Optimising your rtb infrastructure sammy austin - follow up
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Optimising your RTB InfrastructureSammy AustinPerformance Media Manager – RTB MoneySuperMarket.com
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• Background & Performance Media at MSM
• Strategic Challenges
• The Solution
• MoneySuperMarket.com Approach
• Insights & Results
• Key Challenges
• Key Takeaways
• MoneySuperMarket.com Group Display Opportunities
• Q&A
Agenda
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• One of the UKs largest PCWs
• PLC with £200m+ annual revenue
• Top 5 Google UK finance advertiser
• Paid Search spend of £40m+
MoneySuperMarket.com
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Performance Media SpecialistsInsurance
Performance Media Manager
Performance Media Associate
• Narrow product focus, wide media remit• PPC backgrounds• Staff development and retention leverage
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• Focus on demand fulfilment and (repeat) acquisition
• Over reliance on search engine marketing
• Final click attribution model
• Disconnect between data and digital marketing
• No ad tech beyond PPC bid management
Strategic Challenges
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The Solution: RTB
RTB spending in the U.S will increase by 73.9% over last year
IDC projects spending in the UK to grow at a compound annual growth rate of 54% through 2016
CONTROL
TRANSPARENCY
INSIGHT
SCALE
TARGETING
HOLISTIC APPROACH
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The Solution: Interoperable RTB Technology
- Behavioural- Demographic (via quotes)- Customer (CRM)- Search
- Cross channel attribution- Media mix optimisation
A+
A+
Demand Sell
A+
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The Solution: Driven by Customer Data
Team of 20+ data scientists:
• Buyer profiles (prospecting/data buys)• Propensity models (cross sell)
1st party
3rd party
Behavioural Demographic CRM Search
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Approach To Testing: Strategy
Retargeting
Cross Sell
Prospecting
Cross Sell
DR
Brand
Motor Insurance, Home Insurance
Home Insurance via Motor propensity modelling
Travel Insurance from TSM behavioural data
Standard conversion drop outCRM Motor Renewals
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Approach to Testing: Attribution
SEO click to site Email click Generic PPC Click
DTS Visit & Click Out
100% conversion value
0% conversion value
0% conversion value
0% conversion value
Provider sale & revenue
Last
Clic
k
SEO click to site Email click Generic PPC Click
DTS Visit & Click Out
28% conversion value
24% conversion value
16% conversion value
32% conversion value
Provider sale & revenue
Ful
l att
ribu
tion
Brand: awareness, consideration, recall
Direct response: attributed revenue, gross profit, CPA
SEO click to site Email click Generic PPC Click
DTS Visit & Click Out
100% conversion value
0% conversion value
0% conversion value
0% conversion value
Provider sale & revenue
Last
Clic
k
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Approach To Testing: Media
Private Market Places
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Approach To Testing: Data
First Party
Behavioural
CRM
Propensity modelling
Second Party
Search (Keyword)
Third Party
Audience
Contextual
Viewability
Brand Safety
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Approach to Testing: Formats/Messaging
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Challenges So Far
• Adometry roll out and data consistency
• IT resource and support
• Education
• Multiple providers to test:• PMPs• Data• Brand Safety• Viewability
• Data access• Lack of UK 3rd Party Data• Look-a-like and propensity modelling takes time and resource
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Key Takeaways / Recommendations
Ensure a solid foundation: people, technology, data all equally important
Measure success with the correct KPIs and do not rely on last click attribution
Lean on tech platforms and partners to activate your first party data
Give ownership of the data analysis to the right people
Optimise & test constantly
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2.
3.
4.
5.
• Ensure a solid foundation: people, technology, data all equally important
• Measure success with the correct KPIs
• Optimise & test constantly
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MoneySuperMarket.com Group Display [email protected]
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• One of the UK’s leading providers of money saving and personal finance services
• Our objective is to help every household make the most of their money• In 2012 we saved British households £1 billion.
• We hold over 14 million individual customer records
• Over 12 million unique visitors every month
• Across MoneySupermarket.com and TravelSupermarket.com we can serve over 45 million impressions each month in a range of formats
• Combined with our ability to target audiences based on their demographic and/or behavioural profile we can offer a powerful media platform
MoneySuperMarket.com Group - PMP
Demographic
ROS Channel
Intenders
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YO
UR
AD
HE
RE
YOUR AD HERE
• Online digital display tool
• Completely managed solution
• Optimal targeting and ad placement
• Impressions delivered to bespoke audiences at scale
Audience +