IS TARGETING KILLING ADVERTISING? HOW TECHNOLOGY IS CHANGING CONSUMERS’ RELATIONSHIP WITH ADVERTISING AND WHAT WE SHOULD DO ABOUT IT Dan Plant, Group Strategy Director and Real Time Planning Director – MEC UK @dnplnt www.thedrum.com/content/dan-plant
34
Embed
What is the Effect of So Much Consumer Targeting? - Digiday Programmatic Rome, 11/11/15
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
IS TARGETING KILLING ADVERTISING? HOW TECHNOLOGY IS CHANGING CONSUMERS’ RELATIONSHIP WITH ADVERTISING AND WHAT WE SHOULD DO ABOUT IT Dan Plant, Group Strategy Director and Real Time Planning Director – MEC UK @dnplnt www.thedrum.com/content/dan-plant
A CONTROVERSIAL STORY IN 3 PARTS
2
HYPOTHESIS
Targeting could be making
advertising less valuable
SO WHAT?
Some ideas about the future of targeting and programmatic
EVIDENCE
The changing relationship of
consumers with advertising
PART 1 HYPOTHESIS
TOO MUCH TARGETING IS MAKING ADVERTISING
LESS VALUABLE
HYPOTHESIS:
WE OFTEN TALK ABOUT AN INCREDIBLE FUTURE…
…AND IT IS CLOSER THAN WE MIGHT THINK
ADVERTISING HEAVEN
ADVERTISING HELL? OR
OR IS IT ADVERTISING AT ALL?
WE BELIEVE IN THE RIGHT TOOL FOR THE RIGHT JOB
MOMENTUM
AND NOT ALL OF THOSE TOOLS ARE “ADVERTISING”
“ASSYMETRY OF INFORMATION” MEANS WE DO NEED SOME BROADCAST ADVERTISING
SELLER KNOWLEDGE
BUYER KNOWLEDGE KNOWLEDGE GAP
KNOWLEDGE GAP Sellers Product Service, Features,
Benefits and Capabilities
Buyers Application, Needs and
Requirements ADVERTISING SIGNALS
Source: George Akerlofs “A Market for Lemons” 1970
Davis, Kay & Star 1991
“IT IS NOT SO MUCH THE CLAIMS MADE BY ADVERTISERS THAT ARE HELPFUL BUT THE FACT THAT THEY ARE WILLING TO SPEND EXTRAVAGANT SUMS THAT IS INFORMATIVE”
OR TO PUT IT ANOTHER WAY…
“IT IS THE WASTE THAT DOES THE
WORK”
SO WHAT DOES THIS SIGNAL TO ME?
1) A highly targeted advert will have a higher response rate and ROI than a less targeted one
2) An ecosystem where all ads are highly targeted will decrease in value for advertisers because it
can no longer generated trusted signals
BOTH OF THESE STATEMENTS CAN BE TRUE
BUT
PART 2 EVIDENCE
THE LEAST TRUSTED MEDIA ARE THE MOST TARGETABLE MEDIA
Source: Nielsen Global Trust in Advertising Survey
% WHO COMPLETELY OR SOMEWHAT TRUST ADVERTISING FORMAT
IT GETS WORSE IN MORE SAVVY MARKETS
MOST CONSUMERS TELL US THAT THEY DON’T WANT ADS TO BE TAILORED
Source: Americans Reject Tailored Advertising and Three Activities That Enable It: University of Pennsylvania 2009
AND THE MORE CONSUMERS HEAR ABOUT TRACKING, THE LESS THEY LIKE IT DESIRE FOR TAILORED ADS DECREASES WHEN TRACKING IS UNDERSTOOD
Source: Americans Reject Tailored Advertising and Three Activities That Enable It: University of Pennsylvania 2009
AND AS TRACKING AWARENESS HAS GROWN, SO HAS ADBLOCKING
19
EU Cookie law put into
practice May 2012
PART 3 SO WHAT?
WELL THANKS….
21
THERE IS A LOT THAT BROADCAST “ADVERTISING” IS INEFFICIENT AT
TIMING CONTEXT
AND IN A WORLD OF FINITE BUDGETS THE RIGHT KIND OF TARGETING IS ESSENTIAL!
AVOIDING PEOPLE WHO DEFINITELY WON’T BUY
YOUR PRODUCT
ONLY EVER TARGETING PEOPLE WHO DEFINITELY WILL BUY YOUR PRODUCT
BUT TARGETING EXISTS ON A SPECTRUM
TRYING TO SELL TO ABSOLUTELY EVERYONE
WE MUST USE THE RIGHT TARGETING FOR THE RIGHT TASK
MOMENTUM
TALK TO PRETTY MUCH EVERYONE TO SIGNAL QUALITY AND PLANT THE SEED ADVERTISING, SOCIAL, WOM, REVIEWS
HARVEST ANY PASSIVE STAGE BIAS AMONGST ACTIVE PURCHASERS DM, RETARGETING, CRM, PROGRAMMATIC
1
2
MY CHALLENGE TO YOU
MAKE BROADCAST MEDIA YOUR FRIEND
STARTERS FOR TEN
RETARGETING FROM BROADCAST NOT JUST DIGITAL - TV
RETARGETING FROM BROADCAST NOT JUST DIGITAL - OOH
OR, YOU COULD USE PROGRAMMATIC TO FIND A WHOLE NEW AUDIENCE
USING PROGRAMMATIC TO CHANGE EVERYTHING
SUMMARY 1. TARGETING IN MEDIA PLANNING IS NOT AN UNQUALIFIED GOOD &
SOME “WASTAGE” IS ESSENTIAL
2. FOR EVERY TARGETED IMPACT IN AN ACTIVE JOURNEY YOU NEED MANY BROADCAST ONES IN THE PASSIVE PHASE
3. BUT THE TECHNOLOGIES WE ARE DEVELOPING CAN HELP US CREATE CONNECTED HOLISTIC AND INSIGHT LED CAMPAIGNS LIKE NEVER BEFORE
THANKYOU Dan Plant Group Strategy Director and Real Time Planning Director – MEC UK @dnplnt www.thedrum.com/content/dan-plant