href="http://www.pluck.com/products/pluck-4.html">Pluck 4</a>, but evaluating social media as a strategic part of their marketing initiatives.<span>  </span>Since we are a technology company, these discussions often center on matching their marketing goals with the multitude of participation opportunities that our platform provides.<span>  </span>So I put together some suggestions on how some of the most common marketing goals align with our tools:</p> <p class="MsoNormal"><strong>Engagement</strong>: Foster peer to peer discussions around product-relevant topical areas; solicit product reactions in the form of <a href="http://www.pluck.com/products/sitelife-comments.html">comments</a>, <a href="http://www.pluck.com/products/sitelife-reviews.html">ratings and reviews</a> in order to create engagement with the brand and products; create <a href="http://www.pluck.com/products/sitelife-groups.php">groups </a>that result in micro-communities around passionate subject matter for like-minded consumers.</p> <p class="MsoNormal"><strong>Advocacy</strong>: Provide a platform for your consumers to share product usage and lifestyle stories using <a href="http://www.pluck.com/products/sitelife-video.php">video </a>uploads and <a href="http://www.pluck.com/products/sitelife-blogs.php">blogs</a>.<span>  </span>Enable <a href="http://pluck.com/learn/social_bridging.html">Social Bridging</a> so that these stories get broadcast to the broader social web such as Facebook and Twitter.<span>  </span>Social Bridging builds brand advocacy through digital word of mouth.</p> <p class="MsoNormal"><strong>Loyalty</strong>: Pluck4 <a href="http://www.pluck.com/products/rewards.html">Rewards </a>leverages both Pluck-powered and non Pluck-powered actions, allowing users to build a holistic social reputation based on their interaction with the site and business as a whole, not just the social media elements.<span>  </span>Use Pluck’s reputation system to issue Badges and Leader board positions as incentives to drive participation, and to reward users with virtual currency that can be redeemed for broader site access or perhaps promotional material such as t-shirts and other product paraphernalia. </p> <p class="MsoNormal"><strong>Affinity</strong>: Create a community that adds value to your audience by fostering discussions on topics that your consumers are passionate about and are relevant to your products.<span>  </span>Pluck’s <a href="http://www.pluck.com/services/outsourcing_services.html">Moderation and Community Management Services</a> help program your community around these topics and guide the conversations down relevant paths in order to build stronger consumer to brand relationships and trust.<span>  </span></p> <p class="MsoNormal"><strong>Measurement</strong>: Use Pluck’s <a href="http://www.pluck.com/products/analytics.html">analytics </a>tools to gain a new level of visibility into your community and identify top contributions and site areas that are most social, measure performance and inform the business. Solicit community feedback using low barrier techniques such as Pluck4 Reactions in order to gauge and promote community sentiment towards specific brand topics. </p> <p class="MsoNormal">I hope you find these suggestions, at the very least, interesting and I welcome your comments.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:b89f4b60-d3f6-4c8b-8772-86ebe1f18a71 Compelling Pluck Social Media Customers http://www.pluck.com/resources/blog/_compelling-pluck-social-media-customers Tue, 09 Feb 2010 23:51:00 GMT <p class="MsoNormal">Per previous posts, the last year has been really exciting for Pluck.<span>  </span>With record revenues and profits that substantially beat targets for 2009, I’m enormously thankful of our great customers and appreciative of our dedicated team.<span>  </span>While there’s a lot to be proud of (partners like IBM and Razorfish, Pluck 4 product advancements, investment and distribution of CoveritLive, exciting new content offerings, etc.), I wanted to take few moments to reflect on some of the exceptional customer deployments that have launched recently.<span>  </span></p> <p class="MsoNormal">With more than 70 new, enterprise-class customer go lives in the last 12 months, our Services team and partners have been busy.<span>  </span>Below are a few examples that are some of my personal favorites. <span> </span>Check them out, if you haven’t already.</p> <p class="MsoNormal"><a href="http://autokatalog.autoscout24.de/bmw/1er-2004-heute/">AutoScout24</a> – the massive German automotive enthusiasts site has done a nice job with Pluck’s multi-attribute Ratings & Reviews service.</p> <p class="MsoNormal"><a href="http://www.bestbuy.co.uk/page/Custom.aspx?PageName=Community">Best Buy </a><span> </span>– as the mega retailer gets ready to launch in the UK, they are using Social CRM and community as a foundation of their marketing platform.</p> <p class="MsoNormal"><a href="http://www.nationofgo.com/">BF Goodrich</a> – with a bevy of smartly integrated social media services layered around drives, the tire manufacturer demonstrates an innovative sponsored destination approach via Nation of Go.</p><p class="MsoNormal"><a href="http://www.bundle.com">Bundle.com</a> – an innovative social media company that aims to make personal, financial decisions less complicated by letting users see how others like them save and spend their money, and by putting that information in relevant context.<br /> </p> <p class="MsoNormal"><a href="http://www.nationalpost.com/">Canwest</a> – one of Canada’s leading publishers, Pluck & Canwest are working together across publications. The National Post has done particularly nice work implementing Pluck 4 Comments.</p> <p class="MsoNormal"><a href="http://bullsconnect.com/">Chicago Bulls</a> – launched the day that Michael Jordan was inaugurated into the NBA Hall of Fame, this fan community site is the place to go for Chicago die-hards.<span>  </span></p> <p class="MsoNormal"><a href="http://www.versus.com/blogs/epic-cycle/the-santos-tour-down-under-starters-list/">Comcast</a> – while Vehix, G4, MyStyle, and CSN are among the solid deployments we’ve done with entertainment powerhouse Comcast, the Versus sports site’s use of innovative dual comments is particularly noteworthy.</p> <p class="MsoNormal"><a href="http://www.kraftrecipes.com/recipes/mixed-greens-pear-salad-107763.aspx">Kraft</a> – although the FirstTaste Social CRM project was our first initiative with the CPG powerhouse, the Recipes site represents a compelling brand community, complete with very clean Ratings & Reviews, Forums, Personas, and more.</p> <p class="MsoNormal"><a href="http://www.lowescreativeideas.com/">Lowe’s</a>– winner of an OMMA for best branded social networking site, the Creative Ideas property is a strong traffic driver and showcase of home & garden projects.</p> <p class="MsoNormal"><a href="http://channel.nationalgeographic.com/channel/community">National Geographic</a> – burgeoning community around shows like the Dog Whisperer highlights great design.</p> <p class="MsoNormal"><a href="http://www.timesonline.co.uk/">News Corp</a> – Pluck is grateful to News Corporation for the work on 8 primary publication, network or show websites to date.<span>  </span>The Times Online in the UK is a clean, and broadly used, Comments implementation.</p> <p class="MsoNormal"><a href="http://www.nfl.com/gamecenter/2010020700/2009/POST22/saints@colts/discuss">NFL</a> – although a long standing customer, the Super Bowl further demonstrated the massive commitment of fans, and the great work by the NFL digital team, with 100K+ comments over the course of the game.</p> <p class="MsoNormal"><a href="http://www.ussoccer.com/social/forums.aspx?plckForumPage=Forum&plckForumId=Cat%3a56f48de1-4d98-43c6-9668-79d5636b2daeForum%3a5e445e60-dfe3-4ba7-bf0b-070459288c41">US Soccer 2010</a> – as the team gets ready for the 2010 World Cup in South Africa, fans have an awesome community to share information, ask questions and more.</p> <p class="MsoNormal"><a href="http://samples.pluck.co.uk/projects/which.html">Which?</a> – formerly known as the Consumers’ Association, Which? is a leading product testing advocacy in the UK.<span>  </span>Their Pluck-powered Ratings & Reviews deployment is especially well done.</p> <p class="MsoNormal">More information on Pluck customers is available <a href="http://www.pluck.com/customers">here</a>.<span>  </span>Of course, drop us a <a href="http://pluck.com/products/learnmore.html">line</a> if you have any questions or would like to learn more.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:720f926d-9ee8-4813-99c1-df917ac84505 Demand Media and IBM Partner on Social Commerce http://www.pluck.com/resources/blog/_demand-media-ibm-partner-social-commerce Fri, 05 Feb 2010 23:26:00 GMT It's been rewarding to contribute to Demand Media's partnership efforts between <a href="http://www-01.ibm.com/software/genservers/commerceproductline/" target="_blank" title="IBM WebSphere Commerce">IBM WebSphere Commerce</a> and the Pluck Social Media Platform -- not only for the intelligent architectural integration patterns we've outlined as a guide for joint customers, but also because we're on the front lines defining social commerce beyond ratings and reviews.  <div><br /></div><div>While our <a href="http://pluck.com/press/20100129.html" target="_blank" title="Demand Media Partners With IBM">recent press release</a> notes some of the key attributes of the partnership, there's so much more behind the scenes as we're analyzing how the social activity of a consumer (and of that consumer's friends) can drive increased performance in a retailer's merchandising solutions, audience acquisition efforts, and overall conversion rates.</div><div><br /></div><div>The Pluck team, IBM, and our customers are tackling a broad range of solutions: more engaging and contextually relevant product page discussions; meaningful category and sub-category conversations that launch consumers into the conversion path; custom applications that increase the consideration and preference for our customers' websites as destinations for relevant content and tools; powerful hooks to the broader social web that open new doorways into and increase the social relevance of a truly social experience; and, of course, site-wide applications and social networking features that allow consumers to discover extended information about their peers and connect with them socially around any topic of personal interest.  So many types of engagement, and this is just the beginning!<br /><div><br /></div><div>It's exhilarating to consider how well-positioned Demand Media and IBM are to lead retailers into this new territory of open, yet intelligent consumer interaction, contribution, and social connection.  The sum of these three elements will continue to provide compelling outputs:</div><div><ul><li>Demand Media's expertise around building engaging sites (we host roughly 100 million unique visitors to our properties each month) </li><li>Pluck's history and leadership position in social media (our platform powers the social interactions on over 400 big name destinations)</li><li>IBM WebSphere Commerce's dominance in both the B2C and B2B retail environments (<a href="http://www-01.ibm.com/software/genservers/commerce/analyst.html" target="_blank" title="IBM WebSphere Commerce Notes">analysts have selected IBM</a> as a leader in both markets for two years running)</li></ul><div>What a combination!</div></div></div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:26ccd465-5c6b-4572-b9d8-03ce017104bc Local.com launches new reviews functionality with Pluck http://www.pluck.com/resources/blog/_localcom-launches-new-reviews-functionality-pluck Wed, 03 Feb 2010 16:30:00 GMT Over the past few months I have been working with Local.com to integrate the <a href="http://www.pluck.com/products/pluck-4.html">Pluck Social Application Server</a> into their website, and those of their partners.  The team at Local.com has been great, and they have really embraced a fully-integrated solution that leverages the best of what Pluck provides (user-generated content and moderation, at scale), and the best of what they do (business directory listings across the US on their own branded website and that of over 700 partners).<br /><br /><div align="center"><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/15/7/df9b24a3-c94e-4647-8794-3165591906a3.Full.jpg" target="_blank" title="Click here to view this image at full size in another window..."><img id="df9b24a3-c94e-4647-8794-3165591906a3" src="http://sitelife.pluck.com/ver1.0/Content/images/store/15/7/df9b24a3-c94e-4647-8794-3165591906a3.Large.jpg" alt="blog post photo" width="290" height="222" /></a><br /></div><br />By combining Pluck's capabilities of Ratings and Reviews with that of our Photos, Videos, Personas, Comments, Personas, and Authentication modules, Local.com has created a new on-site reviews functionality that compliments their existing aggregated reviews content, improving the “stickiness” of the site.  I am really excited about their approach here because it aligns so well with Demand Media’s own view of successful websites – leverage great content to draw in an audience (business listings and reviews), apply Social Media tools to the content to keep them engaged (more reviews, photos, videos, and comments), and do it at scale (put it on over 700 websites).<br /><br />Pluck’s Professional Services team worked hand-in-hand with Local.com to make sure that the integration that Local.com had architected was going to be feature-rich and performant.  After agreeing on a direction and designing a solution, <a href="http://www.pluck.com/personas/index.html?userId=4dd26f80-c8df-4f48-83a3-38dfa21f5d6f&plckUserId=4dd26f80-c8df-4f48-83a3-38dfa21f5d6f">Erik</a> built two custom applications that reside on the Pluck Social Application Server that extend the Discovery functionality and Reviews functionality to smash together reviews, comments, photos, and videos in a new and unique way.  They then integrated this into their technology stack to make a compelling, cohesive solution.<br /><br />You can check it out at <a href="http://www.local.com/" target="_blank">http://www.local.com/</a>, or from any one of their hundreds of partner sites, like <a href="http://www.ziphip.com/" target="_blank">http://www.ziphip.com/</a>, <a href="http://directory.pe.com/">http://directory.pe.com/</a>, or <a href="http://directory.nh.com/">http://directory.nh.com/</a>.<br /><br />Great job Local.com! Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:5686df47-a47c-4f6f-83d2-f1fe389176ce Versus and CSNPhilly live with Pluck http://www.pluck.com/resources/blog/_versus-csnphilly-live-pluck Tue, 26 Jan 2010 16:28:00 GMT <p class="MsoNormal">Comcast continues to expand usage of Pluck with deployments on two additional sites.</p> <p class="MsoNormal">Late last year, <a href="http://www.csnphilly.com/">Comcast Sports Net Philly</a> went live with Pluck.<span>  </span>CSNPhilly is a sports television channel focused on Philadelphia Teams (Phillies, Eagles, Flyers, and the Sixers).<span>  </span>CSNPhilly launched with many of our features including comments, forums, groups, photo and video galleries. </p> <p class="MsoNormal">More recently, <a href="http://www.versus.com/">Versus</a> went live with Pluck two weeks ago as part of a full site redesign.  Versus is also a sports-related site, focused on specific sports (NHL, Cycling, Hunting, Fishing, MMA, College Football, Indycar Racing, and Bull Riding).<span>  </span>Versus has also implemented a wide array of Pluck features.<span>  </span>One feature in particular is <a href="http://www.versus.com/blogs/epic-cycle/the-santos-tour-down-under-starters-list/">Dual Comment Streams</a> on articles.  These comments streams are used to support opposing viewpoints on a particular topic, fostering a competitive discussion.  In addition to the Dual Comments feature, Versus has a very compelling <a href="http://www.versus.com/community/group/785236ff-2689-4288-b33d-6d23e5d120d6/">Groups</a> implementation.  </p> <p class="MsoNormal">These are Comcast implementations 3 and 4 (in addition to <a href="http://www.g4tv.com/">G4TV</a> and <a href="http://www.mystyle.com/">MyStyle</a>).  I look forward to announcing additional Comcast go-lives in the future.</p><p class="MsoNormal">Sincerely,<br />Jeremy</p><br /><p class="MsoNormal"> </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:b65a1351-3d0d-4561-acb2-77e91f0fb2b4 Demand Media Content http://www.pluck.com/resources/blog/_demand-media-content Mon, 11 Jan 2010 14:44:00 GMT As the core Pluck team has broadened to become the enterprise products edge of Demand Media, we increasingly are asked by partners, customers, analysts, journalists and others, "what's unique about your approach to content production?"  Folks also hear stats like <em>4,000+ pieces of content produced daily</em> and immediately develop conclusions about what the content is or isn't.  And in a world of publishing industry transformation, complete with a variety of unfortunate recent dynamics, perspectives on Demand Media are often divergent.<br /><br />While there have been lots of places to go for deeper views (one of my favorites, for example, is our "sister" <a href="http://www.demandstudios.com/blog">studios blog</a> from Demand Media.  The current series of first hand writer perspectives is particularly cool), until today we've often let the conversation germinate while focusing our energy on building the business.<br /><br />No longer.  As of this morning, we've published a manifesto that attempts to describe the principles that our studio, content and company are built on.  The Wall Street Journal columnist and All Things Digital journalist Kara Swisher broke the story and provides her perspectives <a href="http://kara.allthingsd.com/20100111/demand-media-is-mad-as-hell-and-well-pens-a-manifesto-and-here-it-is/">here</a>.  <br /><br />In the piece, we attempt to simply and clearly tell the world what we at Demand Media use to guide our content contributors, employees, and partners every day.  We start by listening to the customer. Our energy focuses on useful, actionable content.  Integrated social media experiences are the lifeblood of communities.  The professional freelancers we serve and partner with receive substantial investments. We insist on profitability.  And we're tirelessly pursuing transformative technologies, processes and people for the broader good of the digital landscape.<br /><br />It's been nearly two years since Pluck became a part of Demand Media.  And we remain humbled by, and appreciative of, the partnerships that we have with hundreds of world-class publishers and brands.  The excitement here is palpable...thanks for getting to know us better. Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:83c8ec29-fa31-46b3-9e71-e732f3e85f56 American Medical Association is live with Pluck Blogs http://www.pluck.com/resources/blog/_american-medical-association-live-pluck-blogs Mon, 28 Dec 2009 22:54:00 GMT The American Medical Association has gone live with Pluck Blogs on their site.  The AMA's mission is to promote the art and science of medicine and the betterment of public health.  The AMA President J. James Rohack, MD, travels the country talking with folks about the AMAs effort and their online blog chronicles those travels and other important issues the AMA is tackling.<div><br /></div><div>Check out 'On the Road with Dr. Rohack' here:  <a href="http://www.ama-assn.org/ama/pub/road-doctor-rohack.shtml">http://www.ama-assn.org/ama/pub/road-doctor-rohack.shtml</a></div><div><br /></div><div>Hope you are having a Happy Holidays!</div><div>Jan</div><div><div><br /></div><div><br /><div><br /></div><div><br /></div></div></div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:78022366-6433-48e0-ad26-c2b0900014d6 Social Commerce Defined with IBM WebSphere Commerce http://www.pluck.com/resources/blog/_social-commerce-defined-ibm-websphere-commerce Fri, 18 Dec 2009 16:18:00 GMT In it's simplest form, social commerce is word-of-mouth marketing applied to e-commerce.  But in practice, social commerce is emerging as a driving force behind revamped digital strategies for transaction-centric websites.  The reason?  Social commerce applications and philosophies are valuable contributors to audience acquisition, increased conversion rates, reduced customer support costs, and strengthened loyalty networks.  <div><br /></div><div>While 2010 will be a year of defining and redefining what it means to engage consumers (and their extended social graphs) around topics of interest related to the products a retailer sales, a great framework has just been put forth by Stephanie Bourdage-Braun and Madhu Chetuparambil of IBM WebSphere Commerce and <a href="http://www.pluck.com/personas/index.html?userId=a13078e3-1446-4abc-a1be-cbe7d43474e4&plckUserId=a13078e3-1446-4abc-a1be-cbe7d43474e4" title="Gabe Dennison Pluck Profile">Gabe Dennison</a> of Pluck.  You can request a copy of the newly published whitepaper here: <a href="https://www14.software.ibm.com/webapp/iwm/web/signup.do?source=sw-app&S_PKG=ecommsocialwp&S_TACT=108AY2PW&cm_sp=CT601-_-ic810-_-10308" target="_blank" title="IBM Whitepaper: Social Commerce Defined">Social Commerce Defined</a>.</div><div><br /></div><div>I hope you enjoy this piece, and stay tuned because there's much more to come between Pluck and our commerce partner, <a href="http://www-01.ibm.com/software/genservers/commerceproductline/" target="_blank" title="IBM WebSphere Commerce">IBM WebSphere Commerce</a>. </div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:55370a66-0019-4669-8cad-7a24a4d281a1 Why Forums Still Matter http://www.pluck.com/resources/blog/_forums-still-matter Thu, 17 Dec 2009 07:38:00 GMT With the recent widespread focus on social media = Twitter and Facebook, it's easy to lose sight of the classics.  I'm personally fortunate to have worked on some of the earliest web-based communities via my tenure at iChat back in the 1990s.  Then, as now, open and inviting environments to discover and participate in conversations resonate. Fundamentally, Forums that are integrated into primary web sites are a critical component of the social web.  And according to Josh Bernoff at Forrester, Forums are still the number #1 social media tool, used by 23% of creators (the next two, comments and reviews, get 21% and 19% adoption respectively).  <br /><br />What really makes Forums still cool, even as they feel old school today (hopefully in a good way like a favorite pair of classic Puma Clydes)?  I'd argue that you should show your Forums significant attention, and/or make sure you deploy world-class Forums if you're not already invested, for five major reasons:<br /><br /><span style="text-decoration:underline;">1) Evangelism</span>:  with Pluck's broad approach to integrated social media, we're often asked how people float between tools.  Do the same people who review, offer comments?  Are bloggers also photo publishers?  It turns out that in many cases, users are very active in certain areas and less so in others.  There truly are messengers vs. commentors vs. answer providers.  And with Forums, often a site's most evangelical leaders camp out to connect with one another and show expertise.  Time and again, our clients showcase people who live in their Forums for hours a night.  For example, for the Dallas Cowboys there's no better place than their core <a href="http://www.truebluefanclub.com/socialnet/forums.cfm?plckForumPage=Forum&plckForumId=Cat%3a24d8e8bc-b132-4a6f-81fa-ab728a950ed1Forum%3a140ede96-a57c-412f-826a-3047cb49bbe1">True Blue Fan Club</a>. No where are there more passionate brand advocates. <br /><span style="text-decoration:underline;">2) Support:</span>  Forums are a phenomenal way to answer real customer questions and to drive site visitors to become frequent, loyal customers.  For example, check out the folks at <a href="http://www.scotts.com/smg/connect/forums/forums.jsp?navId=300015&parentId=600011&plckForumPage=Forum&plckForumId=Cat%3a72791ca5-4019-4716-ae26-b48745931fcfForum%3a481e101a-8e63-41bf-92bc-22a337e16c7e&plckNumPerPage=200&plckCategoryCurrentPage=0">Scotts </a>and how they are helping the Southern Lawn interest group deal with dormancy, over seeding, weeds and more this winter.  Scotts understands that quick responses online lead to better word of mouth, higher unaided brand recall, and more in store purchases.   <br /><span style="text-decoration:underline;">3) Altruism</span>: while the holidays seem to amplify folks' kindness, I'm consistently blown away by how much voluntary assistance occurs on the web.  Forums generate tremendous opportunities for your clients to show good will towards one another.  If you haven't, visit <a href="http://www.frommers.com/community/forums-main.html">Frommers </a>and you'll be amazed at how much quality user-generated travel advice is provided, generally via knowledgeable visitors who simply want to help one another. <br /><span style="text-decoration:underline;">4) Traffic</span>: when done well, and tied into passionate topics, Forums can drive massive volumes of audience, and prove to be enormously engaging.  As Jan recently posted, <a href="http://www.pluck.com/blog/index.php/_theknotcom-weddingscom-live-pluck-technology">The Knot</a> has re-launched their Forums on Pluck.  With tens of millions of page views monthly, the Knot is one of the largest and most vibrant message boards oriented communities online today.  And with sponsorships from advertisers like Macy's and Dreams resorts, the Knot is proving that social media audiences can be directly monetized.<br /><span style="text-decoration:underline;">5) Analysis</span>:  as most of our clients have grokked, Social CRM has gone beyond buzz to requirement.  Forums are a great place to listen to your customers as they interact with one another.  <a href="http://www.kraftfirsttaste.com/community/ask-the-community.aspx?plckForumPage=ForumDiscussion&plckDiscussionId=Cat%3a9aa79bf9-69c6-442b-b216-ba5179cb6160Forum%3a0678b914-c4dd-41c8-82c2-52827dc2a73dDiscussion%3a99d9ae82-30bc-4e65-8fae-19ceae79ccc5">Kraft</a> (especially during this holiday season) does a brilliant job of encouraging dialogue, participating where appropriate, and tuning in to listen constantly.  Often, Forums prompt product, promotional, messaging and other ideas that the CRM team is able to bring to the larger Kraft marketing organization. <br /><br />There are tons of other examples of, and reasons to, treat Forums as a critical pillar of an integrated social media strategy.  Check out our <a href="http://pluck.com/customers/">Customers </a>section for more details.  And give us a <a href="http://pluck.com/products/learnmore.html">shout </a>if you have any questions.  We've recently published a white paper on Forums Migrations that captures best practices associated with dozens of projects we've led to help our clients move from legacy technology systems.  We'd love to share the paper and talk through options and approaches. Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:5b7ebb55-7b28-4557-8b80-bd6e0afb7f0f TheKnot.com and Weddings.com Go Live with Pluck http://www.pluck.com/resources/blog/_theknotcom-weddingscom-live-pluck Thu, 19 Nov 2009 08:05:00 GMT <p class="MsoNormal">The Knot has re-launched the community portions of <em>theknot.com</em> and <em>weddings.com</em> using Pluck Products.<span>  </span>TheKnot.com and Weddings.com are two of the largest and most recognizable names in the wonderful world of weddings and wedding preparation.<span>  </span>Previously, The Knot Inc. had been live with their WeddingChannel.com forums using Pluck functionality.<span>  </span>Yesterday’s launch has moved 3 of their 5 largest properties from a homegrown in house forums solution to Pluck’s integrated technology.</p> <p class="MsoNormal"> </p> <p class="MsoNormal"><strong><em>Pluck features include:</em></strong></p> <p style="text-indent:-0.25in;" class="MsoListParagraph"><span><span>-<span style="font-family:'Times New Roman';font-style:normal;font-variant:normal;font-weight:normal;font-size:7pt;line-height:normal;">          </span></span></span><em>Forums:</em><span>  </span>A highly customized (through CSS and server enhancements) Pluck SiteLife widget.</p> <p style="text-indent:-0.25in;" class="MsoListParagraph"><span><span>-<span style="font-family:'Times New Roman';font-style:normal;font-variant:normal;font-weight:normal;font-size:7pt;line-height:normal;">          </span></span></span><em>Recent Discussions</em>:<span>  </span>Periodic listings of the recent discussions based on current categories.</p> <p style="text-indent:-0.25in;" class="MsoListParagraph"><span><span>-<span style="font-family:'Times New Roman';font-style:normal;font-variant:normal;font-weight:normal;font-size:7pt;line-height:normal;">          </span></span></span><em>Expanded Sorting Functionality</em>:<span>  </span>Discussions can be sorted oldest/newest and by discussion creation date</p> <p style="text-indent:-0.25in;" class="MsoListParagraph"><span><span>-<span style="font-family:'Times New Roman';font-style:normal;font-variant:normal;font-weight:normal;font-size:7pt;line-height:normal;">          </span></span></span><em>Integrated Implementation Methods</em>: The Knot uses a REST widget implementation for SEO purposes while loading information obtained via server to server DAAPI on the same page to enhance page load time and allow distinct customization.</p> <p style="text-indent:-0.25in;" class="MsoListParagraph"><span><span>-<span style="font-family:'Times New Roman';font-style:normal;font-variant:normal;font-weight:normal;font-size:7pt;line-height:normal;">          </span></span></span><em>Portfolio Sub-domain Expansion</em>:<span>  </span>Their Weddings.com domain consists of hundreds of weddings boards for each of their different cities (Chicago.weddings.com, newyorkcity.weddings.com)<span>  </span></p> <p class="MsoListParagraph"> </p> <p style="text-indent:-0.25in;" class="MsoListParagraph"><span><span>-<span style="font-family:'Times New Roman';font-style:normal;font-variant:normal;font-weight:normal;font-size:7pt;line-height:normal;">      <span style="font-style:italic;">    </span></span></span></span><span style="font-style:italic;">More to come</span>:  The next big steps for The Knot are to continue with their Pluck Forums implementation on TheNest.com and TheBump.com</p> <p class="MsoNormal"> </p> <p class="MsoNormal">You can see the communities at:</p> <p style="text-indent:-0.25in;" class="MsoListParagraph"><span><span>-<span style="font-family:'Times New Roman';font-style:normal;font-variant:normal;font-weight:normal;font-size:7pt;line-height:normal;">          </span></span></span>TheKnot.com: <span> </span><span> </span><a href="http://community.theknot.com/cs/ks/community/default.aspx">http://community.theknot.com/cs/ks/community/default.aspx</a> </p> <p style="text-indent:-0.25in;" class="MsoListParagraph"><span><span>-<span style="font-family:'Times New Roman';font-style:normal;font-variant:normal;font-weight:normal;font-size:7pt;line-height:normal;">          </span></span></span>Weddings.com:<span>  </span><a href="http://chicago.weddings.com/main.aspx/local-wedding-boards_illinois-chicago">http://chicago.weddings.com/main.aspx/local-wedding-boards_illinois-chicago</a> </p> <p class="MsoNormal"> </p> <p class="MsoNormal">Go to TheKnot and check it out today.</p> <p class="MsoNormal">Jan</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:f16bd002-87fd-4e06-9e20-d6e010b6e216 Chicago Bulls & Pluck http://www.pluck.com/resources/blog/_chicago-bulls-pluck Fri, 30 Oct 2009 14:41:00 GMT <p class="MsoNormal">The Chicago Bulls have launched Pluck products for their new online community BullsConnect. The Bulls and Pluck collaborated to create this fan community.  BullsConnect enables Bulls fans to connect with other fans and discuss all aspects of their favorite team with other community members.</p><p class="MsoNormal"><strong><em><br /></em></strong></p><p class="MsoNormal"><strong><em>Pluck features include:</em></strong></p> <ul><li>An outstanding community landing page with flash components above out of the box discovery elements featuring new members, blogs/news, and media sharing.</li><li><em>Personas</em>:  Users can view their personal site profile which captures their recent activity, public messages to/from other users, comment history, persona blog, any uploaded videos and photos, see their bulls connect friends, and all the BullsConnect groups they are a part of.</li><li><em>Members</em>:  Using a Pluck discovery module users can see the most recently updated member profiles.</li><li><em>Groups</em>:  Users can join or create groups centered around the team including the Luv a Bull's group (a group focused around the Bulls dance team) and Benny the Bull (the team mascot)</li><li><em>Forums</em>:  Discussions around all areas of the Bulls players, season, and meeting places can be found in the forums section.</li><li><em>Blogs</em>:  Featured Blogs and fan blogs can be found in the Blogs/News area to give fans the most up to date info on everything happening with the Bulls team.</li><li><em>Media</em>:  Fans can upload photos and videos from games and Bulls events as well as join in contests such as the <em>Harris Bank Ultimate Fan of the month video contest</em>.</li><li><em>Social Bridging</em>:  Fans can connect to their Facebook and Twitter accounts to display their content through those mediums and drive additional traffic to the site.</li></ul> <p class="MsoListParagraph"> </p> <p style="text-indent:-0.25in;" class="MsoListParagraph"><span><span>-<span style="font-family:'Times New Roman';font-style:normal;font-variant:normal;font-weight:normal;font-size:7pt;line-height:normal;">          </span></span></span>More to come:  The Bulls are planning to integrate Pluck4 comments within BullsConnect and their team site (<a href="http://www.chicagobulls.com/">www.chicagobulls.com</a>) in the near future.  The persona elements on the team site will push traffic back to their community.</p> <p class="MsoNormal"> </p> <p class="MsoNormal">The Bulls were able to take their site from an idea to a reality all in less than a month using Pluck widgets and hosting services from enom.  (Almost all elements are out of the box widgets with CSS styling.)  We look forward to many more improvements and customizations in the iterations to come as the Bulls plan to move to Pluck4 applications in their coming releases.  </p> <p class="MsoNormal"> </p> <p class="MsoNormal">Check out the new BullsConnect community at <a href="http://www.bullsconnect.com/">www.bullsconnect.com</a> today and join the official online community of the Chicago Bulls.  </p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:3219390b-a3e3-407f-8327-65df8cf7be0a Widespread Quest for 2010 Growth http://www.pluck.com/resources/blog/_widespread-quest-2010-growth Thu, 08 Oct 2009 13:58:00 GMT Five+ years in, one of the things I continue to absolutely love about Pluck/Demand Media is the opportunity to collaborate with some of the world's best and brightest folks.  Over the last month, I've been fortunate to attend literally hundreds of meetings and presentations. From our Socialize conference to the iMedia Brand Summit, Shop.org and numerous customer, analyst and partner meetings, the last 30 days have been truly awesome. While I've <a href="http://www.twitter.com/semels" target="_blank">tweeted </a>a few of what I believed were notable take aways, there's a lot that I haven't shared publicly.  And there are some trends that I've spotted that seemed worthy of summarization.<br /><br />With the news over the last few days in <a href="http://mediamemo.allthingsd.com/20091007/live-from-new-york-google-cofounder-sergey-brin-meets-the-press/" target="_blank">AllThingsD </a>and elsewhere about Google's proclamation that the economy is rebounding, coupled with better than expected <a href="http://www.usatoday.com/money/economy/2009-10-08-weekly-jobless-claims_N.htm" target="_blank">jobless claims</a> and <a href="http://www.usatoday.com/money/industries/retail/2009-10-08-sept-sales_N.htm" target="_blank">retail results</a> this morning, it felt timely to share our broader perspectives as well.  At this point, I can confidently state that for digital marketers and publishers, 2010 will be about growth.  And growth will be achieved. <br /><br />Of course, many organizations are still challenged with shifting business models, and what Chris Anderson and others note as the "de-monetization" of industry slices.  These issues will continue to weigh heavily through 2009 and likely for years ahead.  And critical market-wide dilemmas, such as banner blindness and the complexities of determining the appropriate marketing spend mix across 50+ channels, abound.  <br /><br />Yet even with these challenges, digital is ripe for growth and management teams are building 2010 budgets that call for it.  What's driving the growth and creating a sense of damn-the-recession optimism?  There are five things that I've heard that felt notable enough to share:<br /><br /><a href="http://www.marketingwithmeaning.com/" target="_blank">1) Marketing with Meaning</a>:  in my opinion, the best presentation at the iMedia Brand Summit came from author and consultant Bob Gilbreath (@mktgwithmeaning).  Via his case studies, he demonstrated countless ways that brands and publishers are teaming together to offer innovative, entertaining and sometimes even emotionally-stirring digital initiatives.  This is not your father's banner ad.  Check out the site and grab the book.<br /><br /><a href="http://www.demandstudios.com/publishers" target="_blank">2) Audience-Building Content</a>:  with most sites now seeing only 20-30% of traffic entering their home pages, each web page now is a landing opportunity.  Through an algorithmic understanding of search coupled with deep expertise and innovation in content construction, sites like eHow.com and livestrong.com have added millions of unique visitors per month using SEO'd content instead of costly SEM purchases.  Audience-driving content now reigns for everyone across digital initiatives and experiences can be breath taking...and now achievable at massive scale.<br /><br /><span style="text-decoration:underline;">3) Spending Shift Acceleration</span>: at the Brand Summit, <a href="http://www.medill.northwestern.edu/faculty/imc.aspx?id=59637" target="_blank">Don Schultz</a> of Northwestern used the auto industry as an example of how marketing executives are missing out on opportunities in digital.  Analyzing consumption patterns, his team showcased how brand marketers could/should have spent $1.5B more in digital in 2007 alone.  Messages like these are resonating with agencies and the clients they work with as they are formulating 2010 budgets.  Expect spend increases in numerous digital marketing initiatives.<br /><br /><span style="text-decoration:underline;">4)  A Pursuit of Engagement</span>:  as <a href="http://www.pluck.com/blog/index.php/_marketing-metrics-turn-engagement">Gabe noted</a> a few days back, the quest to drive and measure audience engagement is front and center.  <a href="http://www.marketingweek.co.uk/news/pg-to-pay-publishers-based-on-online-engagement/3004476.article" target="_blank">P&G UK</a> even recently called for "CPE" (cost per engagement) to replace CPM.  As marketing becomes more meaningful, content more varied and targeted, barriers to participation lowered through initiatives like OpenID, and social media applications increasingly integrated, engagement opportunities will explode and marketers will be thrilled with the results.  We're pushing hard on engagement initiatives across the board and look forward to sharing more in the coming weeks.<br /><br /><span style="text-decoration:underline;">5) Good Old Optimism</span>:  it continues to amaze and humble me each and every day as I meet entrepreneurial, innovative, excited people in all walks of life.  Regardless of how brutal certain economic forces have been (and many continue to be), smart and creative folks aren't willing to live for long cutting costs and pulling back.  As numerous economists note, recessions are heavily psychological.  And I sense that we've turned the corner on the psychology of fear/containment and that we're in the early days of an optimistic pursuit of an abundant better world.  The passionate pursuit of opportunity, in conjunction with the <a href="http://www.amazon.com/Flow-Psychology-Experience-Mihaly-Csikszentmihalyi/dp/0060920432" target="_blank">Flow </a>that productive work provides, will fuel a healthy digital cycle next year and for many years to come.<br />  <br />With the Magazine Publishers of America show next week (where our very own <a href="http://www.magazine.org/EVENTS/conferences/2009-innovation-sessions.aspx" target="_blank">Steven Kydd is speaking</a>), a visit from many of our German friends via VDZ, and the <a href="http://www.forrester.com/events/eventdetail?eventID=2384" target="_blank">Forrester Consumer Forum</a> (where Pluck/Demand Media is a sponsor/exhibitor) coming up later in October, the next few weeks continue to be a gift for further learnings.  As additional sharings become available, I'll look to tweet them and pull key takeaways back into this blog.<br /><br />Here's to a great end of 2009 and an exhilarating 2010 and beyond! Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:9cf8670e-018d-46d1-be16-0a82bae6e176 Marketing Metrics Turn To Engagement http://www.pluck.com/resources/blog/_marketing-metrics-turn-engagement Fri, 02 Oct 2009 16:09:00 GMT <p class="MsoNormal">A few years ago, when the tech world was abuzz with “Web 2.0” frenzy, there were calls for the death of the page view and the rise of engagement as “time on site” <a href="http://www.nielsen-online.com/pr/pr_070710.pdf">became an official metric</a>.<span>  </span>Marketing theorists spoke of how social technologies were going to revolutionize marketing and advertising.<span>  </span>Eyeballs were dead, and engagement was the new thing.<span>  </span>But it didn’t happen quite as quickly as some thought, and the familiar CPM maintained its relevance with most marketers.</p> <p class="MsoNormal">But in the wake of the recession and the global ad meltdown, marketers have been forced to seriously question the CPM. <span> </span>In recent weeks, a chorus has emerged welcoming a new era of measurement: <a href="http://www.techcrunch.com/2009/09/25/lets-kill-the-cpm/">calls for the death of the CPM</a>, news that some of the world’s biggest marketers are beginning to <a href="http://www.nma.co.uk/news/cover-story-pg-to-pay-publishers-based-on-online-engagement/3004452.article">embrace engagement-based metrics</a> on a broad scale, and increasing recognition of <a href="http://www.nytimes.com/2009/08/24/technology/internet/24emotion.html">new social measurement and analysis methods</a>.<span> </span></p> <p class="MsoNormal">At Pluck, we find ourselves right in the middle of what’s happening in this world, for a number of reasons.<span>  </span>First, as a core part of our <a href="http://pluck.com/customers/">customers</a>’ websites, our applications are designed to interact seamlessly with our customers’ advertising solutions.<span>  </span>Second, our products and services are increasingly turned to by <a href="http://pluck.com/partners/service.html">our partners</a> in the marketing services world to inform and enable new approaches to marketing.<span>  </span>And third, because the Pluck platform enables billions of social interactions every month across hundreds of customer sites, we have a wealth of insight capable of <em>defining</em> engagement for publishers, marketers, and the companies that serve them.<span> </span></p><p class="MsoNormal">The next few years will be very exciting, as social marketing metrics and what Razorfish calls “<a href="http://fluent.razorfish.com/">social influence marketing</a>” are adopted by the biggest and most influential marketers in the world.<span>  </span>Pluck will be there to inform, guide, and enable their efforts.</p> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:4a265630-ab56-4640-827d-f65df3c07c16 Discover The Nation of Go http://www.pluck.com/resources/blog/_discover-nation-of Thu, 01 Oct 2009 21:50:00 GMT <div style="text-align:left;"><div style="text-align:center;"><font size="2"><a href="http://sitelife.pluck.com/ver1.0/Content/images/store/5/1/954dcea3-8bc5-4dbc-b152-69b8e53d63bf.Full.bmp" target="_blank" title="Click here to view this image at full size in another window..."><img id="954dcea3-8bc5-4dbc-b152-69b8e53d63bf" src="http://sitelife.pluck.com/ver1.0/Content/images/store/5/1/954dcea3-8bc5-4dbc-b152-69b8e53d63bf.Large.bmp" alt="blog post photo" /></a></font><br /></div><font size="2"><br />BFGoodrich has launched Pluck products for their new online community The Nation of Go.  BFGoodrich, The Martin Agency, EveryTrail, and Pluck collaborated to create this compelling community.  The Nation of Go enables users to map and share their travels, connect with other drivers, and discuss all aspects of driving/travel with other community members.<br /><br /><span style="font-style:italic;">Pluck features include:</span><br /></font><div style="margin-left:40px;"><font size="2"><span style="font-weight:bold;">Drives: </span> Users and Professional Drivers can create ‘Drives’ which contain a collection of photos, videos, comments, sites, and information related to that drive.  The Drive creator can then map the drive and add those pieces of information to the drive itself.  <span style="font-style:italic;">Pluck Photos, Videos, Comments,</span> and <span style="font-style:italic;">Recommendations </span>are all used to create and interact with Drives.</font><br /></div><div style="margin-left:40px;"><font size="2"><span style="font-weight:bold;">Personas:</span> <span style="font-style:italic;">Pluck Personas </span>are used to display Drive information, message other users, blog, and view uploaded photos/videos.</font><br /></div><div style="margin-left:40px;"><font size="2"><span style="font-weight:bold;">Forums:</span><span style="font-style:italic;font-weight:bold;"> </span><span style="font-style:italic;">Pluck Forums</span> using the out of the box widget and skinned via CSS to match the design of the Flash site.</font><br /></div><font size="2"><br />The best is yet to come as the BFGoodrich team is looking for even more ways to enhance their amazing online community.<br /><br />Check it out at : www.nationofgo.com<br />  <br /></font></div> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:09a7a237-657f-4094-846f-0fabdfc6fcaf Amazing Socialize Event http://www.pluck.com/resources/blog/_amazing-socialize-event Mon, 14 Sep 2009 21:25:00 GMT As many of you followed on Twitter via the #plucksocialize thread, last Wednesday through Friday in Austin was pretty amazing by all accounts.  More details to come from our marketing folks, but I wanted to personally offer a few perspectives and points of gratitude as well via a quick post:<br /><ul><li><u>Sponsors</u>:  huge thanks to our great event and premier <a href="http://socialize.pluck.com/sponsors/" target="_blank">sponsors </a>IBM, Microsoft, Facebook, Yahoo!, Omniture, Endeca and Razorfish.  The conference wouldn't have been the same without your presence and participation.  </li><li><u>Speakers</u>:  with ~30 panelists, keynotes and breakout <a href="http://socialize.pluck.com/speakers/" target="_blank">presenters</a>, content was in deep supply.  Each of you did an exceptional job on the myriad of topics that you tackled.  And consistent throughout was the theme of "Social Speed."  Feedback from attendees was that they learned a ton. </li><li><u>Customers</u>:  with a Sold Out conference and standing room capacity, our wonderful customers once again demonstrated their collective commitment to furthering the integrated social media opportunity.  It was great to see clients connect with one another for shared learnings and perspectives.  And we loved the constructive feedback that you gave us, both on the event itself and on ways that we can be an even better partner for you.</li></ul>Plans are already underway for next year so please drop me a note and/or let your Pluck Account Manager know your ideas for how we can constantly improve the conference.  We'll definitely look to do more of what you seemed to enjoy most including big perspectives from folks like Shiv Singh of Razorfish and Byron Reese of Demand Media, along with actionable, solutions-oriented sessions from Pluck customers and partners.<br /><br />For those who weren't able to join please check back as we'll post more follow-up information as it becomes available.  And I look forward to seeing everyone at Socialize 2010!<br /> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:1c63e3f0-7e35-4e62-9763-4ad0b088e706 The first Social Application Server http://www.pluck.com/resources/blog/_first-social-application-server Wed, 09 Sep 2009 16:05:00 GMT I am pleased to <a href="http://pluck.com/press/20090909.html">announce</a> today we launched the <a href="http://www.eweek.com/c/a/Messaging-and-Collaboration/Pluck-to-Launch-Social-Media-Application-Server-336044/">first ever Social Application Server</a>. This has been a massive project for the entire Pluck team since the beginning of this year. Our journey started with feedback from numerous customers and a broad recognition in the market that teams were being challenged to do more with their social media strategies while having less people, less time, and less incremental dollars to invest. With this feedback in mind we designed and built the Social Application Server with three core principles at heart. <br /><br />First, we wanted to deliver out of the box social apps that provided 100% of the features and functionality our customers expected and then we wanted to add more. The result is a brand new <a href="http://www.pluck.com/products/sitelife-comments.html">Comments Application</a> that has a world class interface, is completely backwards compatible with previous SiteLife modules, has the deepest feature set available in the market, and is search engine accessible. For the customers, less time coding their own applications means time spent on more innovative parts of the social media strategy.<br /><br />Second, we wanted the apps we built to easily integrate into our customers sites. Integration has been a core strategy for Pluck since day one but we knew we could do more. Specifically, we wanted it to be easy to not only include our apps in existing pages, but to style those apps to match the look and feel of the local site. We are talking about more than CSS here. To match a sites look and feel customers needed access to all the app files, including the HTML templates, the CSS, the images, the JavaScript, the business code, and much more. With the Social Application server our customers now have the ability to access all these files and change them in one place, their Pluck server. This means the application output is the same if you are calling it from a web browser or another server. This ensures our customers can get the SEO benefits they desire. For the customers, less time styling and rebuilding the application interface means time spent on more innovative parts of the social media strategy.<br /><br />Third, we wanted to ensure Pluck 4 allowed our customers to reach beyond traditional boundaries. We realize that social interactions are occurring in a pervasive manner across the web, not just on our customer's sites and not just through web browsers. So, we made sure the core platform and our applications incorporated <a href="http://pluck.com/learn/six_pillars.html">social bridging</a>, social sharing, and delivery of application content in multiple formats, XHTML, XML, and JSON. The end result is social interactions are no longer bound to our customers sites. In addition, our customers now have the ability to build their own unique social applications using the same tools we use. These applications are hosted on the Pluck application server benefiting from the scalability, load balancing, fail over, and performance inherent to our system. For the customers, less time worrying about the tools needed to reach beyond traditional site boundaries means more time spent on implementations to cross the boundaries.<br /><br />The end result is our customers are now in complete control. They have the full power of Pluck to help them do more with less. They are the true innovators and we are happy to give them the tools to innovate. Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:b496842e-4008-4cc1-aaad-5d92cf7104bf Travel with a purpose on gozaic.com http://www.pluck.com/resources/blog/_travel-purpose-gozaiccom Thu, 03 Sep 2009 21:22:00 GMT <span style="border-collapse:separate;color:#000000;font-family:'Times New Roman';font-size:medium;font-style:normal;font-variant:normal;font-weight:normal;letter-spacing:normal;line-height:normal;orphans:2;text-indent:0px;text-transform:none;white-space:normal;widows:2;word-spacing:0px;" class="Apple-style-span"><div style="font-family:Verdana, Arial, Helvetica, sans-serif;font-size:10px;background-color:#ffffff;"><div><a href="http://www.gozaic.com" target="_blank" title="Click here to launch gozaic.com"><img id="7ca09743-8825-4895-8d41-84b4ca71b243" src="http://connectprod.pluck.com/ver1.0/Content/images/store/12/13/7ca09743-8825-4895-8d41-84b4ca71b243.Large.jpg" alt="blog post photo" /></a></div><div><br /></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Gozaic.com is travel site provided by Heritage Travel, a subsidiary of the National Trust for Historic Preservation.  The focus on the site is to engage the traveler who seeks heritage and culture-rich experiences through travel.  Gozaic also hopes to capture heritage and culture-rich conversations outside the context of travel via topic-specific groups (circles).  </span></font></div><div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Phase One is focused on deploying the site with many of the community features enabled to build the audience.  Over 250,000 pages were deployed to launch this site.  To that end, Gozaic included the following SiteLife features in phase one:</span></font></div><div><ul><li><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Personas</span></font></li><li><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Mini Personas</span></font></li><li><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Groups (Circles)</span></font></li><li><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Reviews</span></font></li><li><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Photos</span></font></li></ul></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Later phases will include many other compelling features.<br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">-------</span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">The following are some great implementation highlights:</span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><a href="http://www.gozaic.com/gozaic/connect/circles/circle-detail.html?slPage=overview&slGroupKey=5415a915-27b1-4181-823c-a2139d8abea8" target="_blank" title="Example Group"><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Groups (Circles)</span></font></a><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">:</span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Groups (Gozaic has branded this feature as Circles) are topically oriented sub-communities within the site.  Many of these Circles feature compelling culture topics such as the Civil War and Abraham Lincoln.<br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><a href="http://www.gozaic.com/gozaic/explore/destination/Chicago-Illinois/Chicago-Illinois-Reviews.html" target="_blank" title="Example Review"><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Reviews:</span></font></a></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Gozaic allows users to create reviews on sites, destinations, activities, and events.  <br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><a href="http://www.gozaic.com/gozaic/connect/member-profile.html?userId=5012" target="_blank" title="Example Persona"><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Personas:</span></font></a></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Gozaic has designed the Persona to draw out specific attention to Circle membership and Reviews.<br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">Mini Persona:</span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">An abbreviated view of the persona accessible in the upper right hand corner of the page.  This mini Persona gives the user convenient access to friend requests, my groups, my reviews, etc. without having to navigate out to the Persona page.  This feature is only available once you are logged in.</span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">-------</span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span"><br /></span></font></div><div><font face="arial, helvetica, sans-serif" class="Apple-style-span"><span style="font-size:small;" class="Apple-style-span">The Gozaic team has done and outstanding job on this site.  I can't wait to see what future phases have in store for us.</span></font></div><br /></div></div></span> Blog:2beb33cf-9858-4e0b-9e35-2ed0f7fd023cPost:e101d258-a5f5-4e0f-9965-76dd1246029f Pluck drives NFL FanBuzz http://www.pluck.com/resources/blog/_pluck-drives-nfl-fanbuzz Thu, 03 Sep 2009 15:19:00 GMT During the month of April, over 90,000 people made over 225,000 comments in the NFL.com Fan War Rooms…a notable achievement and one that illustrates that a loyal audience can engage with your brand on several levels.  While thousands of football fans watched the draft on television, NFL community members also participated online, discussed their views on specific teams / athletes and shared their love (or disdain) for this year’s draft picks.  <br /><br />As the season draws closer, it’s no surprise that NFL.com would step it up again to re-invigorate their fan base.  They have certainly done so with the release of their NFL Fan Buzz & Game Center sections on NFL.com.<br /><br /><span style="font-weight:bold;">NFL.com Fan Buzz Section:</span>  Check it out at <a href="http://www.nfl.com/fans/" target="_blank" title="NFL.com Fan Buzz">http://www.nfl.com/fans/</a><br />NFL’s new Fan Buzz section is a community destination where fans can discuss games, find related news, rate athletes, rate games and watch game highlights.<br /><br /><span style="font-weight:bold;">Social Highlights: </span><br /><ul><li>Large sponsorship visibility (Sprint)</li><li>Marquee feed with links to recent comments, use