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Understanding the Link Between Auto-redirects and Ad Fraud

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A Criminal Case of Auto-redirects
A Criminal Case of Auto-redirects

Hidden Mobile Redirects Resulting In Click Fraud Are Estimated To Cost the Industry $920 Million, According to GeoEdge

Auto-redirects are a growing pestilence for publishers: a vehicle for malvertising that seizes users and reroutes them, or a protocol that remains hidden and enables click fraud. Auto-redirects alone cost the industry an estimated $210 million annually, and they also cost it another $920 million by facilitating ads with click fraud. The auto-redirect problem particularly festers in the mobile space and until recently, attacks managed to elude detection by publishers and security experts alike.

GeoEdge ran an in-depth research and discovered distinct classes of redirect attacks and their underlying mechanisms, making it possible to thwart many of the auto-redirects’ countermeasures. Here are the findings of the report;

Threat is Larger For Mobile

The combination of fear and confusion sown by redirects is particularly pronounced on mobile platforms, and it’s why the technique has such an affinity for phones. While a non-trivial 27 percent of auto-redirects occur on desktops, 72 percent occur on mobile devices, with 57 percent on iOS and 15 on Android.

A Criminal Case of Auto-redirectsFor malvertisers, the advantages of auto-redirects generally, and mobile redirects especially, are legion. Ads can redirect to pages, fashioned after Google or Apple, that falsely alert users that their devices are infected or that a free iPhone awaits, in turn pushing them to download malware or dial a scam number. In other words, the schemes are the same as those used for non-redirecting attacks. But by taking users to an entirely separate window – rather than simply an irksome banner ad – the scam can appear more legitimate than it otherwise would. For example, a webpage wholly constructed to look like Microsoft’s site can feel more real than a simple banner ad.

Attacking banks is hard, while replicating a bank’s web page and getting users to hand over their info is comparatively easy. And to mobile users, a “System Warning!” in the style of a popup noti­fication they regularly see on their phones can seem too real to ignore.

This makes mobile redirects particularly effective for click fraud and for phishing and mining personal data. While scammers can lure users to call a fake number, the distance between a scammy webpage and dialing numbers on the phone involves several steps, each one reducing the chance that the target will fall prey to the trap.

Also Read: Ad Fraud Solution Provider Protected Media Expands Global Footprint With New York Based Management Team

Injecting Malicious Code

Hackers can inject malicious code into the ad creative itself, at the ad request level, or by post-click. These perfectly innocent ads get infected, unbeknownst to anyone in the advertising chain, and a benign ad hosted by a perfectly responsible network now takes the user directly to a tech support scam.

From the perspective of the operating systems’ creators, the problem is difficult to solve. Apple seemed to have addressed auto-redirects to the App Store with iOS 8, but the problem reared its head shortly after, with the release of iOS 10.3. Rinse and repeat. And regrettably for those on Android, mobile redirects have long been a reliable mainstay of their mobile experience.

That’s because it’s difficult for the app store operators to determine whether it was a human or a script that opened the app store to begin with. The mechanism allowing app stores to automatically open without actually clicking the store’s icon is part of what makes the mobile experience seamless.

That mechanism is called a deep link, and it’s why clicking a link to a Twitter handle on a web page will open the Twitter app instead of twitter.com. When it works as intended, it’s convenient. But the same mechanism can be embedded into a web frame by dubious networks.

Locating a Redirect Script

Many redirects execute dynamic, targeted attacks, sending the user to another domain only if certain conditions are met. Examples of such conditions are whether the website is being visited on a mobile device or from a speci­fic country. Redirect attacks can track who has already been redirected to the malicious site or the app store. Scripts often redirect users once and no more; after that, as far as that user is concerned, the malicious script vanishes.

The redirect stops redirecting, thwarting efforts to replicate the problem. Users complain to publishers about being bounced from their site, publishers can’t seem to recreate the problem the users complained about, and redirects live another day.

Identifying and locating a redirect script that is here today and gone tomorrow is just as challenging using typical security measures, which rely on recreating malvertising in mobile emulators. This adaptability is what often makes redirects so peculiarly vexing. Unlike many other forms of attack, redirects can be maddeningly chameleonic, never holding on to a steady form and shifting the moment they seem to have been identi­fied.

Impact on Revenue

$920M Damages from Mobile Click Fraud

GeoEdge determined that click fraud is a part of the underlying mechanism of the attacks discovered. The trouble with hidden redirects is that they are even harder to identify, as they do not obviously affect the user experience. This causes a drain on the publishers’ resources. In a general sense, hidden mobile redirects resulting in click fraud are estimated to cost the industry $920 million.

A Criminal Case of Auto-redirects$210M Loss for Publishers

With hundreds of millions of impressions impacted by auto-redirect attacks, publishers’ revenues are signi­ficantly affected. For publishers who are unable to identify those auto-redirect attacks, the impact is even greater. Hackers continue to target their sites and users. The GeoEdge team estimates that auto-redirect activities cost $210 million annually, including identifi­cation, documentation, and remediation.

Read More: eZanga Leverages IBM Cloud to Combat Ad Fraud and Bot Traffic

STATISTICS

  • Tactics for Malvertising Distribution Auto-redirects make up 48% of all malvertising events, with malicious URL pre-click far behind at 18%.
  • The US accounts for 48% of auto-redirects, nearly five times as many Canada (the second most targeted) and Australia (the third most targeted).
  • A total of 27% occur on desktops and 72% on mobile devices, with 57% on iOS and 15% on Android.

Networks and CPI Incentives

It’s within the app economy that the connections between malvertisers, ad networks and app developers become a kind of toxic mix. App designers give their ads to ad networks that are charged with the sole task of increasing downloads. Unfortunately, different networks, behave with different degrees of integrity, and app makers are dismayingly likely to look the other way at whatever underhanded tactics the networks employ to make downloads happen. And because networks are paid on the basis of cost-per install, or CPI, incentives between networks and users can become wildly misaligned.

CPIs don’t come cheap – globally, as of last year, the average CPI was $1.24 for iPhone apps and $0.53 for those on Android. That’s probably why redirects, whether to app stores or to phishing scams, occur on iOS nearly four times as often as they do on Android: By nearly every metric – including personal income, money spent on apps and time spent on their phones – iOS users are more valuable. That makes them equally valuable to malvertisers.

So the networks follow a simple, shortsighted math: swamp users with redirects to the app, expect that most of them will be so furious at having been shooed out of their webpage that they’ll forever consider the app a nuisance, and at the same time plan for a tiny fraction which, out of confusion or a spontaneous impulse to download the app, will actually install it. The number of installs could be far below even single-digit percentages, but given sufficient volume, that’s enough. The more users who are annoyed, the more money is made.

A CPI in the United States costs on average $2.32, slightly less than an install in Australia at $3.25 or one in Canada at $2.72.

GeoEdge is the premier provider of ad verification and transparency solutions for the online and mobile advertising ecosystem.

Recommended Read: A4G Taps Anura for Their Real-Time Ad Fraud Detection

Sales Reps Are Embracing Marketing Tactics (And It’s Working)

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Gen Zers talk of their keywords of 2022 and their vision for 2023

Historically, marketing and sales have been siloed in two different arms of a company. Marketing was focused on establishing relationships with potential customers, while sales was concerned with closing leads. Marketing tried to understand and target its customers through data, while sales would often only reach out to prospects and clients when they needed to sell something.

All of that is changing though, as SaaS subscription models call for a sales rep to resell a product year over year to customers. One of the companies we work with, HotSchedules, faced a similar problem a few years ago – how could they keep the same clients coming back to use their services year after year? To deal with these kinds of changes, sales teams like the one at HotSchedules adapted some traditional, marketing-only tactics, like targeted campaigns and data-backed decisions, to develop and nurture lasting relationships with their clients.

Using Targeted Sales Campaigns

Marketing has long been preoccupied with spreading awareness of a company’s products or services, which meant one thing: campaigns. Email campaigns, advertising campaigns, direct mailer campaigns…you name it, and marketing has done it.

With regards to sales, reps would often take mass marketing materials like generic brochures or pamphlets from these campaigns on sales calls for clients. But as time went on, sales saw a need for the more targeted materials in order to create lasting relationships with their clients, similar to those that marketing has come to rely heavily upon. Because of this, a trend we are seeing a lot more of now is that sales reps are taking targeted materials with them on sales calls – flyers based on the client’s’ industry, role in the company, past buying behavior, current needs, etc – in order to create a strong foundation that’s necessary in today’s business environment.

Read More: Chatcast Turns Facebook Messenger into an Enterprise-Class Marketing Channel

Understanding Prospects through Data Analytics

A second resource that historically belonged to the marketing department was data analytics. That is, until recently. Now, reps are able to send an email campaign to prospects at the top of their funnel and immediately receive feedback: What version of the message received the highest open rate? When was the best time to send an introductory email?

As the prospect becomes a lead and continues to move down the funnel, the rep is presented with increasingly more information to tailor his or her messaging for them. Through analysis of this information, it’s easier for sales reps to analyze successful campaigns and other endeavors that resulted in a closed deal and recreate the same results in the future.

Using data analytics to attribute successful outcomes to specific actions the rep took means less “bluebird” opportunities – leads that seemingly materialized out of thin air – and more opportunities that the sales rep can hope to recreate in the future.

Final Thoughts

While marketing and sales have their separate roles in business, it’s undeniable that some techniques that work well for one – like targeted campaigns and data-driven analytics – can work similarly for the other. By using tactics that have been successful for marketing in the past, sales is able to adapt to changing business models and lay the foundation for strong, durable relationships.

Recommended Read: VisibleThread Readability – New ‘Plain Language Tool’ for Business Writers

TechBytes with Erik Newton, VP of Marketing and Head of SEO, BrightEdge

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Erik-Newton Brightedge

Erik Newton
VP of Marketing and Head of SEO – BrightEdge

Event-specific content made big waves in the retail and commerce industries in 2017, and we were intrigued to know how modern marketers analyze the impact of customer data on their hyper-local content marketing campaigns. Diving deeper into the niche of content marketing, we spoke to Erik Newton, Vice President of Marketing and Head of SEO, BrightEdge.

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Tell us about your role at BrightEdge and the team you handle.

I am the VP of Customer Marketing and Head of SEO. I run multiple matrix organizations in marketing, for SEO, and within the customer base itself involving dozens of people.

How do you see the evolution of the Marketing Technology around customer data and intent insights impacting business decisions?

Effective marketing technologies make massive data sets tiny and enable better marketing decisions and outcomes. To explain massive and tiny, I like to use the analogy of a single penny and one million pennies. Everyone knows what one penny is. Do people understand a million? A million pennies is somewhat difficult to visualize, but when we call to mind visual aids, like three Freedom Towers tall, or enough to fill an entire phone booth, it’s easier to follow the magnitude of size.

Big data is a lot bigger than a million data points. It’s more like a billion or couple hundred billion or more. Only a platform and sophisticated software can help make sense of it. So an effective marketing technology has to process mountains of data and provide a friendly interface that can output a single relevant recommendation, like an intent-rich topic suggestion for a marketer to write about.

BrightEdge tracks and captures on average 51 percent of trackable traffic in SEO – the channel where the majority of the customers and intent data come from.

Holiday themes like Black Friday and Cyber Monday produce sensational marketing campaigns. How do marketing campaigns benefit from BrightEdge data on these events?

Marketers need to understand their audience and the language they use throughout their customer journey. Search engines are looking for the most relevant content to share with their customers. When brands use BrightEdge for their SEO, it allows these marketers to see inside the customer’s’ context and word choice and align their content with it.

Currently, at BrightEdge, we’re tracking the 2017 holiday season online activity to enable customers to better understand audience behavior during this critical time of the year and where the opportunity lies to amp up their digital presence. For example, we’ve found there is a phenomenon we’ve dubbed “Research Sunday” developing, wherein customers begin the Black Friday and Cyber Monday journey one week prior to the events––on the Sunday, five days before. The opportunity lies in developing messages, offers, and channel and device tactics to reach the customer with research and reviews at that point in the journey.

How critical is it for modern businesses to leverage AI and machine learning capabilities for better SEO and content management?

Whatever the scale of the company and the content operation, we’ve entered an age when it is paramount to employ Smart Content––content that is powered by big-data-fed machine learning so it is observant and self-adjusting from release to years down the road. This Smart Content is targeted, optimized, technically current, integrated and most importantly, profitable.

At BrightEdge, we started tracing this Smart Content need several years ago, and developed BrightEdge DataMind, which is AI that consumes big data, applies machine learning to make big data tiny enough to enable a single writer to create a single smart blog post –content that is more likely to rank, be found, and engaged by consumers.

Is customer engagement the new ‘digital business currency’? How do you meet customer expectations when it comes to sharing marketing data?

Engagement is half the battle. For B2C companies, we advise customers to think in micro-moments and to be digitally available at multiple points where a purchase decision might be made. For example, in search you need to target Quick Answers, Local, Video, regular listings, and paid ads. The BrightEdge Data Cube helps customers track and target these universal content types for these micro-moment touchpoints.

Most B2B companies sell to sophisticated decision makers and groups of decision makers that seek out extensive background information and reviews online before contacting or accepting contact from an outbound rep. Think of that as pre-engagement content. Sales cycles are usually a few months, so more content is needed to keep the opportunity from going cold. Engagement of all kinds, human and digital, is critical to engaging and servicing and renewing B2B clients.

Search plays a big role at the beginning, middle, and end of these customer journeys and lifecycle. Prospects start by looking for generic keywords, learn about products and brands, develop preferences, and then usually come back via the brand when they are ready to move forward. BrightEdge helps brands build and track content that engages for all phases of that journey.

What would the B2B industry look like in 2020 as companies shift to dynamic customer experience management and hyper-personalization?

AI will help companies get the right content in front of the right prospect or customer at the right moment, and that will free up the customer-facing people involved to work on the things that humans are uniquely good at, like strategy, building relationships, and communicating concern for their customers and their success.

Thanks for chatting with us, Erik.
Stay tuned for more insights on marketing technologies. To participate in our Tech Bytes program, email us at news@martechseries-67ee47.ingress-bonde.easywp.com

Interview with Vicki Brakl, VP, Marketing, MNI Targeted Media

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Vicki Brakl, MNI Targeted Media, A Time Inc. Subsidiary

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“Now, a CMO is part brand expert, part audience expert, part sociologist, part communications director, part tech linguist and part analytics expert.”

Tell us about your role and how you got here? What inspired you to be a part of a media planning and buying company?

I ask myself how I got here every day, and I’m happy to say it has been a curious and exciting route. I’ve never shied away from a professional challenge, and have always sought out opportunities where I knew I could learn a lot, ones where mentally stretching would be part of the deal. My dad has always said that life is like tennis—when you play with great players, you play better. And, so it is in business as well. By surrounding yourself with smart people, you do even better work because you’re challenged. This has definitely been true for me.

Strength of one’s own personal brand is also something that got me here. Word-of-mouth still works with job opportunities, and that’s how I got to be here at MNI Targeted Media Inc.

I was inspired to join this company as Vice President of Marketing because nothing sits still in the media industry—especially in digital. The ability to work on a variety of clients (national, regional and local) provides an opportunity to stay on the cusp of what’s happening across industries and categories. Plus, no day is the same, which for me is important.

What are the core tenets of targeted media campaigns for mobile and social media?

Know your brand, know your message and be clear about what your one ‘must hit’ objective is. Then, relentlessly commit to producing creative that will entice and engage your precise audience, at the right time, when they are in the most likely mindset to be open to your messaging. I often see clients trying to hit several objectives, which often muddies a strategic media plan. Figure out the one ‘must.’ Then make it all come together with simple, stunning, yet compelling creative. Don’t try and tell your whole story; just find a great hook. What’s the micro-action you need that prospect to make in the moment? Design around that.

How should CMOs plan their technology stack to better leverage DMP, programmatic and customer experience management platforms?

CMOs are sitting on a mountain of data, but they are often paralyzed by the thought of what to do with it. First, assess your options as well as your limitations. Have a long-term plan. Start small. Learn lessons and then grow over time. Make sure you get the right funding and budget to integrate your systems.

The really interesting part about this question is that in the past, CMOs would never have had to worry about a tech stack. Now, a CMO is part brand expert, part audience expert, part sociologist, part communications director, part tech linguist and part analytics expert. Make friends with IT and your colleagues who are skilled in the trafficking and account management functions; you’ll need them.

What startups are you watching/keen on right now?

Startups, per se, they’re not, but I’m keen on watching all of the new print magazines that launched in 2017. Big names like Airbnb Magazine, Magnolia Journal and Goop are among them, but there are a lot of other niche titles as well. We’re convinced the print medium will live on, but just differently than it has in the past.

Would you tell us about your standout digital campaign? (Who was your target audience and how did you measure success?)

We ran an amazing digital campaign for one of our clients that literally saved a life. By utilizing geospatial as well as foreign language targeting on mobile, we helped a client crackdown on human trafficking. The campaign they ran resulted in a life being saved. That’s the one that stands out for me. Marketing can actually save lives.

One word that best describes how you work.

Passionately

What apps/software/tools can’t you live without?

Apple iPlay. It makes phone calls from the car much easier and safer, which allows me to cram more into a day. More importantly, it makes finding the theme song to “Frozen” much quicker, before my 3.5-year-old has a meltdown!

What’s your smartest work related shortcut or productivity hack?

It’s old school and simple. Write down your “must do’s” at the beginning of each day/end of the previous day. Systematically work through them, and then start a clean slate the next day. It works for me!

What are you currently reading?

I read a ton of whitepapers on a variety of subjects, as I learn a lot about our industry that way, but I also learn how other companies craft and present their content. Content production as thought leadership is a big initiative of ours right now, so I’m interested in how everyone creatively chooses to do it. And, I am one of those luddites; I still print stuff out to read it. I retain the information better.

What’s the best advice you’ve ever received?

I learned the difference between pushing or being pushy from my first boss at PepsiCo that I still keep close at hand. It’s been incredibly helpful for me since the moment he said it. I think I’m safe in saying I am good at pushing, but rarely pushy. At least I hope I am.

Tag the one person in the industry whose answers to these questions you would love to read:

Judith Hammerman, VP, Global Data Commercialization at Time Inc.

Thank you Vicki! That was fun and hope to see you back on MarTech Series soon.

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Vicki is an experienced Marketing professional with a demonstrated history of working in the marketing and advertising industry. Skilled in Digital Strategy, Marketing Management, Consumer Products, Art Direction, and Market Research.

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MNI Targeted Media Inc.

MNI Targeted Media Inc. We specialize in offering clients a range of targeted advertising products and solutions across media platforms, categories and audiences via our two brands—MNI and Harpoon Digital. MNI Your Audience. Delivered. With 40+ years of targeting expertise—including 12 years in the digital space—MNI delivers all the 
media planning and buying power clients need to precisely reach their target audiences, online and offline. Online solutions include mobile, network, local, and programmatic. Offline solutions include geo-targeted ads in 180+ DMAs, as well as ads cover wrapped around more than 40 of the nation’s most popular magazines.

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The MTS Martech Interview Series is a fun Q&A style chat which we really enjoy doing with martech leaders. With inspiration from Lifehacker’s How I work interviews, the MarTech Series Interviews follows a two part format On Marketing Technology, and This Is How I Work. The format was chosen because when we decided to start an interview series with the biggest and brightest minds in martech – we wanted to get insight into two areas … one – their ideas on marketing tech and two – insights into the philosophy and methods that make these leaders tick.

HasOffers by TUNE Acquires Optimob To Boost Automation

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HasOffers by TUNE Acquires Optimob To Boost Automation
HasOffers by TUNE Acquires Optimob To Boost Automation

The Optimob Automation Technology Enables HasOffers Customers to Vastly Improve Optimization

HasOffers, the world’s largest performance marketing platform, is acquiring the intellectual property assets of Tel Aviv based Optimob, makers of automation and optimization technology for ad networks and publisher management.

Founded in 2016 by an expert team of performance marketers, Optimob software was created specifically to extend the value of the HasOffers API. Optimob provides performance marketers with the ability to optimize ad network traffic, automate click optimization to lower costs, detect and block unwanted traffic and notify publishers about optimizations in real-time.

HasOffers by TUNE Acquires Optimob To Boost Automation
HasOffers by TUNE acquires Tel Aviv based Optimob

In less than two years, the team at Optimob built and commercialized powerful performance marketing software capable of helping sophisticated marketers automate network performance while reducing costs. The addition of advanced automation gives network operators a disproportionate advantage in their efforts to quickly and easily optimize campaigns, and further cements HasOffers as the most robust, scalable and fully automated performance marketing platform available.

Also Read: NetElixir Increases Team at Princeton Headquarters, Projects Fast-Paced Growth Throughout 2018

Following the acquisition, Optimob technology will be integrated into the HasOffers platform. By integrating core Optimob technology into HasOffers, performance marketers will gain cutting-edge automation and optimization capabilities that will enhance their ability to maximize conversion rates, optimize traffic automatically and identify new sources of demand in a cost-effective manner.

HasOffers by TUNE Acquires Optimob To Boost Automation
Patrick Hearron

Patrick Hearron, Vice President of Sales for HasOffers, informed, “The future of performance marketing hinges on the ability to use automation to deliver high-quality traffic at scale in a capital efficient way. The addition of Optimob enables us to further create this future by enhancing our ability to set performance and budget thresholds and then let HasOffers automatically optimize campaigns accordingly.”

Also Read: Five Things That Marketers Need to STOP Doing in 2018

“In a very competitive and saturated ecosystem, we are very happy that the team at HasOffers identified the advantages of Optimob’s automation technology and the value it will bring to customers. We were able to connect an extremely talented management team with a capable technical team and the results speak for themselves. HasOffers is full of fantastic and visionary people and I’m confident that with this acquisition the HasOffers platform will further establish itself as the leading performance marketing tool in the world,” said Ran Bar-Yosef, Executive director and co-founder of Optimob.

HasOffers by TUNE Acquires Optimob To Boost Automation
Dan Salem

Dan Salem, CEO and Co-Founder of Optimob, added, “After years of experience in the performance marketing field, we saw an opportunity to create a product capable of using automation technology based on HasOffers to streamline clicks, goals, verify offers, block fraud and communicate with publishers in real-time, which enabled our customers to increase profits and decrease costs automatically. I’m proud of what our team has accomplished in a short period of time and excited that our core technology will become an important part of the HasOffers platform.”

Recommended Read: Meet the Jetsons: Are We As Close to Achieving Control Over AI As We Thought?

GroundTruth Appoints New CMO Eric Hadley and SVP of Sales Jeff Hackett

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GroundTruth Appoints New CMO Eric Hadley and SVP of Sales Jeff Hackett
GroundTruth Appoints New CMO Eric Hadley and SVP of Sales Jeff Hackett

Location Technology Pioneer Strengthens Senior Leadership as Global Demand Rises for Location Data and Insights in North America and Abroad

GroundTruth, the leading global technology platform driving offline visits and sales by leveraging location as the primary source of intent, announced the appointment of Chief Marketing Officer, Eric Hadley and Senior Vice President of North America Sales, Jeff Hackett.

GroundTruth Appoints New CMO Eric Hadley and SVP of Sales Jeff Hackett
Eric Hadley

Eric Hadley brings more than 20 years of marketing and sales leadership experience to GroundTruth. As a 15-year veteran of Microsoft, he has a deep understanding of how to grow emerging tech companies and has helped position key brands including The Weather Channel, Pinterest, and Outbrain for strong success. Most recently, he served as president of creative agency, Mission. Hadley has also received industry-wide recognition as an American Advertising Federation Hall of Achievement winner and Ad Age Media Maven.

Also Read: Microsoft and SAP Join Forces to Give Customers a Trusted Path to Digital Transformation in the Cloud

In this role, he will lead GroundTruth’s global marketing strategy, including communications, insights, and demand generation, in order to position the company for its next phase of growth. Hadley replaces former CMO, Monica Ho.

GroundTruth Appoints New CMO Eric Hadley and SVP of Sales Jeff Hackett
Jeff Hackett

Previously with AdColony and comScore, Inc., Jeff Hackett will drive the sales organization’s growth across key agencies and brand categories, including Retail, Restaurant, Auto, and CPG. With an impressive track record growing media and mobile tech companies with brands including Bayer, L’Oréal, Mercedes-Benz, and Reckitt Benckiser Group while at Interpublic Group of Companies (IPG), Hackett will continue to strengthen the company’s expansion into new markets.

Also Read: comScore Introduces Plan Metrix Multi-Platform

Both Hadley and Hackett will report to GroundTruth President Serge Matta and will be headquartered in New York with global reach.

“Eric has mastered the art and science of marketing backed by data to develop big ideas and long-lasting partnerships for household brands. His knack for understanding consumer behavior is a skill that will continue to solidify our stance that location is the greatest source of intent. Jeff also joins GroundTruth at a pivotal time for our sales force as we continue to push forward into new vertical categories. Together, the two new executives bring immense experience that will accelerate and guide GroundTruth into 2018 and beyond,” said Serge.

This momentum comes on the heels of GroundTruth’s ‘Location for Good’ collaboration with Taco Bell and strong H2 revenue growth.

Recommended Read: ‘The Majority of Companies Will Get Growth Wrong’

Fluent Appoints Former Merkle Executive, Donald Patrick, as COO

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Fluent Appoints Former Merkle Executive, Donald Patrick, as COO
Fluent Appoints Former Merkle Executive, Donald Patrick, as COO

Fluent, a leading provider of digital performance marketing solutions, has announced the appointment of Donald Patrick as the Chief Operating Officer. Effective immediately, Patrick officially joined Fluent and reports to Fluent’s CEO, Ryan Schulke. Patrick will spearhead Fluent’s commercial growth initiatives, including international expansion and further activating across addressable channels to provide brands and marketers with a more robust set of solutions for customer acquisition, retention and loyalty.

Donald Patrick is an executive with over 20 years of operational experience in the technology, data and marketing services industries.

“We are excited to welcome Don to the Fluent team,” said Schulke. “His outstanding record of accomplishments as a marketing leader is sure to drive success as Fluent expands its reach and product capabilities.”

Recommended ReadTechBytes with Daniela Neumann, VP, Product Management, Searchmetrics

Patrick is an experienced executive recognized for driving expansive growth across diverse enterprises, including that of data-driven, technology-enabled performance marketing agency Merkle. Prior to Fluent, Patrick recently served as CEO of Seneca One, a financial services company in the lottery and structured settlement industries, as well as President of Infogroup Targeting Solutions and COO at Merkle. He was an original member of the Merkle executive team that grew the business from $6 million to over $300 million in revenue.

“I am very excited to join the Fluent management team as the Company executes its continued expansion both domestically and internationally,” commented Patrick. “Given the changing landscape in the digital marketing industry over the years and Fluent’s unique model and capabilities, I am very optimistic about Fluent’s prospects for growth in both the near and long-term.”

Read Also: Interview with Brian Bowman, CEO, Consumer Acquisition

Patrick graduated from the University of Chicago with a Master of Business Administration and St. Lawrence University with a Bachelor of Arts.

Fluent is a cogint company and currently leads the industry in people-based digital marketing and customer acquisition, serving over 500 leading consumer brands and direct marketers. Leveraging a unique data-driven platform, Fluent enables advertisers to more effectively target and acquire their most valuable customers, with precision, on a massive scale. The company is headquartered in New York City.

 

Penske Media Expands Partnership with Outbrain

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Penske Media Expands Partnership with Outbrain

Outbrain Enables Penske Media Corporation to Improve Reader Loyalty and Total Revenue

Following a successful test of Outbrain Engage, Penske Media Corporation (PMC) expanded its strategic partnership with Outbrain, the leader in personalized content discovery. Outbrain delivers significant revenue for publishers like PMC through sponsored content, while personalizing the editorial content for readers.

Also Read: Penske Media Appoints New Vice President Of Revenue Operations

PMC has been an Outbrain distribution partner since 2015 and cited Outbrain’s focus on delivering RPMs alongside solutions that help grow all their revenues. Recent product advancements allow publishers to flight their own content into Outbrain placements while relying on Outbrain’s robust paid content recommendations to maximize revenue. These product investments are unique in an industry often maximizing for paid placements and not thinking holistically about how to help publishers grow all their revenues.

The extent of PMC’s relationship with Outbrain extends to the Automatic Yield suite of products which uncovers the real-time value of content via the adserver while optimizing editorial content for engagement and CPM-based revenue. PMC has seen 110% increase in incremental revenue since launching with Automatic Yield and uses the revenue reporting to inform audience development and yield optimization strategies. PMC is an Automatic Yield launch partner since March 2017.

Also Read: Outbrain Launches Programmatic Access on AppNexus

Penske Media Expands Partnership with Outbrain
Yaron Galai

“Outbrain is excited to broaden our partnership with PMC by offering high RPMs alongside innovative products that help grow all publisher revenue. We know some publishers will continue to focus solely on RPMs, and that’s okay. However, we believe the industry needs to take a longer-term view of the reader experience, while they may forgo short-term revenue, publishers can build a more lasting relationship with their readers,” said Yaron Galai, Co-Founder and Co-CEO of Outbrain.

Also Read: Pain Relief: Delivering on the Promise of Premium 

Penske Media Expands Partnership with Outbrain
Craig Perreault

PMC’s EVP of Business Development, Craig Perreault, commented, “We took a good look at providers in the market and were pleased with the combined reader experience and revenue opportunities that Outbrain provides, as well as the ability to test new features and technology to improve performance.”

Recommended Read: For Publishers, Premium Will Always Be Preferred Over Programmatic Advertising

HS2 Solutions Acquires LunaMetrics

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HS2 Solutions Acquires LunaMetrics
HS2 Solutions Acquires LunaMetrics

Combination Strengthens Analytics and Insights Capabilities and Expands National Presence

Digital transformation agency HS2 Solutions announced that it has completed the acquisition of LunaMetrics, an award-winning analytics consultancy that specializes in using data to help businesses illuminate the bridge between marketing, user behavior and ROI. The acquisition brings an industry-leading digital and web analytics consulting offering to HS2’s broad range of digital transformation capabilities across strategy, development, e-commerce, experience design, and digital marketing.

LunaMetrics serves a diverse group of leading marketers and brands including BJ’s Wholesale Club, CareerBuilder, Caterpillar, GNC, Leading Hotels of the World, PBS, and Teach for America, and is a Google Analytics Certified Partner and Google Premier Partner. LunaMetrics leverages insights and deep digital expertise to help clients personalize and improve digital experiences as well as optimize their digital advertising strategy.

Also Read: Iconosquare launches new Facebook analytics tools

HS2 Solutions Acquires LunaMetrics
Phil Hollyer

“LunaMetrics has been on the leading edge of digital analytics for over a decade, and founder and CEO Robbin Steif has built a world-class, results-driven team that bolsters our talent base and strengthens our digital marketing strategy and analytics and insights practices tremendously,” said Phil Hollyer, HS2 Solutions co-founder and CEO.

With the addition of LunaMetrics, HS2 Solutions, which was founded and is headquartered in Chicago, also expands its physical presence. In addition to its two Chicago-based collaboration centers and team hubs in Green Bay and Detroit, HS2 Solutions now has a stronghold in Pittsburgh and access to talent in the city’s vibrant tech community.

Also Read: Anodot Raises $23 Million to Accelerate AI-powered Analytics and Anomalies Detection for Major Customers

HS2 Solutions Acquires LunaMetrics
Robbin Steif

“HS2 Solutions has an unmatched reputation in our industry,” Robbin Steif said. “With their seasoned team, they have amassed an exceptional portfolio of long-term client partnerships and sophisticated digital service offerings. By combining forces, we are able to expand our offerings to our customers and create additional career opportunities for our people.”

Steif founded LunaMetrics in 2004, has served on the Board of Directors for the Digital Analytics Association, is a winner of the Business Women First award, and is a recipient of the Diamond Award for business leadership.

Also Read: Oracle’s Moat Receives ABC Certification for Video Viewability Measurement

HS2 Solutions Acquires LunaMetrics
Keith Schwartz

HS2 Solutions co-founder and president Keith Schwartz added, “This dynamic partnership strengthens our ability to glean rich user behavior insights that will allow us to envision and build superior digital experiences that delight customers and deliver business results to our clients. We are thrilled to welcome the entire LunaMetrics team to HS2 Solutions.”

In November 2016, HS2 Solutions announced that it was being backed by Mountaingate Capital, a leading middle-market private equity investment firm, to accelerate continued growth through business acquisitions, talent additions, national expansion, and increased services.

Recommended Read: Understanding Customer Sentiment at Scale: The Secret to Digital Maturity

Predictions Series 2018: Marketers Double Down on Personalized Event Experiences in 2018

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Predictions Series 2018: Marketers Double Down on Personalized Event Experiences in 2018
Predictions Series 2018: Marketers Double Down on Personalized Event Experiences in 2018

As 2017 comes to a close; the preparation for 2018 begins, and for event marketers that means ramping up for the countless events and trade shows their organizations will be hosting, exhibiting at or attending. With mega events like Dreamforce and CES each drawing in more than 170,000 attendees this year alone, the number one question on most marketers’ minds is how to cut through the noise to make their company stand out and deliver personalized event experiences in 2018.

With 70 percent of US-based senior marketers increasing their spend on events in 2017, according to a survey from Certain, the relevance of in-person events and attendance numbers, will inevitably continue to rise into 2018.

We spoke to some of the industry’s top influencers to get an insider’s look at the trends and new technologies that will drive in-person events in the new year, and what steps marketers can take to get the most out of the events they participate in throughout 2018 and beyond.

Also Read: Meet the App That Just Made Augmented Reality Accessible to Everyone

Prioritizing the Attendee Experience During Events

Events provide a great way to connect with new prospects and customers, as well as the opportunity for like-minded individuals to get together and discuss the latest trending topics in their industries. But with the overwhelming amount of conferences, panels, and happy hours occurring throughout the cycle of an event, and a number of different interests among attendees to cater to, events can sometimes lose the personalization factor when trying to market to all of these individuals.

“Does an attendee want to network and connect with peers, or would she prefer to find vendors? Is she interested in speaking with presenters? Does she want to attend after-parties, or would she prefer discussions with smaller groups? There is so much more events can be doing to provide value, and the easier event technology vendors make it to implement this level of personalization so that each attendee walks away with a customized experience, the faster we’ll see this value materialize,” said Josh Steimle, Author and Founder of Influencer Inc.

Some see this materializing in different ways, including the use of chatbots, which Ann Handley, CCO of MarketingProfs, believes has limitless opportunities to deliver improved attendee engagement from “acting as event concierge desks, dispensing advice on navigating large event spaces, recommending sessions, setting up meetings, and so on,” said Handley. “The applications are pretty limitless — especially for large events that need to figure out a way to make their events more personal and human-scale.”

With so many connections, from personal to professional, now beginning through mobile apps and online services from Tinder and Hinge to Bumble Bizz and LinkedIn, David Raab of Raab Associates, believes a similar set-up will help to create personalized event experiences in 2018 and allow them to foster and grow.

“[2018 will bring] better targeting of audiences and more matching of attendees based on data about their interests. Think Birds of Feather meets Match.com,” said Raab. “Encouraging interactions among attendees has always been important and technology now makes it much more possible.”

Also Read: Five Things That Marketers Need to STOP Doing in 2018

Real-Time Data Gathering for Increased Audience Engagement

To build on the need to improve personalization at events, 2018 will see an increase in both vendors and event organizers using advanced technologies to gather data in real-time, to better tailor their content and discussions with attendees.

Earlier this year, a survey from Certain found that 51 percent of U.S.-based senior marketers use event automation solutions in their current event strategies. However, the next year will likely see this number increase significantly, as companies want to ensure that attendees are getting the most out of their experience.

As Steimle puts it, “Audiences want to receive information that will change their lives, careers, and businesses, and they want to receive it in an engaging way that doesn’t put them to sleep.”

Event automation tools help to better tailor the audience experience, for example, allowing companies exhibiting at an event to pull up real-time data on prospects that shows what panels or specific interests they have, so conversations can be tailored accordingly.

“[In 2018, we’ll start to see] more real-time data gathering about session attendance, audience response, polls during sessions, etc., all serving to make the conferences more interactive and more responsive to attendee needs,” said Raab. “Similarly, [there will be] more audience-driven content: attendees have lots of expertise to share; technology should make sharing easier as the conference unfolds and even during sessions.”

Also Read: Shifting Sands in B2B Marketing in 2018: New Avenues in Self-Service Customer Portals, Contextual Targeting, and Smartphone Metrics

Maximize Use of Speakers and Influencers to Target Audience Interests

Event organizers know the potential a well-known name can bring to their event. Take Michelle Obama’s recent keynote at Dreamforce or James Corden’s keynote discussion at Marketo’s Marketing Nation Summit, which inevitably brought in massive crowds. As Michael Brenner, CEO of Marketing Insider Group, notes, “Event marketers are increasingly realizing that they need professional speakers to both attract attendees and to deliver better content experiences when folks show up.”

Neal Schaffer, leading social media consultant and author, believes this can even be taken a step further, by calling on influencers to take on a larger role outside of being a keynote speaker.

“Event marketers…will finally realize and act upon the potential that influencers have for their event. From having influencers promote your event beforehand to fostering them live-tweeting and Instagramming your event to help amplify the event’s content to their networks, to the potential for post-event content to create an archive of event content and build buzz for the next event,” said Schaffer.  Influencers are the missing ‘human’ piece that promises huge potential for event marketers who understand their potential in today’s digital age.”

More Focused Online Platforms for Event Attendees

With multiple touch points for communication from online sites to social media platforms, narrowing down one central space to best reach event attendees can be a major challenge. Some event organizers and exhibitors may rely on Twitter or Facebook updates, while others may ask prospects and attendees to download an event-specific app to access important updates and information. However, this could change in 2018 as event organizers and marketing teams will create more defined places to house updates and information.

David Meerman Scott, leading marketing and sales strategist, believes the shift will be made through the event hashtag, saying “The event hashtag will move from just a place to share tweets on site to a place where people will interact before, during, and after an event. But it is up to event organizers to push people into that direction by, for example, only posting speaker slide decks via hashtag.”

Although mobile has become an integral part of events, both for organizers and attendees alike, we may see the previous trend of event-specific apps decline. Brenner believes we will begin to see “more event use event landing page or websites instead of asking attendees to download an app just for one event,” a trend which will likely be well received by event attendees who prefer not to have countless app notifications setting off their smartphones throughout the day.

Also Read: Top Insights on the CMO’s Best Allies, Content Marketing, and the Art of Story-Telling for Brands

My Take on Event Marketing in 2018

It’s clear that 2018 will be a year where we see event marketers mix everything from data and new tech to influencers and speakers to create a more personal experience throughout the cycle of an event. Attendees come to events to learn, make connections, and find new inspiration to benefit their businesses and organizations, and in the next year, this theme of personalization will be key in not only attracting audiences but capturing their attention.

Personally, my hope is that 2018 becomes the year where marketers really start to leverage the power of data for real-time marketing during events, to further drive this theme of personalization. Marketers kick butt when it comes to the registration sprint, ensuring we’re enlisting every strategy we can think of to drive the highest possible registration.

As one marketer told me, “it’s not like the number of registrations we expect for our big event will ever go down. Our goals are constantly ratcheting up!”

So registration has been a huge focus for marketers. What I see though is there is so much power in how data can be used during an event, and marketers aren’t often taking advantage of this opportunity.

I’d love to see this be the year that marketers use the intent data they have, whether its interest by product line, pain point, or where a prospect is in the buying cycle, all of this data can be used to suggest the right event agenda for each attendee to maximize their time and learning potential during events.

After all, face to face engagement is the number one opportunity to accelerate and convert for revenue teams, and seeing marketers use this to their advantage during events will make 2018 a year of transformation and change for the better.

Recommended Read: Announcing Attendify Audiences – First-Ever Data Management Platform for $565 Billion Event Industry

Measure Your Marketing Campaigns Using Link Tracking

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Measure Your Marketing Campaigns Using Link Tracking
Measure Your Marketing Campaigns Using Link Tracking

There’s no denying the benefits of the all-pervasive SMS. There are numerous examples of brands successfully using SMS as a medium of communication for their marketing campaigns. Apart from being a great customer acquisition tool, it is also the best medium to deliver personalised messages. But connecting to your opt-in customers or prospects via. an SMS is only half the battle won.

Here’s an optimal way to derive valuable customer analysis from your SMS campaign and increase your marketing ROI.

Link Tracking

In link tracking, a URL is embedded in an SMS to track elements when a link is clicked. Gupshup’s Link Tracking tool automatically converts long URLs into SMS text into a unique short URL for every recipient mobile number and then shoots out the SMS campaign.

Gupshup

This link can deliver valuable insights about your customer profile as it’s important to keep a track about who your customers are, what do they do and how do they behave online. There is a detailed campaign click report generated which captures information such as:

  • Mobile numbers
  • Mobile phone operating system (iOS, Android, Windows Phone)
  • Mobile browser used (e.g. Safari, Chrome),
  • Make and model of device (e.g. iPhone or Samsung Galaxy)
  • Click date, time, location and telecom operator

Marketers are aware that the profile of each customer needs to be known and marketing campaigns need to be measurable to derive a better return on investments. All of this information gleaned from a single link click can help you build a rich customer profile, target the right customers and make marketing campaigns more efficient Now a simple SMS with a link can be a bridge between customers and your business

Now a simple SMS with a link can be a bridge between customers and your business

Gupshup’s Link Tracking empowers your business to not only direct the user to the desired content/landing page but also tells you who these users are and what has been the user’s tour from the landing page. You can design mobile friendly landing pages to get more customers to read your content.  As for the uninterested customers (those that did not click on the link), you could immediately contact them with a different marketing message and retarget your audience accordingly.

Read More: Five Smart Campaigns To Make The Most Of GeoLocation

While you focus on customer engagement, Gupshup provides the right analysis to keep you moving forward.

Don’t just make your presence felt by sending the SMS to your customer; instead, use the SMS to convert views to leads and bring more customers on board. Learn how to exploit the potential of your SMS marketing campaigns.

Your business can send content via YouTube links, audio clips, links to your app and website pages, and link to the app store. Diagrammatically represented below are just some of the various ways to push content through Link Tracking and the benefits for your business.

GupShup’s Link Tracking API: Uses and Benefits to your business

Brands and marketers that have used GupShup’s Link Tracking API can attest to the increase in response rate from their SMS campaigns.

GupShup has worked with one of the leading e-commerce websites to integrate Link Tracking with their business. We developed a campaign for them to promote their Raksha Bandhan offers and discounts on their website. Customers were sent an SMS with an offer URL mentioned in it which when clicked, would take them to their main website page. This helped them to measure the effectiveness of their promotional activities. They realised that the sources of most of the link clicks were people in Tier-2 and Tier-3 cities who own mid-range Android smartphones and the E-commerce website was thus able to adjust their campaign messaging and targeting. Given below is a screenshot of the Link Tracking campaign executed.

Gupshup

Why limit your SMS marketing campaign to one way communication when you have the power to interact two-way with your customers. Link Tracking is a perfect combination of customer acquisition, customer engagement, and customer retention. It is rightly said that data is the new oil. GupShup’s Link Tracking API built in the SMS has the ability to deliver tonnes of information which you can utilise as oil to fuel your business growth.

Recommended Read: Meltwater Executive Alerts: The Latest Real-Time Business Update Tool for Senior Executives

Why Conversational AI is the Future of Business

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nextitA recent report showed the use of voice-activated devices has increased 129% in 2017. One-fifth of smartphone users now talk to a voice assistant at least once a month. Users are also increasingly adopting chatbots as a means for interacting with brands. Millennials, that all-powerful consumer segment, are especially willing to interact with bots first. Sixty-seven percent of them are even willing to purchase from chatbots.

While customers are increasingly comfortable talking to machines, many brands still aren’t sure how to get started with conversational AI (or what the best practices are). Conversational AI presents huge potential to improve efficiency and drive intelligence across all channels, especially for marketing and customer service teams. However, as with any innovation, potential is lost when this technology fails. Many users, 30% by some estimates, are disappointed with their bot engagements.

Often these failed conversations stem from flaws in a brand’s strategy for conversational AI: it’s not just about automation. Until now, this technology has been built to make processes move faster and at a greater scale. Luckily we’re starting to see a shift to using tools to uncover business value beyond deflection and cost savings. Speed shouldn’t be the only goal: ultimately this technology should be scaling our understanding as well as our service delivery, leading to better intelligence and ultimately customer satisfaction across the business.

What is Conversational AI

At its core, conversational AI is a system for managing data input and output. Your customer, the user, inputs data through a user interface (voice, chat, etc). Or, your customer may take an action like click on an offer that prompts the system to engage. Either way, the conversational AI system is incorporating multiple tools and technologies designed to understand and correctly act on user inputs in real time.

The system then needs to do two things simultaneously. First, it needs to understand the user’s intent in order to provide accurate information to your customer, or take the appropriate action. The way it does this has to match the user’s expectations of being accurate, personalized, and fast. Second, it needs to capture and analyze the data from the interaction. This machine learning step is both supervised and unsupervised to train the system while providing actionable insights. These insights can then be used to improve the system’s overall design and ultimately add value across the business.

Read More: Identity Is The Next Competitive Battleground: Signal’s 2018 Prediction

The Building Blocks of Conversation Intelligence

Once we understand what a good conversational AI system should do, we can break down its implementation into logical steps and fine-tune our AI strategies. This was very difficult until recently– the technologies that comprise conversational AI systems have largely existed within a “black box” that provided a one-size-fits-all solution that may or may not actually fit business needs, let alone provide the ability to scale enhancement of the system over time. Now, open, distributed models of AI and ML tools are available. These open models give businesses the ability to analyze existing data while gathering new data to deploy exactly what’s needed, where and when it’s needed, in order to to build their own customized systems or enhance systems already in production. In short, we now have the tools to deploy conversational AI in a way that fits individual business needs.

When dissecting the black box, our focus should be leveraging the tools in a way that allows us to be strategic and anticipate what our customers want and what they need. Listening and understanding is the system’s goal, as that’s what will ultimately establish trust and earn your customer’s loyalty.

How to Listen to and Understand your Customers

The most effective way to start automating listening and understanding with conversational AI systems is to leverage technologies and ML tools that are capable of analyzing vast quantities of unstructured data. This data could include call transcripts, web chats, emails, unstructured texts, social media posts, and even conversations with existing bots. Using these technologies, you can identify the key purpose or motivation of your customers and see how they are engaging with the conversational system. You can also crowdsource the analysis of the user experience offered by your bot or assistant and gather insights about how and why your bot may have misunderstood a particular user’s intent and if the misunderstanding has any relevance to your business.

For example, let’s say you capture 200,000 conversations. Your system should indicate areas of greater or lesser engagement. It should also automatically surface gaps in your system’s understanding as it relates to your business goals. Ideally these tools would allow you to identify unstructured data that can be dragged and dropped into a database of identified business intents so you can test and deploy language understanding in real-time.

Key to all of this is understanding the customer’s intent – what they really care about. Accurately discovering intent for analysis requires the right mix of data and user input. This mix includes context: the particular conversation, situation, historical information, and the business all factor in when we’re trying to understand what a customer needs.

This level of analysis and insight will truly reveal how well your conversations are driving value for customers and business. Prior to leveraging conversational AI tools, many companies rely on perception and a combination of web analytics, call and chat routing, CX surveys, and audits to paint a “good enough” picture. Some measurement is better than none, but ultimately these methods are too easily influenced by interpretation bias, making them terribly imprecise: how can you infer what a user is really looking for from a page view, keyword search or high-level routing label?

Also Read: LivePerson and IBM Launch LiveEngage with Watson-an AI-Powered Bot Platform

Listening for Intent

AI enables us to push and pull conversational data to match user intent with the right outcomes and opportunities. This moves the needle from listening to understanding to action.

Every conversational AI system requires labeled data to create an intent model. To create labeled data, start by analyzing your customer interactions. Figure out where your customers are communicating with you, and look for opportunities for bots or Natural Language Understanding engines to plug in and create actionable, structured data in the process. The second step is to match your data to an existing intent model. One developed across industries is best: the richer the data, the better.

With these two components you have the building blocks: context and battle-tested data. Now we can train a machine learning system and implement an AI platform whose architecture can drive and grow integrated context, conversation state, and content.

It’s also important to choose a platform that supports the system at runtime and can be customized and extended across all your business for today and tomorrow as your system grows. It should utilize numerous integrations and NLU techniques to guarantee precision and accuracy. This combination of intelligence and experience tools will allow you to deliver a great customer experience no matter what channel a customer selects. At the same time, it will allow you to continuously understand more and more about your customers’ desires for your business.

For example, Dell, one of the largest technology companies in the world, recently improved their business performance and customer satisfaction by introducing an IVA on Dell.com to work with their live chat channel in supporting customer self-service. In just three months chat instances for both live chat and the IVA contact rate increased by 61%. At the same time, live chat costs decreased by 27%. The IVA was able to assist customers satisfactorily and close conversations at a greater rate than live agents alone while also reliably driving revenue from chat with product recommendations.

The IVA is not only able to effectively assist customers in navigating the ever-changing site and instantly support questions, but also accurately recognizes customer intent so well that it is able to compare ever-changing products by understanding language about new products and technology before customers do, in order to advise on purchasing decisions based on individual customer needs.

The End of Assumptions

Implemented in this way, conversational AI will be a new paradigm for your customers. It will most likely eliminate your website’s search bar and other time-consuming, often-inaccurate methods of getting information. It could go so far as to eliminate current websites altogether. In the Dell example, customers no longer had to learn to navigate the site, wait in a chat queue, or scroll through endless product options. With conversational AI, customers can get what they need in a way that feels most natural: a simple conversation.

There are no shortcuts for creating satisfying AI: the example above required iteration and analysis along the way, but the results for both the business and customers is worth it. On the business side, in addition to increasing customer satisfaction, the clarity and accuracy these solutions provide has long-reaching implications for understanding your customers and driving meaningful conversations. For example, many companies currently rely on KPIs like “time to resolution.” This can introduce bias and impatience into our customer interactions: in an effort to determine what a customer needs, we often make assumptions in the absence of information or experience.

Well-designed bots and IVAs aren’t built on assumptions. They operate on a scale and pace a human cannot. These technologies have the potential to eliminate assumptions, improve accuracy, increase satisfaction and drive intelligence across the business. By using them effectively we transition from a reactive to a proactive approach to customer service. If we can do this strategically, we leverage conversational AI not for automation alone, but to do what all successful business people do: consistently listen and take action.

Recommended Read: Experience Advertising, Inc. Announces Expanded Digital Advertising Services for 2018

PublicRelay Partners with Consumer Technology Association To Power Communications Media Hub Nerve Center At CES 2018

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PublicRelay Partners with Consumer Technology Association To Power Communications Media Hub Nerve Center At CES 2018
PublicRelay Partners with Consumer Technology Association To Power Communications Media Hub Nerve Center At CES 2018

This Is the Third Year for the Media Intelligence Partnership

PublicRelay announced that the company is partnering with the Consumer Technology Association (CTA) for the third consecutive year to provide real-time communications intelligence and coverage analytics at CES 2018, produced by CTA and running in Las Vegas from January 9-12, 2018. PublicRelay will operate the Communications Media Hub Nerve Center at CES, monitoring news coverage, delivering daily trending data, and providing real-time media analysis about exhibitors, speakers, and trending topics throughout the show.

CES is the world’s largest and most influential global technology event, and PublicRelay is powering the event’s 360-degree communications program with premier media intelligence. Going far beyond the traditional media coverage metrics and lists, PublicRelay utilizes powerful technology paired with trained analysts to deliver rich, actionable insights and provide insightful narratives all day, every day. CTA leverages these data to understand precisely how the show and exhibitors resonate in the media, to know what is hot, and to maximize media visibility and impact at CES.

Also Read: PublicRelay and PR News Survey Highlights Critical Deficiencies in Media Data

As the leading media intelligence company is known for its ability to turn data into high-quality, real-time, actionable and interactive insight at scale, PublicRelay will:

  • Offer interactive dashboards to visualize media reaction and insights on and off the event floor.
  • Identify and track top exhibitors, speakers, and products that are driving media engagement and social buzz at the show.
  • Provide insights into the messages that are most effective and powerful in the media – far beyond simple keyword analysis.
  • Deliver rich analysis of key influencers, enabling CTA to engage with them quickly and effectively.
PublicRelay Partners with Consumer Technology Association To Power Communications Media Hub Nerve Center At CES 2018
Jeff Joseph

“PublicRelay’s technology delivers unmatched insights into the trends, issues, and influencers at CES, making our team more focused and effective every single day of the show. This means we can deliver increased impact and value to our exhibitor partners at CES,” said Jeff Joseph, CTA’s VP Communications & Strategic Partnerships.

Also Read: GeoSpark Analytics’ BlueGlass is a Location-Based, AI-Powered Data Analytics Platform

PublicRelay Partners with Consumer Technology Association To Power Communications Media Hub Nerve Center At CES 2018
Eric Koefoot

PublicRelay President and CEO, Eric Koefoot, added, “Now in our third year at CES, we are excited to partner with the CTA team and help them be more effective in leveraging media, proving again why the world looks to CES to see the future of technology. The fit is perfect: CTA is using our technology to showcase the latest tech ideas at the one place the world looks to see innovation at work.”

Recommended Read: Eight Trends in Commerce and Digital Marketing to Look Forward to in 2018

TechBytes with Daniela Neumann, VP, Product Management, Searchmetrics

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Daniela Neumann, Searchmetrics

Known for its Ranking Factors Study, enterprise SEO and content marketing platform, Searchmetrics recently released the Media Ranking Factors 2017. The report talks about the role of AMP in online media and how media sites should structure their content to perform well in organic search. We spoke to Daniela Neumann, VP Product Management, Searchmetrics, to learn how these factors affect content creation and management.

Html code here! Replace this with any non empty text and that's it.

Tell us about your role at Searchmetrics and the team you handle?

At Searchmetrics our mission is to enable increasing transparency for the modern marketer. And our award-winning search and content optimization platforms provide the foundation for delivering on this. They’re designed to breathe life into an enormous amount of data, turning it into smart, usable insights our customers can use to drive their marketing forward.

But the internet never stands still. Which means we’re constantly innovating to ensure our products keep evolving.

My role is to execute on this, working closely with some of the smartest and most passionate product managers, product marketers, developers and data scientists in the industry. The aim is to make sure our customers are always able to navigate the complexities of the web – and to continually seek out new ways to help them to do it easier, faster and more effectively.

How do the Media Ranking Factors differ from Universal Ranking Factors?

At Searchmetrics, we love ranking factors studies – which we’ve been producing for many years. By analyzing the patterns and correlations in the top search results, these studies have pinpointed the factors that well-performing web pages that rank higher on Google and other important search engines have in common. They provide marketers with essential insights about how to optimize their search and content marketing activities.

But recently we’ve noticed certain changes; simply following the generalized rules and guidelines provided by broad universal ranking factors studies is no longer enough to help you perform well in search. This is because Google’s getting smarter; it now better understands the search intent behind individual queries and knows which elements best satisfy them. This includes knowing what’s required to satisfy search queries within individual vertical sectors.

And, that’s why we’ve developed a series of industry-specific ranking factors studies covering retail, finance, media and other verticals. Our media ranking factors study, for example, has been in great demand among online media and publishers looking for ways to maximize their search performance.

Ranking Factors For Media Industry
Searchmetrics Media Ranking Factors 2017

Using our “relevance score” for content within search results, the study reveals for example that content published on media landing pages has to be significantly more relevant to the search topic than content found on high ranking pages in general. And, at the same time, the keyword density for high-ranking URLs in the media industry is far lower than average.

Another insight is that long-form content tends to work better on media sites.

Pages that rank in the top ten results on Google for media related queries have on average 16% more text (around 260 additional words) than URLs that rank on the first page generally.

High-quality images are also more important. Media URLs in the top 10 search results use more images of 200 x 200 pixels than other sites on average. And news and information publishers who’ve enabled fast-loading Accelerated Mobile Pages (AMP) now overwhelmingly top mobile search results. In fact, when we analyzed Google’s mobile results for news related keywords, we saw that 78% of those on page one were AMP-enabled.

To sum up, media websites that perform well in search have longer text than the average with a higher content relevance. This indicates that useful, holistic text content – supported by the use of suitable images – is even more important for media domains than for websites in general.

How should content marketing strategies for mobile-first campaigns, evolve to better the customer experience and increase engagement?

To optimize any customer experience on any device you have to start by understanding who the consumer is and what their specific needs and expectations are. For instance, how does the search intent differ between users on mobile versus desktop devices?

A user searching on a mobile device requires fast answers; ‘take me there quickly and (preferably) replace long lists of search results that I have to spend time scrolling through, with relevant suggestions’. Mobile-oriented content should be crisp, fast, provide suggestions and offer answers to W-type (What, Where, When, Why) questions. An e-commerce platform, for instance, should not create mobile content and functionalities that just mimic its desktop website. While a website can provide a good navigational experience with detailed sections showing categories and product pages, the mobile shop should focus on perfecting product suggestions based on user data – with quick, powerful filters and localization.

Finding what I am looking for, fitted to the device I am using and feeling loved (user-tailored suggestions) creates personalization and positive emotions that lead to lasting engagement.

What is the foundational tenet of the Searchmetrics Visibility Guard? How does this impact SEO performance and reduce risk?

On March 2013, Apple had a 20% drop in organic search visibility, supposedly because parts of the website were unintentionally taken out of the Google search index by Apple employees themselves. It happens to large companies all the time. When many people are working on projects, it is very difficult to keep track of changes and monitor everything. An accidental no-index mistake by a front-end developer might go unnoticed by humans, yet Google’s bots are well trained and prompt. A mistake like this can have a major business impact – in some cases, the cost can be in the range of millions of dollars.

Visibility Guard is an error detection and risk prevention solution that helps avoid this kind of mistake. It triggers automatic alerts, indicating the type of error that’s happened, allowing the business to correct the hiccup before the Google agents notice. You can avoid the immediate loss of search visibility that can threaten the whole business.

The recovery from such a loss, if it were to happen, may take months and is definitely expensive. Visibility Guard is an innovative way of safeguarding one of the key metrics in search performance: organic visibility.

How do you see the definitions of site optimization and online visibility evolving in the race to deliver flawless customer experience and hyper-personalization?

Flawless content can be great if you know where to find it. The first step in ensuring you are listed prominently in search results is to consider the technical performance of your online presence. A good sitemap, consistent internal link building, a proper URL structure, optimized images, fast response times and responsive design are some of the basic criteria. Site optimization essentials such as this are a ‘must do’, upon which great content can be published to ensure a great overall experience.

Great content alone is not enough if no one’s able to find it. And vice versa, highly optimized SEO pages without useful information may appeal to Google’s bots but will suffer from high bounce rates and little user attention, eventually leading to declining rankings.

How does Searchmetrics use AI/ML and other machine-level automation to improve content discovery, engagement, and ROI?

Maybe we can start from the perspective of what may be the most expensive piece of information all content marketers would love to get their hands on? High on the list would be wanting to figure out the intricacies of consumer search behavior: searchers’ preferences, predispositions, their points of saturation, their points of excitement, the length of engagement etc.

We also wanted to know these answers. That’s why Searchmetrics has been developing smart algorithms that for example:

1. Predict the user search behavior in a specific geographical context and time (seasonality)
2. Focus on extracting the user buying intention and cluster that according to stages of engagement in relation to a product or service.
3. Focus on understanding the psychology behind search intent. Does someone searching for “apple” want to buy an Apple product, expect a list of organic grocery stores, want to start a green business’ or are they thinking of visiting New York?

With the Searchmetrics Topic Explorer – another powerful tool for research and content refinement – we help millions of users define their content strategy by deciding what topics are relevant depending on the type of search behavior, the geographical context and intention of search.

Thank you for chatting with us, Daniela.

Stay tuned for more insights on marketing technologies. To participate in our Tech Bytes program, email us at news@martechseries-67ee47.ingress-bonde.easywp.com

Interview with Brian Bowman, CEO, Consumer Acquisition

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Brian Bowman
Interview with Brian Bowman, CEO - Consumer Acquisition

[easy-profiles profile_twitter=”https://twitter.com/bowmanbrian” profile_linkedin=”https://www.linkedin.com/in/brianbowman/”]

“Advertisers are increasingly looking to creative automation and machine learning (AI) solutions to optimize ad campaigns.”


Tell us about your role and how you got here? What inspired you to envision a user acquisition solution for Facebook and Google?

I’m the founder and CEO of Consumer Acquisition, where I manage our business, strategic partnerships with Facebook and Google and driving the vision of our future acquisition products and solutions for our clients. We’re in a highly dynamic and competitive industry that’s ever-changing, so I focus on staying on top of technology and trends to produce results for our partners.

Prior to Consumer Acquisition, I was consumer Internet executive for Disney, ABC, Match and Yahoo and managed over $1B in performance-marketing spend. Almost five years ago, I saw an opportunity to focus on Facebook’s advertising marketplace.  I envisioned an end-to-end solution for performance marketers like myself, which is the basis for Consumer Acquisition’s tools and managed services today.

How does the Pay-for-Performance creative model differ from the modern programmatic adtech marketplace?

While a programmatic adtech marketplace focuses on arbitraging the best price and placement for an ad. We focus exclusively on Facebook, Instagram and Google and offer a pay-for-performance solution within our Creative Marketplace, so for our clients, it means that advertisers can source creative images and video concepts from our global network of designers, and ad copy from our UA experts, and only pay for the ad creatives they choose to run. This mitigates the cost of sourcing and producing high performance creative at scale, and this is really critical in a highly competitive market – providing fresh creative is a constant need for advertisers.

The alternative to a pay-for-performance marketplace like ours would be to hire an agency or in-house designer to create each set of ads needed, regardless of whether the ads were used in campaigns. The latter can be costly and inefficient.

In 2018, what would be the biggest expectations from customer acquisition platforms?

I believe advertisers are increasingly looking to creative automation and machine learning (AI) solutions to optimize ad campaigns. Creative Marketplaces and AI have emerged in the generation, selection and running of ad creatives, and advertisers are curious to see how far the tools can go in streamlining campaign management and improving performance. 2018 will be an interesting year for Creative Marketplaces and AI automation in the digital ad space.

Which martech startups are you watching/keen on right now?

We are not watching particular startups and focus instead on categories. We’re closely watching evolution in Creative Marketplaces and how they and solve the significant challenge of ad fatigue, machine learning and how it can automate intraday management and automation of today’s user acquisition managers. We’re also watching the quick evolution of Playables & Rewarded videos and how blockchain will impact media buying.

What marketing services does your stack offer?

We provide an end-to-end user acquisition platform for Facebook and Google Advertisers. More specifically, we offer three main solutions:

Creative Marketplace: To help advertisers achieve successful creative at scale, we offer a pay-for-performance Creative Marketplace. Advertisers receive fresh images and videos from our global network of designers and only pay for the creatives they choose to run.  We provide a free concierge service to help with creative brief writing and feedback to designers.

AI-Powered Ad Automation: Consumer Acquisition developed the AdRules to simplify user acquisition on Facebook and Instagram. AdRules brings AI automation to advertisers, providing a simple interface that allows them to automate nearly any process for ad management.

Managed Services: Consumer Acquisition’s team of user acquisition experts manage 100% of the work required scale efficiently on Facebook and Instagram.  With a focus on rigorous a/b testing to optimize creative for your mobile game, app or website our designers, editors and account managers work together to reduce your advertising costs. We use our proprietary AI-Powered, AdRules ad management platform to manage ads in real time around the clock.

Would you tell us about your standout digital campaign?

We recently worked with Glu Mobile on a sprint-like 3-week campaign where we delivered an uplift of 20% return on advertising spend (ROAS). More than increased revenue and return, we also shared best creative practices and delivered winning creative concepts that also reduced non-converting spend. Our ultimate focus is on building lasting relationships that continue to deliver value to our clients, and this was clearly the case with our partners at Glu.

How do you prepare for an AI-centric world as a business leader?

We’re actively experimenting with machine learning and AI and the potential impact on media buying and creative. We track Facebook and Google’s increased optimization capabilities and now believe that creative has become the unique differentiator for performance. Creative can NOT be algorithmically generated with AI or machine learning – YET!  We’re heavily investing in ways to scale video, image and ad copy production.

One word that best describes how you work.

Profitably.

What apps/software/tools can’t you live without?

Outside of our own platform solutions for managing our client campaigns and creative, we live and breathe Facebook and Google for their ever-evolving advertising solutions.  We also are heavy users of Slack, Prosperworks, and Google Docs.

What’s your smartest work related shortcut or productivity hack?

For pre-sales and sales activities, Prosperworks is a fantastic tool. It fully integrates with G-suite and saves us a tremendous amount of time.

What are you currently reading? (What do you read, and how do you consume information?)

Prodigiously reading Business Insider, Techcrunch, TechMeme, Facebook’s Blog, Google’s Blog.

What’s the best advice you’ve ever received?

Don’t raise money unless you have to as you immediately give up control and your focus as the CEO immediately changes.

Hashtag the one person in the industry whose answers to these questions you would love to read:

#Prosperworks

Thank you Brian! That was fun and hope to see you back on MarTech Series soon.

[vc_tta_tabs][vc_tta_section title=”About Brian” tab_id=”1501785390157-b58e162d-0ae25a4b-c27aca64-108e51b0-80edaf37-bd3d357a-6c46″]

Brian is the CEO and Founder of ConsumerAcquisition, a badged Facebook & Instagram Marketing Partner which offers the first end-to-end user acquisition solution with a creative marketplace for ad creation, AI-powered campaign automation and action-based reporting for Facebook Advertisers. He was formerly CEO of Likelit.com. He has also served as CMO of Buyelink and As Community Manager at Yahoo.

[/vc_tta_section][vc_tta_section title=”About Consumer Acquisition” tab_id=”1501785390320-2d44fa50-740c5a4b-c27aca64-108e51b0-80edaf37-bd3d357a-6c46″]

Consumer Acquisition
Founded in 2013, Consumer Acquisition offers the first end-to-end user acquisition solution with a creative marketplace for ad creation for Facebook & Google with an AI-powered campaign automation and action-based reporting for Facebook Advertisers. We have acquired over 100 million app installs and leads for Glu Mobile, PlayStudios, Checkout51, Sunbasket, Terra’s Kitchen, Ford, PlayDots, EBATES and many more.

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[mnky_heading title=”MarTech Interview Series” link=”url:https%3A%2F%2Fmartechseries-67ee47.ingress-bonde.easywp.com%2Fcategory%2Fmts-insights%2Finterviews%2F|||”]

The MTS Martech Interview Series is a fun Q&A style chat which we really enjoy doing with martech leaders. With inspiration from Lifehacker’s How I work interviews, the MarTech Series Interviews follows a two part format On Marketing Technology, and This Is How I Work. The format was chosen because when we decided to start an interview series with the biggest and brightest minds in martech – we wanted to get insight into two areas … one – their ideas on marketing tech and two – insights into the philosophy and methods that make these leaders tick.

Ringing The Bells On Mobile Marketing

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Ringing The Bells On Mobile Marketing
Ringing The Bells On Mobile Marketing

The Smartphone in Your Hand, a Tiny Device at Glance, Holds Major Significance in Terms of Marketing. How? MTS Got the Experts to Answer That Question

‘The Most Significant Gap in Mobile Today Is the Performance Marketing Category’

Michael Jaconi
Michael Jaconi

Michael Jaconi – CEO, Button: In the marketing tech world, I still think that mobile is a tremendously underserved category. As the gap between time and money spent on mobile continues to close, I believe we’ll see transactional revenue streams emerge as more and more important than the traditional advertising models we’ve been used to. I think the natural progression is for advertisers to move to a more CPA-oriented mindset, as this typically yields the highest measurable ROI for brands.

You’re seeing this trend already with companies like Yelp acquiring Eat24, Facebook introducing the monetization of places, The New York Times acquiring WireCutter, TripAdvisor’s efforts with Instant Booking, and the story about Buzzfeed’s commerce-specific team.

If you want to look at the breakdown of channels in desktop and try to compare those to mobile, you’ll quickly recognize that the most significant gap in mobile today is the performance marketing category. Over time, we believe this will actually surpass the 20% seen in the desktop because of the transactional nature of the mobile device. There is a marketing mix that exists in the desktop that will be fully replicated in mobile. If you break that down it looks like this:

  • Search: 32%
  • Email: 18%
  • Organic: 15%
  • Display/Advertising: 15%
  • Performance Marketing: 20%

‘Seamlessly Integrating Content with Advertising Can Have Measurable Engagement Benefits to the Mobile Consumer Journey’

Adrian Velthuis
Adrian Velthuis

Adrian Velthuis – Chief Revenue Officer, Mobile Posse: Increasingly, marketers need to identify how to take advantage of the highly popular content discovery arena before consumers disappear into the vortex of the dominant players. Simply put, “How can I reach the consumer first, BEFORE I let Google or Facebook control their buying journey for me?”

If you look at companies like Outbrain and Taboola, they, like Mobile Posse, have recognized that seamlessly integrating content with advertising can have measurable engagement benefits to the mobile consumer journey. By reaching customers organically – through the native smartphone experience – and presenting interesting, contextual content, advertisers can take advantage of consumer behavior and the data insights that come with it.

‘Phones Will Continue to Grow in Importance’

Adam Fingerman
Adam Fingerman

Adam Fingerman – Co-founder and CEO, ArcTouch: We’re now spending more time on our phones than on our computers, and it’s safe to say that our phones are at arm’s length when not being used. The intimate relationship created by the ubiquity and mobility of smartphones have made them incredibly valuable for brands working to engage more deeply with customers. Because of this, phones will continue to grow in importance, with wearables, home assistants like Alexa and Google Home, and other connected devices to follow as among the most valuable, personal ways for brands to connect with consumers.

We’re in the midst of a big shift when it comes to applications. Apps that used to live in silos on mobile phones are fast becoming the center of experiences that transcend platforms. Mobile voice assistants like Siri and the Google Assistant are pulling information from apps (if the apps support them, which they should) to give people glanceable information at the moment they need it. Messaging platforms like Facebook’s Messenger, Kik and Slack have AI driven bots that serve as brand concierges, and offer up a slice of information then usher people to deeper, more engaging experiences through deep linking to apps and the web. As Forrester recently put it, marketers and product strategists need to consider an “App+” strategy to engage more deeply with their customers — you need to get out of that tool mindset and consider experiences that span across mediums.

‘By 2020 There Will Be Some Sort of Clearinghouse for Mobile Browser Fingerprinting’

Daniel Meehan
Daniel Meehan

Daniel Meehan – Founder and CEO, PadSquad: The digital market has some interesting challenges to figure out when it comes to measuring audiences in a mobile-first world. The app space allows for IDFA targeting, better attribution, and high viewability, but for the vast majority of ad inventory, there is utility based and in gaming.
Mobile web is restricted based on browser settings, and lack of 3P cookies in Safari, but offers audiences that are typically in consumption mode engaging with content. My sense is that by 2020 there will be some sort of clearinghouse for mobile browser fingerprinting that can be matched to mobile IDFA to develop an industry standard so that data targeting and measurement can be more robust and accurate across devices, browsers, etc. This will lead to more intelligent benchmarks for marketers, and not the hodge-podge of third-parties that exist today, all only telling parts of the measurement story.

Recommended Read: 4 Questions Every Marketer Should be Asking about Device Graphs

Software Discovery Leader Softonic Names Joan Miquel Espada As New VP of Technology

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softonic

Joan Miquel Espada Tapped to Lead a New Direction in Technology

Softonic, the company behind the leading global software and app discovery website, today announced it has appointed Joan Miquel Espada, technical management specialist, as its new Vice President of Technology. Mr. Espada will lead Softonic as it expands, renews and augments a revived take on their current technology department.

Joan Miquel Espada
Joan Miquel Espada

“Softonic provides a popular app discovery platform online for millions of diverse users around the world, which can only continue to grow with a new clear approach in its technology department,” said Mr. Joan Miquel Espad. “I look forward to furthering the business goals of the company by using technology as an enabler to continually improve on user experience and satisfaction.”

Mr. Espada will oversee Softonic’s technology strategy and implementation with a fresh perspective stemming from his entrepreneurial spirit and drawing on his vast 17year experience in IT. Proficient in a wide range of programming languages and software development methodologies, his focus is on reactive architectures and progressive web applications. Mr. Espada is also an experienced Agile practitioner.

Prior to joining Softonic, Mr. Espada served as the CEO and founder of GetUpCode, an online marketplace to find the best verified developers in a new way where the companies compete amongst them to hire the best qualified candidate. In addition, Mr. Espada served as a freelance software development consultant providing a wide range of advanced technological skills to a diverse clientele.

Read Also: Mobile ‘App Marketing Agency of the Year’ Spent Exclusively on Paid Social and Google

Mr. Espada began his career as a software developer even before starting his bachelor’s degree. He holds an M.S. in Computer Science Engineering from the largest engineering school in Spain, the Polytechnic University of Catalonia, located in Barcelona.

Mike Weller
Mike Weller

Mike Weller, COO at Softonic, said “We are extremely excited to welcome Mr. Espada to Softonic. His broad experience in technical management and drive for collaborative efficiency make him a great addition to the leadership team.”

Founded in 1997, Softonic is the publisher of the world’s largest software and app discovery destination, with over 100 million users and over four million daily downloads online. With a strong online worldwide presence, Softonic delivers a wide range of software and applications readily available for every technology need.  Additionally, the company holds the 40th position worldwide of the largest online audiences.

Read Also: Mobile Embrace Names Marketing Veteran Ian Elliot as Non-Executive Chairman

IAB & 4A’s Release Terms and Conditions Addendum for Long-Form Video

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iab

Draft Open for 30-Day Public Comment

The Interactive Advertising Bureau (IAB) and 4A’s (American Association of Advertising Agencies) today released a set of terms and conditions for long-form video, a key addendum to the standard Ts and Cs, last updated in 2009. These new transactional guidelines are designed to reduce the delays and expenses inherent in preparing multiple, custom agreements, which are currently the norm across the industry.

“Coupling that with the scarcity of long-form video, puts pressure on the marketplace—and makes transactional guidance an imperative. It will be invaluable to have the new long-form video terms and conditions at-the-ready before this year’s Digital Content NewFronts.”

The terms define long-form digital video as professionally produced content, eight minutes or longer in duration, that is dynamically ad served and delivered in a digital environment. Available for public comment through February 5, 2018, this critical update to the Ts and Cs is intended to be voluntarily used by buyers and sellers as a starting point to address the technical and business issues specific to long-form digital video advertising.

Read Also: VideoAmp Names Google’s Luis Manrique VP of Product

Over the past year, a joint IAB and 4A’s working group—comprised of publishers and agency holding companies focused specifically on long-form video—has met on a monthly basis to develop the addendum. The addendum includes definitions and provisions related to:

  • Viewability and brand safety
  • Cancellation and termination provisions for unified buys (in which digital inventory is purchased along with TV on-air inventory)
  • Terms for audience composition and demo-guaranteed campaigns
  • Ad tag/materials preparation, testing, and notification
  • Definitions and use cases for first party versus third and fourth party ad tags
  • Rules and processes for handling report and measurement discrepancies

The document also includes an initial checklist designed to enable buyers and sellers to begin negotiations with a shared understanding of insertion order and campaign parameters.

Randall Rothenberg
Randall Rothenberg

“Video continues to grow as both a driver of revenue and ROI for buyers and sellers alike,” said Randall Rothenberg, CEO, IAB. “Coupling that with the scarcity of long-form video, puts pressure on the marketplace—and makes transactional guidance an imperative. It will be invaluable to have the new long-form video terms and conditions at-the-ready before this year’s Digital Content NewFronts.”

Marla Kaplowitz
Marla Kaplowitz

“As the media landscape continues to evolve with the convergence of TV and digital, there’s a need for faster, more agile processes,” said Marla Kaplowitz, President and CEO, 4A’s. “This addendum for long-form video will enable buyers and sellers to begin with a common point of reference, which they can choose to evolve or refine based on their own needs.”

After public comment concludes, the joint IAB and 4A’s Long-Form Video Working Group will evaluate and incorporate the feedback received, and release a final version of the addendum.

Read Also: Videology Report Sees a 40% Increase in In-Demo Delivery When Using Predictive Demo Targeting

Aeon Ads Brings AI to Marketing

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AeonAds

Aeon Ads, an online marketing company, announced today the successful merging of digital advertising and artificial intelligence. The program was created to consult businesses on how they can engage with their audiences in a productive way. The machine learning aims at handling all of the customer’s content marketing efforts to make their website more visible to users. The software relies on historical data sets to learn how to predict events by detecting patterns that can then be used to determine the outcome of an action. Below are three examples on how they manage to incorporate artificial intelligence in their campaigns.

Aeon Ads
Aeon Ads

Smart Content

By analyzing extensive volumes of input Aeon Ads can determine what type of users will most likely share or purchase next, thus create content that is optimized and more likely to convert. That also includes making other product recommendations based on past purchases or helping to expand a subscription-based business.

Read Also: Ars Logica Names SDL Among Top Three Web Content Management Leaders

Voice Search

Since the emergence of voice assistants like Siri and Alexa, speech recognition has become a major factor in online advertising. This means everything must be optimized for search queries in the form of a question. Aeon Ads uses the right long tail keywords to help the customer’s brand get this right and help businesses increase their organic traffic with prospects that are ready to buy.

Ad Targeting / Predictive Analytics

From past performance reports the software can determine which ads had the best results. Using this information, the customer can serve content at the right time in the right place. Once applied in dynamic pricing, the customer can set prices accordingly. Machine learning can help profit margins by forecasting what price a client will probably convert at.

Read Also: The Virtual Reality Report Card

Qstream Appoints Richard Lanchantin as Chief Executive Officer

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Qstream

Software and Life Sciences Veteran Joins Sales Enablement Innovator to Scale Business and Technology Operations in 2018

Qstream, makers of software that uses science, data, and mobile technology to ignite sales performance, announced the appointment of Richard Lanchantin as Chief Executive Officer.  Mr. Lanchantin succeeds co-founder and CEO Duncan Lennox, who will transition to a new role as Chairman of the Board.

Gary Swart
Gary Swart

“We’re sincerely grateful for Duncan’s leadership during the company’s crucial early growth phase,” said Gary Swart of Polaris Partners, “and we welcome his continued support as Chairman. The sales enablement market is poised to expand even further in 2018 as companies move beyond simple productivity tools in favor of solutions focused on developing sales competency and proficiency. No company is better positioned than Qstream to exploit this opportunity, and Rich’s unique blend of education and technology experience make him a natural fit to take this business to the next level.”

With roots in science education, Rich Lanchantin is a senior executive with more than 30 years’ experience leading global sales, services, and customer success organizations for life sciences and software firms, including Abbott Diagnostics, Thermo Fisher Scientific, Rational Software and IBM.

Read Also: Sizmek Fortifies Transparency and Brand Safety Standards for Better AI-Enabled Ad Performance

Richard Lanchantin
Richard Lanchantin

“The sales enablement technology market grew significantly in 2017 and all signs point to continued expansion in the coming year,” said Lanchantin, CEO of Qstream. “Qstream was a pioneer in this category, and continues to be the only solution clinically proven to change behavior and drive proficiency at scale. I’m thrilled to join this passionate team of professionals and look forward to building upon Qstream’s marquee customer list and award-winning technology platform in the days ahead.”

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