It would be easy enough to consider content marketing as a tactic, rather part of a strategy. But in the "age of the customer," content marketing is a tactic that fits with a fundamental strategic approach as well. That isn't to say content marketing is THE strategy, only that content marketing is a tactic clearly aligned with new market imperatives and strategies.The issue is what provides sustainable advantage in an era. Previous sources of dominance were derived from core competence in manufacturing, distribution or information. Those sorts of competencies still are important, but arguably are not the unique sources of competitive advantage for most firms and brands.
The new context is that, in a digital world, competition can come from anywhere. Customers have real-time information about pricing, product features and competitors; they hold all the advantages. The only sustainable source of competitive advantage, the only defensible position, is to concentrate on knowledge of and engagement with customers, some would argue.
That might suggest a "customer obsessed" strategy, where budgets focus on processes that enhance engagements with customers, and prioritizes these over maintaining traditional competitive sources of advantage.
You might change the way you do research, says Josh Bernoff, Forrester Research analyst. You might spend less on surveys whose results come back too late to act on. You might invest instead in real-time listening to social media and the search for customers' unarticulated needs.
You might take cash from your email and advertising blasts and spend it on interactive content and mobile apps that create real connections.
The point is that there is a reason people talk so much these days about "engagement," "conversation" and "connections." Those are ways of responding to a market where customers have more power. It might be going too far to say that "brands" now are in the hands of consumers, but the shift in that direction is palpable.
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