Posts Tagged social media

Why you should care about online activity tracking

Posted by on Friday, 30 September, 2011
My friend, Augustine von Freiburg, recently put out a call over on G+ asking to “Convince me that I should care that [insert name of all-powerful social network here] is tracking me.” The conversation continued for a bit noting that the likely only real issue is that now advertisements can be targeted to you.
Since I am one of those people who has recently been sharing a good amount of information under the auspices of “Staying Vigilant” when it comes to knowing what’s going on with your information on social sites, I felt compelled to think more deeply as to what the issues at hand here really are. So I began collating some ideas as the conversation continued on (I’d noted I had thoughts on the matter, but wasn’t able to accurately or intelligently voice them at the time, but would come back to it later… now is obviously later). Over the course of the other comments, some good items were brought forward, items which should be acknowledged, but still left me feeling like the right answer was still eluding me.
There was a point made regarding police states and tracking. A very good point, and one which we shouldn’t ignore especially with the recent Carnegie Mellon application specific to connecting individual information with a picture via facial recognition. The source story from The Atlantic can be found here. Connecting offline lives and information with the online persona and information can indeed be a damaging prospect for many people. The same arguments regarding Google’s “Real Name” policy can be made here as well, since the veil of anonymity is even more readily lifted with technology like this. Visions of 1984′s Big Brother are quite cliché, but still accurate within this context.
But imagine you aren’t a revolutionary or progressive fighting against a totalitarian regime, does it really matter to you? Likely you can brush off police state fears as irrelevant to your own life of privilege as a middle class American; the likelihood is still an issue of the future, not the present. It is simply tough to identify with the fear and feelings of living in a police state where information tracking has actual, tangible consequences if you are living the right life. So how is online activity tracking a relevant concern to the “every day middle-class American”?
There are the obvious employment concerns of potentially exposing behaviours in which employers may deem unsuitable for their employees to be engaging. We have all, of course, seen examples of this in the media over the past few years, and know that employers make it a habit these days to use social sites as research tools when hiring both to weed out the bad as well as bubble up the good; a double-edged sword there to be sure, all depending on who you are and the relative conservatism of the employer. The issue here, of course, isn’t the tracking of your online activities per se, but rather the potential exposure of such activities.
When sites like Facebook begin changing how information is displayed, bringing some information to higher visibility than previous shown, the social code is broken. I’m not saying FB change their security (they didn’t), but rather when they shifted how the site functions all of a sudden users who had once felt safe under the blanket of ‘security through obscurity’, were left cold as their activities were now up in the fore-front, exposed to not just people who went looking for it, but to anyone who has logged in and noticed the ticker. Again, the issue here is the exposure of the information made possible by both direct user actions as well as tracking. The information has been there for a long time, but it was now exposed in a much more visible fashion.
This brings up the idea here that this isn’t even about ‘privacy’, as nothing on the internet is really “private”, but rather about owning my information and being able to mitigate the potential exposure (understanding that removing the risk entirely is not possible, even if you delete all your data and account and logout for good… the internet remembers everything). So, the problems begin when Terms Of Service change to allow companies to cast wider nets, and new settings are implemented in an opt-out rather than opt-in fashion. Had the ticker on Facebook been rolled out as an opt-in feature, I doubt anyone would have complained; it wouldn’t have had a great adoption rate either, but the ‘privacy’ concerns wouldn’t have been founded.
Is there a real, tangible concern with social sites just tracking your information as they please? Not from my perspective. The issues begin when they expose that information at their will and without the individual’s explicit confirmation. Yes, we’ve all agreed to the terms of service in order to play on these sites, and have likely not thought of all the potential consequences of clicking Agree. Without knowing the full text of the Facebook TOS agreement, I’ll set up a small example: say there is a line in there which binds the user in agreement to allow FB to share the user’s data with 3rd party entities. When you clicked ‘agree’, there were likely only one or two companies to which FB was actually providing data, and they were likely advertising or some other benign company. But now, FB has your agreement and now brings in another company, one like “BigBrotherMedical” or some such insurance provider, and now your data can be shared with them potentially impacting your eligibility for medical insurance since you buy your cigarettes and booze on-line, increasing risk factors for health problems, which are now tracked, thanks to a silly little cookie in your browser. I am sure you can build out a slew of your own ‘what-if’ scenarios here on your own….
It is these unforeseen changes to the service, and the default opt-in which is of concern. It removes the control of the individuals information and places that control in the hands of the social site, giving the user a sense of false security by providing some basic ‘privacy controls’ or options. This is one of the reasons why I am vocal about exposing the underlying workings of what Facebook has been doing recently. It behooves every user to be aware of what changes are happening and what consequences those changes could have down the line. I am not warning people to quit FB, logout and never come back, but rather to be aware of what they are agreeing to. A choice is not a choice if one is not informed properly… which is why I tag many of my posts highlighting these ‘issues’ as “Stay Vigilant”; simply said, every user needs to make their own choice about what they are comfortable sharing on a site, as well as making the choice as to how comfortable they are with having their activity tracked beyond the spectre of just targeted advertising purposes.
But all that fear is indeed just a healthy dose of paranoia and speculation. So let us talk about an even more dangerous issue surrounding the use of the information being tracked today. An issue which has actually been building for a few years now and one which has already had consequences. I’ve been referring to it as “social homogenization” in different contexts (surrounding how we tend to surround ourselves with like-minded individuals on social sites and tend to have less interactions with people of dissenting opinions with whom we are directly connected). This “social homogenization”, however, has been going on behind the scenes as well.
Google, Facebook, and many other of the smaller companies have been doing this for years now, under the guise of ‘personalization’; where content is filtered for you by algorithms and internet robots watching your every click. A great TED Talk (available on YouTube here go watch it now, I’ll wait….) was recently shared by another acquaintance on G+ regarding this exact behaviour and presented in such a way that it really shows the dangers inherent with personalization: filter bubbles.  These filter bubbles, controlled by algorithms with no ethical balance, begin working to insulate us from information it thinks we don’t want, based directly on our online activity tracking. The results of which begin insulating us by providing only information the algorithms think we do want. This is likely the most dangerous aspect in the present, as it has immediate and direct impacts on the information available to us right now.
In the TED talk linked above, you will see how a real world example used this personalization based on activity tracking to result in no mention of the Egyptian revolution on the first page of a Google query on “Egypt”, while it flooded the first page result set for another user. The differences in the two users being (from what I can glean from the video) location mainly. Even then, the speaker regale the audience at the beginning with the anecdotal evidence he personally encountered on Facebook; where he was seeing far less of his conservative friends’ posts, and much more of his liberal/progressive friends’ posts based on the algorithms which indicated he was clicking on the links shared by his liberal friends far more than those shared by his conservative friends.
At a base level, this scares me more than anything else about how tracking my online activities can be used in an ostensibly benign fashion couched as ‘personalization’, but have much more insidious effects in keeping relevant and important information from being surfaced in my news feeds of Google query results. As the speaker noted, these algorithms have no built-in ethics as the gatekeepers of knowledge, and because of that, there is no real editorial review and passing on of information because it NEEDS to be seen, only because it thinks I want to see it. A very, very dangerous behaviour if you ask me, and truly the reason why I will continue providing warnings and information about how social sites are tracking and using your personal data.

On the value of thought leadership

Posted by on Thursday, 23 June, 2011

It is no secret that anyone working in the social business world struggles daily with how to measure value and return on their investment (ROI) in the space. If we can figure out how to effectively measure our work and translate it into monetary value, we’re golden. Come up with a nice easy formula in the support space to show avoided cost, something like: “total clicks to payload x success indicator x %clients who would call = avoided call ticket x cost per case = avoided cost”  and you’ve got your end of story, right?

Well, not so fast (you knew I wasn’t going to let you go that easily right?). What about measuring those intangibles I spoke of in my earlier post here? How can you effectively measure thought leadership and eminence in the industry? Or rather, and perhaps more importantly, is the value of being a thought leader more important than the simply monthly indicators of engagement and content consumption?

I’m fairly certain you can see what I’d argue here…. that thought leadership, that digital eminence is actually the primary purpose of social business, everything else we do is secondary to supporting that higher goal. Sharing our high value content? Sure, that’s an essential part of what we do…. which goes to support the end result of raising our place in the digital world and the ultimate perception that we are indeed the thought leaders in our industry.

Let me take an exampled approach here, and bear with a few assumptions along the way:
You all know I am passionate about whiskies. No arguments from any of you on that point I’m sure. Amongst my friends (outside of the actual industry) you may possibly consider me as a burgeoning thought leader when it comes to topics surrounding whiskies. But why is that? Is it simply because I consistently post a measurable number of links to quality whiskies related content? Or is it because over time I’ve consistently provided quality content related to specifics of whiskies in conjunction with other efforts I make in other spaces to learn and help teach others about this water of life? I’ll bet you’d tell me the latter of the two choices. But which of the two is more important to you? Is just receiving the content enough to warrant me as a thought leader when it comes to whisk(e)y? Again I’d wager to say, no, it isn’t. Thought leadership is critical to what my boss recently described as “compounded interest”. Which makes perfect sense to me.

Continuing with the example…  let me ask; is my thought leadership in the whiskies world of benefit to you? My guess here is that it is, but only when you need it. I am often asked by friends and family for recommendations of whiskies to give as gifts; and I am happy to oblige, especially since answering those questions typically helps me learn and stay up to date on pricing changes and allows me to hone my skills at choosing decent drams. But it is only important to you because the issue on your plate is what bottle to buy for your friend. If you weren’t in that predicament, my thought leadership in the space wouldn’t be of value to you. This exemplifies my point about thought leadership; that there is value there, possibly great value, but only in a ‘just-in-time’ ad hoc model. Right now, as I write this entry, my eminence (bear with me on that assumption) as a whiskies subject matter expert is irrelevant since I am neither posting specifically about whisky, nor is anyone presently utilizing my knowledge about the topic, so I’m not seeing value right now, nor have I over the course of this month. Last month, however, my thought leadership WAS valuable as I was able to recommend a moderately priced bottle as a gift, making a big impact upon the recipient from what I hear, but also not breaking the bank to do so. In that case, I’d say my eminence could have a direct monetary value had I not been asked and had a higher priced bottle been purchased.

My point in this is to show that thought leadership can only be built over time, and the value only seen at the whim of the client with no way to predict how or when that value will be recognized. Perhaps, in the technical support world it will be in avoiding a call ticket because a client remembered a blog post on the topic which included the answer, or perhaps it will be during a sales call when a client signs a maintenance agreement because they recognize our eminence in the space and know we can help them effectively and efficiently when they encounter difficult issues….

Thought leadership is potentially VERY valuable in these instances, but (like the above example), is not solely a product of just work in social business, rather it is a holistic drive connecting all sorts of activities which combine to build that eminence over time. Eminence which can show value in varied, unexpected ways, which can often skirt any potential to accurately measure and connect effort to value.

Musings on social business ROI for support…

Posted by on Monday, 16 May, 2011

Having troubles providing ROI for your social business efforts in a client support context? Yeah, you’re not alone. As support workers, we deal with intangibles every day. It is actually a big part of how we solve problems at times; using that support intuition and gut feelings which come from experience and a roll up of all the differing variables at play, not to mention some well-implemented educated guesses. But how do you quantify all that into a reportable metric to show the value returned from the efforts?

Martin Hill-Wilson over on TheSocialCustomer.com had some great insights to share as they relate to ROI and Customer Service. He makes a point of showing that the intangibles of support can’t be measured, yet are still as critical (a fact which those of us working in the space already know):

“… the inability to directly measure something does not mean it is worthless. Quite the opposite. In fact the most abstract topic that has continued to evolve up the greasy pole of corporate favour is culture. This is illogical from the perspective of corporate Vulcanlogic. You can no more directly show me culture that I can show you that unicorn. Yet huge amounts of cash are invested by the C-suite to improve corporate cultures.”

Everyone who is working today in the social business spaces knows there is value. We feel it in our bones with as much certainty as there is coffee in our mugs (which is to say, a lot). If we were not so convinced of the value and need to be social, to engage with our clients and colleagues in these spaces, you can rest assured we’d not be spending time here. But we’ve all been tasked to find that one thing that evades us, the holy-grail of social business: tangible metrics to show real returns on the time, energy, and capital we have invested to be engaged in the social spaces.

In the marketing worlds, these intangibles are a bit easier to quantify through what Martin calls ‘proxy metrics’; linkages between tangibles and intangibles that indicate correlation if not causation. Imagine a television ad running for a week’s time, and measured sales increasing over the same period. You could make the correlation there that the campaign had a particular return on investment.  And while, yes, we do have proxy metrics in the support world, connecting these linkages from investment to returns is a far greater leap. In marketing, there may be a three jump difference from a campaign to sales increases. But what about support where we aren’t focused on driving revenue?

In client support, the number of jumps grows exponentially from any given activity to revenue recognition, be it direct product sales or maintenance renewals. Does a single tweet containing an FAQ solving an issue translate directly to revenue recognition? No, no more than a television ad for a new car can translate directly into a sale. Both provide the potential, but with so many other factors in play, how can you say that this one piece of content made the maintenance renewal sale? I imagine even ad agencies and dealerships find it difficult to prove that TV ad was the deciding factor for that new car purchase!

Unless the clients are providing direct feedback, noting the explicit reasons for their maintenance renewals, or lack of need to open support tickets, we only have indicators at best to help guide any potential ROI measurements. Martin comments on these client-satisfaction proxies as well:

“But remember, at best these are indicators and should not be assumed to be true in every market. In some, the nature of the product, the price point, the availability of alternative choice, are stronger drivers as to whether customer are predisposed to hang around a brand for any length of time.”

Without that direct client feedback, within support we can only rely on indicators like “visits to content” and “audience base” (followers counts) to show us reach and potential for increased revenue or call ticket avoidance. While call ticket trends and content visits can be easily tracked, I’d argue that connecting the two directly to social business efforts is a dangerous practice. Like so many other aspects of business, trends in revenue and client problem tickets are not tied to a single variable. Changes in the economy, product stability, support staffing, along with any social business campaigns or overall program efforts can combine to drive trends up or down, or even cancel each other out of one effort is successful while another variable may be causing problems (think improved products in a down economy causing sales to plateau rather than increase or decline).

In most instances, de-constructing these trends into their various, granular pieces is simply not possible. You simply can not isolate the various trends and look at the measurable components in a vacuum. Each piece needs to be weighed against the entirety, as a collective effort; each portion doing its own work and supporting the other pieces at the same time. We do not live in a black and white world, why would we think our various efforts are effective in black and white ways?

What does that leave us to gauge our efforts? Transactional data; simple indicators of progress or failure which may, or may not, be entirely accurate or reliable. Yes, we should continue to track those quantifiable items like visits, click-throughs, and followers, but not to the detriment of longer term benefits. Taking the television ad analogy again: that ad spot may not directly impact a purchase decision tomorrow, but the benefit may be seen 6, 9, 12 months, or even years later as part of an overall affinity for the brand. How do you connect such a compound and complex result with a single ad or campaign to show direct value for that single investment? Translating back to the Support arena, how do you connect an intangible, something which doesn’t exist (like the lack of a problem submission), with an individual tweet or larger social program to show any causation and direct return on that social investment?

Let’s look at a shift in thinking for a moment: what if we use transactional data as simple indicators, and then reset our focus to work and efforts designed to build overall relationship value? After all, isn’t that the social part of Social Business? Building that trust, and personal connection with clients is a key part of ensuring not only their success, but our mutual continued business relationships. The trick, of course, is figuring out how to measure those highly valuable but intangible connections. Activities alone won’t show that value… sometimes a handshake is just a polite greeting, other times it is the start of a long term complex relationship with decided fiscal impact, but there’s no way to attach value on the handshake alone.

Obviously I don’t have the answers here. If I did (and I’ve joked to my boss a number of times) I’m quitting my job and going on the lecture circuit for 6 figures per engagement… because that is how big of a deal this is to the industry. Find that silver bullet, that perfect ROI formula, and you’ll be set for life. As it stands, we’re all inching closer, but we’ve still got a giant chasm of a gap to bridge.

Until then, we stand with the belief that within a support context raising visibility to our content to help prevent problems, and providing solutions just in time when problems do arise is one more way we can ensure client success through our social business program. But more importantly we believe that open, transparent communication is simply the right thing to do for our clients and our business.

……….
Martin Hill-Wilson’s source article, as linked above: http://thesocialcustomer.com/martin-hill-wilson/37698/customer-service-roi-provable?utm_source=tsc_newsletter&utm_medium=email&utm_campaign=newsletter
……….

Full transparency: I am an IBM employee. This post is wholly my own and does not necessarily reflect any official IBM policy, opinion, or position. Read more about the guidelines which I follow at IBM’s Blogroll Policies and Guidelines for Blogging