Google Aims For The Enterprise Apps Space With Postini Acquisition

Shar VanBoskirk

The news to welcome us all back from the July 4 holiday was that "Google Buys Again."  This time Postini, an enterprise app focused on communications security and compliance, for $625 million.

To me, this acquisition does means a few things:

1) It clearly demonstrates Google's intent to expand outside of its present role as a search engine or online media provider and into a more holistic role as a technology and media solutions provider.

2) It also expands Google's access to the enterprise customer.  Google has made its first fortune by selling paid ads adjacent to the volumes of consumer searches conducted on google.com.  New Web features like Google News, Gmail and Google Checkout are also providing Google consumer data and additional outlets where they can sell ads.  Postini now provides Google insight into enterprise email and perhaps ultimately ad space within the enterprise inbox.

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FTC review of Google/DoubleClick: No big whoop

Shar VanBoskirk

You have probably heard the scuttlebutt around the FTC investigation into Google's acquisition of DoubleClick.  Last week, the FTC confirmed that it would conduct an antitrust review of the deal, paying particular attention to the amount of consumer data DoubleClick gives Google access to.   

My take is that this is all much ado about nothing.  Why?

*Google is an easy target.  Google is so large, and has seen such rapid growth over the last 3 years, that we all (competitors, consumers, government officials, press, industry analysts) can't help but be a little suspicious of them.  And maybe a little jealous of their wealth and presence. 

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Show Me Your Viral Video And I’ll Show You Mine

Laura Ramos

Forrester encourages B2B marketers to use online video, recorded Web seminars, and other rich media to educate, train, and persuade buyers. Through testimonials and case studies, video creates a lasting impression and emotional bond that is important in business marketing. It’s also less risky to experiment with this medium with the cost of recording decreasing.

But how far can B2B marketers push video from traditional interview or demonstration formats into non-traditional word-of-mouth? Clients see consumer-oriented video ads on YouTube and ask if we see viral video work in business marketing. The answer? We don’t see much.

Exceptions do arise: Scalent VP of Marketing and friend, Kevin Epstein, sent me an April Fool’s joke video his team put together, and – on a whim – decided to post on YouTube.  Kevin wrote about this decision on his blog and I asked Forrester’s marketing research team to look and weigh in. Our take: video may become the digital tchotchke: logo-emblazoned pens, toys, and other useless items companies give to prospects or hand out at tradeshows.

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aQuantive Acquisition Signals Major Shift In Media/Advertiser Relationships

Shar VanBoskirk

Early this morning Microsoft announced it will buy online marketing company aQuantive -- the holding parent of interactive agency Avenue A/Razorfish, display and paid search ad mangement platform Atlas and inventory management system DrivePM.  The $6 billion deal cash deal represents an 85% premium to aQuantive's closing price last night and will likely close during the first half of 2008.

I think there are two obvious calls to make based on this deal:

1.   The acquisition certainly builds out Microsoft's access to the entire online advertising supply chain.  Prior to the acquisition Microsoft had the execution channel -- sites where advertisers could buy ads.  Now, they also have the upstream pieces of this chain:  planning, strategy, creative.  WPP is working toward a similar goal with its recent announcement to acquire 24/7 Real Media.  But WPP had the planning, strategy, and creative pieces and bought 24/7 for access to the downstream channel.   

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Silverpop/VTrenz: Makes Sense All Around

Shar VanBoskirk

Greetings from beautiful Stone Mountain, GA, where I am currently prepping for my presentation tomorrow at Silverpop's Digital Marketer Customer Conference.  I'm looking forward to hearing more about the Silverpop/VTrenz deal tomorrow, but here are my thoughts so far:

Overall, I think this is a good move for Silverpop and an even better one for VTrenz.

VTrenz gets access to enterprise customers, and Silverpop's well-established resources: R&D, client base, professional services team.  And they break into the mainstream email marketing space.  A coup I think for a niche player from Fargo,ND which to date has been company to a solid, but very small collective of B2B electronic lead management tools.

And Silverpop enters a new market: B2B and now has a ready-made solution for marketers trying to use email to sell high-consideration products (think cars or health insurance rather than books or pet supplies).

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Vtrenz: Good Move Or Not For Silverpop?

Laura Ramos

Earlier today, Silverpop announced their acquisition of marketing demand management start-up Vtrenz. My colleague Shar VanBoskirk and I had the opportunity preview this event with Bill Nussey and Will Schnabel. From a B2B marketing perspective, this combination holds promise because email and lead nurturing make good bedfellows. In B2B, email is a low cost way to continue prospect conversations and it gives marketing a direct channel for incubating buyers during longer B2B purchase cycles.

Because there's not a lot of overlap in technology or customer bases here, the prospects for a richer, more rounded offering are good. However, this combination is not unique: Eloqua also offers email, lead warming, and prospect analytic solutions. So -- other than giving Eloqua some stiffer competition -- will this merger matter in the greater email market?  Probably not, but I'll let Shar weigh in on that question.

To make this deal stand out, Silverpop needs to:

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What a Microsoft/Yahoo union could mean for marketers

Shar VanBoskirk

As the day continues, the talk of a Microsoft/Yahoo! union is sounding more and more specious.  None-the-less I thought I'd weigh in with my take on what this pairing would mean for interactive marketers.

I still think Yahoo and MS are wrong to continue to chase Google.  If that is what this potential merger about it just seems really naïve.  Billions of dollars to try to “catch up” to a company that will only continue to out-innovate them.

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Google Takes DoubleClick for $3.1 Billion

Shar VanBoskirk

I'll admit.  I had my money on Microsoft taking DC as a technology solution to their ad serving need.  And I think if the deal were only about technology, Microsoft would have made a solid suitor.  But DoubleClick brings Google much more than an ad serving solution.  What's my take on this deal?

*Google wins.  We've been watching Yahoo! and MSN chase Google since paid search marketing exploded as a marketing channel and major revenue source for the three portals.  This deal ends the race.  With its DoubleClick purchase Google extends its capabilities into online display advertising and completes its set of online services.

*Its not about the technology.  Google already had ad serving.  This deal gives Google access to publishers outside of its current AdSense network and to behavioral data that will help them with ad targeting.

*Now Google can move offline.  I agree with Charlene Li on this one.  With the online space locked up, Google can focus on maturing its current offline efforts and on defining its next moves into traditional channels.

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Is "Lost" class teaching students to avoid ads?

Shar VanBoskirk

WBUR, Boston's NPR news station ran a story this past Tuesday about a new Tufts University class studying the phenomenon of ABC's hit series Lost.  The class -- "The Future is Lost: The TV Series as Cultural Phenomenon" -- is part of Tuft's Experimental College, an undergraduate forum focused on pioneering innovations in education and faculty/student collaboration within the Arts and Sciences (which in addition to the "Lost" class also offers courses like: "Sabermetrics: The Objective Analysis of Baseball," "Ethical Leadership in Business," "Obesity and Children" and "Television in the Age of YouTube,").  The Lost course meets every Tuesday and Thursday evening this semester and is taught by a current Tufts Senior.

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Boston's Recent Marketing Prank Turned Terrorist Scare

Shar VanBoskirk

No doubt many of you are already well aware of the ad-campaign-turned-terrorist-scare that rocked us in the city of Boston on January 30.  I'm a little behind the 8-ball in writing up my thoughts about it.  But since it is still coming up -- both in our team conversations here, and out in the world at large -- I thought it would be worth talking about, even a few weeks after the fact.

The redux of what happened:

In an attempt to promote its Cartoon Network show "Aqua Teen Hunger Force," Turner Broadcasting positioned LED displays of one of the show's characters around significant city structures, including bridges and i-93, Boston's central artery. (See images of the devices here).

The question we've been debating internally, is: Was this good marketing?

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