Professional Documents
Culture Documents
AGENDA
• Publisher = Forbes.com
3. Leads, with a cost per lead (CPL), sometimes cost per (user)
acquisition (CPA)
Risk shifts from advertiser to publisher as we go from CPM -> CPC ->
CPL / CPA
“As an advertiser, your lowest risk is buying leads - IF you are confident
of the quality of the lead that you will get”.
Types of Display Ads
Ad Formats
• banner ads / image ads / flat ads - simple images (PNG, JPG)
Ad Platforms: where you log-in, upload ads, and they serve the ads
•Direct Media Buy - you would pay for placing 1 or more ad sizes on a
specific publisher website, and a specified # impressions, for a period of
time.
•You can have more rules around your ad buy such as:
•Set caps on price, define targeting rules (on what sites / places / to
which audiences will the ad be served)
Display Placement
Opportunities
Googl Exchange
e Networks
Other Networks
B2B Audiences
Retargetin
g
Brand vs. Demand
Brand Marketers
•Brand Recall - how many of the consumers who are surveyed recall
your brand with its key attributes.
• e.g. BMW = performance, Toyota = innovation
•Brand Lift - did the display ad campaign increase brand recall, and by
how much
•View-through - users view the ad, and visit your website directly without
clicking on the ad
• E.g. View-through at 9X of click-through the ad.
Demand Generation Terms
Demand Marketers
•Conversion - turning an unknown user into a known prospect
(first name, last name, email, company, etc.)
Collect info
in CRM/MAP
Engage & gather insights with Capture lead in the ad with in-
rich media ads (ex: polls) banner lead forms
New Prospecting vs. Retargeting
New Prospecting
•Prospects NOT already in the advertiser’s database. Reach new
“watering holes” and place ads to attract new prospects, get them to opt-
in into further conversation.
Re-targeting
• Already a bit familiar with the brand. Visited your site and bounced.
• Conversion rates for re-targeting = typically higher than for new
prospecting.
How Retargeting Works
Your Ad Network
Organi Website
Emai Social PPC &
c l Displa Retargeted
Search y
Ads
Example
:
• 10,000 website visitors
• 20 impressions / visitor /
month
Visitors get tracked •
for retargeting (cookie’d) Total of 200,000 retargeted
Tracking works beyond impressions per 30 day period
your website across the
web
Putting Together a Display Campaign
7. Campaign Management –
• Targeting - update sites, audience segments, etc. based on what works
• Bid Management – set bid prices to meet volume goals (daily/weekly)
• Creative updates - changes in mid-flight based on engagement / lead
capture metrics
Securing Your Pilot Display Budget
3. Ask for pilot budget, prove success, and seek larger budget
• Define a pilot budget of say 100 leads/month, that is then further
measured with a lead => MQL conversion goal that is validated in
follow-on months
• As soon as you see acceptable CPL / CPA and lead => MQL
conversion rates, increase your media spend to scale your
closed-win deals/month.
Sample Pilot Campaign
Monthly Fixed:
•Tech Fee = $999 per month
Monthly Variable:
•Impression Fees = $1000 (1 million impressions) per month
•Campaign Management Fee = $1050 ($15% of media spend)
•Media Spend = $7000 paid to Ad Networks & Exchanges
Goals:
•Generate 30% higher lead conversions versus typical banner ads
(e.g. 100 leads with banner ads => 130 leads)
•Generate more leads for same media budget
•Demonstrate same / better quality of leads via strong lead => MQL
conversion rates in follow-on months
•Leverage real-time bidding (RTB) to spend on media more wisely,
and open up new audiences to your products / services
• http://www.bizrate.com/handbags-luggage/index__sort--7.html