Category Archives: Strategy

Data’s FUBAR? Your Process is TARFU!

I’ve taken to ignoring most of the text in trade industry publications until I’ve looked at the numbers. Often, the math doesn’t match the narrative or tells another story completely. Case in point: a couple of days ago, this article … Continue reading

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Videri Quam Esse: P&G and Digital Advertising

P&G cut between $100 and $140 million in digital advertising last quarter and sales went up. I don’t mean they were flat or that margins went up through a short-sided strategy of cutting marketing investment. This wasn’t just advertising that sort … Continue reading

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“Digital” is Just Accelerated Direct Marketing

Says the great Drayton Bird in his email this morning: “On-line marketing is just accelerated direct marketing.” He’s right. It’s therefore more important than ever that your marketers are properly trained: it’s harder to keep the rubber on the road … Continue reading

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DSP Transparency

Do your DSP(s) have any rebate agreements with ad exchanges or anybody else? If not, great! Is that explicitly laid out in the contracts you have with them, and do you have full audit rights? And if not, why not? … Continue reading

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Before You Worry About Match Rates…

But before you get bogged down in match rate discussions, the more important strategic work needs to have been done up front. Never delve into tactics without understanding the mission and the strategy to accomplish the mission. Continue reading

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Your Mission and Vision are Lousy

I was talking about company mission and vision statements with Paresh Shah, a good and smart friend of mine. During the discussion, he gave me a simple rule to see if your mission was good or not: “Write out the … Continue reading

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Advertising Needs More History Majors

In the United States in 2014, only 1.7% of the undergraduate degrees awarded were history degrees. In the period since 1971, the share of history and social sciences degrees has declined from 18% to 9%. 1 Why study history? According to … Continue reading

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Fairy Tale: “Ads We Want to See”

One of the biggest fantasies shared by digital marketers and advertising technology providers is that people want to see ads. The problem isn’t them, it’s us. If only we installed more technology (and chipped away at privacy a little more), we’d … Continue reading

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Why Would They…

Shift spending time on a hobby and pay attention to your messages instead? Stop spending money on the competitive product and buy yours instead? Reduce buying in one category and buy more from you? We all work with fixed amounts … Continue reading

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The First Step In Targeting: Product. Huh?

As a proper marketer, before you begin segmentation and targeting to create your strategy, look first to the first P of marketing. Your product. Why? If your product doesn’t work, the most brilliant targeting strategy can’t work. You’ll have no monthly recurring … Continue reading

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