As brand budgets transition from TV to digital, audience guarantees and validation are becoming more commonplace. In a world where brands are seeking greater accountability, publishers must deliver in-target audiences with great efficiency and accuracy – using fewer impressions to reach a brand's target means overall inventory can be better monetized. With the availability of data and innovations in targeting, publishers now have a wealth of options to meet campaign needs. In this session we'll explore the ways in which publishers can take advantage of audience data to help meet guarantees and garner exceptional yield.
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Tech Talk with Quantcast: Meeting the Demands of Brands
1. Quantcast
Meeting the Demands of Brands - How To Make The
Best Use of Data to Fulfill Audience Guarantees
Presented by
Matt Clark, Head of Global Publisher Development
Quantcast
Brands want to buy digital audiences the way they buy TV audiences.On TV, brands use GRPs and guaranteed audience demographic buyingBrand are turning to these same types of buys in an attempt to compare TV and digital using the same metricsNielsen Online Campaign Ratings is helping make this possible by lining up TV and digital audience measurement
Third-party audience validation services (e.g. Nielsen OCR, comScore vCE) are helping advertisers understand how many of their campaign impressions were delivered to the intended target audience.With audience validation services, publishers are held accountable for delivering every campaign impression to the advertiser’s target audience.Audience validation lets brands:Verify whether the ad was delivered “in target”Understand reach, frequency and GRPs for their campaignBuy audiences on a guaranteed basis
So we’d like to share with you a few things that we’ve learned about tactics that don’t work, and tactics that doQuantcast’s real-time advertising solutions have powered many brand campaignsAnd we’ve had the opportunity to measure campaign audiences using Nielsen Online Campaign RatingsTM.As a result, we’ve made some interesting observations on how data and technology can impact campaign performance in light of audience guarantees.Since it wouldn’t be a digital media conference without someone bashing the click, we’ll talk about the relationship between CTR and in-target deliveryAnd we’ll also talk about ways data can be used to improve accuracy, and the financial case for doing so
But we’re not just saying that, we’re going to prove itThese are demographic profiles from real Quantcast Advertise campaigns – one for an Online Retailer and another for an Insurance company.For these campaigns, we measured the demographic profiles of two groupsThe first group were people who clicked on the ads we servedThe second group were people who bought the products reflected in the ads after viewing the ads – regardless of clickI’m not going to walk through all of the numbers in detail – the shapes of these graphs speak for themselvesIt’s obvious that the online retailer’s primary audience are adults aged 25-44And it’s obvious that the most active clickers were aged 18-24 and over 65I’m really not sure how much more evidence we need
But because I feel like kicking the click when it’s down, we’ll keep goingRecently a Quantcast partner ran a brand-focused campaign targeted at Females 18-34That’s what the brand wantedAnd initially the results were great – 59% on-target delivery which is almost 5x the internet average for that demoBut then one day the agency called up and said they needed more clicksI see lots of shock and confusion on the faces in this crowd – I’m sure none of you have ever gotten that callAfter optimizing for CTR, we saw a result that was surprising to some, and not to othersIn target delivery dropped over a third – from 59% to only 38%So the brand reached significantly fewer people who were likely to buy from themAnd replaced them with people who click on ads all day long, but never buy a thing
Now let’s talk about an approach that does work – data.We’ll show you how that same Quantcast partner achieved that 59% result in the first placeFirst let’s look at some statistics about the target audience, Females 18-34According to Nielsen OCR, that’s about 12% of the US online universeAnd of all the campaigns Nielsen measured in 2012, the average on-target percentage was 33%Let’s say that differently – if you’re an advertiser targeting Females 18-34, in 2012, on average 2/3 of your impressions missed their targetThe Quantcast partner in this case study is a women’s lifestyle network, so they already over index in the target – 35%But using their female-focused content in combination with Quantcast’s Female 18-34 segment…They got 59% on target. That’s 69% higher than their non-targeted campaigns, and almost twice the average of all 2012 campaigns
Now, greater accuracy is nice, but it’s even better if it translates into meaningful revenueMany of the publishers and partners who work with us today are using our data with their instream video inventoryThat’s a high priced and scarce type of inventory – eMarketer says the average instream unit sells for $25 CPMSo here’s a scenario that’s pretty realistic – a 10 million impression campaign priced at $25Using the numbers from the case study we just showed you – without targeting, in order to deliver 10 million impressions in target:At 35% accuracy, that means delivering another 18.5 million impressions outside of the targetThat’s an extra $464K worth of inventoryMany publishers will try to raise the price in the face of these economicsBut using Quantcast targeting, in order to deliver 10 million impressions in target:At 59% accuracy, that reduces the extra impressions to a little under 7 millionThat reclaims $290K worth of inventory that can be sold to someone elseThese aren’t digital nickels and dimes. We’re talking about millions of dollars a year in efficiencies.
Those aren’t one-time results. We run these tests time and time again.When you’re trying to manage yield, you need the results to be repeatable, stable, and scalableAnd when measured against Nielsen OCR, Quantcast data is all of those thingsOur partners are using our demographic data to the tune of hundreds of millions of impressions per monthWithout sacrificing accuracy
Our demographic segments have an unmatched combination of scale and accuracy because of our unique web-wide visibility and powerful modeling capabilitiesHere’s how we put that data to workWe start with consumer examples from premium and known data sources – and we measure those consumers to understand what makes them uniqueWe compare those consumers against every single US internet user to draw meaningful, actionable insightsThose insights come together as our audience model, which we use to find many more people who are just like those example consumersAnd our technology works non-stop, dynamically updating audience segments to ensure they’re capturing the most up-to-date nuances of online audiencesFinally – we send that audience segment data to our publisher partner ad servers for targeting and forecasting