15 B2B case studies show how content marketing drives ROI 0

Posted on January 25, 2015 by Rob Petersen

 

 

B2B Content Marketing Case Studies

  • 70% of content marketers are creating more content than they did a year ago (source: Content Marketing Institute)
  • 35% say they have a documented content strategy (source: Content Marketing Institute)
  • 21% say they are successful at tracking ROI (source: Ad Age)

Content marketing is more important to B2B businesses. Who is succeeding and why? Below is a infographic that details B2B Content Marketing Trends for 2015.

Here are 15 B2B case studies. They show how content marketing drives ROI with B2B businesses who:

  • Know their audience
  • Don’t create content for the sake of creating content
  • Use specific content solutions to impact different stages of the buying cycle
  • Integrate internally with their teams
  1. ADP: Developed a content marketing campaign to connect and engage with their target audience on a ADP solution using white papers and a diagnostic assessment tool. The campaign generated over $1 million in new sales opportunities with several deals closed within the first 3 months of launch.
  2. CISCO: Has long been engaged in social media activity, often running campaigns alongside its ongoing engagement strategy. To demonstrate the extent to which this has impacted the company, it launched a new router using only social channels and saved an estimated $100,000.
  3. CROWE HORWATH: the public accounting firm used 48 pieces of content in 4 different topic areas, this campaign targeted C-level prospects in financial institutions with $1 billion or more in assets across the buying cycle. Content tactics included: executive briefs, case studies, infographics, checklists, Q and A, and Brainshark video. 778 contacts were engaged with a 70% open rate (vs. 10%), 2 engagement worth $250k in revenue.
  4. DEMANDBASEA B2B marketing cloud, helped B2B marketers make the right content technology investment by using a white paper, infographic, webinar, Slideshare and a live presentation to spotlight tools that can maximize the power of content. The results of the campaign generated 1,700 leads, 125 webinar participants, 5,000 views on Slideshare and $1 million in new business.
  5. FISHER TANK: Makes giant, above-ground welded steel tanks. With clients in the fuel industries, waste water, pulp & paper and other industrial and municipal areas, projects tend to be big (multi-million dollar) and take a long time to sell (12 months and longer). For more than 60 years, the company has made its sales primarily through cold calling and referrals from existing clients. So it took some moxy to launch a content marketing strategy online. The plan including sprucing up the website, integrating a blog and social sharing, and offering some valuable content by free download. The campaign increased web traffic by 119%, traffic from social media by 4800%, lead conversions by 3900%, quote requests by 500% and new qualified sales opportunities by $3.4 million.
  6. IBM: developed a social sales program for their inside sales team. They identified their target audience and monitored social media platforms for relevant topics and conversation. The company trained their sales team to nurture online relationships and drive prospects to team members’ websites. As a result of this focus on social sales and personnel training, IBM saw a 400% in sales.
  7. LINKEDIN:  Had to be converted to social selling. After the release of tools such as Sales Navigator and TeamLink, LinkedIn’s own sales team began seeing significant results. Ralf VonSosen, the company’s head of marketing for sales solutions notes, “We started seeing a 50% increase in leads to meeting conversion rates.”
  8. LOGICALL: A company that focuses on inbound and outbound customer management solutions, uses content assets such as emails, microsite and ebook, Logicalis developed a thought leadership effort that supported sales teams by enabling custom messaging based on the prospects interaction with the campaign. With a target audience of about 2,000, nearly $8 million in new pipeline business was closed.
  9. MAERSK: Danish shipping company Maersk first began using social back in 2011 to raise brand awareness, gain insight into the market, increase employee satisfaction and get closer to its customers, It focuses on the stories that emerge from within the business, such as how it is helping fuel a boom in the sale of Kenyan avocados and where its staff come from. Its presence on each network is tailored to that platform, so for example on LinkedIn it promotes job vacancies and publishes articles about the work culture within the business, while on Instagram it encourages followers to post photos of its ships using the hashtag #Maersk. Maersk now has more than 1.5m Facebook fans (of which around 15% are customers) and 12,000 Twitter followers, as well as active accounts on Instagram, Tumblr, YouTube, Google+ and
  10. OPENTEXT: A software solution for enterprise information management, created a personalized new customer onboarding site offering a variety of assets (white papers, checklists, product pages, ebooks, case studies) and content to welcome new clients and provide upsell, cross-sell opportunities. The campaign also included a two phase nurturing program. 1,700 new contacts were identified along with 31 new opportunities worth $1.8 million.
  11. OPTUM: A health services business, created an integrated marketing campaign to support the launch of a new solution, support sales and build thought leadership. The content marketing mix included: advertorials, display ads, email, direct mail and a campaign website. The successful campaign earned a 23.5 lead to conversion rate, 475% increase in website traffic, 2,500+ resource downloads, 28% increase in YoY blog followers and $52 million in contract value of new business with less than $ 1,000,000 invested.
  12. RS COMPONENTS: The electronic product distribution company created a specific social hub, spanning four different languages, having the purpose of being a collaboration and engagement hub for Electronic Design Engineering. One of the centrepieces of the site is the free tool store, which includes a free design tool that’s been downloaded more than 60,000 times and the site itself gathered more than 45,000 members within its first 12-month period.
  13. SAP: The global strategy was aimed at enabling cross-cultural information to be efficiently shared around the company. SAP Latin AmericaOne year after implementing this strategy SAP Latin America had more than 100,000 fans and followers (an increase of 900%) and achieved a 17% interaction rate across  the region, while a campaign featuring a social app targeting specific buying centers drove more than 12,000 visitors and a 15% engagement rate. has four Facebook pages, four Twitter feeds and two LinkedIn accounts. These profiles are split out by language (e.g. Portuguese and Spanish) rather than country and aim at achieving a split of 20% promotion material vs. 80% of interesting, engaging content for its community.
  14. SHIPSERV: It’s difficult to imagine the maritime industry getting to grips with social media, but Shipserv one of the leading industry marketplaces, proves that in can be done very successfully.As part of a wider marketing strategy and customer engagement strategy, various social approaches were taken, resulting in greater site traffic, alongside increased brand awareness and lead opportunities.From an initial $30,000 social media marketing investment, it’s estimated the overall results achieved would have cost more than $150,000 through traditional media.
  15. XEROX: Created a targeted “Get Optimistic” campaign to connect with 30 top accounts and partnered with Forbes to create a magazine that offered relevant business tips. 70% of targeted companies interacted with the microsite, readership increased 300-400% over previous email campaigns, added 20,000 new contacts, generated 1,000+ scheduled appointments, and get this: yielded $1.3 BILLION in pipeline revenue.

Do these case studies convince you of the value for content marketing for B2B businesses. Do the trends below help you with direction with your business? Does your B2B business need to learn how to use content marketing effectively?

B2B Content Marketing Trends for 2015

How to build a strategy for social influence in 8 steps 0

Posted on January 18, 2015 by Rob Petersen

 

 

social influence

  • 78% of people say companies’ social media posts impact their purchase decisions
  • 71% are more likely to make a purchase based on social media referrals
  • 25% of social media users have purchased a product after sharing it or marking it as a Favorite on Facebook, Twitter or Pinterest (source: Digital Information World; an infographic from invesp is below)

These facts show social influence plays an important role in our purchase decisions.

Social influence is a reason companies turn to social media. But, to get desired results, there has to be a strategy: A roadmap with guiding principles that defines a plan, actions and measurements to achieve success.

Is social influence a reason your business is in social media? Do you have a strategy?

Here’s how to build a business strategy for social influence in 8 steps.

  1. DO RESEARCH TO IDENTIFY INFLUENCERS: Find out who is talking about your brand, industry or key topics. Start with social listening tools like HootSuite, or Topsy using keywords. Look at their website rank, audience and links through Alexa: influence with Klout; measure the size of the social network followings. Assemble a list of dozen or more potential influencers to begin building key influencer relationships.
  2. ESTABLISH RELATIONSHIPS BASED ON SHARED VALUES: Whether you pay influencers or rewards them with your own products and services, the basis of the relationship has to begin with shared values. Kim Kardashian is reported to get $25,000 a tweet for Armani. I guest post on websites of colleagues like Mark Schaefer’s {Grow} and Mike Moran’s, Biznology blogs to increase outreach. There’s a big difference in the currency but, in both cases, there is a similarity in that the relationships are based on shared values.
  3. DON’T USE INFLUENCERS TO SELL BUT TO TEACH SOMETHING NEW: Influencers are deeply involved in their community, whether it’s a school district or friends who share similar interests in cooking or working on their cars. Influencers arrange their lives to collect information about things they’re passionate about. Their community relies on them to be the first to find out about the things in which they’re most interested.
  4. PUBLISH OR PERISH: Relevant content is the key ingredient to any social influence program. Your audience expects it on a regular basis. Don’t disappoint them. Publish regularly behind a schedule with sufficient resources. Create a Content Calendar to guide, direct and manage this key task. As examples, HubSpot has a good template and CoShedule is a more recent service that prolific bloggers recommend.
  5. CONTRIBUTE A MIX OF CONTENT TO THE CONVERSATION: Content is anything but a singular asset. It can cover a range from: blog posts, images, videos, reviews, testimonials, surveys, newsletters, case studies, how-to-tips, ebooks, product in use or demonstrations to you get the idea. If you need more ideas, here are 101 different types of content.
  6. BE THERE WITH CUSTOMER CARE AND SERVICE: If your social influence program is working, your product or service may not for some of your customers. They will use your community to talk about a product that malfunctioned or didn’t work properly for them; or maybe just to sound off. You have to be prepared for these events and have guidelines for managing unruly conversations. Here are some tips to deal with angry customers in social media.
  7. MEASURE PROGRESS AND BE FLEXIBLE TO CHANGE: Every strategy requires a measurement plan with Key Performance Indicators (KPIs) to guide success. A social influence program is both within and without your control so there is always going to be an element of the unexpected. If you listen for it and are flexible to change, it’s likely to work to your advantage.
  8. DON’T EXPECT ANY SHORT CUTS: Social influence is a good use of social media, especially in an integrated marketing mix where specific channels have focused business requirements. A key benefit to a social influence initiative is that your business is earning audience trust. When something is earned, it tends to last longer. But there is rarely a shortcut to earning anything.

Are you in social media for social influence purposes? Do these steps help with your strategy? Do you need more help in developing your social influencer strategy?

Social media influence

35 data points show how content marketing works 0

Posted on January 12, 2015 by Rob Petersen

 

 

How Content Marketig Works

  • 90% of marketers use content marketing (source: e-Strategy Trends)
  • 44% have a documented content marketing strategy (Source: Flip Creator)
  • 42% of B2B marketers and 34% of B2C marketers believe they are effective at it (source: e-Strategy Trends)

These statistics indicate content marketing has come of age but there is still room for improvement.

What makes it work? How should your business use it?

Here is some guidance. 35 data points that show how content marketing work.

CONTENT IS KING

  • 78% of CMOs believe custom content is the future of marketing (source: Social Times)
  • 76% use articles (including internal and guest blog posts) (source: eMarketer)
  • 76% of B2B companies maintain blogs. (FlipCreator)
  • 70% of both B2B and B2C marketers plan to produce more content (source: e-Strategy Trends)
  • 62% use videos (source: eMarketer)
  • 60% of consumers feel more positive about a brand after consuming content from it. (source: iMedia Connection)

PEOPLE LIKE TO DO BUSINESS WITH PEOPLE THEY KNOW

  • 70%-90% of the “buying journey” for B2B buyers occurs before they reach out to a vendor (source: B2B Marketing)
  • 80% of the time spent researching is done online (source: B2B Marketing)
  • 54% of B2B buyers begin their buying process with informal research about business problems (source: B2B Marketing)
  • 46% of web users will look towards social media when making a purchase (source: Search Engine Journal)

KNOW WHO TO ATTRACT

  • 57% of discussion on Pinterest are about food (source: Search Engine Journal)
  • 56% of Americans have a profile on a social networking site (source: Edison Research)
  • The fastest-growing age cohort on Twitter is 55-to-64 year-olds, up 79% since 2012 (source: Fast Company)
  • 50% of marketers found customers on Facebook (source: Social Times)
  • 45-54 age bracket is the fastest-growing group on both Facebook and Google+ (source: Fast Company)
  • 40 percent of marketers found customers on LinkedIn (source: Social Times)
  • YouTube has over 1 billion unique visitors per month and reaches the coveted 18-34 year old demographic more than any cable network (source: Search Engine Journal)
  • The male vs. female ratio of social media users is as follows: Facebook – 60% female/40% male; Twitter – 60% female/40% male; Pinterest – 79% female/21% male; Google Plus – 29% female/71% male; LinkedIn – 55% female/45% male (source: Search Engine Journal)

HAVE A STRATEGY

  • 83% of B2B marketers invest in social media to increase brand exposure (source: (Social Media Today)
  • 69% to increase web traffic (source: Social Media Today)
  • 65% to gain market insights (source: Social Media Today)
  • 78 cents is the value in sales of a Pin on Pinterest (up 25% versus year ago) (source: TechCrunch)

MAKE YOUR CONTENT WORK AS HARD AS IT CAN

  • 4,300% is the ROI of email marketing (source: Search Engine Journal)
  • 80% of all Pinterest pins are actually Re-pins (source: Search Engine Journal)
  • 73% of reporters say that press releases should contain images. (Social Times)
  • 72% who complain on Twitter expect a response within 60 minutes (source: HubSpot)
  • 57% of U.S. online adults read blogs. And of that group, two-thirds “say a brand mention or promotion within context of the blog influences their purchasing decisions.” (source: New Media and Marketing)
  • 52% of people expect a response to an email within 12-24 hours (source: MediaPost)
  • 48% of consumers say email is their preferred form of communication with brands. (iMedia Connection)
  • 42% of people expect a response from brands on social media within 60 minutes; 32% within 30 minutes (source: Convince and Convert)
  • 23% of Facebook users check their account at least 5 times a day (source: Search Engine Journal)
  • YouTube has the highest engagement and lowest bounce of any social network (source: Shareaholic)

ADMIT WHAT YOU DON’T KNOW

  • 79% of B2B marketing executives report noticeable skill gaps in the teams they manage. The top areas for skills gaps are:
    • Data analysis
    • Customer insight
    • Digital marketing techniques. (source: B2B Marketing)

Do these data point help you see what makes content marketing work? Could you be doing content marketing more effectivley?

14 case studies show great digital creative drives ROI 0

Posted on January 03, 2015 by Rob Petersen

 

 

Show me the ROIDoes great creative drive ROI?

We certainly think it should.

Here are 14 case studies that highlight creative on digital campaigns. They include brands from B2C, B2B, small business, large brands, profit and non-profit. Tactics range from paid, owned and earned media to user generated content.

In each case, the impact of the creative idea is isolated and measured. We found great creative drives ROI. But it drives even greater ROI when it is combined with smart targeting, sound strategic thinking and has a specific business role in the overall marketing mix.

Here are 14 case studies that show great digital creative drives ROI.

  1. ADP: Developed a content marketing campaign to connect and engage with their target audience on a ADP solution using white papers and a diagnostic assessment tool. The campaign generated over $1 million in new sales opportunities with several deals closed within the first 3 months of launch.
  2. ALS ASSOCIATION: Created the ALS Ice Bucket Challenge. It relied on user generated content and is, to date, the most successful viral social media campaign ever. In one month, over $100 million dollars was donated versus $2.6 million in the year ago period. Over 6.000.000 people created their own Ice Bucket Challenge video and posted it on YouTube. Participants included (George Bush, Barak Obama), business leaders (Mark Zuckerberg) to celebrities (Matt Damon, Charlie Sheen), many people of influence have given their implied endorsement by taking the Ice Bucket challenge.  Traffic to the organization’s website, alsa.org, ranked as the 648 most viewed website in the US and 4.192 in the world (an improvement in rank of 168,792 within 3 months) according to Alexa.
  3. COCA-COLA: Used the digital channel to “Share A Coke.” The campaign gave people the chance to order personalized Coke bottles through a Facebook app. resulting in a 7% increase in sales. It also earned a total of more than 18 million media impressions, and traffic on the Coke Facebook site increased by 870%, with ‘Likes’ growing by 39%.
  4. CREME EGG: Invited consumers, in a seasonal social media campaign, to ‘Have a fling with Crème Egg’ on Facebook. They created a long series of one-off posts that fed into an overall narrative across the three months. With one third of the spending in Facebook compared to TV. Facebook matched TV in driving brand consideration. ROI research showed consumers exposed to both TV and Facebook were 66 per cent more likely to purchase than the expected combined effect of both. Creme Egg saw a 7% increase in sales.
  5. IKEA: The 2014 IKEA catalogue came to life this year taking the customer experience further with extended digital content. To unlock 50 pages of digital content, including videos, furnishing tips and room designs, users needed to download the IKEA catalogue app, scan the plus logo in the catalogue with their smartphone or tablet and have access to a variety of digital content. One of the features was an augmented reality capability which allows customers to view and place selected 3D virtual IKEA products in their own rooms. The app was downloaded 8.5 million times.
  6. LOGICALLS: A global IT and managed services provider, used content assets such as emails, microsite and ebook, Logicalis developed a thought leadership effort that supported sales teams by enabling custom messaging based on the prospects interaction with the campaign. With a target audience of about 2,000, nearly $8 million in new pipeline business was closed.
  7. MERCEDES: For the launch of the new Mercedes A-class, Mercedes wanted to appeal to a younger generation of drivers in the UK. The idea behind the campaign was to reach out to young people watching TV while interacting with a mobile or tablet device. Showing the commercial during prime time TV (during the X Factor) and using the hastage #YOUDRIVE, viewers were encouraged to use Twitter to determine the outcome of the story. Brochure requests increased by 140%, exceeding the original goal and on social media the hashtag appeared 103 million times on Twitter and 30 million times on Facebook. The #YOUDRIVE website was visited by over 740,000 people and the YouTube trailer viewed 237,000 times and had a very impressive 95% completion rate.
  8. NILLA WAFERS: Used Facebook to change perception of a brands that was seen as old to one that for those who are young at heart. Through a campaign of posts that showed everything from versatile and new uses, they measured engagement. By combining likes, comments, shares, and estimated impressions to create an engagement score, Nilla Wafers was found to have a score of 557 against 46 posts during the prior period. This is a massive 11 times higher than the U.S. Food sector average. The campaign produced a 9% increase in sales.
  9. PICON: Wanted to revamp its brand promise of ‘spreading happiness’ across Lebanon. The FMCG brand’s civic activism programme became part of the country’s school curriculum via some smart digital marketing. Each area of civic activism was represented by a Lebanese superhero, who represented the programme as an ambassador and spoke about the effort to the media. Picon developed ‘Happiness Heroes’, a program that taught civic education to school children and allowed them to apply those lessons outside of the classroom through civic works projects. The campaign reached 6,700 students. Together, those students collected two and a half tons of bottle caps, recycled two tons of paper, and planted 1,250 trees. The students also helped 158 families in need, entertained 2,000 seniors, renovated 15 public schools, and helped 550 people with special needs participate in sports events. Picon estimated the company garnered $1.8 million in earned media and reached 2.5 million people.
  10. SAMSUNG: To promote its latest Galaxy camera, this global campaign from Samsung targeted the millennial community who regularly upload photos to social media. The electronics giant created a social media marketing campaign –dubbed ‘Life’s a Photo Take It’ – using young influencers to demonstrate the key differences between the quality of images from a normal smartphone and the Samsung Galaxy camera- getting results that blew away expectations.  Purchase intent grew by 115% with Tumblr pictures and YouTube videos getting over 1,000,000 views (300% higher than expected).
  11. SMART BALANCE: Grew its US market share by 14%, giving power brands such as Flora, Country Crock and I Can’t Believe It’s Not Butter! something to worry about. They introduced new health/nutrition content, recipes, seasonal promotions and coupons, and streamlined navigation across the site. Site visits were up by 42% and time spent on site has increased 27%, while bounce rates decreased by more than 16%. Several thousand coupons were delivered and the Smart Balance email database grew over 15-fold.
  12. SNICKERS: Targeted fat-fingered typists across the UK, this clever search campaign from Snickers used misspelled words in Google keywords to capture hungry office workers’ attention during the working day. The concept was to bid on commonly misspelt words with an advert reading “Grab yourself a Snikkers” as “Yu cant spel properlie wen hungrie”. the campaign smashed their target of 500,000 people within just three days of launch – showing that with a little creativity, search continues to throw up opportunities for increasingly cost-effective marketing.
  13. WILKINSON SWORD: Ran a #DADICATION social campaign in the to coincide with Father’s Day. It setup a booth in London so that members of the public could record video messages paying tribute to their dads.  A montage of some of these clips was posted on YouTube to promote a Facebook competition that allowed people to win one of 20,000 personalized razors for their dad, a Wilkinson goodie bag or a day out at a brewery. The YouTube ad has been viewed more than 1,300,000 times and many people left tributes on the Wilkinson Facebook page.
  14. XEROX: Created a targeted “Get Optimistic” campaign to connect with 30 top accounts and partnered with Forbes to create a magazine that offered relevant business tips. 70% of targeted companies interacted with the microsite, readership increased 300-400% over previous email campaigns, added 20,000 new contacts, generated 1,000+ scheduled appointments, and get this: yielded $1.3 billion in pipeline revenue.

Do these examples show you how great digital creative drives ROI? Do you wish your brand had these kind of creative ideas working for it?

8 studies prove digital advertising works for brands 0

Posted on December 28, 2014 by Rob Petersen

 

 

Digtial Advertising Effectiveness

  • 35% of Unilever’s advertising spending in the U.S. is in digital (up 40% versus year) (source: Deloitte)
  • 33% of Procter & Gamble’s U.S advertising budget goes to digital media (source: Deloitte)

Trends indicate leading brand companies are moving ad spending to digital, but the question many still ask is: Does digital advertising really work for brand advertisers?

To answer this question definitively, the IAB through Peter Minnium, Head of Digital Initiatives, asked BarnRaisers to help them research this area and create the infographic featured at the bottom of this blog post.

So, if your company is asking, now you have an answer that has been researched, has proof-positive and an interesting visual.

Here are 8 studies that prove digital advertising works for brands.

  • DRIVES SALES AND ROI: Nielsen completed more than 800 studies over the past seven years, collaborating with more than 300 CPG brands and 80 companies to measure the correlation between online advertising and offline consumer purchases.

Neilsen Digital Advertising ROI

  • ENHANCES THE EFFECTIVENESS OF NON-DIGITAL CHANNELS:An econometrics study [PDF] conducted by BrandScience and Microsoft shows that online advertising not only delivers excellent ROI efficiency itself, but it also makes other media spend work harder.When the researchers compared the difference in ROI performance between studies that have an online element and those that do not, the results were striking – adding online to the media mix has a positive impact on the campaign ROI for all media, from a delta of +4% for radio to +51% for outdoor and a whopping +70% for television

Econometrics Digital Advertising Study

  •  EFFECTIVE ACROSS THE ENTIRE CUSTOMER JOURNEY: Automakers are sophisticated users of digital media, so McKinsey analyzed 24 customer touch-points for more than 9,000 new car buyers to better understand which points of engagement drive customers’ premium perceptions and purchase decisions.Not only did they find that digital is key to driving premium perception (second only to live experiences), they discovered that digital channels dominate the path-to-purchase (in this case, McKinsey’s automotive “consumer decision journey” [CDJ] framework).With traditional media, brands were constrained in their ability to influence prospects across the entire journey and to do so in a granular, discrete manner. Not so with digital media.
  • DRIVES WORD OF MOUTH AT SCALE: According to Nielsen, 92% of consumers believe recommendations from friends and family (“word of mouth”) over all forms of advertising, and there is little doubt that digital advertising turbo-charges this effective persuasion channel.ShareThis has a unique view of the word of mouth phenomenon; its ubiquitous sharing tools allow it to touch the lives of 95% of U.S. internet users across more than 2 million publisher sites and 120+ social media channels.In its quantitative study, “Return on a Share, Quantifying the Monetary Value of Social Sharing,” it found:
    • Recommendations have more impact on a consumer’s purchase decision than both brand and price – 57% of decisions are based on this.
    • Online shares are almost as valuable as in-person recommendations – a consumer is 9.5% more likely to buy a product with an excellent shared recommendation compared with 10.6% more likely via an excellent in-person recommendation. In contrast, a negative recommendation can reduce purchase intent by 11% for an online share and 11.2% for an in-person one.
    • The specific value of a share can be determined by measuring how much more a consumer will pay for a product if they have had an excellent online recommendation (via sharing). ShareThis calculated a delta of +$3,708 for a family size car, +$24.91 for tablets, and +$0.92 for household goods, for example.
  • DRIVES INTERACTION AND LIFTS BRANDS: It is well known that the quality of ad creative is the most important determinant of ad effectiveness. A seminal comScore ARS study showed that creative quality drives more than half of the sales changes for brands analyzed, four times higher than the impact of the specific media plan. Digital creative adds the dimension of interaction to sight, sound, and motion – and greater interaction has been shown to drive brand effectiveness. For example, IAB, comScore, and Vibrant Media partnered to study the effectiveness of mobile advertising for Oreo, Hellman’s, and Microsoft Windows Phone. Standard banners were compared to the IAB Rising Stars, which include interaction.Results across the three ad campaigns show that consumers are twice as likely to interact with a Mobile Rising Star ad as a standard mobile ad and have higher brand lift after interacting with a Mobile Rising Star ad (83% more likely to have an improved impression of the brand, 74% to recall the brand, 22% to recall the message, and 12% to recommend the brand).

comScore Digital Advertising Effectiveness

  • IS MORE EFFICIENT THAN TRADITIONAL MEDIA: While it is dangerous to generalize about media costs given the wide array of choices within each medium, digital advertising can generally be seen to be among the most efficient means of reaching an audience. Further, on a cost-per-conversion basis, the IAB estimates digital to be five to six times more efficient than direct mail.Digiital Advertisomg Effectiveness
  • IS ESSENTIAL TO REACHING AN AUDIENCE: In 2013, time spent with digital media among U.S. adults surpassed time spent with TV, and this gap will likely continue to widen.U.S. adults are estimated to spend 4 hours, 28 minutes per day in front of their TV. Combining online and mobile devices, however, U.S. adults are expected to spend 5 hours, 46 minutes with digital media daily this year, increasing digital’s lead over television to well over one hour per day.In 2013, time spent with digital media among U.S. adults surpassed time spent with TV, and this gap will likely continue to widen.U.S. adults are estimated to spend 4 hours, 28 minutes per day in front of their TV. Combining online and mobile devices, however, U.S. adults are expected to spend 5 hours, 46 minutes with digital media daily this year, increasing digital’s lead over television to well over one hour per day.emarketer digital advertising effectiveness
  • IS EVEN MORE EFFECTIVE THAN WE KNOW: It is highly likely that the tools used to measure return on investment for media today undervalue digital media. A consortium consisting mainly of leading CPG companies undertook a study together with Nielsen to better understand media attribution. Consortium members, which include Procter & Gamble, Unilever, Nestlé, Kraft Foods, Mondelez, Kimberly-Clark, and Kellogg, found marketing-mix models undervalued digital ads.For example, the ROI from Facebook ads were underestimated by as much as 48% and Google search ads by as much as 39%.Neilsen Consotium Digital Advertising Effectivenes

We appreciate the IAB getting to a definitive answer on this subject. And their use of our infographic below.

Do these studies convince you of the effectiveness of digital advertising for brands?

IAB Digital Advertising Effectiveness

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