Creating Strategic Opportunities with Connected Television Advertising

Connected TV has officially met the reach of broadcast television. Streaming and connected TV devices exploded in 2020 as more consumers stayed home and cut the cord. As of 2021, there were just shy of 214 million connected television users, and that number is projected to increase to 230 million by 2025. In order to get full reach, brands cannot rest on just linear television buys alone – they must also lean into connected television.

In tandem with the upcoming deprecation of the third-party cookie, there is a substantial opportunity for marketers to better reach consumers through this premium medium. However, it is critical to approach connected TV strategically, to connect with your broader business goals in order to achieve the best return on your investment. 

Here are some connected TV strategic recommendations that Coegi leans on to create optimal user experiences for our brands:

Balance Audience and Contextual Targeting

The best thing about connected television compared to traditional television is that marketers are able to offer more customized targeting approaches beyond generic demographics and gross rating points. Instead, we are able to take it several steps further by having targeted reach and frequency in an environment where consumers tend to watch 90%+ of the video ad to completion. When analyzing how to reap the most success from targeting, it is important to balance both audience and contextual targeting. Audience targeting offers a lot of benefits in drilling down to behaviors, interests, purchase history, among other characteristics. However, because televisions and the relevant devices are most often shared across entire households, you cannot always be sure that the person who you are trying to reach is always the one in front of the screen. Furthermore, as third-party cookies become a thing of the past, pixel and cookie-based, probabilistic audiences will lose their potency and fade away from marketing tactics.

Knowing this contextual targeting on connected TV is going to become increasingly valuable. While programmatically bought connected TV ad placements aren’t able to target down to the program level, we are able to achieve scale by targeting specific networks, content genre categories and major live events (i.e. the Superbowl, the Oscars, etc.). Knowing your brand and how your preferred audiences index against specific television content is likely to become essential as you look toward the future of connected TV strategies. While these types of premium placements are often more expensive with CPMs often ranging between $40-50, it is critical to communicate the value of having brands’ content run alongside highly recognizable content, elevating the trustworthiness for newer brands and energizing excitement around existing brands. 

Take Advantage of Automatic Content Recognition (ACR)

Linear television continues to be a successful medium for many brands due to the cost efficiencies associated with the buy. However, they are certainly not reaching 100% of their target audience through this channel. In order to have greater reach, utilize linear extension through connected TV to reach other consumers in your target market who have not been exposed to your ad through linear television. Another option is to reinforce reach and frequency by retargeting those who were previously exposed on linear television on a connected tv device. 

Furthermore, ACR offers a great opportunity to have a new way to competitive conquest. You can serve connected TV ads to consumers who have watched your competitors’ commercials, giving an opportunity to gain greater awareness against a broader audience and potentially gain some untapped market share.

Understand Where the Greatest Areas of Opportunity Exist – Omni-Channel

 As with any omni-channel marketing strategy, it is important to consider how your target market tends to engage with media and where they tend to spend the majority of their time. Currently, the greatest volume of users fall between ages 25-44. However, due to the brand safety associated with the channel, it is possible for marketers to safely reach younger audiences as well. Beyond this, there is a word of mouth element to connected TV. Inmar Intelligence reports that Unruly found that “compared to linear TV viewers, ad-supported CTV users are 71% more likely to tell a friend about a brand, 53% more likely to search for a brand and 52% more likely to buy a product…”

Furthermore, this can be done effectively by taking more of an omni-channel approach to the CTV world and following the consumer wherever they are watching television.

Some marketers have become concerned by the fragmentation of connected TV – there are now so many streaming services that it feels challenging to unify the experience. In the interim, consider having a presence beyond the Hulu’s of the world and also tap into the connected TV walled gardens of Amazon Prime and YouTube TV to extend reach, have more of a holistic approach to the opportunity across the consumer base, and unify measurement accordingly. While these are our recommendations today, we are also aware that digital media and trends are changing at a rapid pace. Chief Strategy Officer at LiveRamp, Jay Prasad, recently said in a recent webinar: “Yesterday’s strategies weren’t built for today’s media.”

Measure Performance – Weighing Environment and Reach

Ads on streaming platforms tend to have really strong video completion rates, typically exceeding 90% but often reaching closer 97-99%. This makes the placement very valuable for brands who understand the power of storytelling. But how do brands evaluate success? Unique reach is certainly one metric to consider – how do I get my message in front of a lot of people and achieve broader awareness goals? However, it is important to also consider what placements are going to elevate your brand’s position. Some networks and programming opportunities are more costly than others, but also have powerful engagement (supplementing your local TV buy on the night of the Oscars with a presence on streaming devices watching). Overall, connected TV adds value through brands’ ability to evaluate performance against qualified audiences, reducing waste and allowing opportunities for optimization. It’s not just about reach and frequency on connected tv – it’s about targeted reach and frequency, placing dollars where there is minimal waste and greatest opportunity. 

Furthermore, for brands who really want to go the extra mile, advanced measurement tactics such as brand lift and foot traffic studies can be layered on to gain additional learnings beyond media metrics.

The biggest takeaway?

Connected television is relevant and pertinent to every brand across every industry – its power cannot be underestimated. That being said, it is important to remain agile in your approach to connected TV and be prepared to shift strategies in order to stay ahead of the curve and improve performance results.

What ‘The Coegi Way’ Means to Me

What is ‘The Coegi Way’?

At Coegi, the workplace culture is defined by a set of shared values, also known as ‘The Coegi Way’. ‘The Coegi Way’ emphasizes four core principles that are standard to the everyday practice of attitude, approach, service and culture.

The attitude at Coegi is “hard work beats talent when talent does not work hard.” This means that employees have enthusiastic determination, engage in responsible communication, hold a desire to be the best, and take pride in their workmanship.

The approach at Coegi is “the difference between something good and something great is attention to detail.” Employees drive this approach by having a strong attention to detail, implementing data into projects, delivering beyond client’s expectations, and celebrating achievements.

The service at Coegi is “nobody raves about average.” At Coegi, employees strive to go above and beyond by being transparent with clients, providing quality insights to campaign performance, and optimizing results based on performance, while working collaboratively towards client goals.

The culture at Coegi is “excellence is not a skill, it’s an attitude.” Employees at Coegi carry out this expectation by respecting peers, enjoying coming to work, giving back, and showing ambition

What ‘The Coegi Way’ means to me

‘The Coegi Way’ is more than just a set of principles in my work life. It aligns with my values and reminds me of my motivations and goals on a daily basis. I try to apply each of the core values to my work each day by turning associations of those values into specific work practices.

For the value of attitude, I always go into my work with a positive, learning mentality. To begin my day, I read industry news and take notes on trends I believe to be important or timely. I use these notes when doing additional research, or content writing. I uphold this enthusiastic attitude knowing that I am putting my best effort forward in my task load.

Because I am an analytical thinker, I can easily relate to the approach value because it emphasizes the importance of attention to detail. I am able to naturally identify key details in campaign reports and research articles. When working in programmatic, I would conduct daily reports on pacing to make sure that campaigns were spending appropriately and in a timely manner. Additionally, I would create insights for reports by portraying a story with the metrics I found. I did this by explaining the importance of the metrics and what could be changed in campaign strategy to better optimize budgets. The purpose of close attention to detail is to provide clients with the best possible outcomes towards their business objectives.

The value of service focuses on the quality of work produced. To ensure I am producing quality work, I collaborate with team members in my department to review and revise the content I produce. As a former programmatic specialist, I would consistently monitor and adjust campaigns based on current results. In reporting, I would give transparency to key metrics and their effect on the client’s business objective. Being a strong communicator is something that I have always strived for, to ensure clear feedback and collaboration in my work. ‘The Coegi Way’ has helped establish constant communication as an everyday practice in my work.

The Coegi culture value reminds me to consciously engage with team members daily. Whether I’m working online or in-person, I make an effort to communicate with my coworkers. I try to assist them where I can, or just chat with them about personal matters. I’ve always felt a strong connection with my colleagues, because I know employees at Coegi share the same values and want to help each other succeed. Part of engaging in this culture is giving back to one another, which I execute by reviewing the work of others, and creating content to share among employees. This is a key component to Coegi’s success as a collaborative and high growth workplace.

The Coegi Way is more than just a set of principles in my work life. It aligns with my values and reminds me of my motivations and goals on a daily basis.

How it influences my work and outlook at Coegi

My outlook on work has changed since starting at Coegi because of the values they have introduced into my work life. Being surrounded by people who share similar core beliefs and values in my workplace motivates me to be the best version of myself and continue to grow and learn within the industry. Not only do I feel confident in my work strategy and results, but I have a remarkable satisfaction for it as well. I go into work everyday feeling positive about what I am accomplishing and the people around me. I look forward to seeing my future growth at Coegi and in my professional life by carrying out the values of attitude, approach, service and culture.

How to Make Brand-Agency Relationships Last

Avoiding missteps that impact the bottomline.

Account Strategy Director, Danielle Wesolowski, discusses the mindset of agencies and the importance of putting client needs first through a strategy centered on togetherness and collaboration.

Brands, have you ever felt the frustration of receiving a media plan or creative from an agency that was completely different from what you had envisioned?

Agencies, have you ever hung up after a client call feeling completely blind-sided about the direction and expectations for your campaign?

Misalignment between brand and agency teams can quickly build into frustration. How can we avoid the missteps that build tension between agency and brand teams and minimize the resulting efficiency losses that impact both companies’ bottomline? The work must start within teams so you can then develop clear collaboration between brands and agencies to support strong marketing strategies and positive collaboration.

Coegi has an internal framework surrounding everything we do called the Coegi Way. There are four pillars: attitude, approach, service and culture. Looking through this lens, let’s explore how to build successful brand-agency relationships.

What ‘The Coegi Way’ means to me

‘The Coegi Way’ is more than just a set of principles in my work life. It aligns with my values and reminds me of my motivations and goals on a daily basis. I try to apply each of the core values to my work each day by turning associations of those values into specific work practices.

For the value of attitude, I always go into my work with a positive, learning mentality. To begin my day, I read industry news and take notes on trends I believe to be important or timely. I use these notes when doing additional research, or content writing. I uphold this enthusiastic attitude knowing that I am putting my best effort forward in my task load.

Because I am an analytical thinker, I can easily relate to the approach value because it emphasizes the importance of attention to detail. I am able to naturally identify key details in campaign reports and research articles. When working in programmatic, I would conduct daily reports on pacing to make sure that campaigns were spending appropriately and in a timely manner. Additionally, I would create insights for reports by portraying a story with the metrics I found. I did this by explaining the importance of the metrics and what could be changed in campaign strategy to better optimize budgets. The purpose of close attention to detail is to provide clients with the best possible outcomes towards their business objectives.

The value of service focuses on the quality of work produced. To ensure I am producing quality work, I collaborate with team members in my department to review and revise the content I produce. As a former programmatic specialist, I would consistently monitor and adjust campaigns based on current results. In reporting, I would give transparency to key metrics and their effect on the client’s business objective. Being a strong communicator is something that I have always strived for, to ensure clear feedback and collaboration in my work. ‘The Coegi Way’ has helped establish constant communication as an everyday practice in my work.

The Coegi culture value reminds me to consciously engage with team members daily. Whether I’m working online or in-person, I make an effort to communicate with my coworkers. I try to assist them where I can, or just chat with them about personal matters. I’ve always felt a strong connection with my colleagues, because I know employees at Coegi share the same values and want to help each other succeed. Part of engaging in this culture is giving back to one another, which I execute by reviewing the work of others, and creating content to share among employees. This is a key component to Coegi’s success as a collaborative and high growth workplace.

Approach: Empower and Align Teams

Approach your collaborative marketing strategy like a chess board: assess the field of play and then implement your strategy. Both brands and agencies must enable their teams to do great work. To enable means giving people the power to take action, but also giving strength and confidence.

While strong teams value individual contributors, they must work together cohesively as a unit to win. As an agency, each person on your team should be providing the same experience to the client no matter who they talk to. If a different answer is given depending on who you ask – the team needs to be realigned. The same goes for in-house marketing teams and executives. If the marketing manager or CMO approves a campaign and strategy, but the CEO enters the conversation at the last minute and vetoes key creatives or channels, this can cause major issues. Internal teams must be empowered to make decisions while understanding overall goals before they can effectively work with external partners.

Service: Understand the client’s needs

Agencies build lasting and trusting relationships with brands when they demonstrate a strong understanding of the client’s needs and provide tactical plans to act on those needs and deliver impactful solutions. The expectation we set for account team members at Coegi is, 

“An individual should be able to demonstrate a full understanding of their clients’ business needs and translate this knowledge into an actionable cadence of strategic and tactical plans leveraging the strengths of integrated digital communication channels to deliver consistent, differentiated and valued customer experiences.” 

This is crucial because 30% of marketing professionals surveyed believe not understanding their brand completely is the top barrier to successful brand-agency relationships, according to eMarketer.

We often take client requests and run with them, especially in performance media, where campaign activation is very both agile and ever-evolving. When possible, facilitate more discussions before the tactical phase to really understand client goals first and define the best way to reach those together. For example, when a client gives you a specific target audience, talk through the justification for focusing on that audience, explore other potential options, and ensure their plan is optimized to reach their goals and aligned with your capabilities as an agency.

Culture: Meet Clients Where They are Comfortable

Translate your culture as an agency or team to your client. Find similarities and ways to connect with brand teams to allow for both cultures to show and play off each other. Ensure you are opening the right communication channels to make your client comfortable whether it be group Zoom meetings, one on one phone calls, or short emails.

Keith Schwartz, CEO of Bounteous, quotes, “It’s really about forming a partnership where you can leverage the best of both organizations. Mature business leaders understand that having a partner that has knowledge capital about their industry and innovative trends creates a lot of value.”

MediaCause article issues a warning, “ if you don’t establish a partner relationship from the start, you’ll more than likely forever be treated as a vendor.”

Never underestimate the importance of relationship building to gain trust with your client and go beyond that vendor relationship to become a true partner. Give them space to talk candidly about problems, ideas, and goals. Provide honest feedback to each other. You can gain so much more from the client and understand their true needs if you create these open communication opportunities.

 

Never underestimate the importance of relationship building to gain trust with your client and go beyond that vendor relationship to become a true partner.

 

To sum everything up, my advice is simply this: slow down and start collaborating.

For additional thought starters, take a few minutes to think through these questions and create a game plan to improve your brand-agency relationships today.

1) Where do you find the biggest challenges in understanding client needs?

2) What are the biggest barriers to developing strong and trustworthy client relationships?

3) What would you like to do differently to enhance those relationships?

When Does Advanced Measurement Make Sense?

Here at Coegi, measurement is at the center of everything we do. We listen to our clients’ challenges, objectives, and aspirations to understand what success looks like and build a media measurement framework that can help us better understand how we are progressing toward achieving those goals. Sometimes this is as simple as defining KPIs and optimization points based on media metrics; however, there are some instances where media metrics alone won’t be able to answer the brand’s questions. In these instances, it may be necessary to consider other advanced measurement strategies. 

When Should You Consider Advanced Measurement?

If your client’s goals are not able to be answered by traditional media metrics, then it is important to consider advanced measurement opportunities. Some examples of these questions include:

  • Did my brand have an increase in unaided brand awareness?
  • Did my retail locations gain incremental visits from the campaign?
  • Has my brand had an increase in market share as a result of the media running?

In these situations, reporting back on metrics such as reach and frequency, cost per click, and video completion rate won’t offer the business intel the client is looking for. 

Are There Barriers to Entry with Advanced Measurement?

It’s important to consider campaign budgets when deciding whether advanced measurement studies are the best solution. Each measurement partner has a unique pricing structure that may at times be cost prohibitive. Additionally, some measurement partners require impression volume or retail location minimums in order to run the study and ensure feasibility or statistical significance. Advanced measurement studies also tend to take several weeks to get up and running, which may cause concerns when there is a timeliness factor to the campaign. It’s important to set expectations and plan early when advanced measurement is likely to come into play. Finally, it’s important to identify which channels you are wanting to analyze, and keep in mind that walled gardens like Facebook and Google will require different solutions than other programmatic DSPs that allow for cross-channel measurement.

What Kinds of Advanced Measurement Studies are Common?

When selecting advanced measurement studies, it is important to once again think back to the client’s desired business outcomes. For those who are looking to understand growth in higher level outcomes such as awareness and consideration, a brand lift study likely makes the most sense. When wanting to understand incremental store visitation for large scale retail brands, a foot traffic study can help reinforce directional success. If sales and understanding of growth to the company’s bottom line are critical, then a sales lift study will likely be identified as a solution. 

When strategizing media campaigns, it’s important to measure what matters to your client. In situations where front-facing media metrics aren’t enough, it’s important to weigh your options to understand your campaign impact on meaningful business outcomes.If you are interested in running a campaign with advanced measurement solutions, reach out to your partners at Coegi.

Why is an Audience-First Strategy Important?

Here at Coegi, measurement is at the center of everything we do. We listen to our clients’ challenges, objectives, and aspirations to understand what success looks like and build a media measurement framework that can help us better understand how we are progressing toward achieving those goals. Sometimes this is as simple as defining KPIs and optimization points based on media metrics; however, there are some instances where media metrics alone won’t be able to answer the brand’s questions. In these instances, it may be necessary to consider other advanced measurement strategies. 

What Does This Mean for Coegi?

At Coegi, we always believe in an audience-first approach. To best achieve our client’s objectives, we assemble the best strategies, tactics, and channels to deliver streamlined marketing to the target audience using our best-in-class technology stack.

We are consistently using AI, machine learning, and human intuition to delve into the data to identify which audiences are working, which channels are driving the best results and making optimizations to create media efficiencies for our clients in an ever-changing environment.

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