Fathom Blog

News & analysis on digital marketing & analytics

The “Other” Moneyball: Baseball Business Analytics

With the Major League Baseball season only a month old, spring fever has hit the Fathom team as we reminisce about my favorite sport: Baseball. Incomparable to any other sport, statistics rule the game of baseball. Virtually every conversation about the game mentions a player’s batting average, home-run total, ERA (for pitchers) or one of a thousand other measured stats from the national pastime.

After the release of the best-selling book and award-winning movie Moneyball, there is more attention than ever on statistics in baseball. Though with less fanfare than the player side of the game, business analytics in Major League Baseball is what helps teams drive revenue and provide a better experience for their fans.

Analytics has become an area of focus for most major-league teams over the past few years. Most teams have one or maybe two analysts on staff to help the organization make better data-driven decisions on the business side. Having previously worked in analytics for the Cleveland Cavaliers, I understand the many challenges that these analysts face:

  • Data coming from multiple systems:
  1. Ticket sales
  2. Secondary ticket sales – Stub Hub et al.
  3. Merchandise
  4. Concessions
  5. Social media and other online interactions
  • Lack of internal IT resources to pull and organize the data
  • Financial resources for analysis tools
  • Numerous analytics projects to work on for different areas within the business
  • Too much data to analyze with such a small team

Most professional sports teams do not have the internal resources to fully maximize the revenue opportunities that analytics provide. This is where an experienced team like the one at Fathom can help: gaining a better understanding of your fans, identifying the indicators that lead to a purchase, and strategically marketing to those fans to drive significantly more revenue.

Fathom also offers “do-it-yourself” tools for organizations interested in analyzing the data themselves. Our dynamic analytics tools can help save up to 80% of the time it takes to perform the analysis. This customized interactive reporting platform will free up your analytics team to spend more time on the tasks that will make a bigger impact on your business.

With all of this talk about baseball player and business statistics, it’s important to remember that baseball is a game that creates memories and brings people together. In this spirit, check out a fun video we just put together of Fathom staffers talking baseball:

 

Take Me Out To the Ball Game (But Don’t Forget Your Mobile Device)

Mobile Marketing

With America’s pastime, Major League Baseball, kicking off its 2012 season this week, you may want to take note of the results of a recent study released by Motricity: “79% of sports fans use mobile.”

Fans attending baseball games this summer will see the beautiful green grass on the field, hear the crack of the bat, smell the fresh popcorn, and taste the delicious hot dogs. The most important sense to consider is touch: That is the interaction by fans on their touchscreen smartphone with the professional sports franchises.

So many sports fans are using mobile, therefore, it’s important for teams to have a mobile marketing strategy in place to engage their loyal fan base, promote upcoming events, and sell merchandise. As an online marketing specialist with prior experience working in the sports industry, I’m pleased to share some great tips to help you develop a mobile marketing strategy.

Mobile Website

According to Neilsen, “66% of Americans ages 24-35 own a smartphone.” A mobile website should be a must-have in your mobile marketing strategy. A mobile website will allow your fans to easily access your game schedule, purchase tickets & merchandise, read team news, and lookup player statistics.

SMS Marketing

Sports teams, like any business, are always striving to build their list of subscribers, whether it’s for email newsletters or direct mail campaigns. Why not take advantage of the SMS marketing, since it has the highest open rate compared to any other permission-based marketing method. For example, you can build your list of subscribers by having a text-to-win contest or by simply inviting fans to sign-up for text alerts with the incentive being occasional discounts on tickets or merchandise.

QR Codes

These two-dimensional matrix barcodes are commonly used in mobile marketing strategies. Sports teams can use QR codes in their printed game programs to deliver even more content to fans.  For example, a team includes a QR code, which leads to a video interview or highlight video, in an article about one of its star players.

Social Media

There’s no question that social media is mobile. Most people on Twitter send tweets directly from their smartphone and checking-in on Foursquare would not be possible without a GPS-enabled mobile device. For example, your team can engage fans at the game by running a Tweet Your Seat promotion. Then the promotional crew can bring a prize to the winning seat. Also, your team can incentivize check-ins on Foursquare by offering a special prize for the “Mayor.”

There’s an app for that!

Smartphone apps are great for increasing the engagement of your fan base, because you can offer interactive elements such as games, sortable stats, video highlights, audio highlights, and team news. App developers can also take advantage of the mobile device’s native features and implement APIs to connect to social media.

Now that you have some ideas for your mobile marketing strategy, why don’t you sit back, relax, and enjoy some peanuts and Cracker Jack, because it’s time to “Play Ball!”

 

Fathom Now Offers Interactive Video Experience – INGAGE: Interactive Engagement

INgage LogoDid you know that Fathom now offers an interactive video solution? We call it Fathom INGAGE: “Interactive Engagement.” You may be asking yourself, “What, exactly, is an interactive video?”

Interactive videos are clickable video players that allow the viewer to choose an individual path throughout the video, leading to heightened view times up to 5X  longer than linear business video, and increased conversions by an average of 35%.

So, how is this done? Interactive clickable objects within the player itself allow the user to choose the next preferred video to view. And not only do these buttons provide viewers with complete control of their video destiny, but they also can be hyperlinked to external websites, such as product pages, checkout pages and even landing pages.

And the best part? These applications are designed to convert! The implementation of form fields within the player itself tie leads directly to the video!
Through detailed analytics, you’ll gain valuable insight into audience viewing behavior, such as number of views and average length of time spent watching.

You’ll access critical-path and decision-point information, such as:

INGAGE Path Analytics, Decision Points

Gain insight into viewer decision points

  • Percentage of viewers who requested more information
  • How many users stopped viewing from each individual clip
  • The most and least popular path taken from each clip
  • (Most importantly) Conversion rates per clip.

Check out the interactive player above, and shoot us a comment below to let us know how you think an interactive video solution could help enhance the user experience of your site! And don’t forget to subscribe to our YouTube channel. Thanks for watching, and stay tuned for more educational content from Fathom!

 

Convert Your Glass Slippers into Season-Ticket Holders

After the last four days of pure basketball paradise, March Madness is in full effect throughout the country and beyond. Being the analytics guy that I am, I find my interest in my favorite sporting event of the year going beyond the hardwood. All of the buzz generated during these few weeks in March provides an unbeatable opportunity for marketers to capitalize!

Universities, players, sponsors, host cities, bars and countless others have capitalized on the NCAA basketball tournament for years. Going back a decade to my days at Kent State University, the Golden Flashes run to the Elite Eight captivated Northeast Ohio and much of the nation. The impact: that Cinderella run helped drive a 13% increase in admissions applications the following year at KSU (driving revenue!).

Fast-forward ten years: imagine the impact of the buzz surrounding Kent State’s run with the proliferation of social media today.

Great news! The brilliant folks at Fathom have put together a Cinderella Team Buzz Index to measure the social-media buzz being generated by the NCAA tourney. Check out early findings below:

15-seed Lehigh’s victory over Duke on Friday night generated over 225,000 mentions in one day!

Lehigh Popularity

The power of college athletics as a marketing tool for a university. This image shows VCU’s social-media mentions over the past 16 months (illustrating virtually no traffic except for March Madness).VCU’s run to the Final 4 in 2011 generated less buzz than VCU’s first round win in 2012!

VCU Popularity

Duke won 5 games since Feb. 19th and only lost 3 games. Can you identify the dates of their3 losses? The graph tells the story, with the loss to Lehigh driving the most buzz.

Duke Popularity

Measuring the social-media buzz is great, but the next step is activating this knowledge with a strategy that achieves results that matter. To this end, Fathom has been doing social-media research and driving results for some of the top brands in the country over the past few years.

Did you tweet, blog or post about the NCAA tourney over the last four days? What was the impact of that social media interaction? We can measure it! Stay tuned for more updates to the NCAA Tournament Cinderella Team Buzz Index.

 

Straight Outta MIT Sloan: Why Sports Analytics Is Hot

What topic could bring the likes of comedian Drew Carey, NHL Commissioner Gary Bettman, Dallas Mavericks owner Mark Cuban, ESPN’s Bill Simmons, Forrest Gump producer Steve Tisch and me to a 30-degree, snow-covered Boston this past weekend?

Analytics
The hottest buzz in the sports industry today is analytics. It was one of the hottest topics at the National Sports Forum in January and consumed the sold-out Hynes Convention Center in Boston this past Friday and Saturday at the 6th annual MIT Sloan Sports Analytics Conference.

So why is analytics so hot?
It’s simple. Analytics helps companies make more money by working smarter, not harder.

Gone are the days when a team’s ticket sales staff blindly opens up a phone book to make 100 cold calls a day (yes, teams actually used to do this!). With the sophistication in technology, brilliant minds (like those of the team at Fathom), and strong business acumen, sports organizations are starting to realize the benefits of analytics.

So you’ve run some analytics, now what?
Running the numbers and identifying the trends is only the beginning of the process. The success really comes from activating the knowledge and insight gained in the analysis phase.

Better understanding your customers and getting a 360-degree view of the fan’s behavior (ticket purchasing trends, merchandise/concession sales, interaction on social media and email marketing campaigns, mobile and website interaction) help position the sport organization to pitch the customer the right product, at the right time, through the right communication method.

This is where digital marketing comes into play. Without the digital marketing tactics that turn knowledge into revenue, analytics are just fun facts.

Through digital marketing, an organization can have a true one-to-one relationship with the fan. Technology allows teams to send customized messaging to each specific individual—optimizing the opportunity for a closed sale. Through each digital interaction, new insight is gained and added to better understand the fan. This is the key to turning simple “analytics” into revenue.

 

What topic could bring the likes of Comedian Drew Carey, NHL Commissioner Gary Bettmen, Dallas Mavericks owner Mark Cuban, ESPN’s Bill Simmons, Forest Gump Producer Steve Tisch and me to 30 degrees and a snow covered Boston this past weekend?

Analytics

The hottest buzz in the sports industry today is analytics. It was one of the hottest topics at the National Sports Forum in January and consumed the sold out Hynes Convention Center in Boston this past Friday and Saturday with the 6th annual MIT Sloan Sports Analytics Conference.

So why is “analytics” so hot?

It’s simple. Analytics helps companies make more money by working smarter, not harder.

Gone are the days that a team’s ticket sales staff blindly opens up a phone book to make their 100 cold calls a day (yes, teams actually use to do this)! With the sophistication in technology, brilliant minds (like the team at Fathom), and strong business acumen, sports organizations are starting to realize the benefits of analytics.

So you’ve run some analytics, now what?

Running the numbers and identifying the trends is only the beginning of the process. The success really comes from activating the knowledge and insight gained in the analysis phase.

Better understanding your customers and getting a 360 degrees view of the fan’s behavior (ticket sales purchasing trends, merchandise/concession purchases, interaction on social media and email marketing campaigns, mobile and website interaction) help position the sport organization to pitch the customer the right product, at the right time, through the right communication method.

This is where digital marketing comes into play.

Through digital marketing, an organization can have a true one-to-one relationship with the fan. Technology allows teams to send customized messaging to each specific individual in a way to optimize the opportunity for a closed sale. Through each digital interaction, new insight is gained and added to better understand the fan. This is the key. Turning “analytics” into revenue.

Analytics are just fun facts without the best digital marketing tactics to turn knowledge into revenue.What topic could bring the likes of Comedian Drew Carey, NHL Commissioner Gary Bettmen, Dallas Mavericks owner Mark Cuban, ESPN’s Bill Simmons, Forest Gump Producer Steve Tisch and me to 30 degrees and a snow covered Boston this past weekend?

Analytics

The hottest buzz in the sports industry today is analytics. It was one of the hottest topics at the National Sports Forum in January and consumed the sold out Hynes Convention Center in Boston this past Friday and Saturday with the 6th annual MIT Sloan Sports Analytics Conference.

So why is “analytics” so hot?

It’s simple. Analytics helps companies make more money by working smarter, not harder.

Gone are the days that a team’s ticket sales staff blindly opens up a phone book to make their 100 cold calls a day (yes, teams actually use to do this)! With the sophistication in technology, brilliant minds (like the team at Fathom), and strong business acumen, sports organizations are starting to realize the benefits of analytics.

So you’ve run some analytics, now what?

Running the numbers and identifying the trends is only the beginning of the process. The success really comes from activating the knowledge and insight gained in the analysis phase.

Better understanding your customers and getting a 360 degrees view of the fan’s behavior (ticket sales purchasing trends, merchandise/concession purchases, interaction on social media and email marketing campaigns, mobile and website interaction) help position the sport organization to pitch the customer the right product, at the right time, through the right communication method.

This is where digital marketing comes into play.

Through digital marketing, an organization can have a true one-to-one relationship with the fan. Technology allows teams to send customized messaging to each specific individual in a way to optimize the opportunity for a closed sale. Through each digital interaction, new insight is gained and added to better understand the fan. This is the key. Turning “analytics” into revenue.

Analytics are just fun facts without the best digital marketing tactics to turn knowledge into revenue.

 

Sports Marketing & Predictive Analytics: A Match Made in Heaven (or Iowa)

In their youth, odds are that today’s professional athletes enjoyed the same sports they now are paid to play, only in local parks with friends. They likely woke up on weekends and went out to the closest park, field, rink or court in search of a game. That’s exactly what it was to them—a game.

When sports are more than a game

But that’s before they became professionals. Sports is also a big business that involves many groups—from the owners to the athletes all the way down to the spectators, and in their own way, even people who try to ignore the game play a role. Like in any business, applying predictive analytics—using data to determine how people are going to react to a given stimulus—can enable smarter decisions.

The reasons a team drafts a certain player are typically obvious: to fill a need (or needs). And the reason teams pick certain logos, colors, fonts, advertising campaigns, etc. is actually the same exact reason — to fill a (marketing) need. Research data tell businesses everything they need to know about their clientele. And the more data a business has, the more successful marketing campaigns are likely to be.

Start with goals

If the goal of a team is to boost attendance at its games, it’s going to be more likely to reach that goal if it knows how to entice its customers: the fans. Sometimes it’s a matter of advertising in the right place at the right time. Sometimes it’s a matter of appealing to their sense of community, team pride or even patriotism. And sometimes it’s just plain bribery with promotional giveaways and the like. The more the team knows about its potential customers, the more likely it will be to entice them to come to a game or match … or to become season-ticket holders.

Of course, having a winning team helps. A winning team with an ugly logo, mismatched colors and no giveaways might still entice fans. But putting together a winning team can be very expensive and time-consuming. Not every team can be a contender every year. The cruel irony, of course, is that without the wins, it’s hard to make money without good marketing, which brings predictive analytics back into play.

If the goal is to fill the stands, the first step might actually be new uniforms. Many teams have tried this strategy with great success. A new logo leads to merchandise sales, which leads to chatter in the community, leading to increased interest in the team, followed by a bump in ticket sales, confidence in the locker room and, finally, wins. Crazy as it may sound, it has worked time and again.

Using your data: Going next-level

And once you’ve got people coming to the ballpark, field, rink or court, you can tweak your strategy as needed. Predictive analytics may tell you that a Tuesday home game requires giveaways and a Saturday afternoon game sees higher attendance with family-themed activities, while a Friday night game needs neither of those, for example.

Knowledge is and always has been a great power. And the better a business knows its potential customers, the more likely that business will be to turn that potential customer into a lifelong fan.

Learn more

If you’re interested, read more about Fathom’s approach to predictive analytics:

 

A Sports Business Professional’s Journey to Fathom

After working the last 5 years at two of the best brands in the business of sports, the Cleveland Cavaliers and TeamWork Online, many people have asked me, “Why did you leave the sports business?” and “Who is Fathom?” The good news first: I’m still in the sports business, though in an incredibly new and exciting way. I am honored to be the director of sports marketing at Fathom, in which capacity I’ll be helping many sports and entertainment organizations drive revenue through intelligent digital marketing and analytics.

So, “Who is Fathom?” Fathom is one of the fastest-growing digital marketing agencies in the country with an unmatched track record of success. It is a full-service digital marketing agency that offers: email marketing, analytics, data visualization, social media research and strategy, SEM, SEO, website development, video production, and much more. A company with more than 130 employees and growing, it has experts in nearly every area of the digital space.

What excites me most about this amazing opportunity is sharing Fathom’s cutting-edge digital marketing work with the industry that I love (the business of sports). Fathom is different. It focuses on marketing results and the creation of solutions to obtain those results (brand promise: simple, accountable, results that matter). Not only does Fathom’s exceptional work and results-based focus align with my approach to business, but the culture within the organization is second to none. There is a strong entrepreneurial spirit (with no bureaucracy) that is pulled together by core values that I identified with since day one (it’s week 3 for me already!):

  1. Everyone a leader
  2. Make order from chaos
  3. Be the consigliere
  4. Reward sustainable results

I’m energized by Fathom’s culture, commitment to a work/life balance, and unbelievable track record of digital marketing success. And I am excited to share the Fathom way of digitally driving revenue to the sports and entertainment industries.

This is only the beginning … big things to come!

 

If You Can’t Beat ‘Em… Change the Rules – Regulating Social Media

The other night I was settled into my couch and flipping through the channels on my television. Not looking for anything in particular, I settled for ABC’s “Shark Tank.”

Actually, that’s a complete lie. Nobody “settles” for “Shark Tank.” That would be like “settling” for a Chuck Norris movie. I guess you could say I was “lured in.”

Anyway, after the first couple of hacks were finished peddling their silly ideas, two sharply dressed men showed up asking for a pretty large sum of money for a very small stake in their company. Usually, this means they are about 30 seconds or so from being shown the door. However, this time was different.

These two men had created an online service called “Jump Forward” for college athletic coaches and high school athletes. Jump Forward essentially simplifies and enhances the recruiting process, allowing both coaches and high school athletes to create profiles and browse others. A sort of e-harmony to make sure each athlete finds the coach of his or her dreams, and vice versa.

The interesting thing about Jump Forward is that it holds a patent for a mobile application that ensures that communication between coaches and players stays within the strict recruitment rules set forth by the NCAA. If a coach has already reached a limit for a particular form of communication with an athlete, the service will prevent said coach from sending another message or making another call.

Intrigued with this idea, I searched the Internet news wires for other instances of social media infiltrating the “protected” bubble of collegiate athletics. The results were not hard to find:

  • On February 17, the Alabama High School Athletic Association (AHSAA) entered into an agreement with athlete-to-coach social networking site, Eporro.com.
  • University of Michigan Head Football Coach Rich Rodriguez offered 6′5″ 355 pound offensive tackle, Aundrey Walker, a full-athletic scholarship via Aundrey’s Facebook page.
  • Ex-Tennessee Head Football Coach Layne Kiffin prematurely announced the commitment of defensive end J.C. Copeland on Twitter, an NCAA recruitment violation.

The integration of social media into the collegiate athletics recruiting process is really quite interesting. NCAA rules regarding communication in general between coaches and athletes are extremely strict, complicated and constantly changing. The development and growth of social media makes creating and enforcing these rules all the more difficult.

In one of its more definitive decisions, the NCAA completely banned coaches from sending text messages to recruits in 2007. However, the explosion of social media has blurred even this rule a bit. Division I and II coaches are permitted to communicate with prospect athletes via one-on-one messaging from social networking sites (Division III banned all social networking for recruiting purposes in 2007). But what if the recruit chooses to receive the coach’s “approved social network communication” on his or her phone, as a text?

Perhaps Illinois Head Football Coach Ron Zook had the right idea when he said, “I’m not sure the NCAA understands exactly what [social media] is … I sure don’t.”

It is slightly amusing to consider the fact that the athletes being recruited probably have a better handle on social media and mobile communications than the regulating body that makes the rules and drops the hammer when the rules are broken. Then there are the poor coaches are stuck in the middle, wondering, “Should I Tweet or should I go” (on a traditional house visit).

I think the NCAA gets it right, for the most part. The ban on texting was in response to athletes complaining about getting such a barrage of messages from coaches that it was intruding into their personal lives. Additionally, this was at a time when “unlimited texting” mobile plans were still a pipe dream; you can imagine the costs incurred by the young athletes (meaning their parents) for all the incoming texts.

Because the NCAA is supposed to have the best interests of the student athlete in mind, it makes sense for them to embrace communications through social networks. A high school athlete can choose when to look at his or her Facebook page, so the intrusion into their personal lives should be restricted. Additionally, coaches will likely remember to appreciate the value of a personal visit and the disvalue of being an Internet spammer.

As is evident by the recent news that the FTC and FDA are cooking up federal regulations for social media, this is only the beginning. With mobile applications becoming more sophisticated by the hour and crazy “tablet” computers that look like Magna Doodles on the way, regulating bodies will feel more and more obligated to put down their two cents. And that will become tougher with each new development in the social media phenomenon. The lid on the can of worms is so loose your mother could open it.

 

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