The world of content marketing is finally catching up to the importance of metadata ("data about data").
If you work with any kind of asset, you will have encountered metadata on many occasions. Examples include file type, file name, and date modified. All those annotations around your marketing files—descriptors that can be understood by you and your computer—relay instructive information about the content of the content.
"Intelligent content" is a term increasingly used in content marketing parlance to refer to content enriched by metadata. The industry definition is one provided by organization expert and author Ann Rockley, who as early as 2010, described intelligent content as "structurally rich and semantically aware, and is therefore automatically discoverable, reusable, reconfigurable and adaptable."
In Rockley's paradigm, content metadata powers better...
- Content structure and standardization. Metadata provides a guide to users during content creation and acts as reference in the lifecycle of content. This leads to efficiency and standardization of content creation and management process.
- Content retrieval, reuse, and revision. Once structure and metadata are established, content can be retrieved easily. If both structure and metadata follows a detailed taxonomy, then even specific content within large amounts of content can be retrieved quickly.
This is useful from a content management perspective, but it is also curiously limiting.
Far from just using metadata to organize and find content internally, metadata also has an integral part to play in enabling B2B content marketers to learn more about their buyers, optimize their B2B content strategy, and match content to buyers as they proceed through the purchase funnel.
Using Metadata to Learn About Your Buyers
Content analytics—the practice of using automation to analyze content and enrich it with metadata—has broadened the types of metadata that can be added to your content.
Content analytics uses Natural Language Processing to read the words in a piece of text. Much like a human scanning a page, content analytics can pick out and understand nouns, verbs, and adjectives. This, in turn, means that as well as file type and file name, content analytics can extend to identifying people, places, sentiments, concepts, and products—and will annotate your content with any of these topics if they are mentioned.
Moreover, the same content metadata that content analytics uses to describe your content can be used to describe the buyers that interact with that piece of content.
As an example, consider what MarketingProfs could learn about you based on the metadata of this article. The company might surmise that you are interested in "intelligent content," "Financial Times," "John O'Donovan," and "content management."
That assumption could be accurate...or false. One interaction with a single piece of content is not enough to build up an accurate profile of you. However, if your reading arc around MarketingProfs was tracked over a short period of time, we might learn very quickly that you're regularly consuming content about content curation and personalization.
This information would be useful for MarketingProfs at both an individual and aggregate audience level: informing editorial strategy ("We know this is what interests our audience") and content audits ("There is a gap in our coverage on this topic").
Similarly, B2B organizations that use content to nurture their leads and prospects over prolonged sales cycles have an incredible opportunity to make their content not just engage but also provide valuable buyer insight.
Intelligent Content for B2Bs
Prospect self-education is taking more and more of the B2B (and high-value B2C) purchase journey. B2B buyers are 57% of the way to a buying decision before they are willing to talk to a sales rep, according to a recent study by CEB.
For companies using content marketing to attract, engage, and convert prospects, content metadata puts them in an advantageous position. They can collect information about each prospect every time the prospect consumes a piece of information about the company.
The metadata added to vendor content—such as blogs, whitepapers, and PDFs—can be used to understand and gauge prospect interests. Consider how useful it would be for a salesperson to not just receive a lead with the person's contact details and a marketing automation-generated activity score but also with the person's most current interests. Often these "interests" are needs or pain points that could be exploited by salespeople for more successful sales calls.
This is the kind of insight available for B2B organizations that use intelligent content—not just for content management (structure, standardization, reuse, retrieval, etc.) but also for the sales intelligence generated from each prospect's unique content consumption patterns. No wonder that John O'Donovan, CTO of the Financial Times, explained that "the metadata around your content is as important as the content itself."
* * *
The conventional view of intelligent content is guilty of being too being content-centric rather than buyer-centric. Metadata has multiples uses inside the enterprise, but it excels once it is liberated from a content management-only mentality and used to track inbound and outbound interactions with marketing content as well.
Continue reading "Get Smart About What Intelligent Content Really Means" ... Read the full article
MarketingProfs provides thousands of marketing resources, entirely free!
Simply subscribe to our newsletter and get instant access to how-to articles, guides, webinars and more for nada, nothing, zip, zilch, on the house...delivered right to your inbox! MarketingProfs is the largest marketing community in the world, and we are here to help you be a better marketer.
Sign in with your preferred account, below.
You may like these other MarketingProfs articles related to Content:
How to Generate High-Quality Traffic That Turns Into Leads and Sales: Brian Dean on Marketing Smarts [Podcast]
High-quality website traffic helps improve your revenue and marketing ROI. So how do you get there? Brian Dean shares tips, tricks, and tools for a strategy that results in more sales and leads. read this »
The Power of a Collaborative Content Strategy: Andy Crestodina on Marketing Smarts [Podcast]
Why create content all by yourself when you can collaborate and have more fun? Any Crestodina shares his powerful mindset around content creation and gives examples, tips, and a path to follow when collaborating. read this »
The Knowledge Bank: Your Marketing Content Team's New Favorite Tool
Ever felt like you need a reference library for your marketing content? Of course you have. It's called a knowledge bank, and its existence will make everything easier. read this »
How Content Teams Are Boosting Content Creation Using Automation Tools
We can all admit it: Creating content can feel like a slog at times. Fortunately, software has caught on, and there are plenty of tools that make the process easier. Here are six of them. read this »
Traditional Content Marketing Is Broken—Here's How Amplified Marketing Can Fix It
Amplifying your content can be as simple as breaking a larger piece into bite-sized (byte-sized?) pieces, and there's no better way to get those pieces than by having a good conversation. read this »
The Podcast Boom: Audience and Content Trends
People who listen to podcasts daily say over the past two years they have been listening to podcasts more frequently and have also been listening to more titles, according to recent research from Nielsen. read this »