Engagement analytics and lifelong engagement in museums

Does a repeat visitor to your museum have more value than a unique visitor? How often does someone have to visit your museum to be considered loyal or ‘repeat’? How do you know whether people are engaged with your museum? These are questions I’ve been thinking about since visiting Dallas back in April (this year is flying), and learning more about DMA Friends, the Dallas Museum of Art’s newly-launched free membership program. The program – which everyone who comes to the museum is invited to join – launched in January, coinciding with the DMA’s move to free entry.

Once signed up to the program, Friends start accruing points and badges in the museum by logging their activities – which galleries they visit, which programming they participate in – via SMS or at dedicated logging stations. Once acquired, the points can be redeemed for rewards like free parking, discounts in the shop or even (at the higher levels) qualifying to spend a night in the museum. In Nina Simon’s 2008 post on modelling repeat visitation, she talks about the importance of rewarding repeat business and letting people know you appreciate them, which is precisely what DMA Friends does. You can learn a bit more about it in the video below.

In exchange for giving away membership, the DMA gets something super valuable… information. The Friends program offers the DMA the capacity to learn more about existing visitors, identify potential new audiences, and make stronger connections with niche and micro-communities (like those who always come for particular types of events). As more and more people opt into the program, the DMA will have opportunities for understanding their visitors and the ways in which they engage with the museum at a scale that seems unprecedented for museum visitor research (please correct me if I’m wrong on that last point). And knowing this kind of detailed information about visitors and their visiting habits opens new windows for thinking about destination loyalty and the sustainability of the museum’s offerings.

What we’re ultimately talking about is engagement analytics
Consider the bank of information that the DMA will have on its visitors over the course of several years. How closely does repeat visitation tie to demographic proximity to the museum? How do you define a repeat visitor? Is someone who visits every year – but only once a year – a repeat visitor? What is the value of their engagement with the museum? How might you get them to increase their visits to twice a year? These visitors who are regular-but-not-frequent visitors might be an interesting place to start when thinking about trying to increase visitation, even though it will take some time to gather the initial data and establish those visitation patterns.

DMA Friends also makes it possible for the DMA to think about individual visitor behaviour and lifetime visitor behaviour. What happens when we start judging success as being about lifetime engagement rather than just numbers in the door? The scale and possible granularity of that measurement is staggering. In DMA Director Maxwell Anderson’s important 2004 paper on The Metrics of Success in Art Museums (PDF), Anderson writes that the first metric of success that museums should be pursuing is measuring the quality of the visitor’s experience.

A museum’s responsibilities to its public are many, and its success in fulfilling them is notoriously hard to quantify. The correspondence of visitor demographics with the demographics of the local population would be useful in pursuing a more representative result. One could continue not with the number of members but with the average number of visits by its members. As opposed to attendance, it would be useful to know the number of visitors who paid full or discounted admission to the permanent collection or special exhibitions. If the museum has no admission charge, then the number of visitors to the galleries (as opposed to the lobby, restaurant, gift shop, or party spaces) would be revelatory. The average length of a museum Website visit and the number of hours that galleries are open to the public are also indicators of success in the quality of the experience offered.

Running through this criteria, it strikes me that DMA Friends offers precisely the opportunities that Anderson was looking for when proposing these metrics almost a decade ago. The program will enable the Museum to see the correspondence between visitor and population demographics; to understand average visitation rather than just total visitation; to see how many visitors go into the galleries and which galleries they visit; and maybe even indications of how long a visitor spends on campus.

In addition, having this kind of information about visitors will allow the Museum to tailor specific experiences for Friends. In the paper Rob Stein and Bruce Wyman wrote on DMA Friends for Museums and the Web, the authors discuss ways that this might play out:

As visitors engage, new patterns quickly emerge showing how visitors use the museum and what sorts of programs are most valued. Ultimately, this pattern of data collection will allow more spontaneous types of programming, almost akin to a game of pick-up basketball: for example, a spur-of-the-moment docent tour around a critical mass of self-identified enthusiasts appearing in the same place at the same time.

Awesome right?!

But we’re not quite there, yet…
For all this potential awesomeness, there are a few things in the current execution of DMA Friends that prevent it from realising some of these longer term ambitions just yet. The first is that, as an international visitor with only limited phone use whilst in the States, I was never going to use the SMS codes to log my Friends points. That’s not a problem in and of itself. I could (and did) use the logging stations. But I only did this at the end of my visit. This meant a couple of things. The first was that I had to record the SMS codes as I passed them to ensure I remembered them all. Not a major pain, but a little one. It also meant that all the numbers I was plugging into the station came at once, so the Museum doesn’t really have a sense of my movements through the museum, like when I moved into each space and how long I took. It also means that, if other visitors are like me, then the idea of running a spontaneous tour for DMA Friends could actually be more irritating than awesome, if I was contacted minutes after I’d left the DMA, rather than in the minutes after I’d arrived. None of these are critical issues. They are just opportunities for further developing the concept in future iterations.

The badging system, which Elizabeth Merritt has touched on, also offers a lot of potential that isn’t being fully realised yet. Because the badges aren’t tied to earning particular rewards (although they do garner the visitor additional points) and there is no social component or way to share and show how many badges someone has earned – or compete against others for rare badges – I don’t think the badges are all that compelling right now. I do see opportunities with the badging program along the social dimension once they are sharable on social media, particularly if there is a competitive element – can someone be the Mayor of the European Art Gallery if they attend it more than anyone else? Would there be those who might compete for the honour of being at the Museum the most?

What I do love about the badges in their current state is the way Maxwell Anderson ties them to self-identification by visitors, in this interview. He says:

The one feature that I’m equally interested in is that people change. Their motivations change in the course of their lives or even their visit. So I think that it’s important to be flexible in presuming why somebody showed up and what they’re expecting to happen when they get here. That’s why [DMA Deputy Director] Rob Stein’s premise of badges has you self-identifying in as many ways as you want: a “sleuth,” you know, a “creative cat,” all these phrases that are tongue-in-cheek. And they’re meant to give people license to self-identify in a constellation of ways. And it’s playful, but it’s also, it gives us some clarity about why people are here.

The idea that visitors change over their visit, and particularly over their lifetime – and that it might be possible to track and tailor experiences to those visitors over that long period – fascinates me. Moves like this one by the DMA should prompt museums to think further about how they can measure and understand those changes, and use those measurements to provide more meaningful experiences for participants throughout their lives. What happens when we start thinking about the engagement visitors could have with our institutions as being (measurably) lifelong engagement?

What do you think about this kind of approach to membership and engagement? How might understanding the way your visitors engage with your museum over the course of their lifetime change the way you think about your work?

Floor staff and the guest experience @ the Dallas Museum of Art

If you’re anything like me, you probably keep a mental notebook of museums that seem to do consistently interesting work; it’s pages filled with the names of people you’d want to work with or museums you’d like to be at if the opportunity arose. My list has quite a few names on it, but one that has been near the top for a while is the Dallas Museum of Art, so it was enormously cool to spend a week at the DMA following Museums and the Web this year.

The DMA has been of interest to me for a number of reasons, but primarily because its mission and approach seems to align with much that I value in museums. It has an emphasis on transparency, dialogue and participation, ethical practice, scholarship, and even taking informed risks (yes! Risk is built into the mission). Under the leadership of Director Maxwell Anderson and Deputy Director Rob Stein, the museum appears progressive, innovative and interesting, and consistently looking to new ways of thinking about museum practice like opening up museum membership to anyone who wants to join it, for free – so it ticks all of my boxes.

So what did I learn from a week there? In short, a lot. As well as spending a significant amount of time with Rob, I had meetings with a number of high-level staff, sat in on general staff meetings, and lingered long in the museum observing visitors and thinking about the dynamics of the space. The takeaways are too many for a single post, so I’m going to run a short series of reflections from my week as museumgeek-in-residence at the DMA. This is the first.

DMA Reflection One: Confident, comfortable staff make for confident, comfortable visitors
While the DMA’s simultaneous introduction of free museum entry and DMA Friends were perhaps the most noteworthy moves it has made towards visitor engagement in recent times, they have not happened in isolation. A less-documented but equally interesting shift in the museum has been in the role of visitor services staff, who are no longer expected to simply guard the museum space, but to take a far more proactively open approach to guest engagement. A member of staff greets visitors upon entry to the museum; another waits near the sign-up stations for the Friends program to assist anyone who needs help. Floor staff through out the museum make eye contact and nod or say hello when guests approach. It’s an approach that reminds me of Disney’s concept of being “assertively friendly” to provide exemplary guest service.

This change in the manner of the floor staff to visitors dovetails nicely with the broader emphasis on relationships found in the DMA Friends program, but is also indicative of a more general cultural change in the institution. For staff who have worked on the museum floor for a decade or longer, the difference in attitude and expected actions is significant. Even the uniforms of floor staff are now different, with a move away from formal jackets and towards more comfortable polo shirts (something which has left some feeling a bit vulnerable without the authority of their prior uniform, but also more open). This change might seem superficial, but comfortable staff make for comfortable visitors.

Cultural change does not happen overnight. One of the most important elements for bringing in change is equipping staff with skills and strategies for coping with the new expectations of their new role; something the DMA and its Director of Visitor Services, and Visitor Services Staff Barbee Barber seems to be approaching proactively. Visitor services staff are given a 15 minute briefing before every shift, as well as attending weekly training. During the training session I sat in on, two members of visitor services staff – David Caldwell and Joe Delinski – had each gone out of their way to research a topic they were personally interested in that was also related to the DMA Friends program to teach other members of the team (itself a great idea for encouraging internal staff development).

Joe’s talk was on gamification and gameplay as they relate to DMA Friends, a subject he was passionate about because Joe is himself a gamer. David spoke on the datafication of concepts, and the idea of “quantifiable social opportunities” and the “cumulative quantity of positive impressions [on visitors]” that the DMA floor staff could make. His talk emphasised the importance of the visitor services staff in generating positive impressions to protect, generate and promote the image of the DMA. What was particularly lovely was the emphasis placed on respect and self-esteem of visitor services staff as well as others, in order that the floor staff could take pride in their work whilst impressing other people. David put forward the idea that while curators, educators and registrars etc have particular knowledge and training that makes them experts at their job, those who work consistently on the floor are the museum’s experts at making “positive impressions.” It’s an attitude and idea I’d like to see at all museums.

In an old post on Museum 2.0, Nina Simon wrote:

Floor staff may also be the most efficient vehicle for transforming museums into social spaces. Web 2.0 succeeds by focusing on the personal interests of users and connecting users to each other via their interests. If we truly want museums to become places for social engagement among visitors, why not re-envision floor staff, who are trained to interpret the collection, as community organizers, trained to encourage and support interactions among visitors?

My impression is that the DMA is on the way to doing just this. They aren’t absolutely there yet; cultural change takes time. But this approach to visitor services, which puts emphasis both on providing welcoming experiences for visitors, and upon ensuring that staff feel respected and gain self-worth from the role played in that experience, seems valuable and aligned with the museum’s approach more generally.

What role are floor staff expected to play in the visitor experience of your museum? And how are they supported in this role?

Last night I dreamt I went to Manderley again…

One of my favourite moments at Museums and the Web 2013 was the closing plenary. Being invited to talk about museums and immersive theatre (well, really about Sleep No More) with Seb Chan, Ed Rodley and Diane Borger, producer of Sleep No More was kind of incredible. As a group, Seb, Ed and I had been trying to have a conversation about that topic for months (we had squeezed in a Google hangout previously), so to get the opportunity to delve more deeply into the issues was golden. It was also a fairly significant moment to be a part of; when a closing plenary of a museum conference that is ostensibly about the web has very little to do with technology or the Internet at all.

I’ve long been more interested in the implications of technology – in what it actually allows you to do, or how it allows you to rethink and solve problems in new ways – than in the technology itself. It’s one reason why I really interested in the DMA Friends program that Rob Stein and Bruce Wyman gave a paper on whilst at MW2013. DMA Friends is a new kind of membership program for the Dallas Museum of Art that let’s anyone sign on to become a member or Friend of the museum for free. It’s inception coincided with a move towards making admission to the Museum free as well, and has been accompanied by other changes at the Museum, like ensuring that floor staff act more like guides than guards (more on this in coming posts).

As Friends sign up or move around the Museum, they have the opportunity to collect and log codes for places they’ve been, activities they’ve done, or events they’ve attended, earning points that grant them access to specific rewards. So the visitors get a gift back from the museum for their visit (like free parking or a discount in the museum shop). It also means that the DMA is collecting quite granular information about specific guests; about what they are interested in, where they come from, and how often they attend the museum. This offers great potential for understanding your museum’s audience profile, particularly when you start to link it to programs and interests.

But it’s also interesting in terms of the possibilities for personalising communications and even programs to particular individuals who are regular – or irregular – guests of the museum. As Rob and Bruce note in their paper (emphasis added):

visitors can claim a variety of rewards created by the DMA to say “thank you” for participating with the museum. These rewards include traditional membership benefits, such as free parking and special exhibition tickets, as well as special and boutique rewards like behind-the-scenes access to staff and areas of the museum not generally seen by the public. One of the underlying goals of the program is to create long-term relationships with visitors while offering them value and benefits tailored to their experience and engagement with the museum. This long-term connection and repeat participation is seen as key to establishing the hoped-for relevance of the museum in the lives of visitors.

So what does this have to do with Sleep No More and immersive theatre? Well, I’m in New York for a few days this week, and so I’m going back to see/experience SNM for the second time. Two days ago, the day after I booked my ticket, I received this email communicae:

DEAREST-
AS FATE WOULD HAVE IT, I AM HOSTING A DINNER PARTY ON THE NIGHT 
OF YOUR STAY AT THE MCKITTRICK HOTEL, AND I WOULD BE HONOURED TO HAVE THE 
PLEASURE OF YOUR COMPANY. WE ARE CELEBRATING THE ARRIVAL OF A VERY 
SPECIAL GUEST WHOM I WOULD LIKE YOU TO MEET.

THIS WILL BE AN INTIMATE AFFAIR - VERY FEW GUESTS WILL BE GUARANTEED A 
SEAT AT THE TABLE.

Now I don’t know whether every guest who had registered to see Sleep No More tonight received this email, or whether a little flag went up in the SNM database next to my name/email address that noted that I had been to the performance before and therefore would be a likely candidate for this kind of ~~upselling~~ experience. But either way, it suckered me in (let’s call my attendance “research”), and I don’t think it would have had I not already engaged with the performance. I don’t think it would have mattered to me that I would get to go to an “intimate gathering in an undisclosed area of the hotel that a majority of guests will not have the opportunity to experience” if I had not already explored the hotel; if I didn’t already have stories of the event to share that I would enjoy adding to.

And this is one of the things that I think is hugely interesting about DMA Friends, and this approach to membership. Information is power. Getting to know your guests, to learn their attendance patterns and what they like, and then being able to offer them something special based on those preferences, offers some unique possibilities about how you can engage with your most engaged. About turning fans into superfans.

I spent last week at the DMA, so I have much more to write on this topic. But when we think about what museums can learn from immersive theatre, one simple thing might be that theatrical performances generally require bookings, and that gives you a little opportunity to learn something about your audience, and that creates opportunities of its own. It’s interesting to think of ways in which museums can do the same.

What do you think?

Process stories

In politics, the idea of a process story – the inside story about how policy is made – doesn’t always sit well. It’s “too inside baseball.” The focus on what is happening behind the scenes, on the machinations that impact policy outcomes is often perceived to be a distraction from the political outcomes themselves. But I’m a sucker for stories that unpack how something happens rather than simply focussing on the end result or product. I like knowing why particular choices were made and by whom; it helps me understand the flows of power and influence that shape the world.

This emphasis on process instead of only the final product is an idea that I can see in a few different places in our sector too, and I’m really excited by it. Dan Spock recently Tweeted a link to imPERFECT CITY – a fascinating sounding project from Delaware Center for the Contemporary Arts (DCCA), which is “a conversation-based exhibition that evolves from an open call for proposals to conceptualize a utopian city within the DCCA’s gallery spaces.” Although the project has many layers and phases, what I am most interested in is the open processes the project purports to follow, which treats the creation of the exhibition as the exhibition. As the proposal by Maiza Hixson describes, “The exhibition “opens” during the planning phase to allow citizens to interface with DCCA curatorial staff who are present to answer questions visitors may have about curatorial process.” In other words, the exhibition is the process of the exhibition; it is not just the end result. imPERFECT CITY takes its form as a living process story. In addition, the whole project makes use of documentation (blogging, videos) as a means for exploring the issues raised by the exhibition, and creating parallel digital and in-gallery experiences.

I love this. There is something really compelling about the humanness of process that is visible in this kind of approach. The edges of the exhibition become permeable and uncertain; it is impossible to know exactly when it starts or ends. How reminiscent is this of so many digital interactions, which are themselves endless and linked to so many other things? The Internet is perpetually unfinished. It is about process because it is itself a process rather than a product; a constantly-shifting performative environment which demands that those who want use it must interact with it in order to experience it. Unlike most museum exhibits, which have a definite and pre-determined start and end date and typically exist within strictly defined borders, the Internet does not privilege time and space in quite the same way. This gives us a lot of space for publicly exploring and explaining how we do what we do.

Social media and digital publishing platforms open up a lot of potential for institutions that want to create compelling content and stories about their exhibitions that aren’t so strictly bounded by the dates and spaces of the gallery. The Museum of Contemporary Art, Australia has made inroads in this area with their recent ePublication for Anish Kapoor, which was treated as a “living catalogue” and evolved over the course of the exhibition to include a Preview Edition, an Installation Edition, and a Reflection Edition. Rather than creating interpretive content prior to opening and never revisiting it, this catalogue continues to grow during and after the exhibition. The Installation Edition includes information about how one of the sculptures was installed in the space, opening up the mystery of the institution to the public and adding depth to the discussion about the exhibition.

The Dallas Museum of Art’s recently-announced plans for a conservation studio also offer an interesting take upon the emphasis of process in the physical space of the museum, since the studio will effectively turn conservation into an ongoing living exhibition. As Jerome Weeks describes:

[Director Max Anderson is] going to turn conservation into a public exhibit. Other museums hold the occasional tour through their work rooms. But this is different. Consistent with Anderson’s other efforts in making the DMA more accessible online, he will be, more or less, turning this internal museum function inside-out and putting a spotlight on it. Imagine a hedge fund putting the accountants on display.

Wild, right? There is a certain voyeuristic fascination we have with getting behind-the-scenes in someone’s life, in learning what goes on behind the closed doors. Opening up of parts of the institution to public view plays right into these feelings, and develops a very human understanding of what the institution does.

But this approach also shifts the focus away from the objects and exhibitions onto the human forces that impact them. Could this prove to be a distraction? This is how Australia political strategist Mark Textor describes the political process story:

One of the consequences of an increasingly expansive financial and political media field is the need for content to fill it. Some content is important. Most is borderline trivial, certainly irrelevant. But that has never discouraged the commentators. This search for content to feed the hungry commentariat has led to the rise and rise of the ”process story”. The ”process story” is about campaign mechanics, whether it be a political campaign or a big market offer, not about the issues of the campaign.

Could openly documenting the process of creating an exhibition or of an acquisition take the focus away from the exhibition itself? And is a focus on process worth the effort, or does it just promise to add to workloads whilst providing only trivial or irrelevant content? Would museum audiences be interested in gaining insight into what we do and why, or is this just be extra effort for little reward?

What do you think? Do process stories interest you? Could you see this kind of approach working in your institution?