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Objec'ves,	
  Strategies	
  and	
  Tac'cs	
  
	
  
What	
  Goes	
  Where	
  When	
  
March	
  11,	
  2014	
  
Why	
  is	
  this	
  important?	
  
Director	
  
Associate	
  
Director	
  
Supervisor	
  
Planner	
  
Why	
  is	
  this	
  important?	
  
Objec'ves	
  
	
  
	
  
	
  
	
  
	
  
Strategies	
  
	
  
	
  
	
  
	
  
	
  
Tac'cs	
  
Why	
  is	
  this	
  important?	
  
• Well	
  wriGen	
  objec'ves	
  &	
  
strategies	
  are	
  needed	
  for	
  every	
  
stage	
  of	
  planning:	
  
–  To	
  set	
  the	
  stage	
  
–  Lead	
  to	
  strong	
  “big	
  ideas”	
  
–  Keep	
  everyone	
  on	
  the	
  same	
  page	
  
–  Inform	
  ques'ons	
  like,	
  “why	
  are	
  we	
  
doing	
  this?”	
  
–  Explain	
  digital	
  diagnos'c	
  ques'ons	
  
like,	
  “why	
  is	
  our	
  CTR	
  is	
  so	
  low?	
  
A	
  real-­‐life	
  planning	
  situa'on?	
  
"When	
  my	
  client	
  asks	
  if	
  changing	
  the	
  target	
  from	
  Enterprise	
  CEOs	
  to	
  
Expec9ng	
  Moms	
  will	
  have	
  an	
  effect	
  on	
  the	
  strategy,	
  I'm	
  like	
  .	
  .	
  ."	
  
Another	
  real	
  -­‐	
  life	
  planning	
  situa'on?	
  
"When	
  I	
  ask	
  the	
  client	
  who	
  the	
  target	
  is	
  and	
  she	
  says	
  'everyone,'	
  	
  
I'm	
  like	
  .	
  .	
  .”	
  
What	
  is	
  an	
  Objec've,	
  Strategy	
  and	
  Tac'c?	
  
•  Business	
  Objec'ves:	
  What	
  is	
  this	
  plan	
  trying	
  to	
  accomplish?	
  
–  Generally	
  best	
  to	
  have	
  only	
  a	
  few	
  objec'ves	
  
–  Do	
  not	
  address	
  media	
  types	
  in	
  objec'ves	
  
–  Needs	
  to	
  be	
  measureable	
  
•  Media	
  Strategies:	
  How	
  will	
  you	
  accomplish	
  the	
  objec'ves?	
  
–  May	
  include	
  a	
  channel	
  for	
  reaching	
  the	
  target,	
  such	
  as	
  digital	
  
–  Does	
  not	
  include	
  a	
  specific	
  vendor	
  or	
  media	
  property	
  
•  Media	
  Tac'cs:	
  What	
  specific	
  ac'ons	
  will	
  you	
  take	
  as	
  part	
  of	
  the	
  
strategies?	
  
–  The	
  granular	
  detail	
  
–  Sites,	
  networks,	
  content,	
  etc.	
  
What	
  will	
  you	
  need	
  to	
  build	
  strategies?	
  
•  Business-­‐related	
  informa'on:	
  
–  Business	
  objec've(s)	
  the	
  client	
  wants	
  to	
  achieve	
  
–  Target	
  audience	
  
–  Success	
  measures	
  
–  Crea've	
  concepts	
  	
  
–  Budget,	
  'ming	
  and	
  geography	
  
	
  
	
  
A	
  strong	
  answer	
  to	
  “what	
  is	
  the	
  measure	
  of	
  success?”	
  	
  	
  
	
  
What	
  will	
  you	
  need	
  to	
  build	
  strategies?	
  
•  Ask	
  ques'ons	
  to	
  shore	
  up	
  content,	
  and	
  to	
  get	
  beyond	
  
briefing	
  documents	
  	
  
–  Compe''ve	
  insights	
  	
  
»  How	
  much	
  they	
  spend?	
  
»  Where	
  they	
  spend?	
  	
  
»  When	
  do	
  they	
  spend?	
  
»  Crea've	
  rota'on?	
  
–  Client	
  insights	
  
»  Consumer	
  media	
  habits?	
  
»  Consumer	
  shopping/informa'on	
  searches?	
  
»  Product	
  and	
  shopping	
  cycles?	
  
»  Product	
  distribu'on	
  plan?	
  
»  Mature	
  or	
  new	
  product?	
  
»  Established	
  or	
  new	
  target?	
  
Analogies	
  to	
  remember	
  the	
  difference	
  
•  Objec9ve:	
  Stop	
  the	
  bombing	
  	
  
•  Strategy:	
  Prevent	
  them	
  from	
  making	
  bombs	
  
•  Tac9c:	
  Sneak	
  into	
  their	
  lab	
  during	
  the	
  night,	
  and	
  steal	
  the	
  chemicals	
  	
  
	
  
•  Objec9ve:	
  Get	
  to	
  work	
  by	
  9:00am	
  every	
  day	
  
•  Strategy:	
  Set	
  mul'ple	
  alarms	
  
•  Tac9c:	
  Put	
  one	
  next	
  to	
  me,	
  one	
  in	
  the	
  bathroom,	
  and	
  one	
  in	
  the	
  hall	
  
	
  
•  Objec9ve:	
  Save	
  10%	
  of	
  my	
  salary	
  each	
  month	
  
•  Strategy:	
  Save	
  funds	
  before	
  I	
  can	
  spend	
  them	
  
•  Tac9c:	
  Auto	
  withdraw	
  5%	
  into	
  the	
  company	
  plan,	
  and	
  5%	
  into	
  my	
  	
  
savings	
  account	
  
For	
  Discussion:	
  Examples	
  of	
  Objec'ves	
  	
  
•  Obtain	
  10,000	
  coupon	
  redemp'on	
  during	
  Q2	
  
•  Increase	
  online	
  sales	
  by	
  15%	
  
•  Generate	
  10,000	
  more	
  Likes	
  on	
  the	
  client’s	
  Facebook	
  page	
  
•  Create	
  20%	
  more	
  awareness	
  of	
  the	
  new	
  product	
  
•  AGain	
  #1	
  share	
  of	
  market	
  sale	
  in	
  CY	
  2014	
  
•  Increase	
  store	
  traffic	
  across	
  the	
  chain	
  by	
  20%	
  
ü Is	
  it	
  specific?	
  
ü Measureable?	
  
ü Does	
  it	
  specify	
  the	
  'meframe	
  for	
  success?	
  
ü How	
  will	
  you	
  know	
  you	
  achieved	
  it?	
  
Measures	
  of	
  Success	
  
•  Key	
  Performance	
  Indicators	
  (KPI)	
  
–  Objec9ve	
  –	
  Increase	
  online	
  sales	
  by	
  15%	
  
–  Online	
  Behavior	
  -­‐	
  Drive	
  to	
  site	
  to	
  make	
  a	
  purchase	
  
–  KPI	
  –	
  Website	
  sales	
  transac'on	
  
–  Objec9ve	
  –	
  Increase	
  store	
  traffic	
  across	
  the	
  chain	
  by	
  15%	
  
–  Online	
  Behavior	
  –	
  Drive	
  to	
  mobile	
  landing	
  page	
  with	
  
store	
  locator	
  
–  KPI	
  –	
  Store	
  locator	
  search	
  
–  Objec9ve	
  –	
  Create	
  20%	
  more	
  awareness	
  of	
  the	
  new	
  
product	
  
–  Online	
  Behavior	
  –	
  Interac'on	
  with	
  ad	
  
–  KPI	
  –	
  Expand	
  rich	
  ad	
  to	
  read	
  product	
  descrip'on	
  or	
  watch	
  
demonstra'on	
  video	
  
Media	
  Measurement	
  
•  Website	
  Analy'cs	
  
–  Measures	
  every	
  page	
  visit	
  	
  
–  Measures	
  traffic	
  from	
  every	
  source	
  
–  Iden'fies	
  common	
  paths	
  and	
  website	
  usability	
  
issues	
  
•  Media	
  Analy'cs	
  
–  Measure	
  key	
  performance	
  indicators	
  
–  Measures	
  traffic	
  only	
  from	
  paid	
  media	
  
–  Iden'fies	
  effec'veness	
  of	
  media	
  tac'cs	
  	
  
and	
  enables	
  op'miza'on	
  
Media	
  Analy'cs	
  
•  Generate	
  a	
  conversion	
  tag	
  from	
  the	
  ad	
  server	
  
•  Place	
  the	
  tag	
  on	
  the	
  client	
  website	
  on	
  the	
  page	
  that	
  
confirms	
  the	
  desired	
  behavior	
  
–  Downloaded	
  coupon	
  
–  Store	
  locator	
  search	
  result	
  
–  Thank	
  you	
  page	
  for	
  ecommerce	
  purchase	
  
•  Add	
  triggers	
  into	
  rich	
  media	
  ads	
  to	
  measure	
  
customer	
  interac'ons	
  
•  Conduct	
  online	
  survey	
  
–  Brand	
  awareness	
  prior	
  to	
  and	
  aler	
  ad	
  exposure	
  
For	
  Discussion:	
  Examples	
  of	
  Strategies	
  	
  
•  Concentrate	
  media	
  on	
  markets	
  with	
  restaurant	
  penetra'on	
  index	
  
score	
  of	
  300+	
  
•  Reach	
  influencers	
  who	
  will	
  be	
  more	
  likely	
  to	
  spread	
  the	
  message	
  to	
  
the	
  decision	
  makers	
  
•  U'lize	
  targeted	
  prime-­‐'me	
  programming	
  in	
  Q4	
  
•  Reach	
  the	
  target	
  while	
  they	
  are	
  in	
  close	
  proximity	
  to	
  the	
  store	
  
•  Generate	
  assets	
  that	
  will	
  demonstrate	
  the	
  product	
  benefits	
  
•  Encourage	
  current	
  customers	
  to	
  write	
  tes'monials	
  
•  U'lize	
  na'onal	
  print	
  publica'ons	
  to	
  generate	
  interest	
  in	
  the	
  movie	
  
launch	
  during	
  December,	
  2014	
  
ü Does	
  it	
  lead	
  to	
  accomplishing	
  the	
  objec've?	
  
ü Is	
  it	
  high	
  level,	
  and	
  does	
  not	
  contain	
  specific	
  
ways	
  for	
  it	
  to	
  be	
  implemented?	
  
ü Can	
  tac'cs	
  be	
  used	
  to	
  fulfill	
  on	
  the	
  strategy?	
  
For	
  Discussion:	
  Examples	
  of	
  Tac'cs	
  
•  Use	
  Millennial	
  Media	
  to	
  deliver	
  mobile	
  ads	
  to	
  people	
  within	
  a	
  5	
  mile	
  
radius	
  around	
  each	
  store	
  
•  Run	
  pre-­‐roll	
  video	
  on	
  CBS.com	
  before	
  sports-­‐related	
  content	
  
•  U'lize	
  email	
  to	
  deliver	
  a	
  printable	
  coupon	
  
•  Use	
  rich	
  media	
  to	
  allow	
  consumers	
  to	
  find	
  the	
  store	
  near	
  them	
  from	
  
within	
  the	
  banner	
  ad	
  
•  Bid	
  on	
  compe''ve	
  brand	
  terms	
  within	
  the	
  Google	
  search	
  engine	
  to	
  
conquest	
  people	
  looking	
  for	
  our	
  compe'tors	
  
•  Only	
  run	
  dinner	
  related	
  ads	
  from	
  4:00p.m.	
  to	
  8:00p.m.	
  
ü Does	
  it	
  support	
  the	
  strategy?	
  
ü Does	
  it	
  deliver	
  a	
  specific	
  recommenda'on?	
  
ü Is	
  it	
  something	
  that	
  can	
  be	
  implemented?	
  
Working Session
Identify if each statement is an Objective, Strategy, Tactic or None
Working	
  Session	
  1-­‐5	
  
	
  	
   Objec've	
  Strategy	
  Tac'c	
  None	
  
1	
   U'lize	
  rich	
  media	
  ad	
  units	
  to	
  deliver	
  video	
   	
  	
   X	
  	
   X	
   	
  	
  
	
  	
   	
  	
   	
  	
   	
  	
   	
  	
  
2	
   U'lize	
  local	
  news	
  sites	
  such	
  as	
  Click	
  On	
  Detroit	
   	
  	
   	
  	
   X	
   	
  	
  
	
  	
   	
  	
   	
  	
   	
  	
   	
  	
  
3	
  
Carefully	
  evaluate	
  where	
  the	
  money	
  will	
  be	
  best	
  
spent	
  
	
  	
   	
  	
   	
  	
   X	
  
	
  	
   	
  	
   	
  	
   	
  	
   	
  	
  
4	
  
Reach	
  target	
  audience	
  when	
  they	
  are	
  most	
  likely	
  to	
  
be	
  at	
  home	
  
	
  	
   X	
   	
  	
   	
  	
  
	
  	
   	
  	
   	
  	
   	
  	
   	
  	
  
5	
  
Run	
  ads	
  on	
  CBS.com	
  during	
  the	
  'mes	
  that	
  the	
  event	
  is	
  
on	
  the	
  air	
  to	
  generate	
  tune	
  in	
  
	
  	
   	
  	
   X	
   	
  	
  
Working	
  Session	
  6	
  -­‐	
  10	
  
	
  	
   Objec've	
   Strategy	
  Tac'c	
  None	
  
6	
  
Use	
  influencers	
  to	
  help	
  seed	
  the	
  message	
  and	
  create	
  
excitement	
  and	
  an'cipa'on	
  for	
  the	
  new	
  product	
  
	
  	
   X	
   	
  	
   	
  	
  
	
  	
   	
  	
   	
  	
   	
  	
   	
  	
  
7	
  
Leverage	
  paid	
  media	
  to	
  amplify	
  the	
  social	
  conversa'on	
  
with	
  those	
  talking	
  about	
  the	
  product	
  and	
  category	
  	
  	
  	
  	
  	
  	
  	
  
	
  	
   X	
   	
  	
   	
  	
  
	
  	
   	
  	
   	
  	
   	
  	
   	
  	
  
8	
   Include	
  mobile	
  adver'sing	
  to	
  reach	
  busy	
  women	
   	
  	
   	
  X	
   X	
   	
  	
  
	
  	
   	
  	
   	
  	
   	
  	
   	
  	
  
9	
   Increase	
  Year-­‐over-­‐Year	
  sales	
  of	
  widgets	
  by	
  15%	
   X	
   	
  	
   	
  	
   	
  	
  
	
  	
   	
  	
   	
  	
   	
  	
   	
  	
  
10	
  
Increase	
  store	
  traffic	
  at	
  the	
  Denver	
  loca'ons	
  by	
  50	
  
people	
  per	
  day	
  
X	
   	
  	
   	
  	
   	
  	
  
Working	
  Session	
  11-­‐15	
  
	
  	
  
Objec've	
   Strategy	
   Tac'c	
   None	
  
11	
  Increase	
  the	
  average	
  purchase	
  amount	
   	
  	
   	
  	
   	
  	
   X	
  
	
  	
   	
  	
   	
  	
   	
  	
   	
  	
  
12	
  Increase	
  profit	
  of	
  key	
  client	
  services	
  by	
  21%	
   	
  	
   	
  	
   	
  	
   X	
  
	
  	
   	
  	
   	
  	
   	
  	
   	
  	
  
13	
  Create	
  a	
  sense	
  of	
  immediacy	
  to	
  drive	
  traffic	
  in-­‐store	
   	
  	
   X	
   	
  	
   	
  	
  
	
  	
   	
  	
   	
  	
   	
  	
   	
  	
  
14	
  Increase	
  awareness	
  of	
  the	
  brand	
  10%	
   X	
   	
  	
   	
  	
   	
  	
  
	
  	
   	
  	
   	
  	
   	
  	
   	
  	
  
15	
  Place	
  audio	
  ads	
  on	
  Pandora	
   	
  	
   	
  	
   X	
   	
  	
  

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313 digital objectives strategies - march 14

  • 1.     Objec'ves,  Strategies  and  Tac'cs     What  Goes  Where  When   March  11,  2014  
  • 2. Why  is  this  important?  
  • 3. Director   Associate   Director   Supervisor   Planner   Why  is  this  important?   Objec'ves             Strategies             Tac'cs  
  • 4. Why  is  this  important?   • Well  wriGen  objec'ves  &   strategies  are  needed  for  every   stage  of  planning:   –  To  set  the  stage   –  Lead  to  strong  “big  ideas”   –  Keep  everyone  on  the  same  page   –  Inform  ques'ons  like,  “why  are  we   doing  this?”   –  Explain  digital  diagnos'c  ques'ons   like,  “why  is  our  CTR  is  so  low?  
  • 5. A  real-­‐life  planning  situa'on?   "When  my  client  asks  if  changing  the  target  from  Enterprise  CEOs  to   Expec9ng  Moms  will  have  an  effect  on  the  strategy,  I'm  like  .  .  ."  
  • 6. Another  real  -­‐  life  planning  situa'on?   "When  I  ask  the  client  who  the  target  is  and  she  says  'everyone,'     I'm  like  .  .  .”  
  • 7. What  is  an  Objec've,  Strategy  and  Tac'c?   •  Business  Objec'ves:  What  is  this  plan  trying  to  accomplish?   –  Generally  best  to  have  only  a  few  objec'ves   –  Do  not  address  media  types  in  objec'ves   –  Needs  to  be  measureable   •  Media  Strategies:  How  will  you  accomplish  the  objec'ves?   –  May  include  a  channel  for  reaching  the  target,  such  as  digital   –  Does  not  include  a  specific  vendor  or  media  property   •  Media  Tac'cs:  What  specific  ac'ons  will  you  take  as  part  of  the   strategies?   –  The  granular  detail   –  Sites,  networks,  content,  etc.  
  • 8. What  will  you  need  to  build  strategies?   •  Business-­‐related  informa'on:   –  Business  objec've(s)  the  client  wants  to  achieve   –  Target  audience   –  Success  measures   –  Crea've  concepts     –  Budget,  'ming  and  geography       A  strong  answer  to  “what  is  the  measure  of  success?”        
  • 9. What  will  you  need  to  build  strategies?   •  Ask  ques'ons  to  shore  up  content,  and  to  get  beyond   briefing  documents     –  Compe''ve  insights     »  How  much  they  spend?   »  Where  they  spend?     »  When  do  they  spend?   »  Crea've  rota'on?   –  Client  insights   »  Consumer  media  habits?   »  Consumer  shopping/informa'on  searches?   »  Product  and  shopping  cycles?   »  Product  distribu'on  plan?   »  Mature  or  new  product?   »  Established  or  new  target?  
  • 10. Analogies  to  remember  the  difference   •  Objec9ve:  Stop  the  bombing     •  Strategy:  Prevent  them  from  making  bombs   •  Tac9c:  Sneak  into  their  lab  during  the  night,  and  steal  the  chemicals       •  Objec9ve:  Get  to  work  by  9:00am  every  day   •  Strategy:  Set  mul'ple  alarms   •  Tac9c:  Put  one  next  to  me,  one  in  the  bathroom,  and  one  in  the  hall     •  Objec9ve:  Save  10%  of  my  salary  each  month   •  Strategy:  Save  funds  before  I  can  spend  them   •  Tac9c:  Auto  withdraw  5%  into  the  company  plan,  and  5%  into  my     savings  account  
  • 11. For  Discussion:  Examples  of  Objec'ves     •  Obtain  10,000  coupon  redemp'on  during  Q2   •  Increase  online  sales  by  15%   •  Generate  10,000  more  Likes  on  the  client’s  Facebook  page   •  Create  20%  more  awareness  of  the  new  product   •  AGain  #1  share  of  market  sale  in  CY  2014   •  Increase  store  traffic  across  the  chain  by  20%   ü Is  it  specific?   ü Measureable?   ü Does  it  specify  the  'meframe  for  success?   ü How  will  you  know  you  achieved  it?  
  • 12. Measures  of  Success   •  Key  Performance  Indicators  (KPI)   –  Objec9ve  –  Increase  online  sales  by  15%   –  Online  Behavior  -­‐  Drive  to  site  to  make  a  purchase   –  KPI  –  Website  sales  transac'on   –  Objec9ve  –  Increase  store  traffic  across  the  chain  by  15%   –  Online  Behavior  –  Drive  to  mobile  landing  page  with   store  locator   –  KPI  –  Store  locator  search   –  Objec9ve  –  Create  20%  more  awareness  of  the  new   product   –  Online  Behavior  –  Interac'on  with  ad   –  KPI  –  Expand  rich  ad  to  read  product  descrip'on  or  watch   demonstra'on  video  
  • 13. Media  Measurement   •  Website  Analy'cs   –  Measures  every  page  visit     –  Measures  traffic  from  every  source   –  Iden'fies  common  paths  and  website  usability   issues   •  Media  Analy'cs   –  Measure  key  performance  indicators   –  Measures  traffic  only  from  paid  media   –  Iden'fies  effec'veness  of  media  tac'cs     and  enables  op'miza'on  
  • 14. Media  Analy'cs   •  Generate  a  conversion  tag  from  the  ad  server   •  Place  the  tag  on  the  client  website  on  the  page  that   confirms  the  desired  behavior   –  Downloaded  coupon   –  Store  locator  search  result   –  Thank  you  page  for  ecommerce  purchase   •  Add  triggers  into  rich  media  ads  to  measure   customer  interac'ons   •  Conduct  online  survey   –  Brand  awareness  prior  to  and  aler  ad  exposure  
  • 15. For  Discussion:  Examples  of  Strategies     •  Concentrate  media  on  markets  with  restaurant  penetra'on  index   score  of  300+   •  Reach  influencers  who  will  be  more  likely  to  spread  the  message  to   the  decision  makers   •  U'lize  targeted  prime-­‐'me  programming  in  Q4   •  Reach  the  target  while  they  are  in  close  proximity  to  the  store   •  Generate  assets  that  will  demonstrate  the  product  benefits   •  Encourage  current  customers  to  write  tes'monials   •  U'lize  na'onal  print  publica'ons  to  generate  interest  in  the  movie   launch  during  December,  2014   ü Does  it  lead  to  accomplishing  the  objec've?   ü Is  it  high  level,  and  does  not  contain  specific   ways  for  it  to  be  implemented?   ü Can  tac'cs  be  used  to  fulfill  on  the  strategy?  
  • 16. For  Discussion:  Examples  of  Tac'cs   •  Use  Millennial  Media  to  deliver  mobile  ads  to  people  within  a  5  mile   radius  around  each  store   •  Run  pre-­‐roll  video  on  CBS.com  before  sports-­‐related  content   •  U'lize  email  to  deliver  a  printable  coupon   •  Use  rich  media  to  allow  consumers  to  find  the  store  near  them  from   within  the  banner  ad   •  Bid  on  compe''ve  brand  terms  within  the  Google  search  engine  to   conquest  people  looking  for  our  compe'tors   •  Only  run  dinner  related  ads  from  4:00p.m.  to  8:00p.m.   ü Does  it  support  the  strategy?   ü Does  it  deliver  a  specific  recommenda'on?   ü Is  it  something  that  can  be  implemented?  
  • 17. Working Session Identify if each statement is an Objective, Strategy, Tactic or None
  • 18. Working  Session  1-­‐5       Objec've  Strategy  Tac'c  None   1   U'lize  rich  media  ad  units  to  deliver  video       X     X                           2   U'lize  local  news  sites  such  as  Click  On  Detroit           X                           3   Carefully  evaluate  where  the  money  will  be  best   spent               X                       4   Reach  target  audience  when  they  are  most  likely  to   be  at  home       X                               5   Run  ads  on  CBS.com  during  the  'mes  that  the  event  is   on  the  air  to  generate  tune  in           X      
  • 19. Working  Session  6  -­‐  10       Objec've   Strategy  Tac'c  None   6   Use  influencers  to  help  seed  the  message  and  create   excitement  and  an'cipa'on  for  the  new  product       X                               7   Leverage  paid  media  to  amplify  the  social  conversa'on   with  those  talking  about  the  product  and  category                     X                               8   Include  mobile  adver'sing  to  reach  busy  women        X   X                           9   Increase  Year-­‐over-­‐Year  sales  of  widgets  by  15%   X                                   10   Increase  store  traffic  at  the  Denver  loca'ons  by  50   people  per  day   X              
  • 20. Working  Session  11-­‐15       Objec've   Strategy   Tac'c   None   11  Increase  the  average  purchase  amount               X                       12  Increase  profit  of  key  client  services  by  21%               X                       13  Create  a  sense  of  immediacy  to  drive  traffic  in-­‐store       X                               14  Increase  awareness  of  the  brand  10%   X                                   15  Place  audio  ads  on  Pandora           X