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Pedro Gonçalves

6 Free Chrome Apps and Extensions for Small Businesses : Technology :: American Express... - 0 views

Pedro Gonçalves

A scientific guide to posting tweets, Facebook posts, emails and blog posts at the best... - 0 views

  • In terms of specific days and times to post on Facebook, here are some of the stats I found: Engagement rates are 18% higher on Thursdays and Fridays. I love the way this was explained in Buddy Media’s study: as they put it, “the less people want to be at work, the more they are on Facebook!”
  • Another study found that engagement was 32% higher on weekends, so the end of the week is definitely a good rough guide to start experimenting with.
  • The best time of day to post on Facebook is debatable, with stats ranging from 1pm to get the most shares, to 3pm to get more clicks, to the broader suggestion of anytime between 9am and 7pm. It seems that this generally points to early afternoon being a solid time to post, and anytime after dinner and before work being a long shot.
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  • Twitter engagement for brands is 17% higher on weekends.
  • weekdays provide 14% more engagement than weekends, so this is definitely one you’ll want to test on your audience.
  • retweets have been shown to be highest around 5pm.
  • For click-throughs, the best times seem to be around noon and 6pm.
  • Twitter did an interesting study of these users and found that they are 181% more likely to be on Twitter during their commute.
  • They’re also 119% more likely to use Twitter during school or work hours.
  • 10pm–6am: This is the dead zone, when hardly any emails get opened. 6am–10am: Consumer-based marketing emails are best sent early in the morning. 10am-noon: Most people are working, and probably won’t open your email. Noon–2pm: News and magazine updates are popular during lunch breaks. 2–3pm: After lunch lots of people buckle down and ignore their inbox. 3–5pm: Property and financial-related offers are best sent in the early afternoon. 5–7pm: Holiday promotions & B2B promotions get opened mostly in the early evening. 7–10pm: Consumer promotions are popular again after dinner.
  •  23.63% of emails are opened within an hour of being received, this is something we definitely want to get right.
  • For more general emails, open rates, click-through rates and abuse reports were all found to be highest during early mornings and on weekends.
  • In a different study by MailChimp open rates were shown to be noticeably lower on weekends.
  • open rates increased after 12pm, and were highest between 2pm and 5pm.
  • A GetResponse study backed this up by showing that open rates drop off slightly, and click-through rates drop significantly on weekends. GetResponse found that Thursday is the best day for both open rates and click-throughs.
  • 70% of users say they read blogs in the morning More men read blogs at night than women Mondays are the highest traffic days for an average blog 11am is usually the highest traffic hour for an average blog Comments are usually highest on Saturdays and around 9am on most days Blogs that post more than once per day have a higher chance of inbound links and more unique views
Pedro Gonçalves

Stop Working All Those Hours - Robert C. Pozen - HBS Faculty - Harvard Business Review - 0 views

  • Hourly wages and the classic 40-hour work week have trained us to measure our labor by the number of hours we log. However, this mindset is dead wrong when applied to today's professionals. The value of lawyers, consultants, and analysts isn't the time they spend, but the value they create through their knowledge.
  • when managers judge their employees' work by the time they spend at the office, they impede the development of productive habits. By focusing on hours worked instead of results produced, they let professionals avoid answering the most critical question: "Am I currently using my time in the best possible way?" As a result, professionals often use their time inefficiently.
  • this manager praised his or her employee not for the value that he added to the meetings that he attended, but merely for his physical presence. Given this structure of rewards, it is no surprise that we keep seeing unnecessary and unproductive meetings.
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  • In research published in HBR in 2006, Sylvia Ann Hewlett and Carolyn Buck Luce reported that 62 percent of high-earning individuals in America (whom they define as the top 6% of earners) work 50 hours or more per week; 35 percent work 60 hours or more per week.
  • Don't be afraid to use the "delete" button when reviewing your inbox. If you can't say "no" to a certain request, recognize that it may only require a B+ effort. Don't spend hours bumping it up to an A+ unless you really need to.
  • the only way they can get the best out of their employees is to focus on results, not hours.
Pedro Gonçalves

The Best Times to Post on Facebook | Social Media Today - 0 views

  • a Facebook post receives half of its reach within 30 minutes
  • Smartphone owners tend to reach for their phones around meal times and 86 percent of mobile internet users report using their device while watching TV
  • Weekends and weekdays, between 5:00-8:00pm, aren’t necessarily the optimal time to post because of newsfeed competition. During these hours, you’re likely to compete with your fans’ hundreds of friends and the other brands they follow.
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  • our posts receive the most engagement during off-peak hours when less overall posting is going on. Try to find your engagement sweet spot by determining the intersection of time when the majority of your audience is on Facebook and the time when the least overall posting is occurring.
  • When is a good time to post on Facebook?√ Early morning
  • Between work and dinner
  • Bedtime
  • The best time to post on Facebook is when your audience will see it
Pedro Gonçalves

What, When, And How To Share On Social Media | Fast Company | Business + Innovation - 0 views

  • For Facebook, engagement rates tend to rise as the week goes on. They’re 18% higher on Thursdays and Fridays according to a BuddyMedia study.
  • Another study found that engagement was 32% higher on weekends.
  • Most studies indicate that the afternoon (experiment with the window between 1 and 4 p.m.) is the best time to post.
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  • For Twitter, try off-peak times On Twitter, swim against the stream to make your posts stand out by trying off-peak times--like weekends, when click-through rates tend to be highest.
  • As for timing, considering the rhythm of the day for your audience--times like lunch or before and after a meeting are when folks are likely to be taking a quick peek at Twitter, so try timing posts for the lunchtime period and for time just before or after the hour to take advantage of the post-meeting crowd.
  • For Google+, late morning weekdays The Google+ crowd hits the site hardest on weekdays before noon.
  • The crafters, cooks and shoppers of Pinterest are busiest on the site late at night and on the weekends--particularly Saturday mornings, according to bit.ly.
  • when it comes to Twitter: link placement and tweet length. A link about 1/4 of the way through proved best for click-throughs.
  • And between 120 and 130 characters was the sweet spot for optimum tweet length.
Pedro Gonçalves

Google Study: 9 in 10 Consumers Engage in Sequential Device Usage - 0 views

  • As the number of Internet-enabled consumer devices continues to grow, so does the propensity of consumers to sequentially use multiple devices to complete a single online task. In fact, according to a new study from Google, 90 percent of people move among devices to accomplish a goal.
  • Examples of how consumers sequentially use multiple devices for a single task include opening an email on a smartphone and then finishing reading it on a home PC and looking up product specs on a laptop after seeing a TV commercial
  • 98 percent of sequential screeners move between devices in the same day to complete a task
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  • The most popular reasons for sequential device usage include web browsing (81 percent), shopping online (67 percent), managing finances (46 percent) and planning a trip (43 percent). Eighty-one percent of sequential online shopping is spontaneous, which Google credits to the widespread availability of smartphones.
  • The other primary way of using multiple devices is simultaneous use, meaning using more than one device at the same time. This includes both multitasking — performing different tasks on different devices — and complementary usage such as looking up a product online while watching a TV commercial.
  • Seventy-seven percent of the time, TV viewers have another device plugged in — with smartphones (49 percent) and PCs/laptops (34 percent) the most popular.
  • The study also found search to be a critical connector between devices used sequentially. Consumers use search to pick up on a second device where they left off on the first 63 percet of the time they are conducting multi-device search, 61 percent of the time they are browsing the Internet using multiple devices, 51 percent of the time they are shopping online via multiple screens, and 43 percent of the time they are using more than one device to watch online video.
  • Google advises digital marketers to allow customers to save their progress between devices, as well as use tactics like keyword parity (maintaining the same keywords across different publishers and the three primary match type silos of broad, phrase and exact) to ensure that they can be found easily via search when that customer moves to the next device.
  • 80 percent of searches that happen on smartphones are spur-of-the-moment, and 44 percent of these spontaneous searches are goal-oriented. And more than half (52 percent) of PC/laptop searches are spontaneous, with 43 percent goal-oriented
Pedro Gonçalves

Why Insourcing is the Next Social Media and Content Marketing Trend - 0 views

  • social media is becoming a skill, not a job. Companies like Intel and Dell and IBM are leading the way in broadly distributed social participation, giving thousands of employees the opportunity to win hearts and mind in social and with smart content.
  • This decentralization of social communication has widespread ramifications for social media management software vendors, as it puts additional emphasis on triage and workflow tools.
  • The days of one social media manager handling Twitter, Facebook, Linkedin and the rest is coming to a close (as is the era of the one or two person content marketing team) and the same way all of us have a corporate email address and phone number, we’ll all (or nearly all) have a role to play on behalf of the company in social and content marketing, eventually.
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  • Where does this ultimately lead? We’re not there yet, but I suspect it’s predictive modeling, with internal social and content opportunity routing based on artificial intelligence and enterprise knowledge mapping. If we know the specific areas of expertise of each employee and can store that in a relational database, and we can also know via presence detection who is online and/or what their historical response times have been, we can use natural language processing (a la Netbase) to proactively triage and assign social interactions to the best possible resource in the organization.
Pedro Gonçalves

No--You Don't Need To Learn To Code ⚙ Co.Labs ⚙ code + community - 0 views

  • If you still want to work in the tech world but are reconsidering coding, designer Nick Marsh suggests doing something coders find useful. Brilliant as great developers are, there are plenty of things that they hate doing or are just no good at. Coding requires a level of focus bordering on tunnel vision, and if there’s one thing developers hate, it’s distractions. For a coder “distractions” mean dealing with business people, management, customers or, in fact, anyone outside the engineering team. If you want to get popular with developers, spare them from some of these interactions, which they often see as a shocking waste of their time. A great product manager, for example, is as crucial to success as a competent coder. It doesn’t matter how clear the code is, if nobody wants the product. Translate the language of the developers into that of the users and vice versa. Promote the product. All makers of creative work want their work to be used. Marsh concludes that it’s much more important to understand coders than to understand code
Pedro Gonçalves

The Best Times to Publish on LinkedIn | Chron.com - 0 views

  • ideally you want to post content around noon or early evening. If you post a status message or share a link to an article at noon, you're more likely to catch business professionals on a lunch break who are looking to catch up their online social networks. Early evening, starting between 5 P.M. to 6 P.M. is another great time of the day to publish content to LinkedIn, because you are catching users at the end of their work day.
  • The worst time to post content or share links with your LinkedIn connections is between the hours of 10 P.M. to 6 A.M., as most business professionals are sleeping during the night time hours. These hours are considered the "dead zone" according KISSmetrics
  • The best days to post to LinkedIn are midweek from Tuesday to Thursday. Mondays are not a good day to post content you want eyeballs looking at, because most professionals are getting back into the work week grind. Fridays are not good days to publish important content either, mainly because most professionals leave the office early to start the weekend. However, Saturday and Sunday can be good days to post content, as some users want to catch up with their social networking on the weekend.
Pedro Gonçalves

The Four Truths of the Storyteller - Harvard Business Review - 0 views

  • Storytelling plays a similar role today. It is one of the world’s most powerful tools for achieving astonishing results
  • a force for turning dreams into goals and then into results
  • Authenticity, as noted above, is a crucial quality of the storyteller. He must be congruent with his story—his tongue, feet, and wallet must move in the same direction
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  • the great storyteller takes time to understand what his listeners know about, care about, and want to hear. Then he crafts the essential elements of the story so that they elegantly resonate with those needs, starting where the listeners are and bringing them along on a satisfying emotional journey.
  • a great story is never fully predictable through foresight—but it’s projectable through hindsight.
  • LMU’s Teri Schwartz picked up on Hodge’s idea: “Make the ‘I’ in your story become ‘we,’ so the whole tribe or community can come together and unite behind your experience and the idea it embodies.”
    • Pedro Gonçalves
       
      And HOW exactly does the writer know this?
  • The context of the telling is always a part of the story
  • Great storytellers prepare obsessively
  • At the same time, the great storyteller is flexible enough to drop the script and improvise when the situation calls for it. Actually, intensive preparation and improvising are two sides of the same coin. If you know your story well, you can riff on it without losing the thread or the focus.
  • Most of the throng changed from true believers to thoughtful skeptics in just a few moments.
  • Orchestrate emotional responses effectively, and you actually transfer proprietorship of the story to the listener, making him an advocate who will power the viral marketing of your message.
  • the job of the teller is to capture his mission in a story that evokes powerful emotions and thereby wins the assent and support of his listeners
  • This explains the passion that great storytellers exude. They infuse their stories with meaning because they really believe in the mission
  • When truth to the mission conflicts with truth to the audience, truth to the mission should win out
  • At the end of the day, words and ideas presented in a way that engages listeners’ emotions are what carry stories
  • it isn’t special effects or the 0’s and 1’s of the digital revolution that matter most—it’s the oohs and aahs that the storyteller evokes from an audience
  • Colin Callender, president of HBO Films, noted that several of HBO’s most acclaimed productions are ones that audience pretesting marked as losers.
  • the ability to articulate your story or that of your company is crucial in almost every phase of enterprise management. It works all along the business food chain: A great salesperson knows how to tell a story in which the product is the hero. A successful line manager can rally the team to extraordinary efforts through a story that shows how short-term sacrifice leads to long-term success. An effective CEO uses an emotional narrative about the company’s mission to attract investors and partners, to set lofty goals, and to inspire employees.
Pedro Gonçalves

The Surprising Reason To Set Extremely Short Deadlines | Fast Company | Business + Inno... - 0 views

  • organizational psychologists. Work, they say, is "elastic," meaning that it stretches and shrinks to fit the time allotted.
  • Parkinson's Law: work expands to fill the time available for its completion.
  • an elderly lady of leisure can spend the entire day in writing and despatching a postcard to her niece at Bognor Regis. An hour will be spent in finding the postcard, another in hunting for spectacles, half-an-hour in a search for the address, an hour and a quarter in composition, and twenty minutes in deciding whether or not to take an umbrella when going to the pillar-box in the next street. The total effort which would occupy a busy man for three minutes all told may in this fashion leave another person prostrate after a day of doubt, anxiety and toil.
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  • the outcoume of Parkinson's law is that if you give yourself a week to work on a two-hour task, then the task with grow in complexity as to fill that week--perhaps not with more work, but more anxiety about the work.
Pedro Gonçalves

3 Motivational Mind Tricks Designed To Power Progress | Fast Company | Business + Innov... - 0 views

  • Even the illusion of progress causes an accelerating effect.
  • Take time to reflect on and acknowledge how your work has progressed. All it takes is a pause to get the satisfying sight of all your own kind of accumulating Bionicles rather than letting them slip past you, unrecognized sources of fuel.
  • Your motivation surges the closer you are to reaching your goal. Something about seeing the finish line lights a fire, even when you’re not always on the right track.
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  • the closer you are to earning a free coffee, the more frequently you’ll purchase a cup.
  • even the illusion of progress causes the same accelerating effect. In the same study, one set of coffee shop customers received a 12-stamp loyalty card, with two pre-existing bonus stamps, while the other got a regular 10-stamp card. Who purchased 10 drinks faster for their free coffee? The 12-stamp cardholders, by three days.
  • motivation and performance slow down right after a goal is achieved
  • the solution is deliberate practice, the kind of intensely focused, introspective practice that results in mastery, expertise, and virtuosity. What’s fascinating about this kind of practice is that it doesn’t require that you drive yourself into the ground. The best violinists, for example, practice no more than four-and-a-half hours a day and otherwise prioritize rest and rejuvenation.
  • the critical factor of deliberate practice is intention. Your goal itself must be improvement--achieved through a combination of knowing your weaknesses, self-monitoring, analysis, study, and experimentation.
Pedro Gonçalves

The Truth About How Much Workaholics Actually Work | Fast Company | Business + Innovation - 0 views

  • people who claimed their “usual” workweeks were longer than 75 hours were off, on average, by about 25 hours. You can guess in which direction. Those who claimed that a “usual” workweek was 65–74 hours were off by close to 20 hours. Those claiming a 55–64-hour workweek were still about 10 hours north of the truth. Subtracting these errors, you can see that most people top out at fewer than 60 work hours per week.
  • We live in a competitive world, and boasting about the number of hours we work has become a way to demonstrate how devoted we are to our jobs.
Pedro Gonçalves

How The Internet Will Tell You What To Eat, Where To Go, And Even Who To Date - ReadWrite - 0 views

  • anticipatory systems. 
  • Increasingly, rather than waiting for us to tell them what we want, in the form of a search query or command, they'll prompt us with suggestions.
  • Here's a simple definition of anticipatory systems. Think of them as artificially intelligent services that are aware of external context — including ambient inputs like time of day, social connections, upcoming meetings, local weather, traffic and more.
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  • all of the trends we're kind of bored with now — social, local, mobile, big data — have laid the groundwork for the realization of anticipatory systems' promise.
  • Foursquare, for example, has been collecting years of data about where people are and what places they're interested in — not just their explicit check-ins, but their local searches, tips and likes. So far, that's allowed Foursquare to offer personalized recommendations. But now the company is taking the next step into anticipating users' needs, Foursquare's head of search, Andrew Hogue, told Fast Company. Hogue gave the example of giving users recommendations for lunch spots at 11 a.m., rather than requiring users to type "lunch" into a search.
  • calendars are a perpetual act of optimism, subject to real-time revision by factors we can manage — like self-discipline — and factors we can't, like traffic and transit delays.
Pedro Gonçalves

Make the Job a Game - Robert H. Schaffer - Harvard Business Review - 0 views

  • Sixty-nine percent of the heads of households in the U.S. play computer and video games. And 97% of young people — your emerging talent pool — play them
  • Endless sameness. People come to work and, without climactic events, do essentially the same thing every day forever — like a mountain climber who never sees a peak ahead.
  • Little sense of personal achievement. Most people lack sharply measured goals. They can work diligently every day but never have a significant success — or failure.
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  • No celebrations. Individuals throughout the organization may contribute to some very crucial project. But when the project succeeds — and there is a new jet engine or a new drug — very few of those people will enjoy the exhilaration of a personal win.
  • Long time spans. In their personal lives people enjoy activities with shorter and shorter time spans — sports events, computer games, texting and so on — whereas at work they must live through glacial planning cycles.
  • When there are sudden customer orders that must get shipped, or power outages, or fires and other emergencies, most employees come to life and get things done with spirit and enthusiasm.
  • These must-do situations all have some common elements that evoke the remarkable performance: A sharply focused, urgent goal A very tight deadline Autonomous team encouraged to experiment Results clearly noticed and celebrated
  • by designing jobs with these game-like characteristics and infusing a spirit of fun it is possible to enliven work and produce the kind of high-level, zesty behavior provoked by crises.
  • No matter how long-term a goal may be, carve off some sub-goals that have to be accomplished in a short time — 10 or 15 weeks not 6 months or a year. For each goal a team should be asked to plan an approach and carry it out. The whole effort should encourage some fun and creativity along the way. People should be encouraged to experiment. Success at the end should be celebrated.
Pedro Gonçalves

Why Facebook Pages Are Seeing Lower Organic Reach, And What They Can Do About It - AllF... - 0 views

  • Facebook’s algorithm uses a number of factors to establish which posts should be shown to users. Previously called EdgeRank, the algorithm now has more than 1,000 contributing factors, but it still focuses on three main influences: affinity, weight, and Time.
  • Affinity is defined by a user’s relationship with the person or page that created the specific Facebook object — essentially how much the user interacts with that person or page.
  • Time, the last major factor, takes into account how recent the action occurred, which, in Facebook vernacular, is called time decay.
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  • Weight is determined by the object type — for instance whether it is a photo, video, or link.
  • There are a multitude of other factors that Facebook uses, such as how many of the user’s friends have interacted with the post or object, how popular the post is overall on Facebook, etc.
  • Despite the drop in organic reach, Sandmann stressed that the news is not all bad for page admins, as the users who do see their posts are the ones who are most likely to engage with them:
  • Despite the drop in organic reach many pages are seeing an increase in engagement on their pages and page posts. How can that be? Facebook’s algorithm is getting smarter. The small percentage of fans who do see a page’s posts are the fans who are most likely to engage with the post.
  • The update is essentially a double-edged sword: Although pages are reaching a smaller audience, they are reaching a more engaged audience and building a core group of engaged users.
  • First, create amazing content. Think about your audience and what they will find value in. Create content that entertains, informs, or otherwise engages your audience. This is a critical piece in boosting engagement and visibility on Facebook. Second, advertising on Facebook will be necessary to boost visibility on posts, attract more fans, and increase engagement. Clearly, Facebook is using these updates to also push page admins into buying Facebook advertising to increase page visibility. This will be a pain point for many marketers, but we can no longer think of Facebook as a free advertising platform.
  • Third, focus on building a core group of supporters. You shouldn’t focus on building up your page fans to have a high number of fans; be strategic in building a fan base. Fans who are not engaging with your page do not benefit your marketing goals or your page’s performance, and they may hurt page visibility.
  • Stay away from running like contests or giveaways that are not directly related to your business. You may gain a lot of fans, but they are there for the wrong reasons. Think of your page as a community, and target users who will find value in what your page has to offer and contribute to the community. The more engaged your audience is, the more visibility you will gain.
Pedro Gonçalves

20 top web design and development trends for 2013 | Feature | .net magazine - 0 views

  • “If you’re designing a website and not thinking about the user experience on mobile and tablets, you’re going to disappoint a lot of users,” he warns. Designer Tom Muller thinks big brands getting on board will lead to agencies “increasingly using responsive design as a major selling point, persuading clients to future-proof digital marketing communications”. When doing so, Clearleft founder Andy Budd believes we’ll see an end to retrofitting RWD into existing products: “Instead, RWD will be a key element for a company’s mobile strategy, baked in from the start.” Because of this, Budd predicts standalone mobile-optimised sites and native apps will go into decline: “This will reduce the number of mobile apps that are website clones, and force companies to design unique mobile experiences targeted towards specific customers and behaviours.”
  • During 2012, the average site size crept over a megabyte, which designer/developer Mat Marquis describes as “pretty gross”, but he reckons there’s a trend towards “leaner, faster, more efficient websites” – and hopes it sticks. He adds: “Loosing a gigantic website onto the web isn’t much different from building a site that requires browser ‘X’: it’s putting the onus on users, for our own sakes.”
  • Designer and writer Stephanie Rieger reckons that although people now know “web design isn’t print,” they’ve “forgotten it’s actually software, and performance is therefore a critical UX factor”.
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  • Bluegg studio manager Rob Mills reckons 2013 will see a “further step in the direction of storytelling and personality on the web, achieved through a greater focus on content and an increase in the use of illustration”.
  • Apps remain big business, but some publishers continue to edge to HTML5. Redweb head of innovation David Burton reckons a larger backlash is brewing: “The gold rush is over, and there’s unrest in that apps aren’t all they promised to be. We now live in a just-in-time culture, where Google can answer anything at the drop of a hat, and we no longer need to know the answers. The app model works the old way. Do we need apps for every brand we interact with? Will we even have iPhones in five years’ time? Who knows? But one thing is certain – the internet will remain, and the clever money is on making web apps that work across all platforms, present and future.”
  • Designer/developer Dan Eden says that with “more companies focussing web efforts on mobile,” designers will feel the pressure to brush up on the subject, to the point that in 2013, “designing for desktop might be considered legacy support”. Rowley agrees projects will increasingly “focus on mobile-first regarding design, form, usability and functionality”, and Chris Lake, Econsultancy director of product development, explains this will impact on interaction, with web designers exploring natural user interface design (fingers, not cursors) and utilising gestures.
  • We’re increasingly comfortable using products that aren’t finished. It’s become acceptable to launch a work-in-progress, which is faster to market and simpler to build – and then improve it, add features, and keep people’s attention. It’s a model that works well, especially during recession. As we head into 2013, this beta model of releasing and publicly tweaking could become increasingly prevalent.“
  • “The detail matters, and can be the difference between a good experience and a great experience.” Garrett adds we’ll also see a “trend towards not looking CMS-like”, through clients demanding a site run a specific CMS but that it not look like other sites using the system.
  • “SWD is a methodology for designing websites capable of being displayed on screens with both low and high pixel densities. Like RWD, it’s a collection of ideas, techniques, and web standards.”
Pedro Gonçalves

Google Glass: Way Too Much Google For Its Own Good - ReadWrite - 0 views

  • its faults (battery life, tends to cause headaches, etc.)
  • By constantly presenting Glass wearers with information, or the opportunity to get information, Google manages to over-deliver on its mission statement at a time when we actually rely on Google to filter out noise, rather than fill our lives with more noise.
  • Google Now gets the balance nearly perfect. Google Now anticipates my information needs based on where I'm going, what I have on my calendar, the time of day, etc. It's genius
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  • the secret to Google's business model is to embrace the abundance of the Internet's information overload but then remove the detritus and give me only what I want, when I want it, and serve up context-relevant advertising.
  • Sergey Brin has stated that "We want Google to be the third half of your brain."
  • With Glass, Google has taken a step too far toward pushing information on its users rather than letting them control the flow of information. 
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