Digital Life - Understanding the opportunity for growth online

Digital Life
Understanding the opportunity for growth online

Digital Life

Contents
Foreword 05

What is Digital Life? 07

Consumers: content and connections 09

Self-expression – many forms, many motivations 10

Inviting brands in 11

Do I really ‘like’ you? 12

Brands as enablers 13

Amplifying opportunity: activating advocates 15

What drives sharing? 16

The power of comments 17

Minimising risk 18

Getting into the newsfeed 19

Integrating digital across the business cycle 21

Which touchpoints drive sales? 22

Return of the ‘Big Idea’ 23

Making the most of purchases 23

Staying in touch with brands 24

Shaping our in-store expectations 25

Marketing in a digital age 27

Can I see more of the findings? 29

© 2011 TNS 3

Foreword

The Internet has made our world and the way we Our goal is to make this complex environment simpler to
build businesses more dynamic and complex than ever. navigate, cutting through the clutter to develop precise
Opportunities and threats exist which were unprecedented strategies, channels and content that inform your marketing
just a decade ago, and the greatest challenge is the diversity plans, and make digital a key part of your growth strategy.
of possibilities.
This report contains just a small snapshot of our findings, but
Online activity now impacts all elements of business growth, please do get in touch with us to understand more about the
and in order to succeed, brands need to embed digital across opportunity that digital presents in your market or category.
their business. It’s not simply about digital marketing, but
business success in a digital age.

As the Internet continues its surge into the lives of the world’s
consumers in even the most remote parts of the world, there
are new opportunities for brands to engage in fresh ways and Matthew Froggatt
drive results that will really grow their businesses. Chief Development Officer

TNS’s Digital Life is a vast study into the attitudes and
behaviours of the world’s consumers online. We conducted
in-depth interviews with over 72,000 people in 60 countries
to build the most comprehensive view of what people do
online – and why they do it. Having teams on the ground in
all of the markets where we conduct research means that our
recommendations are based not just on numbers, but on real
human insights.

© 2011 TNS 5

What is Digital Life?

Engaging with customers online requires a deep Digital Life also introduces the Digital Growth Index, a
understanding of their motivations, opinions and single number score, which cuts through the diversity of
attitudes - and their resulting actions and behaviour. the online world, and identifies the opportunity for growth
through digital channels. The Index helps brands to answer a
Digital Life applies TNS’s long-established expertise and deep range of questions, including:
consumer understanding to develop insights and address the
� My target group is spending time online, but is this the
key questions that inform marketing investment.
best place to engage them?

� What do consumers want from engaging with my brand
online?

� How can I add value to the relationship with my customers
to turn them into advocates?

� What are the online touchpoints that will have an impact
on purchase?

The Digital Growth Index establishes the precise opportunity
across product categories and countries, with very real
implications for how brands should approach their target
market. For example, what does an automotive manufacturer
need to do differently to reach consumers in Germany
and China? What does a cosmetics company need to do
differently compared to a travel brand?

© 2011 TNS 7

Consumers: content and connections

The Internet has certainly given a voice to millions of people
who are freely sharing their views online. Whether they are
engaging in a debate with global corporations, endorsing a
local business on a blog, reviewing their last holiday, or voicing
an opinion on Twitter, the world’s consumers are actively
discussing their passions – and pet hates - online.
This newly enabled awakening of self-expression, largely
activated through social media, grants the individual an
unprecedented level of power to have their say, and the
impact on brands of this liberty and licence is huge.

Digital enables self-expression
The Internet helps me to...

Have fun 55
Better express my feelings 42
Explore my personality 34
Improve my self-confidence 34
% agree

© 2011 TNS 9

Self expression: many forms, many motivations

Our findings from Digital Life show that 42% of people Whichever way you look at it, and no matter which region,
globally feel that the Internet helps them express themselves country, neighbourhood or individual we consider, the
better. This takes on many forms and is ultimately different explosion has turned many old-world assumptions on
for each of us. Two people can share the same photo, or their heads. From governments and societal norms, to
express the same opinion via a social network or blog, but business models and brand relationships, no area remains
the motivations for ‘sharing’ and channels used for doing untouched by this new paradigm of self-expression and digital
so vary subtly - but importantly - from one person to the next. empowerment. As marketers, we are interested in all of
For some it’s staying close to family, for others it’s self- these, but we spend much of our time focused on products
promotion and on other occasions it could be more altruistic. and services and their impact on the growth of our business.
It can be a more private form of expression or a broadcast- So how is this self-expression affecting brand relationships
style ‘shout it from the rooftops’ to anyone and everyone. and consumer purchase decisions?

Leading to an explosion in consumer content generation
Every week I...

Upload photos 32
Microblog 30
Upload videos 29
Write a blog 26
% agree

10 tnsdigitallife.com

Inviting brands in

Brands have realised the potential opportunity to reach a Instead of rushing headlong onto social networks, brands
vast audience and understand that social media is a valuable need to reconsider who their audience is and how to go
communication channel for building loyalty; improving about building a relationship with them, on the equitable
retention and driving additional spend. So brands have built terms that consumers now demand. The power of social
relationships with bloggers and established presence on the media in this context is dependent not only on listening
social networks where these conversations are taking place. properly but also on responding appropriately. Connecting
with a brand online creates a potential direct channel for that
However, muscling into social networks – individual spaces brand to communicate with consumers. However, it remains
created by personal connections - is not always appropriate, important to ensure that these messages are targeted
or justified and can be detrimental to the brand overall. In and appropriate, to avoid both alienating consumers and
speaking to consumers around the world, we have learnt adding to the cacophony of noise. What is clear is that
that 57% of people in developed markets do not want seeking to engage with consumers on social networks
to engage with brands via social media, rising to 60% in cannot be a ‘bolt on’ activity, but needs to be an integral
the US and 61% in the UK. However, misguided digital part of the overall marcomms strategy.
strategies are generating mountains of digital waste, from
friendless Facebook accounts to blogs no one reads. This

47%
is being combined with ever-increasing content produced
by consumers – the study shows 47% of consumers now
comment about brands online – resulting in an
overwhelming volume of noise.
of consumers now comment about brands online

© 2011 TNS 11

Do I really ‘like’ you?

Often the chosen metaphor is one of ‘the conversation’- It is important to keep in mind that social interaction is usually
consumers want a dialogue with brands not a monologue. between people, not people and brands. Rather than brands
This has proven an effective way to understand and digest immediately jumping into social networks, there are other
the changing nature of relationships between brands and routes to consider that can be particularly effective in the
consumers, caused in large part by more digitally expressive digital realm.
and empowered consumers. And, in turn, it has enabled
brands to adjust the ground rules for their consumer
relationships. However this simple metaphor also risks
us over-simplifying and missing crucial underlying factors.

Most commonly, people are keen to find ways to express
themselves more effectively, more efficiently, more creatively,
more personally, more deeply, and more quickly. This may
be through interaction with other people or with brands,
but most of the time it is motivated by our innate desire to
socialise. Yes, this also offers opportunities for brands to ‘join
the party’ of socialisation enabled by digital channels – but
we need to be thinking more carefully and specifically about
what the brands wear to the party, what time they arrive,
whom they speak with when there - and when they leave!
Sometimes brands also need to know when not to accept the
For more information please go to
invitation, and when not to turn up uninvited.
tnsdigitallife.com/view/social-brands

Many consumers do not want to directly ‘talk to a brand’,
or certainly only want to with some brands, some categories,
or at some particular point of their pre or post-purchase
journeys. Just because Twitter allows me to ask for an
immediate response from @mycurrentbrandofchoice
doesn’t mean I want to.


Brands as enablers

Brands can act as enablers for self-expression and social But the technology itself is not the enabler – it must become
interaction. This can take almost as many forms as the woven more deeply into the brand idea to be best expressed
self-expression itself. This is not a new concept; essentially in the digital world and to enrich, entertain, or inform people.
it’s about brand utility, for example branded entertainment The technology means a brand, product, or indeed the
or branded journalism. This takes us back to the ‘brand marketing itself can become more useful, playful, honest,
idea’ or ‘promise’. What is the brand or product really ‘all helpful, participatory or collaborative. Digital can be the glue
about’? How can it deliver on this idea whilst enabling people to integrate all other manifestations of the brand idea.
to express, communicate and socialise? Through this lens
the brand can truly earn its right to be part of the (digital)
conversation and world of self-expression, or to use the
party metaphor to earn its ‘invite’.

Enablement can take many more forms in today’s rich and
interactive world than it could just five years ago; faster 3G,
4G and LTE mobile networks; custom mobile apps; deeper
web experiences through HTML5 and next generation
browsers; personalisation of web experiences through
improved analytics and dynamic content provisioning; faster
connections for video content and video communication.

© 2011 TNS 13

04


Amplifying opportunity: activating advocates

In attracting new buyers, social media takes the The route to purchase is more complicated in a digital
old concept of ‘word of mouth’ to an unprecedented world, and brands have to factor in the exabytes of
level. Not only are customer opinions shared with consumer generated reviews and opinions that compete
a wide audience, but new business models such as - often successfully - with the information generated by
group buying, move far beyond a recommendation brands themselves. A potential threat is that these brand
to an immediate call to action from friends. However communications may be drowned out by the consumer voice.
the starting point in engaging advocates has to be an However, if you get the information into the right hands at
understanding of what motivates them to affiliate the right time, it can be endorsed more passionately and
themselves to a brand and its content. shared more widely than most marketers and retailers ever
thought possible.

Enabling connection and community
The internet helps me...

Pass on news / events to others 34
Connect closely to others 51
Expand my network 52
Keep in touch with others 61
% agree

© 2011 TNS 15

What drives sharing?

Over half the consumers surveyed in Digital Life say that
they comment about brands online in order to share content Hugh Chambers,
from the brand with their network. Driving advocacy and Chief Commercial Officer, British Olympic Association
endorsement through this sharing relies on brands
understanding consumer motivations and tapping into “I’ve termed it ‘Open-source Creativeware’ to
their willingness to pass content along. Content needs to encapsulate the idea that much like open source
be appealing enough for people to believe that they will be software, we’re looking to create a blueprint or DNA
adding value to their networks through sharing. Over a third of a creative campaign and then invite others to take
of people, globally, agree that the Internet helps them to pass it and adapt it and build it and grow it.”
on news and events to others and getting that content right
presents a major opportunity. Brands that develop content
that resonates with their target audience see their efforts
amplified manifold as they tap into the consumer desire for
expression and connection.

Beyond securing a ‘like’ or ‘+1’, getting a consumer to
engage with a campaign, creating and sharing their own
content within frameworks defined and facilitated by the
brand reaps significant benefits. This theme comes through
strongly in our conversations with CMOs, who understand
that participatory campaigns really do provide opportunities
to strengthen engagement and drive advocacy.


The power of comments

61%
Commentary around brands, products and services is a huge
part of what consumers are discussing online and while there
has been much debate about the real value of a ‘fan’ or a
‘like’, it is the negative reviews and comments that are more
likely to have an impact on a brand’s sales. And there is very
little scope for a brand to intervene, particularly when 57%
of people comment to praise a brand
of people trust what other people say about brands more
than what the brand says itself. In Digital Life we learnt that
two-fifths of people trust comments that people they don’t
know write about brands and furthermore, over half of those
online agree that even a single negative review can have an
impact on how they feel about a brand.
53%
of people comment to complain about a brand

In this environment, some marketers may feel that their
control and mitigation capabilities are weakened when
For more information please go to
negative commentary is unchecked. However, the picture is
tnsdigitallife.com/view/consumer-voice
not necessarily bleak. While brands do need to stay vigilant
to the threat of ‘anti-advocacy’, it’s important to note that
consumers don’t talk about brands solely to complain:
61% will make a comment about a brand in order to praise,
Whilst the impact of a negative review does have a greater
impact on how consumers feel about a brand, this somewhat
offsets the 53% who will comment in order to complain.
Maintaining these active, engaged brand communities –
whether owned or earned - who feel that they derive
genuine benefit from their participation, can drive advocacy.
Engaged brand communities tend to dispel negativity that
they consider to be unfair, in order to protect the community
that they value. The benefits to a brand of creating these
self-sustaining communities are clear.

© 2011 TNS 17

Minimising risk

Negative word of mouth works much harder - and much sources alone do not provide the full picture required, they
faster - than positive word of mouth, so brands need to can help direct us to the type of person we should look to
defend just as much as they attack through social media engage through further validation. Going further, these
channels. sources can support more active co-creation and deeper
brand engagement and sharing. Further value is added when
Listening to customers and building a picture of what they this approach is complemented by bespoke or branded online
like and dislike, what their lives are like and their unprompted communities.
comments, status updates, photos and product reviews - all
made in a trusted environment - can greatly inform market
interest assessment and the development of new products
and services, if harnessed in the right way. Even when these

The consumer brand voice
I write about brands to...

64 64 61 60 56 53 51
46
40

Share Offer Praise Ask Share answers Criticise Share cool stuff Customer Paid / reward
experiences advice a brand advice / opinions a brand from brands service for doing so

% agree


Getting into the newsfeed

61%
Mobile Internet access adds new challenges to the online
environment. Being constantly connected to the Internet
increases the propensity to make negative comments –
grumbling about a brand, a service or in-store experience
at the point at which we are inconvenienced.
of tablet and mobile users already feel that they are
Beyond this, it’s harder to achieve cut-through on mobile – always connected to the Internet.
ads are much less prevalent and so it becomes increasingly
important for brands to make it on to the news feed in a mobile
environment. So, sharing and ‘likes’ become more significant as
way to maximise the potential of exposure.

Mobility will continue to transform the way we engage with the
Internet and as more consumers are ‘always on’. 61% of tablet
and mobile users already feel that they are always connected
to the Internet. Brands need to develop ways to respond in real
time. Passive monitoring of what is being discussed on social
media is no longer enough and brands need to understand
the deep connections and affiliations that drive advocacy.

© 2011 TNS 19

Integrating digital across the business cycle

With consumer online access and engagement hitting
the levels we see today, almost all components of our Consumer and brand touchpoints are important sources...
lives have become digitised in some shape or form. Agree touchpoint is important to me to...
We leave a digital footprint in almost all we do.
Consumer reviews (all categories)
Commerce is no exception. From the initial exploration
of a potential purchase through to the product
selection, purchase transaction and subsequent uses 33
of customer services and loyalty scheme memberships,
28
no part of the journey remains untouched by digital. 20
The impact of digital that has prompted much debate over
how purchase models should be transformed: the ‘Death of
the Funnel’. From snakes and ladders, to hour-glasses and 1. Become aware 2. Choose a product 3. Decide where to buy

more complex purchase loop interactions, the point remains
the same: the path to purchase is rarely as linear
and straightforward as it once was.
21
26

38
TV ads (all categories)

© 2011 TNS 21

Which touchpoints drive sales?

For retailers that are seeing a significant shift from ‘bricks’
to ‘clicks’ there is big impact on supply chain, targeting, ...as are on and offline touchpoints
fulfillment models, and even package configurations. Agree touchpoint is important to me...
And that is by no means the full extent of the impact.
From Digital Life and our conversations with clients we Manufacturer’s website (all categories)
know that some food categories see more than 20% of
their in-store purchases being influenced at some point
28
prior to purchase by digital touchpoints – be that category 22
research, product research or more transactional research 18
such as sourcing coupons – and the in-store conversion of
those consumers is higher than those not exposed to digital
touchpoints.
1. Become aware 2. Choose product 3. Decide where to buy

A precise analysis of how far from the point of purchase
these influences occur is still required to inform how
touchpoint ‘content’ and timing is tailored, but the digital
influence is becoming too clear to ignore. This trend has
24 21
impacted other categories for considerably longer, but for 26
FMCG / CPG it is beginning to pose important questions
Sales person in-store (all categories)
to business such as: ‘Should there be a standalone digital
shopper marketing function? If so where should that live –
in sales or marketing or somewhere else? How should we
approach eCommerce?’ For more information please go to
tnsdigitallife.com/view/path-to-purchase


Return of the ‘Big Idea’ Making the most of purchases

The FMCG category has for a long time experimented Digital Life has shed more light on the trend we’ve seen for
to find the best place for digital to fit within marcoms, consumers to look online for product usage advice, be that
shopper marketing and retailing strategies. For the food, from brands or consumer-generated sources. Some retailers
drink and personal care categories we are seeing significant have been quick to capitalise on this trend. Best Buy CMO,
uptake in consumers seeking out information online before Barry Judge, believes that customer service is fast becoming
they purchase offline. While motivations and the type of a differentiator for their sector and their digital strategy is
information sought vary widely, there is a need to focus on prioritised accordingly.
delivering against these needs via digital channels.
Best Buy operates a series of consumer review sites and
For products with appropriate ‘brand ideas’, this can be more communities that play to this very demand. From more
straightforward. A breakfast cereal that positions the brand general entertainment and music blogs, to managed forums
around dietary advice and weight management programmes and the expert community, where people can share their
can develop online personal health diaries and mobile app opinions and rate each other’s product reviews.
calorie counters and recipe guides. For a product with a less
distinct brand idea the challenge, of course, remains harder.
Indeed, where the fit just doesn’t seem to appear, there are
occasions where it is best left at that – not all brands need
to play across all channels, as the abundance of abandoned
Facebook brand pages out there demonstrate. A first step
should always be to evaluate the broader ‘big idea’ for the
brand and see how that can come to life in
the digital world.

© 2011 TNS 23

Staying in touch with brands

Across most markets there is a trend for consumers to want
to ‘keep up to date’ with their brands of choice. For some
the motivation is ‘promotions and offers’, for others it is
about access to general information and a deeper feeling of
proximity to the brand. High-end luxury brands and retailers,
for example, can take advantage of these motivations
through their digital efforts, and responding to demand from
their loyal fans, advocates and customers to ‘learn more’ and
‘stay up to date’.

Brands that once looked to maintain exclusivity have begun to
assess how best to respond to this pressure for ‘more’ whilst
maintaining the ‘distance’ that so often build desire. For
example, by providing behind-the-scenes video footage of a
fashion brand’s New York Fashion Week show, or interviews
with the sportsmen and women sponsored by luxury watch-
makers.

One thing is certain; this tide of demand for more cannot be
turned. The response should be to open-up, provide more
and remain the source of that information, before consumer-
generated and boot-legged material takes its place.


Shaping our in-store expectations

Digital is accelerating the focus on integrated multi-channel One brand committed to responding to this is Apple.
marketing for many of the CMOs we speak to. Whether it 2011 saw Apple seriously ramp up in this area and
be the video game retailer GameStop, chocolate producer announce multiple enhancements to their online and retail
and retailer Godiva, technology retailer BestBuy, or the cereal stores. Amongst the changes include the ability for customers
producer Kellogg’s – all agree that digital is fast cutting its buying accessories in-store to pay for them through their
way across their business – from innovation and product iPhones, iPads and other iOS devices through a ‘self-
development to shopper marketing and customer service. checkout’ mechanism – payments being taken from iTunes
accounts after the item is scanned through the camera in the
Larry Bruck, self-checkout app. Perhaps more impressively, if a customer
SVP, Global Media and Marketing Operations, Kellogg Company
orders an in-stock product they are able to pick it up in-store
just 12 minutes later. Non-stock or customer items can be
“Digital is a business enabler, not just a marketing enabler” ordered with subsequent free shipping to the customers’
retail store of choice. And in a nod to the importance of the
The implications a consumer’s digital experiences are digital channel even for a business with flagship retail stores,
having on in-store retailing are significant. Via digital customers who buy online or through the iOS app will be
channels consumers can now narrow their product or model given priority when they go in-store over a customer waiting
consideration sets, to two, or three new laptops. However to see a store rep.
once they get in-store, they find they can’t easily recall those
choices if they don’t have Internet access on their phone, or Looking further to the future, mobile will play a greater
they didn’t remember to print the information before they role for many aspects of commerce and shopper marketing.
left home. At a more easily deployable level, in-store PC and PayPal has recently announced a 12-24 month plan to
tablets can aid in this regard. Moving on a step, we see the introduce new technologies, giving customers a new series
reserve online, pick-up in-store mechanism. However, a more of payment options: from one PayPal card that acts as a
complex and costly infrastructure is needed to execute on this single bridge to all other payment cards, to a mobile number
effectively. and 4 digit pin, or near-field communications (NFC) at point
of sale. From the retailer and consumer technology side of
Consumer expectations often run much deeper than just the equation, we are certain to see further digital impacts on
researching online. The depth of personalisation being retail that are not yet immediately clear.
enabled online is creating demand for a richer and more
personalised in-store experience.

© 2011 TNS 25

Marketing in a digital age

Content is the currency of community, shaped and Companies need to consider integrating digital beyond
consumed by the masses. Brands need to understand the campaigns to the business. Digital clearly extends beyond
attitudes and motivations of consumers; why they choose to marketing and consumer engagement teams to incorporate
signal their affiliation to a brand and how to make the most web and software teams, channel management and retail
of this to ensure a strong online presence. Within this “noisy” teams, CRM and influencer engagement teams.
environment, it is not about volume of commentary, but
securing high-quality endorsement from influential corners. The digital opportunity remains huge; the only threat is
establishing the right strategy to adopt. TNS applies Digital
Brand as subject matter is alive and well, but brand voices Life to business challenges, defining a precise plan for growth
lack trust. In this environment, brands need to go back-to- for clients across geographies and categories; identifying the
basics, evaluate their role and what they offer consumers, precise strategies, channel and content that will enable business
beyond their core product offering. Brands that focus on success in a digitally-enabled world.
adding value by facilitating content and extending their
services to increase the time a consumer spends with
their brand are seeing stronger engagement.

Consumers continue to access a multitude of fragmented
touchpoints during their path-to-purchase. At every stage
of this journey, there is the potential for them to be ‘hijacked’
by negative commentary or reviews. To combat this, brands
need to build connections earlier in the customer journey,
strengthening their relationship and minimising the risk that
negative buzz can present. For any marketer it is important
to understand the nuances of geography, category and
target audience, building campaigns appropriately.

© 2011 TNS 27

Can I see more of the findings?

This report contains some of the insights we have developed About TNS
as a result of the Digital Life study. We have also developed an
interactive data visualisation, enabling you to explore some of TNS advises clients on specific growth strategies around new
the key findings, which is available at tnsdigitallife.com market entry, innovation, brand switching and stakeholder
management based on long-established expertise and
There are many ways to access the full study, from purchasing market-leading solutions. With a presence in over 80
an in-depth report on a specific geography or category, through countries, TNS has more conversations with the world’s
to access to all reports and the data set itself. The real benefit of consumers than anyone else and understands individual
Digital Life comes from collaborating with one of TNS’s experts human behaviours and attitudes across every cultural,
operating in over 80 markets globally to address a specific economic and political region of the world. In the big picture
business challenge. TNS’s strong local presence enables us to of growth, it is the precise details that matter the most.
provide precise recommendations for growth that are based
on a close understanding of the individual market. TNS is part of Kantar, one of the world’s largest insight,
information and consultancy groups.
Digital Life study was undertaken in the following markets:
Please visit www.tnsglobal.com for more information.
Argentina, Australia, Austria, Belgium, Brazil, Canada,
Chile, China, Columbia, Czech Republic, Denmark, Egypt, To learn more, contact us on
Estonia, Finland, France, Germany, Ghana, Greece, Hong digitallife@tnsglobal.com
Kong, Hungary, India, Indonesia, Ireland, Israel, Italy, Japan,
Kenya, Luxembourg, Malaysia, Mexico, Morocco,
Netherlands, New Zealand, Nigeria, Norway, Pakistan, Peru,
Philippines, Poland, Portugal, Republic of Korea, Romania,
Russia, Saudi Arabia, Singapore, Slovak Republic, South Africa,
Spain, Sweden, Switzerland, Taiwan, Tanzania, Thailand,
Turkey, Uganda, Ukraine, United Arab Emirates,
United Kingdom, United States, Vietnam.

© 2011 TNS 29

Digital Life - Understanding the opportunity for growth online

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