This article is authored by Chris Philp, VP, Lead, SEO and Karen Kysar, Senior Director CX Strategy.    Advertising campaigns are not the only ways for brands to get consumers’ attention. Guiding them when they search for information, helping them to learn more about a topic, and assisting them in accomplishing what they want are powerful means for brands to capture their interest and to influence what happens next.   To design valuable, consumer-centric experiences that will be noticed by their audiences, marketers should focus on three priorities: correctly interpreting intent, solving users’ problems and delivering on expectations.   Understand intent Correctly interpreting intent is not just about observing consumers’ search activities and the various tasks they perform throughout the day, but also about understanding their reasons and the context around them. First-party data is a good place to start. For instance, website analytics inform about the kind of audiences you attract, CRM data show who buys your products, and customer support data cast light on consumers’ struggles. To complement these data sources, ad hoc surveys can capture consumers’ attitudes, motivations and triggers. For example, running a large-scale quantitative survey of first-time moms helps understand what their everyday looks like, where they are seeking advice, and how they handle caregiving issues. To give voice to that data, small-scale user studies enable you to hear directly from first-time moms (e.g., the types of searches they perform). As privacy regulations give consumers more control about how their data is used, we anticipate that consumer surveys will see renewed interest from brands. By encompassing what audiences express and how they interact with your brand, this approach makes it possible to truly know audiences as people. You can then develop actionable portraits rooted in data which help identify areas where your brand is well positioned to win with content and develop content roadmaps that truly address your audience needs.   Solve a problem To help consumers solve a problem, start with a shift in focus from the brand to the consumer. It is about adapting the brand response to the consumer moment, and recognising that all these moments are not necessarily about purchasing a product. For instance, Google has identified four pivotal micro-moments: I want to know, I want to go, I want to do, I want to buy. When first-time moms look to soothe their crying infants, they will often turn to search engines. The keywords they use carry a lot of intent and emotion. A search for “swaddle” may be about looking for a product, while a search for “swaddling” may be about looking for information on whether it is safe. In both cases, these keywords are proxies for the underlying problem: how to get a baby to sleep through the night. In the search engine result pages, results for the “swaddle” query are centred around products – which only partially addresses the bigger problem at play – and there is a lot of advertising competition. Conversely, the query “how to get a baby to sleep through the night” returns the “Interesting finds” component, which provides users the option to land on a content page. For brands, it is an opportunity to demonstrate they understand people’s intent and context, and to provide a valuable solution rather than focusing solely on the product and transaction. From telecom companies developing guides around improving Wi-Fi reception to water treatment companies educating consumers about contamination of water, this approach using value as the key factor to capture attention is applicable across all industries. By understanding intent and assessing the search engine results page and content types delivered, brands can much better assess not only the problem, but the best suited format for delivery, too - whether that is a video, an article, an image or other.   Deliver on expectations Delivering on expectations means ensuring that you are not only showing up when people search, but also that they can convert easily once they land on your website. This requires acting simultaneously in two dimensions: the user experience (UX) and the technical side. There is an important difference between a website that looks clean and a website that is truly user friendly. Analytics can help you detect the most problematic bottlenecks of your website. Then, user testing can help you understand the various reasons behind these bottlenecks, such as a frustrating product catalogue organisation, or an impractical checkout. These insights can help you address the most urgent pain points through A/B testing, and ultimately improve your UX. From a technical standpoint, there is a host of aspects to consider, starting with site speed. Site speed is fundamental in user experience, and has a strong influence on bounce rate and conversions. Marketers should regularly monitor their site speed, using online tools such as Google PageSpeed Insights. Additionally, UX plays an increasingly important role in search engine rankings. From May 2021, page experience signals (e.g., mobile friendliness) will be included in Google Search ranking. Simply put, UX is not only important for making the most of the attention of people who reach your website, but it also conditions your ability to get the attention of additional users through search results!     As one marketer out of two (48%) declares that not being consistent across every element of the consumer experience is a main challenge for long-term trust in their brand (iProspect 2020 Global Client Survey), strategic use of content presents a true opportunity to bring the experience together - from attention to transaction - by making the most of consumer intent and context through value.     This article is excerpted from the report Future Focus 2021: Brands Accelerated. Download it now for key insights on how brands can make the most of brand and performance to accelerate their growth. 0

The new iProspect Future Focus report explores the intersection of consumer attention, commerce and data.    Today, we officially launch Future Focus 2021: Brands Accelerated as the essential read for conscientious marketers seeking to explore and exploit the latest consumer and industry advancements for brand growth. The 75+ page report addresses some of the most pressing aspects of modern marketing including; the battle for attention, wholesale changes in data privacy, and the emergence of assisted commerce.    Combining evidence-based research with interviews and responses from over 200 brand marketers in 29 countries, the Future Focus 2021: Brands Accelerated report delves deep into the challenges and opportunities faced in the current global climate and within the immediate media landscape. And, convenience and relevancy of media to the consumer is key, as 61% of marketers, polled for the report, considered ‘building a highly convenient experience for the consumer’ as the most powerful lever to generate business growth.i    The content of this sixth edition of the Future Focus series typifies the intricacies of bringing brand and performance together to achieve growth.     “Despite the challenging times we live in, I believe there have never been so many opportunities in media. With our new and unique approach of performance-driven brand building, we are firmly optimistic about the future and resolved to make it happen, today. With Future Focus 2021: Brands Accelerated as their guidebook, I hope all marketers will be able to leverage the growth potential afforded at these significant intersections of media, data, commerce and culture.”  Amanda Morrissey, Global President of iProspect    The findings showed that around 2 in 5 marketers (42%) still think the linear path to purchase is as relevant today as it was decades ago, despite the rise of digital. While at the same time 32% of marketers feel that expanding commerce capabilities is important for the 2021 roadmap, however 26% see this as one of the most difficult challenges this year.ii      Practical advice to marketers.   In addition to discussing and dissecting the impact of major global industry trends and innovations, the report spotlights the relevancy and opportunity for brands, regardless of sector, to capitalise on these seismic shifts in the media landscape. Examples of the report’s advice and guidance for marketers worldwide include:    #1: Commerce is Everywhere    Organisations should strive to build and maintain an accurate picture of their commerce capabilities across five key dimensions: desirability, availability, findability, buyability, and repeatability. This will help them define the most profitable commerce model for their brand, better integrate their e-commerce and stores into an actionable omnichannel strategy, explore new growth channels, and turn media opportunities into transaction opportunities.    #2 The Battle for Attention  Brands should consider factoring attention into their media optimisation and measurement efforts to elevate the impact and efficiency of their investment. To maximise audience attention, they should ensure the content and experiences they design truly align with consumer intent, and that the campaigns they develop do not relegate diversity and inclusivity as afterthoughts.  #3 The New Data Playbook    On the data front, organisations should embrace the new privacy-conscious world by re-evaluating the value exchange they offer to their audiences and anticipate technological changes to minimise business disruption. This is the occasion to explore opportunities for automation, evaluate the quality of the data they collect and process, and more broadly reflect upon how data is effectively used to inform decisions.    The last point is of particular significance as the report found in some circumstances there are huge disparities between what the consumer and brand marketer think, when it comes to assessing data value. Only 9% of marketers believe helping a company improve products or services is an incentive for consumers to share their data, while 44% of consumers believe it is a good enough reason to release personal identifiable information (PII) to the brand.iii     Download your copy of Future Focus 2021: Brands Accelerated now.    -----------------------------------------   [i] Proprietary omnibus survey: iProspect, 2020 Global Client Survey, 12 Oct–11 Nov 2020, 202 respondents. [ii] Proprietary omnibus survey: iProspect, 2020 Global Client Survey, 12 Oct–11 Nov 2020, 202 respondents. [iii] iProspect 2020 Global Client Survey (Oct 2020) and iProspect and Microsoft Advertising, Consumer Privacy and Data Survey (Mar 2020) 0

Desire, confidence, shock, delight. Emotions play a critical – if not the most important – role in communication. They capture hearts and minds, build relationships, and urge action. Yet, according to the iProspect 2020 Global Client Survey, a third (34%) of marketers declare the lack of emotional connection is a challenge for increasing long-term consumer trust in their brand. Here are three inspiring and recent examples of companies embedding emotions such as excitement, fascination, and surprise at the heart of their communications to build attention-grabbing experiences.   Enhanced reality Brands able to add a new layer of reality to everyday experiences and provide a new perspective, as a result, can deliver a deep yet scalable immersion into their world. Not all experiences have to be grandiose and high tech - simple ideas with impeccable execution are often the best. To promote tourism amongst New Yorkers, the Austrian Tourism Board designed an immersive AR audio wherein Vienna’s most famous son, Beethoven, guided users through specific Manhattan locations that are related to Austria. Through the combination of geofencing, 3D sound effects, and exciting stories, people were able to discover the Austrian connection of locations such as Aldo Sohm Wine Bar, Café Sabarsky and Carnegie Hall. By letting New Yorkers experience their city in a whole new way, this campaign created five times more impressions through owned and earned media than paid media budget.   Where music and culture meet  Sonos have always focused on ensuring their products deliver greater sound quality than the competition and wanted to showcase this in a campaign that would deliver premium sound messaging through environments where music and culture meet.  To do so, Sonos used out-of-home (OOH) advertising to deliver visual impact across iconic locations with a connection to music such as the Opera station in Paris and the Hamburg docks. To own relevant cultural environments, Sonos also used OOH during an audio exhibit at Barbican station in London and around the major music complex Philharmonie in Paris. This OOH strategy increased aided awareness by 82%.  Additionally, Sonos partnered with popular podcast hosts, specifically those who were Sonos fans, to give authentic testimonials to their audiences about the sound quality of Sonos products. This strategy delivered a 19% uplift in consumers’ association of Sonos with superior sound quality and a six-fold increase in unaided awareness vs. control.  Sonos also created a bespoke “Brilliant Sound hub” on Amazon Prime offering discounts on select films with quality sound and connecting their brilliant sound proposition with the big screen. More than 40% of Prime users clicked to view the hub, and that increased consumer searches for Sonos products on Amazon.    Multi-sensory experiences As most brands mainly rely on visual cues to communicate their messages, the ones leveraging other senses as well stand a much better chance of creating deep-rooted memories. Sound drives brand recognition like nothing else, while smells are a shortcut to emotions. Hendrick’s Gin wanted to offer a surprising and refreshing detour to Londoners during the dullest time of the day: their commute. The brand used a 1,000-square-metre vinyl wrap to cover the floors and walls of the 74-meter-long tunnel in the capital’s busiest station with illustrations from its imaginative world, such as floating beluga whales, hot-air balloons, and dapper gentlemen atop unicycles. The installation featured 20 scented posters immersing commuters in Hendrick’s signature scent, a rose-and-cucumber infusion. More than 400,000 people experienced this multi-sensory and distinctive campaign, and five times as many through the pictures shared on social media by delighted commuters. Guides such as Lonely Planet even featured the experience as a must-visit in the city.     These examples show how brands can build powerful experiences to capture the attention of new and existing consumers. By combining emotional value for people and fidelity to their brand territory, marketers can turn attention into memorable experiences that build their brands, one moment at a time.     This article is excerpted from the report Future Focus 2021: Brands Accelerated. Download it now for key insights on how brands can make the most of brand and performance to accelerate their growth. 0

One of the most important considerations in building experiences that truly capture attention is to make sure everyone feels included. It may sound obvious but is yet to be a reality for many population groups, despite their growing economic influence (in the US alone, the buying power of racial and ethnic minority groups is close to four trillion dollars). Like attention, diversity and inclusivity should not be taken for granted and require continuous effort. Brands have a critical role to play in that space. According to dentsu and SeeHer, 81% of US consumers agree media plays a crucial role in shaping gender roles, but less than a third (32%) think media usually portray women accurately.     A pivotal moment in time 2020 has been pivotal in allowing many to realise for the first time the disparities endured by minorities. The COVID-19 pandemic has hit minorities hardest and several tragedies in the US such as the murder of George Floyd have spotlighted systemic discrimination against people of colour. The global public outrage that followed made waves across all aspects of society, including consumption, through movements such as #BlackoutDay2020, and brands, with many major companies publicly confronted for the lack of diversity in their boards.   Brands can no longer neglect diversity and inclusivity. It may lead to uncomfortable realisations, difficult conversations and mistakes along the way, but embracing inclusivity is now an imperative for brands to become or stay relevant to population groups that have been overlooked for too long.     There has been progress, but the road to diversity and inclusivity is still long. According to the iProspect 2020 Global Client Survey, 96% of marketers now believe inclusive marketing is important, most of them (63%) seeing it both as a moral imperative and a business opportunity. Interestingly, the percentage of marketers who believe it is only important for the business potential it represents is decreasing (-7% YOY), while the percentage of respondents seeing it as important solely on moral grounds is increasing in the same proportion. It could be a sign that more companies are growing more comfortable with embracing a societal role.     Reflecting on the campaigns they ran over the last six months, 55% of marketers declare they featured people from a different ethnicity/caste than the dominant one in their market at least once in a positive way. This increasing figure (+3% YOY) could hint that the increasing visibility of movements like Black Lives Matter progressively change perceptions and actions around social justice.   However, not all population groups follow the same trend. For instance, we observe the percentage moving down for people with disabilities (-4%), which makes them underrepresented compared to the global share of people living with some form of disability (15%).   These figures show that, although inclusive marketing is gaining traction, there is still a lot left to do to improve the visibility of minorities in media and advertising and to build authentic stories that accurately reflect minorities’ experiences. Although there is no inclusive silver bullet, there is definitely a starting place: the diversity within the organisation. Building inclusive marketing campaigns requires inclusive marketing teams wherein diverse voices can be heard. This is a sine qua non condition for brands to resonate with all their potential customers.     The fight against bias   Bias is everywhere in society, and technology and data are no exception. Far from being neutral, technology and data can perpetuate and exacerbate disparities, prejudice, and discriminatory patterns. Many fields at the core of data marketing can be subject to bias, from insights to algorithms to targeting and performance analysis.   However, tackling bias is a difficult challenge as it can appear in many forms and on multiple occasions. It can be intentional (e.g., a decision to exclude a certain ethnic group from a campaign) or unintentional (e.g., combining multiple data targeting dimensions such as income and location that could de facto exclude minorities living in certain areas). It can play out at an individual level (e.g., due to the personal values of an employee) or at a company level (e.g., due to a lack of diversity in a product development team). It can stem from organizational inertia, negligence, or ignorance. (e.g., if a community was never targeted by the brand, a predictive model using historical data can incorrectly conclude the community is less likely to purchase its products and thus that the brand should not target this community in the future). It can emerge from within or be imported into the organisation (e.g., by using incomplete or poor-quality data from third parties). It can be a combination of the factors listed above and more, which makes bias detection even harder.   Because of the omnipresence of bias across organisations, it is crucial for companies to actively seek to identify and eliminate bias through various, overlapping strategies.   According to the iProspect 2020 Global Client Survey, a majority (52%) of marketing teams are now diverse and inclusive (+9% YOY). This is an important milestone as minority groups should not only be visible in consumer personas, but also around the marketing table.     Guidelines and best practices on diversity and inclusion are the second option favoured by brands (44%), followed by multidisciplinary bias training (32%, +8% YOY).   From the results, it seems that brands are increasingly concentrating their efforts on the people within the organisation (e.g., through recruitment, training, committees) to drive change, rather than relying on external partners or focusing on processes. However, the latter should not be overlooked. An external perspective can be useful for organisations to look beyond their filter bubble (e.g., through advanced analysis of data and algorithms, hiring process testing, or consulting on website design accessibility), and a systematic audit of product development and marketing campaigns can prevent oversights.   Marketers should keep in mind these additional considerations to reduce bias specifically in data marketing: As with the move toward privacy and Intelligent Tracking Prevention (ITP), the fight against bias calls for better data. Question the quality of the data you use in your marketing campaigns to prevent bias from spreading into data-powered activities. Your teams are not the only ones who should have frequent bias training. Your predictive models should be retrained regularly as well to learn from new, real-world data. Tools such as the AI Fairness 360 by IBM and The Linux Foundation can help you understand the bias in machine learning models. Keep investing in diverse teams. Human critical thinking is an essential safeguard to remove blind spots automation can generate.     This article is excerpted from the report Future Focus 2021: Brands Accelerated. Download it now  for key insights on how brands can make the most of brand and performance to accelerate their growth. 0

There are multiple benefits of automation for brands, from more consistent user experiences across platforms to a competitive edge in performance optimisation to reduced media waste. According to the iProspect 2020 Global Client Survey, about one marketer out of two has already automated data and analytics (54%), search (50%) and programmatic (47%) activities – at least partially. One out of three (32%) has automated social efforts and one out of four (24%) has automated effectiveness measurement. As automation is increasingly accessible to brands, with increasing numbers of automation focused solutions made available by vendors and tech platforms, it is relatively easy for brands to launch decent campaigns – but it also makes differentiating from competition more difficult. This is why structured data and feeds continue to grow in importance.   Structured data and feeds power automation Structured data and feeds are collections of data (e.g., price, product availability, weather) with useful associations that can be used consistently across a large array of marketing channels (e.g., search, social, email). By organising information to be understood and utilised by various systems, structured data is the true cornerstone of automation, powering the brands’ ads across many verticals, such as airlines (e.g., flight rates), hospitality (e.g., hotel listings) and automotive (e.g., nearby dealerships). Structured data is becoming increasingly important for three reasons: Structured data can be used to automate the integration of any data signal into the media ecosystem, especially the brand's products and service details. Products and service data sets do not include personally identifiable information (PII) data and are not impacted by data privacy concerns, which means marketers can confidently invest in these specific structured data to deliver the best value for audiences regardless of the ever-changing privacy landscape.   Six marketers out of ten (61%) declare the most powerful lever to business growth is building a highly convenient experience for the consumer (iProspect 2020 Global Client Survey). Feeds enable marketers to make the most of shoppable media opportunities, which make the consumer path to purchase more convenient. They also improve the relevance of ads through more personalisation possibilities. For instance, iProspect helped a retail apparel company to dynamically adjust which product image to use for each product via the feed and connect it to media campaigns. Analysing performance data, we realised that for women's products, images featuring models performed much stronger than images of the product by itself. For men's products, it was the exact opposite. We were able to increase the relevance of ads by optimising the images featured for each product, resulting in stronger engagement and increased average order value.   With the current recession putting marketing budgets and resources under pressure, structured data and feeds can make media management more efficient. For example, campaigns can automatically be paused when a product is momentarily out of stock, reducing media wastage. They also make maintaining ad accuracy of large catalogues more efficient. For instance, we augmented the feed of all the properties managed by a real estate client with point-of-interest data and neighbourhood data - both critical to how people search for properties - so that the ad copy could be updated automatically with minimal human intervention.   How to get started with structured data and feeds There are three challenges most marketers will face when exploring how to use structured data and feeds to create a positive value exchange: identification, access and execution. The following considerations are key to overcoming these challenges. Data signal audit (People): Conducting a thorough data audit to understand what data sets are available to you and what signals are relevant to your brand is the first step to tap into structured data. When it comes to automation, bad data input can quickly turn into a very bad output, which is why collaboration is critical at this stage. Involving internal stakeholders (e.g., IT department) to align on how to structure data sources and setting quality standards for third-party feeds is a good practice to prevent potential issues later. Data acquisition (Platform): Securing continuous, real-time access to the right data signals requires identifying a technology platform able to both connect to your own internal data systems to pull in relevant data and ingest third-party data sources into a single data environment, such as iProspect’s FeedConnect and iActivate. Data management activation (Process): Connecting structured data to active media programmes can be challenging, as each platform has its own technical integration, and each channel its own requirements. For instance, paid search keyword campaigns typically call for short titles of products without brand names, while product listing ads and organic search require longer titles and descriptions. On top of technical know-how, it is important to include a complete testing strategy to make the most of each data signal in the feed and inform campaign management decisions, for instance, by factoring product seasonality to adjust bids throughout the year, or by including margin data to the feed to optimise against bottom-line performance.      Product-to-audience affinity is the future of structured data We believe the future of structured data leans toward optimising how likely a given audience segment is to purchase a specific product, and we predict there will soon be an opportunity to use additional data signals to maximise the affinity at the product level. It could mean using analytical data at the CRM and product SKU levels to determine which products drive the highest contributions to a consumer's lifetime value, looking at the types of products that most often drive a second purchase to boost them through advertising and drive customer retention, etc. For instance, a smartphone brand will be able to use structured data and feeds to increase the bid of ads featuring their most recent device - and not the bids for its entire smartphone range - when communicating specifically to early adopters.   The possibilities are endless, but it is crucial to coordinate between departments to create models with tangible applications.     This article is excerpted from the report Future Focus 2021: Brands Accelerated. Download it now for key insights on how brands can make the most of brand and performance to accelerate their growth. 0

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