Mobile Marketing Association Winning the Mobile Game
Nov 01, 2014
Mobile Marketing Association
Winning the Mobile Game
Mobile Marketing Association
AGENDA
• 7:30 AM - 7:45 AMIntroductions
• 7:45 AM - 8:15 AMFrom Web Analytics to Customer Intelligence & Beyond
• 8:15 AM - 8:55 AM: PANEL What you can learn from mobile gamers
• 8:55 AM - 9: 00 AM:Questions and closing comments
Mobile Marketing Association
Speakers
• Dan Kimball, Chief Marketing Officer – Kontagent
• Rand Schulman, Co-Founder/ Emeritus Director - Digital Analytics Association; Analytics Executive
• Josh Williams, President – Kontagent
• Rob Carroll, Chief Mobile Officer – 5th Planet Games
Mobile Marketing Association
The Evolved Customer: From Web Analytics to Mobile Intelligence
Rand Schulman
Mobile Marketing Association
Mobile Marketing Today is Like Web Marketing in 1997 – And We Know What Happened!
• Good news - 93% of the responders* use Web Analytics!
• Mixed news - yet few optimize Mobile and Cross Channel Analytics and less than 30% have any clear objectives
• So, where do we go from here? Will it be another 15 years?
*According to a soon to be released Incisive Media-ClickZ / Efectyv Marketing survey of almost 250k readers/ conference attendees –
Mobile Marketing Association
Why Now? New Breakthroughs Create New Challenges – Analytics Critical
• Offline Direct Marketing Insights Drove Web Analytic Developments in the Mid 1990
• Today Technology enablers – Big Data / Cloud / CPU / Bandwidth advancements - real-time empirical data
• Converged Workflow People - Digital Marketing - becoming more like Direct Marketing creating a new role definition for the “Marketer”
• Gamers taught us that APP Engagement is Key –– Law of Large numbers means / rapid A/B/M testing – Optimization – Greater engagement / greater conversion to intent
7
THINK DIFFERENT.ly
Mobile Marketing Association 2
Brands are becoming more customer-centric. Mobile is at the center of this relationship.
Mobile Marketing Association 3
But…Brands need customer insights to build meaningful, memorable and valuable lifetime experiences. Think Amazon…
Mobile Marketing Association 4
Creativity without Conversion = Zero
•Identify your Business Goals - just like offline and Internet
•Monitor, measure and maximize – Become a Content Engineer
Mobile Marketing Association
How Do You Define Customer Value and Conversions?
… And How Do You Plan to Measure Success?
16
Customer
Profitability
- Acquisition Costs vs Lifetime Value - App Efficiency
Customer
Monetization
- Revenue - Lifetime Value
Customer
Engagement
- User Experience - Retention - Loyalty Metrics for Success:
Cost/Install, Profit/Install, Revenue/Customer, LTV/Customer
Metrics for Success:Revenue, Revenue/Customer, Lifetime Value
Metrics for Success:Retention, Stickiness, Funnel Conversions, Event Timeline Flows
Mobile Marketing Association12
“We’re an analytics company masquerading as a games company.”
Ken Rudin Vice President, Analytics & Platform Services
Source: WSJ
Mobile Marketing Association
Greater APP Engagement - 183% Increase in ARPU* in less than Two Months for Gaia**
• How effective are my ads in reach?• What is the quality & age of users from
different countries?• What is my campaign performance by
partner and country tier?• How are my users performing
APP post install?*Average revenue per user ** 1 million post per day, 7 million Unique per mo, 26 million reg. users
www.kontagent.com
LTV Dashboard
Mobile Marketing Association
Gamification: Beyond Gamers – A Rush Towards Customer Engagement
• Consumer – Verizon seeing increase of 30% time on site time (goal increase
revenue, decrease cost)– San Diego Power and Gas and OpsPower (decrease cost)– Samsung – Increase of 200% per month site user engagement
(reviews/revenue)• Content & Media companies have seen 30-40%* increase in Reader
interactions (goal - increase revenue)– USA Networks 130% increase Page Views 40% Return Visitors
• Health care – Aetna / Kaiser seeing 50%* increase in “healthy actions” (goal – decrease in cost)
• * Deloitte Review The Engagement Economy 2012
Mobile Marketing Association
• Measure LTV• Measure viral factor and channel
attribution - • Understand Correlation and
Causality • Test and Optimize
Mobile - Part of “Omni Channel” Metrics - The ROI of Mobile
Mobile Marketing Association
What’s Next - Where Do We Go From Here?
• “Privacy is dead – Get over it” – Scott McNealy . Your kids have! • AI will play a major factor driving solutions (Siri)• Relevance Bubbles
– You will find content based on your social graph (pull)– Information/Brands will find you (push)
• Relevance Fences– Hyper -local targeting for Search, Ads, and Brand Engagement
• New technology allows Consumers to be “Always On” with multi Screens
• Relevance Gates – Omni Channel Data will merge consumer experience between bricks
and clicks
Mobile Marketing Association
In Summary: What Should You Do Now?
• Remember to Walk before you Run! Start with manageable definable projects and objectives.
• You need applications that will allow you to Collect/Track Behavioral data:– Select Best–of-Breed applications that solve Point Pain for Roles. – Be careful of vendor hype – “One throat to choke”!
• Measure Results and Optimize process– not enough to just capture data; you need to be prepared for meaningful analysis
of the results. Return on investment assumptions should be thought of beyond simple project dollars spent. Develop formulas to measure the long-term value of more engaged or loyal customers across new channels – and Enterprise Systems of Record
• Who/How? Think of “The New Marketer” as The Content Engineer– a multi-disciplinary team that includes business-line strategists and managers,
along with social scientists, marketers, game designers, programmers and those with data analytics expertise
Mobile Marketing Association
AGENDA
• 7:30 AM - 7:45 AMIntroductions
• 7:45 AM - 8:15 AMFrom Web Analytics to Customer Intelligence & Beyond
• 8:15 AM - 8:55 AM: PANEL What you can learn from mobile gamers
• 8:55 AM - 9: 00 AM:Questions and closing comments
Mobile Marketing Association
Speakers
• Dan Kimball, Chief Marketing Officer – Kontagent
• Josh Williams, President – Kontagent
• Rob Carroll, Chief Mobile Officer – 5th Planet Games
Mobile Marketing Association
Q & A