The happy knack of finding unknown unknowns
Jinfo Blog
16th February 2008
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However else history treats him, Donald Rumsfeld will surely be remembered for his remark that there are known unknowns and unknown unknowns. Itâs worth remembering while we consider the findings of last monthâs IRN report on the European B2B information market. One perhaps surprising finding http://digbig.com/4wjxd is that, of the three segments surveyed, magazines & directories are still the biggest â suggesting, perhaps, that there is still perceived business value in the serendipity of magazine browsing, a classic way to encounter unknown unknowns. Equally surprisingly, conferences & exhibitions are growing fastest â faster than the third segment surveyed, databases & directories. âIn the Internet age, businesses are increasingly valuing face-to-face contact and are also looking at exhibitions and conferences as ideal platforms to build and promote brands to highly targeted client groups,â IRN suggests. Itâs certainly nice to see the conventional wisdom that the internet is now the communication medium of choice given a timely dent by both these findings. But IRNâs subsequent comment â âNiche rather than mass marketing is a growing preferenceâ â should perhaps ring some alarm bells. Itâs all about targeting and focus. Take Reutersâ new Calais service http://www.OpenCalais.com which allows any organisation to make use of semantic tagging to organise their own unstructured documents. âWeb 2.0 applications have set content free to a great extent, but the explosive distribution of information doesnât always help users find exactly what they need, when they need itâ points out Reutersâ Search & Content Technologies President Gerry Campbell. True enough â but what web 2.0 does do is encourage the unstructured exchanges from which new business ideas are born â more unknown unknowns. Or take Prospect Portfolio, a new service in which content provided by LexisNexis is integrated with AppExchange from Salesforce.com, one of the worldâs leading customer relationship management application suppliers. According to Salesforce.comâs chief marketing officer Clarence So http://www.lexisnexis.com/media/press-release.aspx?id=1037.asp the link with LexisNexis will âhelp their sales teams increase the amount of time selling and decrease the time prepping for the callâ. True again â but a focus on leveraging existing prospects to create new leads, no matter how cleverly itâs done, seems to offer no mechanism for spotting the new opportunity that springs up from a totally unexpected direction. Unknown unknowns again. Ironically, it was a member of Salesforceâs own staff, Clara Shih, who referred in her blog http://blogs.salesforce.com/the_appexchange_blog/2008/01/b2b-social-netw.html to the âcreative destructionâ that unstructured web 2.0 exchanges could generate. Whatâs more, she was reporting on her experiences at a face-to-face exchange â the Software Information Industry Association conference in New York. So perhaps itâs time to pay a bit less attention to niches and targeting and a bit more to how we can rediscover the serendipity of unknown unknowns.About this article
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