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January 21, 2022 // Jeremy Horwitz  //       //  Opinion

TECH MARKETERS MUST BRIDGE THE GROWING KNOWLEDGE GAP

For years, CES served as a January temperature check for the technology industry, spotlighting innovations likely to be hot in the months to come. Yet as technology publications dutifully published their lists of CES 2022's biggest themes – the metaverse, futuristic cars, new TVs, remote work solutions, and NFTs – they conspicuously left one huge trend undiscussed: the growing incomprehensibility of this year's top innovations to mainstream consumers.

Consider how many of the show's "big" announcements would fly right over the heads of most people. If asked, could you explain why someone might want a QD-OLED TV? Or how a company's embrace of NFTs will make a difference to consumers? Or what metaverse products or services actually mean right now? These were some of the show's most promoted topics, yet their lack of mainstream resonance was palpable.

It would be easy to dismiss this as a routine CES issue – the cost of exhibiting what's new well before it becomes widespread – but the technology knowledge gap has become an increasingly serious problem for marketers. Rather than finding ways to make new innovations more broadly understandable and appealing, companies focus on the smaller pool of tech-savvy people who already "get it." Then, as innovations become more complex and esoteric, companies hope the same people will keep buying updated offerings despite not really understanding what's new.

For technology companies, particularly small- to medium-sized ones, focusing solely on messaging the same people rather than thinking bigger tends to be a recipe for stagnation or disaster. CES is (or was) the place to achieve scale. It's the rare technology event that always captures global attention – a brief window where media, buyers and vendors converge, enabling innovations to go from obscure to well-known overnight. But if people can't understand an innovation's benefits in human terms, it's probably not going to go mainstream.

Seventeen months ago, Allison+Partners' UK technology team flagged this issue in our "Talk Human To Me" report, guiding B2B marketers away from esoteric tech specs in favour of emotive, human-focused technology messaging. Last month, our global teams spotlighted the "Tug of War" between brand and product marketing, noting tech companies now increasingly rely on brand narratives to win attention, as their new product news isn't necessarily captivating journalists.

If you haven't read these (free!) reports yet, I would strongly suggest downloading them now, as CES 2022 should have set off alarm bells in every tech company's marketing department. Take one look at this year's trending terms – QD-OLED, NFTs, Matter and metaverse – and you'll see echoes of past CES trends (Mini-LED, crypto, HomeKit, and AR) that eventually became known through repetition, but struggled to gain traction outside of the tech world's bubble.

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