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Chennai Express Case Study

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Chennai Express Case Study The Role of Digital Marketing & Social Media in the Phenomenal Success of CHENNAI EXPRESS FOREWORD Siddhesh Bhobe (@siddheshb) Shailja Gupta (@shailja) CEO, eMee & Business Head, Creative & Digital Strategy Consultant Persistent Systems Chief Digital Strategist for Chennai Express and Mr. Shah Rukh Khan I would like to thank Shailja Gupta for the In the last couple of years, digital marketing opportunity to be a part of Chennai Express’s for films has become a focal point in the record breaking spree, and agreeing to overall marketing effort of a film. Persistent co-author this case study. For a technology- choosing to do a case study on the digital centric company, it is always exciting to work campaign for Chennai Express further on projects that directly impact millions of end emphasises how critical the digital aspect is. users in a very visible and direct way. Having earlier spearheaded a very successful Shah Rukh Khan is a truly global Indian brand, digital campaign for Ra.One, I was and his intellect and charm has earned him apprehensive as to whether that success could the love and respect of millions of loyal fans be repeated or bettered for Chennai Express. worldwide. For a movie that is as much about However, the digital marketing world is still in a resurgent, multi-cultural, modern India as it a tremendous growth phase, and advances in is about the universal language of love, social leaps and bounds in just a few months. Add to media presented the perfect medium for that my drive to perform better than Ra.One engaging fans across geographies and cultural meant I was able to completely reinvent my boundaries, while presenting an unbeatable outlook towards Chennai Express' digital ROI on the marketing dollars. strategy. And of course, the marketing engine of Mr Shah Rukh Khan and his visionary ideas While technology played a big role in the just made the journey easy! digital campaigns for Chennai Express, we quickly realized that having the pulse of the The main platforms and sites used in this audience was critical to its success. No one campaign were the Website, Mobile apps & understands this better than Shailja, who, while games, Youtube, Facebook, Twitter, Puzzles, shuttling between New York and Mumbai Fanclubs....the list goes on and on. However, in her various avatars as digital strategist, these are but tools; one of the biggest factors entrepreneur, filmmaker and artist, provided for Chennai Express’ digital success was her critical perspectives on digital marketing integrating social media with the different for the restless global youth. digital products and the daily collection and analysis of large amounts of data, to understand the pulse of the digital audience. Siddhesh Bhobe Key to this analysis was eMee’s invaluable contribution towards daily analytics and [email protected] interpretation, which helped me tremendously +91 96899 48389 to tweak the digital marketing strategy to suit +91 (20) 6703 4536 the wave of buzz on social media. www.emee.co.in @siddheshb Shailja Gupta [email protected] +1 (646) 421 5120 +91 98210 08850 www.theshailja.com @shailja /shailja 2 The Digital & Social Business of Bollywood The Role of Digital arketing & Social edia in the Phenomenal Success of Chennai Express Mainstream film-makers and production The typical pre-release scenario of a medium houses use all available means in getting the to big budget mass market film involves word out about their films, before, during and launching official Facebook and Twitter after release. This kind of promotion activity accounts and pushing these through traditional is driven by a business need to ensure that media, online competitions and so on. tickets are sold and box office expectations met. Social media is becoming an increasingly Major influencers – movie critics and the actors crucial arm of this marketing juggernaut. themselves, among others – are used to create Social media differs from traditional marketing a buzz. Social media managers work overtime techniques in its immediacy and directness; it to make their product stand out from all the enables a direct relationship with the target noise on social networks. All this to build buzz audience, a one-to-one feedback mechanism and establish a connection with audiences and sharing platform. Film marketing is no before the film is released. longer about releasing a trailer or a few posters and waiting for the audience reaction on opening day. The market survey approach But what is the impact of this social media of using focus groups is also passé. After exercise? Is it merely about creating a buzz? all, social media is the 21st century’s perfect Or does it translate into box office numbers? crowd-sourced focus group! It enables real- Can social media buzz around a movie create time, two-way communication, allowing a mini economic boom and help brands and marketing campaigns to be changed based on products ride the wave? Our experience as trends and feedback. the digital partner for the recent Bollywood box office sensation, Chennai Express, gave us some interesting insights into these questions. he igital Social uine of ollyood 3 Chennai Express – Chugging in New Paradigms in Social Media Marketing “Social media presented the perfect medium for engaging fans across geographies and cultural boundaries, while presenting an unbeatable ROI on the marketing dollars.” Chennai Express, directed by Rohit Shetty and The Chennai Express team decided to recruit a produced by UTV Motion Pictures and Red partner who could meet these objectives, help Chillies Entertainment, features a stellar cast, them analyze and interpret the social media including the elegant Deepika Padukone and presence and use technology interventions India’s biggest superstar, Shah Rukh Khan. Given to multiply the social media efforts. Shailja the big budget nature of the film, expectations worked closely with eMee as social media ran high. Right from the outset, the Chennai partners to evaluate the online presence and Express digital team, headed by Shailja Gupta, implement its system of Actionable Insights - a was very clear about using social media as the recommendation system that uses analytics, big focus of their marketing strategy. In addition to data tools and calibrated metrics to gauge what reaching out to as many people as possible, the people like and their engagement levels. objective of their social media strategy was to build campaigns that would capture people’s imagination and translate the increased social media traffic into getting more people to come to theatres. The following key factors contributed to this decision: (a) The fact that both stars have loyal fan followings on social media (b) The lively cultural discussions about the differences in lifestyles in North and South India Fig 1 – Shah Rukh Khan’s following on (c) As the film was to be released on a major Twitter increased from 3.8M to 4.9M holiday (Eid-ul-Fitr), social media traffic was expected to be high 4 The Digital & Social Business of Bollywood The planning for the social media marketing campaigns began months before the actual release date. The core social media strategies adopted tied in with the movie’s maxim – “Don’t underestimate the power of the common man.” This message had special significance in India, which recently witnessed mass outpourings of public sentiment, first in support of Anna Hazare’s anti-corruption campaign and then again on the issue of women’s safety. Using Social Media Challenging Prevalent Myths On the importance Social Media use for film It is a common perception that pre-planned marketing Shailja Gupta, Chief Digital Strategist trends, inorganic followers’ growth and contests Chennai Express says, “Shah Rukh Khan is a can be used to create buzz, and that the number truly global Indian brand, and his intellect and of followers on Twitter or ‘Likes’ on Facebook charm has earned him the love and respect of equal the level of engagement. On the contrary, millions of loyal fans worldwide. For a movie we believe this approach often ignores both the that is as much about a resurgent, multi- quality of the engagement and the strategies cultural, modern India as it is about the involved in taking the engagement forward and universal language of love, social media actually translating it into presented the perfect medium for engaging business results. fans across geographies and cultural “One of the key lessons was to make sure all boundaries, while presenting an unbeatable ROI social media assets should have the same on the marketing dollars" name event if one has to tweak it because of unavailability so we decided to go with ChennaiExp2013 as it was consistent across Initial Focus different social media sites and the website.” says Shailja Gupta. The initial focus was on reaching out to the core fan base, for whom the campaigns would be most relevant, and giving them a sense of ownership for the film. Key social media influencers like movie critics, trade analysts and fan clubs played a pivotal role in the campaign. Shah Rukh Khan and Shailja believe that collaborating with fan clubs is extremely important. More than 25 fan clubs from across the world worked in unison to promote the film and give out a single message. Along with the launch of the initial teaser campaigns and trailers, the sentiment analysis (based on demographic, geographic and a host of other criteria) of the marketing message was absolutely vital in gaining early insights. One example of this recalibration was that in the early pre-launch days, an overwhelming positive sentiment to Chennai Express was seen from people in South India, but the sentiment from North India was less unequivocally positive. Future campaigns benefitted from this insight.
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