3 Tips for Black Friday 2017: What You Need to Know

Although we’re still enjoying the final days of summer (summer doesn’t officially end until 22nd of September), it’s already time to start thinking about our Black Friday strategies. Don’t get caught off guard waiting until the last minute to plan your campaigns. Now is the time to go over last year’s metrics and see what worked and what didn’t.

There has been a gradual decline in Boxing Day sales as the popularity of this American retail holiday overtakes the Christmas period. Retailers are seeing better returns after jumping on the Black Friday bandwagon, with the increase in traffic in some instances as high as 27%. When comparing Black Friday to Boxing Day, conversions are consistently higher on Black Friday. According to The Independent, last year, UK shoppers spent an astonishing £3.3bn over the course of the Black Friday holiday season. Our client data shows that that Black Friday, and smaller surrounding retail holidays linked to it, are vastly outperforming Boxing Day. Black Friday is here to stay in the UK, and must be taken seriously by retailers and advertisers as part of the marketing mix.

Recent Trends

Black Friday is Coming Earlier and Earlier

Much like the dreaded “Back-to-School” commercials popping up at the end of July, or Christmas jingles before Halloween, Black Friday is beginning to follow that trend with many brands starting sales in the lead up to the actual holiday. In 2015, online giant Amazon started its sales 12 days before Black Friday. Other retailers have started to get in on the trend to make the most of the pre-Christmas season. With companies like Sears Canada releasing their Black Friday deals on October 6th last year, has predicted that in 2017,  the holiday prices will be leaked in early October once again, if not late September.

Sofa Shopping

Online shopping on Black Friday continues to steadily increase. In 2012, 33% of consumers preferred to shop from the comfort of their own homes, to avoid the long lines, fighting, and in-store chaos that the holiday provokes. As of 2016, the stay-at-home shopping figure has risen to 44%. This trend will continue in 2017 especially as most retail sites are mobile and tablet friendly, making shopping from home, the bank, or on the go, a pleasant experience. The top stores reaping the most digital rewards in the UK are Argos, Amazon, M&S, Curry’s and Tesco Direct.

Make it Mobile

It’s a foregone conclusion, but advertisers must make their Black Friday campaigns cross-device friendly. While many people are shifting to digital indoor shopping instead of pounding the pavement, they are predominantly shopping via mobile devices on the go. Desktop is no longer the main digital channel for Black Friday shoppers.  Mobile searches have grown 50% since 2016, with bargain hunters looking for the best brands, and then for the best deals. Mobile and tablets will continue to drive more shoppers to make online purchases. In order to assure campaign success, mobile and tablet channels must provide relevant targeting and seamless shopping experiences.

How to Crack Christmas

If you would like to learn more about spicing up your Christmas campaign you can watch the replay of our “How to Crack Christmas Webinar,” your ultimate guide to holiday success.

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The Power of Voice…Search

This year, home voice assistants have created a stir amongst technology enthusiasts. Voice search, the main feature behind home voice assistants such as Amazon Echo and Google Home, is poised to be the technology of the year.

Technically, voice search isn’t “new”. Apple’s Siri was introduced on the iPhone in October 2011, though initial responses were lukewarm. Users found the system clunky and difficult to navigate without screaming into their phones like lunatics. Fast forward five years, and voice search has vastly improved. Far more sophisticated than the original versions, you are no longer confined to weather updates, or finding the nearest Starbucks.  

Language naturalisation is now an integral component of voice search, making everyday speech patterns easily understandable. It’s come such a long way from Siri’s heyday. Now there are devices that can recognise snippets of lyrics to find the song you want to hear, order your favourite takeaway, or control the lights in your house, and in the case of the Amazon Echo, it will even play rock, paper, scissors with you.

The latest voice search devices are inserting themselves into daily activities in useful and meaningful ways. But will they ever move from ‘nice-to-haves’ to ‘must-have’ devices? What are the challenges they pose not only for the digital industry, but for brands?

The Unknown

It is predicted that by 2018, 30% of all interactions with devices will be voice based. This is partly due to the continued improvements in quality that will make it easier for users to voice search, taking full advantage of being able to speak four times faster than they can type.

Marketers have a challenge ahead of them, as voice search continues to enhance the way users interact with the everyday world. There are so many unknowns for how this technology will unfold, but one thing is certain, this is far more than a passing fad. Whilst it may not happen in 2017, it is only a matter of time before Google, Amazon, and Apple find a way to monetise their voice search technologies.

So, what will that look like?

Websites are already seeing a shift towards longer tail keywords, as users speak more words than they would type into a search bar. For website owners, this means SEO will need to be adjusted to these changes.

But in today’s push for mobile-first digital advertising strategies, we need to ask ourselves if we will see a time when voice-first strategies dominate boardroom conversations. Will bid modifiers for voice sit beside those of desktop, tablet and mobile in our paid search activity?

In a world of monetised voice search, the industry will have to evolve quickly to keep up. Search query analysis will pose an interesting challenge as we try to make sense of the data from an array of dialects, and languages. How will we be able to measure results? Will we need to hire CRO specialists specifically for voice searches?

There are far more questions than answers at the moment, but if Amazon Echo shows us anything, it is that there is a future for voice search purchasing, and with purchasing capabilities comes the desire to advertise and get ahead of the competition.

The Future

Within the last six months alone, voice search use has increased by 41%.   Whilst at the moment users tend to be older adopters, men between age 36-66 with a median household income of over $100,000 we can expect to see this continue to grow over the next year. Due to the fact that voice search devices are still relatively new to the market, it is hard to say what the long term implications for marketing will be. But, I think it is safe to say that there is a future for voice search advertising.


#12DaysofStrategy: How does Christmas on Sunday Effect Shopping Behaviours?

Christmas falling on a Sunday leaves an entire day free for last minute shopping, sometimes referred to as “Panic Saturday”. In addition to this retailers may also see instances of showrooming, whereby a consumer sees an item in-store but completes their purchase online, sometimes at a lower price.

A typical consumer experiences a digital touch at some point along their journey to an in-store conversion. Hence, to make the most of this year’s Panic Saturday on Christmas Eve, retailers should consider how they can best leverage their digital channels to drive in-store conversions for last minute shoppers, and also ensure that they are prepared for showrooming consumers to make their purchases online following an in-store visit.

For last minute buyers in the run-up to Panic Saturday, information such as click & collect deadlines, and store information such as locations and opening times are necessary. Both sitelinks and location ad extensions can help with this and drive a consumer from visiting your retailer online to in-store. On Panic Saturday itself, local inventory ads will be imperative in creating a digital storefront and enabling a user to find the exact item they want, and then driving them to your store. Again, location extensions are important; search queries involving “near me” have historically peaked over the Christmas period, and so the easier a consumer can find your store, the better.

For showrooming consumers it is the use of singular marketing messaging across your channels which will create a consistent user journey. Being the opposite of in-store last minute buyers, this presents an opportunity to use sequential messaging for showrooming consumers to increase brand affinity and conversion rates.

Even with two categories of consumers that we can potentially expect on Christmas Eve, the common thread between these consumers is the importance of mobile devices. Last minute shoppers will be using their phones to find stores which stock the items they want, or store information such as directions. Showrooming consumers can be conducting their online research on the go using their mobile devices and may make their online purchases on the spot.

Ensuring mobile websites are fully optimised to capture this traffic and serve the user the most relevant information will be important in order to make the most of this peak for retailers during the festive season.

Hopefully these tips and insights from cross-device performance and cross-channel attribution post-Panic Saturday can enable retailers to make the most of Christmas Day falling on a Sunday, and increase revenue between offline and online activities.

Stay tuned to more from our ‘12 Days of Christmas Strategy‘ blog series.

Panel Discussions at GADM’s Ad Blocking Friend or Foe?

The first session of the day’s conference, Ad Blocking: Friend or Foe was formal, but for the remaining guest speakers, talks were broken down into casual panels, giving the audience a better chance to ask questions and join the conversation.

This first panel, The Big Questions – Adblocking Friend or Foe?, caused lively debate because it featured Christian Dommers, Head of Development of AdBlock Plus, defending the ad blocking perspective from a volley of heated panelist and audience questions. He argued that although this issue seems to have exploded fairly recently, with the advent of mobile ad blocking, it’s not new, “Ad blocking has been an issue for years, it’s about the user, and his rights, and his right to protect himself.”

AdBlock Plus recently came under fire from advertisers and publishers for their part in the creation of the Acceptable Ads Board. The Acceptable Ads Board is an independent industry-wide group that determines which ads will make it past AdBlock Plus’ filters. The sticking point has been the accusation that AdBlock Plus are making money off the backs off advertisers and publishers while pretending to be the Robin Hood of web clean-up. AdBlock Plus faced harsh criticism this past September when the Wall Street Journal reported that several large advertisers had come forward, claiming they were being asked to fork over a portion of their ad traffic in order to be whitelisted. Dommers was adamant that AdBlock Plus was not earning at the publisher’s expense, nor engaging in underhanded tactics; he argued that this has been an issue since 2002, and that whitelisting certain ads is best practice.

The discussion then moved onto whether charging advertisers and publishers for whitelisting was acceptable. Martin AshplantMetro’s Digital Director challenged Dommers, asking, “Why do you get to say whats OK, and not OK? You’re the arbiters of a system that penalises”. Dommers stood firm saying, “AdBlock Plus are not arbitrating, the users of Adblocker make the decision of what’s deemed an acceptable ad, and what’s not an acceptable ad.”

Ashplant took a harsh stance towards ad blocking activity; Metro actively bars content to users who have ad blockers installed. Ashplant says it’s a big issue for the Metro, 19% of their impressions were found to have ad blockers installed. Other large publications have followed suit, The New York Times has recently experimented with similar messaging with some users. When the user with an ad blocker installed visits the page, a message pops up saying: “The best things in life aren’t free.” and then prompted to whitelist the paper or subscribe to read content. Ashplant felt publishers were being punished for the ‘worst in class’ players, and users who had one bad experience weren’t going to turn ad blockers off for advertisers who did have decent ads. “There is certainly room to improve at the moment and also, just because we can, doesn’t mean we should. We have to work very hard to convince those who use adblockers, not to use them.”

More control for publishers might be around the corner with Google’s launch of AMP, which creates web pages that load quickly. This may be an avenue worth looking into for advertisers, Ashplant added, “What will the monetization from this look like? It could be an interesting proposition, and give publishers more control.” Another suggestion was for publishers to look at apps to circumvent ad blocking and to better engage with consumers. Ad blocking on mobile is still relatively minimal because people spend a lot of time in app on their phone, but it’s still popular on desktop.

57% of people polled by the IAB had no clue that advertising funded the content they saw online. IAB CEO, Guy Philipson suggested that in light of this grim statistic, advertisers need to reframe the conversation with the consumer and better educate them about the relationship between ads and content. Philipson also mentioned that retargeting is an issue; users don’t like being followed around the internet, or like having their transaction data used later for advertising purposes.

What do we need to do to move forward towards change? Dommer concluded the session by maintaining the that its up to the individual to be able to control what they view online, while Ashplant appealed to advertisers in the audience to take the issue very seriously, “Companies and organizations will be forced to close down, or put that charge on the consumer because someone has to pay for that content.”

iStock - Angry manThe second panel, Creative, the Value Exchange and Targeting Millennials, focused the conversation on ad quality, creative spend, and native advertising. Lolly Mason, Head of Media Partnerships EMEA at Celtra issued a challenge to advertisers: “Let’s create something awesome that people want to interact with. We’ve been disrespectful as advertisers to users, so it’s not a surprise to see an increase in ad blocking. People are annoyed by interstitials that won’t close down, or ads blasting loudly on your desktop or mobile, it’s a horrible experience. Millennials are not used to seeing the rubbish sites of the 90s.”

The panel agreed that people don’t necessarily hate ads, citing the earlier Ipsos example of John Lewis and Sainsbury’s Christmas ads. People talk about them, anticipate them, and like sharing them. The same holds for movie goers, who go to the theatre early to catch movie trailers. People will watch these ads and engage with them because they are done well.

Laura Jordan Bambach, Creative Partner at Mr. President felt that the balance between creative and message spend is out of whack. Brands are not spending enough on the message, and the quality of message is suffering. “You forget the person on the end is a human being and might want to be inspired.” The creative element is under a tremendous amount of pressure, with many creative agencies dying out because they can’t keep up. Bambach added, “The split between media and creative has really done us a disservice. We’ve become very lazy as an industry. There are opportunities to do really exciting thing, workout side the box.”

Panel moderator Bob WoottonISBA, noted that the creative being offered now is clearly insufficient, with all the ad blocking taking place, and Dale Lovell, Chief Digital Officer at Adyoulike suggested that the technology that underpins the ad process is struggling to catch up. Lovell works with native advertising and indicated that the majority of native ads are user initiated. He also said that Millenials are very demanding, very impatient, and have set the bar high for advertisers. The session concluded with all panellists optimistic about the future.

The final panel discussed The Future of Ad Blocking. What should advertisers do about ad blocking? How are they affected?

Nigel Gilbert, VP and Strategic Development EMEA at AppNexus, said, “The commercial issues are fairly obvious, if 30-40% of ads are blocked, it creates scarcity and prices will rise. The other issue is that with ad blocking, there is a part of the demographic you can’t advertise to, and that’s a problem and something advertisers need to get ahead of.”

Piers North, Strategy Director at Trinity Mirror noted that the monetization issue is more of a desktop problem than mobile at the moment. While mobile will be impacted, it’s a much smaller share of the pie in terms of ad blocking activity.

The panelists were asked if they felt there was an onus to educate publishers and advertisers? Nigel Gwilliam, Consultant Head of Media and Emerging Tech at IPA, responded, “The short answer is yes. It’s a very important wake up call…Consumers are telling us there is an issue here. The way forward might be to ask what do we do about that other than threatening to turn off content. Are there better ways? We need a better understanding of what is OK vs what is entirely unacceptable.” He concluded by suggesting that “badges” might be a solution.

Dr. Johnny Ryan, Head of Ecosystem at Pagefair felt that advertisers want a reduction of clutter, and cut right to the chase saying, “The meat of the discussion is this: advertising 1.0 is over. We have a smaller sandbox. Focus on premium ads.” 

The common refrain of the day was that ad blocking is a wake up call to advertisers and publishers. While ad blocking activities have been around for several years, the renewed interest and surge in the installation of ad blockers, especially on mobile, is sending a clear message that consumers are not happy with what they’re getting. Advertising is no longer about captive audiences, users are actively participating in, and now controlling, what they want to see.  Advertisers with shoddy practices and ads are being taken to task. This is a call to action; consumers are no longer willing to be subjected to intrusive, disruptive advertising. The advertising industry must sit up and take note, listen to consumers, or face the very real prospect of being shut out across all screens.

Ad Blocking: Friend or Foe? Strategies and Tips from GADM’s Ad Blocking Conference

Damian Ryan (GADM) welcoming audience to Ad Blocking - Friend or Foe at IAB UK

Since Apple introduced the ability to block ads on its latest mobile iOS9 platform in September 2015, and Samsung followed suit on its Android phones in early 2016, advertisers and publishers have become increasingly concerned about being shut out of one of the most lucrative channels in advertising history. Damian Ryan, founder of the Global Academy of Digital Marketing welcomed academics, mobile, and digital representatives, media and industry bloggers, as well as ad blocking agencies, to get the whole picture, and discuss this contentious issue.

Ryan introduced the day-long conference by speaking about ad blocking’s recent upswing in popularity, its growth in advertising, and the future ramifications for the industry.

The first speaker, was Nick Hugh, VP EMEA, Yahoo. Hugh lamented that while everyone is talking about ad blocking, it pains him to see much stronger, and more definitive action taking place overseas. Countries like France have been proactive in foiling users with ad blockers, and as a result, have seen significant reductions in the use of ad blocking software.

How bad is it really? Hugh surmised that even with the more proactive stance being taken by advertisers on the continent, the percentages are worse in Continental Europe than in the UK. Ad blocking in the UK is an issue, but it is not as high as in Continental Europe. An Ipsos study discovered that only 17% of people in the UK use ad blockers. The key to combating further encroachment of ad blocking lies in understanding why people block ads in the first place. The following issues are cited as the top reasons for installing ad blockers:

  • Interruption
  • Annoying ads
  • Slows down web browsing
  • Privacy concerns
  • Irrelevant advertising

Hugh suggested that advertisers need to engage with users, shape better experiences for them, listen to their concerns, and prioritize user needs. He also touched on the issue of ad blocking on desktop versus mobile, and the benefits of native advertising. Native ads appear to be favoured by users across mobile and desktop, and will continue to thrive since they are perceived to be ‘less irritating’.

Strategies to Prevent or Lessen Ad Blocking Activity
Hugh covered some of the tactics advertisers have been using to combat the influx of ad blocking. Some advertisers pay to get “white listed”, meaning they pay to add themselves to a “safe list” with companies such as Ad Block Plus so that their ads are shown through ad blockers. This ‘pay-to-play’ didn’t sit very well with advertisers and publishers in the audience, as it left the onus entirely on the publisher to subsidize the cost for their ads, with the feeling that the ad blocking companies were making money at the publisher’s expense. Several audience members pointed out that such strategies paint all advertisers as ‘bad apples’, and not every advertiser can afford to constantly cough up money to circumvent all the ad blocking technology now available. There were suggestions for a model where the user is charged a fee to subsidize the cost.

ad-blocking-slide - Yahoo, Nick Hugh. Other advertisers are playing a cat and mouse game of using blockers to block ad blockers, but this is a band-aid solution that doesn’t resolve the crux of the issue. Then there is the completely transparent approach where an advertiser can message their users saying they’ve detected they’re using a blocker and politely request they turn it off because advertisers need ad revenue to survive.

Lastly, there is a more hostile tactic: Users are sent a message stating that the advertiser is aware that they are using an adblocker, and to uninstall it or they will be unable to see any of the content on the site. This draconian strategy has been used France and Sweden to combat ad blocking but it has been met with some criticism fot pitting the advertiser/publisher against the user in an antagonistic way that further frays the customer-advertiser relationship. According to Hugh, advertisers have to evolve; ad blocking is a wake-up call for change. He closed his talk with the following strategies for ad blocking under the acronym “DEAL“:

Action, not Inaction

  • Detect ad blocking in order to initiate a conversation
  • Explain the value exchange that advertising enables
  • Ask for changed behaviour in order to maintain an equitable exchange
  • Lift/limit restrictions/access in response to consumer choices

Following Hugh, Adam Gagen, Director of Legal and Public Affairs at the World Federation of Advertisers, spoke more on why people ad block and what advertisers and publishers can expect to develop on this front in the coming year.

According to Gagen, ad blocking is essentially the consumer saying “no”, they want a different deal from advertisers. Media is not free, services aren’t free, and ad blocking is really only the beginning, and has been growing steadily since 2010.

Why? Gagen posited that it’s mainly, because it’s free and easy to do. Ad blocking radically changed how users experience advertising, and often, all it takes is one bad experience to have someone download an ad blocker. Privacy is another big reason for installing ad blocking software, and for some users, it can be the main reason depending on their socio-economic demographic.

Gagen drove home the idea that this is a serious issue, “A lot of money is being lost and real people are being affected because they can’t continue to work without an income.” Ad blocking can impact the ability of users to get great new material because publishers are unable to continue producing content for free. How do we find a balance? Gagen suggested a more nuanced approach may be required. Some tips for weathering storm included:

  • Expect to see more tools, trackers that tell you if you’re being tracked.
  • Expect and learn to embrace disruption. “Disruption in the ecosystem is now deciding who has the power”
  • Brands must lead: look at imperical, granular data to understand user thresholds, i.e., what is the point where people get annoyed and tune out?
  • Make standards and definitions a reality, Gagen warned, “We need to change the reality out there.”
  • Make people understand that they won’t get these cool new products and services if advertising doesn’t happen. In theory, this in turn, should produce better advertising.

The third speaker of the first session was Thomas Mendrina, GM, Sourcepointa company that helps publishers and advertisers come up with stratgeies to retain compensation for content while balancing consumer privacy needs. Mendrina spoke about the situation in Germany with regards to ad blocking. Germans are very privacy sensitive; when ad blocking software landed in Germany, publishers felt like victims with little to no power. Lawsuits were were filed against ad blocking companies, but to no avail; the adblock rate did not reduce. In 2014, 24% of German users were using ad blockers on their desktops. How did German publishers combat this issue?

Mendrina said that explaining the value exchange of why advertising is necessary is an important part of winning the war against ad blocking. Advertisers must demonstrate that their content is important and worth either paying for, or permitting ads. This conversation gave publishers the power back to engage with the user and work out a solution. The heavy-handed approach used in some countries on the continent, where users are blocked and not allowed to to visit a website unless the ad blocker is uninstalled, is not a consumer-centric approach, but at least it took concrete action to impart why advertising, and compensation for content must happen.

Key Take Aways

  • Publishers need to stay user-centric and offer users multiple compensatoin options, but that no compensation is not an option.
  • Advertisers must make better ads for all users – especially those who whitelist.

Our final speaker for the opening session was Tara Beard-Knowland, Senior Director at Ipsos. Beard-Knowland, like others, looked at the reasons behind ad blocking from polls conducted by Ipsos.

How big is the problem? 73% of the people Ipsos spoke to used an ad blocker. That’s 1 in 6 users, which is a fairly significant number. Much as with previous presentations, the issues were similar:

  • Intrusive ads getting in the way of what user was doing. 57% of users cite interference as a reason for installing ad blockers.
  • Irrelevant advertising 56%: Ads need to be relevant and in the moment, to capture user interest when they are likely to need that product or service.
  • Annoying – 69%

Ipsos discovered some interesting points from its research: People were less averse to offline ads, educational or entertainment advertising. Users were interested in “old school” forms of advertising, such as print. If the ad furthered their knowledge of a particular item, or brought attention to an important issue, users were more likely to tolerate it. Ads were also accepted for the entertainment industry, such as a movie trailers letting people know what they will see in theatres. It came as no surprise that gambling and dating ads were cited as the most annoying, as high as 74% by male users between the ages of 18-40

Beard-Knowland reiterated the fact that advertisers need to make better advertising,“Advertising needs to be relevant, otherwise what’s the point?…it’s about getting the basics right”. Quality was also problematic, but if an ad was done well, people clamoured to see it, such as the famous UK John Lewis Christmas ads. People tune in and discuss them endlessly over the Christmas season. They capture people’s interest and are emotionally invested. They are a great example of how an advertiser can share the right message, be relevant, and engage users.

The Benefits and Challenges of In-App Advertising

In-app advertising is a medium that has grown since marketers have taken advantage of the upswing in mobile usage over the past few years. Optimising for mobile web use is a great start, but it’s only one part of the mobile advertising equation. Seeing as 80 million people will pay for mobile apps at least once a year (that’s 1/3 of all mobile users) and 93% of mobile (and 90% of tablet) users will download and install apps, it’s hard to ignore the strong engagement and app installs brands can earn going through the in-app advertising route if done properly. Here are a few things to know before you dive into in-app advertising.

In-app advertising provides a better consumer experience than display advertising within the mobile web. Ads on the mobile web are often compressed and unappealing to smartphone users. In-app ads are scaled to fit the screen and look better, thereby improving over all engagement.

Location is a big factor in being able to deliver relevant ads in-app to users. Certain technology providers, such as specialist DSPs, have the capability to determine where the user is at that exact moment and offer real time services or products that take into account location. For example, if you’re male, 18-25, and near a JD Sports store, you can be served a relevant ad based on this information.

Accessibility is another beneficial factor to consider when creating in-app ads. Since most users have their phones with them around the clock, wherever they go, it’s easy to reach them with in-app mobile advertising. You have access to a captive audience, i.e., users who are already using the app and interested in you. Since they’re already engaged, it makes the conversion process an easier win.

Many mobile users are unwilling to pay for an app so developers have had to come up with creative ways to monetise. One of the ways to do this is through subscriptions on app purchases. Gated levels are another means to monetize and move users from a “freemium” app version to a paid one by allowing them to use the app, but barring some functions such as ads.

Tracking is another area where advertisers are facing challenges. Advertisers may find it difficult to track post-view conversions and tie it in with in-app conversion. Many advertisers have been falling back on using CTR as a form of measurement but this model is inaccurate as it a doesn’t account for accidental clicks, which are common with smartphone use. Adwords offers the ability to track through their free conversion tracking tool to capture iOS and Android app installs, and in-app activity.

For more information on how to maximise your mobile advertising performance, download our white paper: To Mobile, or Not to Mobile

Back from the Dead: The Purchase Funnel is Alive – It’s Just Different

There have been a chorus of voices sounding the “death of the purchase funnel” for quite some time now. Since mobile’s explosion in 2014, the demise of the funnel has been discussed at length in digital marketing circles, with most marketers coming to the consensus that it’s in its final death throes since no customer follows the traditional funnel directly anymore. 

Or is it?

ImageBefore we put the proverbial nail in the coffin for the traditional purchase funnel, it might be wise to re-examine this conclusion and call it a metamorphosis rather than a death. Yes, the purchase funnel has changed, of that, there is little doubt, but it’s not dead.

“The traditional conversion funnel is out-dated – we now have something more akin to a waterpark; customers speed through, skip sections, cycle back and repeat as they need to across multiple channels and touchpoints. The industry has to adapt to this new non-linear journey.”- Paul Ricebury-Crisp, Account Director at NMPi

The purchase funnel has simply changed shape, and players. Buyers have more control over the path to purchase now – potential consumers are no longer passive participants being pushed and pulled along by marketers into the final conversion phase. Customers are the ones calling the shots now as they enter and leave at different points along the funnel, deciding how the discovery process takes place.

Several factors have caused this shift. Firstly, consumers are becoming their own advocates and taking initiative. Social media, online communities, and mobile micro-moments (i.e., anywhere, at any time, at your finger-tips) have all impacted the development of the sales funnel.

What can marketers do in light of this change?

Look at the funnel from more than just one approach – see it as a series of possible outcomes, and scenarios. Get a jump on the tools that help you quickly identify exactly where the customer is in their journey and what you can do to facilitate movement to the end of the funnel (whatever that shape looks like because it varies from organisation to organisation). Advertisers must create positive experiences at every touch point regardless of point of entry, channel or device used. Global and local targeting also needs to factor into the new shape of the funnel. Advertisers need to understand that the journey is still taking place, but it’s unpredictable and they are no longer in the driver’s seat.

The funnel is not necessarily irrelevant, it might be better to christen it something else; a web perhaps, or even a pretzel, instead of a funnel. This would be more accurate than its current cylindrical shape, but no matter what it looks like, it’s still a process users have to pass through on their conversion journey, however they get there. Change isn’t always an game ender, sometimes it’s just a shift in how we go about achieveing results, or perceive a new structure. The game has changed, the players have moved, but end result is the same and the conversion funnel is far from dead.

If you want to read more information on mobile advertising (or whatever the whitepaper is about) you can download our latest whitepaper: DOWNLOAD

AdGibbon Presents ‘Mobile Formats & AB Testing Banners’ at NMPi Seminar

Justin Campbell, CEO of AdGibbon a Berlin based advertising company focused on improving the cross platform advertising experience, discussed the Do’s and Don’ts of mobile marketing and offered some sage observations and advice to advertisers at NMPi’s recent Evolving Digital seminar.

In its infancy, the mobile market didn’t take off because it was centred around games and ringtones. Mobile didn’t really progress until Apple unveiled the iPhone in 2007, with Android picking up their game in 2009.

Where are we now?
80% of usage is in app, and while the average person has over 20 apps on their phone they only use 10. Furthermore, the industry is now using UDIDs and Andriod IDs to combat the inability to use cookies on mobile devices causing a huge shift in retargeting. There has been an explosion in RTB, and mobile is changing the way we do business with the advent of ApplePay and Paypal.

Where Do Agencies Need to Advertise?
Agencies need to advertise in app where the majority of activity takes place. Agencies also need to advertise in games because 80% of gaming takes place in app, with targeting focused on on app name and site ID. Campbell was quick to dispel a common myth about the gaming industry, it’s no longer solely the domain of teenage boys, adult women are now the largest growing gaming demographic.


    •  People are spending more time on their mobiles than on laptops and that number is getting bigger.
    • 68% of shoppers use multiple devices when purchasing a product at least half of the time. Advertising needs to be on mobile to gain brand recognition.
    • Cross platform targeting will continue to be a massive shift in the industry.
    • 52% of users shop at home on their mobile, on apps such as Amazon.

Do’s & Don’ts

  • Target high-end devices: target the newest version of iOS and Android, because early adapters are more technologically savvy and more likely to buy on mobile.
  • Start campaigns in the early morning, but not at the beginning of the day: a high CTR doesn’t always equal high conversion. Ad servers start at midnight, and while you can get large amounts of traffic at night from people who are googling on their phones or bored, they don’t tend to convert. Start your campaigns in the morning and split them up throughout the day to evenly spread your advertising spend.
  • Always run on white lists: a safe list of apps and sites where you can run your campaigns.
  • Beware that mobile is prone to fraud: unfortunately, it’s easy to create click bots and impression bots in exchanges so advertisers must always check their traffic sources.
  • Design your creatives and banners in high resolution: Screen resolution is much higher on mobile so design your creatives in double the size and then scale down so you don’t get pixelated banners.
  • Have a Call to Action: place it the right hand side of the screen because most people are right handed. Be as direct as possible with your CTA, “Buy now” ,”Sign Up Now”
  • Make your ads stand out: banners with images or faces of people tend to do better. High contrast creatives also do well but make sure they’re not too busy.

Download Justin’s Slides: Mobile – How Advertisers can Embrace New Formats and Improve Performance with AB Testing:

DoubleClick Discusses “Mobile Search: Context, Answers, Action” at NMPi’s 2015 Seminar

NMPi recently had the pleasure of hosting another successful digital breakfast, Evolving Digital: How to Stay Relevant in a Changing World. We invited industry experts to talk about trends in mobile, content, up-and-coming advertising platforms, and the evolving state of eCommerce.

“Mobile search ads can be beautiful, immersive experiences”

Darragh Daunt, Head of Platform Sales at DoubleClick, addressed the impact of mobile in search in advertising in, Mobile Search: Context, Answers, Action.

The Pulse of the Nation
Daunt suggested that, ‘Search trends show us at a macro level, what people are thinking, feeling and doing.’ Search behaviours using ‘near me’ were able to accurately reflect the nation’s mood from politics, to healthcare, to popular daily activities based on season, day, location and even weather.

Mobile search is providing invaluable insights, enabling marketers produce relevant, meaningful ads. Mobile is also changing the way we search; mobile search is ‘in the moment’ and immediate. Personalisation also continues to be extremely effective with 75% of 20-40 year olds responding favourably to brands that personalise messages. It is imperative for marketers to act on this information.

Reaping the Retail Rewards
Retailers benefited significantly from the recent mobile explosion. 50% of smartphone users who conduct a local search on their mobile will visit a store within one day, and 18% of those searches result in a purchase. Ads need to be action oriented and reflect this trend; they need to include location, inventory, and business hours. Mobile is positively impacting offline sales with multi device users being highly profitable to retailers.

Mobile in the Funnel
Mobile apps are important in the upper funnel in areas like discovery and in the lower funnel for customer loyalty. Mobile search drives engagement on this platform.

The Furture of Search is Mobile
Traditionally, mobile search has been undervalued because conversion still ultimately takes place on desktop. Daunt suggested that this landscape is changing. 35% of all traffic last Cyber Monday was driven by mobile, with 20% of that number converting on their smartphones. Mobile search queries are higher than desktop in some markets, like the US and Japan. This is a significant and positive change for mobile advertising.

Last minute tips to increase your Paid Search marketing performance this festive period


With less than a week to go until the Christmas period begins in earnest, and with so many online retailers competing for every sale this festive period, it has never been more important to stand apart from your rivals.


There is still time to maximise the performance of your e-commerce site this Christmas by improving your Paid Search marketing efforts.


Here are some top tips for your e-commerce site to help make it a bumper festive period:


  • On time delivery is crucial this Christmas – Make sure delivery times, cost, returns etc. are clearly visible on landing pages and ad copy so consumers have all the information they need. We recommend you offer free delivery if possible, and include your last order date, especially as the day itself draws closer.


  • Clear, bold and direct messaging is key – Help stand out from the rest by making your ad copy very sales based with offers expressing ‘buy now’. This will help create a sense of urgency and increase conversion rates.


  • Forget last minute shoppers at your peril – Last year there was a significant increase in online sales in the week before Christmas. Make sure you have reserved PPC budgets to make the most of this opportunity, particularly if you are offering consumers the opportunity to shop online and collect in-store.


  • Maximise your budget – As search volumes rise throughout the festive season, it’s critical to eliminate unwanted impressions that lead to nowhere. Streamline your Paid Search campaign by updating your negative keyword list to help filter out unwanted traffic.


  • Adjust Daily Budgets – With higher search volumes, you have to increase spending on PPC activity. To ensure that you don’t miss out, adjust campaign daily budgets to accommodate this expected increase in spend. Showing ads during just the top converting hours of the day is an effective technique for those spending on a limited budget.


  • Don’t forget the days after Christmas – Post-Christmas is also incredibly important for Paid Search, particularly on mobile with many people checking out Boxing Day sale deals on their mobiles at home. To increase mobile traffic and conversions, leverage position-based bidding to ensure that ads appear within the top two positions. Secondly, include location ad extensions to quickly direct on-the-move shoppers to the nearest store.


  • Tune into tablet – Massive sales of tablets are expected over the Christmas period, indeed, some shops are already reporting that sales of tablets are up by 1,000% from last year. Retailers are branding Christmas 2012 the ‘tablet Christmas’. We recommend that you optimise your tablet-specific Paid Search campaigns for post-Christmas day when many more people will be using their devices for browsing and sale shopping.


  • Create a special Christmas landing page – A themed page can act as a centre for all of your Christmas related products and content. This can help get shoppers into the festive spirit and also provides online retailers with the opportunity to increase the AOV through cross-selling.


  • The importance of culture in international Paid Search marketing – Be mindful of Christmas messaging, recognising cultural and linguistic differences. For example, in the US it is more typical to say “Happy Holidays” rather than “Merry Christmas”.


Good luck and we wish you all the best for a bountiful festive season! If you have any questions please don’t hesitate to contact us.