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Welcome to Marketing Soccer!

This website, created by ad agency Stone Ward, will provide you with a look at the world of soccer through a marketer's lens.

As the agency of record for the U.S. Soccer Federation and a marketing partner of the USA Bid Committee for World Cup 2018 | 2022, we not only have a passion for the world's game, but we also have experience developing some of the most important soccer marketing campaigns in this country. We encourage you to check out our case study, view our work samples and come back to the site regularly for the latest soccer marketing news from around the world.

With Dramatic Endings Come Gigantic Ratings

USWNT Forward Abby Wambach scores the tying goal in the World Cup Quarterfinal vs. Brazil

Last year when Landon Donovan scored the game-winning goal to send the United States to the quarterfinals of the 2010 Men’s World Cup,

Landon Donovan of the USMNT celebrates his dramatic "win or go home" goal over Algeria in the 2010 Wold Cup

soccer in the United States had a bigger spotlight than ever before. Videos popped up online documenting celebrations all across the country, and most people understandably thought it would be the biggest goal U.S. soccer would experience for quite some time.

Enter the women of the U.S. National team.

No one could have predicted that Abby Wambach would score an even more dramatic goal just one year later to keep U.S. soccer dreams alive. But she did, and with that goal she kept the U.S. in the World Cup and now with only one game away from their first World Cup trophy since 1999. Just like after Donovan’s goal, fan reaction videos to Wambach’s goal have started surfacing on YouTube. The joy on the players faces, the shot of Head Coach Pia Sundhage hugging a crying Rachel Buehler and the passion from the fans celebrating at home was unlike anything I’ve ever seen. The impending doom as the clock ticked deep into injury time and the Brazilian players stalled, expectations make the victory that much sweeter and causes people to love the character and determination of the team that much more.  At a time when most athletes seem to be overpaid and underperforming, this team represents everything Americans love about sports. This team plays for the love of the game, not for the money. They play for and believe in each other. They give everything they have, and has been said over and over, they “never say die.” You couldn’t dream up a better team for America to fall in love with.

In terms of marketing, U.S. soccer could not have asked for a better game than what took place last Sunday against Brazil. The early own goal, the red card, the controversial calls, the Brazilian stalling and faking tactics, and the last second heroics could not have been scripted better for this team of “never-give-up” players, to write the next chapter in American sports lore. The game countered a lot of the criticism that soccer faces for being too slow and boring; it’s hard to believe that anyone could still win that argument after watching Sunday’s game.  It was the 3rd most watched women’s soccer game of all-time in the U.S. and the fourth most watched game was the France semifinal on Wednesday.  The only question regarding ratings go, is could the 2011 World Cup Final beat the 1999 as the all-time watched women’s soccer match.

The other interesting storyline for soccer in America, is that the Brazil game and the U.S.A.’s ongoing march toward the trophy may have given the WPS a lifeline.  If the U.S. had made their earliest exit ever from the tournament, there would be almost no hope that a professional league would stand a chance. But if the U.S. uses their momentum and continues to have the same kinds of performances as they did on Sunday, then the WPS should get a huge boost in attendance, coverage, and media attention. If the U.S. players can return to their respective teams as champions, they will surely have won over a fair number of people who jumped on the bandwagon during the World Cup. They should be able to improve sponsorship as well, since there are few, if any, teams or athletes that have had such incredible underdog performances. The only problem the WPS will have to deal with is the Brazilians. Although things would have been worse had the Brazilians won, it will be interesting to see how fans react to them after the tactics they employed. All I know is that if I were a Brazilian, I would lay low in the WPS for a while. And avoid any and all diving.

It’s hard to believe that a U.S. soccer team could have as big of an impact as the 1999 team had. But if it is possible, this is the chance. They have the same grit and determination that that team had, as well as much of the same “girl next door” appeal. There is only one player still on the roster from that ’99 team that brought home the trophy and marketing gold with their star power.  And it appears that U.S. Soccer may have may have struck gold with this team. We’ll find out Sunday whether this team really can go all the way and if we do, I think the soccer marketers in America will be partying like it was 1999.

This post was written by Molly Campbell, Stone Ward intern and defender on the University of Notre Dame Women’s Soccer Team.

Posted in Video |

Hope, a Header and a Whole Lot of Heart

My 5-year-old son and I watched all 120+ minutes on the edge of our seats. As a parent that hopes my children learn from sport many of the same lessons that I learned, this team and this game was the master tutorial for all of us to learn from: perseverence, humility, trust, teamwork, redemption, making the most of your talents, NOT diving, not letting the unfair calls ruin you, and never giving up.

At the end of the game, he asked to go to the store to buy something USA. He didn’t care if it was mens or womens. He just wanted to get something that represented what we just shared.

Posted in Other |

Nike’s “Pressure Makes Us” Resonates With Us

U.S. Midfielder Megan Rapinoe taking a deep breath in the Nike ad "Pressure Makes Us"

While the main excitement for the Women’s World Cup is taking place on the soccer fields throughout Germany, the battle for the women’s soccer brand supremacy is being fought out by the two world’s two largest soccer apparel brands:  Nike and Adidas.

The U.S. Women’s National Team is sponsored by Nike and for the Women’s World Cup, the Portland-based company has created the viral video and TV campaign “Pressure Makes Us”, that offers a unique, an introspective look into the psyche of the U.S. National Team player as they seek out pursue World Cup glory.

Perhaps what makes the campaign most effective, it that it wrings with authenticity.  As a female athlete for the top NCAA team, I can relate to the women’s World Cup  Pressure Makes Us ad because it exactly fits my experience in so many ways and gives a great perspective on what pressure is really about.

One of my favorite lines was, “Imagine there was no Mia, no Brandi, no legends to live up to.” This spoke to the kind of pressure we felt last year when our chances for advancing deep into the tournament were looking slim. We had lost at home to UCONN early in the Big East tournament, and there was a sense of panic that the season would completely unravel from there. Our coaches brought us in at 5 o’clock the next morning for film. And while I remember nothing from the film, I do remember them reading off every record that we had blown—something like a 77 game conference winning streak and the first home conference loss since 1995—among many others. They told us about how all the players before us had worked so hard to build the program, and how we were going to be the ones to throw it all away. That kind of pressure that our coaches put on us during that meeting is exactly the kind of pressure the ad is talking about. You aren’t only winning and losing for yourself and your teammates—you have a responsibility to those who did the work to get the program to the very top. Interestingly, during that part of the camera panned to Shannon Boxx, a former Notre Dame player who is a legend we try to live up to every day.

Another aspect of the ad that I really like is that it presents pressure as both a burden and a blessing. It’s a difficult challenge to feel pressure from your coaches and teammates to perform well and win. When we fail to respond to the pressure, which we sometimes do, it is tempting to give up or quit. At the same time, however, pressure allows us to play harder and focus more that we ever could without it. If hadn’t had the pressure of the NCAA tournament, we would not have performed or dominated like we did.  So, while pressure is in some ways a terrible feeling, it is also necessary to reach the highest level. The ad does a great job capturing this.

Nike is certainly hoping this campaign will make them the women’s soccer brand champion in the hearts and minds of women’s soccer fans all across the country.  And if the U.S. team keeps on playing the way they have in their opening two matches, the campaign will not only be authentic, but will also be prophetic as the U.S. charges forth to a third World Cup title.

Posted in Video |

Can Sex Sell the Women’s Game? The German Playboy Strategy

Women’s sports have always faced a difficult dilemma on how reconcile femininity and the inherent competition and aggression in sports. Soccer is no exception, and the athletics versus aesthetics debate has been a major issue as the sport attempts to grow.

Sepp Blatter, the President of FIFA, faced a great deal of criticism (as evidenced by the many Facebook groups with names like “Sepp Blatter is a clown and should be fired”) when he said that women should wear tighter shorts as a way to attract people to the women’s game. And Blatter is not the only one to be criticized on these grounds. Five members of the Germany Women’s Under-20 team recently posed for Playboy, saying that their goal was to promote the upcoming World Cup and overcome stereotypes. Many, though, believed it undermined the sport, and that female soccer players should gain respect and popularity based on their abilities on the field.

This is a valid viewpoint, and in an ideal world, this would be how female athletes would earn the attention and respect they deserve. But this is not an ideal world. So though Mr. Blatter would have saved himself a fair amount of grief by taking a more subtle approach, he has a point. Women’s soccer has made unbelievable strides in the last decade, but it still has a long way to go. If sex appeal, whether that means shorter shorts or something else, gets people interested and watching and attending games, then they should use it. Because like it or not, the German Playboy cover caught people’s attention and increased the visibility, so to speak, of the Women’s World Cup in that country which is the host, and around the world.

That said, by no means should women’s soccer be turned into some sort of roller derby spectacle. Something more tasteful and subtle included in a team’s promotion or a sponsor’s marketing that highlight the player’s femininity as well as athletic ability, would still be effective without being demeaning.

Maybe at some point, women’s soccer will be able to sell itself based on athletics alone. But until that time comes, if it ever does, promoters of women’s soccer are going to have to do whatever it takes to get the job done. As the WPS, the best professional league in the world, struggles for survival, there is no excuse to pass up any acceptable and appropriate opportunity for promotion. If one of these opportunities happens to be using sex to sell the game, then the possible rewards may well be worth the compromise.

Molly Campbell is a Stone Ward intern and soccer player for the University of Notre Dame.  Not one to call herself an underdog, Campbell’s story still follows the trajectory of a dark horse.  In her youth soccer days, she was a member of the Kansas ODP “B” team, but went on to win a national championship with Notre Dame. Since being converted to a defender, some have gone so far as to relate her to the likes of the legend
Stonewall Jackson and his impenetrable line of defense.

Posted in News / Articles |

NCAA Champion Reflects on ESPN’s Role in the Growth of the Women’s Game

USWNT Midfielder and University of Notre Dame alum Shannon Boxx

When I checked my phone after our first game at the College Cup in December, I couldn’t believe how many

Molly Campbell, Defender, University of Notre Dame

messages I had from people telling me they had just watched me play on ESPN. Many were from my friends at Notre Dame or from my soccer friends and their parents that I grew up playing with at home. Many, however, were from people that I never would have expected to watch a soccer game, much less even know that one was being played. And when I went home for Christmas, more people, even people I didn’t know well, told me they had watched the game. Over and over, people told me how great the games were to watch and how excited they were to see me playing.

This excitement about watching women’s college soccer, something I never expected, is why it is great for the game that ESPN is showing every game of the World Cup this summer. People had the chance to see 73,000 passionate fans pack the stadium in Berlin for the opening match between Germany and Canada. In the coming days, they’ll have the chance to watch teams of all different strengths and styles play against each other, and they’ll hopefully have the chance to see some upsets in games that might not have been broadcast in the past.

And the early results are indicating there will be a greater following in years past.  ESPN’s coverage of the U.S. win over North Korea in the women’s World Cup Tuesday drew a 0.9 rating, translating to 0.9% of households in the 56 urban markets measured for overnights. Predictably, that’s up over the U.S. team’s opener in the 2007 Cup in China, when it also faced North Korea. While Tuesday’s game coverage began at 11:30 a.m. ET, the 2007 U.S. opener began at 4:45 a.m. ET — and drew just a 0.2 overnight.  The U.S. women’s next match is on Saturday morning / early afternoon and with that weekend slot, the game will likely surge over the 1.0 rating point.

Showing that there are thousands of fans in Germany there to support women’s soccer shows that efforts to promote the game have not gone to waste, and that there are many who care about and love the sport.  It shows that ESPN is taking women’s soccer seriously and that companies would do well to invest in it and provide sponsorship to players or teams. It gives the WPS hope that just maybe it can survive; that maybe there is a future for women’s soccer. And as a women’s soccer player, it is inspiring to see that the world is taking an interest in the sport we’ve worked so hard at.

Molly Campbell is a Stone Ward intern and soccer player for the University of Notre Dame.  Not one to call herself an underdog, Campbell’s story still follows the trajectory of a dark horse.  In her youth soccer days, she was a member of the Kansas ODP “B” team, but went on to win a national championship with Notre Dame. Since being converted to a defender, some have gone so far as to relate her to the likes of the legend
Stonewall Jackson and his impenetrable line of defense.

Posted in Other |

The Rivalry that Divides and Unites

As someone who still feels the sting of the loss to Mexico, I’m seeking out stories that have nothing to do with what happened on the pitch.  Rather, I’m trying to find the stories about the complex and unique nature of this rivalry.

For in America in 2011, understanding the Mexican-American fan-base is critical to understanding the marketing success of soccer in this country.  In this insightful piece from ESPNLosAngeles.com reporter Ramona Shelburne, we learn about the Herrera family, an American family, that represents the complex nature of this soccer  rivalry.  On the surface, they may seem divided in their loyalties, but actually, the USA-Mexico rivalry gives them a special opportunity to come together to as a family and celebrate a game between the country of their past and the country of their present.

The Herrera family that Ms. Shelburne writes about was just one of many families in this country that came together around this game in a very special way.   The Hererra family ended up divided in the colors they wore — some wore the the green, white and red of “El Tri”.  Others wore the red, white and blue of the “Yanks”.   And together they contribute to that beautiful  multi-colored fabric of a society that we call America.  And that’s something that doesn’t sting.

Posted in News / Articles |

The Greatest Marketing Moment in U.S. Soccer History. A Year Later

The moment that changed the marketing of soccer in this country for a new generation of sports fans happened a year ago today.  It was an anchor moment upon which all American soccer fans will hold on to forever.  And also a creation moment for all sports fans that found themselves holding their breath for a soccer match for the very first time.

It was a “Do-You-Believe-In-Miracles?” moment that touched the entire country on an early weekday morning.  You couldn’t help but feel a connectedness to this “never-give-up” team and to the guy or gal who was sitting next to you at the office, the bar, or the cafe.  I have no doubt that passion for soccer on that day went off the charts and the imaginary meter that measures soccer fans in this country has grown steadily since then.   As a marketer of the sport, I believe that moment did more for the long-term growth of the sport than any marketing campaign that MLS, U.S. Soccer, Nike or Adidas will ever do.  That moment will live forever in youtube highlights (see below), but the real measure of its impact on the marketing of soccer is the number of kids that re-live it on the practice fields across the country and the number of adults finding themselves watching a match hoping to re-capture the magic of soccer from their TV armchairs as they tune in for yet another match.

Take a walk back in time and by the end of watching these clips you’ll probably be ready to headfirst slide into the corner flag just like Landon.

The highlight (with Andres Cantor on the mike)

The country reacts

ESPN Announces the ESPY for the Best Sports Moment of 2010

and finally “The Moment” TV commercial in which Stone Ward creates magic out of the moment using photographs and a memorable goal call, “You could not write a script like this!”

Let’s hope the players are able to make some more incredible marketing moments in the Gold Cup Final this Saturday!

Posted in Video |