From text-based browsers to generative AI, the digital marketing landscape has transformed dramatically since the 1990s. Eric Layland, Chief Executive of the Matters Group, takes us on a journey through this evolution while revealing timeless principles that still guide effective marketing today.
Leyland's career began in 1996 when he purchased "Internet in a Box" from CompUSA and discovered the power of electronic communication across vast distances. His fascination with data began even earlier—collecting baseball cards and analyzing stats rather than partying on Friday nights. This foundation prepared him for a career where he would witness the full arc of digital marketing's development.
What's most striking about our conversation is Layland's ability to identify patterns that have come full circle. The early bulletin boards and chat rooms where people found their tribes have evolved into today's highly personalized digital experiences. Yet the fundamental human desire to be recognized as an individual remains constant. As Layland notes, "Finding your tribe has stayed the same—these fundamental truths of wanting to be recognized as an individual."
The discussion takes a compelling turn when Layland articulates his "love-hate relationship with performance marketing." While metrics matter, he advocates moving beyond raw data to insights, knowledge, and wisdom. True marketing excellence comes from understanding the underlying motivations that drive human behavior, not just optimizing conversion rates.
Perhaps most illuminating is Layland's revelation about SEO's origins in accessibility principles—creating alt text descriptions to help visually impaired users navigate content, not primarily for search rankings. This example perfectly illustrates how marketing practices that begin with human-centered intentions can sometimes drift toward pure performance metrics.
As organizations navigate AI implementation, Layland urges them to first clarify their values and mission before determining how technology fits their strategy. The "translator role" becomes crucial here—bridging the gap between technical capabilities, C-suite priorities, and customer needs.
For aspiring digital marketers, Layland offers a powerful North Star: "If you can operate where truth is your guiding light, you'll develop trust." In an era of rapid technological change, this principle provides an ethical foundation that transcends any specific tool or platform.

This podcast is proudly sponsored by USC Annenberg’s Master of Science in Digital Media Management (MSDMM) program. An online master’s designed to prepare practitioners to understand the evolving media landscape, make data-driven and ethical decisions, and build a more equitable future by leading diverse teams with the technical, artistic, analytical, and production skills needed to create engaging content and technologies for the global marketplace. Learn more or apply today at https://dmm.usc.edu.