Most segmentation strategies go wrong before they even start. They sort prospects into neat little boxes based on company size, industry, or job title—details that may look good on a dashboard, but often say nothing about how someone actually buys.
At PeakZebra, we believe segmentation should only exist to support smarter, faster sales. That means grouping prospects not by surface traits, but by what actually matters: how they make decisions, what their priorities are, and where your product fits in their buying journey.
Ask yourself:
Do these segments respond differently to your messaging?
Do they evaluate your product for different reasons?
Do they have different barriers to saying yes?
If the answer is no, you’re not segmenting—you’re just labeling.
The best segments reflect clear differences in behavior and priority. One group might be driven by speed; another by security. One might need internal IT buy-in; another might sign off with a solo founder.
When your segments align with real buying patterns, your messaging becomes more relevant, your demos more persuasive, and your close rates stronger.
Zipcode probably doesn’t matter unless you’re selling real estate. Company size only matters if big companies will solve different problems with your product than small companies. Don’t build for what looks different. Build for what buys differently.
Let’s talk about Canva, shall we? It’s a brilliant execution of an online service that caters to the world of people (like me, maybe like you, too) who aren’t professional designers but who need things that look reasonably good, that look like they were designed by a competent, if not necessarily downright brilliant designer. You can even make a Canva ebook, amazingly enough.
That’s what Canva does. It makes it dead simple to make good, basic images and graphics by just dragging stuff around. It doesn’t do most of the stuff that a sophisticated design tool does, but what it does, it does in a way that comes out looking right.
It’s great for throwing together logos and the like. Nearly every image on PeakZebra was, at least at time of writing, created with Canva (if you hate ‘em, blame me, not Canva).
It’s also a great way to create an ebook, the whole thing, soup to nuts.
So let’s talk about ways in which that’s great, and ways in which it may come up short in certain ways and how you might use the good stuff from the Canva design but maybe move a step or two beyond in terms of what your ebook offers.
Step One: Have a book
In this piece, I’m not writing about how you go about producing the copy that will go into your book. Presumably you know more or less what you want to say and you can find a way to get it said. Let’s assume that. I’m assuming you’ve wound up with something like a Word or Google document with all that good writing in it.
Step Two: Make some early design decisions
Personally, I don’t think you should completely wing your design process, though I’ll have confess that I have, on occasion, done exactly that.
What I’d recommend, though, is having a little back and forth “conversation” with yourself, on the one hand looking at ebooks and book covers on line, and on the other hand thinking about the style elements you’d like to incorporate, irrespective of any of the finished designs you’re looking at.
By style elements, I mean:
Color palette
Font choices
Illustration style
Page designs
First get a sense of all these elements and some things you’ve seen and liked, then we’ll take the elements on in the next several steps.
Step Three: Color Palette
If you’re not a designer and haven’t spent some time actually learning about color, playing with color, and talking to colors in a little language that only colors can understand, I’d recommend borrowing a palette wholesale.
Oh, and I’d recommend having color, in general. Print books are often black and white on the inside, but your Canva ebook doesn’t have to be. If you’re trying to recreate the experience of reading a print novel, then fine, black and white (actually, very dark gray looks more professional, just as an aside) is fine. But otherwise, get some colors going and not just on the cover.
Places to borrow palettes from include just about any professional software that offers palette choices. But why add extra work when Canva offers kind of an amazing amount of help on this, beginning with a freaking huge list/display of palettes.
For kicks, let’s use a palette they call “muted succulents” for examples in this article. Here’s what it looks like:
By way of quick confession: Despite all the praise I heaped on Canva earlier, I don’t think the way Canva handles palettes is remotely intuitive. But whatever. The point is to find colors that work together well and use them for all your design elements.
Step 4: Fonts
Honestly, mere mortals should generally not pick font groupings. And for an ebook, you want only two or three fonts. So find some options that have been chosen by a designer who does this for a living and use those. Generally, if you use sans-serif for headings, you want something in the serif family for the body. Vice-versa is also fine, but most people are accustomed to reading serif fonts in the body of books, if that makes a difference to you.
Step 5: Illustration Style
The mark of a professionally designed book is that, if it has illustrations, those illustrations all look like they belong to the same thing. If you have charts, don’t mix radically different looks for those charts. If you are going to use illustrations that are the sort of semi-abstract people illustrations that are so overused on websites these days, things that look like this…
Then stick to that sort of illustration throughout.
This is an area where Canva can really shine, by the way, because generally if they have one element drawn in a particular style, they’ll have a whole set of elements drawn in the same style. And they have lots of the style I was just talking about:
Step 6: Page Design
OK, now we get to what the actual pages look like. Here again, I think there is little point in reinventing the wheel.
It’s possible to do an entire short Canva ebook (I wouldn’t suggesting doing anything much over a dozen pages without using a more page-design oriented tool in addition to Canva) and the service offers some very good looking templates.
With a Canva template, each page is essentially a separate graphic image you’re creating. When you’re done, all the separate pages are saved as a single PDF. It’s a clean, simple approach, but there are some downsides that should be mentioned:
It’s a PDF, not individual web pages. So one read of the PDF won’t result in many page views, if you care about that.
It’s a PDF, but there’s no way to create links from page to page within the document, so you can’t, for instance, create an interactive Table of Contents. This is probably OK in a short document (which, in fact, may not even need a ToC).
You can’t “flow” text across pages in the document. With a heavier-caliber page design tool, you can create text boxes on your pages that are linked from one box to the next. This is handy because you can just dump the contents of the main text into the first box and it will continue into the following linked boxes automatically. It makes later edits to the text hugely simpler to handle in the laid-out text because they just reflow.
Step 7: Using Other Tools for a Canva ebook
For longer ebooks especially, you’ll probably want to involve tools that more specifically address managing long-form text. And you’ll have to decide whether to use PDF as your format, or handle it as a series of web pages. PeakZebra has experimented with web formats that act more like books, support gated access, and run on WordPress installations (example here).
But even when using other tools, Canva is still a fantastic resource for graphic design elements and illustrations you’re incorporating into the work. So, hat tip to Canva, useful for all sorts of things, but useful for ebooks, too.
Supposing you are a startup in the blockchain space… How can you do a genuine web3 thing around your presence and your marketing? What does it mean to communicate in a “web3 way?”
Here are some thoughts, still a bit random, but “experiments are ongoing”…
Probably better launch a coin of some kind. Unless your business is creating the mechanics of blockchains, you’ll want to do this on a sidechain, either your own or as part of Solana (which seems like the current leader, but of course that could change), or tied back to the Ethereum chain. Some people are referring to these sorts of alt-coins as “creator coins.” With a coin, you can both earn and pay out with a private universe that, with luck, is expanding. This means you earn more and more while being able to pay less for more and more. If someone tells you this sounds like a bubble, look them straight in the eye and tell them they don’t get it. Any of it.
Or give away fractions of well-known (Bitcoin, Ether, Solana) coins in exchange for people learning about your product. This is actually the piece I find most interesting at the moment as far as genuine web3 marketing goes. If a person creates a Coinbase account (not something I necessarily recommend, because Coinbase seems unnecessarily pricey to me), they get offers to go through a few pages of what amounts to actual coursework in exchange for, say, five dollars worth of Bitcoin. There are a number of these sorts of offers—Coinbase has effectively created an alternative sort of advertising market here. I’d love to see some startup create this sort of marketplace more directly, though tying it to a wallet/exchange like Coinbase also makes a certain inherent sense. With or without Coinbase, though, the direct exchange of cryptocurrency for serious engagement (including quizzes to make sure you got the message before you get your coin) seems like an approach that may not be available forever. Right now, five bucks worth of Bitcoin somehow seems worth a whole lot more than “just five bucks” to the crypto enthusiast. And this could be done with any alluring alt-coin, including coins that basically weren’t worth much. You know, here’s 10,000 shiba inu (Sounds like a lot? It’s 33 cents USD) for your high-level attention.
You would think that with all the hype there would be a way to build a website using web3. But if you go googling for how to build a web3 website, you’ll get articles on visual design, letting you know that in the web3 world, crazy background gradients rule.
I don’t know anything about him except that a page turned up as I was rooting around for how to build a genuinely web3 site, but I’m with Tim:
Indeed, if you were capable of cleaning your mind of specific memories, specifically, let’s say you could do grep -l web3 brain | xargs rm. And then someone asked you how you’d envision a blockchain-based and smart-contract-enabled web3; you’d likely describe an ecosystem vastly different to what it is today. You’d think about peer-2-peer networks, light clients, and renewed web standards. That’s precisely not web3.
In today’s experience it will instead be mostly shitty react websites that crash or stop working when you’ve neglected to install Metamask (or other key-management plugins). Opening a web3 website’s network console, you’ll see that it’s making an excessive amount of RPC request to an Ethereum full node. Sorry, I meant to say Infura node, a hugely-popular cloud provider hosting Ethereum full nodes. That’s kinda stupid.
4. Double down on content marketing. Strangely, I think the big marketing discovery of web 2.0—SEO—remains the primary tool for marketing in the web3 world as it stands today. Content marketing is web3 marketing.
I don’t mean manipulative, bullshit SEO. In fact, I think bullshit SEO (aka black-hat SEO, but I used to work at a security conference called Black Hat and I never liked the SEO tried to repurpose the phrase) is completely played out. The win is in providing excellent content that people link to because it’s the best out there. Because they link to it, the search engine indexers gradually become aware that more and more traffic is hitting your content from backlinks at sites around the web and “aura” around your content becomes increasingly visible. Your rankings improve. Over time—it’s a long game strategy.
5. Find a way to tie into the wild enthusiasm. I get it that what I’m saying here is pretty vague. But the background thinking is simply that right now, people who are interested in web3 are really interested. They are looking for the new stuff, talking to each other about the new stuff, holding Twitter spaces about the new stuff. So if you can manage to be a small part of the new stuff, people will actively encourage your thing being discovered. This is unlike almost every other market, even in tech, where people generally aren’t eager to believe you have anything new, doubt its important if you do, and generally don’t want you to bother them.
But what’s new in a context where everything is new? Here, you’re going to have to be inventive and actually come up with something new. But note that the newness can come from more than one source. Newness can be present when:
What your startup does is new, like a new way to tie physical goods to NFTs.
The way your startup does it is new, like a food supplier that has adopted blockchain in a novel way to track inventory.
The way you market it is new, like you create a DAO to handle your company communications (though there have been several DAOs of note where the DAO is the whole organization, as far as I’m aware no one has said, hey, let’s form a DAO to spread the word about what we’re doing and let DAO owners control the message and make sure its content is genuinely useful. Is this a good idea? I couldn’t say. But you get the idea.) If there’s a DAO tied to your marketing, then even if you don’t quite know what the hell’s going on, it’s still web3 marketing.
6. Spend some money. I think your money spent on sponsoring events and giving away swag goes far, far further in blockchain than it could ever hope to in, say, cybersecurity. People who go to NFT events are positively desperate to be covered in blinking LED lights. People at cryptocurrency events want cool black challenge tokens and they like free drinks as much as the next industry’s conference attendees. The show up at work wearing tshirts, so if yours is cool, it will actually get worn in situations where people seeing it matters.
Does anything about this create a new form of marketing? Not yet. But we’ll keep an eye out for that as well, won’t we? After all, cryptocoins hold the promise of direct reward for small increments of a person’s attention (as in point 2 above). So there may well be interesting alternatives we haven’t thought of just yet.
Cyber attacks and cyber attackers figure in mainstream news nearly every day. With this level of exposure, it starts to matter whether you know how to spell things. When it comes to cybersecurity, the answer is that it’s one word, even though other, related terms—like the ‘cyber attacks’ above—are still two words.
Having been a professional writer and editor my entire life, plus a security news editor for twenty of those years, the question of how to spell this has long been on my mind.
Just say no
Early on, back in the late 1990s, the answer, at least among professionals in the field, was easy: don’t use that word. We preferred “computer security” or “information security.” Occasionally, assuming it really had something to do with the web, it was acceptable to use ‘web security.’
But the field was a lot smaller then. Less attention was paid.
By now, the field is booming. The U.S. Bureau of Labor Statistics says positions for cybersecurity analysts will grow at 32% over the next several years—this compared to an average economy wide job growth rate of 5% (these figures are pre-pandemic, so we’ll see).
WordPress Cybersecurity: It’s a Thing
Nowadays, with PeakZebra, the questions I get are largely about whether WordPress is secure. The short answer is: yes, it’s secure. The longer, more-accurate answer is that it’s really easy to make it horribly insecure. And it’s easy to do that without even realizing it.
The thing is, this is true of lots of other ways that people build websites and web applications. The real trick is knowing what it takes to achieve some decent degree of cybersecurity in your own environment.
In WordPress, the two cardinal rules are:
Keep your WordPress site up to date. Set both your core WordPress install and your plugins and themes to update automatically.
Be careful about which plugins and themes you install. Use popular ones with thousands of installations when possible. Otherwise, make sure you know who created the plugin, whether there are reasons you can feel confident they know how to write secure plugins, and so on. It’s not as hard as it might sound, really.
Use WordPress as part of a SaaS offering. PeakZebra is an example, but only one of many. Learn more about PeakZebra starting on our home page, if you like.
Cybersecurity? it’s one word or two. Really.
Though there are still plenty of places that prefer “cyber security,” it does seem like there’s increasing convergence on “cybersecurity,” at least among vendors and professional organizations within the space. On the other hand, there are more Google searches each month for “cyber security” than there are searches for “cybersecurity.”
My own view is to use the one-word option. It is, after all, a single (broad) concept. And “cyber” has historically been used as a prefix—consider one of the earliest modern uses, the word “cybernaut.”
There’s no particular reason my preference should matter to you, so rest easy in the knowledge that, for now at least, either way is ok. Just be consistent, though, yeah?
If you publish a long-form content piece on the web, you really owe it to your readers to provide navigational help. That seems obvious, but most things online that call themselves books (just one way of singling out long-form material) don’t go very far out of their way. If there’s any plain-old book table of contents, odds are it’s static or offers only chapter heading links. The web could stand to do a little better.
This article makes a start at thinking it through: what are the options for what, in the physical world, might be called the “table of contents.”
The final section of this piece also includes an overview of one approach to creating a book-like structure in WordPress and giving it a table of contents (though it’s built manually). With this approach, adding a ToC-specific menu for the book is trivial, if not entirely satisfactory.
Mind you, a book table of contents—that thing that, in English-language books, comes in the front before the actual content material—is only one navigation tool that can be provided in print books. There’s also, in nonfiction works, the index, which is just a much finer-grained table of contents that’s been sorted into alphabetical order.
Chapter summaries fall into the navigation category and occur even in fiction, though most often in older works, such as this example from Dickens:
Chapter 38: Mr. Samuel Weller, Being Entrusted With a Mission of Love, Proceeds to Execute it; With What Success Will Hereinafter Appear
Charles Dickens
Even the sidebar, beloved of textbooks, is a sort of navigational aid, in that it clearly signals that the material in the sidebar is incidental to the main flow of the text and could, if one were in a rush, be skipped for now.
In some instances, footnotes, too, are navigational, pointing to other sections of the book (what you might call “internal links”) or pointing to other works (“external links”).
But the main option is the table of contents, and that’s where we’ll spend most of our time in this piece. As a side note, never forget that your table of contents is another small element in your ebook marketing plan — people skim ToC’s to get a sense of whether the content suits their needs.
The Blog List as a Book Table of Contents
If you think of a blog in its entirety as a long-form work (which I don’t, but it’s a useful place to start), the reverse chronological listing of posts that appears on the top of the blog is as much ToC as you get.
It’s a terrible ToC and I think the reasons are fairly obvious: it doesn’t generally provide any sense of topical organization or how things fit together. It’s also generally designed so that the individual entries take up a lot of space, such that you have to click through lots of pages to get to things that didn’t appear quite recently.
Reflecting about what’s missing gives us a couple ideas about what makes a good online ToC. First, a ToC ideally conveys the internal structure of the work. Is there a first part that’s theoretical and a second part that’s about practical application? Great. Then the ToC should convey this. Second, it does this in a way that gives access to at least the top-level hierarchy of the work in one view. Readers should be able to move through the ToC without clicking through multiple places.
One fantastic additional element to an online ToC, as opposed to a print book, is that it should be available on every page in the work, and easily consulted without unintentionally losing one’s current place.
The PDF’s lost opportunity
We won’t linger on this, but it’s worth mentioning in passing that most PDF “eBooks” are a terrific example of how not to do this sort of thing. (And there’s a good argument that you shouldn’t be using PDFs for this stuff anyway…)
Because of the PDF’s heritage as a format that preserves the look and feel of printed pages, it’s not unusual to see a conventional print-style ToC at the front of one.
Even though it’s possible to make the text on these ToCs link to the pages they point to, as often as not, PDF designers don’t bother with this extra step.
Without putting too fine a point on it, this is missing the point of being online.
We won’t linger on the PDF, but one thing that is interesting is the way some readers will show some documents with thumbnail page images down one margin, so that you can jump to a specific page and have some general idea what that page looks like. In some formats, this means you can easily identify the starting pages of chapters. In works that have substantially different designs on different pages, you may even be able to jump directly to a page. It’s a nice touch and something that simply isn’t possible in print.
The eBook Table of Contents
Whereas print books tend to have a page that contains little more than the title and author of the book, this feels a little performative in an online work. In an online work, it seems better to have the title and author combined either with cover art or with the ToC, just depending on the style or nature (fiction or non-fiction, for instance) of the book.
In longer web pages, one sees a sort of “proto-ToC” that shows, typically, the subheadings on the page and allows for a direct jump to those locations.
There are starting to be Gutenberg blocks that provide this sort of ToC functionality as well:
Nothing wrong with it, but nothing to write home about either…
Way in the back of my head I feel like there used to be natively in WordPress to make sequential book pages instead of chronological posts, but in the past couple of days, I’ve poked around the internet looking for this option in vain. I think it vanished from disuse and, best I can recall, it was pretty clunky. But I do think there might have been a rudimentary ToC capability included with it.
As far as I know, that was the only plugin-oriented ToC device for handling lots of sections and pages in a sequential order.
Needless to say, you can of course build a page that looks and acts exactly like a table of contents, just making all the links to the pages by hand.
Rolling Your Own
To build a book (and that book’s table of contents) within your website, first create a custom post type that represents the pages of your book. You can do this by creating a plugin that looks like this:
// call our custom function with the init hook
add_action( 'init', 'pz_register_cpts' );
// custom function to register a "publication" post type
function pz_register_cpts() {
register_post_type( 'publication',
array(
'labels' => array(
'name' => __( 'Publications' ),
'singular_name' => __( 'Publication' ),
'add_new_item' => __('Add New Publication'),
),
'public' => true,
'has_archive' => true,
'show_in_rest' => true,
'supports' => array('title','editor'),
)
);
// and bookpage CPT
register_post_type( 'bookpage',
array(
'labels' => array(
'name' => __( 'BookPage' ),
'singular_name' => __( 'BookPage' )
),
'public' => true,
'has_archive' => true,
'show_in_rest' => true,
)
);
// and book jacket type
register_post_type( 'jacket',
array(
'labels' => array(
'name' => __( 'Jackets' ),
'singular_name' => __( 'Jacket' ),
'add_new_item' => __('Add New Jacket'),
),
'public' => true,
'has_archive' => true,
'show_in_rest' => true,
)
);
}
Then, use the ‘Post Sort Order’ plugin to give yourself the capability to drag your custom page posts into the correct reading order.
Note the “correct” order will very probably be the reverse of what WordPress will do, left to its own devices, unless you add the pages of your book to WordPress from back to front (not recommended).
One thing you’ll very probably want is navigational aids on each page. You want to be able to go from the current page to the next one, or perhaps go in reverse. Ideally, you should also be able to jump forward and back from one chapter start to the next.
As you know, WordPress themes quite frequently offer navigation from one post to the next. The source of these navigation links is, almost always, the template page for the particular style. If you’re familiar with how themes are built and how they use template pages, this is something you’ve already run across, but perhaps not paid a lot of attention to, because it lends itself to cutting and pasting.
If this isn’t familiar territory, not to worry. This is the perview of WordPress developers and this article isn’t the place to delve in detail into how this particular bit of functionality is coded. Suffice it to say, though, it’s doable and you can see an example of this over in the marketing guide I’ve published on this site: Found and Followed.
That same book has a dropdown menu on every page that gives you a basic ToC. It works fine, I guess, but it’s certainly easy to imagine better, and better looking, ToCs.
It’s be nice, for instance, to have the subheadings within chapters accordion into view when the cursor hovered over a chapter title. Likewise, it’d be nice to offer thumbnail page previews as the cursor hovered over a subsection. This approach would just plain be better than the original book table of contents.
How hard would it be to make this sort of thing available as, say, a plugin within WordPress, or a library in one of the React-based front-end environments.
One wouldn’t expect the technical bar to be set too high, because what we’re talking about is just a variant on the basic menu pattern. Consider this option in the Divi page builder ecosystem for a so-called ‘mega menu’ dropdown with featured images.
It’s not a ToC, but it’s easy to see how, with page thumbnails and a further dropdown from chapters to subheaders within chapters, the same basic paradigm would make an attractive navigation tool.
But I have to say, I don’t think I’ve ever come across anything quite like a really well-done menu for a long-form work online.
There’s more than one reason why you might want to write an eBook. You might want to establish yourself as an authority on a subject. You might want to sell copies of the eBook, though be forewarned that it’s not necessarily easy to sell conventional eBooks. Finally (and most likely), you’re looking into eBook creation because you’d like the eBook to serve as part of your content marketing program, thus making the book a lead generation tool. No matter why you put your magnum opus together, you’re going to need to deploy some ebook marketing if you’re going to get your work an audience.
Without eBook marketing, you’re not going to lead people to discover and make use of your work. In fact, even if you are using it in order to market some other thing—that is, your primary product or service—you’re going to need to get word out about the book.
So here, based on PeakZebra’s experience in producing its own eBooks and in working with clients to make eBooks part of their content marketing efforts, is a straight-up, no-frills roadmap for pushing your eBook out into the world.
The Six-Step eBook Marketing Program
Step One: Include Key People and Companies in the Book as You Write It
This is just silly obvious, but the book will get a lot of help from other people if you mention them and what they do in your book. Every situation and book is different, but if you can get a vendor, say, who has a Twitter account with a big following to mention the book (because they feature in it), that could very well be a great deal more reach than you can muster on your own.
Don’t pander, don’t put people in there just for this purpose (that can backfire), but on the other hand, never fail to mention relevant people and companies in your eBook—then make sure they are aware of the book as it’s coming out. Send them an email with a link; direct message them on Twitter. If the book is being sold rather than made freely available, make sure they get a free copy, ideally in advance of the release.
Step Two: Change your email signature.
It sounds trivial, yes, but the underlying point is broad and more important that it might seem: you need to mention your book in anything you can. You should make sure people know about the book at every touchpoint they have with you, up to and including mundane things like your email signature.
Make it simple and unobtrusive, but make sure it’s there, something like:
Robert Richardson phone: 555-555-5555 myemail@somewhere twitter: @peakzebra Just Out: Found and Followed: etc.
3. Get Your Social Media House in Order
Just as your email signature should be updated, your Twitter and Facebook banners should be updated, ideally with a picture of the cover. Don’t push the book in any way, just make sure that people know from looking at the banner that the book exists, should they be interested in it.
Then, analyze your reach on whatever social media channels you use and focus on the one that seems most likely to help you. When you first release the book, make some noise in that venue. Offer tidbits of goodness from the book, use images in your posts, and tag people and companies mentioned in the book so that they’ll see you’re talking about them in social media.
4. Get Backlinks. And Have a look at ViralContentBee and PayWithaTweet.
Backlinks are when you get other sites to link to your site or your eBook. Generally, you get these by very politely asking for them at sites and on pages where it would absolutely make sense to make mention of your work. One effective (but time consuming) approach is to find pages with dead links to content that seems like it might have been similar to yours. Let the webmaster know that the current link on their page is dead and offer your site as a possible alternative.
This approach isn’t for everybody or for every situation, but some folks get pretty good mileage from these two sites/services. I haven’t tried PayWithaTweet yet, but it seems like it might be particularly useful for creating some viral push for an eBook, as offering a full book will make the “tweet payment” more palatable to those who would otherwise resist cluttering their feeds. I think this could be particularly true if you tone down the messaging in the tweet you want them to send to something like “Just discovered PeakZebra’s new eBook, Found and Followed”.
ViralContentBee is the sort of thing I’m normally wary of–you shill other people’s content in return for them shilling yours–but there are things about this particular version of it that make it seem less objectionable. For one thing, you don’t have to shill other people’s stuff, and there’s lots of content to look at and recommend, so you might well find things you’re perfectly happy to recommend. Second, there really are people out there who report having fairly good luck with it.
5. Guest Blog on Other Relevant Sites
There are lots of articles out there on this tactic, so I won’t dig into here, but obviously this gets you in front of an established audience. Just don’t sell from the stage.
7. Spend Some Money on PPC
There are so many articles out there on the web about going viral for free, but the fact is, it’s a vanishingly small percentage of the people who _want_ to go viral who actually do. The way to hedge your chances for success is to put ads out there on Google search results. Pick your keywords wisely so that they tend toward lower per-click costs and set your daily budget to something small as you gain some experience, but if you can’t reel people in and get them to read your eBook with PPC, then you’re probably going to have to change things up significantly, because the magic just isn’t there for this eBook with this particular messaging.
Make that Funnel Top as Big as Possible
A final thought: if you’re using eBook downloads as a way to build up a prospect list, just remember that only a fraction of the eBook downloaders will decide to buy your product or service. And the eBook downloaders will be a small fraction of those who become aware of your eBook. So in order for the math to work out, you need to get in front of lots of potential downloaders. You also need to do it affordably enough that whatever money the small percentage of these folks who actually convert send your way is more than enough to cover the cost of the whole eBook project.
The world needed a term for the things that we think of now as “Jamstack,” so I’m not a bit sorry that Netlify cooked it up. But even as it was coined, what was actually out there didn’t fit the term. Some of the front-running static site generators didn’t use JavaScript. Markdown was still perfectly feasible, but commercial projects were on a fast track to headless CMS.
Jamstack is at least a little catchy and fun. But it doesn’t really capture what’s important about the underlying architectural shift. Neither does “Static Site Generator,” and it suffers from the additional downside of sounding like a description of something bad.
And even if last year was, as Brian Rinaldi suggests, the year that Jamstack went mainstream, most people in the tech world really haven’t sorted it out or thought about it as something they might use. This is changing, but I think the change would be faster and cleaner if we had some sort of overarching term that did some positive work for us. Think of the usefulness that terms like “Web 2.0,” “mobile first,” and “cloud native” have had.
With this in mind, I have searched for the perfect term.
Searched, and come up a bit short. I do, though, have some directions. My hope is that someone will pick up one of these directions and hit on exactly the right term.
Edge. One salient piece of the architectural equation is that static sites are best deployed to a CDN, so that lots of copies of the pages live at the edge of the network. “Edge” sounds considerably more useful than “static.”
Fast. Even if we think we’re stuck with “static,” maybe it could be “Fast Static”?
Client stack. Or maybe “client-native architecture”? Something that reflects how much heavy lifting is carried out within the browser.
Distributed. Or some sort of name that gets at the idea of serverless and edge-function?
Dymaxion. Buckminster Fuller used the term for all sorts of things. Sure, it sounds (and is) straight out of the first half of the last century, but isn’t that really just a tinge of retro cool. Or, heck, “staxion”?
Rendering. Something like “atomic rendering” or “forward rendering”?
Martian. Or some other word that sounds kind of cool, but has no particular technical connotations. Think “Java” and “Struts” and “Ruby” and so on.
If anything springs into your head, why not throw it out on the twitters with a #renameJam tag? Whether or not anything in my list leads to a new name, we really could use a better name. And one way or the other, I’ll bet we’re using a different collective term by 2022.
When FireEye announced yesterday that “a nation with top-tier offensive capabilities” had used “novel techniques” to steal an inhouse red-team tool, the security community found itself wondering what their reaction should be. It’s a community that, in the past, has struggled not to eat its own children when embarrassing things happened.
This time around, there were FireEye defenders, among them James Azar, who posted to LinkedIn to say that anyone “bashing FireEye, Inc. for a #nationstate attack” should “think twice.”
A few dozen replies followed, many of the replies along the same lines as a comment posted by Ramesh Rajagopal, president of Authentic8, who said “defense in depth should also reflect how the industry stands behind each other to support the attacked.”
The general line of thinking was that even companies that are expert in cyberdefense will, on occasion, fall victim to hackers.
Well, yes, there’s always the chance that a well-provisioned nation-state attacker will break through even the best defenses. No argument there. But what seems the bigger thing to support is that FireEye appears to have done all the right things when the breach was discovered.
Several commentors took this line of thought: A tool used for pentesting and outfitted with several hundred individual attack capabilities was stolen, so the victim has publicly released countermeasures and information that can be used to catch attacks mounted from the stolen tool. FireEye was quick to announce the breach and has been transparent about it, so far as outsiders can tell. This is certainly how you’d like to see a breached company react.
Of course, the New York Times said rather flatly that “The breach is likely to be a black eye for FireEye,” but I’m not so sure. In some ways, it may actually be a good thing, as much as I’m sure they absolutely hate that the breach happened.
Because, if you’re going to be breached, this is the sort of breach that makes you look like you are all about hardcore hacker juju.
Consider comments that have cropped up under Bruce Schneier’s brief post on the event in his “Schneier on Security” blog have included much speculation on where FireEye actually fits in the security industry. Someone posting as Assumed said “I’ve always assumed that FireEye was an ‘agency’ corporation. At one point, they were helping decrypt hard drives that were infected with Ransomware for free. What kind of resources does that take? And who is capable?”
Nothing about the incident reveals anything substantive about the government agency ties that FireEye may or may not have. A blog entry that digs into the materials FireEye released on its GitHub points out that “From what’s been made available in the repo, the tools are mostly open source and not developed by FireEye.”
So they had a bunch of tools for testing various exploits, just as you’d expect that a company in FireEye’s line of work would have. But, wow, they seem like ninjas when this gets referred to as a “red team tool” that was heisted by “a nation with top-tier offensive capabilities.” Does this event mean that they will no longer be, as the New York Times put it in the lead paragraph, “the first call for government agencies and companies around the world who have been hacked?” Heck no. These guys obviously roll with the bad boys.
Now December is here and the question for some of us is, well,
How Do Tech Companies Market in 2021?
The simple answer is more content marketing. And yes, you might consider working with PeakZebra as you roll into the new year. Have a look at the services we offer.
But it’s tricky. It won’t be more of the same content marketing we used in 2020 and years prior. From where I sit, the new content marketing won’t be marketing. It will “just” be content. Meaning it will actually have content. It will acknowledge that technical buyers are making buying decisions based on architecture, based on the details of what a product does, and based on how they plan to implement their overall security posture.
“Story” May Matter Less Than You Think
It’s become a commonplace of marketing firms to talk about how “brand is storytelling” and “all marketing is storytelling” and so on. And storytelling is fine. It has it’s place in the scheme of things and, yes, if brand is a big part of what you do (not true of most security vendors, honestly), then yes, you need to tell a story about your brand.
What matters more, though, is that your content makes complex content more readily processed by the human brain. Consumer brand marketers tell you that, to take one example, shoes are a commodity and it’s the Nike swoosh that creates the value in the buyer’s eye. But you aren’t selling shoes. You aren’t trading in commodities. In fact, you believe that if your ideal customer really understands what’s advantageous about your security thing, they’ll pick it over competitors precisely because they get the concept, even if it’s nuanced, even if it’s complex, even if it’s hard to wrap their minds around.
Of course they’ll get there faster if you make it easy for them to wrap those minds.
Talk to Me Like I’m Smart
I get hired a lot with the idea that I can unleash some SEO on some content and, wham, those pages will start ranking number one. But that’s not actually what works. I learned an important part of what works while working for a few years at TechTarget.com. What works is building up a body of work, all of it properly tuned for SEO. TechTarget gets that right, but part of why it works for them these days is that they enjoy significant incumbent advantage. They’ve been at it for twenty years and most of their sites have thousands or even tens of thousands of articles.
PeakZebra in 2021
We’ll start with smart content and basic SEO block and tackle. We’ll make it performant, so that it scores near 100 on the Core Web Vitals metrics that Google will begin to use in ranking results in 2021. For many clients, this will mean taking WordPress sites and relaunching them as statically generated sites using lightning-fast frameworks like Gatsby.
On WordPress and Gatsby sites alike, it will mean creating Pillar Blogs, not an abandonment of blogs as we know them, but given an order and a meaning beyond a reverse chronological scrolling list. Pillar Blogs are a happy mashup of the content blog and Pillar Pages. They can have chapters, tables of contents, interactive worksheets, and whereas you’ve used good SEO practice to link from new content back to older entries (you’ve done that, right?), a Pillar Blog will automatically populate future links from older content to your new additions. Miraculously, it still functions as a blog.
So did 2020 have a Christmas?
Honestly, I don’t know as I write this. The real world is out there and the death count is rising. I mean, sure, there will be a Christmas. (Did I mention that Pillar Blogs add a capability that executes verb tense changes as dates pass. After Christmas, this paragraph will read differently than it does as I write it. A small thing, but you know you could use it. There will be a Christmas, but it’s going to be quiet. It’s a period in which PeakZebra is focused on rolling out its own content and capabilities.