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There’s a Zucker Born Every Minute

There’s been a lot of buzz about the Facebook IPO and its underwhelming reception. While there are certainly financial and possibly even legal issues at play, we can’t help but notice the story problem. Facebook, following in the well trod footsteps of many tech companies, seems to have purposely cultivated a kind of gold-rush mentality in the days leading up to their offer. While playing on the audience’s desire to get rich quick has often been enough to launch a tech stock into the stratosphere, it doesn’t seem to have been enough to help Facebook reach escape velocity. 

Why is that? Well, from a story perspective, we believe it’s because of an inherent dissonance between the gold rush mentality and the meaning of the brand.

A historical anecdote to illustrate the point: In the late 19th Century, Seattle and Portland were both growing, but their development was powered by two very different stories. Portland was settled by people who came over the Oregon Trail to homestead, while Seattle was settled by people who were on their way to Alaska to hunt for gold. 

Today, the two towns–while geographically very similar–are culturally quite distinct. Portland has always thought of itself as big small town; Seattle considers itself a hot, up-and-coming young city. Portland is currently hip, in a quiet, self-effacing way, with an appealing sense of community. Seattle, which has lived through many cycles of boom and bust, is experiencing both a lot more action and a lot more traffic.

Facebook was trying to tell both stories at the same time. The social network is about community and connectedness, while the public stock offering was all about getting rich quick. Of course, every successful brand has a human story and a money story living side by side. 

The question is, do the two stories complement each other in some interesting way, or do they cancel each other out? The answer to that question can apparently be worth billions of dollars.

“For B2B businesses, Character is a powerful tool. I have used Character three times in my leader marketing roles, 2x were in B2B businesses. The Character work was the foundation of a transformation in product innovation/commercialization, rebranding, M&A, sales growth, and employee engagement. Character’s work helped us take dead brands and make them relevant again and helped us establish lesser-known brands with high share in a B2B market. What’s so unique is that you don’t create something that the ‘marketing talking heads’ think the company needs, you use the history, culture and DNA that is already part of the company to bring out the true story that is unique to only your brand. The Character team is so special, genuine, and has the perfect mix of creative and business knowledge to lead cross-functional executives through this process. ”
—Melissa Minihan, Head of Digital Commerce & Marketing, Veritiv Corporation

“Character gets to the heart of what good storytelling is all about. They’ve helped Wendy’s focus on what makes us unique, different and special and that’s helped us to get people’s attention, keep their interest and keep the business growing. We compete with much larger brands, but by being overt about how we want to attack those differences, we’ve been able to have a lot of tension and conflict in the story that we are telling. That allows us to keep the story fresh and to fuel it. The more we do that the more positive attention we get as a brand and the more the brand continues to grow, which, in turn, builds our confidence in our storytelling and keeps the courage level high.”

—Kurt  Kane, President U.S. & Chief Commercial Officer, Wendy’s Corporation

“I’ve been through Character’s story framework process four times in my career, and it has always added extraordinary value. It was a central piece of Walmart’s rebranding effort in 2006, as we sought a new articulation of our brand narrative and our purpose. It’s an equally powerful tool for us now, as Walmart defines its place in a rapidly transforming retail environment. And we are currently using it to do the same for Sam’s Club.”

—Tony Rogers, Chief Marketing Officer, Walmart

“Character’s approach to brand building is unlike any other in the business. Jim and his team use the timeless truths of human storytelling to unlock story potential and connect deeply with brand audiences. I’ve worked with Character throughout my career, and my experience with Tabasco was as fascinating, inspiring, and productive as ever. 

Character worked with our team not only to help us re-examine and re-articulate the elemental truths of our iconic global brand but also to develop and apply practical tools that make the brand story framework user-friendly for our entire organization. 

I whole-heartedly recommend Character to any brand marketer who is looking to make intuitive and durable connections with their consumer.”

Lee Susen, Chief Sales & Marketing Officer, Tabasco / McIlhenny Company