Travel marketers are a lucky bunch. Not only are they marketing the best beaches, ski slopes and historic locales around the world, but their digital marketing data is incredibly rich. Less than 5 percent of Americans book with a travel agent, and whether it’s a one-night business trip or a month-long getaway, there simply aren’t many offline bookings (i.e. in person or via phone) for travel brands to track. Nearly every other industry is busy struggling to capture, reintegrate and make sense of offline data, but hoteliers, airlines and resorts are stewards of a buying journey that happens almost exclusively online.

This makes travel marketing sound pretty easy, but in fact, it’s potentially more difficult than any other industry as targeting is essential and the elements for personalization are endless. The product is the destination, and nothing helps an audience visualize themselves there quite like video. With sight, sound and motion, video has the power to connect with consumers in a way that display ads just can’t.

However, that doesn’t mean that just any video will do. If you are United Airlines flying to 186 different cities around the globe, you can’t use creative featuring Seattle’s space needle when your customer is considering a trip to Bangkok and still remain relevant. The same goes for hotel chains and destination resorts—spring breakers and families with young children require equally varied messaging.

This need to deliver highly personalized messages in an emotionally evocative way has led the travel industry into a new frontier of video marketing.

Personalizing the Travel Ad

Digital video technology now allows travel marketers to target, localize and personalize videos for different audiences, which is ideal for promoting travel bookings for specific audiences. And more marketers are starting to use video for sales objectives, as evidenced by Sequent Partners new research, Digital Video at the Inflection Point, which found that 87 percent of marketers had a positive, measurable ROI experience with digital video in the past year. Couple that with the fact that 66 percent of people are watching travel-related video content before taking a trip, and video becomes the ultimate advertising medium for travel and hospitality brands.

On the surface, booking sites are pretty utilitarian as they primarily focus on facts around booking a trip: when, where, cost, etc. But travel is an an emotionally-driven industry and, in the age of the experience economy, where stories outweigh possessions, personalized video that can combine booking call-to-actions with storytelling create the perfect combination for delivering outcomes.

DoubleTree by Hilton saw wild success with this approach. “The personal touch has always been a key part of DoubleTree’s brand personality,” reports Google, in a deep dive into DoubleTree’s digital video efforts. The hospitality that greets new guests when they receive a freshly baked cookie at check-in, translates to their digital footprint as well.

The DoubleTree team created DTours, a series of campaigns around a YouTube channel full of user-generated videos. DTours invited travelers to share their story, get inspired by others’ ideas and build their ideal trip. In the process, this data was captured through browser cookies that then showed visitors increasingly personalized travel video marketing recommendations on other sites and ended in a booking call to action.

“It really serves as a bridge between our social network and our growing booking engine on,” said John Greenleaf, global head of DoubleTree. The DTours campaign has netted the company nearly 5 million views and counting.

Where travel brands use to leverage display ads for their targeting and personalization, they’re now turning to digital video. Caesars hotel brands in Las Vegas recently executed a targeted, personalized video campaign for each of their properties, such as Caesar’s, Paris and Planet Hollywood (among others). The campaign theme was to “extend your summer” with a trip to Las Vegas. The ads each had the same content to start, showing the city’s most popular highlights, and then halfway through, they switch to hotel-specific information, photos and videos based on the consumer most connected to the specific hotel brand.

Both examples show how travel brands are using video features to create ads that are personalized to their brand and their target consumers across markets.

New Frontiers for Travel Video Marketing

As a medium, digital video provides opportunities beyond just standard online video ads. There are cutting-edge platforms and methods of delivery that present new and interesting ways for marketers to connect with potential travelers.

Addressable TV

Vacations are typically household decisions, but as a travel marketer, you typically only have data to reach the person who did the research and not the entire household. Addressable TV is an emerging platform that allows you to target entire specific households with personalized video messaging. As an example, let’s say that a mother researches Disney cruises on her mobile device or desktop for a potential family vacation. Later that night as the family watches TV, a relevant ad for the cruise and destination in question plays. It’s no coincidence: This ad was targeted based on the past search from someone in that household, sparking a family conversation that leads to a decision on that specific package. In this way, extending seamlessly from online video into the living room, can help travel marketers capture increased bookings.

Hilton Hotels has an active Instagram presence that combines photos and videos of the many places you can travel and stay at one of their properties.


Another excellent, targeted platform for personalized video engagement is Instagram. According to an eMarketer report, consumers are increasingly sharing travel brands’ content on the photo-centric social platform, and it ranks as the second-most shared platform behind Facebook. It’s also growing much more quickly than other networks, at 15.1 percent last year compared to the industry standard 3.1 percent, which is laudable given that it already boasts 1 billion users. Much of Instagram’s appeal for travel marketers lies in the fact that it’s a primarily visual platform. Users flock here seeking stunning images, videos, and a sense of “awe” which are precisely the emotional elements that travel marketers are hoping to convey. As a discovery tool, it presents fantastic opportunities for travel brands to engage with their consumers through video.

Final Thoughts

Personalized video advertising lies at the confluence of consumers’ twin desires for deeper personalization and emotional connection to the experiences that travel offers. As marketers continue to leverage new technology to deliver on these expectations, travel video marketing will become an increasingly important player in any travel and hospitality marketing strategy.

See how video drove 6X ROAS for a leading travel brand.

Sports and marketing go hand-hand.

Each have a long, storied history, often intertwined through the biggest sporting events of the year, including the World Series. When it comes to America’s pastime, we could learn a lot about the future of marketing through the lens of—what is now—a historic Wednesday night that bled into Thursday morning. Forty million people watched game 7 of the Cubs vs. Indians World Series on Fox—the highest ratings of any baseball game in the past 25 years and roughly 33 percent more viewers than this year’s Sunday night audience for the NBA finals, which was the most-watched since 1998.

As a Chicago resident and lifelong Cubs fan, seeing the Cubs take home the World Series title for the first time since 1908 is the highlight of my Chicago sports fandom experience. It’s better than the ‘85 Chicago Bears, six Bulls championships and three modern-era Blackhawks Stanley Cups—combined—because this win is the culmination of hundreds of games I watched on TV, cheered for at Wrigley Field and played as a kid trying to emulate the Chicago greats like Rick Sutcliffe and Ryne Sandberg.

I’m a Cubs fan, but I’m also a marketer. The dream and drama of a Cubs World Series victory is a microcosm that highlights the ills and future of marketing. With a 30-second commercial reportedly costing $500,000 for game 7, the advertising stakes were high.

What can marketers learn from this year’s World Series? Here are three marketing observations drawn directly from the Cubs’ win.

Traditional TV advertising will go the way of newspaper classifieds, Vine and the Ivy at Wrigley Field

What’s worse than sitting through a stream of TV advertising during 4-hour live TV events? If I had to choose between eating 20 hot dogs in 20 minutes (Chicago style, of course) and sitting through 4 hours of commercials, I might choose the hot dogs because at the very least, it’s less time and a solid source of protein. (As a sidenote, this year’s Nathan’s Hot Dog Eating Contest where Joey “Jaws” Chestnut ate 70 hotdogs in 10 minutes was streamed on live.)

Across seven World Series games, fans had to sit through endless ads that ranged from Fox’s promotion of Skip Bayless’ abysmal Undisputed show to a litany of pharmaceutical ads promoting drugs for everything from sexual dysfunction to COPD. There is no way these ads were relevant to even a good portion of the 40 million viewers, which shines a light on the inefficiencies and waste of linear TV advertising.  


World Series viewers took to Twitter to express their disappointment in the types of advertising being shown during the game.

If we can make self-driving cars and put a man on the moon, why can’t we make TV advertising more relevant for specific audiences? The World Series, yet again, highlighted why Netflix, Amazon Prime and Apple TV have seen immense growth. Traditional TV is still holding on to an outdated advertising model. It made me yearn for a fast-forward button, but we were stuck in an advertising jail, being fed a steady stream of cold mashed potatoes and frozen peas—or 70 hot dogs.

Snapchat shines as the new live social video leader

A few short years ago the leader of live events, uprisings and news went to Twitter, but with user slow-down and more attention on Trump tirades and “events” like Weinergate, Snapchat has thrived with its Live Stories feed for events currently happening and specific locations. The platform has emerged as a social media leader in its ability to string together various points of view (all user-generated content) and tell a compelling story through photos and video in a better and more authentic way than news outlets ever could. As a Cubs fan not in Chicago at the time of the World Series win, I could watch the many snaps from everyone in Chicago celebrating in the aftermath through the ‘Stories’ feed.


Although the main Snapchat audience skews young, more than 50 percent of its users are over the age of 25. Major media players like ESPN and the Wall Street Journal are taking note and delivering content that supplements the raw, spur-of-the-moment-driven photos and videos that the platform is known for.

Where Facebook focus continues to cultivate a “look at me” feel, Snapchat stories shift the focus from “me” to ‘we” where the collective story—in this case, a team of stories about the World Series and the Cubs win—trumps the focus on the individual. If you haven’t downloaded Snapchat and checked out the stories feature, you’re missing out.

Any brand can reinvent themselves

The Cubs have been the embodiment of the lovable losers, while endearing and historical, it has become a losing identity they couldn’t seem to shake for a hundred years. Along the way, that identity began to take a life of its own, taking on the Billy Goat Curse, Harry Caray’s persona and the Steve Bartman incident (yes, it has its own Wikipedia page). All of these things shape the persona of the Cubs.

Even Wrigley Field has its own persona. Coined the “Friendly Confines” whether that is through typical Midwestern pleasantries or that opposing teams never had much to fear at the stadium, it was a part of the Cubs’ losing mentality in that it didn’t convey a killer instinct. It was a friendly place for spectators and opponents, contributing to the “lovable loser” persona.  


Then, in 2011, Theo Epstein joined the Cubs as the president of baseball operations after breaking the Boston Red Sox’ losing curse. He had a plan, rebuilt the personnel from the front office to the feeder teams and shifted the attitude of the entire organization from the ground up. Joe Maddon was hired as the team manager, bringing the Cubs through an impressive run to the National League championship series in 2015 but ultimately losing.

On day one of the 2016 season, he challenged the team to “embrace the target” and shake free of the lovable mentality and take on the leadership persona. He told a mixed team of veterans and youngsters to drop the “lovable losers” moniker and become a team of champions. Charting the course allowed them to believe in themselves and rebuild their brand along the way.  

What does all this say about the future of marketing?

More relevant TV advertising can’t come soon enough. I’m fine with ads, but the content and messaging should be relevant to individual viewers, which is possible with addressable TV advertising. Broad reach with only one creative execution is an outdated model; personalization and a more concerted effort on creative will be even more important for engaging digital markets.

Brands can and should push the envelope with emerging channels. New video-first social platforms like Snapchat are changing the boundaries of access and information in a way we haven’t seen since the prominence of Twitter, and it will be interesting to see where it lands.

Most importantly, if the biggest losers in baseball can win the World Series, any brand can reinvent themselves.

Until very recently, TV advertising was the brand marketer’s domain. They used the mass-market medium to introduce a brand to the widest possible audience, and then measured the impact by the campaign’s gross-rating point (GRP). Splashy brand-awareness campaigns debuted on national TV and weren’t meant to achieve tactical goals, such as driving foot traffic to a particular store or encouraging wireless customers to upgrade their services.

TV is one of the most expensive branding and engagement tools, and marketers use brand-recall surveys, which take an entire business quarter to complete, to measure effectiveness.

Now we live in a world of ad optimization and digital data, which means branding is no longer the bright shiny object for marketers. Advertisers want real results that can tie directly to sales while using the same emotional triggers that get them the brand recognition. Because of the marketing measurement shift, television grew up in the past 10 years to become accountable for performance.

TV Enters the World of Performance Marketing

The world of TV began to change for marketers beginning in 2005 when TRA (now owned by TiVo) opened its doors for business. TRV aggregated set-top box data from numerous multichannel video programming distributors (MVPDs), allowing marketers to pinpoint audience segments that over-indexed for their target audience. It was the first shot fired over the GRP bow. Today, TiVo offers a simple interface that marketers can use to select their target audience. Set-top box data is updated continuously and scale is easier to achieve.

Facebook TRPs

In fall 2015, Facebook made a splash when it introduced its target-rating point (TRP) for purchasing inventory. It was the social media giant’s way of helping marketers compare apples (traditional TV) to oranges (digital video campaigns run on social media).

Facebook wanted to provide a way for TV buyers to coordinate their TV efforts with video ads for more effective measurement. As Christopher Heine explained in AdWeek, “A target-rating point, by definition, is a specific consumer audience within a gross-rating point (GRP), which has been a key metric for TV ad measurement since the 1950s.”

Advanced TV Measurement

Although measuring reach of traditional TV is still based on broad-based GRPs and Nielsen panels, the good news for marketers is that more and more viewers consume TV via advanced channels. All of these advanced options allow for far more nuanced measurement.

• Addressable TV. With addressable TV, marketers can measure household-level exposure. Brands can determine real outcomes by using control groups (comparing conversion of households exposed to an ad to a group of households that were not).
• Programmatic TV. Programmatic TV allows for DMA-level exposure by demographic. In other words, you can measure the number of households that meet your exact targeting criteria who saw your ads. Similar to addressable TV, business outcomes are measured via test and control.
• Connected TV. Offers opportunities for richer measurement, as they rely on consumers interacting with an app. Measurement ranges from impressions to demo-level data.

Linking Ad Exposure to Business Outcome

Once you know how many people saw your TV ad, you can begin the process of calculating return on ad spend (ROAS). This begins by measuring the business outcomes—typically the products or services sold. Rather than rely on vague metrics to cobble together ROAS, third-party measurement leaders can verify offline sales results to track the exact impact of a video campaign.

ROAS from TV ad spend can be scaled by combining all of the TV advertising solutions—addressable, programmatic, and connected—with data and measurement solutions. Connecting these disparate pieces allows marketers to go beyond reach and frequency and start seeing real return on their TV investment. And I think we can all agree that it’s about time we started seeing it.

Dive deeper into advanced TV in our guide.

A few years back, Forrester made waves by predicting that US advertisers will spend more on digital advertising than they do on TV in 2016. Digital certainly has a lot of advantages, such as superior targeting and tracking capabilities. However, it’s premature to declare TV a thing of the past. Although audience numbers have dropped, people still watch. On top of that, TV is a lot more digital and a lot more outcome-based through what is now called Advanced TV. Marketers can now buy TV programmatically, pinpoint ads to specific audiences, present ads customized to the viewers who see them, and even tie in-store sales to ads shown.

Advanced TV comprises three primary categories: addressable, connected, and programmatic. These terms are relatively new as the technology itself is relatively new. To bridge the knowledge gap, here is an overview of each and which version fits best with brands’ objectives.

Addressable TV

Addressable TV refers to ad inventory available through cable (set-top box) providers, such as Time Warner and Comcast, who present a brand’s messages through their linear programming or video on demand (VOD) inventory. Advertisers can target individual households using first- and third-party data. Online and offline outcomes, such as site activity, brand life, and sales, are the primary reporting metrics.

Scale is a bit of a challenge with addressable TV. Many of the set-top box providers are regional or focus on a particular demographic, making it difficult to launch campaigns to national audiences. Purchasing audience from multiple cable providers may increase the sample size, but it does not guarantee that it will be any more representative than a Nielsen panel.

That said, eMarketer predicts that addressable TV advertising will grow almost 120 percent this year, with marketers spending $890 million.

Addressable TV allows a marketer to target households within a DMA based on specific criteria. Marketers can target households with children or ones that have at least one member who has an affinity for, say, fly-fishing. It’s still mass marketing in that all households that match the criteria will see the same ad in the same programming and dayparting. However, advanced TV drives overall efficiency by suppressing households that aren’t a good fit for the advertiser.

Connected TV

Connected TV is television delivered via over-the-top (OTT) devices (Roku, Apple TV, etc.) or Smart TV sets (TVs connected to the Internet). Connected TV offers advertisers targeting and measurement capabilities similar to digital channels. It has a reach of more than 50 million US households with geotargeting at the ZIP code level. Device-level targeting is also available for OTT.

Connected TV is ideal for products in which the entire household may participate in the purchasing decision—family vacations, car purchases, home improvement, family calling plan—and are often used in conjunction with campaigns on other devices. Let’s say a dad looks at a video ad for an SUV on his smartphone. With cross-device identification, that auto brand can deliver a TV ad for the same SUV, influencing the entire family all at once. Conversely, if a mom views a display ad for a cruise, that can trigger the display of a TV ad from that cruise line.

Programmatic TV

Programmatic TV refers to advertising that’s purchased through an automated platform and delivered via set-top boxes (e.g. addressable TV described above). Marketers bid on inventory through sell-side providers that work directly with participating networks. Traditional TV metrics (daypart, network, GRP) inform the targeting and reporting, but marketers use a variety of data points to select the programs, dayparts, and networks to bid on. Programmatic TV reaches approximately 100-plus million households and more than 80 DMAs.

Brands like programmatic TV when they know that a particular program or daypart over-indexes for their target audience. For instance, a cooking show may attract more moms with young children, making it the perfect opportunity for a diaper manufacturer.

Where Does This Fit in Your Marketing Plan?

So, should you make the jump to these new platforms with your brand’s marketing strategy? It depends on what you’re offering.

Generally, advanced TV is more appropriate for products and services you want to advertise using more granular targeting and measurable results. Although traditional TV is a top-of-funnel channel, advanced TV’s greatest advantage lies in its lower-funnel consumer activation. It more closely mirrors digital ads.

Within that lower-funnel activation is the holy grail of advertising: return on ad spend. Advanced TV is appropriate for your product if you are looking for specific business outcomes beyond branding and awareness. Want consumers in a certain area to visit your store? Are you selling high-value items with a long purchase cycle? These are marketing objectives that advanced TV helps to achieve.

As marketers seek more ROI and measurable outcomes across campaigns, interest in and capabilities of advanced TV will grow exponentially in the coming years.

For more information, be sure to see our primer on advanced TV.

by Boaz Cohen | GM, TV & Advance Platforms, Eyeview

Ad spending on traditional TV is declining.

Magna Global’s recent finding that digital ad spending will surpass TV in the U.S. by next year was yet another indicator of the direction the industry is headed in–that is, toward formats that are more targeted, measurable, and geared toward delivering clearer ROI. These formats, referenced in this article as “performance TV,” have emerged as a direct response to this demand, but are still in relative infancy compared to the highly evolved advertising ecosystem that exists on desktops and mobile.

Because performance TV as a category is so new, I’ve noticed a fair amount of confusion in the marketplace: What is it? What is it capable of? How can marketers utilize it? And while we strive to answer all of those questions, another big one arises that we too often ignore every time a shiny new object emerges in advertising technology: Should you be using performance TV?

But first, what is it? Here’s a quick primer.

The Terms Of Performance TV
As I mentioned, performance TV is an umbrella term that incorporates the three primary ways that marketers can buy TV inventory in a more targeted and data-driven way than they would traditionally. These methods can be broken down as follows:

• Connected: The advent of smart TVs, as well as connected set top boxes (STBs) like game consoles, means that marketers can now deliver ads directly to those devices in essentially the same way they would on a desktop or smartphone. While these connected living room devices–like Roku or Apple TV–are functionally different from mobile devices, the real-time bidding process is analogous. Connected TV has a reach of approximately 50 million U.S. households with geotargeting available at the ZIP code level. Advance STBs with device ID, like Roku, allow for device-level targeting.

• Addressable: This refers to specific ad inventory that cable providers like Dish and Comcast work into their linear programming and video on demand (VOD). The advantage with addressable is that marketers can use cable providers’ data to target specific households with ads, but reach is still limited due to the small number of multi-system operators that offer addressable capabilities.

• Programmatic: Programmatic TV combines bidding (similar to the buying of connected TV) with the ad serving of linear TV programming. Marketers bid on inventory through sell-side providers that work directly with participating networks. The key here is using data to select the programs, day parts, and networks one should bid on. Programmatic TV reaches approximately 100-plus million households and more than 80 DMAs.

What’s Your Product?
Should you make the jump to these new platforms? It depends on what you’re offering. Performance TV as a category is appropriate for products and services that want to advertise on traditional TV and are looking for more granular targeting and measurable results. For truly mass market products, i.e. the Coca-Colas of the world, performance TV isn’t yet appropriate because the pure reach of traditional TV is preferable to targeted ads in brand advertising. In fact, while traditional TV is a very top-of-funnel channel, performance TV’s greatest advantage lies in the type of lower-funnel consumer activation more commonly associated with digital ads.

Performance TV is appropriate for your product if you are looking for specific business outcomes beyond branding and awareness. Want consumers in a certain area to visit your store? Are you selling high-value items like cars, where a relatively small percentage of consumers are in-market at any given time? These are marketing objectives that performance TV helps to achieve.

There’s also conversion tracking to take into account. With traditional TV, it’s quite difficult to determine if an ad influences an offline action, such as a visit to a retail location. More advanced offerings allow marketers to combine offline data–like in-store purchases–with TV viewership information to determine the actual returns on ad spend as you would digitally.

The most critical thing to keep in mind is that performance TV, even compared to digital video, is very much an emerging technology. It won’t be right for every marketer, but it can be an effective complement to digital campaigns looking for conversions. As marketers in general seek more accountability and ROI across all channels, keep an eye out for performance TV inventory to grow exponentially in the coming years.

Originally Published on

Originally Published in The Drum

When it comes to video advertising, programmatic means more personalization. The addressable pool continues to expand, and marketers are seeking easy ways to capitalize.

One company helping marketers do this is Eyeview. The New York City-based company works with major CPG and auto brands, enabling them to create multiple iterations of ad creative (showing a red vs. black car, for example) for programmatic buying. The company’s VideoIQ® platform leverages consumer, brand and retail data to programmatically deliver 1-to-1 personalized video.

In October, Eyeview took a big step toward making the buying easier for its clients, partnering with WideOrbit, the leading programmatic SSP in the TV space. Client using the Eyeview platform can purchase ads from stations that reach 115 U.S. media markets, including 18 of the top 25.

“Television audiences remain a tremendous revenue opportunity, with adults of all ages spending more time with TV than any other platform. It continues to be the unchallenged best source of premium video content and audience engagement,” said Oren Harnevo, CEO and Co-Founder of Eyeview. “With WideOrbit, Eyeview’s programmatic offering is the next iteration of TV advertising, allowing advertisers to move beyond brand awareness to target audiences with personalized video content at scale. Our technology combined with WideOrbit’s reach will be very attractive to advertisers because it brings ROI and performance measurement to their TV campaigns.”

For more on Eyeview, and its partnership with WideOrbit, we spoke with Harnevo:

Found Remote: How does Eyeview enable personalized video ad targeting and how important will this become to brands in the next few years?

Oren Harnevo: This is and will continue to be very important for brands because with Eyeview, advertisers can hold their video campaigns accountable for actual performance and ROI – both on digital and TV.

Everything begins with data. Eyeview partners with a slew of third party data providers to understand the audiences that matter to our brand advertisers—based on previous purchase history, where they are in the purchase cycle, behaviors, preferences and more.  This allows us to create solutions that work well for the specific brand – whether they are a car company, a CPG brand or a retailer.  Our team of experts and our VideoIQ Platform then enable us to combine programmatic media and programmatic creative to deliver the best results, such as website visitation, lead generation or sales.

FR: Why did it make sense for Eyeview to partner with WideOrbit to enable programmatic buying through the Eyeview platform? 

Harnevo: Our commitment to driving ROI extends to TV. The partnership with WideOrbit was a natural progression for us. We’re seeing more and more TV inventory opening up on a programmatic and addressable level, and the trend will only continue. We’ve found that advertisers are seeing more bang for their buck with these solutions, and a lot less waste than traditional TV.

WideOrbit in particular has great scale and we can now use our DSP to connect advertisers with specific TV audience segments—using the same 1:1 technology our clients have grown accustomed to.

FR: How will this partnership allow Eyeview customers to better optimize their campaigns? 

Harnevo: It’s going to drive great ROI for our customers. A lot of marketers are realizing that much of their TV budgets are wasted on viewers who would never make a purchase or aren’t interested in a product. It’s no secret that TV is far behind digital when it comes to targeting. However, the developments being made with programmatic and addressable TV are set to deliver on the promise of TV advertising becoming personalized. This partnership will finally allow our customers to make TV campaigns targeted and measurable.

Originally Published on Huffington Post

Video ad tech vendor Eyeview, which has been more used to helping deliver digital video advertising, is now getting in to the main TV screen in the living room.

CEO Oren Harveno tells Beet.TV the company has partnered with Cablevision and DISH to deliver adds to so-called “addressable” TVs, at the individual household level, plus with Clypd and WideOrbit, two programmatic video ad tech vendors to enable programmatic TV buying.

“We can use the data we know from the cookie of an individual that visited a site or a data of someone who usually buys DIY products at a retailer…we can buy that individual household on TV and also serve them an ad that makes sense for them on TV,” Harnevo says.

“Marketers all know that they have waste. They’re very excited about getting more effective on television. They’re very interested to see if we can activate all the strategies they’ve been doing in digital on TV.”

You can find this post on Beet.TV.

Originally Seen on

While video’s function in advertising has historically been for branding, it’s now possible to track its impact on sales.

While television has been a kind of black box in terms of available insights into how a campaign has actually performed, “now digital closes the loop,” observes Oren Harnevo, CEO of Eyeview, a video ad platform, in an interview with Beet.TV.

Harnevo says Eyeview, founded in 2007, has been able to deliver 600% ROI for one retail customer (meaning the amount of in-store sales generated by the video campaign was six times greater than the amount invested to develop and distribute the ads.) For CPG and travel brands, he says Eyeview has delivered 300% ROI.

“Everything starts with data,” Harnevo says, and Eyeview can create hundreds or even thousands of different permutations of an ad for different audiences, personalized based on factors like their location, shopping habits and browsing history. Then, working with a third-party provider of shopping or purchase data like Catalina or MasterCard, it can convert those cookies and tie them back to actual sales.

Eyeview works with brands to customize existing video creative or create something from scratch. The personalization focuses largely on audiences’ prior knowledge of and affinity for the brand.

“If we know someone has visited a site and looked to buy a specific shoe, a five-second ad on Facebook just telling him about the shoe again is going to be amazingly relevant, whereas if someone doesn’t know the brand, a 30-second ad would work better,” Harnevo says.

by Boaz Cohen | VP Product & Partnerships

Originally Published in Mediapost

Last week, Facebook announced a product called TRP Buying, a way for TV buyers to coordinate TV efforts with video ads for more effective measurement. Why? Because branding, traditionally the purpose of TV commercials, simply doesn’t cut it in a world full of ad optimization and digital data.

Advertisers want and need results that can be tied directly to ROI and sales. As video budgets continue to shift from TV to online, it’s about time we hold TV accountable for actual, standalone performance. But how?

In 2005, Mark Lieberman and Bill Harvey started TRA, now TiVo Research, with the promise of deterministic data based on Set Top Box (STB) information for ROI measurement. Rentrak took it to the next level with data on almost 25% of TV households. Both ventures enabled better targeting and measurement on TV using data.

However, the disconnect between the data providers and the TV buying systems coupled with the complexity of the TV delivery system – which still requires manual work, excel sheets, and fax orders – limited the ability of utilizing data for TV advertising to big brands that have the money to spend heavily on TV.

Ten years later, ROI for TV campaigns is still clearly lagging its digital video counterpart. TV advertisers that want to go beyond GRPs and measure the true ROI of their campaigns are limited to test-and-control markets, or one-off projects limited by match rates with STB data providers. This, in turn, prevents real-time campaign optimization—light years behind digital campaigns, which can render thousands of versions of videos to drive results.

Thankfully, the TV industry has started to innovate in an effort to maintain its piece of the advertising pie. Two competing technologies have emerged that can help bring TV ad buying in line with digital video buying capabilities: addressable TV and programmatic TV. Michael Kubin, EVP of Invidi, expertly described the differences between the two. While each has its own limitations, they both get TV closer to digital video buying.

While allowing for the most granular – household level – targeting and measurement, addressable TV suffers from limited coverage of about 25% of US HHs and still requires a manual buying process. The efficiency of programmatic TV led agencies to adopt programmatic buying, and they will do so in TV.

Worried that programmatic will drive prices to the bottom, the seller side put limitations on programmatic TV that prevent it from reaching its full potential.

Both technologies will improve in the next couple of years: The scale of addressable TV will increase to cover most MSOs, and the buying process will become more programmatic. Simultaneously, programmatic TV will integrate more data and improve targeting resolution, and TV sellers will learn to take advantage – similar to what happened in the digital world.

ROI from TV ad spend can be scaled by combining all of the TV advertising solutions: addressable, programmatic, and connected, with data and measurement solutions. This combination can help advertisers get beyond reach and frequency and start seeing real return on their investment—it’s about time!