Rejecting Extremes: Measurement to help grow

your brand and your marketing budget

Paul Sinkinson
Vice President
Analytic Partners
@IABAustralia #MeasureUp
Rejecting Extremes

Measurement to help grow your

brand and your marketing budget

Paul Sinkinson, Analytic Partners

November 2018
INSERT IMAGE
Today

► What we’re hearing in the market

► What agreement is there in the industry and

academia?

► How do we make digital marketing better?

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Extreme Ideologs are amongst us

“For FMCG, the TV share of media budget “Online advertising is dead – long live
allocation is 78%, but the optimal share is traditional advertising”
nearer to 90%”
“As an ad medium, the web is a much
“TV remains the world’s most effective better yellow pages and a much worse
advertising” television”

“The retention of TV is 66 days but only 8 “Adidas are going 100% digital”
days on YouTube for the same copy”

“TV is dying”

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Who am I to tell you any different?
Analytic Partners overview

Independent Global marketing

Privately-held analytics company
Unbiased perspective Strong legacy
NOT being paid to be 18 years of experience
here in delivering
outstanding returns
Long-term 10 global offices
partnership view
Strong balance sheet Solely focused on
no investors to satisfy enabling analytic
90% client retention adoption to unlock
potential
Average 30%
improvement in ROI Analytic Partners offices Analytic Partners experience

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Industry Recognition & Experience

►Leader in the Forrester ►Recognised for Marketing ►2017 Smart Data Agency of
WaveTM: Global Marketing Mix & Attribution in the Year for leveraging value
Measurement and Optimisation October 2016 from data to help clients
2016 & 2018, just released only ►Recognised for Building achieve competitive advantage
leader in Asia Pacific Segments & Personas for ►Winner of Intel Challenge
►Recognised for integrated Digital Marketing Hackathon
mix & attribution; “Insight
expertise”; comprehensive
marketing recommendations

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We established ROI Genome™: “Beyond Benchmarking”

Insights to inform
► Hundreds of billions in marketing spend
measured
► More Than 2 million marketing metrics
► Global footprint – 45+ countries
► 15 years, 700+ brands

Creating m ark eting w isdom ► Cross-section of industries & tactics

from accum ulated num bers
and k now ledge
► In depth understanding of marketing
– Halo principles
– Synergies and cascading impacts
– Modelling considerations

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How do we do it?

We use econometrics to solve the problem, with a bias to the simplest model possible so that it is most
accessible. It can be:
– OLS
– Attraction
– Agent Based
– Bayesian
– Hierarchical
– SEM
– SUR
– Etc. we use the model
that best fits the data
and the client need

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So what agreement is there?
It looks like digital rules in Australia?

Average short-term ROI performance across channels benchmarked to TV - Australia

379%

244%
221% 210%

124%
100% 89% 75% 68% 63% 59%
32% 18% 18%

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But there’s a big impact on digital if TV or OOH is removed
When TV can’t be run, OOH holds up some of the results, but without this, digital results drop significantly

ROI index of digital campaigns with or without offline support - Australia

100

79

50

Digital returns with TV Digital returns with OOH Digital returns with neither

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Why could this be
different to what
you’ve seen or
been told?
I don’t want you to think academic literature says digital is poor

► Cacioppo, John T. and Richard E. Petty (1979), “Effects of Message Repetition and Position on Cognitive Response, Recall, and
Persuasion,” Journal of Personality and Social Psychology, 37(1), 97.

► Campbell, Margaret C. and Kevin Lane Keller (2003), “Brand Familiarity and Advertising Repetition Effects,” Journal of Consumer
Research, 30(September), 292-304.

► Chang, Yuhmiin and Esther Thorson (2004), “Television and Web Advertising Synergies,” Journal of Advertising, 33 (2), 75-84.

► Danaher, Peter J. and Tracey S. Dagger (2013), “Comparing the Relative Effectiveness of Advertising Channels: A case Study of a
Multimedia Blitz Campaign,” Journal of Marketing, 50 (August), 517-534.

► De Haan, Evert D., Thorsten Wiesel, and Koen Pauwels (2013), “Which Advertising Forms Make a Difference in Online Path to
Purchase?” Working Paper Series No. 13, Marketing Science Institute.

► Dinner, Isaac. M., Harald J. Van Heerde, and Scott Neslin (2014), “Driving Online and Offline Sales: The Cross-channel Effects of Digital
versus Traditional Advertising,” Journal of Marketing Research, 51 (5), 527-545.

► Hanssens, Dominique M. (2009), Empirical Generalizations about Marketing Impact: What We Have Learned from Academic Research.
Cambridge: Marketing Science Institute.

► Hanssens, Dominique M., Pauwels, Koen (2016), Demonstrating the Value of Marketing, Journal of Marketing: November 2016, 80 (6)
173-190.

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It actually supports digital with lots of recent work

► Kireyev, Pavel, Koen Pauwels, and Sunil Gupta (2013), “Do Display Ads Influence Search? Attribution and Dynamics in Online
Advertising,” Working Paper No. 13-070, Harvard Business School.

► MacInnis, Deborah J. and Bernard J. Jaworski (1989), “Information Processing from Advertisements: Toward an Integrative
Framework,” Journal of Marketing, 53 (October), 1-23.

► Manchanda, Puneet, Jean-Pierre Dube, Khim Y. Goh, and Pradeep K. Chintagunta (2006), “The Effect of Banner Advertising on Internet
Purchasing,” Journal of Marketing Research, 43 (1), 98- 108.

► McGovern, Gail and John A. Quelch (2007), Measuring Marketing Performance. Harvard Business School Multimedia Tool.

► Naik, Prasad A. and Kay Peters (2009), “A Hierarchical Marketing Communications Model of Online and Offline Media Synergies,” Journal
of Interactive Marketing, 23 (4), 288-299.

► Pauwels, Koen, Dominique M. Hanssens, and S. Siddarth (2002), “The Long-term Effects of Price Promotions on Category Incidence,
Brand Choice, and Purchase Quantity,” Journal of Marketing Research, 39 (4), 421-439.

► Pfeiffer, Markus and Markus Zinnbauer (2010), “Can Old Media Enhance New Media? How Traditional Advertising Pays off for an Online
Social Network,” Journal of Advertising Research, 50(1), 42-49.

► Raman, Kalyan and Prasad A. Naik (2004), “Long-term Profit Impact of Integrated Marketing Communications Program,” Review of
Marketing Science, 2 (1), 21-23.

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…From internationally renowned Journals & Professors

► Reimer, Kerstin, Oliver J. Rutz, and Koen Pauwels (2014), “How Online Consumer Segments Differ in Long-term Marketing
Effectiveness,” Journal of Interactive Marketing, 28(4), 271-284.

► Schultz, Don E., Martin P. Block, and Kaylan Raman (2012), “Understanding Consumer-created Media Synergy,” Journal of Marketing
Communications, 18 (3), 173-187.

► Sonnier, Garrett P., Leigh McAlister and Oliver J. Rutz (2011), “A Dynamic Model of the Effect of Online Communications on Firm Sales,”
Marketing Science, 30(4), 702-716.

► Srinivasan S., Rutz, O. Pauwels K (2016) , “Paths to and off purchase: quantifying the impact of traditional and online consumer
activity”, Journal of the Academy of Marketing Science, 44 (4), 440-453.

► Stammerjohan, Claire, Charles M. Wood, Yuhmiin Chang, and Esther Thorson (2005), “An Empirical Investigation of the Interaction
between Publicity, Advertising, and Previous Brand Attitudes and Knowledge. Journal of Advertising, 34 (4), 55-67.

► Trusov, Michael, Randolph E. Bucklin and Koen Pauwels (2009), “Effects of Word of Mouth versus Traditional Marketing: Findings for an
Internet Social Networking Site,” Journal of Marketing, 73 (5), 90-102.

► Wiesel, Thorsten, Koen Pauwels, and Joep Arts (2011), “Marketing’s Profit Impact: Quantifying Online and Off-line Funnel Progression,”
Marketing Science, 32, 229-245.

► Yang, Sha and Anindya Ghose (2010), “Analyzing the Relationship between Organic and Sponsored Search Advertising: Positive,
Negative or zero interdependence?” Marketing Science, 29 (4), 602- 623.

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The gap is not as large as we have seen in the past

ROI Genome TM: Advertising efficiency trends across industries

Advertising Efficiency Trends Across Industries

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TV ROIs are more stable than digital

ROI GenomeTM: Advertising efficiency ranges: online vs tv

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Long-term impacts are still possible with digital channels

ROI GenomeTM: Short-term vs long-term impacts of different media

TV
SPONSORSHIP
OLV
CINEMA

OOH
DISPLAY

SOCIAL

PAID SEARCH

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When we look at the long term returns, we see TV does a
great job - but so do all moving pictures

Average short-term ROI performance across channels benchmarked to TV - Australia

Short-term Long-term

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Silos - should you have water OR food?

28
Multimedia campaigns tend to have a higher ROI than single
media campaigns

Two reasons multimedia campaigns tend ROI strategy comparison

to have strong ROI:

131 135
1. Splitting available budget avoids individual 119 123

tactics reaching diminishing returns 100

ROI (Index)
2. Multiple platforms also drive “synergies” as
holistic support leads to the message
sticking with consumers longer and having Single Media Two Media Three Media Four Media Five Media
deeper influence on decisions Platform Platforms Platforms Platforms Platforms

Source: Analytic Partners, 2016; Analysis based on over 3,200 campaigns from 2010-2015; Platforms include TV,
Print, Radio, Display, Paid Search, Online Video, PR, Out-of-Home and Cinema

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A single channel strategy leaves money on the table

ROI GenomeTM: Single channel strategy vs combined

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The inclusion of online vehicles is particularly efficient for high
consideration categories

ROI GenomeTM: ROI strategy comparison by industry – indexed

TV + Offline TV + Online

187
171
156
125 116
111 113 112
100 100 100 100 100 100 100 100

Personal Products Household Goods Food&Bev OTC Retail Travel & Interactive Entertainment Pharma
Transportation

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If that’s the ROI of online
- how can you make it
better?

The right person,

at the right time,
with the right message

32
The right message
The quality of the creative is the most important

ROI GenomeTM: Copy quality contribution by channel

Executional elements Copy Quality/ Creative
e.g. flighting, duration, daypart, site etc e.g. content, communication, engagement etc

30%
35%
38%

Online Online
TV
Video Display
62%
65%
70%

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Original content is generally more responsive than traditional
advertisements

ROI GenomeTM: Digital ads vs original content response index

250

179

100

General display ads Original content Highly Engaging Content

(Games, Apps, etc.)

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Tweaking ads for the digital platform helps to maximise
volume response

Case study: digital video response index

Digital Video Extension (TV Unique Digital Video Digital Video Extension (TV Unique Digital Video
Creative) Creative)

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 The right person

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Digital video is a higher ROI communication channel to reach
millennials vs. traditional TV

ROI GenomeTM: Targetted efficiency index

161

100
80

Adult TV Millennial TV Millenial Digital Video

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Programmatic will continue to be a mixed bag

ROI GenomeTM: Digital programmatic performance indices

CPM Index Response per Impression Index ROI Index

Brand A Brand B Brand C Brand D

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The right time/context

40
Paid search is less beneficial for the average FMCG business
than for other industries (Pharma, Electronics, etc)

ROI Genome TM: TV & paid search roi strategy comparisons

TV & Paid Search ROI Strategy Comparisons

213
ROI (Index)

128
100 100
71

17

TV Paid Search TV + Paid Search TV Paid Search TV + Paid Search

Low involvement Category High involvement Category

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Getting the right context leads to significantly higher ROI

Home goods & weather

Pinterest ROI comparison:

Non-ingredient vs ingredient food & bev

3x ROI
Pinetrest ROI

4-10x increase in
ad performance

+30% increase in
Non-Ingredient Ingredient Based ROI

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Buying for higher Viewability Rates tends to result in
proportional increases in Response

ROI GenomeTM: Digital display effectiveness index performance by viewability rates

249

188

131
100

30%-39% 40%-49% 50%-59% 60%+

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The impact of media channels varies during the customer
journey

Example: Online ads vs original content response index

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INSERT IMAGE
Reject the extremes

► We need to stop with this argument between

channels
► As an industry we can’t support the
conversation of water OR food
► There’s a consensus that the highest ROI
comes from having a combined approach
► There is a huge body of evidence supporting
the high ROIs of digital- when combined with
TV or OOH
► We must move from discussions around
channel strategies back to marketing
strategies
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Thankyou

46