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Monday, July 20, 2009
I am at a customer site today as part of our team that is delivering the results of a project based our new narrative research techniques that we're using as the basis of our new subscription study, "New Rules of Engagement: Re-Tooling Information Sales and Marketing for the New Economy," sponsored by the Software and Information Industry Assoication and Special Libraries Association. Narrative research has evolved out of efforts to understand the often weak and ambiguous signals from global terrorist networks. Needless to say, you can't really do market research on terrorists, but we saw that this technique is an excellent way for our clients to analyze customers rapidly in an innovative way that fits with many of their most critical research needs.

As with terrorist networks, many publishers and technology companies are dealing with rapidly shifting client behaviors, with lots of asymmetrical behavior that's difficult to analyze using tradional research methods. In traditional research, one formulates a hypothesis to test using quantitative or qualitative research techniques. In quantative studies, for example, someone interviews subjects and then filters down the results into a cohesive picture. In quantitative research, a questionnaire asks specific questions that requires people to respond to specific possible responses. These are both good techniques if you want to filter out a lot of possible answers that may not be your focus. But as good as that can be, many of the opportunities and threats that our clients face lie beyond this type of pre-determined focus.

An analogy as to why this is important was used in our client presentation today. We asked the people in the room to look at a short video of six people passing basketballs to one another, three wearing white shirts and three wearing black shirts, and to count the number of times that the people with white shirts passed the ball to one another. There was some disagreement on how many times the white shirted people passed the ball, but surprisingly several people missed another key input - a person in a black gorilla suit walked in and out of the scene during the passing. In other words, our ability to filter and to concentrate on specific goal not only may not give us exact anwers but may also ignore or focus on interesting phenomena that could be potentially important or a actually just a distraction.

Narrative research addresses this key gap in human perceptions in interpreting information about markets by enabling people to tell and to code unbiased stories about how they use or make decisions relating to products and services and then have them passed through software that relates their responses to key themes. When patterns emerge from this process, research sponsors can then refer to the original, unbiased stories and find new ways to analyze them. Instead of being "locked in" to specific biases or ideas that formed the information, you can refer back to the original unbiased stories and find new ways to interpret them individually or in aggregate. When you get enough stories to draw statistically significant conclusions, the result is an extremely powerful database that can answer different questions again and again over time on a very cost-effective basis. If you add more stories over time to that database, the results can be even more powerful, as you can begin to track changes in perceptions that you would not have been able to detect if you had had to form a specific idea ahead of time for testing via traditional research.

The net result for "New Rules" subscribers will be a rich, reusable resource of hundreds of stories from executives and implementers in enterprises telling how they use and make decisions on obtaining information services that they use to perform their jobs. In today's volatile economy, being able to hear unbiased stories from these complex and shifting decision makers and to analyze them quickly and effectively can be a critical factor in responding to the many changes in organizations that are compelling new and accelerated approaches to buying and implementing enterprise information services. Combined with the on-site workshops what we will be conducting for the core research subscribers I expect that "New Rules" will be the core element of many company's strategy planning efforts this year. I encourage you to investigate our prospectus and to see if you're ready to take advantage of this ground-breaking approach to market research that can power the marketing of your information products and services.


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By John Blossom - posted at 10:43 AM
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Wednesday, April 16, 2008
Jeffrey Massa, CEO of Yellowbrix grabbed my ear at the Buying and Selling eContent conference in Scottsdale, AZ, for good reason it turned out. Yellowbrix is well known in both online and enterprise markets for its content aggregation, portal development tools and financial information services, but like everyone else in the aggregation game they've been looking at higher value tools to create better opportunities for insight through their content. The Sentiment Performance Indicator tool that Jeff showed me is one such tool - and a killer app at that.

The Sentiment Performance Indicator is a set of data and graphics tools built off of a Yellowbrix-developed semantic engine that munches through the content in its media feeds to determine whether stories on a particular company are positive, negative or neutral. This data then drives simple data displays and charts that enable one to get a grasp on likely market sentiment for a company's securities very quickly. This can be especially important before a securities market opens - there's that period before trading begins when analysts people on sales and trading desks in financial institutions try to get a fix on market sentiment is overall and for particular investments. Traditionally this is done with phone calls to trusted contacts, browsing through news, morning reports and other more quantitative tools to get a feel for what's going to happen.

The Sentiment Performance Indicator takes this type of activity to a whole new level. Instead of working on largely "seat of the pants" sentiment, the Sentiment Performance Indicator gives data that provides really strong correlations with likely market activity. In the chart on the right, reduced a bit but I hope still readable, shows in this instance a graph of the Dow Jones Industrial average in blue. The Sentiment Performance Indicator in this instance looks at all the news relating to the index and the companies that comprise it and out pops the sentiment data. Note how the green line, showing positive sentiment, tracks strongly ahead of negative sentiment for today before the market opened. Note the strong correlation with how the market performed after the open. Note also that as positive sentiment began to drop and close in on negative sentiment that the market levels out. Highly predictive.

Jeff walked me through similar displays for individual stocks and the data correlations were truly eye-popping - this coming from someone who stared at Reuters and Quotron screens and wallboards for more than a decade. What I found interesting was not only how closely the sentiment data tracked and predicted subsequent stock performance but also how changes in sentiment correlated closely to typical trading activities. For example, in one particular example Jeff showed a stock where negative sentiment rose sharply and there was a subsequent selloff. However, there was at the same time a steep fall in negative sentiment but no increase in positive sentiment. In other words, once a stock starts falling from bad news the damage is done and it will keep falling until there is countervailing news - to put it another way, once you have bad news, no news is the equivalent of bad news. That is a very, very accurate portrayal of real-life market activity.

Another example of a display in the Market Sentiment Indicator is a simple tool that shows cumulative sentiment data, the top positive companies and the top negative companies. Very easy to interpret - and very useful not only to securities traders but investor relations, management dashboards and other business applications where there is a need to see at a glance the real-time changes to how companies are being perceived in the marketplace.

This is certainly not the first sentiment analysis tool on the marketplace and no doubt there are several major investment banks, asset management firms and hedge funds that have cooked up their own custom version of such a tool. But I must say that to my jaded eyes this was one of the most powerful applications of semantic content analysis that I have seen in a long time. The top positive/bottom negative display should be on every desk tracking U.S. markets unquestionably, an invaluable tool that can help financial experts prepare for their trading day effectively and to get a handle on how trends are likely to unfold during the day.

More sophisticated tools are no doubt required for sentiment analysis to trigger low-latency basket trading during the market day, but for moving one's seat-of-the-pants sense of market sentiment into more firmly grounded views of market realities, especially in those critical minutes before markets open, this has to be one of the more powerful human-oriented tools that I have seen since PCs first started providing bar and line charts for securities analysis. No kidding. Thanks, Jeff, for a demonstration of such a simple yet powerful application of value applied to aggregated content.

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By John Blossom - posted at 9:48 AM
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