Marketing Mother’s Day Gifts

May 11, 2018 — by Zachary King0


This post is an excerpt from an article that originally ran on Campaign Asia.

In 2017, shoppers were expected to spend some $23.6 billion to celebrate Mother’s Day—a record high, up 10% from the year before. Closer to home, the spotlight is on the Internet economy, with Singapore’s e-commerce market expected to be worth S$7.5 billion by 2026 . For marketers and retailers, all eyes are on the prize as they look at digital campaigns to capitalise on upcoming celebrations and shopping holidays to drive sales targets.

However, the online playing field is like a busy household, with a lot going on. In this scenario, how can brands tailor their campaigns to cut through the clutter and effectively show their love for mom this Mother’s Day?

Know what she wants

Like the unconditional, all-knowing bond between mother and child, marketers should know their target audience and consumer preferences inside-out.

Building on insights pulled from consumer data, marketers can develop strategies based on predictions and buying behaviours. For example, past transactions and consumer data from the previous year can inform marketers on the types of gifts that are best-selling—be it spa packages, an afternoon lunch at a hotel, make-up products or flowers for mum. If a bouquet of pink carnations (symbolising a mother’s undying love) crossed the highest sales the past year, marketers can then invest more advertising dollars to target those who have shown an interest in purchasing them specifically.

With these insights, marketers can also create segments of Mother’s Day gift buyers, including last-minute shoppers, daughters, sons or husbands. To effectively close the sale, develop messages that speak to these audiences, such as offers including free shipping for last-minute flower deliveries.

Ultimately, knowing what she wants goes a long way in capturing consumer interest and showing Mom we care.


4 Steps for Executing True Omnichannel Experiences in Programmatic

May 10, 2018 — by Emma Williams0


This post originally appears on Martech Advisor.

Years ago, marketers’ media channels were highly specialized and siloed. And there was good reason for that. As new channels emerged, they needed to be tested and have standards and measurement applied to them that often varied from other channels. Plus, specific channels, like video, were often tied to certain types of campaigns, such as branding, which meant they sat in a specific budget. It was hard, back then, to approach programmatic in a way that was full-funnel and across channels.

But that’s all changed in 2018. There’s no longer a need to use disparate point solutions for each of your channels that prevent you from seeing the totality of your marketing investments, audiences or insights, or walled gardens that can’t fully share data or target relevant ads during the full lifecycle of a consumer. We now have consumers engaging with different channels across multiple devices (they can watch that video ad across the display or social, on desktop or mobile). And more importantly, we now have integrated technology that can manage, segment and activate your audiences in media across all channels at your disposal. This provides a more holistic view of your customers, a fluid budget and frequency capping and sequencing to avoid delivering annoying, repetitive, incessant ads. You can meet the audience where they are, interacting with them in the medium and message type that is most engaging to them to deliver true consumer-first experiences that they enjoy and that they have elected to engage with.

But how do you get started if you’ve never run a true omnichannel campaign before? We talk through four key areas and include actionable tips below.

Put Data First

Data is at the core of omnichannel marketing. Marketers use it to inform the customer journey, uncover brand-specific channel and audience insights, develop a more sophisticated and unified view of the consumer and understand how each channel influences the many points along the customer journey.

  • Clearly define and implement internal data ownership to ensure that you know where all your data sources live and which teams are responsible for them.
  • Clean, organize and centralize your first-party data to generate the information you need to determine which customer experiences move the needle most for your brand, at a segment level.
  • Understand where your gaps are so you can layer on second- and third-party data where appropriate, such as for prospecting efforts.

Reassess Your Goals

Clicks and impressions are out. ROAS and ROI are in. Marketers must identify specific business and marketing goals and use these to evaluate success across all channels.

  • Hold working sessions with channel experts, such as sales and the paid media team, to collaboratively define your unifying business goals, benchmarks and assess the impact of each channel.

Consumers expect—and deserve!—consistent, personalized brand experiences. Marketers who have embraced an omnichannel strategy tailor their creative execution and messaging to the individual, not simply to screen sizes or ad formats. It is essential to capture and maintain attention by telling each person a compelling story, and to engage in a meaningful way, at the right time.).

  • Carefully control your messaging and creative across all channels, aligning with your integrated marketing communication strategy: narrative, channel and placement.
  • Remember that the messaging for a new customer versus a lapsed customer, and across- versus an up-sell opportunity, is different.

Activate with Technology

Clean, centralized data. Check. Defined goals. Check. Aligned messaging and creative. Check. What comes next is the technology to execute. Your data management platforms (DMP) and demand-side platforms (DSP) are critical for activating and executing omnichannel strategies in real-time, reaching all desired customers, across devices. Having these technologies integrated with each other helps ensure that audience segments target omnichannel strategies by factors including demographics, exhibited behaviors and interests. Through these platforms, budgets, return on investment, engagement and reach can be maximized.

  • Consider audience overlaps when buying third-party data for “enrich” and prospecting marketing campaigns.
  • Reduce ad wastage by frequency capping.
  • Ensure that DSP and DMP partnerships are compatible and can satisfy any platform integrations required, with little to no data leakage.


Are Singapore Companies Prepared for the GDPR?

May 9, 2018 — by Lauren Fritsky0


Brands can now leverage data to understand what their customers are interested in, when they are most willing to buy, the likelihood of a purchase decision and the right time and place to deliver an ad. There is no doubt that the upcoming GDPR implementation will now prompt questions globally on how the digital advertising ecosystem is using data and will challenge the industry to evolve and adapt to the regulation.

The Business Times recently interviewed Alice Lincoln, our VP of data policy and governance, on what Singapore businesses should consider to prepare for the GDPR launch on May 25. Alice shared that, “As marketers in Singapore are looking to deliver more customer-centric, relevant and meaningful marketing experiences, data-driven marketing through the use of programmatic technology has risen in prominence. There is no doubt that the upcoming GDPR implementation will now prompt questions globally on how the digital advertising ecosystem is using data and will challenge the industry to evolve and adapt to the regulation.”

Subscribers can read the full article here.


The Single View of the Customer is Coming, But it Will Take Time

May 7, 2018 — by Laura Carrier0


If you’ve been reading nothing but the ad trade press for the past few years, then you might assume that the industry has got the “single view of the customer” problem licked.

After all, pretty much every vendor and marketer talks about the idea of creating a data-based portrait of each customer and using it to inform marketing communications.

But the reality doesn’t match that perception. The average consumer still encounters advertising that does not speak to their needs or interests. It’s still common to see the same ads endlessly with no apparent thought given to frequency capping. Just to prove my point, I just visited a random YouTube video and saw an ad for Boost Mobile even though I’m not in the market for a prepaid cell phone and don’t think I will be anytime soon. This is not consumer-first marketing!

The reason for this gap between the real and the ideal is that moving to a single view of the customer is a slow, painstaking process, especially for legacy brands. In fact, we’re at the point now where, because of pricing and computing power, it’s often easier for a new brand to come in and stitch their data together to establish a single view of the customer than it is for an incumbent one.

We’re making progress

The industry has made a lot of progress in the last few years. The changes are apparent from the marketer’s point of view, but consumers are less apt to notice. It’s sort of like when you get new plumbing in your home. You know it’s there and that it’s much better, but few guests will notice or care.

In large part, brands are organizing and aggregating their data so it can be accessed and used in a holistic fashion. But, they face key challenges: some of that data is in a table-based format, and some is unstructured; data lives in separate silos today that often have different master customer identities; stitching together these silos is expensive and time-intensive; and, like plumbing, this is not a “sexy” project that gets customer attention, so it often gets underfunded. These are just some of the reasons why it’s difficult to connect the myriad customer touchpoints that come from a customer’s transactional and non-transactional behaviors. In 2018, many marketers are working on consolidating their data in this fashion.

Another major impediment to progress is walled gardens. While it’s easy to track an (anonymized) consumer’s action on the open web, walled gardens will not share . Ideally, a marketer would have a complete view of the consumer, but thanks to walled gardens, it’s more like up to 60 percent of the portrait is missing.

I think over time, marketers and third-party ad tech companies will put more pressure on walled gardens to share more data and find ways to connect the dots to help fill in that customer-centric portrait.

Advertising in 2027

In practical terms, the difference between our efforts today and those of 2027 will be that the consumer of 2027 will notice that there’s a single view of the customer. What does that mean? Imagine that you’re planning to take a trip to Raleigh, N.C., in the next week. In 2018, there’s a slim chance that marketers will know this about you. But in 2027, a week before such a trip, you could expect to see ads for restaurants in the area plus ads for local attractions and rental cars (if you haven’t booked ahead yet.)

As a consumer, you will not only tolerate such ads, you’ll expect them and factor them into your planning process. That’s the single view of het customer that we’ve been waiting for.


Monthly Roundup: Top 5 Most Popular Blog Posts for April

May 4, 2018 — by Lauren Fritsky0


Happy May! What was on the minds (and search history) of our MediaMath blog readers for the month of April? See below for a recap of the most read blog posts for the month.

  1. How Omnichannel Drives Business Results
  2. 18 Programmatic Trends for 2018
  3. Incrementality is the Best Way to Prove Your Advertising is Working. Here’s How to Measure It
  4. IAB Europe’s New GDPR Transparency and Consent Framework – A Unique Opportunity for Publishers
  5. Gathering with Purpose in a Time of Uncertainty: The Network Advertising Initiative 2018 Member Summit


How REA Group Uses Adtech to Deepen Customer Reach, Engagement

April 23, 2018 — by Lauren Fritsky0


Earlier this year, we released a case study on our work with REA Group to increase targeting accuracy and improve audience scale through a DSP+DMP implementation. Last week, interviewed Braden Clarke, who’s head of audience solutions and automated trading at REA Group, about their work with MediaMath. See an excerpt of the coverage below and read the full-length case study here.

REA Group’s Braden Clarke is laser-focused on audience management and automated trading and using the latest adtech and martech solutions to drive brand and direct response outcomes for buyers and sellers alike.

REA Group operates Australia’s property websites and real estate websites in Europe, Asia and the US. Clarke, who’s head of audience solutions and automated trading, is on a mission to deliver better customer experiences by pumping up engagement, and recently deployed MediaMath’s unified platform to enhance audience reach and engagement and deliver better outcomes.

MediaMath provides programmatic marketing technology including data management platforms, omni-channel DSP, audiences, supply and intelligence.

Since joining REA in 2009, Clarke has built out a programmatic operation that spans supply side as a publisher; and demand side as both a brand advertiser and independent trading desk.

Focused on activation of first-party data assets, REA’s Audience Solutions team creates opportunities for brands to reach a targeted, qualified property audience across both the site’s inventory and the broader Web. This includes solutions for REA brands across Australia and Asia, as well as bespoke executions for REA’s advertiser and agency partners.

Clarke said the adoption of the MediaMath solution delivers a couple of primary use cases, all centred around activating the company’s audience data.

It is using a combination of MediaMath DMP and DSP, and also using the Data Mining Console – which is  DMP’s advanced analytics product and part of the DMP that allows for mass audience segment generation.

“The first use case is for our own brand and marketing, the REA brand, to drive both the brand awareness and direct response outcomes for REA’s various product sets. So whether that be residential listings or our home loan products or commercial listings,” he explained. 

The second use case is around the commercialisation of audience insights. “How do we take what we know about property seekers and use those insights to drive value for our customers – whether those be real estate agents, property developers or banks and insurance or other company stakeholders?”

Overall, Clarke said optimising through adtech has resulted in cost efficiency thanks to accessing inventory effectively at great rates and great scale.

“One of the things that’s really important for us is to be really close to our data. The MediaMath platform allows us to integrate really closely with how the decision works and what users we’re going to targeting for advertising so we can onboard the insights that we can drive from our data science behavioural communications team to drive those better outcomes,” he said. 

Read the rest of the article here.


Gathering with Purpose in a Time of Uncertainty: The Network Advertising Initiative 2018 Member Summit

April 19, 2018 — by MediaMath0


Last week, we had the pleasure of representing MediaMath at the Network Advertising Initiative (NAI) Member Summit. The NAI staff did an incredible job of hosting and educating members of the ad tech ecosystem while facilitating thought-provoking dialogue. Despite new European regulations, and increased scrutiny of online advertising due to the ongoing Facebook/Cambridge Analytica story, we left the Summit with a clarity of purpose.  The NAI’s message was clear: the digital advertising industry must demonstrate to consumers and policymakers that we believe in what we do, recognize we can do better, and want to engage in a meaningful dialogue with policy advocates, Internet users and their elected representatives about data protection.

We had the privilege to participate in two panels.  One addressed consumer sentiment toward interest-based advertising.  We face a mandate to modernize and mature our technology and practices to ensure consumers’ digital dignity, preferences and experiences are upheld and improved. This mandate is the foundation of our Consumer-First vision, and we are implementing it throughout our products, partnerships and alliances. The message we are taking to policymakers is that we hear consumers, we know they want more transparency and control and we are working to provide them with it.

The other panel explored the General Data Protection Regulation (GDPR) and adtech’s innovative response to it. MediaMath is working overtime with industry peers and competitors, as well as advertiser clients and publishers, to construct a transparency and choice framework, designed to address certain requirements of the GDPR. Importantly, doing so forces us to better digital advertising’s value proposition to consumers everywhere.

Throughout the day, we heard from other industry experts who discussed important legal, policy and technical issues, including the state of data protection and politics in the United States. The panelists emphasized that while legislation governing the digital economy is not imminent, attitudes may change following November’s midterm elections. Accordingly, now is not the time to wait and see; instead, we must seize this moment to educate legislators and their staffs in Washington, DC about our industry and the value we provide to consumers and content creators.

Our colleagues emphasized that ad tech and the digital economy could face more immediate threats from states’ well-intentioned desires to enact privacy protections where Congress has failed to act. Such regulations could make it much more difficult, if not impossible, for ad tech to continue supporting the free and open Internet we all love. A splintered digital economy is in no one’s interests, so the industry should work with Congress on comprehensive legislation that upholds consumers’ rights to privacy and security while meeting publishers’ need to monetize their content. Pressure from the states, combined with the GDPR’s long shadow, could push the federal government to think more seriously about what an American answer to Internet governance, including privacy rights and data protection standards, should look like.

We believe that the NAI is well positioned to lead our industry forward towards a fairer future for all participants. The NAI leadership, including its Board of Directors, of which MediaMath is a member, does not shy away from the challenges facing the industry. These are times that call for reflection, action, a sense of joint purpose and a commitment to do better by the consumer and better inform the public of our efforts. We at MediaMath will do what we can to contribute to a better future. We thank our friends at the NAI for letting us be a part of the team.


Cheri Bessellieu

Cheri Bessellieu is the Associate General Counsel, Privacy at MediaMath.She is responsible for ensuring MediaMath’s privacy and data protection compliance while enabling business innovation. As the global privacy landscape continues to evolve, Cheri regularly handles complex legal and policy issues surrounding data processing.She participates in domestic and international self-regulatory groups and is an IAPP Certified Information Privacy Professional.

Before joining MediaMath, Cheri spent time in private practice at Weil, Gotshal & Manges.She holds a JD from Fordham University School of Law and a BA from the University of Pennsylvania.

Latest posts by Cheri Bessellieu (see all)

    Daniel Sepulveda

    As VP Government Relations, Danny Sepulveda joins MediaMath after spending the last decade at the highest levels of the US government. Prior to working in the Obama administration, Danny served as Ambassador, Deputy Assistant Secretary in the U.S. State Department under Secretary of State John Kerry, where he travelled the world working on high-level initiatives including cyber policy, digital economy, internet governance and human rights. Danny’s role is focused on shaping, implementing and communicating MediaMath’s policies and practices around the consumer value proposition, privacy protection and public policy.

    Charlie Simon

    Charlie Simon is the Policy and Product Privacy Manager at MediaMath. A DC native and veteran of self-regulatory and Silicon Valley data privacy efforts, Charlie leads MediaMath’s international engagement as Vice Chair of IAB Europe’s Transparency & Consent Framework.

    Charlie graduated from Oberlin College with a BA in Philosophy and has been an IAPP Certified Information Privacy Professional since 2011.


    IAB Europe’s New GDPR Transparency and Consent Framework – A Unique Opportunity for Publishers

    April 17, 2018 — by Lewis Rothkopf0


    The Tech Specs for the Transparency and Consent Framework are now live. We encourage publishers and their advertising partners to implement The Framework.

    This post originally appeared on the IAB Europe blog. Read the full post here

    MediaMath believes that the GDPR embraces one of our core beliefs: that respecting consumer privacy is a necessity and an opportunity, not an option or burden. Consumers have long been telling us—through opt-outs, ad blocking, and adoption of ad-free subscription services—that they are unhappy with the current state of advertising. This unhappiness stems from the perception that advertising is not balancing its capacity to provide engaging and informative content with the obligation to provide consumers with transparency about, and control over, their digital experience. For these reasons, the GDPR creates a valuable opportunity by encouraging advertisers to form more explicit relationships with consumers and provide advertising that they can feel good about, interact with in more meaningful ways, and trust.

    Over the last 12 months, IAB Europe has developed a Transparency & Consent Framework (the Framework) in consultation with stakeholders across the industry which helps website operators become GDPR-ready. The Framework offers publishers new tools to provide transparency into the digital advertising ecosystem on which they rely to help monetise their service. Specifically, consumers are provided with clear information about data use by the publisher and its trusted partners. Another benefit for publishers is that they can collect higher rates from data-based buys, leading to increased revenue.

    Additionally, the Framework offers the advertising ecosystem a common language by which to communicate consumer choices around the processing of their data for advertising and other purposes. The Framework is the best mechanism on the table today for advancing the ecosystem in a manner that benefits all stakeholders, including consumers.

    Having been through a public consultation period which ended on 8 April, the final version of the Framework is set to launch mid-April 2018. (For more information and resources, visit the dedicated website here.) The registration process is now open for Vendors and Consent Management Providers to apply for approved status in the context of the Framework.


    The Final Countdown: GDPR In Focus

    April 16, 2018 — by Lauren Fritsky0


    GDPR comes into effect in six weeks. Are publishers, advertisers and tech providers prepared?

    At AdExchanger’s PROGRAMMATIC I/O event in San Francisco last week, Alice Lincoln, VP, Data Policy and Governance at MediaMath, joined other legal and data experts from the ecosystem to discuss compliance and GDPR’s likely impact on the programmatic marketing discipline. You can watch the full panel below here.


    Big Data in the Age of the Consumer

    April 12, 2018 — by John Slocum0


    Programmatic marketing is entirely dependent on big data. Our ability to deliver a compelling consumer experience requires our ability to understand and orchestrate data across marketing channels— there are far more today than a decade ago, and new ones emerging. This is more important than ever as consumers are not just demanding the right message at the right time, but also control over both their data and their advertising experiences.

    Where we are in this journey

    Marketers are doing amazing things with data, yet we often still generate much heat and little light. Data are noisy, inconsistent, provide conflicting signals and don’t come with instructions. When programmatic came onto the scene over 10 years ago, we were optimizing with data from remnant display inventory. Device and channel proliferation have expanded the volume and types of data to include mobile, video, connected TV, DOOH, virtual reality, social and more. Each channel offers a distinct signal and data structure; cross-channel orchestration requires we align those structures for consistency.

    Data tools are still new, flexible, evolving and changing. This is good, because it means our capabilities are always growing and improving. This is challenging (and fun for a caffeinated data engineer) because it means best practices haven’t yet been established. We get to write them.

    Enter consumers into the big data story. Advertising has failed them by way of annoying banners, popovers delivering intrusive experiences, and surprisingly creepy oversights such as long-ago purchased product advertisements that follow us around. And then there’s the issue of consumers not knowing what is being done with their data.

    This is something we need to solve. Adtech must re-establish a balance with consumers that delivers value, that puts them in control of their advertising experiences through the proper application and education of the use of data.

    What’s next to be done

    The technical challenges are “easy.” We’ve been scaling these hills by obsessing on marketers’ problems, experimenting with solutions to address them and finding marketers willing to partner with us on further proving out those solutions. We will keep doing that, the data set will continue to expand, the tools will mature. What’s essential for MediaMath is that we continue to solve the right problems with our focus on helping our clients be successful. And, really, doing that means speaking to our clients’ clients: consumers.

    For these other challenges, the philosophical, ethical ones, we need to perk up our ears. We only solve for consumers’ concerns first by listening to them. Getting this right means consumers control their data, have visibility into their data, and do not have their data used in ways that might surprise, annoy, offend or even hurt them. Getting this really right means doing all of those things and helping marketers to create valuable experiences with data—relevant, timely, unobtrusive content. This is at the core of our consumer-first philosophy.

    We’re seeing consumers abroad taking an interest in privacy, and taking back control. As we build to support consumers, we need to remember this is a global mandate. At MediaMath, this has taken shape in the form of new product features, services and other commitments to deliver outcomes, transparency and control to consumers now in addition to marketers. We are reviewing everything we do for alignment with these consumer-first principles and adjusting as needed.

    We owe consumers a better deal, more control and real value from advertising. Data are the building blocks we use to get there.

    John Slocum will be speaking on the panel “Activating Big Data Across the Enterprise” at Qubole’s Data Platforms conference in Phoenix today. Follow @MediaMath on Twitter with the hashtag #DataPlatforms2018 for real-time updates throughout the conference.