Stephanie to introduce Matt and Paul – discuss how we’ve integrated our technologies with various retailers?? in the past to optimize our programs…(http://www.kenshoo.com/author/paulw/)
- Enterprise promotions platform empowering marketers to drive and measure ONLINE TO OFFLINE sales using cross-channel digital coupons and offers.
Enterprise promotions platform
Connect online engagement to in-store sales
Digital coupon technology for all channels and devices
Actionable marketing and customer insights
Campaigns running in more than 190 countries for nearly half the Fortune 50 and all 10 top global ad agency networks
The concept of online to offline isn’t new but for the first time large firms are actually connecting the data and making use of it. Many folks are still getting the systems in place to track offline events like phone calls and in-store visits, but the early adopters have that figured out and moved on to using that data for things like optimization and budgeting. When it comes to agencies managing small/medium sized businesses (SMBs), this concept is far from new. Agencies helping SMBs with their marketing have been tracking phone calls, for example, and attributing them back to marketing activities, like search, for years. Now, the Fortune 500 types started asking what they could do with their inbound call data or other offline data sources to impact optimization decisions. Large retailers and the agencies that serve them are especially interested given the evolution of the role of the storefront in the buying cycle.
Conversion tracking is critical for all sophisticated marketers, particularly retailers, so we are pleased to see continued investment from Google in this area. We will be exploring ways to incorporate Google’s data to augment our significant current capabilities in tracking online to offline. We currently work with a number of customers to track online to offline through 3rd-party platforms RevTrax, and through our industry leading call conversion optimization solution.
Based on enormous client interest, Kenshoo has been making significant investments to enable marketers to measure and attribute the value of mobile relative to other marketing mix possibilities. Via our offerings in the areas of ad buying, measurement, and reporting on the go, we are encouraged that Google is putting significant focus in mobile that will allow us to provide even more sophisticated functionality. At Kenshoo we believe it’s a temporary phenomenon that 12% of media consumption happens on mobile while at the same time mobile only constitutes 3% of total ad spend. Over the next few years we’ll see tremendous mobile ad growth, and it’s great for the industry that Google is doing its part to enable advertisers.
Google’s Product Listing Ads have evolved greatly in the past year, with marketer performance and usage informing each update and change. Recently, Google announced a few new features: local availability, local storefronts, and mobile PLAs. Local availability and local storefronts tell customers when a product is available for purchase in a local physical store and mobile PLAs appear when a consumer is searching on a mobile device. Shopping campaigns will allow for more retail-centric campaign management and offer advanced reporting capabilities and competitive
landscape data.
Setting the landscape.
Matt – maybe speak to how Digital technologies are expected to influence 50% of in-store sales, accounting for $1.52 trillion, by the end of 2014
Source: Deloitte Digital 2014
http://www.census.gov/retail/mrts/www/data/pdf/ec_current.pdf
Competing with other online retailers on range and price alone
Online only retailers are innovating quickly and are flexible to the needs of their customers
Consumers still want access to the social contact of shopping.
If 94% of retail is still happening in-store, use that critical mass of purchasing to your advantage by converting digital purchase research to an in-store conversion
Offer personalized and multichannel promotions across all channels and devices to fit the consumers needs at any time, in any place
Engage consumers with targeted campaigns that reach consumers looking for unique or private label goods available in-store only
Emotions drive purchase decisions. There is a strong correlation between customer experience and loyalty. Loyalty is based on an emotional connection that develops between a consumer and a brand.
30% of search marketers Kenshoo survey said they basically take the same approach across all devices when writing ad copy. The shift to enhanced campaigns and mobile bid adjustments is likely causing more variation when it comes to bidding strategies across devices
30% of search marketers Kenshoo survey said they basically take the same approach across all devices when writing ad copy. The shift to enhanced campaigns and mobile bid adjustments is likely causing more variation when it comes to bidding strategies across devices
This all relates to Loyalty, Customer Retention… not only do we want to tailor the experience to acquire new customers, we want them to stay loyal to our brand and stay a customer.
“Retailers understand that it costs more to acquire new customers than it does to keep their existing ones happy.” [Epsilon, 2014].
Kenshoo and RevTrax integrations provide the consistent experience across all channels and platforms
Account for on-the-go consumers
Build and optimize mobile and PC-specific strategies to suit the digital needs of your consumers
Measure mobile search activity and the keywords that drive in-store revenue
Provide tailored experiences with mobile-friendly landing pages or engaging apps
61.7% of DDM budgets and activities target customer acquisition.
Paid search investments continue to grow, paid search ad spend increased by 24% in the US (Kenshoo)
In 2016, 52% of total retail sales will be influenced by online activity, accounting for $1.67 trillion (Forrester)
- 81% research online before making big purchases (Retailing Today 2013)
- 40% of retailers report they are having difficulty integrating back-office technology across all of their channels (fierce retail it)
- The entire purchase path that has evolved, become longer, and more complex with each piece of media (online and offline) contributing to the customer acquisition process. The Evolution of advertising channels, media formats, consumer media consumption
The events that caused the consumer purchase may not have been your online ad and digital coupon combo: it could be different media interactions with your campaigns across multiple channels.
Measure and optimize the performance of online campaigns driving offline conversions and sales
-Connecting the digital spend to the in-store purchase without data along the full path-to-purchase is nearly impossible
Measuring ROI to justify marketing investments and understand impact of a specific campaign
Challenge
Sharing across social media provides opportunity to increase brand visibility, pinpoint brand advocates and increase reach of the campaign
Email acquisition – provide gated promotion that customer needs to provide email address to access.
Provide promotions across all touch points and channels
Provides intel on top performing channels and devices
Locates brand advocates via sharing option
Integrating offline POS or partner data – using advanced attribution techniques to link sales that have occurred online and offline to ads that customers were exposed to on online channels prior to the sale. This can help gain understanding into how a channel influences conversions and whether it is better at driving online versus offline conversions, and use this knowledge to adjust your online media spend to drive more sales.
Not only can the RevTrax/Kenshoo integration help customers acquire higher ROI, but can prove where ROI is coming from (keywords, channels) and marketers can then adjust and optimize campaigns accordingly.
Integrating offline POS or partner data – using advanced attribution techniques to link sales that have occurred online and offline to ads that customers were exposed to on online channels prior to the sale. This can help gain understanding into how a channel influences conversions and whether it is better at driving online versus offline conversions, and use this knowledge to adjust your online media spend to drive more sales.
Not only can the RevTrax/Kenshoo integration help customers acquire higher ROI, but can prove where ROI is coming from (keywords, channels) and marketers can then adjust and optimize campaigns accordingly.
The existing RevTrax integration with Kenshoo provides turnkey implementation and a short turn-around time
Bids can be optimized in real time – given clients feed redemption data in real time to RevTrax
Optimize search budgets to drive maximum revenue at the lowest cost real-time
Integration provides discovery of most effective channels for search campaign
Specify though – that results may differ per campaign
Takeaways from Kenshoo?