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Social Media Week NYC 2017: Breaking Down the Facebook Auction

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Breaking down the Facebook auction: How to manage rising CPMs and deliver sales in 2017, by Ximena Sanchez and Clark Boyd.

(Clark Boyd and Ximena Sanchez no longer work at Croud.)


Published in: Marketing
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Social Media Week NYC 2017: Breaking Down the Facebook Auction

  1. 1. PPC | Display | SEO | Paid Social | Content | Analytics | Feeds & Shopping BREAKINGDOWN THEFACEBOOK AUCTION: How to combat inflated CPMs and bigger budgets to deliver more sales in 2017
  2. 2. 7 years in digital marketing Moved to NYC in early 2016 to launch Croud USA A dead ringer for the Gregorys Coffee logo CLARKBOYD Croud USA’s first employee Loves Facebook (and sometimes Instagram) Doesn’t have an emoji equivalent of Clark XIMENASANCHEZ ABOUTUS
  3. 3. AGENDA •  Introductions •  Some background •  Facebook: What works •  ABC’s •  What happens if things stop working?
  4. 4. •  Digital performance agency started in 2011 •  93 staff across US, UK and Australia offices •  Powered by a network of 600+ on-demand digital experts •  Managed by our proprietary tech and marketing tools ABOUTCROUD
  5. 5. CURRENT landscape
  6. 6. WHATMATTERSONFACEBOOK AUDIENCES •  Who to target •  How to target them •  When to target them BIDDING •  Setting the right bids •  Selecting the right ad format •  Opting for the right objective CREATIVE •  Text, video, image •  Matching assets to your message
  7. 7. WHATSETSITAPARTFROMTHEREST
  8. 8. HOW auction does WORK?the
  9. 9. WHYTHEAUCTIONEXISTS CREATESVALUEFOR ADVERTISERS 1 PROVIDESPOSITIVE,RELEVANT EXPERIENCESTOFBUSERS 2
  10. 10. HOWTHEAUCTIONWORKS MAXIMIZESADVERTISERVALUE OPTIMIZES CONSUMEREXPERIENCE BID Bid value for the desired outcome Estimated action rate Relevance & quality
  11. 11. HOWTHEAUCTIONWORKS Two types of bid: •  Automatic •  Manual •  Average •  Maximum TIME COSTPERRESULT $10 $8 $4 $2 $10 $12 $12 BUDGET5XBID
  12. 12. CAMPAIGN OBJECTIVE BRANDAWARENESS CONVERSIONS LEADADS PRODUCTADS CLICKS Why Cheap impressions to reach a broader audience Identify people most likely to complete purchase Easy way to collect emails and phone numbers at very reasonable prices Bottom of Funnel - high conversion rates Bring cheap traffic to your website Targeting Interests, behaviors, demographics Retargeting, look-a-likes Retargeting, look-a-likes Retargeting Interests, behaviors, demographics Creative Video, carousel, canvas Video, carousel, standard ads Lead ads Dynamic Product Ads Video, carousel, canvas, standard ads HOWTHEAUCTIONWORKS 25ACTIONS/ ADSET/WEEK
  13. 13. BUT best what PRACTICEif fails?WE’REHERETOHELP
  14. 14. ABC’SOFFACEBOOK AUDIENCES How to properly target and segment BIDDING How to find the right bid with rising CPMs CREATIVE How to create Facebook-friendly, “thumb-stopping” assets
  15. 15. AUDIENCES
  16. 16. AUDIENCES:THREEMAINPROBLEMS ADSSTOPSHOWING Correct bid and budget, but delivery is not there... Check website, CVRs, pixel Check negative comments Check audience fatigue AUDIENCESTOPSPERFORMING Are your audiences competing for one another? Is there overlap? Check audience overlap tool to ensure under 30% Correct CRM data HYPERTARGETINGISMAKING PERFORMANCEWORSE Are you too granular? Only segment when truly necessary Better to give Facebook more data per ad set
  17. 17. AUDIENCEEXAMPLES Before After Used LALs and interest targeting but segmented by: ●  Device ●  Gender ●  Age ●  Placement LALs were of all customers and website visitors. Interests were very broad. Used stronger LALs and did not segment unless absolutely necessary Example of where it makes sense to segment: 30 day website visitors vs cart abandoners. Example of strong LAL seed audience: Subscribers who have been with the company for over 2 years.
  18. 18. THERESULT WEEKLYCONVERSIONS&CPA CPA CONVERSIONS
  19. 19. BIDDING
  20. 20. BIDDING:THREEMAINPROBLEMS ANALYZINGGADATA Why are they so different? Decide on a company attribution We would say the actual value is somewhere in the middle. RISINGCPM’S Told to bid “true value” but simply not competitive enough Test other forms of objectives - e.g. link clicks Use FB to find relevant audience and use retargeting in more expensive campaigns Paid media as blended channel PIXELPROBLEMS Implementing it correctly is key, especially for conversion campaigns Use the FB Pixel Helper Chrome extension Tag events properly
  21. 21. GAVS.FACEBOOK:CONVERSIONLIFTTESTS 10,000 Total Purchases 20,000 Total Purchases Users not targeted with FB ads Users targeted with FB ads 2,000 conversions that can be estimated to be affected by the advertising 8,000 conversions were directly attributed to Facebook ads
  22. 22. BIDDING:EXAMPLE BLACKFRIDAY 2-3WEEKSBEFORE CPMs for conversion campaigns were at $23, meanwhile link clicks at $8 Most competitive time of the year. DURINGBLACKFRIDAY Continue prospecting campaign. Targeting website visitors from the last month with a link clicks campaign and a compelling offer EXPERIMENT Idea is to test new ways to use the platform. Find a better way when the algorithm is too expensive to use. Launched a link clicks campaign Getting people to the website at a cheaper cost.
  23. 23. CREATIVE
  24. 24. CREATIVE:THREEMAINPROBLEMS CREATIVEFATIGUE Found an ad that works well but is slowing down? Have you tested it on another audience? Recommend refreshing creative every 2-4 weeks LACKOFCREATIVERESOURCES Difficult to create assets Free apps are available Don’t need a huge production to create something that will work ADSNOTRELEVANT Having irrelevant ads will cause negative feedback Need to ensure creative resonates with audience Need to make it FB friendly
  25. 25. CREATIVEEXAMPLE 2x 364% 240% ROI target Increase in monthly revenues from fb in 3 months Increase in overall revenues 1 Facebook is only Paid channel Croud took over (May 11) Introduced new video (July 28) Introduced new creative (June 24)
  26. 26. CREATIVEEXAMPLE
  27. 27. VIDEOAPPS
  28. 28. PHOTOAPPS
  29. 29. CREATIVEEXAMPLE CAPTURE Your audience's attention quickly. Make sure there are moving parts and captivating moments, so they can identify your brand early on. DESIGN For sound off. 85% of video is watched without sound. Use captions, and split screens with subtitles to communicate via words as well as video. FRAME Your story in creative ways. Create visual surprises to keep the user engaged and watching longer EXPERIMENT and make it fun. Keep using creative ways to present your products and story. Using visual effects, vignettes and gifs.
  30. 30. TESTINGCREATIVEFATIGUE •  Something we like to do is have audience fatigue reporting •  Systemized approach to identifying creative fatigue via frequency and reach metrics. •  Once you run for a while, you’ll understand when your audiences start to become fatigued •  It’s very easy to burn through top audience quickly if not controlled
  31. 31. KEYTAKEAWAYS AUDIENCES •  Use strongest seed audiences •  Only segment when necessary •  Keep audience overlap <30% BIDDING •  Don’t be afraid to test other campaign objectives •  Ensure your pixel is implemented correctly •  Conversion lift testing can give insight into GA/FB attribution CREATIVE •  Use FB-friendly ads that resonate with your audience •  Refresh creative every 2-4 weeks •  You don’t need a professional studio to make successful creative
  32. 32. ANYquestions?

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