Beyond the Click: Display Metrics for Demand Marketers [PowerPoint]
Post on 08-May-2015
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Beyond the Click: Display Metrics
forDemand Marketers
Presented by: Mani Iyer | CEO @ Kwanzoo
@iyermani
#demandgen
OBJECTIVES
Webinar Objectives
• Educate Demand Marketers on new display opportunities using rich media, integrated with first party data (MAP, CRM)
• Share tips, tricks, best practices for effective display & retargeting campaigns.
AGENDA
1. Display Advertising & Retargeting Landscape
2. Running Display & Retargeting: Today’s Key Metrics
3. Introducing Rich Media Ads: More Metrics, Deeper Insights
4. How to Prioritize Display & Retargeting Campaign Opportunities (and Continuously Optimize)
5. Questions
Display Advertising & Retargeting Landscape
Other Networks
Retargeting
Exchanges / RTB
B2B Audiences
See kwanzoo.com/solutions/display-retargeting/supported-networks-exchanges/
Display Ad Sizes
There are many standard sizes defined by the Interactive Advertising Bureau (IAB):
• leaderboard (728x90) = 728 pixels wide, 90 pixels high
• medium rectangle (300x250) most available inventory across ad sizes
• Other common sizes • 300x600 • 160x600• 180x150
• mobile ad sizes (iPhones, Androids, iPads)• 468x50• 300x50 • 320x50
Types of Display Ads
Ad Formats • banner ads / image ads / flat ads - simple images (PNG, JPG)
• rich media ads - Flash-based or Dynamic HTML-based. Ads can have forms for lead capture, polls for gathering insights, etc.
Running Display Campaigns: Today’s Key Metrics
• Conversion - turning an unknown user into a known prospect (first name, last name, email, company, etc.)
• Landing Pages - where conversions typically happen today• user clicks on a flat ad, then are redirected to the landing page
• Click Through Rate (CTR) • getting users to click through the ad to your landing page.
Kwanzoo’s Cloud-based Rich Media Platform
Do-It-Yourself (DIY) platform for marketers Out-of-the-box Integration
Certified rich media ad platform on Google Display Network (GDN), DoubleClick Ad Exchange (AdX) and Google AdMob
Certified on 3rd party ad networks, re-targeting platforms, ad exchanges
Rich Media Ads: Capture Leads without Landing Pages with In-Banner Lead Forms
In-Banner Lead Form – User Experience – Step 2
In-Banner Lead Form – User Experience – Step 3
Boost top-of-funnel leads with in-banner lead forms
A/B testing showed over 30% higher lead conversions
BEFORE:
Multi-step engagement & conversion – all inside a display ad. No Landing Page
Needed.
Top-of-Funnel: Boost Leads with Video Lead Form Ads
• Link in your marketing or training video from Youtube
• Capture leads in the retargeted ad, store directly into your MAP or CRM
1. Video 2. Overlay banner
3. Lead form
4. Thank you screen
(Optional) Front Screenwith title and webinar pitch
collect registrations in Signup Screen
Capture Registration Data directly into Citrix GoToWebinar,
MAP or CRM
Top-of-Funnel: Webinar sign-ups directly inside ads
A/B Testing Lead Form Ads
Multiple Front Screen Creatives
Front Screen 1 Front Screen 2 Front Screen 3
Front Screen 4
All creatives served on a rotating basis, leading to the same Sign-up Screen creative
Signup Screen
A/B Testing Lead Form Ads
Single Sign-up Screen Only
Creative 1 Creative 2 Creative 3
Rich Media Ads – Key Metrics Beyond CTRs
Basic metrics include:
• Impressions – # times the video lead form ad is served• Engagement – the First Click on the lead form ad• Lead Captures – complete form fills on Lead Form screen• Clicks – the click on the call-to-action on the Thank You screen
that is presented after the Lead Form screen
Lead Form Ads – Deeper Insights
View detail stats including:• impressions• viewable impressions• partial form fills • lead captures
• %engagement / impressions• %engagement / viewable
impressions• video play duration for each
engagement (video lead form ads)• %video play / total video duration
Closed-Loop Reportingintegrated with MAP/CRM
Measure Impact Increased lead conversions Pipeline acceleration Increased closed/won deals
Suspect InquiryMarketing
QualificationSales
QualificationCustomerMarketing
Marketing Automation (MAP) / CRM
Rich Media Campaigns Across Your Demand Funnel: Optimize Your Complete Lead Management Process
Top of Funnel:
Increase display ad conversions w/ in-banner forms & video lead form ads
Boost retargeted ad conversions with in-banner forms & video lead form ads
Site & Email retarget across 3rd party sites
Mid Funnel:
Improve nurture programs across email & display ads w/ rich media polls
Site, Email & CRM retarget known prospects
Dynamic, persona-based & account-based ads
Lower Funnel:
Upsell/cross-sell with rich media polls & CRM retargeting
Dynamic, persona-based & account-based ads
How To Prioritize Display / Retargeting Opportunities
1. Site Retargeting - Prior site visitors, tracked through cookies on their browser.
2. Email Retargeting – Prospects with email addresses. Matched using 3rd party cookies.
3. Account-based Targeting - Target list of companies. Matched to IP-address blocks first. Ads served to IP blocks.
4. CRM Retargeting – Prospects tracked using their physical mailing address. Matched using 3rd party cookies.
5. Direct Buy on Publisher Sites – Verified strong audience match through test campaign(s). CPM or Fixed CPL Buys.
6. Audience Targeting via RTB / Buy-side Platforms – Takes the longest to run and optimize. Use to identify new direct buy sources.
Use Engagement Details to Optimize Future Campaigns
Details on each prospect engagement
Engagement Details Report V2
We will also report on:
• Creative name which specific creative content / copy worked when you were A/B testing multiple creative?
• Conversion? did this specific engagement result in a lead capture?
• User information off the IP address• Organization – company e.g. Ford• IP Domain – company domain e.g. Ford.com• City – e.g. Detroit• State – e.g. Michigan• State Code – e.g. MI• Zip Code – e.g. 55555• Country – United States• Country Code – e.g. US• Continent – North America
More Analytics – Interactive ChartsCompare Different Metrics – Impressions Served By Day, Impressions to Engagement, Impressions to Lead Captures, and more.
Build Your Rich Media Ad in 3 Easy Steps!
1. Select rich media ad
2. Customize
3. Run, Optimize
Questions?
Phone: 408-216-7025Email: info@kwanzoo.comTwitter: @kwanzoo @iyermani
Resources:http://www.kwanzoo.com/integrations/kwanzoo-analytics/
http://www.kwanzoo.com/resources/faq/display-campaign-planning-faq/
http://www.kwanzoo.com/resources/faq/site-retargeting-planning-faq/http://www.kwanzoo.com/resources/faq/email-retargeting-planning-faq/http://www.kwanzoo.com/resources/faq/crm-retargeting-planning-faq/
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