Display Planning & Buying Real Time Bidding C t N t k R t ti Custom Networks Retargeting Search Retargeting Dynamic Creative Data Management
Display Campaign Design & Audience Management
Display Campaign Design & Audience Management
The Carnegie Conference Walt Disney World Resort January 24, 2013
So, Why Do We Want To Discuss How To Build A Display Strategy?
So, Why Do We Want To Discuss How To Build A Display Strategy?
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So We Want To Simplify This Process
So, We Want To Simplify This Process. . .
Keep A Few Ideas In Mind When Starting To Plan:
• Traditional media planning approach still works today – Reach & Frequency • Don’t think sites first, think audience first
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Don t think sites first, think audience first
• Use the assets you have to build from – you already have a ready audience
• Data is the key to knowing and building your audience outreach to drive new visits y g g y
A Variety Of Ways To Buy Display. . .
A Variety Of Ways To Buy Display. . .
• Site Sponsorships – Pay a premium for specific placement at specific times
• Networks – Networks have access to publisher inventory they are authorized to sell 9Transparency of sites, lower CPM’s
A Variety Of Ways To Buy Display. . .
• Site Sponsorships – Pay a premium for specific placement at specific times
• Networks – Networks have access to publisher inventory they are authorized to sell 9Transparency of sites, lower CPM’s
• Exchanges – single market for buyers and sellers / RTB – Real Time Bidding (auction) 9 Some transparency
9 Layering of datay g 9 Lowest CPM’s
A Variety Of Ways To Buy Display. . .
• Site Sponsorships – Pay a premium for specific placement at specific times
• Networks – Networks have access to publisher inventory they are authorized to sell 9Transparency of sites, lower CPM’s
• Exchanges – single market for buyers and sellers / RTB – Real Time Bidding (auction) 9 Some transparency
9 Layering of datay g 9 Lowest CPM’s
Keeping It Simple – Structure Of A Display Media Plan
Outreach 7 Prospecting – Lifestyle Outreach Outreach 5 Outreach 6 Prospecting – 2ndParty Data Prospecting – 3rdParty DataRetargeting 1 Retargeting 2 Retargeting 3 Frequency Audience
Segmentation
Data Collection –
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Audience Management begins with a simple notion. . .
Websites Generate
Audiences
And these audiences are highly engaged: And these audiences are highly engaged: 9 1 in 4 never use sources outside the web 9 8 f 10 l li 9 8 of 10 apply online 9 72% arrive at least 2 weeks prior to conversion
Who’s Your Audience?
Source: Google Eduweb Study 2012Well, they are coming to your site everyday…
Search Engines School Website Branding / Reputation Brochures Teachers / Advisors Social Networks F il / F i d Reviews / Family / Friends Reviews / RankingYou Are Deeply Invested In Your Audience Traffic
You Are Deeply Invested In Your Audience Traffic
It Makes Sense To Communicate With Your Site Visitors First. . .
After All, you’ve already reached them. . .
they know who you are, and what you offer. . .
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and they have demonstrated their interest. . .
IN YOU
Retargeting Delivers Your Message With Frequency
Retargeting Delivers Your Message With Frequency
But Retargeting Is More Than “Firing” Ads At The
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Same Prospects Over and Over
But Retargeting Is More Than “Firing” Ads At The
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Same Prospects Over and Over
Retargeting Provides Three Essential Building Blocks To Your Marketing Program
Building Block 1
Frequency Audience Data
Frequency Audience
Segmentation
Data Collection
So, Let’s Take These One At A Time. . .
Retargeting I ‐ Frequency Is The Key Conversion Driver
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87% of “converters” visit a site at least twice before converting
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32%
1 2 3‐4 5‐9 10+ Frequency of Repeat Visits to Site Before Conversion (Converters, Jul – Sep 11)Retargeting II – Audience Segmentation
Create “Lists” Based On Interest
Customize Creative To Prospect Interests…
Customize Creative To Prospect Interests…
Law School International Master’s Law School International Master s
Retargeting III ‐ Data Collection To Build Outreach
Retargeting III Data Collection To Build Outreach
Data collected from your Site Visitors identifies Site preferences Retargeting Sites 9 WPI Retargets Visitors 9 Deliver ads on sites chosen by visitors Youtube.com Sparknotes.com Huffingtonpost com Build Site List For Outreach 9WPI finds similar visitors Huffingtonpost.com Answers.com … to Retargeting audience 9 Increase new traffic 9 Outreach thru your dataBird’s Of Feather, Flock Together
yRetargeting Results Snapshot
Retargeting Results Snapshot
Advertiser: University with 15,000+ enrollment
• Build Brand, Increase Applications
9 Campaign One Targeting United States
Objective: 9 Campaign One Targeting United States 9 Campaign Two Targeting International Solution: Retarget Site Visitors Flight: Nov. 21 thru Dec. 31 Campaign Performance:
Campaign Clicks Imp’s CTR
International 2,417 590,393 0.41% United States 1 419 655 827 0 22% United States 1,419 655,827 0.22%
Data Driven New Audience Outreach
Data Driven New Audience Outreach
Look A Like Networks Constructed Through Higher Education Marketing Campaigns Building Block 4 Prospecting ‐ 2ndParty Data Building Block 1 R t ti Building Block 2 R t ti Building Block 3 Retargeting – Retargeting ‐ Frequency Retargeting ‐ Audience Segmentation Retargeting Data Collection – PrimaryIdentify Networks That Have A Track Record With Your Desired Audience
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• Networks should not be “shotgun” effortsNetworks should not be shotgun efforts • Aggregated data from multiple campaigns in category can fast start your campaign
• View Thru Conversion NetworksView Thru Conversion Networks
• Implement Interest focused Networks: ¾ Undergraduate ¾ Graduate ¾ International Studies ¾ ¾ Engineering ¾ Law ¾ Etc. ¾ Etc.
Data Driven New Audience Outreach
Data Driven New Audience Outreach
Building Block 4 Building Block 5 Prospecting ‐ 2ndParty Data g Prospecting – Third Party DataBuilding Block 1 Building Block 2 Building Block 3 Frequency Audience
Segmentation
Data Collection –
Use Of Third Party Data To Reach Your Audience
• Behavioral Targeting – direct ads to those people actively searching and visiting sites relevant to Higher Education o Purchase “uniques” or cookies provided by third party providers – Blue Kai • Keyword Targeting – contextually direct ads to site pages than contain the keyword or phrases you wish to be associated. • Use of online data sources is expanding rapidly; expensive relative to benefit • Data’s role in the online display economy is integral – yet, still largely developmental • Look to proven – traditional – data sources to pinpoint your audienceCase Study of Applying 3
rdParty Data “offline” To Reveal Audience
Case Study of Applying 3 Party Data offline To Reveal Audience
Objective: Build a digital program to reach concentrated geo’s of students that: 1) academically qualify for admission, and… 2) have the financial means to afford a college education. Solution: • Run a statistical analysis of over 50,000 high school names from Carnegie database based on GPA and Test Score dataGPA and Test Score data
• Weight this sample group to represent the population of each state
• Run data through PRIZM segmentation software to determine dominant characteristics
• Merge Dominant characteristics into database of 30,000+ zip codes appended by selected data • Create index driven database for quick sort capability by Geo
Match Audience Target To Geography
Primary Clusters Lake County, IL Target
Match Audience Target To Geography
Match Audience Target To Geography
Primary Clusters Lake Zurich ‐ 60047
Match Audience Target To Geography
Match Audience Target To Geography
Primary Clusters Lake Zurich ‐ 60047
Match Audience Target To Geography
Match Audience Target To Geography
Primary Clusters Lake Zurich ‐ 60047Lake County, IL Target
Match Audience Target To Geography
Reach Your Audience Through Lifestyle Attributes
Building Block 7 New Audience Outreach Building Block 5 Building Block 6 Lifestyle New Audience Outreach 2nd Party Data g New Audience Outreach 3rd Party DataBuilding Block 1 Building Block 2 Building Block 3 Frequency Audience
Segmentation
Data Collection –