SAP’s SVP of Marketing also serves as the company’s Chief Storyteller. This is just one of the many pieces of evidence indicating how crucial storytelling is to marketing and brand equity for large enterprises.
We all love stories. We are raised with stories from a young age, and many of these narratives become the pillars of our lives. Companies have recognized the power of storytelling for decades, and are now using storytelling to change how potential clients and stakeholders perceive them.
Here are how leading enterprises such as General Electric, Adobe, and SAP share their stories:
General Electric and the Image of Invention
Conglomerate giant General Electric faces a challenge that many larger, mature, companies inevitably have to deal with: How is it possible for the company to maintain a consistent image when they provide services for such a wide variety of customers in so many different industries? From appliances to jet engines to financial products, General Electric serves a series of drastically different niches and stakeholders.
As such, their story has to accommodate different types of audiences; conversely, their various content niches and microproperties also need a congruent overarching theme for effective branding. How can they do this while maintaining the interest of all parties with their content marketing initiatives?
Linda Boff, executive director of global digital marketing at General Electric, said in an interview with Digiday: “We are GE, a large primarily industrial company. We manufacture things in both traditional and advanced ways. We are fascinated by technology, innovation, discovery and invention. We have a clear compass as to what it is we find interesting and what our voice is in our space. We have a curious, passionate and optimistic voice.”
They embed these themes of technology, innovation, discovery, and invention not only their own content, but in their social media strategy as well. How can you make these vague themes interesting to the mainstream masses?
General Electric uses its own science-centric visuals, such as graphics from its laboratories, to entertain consumers. For example, their Pinterest board features various photos of interesting 3D printing, installations at GE-sponsored events, or progress on one of their latest projects. They created a mobile game for iOS, called Patient Shuffle, that tells the story of a hospital and helps the user understand the importance of logistics and what General Electric’s products are used for.
General Electric leverages visuals on YouTube: it features content such as visuals of their factory and quirky or unusual science-centric video shorts on blooming social network Vine. By sprinkling the themes of technology, innovation, discovery, and invention in the many types of content they share, General Electric maintains a cohesive theme while still tailoring their content to their many types of audiences.
Adobe and Cutting the Marketing BS
Reminiscent of how 7UP was positioned as the UNCOLA in order to stand out in a saturated market, computer software company Adobe created an unusual campaign to target CMOs and digital marketers for their digital marketing solution.
As Forbes columnist Steve Olenski shares in this article, Adobe’s story for this campaign started with their discovery that global advertising is not effective on marketers. Instead of simply explaining their product features in detail, which is exactly what their competitors were doing, Adobe told a different story in order to cut through the noise. They decided to take the brutally honest approach to appealing to marketers and created a campaign called, “Marketing is BS.” Adobe’s solution to platitude-filled meetings is their product, which helps marketers make sense of data. (For example, have a look at their video titled BS Detector.)
The campaign resonated extremely well with marketers, and the “brutally honest” approach to telling this story paid off. Adobe’s CMO Ann Lewnes said in this article with The New York Times: “‘I think Adobe is not known for being provocative or bold,’ Ms. Lewnes said. ‘We’re ‘a nice software company.’ But in this crowded space, with a lot of competition, the intent is to break through, jolt the market,’ she added.”
Essentially, their campaign was about eating their own dogfood when it came to the advice they were preaching: “The frankness of the campaign also signals that Adobe Systems (and their agency) realized that ‘if we were flowery, overly clever, jargony, the more it would feel like we were doing the same thing we were saying people don’t need to do anymore,’ Goodby, Silverstein’s Keith Anderson also added in The New York Times article. (Note: Goodby, Silverstein was Adobe’s agency for this campaign.)
SAP Powers Sentimentality
Operations and logistics software giant SAP faces an extremely difficult challenge in their marketing. While their solution is extremely essential, and effective, and crucial in their clients’ day-to-day activities, their product is also a background service doesn’t make for the most interesting or remarkable topic. How can SAP make Enterprise Resource Management and streamlining processes more understandable and interesting to potential key decision makers and stakeholders? First and foremost, SAP leverages sites like Forbes to host and distribute their content. On their sponsored column, SAPVoice, marketer Todd Wilms demonstrates the potential power behind the story of SAP. Wilms frames SAP as a service that helps their customers deliver:
- 72% of the world’s chocolate,
- 70% of the world’s beer,
- 82% of the world’s athletic footwear.
SAP follows the 22nd rule of Pixar’s rules of storytelling: “What’s the essence of your story? Most economical telling of it? If you know that, you can build out from there.” At its core, SAP is the service that enables companies in all industries to bring joy to its customers and stakeholders. As such, it’s able to tailor its story to different types of customers by simply explaining its different niches.
“For example, at the New York Fashion Week, we are going to capture people talking about fashion and how it impacts their lives,” said Julie Roehm, SAP’s SVP Marketing and Chief Storyteller in a Campaign India interview. “A world ‘run better’ for them might be their clothes fit them every day and they don’t have to worry about their appearance constantly. What does that has [sic.] to do with SAP? Well, we created technology for Levi’s that helps them to image a person and suggest which Levi’s jean is going to be best for them to put on. So, when people put the right one on without going through the hassle of going through multiple pairs of jeans, they feel good about themselves.”
In order to take their storytelling to the next level, SAP created a mobile app that would share the stories of their various customer journeys. While the primary purpose of this mobile app is likely to assist SAP sales teams during presentations, it doubles as a presentable collection of stories and case studies for any potential clients that are interested in SAP.
With decades of experience in branding and marketing, these companies are industry-leaders in the art of storytelling and how storytelling techniques can be used to increase brand awareness and sales. As General Electric, Adobe, and SAP demonstrate, the greatest stories can be told through content marketing by using imaginative themes, speaking frankly with your customers, and connecting with the sentimentality of your product.