Balancing the Art and Science of Advertising

 

Advertising may elicit thoughts of uniquely designed print ads and Super Bowl commercials; the output of creative minds with the ability to persuade consumer decisions. For some people, advertising seems to be a strictly artistic discipline when all one sees is the final creative product. In truth, the art and science of advertising must blend together in order to maximize marketing campaign results. 

“The solution to capturing consumers comes down to a sophisticated blend of art and science.”

– Paul Robson, President International at Adobe

On one end of the spectrum we have science, the known and the unknown, for the analytical and curious minds looking to uncover unique insights and trends. At the other end lies art, a subjective and ever-changing expression of unique thoughts and imagination in which there is truly never a right or wrong. There are a variety of perspectives on what the core of advertising is, when realistically both science and art’s synergy are central to achieving sustainable, successful strategy and activation. 

Why you need both art and science to build a brand

With art highly visible and science working behind the scenes, both pillars are critical to build the brand foundation. Our President, Sean Cotton, recently said that data is best used as a guide to craft engaging campaigns inspired by the numbers, keeping creative at the forefront while ensuring it is impactful with analytics. Sometimes this synergy is simple when you are working with a full-service agency. But, it is often more effective to work with separate creative and performance media agencies. As long as both sides communicate and prioritize business outcomes, the brand is set up for success.

How to optimize creative with data insights

At Coegi, we are the science fueling the art. We dig deeper into the what’s, why’s, and how’s of digital media through robust data analysis and industry research. The basis for our campaigns is research and analysis of our brands’ audiences. Then, we rely on machine learning and human intuition to optimize.

However, when it comes to strategy, it all really starts with the measurement framework.  This ensures we can understand if the research and thinking we put into action is actually impacting the brand’s bottom line. As a result, this process is not completely devoid of art. In fact, around 75% of an ad’s impact can be attributed to quality creative.

However, great creative pieces need data-driven insights to be delivered effectively. Our teams have to get creative with how and where we reach audiences to make the greatest impact. By doing so, we can better deliver solutions that make the art work harder, thus building up ROI. In essence, our strategy is our art.

Collaboration is key to success

At the end of the day, effective collaboration is at the core of the art and science of performance advertising. Communication and transparency between departments and our partners offers balance, allowing for seamless work processes and better results for clients. When this is done well, the lines between art and science begin to blur – proving that advertising isn’t black and white. It’s the molding of colors as the science and art of an agency work together to create a balanced composition paving the way for brand growth.

“The purpose of marketing is to influence the behaviors of others to bring them closer to your brand, organization, product, or service. The best way to achieve it is to strike a balance between the hard data and evidence that support the best path to take, and the human appeal and creative approach necessary to solidify its impact.”

– Eminent SEO CEO, Jenny Stradling

 

 

Reaching Your Audience Through Television

Television is a long-standing medium for brands looking for extensive reach across their audiences. It is a key tactic for building awareness and increasing share of voice. Today, it continues to be very powerful with over 245M TV viewers in the U.S. who watch live or recorded video on a set. However, the TV landscape is shifting. Consumers are sharing their time between linear and CTV services, in addition to other forms of digital video.

Today, there are over 223M connected TV viewers in the U.S., and it’s poised to continuously grow to over 235M ahead of 2025. As a result, marketers need to be planning their television buys with a holistic approach, understanding that the only way to have comprehensive audience reach is to tap into both linear and connected television channels and using a measurement partner to understand impact and incrementality. 

Why You Can’t Ignore Linear or Connected TV

According to The Trade Desk’s “Future of TV” report, 47% of U.S. TV viewers are already cordless. Another 42% plan to “cut the cord” or minimize traditional television spend within the year. However, the achievable scale on linear definitely makes it still a key channel. There are always going to be some consumers who exclusively view on linear, as well as consumers who exclusively stream. This means both channels must be incorporated into media plans to reach your target audience in a non-skippable environment where your brand message is showcased.

Another major reason brands who have traditionally used linear are now looking more heavily into CTV is incrementality. In fact, according to eMarketer this is the second most common reason for using CTV apart from targeting capabilities. This approach has worked well for many brands, including Hershey who saw the consumer trends and understood the need to act. This extends beyond Amazon to other OTT/CTV like Hulu, Roku, Tubi, Discovery+, and more.

How to Evaluate Success on Cross-Channel TV

There are measurement partners who go beyond impressions or gross ratings points to understand how TV ads impact bottom line. This is achievable through tools such as lift studies. These studies interpret lift in overall brand awareness and lift in conversions, whether that is site visitation or actual purchases. In the world of the pending deprecation of third-party cookies and iOS 15, attributing business results to media channels is going to become more challenging. Fortunately, television does not depend on cookies and will become an even more valuable channel.

Best Practices for Targeting in Pharmaceutical Campaigns

Who makes the rules?

In 1996, the Health Insurance Portability and Accountability Act (HIPAA) was passed to protect sensitive patient health information from being disclosed without consent. When it comes to understanding HIPAA for uses of health information for advertising, there’s lots of room for interpretation leaving advertisers unsure if certain marketing capabilities are compliant and ethical. This especially holds true for pharmaceutical advertisers using health information to target audiences for prescription drugs, medical devices and other pharmaceutical brands through media. To provide an industry standard and best practices, there are committees devoted to providing this direction to advertisers like the National Advertising Initiative (NAI), the Interactive Advertising Bureau (IAB), the Digital Advertising Alliance (DAA) and others. 

One of the leading bodies in defining the regulations for digital advertising is the NAI. Founded in 2000, the NAI published a set of code for advertisers to abide by that is supported by the U.S. Federal Trade Commission. The most recent revisions to the code enables advertisers to reference media targeting best practices according to the NAI, including a definition for Sensitive Health Information to provide pharmaceutical advertisers with more concrete direction.

How do regulations affect healthcare targeting?

The first step is to understand if the brand falls under the ‘sensitive’ category. This will impact targeting capabilities. According to the NAI, there are two subsets of sensitive information: 

  1. Data about a health condition or treatment derived from a sensitive source 
  2. Data about certain sensitive conditions regardless of the source of the data

Determining whether a health condition is considered ‘sensitive’ is unclear in the industry. The NAI only provides a few sensitive categories. These include drug addiction, STDs, mental health, pregnancy termination, and all conditions predominantly affecting children not treated by OTC and Cancer.

There are resources to help guide the analysis of determining whether the brand falls into the sensitive category. The NAI provides guidance to help determine whether pharmaceutical targeting segments are considered sensitive.

However, this guidance does not give advertisers a clear list of the targeting capabilities that are compliant. Coegi recommends using this guide to drive direct conversations with the client. It is useful to create a mutual agreement on whether the brand falls into either the sensitive category to influence compliant targeting solutions. 

There is no clear list provided by any regulatory source. So, Coegi recommends working with the client to align on the brand’s definition of sensitivity. This will greatly affect compliant targeting capabilities. 

The Trade Desk (a NAI member) also takes precautions and has a healthcare targeting policy. Because there is no official list deeming health conditions sensitive or non-sensitive, TTD has its own process. It defines whether a condition is deemed high, medium or low in the sensitive category  to then determine permitted targeting capabilities. This policy uses a multi-factor analysis to take into account many considerations when calculating each condition’s category. 

Other advertising platforms have similar protocols for brands in the healthcare space. Before running paid ads through Facebook, advertisers must gain permission according to its Promotion of Prescription Drugs policy.

How to Approach Pharmaceutical Targeting Compliantly

Once you determine whether the target is in the sensitive or non-sensitive condition category, use these tactics to target consumers: 

Healthcare Consumer Targeting:

Behavioral Targeting

  • This form of targeting is typically not a compliant way to reach a consumer given it’s ‘data about a health condition or treatment’. However, there are third party data providers who use de-identified information. This is compliant according to the NAI. 
  • It is critical to understand how any third party data is being collected if used to reach patients. Coegi does a detailed analysis to determine whether a data provider is compliant according to industry best practices. 
  • From a blog post by Yeehooi Tee of PulsePoint, not all audience models are created the same and there are key factors to understand when evaluating health data segments. These factors include the source of the seed data, modeling attributes, understanding the seed to output ratio and many other factors. 

Contextual Targeting

  • There are no known regulations for using contextual targeting for a consumer audience. This is a popular approach in reaching a patient and caregiver audience in a compliant manner. 

Geo-targeting

  • For both sensitive and non-sensitive conditions, geo-targeting a consumer audience is not compliant. According to the NAI, unless the user’s opt-in consent is given to target by precise location data (like an HCP’s office), this falls outside of best practice.  
  • While precise location data requires opt-in, other forms of targeting that can reach a patient audience using geographic data. This data needs to be further vetted to ensure it’s not precise location data. 

Retargeting  

  • According to the 2020 code, retargeting is a form of Tailored Advertising. Sensitive health segments, require opt-in consent in order to retarget a consumer audience. 
  • Even for non-sensitive health segments, Coegi recommends having a conversation with the brand team to gain alignment prior to execution.

Healthcare Provider Targeting

Because you’re targeting by profession, there are fewer restrictions for HCPs. ID-based targeting allows pharmaceutical brands to reach HCPs with a compliant audience-first approach.

Various forms of audience targeting for HCPs can include: 

  • Dx Targeting – ICD-10 code for specific diagnosis 
  • Rx Targeting – prescription code for specific drugs  
  • Specialty Targeting – target HCPs by specific medical specialty
  • List Match Targeting – target HCPs by specific NPI number

Depending on a particular client’s goals, Coegi will provide a recommended targeting strategy to reach a HCP audience 

Even with less restrictions, we recommends investigating and understanding the source of the data segments associated with NPIs. We have a conversation with the brand team to gain alignment on certain targeting efforts, especially retargeting.

Interested in learning more about pharmaceutical targeting marketing best practices? View our white paper to learn more on targeting patients and providers with best-in-class digital tactics.

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