Today’s post is an unmitigated must-read for anyone involved with arts marketing. Recently, Austin Lyric Opera (ALO) Marketing Director, Marc van Bree, published an extraordinarily detailed series of articles that covers everything related to the ALO’s 2011-2012 season website redesign and associated digital strategy update. The series not only serves as a superb guide for designing a similar project at your organization, but it quantifies the value in going about the process the right way.
Van Bree modestly introduces the series saying “I wanted to put all that I have written about and all that I have learned over the past years to action. What follows is a brief overview of what I did and how I did it.” In reality, each article is meticulous and focuses on just about every aspect an arts marketer should consider when designing a digital strategy. If you’ve ver wondered about how to go through the process, this is where you want to begin learning.
He sets up the series by describing the marketing department’s operating environment at onset of the process in terms that most folks are probably all too familiar with.
Aided by a new ticketing solution launched [with the new website], and a new digital strategy, we increased online single ticket sales from 28% to 55% of total single ticket sales while delivering a greater ability to analyze patron behaviors, track conversions and account for advertising spending. ~ Marc van Bree
Van Bree rose to the challenge by working smart. He starts off by identifying the primary components of the ALO’s digital strategy that need to improve in order to bring about desired results and uses it as a firm guide for all subsequent efforts (source):
Van Bree’s first article focuses on his effort to research, design, and launch a brand new institutional website.
Coming in, the opera was stuck with an all Flash-based website: it was complicated and time consuming to make even the smallest of updates; mobile devices could not load the site; and no data could be collected. The first priority was to change this. You simply cannot build a working digital strategy without the foundation of a solid institutional website that can drive ticket sales. (source)
Now, I need to go into full disclosure mode and point out that van Bree ultimately decided to redesign the ALO website using The Venture Platform, which is the technology solution I designed and sell as a division of my consulting business. I can’t begin to articulate how thrilled the entire Venture team is with the fact that we provided the cornerstone for the ALO’s remarkable success.
When launching Venture, the sincere hope was that arts groups would be able to accomplish much, much more while spending much, much less thanks to leveraging open-source solutions alongside performing arts org focused proprietary functionality and a non-predatory business model. What van Bree accomplished is an archetypical example that this approach is not only sound, but is extraordinarily effective. In the ALO’s case, they were able to implement the entire redesign project ahead of schedule and under budget.
Doing due diligence, I talked to and received several proposals from other web development agencies. One proposed Drupal despite my insistence on WordPress, and all proposed a budget in the $15,000-20,000 range. I knew I could do better. I went with Venture and I set a $10,000 budget.Drew McManus’ Venture brought together the opera’s in-house strengths and Drew’s strengths in the performing arts and online user experiences…Work was completed in a 3 month time frame. That’s fast. The actual money spent came in far under budget, totaling $6,500, and broke down in two components: $1,500 for the custom work; $4,000 for the annual Venture license. (source)
Doing due diligence, I talked to and received several proposals from other web development agencies. One proposed Drupal despite my insistence on WordPress, and all proposed a budget in the $15,000-20,000 range. I knew I could do better. I went with Venture and I set a $10,000 budget.
Drew McManus’ Venture brought together the opera’s in-house strengths and Drew’s strengths in the performing arts and online user experiences…Work was completed in a 3 month time frame. That’s fast. The actual money spent came in far under budget, totaling $6,500, and broke down in two components: $1,500 for the custom work; $4,000 for the annual Venture license. (source)
Van Bree continues the series by detailing the remaining steps in his strategic approach: tracking conversions using Google Analytics, designing and tracking online advertising, designing and leveraging social media cross-functionality, as well as mobile site design and strategy (another Venture heavy section).
Outsourcing can typically get you all the fish you want, at a cost. It’s much better, however, to teach yourself, or even have someone teach you, how to fish. ~ Marc van Bree
Everything van Bree was able to accomplish for the ALO is a superb example behind how a modern marketing director can accomplish marketing performance marvels in very tough environments. Likewise, van Bree doesn’t hold back when it comes to being candid about what it takes to follow this path.
I strongly suggest reaching out to him with your questions or to even see if he has time to do any side work helping your team get up to speed on any of the tools and techniques he covers. I know he responds in short order to comments at his blog (where the series is published) plus he’s been doing select marketing and social media consulting for years (contact info is at his corresponding website). And with an attitude like this, it’s tough not to want to tap into that knowledge: “It’s much better, however, to teach yourself, or even have someone teach you, how to fish.” (source)
In the end, van Bree’s articles will leave you energized and excited to tackle the sorts of daunting challenges that are getting so many groups down. And in today’s environment, a little superhero charged enthusiasm is exactly what professional arts marketers need!
Part 1: A new website and digital strategy for the opera Part 2: Tracking conversions Part 3: Online advertising Part 4: Social media Part 5: Mobile site Part 6: final round up Series Index Complete SlideShare Presentation
I am professionally and ethically opposed the sort of wink-wink, nod-nod hijinks that go in this field between some providers and their clients. Instead, a single sincere criticism and overview of Venture’s service and offerings mean far more than a mountain of the quid pro quo tributes. Does van Bree’s series make Venture look good? Absolutely! But the only reason it will be useful is because of the genuine and unbiased nature of the content from someone with such a thorough understanding of arts marketing in the digital realm.
In the end, it’s the detailed process van Bree lays out alongside his specific decisions which offers the most value to other arts groups. If Venture can fit into a similar process for your organization, then it would be an honor.
"Our DSO to Go app has not only helped our live webcasts reach tremendous success around the globe, but has been an accessible sales channel for many first-time concertgoers without prior ticket or contribution history."