Cimigo net citizens 2012

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Report about Internet Vietnam 2012

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Cimigo net citizens 2012

  1. 1. The  Voice  of  the  Consumer  
  2. 2. From   Cimigo   India   Hong  Kong   Vietnam  Indonesia   China   Singapore   Philippines  Our  300  professionals  advise  companies  that  reach   3  billion  consumers  
  3. 3. Our  services  fall  into  two  areas     1.  Consul>ng  Services   Mo>va>onal  research   Market  tracking  Market  scoping  and  segmenta>on   Product  op>misa>on   Concept  tes>ng     Brand  equity   New  product  development   Touch  point  management   Brand  posi>oning   Customer  loyalty   2.  Research  Services     Ethnography   Telephone  interviewing   Accompanied  shopping   Street  intercepts   In-­‐depth  interviewing   Mystery  shopping   Focus  groups   On  line  surveys   Vox  pops   Social  media  tracking  
  4. 4. Richard  Burrage  •  Richard  acts  as  a  strategic  partner  for  core  consumer  goods  clients,  focusing  on  new  product  development,  brand  posi>oning  and  communica>ons  development.  •  Richard  has  spent  the  last  twenty  years  in  Asia  assis>ng  in  the  development  and  building  of  numerous  brands  to  achieve  leadership  posi>ons.    •  Richard  is  a  UK  na>onal  and  resides  in  HCMC,  Vietnam  with  his  Vietnamese  wife  and  three  children.    •  Richard  is  the  Managing  Partner  of  Cimigo:  www.cimigo.vn       5  
  5. 5. NetCi6zens  2012  
  6. 6. 5,800  people.  Random sampling with Computer Aided Telephone Interviews (CATI). Dataweighted to urban population of Viet Nam. Largest  study  of  it’s  kind  in  Viet  Nam.    More  than  5,875  men  and  women  aged  15  –  64  years  living  in  12  urban  centres   of  Viet  Nam.     North,  central  and  southern  regional  coverage  including   Ha  Noi,  Thai  Nguyen,  Thanh  Hoa,  Hai  Phong,  Da  Nang,   Nha  Trang,  Quy  Nhon,  An  Giang,  Dong  Nai,  Vung  Tau,  Ho   Chi  Minh  City  and  Can  Tho.   Yielding  n=3,405  internet   users  
  7. 7. Across  12  ci>es.   Metro     Tier  1   Tier  2   Ha  Noi   Hai  Phong   Thai  Nguyen  Ho  Chi  Minh  City   Da  Nang   Thanh  Hoa   Nha  Trang   Quy  Nhon   Can  Tho   An  Giang   Dong  Nai   Vung  Tau  
  8. 8. Con>nued  growth.   More  users  than  Australia  &  NZ  popula>on!   Viet  Nam  internet  users   40   40%   35%   35   35%   31%   30   30%   30.8   26%   Users  in  %  of  popula6on   24%   26.8   25   25%   Users  (million)   21%   22.5   20   18%   20%   20.8   17.7   15   13%   15%   14.7   10   8%   10%   10.7   4%   5   5%   6.3   3.1   0   0%   2003   2004   2005   2006   2007   2008   2009   2010   2011   Users  (million)   Penetra>on   Source:  www.vnnic.vn  
  9. 9. So  what?  
  10. 10. Beyond  men,  metro  and  premium  consumers.   Local  for  news,     Mobile  users  leap   entertainment     forward   Global  for  search,   Lesser  ci6es  and   social  network,   rural  users    video. will  leapfrog  the   PC  journey  .   Time  to  listen  and   Youth  saturated   engage.   But  mobile  will   Social  networks   grow  35+   win.   And  online   Blogs  and  forums   journey  changes…   decline.   Mobile  ease   In  home     Reward,   Excessive   geoloca6on,   Infotainment   knowledge,  aNract   Are  you  part  of   Mobile  enters  path   the  dialogue?   to  purchase.  
  11. 11. So  what?  Beyond  men,  metro  and    premium  consumers  
  12. 12. More  online  than  not  at  58%.  
  13. 13. 50%  of  women  vs.  66%  of  men.  
  14. 14. Viable  beyond  AB.   SEC  of  internet  users   2010   2011   SEC  %  of  Total  Pop.   100%   78%   72%   80%   63%  63%   56%  58%   60%   47%  48%   40%   29%  27%   28%   27%   28%   20%   9%   11%   12%   7%   0%   Total   SEC  A   SEC  B   SEC  C   SEC  D   SEC  E   Source:  Cimigo  NetCi>zens  
  15. 15. Viable  beyond  metro.   Internet  penetra>on  by  region   56%   All  ci>es   58%   58%   Metro  VN   62%   57%   Tier  1  Ci>es   58%   49%   Tier  2  Ci>es   52%   0%   20%   40%   60%   80%   100%   2010   2011   Source:  Cimigo  NetCi>zens  
  16. 16. Beyond  men,  metro  and  premium  consumers.   Local  for  news,     Mobile  users  leap   entertainment     forward   Global  for  search,   Lesser  ci6es  and   social  network,   rural  users    video. will  leapfrog  the   PC  journey  .   Time  to  listen  and   Youth  saturated   engage.   But  mobile  will   Social  networks   grow  35+   win.   And  online   Blogs  and  forums   journey  changes…   decline.   Mobile  ease   In  home     Reward,   Excessive   geoloca6on,   Infotainment   knowledge,  aNract   Are  you  part  of   Mobile  enters  path   the  dialogue?   to  purchase.  
  17. 17. So  what?  Mobile  users  leap  forward  Lesser  ci6es  and  rural  users  will  leapfrog  the  PC  journey    
  18. 18. Smaller  screens  and  access  on  the  go   Mobile  will  change  online  journey.   Devices  used  for  connec>ng  online   84%   From  a  desktop  computer   81%   38%   2010   From  a  laptop  computer   47%   2011   Via  any  mobile  phone   27%   (smart  phone  or  other)   56%   Tablet  device  (e.g.  i-­‐pad,   galaxy)   4%   0%   20%   40%   60%   80%   100%   Source:  Cimigo  NetCi>zens  
  19. 19. Strong  growth  in  internet  access  via  mobile  phones  in  >er  2  urban  centres.   Devices  used  for  connec>ng  online   Tier  2   Tier  1   Metro  VN   81   From  a  desktop  computer   82   81   38   From  a  laptop  computer   46   54   33   Via  mobile  phone  (non-­‐smartphone)   37   28   23   Via  smartphone   12   29   2   Tablet  device  (e.g.  i-­‐pad,  galaxy)   2   7   0   20   40   60   80   100   Source:  Cimigo  NetCi>zens  
  20. 20. Tier  2  urban  centres  leaping  online  via  mobile  phones  with  3G  and  wifi..   Digital  programs  viable  beyond  the  metro  centres.   Places  usually  use  internet  Weekdays  by  urban  areas   Metro  VN   Tier  1   Tier  2   100   81   80   60   40   35   34   29   30   15   18   20   13   0   At  home   At  work   Wherever  I   Wherever  I   At  Internet   At  college   At  someone   On  mobile   HAVE  3G/ find  a  wifi   Shop  /   or  school   elses  home   phone   GPRS   connec>on   Cyber  Café   Source:  Cimigo  NetCi>zens  
  21. 21. Beyond  men,  metro  and  premium  consumers.   Local  for  news,     Mobile  users  leap   entertainment     forward   Global  for  search,   Lesser  ci6es  and   social  network,   rural  users    video. will  leapfrog  the   PC  journey  .   Time  to  listen  and   Youth  saturated   engage.   But  mobile  will   Social  networks   grow  35+   win.   And  online   Blogs  and  forums   journey  changes…   decline.   Mobile  ease   In  home     Reward,   Excessive   geoloca6on,   Infotainment   knowledge,  aNract   Are  you  part  of   Mobile  enters  path   the  dialogue?   to  purchase.  
  22. 22. So  what?  Youth  saturated  But  mobile  will  grow  35+  And  the  online  journey  changes…  
  23. 23. Significant  reach  for  under  35.   How  will  35+  grow?   Age  of  internet  users   95%   95%   100%   80%   67%   70%   56%   58%   60%   32%   35%   40%   22%   18%   18%   20%   19%   20%   11%   0%   Total   Age  15-­‐24   Age  25-­‐34   Age  35-­‐49   Age  50-­‐64   2010   2011   Age  %  of  Total  Pop.   Source:  Cimigo  NetCi>zens  
  24. 24. 50%  increase  in  mobile  internet  usage  amongst  35-­‐49  y.o.   Mobile  supports  35+    online  journey.   Age  of  mobile  internet  users   38%   Total   48%   47%   15-­‐24  year  olds   59%   37%   25-­‐34  year  olds   47%   24%   35-­‐49  year  olds   33%   8%   50-­‐64  year  olds   11%   0%   20%   40%   60%   80%   100%   2010   2011   Source:  Cimigo  NetCi>zens  
  25. 25. Real-­‐>me  customer  insights  collec>on  tool.   Consumers  are  changing.  Technology  is  reinven>ng.  Our  understanding  of  psychology  is  advancing.    A  forward  looking  approach  to  research  is  essen>al.     Cimigo’s  online  plaqorm  provides  con>nuous  real-­‐>me   monitoring  of  survey  results,  with  in-­‐built  sorware  to  table  &   chart  data.  The  results  portal  allows  for  different  levels  of   access,  and  provides  ‘red  flag’  alerts  for  key  ques>ons.  
  26. 26. Beyond  men,  metro  and  premium  consumers.   Local  for  news,     Mobile  users  leap   entertainment     forward   Global  for  search,   Lesser  ci6es  and   social  network,   rural  users    video. will  leapfrog  the   PC  journey  .   Time  to  listen  and   Youth  saturated   engage.   But  mobile  will   Social  networks   grow  35+   win.   And  online   Blogs  and  forums   journey  changes…   decline.   Mobile  ease   In  home     Reward,   Excessive   geoloca6on,   Infotainment   knowledge,  aNract   Are  you  part  of   Mobile  enters  path   the  dialogue?   to  purchase.  
  27. 27. So  what?  In  home    Excessive  Infotainment  Are  you  part  of  the  dialogue?  
  28. 28. It  is  where  consumers  are  spending  >me.   3%   1%   2%   Everyday   4%   Frequency  of  Use   Several  >mes  a  week   24%   Once  a  week   Several  >mes  a  month   66%   Once  a  month   Less  oren   Source:  Cimigo  NetCi>zens   130  Minutes   per  Day!  
  29. 29. Consumers  increasingly  spending  >me  online  at  home.   Online  compe>ng  or  complemen>ng  TV  screens?   Weekday  loca>ons  for  being  online   100%   86%   At  home   81%   77%   80%   73%   61%   At  work   60%   40%   34%   At  internet   33%   30%   shopCyber   26%   27%   cafe   29%   20%   23%   25%   25%   At  college  or   18%   15%   16%   school   0%   5%   5%   5%   2007   2008   2009   2010   2011   Source:  Cimigo  NetCi>zens  
  30. 30. Conduc>ng  a  myriad  of  online  ac>vi>es  .   Use  for  news   95%   Use  a  search  site   94%   Listening  to  music   77%   Research  for  school/  office  work   68%   Chaxng   66%   Email   63%   Downloading  music   59%   Searching  informa>on  on  brands/products   55%   Watching  movies   51%   Online  informa>on  gathering   Visi>ng  a  social  network   44%   Visi>ng  forum   40%   Online  entertainment   Shopping/vis>ng  buy  and  sell  sites/Auc>ons   35%   Playing  games  on  web  game  *   35%   Online  communica>on   Playing  games  on  online  applica>ons  **   26%   Downloading  movies   23%   Blogging  and  social  Networks   Visi>ng  blogs   22%   Online  business   Searching  for  a  job   19%   Pos>ng  in  forum   14%   Wri>ng  blogs   12%   E-­‐Banking   9%   Source:  Cimigo  NetCi>zens   0%   20%   40%   60%   80%   100%  
  31. 31. A  look  to  our  future….   Source:  Cimigo  NetCi>zens  
  32. 32. 9  in  10  online  consumers  relying  on  internet  for  news.   Adver>sers  need  to  follow  consumer  eyeballs  online.   Online  Informa>on  gathering   Use  for  news   53%   31%   5%  89%   Use  a  search  site   49%   31%   7%   87%   Research  for  schooloffice  work   21%   27%   9%   57%   0%   20%   40%   60%   80%   100%   Everyday   Once  a  week  or  more   Once  a  month  or  more   Source:  Cimigo  NetCi>zens  
  33. 33. Entertainment  is  secondary  to  informa>on  gathering.   Adver>sers  need  to  follow  consumer  eyeballs  online.   Popular  entertainment  online   Listening  to  music   27%   31%   10%   67%   Downloading  music   9%   24%   14%   47%   Watching  movies   6%   17%   12%   35%   Playing  games  on  web  game   9%   12%   6%   27%   Playing  games  on  online   6%   8%   4%   18%   applica>ons   Downloading  movies   1%   7%   6%   14%   0%   20%   40%   60%   80%   100%   Everyday   Once  a  week  or  more   Once  a  month  or  more   Source:  Cimigo  NetCi>zens  
  34. 34. Online  business  nascent.   Businesses  need  to  lead  the  development  of  e-­‐commerce.   E-­‐commerce  and  online  banking.   Shopping  /  vis>ng  buy  and  sell   5%   11%   8%   24%   sites  /  Auc>ons   E-­‐Banking   1%   3%   6%   2%   0%   10%   20%   30%   Everyday   Once  a  week  or  more   Once  a  month  or  more   Source:  Cimigo  NetCi>zens  
  35. 35. Trust  remains  a  barrier  to  online  purchasing.     Mechanisms  for  secure  online  purchasing  necessary.   Axtudes  to  online  shopping.   I  can  buy  a  very  wide  choice   51%   21%   27%   of  products  on  the  internet   I  think  it  is  safe  to  buy   14%   28%   58%   products  online   0%   20%   40%   60%   80%   100%   Agree   Neutral   Disagree   Source:  Cimigo  NetCi>zens  
  36. 36. 3  in  4  online  consumers  use  to  find  out  about  new  products  and  brands.   Engendering  trust  remains  key.   Online  axtudes.   The  internet  is  an  important   source  for  news  and   93%   5%   2%   informa>on   The  internet  helps  me  to   find  out  about  new  products   74%   16%   9%   and  brands   I  generally  trust  the   informa>on  found  on  the   46%   31%   24%   internet   0%   20%   40%   60%   80%   100%   Agree   Neutral   Disagree   Source:  Cimigo  NetCi>zens  
  37. 37. The  digital  world  is  a  real  op6on   for  consumer  dialogue  right  messages   right  posi6oning   and   building  a     brand’s   value
  38. 38. Managed  online  panellists  for  rapid  surveys.    
  39. 39. 300  tests  and  coun>ng….  
  40. 40.    Brand  tracking  that  gives  you  power.   Is  your  current  tracking  give  you:   Quarterly  presenta>ons?   Too  late  to  inform?   Situa>on  past?   Live  Data   Hindsight?   or   Clear  Dashboards   Large  Samples   Now   ROI  Maximising   Decision  Tool   Not  A  monitor  
  41. 41. Beyond  men,  metro  and  premium  consumers.   Local  for  news,     Mobile  users  leap   entertainment     forward   Global  for  search,   Lesser  ci6es  and   social  network,   rural  users    video. will  leapfrog  the   PC  journey  .   Time  to  listen  and   Youth  saturated   engage.   But  mobile  will   Social  networks   grow  35+   win.   And  online   Blogs  and  forums   journey  changes…   decline.   Mobile  ease   In  home     Reward,   Excessive   geoloca6on,   Infotainment   knowledge,  aNract   Are  you  part  of   Mobile  enters  path   the  dialogue?   to  purchase.  
  42. 42. So  what?  Mobile  journey  is  different  Mobile  ease  required  Mobile  enters  path  to  purchase  Reward,  geoloca6on,  knowledge,  aNract  
  43. 43. Increasingly  anywhere,  any>me.   Internet  by  mobile  phone   38%   Yes 48%   52%   62%   No 2010   2011   Source:  Cimigo  NetCi>zens  
  44. 44. Across  the  country.   North  leading  the  regions  in  mobile  internet  uptake.   Regional  trends  of  mobile  internet  Users   38%   Total   48%   43%   North   55%   34%   Central   48%   36%   South   45%   0%   20%   40%   60%   80%   100%   2010   2011   Source:  Cimigo  NetCi>zens  
  45. 45. Increasing  mobile  entertainment  consump>on.     Geoloca>on  implica>ons  for  mul>ple  businesses  sectors.   Mobile  web  ac>vi>es   Use  for  news   76%   82%   Use  a  search  site   66%   67%   Instant  messaging   43%   48%   Visi>ng  a  social  network   34%   35%   Listening  to  music   26%   35%   2010   32%   2011   Downloading  Apps   34%   Downloading  or  uploading  pictures   26%   30%   Watching  videos/clips   9%   27%   Playing  online  games   8%   10%   0%   20%   40%   60%   80%   100%   Source:  Cimigo  NetCi>zens  
  46. 46. Mobile  ease  essen>al.   Mobile  enters  path  to  purchase.   Instant  mobile  internet  ac>vi>es   Source:  Cimigo  NetCi>zens  
  47. 47. 1  in  2  whom  are  financially  ac>ve,  are  online  via  mobile.     Broad  opportuni>es  for  financial  services  firms.   Financial  product  ownership  and  mobile  web   Total   48%   Credit  Card   52%   Bank  Account   51%   Life  or  Health  Insurance   49%   0%   20%   40%   60%   80%   100%   Source:  Cimigo  NetCi>zens  
  48. 48. Reward   Track  Membership  Tiers  Redemp>on  Bo{le   Points  Exclusive  Networks  Loyalty  Geoloca6on   foursquare  On  Trade  Promo6ons   HORECA   Alerts  Concierge  Knowledge   Brand  Heritage   News   Posi>oning   USP  Events  Launches  ANract   Buzz  Dialogue   Social  Media   Online  Ordering   WoM  
  49. 49. Beyond  men,  metro  and  premium  consumers.   Local  for  news,     Mobile  users  leap   entertainment     forward   Global  for  search,   Lesser  ci6es  and   social  network,   rural  users    video. will  leapfrog  the   PC  journey  .   Time  to  listen  and   Youth  saturated   engage.   But  mobile  will   Social  networks   grow  35+   win.   And  online   Blogs  and  forums   journey  changes…   decline.   Mobile  ease   In  home     Reward,   Excessive   geoloca6on,   Infotainment   knowledge,  aNract   Are  you  part  of   Mobile  enters  path   the  dialogue?   to  purchase.  
  50. 50. So  what?  Time  to  listen  and  engage  Social  networks  win    Blogs  and  forums  decline  
  51. 51. Social  networks  grow  at  expense  of  blogs  and  forums   Consumers  consolida>ng  expression  in  social  networks   Metro  online  communica>on  trends   100%   Visi>ng  social   network   80%   Visi>ng  forum   60%   51%   51%   Visi>ng  blogs   47%   41%   46%   39%   40%   41%   Pos>ng  in  forum   35%   21%   20%   16%   17%   23%   Wri>ng  blogs   20%   22%   11%   0%   2009   2010   2011   Source:  Cimigo  NetCi>zens  
  52. 52. And  consumers  are  talking.     Broad  opportuni>es  for  brands  to  listen  and  engage.   Chaxng  online  at  least  once  per  month     Visi>ng  a  social  network   19%   14%   5%   39%   Visi>ng  forum   8%   11%   8%   27%   Visi>ng  blogs   3%   5%   4%   13%   Pos>ng  in  forum   2%  3%   3%   9%   Wri>ng  blogs   1%   2%   6%   3%   0%   20%   40%   60%   Everyday   Once  a  week  or  more   Once  a  month  or  more   Source:  Cimigo  NetCi>zens  
  53. 53. Social  media  insights.  Hybrid  tech/human  approach  to  social  media  evalua>on.    Combining  automated  ‘scraping’  across  millions  of  sites  with  more  focused  analyst  driven  search  10,000’s.   Collection Content  enrichment   From  data  to  informa>on   Using   our   proprietary   source   Our   team   of   analysts   refine   the   Arer  all  this  work  we  have  amazing   management   and   scraping   content   of   the   search.   We   insights  into  what  people  are  saying   technologies,   we   scan   and   perform   sen>ment   analysis   and   about   you   and   your   compe>tors.   collect   content   from   blogs,   tag   the   data   with   source   We   then   provide   all   this   microblogs,   trade   publica>ons,   informa>on   about   the   posters,   informa>on   to   you   on   an   online   forums,     industry,   geographic   where   they   made   comments,   dashboard.   We   update   it   daily   so   and  demographic  sources.     where  they  live,  how  old  they  are   you   can   track   the   buzz   and   engage   –   we   can   understand   a   lot   about   with  your  customers.     the   people   who   are   taking   about   you.  The  data  is  QA’d  for  precision   and  reach.  
  54. 54. Social  media  insights.   Lots  of  informa6on  and  word  of  mouth  related  to   different  products  and  brands  are  already  available  on   the  web  in  an  easy-­‐to-­‐access  form.    This  can  be  cleverly   used  to  enrich  our  insights  :   •  To  explore  new  trends  and  shifs,  track  key   influencers,  as  well  as  fine  tune  the  survey  design  for   ongoing  programmes.   •  To  obtain  feedback  on  a  wide  range  of  op6ons,   broadening  and  deepening  our  compe66ve   intelligence.   •  To    enrich  research  findings.   This Cimigo approach captures the sentiment and nuances of what people are talking about, because you get the best of both worlds, automated analysis combined with real people reading, digesting and analysing the context.55  
  55. 55. Online  consumers  are  networked  &  social.   Member  of  social  network   Popular  social  networks   Yes   No   47%   Facebook   67%   70%   6%   44%   2009   Zing  Me   19%   56%   20%   2010   11%   2011   Yahoo  360  Plus   12%   2%   Twi{er   1%   0%   20%   40%   60%   80%   100%   Source:  Cimigo  NetCi>zens  
  56. 56. Online  research  communi>es  –  Cimigo  Live.  •  Instant  access  to  consumers.  •  Speed  of  response  to  business  ques6ons.  •  Incredible  depth  on  behaviour,  lifestyle,  needs  and  thoughts  of  consumers.  •  Collabora6on  with  consumers.   •  An  online  qualita6ve  community  of  targeted  consumers.   •  It  runs  con6nuously  with  virtually  no  lead  6me    to  ini6ate  a    topic  or  a  ques6on.   •  It  provides  forums,  chat,  blog,  and  mul6media  capabili6es.   •  It  establishes  a  communica6ons  architecture  for  your  brand  and  strategic  partners  to  interact  with  each  other  and  the  consumer.  
  57. 57. Why  create  an  online  brand  research  community?   To  create.    To  innovate.    To  communicate.    To  inspire  consumers  at  all  touch-­‐points.   Develop  and  assess     new  products   Test  and  measure     Develop  and  test   promo  ac6vity   communica6ons   Foster  brand     Generate  ideas     engagement   and  concepts   Generate  PR   Develop  websites   e.g.  brand  stories   Measure  usage   and  ajtudes  
  58. 58. Beyond  men,  metro  and  premium  consumers.   Local  for  news,     Mobile  users  leap   entertainment     forward   Global  for  search,   Lesser  ci6es  and   social  network,   rural  users    video. will  leapfrog  the   PC  journey  .   Time  to  listen  and   Youth  saturated   engage.   But  mobile  will   Social  networks   grow  35+   win.   And  online   Blogs  and  forums   journey  changes…   decline.   Mobile  ease   In  home     Reward,   Excessive   geoloca6on,   Infotainment   knowledge,  aNract   Are  you  part  of   Mobile  enters  path   the  dialogue?   to  purchase.  
  59. 59. So  what?  Top  10  Local  for  news  Local  for  entertainment  Global  for  search  Global  for  social  network  Global  for  video  
  60. 60. Younger  genera>on  tend  to  social,  while  older  online  popula>on  tending  to  news.     We  measure  sites  visited  within  past  4  weeks   Top  ten  websites   Source:  Cimigo  NetCi>zens  
  61. 61. Global  brands  are  on  the  way  up.     We  measure  sites  visited  within  past  4  weeks   Top  ten  websites   Source:  Cimigo  NetCi>zens  
  62. 62. Beyond  men,  metro  and  premium  consumers.   Local  for  news,     Mobile  users  leap   entertainment     forward   Global  for  search,   Lesser  ci6es  and   social  network,   rural  users    video. will  leapfrog  the   PC  journey  .   Time  to  listen  and   Youth  saturated   engage.   But  mobile  will   Social  networks   grow  35+   win.   And  online   Blogs  and  forums   journey  changes…   decline.   Mobile  ease   In  home     Reward,   Excessive   geoloca6on,   Infotainment   knowledge,  aNract   Are  you  part  of   Mobile  enters  path   the  dialogue?   to  purchase.  

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