What: This week, à la carte live streaming service Sling TV launched a new marketing campaign, “Get Picky,” starring award-winning actor Danny Trejo.
Why It Matters: The five different spots — some in Engish, some in Spanish — are aimed at both the general and Latino markets — a new strategy that Sling TV has found to be better aligned with the behavior of their consumers.
This week, à la carte live streaming service Sling TV, whose services go for as little as $10 a month, launched a new marketing campaign, “Get Picky,” starring award-winning actor Danny Trejo. The campaign features Trejo helping consumers embrace the pickiness (like ordering coffee or choosing a perfect vacation rental) and use it to get the TV they want.
Trejo, a beloved figure who has amassed a cult following due to his roles in “Breaking Bad,” “Machete,” “Machete Kills” and “From Dusk Till Dawn,” was featured in Sling TV’s last campaign, “Who’s Bad!?” and returns this year for a multimedia campaign that will include digital, mobile, social, print and new media platforms.
The fie different spots — some in Engish, some in Spanish — are aimed at both the general and Latino markets — a new strategy that Sling TV has found particularly effective, especially with a star like Trejo. Sling TV’s Chief Marketing Officer Glenn Eisen explained, “Danny was someone who could reach across the aisle; he was someone who was extraordinarily appealing to both market, and we fell into it very serendipitously.”
Eisen recalled how in the first shoot, Trejo asked one of the producers to play Patsy Cline for him, an unexpected but welcome request. “It really showed you how he really truly represented Americana,” Eisner said. “Americana is a patchwork quilt of people from the variety of different backgrounds and his appeal to both of those market segments has been great and sustainable.”
Sling TV traditionally considered the Latino and general markets separately, and had only planned to work with IMG agency Society for the Latino-oriented campaigns. But after brainstorming about how to take full advantage of a personality like Trejo, they realized that he had a uniquely universal appeal to all audiences.
“I can think of nobody better than Danny Trejo for both marketing segments,” Eisen explained. “We have such an important marketing message to share, and with him, we got to break through the clutter.” They decided to merge their Latino and general market efforts into one campaign.
This decision came after a great deal of market research that yielded an unexpected truth: In the case of OTT service providers, Eisner explained, target audiences tends to be defined more by their tech-savvy behavior and level of technological efficiency than the language they speak or where they are from. This kind of behavior — not necessarily a connection to culture or ethnicity — is what connects consumers to brands like Sling TV.
“As chord cutting continues to accelerate, and you see defection from pay TV, you are going to see that audience get more mainstream than it is today, but for now, our audience is defined by their behavior,” Eisner said.
While the new campaign with Trejo is designed to have mass appeal, it would be inaccurate to assume that Sling TV’s goal is to lump everyone into one category. Eisen highlighted the importance of how well Sling TV understands what its consumers want: “Sling TV continues to communicate something that Pay TV has prevented since its inception: providing its consumers with meaningful customization of their tv service.”
In a market where consumers expect everything to be customized and on-demand, Sling TV has been able to “bring an à la carte model to our consumer, who is used to being able to choose from a bigger or exceptionally bloated choice of channels, which is so disconnected from consumers’ behavior, wants, and needs,” Eisen said.
Eisen emphasized that Sling TV’s service includes highly customized packages for different demographics like Mexican Americans, and regions or countries like Latin America, Spain, and the Caribbean. “This is part of the à la carte scene that we are so committed to and deliver on in such an exceptional way that doesn’t exist in the marketplace today,” Eisen said.
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