Digital marketing is being disrupted. New technologies, including social media, and increased consumer sophistication are requiring digital marketers to rethink how they engage their audiences.

As detailed in CMSWire's August 8th webinar, “Rethinking Web Engagement - Leading with Content Marketing,” by changing their approach to a content- and journey-centric marketing strategy, marketers can weather this change and distance themselves from the competition.

Read on for a recap of the webinar content and to access the full recording of the event.

The event featured presentations from Robert Rose, a 15-year content marketing veteran who authored the book, “Managing Content Marketing”, and is a contributing senior analyst with Digital Clarity Group and Ian Truscott, VP, Product Marketing, SDL Content Technologies Division and director at CM Pros Association. Barb Mosher Zinck, CMSWire's Managing Editor, served as moderator.

Marketing Processes Change

Robert Rose began the webinar by describing how marketing processes have changed in recent years. Media filtering technologies such as Netflix, Spotify and Twitter allow consumers to pinpoint what information they receive according to their specific interests, weeding out advertisements and extraneous information.

In addition, years of exposure to these technologies has trained consumer brains to serve as media filters, meaning a consumer looking at an online or physical environment full of marketing messages will only see the ones that meet a particular interest at that moment. 

IT Strategies Must Also Change

In response to changes in marketing processes, where consumers can now effectively filter out any message they don’t want to receive, Rose said IT strategies must change as well.

Where content was once delivered in the 1990s through desktop publishing and in the 2000s by Web Content Management Systems, in this decade it must be delivered via combination of tools and process often described as Web Engagement Management.


“We must facilitate the buying journey,” said Rose. “It’s more important to get IT involved as the way we implement (Web Engagement Management) tools becomes more technical and complex.”

Rose said the marketing and sales teams must align as part of this process to understand the “buyer’s journey” and the personas of the consumers they are targeting. “It’s not enough to facilitate the sales process. We must look at the journey holistically. Web Engagement Management is delivering value to the customer every step of the way.”

IT can support this holistic view by helping deliver value to consumers through functions such as landing page management and delivering content through social and mobile channels.

Rose cautioned that in addition to communicating with consumers to ensure the engagement process is buyer-focused, marketers must clearly communicate their needs to the IT department, and must understand which systems the IT department care about (and will interfere with) most.

“IT guys don’t care which analytics you select,” he said. “At that point they’re busy playing World of Warcraft.”