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CROSSING THE DIGITAL DIVIDE:  THE LEAP FROM SEARCH TO DISPLAY                           Tom Jones  Chief Development Offic...
From Search to Display…•    Why display?•    “Same same but Different”•    Display... What’s it good for?•    How technolo...
CROSSING THE DIGITAL DIVIDE:                                                    A familiar journey?From Search into displa...
Triumphant first steps fromsearch into display…                              http://ppcmemes.tumblr.com/                  ...
Getting good andbecoming cocky…                   http://ppcmemes.tumblr.com/                          London | 20–24 Feb,...
Uh oh. Vader is going to kill mewhen he see the ROAS on this.                                   http://ppcmemes.tumblr.com...
Display is kind of a big deal…Display advertising accounted for 23% (£0.95B) of the UK’s £4.1B 2010online ad spend (Paid S...
It’s growing strongly…12.6% YoY Growth for Paid Search   18.5% YoY Growth for Display       IAB Online Ad Spend Study, H1,...
But what’s driving this growth?                  New technology                   & integration                   Attribut...
Paid Search vs. Display…                           London | 20–24 Feb, 2012 | #seslondon10
Most marketing campaigns have 4 key stages…              PPC                                     DISPLAYKeywords, campaign...
But we must appreciate some fundamental differences…                 PPC                                            DISPLA...
Display can drive efficient direct response…                                       2011 IPA study showed that             ...
To focus solely on DR is to ignore display’s other benefitsBrand messaging                              Awareness & consid...
One final difference:Complexity of the landscape    London | 20–24 Feb, 2012 | #seslondon
You gotta go there to come back…• Lacks targeted placement                     Ad exchanges• Labour intensive to scale    ...
The fundamental advantage of this newtechnology landscape...    Ad exchanges                                  Impression-l...
‘Real Time Bidding’ is the difference between… Paying a fixed price to address a   Offering a value based bid to speak to ...
What is an Ad Exchange?A marketplace for buying and selling display inventory in real time         …but less Portobello Ro...
Ad Exchanges: balancing the needs of buyers & sellers Publisher (supply-                                  Advertiser (dema...
What is a demand side platform (DSP)?         Ad exchanges                                   Demand side                  ...
DSPs: benefits for advertisers-   Centralised platform delivers inventory at scale-   Pricing flexibility & control-   Cus...
Data Management Platforms(DMPs) turn data into audiences                                  London | 20–24 Feb, 2012 | #sesl...
The DMP: a means to an end, not an end in itself    Analytics, CRM,   purchase behaviour                                  ...
Don’t you dare pigeon-hole me!Data focusTest & learn mentalityTechnology natives                                  http://w...
But…there are some ‘search habits’ to break- Explore new distribution options- Cheapest does not always equal best- And…  ...
Use your creative licence!Go beyond the 95 character ad text                                     London | 20–24 Feb, 2012 ...
Some useful first steps…- Re-evaluate the GDN and remarketing- Define & agree campaign metrics for success- Make sure you ...
http://www.adexchanger.com/http://www.exchangewire.com/http://www.admonsters.com/                                         ...
WHAT WAS COVERED:                    Tom Jones                                     Chief Development Officer,• Why display...
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iCrossing_UK, SES London 2012 - Tom Jones, The leap from Search to Display

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Tom Jones, Chief Development Officer at digital marketing agency iCrossing UK, presents on Crossing the Digital Divide: The leap from Search to Display at this year' s SES London

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Transcript of "iCrossing_UK, SES London 2012 - Tom Jones, The leap from Search to Display"

  1. 1. CROSSING THE DIGITAL DIVIDE: THE LEAP FROM SEARCH TO DISPLAY Tom Jones Chief Development Officer, iCrossing Tom.Jones@icrossing.co.uk London | 20–24 Feb, 2012 | #seslondon
  2. 2. From Search to Display…• Why display?• “Same same but Different”• Display... What’s it good for?• How technology has transformed display• Why ‘Search guys’ can be great at display• Pitfalls to avoid• Some first steps to try London | 20–24 Feb, 2012 | #seslondon
  3. 3. CROSSING THE DIGITAL DIVIDE: A familiar journey?From Search into display:a path well trodden? London | 20–24 Feb, 2012 | #seslondon 3
  4. 4. Triumphant first steps fromsearch into display… http://ppcmemes.tumblr.com/ London | 20–24 Feb, 2012 | #seslondon
  5. 5. Getting good andbecoming cocky… http://ppcmemes.tumblr.com/ London | 20–24 Feb, 2012 | #seslondon
  6. 6. Uh oh. Vader is going to kill mewhen he see the ROAS on this. http://ppcmemes.tumblr.com/ London | 20–24 Feb, 2012 | #seslondon
  7. 7. Display is kind of a big deal…Display advertising accounted for 23% (£0.95B) of the UK’s £4.1B 2010online ad spend (Paid Search’s contributed 57%) IAB Online Ad Spend Study, 2010* *2011 study out in 4 weeks London | 20–24 Feb, 2012 | #seslondon
  8. 8. It’s growing strongly…12.6% YoY Growth for Paid Search 18.5% YoY Growth for Display IAB Online Ad Spend Study, H1, 2011 London | 20–24 Feb, 2012 | #seslondon
  9. 9. But what’s driving this growth? New technology & integration Attribution & measurement Google & Facebook London | 20–24 Feb, 2012 | #seslondon 9
  10. 10. Paid Search vs. Display… London | 20–24 Feb, 2012 | #seslondon10
  11. 11. Most marketing campaigns have 4 key stages… PPC DISPLAYKeywords, campaign structure, LPs Planning Ad network, premium, ad exchangeCPC, network, day parting & targeting Buying RTB or fixed CPM, audience, interest Ad copy development & testing Creative Rich media or standard, size, dynamic OptimisationBidding, analysis, attribution View through, last click, brand uplift London | 20–24 Feb, 2012 | #seslondon
  12. 12. But we must appreciate some fundamental differences… PPC DISPLAYKeywords are an expression of specific intent Users have not explicitly requested a display ad Active searching for products or services Browsing may not relate to purchase intent Predominantly direct response model Uses extend beyond direct response The defining elements of each should be reflected in measurement & evaluation London | 20–24 Feb, 2012 | #seslondon
  13. 13. Display can drive efficient direct response… 2011 IPA study showed that GDN Text Ads with contextual targeting had a CPA of 7% lower than search - A discussion of volume was conspicuous by its absence - GDN text ads are a step in the right direction but not ‘proper’ display London | 20–24 Feb, 2012 | #seslondon
  14. 14. To focus solely on DR is to ignore display’s other benefitsBrand messaging Awareness & consideration Likelihood to purchase Prospecting Life time value Customer segments Set the right performance expectations & right measurement criteria London | 20–24 Feb, 2012 | #seslondon
  15. 15. One final difference:Complexity of the landscape London | 20–24 Feb, 2012 | #seslondon
  16. 16. You gotta go there to come back…• Lacks targeted placement Ad exchanges• Labour intensive to scale Demand side• Buys audiences not intent platforms (DSPs)• ‘Expensive’ & opaque pricing Data management• Unsophisticated measurement platforms (DMPs) Traditional problems Technology solutions London | 20–24 Feb, 2012 | #seslondon
  17. 17. The fundamental advantage of this newtechnology landscape... Ad exchanges Impression-level buying Demand side platforms (DSPs) decisions in ‘real time’ and informed by data Data management platforms (DMPs) London | 20–24 Feb, 2012 | #seslondon
  18. 18. ‘Real Time Bidding’ is the difference between… Paying a fixed price to address a Offering a value based bid to speak to a whole stadium handful of interesting individuals A shift from buying an audience buying to bidding for individuals London | 20–24 Feb, 2012 | #seslondon
  19. 19. What is an Ad Exchange?A marketplace for buying and selling display inventory in real time …but less Portobello Road and more Wall Street London | 20–24 Feb, 2012 | #seslondon 19
  20. 20. Ad Exchanges: balancing the needs of buyers & sellers Publisher (supply- Advertiser (demand- side) benefits side) benefitsManage & maximise yield Easy access to inventory Reduced trading costs Ability to buy in real timeExpose inventory to more Cost flexibility & control buyers London | 20–24 Feb, 2012 | #seslondon
  21. 21. What is a demand side platform (DSP)? Ad exchanges Demand side platform Data providers & DMPsA platform which connects multiple sources of inventory & dataand makes real time buying (RTB) decisions on an impression level London | 20–24 Feb, 2012 | #seslondon 21
  22. 22. DSPs: benefits for advertisers- Centralised platform delivers inventory at scale- Pricing flexibility & control- Custom audiences & retargeting- Attribution & data provides better insight Increased control and accountability London | 20–24 Feb, 2012 | #seslondon
  23. 23. Data Management Platforms(DMPs) turn data into audiences London | 20–24 Feb, 2012 | #seslondon 23
  24. 24. The DMP: a means to an end, not an end in itself Analytics, CRM, purchase behaviour Audience discovery and segmentation Socio-demographic Unique user profile profile Media targeting & audience extension Past purchase behaviour http://www.nytimes.com/2012/02/19/magazine/shopping-habits.html #LongRead #InterestingAside London | 20–24 Feb, 2012 | #seslondon
  25. 25. Don’t you dare pigeon-hole me!Data focusTest & learn mentalityTechnology natives http://www.flickr.com/photos/macboozle London | 20–24 Feb, 2012 | #seslondon
  26. 26. But…there are some ‘search habits’ to break- Explore new distribution options- Cheapest does not always equal best- And… London | 20–24 Feb, 2012 | #seslondon
  27. 27. Use your creative licence!Go beyond the 95 character ad text London | 20–24 Feb, 2012 | #seslondon
  28. 28. Some useful first steps…- Re-evaluate the GDN and remarketing- Define & agree campaign metrics for success- Make sure you are equipped to measure results- Consider a managed/semi-managed DSP London | 20–24 Feb, 2012 | #seslondon
  29. 29. http://www.adexchanger.com/http://www.exchangewire.com/http://www.admonsters.com/ Image: http://www.flic kr.com/photos/ striatic/ London | 20–24 Feb, 2012 | #seslondon
  30. 30. WHAT WAS COVERED: Tom Jones Chief Development Officer,• Why display? iCrossing• Same same but different• Ad Exchanges, DSPs & DMPS tom.jones@icrossing.co.uk• Some pointers and first steps www.iCrossing.co.uk www.twitter.com/icrossing_uk http://www.flickr.com/photos/neil1523/ London | 20–24 Feb, 2012 | #seslondon
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