• Like
  • Save
Balancing Sales Channels with Art and Science
Upcoming SlideShare
Loading in...5

Balancing Sales Channels with Art and Science



Read more about PubDirect here: http://www.pubmatic.com/pubdirect.php

Read more about PubDirect here: http://www.pubmatic.com/pubdirect.php



Total Views
Views on SlideShare
Embed Views



0 Embeds 0

No embeds



Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
Post Comment
Edit your comment
  • Attributes: time, place, content & context, buyer, screen
  • Attributes: data, buying method, buyer, content & context, technology
  • Time, place, content & context, buyer, screen, data, buying method, technology
  • Direct,managed, personal, leveraging technologyOn demand, working together, for every impression in real time, optimizing for delivery and ROI

Balancing Sales Channels with Art and Science Balancing Sales Channels with Art and Science Presentation Transcript

  • Balancing SalesChannels with Art& ScienceChip Schenck Richard SobelGM, Publisher Director, ProductDevelopment Marketing & Platform StrategyIAB MIXXOctober 2012 Proprietary and Confidential
  • Art Premium Direct sales Negotiated Custom executions Creative canvas Personal Execute on demand Optimize for delivery Proprietary and Confidential
  • Science Programmatic sales Real-time impression evaluation Data and analytics Efficiency Based in technology Real-time for the impression Optimize for buyer ROI Proprietary and Confidential
  •  Buy through standard IO’s Linear with guaranteed campaign deployment  Timeline based rules Becomes  Buying decisions at the impression level  Everything happensDynamic simultaneously Proprietary and Confidential
  • Attributes Require Awareness & Preparation Proprietary and Confidential
  • Programmatic Buying Skyrocketing $2.0B $2.9B $4.0B $5.1B 2012 2013 2014 2015 Projections through 2015 Proprietary and Confidential Source: IDC 2011
  • Sell-Thru ChallengesProprietary and Confidential
  • Complementary Sales Efforts Premium Programmatic Proprietary and Confidential
  • Decisions on Strategy How do I to define my sales channels? What are the best ways to meet marketing client needs? What innovative advertising products can I and should I bring to market? Proprietary and Confidential
  • Injecting ChangeProprietary and Confidential
  • #WaterfallFail Limits opportunity Interferes with growth Proprietary and Confidential
  • Drive Sales Opportunity Direct or Programmatic Premium or PerformanceProprietary and Confidential
  • Sales ChannelsMake Direct Fillpremium programmatic inventorymore relationshipspremium Proprietary and Confidential
  • Media InventoryProprietary and Confidential
  • DataProprietary and Confidential
  • Packaging, Pricing & Process Proprietary and Confidential
  • Optimize Everything in Real-TimeTime Sales Channel Audience dataPlace Advertiser ContentScreen Price Context Proprietary and Confidential
  • Private MarketplaceStrategy Proprietary and Confidential
  • Direct RelationshipProprietary and Confidential
  • TransparencyBuyers see where they buySellers see who buys Proprietary and Confidential
  • Upfront Media plan in a box Proprietary and Confidential
  • Exclusivity  Privileged access  Drive scarcity Proprietary and Confidential
  • Programmatic & Premium TogetherProprietary and Confidential
  •  Fits to my needs  Adaptable  CustomizableFlexibility Proprietary and Confidential
  • Get Started Evaluate options Discuss strategic opportunity Just “GO” Proprietary and Confidential
  • TakeControl Be the driver Manage your margin Protect your brand Drive your relationships Sell, sell, sell Proprietary and Confidential
  • Balancing Sales Channels with Art & ScienceChip Schenck Richard SobelGM, Publisher Development Director, Product Marketing & Platform Strategy Proprietary and Confidential