“Vendors of media intelligence solutions will become brokers of information and insights”

Bastian Karweg

Interview with Bastian Karweg, CEO of Echobot Media Technologies in Germany.

Hi Bastian, what is your background and what is included in your current role at Echobot?

Before founding Echobot, I built and sold a media company in the gaming industry and started the second biggest press release distribution service in Germany. At 33 years old, I hold a master’s degree in informational engineering from KIT.edu, where I still give lectures from time to time about internet law and startup economics.

At Echobot I’m responsible for sales, marketing and finance, whereas my cofounder, Jannis Breitwieser, heads up development and customer success. In terms of product development, we collaborate because we both love elegant engineering and innovative user experience.

What differs Echobot from other media intelligence companies?

I’d say that Echobot is definitely more SMB and B2B focused than other vendors. Many of our clients are from the German “Mittelstand,” which values accurate results and ease of use over fancy analytics.

Also, we believe that aggregation of results is only part of the solution; Echobot invests heavily in building up a semantic layer above the text. Our technology really understands which events are happening and who is affected. This opens up a whole lot of exciting possibilities in the future, like intelligent business assistants!

What are your greatest challenges ahead at Echobot when it comes to serving customers insights and developing your offer?

Since we are mostly self-funded, keeping up with our own growth has posed a challenge. The usual growing pains like finding the right talent, scaling our tech or completing projects like our Salesforce integration come to mind.

In terms of customers, an increasing amount of companies feel the need to incorporate data and insights from public sources into their business processes, yet almost everybody has a different approach. So, we offer a lot of guidance and best practices help navigate to the best solutions.

Your solution addresses many parts of your clients’ companies. Can you tell us how Echobot can enhance the performance of a sales team?

Sure, Echobot started out as a solution for PR and marketing teams doing press clipping and social media analytics, yet our solutions for sales and customer development have really gained a lot of momentum.

Basically, the better the information about your client or prospect is, the more deals you are able to close. Echobot helps sales reps  identify the right targets, triggers at the best time to engage and also notifies you if there are relevant changes to entities in your pipeline. It’s an automated sales assistant so you don’t have to google everything yourself.

Can you give a specific example where one of your clients have made changes in their communication, marketing plan or similar, based on the insights or analysis you provided to them?

The very first example that sparked this development is still my favorite story: A vendor of forklifts was in search of new prospects and asked us to identify upcoming constructions of warehouses. In the beginning, we used simple phrase search queries, such as “new warehouse,” but this quickly became very complex so we introduced our machine learning intelligence technology to automatically identify such events as well as the companies associated with such projects. The resulting prospect lists gave the clients an instant double-digit boost in their sales productivity.

You have invested a lot in machine learning; how has that improved your services?

Machine learning is the biggest game changer to any industry in recent years. It allows you to automate tedious manual tasks with near perfect precision and dig through millions of data points to find hidden patterns that you’d never have uncovered otherwise.

To be more specific, we have almost entirely automated our quality control tasks of classifying new media sources. Also our sales solutions which detect so called “business signals” regarding events of great opportunity or risks would not have been possible without this technological advances.

Have you recently, or are you about to, release any new solutions that will add or improve services offered to your clients? If so, what solutions are they, and how will your customers benefit from them?

Everybody who has used a media monitoring solution knows that one of the biggest challenges lies in crafting a complex search agent to reliably match relevant results while at the same time filtering out unwanted spam.

We are currently in development of an intelligent agent which is much better at highlighting precisely the right results a customer is actually looking for. I’m confident that this algorithm will greatly assist the work of human experts.

You are collecting a lot of your own data today; what are the greatest challenges in doing that?

Hosting all our servers in Germany has been a very conscious decision to comply with the very high standards of German data protection laws that our customers demand. Also, we like to be in control of business-critical systems ourselves and not rely on external vendors.

Yet, managing this many crawlers and an index of almost 10 billion documents is no easy feat. The biggest challenges are necessary infrastructure changes that cannot affect our 24/7 service-level. Luckily Moore’s law as well as new big data technologies keep our costs at a predictable level.

Which social platforms are the most important to your clients, and which ones do you see as having the most potential in the future when it comes to gathering relevant information for your customers?

Currently this would be Facebook for B2C customers and the German XING for B2B focused companies. Yet we see incredible demand for Instagram and also LinkedIn is closing in fast in the business space.

When it comes to the actual data behind media monitoring that you do, what kind of data or media can be interesting in the future that you don’t currently use?

I believe that in the future the actual message itself will be much more important than the medium / channel that you get it from.

You might see this development more easily in the space of web searches; while in the past you would have typed “height Eiffel Tower” into the Google search bar to get a list of websites, today you can just ask Siri or Alexa and they will tell you that it is 300m. Echobot is, as far as I know, the only service focused on building up this kind of meta level data today.

How do you think the media intelligence industry will change in the next 5 years, and what are the greatest challenges?

In an increasingly digital society, vendors of media intelligence solutions will become brokers of information and insights. It is simply not feasible for the client to manually research, classify and analyze information anymore. Therefore, the need for our services will only increase.

Yet, the whole industry is facing a lot of challenges:

  • From a legal perspective, there are licensing fees, data privacy concerns and the whole ancillary copyright debate.
  • Vendors will need to address the questions about trust of sources and “fake news.”
  • The ever-increasing restrictions of access to popular platforms, paywalls, dedicated mobile apps and “walled gardens” will change who is able to offer which media coverage.
  • Strong convergence towards video content will give rise to new solutions and technology startups for speech and image recognition technology.
  • Language barriers will decrease, especially towards Asian markets due to better translation technology and continuous economic growth in the east.

By Renata Ilitsky