New gTLDs Differentiation: Do Good
Alex Tajirian
January 16, 2011
Congratulations! The Internet Corporation for Assigned Names and
Numbers (ICANN)
has approved your application for a
new generic top-level domain (gTLD)
extension. Now what?
To create a profitable gTLD you must differentiate your
offerings. This essay focuses on how to differentiate by being
socially responsible.
In general, differentiation can be implemented through a lower
product price and/or a better quality of user experience. I
focus on the latter, with emphasis on limiting registrations of
socially undesirable domain names that infringe on trademarks.
Although ICANN has worked with brand owners and trademark
experts to find a solution to the inappropriate use of brands in
new domain names, new gTLD owners can take additional measures
to differentiate themselves. Not being vigilant about protecting
trademarks would leave the handling of violations in the hands
of IP monitoring companies, and thus siphon away your additional
profits.
Differentiation, in general, involves asking yourself, “What can
I do that no one else can?” You want to create a TLD with an
economically viable unique signal and personality. For example,
although the implied signal of dot-name and dot-me is a personal
Web address, the latter has more personality because it
capitalizes on emotions—the me factor—and that has contributed
to the gTLD’s success. Of course, it’s not like every new gTLD
can count on having a unique signal. But a gTLD that isn’t
unique has a steeper hill to climb and, other things being
equal, will bring in less of a profit.
You should keep in mind that the previous additions to the TLD
space, such as dot-name, dot-biz, and dot-info, have failed to
meet demand expectations because they lack personality and the
sponsoring registries failed to market them. Thus, you must
start marketing now.
Differentiation based on doing good allows you to provide a
desirable product to a niche market by satisfying users’ need to
signal (location, community, or brand name). Brand owners,
Internet users, employees, and you benefit from such a
differentiation strategy. For one thing, the strategy alleviates
brand owners’ fear of IP dilution. For Internet users, brand
misrepresentations in domain names increase search costs.
Moreover, when employees feel good about their company, they
become more productive and innovative. And a positive corporate
image will allow you to expand into adjacent lucrative TLDs as
long as you maintain focus on quality of experience.
Keep in mind that reputation travels fast, thanks to social
media and technology that make the public more aware of
corporate behavior. Moreover, because abandoning social
responsibility in the future is value destroying, your customers
don’t have to worry about your trustworthiness, and thus they
can maintain their trust in your gTLD.
On the other hand, competing solely on price has a number of
drawbacks and limitations. (See, for example,
Rafi Mohammed's recent article
in the Harvard Business Review).
There is ample evidence of the positive consequences of
corporate social responsibility. For new gTLDs, although
preregistration constraints on trademark use increase operating
costs, doing good pays off in the long run through higher
revenues and lower risk of slowdown in the growth of new
registrations and renewals.