[MUSIC] The first of the three M's we want to focus on is markets, because if we can't define the audience we want to communicate with in terms of their behaviors, in terms of who they are, and a little bit about the households or the businesses they're in, we really can't create effective content. So we need to define markets and define the groups that we want to develop to most effectively build our content strategy. Before you create a single piece of content, you need to deeply understand the markets or the audiences that you want to develop. And for both consumers and business markets, we have a whole host of data, from less defining of the individual to the most defining of the individual, that we can select from. So let's take a look at the consumer market. The least defining data is geodemographics. And this is the data that defines a zip code or the zip plus four that you live in. And if you think about where you live, you're probably similar to the people in your areas in some aspects, especially wealth or income, probably least like them in terms of other things. So it really doesn't define a specific individual, but it does allow marketers to get rid of geodemographic areas that are not going to be responsive to their offers. A more important data set is demography. This defines who you are. It's your age, it's your gender, it's your income. It really defines who you are, and demographic data gets really powerful when they aggregate it up to the household. So now you can define people that are living by themselves, people that are couples living together. Then you can look at whole family units and family units that have elderly living with them. And it really helps you define who they are, what their aggregate wealth is, and other characteristics. Then life stage is some very important data at point. And as we move through our lives, we begin to have different purchase patterns and different interests. So the life stage that you're in a gives a marketer or a content creator information about what sort of themes might resonate with you. Then add lifestyle. Lifestyle is what sort of things are you interested in? Do you own a boat? Do you like to go camping? There's all sorts of lifestyle. There are hundreds and hundreds of lifestyle variables that are aggregated at the household and at the individual level. Then if you're out and you're actually searching for a product or service, as you are putting in the search criteria, companies can analyze that and give you pay-per-click and other sorts of advertisements based on your interest. And they can also database that to begin to look at your aggregate interests. Then if you actually purchase something, that behavior now becomes gold to a marketer, but also to a content creator. So if you're out there interested and you're really looking for something to buy, they want to target you. Then when you buy it, it oftentimes signals that you're open to buy other sorts of products or services. So in the world of Facebook ads and pay-per-click, interests and behaviors are what they look for. The final and the most defining characteristic is the company behaviors. And that means, what have you actually purchased from the company or engagement that you have as a prospect. That is really gold to the company, because that helps them understand who you are and what you're looking for. As a result, they can make content that's most effectively targeted to you. On the business side, we have a different set of variables. The first one is the industry group. For example, you could be in the automotive industry group. That includes lots of subcategories, like auto manufacturers, auto suppliers, parts suppliers, rental car agencies, that are all within the automotive industry. So then you can actually define the specific industry that you would like to target or better understand. And then once you have that, you can look at the type of business it is and its location. By type I mean, is is the home office or is it a sales office? Is it a manufacturing facility? And location, of course, is where they're at in the country. You can also then, what you want to do is, once you're down through the businesses, then you're probably going look for a specific title category. That could be I want to talk to all marketers, or I want to talk to all engineers. And beneath that we have specific titles. I want to talk to the CMO, or I want to talk to the C-suite. I want to talk to the head of engineering. It allows us to get down to a very specific market that we best understand so we could create highly targeted content to engage with them and hopefully build a relationship with them over time. If you have any questions, feel free to contact me through email. You can also reach me on Twitter at Randy.Hlavac. [MUSIC]