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Session 3: Auditing Agency Performance
Todays Agenda• Integrated Media Evaluation
– Offline Vs. Online – Changes to the Purchase Funnel – Best Practices– Case study: How to attribute credit for success?
• Interpreting Plans and Reports– Success factors– What to look for– Reporting typology
• Creative Testing – Testing Methodology’s – Best practices
Media Integration
Media Integration Background
• Offline media is a lean back medium, online is lean forward.
• TV is often a shared experience, digital is a personal experience.
• Many people are online while they consume other media.
• Research proves that there is a strong link with offline media driving online activity i.e. a TV ad triggers curiosity in a product, the consumer uses the internet (often a search engine) to find out more.
• China* TV content is often consumed online e.g. Toudu, Youku etc. Many under 30’s don’t consume analog media.
Traditional Versus Digital Media
Offline vs. Online Advertising Key Differences
Online
• Vast number of sites• Long tail• Global• Precise measurements• Measure quality
Offline
• Limited channels• typically few free to air stations• Local-centric• Estimated measurements• Measure R&F
Offline vs. Online Reach & Frequency
Reach - the number of different people who are exposed an advertising message at least once
Frequency - the number of times they are exposed to the message
Offline advertising
• Buy “Media Impressions” – based on overall reach• Calculate frequency by how many opportunities each person
will see the ad
Online advertising
• Buy “Ad Impressions” – actual unique impressions on the ad• Calculate frequency by tracking each repeat visits using
“cookies” technology
Online R & F Methodology
Measuring Online Share Of Voice (SOV)% of the publisher’s total inventory (based on impressions) in a given period of time.
•Measurement might not be consistent from site to site – is SOV relative to:
• Impressions?
• Unique visitors?
• Particular media targets?
• Total impression volume available on the site?
Issues:
•Disabled / deleted “Cookies” in browsers
•Shared computer terminals
•Publisher counting tactics and methodology differences
Social Media & the Purchase Funnel
• While the shape of today’s funnel can take many forms depending on the author, its clear that a feedback loop that is powered by consumer generated content is an ever present addition to this model.
• Word of Mouth has always been important in influencing consumer decisions, the difference is that digital media has amplified this voice and empowered consumers to listen at a higher volume.
• Instead of asking 2 neighbors which soap they use you can go online and find out what thousands of people think.
Digital Age Model is Non-Linear
• Today the impact of digital media has created multiple new tools for consumers to use to find out more information about potential purchase on their own terms.
• Blogs, search engines, BBS, video, comments/rankings, podcasts all offer opinions about brands that are separate to the message form the brand owners
The New McKinsey Model
• McKinsey rejects the linear approach in favor of a circular model of ongoing exposure leading to a trigger moment
• Consumers begin with a narrow consideration set due to ad clutter and being time poor. Then a trigger occurs when the consumer decides they want to buy something new
• Once they decide to buy the move into active evaluation. Here the brands considered increases (opp of linear model) and intense research is undertaken-checking out sites, paying more attention to certain kinds of relevant media they already consumer.
• Third stage is closure. This is where the consumer goes to purchase although many have not made a final decision on which item to buy.
Post Purchase experience dictates the degree of loyalty the consumer has:– Active loyalty: Prefers same brand and will recommend to others.– Passive loyalty: Is comfortable with repurchase but also open to other choices
McKinsey ‘Consumer Decision Journey’
Making 2+2=5 via Media Integration
• Effectiveness of offline media can be measured by immediate performance of online media.
• Both mediums should ALWAYS be synchronized (flighting, messaging, placement) to deliver optimal synergies.
• Online media can be used to increase ROI of offline media.
• The critical link in this approach is SEM- keyword bidding, copy & linking pages must be comprehensive to catch and redirect qualified traffic from offline.
• In this way online media supports and leverages the larger offline media spend to make it more effective
How the integrated road to purchase worksTV Ad: 8pm to 10pm June 4th
Internet Ad: 8pm to 10pm June 4th?
For the treasure hunt to succeed clues must be left along the way
Measuring Success• Media channels must be evaluated together to determine how they
effect one another. • Performance should be monitored before, during & after a
campaign to establish baseline performance and to enable benchmarking.
• If an ongoing PPC campaign usually yields 5,000 clicks per month (the baseline) but records 10,000 clicks during an offline media burst, then the campaign contribution is 5,000 clicks. Scrutiny should also be paid to changes in other digital media performance to assign credit appropriately.
• An ongoing challenge is to determine the impact of offline awareness building which drives subsequent online media response.
• If a TV campaign is driving a lot of brand searches on Baidu why do a PPC campaign when you can get organic clicks for free?
InterpretingPlans and Reports
Critical Success Factors
Effectiveness and ROI depend on…– Creative strategy – Targeting– Ad type– Ad Size– Frequency– Website and landing pages
Optimizing these variables makes the difference between success and failure
What to look for in a media plan
• There must be a clear strategy that explains how the tactics will work together in harmony to achieve the objective.
• The online strategy should roll up into the overall integrated campaign strategy.
• Does the media approach support the creative strategy? Often they do not compliment one another.
• Is the plan a ‘cut and paste job’ from a previous campaign or a different client?
• Does this agency/team consistently recommend the same publishers? If so why and are there better alternatives?
What to look for in a creative strategy
• Is there a clear rationale justifying the creative concept?• Ask yourself, does this strategy make YOU think more
highly of this product/brand? What about someone that you know well that is part of the target audience profile?
• Does the online creative approach support and leverage the offline thinking so that it translates online?
• If larger sizes are underperforming smaller sizes its likely the concept or execution is sub-optimal.
• Multiple resizes are common in this market, each additional edition should take no more than 20-30 mins of billable hours.
• If the creative concept is a western import, once initial translation is done there should be no extra charges.
What to look for in tracking reports• GAP Analysis: Did the campaign begin and end on time and if it’s
a CPD campaign was each flighting verified?• Formatting: Manually check the formulas and that the fields all
tally. Look closely at ‘Gross’ and ‘Net’ media costs.• Value added: How much of the final delivery is bonus and what is
the nature of it- often its remnant inventory that’s dumped at the back end of a campaign to meet quotas.
• Ad serving: This is usually marked up by the agency. It should be no more than $0.07 CPM. If the agency is using allyes it may be free in return for media booking fees collected from media owners.
• Quality score: Media owners will usually pad a proposal with unsellable inventory to get to a desirable eCPM. Evaluate each line item for prominence, exclusivity and scale.
• Optimization: All publishers allow mid campaign changes to placements and creative. Ideally performance should always improve over time
Tips on interpreting reports
Daily (or weekly)
Fortnight
End Campaign
PurposeReport Type
Monitor delivery – assist in identifying delivery issues
Monitor performance – LUM analyze performance across a 2 weeks span on sites and placements
In depth analysis on entire campaign performance and take learnings into future campaigns
Type of Charts
Typical Charts
• By Banner Size• By Placement• By Day Part• By Unique Users• Post Click Tracking• Impressions vs. CTR• Interaction Rate vs. Impressions• Interaction Rate vs. CTR• CPC vs. CPM
Type of Charts
By Banner Size
0.29%
0.59%
0.25%
0.09%
0.88%
0.05%0.07%
42.09%
0.39%0.33% 0.08% 0.11%0.00%
0.10%
0.20%
0.30%
0.40%
0.50%
0.60%
0.70%
0.80%
0.90%
1.00%
CT
R
0.00%
5.00%
10.00%
15.00%
20.00%
25.00%
30.00%
35.00%
40.00%
45.00%
Inte
ract
ion
Rat
e
CTR 0.29% 0.59% 0.25% 0.07% 0.09% 0.88% 0.05%
Interaction Rate 0.33% 42.09% 0.39% 0.08% 0.11%
160x600 Polite Banner
300x250 Polite Banner
728x90 Polite Banner
145x110 Standard Banner
290x190 Standard Banner
463x130 Polite Banner
700x90 Polite Banner
25
Type of Charts
By Placement
26
Type of Charts
By Day Part
0500000
100000015000002000000250000030000003500000400000045000005000000
Impressions
Impressions
19,261,879
1,108,198
9,189,766
362,605
2,655,936 2,684,882
0.06% 0.15%
21.37%
71.62%
12.66%
0.06%
5.63% 5.17%2.64%
0
5,000,000
10,000,000
15,000,000
20,000,000
25,000,000
-5.00%
5.00%
15.00%
25.00%
35.00%
45.00%
55.00%
65.00%
75.00%
Servered Impressions 19,261,879 1,108,198 9,189,766
Unique Impressions 2,655,936 362,605 2,684,882
CTR % 0.34% 0.46% 0.30%
Unique Clicks % 0.06% 0.06% 0.15%
Interaction Rate 21.37% 71.62% 12.66%
Unique Interactions 5.63% 5.17% 2.64%
Hong Kong Singapore Taiwan
27
Type of Charts
By Unique Users
28
Type of Charts
Post Click Tracking
0.29% 0.31%
0.52%
0.17%
0.10%
0.07%0.14%
0.19%
0.46%
0.00%
0.10%
0.20%
0.30%
0.40%
0.50%
0.60%
Attack
Per
cen
tag
e
Conversion Rate 0.52% 0.29% 0.31%
Post Imp Conversion 0.07% 0.10% 0.17%
Post Click Conversion 0.46% 0.19% 0.14%
1 2 3
29
Type of Charts
Impressions vs. CTR
0.00%
0.10%
0.20%
0.30%
0.40%
0.50%
0.60%
0
50000
100000
150000
200000
250000
300000
350000
CT
R(%
)
Imp
ress
ion
s
30
Type of Charts
Interaction Rate vs. Impressions
0.00%
1.00%
2.00%
3.00%
4.00%
5.00%
6.00%
0
1,000,000
2,000,000
3,000,000
4,000,000
5,000,000
6,000,000
7,000,000
Lowyat Mainpage Lowyat Forum Hotmail msn messenger
Inte
ract
ion
Rat
e (%
)
Imp
ress
ion
s
0.19%
0.30%
0.08%
12.66%
2.49%
0.00%
0.05%
0.10%
0.15%
0.20%
0.25%
0.30%
0.35%
Attack
CT
R %
0.00%
2.00%
4.00%
6.00%
8.00%
10.00%
12.00%
14.00%
Inte
ract
ion
Rat
e
CTR % 0.30% 0.19% 0.08%
Interaction Rate 12.66% 2.49%
Attack 1 Attack 2 Attack 3
31
Type of Charts
Interaction Rate vs. CTR
32
Type of Charts
CPC vs. CPM
33
Tips on interpreting reports
Snapshot in time Over time(1 month cumulative) (across 1 month)
Placement Analysis
- measures Impression vs. Click- assist in analyzing placements / creative
Run Charts
- measures Impression vs. CTR- across a set time period- assist in identifying trends or patterns
34
Tips on interpreting reports
Placement Analysis by Site
• Some sites / creative combination will be more effective in reach / impressions(e.g.: in the example below “Gamer ROS”– ad placements may appear on any pages of the target site)
• Some sites / creative combination will be more efficient in generating click-through(e.g.: below “Gamer Home Page”)
273 281300
16
774
169
51
845
47
0.59%
0.29%
0.08%
0.24%
0.05%
0.88%
0.05%
0.10%
0.01%
-
100
200
300
400
500
600
700
800
900
Imp
res
sio
ns
('0
00
0s
)
0.00%
0.10%
0.20%
0.30%
0.40%
0.50%
0.60%
0.70%
0.80%
0.90%
1.00%
CT
R %
Imp ('0000) 273 281 47 300 16 774 169 51 845
CTR 0.59% 0.29% 0.10% 0.08% 0.24% 0.05% 0.05% 0.88% 0.01%
MSN Home Page
MSN Game / Movie /
GameBase Home Page
GameBase Home Page
Yahoo Games Home
Wretch Online Photo
Wretch Forum
Gamer Home Page
Gamer ROS
35
Tips on interpreting reports
Placement Analysis by Banner Type
• Performance of banner types can be compared by Impressions vs. CTR
• CTR is typically reflective of the effectiveness of placement and/or creative
• CPC can be included in the analysis to measure placement efficiency
4,158,155
17,887,617
52,765,4420.18% 0.17%
0.15%
0
10,000,000
20,000,000
30,000,000
40,000,000
50,000,000
60,000,000
Imp
ress
ion
0.00%0.02%
0.04%0.06%
0.08%0.10%0.12%
0.14%0.16%
0.18%0.20%
CT
R (
%)
Impression 4,158,155 52,765,442 17,887,617
CTR 0.18% 0.15% 0.17%
Expandable Polite Standard bannerBanner types are grouped together for easier reading
36
Tips on interpreting reports
Run Charts – identify problems and trends
– Is there a significant trend or pattern that should be investigated?
– Are they just normal process variations?• Look at data for a long enough period of time (at least 2 weeks is
recommended for online), so that a “usual” range of variation is evident
• Is the data within the usual range of variation?• Is there a daily pattern? Weekly? Monthly?
37
Tips on interpreting reports
Identifying Trends
– Upward and downward (seesaw) movements are common – typically 6 or more consecutive jumps in the same direction (up or down)
indicates a trend– In display ads, a downward trend typically signifies “creative wear out”
Creative change
38
Tips on interpreting reports
Report date range
– Notice behaviour shifts – over weekends, holidays, etc.
In the example above, we can observe that business tech sites gain more impressions over weekends.
02000000400000060000008000000
10000000120000001400000016000000
11/2
4/20
07
11/2
5/20
07
11/2
6/20
07
11/2
7/20
07
11/2
8/20
07
11/2
9/20
07
11/3
0/20
07
12/1
/200
7
12/2
/200
7
12/3
/200
7
12/4
/200
7
12/5
/200
7
12/6
/200
7
12/7
/200
7
12/8
/200
7
12/9
/200
7
Cricketnext imps Mouthshut imps MSN media imps
NNE education imps Tech2 imps Yahoo imps
weekend
Tips on interpreting reports
Adopt a holistic view– Do not interpret data in isolation
In the example above, CTR was extremely high on Oct 24th.
On closer examination, we find that impression was very low for that day, therefore resulting in an anonymity in the reports.
As it turns out there were technical difficulties on that site in that particular day.
Example of Testing for Banner
• Effectiveness & Efficiency vary by site and format
High CTR not Equal High Action
Creative Testing
Background to Testing• Digital is a highly measureable medium, *everything can be
tracked and analyzed• The more tracking data you have the more learning’s you have,
however data overload can obscure this. • Rigorous testing and analysis is time consuming and is often seen
as only a ‘nice to have’ beyond basic metrics.• The key question is how much testing is optimal to provide the
most cost effective outcomes.• There are eye tracking studies, creative A/B and multivariate
testing, media trials and panel based surveys all to consider.• This aspect of digital marketing is the most important and
undervalued: Why Invest in a medium famous for its unique measurability when you don’t leverage its core advantage???
• Offline thinking (i.e focus group think) at the C-Level still precludes this elephant in the room from ever being properly acknowledged.
8 Step Closed Loop Creative Testing Approach
2. The Measurement StepMeasure the success of the banners.
3. The Selection and Speculation StepEvaluate each banner and try to assess why some worked and others didn't by size, idea, call-to-action, execution, etc. Why are the top/bottom performers winning/losing?
1. The Create StepCreate six different ideas, executed in four sizes each
4. Codify Learning’s and AssumptionsBuild on industry best practices to develop a set of client-specific & audience-specific best practices. Refine and record what is working
5. Create and Measure AgainCreate a second raft of banners, based on learning’s from previous Phase. Evaluate performance using same criteria
6. Select Top Performers AgainAnnotate learning’s and optimize
7. Leveraging the Library Rerun top performing banners from round 1 and 2. Run the tweaked or optimized mid-level banners from round 1 and 2. Mix in new banners .
8. Leveraging the Library Long Term Perform bi-weekly or monthly measurement reviews ,Ongoing measurement and analytics followed by optimization and codified learning combine to continue driving performance.
•Multivariate Testing
Main Types of Land Page Testing
•A/B Testing
Multivariate tests (MVT) allow you to test multiple elements of a single page at the same time. A/B tests as simplified versions of them.
6 Key Web Page Testing Mistakes1. Using the wrong type of test (A/B vs. multivariate test)
A/B tests are good for alternate designs of an entire page, whereas multivariate tests are helpful in determining the most successful elements at different locations on a page.
2. Testing too many elements
software solutions permit thousands or even millions of combinations on a single page. Testing fewer than 100 scenarios can boost conversion rates from 4% to 15% in a matter of a few months.
3. Running tests that take too long
Keep track of external factors and understand that they might have an impact on your results. Minimize the time it takes to run your experiments to four weeks at the most.
4. Failing to monitor your test as it takes place
Digital is not a set and forget medium. Closely monitor experiments to decide if you should eliminate some elements when there is enough evidence.
5. Failing to conduct follow-up experiments
Designing follow up experiments, and learning which elements worked and which elements did not, is at the heart of conversion optimization.
6. Thinking that testing is a silver bullet
Testing is a great tool to increase your conversion rates However, it is only one step in the process.
Bottom Line: Select the right type of test to conduct based on the number of visitors and other data collected from analytics. Limit the number of scenarios through a holistic approach to testing. Get beyond single-digit improvement by continuing to test. Approach any project from a number of different angles, because testing alone will not maximize your results.
Eye Tracking Testing Eye tracking works by reflecting invisible infrared light onto an eye, recording the reflection pattern with a sensor system, and then calculating the exact point of gaze using a geometrical model. Once the point of gaze is determined, it can be visualized and shown on a computer monitor. The point of gaze can also be used to control and interface with different machines. This technique is referred to as eye control.
Summary• Offline and online media are fundamentally different mediums
which are only truly effective when strategically synchronized.• Everything is measurable with digital, the key is to determine what
the most important metrics are to focus on and then apply as actionable learning's.
• The ‘devil is in the details’ with digital: strive to look beyond the obvious and question every single detail RUTHLESSLY to uncover the true value of a program.
• If a chart, statistic or concept does not make sense in less than 10 seconds to you its not meaningful.(KISS)
• ABT (Always Be Testing): digital thinking changes every 6 months and useable learning's must be deployed to make 2+2=5.
• Each of you together at R3 are Chinas most important thought leaders in making our marketing industry more effective, more respected and more important. Its up to you to make it happen!