University of Washington Guest Lecture - Entrepreneurial Marketing

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Information about University of Washington Guest Lecture - Entrepreneurial Marketing
Business & Mgmt

Published on May 20, 2009

Author: jordanmitchell

Source: slideshare.net

Description

Guest lecture by Jordan Mitchell at Deb Hagen's UW class on Entrepreneurial Marketing.

Online Marketing – Version 2.0 Marketing your business across the new landscape of the Web.

Today I’ll Talk About Online advertising trends and challenges Using the Web to gain exposure Online advertising 101 (media you buy) Evaluating three example campaigns Tools to use Social media marketing (media you earn) Examples of social media marketing Tracking and measuring

Online advertising trends and challenges

Using the Web to gain exposure

Online advertising 101 (media you buy)

Evaluating three example campaigns

Tools to use

Social media marketing (media you earn)

Examples of social media marketing

Tracking and measuring

Online Marketing Version 2.0 Then Banners 1-2 ad networks Category/site targeting “ bought” media Now Text, display, video, viral >400 ad networks Incredible targeting “ earned” media

Then

Banners

1-2 ad networks

Category/site targeting

“ bought” media

Now

Text, display, video, viral

>400 ad networks

Incredible targeting

“ earned” media

US Online Ad Market Size Actual Estimated

Display vs. Search Advertising Display Advertising Untargeted 25x volume of search yet half the market share 83% sold <$1 CPM Search Advertising Targeted $81.65 revenue per 1000 searches Growth lies in targeting people and behaviors. Search Display

Display Advertising

Untargeted

25x volume of search yet half the market share

83% sold <$1 CPM

Search Advertising

Targeted

$81.65 revenue per 1000 searches

Overall Trends Focus on performance and ROI Continued market growth 2006 online ad spend per household was $217: $980 for newspapers, $980 for telemarketing, and $576 for direct mail Self-service Better targeting “Earned” media

Focus on performance and ROI

Continued market growth

2006 online ad spend per household was $217:

$980 for newspapers,

$980 for telemarketing, and

$576 for direct mail

Self-service

Better targeting

“Earned” media

The People-Driven Web Business-driven  people-driven Authentic and open communications No one has control!

Business-driven  people-driven

Authentic and open communications

No one has control!

Earned Media Word of mouth Social media marketing PR Media interaction Email forwarding Media attention earned the hard way, not bought.

Word of mouth

Social media marketing

PR

Media interaction

Email forwarding

Challenges and Opportunities Signal/noise ratio Capturing and holding attention “Banner blindness” Nothing works continually More free exposure venues No limit to what can work; blank slate Easy and cheap to test different approaches

Signal/noise ratio

Capturing and holding attention

“Banner blindness”

Nothing works continually

More free exposure venues

No limit to what can work; blank slate

Easy and cheap to test different approaches

Paid Media Online Advertising 101

Online Advertising Eco-System Advertisers want to reach people. Web sites are the proxy. 80% of ad inventory flows thru networks. Advertisers / Agencies Publishers Ad Networks Optimizers Online Consumers

Rate Structures Objectives Performance Brand Rate structures CPM (cost per thousand impressions) CPC (cost per click) CPA (cost per action) CPV (cost per view) Sponsorships (cost per time period)

Objectives

Performance

Brand

Rate structures

CPM (cost per thousand impressions)

CPC (cost per click)

CPA (cost per action)

CPV (cost per view)

Sponsorships (cost per time period)

Targeting Options Traditional Geographic location Demographic Site Category/channel Search keywords Day part Newer Interest/affinity Context Commercial intent Persona Social graph Influencers

Traditional

Geographic location

Demographic

Site

Category/channel

Search keywords

Day part

Newer

Interest/affinity

Context

Commercial intent

Persona

Social graph

Influencers

Where to Buy Specific Web site Ad network Format (text ad, video, display, etc.) Vertical (sports, travel, etc.) Publisher type (blog, community, owned, etc.) Targeting (behavioral, contextual, demo, etc.) Rate type (CPA/affiliate, CPM, CPC, etc.)

Specific Web site

Ad network

Format (text ad, video, display, etc.)

Vertical (sports, travel, etc.)

Publisher type (blog, community, owned, etc.)

Targeting (behavioral, contextual, demo, etc.)

Rate type (CPA/affiliate, CPM, CPC, etc.)

Elements of a Campaign The advertisement (creative) The landing page The call to action Continual optimization All of the above

The advertisement (creative)

The landing page

The call to action

Continual optimization

All of the above

Tracking and Measuring ROI Define your “return” in the form of an “action”? Registration Purchase Monetary value Measure cost per action against monetary value Simple example: selling UW t-shirts

Define your “return” in the form of an “action”?

Registration

Purchase

Monetary value

Measure cost per action against monetary value

Simple example: selling UW t-shirts

 

Optimizing Your Campaign Measure, compare, change … Campaign funnel Creative (click through rate) Landing page (click through rate) Web site funnel General usability (eliminating points of friction) Catalog navigation Ease of purchasing

Measure, compare, change …

Campaign funnel

Creative (click through rate)

Landing page (click through rate)

Web site funnel

General usability (eliminating points of friction)

Catalog navigation

Ease of purchasing

Tools to Use Google AdSense Messaging Keywords Landing page optimization Google Analytics Compare all your advertising sources Count impressions, clicks, etc. Creative optimization Landing page optimization A/B and multivariate testing

Google AdSense

Messaging

Keywords

Landing page optimization

Google Analytics

Compare all your advertising sources

Count impressions, clicks, etc.

Creative optimization

Landing page optimization

A/B and multivariate testing

“ Earned” Media

Earned Media is “Linkbait” Funny, useful or controversial content People online are bored! Examples Videos Widgets Games Blog posts Pictures Facebook status updates Twitter posts Emails Craigslist postings Contests

Funny, useful or controversial content

People online are bored!

Examples

Videos

Widgets

Games

Blog posts

Pictures

Facebook status updates

Twitter posts

Emails

Craigslist postings

Contests

Earned Media Benefits Can be enormously effective Can be extremely easy/cheap Helps with SEO Helps attract/keep people’s attention People remember it Challenges No recipe for success Can go horribly wrong Posers get nothing

Benefits

Can be enormously effective

Can be extremely easy/cheap

Helps with SEO

Helps attract/keep people’s attention

People remember it

Challenges

No recipe for success

Can go horribly wrong

Posers get nothing

Example: KogiBBQ http://twitter.com/kogibbq 24,000 followers

http://twitter.com/kogibbq

24,000 followers

Example: Seattle 2.0 http://www.seattle20.com >25K Web site visitors/month PR, word-of-mouth, and social media Facebook group Seattle Startup Index, top blogger index, etc. Blog posts, twitter posts, etc. First event drew over 300 people @ $50/ticket

http://www.seattle20.com

>25K Web site visitors/month

PR, word-of-mouth, and social media

Facebook group

Seattle Startup Index, top blogger index, etc.

Blog posts, twitter posts, etc.

First event drew over 300 people @ $50/ticket

Example: Monk-e-mail

The Monk-e-mail Pitch 2 spots on the Superbowl $5MM cost 10M people exposed for 30-60 seconds (but not engaged) One viral campaign $250K cost 30M people interacting for 8 minutes

2 spots on the Superbowl

$5MM cost

10M people exposed for 30-60 seconds (but not engaged)

One viral campaign

$250K cost

30M people interacting for 8 minutes

Earned Media Advice Contribute Write interesting content frequently Comment on other blogs Be generous with links Be authentic! Build your audience Linkbait Content that people just naturally link to and share Funny, useful or controversial Spend time on it. Put value into it.

Contribute

Write interesting content frequently

Comment on other blogs

Be generous with links

Be authentic!

Build your audience

Linkbait

Content that people just naturally link to and share

Funny, useful or controversial

Spend time on it. Put value into it.

New Forms of Measurement

“Buzz” and Sentiment Measurement Monitor chatter about your product/brand What people are saying Where people are talking about you Overall sentiment trends

Monitor chatter about your product/brand

What people are saying

Where people are talking about you

Overall sentiment trends

Friends, Followers, Votes, Retweets

The Power of Passed Links 20% of site visits from links shared (earned) 14-24 year old demo 88% of links followed were sent to them by friends 2-4x increase in conversion rates http://meteorsolutions.com/?fbid=TY2Xsky3p5I

20% of site visits from links shared (earned)

14-24 year old demo

88% of links followed were sent to them by friends

2-4x increase in conversion rates

Conclusion Use search engine marketing to: Test your messaging Optimize your creative, landing page conversion, funnel, etc. Use social media to reinforce your messaging SEO “link juice” Just be authentic and contribute value Develop a following and keep at it Continue with other forms of paid online marketing, optimizing for ROI

Use search engine marketing to:

Test your messaging

Optimize your creative, landing page conversion, funnel, etc.

Use social media to reinforce your messaging

SEO “link juice”

Just be authentic and contribute value

Develop a following and keep at it

Continue with other forms of paid online marketing, optimizing for ROI

Jordan Mitchell Email: [email_address] Blog: http://kickstand.typepad.com

Email: [email_address]

Blog: http://kickstand.typepad.com

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