cómo construir marca utilizando la publicidad online
DESCRIPTION
Un clic significa nada. Un par de clicks no proporcionan ingresos y no crea valor de marca.TRANSCRIPT
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How to Build Brands Using Online Advertising:
Lessons Learned
IAB Chile Seminar on Interactive Marketing
Gian Fulgoni, Chairman, comScore Inc.
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2© comScore, Inc. Proprietary and Confidential.
Discussion
Online Advertising in Latin America
The Correct Metrics to Use to Measure Online Ad
Effectiveness
– Not the click
– Latency must be measured
Understanding the Media Plan Delivered
– Reach and Frequency Delivered
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3© comScore, Inc. Proprietary and Confidential.
Advertising Revenues in Latin America ($ Millions)
2008 2009 2010F
TV $10,075 $9,625 $10,842
Online (Search + Display) 1,509 1,691 2,066
Newspaper 2,912 2,644 2,797
Magazines 1,084 1,001 1,128
Radio 1,113 1,010 1,106
Outdoor 993 894 974
Total Media 17,687 16,864 18,913
Online as a Percent of Total Media 8.5% 10.0% 10.9%
Online Change, YOY 47.7% 12.0% 22.2%
Source: Magna Global
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4© comScore, Inc. Proprietary and Confidential.
Search Dominates Online Advertising Spending in Latin America:
How Do We Best Grow Display Advertising’s Share?
59%
41%
Search
Display
2009 Total Online Advertising Spending: $1.7 Billion
Source: Magna Global and IAB
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5© comScore, Inc. Proprietary and Confidential.
6% of Brand
Dollars
The Internet is lagging badly in capturing branding dollars
Source: Brand.net analysis based on data from Barclays Capital, Think Equity
Partners, LLC, and DMA
63%
37%
$91B
$55B
$6B
$18B
2009 US Measured
Media Spend: $147B
Bra
nd
ing
Dir
ec
t
Re
sp
on
se
30% of DR
Dollars
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6© comScore, Inc. Proprietary and Confidential.
The Correct Metrics to Use to Measure
Online Ad Effectiveness:
It’s not the Click!
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7© comScore, Inc. Proprietary and Confidential.
7
Powerful Platform: Global Panel of 2 Million Users:
150,000+ in Latin America
360° View of Consumer Behavior
Media
Exposure
Online / Offline
Transactions
Search
Behavior
Demographics
Life Stages
Streaming
Video
Web Visiting
and Viewing
The Only Global Measurement of
Audience and e-Commerce
41 Media Metrix Reported Countries
170+ Countries with Sample Presence
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8© comScore, Inc. Proprietary and Confidential.
Non-Clickers
84%
Clickers16%
Non-Clickers
68%
Clickers32%
Only 16% of internet users clicked on at least one display ad in
March 2009, down from 32% two years earlier
July 2007 March 2009
Source: comScore, Inc. custom analysis
Total U.S. Online Population July 2007 and March 2009 data periods
In the U.S., Half as Many Clickers on Any Ad in 2009 vs. 2007
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9© comScore, Inc. Proprietary and Confidential.
Ad Clickers Follow the 80/20 Rule
84%
8%
52%
15%
4%
26%
18%
4%
22%
67%
% Internet Pop % of Clickers % of Clicks
Heavy Moderate Light Non
Source: comScore, Natural Born Clickers (US), March 2009
• 84% of Internet users don’t click on ANY ads
• Despite comprising only 8% of the total online population, moderate
and heavy clickers account for 85% of all click-thrus
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10© comScore, Inc. Proprietary and Confidential.
Does the Click Tell Us Anything About Branding Impact?
Global Click Rates on Individual Campaigns are Pitifully Low
Source: DoubleClick DART for Advertisers, a cross section of regions,
January – December 2008
0.07%
0.08%
0.08%
0.08%
0.09%
0.10%
0.10%
0.10%
0.10%
0.11%
0.11%
0.12%
0.12%
0.12%
0.13%
0.14%
0.14%
0.14%
0.15%
0.16%
0.17%
0.18%
0.18%
0.20%
0.20%
0.21%
0.26%
0.29%
Norway
Ireland
Luxembourg
United Kingdom
Finland
Australia
Canada
Sweden
United States
Hungary
Switzerland
Denmark
France
Italy
Germany
New Zealand
Spain
Turkey
Austria
Netherlands
Belgium
China
Greece
India
Singapore
Hong Kong
United Arab Emirates
Malaysia
Worldwide Click-Through Rates*
*Click-through rates across Static Image, Flash, and Rich Media formats
0.07%
0.08%
0.08%
0.08%
0.09%
0.10%
0.10%
0.10%
0.10%
0.11%
0.11%
0.12%
0.12%
0.12%
0.13%
0.14%
0.14%
0.14%
0.15%
0.16%
0.17%
0.18%
0.18%
0.20%
0.20%
0.21%
0.26%
0.29%
Norway
Ireland
Luxembourg
United Kingdom
Finland
Australia
Canada
Sweden
United States
Hungary
Switzerland
Denmark
France
Italy
Germany
New Zealand
Spain
Turkey
Austria
Netherlands
Belgium
China
Greece
India
Singapore
Hong Kong
United Arab Emirates
Malaysia
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11© comScore, Inc. Proprietary and Confidential.
Display advertising’s early mistake:
Click is the wrong metric for measuring ad effectiveness
Does this one person’s click effectively reflect
the branding impact of exposing the other 999
people to the same ad?
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12© comScore, Inc. Proprietary and Confidential.
If Not The Click, Then What?
“A click means nothing. A click earns no revenue and creates
no brand equity. Your online advertising has some goal – and
it’s surely not to generate clicks. You want people to visit your
website, seek more information, purchase a product, become a
lead, keep your brand top of mind, learn something new, feel
differently, etc. Regardless of whether they clicked an ad or
not, the key is to determine how that ad unit influenced a
consumer to think, feel, or do something they wouldn’t have
done otherwise.”
John Lowell
SVP Director, Research & Analytics
Starcom
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13© comScore, Inc. Proprietary and Confidential.
Understanding Behavioral Impact Of Ad Exposure:
comScore’s Methodology
AD EXPOSED GROUP
BALANCED
UNEXPOSED GROUP
Site Visitation
Site Engagement
Search Behavior
Buying Behavior
LIFT METRICS
Test and control groups matched on
demographic and behavioural variables
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14© comScore, Inc. Proprietary and Confidential.
comScore “Whither the Click in Europe?”
Display Ads Lift Visitation to Advertiser Site Even With Minimal Clicks
Wk 1 Wks 1-2 Wks 1-3
2.01%
3.43%
4.45%3.99%
6.02%
7.71%
Time from first exposure
Time-Aligned Analysis
CONTROL TEST
Source: Average of 20 Studies Published in comScore’s “Whither the Click in Europe?” Feb 2010
Campaign Period Post-Campaign Period
4.03%3.53%
7.26%
6.05%
Analysis Period
Campaign/Post-Campaign Analysis
CONTROL TEST
% Lift: 99% % Lift: 75% % Lift: 73% % Lift: 80% % Lift: 71%
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15© comScore, Inc. Proprietary and Confidential.
Wk 1 Wks 1-2 Wks 1-3
0.81%
1.36%
1.80%
1.54%
2.56%
3.27%
Time from first exposure
Time-Aligned Analysis
CONTROL TEST
comScore “Whither the Click in Europe?”
Display Ads Increase No. of Trademark Search Queries Even With Minimal Clicks
Source: Average of 20 Studies Published in comScore’s “Whither the Click in Europe?” Feb 2010
Campaign Period Post-Campaign Period
1.15%
0.91%
2.72%
1.95%
Analysis Period
Campaign/Post-Campaign Analysis
CONTROL TEST
% Lift: 91% % Lift: 89% % Lift: 81% % Lift: 136% % Lift: 114%
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16© comScore, Inc. Proprietary and Confidential.
Over a 3 week period following display ad exposure, European audiences
show a higher lift in advertiser site visitation and trademark search than
their U.S. counterparts
European Audiences Show a Greater Response to Display Ad
Campaigns Than U.S. Audiences
Europe U.S.
73%
49%
Lift in Site Reach
Europe U.S.
81%
40%
Lift in Search Reach
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17© comScore, Inc. Proprietary and Confidential.
The .Fox U.K. Ad Studies
Objective:
Partnering with .FOX Networks, comScore examined the effectiveness of display vs.
video ad formats as well as the frequency of exposure to the campaign ads
Methodology:
Four U.K. campaigns were examined from different sectors (Travel, Finance,
Government and Utilities) comprising over 300 million impressions served to U.K.
Internet users across various ad formats in 2009. comScore used its panel of 70,000
U.K. Internet users to passively track online behaviour to understand the impact of
advertising on specific activities linked to campaign effectiveness over time, namely:
-- Advertiser Site Visitation
-- Trademark Search Queries
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18© comScore, Inc. Proprietary and Confidential.
Campaign Overviews
Sector Campaign Objectives
FinanceBranding campaign to raise awareness of the brand and
also drive consideration of one of their leading products
TravelPrice-led promotional campaign to both raise brand
awareness and increase passenger bookings
Public Sector
Public service campaign aimed at making the population
aware of a key upcoming voting event, supported by the
launch of a new site, and to encourage registration
UtilitiesAwareness-building campaign for a leading utility firm
focusing on the environment and sustainability
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19© comScore, Inc. Proprietary and Confidential.
Reach & Frequency Information by Campaign
Campaign
Overall
Campaign
Reach
Average
Frequency of
Exposure
Online Gross
Rating Points
(GRPs)
Formats
Used
Finance 8.2MM (23%) 3.5 82 Only Video
Travel 26.4MM (72%) 5.6 405 Display
Public Sector 22.8MM (62%) 6.5 403Display +
Video
Utilities 16.9MM (46%) 6.0 276 Display
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20© comScore, Inc. Proprietary and Confidential.
Overall Campaign Summary:
Very Strong Results Even With Minimal Clicks
SectorUnexposed
Group
Exposed
Group
Absolute Percentage
Point Lift% Lift
Finance 1.98% 5.47% 3.49 176%
Travel 0.33% 4.88% 4.55 1,379%
Public Sector 0.19% 1.05% 0.86 453%
Utilities 0.05% 0.55% 0.50 1,000%
SectorUnexposed
Group
Exposed
Group
Absolute Percentage
Point Lift% Lift
Finance 3.97% 7.43% 3.46 87%
Travel 0.20% 2.40% 2.20 1,100%
Public Sector 1.97% 3.50% 1.53 78%
Utilities 1.07% 2.55% 1.48 138%
Advertiser site reach within 4 weeks of first exposure to display ad
Reach of advertiser search queries within 4 weeks of first exposure to display ad
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21© comScore, Inc. Proprietary and Confidential.
Campaign Search Queries Climb Steadily With Increased Display Exposures
While Video Has a More Immediate Impact with Fewer Exposures
1-5 Exposures 6-9 Exposures 10+ Exposures
2.1% 2.0%2.2%
Video only
1-5 exposures 6-9 exposures 10+ exposures
1.2%
2.4%
3.0%
Display only
Absolute Percentage Point Lift in Campaign Search Term Reach
Exposed Group vs Control Group
Campaign Breakout:
Video Only: Financial
Display Only: Travel, Utilities & Public Sector
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22© comScore, Inc. Proprietary and Confidential.
Within the Public Sector Campaign, Video Generated Higher Lifts than Did
Display
Wks 1-4
0.74%
0.95%
Absolute Percentage Point Lift in Site Visitation
Exposed Group vs. Control
Display Only Video Only
Wks 1-4
1.39%
2.70%
Absolute Percentage Point Increase in Campaign Search Term Reach
Exposed Group vs. Control Group
Display Only Video Only
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23© comScore, Inc. Proprietary and Confidential.
The Key to Ad Effectiveness Measurement is Behavior ….
“This .Fox research is valuable because it looks beyond the usual data used
by the industry for media trading. As opposed to relying on the usual
simplistic denominators of click-thru and last event attribution, this research
centres on consumer behaviour proxies that are better placed to reflect
communication goals, defining success based on a mix of visitation,
engagement and search behaviour across a four week period. By addressing
difficult planning considerations such as cross format and multiple
touchpoint attribution, this .Fox research better reflects the way Havas Digital
believes campaigns must be evaluated if the digital media industry is to
continue to grow in terms of significance for major advertisers."
Anthony Rhind
Global Co-CEO, Havas Digital
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24© comScore, Inc. Proprietary and Confidential.
Display ads successfully build sales – both online and offline
$994
$9,905
$1,263
$11,550
Online Off line
$ per 000 Exposed
Control Test
% Lif t: 27.1%
% Lif t: 16.6%
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25© comScore, Inc. Proprietary and Confidential.
Short Term Offline CPG Brand Sales Lift From Online Advertising
Matches Long Term TV Impact
+8%+9%
TV (Bscan) Internet (comScore)
BehaviorScan tests conducted over one year period
comScore studies over three months*
*Assumes 40% HH Internet Reach Against Target
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26© comScore, Inc. Proprietary and Confidential.
Relating Campaign Effectiveness Results to the
Media Plan
• Reach and Frequency Actually Delivered
• Target Reached
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27© comScore, Inc. Proprietary and Confidential.
The Cookie Deletion problem
Cookie deletion creates audience measurement issues
Cookie Deletion*
Year Method Country
Belden 43% 2004 Survey U.S.
Nielsen 44% 2005 Survey Italy
Jupiter 39% 2005 Survey U.S.
comScore 31% 2006 Electronic U.S.
Forrester 50% 2008 Survey U.S.
comScore 24% 2009 Electronic U.K.
* % of responders/users deleting cookies during past month
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28© comScore, Inc. Proprietary and Confidential.
Deletion Rates Add to the Problem:
Number of Different Cookies Per Machine for Same Site / Campaign Among
Deleters
Web Site Cookies Ad Server Cookies
U.S. 5 7
U.K. 4 8
Source: comScore
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29© comScore, Inc. Proprietary and Confidential.
Cookie Deletion Skews Campaign Delivery Relative to Plan
The high rate of deletion of first party ad server cookies causes unique
visitor (people) counts in web site analytics data to be severely overstated
The high rate of deletion of third party ad server cookies causes:
– Ad reach to be significantly under-achieved relative to plan
– Frequency to be similarly over-delivered
It’s critical to understand the characteristics of the media plan that were
actually delivered if accurate conclusions are to be drawn about plan
effectiveness
29
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30© comScore, Inc. Proprietary and Confidential.
Introducing MMX 360: Panel-Centric Hybrid Measurement
QUERY TAGSContent
Categorization
PANELPeople Measurement
Reach, Demographics,
Affinity, Duration
SERVERSCensus Coverage
of Usage
Anywhere
Complete and Fully Reconciled Measurement
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31© comScore, Inc. Proprietary and Confidential.
Panel Measurement
Strengths
Tracks real people and measures
person demographics
Better duration and usage
measurement
UVs not affected by bots or cookie
deletion
Measures ad impressions delivered
by demographic
Captures cross site visitation
However…
A panel is still a sample:
– Universe limited to home and
work
– Niche audiences difficult to
measure
– Challenging to recruit adequate
sample sizes of users in large
enterprises due to IT security
policies
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32© comScore, Inc. Proprietary and Confidential.
Panel-Centric Unified Audience Measurement
Panel-Centric Unified provides “best of breed” by combining strengths of
both Web site-server and panel measurement
Panel-Centric Unified involves beaconing of Web site data processed with
comScore’s filtering technology to eliminate extraneous traffic, combined
with panel to provide accurate people-based demographics, duration,
reach, intensity
Adding census data from beacons increases accuracy for niche and long
tail sites, heavy work visitation sites and out of home Internet access
Provides most accurate measurement of unique site visitors, ad reach and
frequency
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33© comScore, Inc. Proprietary and Confidential.
Measuring Online Advertising Effectiveness:
Lessons Learned
Clicks are an inappropriate metric for measuring effectiveness of display
advertising
– Online advertising can have substantial impact even in the face of minimal
clicks
Online advertising needs to be measured with an eye toward its latent and
branding impact on consumer behavior
– Compelling evidence that online is a particularly effective and efficient branding
medium, lifting site visitation, trademark search queries and both online and
offline buying – even in the face of minimal clicks
– Measuring behavioral impact can increase confidence in the effectiveness of
display advertising as a branding strategy
Because of cookie deletion, ad server data overstate reach and understate
frequency actually delivered
– Unified server and panel data can provide most accurate R/F data
33
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Thank You!