Pinterest – the latest digital media application everyone seems to be using in their personal lives as well as in the business world. It’s hard to believe that the humble pin board that adorns the kitchen walls has morphed into a virtual visual feast that allows us to reach beyond the written word to tell a story.

Put simply, Pinterest is a fast and cheap way to share content including photographs, videos and links to other websites. It’s also a great way to categorise images and content, by moving ‘Pins’ into separate pin boards like advertising, fitness and kids or pregnancy.

Signing up to Pinterest is currently by invitation only. Once the request to join is approved (which may take up to a week), users can then begin to follow, re-pin and comment on the pin boards of others that they find interesting or inspiring.

Since launching in March 2010 Pinterest has made waves because of its ability to draw big numbers in terms of online traffic.

Web information company Alexa.com reported that the site is currently ranked the 42nd most popular website in the world, coming in at number 26 in Australia. Additionally, according to Australian social media statistics, the number of Pinterest users grew from around 190,000 in February 2012 to 350,000 in March – an increase of 160,000 in just one month.

Industry experts say that this popularity will continue to climb as millions of new pins are added everyday from all over the globe. The site also has impressive ‘length of stay’ engagement numbers, third only to time spent on Facebook and Tumblr.

Because of this hype, Pinterest is already being used by businesses to further their online presence.

However, just as with any communication tool, it’s important to consider whether this new social medium aligns with your organisation’s core purpose and values, as well as how it can best be used in ways that benefit all stakeholders.

Here are our top five picks of the ways businesses might use Pinterest:

1. Promote products and services

As the saying goes, a picture is worth a thousand words, making Pinterest’s visual focus a powerful opportunity for businesses to engage and educate audiences about its products and services. Ways this can be achieved include adding pins of new product images, ‘how-to’ video demonstrations featuring a brand’s products or user-generated photographs showcasing a products’ unique or special features.

2. Showcase core values – all of them

At present the site hasn’t created a distinction between personal and brand profiles. While the temptation may be to post pins related only to your products, user etiquette is very important within the Pinterest community, so boards that are too self-promoting won’t be well received.

US grocery chain Whole Foods Market have set a benchmark in achieving an optimal balance between product-endorsement, enticing user interest and showcasing the different facets of an organisation.

Quoted on Mashable, Whole Foods Market’s Global Online Community Manager, Michael Bepko, explains how they have leveraged the platform as a marketing tool: “It allows us to curate images from across the web that really speak to who we are as a company, images that reflect our core values and essentially communicate the essence of who we are.”

Whole Foods Market’s Pinterest profile currently consists of 40 pin boards. Pin board topics range from recipes using the store’s produce (which have quirky titles such as Cheese is the Bee’s Knees and Eat your Veggies) to boards that promote external causes including Earth Day. Although global in its outreach now, the organisation also pays homage to its humble establishment in Texas in 1980 and has a board that encourages people to pin useful, interesting & influential Texan things & Texans to follow on Pinterest.

To check out why Whole Foods Market has almost 30,000 Pinterest followers, visit their profile by clicking here.

3. Engage in conversation

For businesses Pinterest provides a channel to access and respond to user comments regarding their products or brand/s in general.

Additionally, like Twitter, Pinterest uses hashtags (keywords) to enable its search functionality and generate trending topics. By adding one or multiple hashtags to your pin descriptions (up to 500 characters), you can increase the likelihood users will come across your pins.

4. Add a “Pint It” and/or Pinterest “Follow” button to your website or blog

Adding a Pinterest button to your online platforms not only lets your audience know that you’re present on the site, it allows users to re-pin your posts to their own Pinterest profiles.

Follow this link to learn how to add Pinterest buttons: https://pinterest.com/about/goodies/

5. Drive website traffic

Last but certainly not least, Pintrest may help drive website traffic and boost search engine optimisation (SEO).

When users add a pin, they can include a URL in the description, thus creating links between posts and specific websites or blogs. Additionally, as PR and communications blog Bianchi Biz Blog aptly explain, when a user adds an image to a pin board from an online source, the original link is automatically stored within the image, allowing visitors to click back to the original source.

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While these tips highlight just some of Pinterest’s exciting and innovative features, before deciding to use the social media platform, the golden rule of communication still stands: ensure it is (or has the potential to be) relevant and meaningful to your target community.

What primarily separates Pinterest from other social media sites such as Facebook and Twitter is its adherence to a single media form, the picture. In other words, what you need to consider is whether pictures can tell your audience what you want them to hear. Can Pinterest tell your story?

As the raft of media alerts, political alerts and public and political commentary dictate today’s papers and coffee machine conversations, here’s the low down on the health highlights (or low lights) when last night’s Federal Budget was handed down, according to leading political consultant, Jody Fassina.

Against the backdrop of record spending on the Health portfolio, estimated to be $61 billion in 2012/2013 and a 37% increase on 2007/2008 levels of which the PBS is estimated to account for $10.9 billion, in 2012/2013 the Budget did not contain a systematic attack on the PBS.

That being said, while the Government has highlighted the savings that flow from price disclosure resulting in savings of $528 million in 2012/2013, it is predicting growth in PBS expenditure of  5% per annum in 2013/2014, indicating the pressure will still be on the pharmaceutical sector.

The most disturbing initiative contained in the Health portfolio is that the Government will provide funding to the Department of Health and Ageing to recover compensation from pharmaceutical companies as a result of losses incurred by the Government due to the delay in the listing of generic medicines on the PBS.

Hence, a pharma company seeking to litigate an expired patent in the Courts that results in delay and hence foregone savings to the Government, will want to be very sure of their legal footing, because if they lose such an action the Government will seek to sue them for the loss of savings so incurred from a delayed PBS listing.

It’s not all doom and gloom however with the Government committing to deliver major new health initiatives to support front line health services redirecting $74.5 billion to essential health and ageing services and facilitating access to care particularly in rural remote regions. E-health also gets a cash injection of $233.7 million to facilitate the national roll-out and system modernisation.

Additionally, with significant investment in oral health $515.3 million, additional funds for the national bowel screening program ($49.7 million) and health facility construction ($475 million across country areas), perhaps there is a glimmer of light for a healthier nation and the pharma sector that works to support it.

Jody Fassina specialises in providing strategic counsel to both corporate and non-profit organisations requiring high level advice on public policy issues of paramount importance to their organisation. Jody has worked as a senior public affairs manager in the corporate sector with Macquarie Bank, a political consultant with a boutique Sydney firm and as a senior policy advisor to federal MPs. He is currently an independent political consultant, having established JF Consulting.

For more information contact Jody Fassina at fassinaconsulting@bigpond.com

With the explosion of viral videos, we explored and busted the top five myths about video content and YouTube.

But before we delve into that, can you guess what the most popular viral video was in Australia last year? To give you a clue, think of the wedding we were all talking about and combine it with some flamboyant dance moves. Yes, the T Mobile Royal Wedding viral was the most popular video in 2011 and has received over 25 million views to date. According to Henning Dorstewitz there are three reasons for this:

1) It’s timely and was developed when the Royal Wedding was on everyone’s minds

2) It’s well executed. It’s shot from the side isles of the cathedral and you feel like you’re there at the wedding amongst the guests

3) It’s funny. Flashmob trends are incredibly popular and this was the perfect opportunity for T Mobile to reinvent their brand

Now here’s to the top five myths about viral videos:

Myth #1: I need to have a viral hit to be successful on YouTube

This isn’t the case. You can be very successful and have a strong presence on YouTube without a viral hit. The most important thing is to think about is what will appeal to your audience!

Myth #2: Only funny videos are popular on YouTube

It’s actually ‘how to’ videos that instruct the end user about something informative that are the most popular videos on YouTube. If a company or business can make use of this strategy for their brand, then they should. An example is this shoe designer tutorial.

Myth #3: YouTube is only for young people

Statistics reveal 55% of women aged 18-57 access YouTube once a month or more.

Myth #4: A successful YouTube video needs to be unique and something nobody has done before

The most popular videos we’re seeing coming through often follow a trend. You only need to take a look at the T Mobile flash mob as the perfect example.

Myth #5: Videos have to be professionally produced to gain traction

Many fantastically produced virals cost less than $300. It’s what you’re telling the viewer that really matters. An example is this very funny and popular video about razors!

I’ve been lucky enough to escape Sydney for the sunnier climes of the Gold Coast this week, spending a couple of days at the APP conference.

APP stands for ‘Australian Pharmacy Professional’ and is the annual conference of the Pharmacy Guild of Australia. But after listening to various talks and having conversations with delegates I think a ‘p’ is missing – and that’s one that stands for PEOPLE.

Why?

Because I’ve discovered that, behind closed doors, pharmacists spend a lot of time talking about us which is fantastic and hugely positive. Of course there are conversations about other ‘p’s – price points and politics to name just two. But it’s me and you – in our role as their customers – that they’re most interested in.

Senior Drug Information Pharmacist at the Mater Hospital in Brisbane, Dr Geraldine Moses urged pharmacists and their teams communicate the facts to people about pain relief medication – rather than what they think is right. Can we take our pain killers without eating first? It turns out we can. Are all pain relievers the same, and appropriate for all of us? Absolutely not.  This is why it’s so important a conversation takes place.

Dr Colin Mendelsohn, a GP who sits on the Australian Association of Smoking Cessation Professionals painted a vivid picture of people who smoke – and why they do it. For some it’s genetics and the ‘reward pathway’ which increases levels of dopamine in their brain; for others it’s cue-induced cravings like coffee or just the generally positive feelings these people get when they inhale. I didn’t know that 75% of smokers want to quit, but the success rate of trying to do it on their own is extremely low. In fact, 50% of quitters will relapse after 12 months.  Pharmacists and pharmacy assistants who sat in that room with me will take this information and apply it to their customers – people who need professional guidance and support to finally give up and live a healthier life.

Pharmacists also know a lot about the different types of people who walk through their pharmacy doors. Grocery channels like Woolworths and Coles have put their kit on and walked onto their playing field. It’s no secret that Woolworths is looking at healthcare as a source of growth in the coming years.

According to Dr Gary Mortimer from the Queensland University of Technology Business School, pharmacists ask “who walks through my door instead of going to supermarket, and why are they doing it?” Interestingly, Dr Mortimer says the real opportunity for pharmacy and supermarkets is affluent people aged 55 and over. He also highlighted that the basic fundamentals of relationships with people – trust, legitimacy and value – are what differentiate a pharmacist from a shelf-stacker in aisle four. Supermarkets simply can’t operate in this space; professional advice from a real person cannot be addressed with signage and a shelf wobbler. 

Perhaps Dr John Bell from the PSA Self Care Program summed it up best: “Optimal staff selection and training is likely to be the greatest asset and most important investment for ensuring pharmacy success.”

Or put more simply: “employing the right people, trained by the best people, to give the best possible help and advice to people who need it.”

I vote for a name change – APPP in 2013!

The recent media discussions regarding traffic light food labelling have made nutrition a hot national topic – even more so now information about any kind of food is available at the press of a button. We’ve also seen an explosion of apps designed to help us make considered decisions about food and avoid the danger of eating hidden fats and sugars.  One that was launched this week is ‘food switch’- positioned as a tool to empower Australian shoppers to make healthier food choices. The app allows users to scan the barcode of packaged foods using their iPhone camera and receive easy to understand nutritional advice.

New Year resolutions

January is typically the month to kick-start our healthy eating resolutions and the nation’s dietitians are encouraging Australians to take part in a healthy ‘pledge’ campaign in tangent with Australia’s Healthy Weight Week (22-29 January). This social-media based campaign encourages users to publish their pledges via a Facebook page and Twitter profile. Ten years ago, such a supportive and motivating digital platform would not have existed, but in today’s social media environment, we are able to benefit from immediate, interactive digital programs.

Online support

Weight management is also big business online, with the availability of personalised online tools for those who want to access support and information in the comfort of their homes. This is particularly helpful to those situated in remote areas of Australia and who don’t feel comfortable attending a face-to-face meeting. Weight Watchers Online enables people to remotely track what they are eating, monitor their weight and develop an interactive shopping list.

The Government has also launched a number of digital initiatives providing nutritional support. There is the Healthy kids: Eat well, get active website, positioned as a ‘one stop shop’ of information about healthy eating and physical activity for parents and carers, teachers and childcare workers, health and other professionals and kids and teens . There is also the Government’s digital Swap It, Don’t Stop It campaign encompassing a mobile app and website, helping users to make healthier choices.

Accredited practicing dietitian and infant nutritionist Kate di Prima says, “More often than not, patients I see are educated about food and what they’re feeding their families. A contributing factor is the plethora of information accessible via the internet. It’s important to use reputable sources – there is a lot of dialogue happening, which can sometimes seem overwhelming. The flip side is we’re inspired to cook more adventurously and use ingredients that we may not have previously considered.”

Fashionable nutrition

Indeed, examples such as the Create Nutrition blog and journalist/media commentator Sarah Wilson’s blog define modern, fashionable nutrition.

In this day and age, smartphones mean that every one of us is a potential food critic, having the ability to write immediate, online reviews, while seated in the restaurant. This in turn means that food standards need to be high.

It will be interesting to see what the future holds and if the shelf life of online nutrition tools expires before the groceries go off!

Australia’s move to an electronic health system was only going to be a matter of time. Coupled with the estimated national investment of $466.7million to launch the e-health system next year, healthcare professionals and patients are contemplating the real impact this will make.

According to the Federal Government, the digital management of health information has the potential to transform the way we do things now, streamlining processes, facilitating information sharing and ultimately, making it much easier and efficient to look after the health of the nation. The specific tools that will make this happen include:

• Personally controlled electronic health records: enabling the communication of patient data between different healthcare professionals including GPs and specialists;
• Telemedicine: physical and psychological treatments at a distance;
• Consumer health informatics: use of electronic resources on medical topics by healthy individuals or patients;
• Health knowledge management: an overview of latest medical journals, best practice guidelines or epidemiological tracking;
• Virtual healthcare teams: consisting of healthcare professionals who collaborate and share patient information through digital equipment;
• M-health: including the use of mobile devices in aggregating patient data, providing healthcare information to practitioners, researchers and patients, real-time monitoring of patient vitals, and direct provision of care (via mobile telemedicine);
• Medical research using grids: powerful computing and data management capabilities to handle large amounts of information;
• Healthcare information systems: appointment scheduling, patient data management, work schedule management and other administrative tasks surrounding health.

The digital system will increase communication between healthcare professionals and the public – but what difference will it make to their everyday lives?

Patients will be able to access their personal health records and support will be at their fingertips. Ultimately, treatment will be more streamlined resulting in clearer records and more immediate access to healthcare professionals.

For healthcare providers, a seamless roll-out will enable them to access patient information at the click of a button. An electronic system will translate to improved methods for disease surveillance and being able to get a second opinion – resulting in improved patient care.

General Practitioner and former Australian Medical Association president, Dr John Gullotta says, “It’s inevitable that an implemented e-health system will alter the way patients and GPs interact. Key elements of personalised health information will be brought together and patients will be able to access their own health details and benefit from streamlined GP visits.”

Despite the anticipated benefits, there are some concerns about the implementation. The media has voiced doubts about the security of patient’s records. In addition to this, there is concern a digital system may isolate people who do not have access to a computer, particularly people living in remote areas, older generations and low socio-economic families. And like all sophisticated IT systems, there is also the risk of technical failures.

The opportunity for patients and healthcare professionals to have access to personal health information whenever needed, and the predicted streamlined treatment journey, paints a very positive picture. But until Australia’s e-health system starts operation and is assessed in practice, nobody is willing to fully sing its praises quite yet.

It wasn’t long before the story was spreading like wildfire in Twitterverse. Interestingly, it took news outlets longer and it was approximately 15 minutes later that they began reporting the incident.

Love it, or hate it, with the rise of social media channels like Twitter and Flickr, news stories can reach all corners of the world with an immediacy we’ve never seen before. We only need to look at more recent examples of the microblogging’s speedy ability to spread the word, including the death of Steve Jobs and Muammar Gaddafi. So what does this mean for qualified, modern-day journalists and how are they embracing Twitter?

We’re constantly reminded that we’re in the midst of a social media revolution. Twitter is a social networking phenomenon and Australians aren’t holding back! In fact, Australia accounts for 1.8% of Twitter’s traffic and the social networking site attracts 1.1 million unique Australian visitors per month.

So, what is Twitter? Twitter, in essence is a very simple tool. ‘Tweeters’ are limited to posting short, 140 character messages (the same length as a traditional SMS message) to their followers. So a Tweet can’t provide a lot of detailed information, but it can make a concise point, link to an image or webpage and most importantly publish content immediately.

Since it’s creation in 2006 however, Twitter has evolved. ‘Tweeters’ are now able to search the entire network in real-time for specific topics or breaking news, organise their streams with ‘hash tags’ – the # symbol, used to mark keywords or topics in a Tweet, and even add photos or videos to their posts.

These developments of the social media channel have translated to journalist engagement. Twitter has become a way for the media to keep up to date and engage with their audiences, locate sources and to report on news in real-time. The sheer speed of Twitter’s ability to spread breaking news has completely changed the way that journalists report and audiences receive news.

Many key Australian health journalists are opting to not only ‘follow’ the news on Twitter but also publish and promote their own stories. Take ABC medical health reporter Sophie Scott. Sophie’s an active Tweeter and uses the channel to broadcast her stories to the world.

Twitter itself, is also catching on to the growing trend of journalists engaging the networking site. This is reinforced by Twitter publishing a set of guidelines called Twitter for Newsrooms, which is designed to help journalists use the platform effectively. A Twitter spokesperson explains:

“We want to make our tools easier to use so you can focus on your job: finding sources, verifying facts, publishing stories, promoting your work and yourself and doing all of it faster and faster all the time.”

Twitter for Newsrooms was launched earlier this year and demonstrates to journalists how to “report”, “engage” and “publish” to their followers.

There are a plethora of other helpful tools that are assisting journalists with their mission to conquer the news digitally – be it, Tweetgrid, Twitscoop.com, Twhirl, Tweetdeck or Twellow, and the list goes on.

During a talk in Melbourne on the ‘Twitterisation of Journalism,’ University of Canberra Journalism lecturer and social media researcher/consultant Julie Posetti stated, “It’s fascinating as a citizen, as an academic and as a journalist to watch Twitter progress. Despite all the risks and pitfalls that have well and truly been identified along the way, I think Twitter is an important breakthrough in terms of making journalism more social and accessible to a broader public.”

You could argue that it’s something to do with Australia being an island – we’re a long way from everyone else and we use channels like Facebook and Google+ to communicate with long lost friends and relatives overseas. But then wouldn’t the same ring true for the UK, New Zealand and Japan? Perhaps it’s down to us being the stereotypical “friendly, laid back, social” Aussies who like to communicate with our mates. No! What it’s really got to do with is that we are informed, online users and data suggests that we like to do our research on the web before spending our hard earned dollars.

As a nation, we’re spending on average 22 hours a week online and a fifth of that’s using social media channels. You see, we like to browse, make informed decisions and see what other people are saying about a product or brand before making a decision. And this explains why there has been a huge surge in the number of Aussies contributing and using online reviews, discussions, comments and ‘Likes’ before making a purchase.

And the same rings true for the medical profession. In August this year, Cegedim Strategic data released new stats about doctor’s digital habits. The research suggested that 30% of doctors own an iPad and 56% plan to buy one in the future. Out of those who own an iPad, 17% said they use it for both work and personal reasons.

We’re also seeing steps being taken by the government to electronically coordinate patient care across the healthcare sector. It’ll be interesting to monitor the success of the initiative to roll out the Personally Controlled Electronic Health Record (PCEHR) system for Australians. From 2012-13, if we register, we’ll be able to see important health information in one consolidated view and share it with healthcare practitioners during our medical appointments. 

Nielsen published some very interesting data earlier in the year showing that we’re also leading the way in social media consumption. 73% of us read reviews, discussions and comments on brands, products and services at some stage and 26% do so on a regular basis. 46% have clicked the Facebook ‘Like’ button for a brand/organisation and 17% do so frequently.

Luckily we don’t have to stay glued to a computer to do our browsing. Nowadays, doctors can readily access mobile medical applications while in the hospital. Migraine patients can track their condition on the move, diabetes patients can log their glucose levels with a glucose buddy and smoking cessation apps motivate quitters while they are socialising by keeping a note of cost savings.

One thing’s for sure – Australian use of the internet is predicted to rise. In terms of what this says about us as a nation – it’s simple. We’re digitally savvy. We like to chat to our friends and family online, conduct web based research and shop around before we buy. Who knows what next year’s stats will suggest about our national digital habits. There’s only one way to find out – keep browsing.

Through blogs and social media channels your marketing content needs to facilitate two way dialogue. Previously, customer relationships worked via a one-way conversation – the company speaking to the consumer. Now discussions are collaborative and work both ways via channels such as Facebook, blogs and forums. To work with this, there has been a shift to ‘inbound’ marketing – marketing that focuses on getting found by customers.

Inbound marketing uses digital channels including:

Content: Blogs, videos, white papers, e-books

SEO: Search engine optimisation and keyword analysis

Social media: Twitter, Facebook, Google+, LinkedIn, YouTube, Flickr

The more materials and content you post online, the more chance people have of finding your content.

Here are some key components to consider when thinking about your digital marketing strategy if you haven’t already:

1)      Create a keyword strategy using Google AdWords

2)      Search engine optimise your website

3)      Develop a business blog

4)      Promote content and participate in social media

5)      Nurture engagement with email marketing, e.g. eDMs

6)      Consider online advertising

7)      Be mobile friendly

8)      Analyse and refine strategies

You may have heard it before, but the power of digital is growing rapidly and it is important you capitalise on the opportunity as part of your marketing strategy. Now the average time spent online (13.7 hours/week) tips television viewing time (13.3 hours/week). In just 20 minutes on Facebook over one million links are shared, two million friend requests are accepted and almost three million messages are sent. Every day 300,000 new users sign up to Twitter and 48 hours of video is uploaded to YouTube every minute! It is therefore necessary to promote content and participate in social media to open up the discussion and to encourage engagement for your business.

Ultimately when integrating digital into your marketing plans, you need to define your strategy and vision and understand how digital media interrelates with traditional media. With the evolving nature of digital, you also need to be flexible and engage your audience, which may mean reinventing your content to accommodate varying trends and discussions.

Focus on your audience and their needs

As with any marketing and communications messaging, it’s important to focus on the outcomes and your audience. Who are you talking to and engaging with on your Facebook page, and what would they value from you? If you have a range of insights that you deliver to clients as part of your services, consider seeding some of these into your Facebook page. Be clear about who you are talking to and be sure to offer them something of ‘value’ – whether that be expert advice, topical news or an offer.

Plan your posts

Publishing valuable content on your business Facebook page is crucial to maximise the audience’s engagement. Scheduling what you want to say and when you want to say it avoids repetition and ensures you integrate different aspects of your communications plan on the Facebook page. Planning content avoids any last minute panics and translates to higher quality posts and enables consistent messaging. The most effective way to do this is to create a content calendar and set aside time each week/month to plan what you are going to say.

Good content is crucial

It seems obvious, but if you publish good quality content, people will return to your Facebook page and will share links with their friends. Here are some top tips to encourage engagement:

1)      Include links to support your message

2)      Be personal – your page is the face of your organisation or your brand

3)      Be active and update your page frequently

4)      Engage with your audience. If someone asks a question ensure you answer it

5)      Have a social media framework in place in case anyone posts defamatory content

6)      When publishing health specific content, remember it must comply must with the ASMI, MA, TGA codes and other relevant industry regulations

7)      Monitor your page – if someone publishes spam, immediately delete it

8)      Think about what would add value to the audience, e.g. a tip of the day may demonstrate your expertise as well as be of use to the audience

9)      Upload varied content, this could include videos and podcasts

Frequency of posting

It is the quality of content, not the quantity that matters. Research shows that businesses who post weekly on their Facebook page get the same result as those who post daily. Always think about the time of day you post content and when your key audience is available.

So what does this mean for the pharma industry?

Pharmaceutical companies face the challenge to host a branded Facebook page which complies with industry regulations and also acts as a forum where patients can have a two way dialogue. The FDA, ASMI, TGA and MA is yet to determine official guidelines for pharmaceutical  brands operating in digital media, so understandably, pharmaceutical companies are cautious in their decision making about how to use Facebook pages as part of their marketing strategy.

Women’s Confidential Australian Facebook page

As a business, it is important to be within the digital space that your key audience is using. Many organisations are hosting successful unbranded Facebook pages – take a look at the Australian Women’s confidential page from makers of Canesten®. This site is positioned as the “modern girls survival guide offering advice fashion, beauty and health tips.”

The Can you feel my pain? page developed by Pfizer is an exemplary unbranded Facebook page raising awareness about chronic pain and working in collaboration with leading patient and citizen organisations across Europe.

Can you feel my pain? Facebook page

Evidently, there are strategies to host engaging Facebook pages that educate patients and do not contravene regulatory guidelines.