Today’s column is written by Chris O’Hara, vice president of strategic accounts at Krux.
With companies like Kraft and Kellogg’s starting to leverage the programmatic pipes for equity advertising, we are starting to hear a lot of buzz about the potential for “programmatic branding,” or the use of ad tech pipes to drive upper-funnel consumer engagement.
It makes sense. Combine 20 years in online infrastructure investment with rapidly shifting consumer attention from linear to digital channels, and you have the perfect environment to test whether or not digital advertising can create “awareness” and “interest,” the first two pieces of the age old “AIDA” funnel.
The answer, put simply, is yes.
Online reach is considerably less expensive than linear reach, and we are starting to have the ability to reliably measure how that brand engagement is generated. Marketers don’t just want an “always-on” stream of brand advertising that comes with measurement – they also need it. With attention rapidly shifting from traditional channels, investments in linear television are starting to return fewer sales.
But most marketers are just starting to gain the digital competency to make programmatic branding a reality. That competency is called data management – the ability to segment, activate and analyze consumer audiences in a reliable way at scale.
The most fundamental problem with digital branding is that it is truly a one-to-one marketing exercise. If we dream of the “right message, right person, right time,” then matching a user with her devices is table stakes for programmatic branding. How do I know that Sally Smith on desktop is the same as Sally Smith on tablet?
Cross-device identity management is the key. Device IDs must be mapped to cookies, other mobile identifiers and Safari browser signals to get a sense of who’s who. Once you unlock user identity, many amazing things become possible.
Global Frequency Capping
One of the reasons programmatic branding has yet to gain serious ground with marketers is because of waste. This is both real, including all those wasted impressions due to invisible ads or robotic traffic, and perceived, such as impressions that are ineffective due to frequency issues.
Smart technology and market pricing solves the first problem, while data management solves the second. Assuming the marketer understands the ideal effective frequency of impressions per channel, or on a global basis, a DMP can manage how many impressions an individual sees by controlling segment membership in various platforms. Let’s say, for example, the ideal frequency for cereal advertising aimed at moms is 30 per day across channels. The advertiser knows showing fewer than 30 impressions reduces effectiveness, while more than 30 impressions has a negligible impact. Advertisers using multiple channels, such as direct-to-publisher, plus mobile, video and display DSPs, are likely overserving impressions in each channel and possibly underserving in key channels like video. Connecting user identity helps control global frequency and can save literally millions of dollars, while optimizing the effectiveness of cross-channel advertising.
If “right person” technology is enabled as above, the next logical step is to try and get to “right place and right time.” Data management can enable this holy grail of branding, helping marketers create relevance for consumers as they embark on the customer journey. What brand marketers have dreamed of is now possible and starting to happen.
Dad, in the auto-intender bucket, is exposed to a 15-second pre-roll ad before logging into his newspaper subscription on his tablet in the morning. The message is reinforced by more equity display ads he sees in the afternoon at work. And while checking messages on his mobile phone on the way home, he receives an offer for $500 off with a qualified test drive. After Dad hits the dealership and checks in through the CRM system, he receives an email thanking him for his visit and reminding him of the $500 coupon he earned.
These tactics are not possible without tying user identity and systems together. Doing so not only enables sequential messaging, but also the ability to test and measure different approaches through A/B testing.
How about attribution? It’s impossible to perform cross-channel attribution without knowing who saw what ad. At the end of the day, it’s really about the insights.
Procter & Gamble is famous for spending millions of dollars every year to understand the “moment of truth,” or why people choose Tide over another detergent. Although they know consumer segmentation and behavior better than anyone, even the biggest brand marketers struggle to gain quality insights from digital channels.
Data management is starting to make a more reliable view possible. Brand advertising is just another form of investment. Money is the input. The output is sales and, just as important, the data on what drove those sales. In the past, brand marketers relied on panel-based measurement to judge campaign effectiveness. Now, data management helps brands understand which channels drove results and how each contributed.
It is early days for truly reliable cross-channel attribution modeling, but we are finally starting to see the death of the “last-click” model. Smart marketers use data to author their own flexible attribution models, making sure all channels involved receive variable credit for driving the final action. In the near future, machine learning will help drive dynamic models, which flex over time as new signals are acquired. We will then start to see just how effective – or not – tactics like standard display advertising are for driving upper-funnel engagement.
Is 2015 the year for programmatic branding? For marketers that are leveraging data management to enable the best practices outlined above, the answer is yes. The more accurately marketers can map online user identity and understand results, the more investment will flow from linear to addressable channels.