Discovering What’s Next in Sports and Social Media

The coolest part of the so-called reputation of Gen Z is that they don’t simply subscribe to the way things have always been. That it’s good to question ideas and strategies that many proclaimed as just the way things are done or as best practices. Don’t just think outside the box, build a new box. Heck, build a whole set of new boxes.

With that inspiration in mind, I want to enter 2021 questioning every status quo. If something has been deemed the best way to do something for going on decades, make it live up to that billing today. Because fans look different, technology changes, culture evolves, and traditions and best practices are replaced by new ones. That doesn’t happen without challenging the way things are, first, and then testing new hypotheses in search of the next paradigm-shifting idea.

Here are five areas in the sports and social media ecosystem that could be ripe for disruption. Not just evolution but revolution. These are my ideas and what immediately crossed my mind, what are yours?

Sports Broadcasts Haven’t Changed Much in Decades. Why?

Ever since our parents or even our grandparents first began watching live sports, the broadcast paradigm has not evolved all that much. Broadcasts started off with an announcer providing play-by-play. Then a color commentator was added to complement the play-by-play with color and analysis. Monday Night Football added a third in its early days, boldly trying to make their broadcast more entertaining to a wider national audience over the years. The camera views and sound have improved greatly, sideline reporters provide eyes and access behind-the-scenes. But as we enter 2021, outside of cooler cameras and clearer views, broadcasts are not all that different from 20, 30, or 40 years ago.

Megacasts have provided an interesting experiment here and there, and Amazon Prime Video’s alternate audio for NFL games is a peripheral trial with good intentions. But a couple of Snoop Dogg appearances started opening the eyes to more. His commentary of a NHL game last year went viral and in late 2020, his stint calling a couple boxing matches for Triller were the talk of the town.

There is a marriage to tradition because so much of the country rejects any aberration from what they’ve always known. But what could it mean to blow up this paradigm? To make a broadcast weigh more on the side of entertaining than informative? There are plenty of contractual and technological barriers that perhaps stand in the way of such innovation, but time is running out. Younger generations of sports fans eschew watching live sports in favor of highlights and other entertainment. This is not because of attention span deficits — many watch their favorite Twitch streamer for hours. There is no single right answer and I’m not here to provide my own. Just to make us think ‘what if?’ What if broadcasters are not talking at fans but with them, not diving into the details of a specific play call but more on jokes or storytelling, not cutting to a sideline reporter sidling near coaches but cutting to a reporter watching alongside a crazed and costumed fan? The paradigm can’t change until somebody changes it.

Sports Teams are So Much More Than Sports Teams

One of the neat initiatives from teams across sports during the COVID-caused pause was the production of fun and even educational activities for kids. Some teams also had their strength coaches lead workout and yoga sessions. Other had team dietitians and chefs talk about healthy eating and perform cooking demos. Even mascots found creative ways to entertain fans of all ages.

Sports organizations are good at a lot of things. Building and managing a team of elite athletes, sure, but also event management, video production, graphic design, preparing food, physical training and recovery, mental performance, and so much more. Without games to cover, live in-person events to produce and manage, and tickets to sell, organizations had all this capability and talent at disposal.

What can teams do with this expertise and ability, many of which more closely resemble agencies than sports teams? Could teams produce scripted content, extensive educational programs for kids, educational programs for adults (who want to learn Photoshop, After Effects, Premier, Social Media Strategy, marketing strategy, data analysis, and more), fitness classes, a cooking show rivaling anything seen on Food Network, etc. etc.? Some teams have even built their own branded gyms, could hotels and restaurants be next? There are many boxes to think outside of, more opportunities yet to be explored.

The Bachelorette as Competition for Sports

It doesn’t matter how exciting the game or collection of games are that are playing at any given time. If The Bachelor or The Bachelorette is on, it will find its way toward or at the top of the Twitter trends. Perhaps only the Super Bowl could make fans turn away or post about something else. Maybe. With live viewership and share of heart and mind more competitive than ever, what is there for sports to learn?

I do not watch either of the aforementioned matchmaking shows, but it’s impossible to escape between Twitter, fantasy leagues, and active online communities everywhere. There is more storytelling in sports than ever, but is it mostly the kind focused more on turning casual fans into avid fans? Nowadays, there is more data for the growing gambling fans (many hope!), more sources of deep insight into the strategy and analytics, and great info on the athleticism and real-time decision making. But what disruptive thinking can get fans emotionally invested into every player, each game feeling like a drama unfolding? What can attract not just casual fans, but people who aren’t fans at all (yet)?

Showcasing the drama of sports is not a new idea, NFL Films pioneered that long ago. But how can that elevation be brought into the everyday, and into the real-time experience? There are steps getting us there with each game, each season. Is there a revolution to come out of the evolution? I can’t dream it up today, but perhaps somebody will, if there is such an avant-garde movement to come.

What Happens When Highlights are a Dime a Dozen?

Back in my day…well, my day wasn’t all THAT long ago, the omnipresence of video on the Internet and on social media wasn’t a thing. Such proliferation hasn’t even been around ten years. It’s easy to take for granted that missing a big play in a game, or just about any play in a game, doesn’t matter these days because the video will be on Twitter, YouTube, Instagram, or elsewhere within minutes, if not seconds. But the more readily accessible all this video — and the more one’s timeline is everybody sharing the same clips — the more the currency of highlights gets diluted.

As the value of highlights diminishes by their widespread availability, what’s a team or account to do to add value? What does it look to like to upset the status quo of game highlights? There has been some evolution in the space, with some leagues dispatching correspondents into places bigger broadcast cameras can’t go, grabbing unique angles and access for fans on social. More advanced cameras, too, can give fans 360-degree looks at a play. There is room for even more innovation for the real-time phenomenon of highlights as it enters its second decade.

If the focus is less on providing a volume of highlights (or changing how that volume is shared), there exists more leeway and time to produce something different, something original that turns a highlight into something more. It could be adding in data about the action in the play (which some have done), enhancing the video with special effects, production elements, and music, making them interactive (whatever that may mean), providing them to creators or fans and letting them produce something cool in the moment, or any number of other ideas one can cook up. When scarcity starts to dry up as a value proposition, that’s the sign of an opportunity to innovate and to try to pivot to what’s next.

The Power of Player-Led Content

One of my favorite things to take off in recent years, and 2020 especially, is the passive camera opportunity for players, particularly in the NFL. You’ve no doubt seen the ‘Showtime Cam’ from games where players celebrate in front of the video screens in the end zone after touchdowns or turnovers, watching themselves ham it up for a national audience. A handful of NFL teams similarly set up cameras at training camps inviting players to participate with a prompt or just giving them the lens to do whatever they wanted. Athletes are more comfortable creating content and filming themselves than ever before (thanks in part to the prolonged sports pause and period of sheltering). And they appreciate the value of that content more than ever, too.

Something’s just different when players can perform and seek out attention on their terms. To make it onto the team’s or league’s platforms, when they don’t have to be reliant upon to a reporter or team associate coming up to them or get requested by a media member. Or have to awkwardly interact with and perform for the person behind the camera. The results have been content gold with more unfettered player personality and endearing fun. Players have their own accounts and their own autonomy to tell their story, sure, but they’re also gaining more agency over the content going on team and league platforms, too.

The best content teams can produce comes from the players themselves. The old paradigm of players as subjects only has been disrupted and will continue to evolve. They’re co-producers and directors now. They’re more authentic and more fun when they’re not performing for somebody but instead embracing ‘just do you’ (and maybe here’s an idea if you need one). I look forward to how this trend comes together, with players able to figuratively raise their hand more to be part of content and teams partnering with players on content instead of feeling like it’s a give and take relationship. The status quo with player relations has always been more rigid, but 2020 helped all sides realize that at the end of the day we’re all playing for the same team. We’re all coworkers looking out for the short-term and the long-term success of the organization. This box is bursting and it’s been a long time coming.

Ask Why and What If More Often

Not many will call 2020 a great year, but it sure was an important one. The status quo was questioned, demanded to pass muster or be struck down. Younger generations are leading a new awakening, just over 50 years after the late ’60s saw a similar movement. A difference now is that it’s not just about a young generation with new ideas, it’s the first that has grown up and come of age in a time when transformative change (led and accelerated by technology) seems to happen every year.

Give yourself permission to question longstanding practices. The status quo may pass snuff, that’s fine. But there will also emerge opportunities to create a whole new world.

12 Thought-Provoking Sports Biz Insights from the Hashtag Sports Conference

2020 has been a heck of a year for the sports industry (and, yes, pretty much everything else). It has been transformative not because something incredibly new or novel emerged, but because trends that had been gradually growing, accelerated to open eyes and lead to what looks to be lasting changes moving forward for the industry.

This was apparent listening and learning from some of the leading minds and practitioners that gathered (virtually) at the 2020 Hashtag Sports Conference, the annual event that attracts top people from the sports business industry, held this year October 20-22. New revenue sources, different ways to engage, time to take a long look at esports, scrutinizing and improving sponsored social — these were among the highlights (and more) from the conference.

The inclination for Gen Z to not remain bound by the longstanding status quo is permeating to all ends of society in 2020. Sports is no exception. The industry cannot afford to err on the side of cautious innovation, the urgency is only increasing.

With that as the setup, here are 12 sports business insights that stood out to me from the Hashtag Sports Conference:

  1. In-game betting is going to be huge over the next several years. It’s been oft-stated that much of the wagering in more mature markets overseas takes place during games and stats shared from Simplebet CEO Chris Bevilacqua underscored the crazy-high engagement levels of in-game bettors. Bevilacqua said, looking at trends from NFL games in which fans using the Simplebet platform wager tokens, sessions on the platform averaged 27 minutes and users placed an average of 25-35 bets during the game. (Wow!) The only limiting factor is the latency of stats and video, so bets can be placed and processed in the seconds between plays or drives. Another point brought up during one of the Hashtag Sports gambling-focused sessions noted how traditional US sports, such as American football and baseball, are amenable to in-game wagering with more discreet plays and longer pauses between plays (as opposed to soccer, for example).


  2. One more assertion that was mentioned in a quick comment, but stood out as significant was longtime sports exec David Levy talking up the auspicious future of peer-to-peer betting. Most discussion of sports gambling has the model of betting against the house and the odds they set or being part of a pool (a la daily fantasy models) of other players, some better equipped with data, research, and expertise than others. But as platforms mature and more states legalize (and normalize) sports gambling, more options and models will continue to proliferate. Including the chance to turn that barstool or group chat debate with a buddy into a small but secure and official bet, with odds baked in and no ‘We didn’t shake on it’ alibis possible. Not only does sports betting promise to make casual fans more deeply engaged with sports, it could also lead to fans being more engaged with their friends through sports, adding a competitive element to social co-viewing beyond season-long fantasy leagues.


  3. The way activations and events are built, digital and experiential elements are too often still planned in separate silos and resource allocations. But that’s changing now more than ever. “It’s no longer just about being an event on the ground, it’s much more holistic in terms of touchpoints…” said Alex Beer, Vice President – Client Services at GMR Marketing. Every touchpoint with a fan feed into and inform the others. It’s not a linear chain, but a full circle; experiential activations are not a single-touch experience with fans and shouldn’t be treated as such.


  4. Even before the pandemic, and certainly during the pause of most sports is caused, esports was on the mind of many in sports business. Monumental Sports and Entertainment has been investing in the space for years and MSE’s Vice President of Strategic Initiatives laid out why they’re bullish on investing in the space. He noted fans of esports are a digital-first audience, they are just as passionate as traditional sports fans, and MSE actively wants to be ahead of the curve with what’s next in sports and entertainment. But the most powerful statement Leonsis made alluded to how gaming is a prism through which a generation connects with each other. Esports is the social fabric of a generation. WNBA player Aerial Powers, who has nearly 5,000 subscribers to her Twitch channel, reinforced this point, saying her postgame routine (after getting home) often consists of jumping on Twitch, gaming, and catching up with her fans and friends. An interactive Twitch stream sounds like a pretty cool alternative for many fans to a postgame press conference.


  5. Outspoken MLB starting pitcher Trevor Bauer talked (in the clip below) about some of the fan engagement ideas he’s seen overseas. His observations underscore that if sports want dramatically change the direction they’re going with the next generation of fans, they have to be willing to experiment in big ways. The adherence to tradition and gradual changes may feel necessary to some, but it’s foolhardy if it’s done at the expense of losing a generation of fans. Having a player, e.g. one not remotely expected to play, in the dugout live-tweeting or even streaming a bit seems sacrilegious to even consider, but that’s the kind of challenge the old ways thinking that may be needed to save traditional sports. Nothing is stopping such experimentation from moving forward besides obstinate resistance in the name of competition. A lot of fan engagement tactics involving teams and players won’t help win games, but they can help win fans. And at some point, the latter has to outweigh the former more often than not.

6. For years, live sport has been becoming just as much a TV product as it is a live event product. That only accelerated this year with fans restricted from attending live games. “We [reimagined] the game without fans…We called these ‘studio games,’” said Manchester City FC CEO Ferran Soriano. “We transformed a problem…into an opportunity.” We often think of the pinnacle of televised live sports as making fans feel like they’re at the game. But what can a game look like if the entire presentation and field setup is built to be a TV product? Optimized for the fans at home, first and foremost, with fans in attendance more like a glorified studio audience (that may be a bit of an exaggeration, at least today). It’s thought-provoking to consider because, as has been oft-cited, the vast majority of fans will never attend a live game of their favorite team.

7. The best brand-celebrity partnerships start organically and are a true partnership. Bleacher Report’s CMO Ed Romaine talked about how the powerhouse publisher’s partnerships with celebrities and athletes often start with organic engagement. The celebs and athletes are already engaging with B/R/s content. The relationship then is not an endorsement or sponsorship, but a co-creative partnership. They collaborate on creative oversight and create produce something both sides can be proud to activate and promote. Properties don’t have to steal the attention that influencers, celebrities, and athletes garner and have earned, they can act more like an agency, giving these influential individuals the resources, platform, and creative assist to produce something extraordinary for fans, together.

8. Logo slaps are outdated, said Bleacher Report CMO Ed Romaine. Brands want to be more organically embedded in content and the story, getting that ‘halo benefit,’ he explained (and I paraphrase here). It has taken some time for the industry to catch up, the easier route with social and digital media was to put it alongside the print ads and ballpark billboards that prevailed on rate cards for decades in sports business and sports media. But the most valuable sponsorships are not built by eyeballs being borrowed away from the live or digital content they actually came for. When brands aren’t stealing away attention, but instead embedded ‘organically’ within good content, that’s a winning formula for all sides.

9. Many have recognized the opportunity to monetize the thousands and, for many teams, millions of fans that will never buy a ticket to a game. The reality imposed by the pandemic, when digital touchpoints are the only fan touchpoints made teams think about what it means to prioritize the at-home fans. Los Angeles Dodgers VP of Digital Caroline Morgan spoke about helping fans feel connected as they would at Dodger Stadium at a game, but also spent more time than ever thinking about how and why it’s valuable and lucrative to cultivate a global fanbase. A diehard Dodgers fan living across the country may never be a season ticket member, but is there another form of membership or path of sustained monetization (beyond sponsored social media) that should be more strategically approached and activated? There are a lot more social and digital-only fans than there are fans who attend live games, and the next big revenue opportunities will come from figuring out more ways to serve and monetize this enormous pool of fans.

10. There is a growing number of fans that are fans of players more than teams. There is a growing proportion of players that have more followers — and a higher number & proportion of engaged followers — than their teams on do. Those two telling trends are among the reasons why Opendorse’s co-founder and CEO Blake Lawrence says athletes should be out front – for recruits [in college] and for fans. It’s the athlete-driven and athlete empowerment era, he said. Leagues, schools, and teams that have realized that are looking internally and allocating resources and investment into equipping athletes with the resources to rock social media. Because engaged fans of a team’s players helps the team and the league. It starts with funneling game content like photos and highlights, but the next level is acting like something of an agency (ideally scalable) to co-create content with players that is as thumb-stopping as anything the team spends time on for their own feeds.

11. With more purchases of all products taking place online, there are more opportunities for brands to have direct relationships with consumers. And for brands to be more than just providers of products. Red Bull has earned praise for years for being a content brand that happened to sell energy drinks. Nicole Portwood, who is the Vice President of Marketing for Mountain Dew, discussed the increased movement to DTC (direct-to-consumer) for brands like Mountain Dew meant they could be more than just a beverage product that runs ads about said beverage product. Brands can deliver more and pull customers to them through content. The best content and distribution can win and there’s nothing stopping brands, like Mountain Dew, from attracting individuals to them through content in the level playing field of digital and social media. There is no competition for shelf space in digital, it’s a different kind of competition.

12. 2020 was the year that the comfort level of players posting video to social media went way up. Vice President of Marketing for the National Lacrosse League Katie Lavin noted that players started to that understand raw, unpolished video was okay and it “took away the fear” that content wasn’t good enough for their channels. Players who were once uneasy about posting anything that didn’t look produced or professional, let alone portray them as anything besides an elite, competitive athlete realized that it wasn’t just okay to use their iPhone to post a video to social, but that fans loved it when they did. And their social media engagement reflected it. There’s no turning back now, the willingness and eagerness for players to not be bashful about posting their own social media content, no matter how raw and amateur, will only increase. (And many will discover apps or in-app editing tools as they gain more fluency, too). Pro athletes were already influential on social media, but now many more are on the path to be influencers and creators.

None of this sports business matters without the fans. Everything should be framed around what is good for them, what helps them to connect to the team, the partners, and each other in authentic ways, and what makes them feel alive by being a fan of their team. Make this the year longstanding practices and status quos are challenged, imagining a better way. Innovate with the best of intentions. And remember why we do this.

Thanks again to Hashtag Sports for an excellent event!

Episode 174 Snippets: NASCAR’s Brent Gambill on Evolving Storytelling Over the Years

On episode 174 of the Digital and Social Media Sports Podcast, Neil chatted with Brent S. Gambill, Director of Communications, NASCAR— Mid-Atlantic Region.

What follows are some snippets from the episode. Click Here to listen to the full episode or check it out and subscribe in iTunes or Stitcher.

How Sports Business Looks in Summer 2020: Industry Insights from the Hashtag Sports Virtual Conference

The sports and social media world is not afraid of change. The social platforms and the sports industry as a whole are constantly evolving, but it’s been a few years since something really transformational has happened in the biz.

After hearing several industry leaders discuss their strategies, insights, and observations about the current state of the sports business, social media, sponsorship, and fan engagement at the recent Hashtag Sports conference, it seems there could be paradigm changes coming out of the stay-at-home period from the pandemic.

Many athletes have seen the light of social media, corporate partnerships have been reimagined in a world without games, everybody has taken a closer look at esports, the social platforms themselves were utilized in different ways, and all the digital and social engagement has only reinforced the pathways of data collection to personalization.

Athletes

  • When the games stopped, fans’ desire to see and engage with athletes certainly did not. Yahoo Sports’s Sarah Crennan said she would’ve liked to have had more working relationships with athletes with whom to co-create content. Meanwhile, NBC Sports’s Lyndsay Signor noted that the move to mobile productions and all remote appearances meant working on content with athletes was less challenging than it had been pre-pandemic. What could this mean moving forward? Will sports media businesses make it a point to establish relationships with athletes, even after the stay-at-home orders are lifted and sports return in some form? And will media companies be more comfortable connecting with an athlete via his/her phone even if it’s not as polished as their more produced content?

 

  • Many athletes during the pandemic posted first-person content on social media for the first time, or participated in live or mobile interviews. Coming out of this quarantine, many more athletes will be comfortable creating their own content, according to Bleacher Report’s Beckley Mason. Adding to that insight, Colleen Garrity of Excel Management pointed out that a lot of athletes tried and learned new things during this period, whether that was jumping on IG Live for the first time or streaming on Twitch. They’ll now have those abilities in their back pocket. When athletes are serving as their own directors and producers, it won’t be perfect, but that’s okay, and fans, publishers, and partners will learn to value it, said B/R’s Mason. It’s more authentic that way, anyway.

Content production

  • Sponsors may have been skeptical at first of seeing their dollars and branding go into content that looked less-than-polished. But numbers and performance don’t lie and as more results come in, less-produced content can prove its value. And it has and will continue to, suggested Bleacher Report’s Beckley Mason. The new normal that has prevailed for the past several months, when more amateur-looking content was not just tolerated but welcomed, means brands can be more nimble and more open to experimentation, according to Octagon’s Meredith Kinsman. When they’re not spending a ton on an on-location shoot with a full crew, there’s less risk involved and more creative trialing possible.

 

  • Social media managers working for teams or leagues have recognized the value of raw content captured on mobile devices for years. But even while COVID forced a lot more original content to be less-produced, especially involving coaches and athletes, there remains a place for both produced content and raw content. This point was reinforced by Oregon State’s Kylie Murphy, who noted there’s time and place for both, and it can depend on context, listening to the data, considering the platform, and learning by trial and error.

 

  • It’s an understatement to say the last few months have been the golden era of archived content on social media. Twenty years ago, even ten years ago, a lot of archived content may have been stuck on VHS tapes and DVD’s. But digitization has made it easier to access, produce from, and use to engage fans across platforms. There has proven to be a lot of potential, and maybe more to come, with historical content, said Octagon’s Kinsman, and this sports hiatus has only reinforced that value proposition.

 

  • Meanwhile, a company like Overtime has been able to double-down on its original content efforts in the absence of live sports. The mobile-first sports media company has seen more and more content consumption happening for longer average sessions. They’ve also seen a lot of YouTube viewing happening on smart TV’s and larger screens, not confined to merely mobile devices. Fans are willing to binge sports content, just like they are a series on Netflix or Hulu, and there’s an opportunity for sports to earn more and more of that screen time outside of live games.

Sponsorship

  • The coronavirus pandemic along with the period of social unrest catalyzed by the murder of George Floyd has obligated every brand to prove themselves worthy of consumers, to show they are adding value to society at such a challenging time. This applies to sports-related sponsorships, too, where partnerships are being scrutinized to ensure authenticity more than ever. Rakuten’s Kristen Gambetta talked about wanting to make sure players with whom they partner are aligned with their values, while Dairy Management International’s Darcy Nichols, who oversees the company’s NFL sponsorship, said they look at players’s social media posts to make sure they represent a brand with whom they want to partner. Nichols also noted she wants players who aren’t just going through the motions, but those who actively believe in the message and brand they’re endorsing, and want to be there.

 

  • Dairy Management International’s Nichols also reiterated a prevailing point in sponsorship — that the operative term is ‘partnership;’ it shouldn’t be a transactional relationship between brand and league/team/athlete. Wasserman’s Anup Daji made a similar point stating that the best partnerships include those in which both parties accomplish objectives. Rakuten’s Gambetta gave a good example of this in action, describing the e-commerce brand’s activation with the Golden State Warriors. Rakuten and the Warriors offered fans cash back when they purchased merchandise at games, in partnership with Rakuten, who promotes their own cash back system for purchases made on their online shopping platform.

 

  • With no live events with which to activate, any and all sponsorships in sports became digital and social-focused. This only increases the value for a publisher like Bleacher Report, suggested Mason, as they can help a brand activate around a major sports event with a social-first campaign. And they can do it even if neither is participating as an official rights holder or partner.

 

  • Social media is less a throw-in these days compared to years past and partners now expect a campaign to be activated across channels. The New York Giants’ Katie Carew described this framework, offering the team’s activation with Stop and Shop as an example. It included physical and digital elements and resulted in content coming out of the campaign to allow for an effective social extension. AT&T’s Shiz Suzuki described her company’s viral ‘Pose with the Pros’ augmented reality onsite activation with the Dallas Cowboys at AT&T Stadium, which provided not just a demonstration of their 5G technology, but also produced socially share-able content.

hashtag-2020


Esports and gambling

  • 2020 was supposed to be the year that sports gambling saw massive growth in the US. It still can be, but it perhaps won’t reach the peaks once projected. As sports brands look to capitalize on gambling, they’re increasingly cognizant of the best way to ease fans into becoming bettors. Prop betting seems to be an answer, with Bleacher Report’s Stefanie Rapp identifying prop betting as an entry point for sports betting. B/R has seen huge growth the last several months in its betting content, too, with its betting stream content in the B/R app growing 300% faster than any of their other streams. Fans that engage in this content and sports betting, in general, have stronger retention metrics, too.

 

  • While many continue to eye gaming as an opportunity, the pandemic led to more interest than ever in esports, which were only mildly affected by the public health crisis. Turner/ELEAGUE’S Seth Ladetsky recognized the opportunity for esports, especially when their competitions get airtime on linear TV. An important consideration, he said, as esports looks to capitalize on these opportunities is to recognize the audience and the platform, and produce a presentation that is optimized for each. Because an avid esports audience is different from the casual and curious community checking it out.

 

  • More sponsors started to gravitate to esports, too, seeing an opportunity to reach and engage fans viewing live events. ESL’s Paul Brewer said the most common way brands are measuring their esports sponsorships now are brand sentiment and share of voice. Brands are still learning the space and AT&T’s Suzuki noted how important it is to do the research of the fan base first and to always be thinking of how a sponsorship can produce additive value for esports fans. Brewer also pointed out how esports is starting to also look for ways it can mimic the traditional sports sponsorship activations menu to which brands are accustomed, such as corporate hospitality and experiential opportunities.

Platforms

  • It’s no secret that TikTok has enjoyed explosive growth across the board during this stay-at-home period, including sports, athletes, and sports fans gravitating more and more to the social network. TikTok’s Harish Sharma presented the platform’s POV when it comes to sports, suggesting that TikTok is a place for teams and athletes to share about themselves away from the field. Sharma also recommended activating around ‘exclusive moments’ and ‘seminal moments.’

 

  • Facebook facilitated and even unveiled a lot of new features or behaviors and opportunities on its platforms during this period. They’ve long been focused on developing Groups and this feature remains a strong and growing part of the platform. Facebook Sports’ Nick Marquez talked about the engagement and data collection potential with Groups. He also lent a little inspiration calling Group members potential ‘ambassadors’ for the brand.

 

  • Facebook (as well as Instagram) saw a lot of creative usage of its Live capability, including archived content and virtual watch parties, during the sports shutdown. Digital-first content overall picked up by necessity, with no live games and accompanying highlights, and in their place Marquez pointed out how sports teams have been able to build up digital content franchises that then become valuable sponsorship assets and entitlement opportunities. Sports teams and leagues are digital publishers, Marquez said, that happen to play sports. He also enumerated four buckets of content where sports found a lot of success during the shutdown, including archive (as noted above), fitness, cooking, and gaming. One last feature to keep an eye on are Facebook Messenger Rooms, a product many saw as an answer to the usage of Zoom during the pandemic for social interacting.

 

  • Instagram has also been an essential part of sports organizations’ fan engagement strategies for the last few game-less months. Usage of IG Live has grown a lot — in case you somehow haven’t noticed — and Instagram has been working with sports organizations on monetizing the platform. Instagram Sports’s Will Yoder identified three ways sports biz has been monetizing IG: Branded content (which is treated the same as organic content in their feed algorithm, Yoder noted), shoppable posts, and Instagram ads, including direct response ads.

Analytics

  • The NBA’s Jorge Urrutia del Pozo talked about their efforts to build a ‘golden record’ for each fan, by collecting data strategically. The key concerns for them are a) utilizing data to deepen fan engagement and b) determine the next best action or step for each fan to take to drive optimized lifetime value.

 

  • Both the NBA’s Urrutia del Pozo and the NHL’s Heidi Browning noted that collecting fan data has to deliver value back for the fan. The NBA collects information from fans progressively, delivering something back to fans at each step; this so-called ‘zero party data’ is valuable for the league in its efforts to personalize and enhance fan experiences. The NHL’s Browning called out the league’s ‘learning campaigns,’ which similarly asked fans for information while delivering tangible value back to the fan at each step. That exchange of value is vital.

 

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The past few months have felt like a year passing and the sports industry has evolved at a similar rate. Thanks to Hashtag Sports for putting on a great event! Subscribe to their newsletter, follow them on social media, and attend their future events.

Ideas on How College Athletics Can Adapt to Potentially Challenging Financial Circumstances

It’s a scary time in sports. Heck, it’s a scary time in the whole world, as mankind takes on the threat of the coronavirus. 

And while we all remain optimistic, because it’s all we can do, leaders in the sports space are growing increasingly wary of how the sports business will look on the other side. This is especially dire in college athletics where the notion of the college football season getting canceled threatens the livelihood of countless programs throughout college sports, which rely on the revenues generated by football to keep them afloat. Athletic Directors, according to polls, are more worried than ever about losing out on ticket sales and donations, still, even if there remains hope college football in some form can end up on TV (i.e. with empty stadiums), keeping media revenue on the table.

For years now, many college athletics programs have seemed to the outside world like major corporations, with charter flights, company cars, and more accoutrements on campus than Club Med. College football ain’t going away, but the other sports its revenue supports are at risk and it means college athletics programs must get more creative and pointed than ever to make it mean something for donors to support their school and its programs.

 

Coaches Glad-Handing All Year

Throughout the season, coaches are head-down all about the football — preparing for practice, meetings, watching film, meeting recruits, talking to media, and doing their weekly call-in shows. In the offseason, they’re doing talks at booster events and quarterback clubs, meeting corporate big-wigs, and, yes, still spending a lot of time on recruiting and football.

But with revenue shortfalls from an absence of ticket sales and considerable expected decreases in donations, how can external relations become an integral part of their role, while not diminishing their ability to coach and recruit? It’s time now to consider that question and to brainstorm. 

How can coaches make the days of more donors, and reinforce those donor activities and feelings? This goes beyond football coaches, to every coach in the programs that may literally be saved through the generosity of donors and partners that are able. Could coaches spend 15 minutes a day recording personalized thank you’s to a few donors? Could they write or sign a few handwritten thank you notes in the middle of each day? Could they recreate a campus visit tour for donors, the same way they delight recruits and donors that visit on campus in more normal times?

Without the payoff of games and in-person events, these little things can matter a lot and can scale. 

But where do the student athletes, whose experiences and ability to play the sport they love in college, fit into the equation?

Put a Face to the Funding: Activating Student Athletes

Sure, some big donors will see their name on a building or a coaching position endowment for perpetuity. But with athletes in sports like wrestling, field hockey, track and field, and more at risk of losing their ability to compete for their school and have the experience they imagined all their lives, it’s more of a human game than ever before.

No, most of these kids are not in dire straits of not having food to eat, healthcare, and a bed to sleep in at night [though some are]. But they will suffer in the months and years to come, as schools can no longer afford to pay for them to play their sport, and perhaps their scholarship to attend the school, in general. But what if donating to a school was more personal, and benefactors could see, could form a relationship with, and could connect with someone living out their dreams thanks to a donation? It’s more like an adoption than simply handing over a check to help fill the coffers of the college. 

It reminds me of a customer at Greenfly (where I work), a non-profit organization that uses funds to help pay for the education of kids who have lost a parent in the line of military duty. The organization’s cause is laudable, to be sure, but it means even more when donors get personalized thank you messages from the individual kids whose life they’re improving. It’s a back and forth for life, and it makes the donation that much more meaningful. 

Could college athletics, by necessity, become more personal for the fans and donors that support it, and help programs and student athlete experiences that would otherwise be lost amidst this pandemic? The transactional nature of it all must evolve, but — especially if live events are fan-less or limited in scope and people — the nature of the value exchange for paying fans and donors must evolve, as well.

 

Giving Value Back to Fans and Donors in Creative and Original Ways

Think about the experiences fans and donors and partners receive in exchange for their dollars. They get the live games and the atmosphere, and many enjoy VIP experiences like watching warm-ups from the sideline. Some may have their kids on the field to high-five players as they run in, hang out with prominent alums in the premium club, and get to shake hands (or maybe ‘dap’ nowadays) with the coaches and Athletic Director. 

But if fans aren’t allowed to come to games or the paradigm of experiences either doesn’t work now or needs to evolve, how can there still be value given back to these valuable individuals who help fund all the sports programs, football and well beyond?

Could college athletics do its own take on the ‘Cameo’ app and record special messages on request for donors, like a coach wishing a Happy Birthday to a major donor’s husband or a broadcaster recording someone’s voicemail? Heck, with the imminent arrival of new NIL policies for student athletes, could colleges facilitate similar opportunities for student athletes, with a portion going in their pocket and the rest funding athletics? Or maybe a prominent alumnus can drop into a board meeting on Zoom for an impromptu virtual meet and greet. The creativity is boundless and perhaps as needed as ever as programs rethink how they can make donors feel valued, and give value back in new ways. Because the old ways may either be more limited or not even possible.

In many ways, such evolution is a natural progression already gradually taking place in sports, as season ticket holders all become ‘members’ for the program, and receive value well beyond the face value of their ticket for admission to games.

What Membership Could Mean Going Forward

The concept of being a ‘member’ is more prominent in European and Australian sports, but the nomenclature, at least, has been making its way to the US in the last decade. College athletics by and large typically has a more emotional tie than pro sports to begin with and having an affiliation with the school is something that goes beyond a guaranteed seat and tailgating spot. If fans aren’t able to go to games, how can they still see value from being a ‘member?’ And, heck, even when stadiums do open back up, how can fans that live thousands of miles away still feel it’s worthwhile for them to be a paying ‘member’ (or booster or supporter) of a school and its program?

We can look to those European clubs for inspiration, many of whom have multiple tiers of memberships, and have been monetizing hordes of fans for years that may never attend a game in their lifetime. Members can receive special merchandise and tchotchkes, and many get access to premium digital content. During this COVID-19 pandemic we’re seeing teams all over the world get creative with value they can offer to fans — workouts, nutrition advice, access to Zoom calls with media and IG Lives with players and coaches, a firehose of classic content, and random (but requested) “pop-ins” from mascots to a Zoom call. There are so many ways teams and programs can provide unique value, and it’s time to exhaustively consider all those options, determine what’s feasible, and make sure fans can get value even while they may not be able to go to games or feel they can afford to write a check just because they love their school. That emotional tie can stay strong, even as donations dwindle, and one more tactic to consider is to embrace the idea of mini contributions, when fans, students, alumni, and donors can only give a little at a time.

 

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Micro Donations

For some time now, micro-payments have been a part of the gaming world, whether gamers are paying for extra lives or for a cool ‘skin’ for their avatar. Clemson University has also enjoyed success for a while with their ‘IPTAY’ program (I pay ten a year) in which alumni, among others, vow to pay $10 a year. Micro-donations can be a way to support the program and the school, just like gamers support their favorite video games without breaking the bank. And, over thousands of transactions, it can add up to significant revenue.

In the aftermath of this pandemic (let alone during it), when it’s not realistic for many to part with hundreds of dollars, let alone thousands, how can schools get more creative in offering micro methods of donation? Could they pay a few bucks for a custom avatar or graphic to be produced? Or sign up to give a dollar for every touchdown the team scores? Or pay a dollar to access a mobile video game the team produces? These are very off-the-cuff ideas, but the point is that micropayments are already growing and micro-donations could, and maybe should, be the wave of the future for colleges, college athletics, and beyond.


It’s a time of great uncertainty and apprehension for college athletics leaders, coaches, staff, and student athletes. Unless things change, the anticipated budget that helps fuel so many sports programs that operate in the red simply may not be there when all is said and done. Desperate times call for creativity and creating value wherever possible. It may not be a revolution, but an evolution certainly must come. The experiences of thousands of student athletes and collegiate sports depend on it.

Episode 165 Snippets: Oli Shawyer Discusses the Marketing and Fan Development Strategy for the Australian Football League

On episode 165 of the Digital and Social Media Sports Podcast, Neil chatted with Oli Shawyer, Marketing Lead for the Australian Football League.

What follows are some snippets from the episode. Click Here to listen to the full episode or check it out and subscribe in iTunes or Stitcher.

Advertising Week NYC 2019 Recap

In September 2019, Advertising Week held its New York conference, bringing together several thoughts leaders and practitioners from the world of advertising.

What follows is a collection of the best quotes, stats, insights, and observations shared from the event via Twitter #AWNewYork. Thanks to everyone whose tweets helped fuel this recap and for Advertising Week for putting together a great event!

 

Content Marketing World 2019 Twitter Recap

In September 2019, the annual Content Marketing World conference was held by Content Marketing Institute, bringing together thought leaders and practitioners in the world of content marketing and beyond.

What follows is a collection of quotes, images, observations, and ideas shared via Twitter #CMWorld at the event. Thanks to all whose tweets helped fuel this recap and to the Content Marketing Institute for putting on another incredible event!