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London, Jan 12th - dentsu today confirmed its intent to integrate iProspect and Vizeum to create a new, future-focused, end-to-end global media agency under the iProspect banner. By integrating these two award winning agencies, dentsu brings Vizeum’s media strategy and planning, storytelling, and brand building capabilities together with iProspect’s digital expertise, audience knowledge, and performance mindset. Clients will have access to the unique capabilities of both agencies, all from one integrated team leading the new territory of performance-driven brand building by delivering digital-first media strategies underpinned by data and technology at every touchpoint in the consumer journey. The new iProspect media agency will draw from the broader dentsu capability set, allowing clients the flexibility to seamlessly build bespoke and specialised teams with resources from across the network. Clients will gain access to expansive new audience insights, integrated and more effective strategies, market-leading planning and activation, and unparalleled business performance. Carat and dentsu X clients will continue to access industry leading digital performance services through our dentsu Media Scaled Services. The new iProspect entity will be led by Global President Amanda Morrissey, bringing together more than 8,000 media and performance specialists across 93 key global markets. “iProspect is designed for clients at the intersection of brand and performance. We believe brand drives performance, and performance drives brand. We no longer exist in an ecosystem where these elements can be planned and bought separately. We must look at business and brand goals through a combined lens, bringing accelerated growth for our clients,” said Amanda Morrissey, Global President, iProspect. “By focusing on how consumers behave in their digital world and applying that to real world scenarios via a highly connected and creative use of all channels, we position our clients to combine the learnings from the short and long term to drive more effective business growth today and tomorrow.” Peter Huijboom, dentsu international Global CEO Media & Global Clients, said, “At dentsu our goal is to help our clients to make meaningful progress and thrive in a world of change. Because we know people better than anyone else, we deliver human-centric solutions designed to drive growth for our clients and good in society. By bringing iProspect and Vizeum together we are creating a global digital-first, end-to-end media proposition. This will give our clients a scaled choice that sits alongside Carat’s brand-first approach and dentsu X’s experience-driven approach while also allowing greater access to our Creative and CXM service lines.” The new agency will now be launched through a phased market plan over a three-month period with a target completion date of 31st March 2021. This integration is a proof-point of dentsu international’s strategy to simplify how it operates to deliver even greater agility and flexibility for clients through a more focused portfolio of six leadership brands. 0
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The corona crisis has changed the shopping behavior of a large group of Dutch people: almost one in three shoppers ordered online more often during the crisis and half of them also bought more products per order (source: GFK). This upward trend is expected to continue. According to Kantar research , 20-40% of the Dutch indicate they continue to shop in the online stores they discovered during the COVID-19 crisis. It makes sense for companies, now more than ever, to invest in online commerce. The social giants are also busy. In order to facilitate brands in social commerce, they launched one new feature after another. What are the latest developments in social commerce? And what can you best invest in as a brand to boost your online sales? 1. Facebook and Instagram Shops Despite the recent coverage of Facebook in recent months, the giant continues to develop in e-commerce at lightning speed. In view of the increasing restrictions on finding first- and third-party target groups on digital platforms, the recent launch of Shops is a godsend for advertisers aiming to continue toward target advertising. Facebook Shops act as copies of web stores where products are displayed on both Facebook and Instagram. The products, or a selection thereof, are linked via a catalog or loaded directly from a website via shopping partners. It has been possible for some time to tag products in an image or video. With a single tap, the user can immediately access the product details. Recently it has also become possible to advertise in the Netherlands in this way. A new development is the Shop tab, in which you can discover the entire collection within the Facebook page or Instagram profile Shop. Shoppers can then pay on the advertiser's website or most recently - and this is where it gets interesting - without leaving the app. Facebook Pay Facebook users in the Netherlands can now link payment details (credit card, debit card or PayPal), contact details and delivery address to their Facebook profile by means of Facebook Pay. The user sets this up once. With this you can pay in the Facebook Shop within the Facebook app. If successful, this will be rolled out further to Instagram, Messenger and Whatsapp. This way the target group can make a purchase immediately with minimal obstacles. Besides a better shopping experience, this is a great opportunity for advertisers to stay relevant to their customers. Privacy regulations make it increasingly difficult to use website data within other platforms and apps, but with the help of Facebook Pay the advertiser retains the option to continue to show relevant advertisements based on purchase data. As a brand you can already study Facebook Shops. In a cookie-free future, you will have both the data to remain relevant for your customers, and an advanced consumer experience when customers expect this from brands. 2. Snapchat - dynamic ads We already know them from Facebook and Instagram, but last month Snapchat also launched Dynamic ads in the Netherlands. A big advantage of dynamic ads is that all products from your product catalog are loaded into your advertisement. If products change, the advertisement changes immediately so that you always show up-to-date advertisements that fit within every advertisement format. This has many advantages; Snapchatters see more relevant ads, brands see a higher ROI and content creators spend less time on small adjustments. Snapchat is increasingly collaborating with partners who make the dynamic ads applicable for multiple platforms by means of feeds and templates. It is a great advantage that you can offer your assortment automatically on multiple channels to invest in technology solutions that make this possible. Snapchat - Beta Brand Profiles In July, Snapchat started testing Brand Profiles for 30 major brands in a closed beta. Brands are given additional options such as saving and showing previously posted Snaps, videos, stories, and AR lenses. This way you can discover multiple products within Snapchat and test them virtually. In addition, potential customers can checkout directly in the app through Shopify. 3. Pinterest shopping Whereas the platform first focused on inspiration and awareness, it is increasingly shifting towards conversion-driven solutions: Shop the look, Collection ads, Dynamic product ads and Shopping tabs. One of the newest features is Shopping Spotlights, which gives influencers a bigger role on the platform. The promoted content appears at the top of the search tab and links directly to the brand’s (product) site. In addition, Pinterest launched Shop with Your Camera on June 1, where a photo of a product leads to suggestions from Pins with products similar to this one. The products that are in stock can be purchased directly in the new shop tab via the advertiser's checkout page. This is expected to be available in the Netherlands shortly. Also read: One year of Pinterest advertising: six key learnings Pinterest advertising - be the brand they see first 97% of pinners' search traffic is still non-branded. They are looking for inspiration very early in the Pinterest buying process, even before deciding on a brand or product. The target group therefore actively moves towards the content. It is precisely in this orientation phase that you have the opportunity to expand your search strategy and be findable with the right product. Pinterest Business itself states: Be the Brand they see first. Even with the short period Pinterest advertising is available, it is still relatively easy to climb as a brand on Pinterest in both organic and paid search results. The big difference here compared to other social platforms is that the content has a much longer lifespan. An investment you make now to make content easy to find can have positive effects on the algorithm in the long term. Take into account a longer path to purchase. 4. Conversational commerce via social media Thirty-five percent of online shoppers regularly contact a brand or company, in most cases with questions about the delivery ("Where is my package?"), but there are also many questions about the price and quality of a product. In order to speak to customers in an efficient and effective way, an increasing number of commerce parties, have added so-called messaging apps (also called conversational commerce) as a complement to their in-person customer service. The quality of the services of these messaging apps provide is improving rapidly. Messaging apps such as Whatsapp and Messenger offer consumers the opportunity to interact with a company in an accessible way. Messaging bots or Quick Replies exist for even faster and more efficient service, and customers are growing accustomed to these enhancements. The contact they then have via these apps is comparable to a physical store assistant. This can increase trust in a brand or product by removing doubts: 57% of conversational shoppers say they chat with a company for additional information about products and 34% for more confidence in the brand.* In addition to improved emotional value, you can also negotiate the price of a product via conversational commerce: 35% of conversational shoppers indicate they negotiate prices or offers via Messaging apps. In fact, two-thirds say they spend more money after chatting with a company. The Dutch consumer increasingly expects companies to be available through conversational commerce. Conversational commerce is therefore clearly here to stay. As a brand you want to respond quickly to this development, preferably before your competitor has this perfectly in order and your target group already has a smooth user experience with another brand. You can scale up later when it suits the business. * Source: “Conversational Commerce: the next gen of E-com” by BCG (Facebook-commissioned study of 8,864 people across BR, ID, IN, MX, MY, PH, TH, US and VN), Aug 2019. Pick your battles The precondition for the above developments is that a platform must match a brand. For walkers you don't have to advertise on Snapchat and a recruiter has little to look for on Pinterest. In addition, the foundation of your e-commerce must be in order before you use the many possibilities of social commerce. Shopping tools, catalogs and campaign management tools allow you to quickly scale up to multiple platforms. Changing afterwards or setting up each platform separately costs a lot more time and money in the long term. It is better to start on a small scale and be ahead of the competition. This way you can scale up with a strong product when they start experimenting rather than the other way around. Finally, and this is perhaps the most important, pick your battles. Be critical about which developments really have potential for your organization, then invest in improving and automating that process. A company must look beyond today's fast conversions, as KLM has done with conversational commerce. This can yield you more in the longer term than, for example, a one-off campaign on TikTok. Would you like to chat about social commerce for your brand? Please feel free to contact kitty.bakker@iProspect.com. 0
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According to the 250 top marketers surveyed in the iProspect Global Client Survey, Amazon will be the third most influential tech company for their target audiences in 2020, after Google and Facebook. This is hardly a surprise considering the ever-growing importance of the platform in consumers’ daily lives. More than 78 million people in the United States alone already use Amazon on their mobile phones to compare prices or availability when shopping in a physical store (Dentsu proprietary data). For marketers, this situation comes with the critical challenge of correctly understanding the influence of their media efforts on Amazon sales to better drive their marketing investment. Until recently, Amazon hasn’t offered marketers the right tools to do so, but with the launch of Amazon Attribution, the e-commerce giant is actively working to close the gap with its competitors regarding marketing measurement solutions. Does the Amazon Attribution beta live up to its promise of better visibility on media performance? What are the benefits and limitations of the solution? To find out, iProspect specialists tested the solution on a leading apparel retailer in the United States, which is both an Amazon brand vendor and works with third-party sellers. Through the example of paid search, our specialists share what you should know before getting started with the beta. How Amazon Attribution Works What Amazon Attribution Solves The Amazon Attribution beta measurement solution aims to enable brands who sell on Amazon to better understand the impact of the digital media campaigns off Amazon (search ads, social ads, display ads, video ads and email) on their activity within Amazon. Let’s take the example of search ads (including Google Shopping ads): Anna searches for a product online in a search engine (i.e., outside Amazon), clicks an ad from brand X and lands on brand X’s website. After reviewing options, Anna may purchase on brand X's website, but may instead buy brand X's product on Amazon or perform additional research on Amazon. If she ends up buying on Amazon, it is clear the ad had an effect on her purchase, but without a proper attribution solution, it is impossible to demonstrate this indirect influence. This undermines the actual performance of search ads and limits brand X’s capacity to optimise its media dollars. This is exactly what Amazon Attribution addresses by providing brand X with sales impact analysis across media channels, so that brand X’s marketing team can now uncover the insights needed to optimise their campaigns and plan future activations. Getting Started The two-step setup process is simple: Vendor brands and agencies work with their Amazon team to apply for the Amazon Attribution beta. Following the launch of the Amazon Attribution beta in 2018, Amazon expanded its availability in 2019, and the solution is now available both in the US and the UK (with limited access). The program has also expanded to include social campaign support. Teams should categorise reporting data and create pixels through orders in the Amazon interface accordingly. The media pixels are created for each publisher type and then added to specific campaigns or elements. For this test we created pixels based on search term categories and applied the pixels within tracking templates in Google’s Search Ads 360. This allowed Amazon to track clicks from Google search and shopping campaigns to Amazon detailed page views (DPV). What we found Three Considerations About Attribution and Performance (Results below combine data from first-party and third-party sellers on Amazon.) On average, 48% of clicks on Google search and Google shopping also tracked to DPVs on Amazon. Although DPV rate varied by campaign theme the fact that almost half of paid search clicks influenced DPV on Amazon on average demonstrates the importance of having all of your brand’s shopping experiences optimised. This indirect impact on Amazon casts a new light on the real performance of paid search and budget allocations within paid search programs. When factoring in paid search and shopping campaign influences, our .com campaign ROAS increased by 25%. Search engine campaigns to brand’s .com experience helps to influence potential customers before they go (or go back to) a platform like Amazon where they could easily buy from multiple or other brands. But particularly high DPV rates and conversion rates among certain segments helped us also re-evaluate our search campaign budgets to prioritise incrementality. Not surprisingly, the average order value (AOV) on Amazon was significantly lower than the client’s site, which has higher free-shipping thresholds and higher-end items. Three Implementation and Measurement Implications Keep things simple at first: Marketers can add as many pixels/orders as they want, but they must consider how they will report and combine this information with the non-Amazon data. They should also keep track of precisely when they apply click pixels to media; not doing it all at one time can make the process of combining data rather complex. Keep in mind Amazon Attribution is still in beta: The program is subject to changes and Amazon may not be able to solve all questions or data discrepancies. Amazon changed the format of pixels from the initial launch into 2019. New publisher support may be added overtime with more specific pixels. Amazon has added new bulk features to streamline creation and implementation of pixels. Amazon Attribution tells what happens, not how: Although we uncovered a more robust picture of the shopping landscape, Amazon Attribution does not tell us how users get to Amazon after they click on a search text or shopping ad, for example, if they come to Amazon directly (i.e., typing the Amazon domain in the URL bar) and then convert, or if they land on Amazon via an Amazon ad in Google or an organic listing in Google. It also doesn’t confirm which products they buy on Amazon. Additional Opportunities to Explore With the Beta Analyse performance over time if prices on your brand’s .com and Amazon experience are affected by promotions. If you are using results from the beta to help guide budget shifts and allocations for your search and shopping campaigns, launch incrementality tests to validate learnings from the beta. For example, if we reduce coverage purposefully on a subset ofsearch campaigns that drove high conversion rate with the beta, would our brand’s Amazon experience pick up enough of the revenue loss so we can focus our budget on other search and shopping campaigns? Consider expanding pixel strategy to analyse performance by audience segments. Launch the beta across more than one media channel for your brand to better understand performance impact across your media mix. Verdict Keeping in mind the current limitations, Amazon Attribution provides a great tool for brands to gain insights through Amazon sales impact analysis, develop in-flight optimisation strategies and plan future marketing activations across channels to maximise ROI and product sales. Needing guidance to implement Amazon Attribution for your brand or for other marketplace and retailer optimisation tactics? Contact global.marketing@iProspect.com today to explore opportunities. 0
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