how publishers clearing house leverages their first party data to acquire, re-engage and to optimize...
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How Publishers Clearing House Leverages First Party Datato Acquire, Engage and Optimize
Jason ZellerDirector Digital Marketing and Acquisition
Do People Really Win?
Do you sit near Ed McMahon?
When are you coming to MY house? LOL… Hehe
#ConvCon
With over $327 million in prizes awarded to date and a prize won every 10 minutes, our members play thousands of casual games daily for chances to win prizes!
Take a look at some of our WINNERS!
#ConvCon
How do we make money??
Publishers Clearing House has been a top direct marketer and trusted household brand for over 55 years.
PCH members buy products & services via online and offline channels.
PCH members are highly engaged on our Web, Mobile Web, and App games and properties
#ConvCon
#ConvCon
New Customer Acquisition and Customer Re-engagment
1. New Customer Acquisitiono Predict LTV of customers acquired by media sourceo Lookalike Modeling of high value segments
2. Remarketingo Identify which high value PCH customers to remarket to and what to promote
3. Digital and Cross Channel Attributiono Optimize media spend across digital media channels even linear TV networks
Today’s Agenda
New Customer Acquisition
Classic Acquisition Marketing 2000-2015
2005-2008 Acquisition Marketing:•Shotgun Approacho Testing Multiple sources and see which performs
2008-2014 Acquisition Marketing:•3rd party syndicated data segments on Ad Networks.
Ex:o Demographic targetingo Interested in Sweepstakes
In 2017, PCH’s Greatest Asset: It’s Data!
We are Extremely Data DrivenALL decisions and strategies are driven by what the data says
How much to pay per New Customer Conversion?
???
???
???
$.64$.75
$5.68
LTV Model
Real-Time Lifetime Value Model
Real-Time Lifetime Value Model
Data Inputs•Form Data and Previous Payment History•Site Engagement•Email Domain•Source of Acquisition•Seasonality
Artificial Intelligence•Monitors recent trends to optimize model•Learns new sources and audiences
Source Evaluation by LTV
$5.00
$6.85
$6.25
• We also use our 1st party data to find Lookalike audienceso What are Lookalikes?
• How are we finding Lookalikes:o Facebook and Google can find audiences on their
platforms that Look Like our best customers
o Our data partners can build models that identify Lookalikes within their own Data Repositories
a) Merkleb) Alliant
Lookalike Segmentation
Lookalike Segment Evaluation by LTV
$7.00
$9.85
$8.25
Remarketing and Re-Engagement
Data Segmentation for Re-Enagement and Remarketing
Why do we segment our audiences?1. Customized Creative
o Identifying segments that might respond better to customized creative will improve CTR and/or Conversion Rate
CPA is 32% lower vs. controlCPA is 18% lower vs. control
Data Segmentation for Re-Enagement
Why do we segment our audiences?
1. Customized Creativeo Identifying segments that might respond better to customized creative will
improve CTR and/or Conversion Rate
2. If there are high LTV data sets within a segmento Identifying LTV variations within data sets allow opportunities for greater scale
Data Segmentation for Re-Enagement
Facebook Acquisition – January 2016Segment LTV CPA Volume
PCH Buyers $6.00 $5.00 35,000
Segment LTV CPA VolumeVIP Buyers $13.00 $10.80 10,500
Offline Only Buyers $18.00 $7.50 8,000PCH Buyers $5.95 $4.96 33,200
Total $8.95 $6.54 51,700
Facebook Acquisition – January 2017
Data Segmentation for Re-Enagement
Why do we segment our audiences?
1. Customized Creativeo Identifying segments that might respond better to customized creative will
improve CTR and/or Conversion Rate
2. If there are high LTV data sets within a segmento Identifying LTV variations within data sets allow opportunities for greater scale
3. Cross Promote other Properties
Online Merchandise Buyers = 894k
Multi-Channel Buyers= 242k
Offline Merchandise Buyers= 2.4MM
3X
Cross Channel Marketing
Digital Targeting• We are currently using Liveramp and Merkle to
identify any offline buyer who hasn’t engaged online yet
• However online Match rates are low so scale will be minimalo 2017 Estimates – 2,000-5,000 conversions
Postcard Strategy• Drive offline customers online via a postcard
Offline Targeting
Case Study with Dish• Targeting 6MM Offline Customers on Dish Network via Axciom Data• 10% hold-out group will determine lift• Dish and Axciom will work to match TV viewing data against conversion data
Addressable TV
Digital and Cross-Channel Attribution
Last Click Attribution Model
Ad Served Ad Clicked Ad Served Conversion
100%
Event
Publisher
Attribution Credit 0%0%0% 10,000000Conversion
Credit
ROI via Last Click Attribution Model
Ad Served Ad Clicked Ad Served Conversion
25%
Event
Publisher
Attribution Credit 50%0%25%
Data Driven Attribution Model
This scenario is observed and recorded 1,000s of times
2,5005,00002,500Conversion Credit
ROI via Data Driven Attribution Model
ROI via Data Driven Attribution Model
Cross Channel Attribution
Multi-Touch AttributionDigital alone is easyo Digital channels leave a footprint at the user level that maps to online conversions. o Most Brands today can follow a user across screens thanks to Authoritative Identity
and device mapping. Ex:• Server to Server Conversion tracking• Conversion Pixel
What about TV?• Channels like TV and radio on the other hand aren’t as easily mapped• Multi-Touch Attribution partners are needed to make that connection between TV and
a Conversion or Purchase o And then model out fractional attribution credit across channels so you can
optimize
• What is my baseline and the true incremental impact of TV?
• How does TV influence other channels in my media mix?
• How effective is TV at driving business impact?
Cross Channel Attribution
Cross Channel Attribution
Spend = $40MMROAS = 16%
Incremental Lift From TV = 20%
CPA decreased $.47
Incremental Lift From TV = 32%
CPA decreased $.58
MTA Solutions• Differences in inserting a TV spot view in the path to conversion
o Time Serieso Deterministic Mapping of TV view to Online and Offline ID
• Differences in Modelso Some MTA solution has a “secret sauce” that is the best model out there!o Some use IAB definitions of Attribution or allow you to weight accordinglyo Any model is better than last click
• Differences in Costs and Serviceo Flexible modeling and platformo Size of the account service teamo Costs for the serviceo Any solution is better than last click!
Questions?
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