Education on line > Články o marketingu > Marketing mobilních aplikací

Tento příspěvek byl přednesen na odborné konferenci Marketingová komunikace a společnost dne 13.10.2016. Konferenci pořádala Katedra marketingu Vysoké školy finanční a správní v Praze. 

Abstrakt

Cílem tohoto příspěvku je identifikovat a detailně objasnit specifické rysy úspěšné marketingové strategie při propagaci mobilních aplikací z pohledu integrované marketingové komunikace s důrazem na komunikaci digitální. Zvláštní pozornost autorka věnuje možnostem propagace mobilních aplikací v rámci obsahového marketingu (včetně pojmu storytelling) a digitálního marketingu s důrazem na video marketing a sdílení na sociálních sítích (social sharing). Příspěvek je doplněn o výsledky vlastního průzkumného šetření s cílem zjistit, zda absolventi oboru marketingová komunikace dokáží předvídat a řešit problémy a případná úskalí, s nimiž se mohou setkat při marketingu mobilních aplikací.

 

Abstract

The objective of this paper is to identify and explain in detail the specific features of successful mobile application marketing strategy from the perspective of integrated marketing communications with an emphasis on digital communication. The author pays special attention to the possibilities of mobile application promotion within content marketing (including the concept of storytelling) and digital marketing with an emphasis on video marketing and social sharing. The paper is complemented by the findings of the author’s primary survey seeking to determine whether the graduates of marketing communications are able to anticipate and solve problems and potential pitfalls with which they may encounter in the marketing of mobile applications.

 

ÚVOD

Motto: “Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.”[1]

Steve Jobs

Mobilní aplikace nejrůznějšího charakteru od informativních, technologických, sportovních
a zábavných, přes mobilní hry až po aplikace vzdělávací či zaměřené na společenskou odpovědnost firem se rychle stávají běžnou součástí našeho životního stylu. Z hlediska integrované marketingové komunikace na ně můžeme pohlížet jako na jakýkoliv jiný produkt, který ve vysoce konkurenčním prostředí bojuje o svůj tržní podíl, avšak digitální platformy,
v rámci kterých je koncoví uživatelé získávají, mají svá výrazná specifika.

Dynamický vývoj mobilních technologií definitivně změnil naše dřívější typické chování
a dnes se k mobilu upínáme stále častěji při hledání odpovědí na nejrůznější otázky – od prostého zjištění, jaké bude zítra počasí, kde se nachází nejbližší benzínová pumpa nebo určitý obchod. Vytvořili jsme si automatický reflex a automatické očekávání, že naše otázka bude kdykoli, kdekoliv, rychle a správně zodpovězena. Z pohledu dodavatele jsou si firmy velmi dobře vědomy skutečnosti, že být tím, kdo je přítomen a na otázky pokládané ve virtuálním mobilním prostředí odpoví mezi prvními, představuje v současnosti výraznou konkurenční výhodu a je nezbytným předpokladem pro úspěšnou komunikaci s klientem, pokud firma chce zdárně působit na trhu i v budoucnosti. Chytré mobilní telefony a mobilní aplikace vstoupily do života nás všech. Dali jsme jim povolení být s námi v módu 365/7/24, aktivně je vyhledáváme a permanentně se k většině z nich vracíme. Díky umístění žádaného
a potřebného obsahu v uživatelsky přátelském prostředí mobilní aplikace získávají stále více příznivců, a to napříč generacemi. Ovlivňují nejen náš osobní život, ale i život pracovní (např. cloudová aplikace Dropbox, kde přechováváme své soubory a data, nepochybně přispívá
k větší flexibilitě i produktivitě práce). Autor Ted Schadler a kolektiv hovoří o tzv. mobilních momentech: „Náš život se stal sbírkou mobilních momentů, kdy se obracíme k mobilnímu zařízení, abychom neodkladně něco udělali, ať jsme kdekoliv.“[2] (Schadler et al, 2014, s. 5)  

Cílem tohoto příspěvku je identifikovat a detailně objasnit specifické rysy úspěšné marketingové strategie při propagaci mobilních aplikací z pohledu integrované marketingové komunikace s důrazem na komunikaci digitální.

MATERIÁL A METODIKA

Prameny využité v tomto příspěvku se soustřeďují především na anglicky psané tituly zabývající se mobilním marketingem a mobilní komunikací a dále otázkami obsahového marketingu. Jedná se především o monografii Mobile Magic z pera odborníka na slovo vzatého, kterým je Tom Eslinger, digitální kreativní ředitel ve společnosti Saatchi & Saatchi, která je význačnou globální marketingovou agenturou. Inovativní pohled na problematiku přináší i publikace The Mobile Mind Shift s podtitulem Engineer Your Business to Win in the Mobile Moment z dílny kolektivu autorů Teda Schadlera, Joshe Bernoffa a Julie Ask. Nejnovější poznatky z oblasti obsahového marketingu přináší publikace renomovaného autora jménem Joe Pullizi s názvem Epic Content Marketing: How To Tell a Different Story, Break through the Clutter, and Win More Customers by Marketing Less. Monografie byly doplněny i řadou odkazů na webové příspěvky autorů publikujících na renomovaných internetových portálech, které autorka dlouhodobě sleduje a kteří se věnují nejnovějším trendům
v marketingu.

Pro účely zpracování tohoto příspěvku byly použity následující metody: studium odborné literatury, empirická sonda, deskripce, analýza, syntéza, interpretace, dedukce a zobecnění. (Saunders et al, 2012).

TEORETICKÁ VÝCHODISKA

1.      Vymezení vybraných základních pojmů

Marketing jako relativně mladá vědecká disciplína se v posledních několika letech stává oborem s výraznou orientací na technologie. Mobilní aplikace jsou součástí tohoto procesu. Je proto nezbytné přesně definovat hlavní pojmy s cílem správného pochopení následujícího odborného textu. Tato kapitola přináší vysvětlení vybraných základních pojmů vztahujících se především k mobilnímu a obsahovému marketingu.

V literatuře se setkáváme s různými druhy klasifikace marketingových prostředků a nástrojů. Pro obsah daného příspěvku je relevantní klasifikací rozlišení čtyř základních typů nativních[3] mobilních aplikací, tj. 1. Informačně-komunikační aplikace, 2. Marketingově orientované aplikace, 3. Aplikace orientované na služby a 4. Kombinované aplikace.

Mobilní aplikace – na rozdíl od počítačové aplikace, je mobilní aplikace chápána jako softwarový program určený pro chytré telefony, tablety a jiná přenosná zařízení.

 

  • Informačně-komunikační aplikace – naplňují individuální potřeby člověka z hlediska získávání informací, vzdělávání, zábavy, komunikace a socializace.
  • Marketingově orientované aplikace – jsou využívány převážně firmami pro účely brandingu, reklamy a propagace. Nabízejí jak přístup k firemním katalogům zboží
    a aktuálním nabídkám, tak i např. geolokalizační služby pomocí GPS s identifikací nejbližšího kamenného obchodu.
  • Aplikace orientované na služby – zde se jedná např. o finanční služby, mapy
    a navigace, jízdní řády, online vstupenky, rezervace letenek či sedadla v letadle, platby za parkování v modrých zónách či e-shopy provozované na mobilních platformách.
  • Kombinované aplikace – v rámci jedné aplikace jsou sdruženy dvě či více funkcí; nabízejí např. klasický „sport-tracker“ v kombinaci s komunikací v rámci společenské odpovědností firem, přičemž body získané pohybovou aktivitou uživatel takové aplikace přiděluje určitému projektu. Provozovatel aplikace takový projekt vybírá
    a finančně podporuje. Příkladem je vynikající aplikace společnosti ČEZ a Nadace ČEZ s názvem „Pomáhej pohybem“, která si získala u veřejnosti respekt a získala prestižní ocenění – stala se absolutní vítězem profesní soutěže Česká cena za PR pro rok 2016.

Dalšími pojmy, s nimiž se budeme setkávat v tomto příspěvku, jsou ASO – App Store Optimization, affiliate marketing, obsahový (content) marketing, storytelling a video marketing.

ASO – App Store Optimization – tj. optimalizace v rámci dané distribuční platformy pro aplikace, která je chápána jako kontinuální proces zlepšování pozice a vyhledatelnosti v rámci příslušného e-shopu s aplikacemi. Jak Apple App Store, tak i Google Play Store používají různé škály hledisek (klíčová slova, počet stažení aplikace, recenze, apod.) při rozhodování
o tom, která aplikace bude zveřejněna na lepší pozici. ASO je proces, který zajišťuje plnění těchto kritérií s cílem umístění ikony aplikace na co nejlepším místě stránky s výsledky vyhledávání.

 

Affiliate marketing – druh výkonnostního marketingu – definice affiliate marketingu je velmi srozumitelně definována na portálu společnosti VIVnetworks.com s.r.o. jako „Platba
v podobě provize za zprostředkovaný prodej, akci na internetu (PPA,PPS), tedy v on-line prostředí. Uskutečněná akce může být realizace objednávky v e-shopu, objednání služby nebo vyplněný kontaktní formulář (lead generation).(
VIVnetworks.com) Affiliate marketing je tedy model spolupráce, který přináší užitek oběma stranám zapojeným do tohoto výkonnostního modelu. V poslední době se affiliate marketing stává stále populárnějším. Provize za skutečně proběhlé prodeje se stává nejrozšířenějším modelem spolupráce.     

Obsahový marketing (content marketing) – autor Joe Pulizzi definuje obsahový marketing následovně: „ Obsahový marketing je marketingový a obchodní proces zaměřený na vytváření a distribuci hodnotného a přesvědčivého obsahu s cílem přilákat, získat a zapojit jasně definovaný a pochopený segment zákazníků s cílem vyvolat takovou akci ze strany zákazníka, která bude generovat zisk.” (Pulizzi, s. 5)

Storytelling –  je interaktivní forma vypravování příběhu; jeho mluvená forma využívá gest, adekvátní modulace hlasu, pohybu vypravěče k prezentaci příběhu a aktivizace představivosti posluchačů. Zajímavost tématu a jeho relevance k zamýšlenému hlavnímu sdělení ovlivňuje
u posluchačů schopnost zapamatování. Svou představivostí se posluchač stává aktivním spolutvůrcem příběhu. Zajímavou formou, s níž se autorka v poslední době setkává, je sekce firemního webu, kde místo kategorie „O nás“ se začíná objevovat sympatický a mnohem více emocionálně laděný název „Náš příběh“.

Video marketing – komunikace se zákazníky prostřednictvím videí a video animací umístěných na portály typu YouTube, TED či na webové stránky firem a propagujících výrobky či služby, popř. jsou zaměřeny na budování značky a zvyšování povědomí o její existenci. Ve srovnání s televizními reklamními spoty má tento typ marketingu mnohem nižší pořizovací náklady a tato videa jsou opakovaně dostupná a snadno vyhledatelná, neboť např. záznam na portálu YouTube patří k upřednostňovaným informacím v rámci algoritmu společnosti Google pro SEO (search engine optimization). Existuje sice malá pravděpodobnost, ale za určitých podmínek se stává, že vysoce kreativně zpracovaný obsah se stane předmětem virálního šíření po internetu.

Závěrem nutno konstatovat, že vznikající terminologie dosud není obecně ustálená; dynamicky se vyvíjející obor, kterým marketing bezesporu je, s sebou do českého jazyka často přináší řadu anglicismů, popř. se v marketingové praxi začne používat pouze anglický termín bez viditelné snahy o jeho český ekvivalent a jeho terminologickou kodifikaci. Zde odbornou marketingovou veřejnost čeká ještě mnoho práce.

2.      Mobilní paradigma

Již v roce 2010 na světovém kongresu Mobile World Congress tehdejší generální ředitel společnosti Google Eric Schmidt prohlásil, že Google bude svůj vývoj prioritně orientovat na mobilní zařízení. Jeho slova byla vizionářským potvrzením trendu, který dnes prožíváme. Mobilní telefon se stal základním komunikačním prostředkem a neodmyslitelnou součástí našeho životního stylu. Pro firmy se komunikace prostřednictvím mobilního telefonu stala novou velkou podnikatelskou příležitostí; pro marketingové odborníky pak splněním snu, neboť mobilní telefon jako komunikační kanál je téměř vždy „on“ a jen výjimečně „off„. O to více mu musejí věnovat svou pozornost.

Mobilní komunikace a především obrovské množství mobilních aplikací skutečně mění náš život od základu. Autor Schadler et al se zabývá analýzou různých oblastí lidského života
a identifikoval následující tzv. „mobilní momenty“:

  • management – mobilní telefon vybavil manažery možností mít kriticky důležitá data stále k dispozici; příkladem mohou být i mobilní verze sdílených kalendářů pracovního týmu;
  • práce a spolupráce – plnění pracovních úkolů se díky mobilním aplikacím stává flexibilnějším a efektivnějším – aplikace jako Evernote, Google Docs, popř. pro mobilní zařízení s operačním systémem iOS aplikace Numbers, Pages a Keynote, pro které je aktuálně k dispozici betaverze Spolupráce, která bude umožňovat spolupráci na těchto dokumentech ve více lidech na Macu, iPadu, iPhonu, nebo na stránkách iCloud.com.
  • mobilní bankovnictví – stálý přehled o výši finančních prostředků na bankovním kontě a možnost zadávání plateb prostřednictvím mobilní aplikace zásadním způsobem šetří náš čas (odpadá nutnost chodit často na poštu či do banky) při současném snížení nákladů na poplatky;
  • řízení motorových vozidel – jako řidiči máme k dispozici neustále aktualizované mapy (Mapy, Google Maps), navigace vybavené dalšími geolokačními službami (co zajímavého se nachází v okolí zvolené destinace), popř. informacemi o situaci na silnicích (dopravní omezení, dopravní zácpy). (Schadler et al, 2014, s. 10-11)
  • zdravotní péče – celá řada mobilních aplikací zaměřená na zdravý životní styl a např. na monitorování naší pohybové aktivity, popř. i další lékařsky specifické aplikace, umožňují lékařům získat holistický obraz o našem zdraví;
  • občanství – v mnoha zemích je možné volit své kandidáty na politické funkce pomocí příslušné mobilní aplikace;
  • rodičovství – z hlediska rodiče je možné mobilní telefon vnímat jako nástroj zvyšující efektivitu a především flexibilitu při zvládání všech denních povinností, neboť smartphone umožňuje udělat všechny potřebné úkoly odkudkoliv, v kteroukoliv denní či noční dobu a současně zvládnout péči o malé děti; důležitým momentem je
    i rodičovská kontrola nad pohybem dítěte, což zásadním způsobem ovlivňuje psychickou pohodu rodičů.
  • nakupování – v roli nakupujících vstupujeme do obchodů jako „informovaný zákazník“ a jsme si zcela jisti, že máme po ruce mobilní přístup ke všem potřebným informacím, abychom mohli učinit ta nejlepší nákupní rozhodnutí (Heuréka a jiné cenové srovnávače, vznikají specializované mobilní aplikace zabývající se podrobnými informacemi o původu zboží a kvality jeho zpracování – např. i nezávislé testy a další pro-zákaznicky orientovaný obsah časopisu dTest mají nyní svou mobilní aplikaci);
  • cestování – jako cestovatelé na svých cestách již nejsme v informačním vakuu, právě naopak, všechny potřebné informace máme dostupné v reálném čase ve svém mobilním telefonu (např. velmi užitečné mobilní aplikace celé řady leteckých společností a velmi úspěšná aplikace Booking.com, která nám všem šetří čas i peníze);
  • sport – jako sportovní fanoušci nyní můžeme sledovat své oblíbené zápasy na mobilním telefonu ve formě audia či videa odkudkoliv a kdykoliv;
  • atletika – aktivní sportovci mohou využívat mobilní telefon a další (propojená) mobilní zařízení (např. náramek obsahující senzory) k získávání aktuálních dat
    o svých vlastních sportovních aktivitách.

Tento výčet není zdaleka kompletní – doplňme alespoň oblast vzdělávání, v níž máme
k dispozici nepřeberné množství mobilních vzdělávacích kurzů, a to zcela bezplatných (kurzy MOOC) či částečně placených aplikací. Z hlediska formátů ve vzdělávacích aplikacích začíná převládat mobilní video. Mezi odbornou veřejností se pro tuto oblast vžil nový odborný termín mobilní e-learning.  

Mobilní paradigma je realitou současnosti se všemi svými klady i zápory. Pro firmy představuje nové podnikatelské příležitosti, pro marketingové odborníky je oblast mobilního marketingu novou, náročnou, ale současně i zajímavou výzvou.

3.      Marketing mobilních aplikací

Autorka tohoto příspěvku je přesvědčena, že mobilní aplikace jako produkt mají svá výrazná specifika z hlediska běžné marketingové praxe. Jedná se především o omezený počet platforem, v rámci kterých je možné mobilní aplikace získat či zakoupit. Tyto platformy mají navíc svá přesná pravidla z hlediska umístění každé nové aplikace do příslušné kategorie,
v níž je nesmírně obtížné bojovat o přízeň zákazníků, neboť se jedná o vysoce konkurenční prostředí. Existují zde sice např. žebříčky popularity, které však zcela spravedlivě a striktně vycházejí z čísel o počtu stažení dané mobilní aplikace: čím více stažení, tím vyšší pozice na žebříčku popularity. Je tedy zásadní otázkou, jaké marketingové techniky a postupy je vhodné použít, chceme-li ovlivnit viditelnost aplikace na nejvyšších příčkách žebříčků popularity
v rámci příslušné digitální distribuční platformy (např. App Store, Google Play Store či Microsoft Store) a současně i její pozici v rámci organického vyhledávání ve vyhledávačích.

Autorka tohoto příspěvku je aktivní uživatelkou celé řady aplikací vytvořených pro operační systém iOS a získaných buď stažením či zakoupením na digitální platformě Apple App Store jako integrální součásti iTunes. Na základě vlastní zkušenosti s uživatelským prostředím tohoto app storu se ztotožňuje s obecně panujícím názorem, že s marketingem mobilní aplikace je potřeba začít již v průběhu jejího navrhování a vlastní tvorby. Zde je zásadní odlišnost od marketingu jiných produktů, které se do dílny marketingového odborníka obvykle dostávají až jako finální výrobek či služba.

Následující podkapitoly 3.1, 3.2 a 3.3 přinášejí popis a zdůvodnění vhodnosti a důležitosti použití vybraných marketingových technik s cílem úspěšné digitální propagace mobilních aplikací.

3.1.   Grafická ikona a popis aplikace

Grafická ikona – uživatelské prostředí distribučních platforem mobilních aplikací pracuje
s grafickými ikonami jednotlivých aplikací a jejich popisem. Ikony jsou umístěny těsně jedna vedle druhé a upoutávka na ně v příslušné kategorii připomíná filmový pás.

Obr. 1 Vyhledávání aplikací v Apple App Store podle ikon[4]

Práce marketingového odborníka začíná již v tomto momentě: jeho úkolem je pečlivě graficky ztvárnit ikonu aplikace, a to s cílem dosáhnout maximální atraktivnosti, zajímavosti
a profesionální pečlivosti zpracování. Je zde na místě uvažovat i o spolupráci s akademickými malíři a těmi nejlepšími grafickými designéry. Předchozí důkladná rešerše barevného pojetí
a grafického ztvárnění ikon konkurenčních aplikací je naprostou nezbytností. Není vhodné volit podobné barvy jako konkurence – aplikace by mohla být snadno zaměněna. Grafické ztvárnění ikony aplikace musí být zcela unikátní, profesionální a mělo by zaujmout na první pohled. Grafický návrh by měl odpovídat obsahovému zaměření aplikace.

Obr. 2 Ikony mobilní aplikace Popelka.


Popis aplikace
– po rozkliknutí hlavní ikony každé aplikace následuje její popis. A zde je potřeba skutečného kreativního copywritera, který dokáže atraktivním a srozumitelným popisem přidat aplikaci na její unikátnosti.

3.2.   ASO a algoritmus pro app store optimization

Další vhodnou marketingovou technikou je nově se objevivší pojem ASO. Jak již bylo vysvětleno v kapitole 1., ASO je proces optimalizace mobilní aplikace s cílem jejího umístění co nejvýše v rámci dané distribuční platformy. Čím výše je umístěna, tím lépe je viditelná pro potenciální zákazníky. Zvýšení viditelnosti ikony dané aplikace v příslušné kategorii vyhledávání přivádí k aplikaci větší počet návštěvníků – potenciálních klientů. Cílem ASO je tedy kontinuálně přivádět co více zákazníků na stránku aplikace, a to tak, aby výsledkem jejich návštěvy bylo stažení/zakoupení dané aplikace.

ASO je velmi důležitý krok, neboť podle výzkumu společnosti Forrester je 63 % všech aplikací objeveno na základě vyhledávání v rámci příslušného e-shopu s aplikacemi. (App Store Optimization – A Crucial Piece of the Mobile App Marketing Puzzle)

Umístění aplikace je dáno algoritmem několika vzájemně provázaných parametrů, jejichž znalost je důležitou kompetencí každého marketingového odborníka. Jedná se o název aplikace, klíčová slova, celkový počet stažení aplikace, recenze a hodnocení.

Název aplikace – součástí názvu aplikace by mělo být nejvíce vyhledávané klíčové slovo vztahující se k obsahovému zaměření aplikace. Název aplikace lze změnit, ale není to ideální krok, a proto je potřeba volbě vhodného názvu věnovat maximální úsilí hned na samém počátku.

Klíčová slova – volba relevantních klíčových slov zásadním způsobem ovlivňuje vyhledatelnost aplikace. Monitorujeme vyhledávání podle klíčových slov, a to též
u konkurenčních aplikací, s cílem jejich pravidelné optimalizace. Kromě aplikace Google Analytics je výrazným pomocníkem např. i volně přístupná aplikace Google Alerts, popř. i Google AdWords. Přihlížíme nejen k individuálním klíčovým slovům, ale i k tzv. long-tail, čili souslovím či celým frázím zadávaným do vyhledávače.

Počet stažení aplikace – tento parametr je součástí distribuční platformy, kde je aplikace umístěna, a nemůžeme jej nijak přímo ovlivnit. K nepřímému ovlivnění známosti aplikace můžeme použít prostředky v rámci digitálního marketingu; v dnešní době se firmy soustřeďují spíše na méně finančně náročné nástroje, jakými jsou např. content marketing, blogging, storytelling, apod.

Recenze a hodnocení – recenze počet hvězdiček je zásadním nástrojem při posuzování kvality aplikace před vlastním rozhodnutím zákazníka o jejím downloadu či nákupu. Je vhodné nejlepší recenze s logicky promyšleným textem dále šířit v rámci digitálního marketingu, a to např. na sociálních sítích.

3.3.   Marketingové strategie pro mobilní aplikace

Navzdory skutečnosti, že mnoho marketingových odborníků se velmi dobře orientuje
v oblasti mobilního marketingu, specifika marketingu mobilních aplikací pro ně může být skutečnou výzvou. Odbornice na mobilní marketing a velká propagátorka marketingových strategií založených na obsahovém marketingu Ashley Sefferman zasvěceně hovoří o vhodné marketingové strategii a důležitosti volby komunikačních kanálů pro účely propagace mobilních aplikací následovně: „Vědět, které komunikační kanály pro marketing mobilních aplikací bychom měli používat, je dobrým začátkem, avšak pochopení strategických změn
a případů dobré praxe týkající se každého z nich je tím momentem, který odliší vaši mobilní aplikaci od konkurence.(
Apptentive: Tools for mobile customer engagement.)

Vzhledem k omezenému rozsahu tohoto příspěvku autorka explicitně popisuje
pouze dvě z doporučovaných marketingových strategií pro mobilní aplikace. Další jsou uvedeny jen výčtem s cílem snazší orientace v této problematice pro všechny potenciální zájemce o další studium této problematiky.

Affiliate marketing

Použití techniky – Affiliate marketing je označován českým termínem partnerský marketing (někdy též dealerský marketing) a představuje takovou spolupráci s externími partnery, kteří zhodnocují svůj vlastní reklamní prostor tím, že na něm zveřejňují informaci o produktu třetí strany. Za tuto, popř. i jiné marketingové aktivity, jsou obvykle odměňováni provizí za uskutečněné prodeje. Společnost Apple na svých stránkách informuje o svém partnerském programu následovně: „Partnerský program poskytuje jedinečný způsob, jak vaše webové stránky nebo aplikaci propojit s miliony skladeb a tisíci aplikací – stejně jako knihy, filmy, televizní pořady a další – a zároveň vydělávat provize za kvalifikované prodeje a členství v Apple Music.“ (Apple) Partnerský program společnosti Apple se nazývá Apple’s Affiliate Programe a jeho obdobou je Google Display Network.

Strategie – mezi populární komunikační kanály a marketingové techniky patří reklamní bannery, komplexní informace o produktu, recenze produktů napsané předními blogery, odkazy ze sociálních sítí (social referrals), e-mailové kampaně, marketing ve vyhledávačích (SEO), video marketing a remarketing. V rámci posledně jmenované techniky, tj. remarketing, jsou cílovou skupinou uživatelé, kteří již danou aplikaci mají nainstalovanou, avšak cílem je co nejvíce zapojovat její uživatele k jejím opakovanému využívání. Konkrétními technikami mohou být i zveřejnění informace o nových vlastnostech aplikace, upomínka sdělující, že jste si aplikaci sice stáhli, ale že ji v poslední době nevyužíváte (hojně využívají aplikace typu „sport-tracker“, např. Runtastic), popř. připomenutí existence nové verze aplikace a výzva ke stažení upgradu.

ASO – app store optimization

Použití techniky – jak již bylo vysvětleno v kapitole 3.2, cílem ASO je přivést co největší počet potenciálních zákazníků na cílovou (vstupní) stránku aplikace (landing page) a podnítit je ke stažení předmětné aplikace. ASO (obdobně jako SEO) je nekončící proces, nejen
vzhledem k vysoce konkurenčnímu prostředí e-shopů s aplikacemi, ale též k vývojovým změnám algoritmů určujících pozici v příslušné kategorii mobilních aplikací a na žebříčku popularity v daném e-shopu. Marketingový odborník specializující se na ASO by měl mít bystré oko, skvělý pozorovací talent a zálibu v analytice. Je nepostradatelným členem marketingového týmu, neboť osvědčené postupy ASO jsou imperativem nárůstu prodejů.

Strategie – již výše zmiňovaná autorka Ashley Sefferman doporučuje celkem deset vzájemně provázaných kritérií ASO. Zde je jejich výčet: * pochopení zákazníka a konkurence, * volba správného jména pro aplikaci, * maximalizace klíčových slov, * tvorba textu přesvědčivého popisu aplikace, * odlišení se prostřednictvím unikátní ikony, * použití snímků obrazovek aplikace a propagačního videa, * lokalizace názvu aplikace (např. vstupní snímek obrazovky
s názvem v angličtině a hned vedle umístěný stejný snímek s názvem v jazyce cílové skupiny, např. v češtině), * externí propagace aplikace a zpětné odkazy (backlinks), * častá aktualizace obsahu s doporučovanou frekvencí 30 – 40 dní maximálně (např. okénko „Co je nového“),
* podpora hodnocení, recenzí a získávání zpětné vazby. (Moz: SEO Software, Tools and Resources for Better Marketing).

Další komunikační nástroje a kanály

Následuje výčet dalších vhodných komunikačních nástrojů a marketingových komunikačních kanálů vhodných pro tvorbu úspěšného marketingového mixu pro mobilní aplikace. Jedná se o následující: blogy a multimédia, content marketing (důraz na aktuální obsah), internetová fóra, webové stránky FAQ (často kladené otázky) či Q&A (otázky a odpovědi), věrnostní programy, placená reklama, personalizované reklamní sdělení, tiskové zprávy, spolupráce
s důvěryhodnými odborníky (influencers), digitální public relations, push notifikace (zprávy ze serverů), recenze a hodnocení, sociální média a sdílení na sociálních sítích (social sharing) a WOM (word of mouth – ústní reklama).

4.      Content marketing, video marketing a storytelling

Kromě definice autora Joe Pulizzi (viz kapitola 1.) je v české odborné literatuře frekventován i pohled Content Marketing Institutu, který představuje velmi srozumitelné vysvětlení původně anglického pojmu „content marketing“ a nahlíží na něj následovně: „Obecně je obsahový marketing umění komunikovat se svými příznivci a zákazníky, aniž byste jim cokoliv prodávali. Je to forma nenuceného marketingu.“ (PROCHÁZKA a ŘEZNÍČEK, 2014, s. 18). Spatřujeme zde tudíž jednoznačný trend, který spočívá v potlačení komunikačních sdělení zaměřených na atributy produktu v první fázi komunikaci s cílovou skupinou. Do popředí vystupuje cíl zaměřený na budování dlouhodobého vztahu se zákazníkem a předkládání takového obsahu, který je v hledáčku jeho zájmu. Následné komunikační sdělení, které se týká vlastního produktu, musí být správně načasováno. Prioritou je tedy vztah se zákazníkem, opakované návštěvy zákazníka na našem serveru (vždy zde najde informace, které ho zajímají, server je mezi zákazníky oblíben) a teprve mnohem později přijde informace
o produktu.

Z hlediska marketingu mobilních aplikací se zde naskýtá velký prostor pro firemní reklamní textaře a spolupracující blogery, jejichž prvotřídní texty jsou de facto nástroji podpory prodeje v rámci content marketingu. Sdílení těchto prvotřídních článků, ale například i formátu oblíbené infografiky, na sociálních sítích je samozřejmou součástí tohoto procesu. Sociální sítě Facebook, Twitter, Google+, LinkedIn, YouTube, Vimeo, Instagram, Flickr, Pinterest, Foursquare, SlideShare, apod. mají každá své specifické publikum a pravděpodobnost sdílení prvotřídního obsahu je vysoká – výjimečně lze dosáhnout i virálního šíření.

Zcela zvláštní pozornost si zasluhuje oblast multimédií, především pak oblast video marketingu (popř. mobilního video marketingu), která vyplývá z obliby konzumace obsahu zprostředkovávaného formou video formátu či formou video animací. Současně je zaznamenáván výrazný odklon od čtení delších textů. Na tento trend reagují i nové funkce typu „Přidat do seznamu četby“, neboť jsou odrazem vysoké zaneprázdněnosti zákazníků či snad částečně i neochoty číst delší texty ve shonu dne: článek či jiný formát obsahu je sice velmi zajímá, avšak momentálně nemají možnost jej přečíst celý. Tato funkce jim umožní pohodlný návrat k dané informaci kdykoliv to budou považovat za vhodné. Video obsah
a např. i zcela bezplatná možnost zřídit si vlastní video kanál na YouTube s možností pro klienty předplatit si odběr novinek je nejoblíbenějším formátem konzumace informací nejrozličnějšího charakteru.

Vlastní konverzi v podobě realizace stažení či nákupu a stažení mobilní aplikace, je-li aplikace placena, předchází fáze spotřebitelského rozhodování. Této fáze si je marketingový odborník vědom i u nákupu mobilních aplikací jako velmi specifického digitálního produktu
a musí zcela bezpečně vědět, jak jednotlivé fáze svou vhodnou a promyšlenou marketingovou komunikací ovlivňovat. Philip Kotler a kolektiv autorů ve své kultovní práci Moderní marketing rozlišuje šest fází připravenosti k nákupu: „Fáze, jimiž kupující normálně procházejí, než dojde k samotnému nákupu: patří sem povědomí o produktu, znalost, sympatie, preference, přesvědčení a koupě.“ (Philip Kotler at al, s. 822) Autorka je přesvědčena, že obzvláště u mobilních aplikací bychom se jako marketéři měli soustřeďovat mj. především na fázi získávání sympatií k produktu a svou komunikační kampaň zaměřovat právě tímto směrem.

Fázi získávání sympatií k určitému produktu/značce/firmě může výrazným způsobem napomoci technika s názvem storytelling. Jak sám název napovídá, technika vyprávění příběhů je stará jako lidstvo samo. Aktuálně ovšem zažívá renesanci v mnoha oblastech lidského konání, marketingovou komunikaci z toho nevyjímaje. Prožíváme-li společně
s vypravěčem emocionálně laděný příběh, náš mozek produkuje dopamin, co umožňuje hlubší a přesnější zapamatování obsahu. Přínos pro aktivní budování vztahu se zákazníky a též pro potřeby brandingu je zcela zřejmý.

5.      Klíč k úspěchu marketingu mobilních aplikací

S ohledem na výše uvedené skutečnosti klíč k úspěchu marketingu mobilních aplikací je možné spatřovat v účinné kombinaci nástrojů ASO, SEO a moderních digitálních forem komunikace počínaje content marketingem, přes techniku s názvem storytelling až po sdílení na sociálních sítích (social sharing). Tento mix komunikačních nástrojů by neměl být náhodným, ale velmi promyšleným postupem při současném stanovení cílového publika, komunikačních cílů, stylizaci marketingového sdělení a získání zpětné vazby včetně jejího vyhodnocení.

6.      Marketing mobilních aplikací z pohledu absolventů oboru marketingová komunikace – empirická sonda

6.1.   Empirická sonda

Za účelem zjištění aktuální názorové hladiny na marketing mobilních aplikací absolventů oboru marketingové komunikace, popř. absolventů vedlejší specializace marketing, byla připravena empirická sonda za použití metody bleskového průzkumu formou online dotazníkového šetření. Dotazník obsahoval tři výběrové otázky s možností výběru pouze jedné odpovědi a byl připraven v uživatelském prostředí online aplikace SurveyMonkey, a to včetně pretestu. Sběr dat proběhl ve dnech 4. – 5. 10. 2016. Jako platforma byla zvolena sociální síť Facebook (veřejné sdílení). Za účelem propagace dotazníkového šetření byla vložena částka Kč 800,– do reklamy na Facebooku. Jako geografické zacílení byla zvolena Česká republika a Slovensko.

Dle statistiky Facebooku bylo osloveno celkem 4 478 lidí (382 v organickém vyhledávání,
4 096 lidí v placeném vyhledávání, tj. respondenti, kteří reagovali na placenou reklamu).
V rámci tohoto bleskového průzkumu bylo získáno celkem 37 odpovědí respondentů. Autorka si je vědoma, že provedené bleskové šetření zdaleka není dostatečně reprezentativním vzorkem a jeho širší platnost by bylo nutné ověřit rozsáhlejším kvantitativním výzkumným šetřením.

6.2.   Evaluace výsledků dotazníkového šetření

Záměrem výběrové otázky č. 1 bylo zjistit, zda respondenti vnímají nějakou odlišnost mezi mobilními aplikacemi a jinými běžnými produkty.

Výsledky a komentář autorky: Celkem 63,89 % respondentů vyjadřuje názor, že z hlediska marketingu jsou mobilní aplikace velmi specifický produkt. Lze se domnívat, že se jedná
o kvalifikované odpovědi založené na vlastní empirii, neboť převážná část respondentů má
s mobilními aplikacemi osobní zkušenost a znají uživatelské prostředí platforem, na kterých jsou šířeny.

Výběrová otázka č. 2 se věnovala odborné připravenosti na působení v marketingu mobilních aplikací.

Výsledky a komentář autorky: Pouhých 8,11 % respondentů se cítí být dobře odborně připraveno působit v marketingu mobilních aplikací; téměř 33 % respondentů je přesvědčeno, že potřebné informace není problém dohledat. Zajímavou inspiraci přináší zjištění, že téměř 60 % respondentů považuje další vzdělávání v tomto směru za nezbytné. Vzhledem
k dynamickému rozvoji marketingu, který je dán především vývojem technologií, je logické, že ani ten nejlepší vysokoškolský studijní program není schopen okamžitě reagovat na všechny změny, které marketingová praxe přináší. Částečným, nikoliv však systematickým řešením, by mohlo být zacílení povinně volitelných předmětů, které by mohly částečně řešit situaci. Zájem o další vzdělávání v tomto směru by vysoké školy mohly realizovat např. formou odborných kurzů pro absolventy nebo otevřených přednášek pro veřejnost. Tím by současně budovaly a posilovaly důvěryhodnost v danou instituci a její studijní programy. Frekventované obsahové revize a následné změny kurikula jsou dalším logickým krokem
a nelehkým úkolem pro jednotlivé odborné katedry vysokých škol. Obsahové změny kurikula je nutné řešit ruku v ruce s odborným personálním zajištěním výuky.

Výběrová otázka č. 3 se týká připravenosti absolventů přijmout nabídku zúčastnit se výběrového řízení s cílem získat pozici v marketingu mobilních aplikací.

Výsledky a komentář autorky: Autorku tohoto příspěvku zaujalo zjištění, že téměř 20 % absolventů by nemělo potřebnou odvahu přihlásit se na tento typ výběrové řízení. Lze dovozovat, že podobné výsledky bychom získali, pokud by se otázka týkala mobilního marketingu jako takového. Vzhledem k tomu, že marketing jako vědní disciplína se stává stále více technologicky orientovanou, je vhodné se zamyslet nad nezbytnými dovednostmi, které praxe očekává od absolventů oboru marketingová komunikace. Jedná se nejen
o praktické zvládnutí online aplikací používaných v marketingové metrice (Google Analytics apod.), ale i o jednodušší aplikace (např. Google Alerts, Google Adwords) určené pro zjišťování dat z oblasti „market & marketing inteligence“, tedy data, která jsou konkurenční výhodou a umožňují rychle reagovat na všechny změny.


VÝSLEDKY A DISKUZE

Záměrem příspěvku a realizované empirické sondy bylo identifikovat a detailně objasnit odlišnosti úspěšné marketingové strategie při propagaci mobilních aplikací z pohledu integrované marketingové komunikace s důrazem na komunikaci digitální. Na základě provedené rešerše pramenů a podrobného zkoumání digitálních platforem, v rámci kterých jsou mobilní aplikace šířeny, byla předložena celá řada aktuálních faktických informací, které autorku opravňují k tvrzení, že mobilní aplikace jsou natolik specifickým produktem, že si marketing orientovaný na jejich propagaci zasluhuje zcela zvláštní pozornost. V rámci digitálního marketingu autorka věnovala pozornost konceptům jako affiliate marketing, ASO – app store marketing, content marketing, storytelling, video marketing a social media sharing.

Podrobné odborné zkoumání problematiky marketingu mobilních aplikací s sebou přináší
i poznatky, které lze do určité míry zobecnit i pro oblast mobilního marketingu a mobilní komunikace. Zde se otevírá prostor pro následná marketingová a sociologická šetření širšího rozsahu, neboť jsme svědky změn zákaznického chování v používání platforem pro získávání informací, ale například i pro studium a další vzdělávání, které se výrazně posunují směrem
k mobilnímu přístupu k internetu pomocí stále finančně dostupnějších mobilních zařízení.

ZÁVĚR

Příspěvek si neklade za cíl být vyčerpávající odpovědí na dané téma. Je přáním autorky podnítit další odbornou diskusi, která by přinesla věcné argumenty a nové poznatky, na jejichž základě by bylo možné přijímat informovaná rozhodnutí o změnách vysokoškolského kurikula v oblasti digitálního marketingu. Současně je vhodná i výměna názorů odborné veřejnosti na téma jak a do jaké míry obohatit marketing a jeho teoretická východiska
o „skills“, v tomto případě tedy dovednosti technologického charakteru, neboť nutnost jejich používání v praxi čeká na absolventy oboru marketingová komunikace již dnes.

 

Seznam použitých zdrojů

Apple.  iTunes – Affiliate Program – Apple.  [online]. 2016 [cit. 2016-10-09]. Dostupné z: <http://www.apple.com/itunes/affiliates/>.

Apptentive: Tools for mobile customer engagement.  14 App Marketing Strategies for 2016.  [online]. Apptentive, 2016 [cit. 2016-10-09]. Dostupné z: <https://www.apptentive.com/blog/2016/08/23/14-app-marketing-strategies-for-2016/>.

App Store Optimization – A Crucial Piece of the Mobile App Marketing Puzzle. Kissmetrics Online Marketing Blog – Analytics & Conversion Rate Optimization [online], 2014 [cit. 2016-10-04]. Dostupné z: <https://blog.kissmetrics.com/app-store-optimization/>.

Digitální agentura Foreveryone – Foreveryone.  Mobilní marketing jede! [online], 2015 [cit. 2016-10-04]. Dostupné z: <https://www.foreveryone.cz/mobilni-marketing-jede>.

ESLINGER, Tom. Mobile magic: The Saatchi & Saatchi Guide to Mobile Marketing. Hoboken: Wiley, 2014. ISBN 978-1-118-85518-8.

KOTLER, Philip, Veronica WONG, John SAUNDERS a Gary ARMSTRONG. Moderní marketing: 4. evropské vydání. 1. vyd. Praha: Grada, 2007, 1041 s. ISBN 978-80-247-1545-2.

Moz: SEO Software, Tools and Resources for Better Marketing. The App Store Optimization Checklist: Top 10 Tips [online]. 2016 [cit. 2016-10-09]. Dostupné z: <https://www.moz.com>.

PROCHÁZKA, Tomáš a Josef ŘEZNÍČEK. Obsahový marketing. Brno: Computer Press, 2014, 224 s. ISBN 978-80-251-4152-6.

PULIZZI, Joe. Epic content marketing: How To Tell a Different Story, Break through the Clutter, and Win More Customers by Marketing Less. New York: McGraw-Hill Education, 2014, 352 s. ISBN 00-718-1989-4.

SAUNDERS, Mark, Philip LEWIS a Adrian THORNHILL. Research methods for business students. 6th ed. Harlow: Pearson, c2012. ISBN 978-0-273-75075-8.

SCHADLER, Ted, Josh BERNOFF a Julie ASK. The mobile mind shift: Engineer Your Business to Win in the Mobile Moment. Austin, TX: Groundswell Press, 2014. ISBN 978-099-1361-007.

VIVnetworks.com.  Affiliate marketing, výkonnostní marketing budoucnosti!.  [online], 2015 [cit. 2016-10-05]. Dostupné z: <http://www.vivnetworks.com/affiliate>.

Kontakt

PhDr. Ladislava Knihová, MBA
Katedra jazyků
Fakulta ekonomických studií
Vysoká škola finanční a správní a.s.
Estonská 500
101 00 Praha 10
Česká republika

ladislava.knihova@mail.vsfs.cz

 

 

[1] „Přistupte k vašim zákazníkům blíže než kdykoliv předtím. Tak blízko, že to budete vy, kdo jim ukáže cestu, co vlastně potřebují, a to mnohem dříve, než si to uvědomí sami.“ – překlad autorka.

[2] Překlad z anglického originálu – autorka.

[3] Nativní zde chápeme jako aplikace vyvinuté pro danou platformu.

[4] Zobrazení vzájemně si konkurujících ikon mobilních aplikací po zadání filtru „English“.

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