How do brands navigate the complex video landscape

According to the latest IAB PWC Expenditure report video expenditure has grown by 45% year on year. This is a sizable pie, which as per the PWC Entertainment and Media Outlook is estimated to grow at a 23.8% CAGR between 2018 and 2022. This increase has partly been due to the shift in brand dollars out of Television to online video. Internet Advertising (1)Unsurprisingly in the last three years every network has invested more dollars into creating more inventory by commissioning original content or attracting external creators. Last week Facebook Watch entered this increasingly crowded video marketplace with more entrants such as CBS and Disney expected to launch their offerings soon. But these platforms have some serious catching up to do with Netflix already approaching 10mn subscribers this month, and continuing to invest heavily in new shows.

Australian video landscape

There has been a lot of new research and rhetoric from all players this year using planks like ‘premium’ and ‘brand-safe’ to try to position themselves over other competitors. I think we need to look at it from the consumer’s point of view rather than the aperture of individual platforms. In the matrix below I have attempted to create a rudimentary overview of the screen content landscape.

The two upper quadrants have platforms with longer studio scripted content while the lower quadrants have shorter, influencer or user-generated content. The quadrants on the right allow users more choice and convenience and they are more active when seeking or consuming specific content. On the left users are passive or just grazing through feeds.Video Landscape (1)

In the top left is TV which is the still the leading screen with a higher time spent per month compared to video on other devices. TV, Cinema and Digital OOH in combination are great for reach building in the awareness stage of customer journeys. Linear TV’s sibling BVOD just released a fact pack of stats about its outstanding growth on the back of of a rise in connected TV viewing in H2 2018. Those who watch are highly invested in this content (and the experience is passive) so with most content being watched to completion it provides advertisers the ideal environment for 30 second brand TVC’s in pre or mid-content breaks. However I see BVOD as just complimentary to Linear TV as the content is similar and the choice is limited to a few genres. If you don’t enjoy dating, food shows and renovating or not all of them then you will seek content from other sources.

This is where SVOD (Netflix, Stan) and TVOD (NBA Pass, Optus Sports, YouTube Premium etc.) services in the top right quadrant offer more choice and control for those who aren’t satisfied by content from our major broadcasters. The most talked about shows like Stranger Things or Making a Murderer are now the ones created by Netflix and Amazon. Also mainstream FTA doesn’t cater enough to our multi-cultural audiences who often subscribe to IPTV services or use media set-up boxes to access content more suited to their cultural tastes. In other countries with large overseas born or multi-lingual populations cable television caters to this need by combining large bouquets of channels at a low enough entry price. This quadrant may not offer advertising opportunities but will continue to pull viewing minutes away from other video platforms.

Netflix Amazon Content Investment

In the bottom left quadrant the first cluster is a group of platforms trying to create video hubs with the hope that they can create sticky experiences and keep users coming back. The goal is to attract TV dollars, but as always the success of the content will prove the difference. YouTube has a head start and considerable success as it has courted ‘creators’ for many years. Advertisers have been able to use creators to endorse their products, and also buy into the Google Preferred advertising line-ups using TV metrics although brand-safety concerns remain. It remains to be seen if Snap, Instagram and Facebook can attract publishers and creators, and create enough original content to monetize against. Also can they differentiate based on the social viewing experience as Facebook has announced.

Separate to these hubs is the video content we are already used to seeing in social feeds of Facebook, Instagram and Snapchat. The challenge here is that users generally scroll quickly through feeds so the creative needs to be tailored to each platform to get users to pause and view their ads. What works on Facebook news feed may not work on Instagram or Instagram Stories, and brands are at the mercy of ever changing algorithms.

In the last quadrant is YouTube the big daddy of online video. This is where most of us spend our time ‘discovering’ and are in active viewing mode. There are over 400 hours of video uploaded daily, and ‘how-to’ searches are growing 70% on YouTube making it the second largest search engine. These platforms are democratized allowing any user to upload content, which creates scale but also brand safety issues. Amazons Twitch is fairly new to Australian advertisers but offers access to a massive young male audience and also e-sports fanatics.

What does this mean for brands and consumers

Consumers have never had it so good, as they have multiple ways to access and enjoy their favourite content. I don’t think consumers will choose one over the other but we will use platforms as per our needs or simply multi-screen.

For brands the complex landscape will need them to use more sophisticated screen planning tools to ensure optimal reach. Not all platforms will be needed by all brands as each brand will have a different communication objective and customer journey.

However one cannot ignore new platforms if they prove popular so expect more brands to have an always-on video approach and more test and learn activity in the coming year. Creative partners will be expected to have the expertise to plan and deliver video assets across all these multiple platforms and devices.

Finally while everyone is shouting reach numbers the real battle should be for attention and impact on sales as the strength of video is as an impactful story-telling format. Unfortunately these are tougher metrics to measure than click-through rates and completion rates.


Can Facebook Watch make TV social again

This week Facebook Watch the on-demand video service was launched into the increasingly crowded Australian video marketplace. The service was first launched a year ago exclusively in the U.S. Facebook has added discovery and participatory viewing (like Watch Party) features to the service over the course of the last year. Along with the international roll-out more publishers can now use ‘Ad-breaks’, which allows content creators to run pre, mid-roll or image overlay advertising on their content.

My first thought was to figure out where Facebook Watch fits into the video landscape. I recently wrote a piece about this, and used the matrix below to plot the current players.

Video Landscape (1)I’ve put Facebook Watch in the bottom left quadrant in a cluster of a group of platforms trying to create video hubs with the hope that they can create sticky experiences and keep users coming back. Until there is a vast content library, and the social features take off with audiences its a middling offering. If the goal is to attract TV dollars, Facebook watch will need to add more titles and also shows relevant to Australian audiences. The fascinating graphic from Statista below shows how the likes of Netflix and Amazon are way ahead of Facebook in terms of spend on content.


The initial videos added to my Watch playlist were mostly those that my friends had liked or from pages I was following. I have found it useful to watch short clips of stand-up comedians, US talk shows, sports highlights rather than go to YouTube and search for these. But I had the same affection for Instagram TV for a week before I abandoned it and surrendered to Netflix 100%.

Facebook and social viewing

Facebook has gone on a buying spree picking up lucrative sports rights and commissioning shows, and if its intended watch and connect behavior works it would set it apart from other streaming services. This would take it to the right of the matrix, and make for a more active user experience. A couple of years ago Periscope was used in this manner by fans watching live steams of sporting events like boxing and UFC.

This social viewing has been attempted before by Netflix and YouTube but didn’t really catch on. At the last election Facebook live-streamed the third election debate on the News Limited page to luke warm results. Perhaps a more popular and engaging topic like a reality show launch episode or a one-off game show might elicit more social and live engagement. However Facebook is already a social network with proven engagement and community building capability. With the right content it has a good shot at making it work.

The other feature Watch Party (enabled within Groups) could be another secret weapon as the people we want to discuss our favorite show moments with are often are close friends who are already connected on Facebook. The caveat is that only videos that are already on Facebook can be shared, which means first getting creators to put their content on the platform.

Facebook Watch Party

I’m surprised that there have been no partnerships have been done with reality shows like The Block and The Bachelor to encourage Watch Parties by Facebook Groups comprising fans following these shows using highlight clips hosted on their Facebook Pages.

The skinny is that until social viewing can be proven or there is original programming relevant to Australian viewers we’ll have to mostly settle for watch lists from brand pages we already follow. Until then this is not a game-changer by any means except a new placement for brands to trial their existing TVC’s on.


Data Implications for Marketers in 2018

Four weeks after GDPR came into force many marketers and agencies are still scrambling to stay abreast of all the changes and implications. However GDPR was only the tip of the iceberg. There are other tectonic changes like Apple limiting Safari tracking and DoubleClick restricting visibility of DoubleClick ID that impact the established methods by which marketers use data for targeting and attribution. Here in Australia we already have strong privacy laws that uphold individuals privacy but this shouldn’t mean we can’t get on the front foot and address data privacy issues.

As marketers we can all agree that data improves our campaigns, but not at the cost of breaching personal privacy or exposing our businesses to legal censure by breaching laws. Too many headlines like ‘Data is the new oil’ and buzzwords like ‘personalisation’ and ‘data-driven marketing’ created an unregulated industry geared towards generating voluminous data that could be packaged as game-changing.

Issues like Cambridge Analytica have also heightened consumer concerns around how their data may be misused. In a recent survey by ADMA 59% of Australians responded that they are concerned about the issue of online privacy. But within these adversities Marketers must see both lessons as well as opportunities to take proactive measures to revamp their data strategies.

1. The rise of first-party audiences

GDPR has forced major technology companies to update their policies and will restrict the quantity and methods of using 3rd party data available to marketers. In addition, across the broader web with consumers increasingly deleting cookies and their browsing histories the reliability and freshness of 3rd party data is under question. For marketers this implies turning their focus to building First-party data lists that they can own and control. Some examples of first party audiences are your website visitors, users on email lists, CRM databases, mobile app users and those who’ve engaged with your content before.

What does this mean for businesses?

Performance from tactics such as Lookalike targeting and Retargeting/Upsell based on first-party audiences always outperform other data tactics. Building new audience lists must be a priority and agreements with last-mile stakeholders such as supermarkets, ticketing agents and car-dealers who directly interface with customers must include conditions to access customer data. First-party data allows marketers among other things to create lookalikes, personalize ads, segment customers based on lifetime value and exclude recent purchasers from new acquisition campaigns for efficiency. In short marketers would be better off doing direct data deals with relevant publishers, and then washing that data with their own for better targeting across the internet.

2. Audit data management processes

In modern organisations data is scattered across departments marketing, IT, sales, and may not be under the purview of a single owner. In the event of a data breach or consumer challenge the absence of a is could delay and stymie the organisations ability to respond quickly.

What does this mean for businesses?

Every organisation must have a designated Data Lead who is accountable for all aspects of data collection, exchange, storage and usage and is familiar with relevant laws.  Privacy policies should be looked at as an opportunity to have a dialogue on the company’s commitment to safeguarding user rights rather than a defensive mechanism to mitigate risk.

3. Question the quality of 3rd party data

Australia is a country of only 24 mn so available data resources are few and often the same datasets are extensively used across media publishers and clients. We are all  approached by data brokers offering unique data to target but then left to wonder about these are collected and how reliable they are. The problem is that in the quest to stay ahead of the competition most of the data used in marketing is from 3rd party brokers and is non opt-in and unregulated. This is an opportune inflection moment to pivot and work with fewer but higher-quality data partners.

What does this mean for businesses?

Ensure that all partners; technology or inventory suppliers who interact with your customers have robust data collection procedures and are compliant as per the relevant privacy laws in your market. Where data is being used for targeting consent must be implicit and for the purposes it is going to be used for.

4. Put the User first

Data privacy concerns arise when users feel that their data is on sold without their permission or used to manipulate their actions as with the use in the US Elections. The ADMA research also highlighted that 73% of Australians think that businesses generally benefit the most from data sharing – so much needs to be done to improve the perceived benefit of sharing data to consumers. As long as it is used in subtle ways to improve their online experience or retained only to deliver future rewards consumers will not mind.

What does this mean for businesses?

Build out user consumer journey maps and define how data can enhance the consumer experience and serve their need states at every stage through personalized messaging and better audience segmentation. Data should be an enabler and not an outcome. Also while personalisation sounds great in boardrooms remember no consumer actually asked to be followed around the web bombarded with creepy “i-know-what-you-want” ads. So be intuitive not obvious when using data to enhance your marketing.