Betfair is constantly pushing the envelope to find innovative ways of using their sponsorship assets. Whether that is quirky player challenges to capitalise on the sporting agenda, a ten pin bowling viral showcasing Betfair’s mobile offering (see video below), or a pioneering deal to place QR codes on GB’s beach volleyball players’ bottoms at the London 2012 Test Event, the emphasis is on doing things differently.
Bringing a fresh approach to sponsorship activation comes naturally for a company founded and driven by innovation. Another pillar of Betfair’s marketing philosophy is to ‘live and breathe social’ – as outlined by Betfair’s Head of Online Marketing, Ben Carter (@bensaint). Social is not treated as an add-on to marketing activity, but is put at the heart of campaigns. As a sponsor of Manchester United, with their 21m+ Facebook likes, it makes sense for Betfair to engage the club’s fanbase through social channels.
So what did Synergy suggest when given a couple of hours’ access to some Manchester United players on an (inevitably) wet January afternoon in Manchester? Stage a live Q&A with United players on Betfair’s Facebook page, giving fans the chance to interact with their idols by submitting questions or posting comments during the live broadcast via Facebook and Twitter.
Working alongside Betfair’s in-house production team, real-time broadcast experts Livestream, and MUTV, we helped deliver Betfair presents Man Utd live - an exclusive 30 minute programme hosted by TV presenter Rachel Brookes and featuring Michael Carrick, Ashley Young and Nani. Supporters were able to watch the action by simply ‘liking’ the Betfair Facebook page, and could submit questions or comments by tweeting @BetfairSports with the #MUlive hashtag.
Once again, doing things differently paid off. Over 40,000 people tuned in to watch, close to 1,000 questions were received during the broadcast, and tweets of the #MULive hashtag reached over 3.8 million people (source: Tweetreach). Synergy’s PR team managed the external pre-promotion through football blogs and forums, and the post-event syndication of content and quotes to key media targets, resulting in over 100 pieces of online coverage. Quotes featured in three national print newspapers, and branded footage was included in ITV Granada Reports in the build up to the weekend’s game against Arsenal.
What else did we learn from our inaugural live interactive Facebook broadcast? For a start that Nani regularly gets the hairdryer treatment from Sir Alex. For more insights, you’ll have to watch the webcast for yourself….
Like the vast majority of sports fans watching the events unfold at Royal St George’s, I found myself willing a Darren Clarke victory – this despite a fairly uneducated £5 pre-tournament punt on Phil Mickelson. The emotional pull of seeing a people’s champion claim the Claret Jug was stronger than the rational tug of reversing my losing streak on Betfair. Sport has a particular ability to evoke strong emotions through its personal stories of courage, inspiration and determination, through its inherent unpredictability, excitement and drama.
Those emotions are an essential component of successful sponsorship – and are as relevant across other sponsorship platforms (music, film, fashion, art) as they are in sport. How often do we hear rights holders, brands and sponsorship agencies (guilty as charged) talk of ‘engaging consumers through their passion points’ to justify sponsorship investments? It has become the de facto rationale. But what substantiates that principle, and are sponsors embracing it to make a genuine connection with consumers?
Shared Passions
The stated ambition of many sponsors is to create that emotional connection with their target audience through a shared passion. The theory goes that an emotionally engaged audience – whether they are football fanatics, art lovers, bog snorkelling aficionados, or Gaga’s ‘little monsters’ – is an audience that will be more receptive to brand messages, and more likely to think positively about a brand associated with their passion.
Sound thinking or codswallop? Well, there is plenty of research supporting the notion that the higher a consumer’s emotional engagement with an event, the more effective their recall of sponsors. If you want proof, just read Bal, Pascale and Plewa’s research study in the Sept 2009 Journal of Sponsorship (Volume 2, Number 4). Or take my word for it. Their analysis of the emotional response elicited by a sponsorship event confirmed what we would probably all take as read – that ‘positive sport-related emotions contribute to sponsorship efficiency, favouring the recognition of sponsors’. Which makes sense – an emotional experience is more likely to crystallise into memory than an experience without emotion. I remember where I was when Wilkinson dropped THAT goal in 2003 with patriotic emotions riding high, but have no recollection where I watched the 2010 World Cup Final as an impartial observer.
Sponsor Engagement
But how do sponsors get in on the act, and stake a claim to those memories? Being visible within a passion point might increase the chances of being in a consumer’s mind, but it doesn’t win a place in their hearts. There has to be active emotional involvement, not just proximity or visibility. Engagement not impressions. Too many sponsors assume that an increased awareness of their sponsorship, and that magical associative power alone, will alter consumer perceptions. Perimeter boards, media backdrops, shirt sponsorships and the like certainly have a reinforcing role to play, but I’m yet to hear a sponsor say “that perimeter board really helped me emotionally connect with my target audience”. The abundance of advertising we are seeing in the run up to 2012 that says ‘I’m an Olympic sponsor’ is failing to tap into the rich emotional tapestry of the Olympics.
So what should sponsors do to capitalise on their consumers’ emotions beyond just ‘being at the party’? To start with there needs to be some sense of brand relevance to the passion point. How else can a brand claim to ‘share’ that passion? Authenticity could be driven by brand characteristics, product relevance, company heritage, or geography. Lack relevance, and brands risk looking as incongruous as Budweiser’s relationship with that king of soccer competitions, the FA Cup. The central thought in Neill Duffy’s book Passion Brandingis another worthwhile principle: leverage the relationship between a brand and its consumers around a consumer passion to create value for all involved in the relationship. Sponsors need to think beyond their brand to deliver a benefit for consumers – be that entertaining content, a unique experience or simply a memorable emotional pay-off.
Many brands are successfully engaging consumers on an emotional level, in a relevant passion point, and contributing to their enjoyment of that passion. Some capitalise on a moment of high emotion, some tap into the core emotional sensibility of the passion point. Whether anchored in anticipation, pride, patriotism or celebration, they all exhibit genuine empathy and understanding. A few examples below…
In the build up to the 2006 FIFA World Cup, Carlsberg’s Old Lions campaign tapped into England fans’ anticipation of the tournament through a nostalgic lens and a pitch perfect creation of pub football camaraderie.
Fast forward four years to the 2010 FIFA World Cup, and Coca-Cola’s activation single-mindedly focused on football’s moment of greatest emotion – celebrating a goal. From reliving the greatest celebrations in World Cup history, recording a World Cup celebration song, to touring the FIFA World Cup around the globe, they fuelled fan emotion with the ‘What’s your Celebration’ campaign.
Talking of celebration, O2’s Rugby World Cup victory parade in 2003 gave rugby fans the opportunity to express their support, their joy and their pride to the returning heroes. Not only that, O2 armed all England players with mobile cameras to record the experience and share it with consumers, and gave some lucky fans the chance to win a place on the parade bus.
But not all emotional engagement is grounded in joy and positivity. Bupa’s activation of their Great North Run focuses on the participants’ moments of greatest physical and emotional need. The Bupa Boost Zone at the typical ‘low’ point for runners 80% through the race, and at the finish, provides massages, sustenance and music to inspire and re-energise runners.
What next?
Social media is making the emotional engagement opportunities around sponsorship that much more immediate, and much more of a dialogue opportunity. The response to celebratory moments in particular is now fairly instantaneous, and can propel brands to the heart of the emotional moment. Harness the emotions correctly, and your consumers will add the catalyst of conversation. After all, people are more likely to talk about things that illicit an emotional response. As a final plea to sponsors, I defer to Mark Harrison, Chair of the Canadian Sponsorship Forum:
‘You can’t manufacture emotion. It’s already there. When you find it – just find a way to trigger it; tap into it; fuel it; and watch it grow into something remarkable.’
It’s Wimbledon fortnight! Time for the nation to dust off their tennis rackets, get behind Andy Murray and enjoy frolicking in SW19 drinking Pimms and eating strawberries.
Always one to fully embrace the sporting event of the moment the Betfair team at Synergy has had a week to remember – well, particularly the boys!
To celebrate the launch of Betfair’s Wimbledon Doubles game we got identical twins Bryony and Katherine Frost to strike a pose recreating the iconic 1976 Tennis Girl poster, but this time with a unique twist. The blonde duo bared their derrieres to mark the launch of Wimbledon Doubles – a smashing online game served-up by Betfair (see what we did there!)
We dodged a few downpours to get the shots and with a bit of ankle and racket repositioning, not to mention a few carefully placed hands, we cracked the shot. Check out the game for a bit of Friday afternoon fun!
This season Synergy was tasked to create a half time activity campaign using Betfair’s two football assets Manchester United and FC Barcelona. With two of the world’s most famous clubs it surely wasn’t going to be hard to create an ultimate sporting experience…
In September every £10 football bet placed on Betfair offered their customers the chance to be entered into the Betfair Penalty Champions competition. Through Betfair’s sponsorship of Manchester United and FC Barcelona, customers who were entered would have the chance to walk onto the pitch at half time at both Old Trafford and the Camp Nou and take a penalty representing their team.
October saw ten Manchester United fans and ten FC Barcelona fans headed to their clubs’ training grounds for a training day with club coaches and ex-players, followed by the filming of their very own penalty. For MU fans it was Carrington with Dennis Irwin and Andrew Cole and for Barca fans it was at Joan Gamper with Roberto Bonano.
With all twenty penalties posted online for the public vote, it was not long before two teams would be announced and preparing for the first leg at Old Trafford, before heading to the Camp Nou for the second leg. The winners – with over 87,755 votes between them – were Darrin Crawford, Brendan Doherty and David Snell (representing MU) and Israel Sanchez, Eduardo Rubio and Jordi Vila representing Barca.
December bought both snow and Manchester United v Arsenal at Old Trafford. With all winners finally making it to Old Trafford despite some snow-diverted flights at half time our six winners and their glamorous escorts (Caroline me in beautiful yellow Betfair Jackets, below) stepped out onto the hallowed turf at Old Trafford. As if stepping out in front of approximately 80,000 fans wasn’t daunting enough, the Chilean Miners and the one and only David Beckham had also decided to make an appearance at the match!
The crowd immediately got behind their Red Devils, encouraging the MU boys to an early 3-1 lead over the Barca team, leaving MU with what should have been an easy win at the Camp Nou…or maybe not…
After the Christmas break it was time for Betfair’s six winners (oh, and me again) to start the New Year in style by flying to Barcelona and following in the footsteps of some of today’s greatest players, Messi, Iniesta and Villa, by walking onto the pitch at the Camp Nou at half time of Barcelona v Malaga. With a change in the MU team with Brendan Doherty having to pull out of the competition to attend the birth of his first child…it was up to fourth place Steve Wright to take his place!
With a 3-1 lead it should have been an easy victory for the MU team, however, now it was the turn of a 100,000 Barca fans to get behind their team and it would seem the pressure proved too much for some of the MU team with replacement Steve Wright blazing it over the top of the goal post and goal keeper Roberto Bonano easily saving David Snell’s penalty. However, with the Barca fans behind them the Barca team struck some great penalties and bough the score back to 3-3, leaving Darrin Crawford to secure MU’s victory! Unfortunately for Barca and their fans the MU win was never in doubt as Darrin struck his penalty with total confidence bang into the bottom left hand corner of the goal as he had at Old Trafford securing a 4-3 victory for Manchester United at the Camp Nou!!
So there you have it a 4-3 victory for Manchester United over FC Barcelona! I wonder would Manchester United be victorious against FC Barcelona should fate draw them together in this year’s Champions League…?
Two weeks ago we decided to open up to the world a debate we’d started here at Synergy: what is the greatest sports marketing innovation of modern times?
It’s a debate that seems to have captured your imagination as much as ours, creating a raft of comments by global industry figures from brands, rights-holders, the media and more. We’ve even been privileged to have our old friends Patrick Nally and Michael Payne, both leading contenders on our initial list and in the subsequent debate, offer their thoughts.
So, two weeks on, we thought it was time to round up the comments to date.
The View From The Brands
Ralf Hussmann, Global Sports Marketing Director atBMW turned the argument on its head, arguing that most of the innovations listed mainly pour more cash into the pockets of rights holders, selected athletes (and dare I say it, the odd agency). Instead, Ralf argued for the evolution of sport over the last fifty years via sports platforms, teams, rights-holders, broadcasters and sponsors to bring the audiences and fans closer to the games they follow. As Ralf summarises “…sports is – besides competition – entertainment and that’s what people want. Only because of this sustainable interest sport works well as a marketing tool.”
With perhaps a hint of bias, but also some justification, Nike EMEA Comms Director Charlie Brooks supported our original Air Jordan suggestion as well as Ronaldinho’s Nike ‘crossbar’ viral, marking the moment when brands moved from TV ads played online to dedicated viral content strategies; and in the same vein Betfair’s Leo Thompson argued for the creation of Betfair itself given its revolutionary effect on sports betting and the fight against corruption – although to be fair, Leo also nodded in the direction of the Palmer-McCormack handshake and Patrick Nally’s creation of the first FIFA sponsor package.
For Lee Bailey of Guinness it’s the creation of the Super Bowl, which continues to hold the US in thrall in contrast to, notably, the decline of the FA Cup; Tim Ellerton of Heineken backed the formation of the UEFA Champions League (‘…It transformed European football as we know it…the game has changed from winning trophies to getting into the top 4′); while Simon Banoub of Opta backed Twenty20 Cricket (‘…as a game changer I can’t think of anything more significant’).
The View From The Media
Guardian Sports Editor Ian Prior was torn between Nike’s Air Jordan launch and the Palmer-McCormack handshake: ‘IMG set the template for the athlete as corporate entity…You could argue that Air Jordan took that idea to its logical conclusion, except that it created the super athlete as global brand icon and principal driver of product sales.’
Ashling O’Connor from The Times was in the vanguard of several contributors who have nominated Kerry Packer’s World Series of Cricket in 1977: ‘Changed the way cricket is played…and created the template for broadcasters to negotiate exclusive rights…Without it would we have had Sky and the Premier League? A total game changer in every way.’
Roger Blitz of the Financial Times suggested, in the shape of Cassius Clay/Muhammad Ali, the first modern superstar to have created his own brand: ‘…the greatest sports marketing phenomenon of all time [and] he did it all himself, through his own narrative.’
David Owen, Inside The Gamescolumnist and former FT sports editor ighlighted Chris Brasher’s role in pioneering marathons and the rise of ambush marketing (‘…whoever masterminded the first successful ambush must have been a sports marketeer of genius’) but ultimately opted for the Palmer-McCormack handshake: ‘The start of the industrialisation of sports marketing’.
But for Wall Street Journal columnist and Platform magazine editor Richard Gillis it has to be ’…Dassler-Nally and the creation of the rights package for the 1978 World Cup. Virtually every rights holder’s commercial structure, from the IOC down, is still based on it.’
The View From the Rights Holders
Michael Payne, formerIOC Marketing Director who features on our initial list for his role in helping to create the IOC TOP programme, nominated four innovations: Patrick Nally and FIFA; Mark McCormack and athletes; the advent of the dedicated sports channel; and ‘the introduction of ‘brand discipline into sports marketing – pioneered by IOC to build further value (slight self interest here).’
Paul Vaughan, Business Director of the RFU, argued the case for media innovations, in particular internet streaming of sport: ‘Every major broadcaster simulcasts on these channels now…to supplement ‘normal’ broadcast delivery.’
FormerECB Commercial Director Terry Blake put the case for Twenty20 cricket – invented, of course, by the ECB in 2003 - pointing to the fact that within 5 years it had ‘created a new global fan base [for cricket] and…three very different and highly valued formats.’
And John Feehan, Six Nations & Lions CEO, echoed the views of Michael and others in backing the Palmer-McCormack handshake.
So where do you stand? Let us know your thoughts in the comments box below or at the original blog, and if you think we’ve missed anything, what you believe we should add to the final long list before the big vote which starts next month.
Your votes will then decide the top ten and critically your number one innovation of the last fifty years.
And in the next week look out for more high-profile industry figures having their say on the debate via Synergy’s YouTube channel.
Torrential rain all week in Manchester, followed by one glorious sunny Thursday, meant only one thing…’The Betfair Player Challenges’ were in town and heading to Carrington.
At 7.00am a combined team of Betfair and Synergy boarded the train at London Euston and headed to Carrington, Manchester United’s training ground. With the sun shining it was the perfect day to see six Manchester United players take to the field for some slightly unusual ‘training’.
With the Ryder Cup fast approaching it seemed only fitting to have the Manchester United players take on a golfing challenge. So it was decided that their first contest would be the Betfair Ryder Cup Challenge. This saw the players divided into two teams, Team Europe versus Team Americas (sound familiar?!).
Europe’s team comprised of Wes Brown, Darren Fletcher and John O’Shea, and representing the Americas we had the Da Silva twins, Rafael and Fabio, along with Anderson. The teams were taken back to the basics of golf with the ‘simple’ task of chipping a ball into a bucket.
It soon became apparent that the ‘simple’ Ryder Cup challenge was right up Team Europe’s street and perhaps a challenge that Team Americas would rather forget.
With neither of the two Da Silva twins having ever held a golf club before, it was up to John O’Shea to share his pedigree with the opposition, attempting to add a little competition to procedings. But unfortunately O’Shea’s advice fell on deaf ears as both Da Silvas and Anderson failed to make it anywhere near the bucket. Proving Europe’s strength, both Brown and Fletcher chipped close but it was John O’Shea who was victorious chipping in.
With over 200,000 views on You Tube in just five days and millions tuning in to see Graeme McDowell reflecting John O’Shea’s victory by winning the final point to bring the Ryder Cup home for Europe yesterday, it seems it’s not just the Manchester United players who have got Ryder Cup fever!
With the Premier League season just a matter of days away, fans such as myself start to feel excited towards football again (no burn out here Galer!) After being let down as an England fan (again) this summer in South Africa, until Monday the thought of a good season for my club (Aston Villa) was an exciting prospect.
Last season I thoroughly enjoyed seeing Spurs pip Man City to fourth spot and it was hugely satisfying, as a Villa fan, to see Gareth Barry miss out on Champions League football. The 2010/2011 campaign should be another fantastic Premier League season as a host of clubs continue to close the gap on the so called “big four”, in fact I’d say with the depth of Man City’s pockets we really should be referring to it as a “big five” and, in fact, the odds at Betfair agree. For the first time in Premier League history five teams (Chelsea, Man Utd, Man City, Arsenal and Liverpool) are all 15/1 or shorter to win the Premier League title, suggesting that the title is most definitely a five horse race.
This Premier League first led to a fantastic Betfair event at Kempton Park on Thursday 5th August 2010 when five legends from the aforementioned clubs took part in the Betfair Five Horse Race. Yes, five ex-footballers agreed to jump on horses and race each other over one furlong and what a race it was! The ex-players vying to be first past the post were Ray Parlour, a Premier League and FA Cup winner with Arsenal, Chelsea’s second all-time leading goalscorer Kerry Dixon, ex-Liverpool hard-man Neil ‘Razor’ Ruddock, Steve Lomas, the combative midfielder formerly of Manchester City, and David May, a Champions League winner with Manchester United.
Prior to the event Neil Ruddock weighed in at a worrying weight and Ray Parlour was introduced to his horse, cheekily named after the current Gunners boss, Arsene Wenger. The Synergy and Betfair teams were met at Kempton Racecourse by glorious sunshine after a morning of training for the legends that saw David May flung to the floor and Steve Lomas emerge as the early favourite. Kitted out in club colours and full riding clobber the former stars took to riding like ducks to water and the race was eventually won by… well you can watch below.
Sixteen countries, a sun-filled Old Trafford, a victorious Czech Republic team, a German cardboard cut-out mascot, a stadium awash with national team kits and the legendary Sir Bobby Charlton – that was the first ever Betfair World Cup!
As part of Betfair’s sponsorship of Manchester United, 96 lucky amateur football players and United fans from 16 different nations entered the world of the mighty Reds to enjoy a once in a lifetime opportunity to play at the Theatre of Dreams. The Betfair World Cup included a three-hour training day at United’s exclusive Carrington Training Facility before the 5-a-side teams went head-to-head on the pitch at Old Trafford. Clad in their nation’s colours and with the Betfair LED boards rotating in the background we witnessed sporting class, team hugs, and football fans fulfilling their dream of playing at Old Trafford! Check out our video to see the event in action…
Despite their national team not making it through to the FIFA World Cup Finals the players from the Czech Republic triumphed over Ukraine in the Betfair World Cup Final, whilst the Bulgarians lost out to the ever-so vocal Portuguese team in the Plate Final.
Manchester United and England star Gary Pallister was on site to watch all the action and said, ‘These players are following in the footsteps of legends, from Sir Bobby Charlton to Eric Cantona to Wayne Rooney. The final was a pretty close run thing but the Czech’s seemed to have the upper hand in the final half and came away with the all important win.’
Whilst the Synergy Experiential team managed to help 96 footie fans fulfil their dreams (along with the help of the incredibly well organised Manchester United Soccer Schools) I realised a personal dream of my own, interviewing the legendary Sir Bobby Charlton for the post event video (see You Tube player above).
It has to be said Sir Bobby is nothing short of a true hero for every United fan and he was certainly one of the highlights of the event, as every team had their photo taken with the United and England legend (gotta love those white suits, Bulgaria!).
With one World Cup over we now eagerly anticipate the FIFA World Cup in South Africa starting on Friday. Keep your eyes peeled on www.thevoiceofthefans.com and the Betfair poster at Waterloo station as England try to go all the way!
This blog was written by Vicky Clark and Caroline Ayling.
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