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Converting the 98%: Turning Almost Customers into Actual Customers

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Converting the 98% Turning Almost Customers into Actual Customers Lauren Vaccarello, VP Marketing at AdRoll …

Converting the 98% Turning Almost Customers into Actual Customers Lauren Vaccarello, VP Marketing at AdRoll
Join us on Twitter @LaurenV #KISSwebinar
Lauren Vaccarello VP Marketing at AdRoll. Lauren is AdRoll’s in-house marketing guru, a thought leader in the digital marketing world, and author of the highly regarded book, “Complete B2B Online Marketing.” As Vice President of Marketing, Lauren oversees all of AdRoll’s marketing functions, including lead generation, sales enablement, branding, product marketing, event marketing, and content marketing.
AdRoll is the global leader in Retargeting
Agenda: 1 Using Intent Data, 2 Introduction to Segmentation, 3 Different Targeting Segments, 4 Reaching Audience Everywhere, 5 Dynamic Creatives
Using Intent Data
Customer Data is Your Most Valuable Marketing Asset
What is Retargeting? A Way To Use That Intent
What Segments Should You Create?
B2B: Form Abandoner Segment
Case: New Relic Paying Less for Leads
B2B: Cart Abandoner Segment
Case: Skullcandy Skullcandy segments users for greater returns
Repeat Buyer Segment
Case: Nitro Freeing Nitro from the freemium dilemma
Case: Betabrand Betabrand Seamlessly Builds their Community with AdRoll
Be Everywhere Your Audience Is
Cross Platform Reach - Be Inventory Agnostic
Facebook Compliments Web to Drive ROI
Some Differences with FBX The News Feed • Premium placement • Social Elements • Rich Content • Cost per Insertion
Comment, Share and Like on News Feed
Adding News Feed to Right Rail Incremental clicks & lower overall CPC
Case: Udemy Udemy Uses Social To Drive Education
Hey girl! Your ads are so personal, I convert every time
Personalize Advertising with Liquid Ads
LiquidAds to Scale Personalized Advertising Personalized
Case: Axel and Ani Alex and Ani Drives Online Sales with Dynamic Ads
Wrapping It Up!
THANK YOU! Lauren Vaccarello VP, Marketing @AdRoll

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  • 1. Lauren Vaccarello, VP Marketing at AdRoll Converting the 98% Turning Almost Customers into Actual Customers
  • 2. @LaurenV #KISSwebinar Join us on Twi er
  • 3. Presenter Lauren Vaccarello VP Marketing at AdRoll 
 @LaurenV Lauren is AdRoll’s in-house marketing guru, a thought leader in the digital marketing world, and author of the highly regarded book, “Complete B2B Online Marketing.” As Vice President of Marketing, Lauren oversees all of AdRoll’s marketing functions, including lead generation, sales enablement, branding, product marketing, event marketing, and content marketing.
  • 4. AdRoll is the global leader in Retargeting
  • 5. 1 Using Intent Data 2 Introduction to Segmentation 3 Reaching Audience Everywhere Agenda 4 5 Different Targeting Segments Dynamic Creatives
  • 6. WATCH THIS WEBINAR RECORDING NOW
  • 7. Using Intent Data
  • 8. Customer Data is Your Most Valuable Marketing Asset
  • 9. What is Retargeting? A Way To Use That Intent
  • 10. What Segments Should You Create?
  • 11. B2B: Form Abandoner Segment
  • 12. Case: New Relic • Achieved 50% below maximum allowed CPA • Increased investment every quarter since campaign start date • AdRoll performance ranks top 5 in terms of performance out of all New Relic Marketing Channels Paying Less for Leads “Retargeting with AdRoll plays a key role in our overall marketing strategy. The results have been spectacular. We have increased our investment every quarter since we started.” — Garrett Scott, Sr. Marketing Manager
  • 13. B2B: Cart Abandoner Segment
  • 14. Case: Skullcandy Skullcandy segments users for greater returns • Greater than 3x ROAS • $12 CPA; lower than target goals • Launched multiple segmented campaigns to target high intent purchasers
  • 15. Repeat Buyer Segment
  • 16. Case: Nitro Freeing Nitro from the freemium dilemma • Online sales increased by 18% with AdRoll’s lead nurturing programs • Localized campaigns in 11 languages and geo-targeted by region • Delivered a below average benchmark CPC for tech industry “There are no other options when is comes to Retargeting” — Sean Zinsmeister, Sr. Marketing Manager
  • 17. Case: Betabrand Betabrand Seamlessly Builds their Community with AdRoll • Drives a 5.5x ROI by improving bo om-of-the-funnel conversions • Uses LiquidAds to create custom ads at scale and grow engagement for their Model Citizen program
  • 18. LOG IN WITH GOOGLE Start Your Free KISSmetrics Trial
  • 19. Be Everywhere Your Audience Is
  • 20. Cross Platform Reach - Be Inventory Agnostic
  • 21. Facebook Compliments Web to Drive ROI Performance, Scale, Conversions • Web and FBX overlap is small • Running across platforms results in a 34% lower CPA than Google alone • Cross platform retargeting drives 156% more conversions than Google alone • FBX plus site retargeting drives 2X conversions than FBX alone
  • 22. Some Differences with FBX The News Feed • Premium placement • Social Elements • Rich Content • Cost per Insertion
  • 23. Comment, Share and Like on News Feed
  • 24. Adding News Feed to Right Rail Incremental clicks & lower overall CPC
  • 25. Case: Udemy Udemy Uses Social To Drive Education • Course conversions increased by 600% with Facebook News Feed • Hit 93% below CPA goals “Facebook News Feed has become an integral part of our marketing strategy.” — Gocke Cozen, Marketing Manager, Udemy
  • 26. Hey girl ! Your ads are so personal, I convert every time
  • 27. Personalize Advertising with Liquid Ads
  • 28. LiquidAds to Scale Personalized Advertising Personalized Dynamic Ads that look as incredible as they perform! “We were thrilled to try LiquidAds as we’ve had great success on the platform. We’ve seen even greater click-through rates using this technology and, as a result, our CTR has increased by 102%.!” — Michael Macintyre, Director of Online Marketing!
  • 29. Case: Axel and Ani Alex and Ani Drives Online Sales with Dynamic Ads • Averaged a 6.1x ROI • Drove 81% lower CPM compared to standard display • 14.6% Click Conversion Rates “Alex and Ani had a high concentration in social which is an area where AdRoll was a top performer. Working with AdRoll has been efficient, effective, and seamless.” — Kristin Fernholz, Managing Partner at Fashmark
  • 30. Wrapping It Up ! 1. Use your most powerful data 2. Create multiple target segments 3. Reach your audience where ever they are 4. Personalize your ads whenever possible
  • 31. THANK YOU Lauren Vaccarello VP, Marketing @AdRoll