Cutting Through the Noise With Storytelling That Drives Impact

How much for your Instagram feed, or worse, your email inbox, is filled with AI slop right now? “As our feeds fill up with more mediocre content, and as we’re faced with this information overload, we really need to ensure that our marketing teams are creating messaging that is cutting through,” said Claire Reilly, journalist and moderator of a panel discussion at From Day One’s Silicon Valley conference.In the age of information overload, compelling storytelling can set a brand apart from the barrage of mediocre content. How can marketing teams craft content that truly engages when audience attention is scattered and fickle? Panelists explored this question and more. Unnikrishnan (Unni) KP, SVP, marketing, Americas at Palo Alto Networks, jokes that B2B marketing can easily slump from “business to business” to “business to boring,” depending on the storytelling. “At the end of the day, you’re reaching out to an audience who’s a human being, they are a consumer.” KP says explaining the “nuts and bolts” of a product is important too, but you first “need to connect with the audience and try to see how it attaches to what that person stands for.”Nizzi Karai Renaud, chief brand officer at Zazzle, faces a different challenge: reaching both designers who take their art seriously but also want to make money, and consumers, all who come to the website for a wide range of products and solutions with wildly different tones tied to their personal self-expression. “That’s the core tension in the storytelling,” she said. “The overlap happens at identity,” whether a consumer is buying a product for themselves or someone else. “The product for us is the artifact, but the story underneath is that recognition and belonging is what unites all of this together, that humanity piece.”Panelists shared insights on the topic, "Creative, Results-Oriented Storytelling That Connects"To accomplish this in brand storytelling, Zazzle relies on both user-generated content (UGC) as well as in-house created marketing, all tied back to the humans behind the interactions. “We used to say, ‘Zazzle has millions of designs.’ But what converts much better is saying, ‘Your sister is impossible to shop for—until she isn’t.’ Our technique is to channel the customer’s inner monologue.”Meanwhile, AI is revolutionizing how storytelling reaches customers, as online searching shifts from prioritizing SEO to AEO or GEO instead. “How are you changing your strategy as we go from one of straight clicks to citations and building yourself as an authority in search?” Reilly said. Vidhya Srinivasan, chief marketing officer at Prophix, and her team have been staying ahead of the curve. “Earned media has become very, very important,” she said, citing UGC as one pathway in. “The brand authority is going to go back to the very basics: What are the backlinks? Who are the brands? How are you surfacing?” With AEO and GEO, the priority is now search phrases rather than search words. And KP notes that the bigger challenge will be ensuring that your results land as those “most validated” by AI. Bala Desikamani, VP of marketing at Temenos, offers the three “superpowers” of AI as it impacts marketing: processing massive volumes of data, creating personalized content at scale, and refining analytics to improve forecasting.AI can take that data and help “to triangulate your target and focus on anything that you do,” Desikamani said. “It also gives very useful insight into which type of audience is in [your] market, looking for solutions that you can leverage, and then gives you attributes that help you build stories that resonate to that market set.” AI can provide extremely detailed attributes for the ideal client profile and help dig down to different geographic regions or specific products within a company. It can also help with A/B testing in social media and copywriting. With AI becoming increasingly powerful, it is also inspiring the same fear in workers in all departments from marketing to HR to legal: Will my job be replaced? “AI [is] spewing out 100 creative ideas to everybody and anybody can democratize [them],” Desikamani said. “If anybody can come up with a bunch of creative, how do you create that differentiation? And that is why the human element still comes in,” he said. “Collectively in this room we have so much more intuition than all of AI across the world can ever possess. That intuition is your superpower as human beings. Leverage that intuition, but leverage AI for what it can do, which is to do the grunt work, but eventually you make the decisions.”AI is allowing brands to produce masses of content quickly and cheaply, but that doesn’t mean it’s all high quality, Reilly says, and cynical consumers are getting wary. KP says that working with AI should be similar to the learning process of children—meaning it takes time, practice, and challenge, not just accepting the first answer to your first prompt to an LLM.Srinivasan sees the value of using LLM’s or other creative platforms to create copy, social media posts, and even full webinars. But humans are still needed to “retain the authenticity of the brand. My team uses Claude every day, and every PowerPoint looks the same. There are things that become templatized and boring.”Using AI to increase productivity is fine, Renaud says, “but that final touch, that creativity, it can’t do it yet, and I’m not sure it will get there.” She notes that science has proven consumers make decisions based on their salience or their “gut,” and their gut is often put off by AI, or even human-created content that they wrongly suspect is AI. “That gut check has to exist with humans.”AI still cannot replicate the true authenticity of humans. “Do whatever scientific process you follow to ensure authenticity of your stories and messages,” Desikamani said. “The lines are blurred now between sales and marketing. The biggest barometer of your actual engagement in terms of the quality of your funnel is your conversations and the feedback that comes from sales. Keep it authentic and measure it through the influence that marketing exerts on the actual funnel.”Katie Chambers is a freelance writer and award-winning communications executive with a lifelong commitment to supporting artists and advocating for inclusion. Her work has been seen in HuffPost, Top Think, and several printed essay collections, and she has appeared on Cheddar News, iWomanTV, On New Jersey, and CBS New York.(Photos by Josh Larson for From Day One)