I talked about the first secret to building a technology brand, aspiration, in my post last week. I described aspiration as the emotional hook to get your target customers on the line. The aspiration of your brand is indeed critical, but if you don’t follow it by delivering something meaningful, your customers will drop you like a hot potato. Deliver something meaningful: sounds easy enough. But how do you know that a new technology is meaningful? And more importantly, how do you make sure it stays that way, so you can keep selling your stuff?
The more addictive a product is, the more meaningful it is. Think of the addictive qualities of your smart phone, your Fitbit, your Facebook account, your Twitter feed, your Netflix views, your Pandora station, your favorite apps. There’s something inside these products that makes you continue to come back to them and want more. They are sticky.
And that’s the second secret to branding technology: stickiness in the product. Stickiness is a quality that, for customers, is simply too good to miss and too good to keep to oneself. And if the stickiness produces the “network effect,” all the better. It is stickiness that enables a product to go viral.
Don’t think this applies just to consumer products. B2B technologies need to be sticky as well, perhaps now more than ever. In this BYOD world, you are selling your stuff to people, whether they are wearing an employee hat at the time or not. Products that are clumsy to use, don’t deliver value and create drudgery aren’t long for the B2B world. They will be supplanted or disrupted by products that are easy and cool to use. If they aren't sticky, they'll be replaced by products that are.
How do you get stickiness in a product? Sometimes (but rarely), it’s luck. But it should be strategy. In fact, it’s your job to make it sticky. Of course you need to be able to identify the appropriate market, describe the product in the most compelling way, figure out how to go to market appropriately and then create some awareness. Of course you need to connect your brand to the aspiration I talked about in my last post. But before you do that, you should be deeply engaged in the product itself, and build it on a complete understanding of the market and the target customer. As a marketer or an executive, your job isn’t just to take the product from engineering, give it a good tagline, and then talk it up in the press. Your job is to make the product sticky. And to make it sticky, you have to know what the “main addiction” is and test and refine it until you get it right. If you haven’t read The Lean Start-Up, it’s time to do so.
Here are ten questions you can ask yourself to check the stickiness of your product.
- What is the main addiction?
- What is its addiction potential? Have you tested it?
- Is it ridiculously easy to use?
- Is the design or UI elegant and attractive?
- Does it align with a current trend?
- Does it continue to deliver more and more over time?
- Is it affordable?
- Does it create pride of association?
- Can it be easily shared with others?
- Does it produce a network effect?
If you know the main addiction of your product and understand that potential, and if you can also answer each of the remaining eight questions with a “yes,” knowing why you’ve answered that way, you are well on your way to having a sticky product and going viral. Not so hard at all. Certainly worthy of aspiration.