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INTENT
THEORY
EVIDENCE
APPLICATION
MOUNTCHAOS.CO
content
INTENT
This is a handbook designed for brand strategists
to make sense of the chaos that surrounds brands
by leveraging Archetypes to define why
brands exist — and why anyone should care.
This understanding has the power to inspire
marketing ideas that solve real human problems
not just marketing problems.
INTANGIBLE
LOVER SOVEREIGNREBEL SAGEINNOCENT EXPLORER MAGICIANHERO JESTERCITIZEN CAREGIVER
Brand Archetypes
(aka brand strategy)
Captures what a brand means. Identifies the reason why you exist in the world
and why anyone should care (i.e. Brand Purpose). Defines what your brand offers
tc consumers (i.e. Positioning). Includes who you are through core values.
CREATOR
Brand Actions
(aka the work aka creative aka marketing)
Translates brand meaning into behaviors. What a brand says and does.
Everything a brand does says something, so anything that influences what people think, feel or
do in response to their experience or interaction with a brand is considered a marketing effort.
Includes advertising, stunts, product innovations, company culture, customer service, mobile
apps, etc.
TANGIBLE
INTANGIBLE
Brand Archetypes
(aka brand strategy)
Captures what a brand means. Identifies the reason why you exist in the world
and why anyone should care (i.e. Brand Purpose). Defines what your brand offers
tc consumers (i.e. Positioning). Includes who you are through core values.
LOVER SOVEREIGNREBEL SAGEINNOCENT EXPLORER MAGICIANHERO JESTERCITIZEN CAREGIVER CREATOR
THEORY
Purpose powers the world’s
most meaningful brands.
“People don't buy what you do;
they buy why you do it.”
— Simon Sinek
Author, TED speaker, ethnographer
https://youtu.be/elVPqCUuhvI
Power of Brand Purpose
Brand purpose, mission or ideal = The WHY.
“Airbnb Finds Its Mission How a
Rebranding Transformed the
Company”
“How Ideals Power Growth and
Profit at the World’s Greatest
Companies”
“Lessons on profit,
purpose, and
good business…”
“Emotions…A better way to drive growth
and profitability”
“How Great Leaders Inspire
Everyone
To Take Action”
We select products for what
they do functionally.
We select brands for what they mean.
Brands create meaning when they
focus on making people’s lives better.
We select products for what
they do functionally.
We select brands for what they mean.
Brands create meaning when they
focus on making people’s lives better.
Brand purpose defines the reason
why a company exists in the world.
And why anyone should care.
Brand purpose defines the reason
why a company exists in the world.
And why anyone should care.
So what do people care about most?
12 deep-seated desires drive
us throughout our lives.
These 12 desires are hardwired
into our DNA.1
Hardwired as in possibly genetically
encoded patterns or instinctual
blueprints of knowing
1Source: Based on the work of Carol S. Pearson, author of Awakening The Heroes Within
2Source: “Archetypes in Branding: A Toolkit for Creatives and Strategists” by Margaret Hartwell & Joshua C. Chen
These 12 desires are hardwired
into our DNA.1
Hardwired as in possibly genetically
encoded patterns or instinctual
blueprints of knowing
1Source: Based on the work of Carol S. Pearson, author of Awakening The Heroes Within
2Source: “Archetypes in Branding: A Toolkit for Creatives and Strategists” by Margaret Hartwell & Joshua C. Chen
Desires:
Safety
Belonging
Mastery
Service
Freedom
Intimacy
Liberation
Originality
Understanding
Enjoyment
Power
Control
These 12 desires are hardwired
into our DNA.1
Hardwired as in possibly genetically
encoded patterns or instinctual
blueprints of knowing
1Source: Based on the work of Carol S. Pearson, author of Awakening The Heroes Within
2Source: “Archetypes in Branding: A Toolkit for Creatives and Strategists” by Margaret Hartwell & Joshua C. Chen
Desires:
Safety
Belonging
Mastery
Service
Freedom
Intimacy
Liberation
Originality
Understanding
Enjoyment
Power
Control
These deep-seated desires are also
known as ARCHETYPES...
“Universally shared symbols that
connect the conscious mind with
the subconscious meanings,
concepts, moods and desires
that...are ‘inherently expressive…
of common human needs, instincts
and potentials.’”2
These 12 desires are hardwired
into our DNA.1
Hardwired as in possibly genetically
encoded patterns or instinctual
blueprints of knowing
1Source: Based on the work of Carol S. Pearson, author of Awakening The Heroes Within
2Source: “Archetypes in Branding: A Toolkit for Creatives and Strategists” by Margaret Hartwell & Joshua C. Chen
Desires:
Safety
Belonging
Mastery
Service
Freedom
Intimacy
Liberation
Originality
Understanding
Enjoyment
Power
Control
ARCHETYPES:
INNOCENT
CITIZEN
HERO
CAREGIVER
EXPLORER
LOVER
REBEL
CREATOR
SAGE
JESTER
MAGICIAN
SOVEREIGN
12 Fundamental Archetypes form
the foundation of our behavior.
Archetypes help us make sense of
our lives and navigate our world.
Safety
(INNOCENT)
Freedom
(EXPLORER)
Understanding
(SAGE)
Belonging
(CITIZEN)
Intimacy
(LOVER)
Enjoyment
(JESTER)
Mastery
(HERO)
Liberation
(REBEL)
Power
(MAGICIAN)
Service
(CAREGIVER)
Originality
(CREATOR)
Control
(SOVEREIGN)
Safety
(INNOCENT)
Freedom
(EXPLORER)
Understanding
(SAGE)
Desire to remain in safety and be happy by
doing simple, good things. Helps us look on
the bright side and feel renewed.
Desire to escape the routine of life by going in
search of new and exciting experiences. We
end up discovering who we really are. Helps us
maintain our independence.
Desire to understand the world through
knowledge, wisdom and truth. Helps us do
smart, clever things.
LEARNING/
FREEDOM
Belonging
(CITIZEN)
Intimacy
(LOVER)
Enjoyment
(JESTER)
Desire to belong, fit in and connect with others
by doing normal ordinary things. Helps us be
ok just as we are.
Desire to form deep, intimate connections by
becoming more attractive in every way.
Helps us find and give love.
Desire to kick back, relax and have a good
time with others. Helps us escape
the boredom of life.
PEOPLE/
BELONGING
Desire to improve our lives and/or
the world around us through sheer
will. Helps us rise to everyday challenges and
act courageously.
Desire to challenge the status quo
by destroying what is not working.
Helps us break the rules.
Desire to make our dreams come
true by channeling our power to
create possibilities. Helps us
transform and change our lives.
Mastery
(HERO)
Liberation
(REBEL)
Power
(MAGICIAN)
RESULTS/
MASTERY
Desire to help others in need
through acts of kindness.
Helps us care for others.
Desire to make something with
our own hands that has enduring
value. Self expression. Helps us
do creative, imaginative things.
Desire for stability and to
feel in charge of our lives.
Helps us make everyday more
sensible and predictable.
Service
(CAREGIVER)
Originality
(CREATOR)
Control
(SOVEREIGN)
STABILITY/
STRUCTURE
Safety
(INNOCENT)
Freedom
(EXPLORER)
Understanding
(SAGE)
Belonging
(CITIZEN)
Intimacy
(LOVER)
Enjoyment
(JESTER)
Mastery
(HERO)
Liberation
(REBEL)
Power
(MAGICIAN)
Service
(CAREGIVER)
Originality
(CREATOR)
Control
(SOVEREIGN)
2 routes to acquire Archetypes
NATURE
(GENETICS)
1
NURTURE
(CULTURE)
2
NATURE
(GENETICS)
1
We’re hardwired to recognize and respond
to Archetypes. They’re tied to our emotions
In essence,
we think
we’re Holmes
(Super rational)
In reality,
we’re more
like Homer
(Super emotional)
What we
experience,
what we feel -
moves us
Emotions are impulses to act
Source: Goleman, Daniel (2012-01-11). Emotional Intelligence: 10th Anniversary Edition (p. 6). Random House Publishing Group. Kindle Edition.
“All emotions are, in essence,
impulses to act, the instant plans
for handling life that evolution has
instilled in us. The very root of the
word emotion is motere, the Latin
verb “to move,” plus the prefix “e-”
to connote “move away,”
suggesting that a tendency to act
is implicit in every emotion.”*
Emotions are impulses to act
E-motions create motion
“All emotions are, in essence,
impulses to act, the instant plans
for handling life that evolution has
instilled in us. The very root of the
word emotion is motere, the Latin
verb “to move,” plus the prefix “e-”
to connote “move away,”
suggesting that a tendency to act
is implicit in every emotion.”*
Source: Goleman, Daniel (2012-01-11). Emotional Intelligence: 10th Anniversary Edition (p. 6). Random House Publishing Group. Kindle Edition.
FIGHT
Flight!
Evolutionary advantages
through direct experience
are passed down through
genes
NATURE
(GENETICS)
1
Archetypes are transmitted
biologically through genes.
NURTURE
(CULTURE)
2
Archetypes are also the building
blocks of all human storytelling.
Stories convey experience
Stories convey experience
Stories evoke emotion
Stories convey experience
Stories evoke emotion
Stories create motion
Archetypal stories stir our
emotions and spur us into action.
Archetypal stories transmit culture.
(i.e. all the knowledge and
values shared by a society)
Source: https://www.powerthesaurus.org/culture/definitions
Watch out
for that
SABERTOOTH,
son!
Evolutionary advantages
passed down through the
telling of stories to convey
important experiences
NURTURE
(CULTURE)
2
Archetypes are transmitted
socially through stories.
NURTURE
(CULTURE)
NATURE
(GENETICS)
1 2.
Archetypes are transmitted
biologically through genes.
NURTURE
(CULTURE)
2
Archetypes are transmitted
socially through stories.
EVIDENCE
Archetypal stories cut
across cultures & continents
SOVEREIGN
Desire for stability and to feel in charge of our lives.
Helps us make everyday more sensible and predictable.
HERO
Desire to improve our lives and/or the world around us through sheer will.
Helps us rise to everyday challenges and act courageously.
Recurring Archetypal stories in entertainment
Desire for stability and to
feel in charge of our lives.
Helps us make everyday more
sensible and predictable.
Desire to improve our lives and/or
the world around us through sheer
will. Helps us rise to everyday challenges and act
courageously.
Desire to make our dreams come
true by channeling our power to
create possibilities. Helps us
transform and change our lives.
Desire to challenge the
status quo by destroying
what is not working.
Helps us break the rules.
SOVEREIGN HERO MAGICIAN REBEL
Recurring Archetypal stories in marketing
Desire for stability and to
feel in charge of our lives.
Helps us make everyday more
sensible and predictable.
Desire to improve our lives and/or
the world around us through sheer
will. Helps us rise to everyday challenges and act
courageously.
Desire to make our dreams come
true by channeling our power to
create possibilities. Helps us
transform and change our lives.
Desire to challenge the
status quo by destroying
what is not working.
Helps us break the rules.
SOVEREIGN HERO MAGICIAN REBEL
SOVEREIGN / Crown Royal
SOVEREIGN / Crown Royal
https://youtu.be/Ly9K1IpAh3c
HERO / Nike
HERO / Nike
https://youtu.be/xQgsQ-j9jaE
HERO / Nike
https://youtu.be/XzBH4PBZ2D0
MAGICIAN / Red Bull
MAGICIAN / Red Bull
https://youtu.be/G2yJ2IkdFDU
MAGICIAN / Red Bull
https://youtu.be/R0KHehEYNg8
REBEL / Harley-Davidson
REBEL / Harley-Davidson
https://youtu.be/DKQf1q56sOw
Diverse range of Archetypes within categories
Safety
(INNOCENT)
Freedom
(EXPLORER)
Understanding
(SAGE)
Belonging
(CITIZEN)
Intimacy
(LOVER)
Enjoyment
(JESTER)
Mastery
(HERO)
Liberation
(REBEL)
Power
(MAGICIAN)
Service
(CAREGIVER)
Originality
(CREATOR)
Control
(SOVEREIGN)
(INNOCENT)
(EXPLORER)
(SAGE)
(CITIZEN)
(LOVER)
(JESTER)
(HERO)
(REBEL)
(MAGICIAN)
(CAREGIVER)
(CREATOR)
(SOVEREIGN)
(INNOCENT)
(EXPLORER)
(SAGE)
(CITIZEN)
(LOVER)
(JESTER)
(HERO)
(REBEL)
(MAGICIAN)
(CAREGIVER)
(CREATOR)
(SOVEREIGN)
IS:
The WHY
Motivation
Deep well of meaning
Values & behaviors
Lives in service
Cultural mission
IS NOT:
The WHAT or The HOW
Personality traits
Obvious product performance
Tone
Looks to sell
Commercial proposition
Archetypes are not “personality” or “tone”
CREATOR Archetype fully activated
Adidas fully activates CREATOR
Business
Strategy
Product
Strategy
Product
Innovation
.com
Origin
Story
Brand
Strategy
Social
Media
Content &
Advertising Desire to make something with our own hands
that has enduring value. Self expression.
Helps us do creative, imaginative things.
Originality
(CREATOR)
CREATOR / Adidas
Origin
Story
CREATOR / Adidas
Brand
Strategy
Creativity: "We believe we are the creator brand.
Why are we the original sports brand? Because our founder
Adi Dassler ... was a cobbler," said Liedtke. "And he invented
the sporting-goods industry. He created the industry that we
now play in.
So 'creator' as a positioning is not just rich to
who we are today in a very crowded marketplace;
it's authentic to who we've always been.
CREATOR / Adidas
Social
Media
CREATOR / Adidas
Content &
Advertising
https://youtu.be/YTO9Fg3pRhQ
CREATOR / Adidas
Content &
Advertising
https://youtu.be/fwyDVxWn1DU
CREATOR / Adidas
Content &
Advertising
https://youtu.be/JMqxHOnc_pU
CREATOR / Adidas
Business
Strategy
‘Creating the New’ is the headline for our next five-year strategic business plan.
We’re all ‘creating the new’ – because we believe that through sport,
we have the power to change lives
CREATOR / Adidas
Product
Strategy
CREATOR / Adidas
Product
Strategy
CREATOR / Adidas
Product
Innovation
https://youtu.be/qqBYyAuvgfI
CREATOR / Adidas
.com
CREATOR / Adidas
.com
CREATOR / Adidas
.com
CREATOR / Adidas
.com
APPLICATION
Tools to Mount Chaos:
1.4Cs
2.World Building
3.Brand Blueprint
4.Strategic Story
1.4Cs
4Cs framework
There is no substitute for gathering key input, which will act as the “raw material”
for an Archetypal Audit.
The 4Cs is a framework for conducting a rigorous audit of 4 fundamental areas of
interest on any given project, which are the following:
1) Culture (Where is the world headed? What will will amplify our ideas?)
2) Category (What are the conventions? What is the white space?)
3) Company (What’s the brand’s edge?)
4) Consumer (What do people want? What do they need?)
4Cs framework
CULTURE (Where is the world headed?) CATEGORY (What is the white space?)
Write 3-5 Insights:
What deep understanding can help unlock the
challenge at hand? Where is the tension?
What could be a competitive advantage?
3-5 Insights
Write 1 Truth:
What is the "meta-insight" or relationship between each of
the 3-5 insights rolled up into the single most important truth?
1 Truth
COMPANY (What can we own?) CONSUMER (What do people want?)
3-5 Insights 3-5 Insights
1 Truth 1 Truth
4Cs // E*TRADE example
Click for full E*TRADE 4Cs Discovery Report
When looking for a brand’s edge, make sure
to do a deep dive into what a brand does.
The brand actions it takes.
4Cs // E*TRADE example
Click for full E*TRADE 4Cs Discovery Report
EXPLORER
4Cs and the next exercise are
often done in tandem...
2. World Building
3. Brand Blueprint
4. Strategic Story
Cultural Enemy
(dragon that needs to be slain)
Protagonist
(called upon to
slay the dragon)
Special Weapon
(I.e. the ‘sword’ to help
slay the dragon)
STRATEGIC STORY FRAMEWORK
Moral of the Story
Archetypal Connection
MOST
SALIENT
BRAND
TRUTH
MOST
PIVOTAL
HUMAN
TRUTH
CULTURAL
TENSION
Protagonist
(called upon to
slay the dragon)
Special Weapon
(I.e. the ‘sword’ to help
slay the dragon)
Moral of the Story
Cultural Enemy
(dragon that needs to be slain)
STRATEGIC STORY FRAMEWORK
Archetypal Connection
Strategic Story examples
SOVEREIGN
WYNN RESORT
& CASINO
ULTIMATE PRIVILEGE
AND RESPONSIBILITY
TO DELIVER THE
“GOLD STANDARD” IN
LUXURY.
THE MOST
DISCERNING
DEMAND THE
ABSOLUTE BEST OF
THE BEST —
AS IF BY DIVINE RIGHT.
NOT ALL AWARDS
ARE EQUAL
AAA 5 DIAMONDS ARE
IMPRESSIVE, FORBES 5
STARS ARE FOR
ROYALTY.
Special Weapon
(I.e. the ‘sword’ to help
slay the dragon)
WYNN HELPS SLAY FALSE EQUIVALENCY
Protagonist
(called upon to
slay the dragon)
THE HIGHEST
HONOR IS TO LIVE
IN SERVICE
Cultural Enemy
(dragon that needs to be slain)
Moral of the Story
Archetypal Connection
SOVEREIGN
EXPLORER /
ADVENTURER
THE
COSMOPOLITAN
THE CURE TO
“COMMON VEGAS”,
AN EXCITING
UNSCRIPTED
EXPERIENCE.
CURIOUS
CLASS
SEEK OUT THE NEW
AND UNKNOWN FOR
THE THRILL OF IT.
EXPECTED
EXPERIENCES
KNOWN FOR, “WHAT
HAPPENS IN VEGAS…”,
LAS VEGAS IS MORE
“EXPECTED” THAN
EVER.
Special Weapon
(I.e. the ‘sword’ to help
slay the dragon)
THE COSMOPOLITAN HELPS SLAY PREDICTABILITY
Protagonist
(called upon to
slay the dragon)
DISCOVER
EXPERIENCES
WORTH WRITING
HOME ABOUT
Cultural Enemy
(dragon that needs to be slain)
Moral of the Story
Archetypal Connection
EXPLORER /
ADVENTURER
BELLAGIO HOTEL
& CASINO
A TIMELESS,
ROMANTIC
MASTERPIECE MADE
TO STIR THE SOUL.
LOVERS
OF LIFE
HUNGER TO FILL UP
ON ALL OF LIFE’S TRUE
PLEASURES TO FEEL
MORE FULLY ALIVE.
INSATIABLE
HEDONISM
LAS VEGAS OVER-REVS
ON PURSUING AN
INSATIABLE HEDONISM
WITH RECKLESS
ABANDON AND
SYNTHETIC MEANS.
Special Weapon
(I.e. the ‘sword’ to help
slay the dragon)
BELLAGIO HELPS SLAY SYNTHETIC ECSTASY
Protagonist
(called upon to
slay the dragon)
ELEVATION OF
THE GOOD LIFE
TO AN ART FORM
Cultural Enemy
(dragon that needs to be slain)
Moral of the Story
LOVER /
ROMANTIC
Archetypal Connection
LOVER /
ROMANTIC
1 more to example to cement the idea
based on an innovative law firm
ARCHAISM
BIG LAW’S
TRADITIONAL &
ENTRENCHED WAYS
OF WORKING ARE
OUTMODED IN A
DYNAMIC WORLD.
Special Weapon
(I.e. the ‘sword’ to help
slay the dragon)
WHAT'S THE DRAMATIC TENSION?
Protagonist
(called upon to
slay the dragon)
Flashpoint was Great Recession
More cooks in the G.C. kitchen
Cultural Enemy
(dragon that needs to be slain)
Moral of the Story
Archetypal Connection
GENERAL
COUNSELS
THE FRUSTRATED
FINANCIERS SETTLING
FOR WHAT IS KNOWN,
BUT PRESSURED TO
DELIVER EVEN
GREATER VALUE.
ARCHAISM
BIG LAW’S
TRADITIONAL &
ENTRENCHED WAYS
OF WORKING ARE
OUTMODED IN A
DYNAMIC WORLD.
Special Weapon
(I.e. the ‘sword’ to help
slay the dragon)
WHO IS THE HERO?
Protagonist
(called upon to
slay the dragon)
Do more with less
See where the money is going
Contribute to broader business goals
Flashpoint was Great Recession
More cooks in the G.C. kitchen
Cultural Enemy
(dragon that needs to be slain)
Moral of the Story
Archetypal Connection
INNOVATIVE
LAW FIRM X
FEARLESS
EXPERIMENTERS
DRIVEN TO FIND THE
MOST VIABLE ROUTES
TO DELIVER LEGAL
SERVICES IN THE 21ST
CENTURY & BEYOND.
GENERAL
COUNSELS
THE FRUSTRATED
FINANCIERS SETTLING
FOR WHAT IS KNOWN,
BUT PRESSURED TO
DELIVER EVEN
GREATER VALUE.
ARCHAISM
BIG LAW’S
TRADITIONAL &
ENTRENCHED WAYS
OF WORKING ARE
OUTMODED IN A
DYNAMIC WORLD.
Special Weapon
(I.e. the ‘sword’ to help
slay the dragon)
WHAT WILL HELP SAVE THE DAY?
Protagonist
(called upon to
slay the dragon)
Do more with less
See where the money is going
Contribute to broader business goals
People
Process
Platform
Flashpoint was Great Recession
More cooks in the G.C. kitchen
Must be a better way
Lead by example
Cultural Enemy
(dragon that needs to be slain)
Moral of the Story
Archetypal Connection
INNOVATIVE
LAW FIRM X
FEARLESS
EXPERIMENTERS
DRIVEN TO FIND THE
MOST VIABLE ROUTES
TO DELIVER LEGAL
SERVICES IN THE 21ST
CENTURY & BEYOND.
GENERAL
COUNSELS
THE FRUSTRATED
FINANCIERS SETTLING
FOR WHAT IS KNOWN,
BUT PRESSURED TO
DELIVER EVEN
GREATER VALUE.
ARCHAISM
BIG LAW’S
TRADITIONAL &
ENTRENCHED WAYS
OF WORKING ARE
OUTMODED IN A
DYNAMIC WORLD.
Special Weapon
(I.e. the ‘sword’ to help
slay the dragon)
WHAT’S AT THE HEART OF THE STORY?
Protagonist
(called upon to
slay the dragon)
Do more with less
See where the money is going
Contribute to broader business goals
Must be a better way
Lead by example
Flashpoint was Great Recession
More cooks in the G.C. kitchen
Cultural Enemy
(dragon that needs to be slain)
People
Process
Platform
FEAR LESS
FINDS A BETTER
WAY FORWARD
Moral of the Story
EXPLORER /
PIONEER
Archetypal Connection
INNOVATIVE
LAW FIRM X
FEARLESS
EXPERIMENTERS
DRIVEN TO FIND THE
MOST VIABLE ROUTES
TO DELIVER LEGAL
SERVICES IN THE 21ST
CENTURY & BEYOND.
GENERAL
COUNSELS
THE FRUSTRATED
FINANCIERS SETTLING
FOR WHAT IS KNOWN,
BUT PRESSURED TO
DELIVER EVEN
GREATER VALUE.
ARCHAISM
BIG LAW’S
TRADITIONAL &
ENTRENCHED WAYS
OF WORKING ARE
OUTMODED IN A
DYNAMIC WORLD.
Special Weapon
(I.e. the ‘sword’ to help
slay the dragon)
LAW FIRM X HELPS SLAY ARCHAISM
Protagonist
(called upon to
slay the dragon)
Do more with less
See where the money is going
Contribute to broader business goals
Must be a better way
Lead by example
Flashpoint was Great Recession
More cooks in the G.C. kitchen
Cultural Enemy
(dragon that needs to be slain)
People
Process
Platform
EXPLORER /
PIONEER
FEAR LESS
FINDS A BETTER
WAY FORWARD
Moral of the Story
Archetypal Connection
STILL HUNGRY?
MOUNTCHAOS.CO
For more examples
go to mountchaos.co
Mike Ronkoske
Strategy Director
Venables Bell + Partners
Mount Chaos Handbook

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Mount Chaos Handbook

  • 1.
  • 4. This is a handbook designed for brand strategists to make sense of the chaos that surrounds brands by leveraging Archetypes to define why brands exist — and why anyone should care. This understanding has the power to inspire marketing ideas that solve real human problems not just marketing problems.
  • 5.
  • 6. INTANGIBLE LOVER SOVEREIGNREBEL SAGEINNOCENT EXPLORER MAGICIANHERO JESTERCITIZEN CAREGIVER Brand Archetypes (aka brand strategy) Captures what a brand means. Identifies the reason why you exist in the world and why anyone should care (i.e. Brand Purpose). Defines what your brand offers tc consumers (i.e. Positioning). Includes who you are through core values. CREATOR
  • 7. Brand Actions (aka the work aka creative aka marketing) Translates brand meaning into behaviors. What a brand says and does. Everything a brand does says something, so anything that influences what people think, feel or do in response to their experience or interaction with a brand is considered a marketing effort. Includes advertising, stunts, product innovations, company culture, customer service, mobile apps, etc. TANGIBLE INTANGIBLE Brand Archetypes (aka brand strategy) Captures what a brand means. Identifies the reason why you exist in the world and why anyone should care (i.e. Brand Purpose). Defines what your brand offers tc consumers (i.e. Positioning). Includes who you are through core values. LOVER SOVEREIGNREBEL SAGEINNOCENT EXPLORER MAGICIANHERO JESTERCITIZEN CAREGIVER CREATOR
  • 9. Purpose powers the world’s most meaningful brands.
  • 10. “People don't buy what you do; they buy why you do it.” — Simon Sinek Author, TED speaker, ethnographer
  • 12. Brand purpose, mission or ideal = The WHY. “Airbnb Finds Its Mission How a Rebranding Transformed the Company” “How Ideals Power Growth and Profit at the World’s Greatest Companies” “Lessons on profit, purpose, and good business…” “Emotions…A better way to drive growth and profitability” “How Great Leaders Inspire Everyone To Take Action”
  • 13. We select products for what they do functionally. We select brands for what they mean. Brands create meaning when they focus on making people’s lives better.
  • 14. We select products for what they do functionally. We select brands for what they mean. Brands create meaning when they focus on making people’s lives better.
  • 15. Brand purpose defines the reason why a company exists in the world. And why anyone should care.
  • 16. Brand purpose defines the reason why a company exists in the world. And why anyone should care.
  • 17. So what do people care about most?
  • 18. 12 deep-seated desires drive us throughout our lives.
  • 19. These 12 desires are hardwired into our DNA.1 Hardwired as in possibly genetically encoded patterns or instinctual blueprints of knowing 1Source: Based on the work of Carol S. Pearson, author of Awakening The Heroes Within 2Source: “Archetypes in Branding: A Toolkit for Creatives and Strategists” by Margaret Hartwell & Joshua C. Chen
  • 20. These 12 desires are hardwired into our DNA.1 Hardwired as in possibly genetically encoded patterns or instinctual blueprints of knowing 1Source: Based on the work of Carol S. Pearson, author of Awakening The Heroes Within 2Source: “Archetypes in Branding: A Toolkit for Creatives and Strategists” by Margaret Hartwell & Joshua C. Chen Desires: Safety Belonging Mastery Service Freedom Intimacy Liberation Originality Understanding Enjoyment Power Control
  • 21. These 12 desires are hardwired into our DNA.1 Hardwired as in possibly genetically encoded patterns or instinctual blueprints of knowing 1Source: Based on the work of Carol S. Pearson, author of Awakening The Heroes Within 2Source: “Archetypes in Branding: A Toolkit for Creatives and Strategists” by Margaret Hartwell & Joshua C. Chen Desires: Safety Belonging Mastery Service Freedom Intimacy Liberation Originality Understanding Enjoyment Power Control These deep-seated desires are also known as ARCHETYPES... “Universally shared symbols that connect the conscious mind with the subconscious meanings, concepts, moods and desires that...are ‘inherently expressive… of common human needs, instincts and potentials.’”2
  • 22. These 12 desires are hardwired into our DNA.1 Hardwired as in possibly genetically encoded patterns or instinctual blueprints of knowing 1Source: Based on the work of Carol S. Pearson, author of Awakening The Heroes Within 2Source: “Archetypes in Branding: A Toolkit for Creatives and Strategists” by Margaret Hartwell & Joshua C. Chen Desires: Safety Belonging Mastery Service Freedom Intimacy Liberation Originality Understanding Enjoyment Power Control ARCHETYPES: INNOCENT CITIZEN HERO CAREGIVER EXPLORER LOVER REBEL CREATOR SAGE JESTER MAGICIAN SOVEREIGN
  • 23. 12 Fundamental Archetypes form the foundation of our behavior. Archetypes help us make sense of our lives and navigate our world.
  • 25. Safety (INNOCENT) Freedom (EXPLORER) Understanding (SAGE) Desire to remain in safety and be happy by doing simple, good things. Helps us look on the bright side and feel renewed. Desire to escape the routine of life by going in search of new and exciting experiences. We end up discovering who we really are. Helps us maintain our independence. Desire to understand the world through knowledge, wisdom and truth. Helps us do smart, clever things. LEARNING/ FREEDOM
  • 26. Belonging (CITIZEN) Intimacy (LOVER) Enjoyment (JESTER) Desire to belong, fit in and connect with others by doing normal ordinary things. Helps us be ok just as we are. Desire to form deep, intimate connections by becoming more attractive in every way. Helps us find and give love. Desire to kick back, relax and have a good time with others. Helps us escape the boredom of life. PEOPLE/ BELONGING
  • 27. Desire to improve our lives and/or the world around us through sheer will. Helps us rise to everyday challenges and act courageously. Desire to challenge the status quo by destroying what is not working. Helps us break the rules. Desire to make our dreams come true by channeling our power to create possibilities. Helps us transform and change our lives. Mastery (HERO) Liberation (REBEL) Power (MAGICIAN) RESULTS/ MASTERY
  • 28. Desire to help others in need through acts of kindness. Helps us care for others. Desire to make something with our own hands that has enduring value. Self expression. Helps us do creative, imaginative things. Desire for stability and to feel in charge of our lives. Helps us make everyday more sensible and predictable. Service (CAREGIVER) Originality (CREATOR) Control (SOVEREIGN) STABILITY/ STRUCTURE
  • 30. 2 routes to acquire Archetypes
  • 33. We’re hardwired to recognize and respond to Archetypes. They’re tied to our emotions
  • 34. In essence, we think we’re Holmes (Super rational)
  • 35. In reality, we’re more like Homer (Super emotional)
  • 36. What we experience, what we feel - moves us
  • 37. Emotions are impulses to act Source: Goleman, Daniel (2012-01-11). Emotional Intelligence: 10th Anniversary Edition (p. 6). Random House Publishing Group. Kindle Edition. “All emotions are, in essence, impulses to act, the instant plans for handling life that evolution has instilled in us. The very root of the word emotion is motere, the Latin verb “to move,” plus the prefix “e-” to connote “move away,” suggesting that a tendency to act is implicit in every emotion.”*
  • 38. Emotions are impulses to act E-motions create motion “All emotions are, in essence, impulses to act, the instant plans for handling life that evolution has instilled in us. The very root of the word emotion is motere, the Latin verb “to move,” plus the prefix “e-” to connote “move away,” suggesting that a tendency to act is implicit in every emotion.”* Source: Goleman, Daniel (2012-01-11). Emotional Intelligence: 10th Anniversary Edition (p. 6). Random House Publishing Group. Kindle Edition.
  • 39. FIGHT Flight! Evolutionary advantages through direct experience are passed down through genes
  • 42. Archetypes are also the building blocks of all human storytelling.
  • 45. Stories convey experience Stories evoke emotion Stories create motion
  • 46. Archetypal stories stir our emotions and spur us into action.
  • 47. Archetypal stories transmit culture. (i.e. all the knowledge and values shared by a society) Source: https://www.powerthesaurus.org/culture/definitions
  • 48. Watch out for that SABERTOOTH, son! Evolutionary advantages passed down through the telling of stories to convey important experiences
  • 50. NURTURE (CULTURE) NATURE (GENETICS) 1 2. Archetypes are transmitted biologically through genes. NURTURE (CULTURE) 2 Archetypes are transmitted socially through stories.
  • 52. Archetypal stories cut across cultures & continents
  • 53. SOVEREIGN Desire for stability and to feel in charge of our lives. Helps us make everyday more sensible and predictable.
  • 54. HERO Desire to improve our lives and/or the world around us through sheer will. Helps us rise to everyday challenges and act courageously.
  • 55. Recurring Archetypal stories in entertainment Desire for stability and to feel in charge of our lives. Helps us make everyday more sensible and predictable. Desire to improve our lives and/or the world around us through sheer will. Helps us rise to everyday challenges and act courageously. Desire to make our dreams come true by channeling our power to create possibilities. Helps us transform and change our lives. Desire to challenge the status quo by destroying what is not working. Helps us break the rules. SOVEREIGN HERO MAGICIAN REBEL
  • 56. Recurring Archetypal stories in marketing Desire for stability and to feel in charge of our lives. Helps us make everyday more sensible and predictable. Desire to improve our lives and/or the world around us through sheer will. Helps us rise to everyday challenges and act courageously. Desire to make our dreams come true by channeling our power to create possibilities. Helps us transform and change our lives. Desire to challenge the status quo by destroying what is not working. Helps us break the rules. SOVEREIGN HERO MAGICIAN REBEL
  • 58. SOVEREIGN / Crown Royal https://youtu.be/Ly9K1IpAh3c
  • 63. MAGICIAN / Red Bull https://youtu.be/G2yJ2IkdFDU
  • 64. MAGICIAN / Red Bull https://youtu.be/R0KHehEYNg8
  • 67. Diverse range of Archetypes within categories
  • 71. IS: The WHY Motivation Deep well of meaning Values & behaviors Lives in service Cultural mission IS NOT: The WHAT or The HOW Personality traits Obvious product performance Tone Looks to sell Commercial proposition Archetypes are not “personality” or “tone”
  • 73. Adidas fully activates CREATOR Business Strategy Product Strategy Product Innovation .com Origin Story Brand Strategy Social Media Content & Advertising Desire to make something with our own hands that has enduring value. Self expression. Helps us do creative, imaginative things. Originality (CREATOR)
  • 75. CREATOR / Adidas Brand Strategy Creativity: "We believe we are the creator brand. Why are we the original sports brand? Because our founder Adi Dassler ... was a cobbler," said Liedtke. "And he invented the sporting-goods industry. He created the industry that we now play in. So 'creator' as a positioning is not just rich to who we are today in a very crowded marketplace; it's authentic to who we've always been.
  • 77. CREATOR / Adidas Content & Advertising https://youtu.be/YTO9Fg3pRhQ
  • 78. CREATOR / Adidas Content & Advertising https://youtu.be/fwyDVxWn1DU
  • 79. CREATOR / Adidas Content & Advertising https://youtu.be/JMqxHOnc_pU
  • 80. CREATOR / Adidas Business Strategy ‘Creating the New’ is the headline for our next five-year strategic business plan. We’re all ‘creating the new’ – because we believe that through sport, we have the power to change lives
  • 89. Tools to Mount Chaos: 1.4Cs 2.World Building 3.Brand Blueprint 4.Strategic Story
  • 90. 1.4Cs
  • 91. 4Cs framework There is no substitute for gathering key input, which will act as the “raw material” for an Archetypal Audit. The 4Cs is a framework for conducting a rigorous audit of 4 fundamental areas of interest on any given project, which are the following: 1) Culture (Where is the world headed? What will will amplify our ideas?) 2) Category (What are the conventions? What is the white space?) 3) Company (What’s the brand’s edge?) 4) Consumer (What do people want? What do they need?)
  • 92. 4Cs framework CULTURE (Where is the world headed?) CATEGORY (What is the white space?) Write 3-5 Insights: What deep understanding can help unlock the challenge at hand? Where is the tension? What could be a competitive advantage? 3-5 Insights Write 1 Truth: What is the "meta-insight" or relationship between each of the 3-5 insights rolled up into the single most important truth? 1 Truth COMPANY (What can we own?) CONSUMER (What do people want?) 3-5 Insights 3-5 Insights 1 Truth 1 Truth
  • 93. 4Cs // E*TRADE example Click for full E*TRADE 4Cs Discovery Report
  • 94. When looking for a brand’s edge, make sure to do a deep dive into what a brand does. The brand actions it takes.
  • 95. 4Cs // E*TRADE example Click for full E*TRADE 4Cs Discovery Report EXPLORER
  • 96. 4Cs and the next exercise are often done in tandem...
  • 98.
  • 99.
  • 100.
  • 102.
  • 104. Cultural Enemy (dragon that needs to be slain) Protagonist (called upon to slay the dragon) Special Weapon (I.e. the ‘sword’ to help slay the dragon) STRATEGIC STORY FRAMEWORK Moral of the Story Archetypal Connection
  • 105. MOST SALIENT BRAND TRUTH MOST PIVOTAL HUMAN TRUTH CULTURAL TENSION Protagonist (called upon to slay the dragon) Special Weapon (I.e. the ‘sword’ to help slay the dragon) Moral of the Story Cultural Enemy (dragon that needs to be slain) STRATEGIC STORY FRAMEWORK Archetypal Connection
  • 107. SOVEREIGN WYNN RESORT & CASINO ULTIMATE PRIVILEGE AND RESPONSIBILITY TO DELIVER THE “GOLD STANDARD” IN LUXURY. THE MOST DISCERNING DEMAND THE ABSOLUTE BEST OF THE BEST — AS IF BY DIVINE RIGHT. NOT ALL AWARDS ARE EQUAL AAA 5 DIAMONDS ARE IMPRESSIVE, FORBES 5 STARS ARE FOR ROYALTY. Special Weapon (I.e. the ‘sword’ to help slay the dragon) WYNN HELPS SLAY FALSE EQUIVALENCY Protagonist (called upon to slay the dragon) THE HIGHEST HONOR IS TO LIVE IN SERVICE Cultural Enemy (dragon that needs to be slain) Moral of the Story Archetypal Connection
  • 109. EXPLORER / ADVENTURER THE COSMOPOLITAN THE CURE TO “COMMON VEGAS”, AN EXCITING UNSCRIPTED EXPERIENCE. CURIOUS CLASS SEEK OUT THE NEW AND UNKNOWN FOR THE THRILL OF IT. EXPECTED EXPERIENCES KNOWN FOR, “WHAT HAPPENS IN VEGAS…”, LAS VEGAS IS MORE “EXPECTED” THAN EVER. Special Weapon (I.e. the ‘sword’ to help slay the dragon) THE COSMOPOLITAN HELPS SLAY PREDICTABILITY Protagonist (called upon to slay the dragon) DISCOVER EXPERIENCES WORTH WRITING HOME ABOUT Cultural Enemy (dragon that needs to be slain) Moral of the Story Archetypal Connection
  • 111. BELLAGIO HOTEL & CASINO A TIMELESS, ROMANTIC MASTERPIECE MADE TO STIR THE SOUL. LOVERS OF LIFE HUNGER TO FILL UP ON ALL OF LIFE’S TRUE PLEASURES TO FEEL MORE FULLY ALIVE. INSATIABLE HEDONISM LAS VEGAS OVER-REVS ON PURSUING AN INSATIABLE HEDONISM WITH RECKLESS ABANDON AND SYNTHETIC MEANS. Special Weapon (I.e. the ‘sword’ to help slay the dragon) BELLAGIO HELPS SLAY SYNTHETIC ECSTASY Protagonist (called upon to slay the dragon) ELEVATION OF THE GOOD LIFE TO AN ART FORM Cultural Enemy (dragon that needs to be slain) Moral of the Story LOVER / ROMANTIC Archetypal Connection
  • 113. 1 more to example to cement the idea based on an innovative law firm
  • 114. ARCHAISM BIG LAW’S TRADITIONAL & ENTRENCHED WAYS OF WORKING ARE OUTMODED IN A DYNAMIC WORLD. Special Weapon (I.e. the ‘sword’ to help slay the dragon) WHAT'S THE DRAMATIC TENSION? Protagonist (called upon to slay the dragon) Flashpoint was Great Recession More cooks in the G.C. kitchen Cultural Enemy (dragon that needs to be slain) Moral of the Story Archetypal Connection
  • 115. GENERAL COUNSELS THE FRUSTRATED FINANCIERS SETTLING FOR WHAT IS KNOWN, BUT PRESSURED TO DELIVER EVEN GREATER VALUE. ARCHAISM BIG LAW’S TRADITIONAL & ENTRENCHED WAYS OF WORKING ARE OUTMODED IN A DYNAMIC WORLD. Special Weapon (I.e. the ‘sword’ to help slay the dragon) WHO IS THE HERO? Protagonist (called upon to slay the dragon) Do more with less See where the money is going Contribute to broader business goals Flashpoint was Great Recession More cooks in the G.C. kitchen Cultural Enemy (dragon that needs to be slain) Moral of the Story Archetypal Connection
  • 116. INNOVATIVE LAW FIRM X FEARLESS EXPERIMENTERS DRIVEN TO FIND THE MOST VIABLE ROUTES TO DELIVER LEGAL SERVICES IN THE 21ST CENTURY & BEYOND. GENERAL COUNSELS THE FRUSTRATED FINANCIERS SETTLING FOR WHAT IS KNOWN, BUT PRESSURED TO DELIVER EVEN GREATER VALUE. ARCHAISM BIG LAW’S TRADITIONAL & ENTRENCHED WAYS OF WORKING ARE OUTMODED IN A DYNAMIC WORLD. Special Weapon (I.e. the ‘sword’ to help slay the dragon) WHAT WILL HELP SAVE THE DAY? Protagonist (called upon to slay the dragon) Do more with less See where the money is going Contribute to broader business goals People Process Platform Flashpoint was Great Recession More cooks in the G.C. kitchen Must be a better way Lead by example Cultural Enemy (dragon that needs to be slain) Moral of the Story Archetypal Connection
  • 117. INNOVATIVE LAW FIRM X FEARLESS EXPERIMENTERS DRIVEN TO FIND THE MOST VIABLE ROUTES TO DELIVER LEGAL SERVICES IN THE 21ST CENTURY & BEYOND. GENERAL COUNSELS THE FRUSTRATED FINANCIERS SETTLING FOR WHAT IS KNOWN, BUT PRESSURED TO DELIVER EVEN GREATER VALUE. ARCHAISM BIG LAW’S TRADITIONAL & ENTRENCHED WAYS OF WORKING ARE OUTMODED IN A DYNAMIC WORLD. Special Weapon (I.e. the ‘sword’ to help slay the dragon) WHAT’S AT THE HEART OF THE STORY? Protagonist (called upon to slay the dragon) Do more with less See where the money is going Contribute to broader business goals Must be a better way Lead by example Flashpoint was Great Recession More cooks in the G.C. kitchen Cultural Enemy (dragon that needs to be slain) People Process Platform FEAR LESS FINDS A BETTER WAY FORWARD Moral of the Story EXPLORER / PIONEER Archetypal Connection
  • 118. INNOVATIVE LAW FIRM X FEARLESS EXPERIMENTERS DRIVEN TO FIND THE MOST VIABLE ROUTES TO DELIVER LEGAL SERVICES IN THE 21ST CENTURY & BEYOND. GENERAL COUNSELS THE FRUSTRATED FINANCIERS SETTLING FOR WHAT IS KNOWN, BUT PRESSURED TO DELIVER EVEN GREATER VALUE. ARCHAISM BIG LAW’S TRADITIONAL & ENTRENCHED WAYS OF WORKING ARE OUTMODED IN A DYNAMIC WORLD. Special Weapon (I.e. the ‘sword’ to help slay the dragon) LAW FIRM X HELPS SLAY ARCHAISM Protagonist (called upon to slay the dragon) Do more with less See where the money is going Contribute to broader business goals Must be a better way Lead by example Flashpoint was Great Recession More cooks in the G.C. kitchen Cultural Enemy (dragon that needs to be slain) People Process Platform EXPLORER / PIONEER FEAR LESS FINDS A BETTER WAY FORWARD Moral of the Story Archetypal Connection
  • 121. For more examples go to mountchaos.co Mike Ronkoske Strategy Director Venables Bell + Partners