“推荐信说明了一切” ——AffiliateINSIDER公司Lee-Ann Johnstone的分享

Content Team April 11, 2022

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“推荐信说明了一切” ——AffiliateINSIDER公司Lee-Ann Johnstone的分享

Lee-Ann Johnstone,AffiliateINSIDER的首席执行官参加了代理大满贯最新一期系列访谈

Lee-Ann Johnstone,是一位屡获殊荣的数字营销战略家,也被选为iGaming领域十大最具影响力的女性之一,她谈到了AffiliateINSIDER,他们的文化、使命以及他们的培训项目;如何管理和与不同的合作伙伴合作;以及为什么代理联盟管理是一个有价值的职业——以下是她的故事。

是如何踏入代理业的?

大约二十年前,我改变了职业,进入网络营销的世界。我觉得探索这个领域非常有趣。我后来在营销领域工作了大约五年,并且真的开始寻找下一个大趋势。那时,互联网是一个新事物,一个闪亮的新工具;我离开了一家小型金融服务公司的营销主管角色,加入一家在线媒体公司,重新开始了职业生涯。我先是做了很多媒体策划和购买,然后转而与广告网络合作。接着我转到与发布商和合作伙伴一起工作。

从那时起,我就与代理公司端、网络端、客户端和代理商端一起工作。因此,我对代理商行业自始至今的发展以及未来的发展方向有全面性的看法。

2019年,妳被IGB Affiliate评选为iGaming领域十大最具影响力的女性之一。妳同时也是一位获奖的数字营销战略家。这对妳而言意味着什么?

意义深重,因为这是敝人一生工作和学习的结果。这也是我如此热衷于帮助别人在这个行业发展的原因之一,更是我们AffiliateINSIDER创建AMPP培训课程的原因之一,这里的AMPP是指代理联盟管理绩效计划。我非常热衷于帮助新人们进入这个行业,学习如何像我一样在联盟营销中建立成功的事业,因为我真的相信,在数字领域,这是最有趣的工作空间之一。

在我有幸担任的这个职位上,我也帮助其他人学习和发展他们的项目和职业,这也十分重要。这么做的同时也意味着成为该行业的大使。被认为是有影响力的人我不敢当,但最主要的,我希望人们仍然知道,他们可以在任何时候接近我并提问,因为我们可以一起变的更好。

这就是我认为自己处于这个位置的作用,通过我想分享的知识和专长,帮助下一代的数字营销人员在我们的行业中学习、创新和成长。

AffiliateINSIDER是何时以及如何起飞的?AffiliateINSIDER是什么,你们在做些什么?

AffiliateINSIDER SiGMA News

嗯,这是个有点复杂的问题,因为我不认为我们已经真正起飞了。我们仍然处于起步阶段,因为至今只进行了短短几年的时间。说实话,我并没有做很多事情。如果你看一下AffiliateINSIDER的内部,我的团队真的很棒。他们推动了业务的发展,但他们也提供了令人难以置信的支持,使我能够跳出日常管理,紧跟行业趋势,为我们行业内发生的对话做出贡献。

在AffiliateINSIDER,我谈论联盟营销,我帮助人们更好地理解联盟营销,并真正支持与我们合作的品牌和合作伙伴发展他们的联盟计划。然而,不仅仅是我,实际上是整个AffiliateINSIDER团队都在为这个故事做出贡献。

请告诉我们更多关于AffiliateINSIDER的文化、使命和价值观。

在AffiliateINSIDER,我们怀有持续发展和学习的文化。我们鼓励团队不断学习和发展技能,因为没有学习、测试、重申和优化这些测试,我们就不能真正帮助我们的客户成长。

我们的使命是向世界传授联盟营销的知识。

我认为这很单纯。

我们对这个行业充满热情,并确保那些想使用绩效模式的人了解战略和规划指标,以使该模式帮助他们的业务取得成功。

而我们的价值观是诚实的。诚实和直接的方法可能是客户与AffiliateINSIDER打交道时最可以预期的,无论是通过与媒体团队、我们的内容团队,还是代理商团队合作。

我们也有非常强大的远程工作文化,这显然是疫情所致。我认为有一件事是人们永远可以肯定的,无论你想解决什么问题,都会从这里得到一个直接、诚实的方法。因此,我们非常重视与客户合作,以提供他们需要的关键绩效指标和支持。

在AffiliateINSIDER,你为代理商经理组织培训和辅导。你能告诉我们这些项目的情况吗?它们对参与者有什么帮助和好处?对于谁是理想选择?你能提供一些例子吗?

AMPP是我在两年前创建的,它确实很特别,有点与众不同。这个计划是为那些真正想提高水平的、想了解有助于建立一个成功联盟计划的框架的联盟计划经理所准备,也瞄准想建立自己需要的信心以便以更好的方式展示和营销自家品牌的人。这个项目本质是一个辅导项目,非常适合于任何从事代理联盟管理的人,你知道,他们可能有一两年的经验,甚或是已经花了五六年时间,而想在实际上想提升到下一个层次。这项目确实提供一个整合的框架和指导方针,提供给客户和机构,但也帮助代理商经理了解他们正在工作的环境,并发展所需的技能以推动项目向前。

我认为,在与会者享受的益处上,推荐信说明了一切。如果你在LinkedIn上输入AMPP,我们收到的最好的其中一封推荐信来自Hollywoodbets的代理商主管Rebecca Ciala。

AffiliateInsider SiGMA News
她参加这个课程,而且非常喜爱。她LinkedIn上实际发布了一些与我们相关的可爱内容,以及为什么该课程在许多方面帮助了她。

现在,许多品牌与一些代理商合作,管理所有的代理商可能不是那么简单。根据您的经验,品牌如何才能成功管理并与不同的代理联盟伙伴合作?应该采用什么策略?

是的,那是真的。联盟营销方面的工作不再那么简单了,仅仅是因为我们有这么多不同的渠道供合作伙伴执行,它不再只是网站。社交媒体平台的发展确实让越来越多的人进入了联盟和绩效营销领域。弄清楚你的策略是什么,因为对于所有不同类型的内容、策展人和发布商,已经没有一个放之四海而皆准的方案进行合作,这可能相当棘手。最关键的是,品牌需要了解如何与不同类型的合作伙伴合作。他们需要灵活地允许这些合作伙伴保有空间来试验和尝试新的东西,并弄清楚如何最好地与各家合作的品牌。

此外,预先的考虑和规划也是必须的。我们生活在一个非常非结构化的环境中:在过去20年里,在线领域已经发生了很大的变化。对于合作伙伴来说,与他们选择推广的品牌进行合作是非常重要的。同样重要的是,代理商经理真的得看一看现有的数据,并用其做出明智的决定,了解他们要如何与合作伙伴进行商业合作。那种一刀切的佣金模式或报酬计划已经不足以吸引合作伙伴与你合作。

因此,保持开放的心态,使你的商业活动随着供需变化而调整,并且与代理商建立开放的关系,对于确保你的计划成功是非常重要的。

为什么代理联盟管理是一个有价值的职业选择?

如果你想在一个每天都不同的环境工作,那么代理联盟管理就适合你。我总是说这不是一份工作,而是一种职业。大多数人进入联盟营销和代理联盟管理是偶然,但最终留下来的才真正对行业充满热情。我认为这有点像麦芽糖,有人喜欢有人不喜欢。然而,如果你足够幸运,能从导师或其他对这个行业充满热情的人那里学到东西,那么我认为这将使你的职业生涯获得成功。

事实上,代理商经理必须对所有事情都了解一点,这也是相当有意义的,因为正如我所说,没有一天是相同的。今天,你可能处理一点行政事务,明天你可能在进行一生中最重要的商业交易,再隔天你可能在飞机上前往参与一个活动。这各职业真的包办所有事情,你可以体验到很多不同类型的数字营销,在联盟空间工作。

这是一个有价值的职业;这不是一个简单的职业,因为确实需要很多技能。这不仅仅与客户支持、账户管理、关系管理或销售相关。在这个职业中,有很多不同的技术。重要的是,如果你要进入这个职业,你要明白它是一份你需要全职投入的工作。这不是一个你可以尝试并很快上手的。你需要投入时间和精力,不断发展自己和学习,因为这个行业一直在变化。

成为一名优秀的代理商经理需要哪些技能?

这是一个非常重要的问题,因为有很多不同类型的代理商经理。有的代理商经理非常善于观察数据、分析,并根据数字优化活动。也有一些人在建立关系和获得新的销售和交易方面非常出色。这两种技能在你的团队中都是非常重要的。根据你的性格类型,你会倾向于代理联盟计划这两种不同途径。?

我认为技能组合肯定包含部份分析,了解数字营销,从没有任何原有客户或潜在客户、从零开始建立关系的能力。我认为外向肯定有利,但不是必须的,因为即使是一个内向的人也可以成为一个真正好的代理商经理。我认为专门从事代理联盟计划管理的特定领域相当重要,你可以是一个相当技术性的人,处理联盟计划的广告操作;你可以是一个相当有创意的人,想要创建活动,与设计师打交道,创造令人兴奋的内容,也许还可以管理活动。因此,我认为考虑你的技能组合,你在公司和代理联盟计划的结构中的定位也是非常重要的。?

如何改进代理联盟管理?

这是个非常简单的问题。我认为,当有得以进行开放的对话,代理联盟管理就会得到改善。我还认为,让你的计划拥有透明度,并关注合作伙伴关系,就会成为一个好的联盟计划。此外,这也是代理商想要参与的事情。我认为,在透明度、在理解数据方面,行业内有很多工作要做,因为我们也是在多个平台上工作,有时不是所有的数据都能让我们做出明智的决定。?

我希望看到人们把联盟营销和绩效渠道看作是一个不需要预算的渠道,而更像是一种开放式的商业合作。因此,允许代理商尝试新的东西,就加点创意调味,而不是只做我们以前做过的事情。你需要有一个开放的心态。?

您如何看待联盟营销的未来?

未来是光明的。我认为我们正在进入网络世界中一个非常有趣的时期,像元空间或加密货币与NFT一起获得了人们关注。?

我认为,看到这些领域如何被探索将相当令人兴奋,当然,看到技术如何跟上这些新趋势也将是有趣的。因此,就看看我们如何能够将这些东西整合到日常营销策略中,以及合作伙伴将如何实际整合和使用这些新的渠道,以及我们与消费者可以共同创造的不同类型的整合。?

我认为联盟营销的未来将极度有趣,但节奏会很快。因此,跟上趋势并将其整合到传统的营销策略中,将会变得相当有趣。因此,我认为现在是加入联盟空间的一个非常好的时机。?

你们在SiGMA博览会上的经历如何?

我们每年都参加SiGMA,因为它是一个与合作伙伴、发布商和代理商会面的好机会。这也是了解行业内现况的好方法。11月,我在马耳他也过得很愉快,那里总是一个可爱的地方。当月,我在题为跨境代理商的本地化挑战的小组中担任主持人,在题为营销游戏化战略的重要性的小组中出席作小组成员。?

我们真的很喜欢走到户外与业内人士会面,这样我们就可以倾听并增广见闻,看其他人如何体验这个空间,并在他们的业务中学习和创新。所以,这是一个很好的机会,可以建立联系,也可以持续学习。我们喜欢参加活动,我真的是SiGMA的一个大粉丝。?

跟我们谈谈一些关于你自己的事情——毕竟,生意的本质还是回归到人身上,而不单单是公司!你的爱好、最爱的书、最喜欢的引言、自身是否也喜欢博弈等。

我喜欢户外活动,很怪吧。我住在离海岸很近的地方。我是不折不扣的水宝宝。你总能在水中、水上、水边找到我。我的爱好是划船(SUP)和潜水。我就是喜欢在海滩,能住在海边我很幸运。?

我最喜欢的一句话是一句古老的非洲谚语:如果你想走得快,就独自一人走。如果你想走得更远,就一群人一起走。这句话对我来说非常重要,除了我出生在南非这个显著因素外,这句话非常、非常实际的。因此,这句话在联盟营销中是铁则,要体验这种增长,你不能单独行动,你必须与你的伙伴一起。?

我最喜欢的书嘛,实际上我有一段时间没有看书了。我读了很多行业、思想领导力和企业家谈话的书。然而,我读过的最好的营销书籍之一是《 The Business Model Canvas 》,这是一本代理商经理或数字营销人员在战略和规划方面可以阅读的好书。这可能是我脑海中能想到的一本书。?

我还相信,业务是通过人完成的。所以,我很平易近人,我真的很喜欢在活动中与人们见面,听他们讲自己在做什么,他们是如何学习的。我相信从本质上和内心上来说,我是一个相当善于交际的人。我期待着在活动中认识很多新朋友。?

这里阅读更多关于SiGMA代理大满贯的信息。

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