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The DigitalRevolution:Shoppers and brands share the powerin the new commercial democracyThe numbers tell the story.Apple is the world’s most valuable brand, followed byGoogle. Facebook, just seven years old, appears in theBrandZ Top 100 Most Valuable Global Brands for the firsttime, at No. 35.While the meteoric rise of these technology brands iscompelling, equally important is their impact, as brands inevery product sector respond to the fast-changing worldof digitized and disintermediated information.Last year, brands reached customers on brand andretailer Web sites, on Google and other search enginesand on mobile apps that rewarded shoppers forinteracting with brands. Some brands led the way.Others attempted to catch up.Few ignored the tide. As recent events in the Middle Eastdemonstrate, digitally connected people wield enormouspower to express their desires and influence each otherand events. The analogy to brands is imperfect, butrespecting it is imperative.As digital revolutionizes the relationship between brandsand consumers, interactions that could be adversarialincreasingly become collaborations aspiring to mutualbenefit and reciprocal trust.In these digitally enabled relationships, the role ofmarketer as brand builder, selling products to the public,is supplanted by the role of marketer as brand enabler,engaging the public’s help to improve products and raisecustomer satisfaction.In a digital creation story, the universe isn’t completed onthe sixth day. It’s a work in progress, a partnership aimedat perpetual renewal and relevance. One element remainsthe same, however – the desire for an apple.Collaboration and co-creationAt the start of last year, few people fretted that their livesfelt bereft of a digital gadget smaller than their laptopbut larger than their mobile phone. By the end of 2010,however, around 18 million of us owned iPads orother tablets.Apple understood that its customers wanted access todata and images anywhere, anytime, in easy-to-viewdefinition with an easy-to-use touch interface. In a spanof a few months, the brand met these needs with theiPad and iPhone 4.BrandZ Top 100 2011: SECTORS/COMMENTARY 48Apple trusted that its customers would discover usesfor these products that would help organize, simplifyor complicate, but mostly improve their lives. This cocreationapproach resulted in roughly 350,000 Appleapps, and it added value to the product and the brand.Another perhaps 250,000 Android apps were created.In a similar co-creation, brands improved productsand marketing based on comments from customers inconversations on social networking sites. Co-creationalso was the basis of collective shopping sites such asGroupon, which help merchants and brands increasesales and shoppers increase savings. Digital enablesstrangers to connect around something they share incommon – the desire for a bargain.Shift in how we view customersWhen brands enjoyed sovereign control over thedissemination of information about themselves, marketerscould choose a demographic – for example, 18-to-24-year-old women – and design an attention-grabbing,persuasive 30-second TV commercial.That’s changed. Some of our interests cut across thetraditional demographic categories, often making ourdesignation as a Millennial or Boomer less relevant thanwhether it’s Monday morning or Saturday night andwhether we’re focused on planning for the week or forour next vacation.Brand success requires recognizing this changeand allowing customers to self identify, form groups,and access utilities and dynamic, well-built librariesof information. Last year, Pampers, No. 34 in brandvalue, launched an iPad app called “Welcome Baby.” Itillustrated the development of a fetus in the womb andhelped expectant parents understand and track thestages of pregnancy.This kind of information is the currency of the digitaldemocracy. It changes brand-customer interaction from aseries of isolated transactions into an ongoing relationshipthat becomes deeper and more interconnected. Witheach encounter, the customer gains more knowledgeabout the brand and brand-related topics and the brandlearns more about the customer.Sustaining these relationships depends on transparencyand trust from both sides, brand and customer. Bothsides lose when the relationship deteriorates becausebrands collect information using stealth tactics orcustomers respond with a subterfuge of false information.
49 BrandZ Top 100 2011: SECTORS/COMMENTARYBrandZ Top 100 2011: SECTORS/COMMENTARY 5010.Quality products need quality contentBut being straightforward gets brands only part of theway. The quality of the brand-consumer interaction onlineis determined in part by the quality of the digital content.Brand manufacturers, retailers and their ad agenciestraditionally have not been in the content-creationbusiness.Consumer product companies and their advertisingagencies are sometimes more comfortable with thetraditional research-driven, time-consuming processaimed at perfecting a campaign. Digital content,in contrast, is more iterative. Speed subordinatesperfection. Ongoing presence and continuity supersedesthe finite nature of a campaign.Campaigns were designed for the path to purchaseshaped as a funnel, for consumers who wouldmove predictably and sequentially from awareness,engagement, discovery and investigation to selection.Campaigns alone are insufficient in the digital world ofshopper marketing, where the path to purchase hasexploded into random, non-linear points of influencewhen the shopper may be in front of a computer screenat home, making a shopping list or walking down thestreet about to enter a store.Digital’s impact on shopping soon will intensify furtheras 4G – with rapid transmission of rich data – becomesmore widely available and mobile devices continue tooffer greater sophistication for less money. The pathto purchase will never look the same. Its appearancemay be most radically shaped in fast-growing marketslike Brazil, China or India, where mobile was the firsttelephone experience for many consumers. Brandsface immense and unpredictable challenges in thishighly connected, increasingly transparent and digitallytransformed world.Listen closelyA customer who talks about abrand cares about it. And onegood opinion quickly can yieldinsights to inform importantbrand improvements andlift sales.12.Be openTransparency is a buzzword, butthat’s because it covers everythingfrom pricing to problems. It’sessential and expected.11.Be honestTo err is human.To cover up is unforgivable.Especially in a transparent,socially-networked world.DIGITALIN 2011Scott Sorokin, Global Digital Leader,MindshareBrands lose some control“Brands, historically, have managed the assets theyhave made in places that they own, but the futurewill belong to brands that manage assets that theydon’t make, in places that they don’t own, likeFacebook, Twitter, social media.”Keytakeouts
Page 1 and 2: Top 100Most valuableglobal brands20
Page 4 and 5: PrefaceThe definitive brand valuati
Page 6 and 7: BrandZ Top 100 2011: INTRODUCTION 1
Page 8 and 9: Top 20 RisersTechnology, vision dro
Page 10 and 11: Year-on-YearChangeAll sectors grew
Page 13: 25 BrandZ Top 100 2011: INTRODUCTIO
Page 16 and 17: BrandZ Top 100 2011: SECTORS/COMMEN
Page 34 and 35: A Generational ShiftBrandZ Top 100
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Page 46 and 47: Brand ChinaFrom cutting costs to ad
Page 48 and 49: Brand IndiaColorful, confident and
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