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Friday, June 19, 2009
In the beginning, there was the CPM - that enduring measurement of how many thousands of people were exposed to an advertisement as a benchmark for gauging its value. But with the rise of online advertising, CPM impression measurements began to compete with metrics such as Cost Per Click, the number of people who actually used a link on an ad to visit an advertiser's Web site. Here at last was a metric that proved that online advertising really worked - even though relatively few people actually clicked on these ads.

CPMs were great for advertisers, in that they could be assured that their money spent on ads had a measurable result that they could use to negotiate ad rates that corresponded with revenues in some meaningful way. CPMs still figured in to ad budgets, but it was hard to gauge the real effect of online ad impressions compared to leadgen-like CPC results (cut to frowns on faces of ad agency teams everywhere).

Enter the Online Publishers Association, which has released a new research study conducted by comScore of how consumers respond to online display advertising from 80 major brand campaigns running on 200 major media sites. The study measured the behavior of consumers after having been exposed to online display ads when searching for a brand trademark, traffic improvements on their Web sites and the amount of ecommerce. An OPA slide deck available at Silicon Valley Insider depcits some of the key stats from this study.

The results of the study are quite rosy: about 18 percent of the surveyed consumers searched on the advertised brand within a month period, 29 percent visited the Web sites for those brands, they spent 55 percent more time on pages at that site, clicked on 51 percent more pages and spent more on ecommerce options when available. The overall ecommerce increase was about 7 percent, spanning sectors such as autos and finance as well as others, but when looking at consumer packaged goods the uptick in ecommerce attributed to display ads was 14 percent, with consumer electronics increasing 22 percent (Cue broad smiles at ad agencies everywhere).

Clearly this is good news for media companies looking to transition from print revenues gained from impression-based brand advertising to online markets, as well as for advertisers (and, of course, for comScore, which can sell more research of this kind). Advertising benefits from "hang time" with eyeballs, not always correlating to those nifty eye-movement-scanning human factors tests which imply that nobody's paying attention to ads. The peripheral vision of humans picks up and processes far more than we may imagine, it would seem. The problem, though, is that it's not only ads in major media outlets that are claiming a benefit from this effect - and the comScore research is not the only game in town.

It turns out that Google has also been looking at the value of ad impressions relating to its own content and advertising. As related in B-to-B Online by Sam Sebastian, director of local and B2B markets at Google, a study for General Electric conducted by Enquiro, a B2B search engine marketing firm, revealed that contextual text-based ads appearing in search results also had a positive effect on brand recall. In other words, there is more than one way to skin the brand cat - and many outlets for advertisers to consider.

Moreover, as Google's own research indicated, 64 percent of C-level executives from Forbes 500 companies surveyed in their own research were using search at least six times a day themselves to locate business information. So not only is the potential for commerce to be gained from ad impressions not the exclusive domain of traditional media outlets, but it appears that many of the prime decision-makers with budgets are turning to search engines first oftentimes to get the impressions of products and services that they need. The presumption that print is a medium for the elites that many brands seek out as opinion-makers is still valid, but breaking down rapidly.

While the Google and Enquiro research doesn't refute the comScore study, it's a reminder that there are many contexts that advertisers need to think about how to convey brand value - including social media outlets and other venues beyond search engines and publishers' portals. All of this research seems to point out that advertising for brand value still matters in online outlets, even though its payback is challenged by new methodologies. Social media in particular offers a very high ratio on payback in brand investment, even though it does not provide in many instances the mass-scale impact that traditional advertising campaigns deliver.

One interesting example of the power of social media for brand marketers told by David Binkowski, Director of Word of Mouth Marketing at MS&L Worldwide, at a recent meeting of the Social Media Club in New York City, underscored the point that return on investment can still be very different in online venues even when brand impressions count. Binkowski relayed how the manufacturers of the heartburn medication Prilosec had spent big on an advertising campaign to give away tickets for a Super Bowl game one year, but then tried using social media and other Web outlets the next year for their ticket giveaway, spending about one tenth as much in the process. Interestingly, the net results from these two campaigns were about the same. So while everyone can feel good about impression-based advertising working in both traditional and new online outlets, advertising alone is no longer the only game in town for contextualizing brands online.

The good news in all of this, though, is that brands can survive and thrive online when they are using the right tools and putting down their chips appropriately. Traditional media is certainly a big part of that mix, but it's not the only game in town any more. A good page of search results that solves a very focused problem for someone can be a valuable opportunity for a brand to claim some space as a part of that solution. This has to temper enthusiasm for the OPA study somewhat as a tool to increase CPMs based on the value of impressions, but the ability of services such as comScore to quantify ROI on impression-based online advertising may help to give ad agencies a boost in their efforts to benefit more broadly from the switch to digital outlets for marketing.

The ROI value of social media as a tool for brand building is powerful in theory, but the metrics on its performance are still a work in progress and not yet accepted widely in marketing circles. This can be expected to change fairly rapidly, as underscored by a presentation by Josh Chasin, Chief Research Officer for comScore, at that same Social Media Club meeting. With services such as comScore beginning to put the finger on the pulse of cross-platform consumer behavior, marketers are entering a period in which the mysteries of unlocking ROI from online promotions and advertising are unfolding rapidly. Any way you look at it, there's a lot more "stickiness" for brands online than we may have thought previously - and a lot more reasons for marketers to push the limits of what can be done with brand marketing in online environments that much harder.

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By John Blossom - posted at 10:41 AM
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Thursday, October 11, 2007
With much ballyhoo Microsoft unveiled its new HealthVault beta portal recently, a big push by the Microsoft to get a leg up on Google's position as a source for health information. The HealthVault portal itself could hardly be called a portal: it's a landing page that invites you to use a special version of Microsoft's Live Search, set up a portfolio of private health information that can be shared with trusted sources and a link to software that can enable one to download information from health monitoring devices into your HealthVault data. Once you've selected any of these options there's no navigating back to the main portal page. So what you get right now is more of a showcase for potential partners than an online presence that's going to attract an audience.

The Live Search tuned up for HealthVault has a number of useful features, many of which have been used for a long time already in Google's health-oriented searches and in Amazon's A9 search portal. The latter similarities are no coincidence, given Amazon's decision a while back to dump Google as a search partner in favor of Microsoft and the highlighting of Amazon's content in the HealthVault portal. Search results are pretty good in HealthVault, with some being downright rich in content and others being merely comparable to Google search results. Put in a broad terms such as "Autism" and HealthVault Live Search returns a column labeled "Articles" with Wikipedia content - kind of a mini-Answers.com - a column of Web search results and a column of sponsored content from Amazon with contextual ads beneath it. Atop this is a category-based navigation similar to Google's Co-Op feature.

Something a bit more off the beaten track like "pancreatic cancer ductal tumors"
ditches the Wikipedia articles and draws in more scholarly content in search results than one would find in Google, which tends to segregate scholarly resources off in its Google Scholar search. That may or may not be a good thing depending on who is using this feature, but if you're trying to dig deeper into a health issue you definitely have some contrasts between Google and Microsoft to consider. There are also some interesting differences when you try a term that may not be thought of immediately as a health resource, such as "cinnamon," which is now being used as a resource for blood sugar and cholesterol management. In Google there is no health-oriented Co-Op category information available for this search whereas HealthVault provides a very useful taxonomy. However, again HealthVault comes out a little heavy on the hardcore health information and a little light on more consumer-accessible informaiton.

If you see an article that interests you in search results you can bookmark it into your HealthVault secure account information via the "Add to Scrapbook" feature, but in doing so you'll have to pass through a login screen and some other screens that were just plain frightening - I had no idea what would happen if I said "yes" to the questions asked, but went along anyway - just to get a bookmark into my HealthVault account. I'll allow that this is a Beta product and that such oddities are likely to be worked out in time, but it's one of those typical instances of Microsoft features that sound great on paper and wind up never working the way that you hoped that they would.

The HealthVault Account feature allows a member to use their HealthVault information in association with a number of health screening services and online medical records services, presumably to make it easier for people to give you proper medical care and advice. This is obviously the big corporate hook for HealthVault, with doubtless the hope that major HealthCare providers would default to HealthVault as a common provider of this type of service and enable them in time to deliver streamlined services and benefits based on HealthVault as a common interface. That may very well be, but right out of the box don't expect too many consumers to be jumping head over heels for this service. The non-friendly home page for HealthVault says in essence to the consumer "Hi, we're Microsoft, give us all of your health history details and we'll make it easy for corporations to look at them." Thanks, but I think that we've been there already with Microsoft Wallet, an earlier stab by Microsoft to become the universal online payment service for ecommerce. You'd think that they'd learn from that experience that it helps to look at things from the consumer's perspective first.

One of the more promising features of the beta HealthVault is the HealthVault Connection Center, which highlights software that makes it easy for people using health monitoring equipment to collect data from these devices in HealthVault and to make it available to physicians who can scan that information as needed. This plays into Microsoft's strengths as a provider of gizmo interfaces and offers some potential long-term benefits for wellness monitoring services. But even here it's early days for the beta product: the HealthVault Connection Center at this point is just a set of links to Microsoft's device driver and software download pages on the main Microsoft Site. There's no integration to speak of.

Microsoft has carved out an ambitious vision for HealthVault, tying in personal, Web and device-driven content into a framework that may make it easier for health care professionals to provide services to patients and wellness enthusiasts. In the still-sketchy outlines of this product you can see how Microsoft sees a huge opportunity to become a master repository for health information that could make it a power player in the health care industry as a result. With the far more competitive and commoditized media marketplace looking less and less like a winner for Microsoft this leveraging of its strengths in both the consumer marketplace and the corporate marketplace may be a great way for Microsoft to firm up its established but threatened footholds in both markets.

But clearly this ambitious vision has a long way to go. The Live Seach results are very well designed and promising, but they are not so clearly superior to Google's existing health care offerings that it is likely to create an immediate stampede to Live's view of health information. The corporate feel of the site and the utter lack of deftness in making people feel that there's something in it for them to provide highly sensitive personal information puts a damper on the potentially strong value-add features that could be built off of it. The device integration is a nice concept, but there's a long way to go before we see dashboards built off of this information that will be useful to both consumers and health professionals. There was enough goodness in all of this to get at least one news cycle of positive spin, but there's a long road ahead to make this a viable hit for Microsoft.

Still, it's more than its major competitors have done lately to offer a vision of how personal, Web, scholarly and device-driven medical content can come together to improve health care for both consumers and professionals. Microsoft would claim that the've stolen the march from Google with this initiative, and from a vision standpoint they may have a reason to crow a bit. But from an execution standpoint it's a clumsy enough start with typical Microsoft over-hyping of fairly modest features and partner relationships that potential heavyweight content partners are not going to get bowled over immediately as they have been in days past. This may buy Google and others time to come up with their own approaches that may have a more consumer-friendly appeal that will be essential for the long-term success of any such initiative. In the meantime HealthVault's visionary offering gives both content producers and medical professionals a lot to think about in how they plan to make better use of the Web to improve their services to consumers.

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By John Blossom - posted at 12:59 PM
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Wednesday, July 11, 2007
After yesterday's Neilsen/NetRatings decision to drop page views from their site rankings two studies remind us that online marketing is a very complex process in which search engines and social media play a key role. A take on Facebook's rise in the ratings, why WikiYou is probably another feature searching for a marketplace and Fair Use Day is celebrated at BoingBoing.

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By John Blossom - posted at 4:52 PM
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