“It is far better to advertise to people than to highly sophisticated
robots.”
- Sun Tzu, The Art of Ad Tech
To say that there is a ton of turmoil in Advertising Land
right now would be a major understatement. Viewability continues to be both a
major trend and issue as does fraud and non-human traffic. And in case you
missed last week’s bombshell news courtesy of Mediacom’s former CEO Jon Mandel,
this opening paragraph from Adexchanger
sums it up quite nicely:
“Agencies are not transparent
about their actions. Agencies recommend media that is off-strategy when it
works for their gain. Agencies accrue media earned by advertisers’ spending and
resell it to other advertisers. Agencies demand pay-for-play from vendors in
order to be recommended, and cross the line in partnership relationships.”
Whoa! Being an advertiser right now is a rough deal, huh? You’re buying
fraudulent often times non human traffic as well as likely paying for ads that
never even had a chance at being seen. And to top it all off, your agency is
ripping you off, buying media that is not in alignment with your goals and
based on the statement above, potentially even profiting from your ad spend by
selling extra impressions to other advertisers. Well there’s just about no way
to spin that scenario in a positive light…Sorry but that’s all pretty bad. Sure, the world isn’t ending
but a potentially large portion of your budget is being wasted, completely and
totally wasted…there’s no question that stings.
The
tides have started to turn however. Typically large, savvy brands that spend a
ton of money on advertising didn’t get that way because they enjoy wasting
their money. The rise of attribution vendors was a start. In an online media
landscape where everything is measureable, the premise that brands could start
to tie interactions and exposures to advertising back to actual results was
simply too important to ignore. And all of a sudden the tech world took notice
and within hours of each other, Google & AOL both acquired attribution
vendors. Rakuten & Oracle (via its purchase of Datalogix) also got in the
game with their own acquisitions and there will be more on the way.
Attribution
is important but only represents one piece of the puzzle. One of the great
tricks pulled by Ad Tech vendors, particularly re-targeting platforms, was
buying super cheap impressions that were likely never seen. But because they could drop a cookie, they were ultimately awarded some
credit for a conversion down the line. Enter viewability…which aims solve for
the aforementioned issue – if an ad is never seen can it really be responsible
for driving a sale? And then there’s fraud, bot traffic etc…but it’s Wednesday night
and I really don’t feel like writing until the early hours of the morning. Long
story short, buying advertising is a tough job and it takes a lot of good partners to accomplish it.
This
hasn’t been bad news for everyone. All of this turmoil has opened the door to a
very large group of well funded companies that realize this opportunity and
want to provide advertisers an another place spend their money. One of the
leaders is Facebook, who has recently coined the slogan “People Based Marketing”.
Their concept is simple in philosophy; cookies don’t buy things, people do.
And with
the majority of purchases still happening offline, if you don’t know who you
are reaching, how can you ever truly evaluate the effectiveness of your media
spend? Can’t! Facebook has leveraged its ability to identify actual people to
create an entirely new way of targeting; optimizing & reporting on ad
spend. A cookie will never, I repeat
never, represent an actual person. The 3rd party cookie is a probabilistic
identifier that is tied to a browser, not an actual human being. Facebook is certainly
not alone in this movement, there’s a slight chance you may recognize some of
the below companies, who also just so happen to sell advertising solutions:
- Walmart
- Target
- Amazon
- Alibaba
- eBay
- Best Buy
- Sears
- Priceline
- Expedia
- Apple
The list
goes on…and it’s only going to get larger. As people based marketing starts to
permeate our industry, the above brands are sitting on some of the most
valuable data in existence, identity & transactions. The understanding that
you are an actual human being with a pulse and a credit card!
But this
isn’t good for everyone…at the end of the day there is a finite pool of digital
advertising dollars and it should be SUPER obvious that accountability is being
ratcheted up across the board. As marketers & agencies are held accountable
for their ad spend there has to be a migration of dollars spent to platforms that
can correlate ad spend to sales. With identity data being the key driver in
terms of making that connection.
There’s
no question publishers have also taken quite a beating as ad dollars have moved
from print to digital. But unfortunately, there is more pain coming…Publishers
have always dreamed of also being both Publisher & Platform. It’s been regurgitated
more times than I care to count. Need more proof just look here, Many publishers have a
bad case of platform envy, compliments of Digiday:
“These days, publishers have
platform envy. Many, from BuzzFeed to Gawker to Vox to Forbes, are trumpeting
their tech platforms as equal partners to their content prowess. A modern media
company, it stands to reason, is part platform and part publisher, or “platisher,” as recently
described by Jonathan Glick, CEO of Sulia, a
social networking site.”
The
real problem with this dream is that
“true” platforms solve for Identity and publishers as a platform do not.
“Most” publishers still rely on anonymous identifiers (aka cookies) to
determine who their audience is. Well this is kind of an issue if you subscribe
to Facebook’s point of view that cookie’s don’t walk into stores and buy
things. Without identity you lose out on the ability to properly attribute the
value of your media. And not being able
to value your core assets as a publisher seems like kind of a big deal, in a
really bad way. Because of the rise of identity based platforms, there are
increasingly new ways to advertise to known people and then close the
attribution gap by tying ad exposures back to sales. So in a world of logged in
vs. not logged in, logged in will win because logged in can provide the
“proof”. Just look at the correlation between total email addresses on file
& market cap, that should be all data you need. Imagine Facebook was just a content creation
and distribution platform, no form of identity, would they have any value at
all?
The
funny thing is, this is exactly counter to way publishers marketed and sold
print. Print was so powerful because advertisers were buying not only the trust
and equity the publisher had built with the subscriber but a known subscriber
base. You have to actually give your name, address and hard earned cash to pay
for a print subscription. The same content can be consumed online by an
anonymous web browser, only identified as Cookie ID 123456, there’s no value
there…who is that? You don’t know their name, address, credit card number
etc…they are simply a Cookie ID tied to a browser. The digital equivalent of identifying
print subscribers would be to capture an email address. As we all know the
email address is akin to a digital social security number, it’s the one piece
of information that ties all of our online accounts together. The best part,
just like its offline counterparts it’s not proprietary. No single platform
owns email, which makes it particularly attractive as an online ID. Why?
Because if you have no means to identify your own audience, eventually, if you
want to remain competitive, you will need to find a solution that helps provide
some form of audience identity. And I’m quite sure there will be platforms such
as Facebook, Google and others ready, willing and able to fill in the gaps but
like a shotgun wedding in Vegas, you may one day regret the decision to get
hitched.
The
other thing I’m terrified about if I’m a publishing executive is the power and
influence a major retailer can wield. Imagine this…
You’re
selling into a major CPG Brand – responding to an RFP that is looking to
increase unit sales of a brand new product. As a publisher you create a super
compelling package with custom integrations and value adds that are going to
really increase brand awareness and product sales.
On
the other side of the fence you are now competing with a major retailer, who
not only is adept at creating compelling content but can leverage data in ways
a publisher will never be able to, in addition to reporting on actual sales
metrics…and to top it all off premium shelf space is included as part of the
RFP response, across their 2,000 brick and mortar retail stores.
That’s
tough…even for the best sales person. Just look at the influence Apple has
within the App store to drive massive install rates by simply featuring a
specific app. In a crowded and competitive marketplace, prime real estate in
the digital or real world that can influence and drive real sales, is an incredibly
valuable asset.
There
will most certainly always be a need to place advertising around specific
content. Content that is quality, aspirational, even inspirational…but the fact
remains that the majority of the largest advertisers in the world are mass
appeal, mass reach brands. Brands that need to drive sales and lots of them to
keep the lights on. Advertising vehicles that can report on actual products
sold will be in a far superior position to those that cannot. End of story.