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Alex Gofman

Vice President - Moskowitz Jacobs Inc.

Vice President - Moskowitz Jacobs Inc. and a Prof. of Marketing at Pace University.

 ·   ·  alexgofman [at] yahoo [dot] com

Actionable Consumer Insights, Marketing Intelligence, Product Management and Innovation, Primary / Secondary Research, Rule Developing Experimentation, Conjoint Analysis, Online Surveys, Ad / Media Research, Multivariate Web sites Optimization, Web Technologies.

Current Jobs

Vice President of Moskowitz Jacobs Inc. Leading innovative market research, marketing intelligence and consulting for many Fortune 500 clients (including all top 10 global pharma companies) as well as developing new methodologies and Web applications based on actionable consumer insights (since 1992).

Adjunct Associate Professor of Marketing at Pace University (Lubin School of Business, Graduate Center) teaching MBA classes in Marketing, Marketing Research and New Product Development.

Vice President of i-Novation, Inc., a Web subsidiary of Moskowitz Jacobs Inc.

Spam a lot

May 31st, 2010 by Alex Gofman · Uncategorized, essay

In the funny Monty Python skit, a chorus of Vikings drowns out other sounds by singing “SPAM, SPAM, SPAM”, glorifying the omnipresent American canned meat icon. SPAM’s Internet namesake is not funny at all, as it literally drowns legitimate e-mails in an outpour of junk messages.

The pesky e-mail spam, which on the insistence of the trademark owner, should be written in small letters to distinguish it from SPAM®, is surprisingly older than public e-mail: the first piece of spam was sent on May 3, 1978, well before e-mail became commercially available (indeed, only a short time after the world’s first experimental e-mail message was sent in 1971 by Ray Tomlinson). The first spam was addressed to a list taken from a printed directory of ARPANET users – the first major wide-area computer network. At that time, it was comprised mostly of universities and select corporations, making the subject of the spam especially apt – a new computer system.

The reaction to this act of aggressive marketing was swift and overwhelming. One MIT professor even angrily suggested that nobody should be allowed to send messages with headers that long, no matter the subject, although he complained about that as well. The first spam quickly gave birth to the first spam fighters. The US military, which controlled ARPANET, issued a stern warning to every user on the network.

Since then, much has changed. The original small group of privileged users exchanging a few occasional short messages grew to 1.3 billion modern e-mail users worldwide sending more than 200 billion e-mails every day (over 2 million every second.)

By some estimates, between 70% and 90% of this volume is spam. If every spam sent in a single day were a can of SPAM®, there would easily be enough to feed all the hungry of the world for a year. This suggests a possible (although highly controversial) solution to the spam problem – charging a small fee for every e-mail sent out – even if only a penny. For sure, it would eliminate almost all spam, but what about the legitimate users of e-mail? Are we ready to pay a few extra dollars for a spam-free world? Apparently, most netizens are not keen to the idea. Too bad. A single penny per e-mail could go a long way towards not only exterminating pest spam but also helping to solve major global problems. With a penny ‘per’ toll with the current volume of e-mails, the revenues would cover the initial US economic bailout cost of $700B in just one year. But my calculator is itching to share some more fun facts: if you were to put all the pennies from a year’s worth of e-mails side by side, the chain would reach the Sun 10 times! Our Moon is too easy a target – it would take only several hours to build a spine of pennies for the new space elevator.

In November 2008, the FBI scored a major victory by shutting down what they deemed the main spam portal. The U.S.-based company, McColo Corp., catered to bulk e-mailers, and its deactivation cut the amount of global spam more than in half in just one day. The relief did not last, unfortunately – in just a few days the perpetrators, very much like Hydra, regenerated their amputated limbs and were back in business with a vengeance, running it from other countries.

The future, however, is not so bleak. Education is beginning to take effect. Many home users are now protected by firewalls, antivirus software and spam filters. Through enforceable Internet policies, businesses prevent employees from sending spam and other inappropriate messages. Even Microsoft is increasingly engaged in the battlefield and future versions of Windows might be ‘bullet-proof’ to spam.

Spam-protection strategies range from small to geo-political. Unfortunately, neither method is universal. If a spam filter tries to block the word ‘cialis’, it also removes all legitimate e-mails containing the word ‘specialist’. On a global scale, some suggest to ‘cut’ entire countries harboring spammers off the net. This is not likely to happen any time soon though, as the biggest source of spam is the USA.

Spammers make their living while there is a receptive audience for cheap Rolexes, offers to raise the manhood ego, solicitations to redeem an inheritance from Nigeria and a chance to make a quick buck exploiting commercial market research surveys. The most efficient method for spam extermination is simple and low-tech: just don’t open spam. If spammers do not have business, there is no reason to send more offers. If we do not use them, they will be out of cash and out of business soon.

About Alex Gofman - Vice President - Moskowitz Jacobs Inc. and a Prof. of Marketing at Pace University.

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Undercurrents of Google Wave

May 24th, 2010 by Alex Gofman · essay

People like simple, radical and universal resolutions. As American journalist H. L. Mencken discerned almost a century ago, there is always an easy solution to every human problem — neat, plausible, and wrong.

Google positioned its ambitious and far reaching new product juggernaut, Google Wave, as what email would look like if it were invented today. This strikingly simple and dangerously far-reaching definition by itself calls for public attention. Yet, to really explain what GWave is and what it is not would take the entire magazine (and more).

The GWave’s ambition is to replace email, instant messaging and alike to create virtual in-person interactions. Despite a disappointing, dull appearance and excruciating sluggishness due to intrinsically excessive multimedia use, initial public anxiety about GWave were Everest high. My first impression of the product in action was a case ‘wave’ of a collaborative party planning. A good choice indeed — trying to get a consensus for any sizable meeting via traditional communications is less that pleasurable. Although corporate users have some alternative means, a freely available online tool would be definitely welcomed.

Imagine a browser-based document (more like an open space for different types of media and objects) which could be shared between invited participants of the activity (‘wave’). Everyone can read and write anywhere on the document, drag-and-drop maps, calendars, schedules, photos, etc. Think of a dozen teenage girls compiling a photo book, instantly voting on options (the simple polling feature is quite useful there), correcting the text of each other (this might be a bit more challenging as anybody could overwrite anything at anytime). Curiously, people can see you typing/correcting in real time, letter by letter (unlike real conversations, there are Backspace and Esc buttons, yet everyone will see you backtracking). A feature that could be useful for our industry is an ability to replay the sequence of actions like with a DVR – think about online focus groups, for example.

For a side observer, the carefully compiled demo looked awe-inspiring, conducive, coherent and manageable – like a jazz band seemingly effortlessly improvising in full harmony. Yet, I had an aberrant feeling that everyone had to be equally good in surfing the ‘waves’ to preserve the status quo. Fancy those three hundred page manuals? Even in preview version, GWave has a superfluity of features that bewilder even professionals, with many more to come.

An overwhelming verdict of the early users – GWave, versatile and powerful as it was, did not justify the time to learn it – too confusing. Ditto for me. To be impartial, GWave is just in preview mode now and Google has enough resources to do it right… eventually.

What does it all mean – an obituary for the omnipresent email or a death knell for GWave before it reached adolescence? Neither. In retrospect, despite pundits’ predictions, email has not replaced the phone; in turn, IM, SMS and social media have not rendered emails useless either. Yet these new tools captured their prominent positions in newly minted niches. GWave is likely to claim its space as well. Granted, it will not be easy for Google to seduce corporate IT, which currently religiously enforces social media abstinence via ways of prohibition. Corporations prefer integrated products such as Microsoft’s Share Point as more secure, easier to learn and support.

Even attracting price-sensitive small businesses seems to be an uphill battle for GWave–congruent to the steep learning curve. As the rest of the Web users are “spoiled” by the simplicity of their beloved Twitter and Facebook, this path does not look like a free ride for Google either.

Summarizing everything above, Google Wave is exciting, invigorating, groundbreaking, liberating, fun to use, confusing, complicated, difficult to use, under-overrated, greatly misunderstood, etc. I hope you got the picture. If not, welcome to the club.

About Alex Gofman - Vice President - Moskowitz Jacobs Inc. and a Prof. of Marketing at Pace University.

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Taking a cue from cavemen

May 17th, 2010 by Alex Gofman · essay

Nobody knows for sure why cavemen drew their mysterious images on the stone walls. Yet, their fascinating drawings give us a glimpse into their life, even without knowing their language, ensuring endless buzzing among the hundreds of PhDs interpreting them. Quite possibly, the reports our industry generates by the truckloads will also be more beneficial for future scientists. Eager to reconfirm their advanced degrees, they certainly will find hidden meanings in the reports – gist that alluded the intended audience and even some of the original writers.

The cave drawings are the first known examples of infographics – a visual representation of information. People understand graphics more easily and faster than text. Recall frantically looking for familiar stylized signs of a man and woman in a search of a restroom in a foreign country. Chances are you felt relieved to find the signs and glad they were not depicted in a foreign language text instead. These ubiquitous signs are naturally international and understood even by the illiterate. There was even a visual language proposed last century as a linguistics alternative.

Data visualization, a logical extension of infographics, is a crossroad of anthropology, math, informatics and art. It replaces passive absorption of data with interactivity, facilitating new idea generation. Look at any of Hans Rosling’s presentations and prepare to be awe-stuck, engaged and motivated by the mundane and normally indigestible longitudinal data. For example, if you want to analyze global trends of life expectancy vs. income per person by comparing annual data from, say, 100 countries over 200 years, it is easy to picture dozens (if not hundreds) of bar charts chockfull of data that are unlikely to produce anything except for a bonus to the color printer salesperson. Instead, Rosling’s tool creates a fascinating animation of the trend, showing circles (the size is proportional to the populations) floating as a function of time across the chart. This animation gives presenters a chance to shine as they narrate the trend as it unfolds on the screen as in movie. The tool is publicly available for utilization right now. And the price? This is the best part of the story – it’s free: just upload your data in the appropriate format (see links info below).

Of course, data visualization requires some level of graphicacy, or the ability to comprehend this type of information. Once you become familiar with them, quintessential pie and bar charts are easy to understand (up to the point when their overuse blurs our ability to see the intended underlying story). As with any popular approach, data visualization could be easily overexerted, making the presentation look outright ludicrous. ‘Death from Power Point’ syndrome could be equally caused by the boring endless bullets as well as by overloading the slides with all those bells and whistles carelessly piled by Microsoft in its products. If you were ever stuck in any such presentation, you might wish that PowerPoint was regulated and selectively licensed as a potentially lethal weapon. It is not just a question of applying sophisticated graphing tools – it is using them sparingly and meaningfully, as caviar o’dourves – to indulge the palate and create an appetite for the main meal.

Some argue that we still suffer from atavisms particularly discernible during rock music concerts and excessive clubbing linking us to our ancestors. Yet humans made a huge leap in the last 30,000 years, creating marketing research as the pinnacle of progress. Our audiences, particularly the high-powered ‘cavemen’ of the corner offices, usually are not patient enough to analyze the small digits in tables or even to read text. Historically, this type of viewers seemed to be receptive to infographics originated by our predecessors. Shouldn’t we take a clue from that?

(To help in visualization of the article, I have assembled a collection of links demonstrating the power of infographics and data visualization at www.alexgofman.com/RW).

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Alex Gofman is Vice President of Moskowitz Jacobs Inc. and a Prof. of Marketing at Pace University. You can contact him at axg@alexgofman.com.

About Alex Gofman - Vice President - Moskowitz Jacobs Inc. and a Prof. of Marketing at Pace University.

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