K8 2014 - Product Vision and Client Success
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Presentation from Kenshoo CRO, Ted Krantz, SVP of Product, Will Martin-Gill, and MD of Client Excellence, Susane Berger, shared at Kenshoo's K8 Summit on September 16th, 2014.
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K8 2014 - Product Vision and Client Success
- 1. Product Vision & Client Success #K8summit Ted Krantz, CRO Will Martin-Gill, SVP, Product Susane Berger, MD, Client Excellence © 2014 Kenshoo, Inc. Confidential and Proprietary Information 1
- 2. Welcome and Introductions Will Martin-Gill Ted Krantz Susane Berger SVP, Product Chief Revenue Officer Managing Director
- 3. Agenda 1 2 3 #K8summit 2014 in Review and Client Vignettes Product Vision and Strategic Investments Partnering for Value and Success © 2014 Kenshoo, Inc. Confidential and Proprietary Information 3
- 4. 4 A Day in the Life. . . New Channels No Time Scale Change Customer Journey Pace of Integrating multiple systems Budget Mgmt Keeping Tactical Execution Up Audience Targeting Competitive Advantage Reaching Customers Creative Optimization Budget Allocation Scale Cross Device Efficiency
- 5. Zero Moment of Truth #K8summit Search Social Display Mobile Read related article Talk to friends for advice Research Select exact product $ New Sale/Lead © 2014 Kenshoo, Inc. Confidential and Proprietary Information 5
- 6. Significant Potential in Social Channels $50 $40 $30 $20 $10 Annual Revenue Per User (ARPU) 6x $- $1.29 $1.97 $3.55 ARPU #K8summit 2012-14 Channel Growth 22% 81% 175% Google facebook Twitter Source: SEC Filings and ComScore, Mary Meeker 2014 Deck #14 $37 $42 $45 $4.00 $4.60 $7.24 Q1'12 Q1'13 Q1'14 © 2014 Kenshoo, Inc. Confidential and Proprietary Information 6
- 7. Building Advertiser Value Sophistication #K8summit $ $ $ Serendipity --> Intent + Direct Response Channel © 2014 Kenshoo, Inc. Confidential and Proprietary Information 7
- 8. Channels Reinforce Each Other Exposed to SEM + Social vs. only SEM #K8summit Q3 2013 Study Q2 2014 Study • Total conversions up 19% • Cost per acquisition down 10% • Clicks increased in relation to increase in social spend © 2014 Kenshoo, Inc. Confidential and Proprietary Information 8
- 9. Kenshoo: Predictive Marketing Software Best-in-class platforms connections between channels #K8summit Reporting & Predictive Media Optimization SEARCH Customers Online + Mobile + Local SOCIAL DISPLAY Best-in-class channel © 2014 Kenshoo, Inc. Confidential and Proprietary Information 9
- 10. Significant Investment in 2014 Analysis Grids in Search & Social Mobile Measurement #K8summit Cannibalization Report Shopping Campaigns Twitter Kenshoo AnywhereTM SDK MMP Integrations Intent-Driven AudiencesTM DMP Integrations HalogenTM © 2014 Kenshoo, Inc. Confidential and Proprietary Information 10
- 11. #K8summit Search © 2014 Kenshoo, Inc. Confidential and Proprietary Information 11
- 12. Investing in Your Success in Search Making your team more efficient 1 Keeping you ahead of the curve with new engine capabilities 2 Building competitive advantage in SEM 3 © 2014 Kenshoo, Inc. Confidential and Proprietary Information 12
- 13. Making Your Teams More Efficient: Usability + Efficiency #K8summit © 2014 Kenshoo, Inc. Confidential and Proprietary Information 13
- 14. Maximum Exposure at Best ROI for Your Shopping Campaign Ads 14
- 15. 15 CLIENT VIGNETTE: ChackaMarketing -Google Shopping Campaigns Challenges Solutions Results • Regain efficiency of Product Listing Ads (PLA) campaigns • Discover optimal PLA bidding settings • Implement Kenshoo PLA bid to revenue policy • Monitor ROI and adjust policy targets accordingly Conversions 14% Conversion Rate 51% 20% Cost-per-Click 47% ROI
- 16. Competitive Advantage: Structure Optimization #K8summit © 2014 Kenshoo, Inc. Confidential and Proprietary Information 16
- 17. #K8summit Social © 2014 Kenshoo, Inc. Confidential and Proprietary Information 17
- 18. Enabling Best-in-Class Social Marketing Stay on the Edge: Maintain a competitive edge in social marketing 1 Analyze and Optimize: Use social intelligently to get the most bang for your buck 2 Expand Beyond FB: Take advantage of new social advertising opportunities 3 © 2014 Kenshoo, Inc. Confidential and Proprietary Information 18
- 19. Major Retailer – Facebook Multi-Link Product Ads #K8summit CLIENT VIGNETTE: up to 33% higher ROI Than single product page post ads New Dresses New Dresses New Dresses © 2014 Kenshoo, Inc. Confidential and Proprietary Information 19
- 20. Welcoming Twitter to the Family #K8summit © 2014 Kenshoo, Inc. Confidential and Proprietary Information 20
- 21. #K8summit Mobile © 2014 Kenshoo, Inc. Confidential and Proprietary Information 21
- 22. The Mobile Context 100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% 2012 2013 2014 Google facebook Twitter Others Source: eMarketer. Google data includes non-search mobile spend #K8summit Unique challenges in mobile • App Downloads / Installs • App Lifetime Value across many “conversions” • Tracking across devices • Simultaneous Multi- Screen Usage 69% © 2014 Kenshoo, Inc. Confidential and Proprietary Information 22
- 23. Acquiring New Mobile App Users #K8summit © 2014 Kenshoo, Inc. Confidential and Proprietary Information 23
- 24. Measure lifetime value of an app customer Revenue #K8summit Time Audience 1 Audience 2 Audience 3 © 2014 Kenshoo, Inc. Confidential and Proprietary Information 24
- 25. Measure lifetime value of an app customer Revenue #K8summit Facebook SDK Time Audience 1 Audience 2 Audience 3 Kenshoo SDK 3rd Party Partners © 2014 Kenshoo, Inc. Confidential and Proprietary Information 25
- 26. #K8summit Audiences & Cross-Channel © 2014 Kenshoo, Inc. Confidential and Proprietary Information 26
- 27. 27 It’s About People (not just keywords, interests, or cookies)
- 28. Engage and Market to Your Customers Across Channels #K8summit Search + Display Enhance Display Targeting with intent • Export data to DMPs Target wider audiences in search • Build RLSA targets based on DMP data Search + Social Build and Expand Social Audiences • From products (Kenshoo DDC) • From searches (Kenshoo IDA, FBX) © 2014 Kenshoo, Inc. Confidential and Proprietary Information 28
- 29. Bringing the Power of Intent to Facebook #K8summit © 2014 Kenshoo, Inc. Confidential and Proprietary Information 29
- 30. TicketsNow - Kenshoo Intent-Driven AudiencesTM #K8summit up to 2.2X higher ROI CLIENT VIGNETTE: © 2014 Kenshoo, Inc. Confidential and Proprietary Information 30
- 31. #K8summit Predictive Media Optimization © 2014 Kenshoo, Inc. Confidential and Proprietary Information 31
- 32. Predictive Media Optimization #K8summit Nov. = Beta April = GA 22% of eligible spend 17% of KPO portfolios © 2014 Kenshoo, Inc. Confidential and Proprietary Information 32
- 33. Travelodge -Halogen Foresee & Portfolio Optimizer Challenges Solutions Results • Drive increased revenue and improved ROI • Reduce manual bidding • Improve revenue forecasting agility and accuracy amidst fluctuating budgets and KPIs #K8summit CLIENT VIGNETTE: • Kenshoo Halogen and KPO to automatically optimize bids/budget • Kenshoo Foresee to plan and forecast budgets at profile level • Kenshoo Inform to account for seasonality peaks in pacing and forecasting 42% More Revenue Than Planned 32% 91% Less Time More ROI Than Planned to Manage © 2014 Kenshoo, Inc. Confidential and Proprietary Information 33
- 34. Much More: Make sure your teams are aware of capabilities available to them! #K8summit MCC Self Serve Bid FB L3 Policies Dynamic Search Ads GA Metrics Warehouse & Reporting Multi Source Conv New App Ads Sitelinks Bing Devices Engine APIs Bing Location Extensions FB Budget Mgmt Data Performance Improvement Localization 6 Languages Yahoo Japan! updates Bing & Google oAuth © 2014 Kenshoo, Inc. Confidential and Proprietary Information 34
- 35. #K8summit Vision & Sneak Peek © 2014 Kenshoo, Inc. Confidential and Proprietary Information 35
- 36. Select Areas of Focus 1 Audience #K8summit Making your team more efficient – UI + Reporting management 2 Holistic demand generation across channels 3 © 2014 Kenshoo, Inc. Confidential and Proprietary Information 36
- 37. Search and Social: More Successful Together #K8summit Intent Complete Customer Passions Engagement Understanding © 2014 Kenshoo, Inc. Confidential and Proprietary Information 37
- 38. Introducing: PinterestRich Pins + Analytics Google shopping campaigns #K8summit Opportunity PLA + Pintrest analytics Report Rich Pins © 2014 Kenshoo, Inc. Confidential and Proprietary Information 38
- 39. Better Engage Customers on Their Passions #K8summit Be Discovered • Increase rank with Rich Pins • Drive traffic with direct product page links Be Engaging • Daily updates of price, sale & availability information • Emails from Pinterest to consumers as price changes Be Informed • Reports on traffic and revenue driven from Rich Pins • What’s performing well on Pinterest, not on Search PLA, and vice-versa © 2014 Kenshoo, Inc. Confidential and Proprietary Information 39
- 40. Kenshoo: Predictive Marketing Software Best-in-class platforms connections between channels #K8summit Reporting & Predictive Media Optimization SEARCH Customers Online + Mobile + Local SOCIAL DISPLAY Best-in-class channel © 2014 Kenshoo, Inc. Confidential and Proprietary Information 40
- 41. Partnering for Value & Success #K8summit © 2014 Kenshoo, Inc. Confidential and Proprietary Information 41
- 42. #K8summit Thankyou © 2014 Kenshoo, Inc. Confidential and Proprietary Information 42
- 43. Success is a Shared Journey… Understanding your business and desired #K8summit Metrics that look forward to your actions vs. look back to what happened Insights to allow us to know often times before you do …Measured Thru Your Lens. outcomes © 2014 Kenshoo, Inc. Confidential and Proprietary Information 43
- 44. Looking Forward Intelligence Predictability #K8summit Actionability © 2014 Kenshoo, Inc. Confidential and Proprietary Information 44
- 45. Journey to Excellence #K8summit Adoption Solution Engineering Account Executives Client Services Marketing Education Tech Support Research Product © 2014 Kenshoo, Inc. Confidential and Proprietary Information 45
- 46. Leadership Fiona Gill Global VP Client Excellence Nate Just Director, AMER Advertisers David Rifkin Sr. Director, AMER Agency #K8summit Simon Perry Director, EMEA Nick Blake Director, EMEA Michele Yeung Director, EMEA © 2014 Kenshoo, Inc. Confidential and Proprietary Information 46
- 47. Advocates and Experts Christine Vincent Sushil Goel VP Onboarding Teri Foley Director of Global Education #K8summit Sr. Director Michael Scotto Sr. Director Ryan Booth Sr. Director © 2014 Kenshoo, Inc. Confidential and Proprietary Information 47
- 48. #K8summit Client-Centric Focus Client Lifecycle Value optimize your investments and your customers Unique Scorecards tied to your businesses and KPI/MBO/Health Total View Of Success Review process that leverages tools, technology and people © 2014 Kenshoo, Inc. Confidential and Proprietary Information 48
- 49. #K8summit Thank You for Your Trust and Partnership © 2014 Kenshoo, Inc. Confidential and Proprietary Information 49