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Is 2018 Finally The Year of Mobile? Experts Comment
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It’s been the “year of mobile” for years, but there has been major strides to making it a reality in 2017. And there’s a lot more on the horizon for mobile in 2018. In a series of features reflecting on the past year, and looking ahead to what we can expect in 2018, ExchangeWire invites over 100 thought leaders from across the industry to share their views. In the latest installment of the series, experts deliver their opinions on the evolution and future of mobile.

Focus will shift to smartphone bounce rate
In 2018, we will finally start talking about smartphone bounce rate metrics. Almost every digital screen today tracks the bounce rate – EXCEPT our smartphones, which are the screens people interact with more than any other! Websites and apps have tailored their landing experience based on consumers interests and behaviors to decrease the bounce rate. However, smartphones haven’t – when you unlock your phone you simply find the last app you used – no customisation or personalisation, and that poor experience hasn’t changed since the smartphone was invented. Our smartphones already know what apps we typically use during the day, where we are and more. Understanding all of this should allow the smartphone to know what we want on any given unlock. As a result, in the year ahead we will see a sharp rise in the focus on measuring and reducing the smartphone bounce rate.
Greg Wester, SVP Marketing & Business Development, Mobile Posse

Online to offline attribution will improve
Mobile in 2018 will continue to be centered around data. As brands have become more comfortable putting their data to use, we see the technology following suit, and retargeting and re-engagement are taking center stage as brands mature in the mobile space and are looking to further optimise their ad dollars. In the year ahead, mobile fraud will become much easier to detect and prevent in real time, helping to re-instill trust among industry players. We will also see the borders of online to offline marketing continue to cross, and an improved understanding of attribution around online to offline customer behaviors. Another important development to note is value exchange advertising will grow as retail stores, QSRs and supermarkets ramp up their mobile advertising efforts by giving consumers an incentive to act and engage. Finally, video inventory will keep growing as connected devices become a key source for content consumption and a centerpiece in mobile ad buying strategies.
Galia Reichenstein, General Manager US, Taptica

Augmented Reality is ready for the mainstream
Augmented Reality (AR) is finally ready for its close-up. After years of fits and starts, AR is finally ready to hit the mainstream, thanks to Apple’s ARKit and Google’s ARCore enabling developers to incorporate AR directly into their applications. In the past, much of the focus and excitement have been directed towards VR, but the relatively tepid response to Oculus Rift does not bode particularly well for the widespread adoption of the technology. AR, on the other hand, is beginning to emerge from the shadow of its much-hyped cousin, and holds great potential for consumers and brands alike.
Josh Ong, Director of Marketing Communications, Cheetah Mobile

Brands will focus on location intelligence
2017 saw the emergence of a powerful new marketing metric: Cost-per-Visit (CPV). With this model, brands pay for an ad only when a consumer that’s been exposed to it visits a specific location. Using the CPV model not only helps brands increase foot traffic and boost sales, but also helps foster a more trusting relationship between brands, agencies and vendors. In 2018, CPV will continue to gain momentum as the metric of choice. Tech partners will need to abandon click-based measurement schemes and work towards building transparent relationships with advertisers to compete. Additionally, brands will place greater emphasis on location intelligence. Previously, brands focused mostly on proximity advertising but now we’re seeing advertisers turn to more sophisticated uses of location data to inform their campaign. By analyzing historical location data and detailed behavioral patterns, brands gain comprehensive insights into consumer preferences and habits which can be used for hyper-targeted campaigns.
Jamie Crespi, VP Marketing, Americas, Blis

Marketers will focus on mobile video
In the first half of 2017 mobile was not only the fastest growing channel in the UK, it also captured over 43% of overall digital revenue – which is huge. With numbers like that, it’s fair to say that mobile is now at the heart of the modern media mix. 2018 is only going to show continued growth as brands continue to build mobile-first (vs. mobile only) plans and adapt their marketing strategies to better suit those unique environments. As we move into 2018, I suspect there will be a particular focus on mobile video. It’s predicted that next year, consumers will spend twice as much time watching videos on their smartphone than any other device – which is an opportunity more advertisers will want to be involved in. We’ll also see more robust attribution solutions with mobile at their core, to enable a more complete and accurate view of how digital is driving actual sales – online and offline.
Toby Benjamin, VP, Platform Partnerships, Viant

True multichannel attribution will become reality

With 2018, mobile’s saturation will only continue to increase beyond 70%. Advertisers are beginning to realize that with mobile’s ‘always on’ connection to consumers, they no longer have to settle for ‘black box’ metrics in measurement and attribution. By using IP, location and device matching, marketers can leverage mobile to execute deterministic attribution with 70%-90% coverage matching across all channels and platforms – both online and offline. With the right tools, mobile directly connects the purchase, impression and the store visit. There is no more modeled results or guessing at attribution. Within the next year, we will achieve true multichannel attribution as a standard piece of all digital advertising campaigns.
Ray Kingman, CEO, Semcasting

Transparency will be demanded from buyers Buyers will demand transparency from the data market. There’s no shortage of data out there – and with lots of data comes lots of competition, among buyers for the best data and among sellers for the most business. As a result, we’re seeing a bit of a Wild West – there are a lot of cowboys who are selling or brokering data that isn’t actually providing any value to the ecosystem. But as buyers become more sophisticated and learn what types of data sets suit their needs best, they will no longer sit back and let data companies dictate the terms of the sale. Instead, they will begin to ask harsher questions about where the data is coming from and what it can be used to accomplish.
Thomas Walle, CEO and co-founder, Unacast

Automation and machine learning will be more widely leveraged
What we know with certainty is that consumers around the world will continue to grow ever more dependent on smartphones. As a result of the consumer focus on mobile, marketers will continue to invest ever more into the channel. According to DAN’s global ad spend forecasts mobile overtook desktop in 2017 – to become the larger proportion of digital spending. And digital spending is set to overtake TV spending globally in 2018. In the UK, mobile will represent 70% of total digital spending in 2018 and digital spending will represent 62% of total ad spending. That means that mobile will be almost a third (32%) of all UK ad spending in 2018. This percentage is mirrored in the US where mobile spend will be $70.09 billion out of a total of $218.93 billion according to eMarketer. As the mobile-first platforms look to invest in more original content and sports rights in 2018 (Snapchat, Facebook, Amazon and Twitter are all predicted to increase investment) then marketers will find new opportunities for bespoke brand integration to connect with mobile audiences. Furthermore, more marketers will experiment with Augmented Reality content in 2018 to bridge the physical and digital world through a smartphone camera as Apple (ARKit), Facebook (ARStudio) and Google (ARCore) help raise its profile and potential. With the growth in data-driven, programmatic ad buying, automation and machine learning will be more widely leveraged in 2018 to drive efficient and effective campaign optimisation. As it becomes more accessible and understood so all the players in the value chain (from publishers, to ad tech companies, to agencies) will all look to apply AI to improve the performance of campaigns. For example, programmatic platforms RocketFuel, Huddled Masses and Rubicon Project all adopted AI in some form in 2017 to enable more efficient ad bidding. Against a backdrop of GDPR enforcement in May, and all the ramifications this will have on audience data collection, management and exploitation, marketers will look to make better use of mobile-derived data signals in 2018. As data strategies are re-considered and in-house DMPs built out – to improve customer understanding and inform campaign planning – so mobile (location) data will be ingested, integrated and analysed.
Julian Smith, Head of Strategy and Innovation, Fetch

Mobile will help video grown in tandem
As the internet becomes increasingly mobile-first, the importance of video will grow in tandem. The development of more sophisticated mobile devices will allow for far better sound and picture quality, improved processing, and even virtual and augmented reality in video ads. The limitations of the small screen will dwindle, allowing marketers to reach audiences more effectively with compelling mobile video content. The preference for accessing the internet on mobile will also increase the level of data available about users, and consequently improve consumer experience by allowing the optimum message and content to be delivered to the audience.
Adam Singolda, Founder & CEO, Taboola

Location-based marketing will rebuild trust
In 2017 we saw mobile account for a phenomenal 43% of all digital advertising. This created the conditions for a – perhaps inevitable – consumer backlash. The smaller space available on a mobile screen arguably increases the chance of alienating a user, if the creative and targeting are not carefully planned using the right sources. We also saw consumers continue to take action against ads they saw as intrusive and annoying and we saw brands question the reliability of the digital metrics their media agencies were reporting. However, I’m extremely optimistic that 2018 will see the industry work together to address such issues. A maturing technology with the potential to play a big role in rebuilding trust and informing highly targeted campaigns on mobile in 2018 is location-based marketing. Accurate and precise location data uniquely allows marketers to meet and exceed expectations. Location-smart SDKs (Software Development Kits) are already proving transformative by providing location data which enables advertisers to paint an accurate picture of their consumers, providing a level of insight that inspires creativity and empowers advertisers to create experiences that people value. As creativity grows throughout next year and consumers experience better targeted advertising from brands that genuinely reflects who they are, confidence and trust will be repaired.
Ian James, GM International, Verve

The Lifetime Value (LTV) metric will change mobile
It’s still some way off, but one metric that will revolutionise mobile advertising in the future is Lifetime Value (LTV). LTV stands for the predicted net profit of the entire future relationship between an individual consumer and a brand. It’s not a new metric – it’s very much on the marketing industry’s agenda, or should be – we just don’t currently hold enough data on consumers to calculate LTV with complete accuracy. However, when we consider that smartphone adoption has increased 33% over the last five years among UK adults, and with it the data the ad industry holds on individual customers, it’s easy to get a sense of how much more data we expect to glean by 2025, when LTV is really set to take off. The upshot for marketers is that once they have this data at their fingertips, analytics models will be able to calculate the worth of profiles with such precision that marketers will be able to make much bolder and better investments.
Max Pepe, VP Marketing, Mozoo

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3 Ways Retailers Can Use Mobile for Effective One-to-one Marketing

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3 Ways Retailers Can Use Mobile for Effective One-to-one...

Today, mobile devices are like mini retail stores we carry around in our pockets: places where consumers can browse merchandise or place orders almost instantly.

But mobile devices also give consumers something they can’t get in stores: personalized marketing. Collecting data like shopping histories and browsing patterns, mmobile devices provide retailers with detailed insight into individual consumers and a means of communicating with them directly.

How can retailers use mobile insights and capabilities to craft effective, one-to-one messaging?

1. Get personal.

Today, consumers want—and expect—ads to speak directly to them. In fact, 74% of customers feel frustrated when their online experiences aren’t personalized.

The easiest way for retailers to personalize content is by harnessing their first-party data. If a customer purchases a dress online, the brand can use what they know about her (her fashion interests, browsing history and email address) to customize subsequent content. For example, the brand can serve an ad via email that suggests a pair of shoes to go along with the new dress.

With CRM data, the retailer can see what the woman bought online, but do they know what she’s purchased elsewhere? Or what she does when she’s not shopping? This is where location data comes in. Retailers that layer location-based insights on to other sources of data can get to know where and when consumers shop at brick and mortar stores. They can also identify other behavioral patterns, including which day of the week and time of day they like to go shopping—data can enables greater levels of personalization.

Let’s say a CPG brand wants to reach out to a previous customer who hasn’t been seen in store lately. The marketers can use their knowledge of the consumer’s daily commute to deliver the ad just before he leaves work, suggesting he stop by on his way home. They may even offer him a discount on the product he previously purchased.

2. Market to individuals, not devices.

Once retailer marketers have identified their ideal audiences on mobile, they shouldn’t see phones as the only means of communication. Consumers own an average of 3.6 connected devices, so retailers should communicate with consumers across the devices they use, including tablets, laptops, desktops and addressable TV.

However, if a retailer sees a user reading political news on the tablet all day but watching cartoons in the evening, it might not be the same same person. With families and partners sharing devices at home, marketers need to make sure they are constructing nuanced consumer profiles across devices in order to reach out to individuals, not just devices.

3. Don’t be creepy.

Personalized, cross-device marketing is on the rise in part because consumers are increasingly willing to disclose their data to retailers. After all, purchase histories and location data are essential for useful or interesting ads.

But how retailers use that data is key. Consumers want to feel understood, but they don’t want to feel like ads are invasive or drawing on data that’s simply too personal and private. Marketers need to make sure they aren’t crossing any personal boundaries or making consumers feel uncomfortable.

If marketers want to turn heads or, more importantly, turn consumers into buyers, they’ll need to do more than blast out generic ads to the masses. When retailers personalize ads with these three tips, they’ll see huge improvements in campaign performance.

But how, exactly, do they measure these improvements? Find out next week when we assess the best metrics for retailers.

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Embracing the Retailer’s Dream Metric: Cost Per Visit

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Embracing the Retailer’s Dream Metric: Cost Per Visit

The twentieth-century American engineer and statistician W. Edwards Deming once said, “Just because you can measure everything, doesn’t mean that you should.”

This applies to retailer struggles today as marketing executives need to decide what they should measure and how. Do they care about impressions, views or click-through rates? And once they figure that out, how can they make sure their ad dollars are really working? The Partnership predicts that ad fraud will cost brands over $16 billion this year alone, while Infectious Media suggests that over half of all digital ads aren’t seen at all.

Fortunately for retailers, there’s a new metric in town—one designed to eliminate waste and increase sales. With a cost-per-visit (CPV) model, retailers pay only when a consumer sees an ad and visits a specific location. Here are four ways retailers are benefiting from this cutting-edge new metric.

1) Increased Foot Traffic

With the National Retail Federation predicting eight to 12 percent e-commerce growth this year alone, no one can deny the rapid rise of online sales. However, 85 percent of consumers still prefer to shop in brick-and-mortar stores, where 94 percent of all sales are generated. That’s why it’s vital for retailers to keep their physical stores alive and continue to enhance their in-store experiences.

With the explicit goal of bringing visitors into physical store locations, CPV is a metric for retailers wanting to increase foot traffic—and pay only for successful conversions. While there are many ways to boost in-store visits, today’s leading location data solutions use predictive location modeling. With Blis Futures, we choose to charge on a CPV-basis because we are completely confident in this approach.

2) Greater In-store Sales

Driving consumers into brick-and-mortar locations may also encourage consumers to buy more than they anticipated. It gives retailers the opportunity to upsell consumers so they need to make sure they clearly advertise their promotional pricing, point-of-purchase displays and loyalty programs. Once you have a potential customer in the store, you can push tailored messaging in real-time and create personalized promotions. As anyone that has ever been into a Target retail location can attest – you may go in for one specific item but end up unable to leave the store for less than $100! So only paying when a consumer sees an ad and then visits a physical location reaps multiples rewards for a marketer.

3) Branding Opportunities

When retailers buy ads on a cost-per-visit basis, they don’t pay if the consumer sees the ad but doesn’t come into the store. That means the retailer also benefits from ad views and branding. In fact, a consumer may see the ad and make a purchase online rather than in-store, but the marketer still pays nothing for that conversion. At Blis, we are willing to take that risk and allow marketers “free” branding messages. Our confidence in the technology behind our CPV metric allows us to think of marketers first.

4) Risk-free Investing

CPV transfers the risk from buyer to partner, so retailers don’t have to worry about wasted ad spend: They’re making a completely risk-free investment. With free branding and zero downside, retailers have nothing to lose.

When Blis became one of the first tech partners to offer the CPV model earlier this year, we sent a critical message to both retailers and the wider industry: We’re ushering in a new era of transparency and accountability in advertising.

Check back again next week when we switch gears to discuss how retailers can use mobile to boost engagement, retention and acquisition.

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Closing the Retailer Purchase Loop: Solving the Challenge of Attribution

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Closing the Retailer Purchase Loop: Solving the Challenge of...

You’re on your way to work when you pass a billboard featuring Nike’s newest running shoe. That reminds you: you just signed up for a half marathon, so you’ll need some new gear. You start googling top-of-the-line running shoes on your phone. You forget about the race until days later when looking at Facebook on your laptop, and there they are: the same shoes that caught your eye. Still, you won’t purchase them until you try them on. So what a pleasant surprise when, on your walk home, a banner ad appears across your phone: “You’re 3 minutes from a Nike store,” it says. Why not stop by?

If you go into that store and purchase those shoes, which ad was it that led to the conversion? Was it the original billboard, the social media ad, or the location-based banner? Perhaps a perfect combination of all three?

These questions reflect the challenges every marketer is currently facing when it comes to attribution. Today, a typical path to purchase is no longer a straight line to the point of sale. It looks more like a latticework of ads both online and offline, on our devices or in our neighborhoods.

Yet despite this added complexity, brands can begin to solve the mystery of attribution and determine the value of each marketing touchpoint. They just need to follow the footsteps.

Understanding Footsteps to Purchase

Brands can get a better understanding of which campaigns are boosting their ROI by taking a look at how digital ads directly relate to foot traffic.

First, advertisers can conduct an A/B test to determine which ads are bringing people into their brick-and-mortar retailers. By comparing how many devices were seen in store from an exposed group (devices that received an ad) to a control group (devices that didn’t receive an ad), brands can figure out what’s working and how well. This is the kind of study we conducted on a series of CPG brands earlier this year—where we found an astonishing 47 percent uplift in foot traffic for the exposed group.

Location data can also reveal more than just how many devices made it into stores. It can also tell advertisers the average time it takes for someone to enter a store after seeing an ad, or which locations are performing best. Brands can also layer this data with purchase histories and sales data for even more insightful stats and figures into how their customers are responding to ads.

So once brands have uncovered all these clues into what’s driving conversions and how, what do they do with it all?

Step Up Your Campaigns

Brands don’t strive for accurate attribution just for the sake of it. They want to know what’s causing conversions so they can do more of it—and cut out what might not be working at all.

An energy drink brand, for example, can use data about foot traffic and sales to make sure the next iteration of their campaign performs even better. Let’s say the brand discovers that people are 50 percent more likely to go into a store that stocks the energy drink when they receive an ad within 200 feet of the retailer. Rather than targeting everyone within 500 feet of the retailer, the brand can eliminate waste by just reaching out to those within a much smaller radius.

What if advertisers discover that no matter what distance, more people seem to be purchasing the energy drink from Walgreens than CVS? Perhaps next time, they can put a greater share of their ad budget into targeting those near Walgreens.

By solving some of the mysteries around attribution by finding which campaigns are driving sales, advertisers can continuously optimize their campaigns. And that means less waste and a greater bang for every marketing buck.

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