Google's Mobile Search Presentation from #MMSEM11

mobile search: the newsearch marketing frontierNovember 1, 20111 Google confidential

Savita Nagaraja Matt Dorfman Jeanne Burgman Mobile Account Mobile Account Mobile Account Specialist Executive Executive2 Google confidential

agenda: 1 Mobile Market Trends 2 Consumer Behavior 3 Mobile Best Practices3 Google confidential

Market Trends4 Google confidential

June 2007 Today5 Google confidential 5

By end of 2011 over half of Americans will have a smart phoneSource: Nielsen March 2010, Morgan Stanley 2010 Google Confidential and Proprietary 6 Google confidential

demographics of mobile web users, US 13+ 13+ by Gender US Mobile Web Users, 13+ by Platform 25,567 30,000 25,000 18,574 20,000 17,045 15,000 Female 10,000 3,735 Male 1,599 48% 5,000 1,113 52% 0 Microsoft Symbian Palm RIM Apple Google [Platform] [Platform] [Platform] [Platform] [Platform] [Platform] 13+ by HHI 13+ by Age Bucket 27,86440,000 33,275 30,000 19,403 21,17530,000 21,975 19,304 16,671 20,000 15,85420,000 14,489 9,022 8,02210,000 10,000 4,374 0 <$25k $25k to < $50k to < $75k to < $100k+ 0 $50k $75k $100k 13-17 18-24 25-34 35-44 45-54 55-64 65+source: comScore MobiLens Audience Profile, April 20117 Google confidential

mobile is the new “black” Global Mobile vs. Desktop Internet Population, 2007-2015 GlobalInternet Users (MM)Source: Morgan Stanley Research, April 2010 8 Google confidential

Why is smartphone adoption so rapid?9 Google confidential

OEMs supply the booming “Free” bundled deals from providers market demandFaster networks = Better mobile experience Information empowers people & people crave it Source: Morgan Stanley Research February 2011; Internal Google Data 2011 Google Confidential and Proprietary

tablets replacing notebooks2Q11 global notebook share including iPad “[a Deutsche Bank] analyst reviewed notebook sales in recent years, up to the second quarter of 2011, and found that, when included, the iPad has boosted Apple beyond all laptop makers.” -Gigaom, 8/9/1111 Google confidential

Tablet Competition Fuels Price Wars September 2011 MSI HP Touchpad Galaxy WindPad Tab 10.1 Lenovo Lepad Gigabyte 7-inch tablet Toshiba Dell 10” Viewsonic Thrive Android Tablet ViewPad 7X Archos Gen 9 Tab Kindle Fire Sony Tablet S EVO View 4g (Pre-Orders) (end of Sept)Source: Androidcentral.com, Apple.comhttp://www.tabletpcreview.com/default.asp?newsID=2154&news=2011+tablet+release+schedule+android+honeycomb+webos+blackberry 12 Google confidential

up next, more ways to shop 2014source: Google internal data (UL, UR). Mary Meeker, mobile trends, 2009 (UR). Forrester Research, 2009 (LL).PhoCusWright, january 2010 (LR).13 Google confidential

Consumer Behavior14 Google confidential

what people are willing to give up to keep our smartphones willing to exchange for internet usage on smartphonebeer chocolate superbowl tickets high heels cable43% 36% 34% 26% 20% Source: The Mobile Movement Study, Google Ipsos OTX MediaCT, April 2011 Base: Smartphone Users (5013) Q: Which of the following things would you be willing to give up for an entire month, in exchange for continuing to use the internet on your smartphone? 15 Google confidential

today’s hyper-connected consumertelevision game system phone tabletcomputer 16 Google confidential

consumers are matching devices to situation PC Tablet Mobile Admin Workhorse Couch Companion Constant Companion •  At home or office •  Web surfing & shopping •  Always with you •  Task-oriented •  Entertainment •  Location-specific •  Solitary experience •  Shared experience •  In store •  Personal 34% 68% spend more time use their tablet at on their tablet than least 1 hour watching TV per daySource: Google Mobile Display Tablet Usage Survey, US, March 2011. n= 1,430, all members of the Google Mobile Display Network. 17 Google confidential

9 out of 10 searches take action as a result of a smartphone search Actions Taken As a Result of a Smartphone Search 59% Discuss Continue 67% Research Visit a 68% Business 53% PurchaseBase: Smartphone Users Who Use Search (4902).Q. Which, if any, of the following actions have you taken as a result of conducting a search on your smartphone? 18 Google confidential

apps and sites are visitedmobile applications Number of US Smartphone users 13+ who have used Mobile Browsers / Apps (millions) 58.9 57.1 63%+ •  Search is the most popular usage of mobile browsers •  82% of US smartphone users have 35.0 35.0 used a browser Mobile Apps Mobile Browsers Feb 2010 Feb 2011source: comScore MobiLens Audience Profile, and MobileLens Trend, # of US Smartphone Users 13+who have used non-native Mobile Apps / Mobile Browsers (MM), February 2010 vs February 201119 Google confidential

20 Google confidential

best in class: offline to mobileShazamable Commercials21 Google confidential

Mobile Best Practicesten tips in 10 mins for driving conversionsfrom mobile search22 Google confidential

understand your mobile trafficuse web analytics to find out what people want while on the go Percentage of mobile visits to your site •  Which devices and carriers are visiting your site •  Mobile consumer behavior • Which keywords consumers are using to find your site23 Google confidential

manage your customer mobile experiencewith optimized mobile sitesmobile users hold grudges •  61% of users are unlikely to return to a mobile site they had trouble with. •  40% said they’d visit a competitor’s mobile site instead. •  51% of consumers are more likely to purchase from mobile-specific sites Source: Gomez, “Why the Mobile Web is Disappointing End-users.” March 2011 Source: PRWeb, “51% of Counsumers are more likely to shop at retailers who have websites designed for devices like the iPhone.” November 16 2010. Research by Brand Anywhere and Luth Research, “Supply and Demand of the Mobile Web” November 201024 Google confidential

best practices for building your mobile site: 1 Prioritize Content 2 White Space 3 Big Buttons 4 Easy to Convert25 Google confidential

think separate mobile campaignsaverage mobile click through rate increase is 11.5% OPTIMIZE BIDS KEYWORD LISTS CREATIVES Exercise more Budget & bid Customize your control separately for mobile ad creative for Gain better visibility and 5 ad slots available on mobile have more control mobile vs. 10 for desktop Create mobile specific ad copy and call to action.26 Google confidential

use mobile specific creativeimprove CTR by incorporating a mobile call to action in ad copy “By using text specifically aimed at mobile users, we saw revenue from our mobile search activity increased by 91% YOY.” Marco De Rosa, Interactive Marketing Manager EMEA Include phrases like “Shop today from your phone” or “Call today for a free quote”27 Google confidential

think local40% of searches have local intent Roy’s hyperlocal mobile-only campaign drove a 40% increase in calls with a CPC 67% less than desktop ads. Source: M Search Groove 201028 Google confidential

think immediate 70% of smartphone users use their phone while shopping in-store 82% booked within a day of arrival, vs. 45% 58% were within on desktop 20 miles of their hotel Source: Google/OTX Consumer Pulse Check, Q4 2010 Source: Priceline Sept. 2010 2929 Google confidential

manage to position 1-2, defend your brand territory click through rate drops 90% between 1st and 4th position First focus on the ABOVE THE FOLDsearch bar and the first AdWords ad 4.0% 3.5% 3.0% 2.5% Second focus on 2.0% CTR drops 90% between the the first organic 1.5% 1st and 4th position on a result mobile SERP 1.0% 0.5% 0.0% 1 2 3 4 Source: iCrossing, 2010 study Source: Eye Square Eye Tracking Study, 2011 Base: Respondents with contact to the mobile advertising on Google (n=50 mobile) Info: Aggregation over three brands 30 Google confidential

drive leads with click to call6-8% average increase in click-through-rate Ø Improved CPA: 20%-30% less cost than other marketing channels Ø Boosted conversion rates: Calls coming from click-to-call mobile ads more likely to result in sales31 Google confidential

qualify your customer30% increase in CTR with mobile sitelinks Extend the value of mobile ads with sitelinks: ü  Present more landing page options ü  Drive new customers deeper down the conversion funnel ü  Qualify traffic & direct existing customers to member login Two & Three links32 Google confidential

don’t forget about tablets! A Large Retailer Separated Out iPad Campaigns, Driving Traffic To Their Desktop Site ✓ $1.7M in e-commerce revenue over six months ✓ Average order values 26% greater than desktop ✓ Conversion rates 31% greater than desktop 41% cited shopping as a reason for buying an iPad33 Google confidential

in summary, your mobile strategy should… Be Clear Define your Mobile campaign goals Engagement, Downloads, Purchases, Test drive, Brochure order Be Ready Be Found Be SmarterCreate a mobile-optimized Build mobile-specific Consistently track & report, site and user experience campaigns and optimize accordingly34 Google confidential

Questions?35 Google confidential

Merci!36 Google confidential

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Google's Mobile Search Presentation from #MMSEM11

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