A business-minded look at digital and social media in sports
On episode 240 of the Digital and Social Media Sports Podcast, Neil chatted with Adam Tabatchnick, On-Air Talent and Social Media Producer for The Game Day and co-host of the Caps Off Podcast.
What follows are some snippets from the episode. Click Here to listen to the full episode or check it out and subscribe to the podcast via Apple or listen on Spotify or Stitcher.
Listen to episode 240 of the Digital and Social Media Sports podcast, in which Neil chatted with Adam Tabatchnick, On-Air Talent and Social Media Producer for The Game Day and co-host of the Caps Off Podcast.
Listen below or on Apple, Spotify and Stitcher.
60 minute duration. Listen on Apple, Spotify and Stitcher.
Posted by Neil Horowitz Follow me on Twitter @njh287 Connect on LinkedIn
What does the recap look like for your sponsored social media content?
It’s likely packed with the usual metrics — reach, comments, likes (‘engagement’), perhaps video views and completion rate, maybe even some audience demographics. And that’s great. But recognize that those metrics really only help the sponsor accomplish a couple of objectives — awareness and (more loosely) brand association.
But if the sponsor is investing in that partnership with your team or league and hoping to tie it to its bottom line, that’s going to be more challenging. Nick Lawson has been around the sports business for years and saw too many sponsorships churn over the years because of such limitations. When the partners assessed the effectiveness of their sponsorships to allocate budget, deals that delivered reach and awareness only were often the first on the chopping block.
Sponsors are trying to reach your fans, so, yeah, reach certainly matters. They want fans to interact with their brand, so engagement means something, too. But it’s after the reach and the engagement that the most value gets created and, even weeks or months later, can help a partner’s bottom line.
“…A lot of people forget, especially in sponsorship, the re-engagement,” said Lawson, who is co-founder and CEO of digital engagement platform SQWAD. “When you run a Facebook ad and you earn that email, even if somebody doesn’t make a purchase, you can create an audience that reengages that person who maybe put something in their cart. We didn’t have that in sponsorship [when Nick was coming up].”
These corporate partners are businesses with marketing and partnership budgets. Money spent on one avenue, like a team sponsorship, means taking away from another tactic to help drive sales or lead generation or whatever helps make money for the business in the short term and long term. That’s ultimately what the team is up against each cycle for a partnership, to prove that the ROI of the sponsorship is better than the ROI of spending that budget elsewhere. So it has to go beyond impressions, says Lawson, because when decision day comes, that’s what separates the indispensable from the rest.
“If you’re not giving a reason why return on investment a brand should come back with you, they’re gonna default to, ‘Okay, we’re gonna cut something, what’s it gonna be?,” said Lawson, whose SQWAD works with the biggest sports teams in the world. “Well, we don’t really need social impressions anymore. That’s kind of a vanity metric for us. So let’s cut everything that has social metrics.’
“If you have a thing that says, ‘Hey, we’re earning 1500 leads per month through this team. I can’t turn off that pipeline. That’s too important for my organization.”
It seems so clear and simple. But go back to that original question and envision what the sponsored social recap looks like across the board. Are those results that the partner can’t live without? That’s what Lawson is getting at, the results should be aligned with what the sponsor needs to accomplish. Sometimes that’s only awareness and the reach metrics look great. But if the way to maintain and grow the sponsorship goes beyond helping to drive awareness, you have to deliver more.
That can be a mindset shift, too, because engineering or delivering such measurement goes beyond the norm. The ‘typical’ sponsored social campaign still has a foundation of reach and engagement. It doesn’t have to be that way, Lawson told me.
“The tough thing becomes is just because [the sponsor] is not asking you for those numbers [that] doesn’t mean they’re not gonna make a decision based on, you showed that this social tweet got ‘X’ amount of views, if their north star metric was earning leads that means nothing to them,” he said. “And again, going back to if you’re not giving a reason why return on investment a brand should come back with you, they’re gonna default to, ‘Okay, we’re gonna cut something, what’s it gonna be? Well, we don’t really need social impressions anymore. That’s kind of a vanity metric for us. So let’s cut everything that has social metrics.’”
So what goes into developing a fan engagement post or platform for a sponsor? There are several ‘classics’ that one can find across teams and sports at all levels. Lawson and his team at SQWAD have spent years and built a business on, creating platforms that deliver results. That fans enjoy, want to engage with, and end up converting on. It doesn’t have to be rocket science; indeed some of SQWAD’s most popular activations include prediction contests and scratch-off sweepstakes. It’s all by design. Because successful concepts share a couple of key characteristics, Lawson explained.
“The first part of it is the activation should be fun and familiar,” he described. “Like, when we’re thinking of a new activation, the first thing is, is this fun? Would I actually have fun doing this? And that goes back to entering an email for a chance to win a jersey — is that fun? No. It’s only fun for one person because only one person wins a jersey. So the fun factor is very low on that.
“And then familiar. I always go to this [idea] of somebody says, ‘Hey, there’s a new card game that I want to play with you.’ If they say it’s like ‘this,’ then I’m much more obliged to play than if they just say it’s a brand new one [and] have to teach you all the rules. So familiar is the second piece of it. Is it fun? Is it familiar?”
Including all of the business objectives, all sides prize one common goal — a positive fan experience. Engagement is a good sign of that, it’s a store of value. But don’t forget about the partner in the equation, find a way to ensure they’re getting some of that value, too. Include that in the recap.
On episode 239 of the Digital and Social Media Sports Podcast, Neil chatted with Nick Lawson, Co-founder and CEO of digital fan engagement platform, SQWAD.
What follows are some snippets from the episode. Click Here to listen to the full episode or check it out and subscribe to the podcast via Apple or listen on Spotify or Stitcher.
Listen to episode 239 of the Digital and Social Media Sports podcast, in which Neil chatted with Nick Lawson, Head of Marketing for athlete marketing and brand digital engagement and sponsor activation platform SQWAD
Listen below or on Apple, Spotify and Stitcher.
60 minute duration. Listen on Apple, Spotify and Stitcher.
Posted by Neil Horowitz Follow me on Twitter @njh287 Connect on LinkedIn
There’s this notion that athletes have to build their brands. If they’re not making the most of their time in the sports spotlight and growing their brands (in the form of social media clout), they’re deficient, missing out, or even negligent.
But it’s not so black and white. It’s like the 7-foot teenager whom everyone expects to try and make it big in basketball or the Rookie of the Year that bursts onto the national radar — if they’re not maximizing that opportunity, they’re doing it wrong.
But the thing about sports, and what differentiates athletes from professional influencers and creators who literally make their living from social media clout, is that it’s largely gravy for the most elite athletes. The marketing and branding opportunity, however, can be transformative helping to create value for universities, leagues, teams, and, yes, the athletes themselves and their families.
Dakota Crawford, Head of Marketing for athlete influencer marketplace platform MarketPryce, has encountered just about every variation of athlete in his career. He worked with IndyCar drivers whose livelihood was directly affected by their attractiveness to potential team sponsors. He helped National Hockey League (NHL) players build their brands, an ancillary goal for many who already had millions guaranteed thanks to years-long contracts. And now at MarketPryce, Crawford works with athletes of all sorts, particularly college athletes at all levels, many of whom have a brief time in the spotlight to capitalize on that athlete advantage.
Crawford has come to appreciate that the different circumstances in which athletes find themselves affect the sense of urgency they feel to build up a brand that’s all their own.
“There are a couple of ways I think of it,” said Crawford, who helped the NHL launch and grow its Player Social Development Program before joining MarketPryce. “One is like this graph of an x-axis and a y-axis where one [axis] is how good are you at your sport and how influential are you on the field or on the ice or what have you. The other is how much do I need to put my personality out there? And they’re inverted lines, right? So if you’re Alex Ovechkin, you don’t necessarily ever need to do anything that shows off your personality. You’re good enough at hockey that you have a built-in following and they’re gonna be excited if you post anything…
“If you are a rookie playing in Anaheim, you have a slightly different challenge and I think you have to come in ready to put yourself out there, build your brand. And that’s even more so the case for the athletes we’re working with now at MarketPryce, who are D1, D2 volleyball players — your performance on the court isn’t gonna carry you to stardom on social…”
Athletes have so many built-in advantages that those others, the professional social media influencers, do not. First, they arrive with [and live] stories that are appealing to followers and to brands. No athlete reaches the pinnacle of their sport without a lot of sacrifice, hard work, and aspirational talent. Second, while creators find themselves on a perpetual hamster wheel of content creation, athletes often have photos, highlights, and stories flowing by nature of their occupation, coming from leagues, agents, teams, and media. Crawford called out this valuable benefit for athletes but noted that for the non-Ovechkin-like athletes to go to that next level, they need to do a little more.
“We would tell players [at the NHL] we can only do so much for you, first of all, but what we can cover is the base that is your on-ice performance. I can help you celebrate your biggest moments on the ice, I can help you have great assets to share, to support NHL campaigns like Hockey Fights Cancer or something to post during pride month or whatever it might be,” he said. “But the most engaging thing you can put out is what you are willing to do yourself.
“I think I would tell any college athlete who we work with now ‘Figure out how to put your personality out there. Tell your story, do it authentically. If you get a hype video from the team that you play for, great; post that. But it can’t be the only thing that you post.”’
Crawford and his colleagues saw that promise come to fruition during the height of the pandemic in 2020, as players had nothing but time and TikTok took the world by storm. That enthusiasm and activity dissipated, however, as Crawford said many NHL players largely went back to the perhaps excessive humility once things went back to (kind of) normal. But something else magical started to happen as Crawford and his team found a young, willing group of up-and-coming star players.
Working in collaboration with the league, Anaheim Ducks rookie Trevor Zegras became the ‘poster child’ for what it could look like to mix the spoon-fed sports highlights with the ‘put yourself out there’ mentality. And that took it to the next level, for Zegras and for the league.
“We equipped him to post around [his viral] moments and that’s great. And it’s kind of like we talked about — because he was doing awesome things he’s getting more engagement so he didn’t have to lean into it with his personality to keep those numbers going up,” Crawford described of Zegras’s ascendance in his 2021-22 rookie season, highlighted by a viral video the league made for Zegras representing his anti-highlights, a ‘lowlights’ video of Zegras messing up at times.
“Not every player was willing to laugh at themselves in that way, but Trevor was, and we learned that, after six months, a year of working with him through the first stages of his career…”To me, that was the moment where I was like, ‘We did this.’ We really got a player excited, bought in, and posting something that moves the needle for his brand and for the league.”
A new generation of athlete is here. One that recognizes the opportunity to be more than an athlete, that the combination of being a superstar athlete and a human is powerful. It doesn’t have to be one or the other. Athletes were always the original influencers, anyway, and they’re starting to realize the opportunity that offers.
On episode 238 of the Digital and Social Media Sports Podcast, Neil chatted with Dakota Crawford, Head of Marketing for athlete marketing and brand marketplace platform MarketPryce.
What follows are some snippets from the episode. Click Here to listen to the full episode or check it out and subscribe to the podcast via Apple or listen on Spotify or Stitcher.
Listen to episode 238 of the Digital and Social Media Sports podcast, in which Neil chatted with Dakota Crawford, Head of Marketing for athlete marketing and brand marketplace platform MarketPryce.
Listen below or on Apple, Spotify and Stitcher.
62 minute duration. Listen on Apple, Spotify and Stitcher.
Posted by Neil Horowitz Follow me on Twitter @njh287 Connect on LinkedIn
It took sports shutting down to speed the sports industry into a new era.
Sure, fan engagement and monetization had digital elements before covid entered the daily zeitgeist. But the conditions for a complete paradigm shift happened as everybody was stuck at home and the sports business was left with no choice but to innovate. An industry that had for so long enjoyed enormous recurring reliable revenue had to pivot (unless you had insurance, like Wimbledon!). But for these billion-dollar businesses whose moneymaking models had largely not changed in over a quarter century, the path forward is anything but certain.
“Sports, I think in a lot of ways is one of the fastest-moving industries because it is a little bit smaller than some other big things, but it’s also a fairly slow-moving industry in a lot of other ways,” said Jacob Feldman, who covers innovation in fan engagement, among other broad topics in sports business, for the publication Sportico. “So to see those changes happen, basically overnight during the pandemic, was really fascinating. And now we’re kind of seeing a proving point of are these things worth keeping. Are they worth pushing forward on it? Should we put these ideas back on the shelf and maybe they weren’t ready yet?”
Digital engagement became paramount during the pandemic as so much of, well, life was spent on Zoom or watching streaming or engaging with online communities or games. Sports wanted to ensure they were part of that engagement diet, capturing hearts, minds, and, more broadly, attention and time spent.
But something else was bubbling up, too, during the time that digital fans and localized fans were one and the same. ‘Fans’ couldn’t go to games, they couldn’t wear their team’s t-shirt in a pickup basketball game at the gym or talk about being at the big game at the watercooler the next day. Life was being lived online more than ever — a lasting challenge and opportunity for sports business.
“You have thousands of other things to spend time on now. I think that has been the biggest driver of teams, leagues, players, media networks, all saying, okay, how do we, whether it’s looking more or working more like those new things are, or just improving our product so that it can compete with those things I think is the biggest driver (of innovation),” said Feldman, who has written extensively about NFTs, web3, fan engagement startups and more for Sportico.
“It’s competing for attention, it’s also competing for identity. Like, people who are young people in the world, young adults, maybe just out of college, trying to decide who they wanna be, what are they gonna put in their Twitter profile and their Instagram profile? Are they gonna put Warriors fan or are they gonna put Fortnite player? Once you determine who you are and what you do, everything else kind of comes from that.”
The broad scope of identity is an important inflection point for sports fandom. It was once about having a bumper sticker on your car, wearing your team’s cap, or going to a team bar to watch the game. All that can still be part of being a fan, but, as Feldman stated, digital identity can be just as important. For some, being a fan on digital platforms is the only way they can express their fandom. They evangelize the team as they engage on digital and social, and they showcase their identity in whatever way they can. And oftentimes the team has no idea who they are, let alone a way to give or get value from it. Feldman used himself as an example, at Atlanta Hawks residing in the northeast, and the opportunity to strengthen and activate his Hawks engagement.
“I’m a big Atlanta Hawks fan. The Atlanta Hawks don’t know who I am, don’t know that I’m a Hawks fan and at some point that’s frustrating, right?,” said Feldman, who grew up in Winston-Salem, NC before heading up north to attend Harvard for college. “Like, in every other way I go about life — I play Magic the Gathering sometimes when I have some free time, and Wizards of the Coast — the people who put that game out, they know who I am. They have my email, they message me, I get rewards, all these kinds of things.
“I don’t get that for spending hundreds of hours watching the Hawks, reading about the Hawks, talking about the Hawks. I’m a massive evangelist for this brand and I get nothing back from it. So I think NFTs hopefully were a wake-up call that teams need to be doing more in that world to connect with fans [like that].”
Connecting with fans, making them feel appreciated, and giving them more chances to engage with the players and teams they love are not altruistic endeavors, of course. There is money to be made. The technology that sticks around is not only what fans will adopt, but what will enable all these displaced fans, and the sports businesses…err….teams that they support to manifest that investment and engagement in tangible ways. “[Sports organizations are] recognizing how much money is being left on the table from fans who don’t live within a hundred miles of the stadium,” Feldman stated. “Whether that’s international, whether that’s just kind of national, that’s been changing a lot in terms of what teams are able to do. Obviously, technology has allowed them to reach those fans and monetize those fans.”
The sports industry has plenty of incentive and necessity to make moves and to do so quickly. Organizations in sports need to explore emerging engagement vehicles and platforms, lest they get left behind. There was a lot of experimentation in the last few years in sports, and it’s not yet clear which paradigms will prevail in the years and decades to come. But we’re watching it play out right now, and the road ahead for what it means to be a sports fan is uncertain and exciting.
Said Feldman: “I think whether sports is being dragged or sports are finally coming around to some of these innovations, it is happening now. And we can go back to the pandemic thing — I think that was a big push. It’s also just kind of where the money is, right? You know, Apple and Amazon have the money, and they’re going to be slowly gaining a bigger and bigger foothold in sports.
“[Innovation in sports business] was slow in the past. I think it is speeding up, but they still have a way to go to catch up to some of these other industries.”
On episode 237 of the Digital and Social Media Sports Podcast, Neil chatted with Jacob Feldman, Sports Business Reporter for Sportico.
What follows are some snippets from the episode. Click Here to listen to the full episode or check it out and subscribe to the podcast via Apple or listen on Spotify or Stitcher.
Digital and Social Media Sports 