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AetnaCaseStudy
83%
81%
B2BBuyers
Ourgoal?TopositionAetnaasa
thoughtleaderinhealthcare.
…believethatthoughtleadership
increasestrust.
Busi...
Ourchallenge?Marketers
struggletocreatehigh-quality
thoughtleadership.
44%
B2BBuyers
What%ofthetimedoyougetvaluefrom
thoug...
Andthat’sbecause
thecurrentapproachto
thoughtleadershipisbroken.
Oursolution:Tryanewapproach,Hollywood’s
“blockbuster”model.
M E A S U R E M E N T
D I S T R I B U T I O N
C R E A T I V E
A U D I E N C E
Tobuildahealthcare
blockbuster,wehadtorethin...
Audience
Insights
Hollywoodusesdatatoguide
everyaspectof
itscreativedevelopment.
AndAetnauseddatatoguideall
ofitscreativedevelopmenttoo.
50%
51%
56%
I N D U S T R Y T R E N D S
P R O F E S S I O N A L D E V E L O P M E N T
I N D U S T R Y N E W S
Weuseddatade...
0
20
40
60
80
100
120
The Five Percenters The Realities of Value-
Based Care
The Expansion of
Precision Medicine
The Power...
Topic Article Description Tactical
Insight
The Case for a
Diverse Health Care
Workforce
Cletis Earle, VP & CIO, Kaleida He...
Topic Article Description Tactical
Insight
The Case for a
Diverse Health Care
Workforce
Cletis Earle, VP & CIO, Kaleida He...
Creative
Strategy
Hollywoodextendsitsblockbusters
intomultipleformatsandchannels.
Andensuresthatallitsstories
featurestrong,memorable
characters.
Aetnacreatedatemplatethatmadeitscontent
extensiblebydesign.
Andbroughtthestorytolife
throughitscharacters.
The blockbuster template helped us
scale our creative development in
an efficient way, enabling moreA/B
testing and better...
Distribution
Tactics
Hollywoodreachespotentialaudiences
withpaidadvertising
andalsothroughitspeople.
Aetnausedmediatoreachboth
healthcareinfluencersandkeyaccounts.
Industry
Media
PolicyLeaders
DigitalHealth
Influencers
Vent...
AndAetnaharnessedthepower
ofitspeople,withafirst-of-its-
kindemployeeactivation
program.
By integrating paid media and
Elevate, we were able togenerate
much greater reach and
much stronger performance.”
Kieran F...
The
Results
0.38%
0.45%
0.64%
0.73%
0.00%
0.10%
0.20%
0.30%
0.40%
0.50%
0.60%
0.70%
0.80%
CTR Engagement Rate
Average Aetna
Clickthrou...
Opioids Value-Based Care
1.069% 1.129%
Buoyedbysomeextraordinarycreative.
engagement rate engagement rate
Generatinglotsofpositivecommentary.
Damion Fray
Co-Founder at Home Care IPA
Right on the money with VBP and Wearables. Thi...
$35,082
$78,409
$113,491
$0
$20,000
$40,000
$60,000
$80,000
$100,000
$120,000
Earned Media
Elevate Sponsored Updates Eleva...
©2018 LinkedIn Corporation. All Rights Reserved.
Analysis & Report Prepared By
Base (Among Aware of Aetna): Low n=199; Med...
+15 Delta
TopofMindAwareness
+18 Delta
Favorability(Top2box)
+11 Delta
Consideration(Top2Box)
+14 Delta
Recommendation(Top...
And most
importantly…
JustlikeHollywood,
allofthissuccessisrepeatable.
2019
HealthCareTrends
2020
HealthCareTrends
2
Hea
The blockbuster program gave us
a better approach tocontent
marketing and a competitive edge
in the healthcare space.”
Dar...
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Aetna & LinkedIn Case Study

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See how Aetna partnered with LinkedIn to deliver helpful thought leadership content for health care audiences.

Publié dans : Marketing
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Aetna & LinkedIn Case Study

  1. 1. AetnaCaseStudy
  2. 2. 83% 81% B2BBuyers Ourgoal?TopositionAetnaasa thoughtleaderinhealthcare. …believethatthoughtleadership increasestrust. Business Decision Makers C-Suite Executives
  3. 3. Ourchallenge?Marketers struggletocreatehigh-quality thoughtleadership. 44% B2BBuyers What%ofthetimedoyougetvaluefrom thoughtleadership?
  4. 4. Andthat’sbecause thecurrentapproachto thoughtleadershipisbroken.
  5. 5. Oursolution:Tryanewapproach,Hollywood’s “blockbuster”model.
  6. 6. M E A S U R E M E N T D I S T R I B U T I O N C R E A T I V E A U D I E N C E Tobuildahealthcare blockbuster,wehadtorethink marketing.
  7. 7. Audience Insights
  8. 8. Hollywoodusesdatatoguide everyaspectof itscreativedevelopment.
  9. 9. AndAetnauseddatatoguideall ofitscreativedevelopmenttoo.
  10. 10. 50% 51% 56% I N D U S T R Y T R E N D S P R O F E S S I O N A L D E V E L O P M E N T I N D U S T R Y N E W S Weuseddatadeterminethegenre. Source: The Mindset Divide: Spotlight on LinkedIn Content
  11. 11. 0 20 40 60 80 100 120 The Five Percenters The Realities of Value- Based Care The Expansion of Precision Medicine The Power of Communities The Policy Debate The While Patient Indexed Engagement Indexed Number of Articles Weuseddatatodeterminetheplot.
  12. 12. Topic Article Description Tactical Insight The Case for a Diverse Health Care Workforce Cletis Earle, VP & CIO, Kaleida Health, Chapter 3 Recently there’s been more talk about the lack of diversity in healthcare IT leadership, and while it’s important to have that discussion, what’s even more important is doing something about it, says Cletis Earle. Take a person-led approach. Healthcare Diversity Starts from the Top Down When asked what diversity in healthcare leadership means to her, Nurse Amelia Roberts of RN Solutions writes: “Diversity in leadership means that…” Joan Reede Q&A: Diversity in Health Care Leadership — A Longstanding Problem Read/listen: Q&A with Joan Reede, Diversity & Community Partnership Dean, Harvard Medical School, on tackling underrepresentation in healthcare leadership. Weuseddatatodeterminethescript.
  13. 13. Topic Article Description Tactical Insight The Case for a Diverse Health Care Workforce Cletis Earle, VP & CIO, Kaleida Health, Chapter 3 Recently there’s been more talk about the lack of diversity in healthcare IT leadership, and while it’s important to have that discussion, what’s even more important is doing something about it, says Cletis Earle. Take a person-led approach. Healthcare Diversity Starts from the Top Down When asked what diversity in healthcare leadership means to her, Nurse Amelia Roberts of RN Solutions writes: “Diversity in leadership means that…” Joan Reede Q&A: Diversity in Health Care Leadership — A Longstanding Problem Read/listen: Q&A with Joan Reede, Diversity & Community Partnership Dean, Harvard Medical School, on tackling underrepresentation in healthcare leadership. Take a person-led approach. Weuseddatatodeterminethescript. Takeaperson-ledapproach.
  14. 14. Creative Strategy
  15. 15. Hollywoodextendsitsblockbusters intomultipleformatsandchannels.
  16. 16. Andensuresthatallitsstories featurestrong,memorable characters.
  17. 17. Aetnacreatedatemplatethatmadeitscontent extensiblebydesign.
  18. 18. Andbroughtthestorytolife throughitscharacters.
  19. 19. The blockbuster template helped us scale our creative development in an efficient way, enabling moreA/B testing and better results.” Sophia Lewis, Sr. Communications Consultant “
  20. 20. Distribution Tactics
  21. 21. Hollywoodreachespotentialaudiences withpaidadvertising andalsothroughitspeople.
  22. 22. Aetnausedmediatoreachboth healthcareinfluencersandkeyaccounts. Industry Media PolicyLeaders DigitalHealth Influencers Venture Capital Influencers Academia Blogger Influencers Category Leaders Account3 Account7 Account1 Account2 Account5Account6 Account4 Media Media
  23. 23. AndAetnaharnessedthepower ofitspeople,withafirst-of-its- kindemployeeactivation program.
  24. 24. By integrating paid media and Elevate, we were able togenerate much greater reach and much stronger performance.” Kieran Fagan, Vice President, Communications “
  25. 25. The Results
  26. 26. 0.38% 0.45% 0.64% 0.73% 0.00% 0.10% 0.20% 0.30% 0.40% 0.50% 0.60% 0.70% 0.80% CTR Engagement Rate Average Aetna Clickthroughratesandengagementrates were60%+aboveouraverages.
  27. 27. Opioids Value-Based Care 1.069% 1.129% Buoyedbysomeextraordinarycreative. engagement rate engagement rate
  28. 28. Generatinglotsofpositivecommentary. Damion Fray Co-Founder at Home Care IPA Right on the money with VBP and Wearables. This is industry leading stuff. Like Reply
  29. 29. $35,082 $78,409 $113,491 $0 $20,000 $40,000 $60,000 $80,000 $100,000 $120,000 Earned Media Elevate Sponsored Updates Elevate + SU SharingofAetna’sthoughtleadershipdrove over$113Kinearnedmedia.
  30. 30. ©2018 LinkedIn Corporation. All Rights Reserved. Analysis & Report Prepared By Base (Among Aware of Aetna): Low n=199; Medium n=69; High n=57 +8 Delta (High Freq vs. Low Freq) Consideration(TopBox2) +10 Delta (High Freq vs. Low Freq) Empowerstheirmembersto feela senseof prideand accomplishmentaroundtheirhealth(top2 box) +10 Delta (High Freq vs. Low Freq) Is investedinthehealthof my localcommunity(top2 box) Theadsdrovesignificantliftsinbrand perceptionsathighfrequencies.
  31. 31. +15 Delta TopofMindAwareness +18 Delta Favorability(Top2box) +11 Delta Consideration(Top2Box) +14 Delta Recommendation(Top2Box) Andemployeesharingdroveevengreaterlifts onalmostbrandmetric. Base (All): Control n=312, Exposed Elevate n=218 Base (Among Aware): Control n=299, Exposed n=215 Please find Brand Metrics questions in the note section
  32. 32. And most importantly…
  33. 33. JustlikeHollywood, allofthissuccessisrepeatable. 2019 HealthCareTrends 2020 HealthCareTrends 2 Hea
  34. 34. The blockbuster program gave us a better approach tocontent marketing and a competitive edge in the healthcare space.” Daryl Drabinsky, Director Of Digital Strategy + Innovation “

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