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Posts Tagged ‘Mobile

Six reasons internet measurement is rubbish

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The greatest fallacy in digital marketing is that the internet is the most measurable medium. It’s not. Yes, it’s the medium with the most data (absolutely phenomenal amounts), but making sense of that data to get a true picture of what consumers are actually doing (ie measuring it) is still far from an exact science.

Last week I journeyed into the heart of data geekery, spending two days at the biennial I-com conference in Lisbon, a conference dedicated solely to online measurement. I’d be lying if I pretended my brain didn’t hurt by the end of it. But several themes emerged over the course of the conference that deserve recognition outside this specialist world. For marketers (precious few of whom actually attended the conference), sorting this stuff out will be vital if they’re ever going to spend serious money online. And for publishers, this stuff is key to the way they will sell online performance.

1. Even the things you think you know, you don’t. One of the key problems with measuring online activity is that the data comes from machines, not humans. Linking up what we know from humans (ie panels) with the data deluge from the internet is tricky. The result is that we often assume the machine data tells us things it doesn’t.

Take unique users for example. Sounds like a pretty basic piece of information, and something most campaign metrics seem to look at these days. But as one speaker pointed out, measurement of unique users is usually based on cookies. Now people use multiple devices to access the web (mobile, home computer, work computer etc etc), and each has a different cookie. Also, they are increasingly using multiple browsers on single device, adding even more cookies. Some users, said the speaker, had around seven separate cookies. So what does that make a unique user?

2. Clicks are pointless. This isn’t new news, but that doesn’t stop click-through rates being used as a measure of campaign success. Yes they’re easy, but they mean absolutely nothing unless an ad is purely a direct-response piece. What’s more, click-through rates are declining fast; that means campaign measures based on clicks are looking at a diminishing audience. Also, there are, said one panellist at the conference, no correlations between click-through rates and other brand scores.

3. The last click tells you little. All the action is still around the last click – this particularly applies to search, where search engines make their money from people clicking on links. But much of the hard work in terms of taking people through the purchase funnel comes much earlier – and this bit is really hard to measure. Doron Wesley from Cheil/Samsung admitted at the conference that the brand had not even started to look at so-called ‘attribution’ – working out where and when a consumer interacted with a brand online and what the influences on purchase were. If a brand like Samsung can’t do this, not many others can either.

Search is an interesting one, because on the surface it is so measurable. But in truth it is still extremely difficult to measure search’s total impact. How do you measure ROPO (research online, purchase offline)? Or even the branding impact of search activity?

4. People can’t even agree what needs measuring. Many years ago, when I first started writing about online marketing, an agency boss told me that the medium needed reach and frequency measures like TV to get marketers interested. Imagine my surprise when I find the exact same argument is raging in 2010. In Lisbon it was the GRP system that holds such sway in the US that caused debate – does the internet need to adopt GRPs to be able to get marketers interested? There’s no consensus here – everyone knows the internet needs some sort of standard measurement currency, but nobody can agree on what that should be.

5. Increasingly the action is in social, but that’s even less measurable. Social media is increasingly used as a PR tool. Terms such as ‘engagement’ and ‘conversation’ abound. But what does that mean and how do you work it’s delivering.

The last couple of years have seen all sorts of buzz-tracking services launch, and some were at the conference. But they didn’t really have an answer when one delegate asked why, when he asked five different word-of-mouth measurement companies to track his Superbowl ad, he got five different responses. These services sell themselves as tracking tools, but actually they are hugely reliant on human input to categorise brand mentions on social media. They’re better than nothing, but they’re still flawed.

6. Don’t even start on mobile. The mobile expert that appeared on stage simply described mobile measurement as ‘icky’. Nuff said.

As Geoff Ramsey, CEO of eMarketer, put it:  “Right now, we’re in the dark ages.” And as one of the few clients at the conference told me, without a proper currency online that allows some sort of comparison between media, he cannot advise heavy spend in digital.

So next time you hear an agency lazily praise the measurability of online media, it’s time to ask a few hard questions.

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Written by davidtiltman

March 17, 2010 at 1:58 pm

The future of mobile? Look to India

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Mobile. I’ve lost count of the number of times I’ve been told how important mobile will be in Asia.

At conference after conference, the mobile vendors are there explaining why mobile is so important. Why internet penetration is being driven by mobile phone usage in markets like India, China, Vietnam and Indonesia. Why mobile offers the chance to target emerging consumers in geographically vast countries. Why these consumers are more receptive to mobile marketing than most others. And it all makes sense. But for a variety of reasons (lack of co-ordination, lack of metrics, all the usual stuff) nobody seems to be making big money out of it.

But there seems to be something stirring in India. There was a really interesting article in today’s FT about the Bollywood mogul Amitabh Bachchan and his new vlog. Every day ‘Big B’ will record an audio blog. Nothing unusual there, perhaps. But the way consumers will be able to access this blog is by dialling into it. So that’s a marketing channel and a means of monetising your audience all in one.

This isn’t the first time I’ve seen India going its own way in the mobile sphere. At last year’s Spikes Asia, I moderated a session on mobile at which Nokia’s Sandy Agarwal talked extensively about Nokia Life Tools, a mobile phone service launched in 2008 for rural customers in India and now being rolled out elsewhere. The features are pre-loaded onto an entry-level handset and work via text message (no point making it internet-based as its target consumers are out in the middle of nowhere). It gives users information such as weather updates and market prices. He made the point that there were huge opportunities for brands to get involved in these services (though I guess he would say that).

Why is there so much innovation around mobile in India? It is huge, obviously, and internet penetration has been much slower to gain ground than in China, meaning that the gap between mobile penetration (413m) and web penetration (33m) is vast (figures for early 2009 from the ADMA Yearbook). That means mobile is almost a standalone medium, rather than an adjunct to digital, and so is more likely to develop its own marketing ecosystem. At the same time, it’s now a market with enough scale to make money out of using some sort of micropayments model. That makes it a good testbed for these types of service. Then there’s good old-fashioned Indian entrepeneurialism – as the FT story makes clear:

The Tata Strategic Management Group, a consultancy, estimates that the number of what it classifies as middle-income households – those earning between Rs110,000 and Rs240,000 per year – in India will rise from 75m today to over 103m by 2015. This would make middle-income consumers the biggest group in Indian society for the first time in the country’s history.

Products, such as Mr Bachchan’s vlog, are aimed directly at this group. In a country where internet penetration remains low but mobile phone use is burgeoning – India now has 550m mobile phone users – the vlog unites India’s fascination with celebrity and its growing communications revolution.

Going back to the FT story, it’s interesting that it’s a celebrity taking this step rather than a brand. But marketers in India should certainly be watching out for the results of ‘Big B’s’ vlogging venture. Mobile in India may not have the bells and whistles of the iPhone-crazed markets in the West, but for anyone interested in connecting with emerging consumers it is probably far more relevant.

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Written by davidtiltman

March 1, 2010 at 6:32 pm

Facebook Mobile hits 100 million – thanks to Asia?

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Interesting news today out of Facebook, which has revealed its mobile user base has jumped to an astonishing 100 million. This marks huge growth – it was only in September that the company had 65 million users, and eight months before that (ie a year ago) it had just 20 million.

Unfortunately, the stats don’t break down where in the world these new users are, but I’d lay money on a good proportion of the extra 80 million mobile users it has added being in Asia. 2009 was a phenomenal year for FB in Southeast Asia. At the beginning of the year it trailed longtime leader Friendster in most markets there, by the end it was leading in most markets.

Facebook’s user base jumped 78 per cent across Asia between January to September, according to comScore data. See this chart (thanks to Turner’s Ben Grubbs, who presented this at a conference in Ho Chi Minh City in November; I’m interpreting the figures with a 000 at the end):

So Facebook added upward of 35 million users in Asia last year. Without even trying. The company doesn’t even have an office in Asia as far as I’m aware.

And in many of those markets what spurred Facebook ahead of Friendster was the strength of its mobile offer.

Smartphones have propelled Facebook Mobile in the West. Smartphone penetration is still pretty low (though growing) in Asia, but for many the mobile remains the first point of access to the internet. For a company as volume-focused as Facebook, a good mobile offer has been key to adding users in that part of the world.


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Written by davidtiltman

February 12, 2010 at 1:36 pm