White papers are still one of the most popular marketing tools for BI and high tech companies, among others. Proof positive is that I just finished my fifth white paper in almost as many weeks.

I find some long held beliefs about white papers very interesting. Like many opinions, some are held long past their expiration dates. For some, they want things a certain way because “that’s the way we’ve always done it.”

I particularly find strong opinions around whether or not to include a table of contents and executive summary, and how long the white paper should be. Here are some considerations I think should help make an objective decision:

Table of contents – Personally, I’m not a big fan of using a ToC in white papers, unless they are very long (12 or more pages). Your goal is to get your reader reading right away and keep them reading. The ToC is yet one more distraction. Having said that, I think they are very helpful in longer papers. Readers can use them to quickly find sections they want to read again. Skimmers will use them to review the flow to get a quick understanding of where the topic is going. Because of that, it’s important to use headers and subheads that alone, in the ToC, can tell the story.

Exec summary – Again, executive summaries are nice on longer papers. It can satisfy the skimmers who don’t need the full details but want to stay current with the topic. But the main reason you might want to include one is if you are hosting your paper with a syndicator or you have a number of white papers in the resources section of your website. If users find your title appealing, they can validate whether they should take the time reading the whole thing by reading the executive summary first. It’s a way of self-targeting and self-selecting.

Executive summaries should be written in a compelling way to entice your readers to want to learn more. Spend the most time on describing the problem (business or technical) that you will be addressing. Add interesting statistics and maybe throw in a small visual.

Length – There seems to be a trend toward shorter white papers. Whereas, it used to be standard that white papers were 10-12 pages. Now we’re seeing more papers in the 4-6 page range. I understand it. Busy executives have less time to read through a longer paper. But I also feel shorter papers may not do the topic justice and may not give the reader the information they need to help build their business case.

So, for thought leadership papers that describe new trends, strategies, and approaches, short papers are fine. But for solution papers, a longer format is generally required in order to thoroughly describe the problem, market drivers, high level, and detailed solution.

Curious what has worked for you, either as a reader or a marketer. What thoughts (and opinions) do you have?

…back to work, got more white papers to write!

I skipped last week’s post since I was at the TDWI conference for business intelligence last week. It was a successful conference on a number of levels. One huge AHA (more like duh) moment for me was the reaction I got when meeting my social network friends in person for the first time.

Let me set this up with a little background. As you know, I am a content marketer for high tech companies with a focus on BI. I attend conferences to stay current on technology and the software/hardware market. But I also attend for the opportunity to meet with vendors (who are my customers). Where else would you find so many of your customers in one place?

I’ve embraced social networking. I’ve been able to have conversations with so many people I would have never had the chance to meet otherwise. I’ve talked to industry analysts, BI experts, vendors, and peers. I’ve commented on their blog posts and they’ve commented on mine. We’ve retweeted links to great information and tweeted a mix of personal and business thoughts. We’ve connected on LinkedIn and some on Facebook.

But, what really seals the deal is getting to meet these great folks in person. Time after time I heard, “Oh, you’re @BIMarcom! Nice to finally meet you in person!”  I had lunches and dinners with these folks. I got to know them (and they me) on a more personal, intimate level.

An old, but still relevant article from Rider University on cyberspace vs. in-person relationships says:

The human face and body language are rich in meaning and emotion.

We get a lot from our cyber relationships, but we get so much more in person. The face gives off so many cues. Linking these cues to how the words are being said improves communication, even cyber communication. Having talked in person, I can better visualize how the person is reacting during our online conversation.

My relationships have taken a big step forward. Now when we tweet, comment, and post, we have faces for the names. Our communication is much richer and our relationships stronger. When a vendor has a need, chances have greatly increased that they will consider me.

What about you? Are you finding it too easy to hide behind your avatar? Or are you exploring all the ways to get in front of your customer in person?

I’ve always had a fondness for visual data, so in honor of the Olympics, I thought I’d share these winter sport and Olympic infographics I found. Maybe it’s my simple mind, but I appreciate their ability to distill complex information into a (relatively) simple graphical image. I’ve located these and offer them for your enjoyment.

Here’s everything you always wanted to know about the sport of curling:

Larger Image (infographic by Ciaran Hughes)

And also about bobsledding:

Larger Image (infographic by Stefan Bayley)

Here’s ice hockey:

(infographic by Ciaran Hughes)

My favorite sport, figure skating:

Infographic – Edward Tufte (click for larger image)

How about Olympic medals (not sure from which year):

(infographic by Ciaran Hughes)

And finally, an analysis of medals won per GDP using 2004 Summer Games data.

Larger image (infographic from Vizworld)

Socialytics. I love this word – it perfectly captures what it is — analysis of social media. I’ve only heard it used a couple times but when Michael Fauscette of IDC wrote his post, Socialytics, I decided to investigate it further.

I wondered who plays in this space today. Though there aren’t many, there are more and more social media analysis vendors with solid offerings. In his e-book, The Social Web Analytics eBook 2008, author Phil Sheldrake details 16 of them that responded to his request for interviews.

I then wanted to know more about the types of analytics that might be looked at. I liked the way David Bakken broke down social media data in his post, Social Networking, As Seen by the Economist. He looks at these three dimensions as a way to stratify the levels:

Content: Just what is it that is being talked about. Could be brand or product mentions, could be sentiment. What are people saying?

Source: Who is generating the content? How does the content vary by characteristics of the source. He mentions the difficulty of knowing more about the “who” and suggests companies like Facebook might sell that information as a new source of revenue.

Connectivity: Who is talking to whom? This is probably most about influence and the value of networks — something that has proven very difficult to measure prior to social networking.

(…some time passed, and then…..)

I had this thought:  With many of the social networking companies looking for a viable way to make a sustainable income, why not sell socialytics from their platform to interested parties? They hold the valuable key – the data.

BI vendors would do well to partner with social media analysis companies and call on the likes of Twitter, LinkedIn, and Facebook to provide this new service as a joint partnership. Not only will all these social conversations create a wealth of data to be managed, they will also require a powerful analysis tool and a presentation layer that is easy to use and understand — something BI vendors are masters at.

Note to BI vendors – socialytics is here. Are you ready?

P.S. As I finish this post I found one vendor already moving forward. Ron Swift from Teradata just put out a timely post, Social Media Marketers Should Get Ahead of the Curve, where he talks about Teradata’s partnership with social media analysis vendors and creating integrated web intelligence (IWI) that combines socialytics with data from the data warehouse creating extremely valuable insight.

The Copenhagen Climate Summit has come and gone. World leaders have returned to their respective countries with their pressing priorities. You would think the low rumble of the Summit has gone dormant again, but look behind you. Consumers are not only thinking green, but beginning to take “green” actions. President Obama has pledged to help utilities install 40 million smart energy meters so that consumers can take real-time actions to reduce unnecessary energy usage. Consumers, like you and me, will soon have “energy intelligence” (a term coined by Information Management’s Robert Farris). So how do businesses get energy intelligence?

Businesses are being asked not only to cut costs, but to do so especially in the area of energy usage, demonstrating they are doing their part to reduce their carbon footprint and take advantage of PR benefits of being “green.” Stakeholders, including customers, investors, and regulators, are now expecting it.

Energy costs in business average around 10% of the operating expense budget. It’s a number that the Dept. of Energy says could be reduced as much as 27% with the right techniques—decision support and operational efficiencies. It’s the classic performance management scenario: getting visibility so you can take action.

Sure, you can review your energy bills, but those are as much as 30 days old and don’t usually give you the level of detail needed to make appropriate changes. Even better, you could monitor the facility management systems used to track the usage and health of your heating/cooling, lighting, and water systems. Still not enough to make the right decisions. Were there one or 100 employees in the building that day? That information may be in another system like HR or security.

This is where Robert Farris’s post on Energy Intelligence suggests a business intelligence approach. He states it so eloquently in his post:

An energy intelligence system can integrate data from islands of energy usage information (building management systems, building sensors, utilities, etc.) and combine it with other operational data from your enterprise applications (supply chain, manufacturing, HR, finance, customer relationship management, asset management, etc.) to provide visibility to trends in usage, costs and efficiencies – across all locations, sub-locations, and building systems.

By bringing this information together in one place and providing BI capabilities – trending graphs, dashboards, near real-time monitors, exception alerts, location-comparison reports and detailed analysis capabilities – an Energy Intelligence system can help company leaders understand where efficiencies are and help them make informed decisions about what actions will provide the most return.

With more and more companies creating a career path and C-level positions for sustainability leadership, business intelligence vendors and corporate BI teams need to step up and educate organizations about the use of performance management for energy intelligence.

Social media is still fairly new and understanding how to connect the various social media tools is not easy. Yet, that’s where the power lies, especially when it comes to dynamic content like blog posts. I’m often asked how to get more exposure leveraging social media, so I thought I’d give you the “101” on connecting, specifically your blog with Twitter, LinkedIn, and Facebook.

First, this help assumes you have a hosted blog, particularly Wordpress. You can get Wordpress for free and install it on your own domain or site, as long as your site accepts PHP (hosted on unix or linux servers and not Microsoft servers) and you have the ability to create databases. It’s a little tricky to set up and configure unless you have a geek-streak like me. Let me know and I can help.

So, you have a hosted blog and you’re putting out regular posts. How do you let the universe know?

Twitter – Grab your Twitter handle and make sure you fill out your profile, adding your website URL. The rest involves plugins to Wordpress, though Typepad probably has similar functionality.

            Post blog to Twitter – Grab and install the Twitter Tools plugin. It not only notifies Twitter when you add a new post, it can create a blogpost from your tweets. It comes with additional features such as Hashtag, Exclude, and bit.ly URL shortener. You’ll need to get a bit.ly API code so that the plugin will push out your shortened URL.

            Retweet this blogpost – Grab and install the Tweet Meme plugin. It lets readers retweet your posts and also keeps track of how many times your post has been retweeted.

            Show my tweets – If you are successful with the Twitter Tools plugin (above), you will also have a widget that shows your tweets in your sidebar.

            Follow my tweets – I like the Follow Me plugin, used on this site. Stays off to the side and isn’t too obtrusive.

LinkedIn – First create a company page for your business. As you are setting up your company profile, you’ll see “Company Blog” in the box on the left side. Make sure you add your blog’s RSS URL. Now check your personal profile. Be sure you have your company blog and Twitter handle listed there too. As Wordpress notifies Twitter with a tweet announcing your post, that same tweet will show up in LinkedIn as a status update.

Facebook – First, create a personal profile. Then add the Twitter application and fill out the settings with your Twitter handle. Now all your tweets will show up in the live feed, including the tweets containing your blogpost announcements. To automatically post from Wordpress to Facebook without going through Twitter, use the post-to-facebook plugin.

Facebook’s company fan pages are still coming along. For the life of me, I can’t find an automated way to push blogpost notifications. I still recommend you create a company fan page and for now, manually add blogpost notifications.

One last suggestion, add social links to your posts with the Sociable plugin. This gives your readers several options to share your posts for you.

Feel free to add your suggestions. Would love to know what’s working for you. If you’re struggling with this or have any questions, just ask. Together, we can figure it out.

I came across some research done by IDG spread across two different posts that was pretty interesting. They interviewed over 100 information technology buyers about their content preferences from vendors. IDG noted there has been a 60% increase in content assets over the past five years. The rush is on to get in the content game and offer information prospective and current customers will find valuable and that will ultimately drive sales.

Only 39% of those interviewed said they find relevance in links offered to vendor content (though their expectation is only 50%). These same buyers say that if they find relevant content, it increases that vendor’s success rate.

The trouble may come when, in their haste, vendors don’t make the shift from promotional to educational content. Buyers want content that is relevant to their needs, and supports their decision making process. This means the content must have “meat” behind it and not just be considered marketing hype.

IDG asked IT buyers a series of questions about their content preferences from various social conversation channels. Here’s a brief recap of the top preferences by channels:

•             Blog – case studies, ads, tutorials, seminar material
•             Forums – tutorials, free event registration, evaluation versions, white papers
•             Live Chat – free event registration, evaluation versions, white papers
•             Microblog – ads, technical knowledge base, free event registration, white
•             Social networks – free event registration, ads, ROI calculator, white papers
•             Wikis – tutorials, white papers, case studies, knowledge base

To me, these seem more like expectations than preferences, and the study is really quite small. What I did like was their takeaway message.

Winners will be vendors that build a “relevant” content bridge to draw the conversation towards their own hosted platforms and insight.

This will motivate engagement, and build a sense of interest and reliance and credibility with buyers. The wrong content will damage vendor consideration within the ongoing conversation and beyond.

I’m very pleased to see another business intelligence software company has added an offering for corporate sustainability reporting. On December 15, 2009, SAP/Business Objects announced their comprehensive sustainability solution, joining both Actuate and SAS.

Corporate sustainability is increasingly becoming an integral function of the business and reporting plays a key role.

“Sustainability is increasingly mission-critical across the corporate world,” Stephen Stokes, vice president of Sustainability and Green Technologies at AMR Research, said in a statement. “Managing and reporting an organization’s sustainable performance via transparent and high quality data collation, analysis, optimization and modeling is a new basis for defining and communicating operational excellence.”

Businesses are looking to their business intelligence providers for reporting solutions they can integrate into their current BI environment – solutions that will help get them up and running quickly.

That thought led me to wonder how easy it is to find reporting solutions for sustainability. I first did a Google search for “corporate sustainability reporting solution.” The good news is SAP made it to the first page. SAS made it to the second page, and I was five pages deep and never found Actuate.

Interesting, what I did find was Oracle talks about sustainability but doesn’t have a dedicated solution.

Next, I went to the SAP, SAS, and Actuate websites. I wanted to know how difficult it would be to find their sustainability solutions. With SAP just releasing their news two weeks ago, you would have thought it would still be front and center. Intuitively, I thought I would find it in their Business Objects section, but no luck. Finally did a search and found it in their SAP solutions section. However, I tried going straight to the solution section (without using search results) and could find not it.

So I tried SAS. They were a little better. Nothing on the home page under “solutions” but hit the “more products & solutions” link and you’ll find their offering.

Lastly, took a look at Actuate. Nothing mentioned on the home page about sustainability solutions. Nothing in the navigational menus. Making it more difficult, they organize by product and don’t have a menu for solutions. Finally resorted to doing a search. Actuate’s sustainability solution came up easily.

All of this shows that business intelligence solution providers are making good progress in addressing the demand for sustainability reporting, but they are still falling down in helping prospects and customers find their solutions.

Can you believe another decade has gone by? Seems like just yesterday we feared a digital meltdown with Y2K. Fortunately, that really didn’t happen though a lot of other historic things did. That made me wonder how much (or how little) BI changed over the last decade.

Looking back on my entry into the BI world, I still remember business analyst experts pulling data out of mainframe computers with “green screens,” green bar paper reports, teletype machines, and no data integration whatsoever.

Then I found an article in ComputerWorld from 2004 (mid-decade) titled, Predictions for BI’s Future that made a number of claims. These predictions were pretty aggressive including automatic real estate appraisals using image recognition. It also included some more realistic predictions around mining new information from click stream, RFID, and location data.

That then led me to think about promises made in the BI space. Many have come to pass with varying degrees of success and others are still in infancy. Here are just a few:

• Mobile Reporting and Analytics
• BI for the Masses and Pervasive BI
• Real-time BI
• Collaboration
• Petabyte databases
• Mashups
• Cloud computing, Saas, and Open Source

With all of these great advances in the last decade, every company should be basking in BI glory. According to a sad prediction in Gartner’s 5 Predictions for BI in 2009 and Beyond.

“Through 2012 more than 35 percent of the largest 5,000 companies will regularly fail to make insightful decisions about significant changes in their business and markets, according to analyst house Gartner.”

As a final thought, with all the advances in technology, why aren’t we more frutiful with our BI potential over the past 10 years? Forrester’s Boris Evelson has some thoughts in his, Forrester BI Maturity Survey Results Are In post. In a future post, I will explore what BI vendors can do to help customers reap more rewards from BI.

Yes, my posts have been sparse these last 6 months, I admit. The carousel of life threw me off, and when I tried to jump back off it threw me off again, whirling so fast it took a while to catch up and jump back on. Only, I’m not the same person I was.

Optional Growth: Last summer I decided that in order to grow, my business needed to change. I decided to narrow my “high-tech” niche to that of just business intelligence. It’s my space, it’s what I know. I’ve been a consumer of the very marketing pieces I am now creating. I decided to revise my own marketing message and website. Well, the stars aligned or the planets collided or something like that. The Universe decided I had some personal growth to do as well. After 20 years in the same house, we decided on a whim to downsize and sell. Eight days later, our house was sold and we were packing. That whole event set me back for the summer and things like this blog suffered from lack of time and attention. It was now September and I was ready to jump back on the carousel, but I guess I wasn’t done growing just yet.

Forced Growth: On a warm Sunday evening in early October, everybody was outside socializing, including the dogs. In the blink of an eye, I was changed forever when our dog Lily was hit and killed right in front of me. I was devastated and in a daze for weeks. Like a flower that has been trampled, I struggled to sprout again. I’m finally back to work and have finished the launch of my newly redesigned website.

Growth and Your Business: Growth is often optional – to a point. In business, we can sit back and continue to do the same things for a long, long time. However, even if the world sat still, our business would wither. And, with increasing external pressures from changes in technology, global marketplace, legislation, politics, and the economy, growth is really not optional.

As the end of the year draws near, it’s time to reflect. How has your business changed and grown? Are there areas you have become complacent in or have you embraced new challenges? Have you had the luxury to choose our opportunities or have they been thrust upon you?

Even the best laid plans hit roadblocks. You just have to be ready to regroup and take the detour.