This presentation is from Affiliate Summit East 2014 (August 10-12, 2014 New York City).
Session Description: Sustained growth for large programs requires focus, discipline and creativity. How do you steam forward to build and maintain your competitive edge while avoiding the headwinds and other obstacles?
2. Full Speed Ahead: Accelerating Your Program 2
The eBay Steamliner
149M active eBay buyers $62B ECV in Q2
Mobile up 68% YoY$12B in mobile revenue in Q2
Mobile = 20% of volume
260M+ mobile app downloads to date
6.6M new customers acquired via mobile in Q2
Cross-border trade = 22% of ECV in Q2
300k ePN websites
3. Full Speed Ahead: Accelerating Your Program 3
…it’s a journey, not a sprint
Building an enduring, high-growth affiliate program…
4. Full Speed Ahead: Accelerating Your Program 4
Our Ecosystem Today
Buyers
CUSTOMERS
Sellers
PublisherseBay
Helping customers achieve
their goals
Getting a deep understanding
of customers
ePN helping publishers achieve their goals
5. Navigating the Industry Sea Change 5
ACCELERATE
And
FINE TUNE
PATCH
any
HOLES
REPOSITION
to
CATCH WIND
The Journey
STAGE ONE STAGE TWO STAGE THREE
6. Accelerate: Optimizing and Scaling
6Navigating the Industry Sea Change
MULTI-CHANNEL MULTI-DEVICE
GLOBAL BUSINESS MODELS
7. Navigating the Industry Sea Change 7
ALLOCATING
RESOURCES
ALIGNING
ROADMAP
FUELING
EXPANSION
Fine Tune: Charting the Plan
RALLYING THE
CREW
REMOVING
ON-BOARDING
FRICTION
8. Navigating the Industry Sea Change 8
Fine Tune: Building a Tailwind
ACTIVATE
AND
ENGAGE
IDENTIFY
GAPS AND
OPPORTUNITIES
STRENGTHEN
THE
PIPELINE
9. Navigating the Industry Sea Change 9
Identify Gaps & Opportunities
MOBILE
EXISTING
PARTNERSHIPS
PILOTS
11. Full Speed Ahead: Accelerating Your Program 11
Identifying Opportunities: Mobile
22%
of web traffic is via a
mobile device
$20
billion
generated by eBay in 2013
through mobile devices
22%
of the global population
owns at least one
mobile device
40%
of GMV in Q4 2013
involved a mobile
touch point
18%
of ecommerce sales are
delivered through mobile
devices
12. Full Speed Ahead: Accelerating Your Program 12
Identifying opportunities: Mobile
Publisher
Mobile App
Publisher
mWeb
AUTO
REDIRECT
mWeb
App
13. Navigating the Industry Sea Change 13
Strengthening the Pipeline
UNIQUE
PARTNERSHIPS
RECRUITMENT NEW BUSINESS
MODELS
WORK WITH
STRATEGIC
PARTNERS
REINVEST IN
PUBLISHERS
14. Navigating the Industry Sea Change 14
Activate & Engage: Demand Meets Supply
SOURCING
ADVERTISER
INVENTORY
MATCHING
SUPPLY WITH
DEMAND
UNDERSTANDING
WHERE TO
ADVERTISE
UTILIZING
TOOLS
TIMELY, RELEVANT
OFFERS
15. Navigating the Industry Sea Change 15
Activate & Engage: Use Pricing as the Rudder
TESTING
INCREMENTALITY
UNDERSTANDING
OUTCOMES
CUSTOMER
LIFETIME VALUE
PRICING
SIGNALS
16. Navigating the Industry Sea Change 16
Role of the Publisher
FILL THE GAPS
EXPLORE NEW
AREAS
EXPRESS
STRENGTHS
FIND THE BEST FIT
BE CLEAR ABOUT
NEEDS
BE A STRATEGIC
MARKETER
OPERATIONALIZE
OPPORTUNITIES
WORK AS A
TRUE PARTNER
149 million active eBay buyers (current)
$62 bil ECV (Q2)
Mobile up 68% (YoY)
$12 bil in mobile revenue (Q2)
Mobile = 20% of volume (current)
260 million+ mobile app downloads (to date)
6.6 mil new customers acquired via mobile (Q2)
Cross-border trade is 22% of ECV (current)
300k ePN websites (current)
For large programs, it’s a journey – not a sprint
In Q1 2014, eBay Marketplaces reported 145 MILLION active buyers worldwide
$212 billion in commerce in 2013
More stats: http://www.ebayinc.com/in_the_news/factsheets
Stage one
For us was to fundamentally look at the program holistically, top to bottom. Our first step was to rebuild our team with the right talent (2013), reaffirm our Value Proposition… fill in the big holes in our program. In our case it was policy and pricing
Stage two
Find your growth drivers… do a lot of research… understand your levers and start to test them. In our case, it is small scale (via pilot), prove it out, measure it.
Stage three
Refine your processes, automate and scale.
Optimize then scale
eBay and other large advertisers are starting to move full steam in areas that were previously unreachable
Multi-channel – marketing channels, social
Being successful includes taking a holistic view of the journey
-Aligning roadmap with top priorities
-Fueling expansion of and investment in partners that can best help propel
-Rallying the crew to build the “A” team of publishers
-Removing on-boarding friction
-Curating to match the right offer with the right publishers
Getting into the hull to mine insights into how move nimbly when changing directions.
-Here are some opportunities we have identified and how publishers can get on board:
-Strengthening the pipeline
-Identifying gaps/opportunities
-Activation and engagement
Mobile AppLanding Page
Datafeed (Custom)
Offer Selection and Testing
Curation
-Small advertisers can fail and try something else - large advs have to start off small to prove value, justify capabilities, scale up
-Have to show that there’s something scalable/generalizable
-Viglink pilot/results; any other examples
-Big idea with high velocity, requires development and time
-Tracking
-Customer journey
-Hybrid landing pages
By developing a mobile strategy that enables you to deliver a seamless experience across any device, you’ll be more likely to increase reach and conversions, thus increasing your affiliate earnings.
eBay Marketplaces is a leader in mobile commerce. No other commerce provider has delivered as many innovations across as many devices in as many countries as we have.
Top opportunities based on eBay mobile sales
22% of ePN publishers say mobile is the most important factor in their 2014 growth strategy
57% of ePN publishers have a mobile-optimized site
29% of those without plan to implement a solution within the next six months*
*results of ePN publisher survey
Pilots & scaling
-Mobile-optimized pages, responsive design
-App to app, cross-device
Tracking
Customer Journey
Landing Pages
-Recruitment: large advertisers have more scrutiny on bottom line, types of tactics – you can paddle faster but won’t get much speed – focus on proactive engagement i.e. top reasons to join ePN, emails, 1:1 outreach, mass marketing, targeted emails
-New business models (i.e. loyalty – expanding view to how to make it work with different business models. Not “do” we work with x, but “how” do we work with x).
-Unique partnerships i.e. SAP Pilot
-Reinvesting in publishers / business models best for growth
-Working with strategic partners (i.e. ePN + EEAN), cross-promoting
-Role of the advertiser to make the best use of the traffic that gets sent from publishers
-Understanding publisher requirements and what they need to be successful
-Working with publishers to customize solutions, bending rules when it makes sense
-If you’re willing to get creative, you can blaze new trails
-Looking at the entire customer journey
-Hybrid landing pages
-A/B testing
-Conversion optimization
-Offers, inventory
-Matching supply with demand to make sure you’re complying with the needs of your publisher
-Understanding where we can advertise (ex: SlickDeals homepage, what works for the customer)
-Sourcing advertiser inventory (ex: deals adjusted to time zones, what is a hot deal, calls to action, etc)
-Timely/relevant offers
-Tools (i.e. feeds)
How you price steers what you get – pricing is rudder/lever
Four steps - Understanding what actions/outcomes you want, customer lifetime value, testing incrementality & incentives, providing publishers with pricing signals – what do you want them to promote
Incrementality: Transaction would NOT have happened without a click
Incrementality is NOT: lift: How much more traffic/sales did the marketing drive? Attribution: Which source is responsible for a sale?
-More to it than just driving volume
-What is a publisher going to do to drive incremental growth?
-Going big requires work and effort: big effort + big programs = big payouts
-Requires a deep understanding of advertisers valuation model, how we look at incrementaility
-New realities of a changing industry
-Ex: verticalized sales and events – sharing offers on a more targeted, personalized view. Which pubs are driving higher than average sales, provide specific/direct offers
-Understand that advertisers are looking to work with specific pubs that get them access to audiences where they have gaps
-Be willing to explore new areas – pilots.
-Be willing to express what assets/strengths you have best work with advertisers/networks
-Research and join programs that best fit
-Be clear about your needs and when you need it, how you need it, how advertisers can adapt processes for you
-Be a strategic marketer and think about the entire process - targeting, knowing your audiences
-Operationalize the opportunities: Prioritize key opportunities in the development cycle
-Work with advertisers as true partners
-Publishers of any size can benefit as long as they are working with the right networks/advertisers in mutually beneficial, incremental ways