Adometry CMO Casey Carey delivered this presentation at the 2013 iMedia Brand Summit in a session titled "Connecting the Dots Between Online Media and Offline Purchases".
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Connecting the Dots Between Online Media and Offline Purchases
1. Exploring the Business Value of Cross-
ChannelAttribution and Optimization
August 26, 2013
for
Connecting the Dots Between Online
Media and Offline Purchases
Casey Carey
CMO
@caseycarey
3. 3
And Now a Word from Our Sponsor
•What we do…
We power more intelligent marketing
•How we do it…
By providing advanced marketing attribution
and optimization solutions
•Our customers…
For 70+ brands and their agency partners
primarily in the auto, telecom, technology,
travel & leisure, FSI, and retail verticals
•You should care because…
Remarkable results – on average 20-40%
improvement in marketing ROI
@caseycarey
#iMediaSummit
6. 6
to succeed, modern marketers
must increasingly…
become
data-driven,
but there is a
data deluge.
understand the
customer
journey,
but it is
becoming more
complex.
be multi-channel
in our approach,
but we organize
and measure in
silos.
8. 8
How Does This Sequence of
Events…
Impact This?@caseycarey
#iMediaSummit
9. 9
Attribution Model
• Rules-based (event or
fractional)
• Click-based
• Digital-centric
Conversion Events
• Online only
Actionability
• Inconsistent metrics
• Measures “What
happened?”
Today’s Approach Has Limitations
10. 10
Data-driven, probabilistic
model
Leverages user-level
interactions including
impressions
Full-funnel view of media
performance
Includes both online and
offline conversion events
Advanced Attribution Provides
Greater Clarity Into Performance
12. 12
Connecting Offline Conversions
to Online Media
CRM, POS,
and Call-
Center Data
Offline to
Online
Match
Advanced
Attribution
Optimization
@caseycarey
#iMediaSummit
17. 17
Channel Performance
•Conversion to
Cost Index
•Display – 1.1
•PPC – 0.07
•Email – ???
Shift Budget from PPC to Display
DisplayPaidSearch
OrganicSearchDirectNavigation
Email
18. 18
Display Geo Performance
Conversion to
Cost Index
SFO – 0.51
NYC – 0.55
LA – 0.81
CHI – 1.18
ATL – 1.19
DC – 1.30
Re-Balance Display by Geo
Chicago
Atlanta
SanFrancisco
NewYork
LosAngeles
WashingtonDC
19. 19
Paid Search Performance
Conversion to
Cost Index
Brand – 2.35
General – 2.16
Category 1– 0.73
Category 2 – 0.20
Category 3 – 0.90
Adjust Bid Strategy Based on #s
Category1
Category2
Category3
general
brand
23. 23
Key Takeaways
•Adapt KPIs to purchase paths
• Each vehicle has a unique role
• Optimal use of each vehicle may require a
rethinking of metrics
•Leverage advanced attribution data in
regular reporting/analysis
• Attribution data can eventually replace
much reporting, but will always add insight
into existing data sources
@caseycarey
#iMediaSummit
“Last Touch” story is incomplete and Advance Attribution tells a more complete storyHow to actually apply Attribution data to optimize campaigns?You can’t buy a sequence, so how can marketer’s properly optimize the entire purchase path?Scion has come to depend on Adometry’s Attribution data to properly allocate dollars and assign KPIs to each vehicle based on each vehicle’s unique ability to performCut tether from One-Metric-Fits-All OptimizationOptimize metrics based on position in the purchase path
1st click or last click doesn’t adequately represent the reason behind the conversionAn outdated standard that’s outlived it’s usefulnessA simplistic view that only looks at a first or last navigation pointMulti-Touch Attribution looks at the entire stream of media influencing the conversionAllocates credit to the driving forces behind the conversionProvides a more accurate and holistic viewImproves performance of in-flight campaigns by 20-40%A few differentiating factors when considering MTA…Data driven methodology vs pre-determined weightsLeverages all user level dataConsiders and incorporates influences of offline media
Slide Message Objective:Key Talking Points:LiveRamp matches household info (name, address and/or email) to anonymous cookies synched with Adometry’s cookiesMatch rate is typically 30% - directional valid sample
Video’s value is not at the end of the purchase path, but at the TOP of the funnelWithout attribution, many high impact vehicles like video simply don’t appear to generate sufficient ROASAttribution allows Opti to make a favorable ROI case for video which supports both brand and response goalsVideo’s true ROI matters to Scion because high impact creative has always been brand-appropriateUnder a last-touch model, we lose significant opportunities to leverage all our brand assets
Video’s value is not at the end of the purchase path, but at the TOP of the funnelWithout attribution, many high impact vehicles like video simply don’t appear to generate sufficient ROASAttribution allows Opti to make a favorable ROI case for video which supports both brand and response goalsVideo’s true ROI matters to Scion because high impact creative has always been brand-appropriateUnder a last-touch model, we lose significant opportunities to leverage all our brand assets