video1560433972.mp4
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00:00over to Sarah. Sarah, the floor is yours. Fantastic. Thank you so much, Josh. I'm really
00:07looking forward to kind of going over all this. And I know you guys are busy people. You're out
00:12there selling. But we thought that this was really, really important to share with you all
00:16the importance of the dashboard and really being able to understand the metrics, where things are
00:22located in the dashboard when you guys are meeting with clients. And then any questions that you guys
00:27have, feel free as we go through this training to put it in the chat box. We are going to have
00:31Charlene and Kayla answering questions as we go. What we're going to do, too, is we're going to
00:36compile a Q&A. We're going to share it with all the DSMs and this deck as well to be distributed out.
00:43So Josh and I thought, hey, you know what? This is the most important thing that we need to kick off
00:50training. So we are going to be doing more training. So really, the purpose of today's training is for
00:55us to go over how our reporting dashboard is different from your competitors out there in
01:00this very, very diluted space. Then we're going to kind of walk through just some of the metrics
01:05and what they mean. And again, feel free to ask questions in the chat when it comes to the
01:09definitions of that. But we will be sharing the definitions afterwards. And really how metrics
01:15have gone beyond the click. And so that is our most important messaging of this whole training
01:20is to not focus on just the click-through rate, but what everything means overall.
01:25And then lastly, we'll show you guys how to navigate the dashboard, where things live.
01:30If you guys have questions and want me to show you specific things in the dashboard,
01:35just put it in the chat. And I'm sure that Josh, Kayla, and Charlene can just ask me to show it to you.
01:40Okay. So with that being said, one of the things we wanted to do, because we have a lot of you guys on
01:46the call today, a lot of DSMs, a lot of reps, we wanted to just reiterate the importance of how you
01:53guys are different than all your other competitors out there. So one of the things that we always love
01:59to sing home about and heard so many stories is that a lot of reps who have used our platform have
02:04closed more deals by just showing the reporting dashboard. And one of the things we've noticed since
02:09the partnership has started is that a lot of you all don't even know how to navigate it because we
02:13were so focused on the platform and how to sell the products and how it all works and how to push
02:18through an order. But today we really want to walk through how you guys can set yourselves apart.
02:24So I'm going to go ahead and just kind of talk briefly again, what makes you guys different when
02:31you're going out there and you're pitching our product to everyone else in the industry.
02:36So the reporting dashboard board is really an advanced reporting for Omnichannel. And when we say
02:43Omnichannel, that's just multitactic. And so we try to make it easy for all of you reps to be able to
02:48go in and have access to one platform. That's the whole purpose of this partnership, right?
02:52Is to make sure that everything is not so clunky for you all, that you're not logging in to multiple
02:58logins with multiple vendors to get all this information. And since we're fully integrated with
03:04you, you can connect all the dots between the data to really, really show and complete that story
03:10and show those true performance. It also eliminates a lot of inaccuracies with the data just being in
03:17one tool. So you guys aren't taking a spreadsheet from here and here and combining it. So making it
03:21a lot easier for you. Another thing that's great is that we do have the custom creative, which a lot
03:26of you guys have taken advantage of. But we create creative to drive attention and actually drive views.
03:33And so the great thing is, is what I'll show you guys today is that we have designers who have
03:39created creative that is compatible against multiple devices and we show it in the reporting.
03:45And so that is one way that you guys can leverage yourself out in the space and say, hey, we ran this
03:49creative and we're going to show you every single device that we ran on and the different platforms
03:54that we ran on. But the most important is that we want to show you guys to evaluate how that creative
04:00did in the tracking the performance so that you guys can be able to do A-B testing for video display
04:06and streaming audio. And so we'll show you guys where you can navigate that in the system when it
04:11comes to creative. And then we love to tout the planning tool and how we want to make it really
04:18effective for you guys to put recommendations in for multiple channels to get better ROI. We talk about
04:24this all the time, especially Kayla and Charlie and I, we want you guys to be out there and really
04:29believe in what you're selling. I've been a rep before, and there's been times where I'm so
04:33disappointed with the transparency and the results that it makes me hard to hard for me to sell it.
04:38But that's not the case anymore. You guys have the best in tech. You guys can go out there,
04:42use this platform, put together a recommendation and actually have confidence behind it because we
04:48have data to support it. And I will tell you this, the hub that we have created for you all
04:52is mastered for local markets. It's able for you guys to go in there, do geo-targeting,
04:58geo-fences, geo-regency, all targeted with team demo and geo-targeting capabilities.
05:06And we have 10 years of data to back it up. So you guys can look smart and go in there and use
05:12some of our planning tools at your fingertips. And it's basically a live case study.
05:16And then lastly, you can create all this within minutes. So these are things, again, you know,
05:21we've preached it before, but we thought, Josh and I thought, let's just reiterate it so you guys know
05:25why you're so awesome and how you can go out there and really leverage the platform. And then one of my
05:31favorites is those meaningful results. And so in this space, it's really hard because a lot of agencies
05:37out there or some of your competitors, they give lots of charts, spreadsheets, but we really try to
05:42make it concise and the data visually pleasing for you guys to really put together a narrative on the
05:48results and really make that data strategic. And so if you guys ever need help on that, you can always
05:54email me, Kayla or Charlene, to really take those results even after 30 days and us digest that and
06:01really help you guys tell that narrative. Or even if it's a summary, if it's a six month or an annual,
06:06and you guys want to go out there and pitch a renewal, lean on us and we can help you with that
06:10narrative. We also make it very easy to digest, right? This space can be really overwhelming and
06:17things can go way over your head. And we want to keep it simple and Fisher-Price for you guys to be
06:21able to understand it and explain it to your clients. We can also customize it. So Josh and I were just
06:26talking about this. There's a couple of capabilities and questions that we've been getting from some of
06:30the markets like, hey, can we add this into the dashboard? We are always open for customizations.
06:36And so working with Kayla or Charlene or I or Josh and sending us those requests, we will work with
06:40Kimberly and Luz to see if those are accommodations we can make for your market. So always keep that in
06:45mind. We don't want you to be frustrated if you're like, hey, we had this before or hey, this competitor
06:48has this. This is something we can add. We're always open to those discussions. And then lastly, the one
06:55thing we want you guys to know as reps is that when you're going into the dashboard, we want you guys to be
06:59able to take some of those actual insights and optimize the campaign for your clients. We are
07:04constantly in there optimizing it for you all. But you guys can do that on your own as well and go in
07:10there and see those insights and take some of that data and learn how to optimize and make recommendations
07:15for your clients. OK, I'm going to move on to transparency and people get really sick of this.
07:22But we love this word. And I think this is one of the best ways you guys can leverage your space,
07:27your dashboard against anyone else in this space. I have worked with NinjaCat, tap clicks, pulling
07:35spreadsheets. I've been on the agency side. I've been on the broadcast side. And I will tell you,
07:40your guys' dashboard is not like any other I've seen. And so it's your guys' opportunity to go in
07:46there and get familiar with it. Know that you can have access to it 24-7 and that you can share these
07:54insights with your clients. There's nothing to hide. And we really are the best in reporting.
07:59And so I will show you guys some of those different metrics that we have that a lot of the other
08:03competitors don't have. And then lastly, we really are the best in tech. And that's why most of us are
08:10working where we're working because we really believe in it. And so we, again, can customize it.
08:15We make it very easy for you guys to go in there and pull it. We've done integrations with your
08:20third-party products, your owned and operated, and your core products to make sure that it's easy
08:24for you guys to report it, spit it out, and give it to your clients. So it is, we're just the best
08:29in tech stack. And we're continuing wanting to improve. So always reach out if you want any of
08:34those customizations. Okay, enough with that. I just wanted to reiterate that. Again, we will share
08:40this deck with you guys, and you'll have those points in your back pocket. Now we're going to kind of
08:44dive into the terminology behind the metrics that we have for reporting. So we'll walk in,
08:50we'll go in and kind of dive through this. But another thing that I'll do is I'll also pull up
08:55the reporting dashboard. And this is your guys' opportunity, too, to continue to ask questions,
09:00anything that you guys have within the platform. But we're going to kind of walk through how to tell
09:05that storyboard and the metrics that we really want you guys to focus on compared to your competitors.
09:10So the first one is geography. This is huge. Being able to go in and show a heat map for your
09:19clients. Clients don't have this. So when you guys are going in and you're trying to do a CNA or a pitch,
09:24go in and show them the heat map. You guys can easily go into the dashboard and go under analytics
09:31and show them just a sample from a sample advertiser of what that looks like. And within there,
09:37you guys can see exactly where those impressions were served within the geofence and where they
09:41landed. Also, it will show you by city. Let's say you have multiple cities. You guys can zoom in and
09:47zoom out and see exactly where it served. We have three metrics that we want you guys to focus on
09:52is the geofencing. So that's just that hyper-targeting polygon radius customization that you guys
09:58build out. But then we also have georecency. And people get really confused with this. And I know
10:03that we went over this a couple weeks ago, but it's really just the retargeting impressions for the
10:08people that have left the geofence within 30 days. This is where a lot of those impressions get served
10:14later on. But I just wanted to clarify what that actually means. And you can see on the screen that I
10:20have here, we have things broken out and so that the gray circles represent that geofencing. And so you
10:27guys can go in there and actually physically show your clients all those added impressions that they got
10:32that they were retargeted on. We also have offline visits. So in this age, we know a lot of people
10:39will go to a location and then visit a location later. We consider that an offline visit. It's
10:45actually a conversion. And we are hearing this again and again. And so when you guys are out there
10:51competing against competitors, talk about the offline visits. Show them that you had a conversion
10:57zone that someone went to the storefront after 30 days. And that is a fantastic way to say that was
11:03a point of purchase and that the advertising is actually working. And so we do have that in the
11:07dashboard. And it's an important metric that we want you guys to focus on. Okay, I'm going to pause
11:12for a second. I know there's some chats. You guys are doing good. Kayla, Josh, Charlene. Okay, great.
11:20Okay. I'm going to go ahead and show you guys where you can see the heat map in the dashboard.
11:27So when you guys go into the digital hub, you will click on the analytic tab. When you click
11:34on the analytic tab, it's going to bring you to an overall tab. And the overall tab is going to show
11:40you all of the metrics. Within there, you can click on any of the different platforms. And when you click
11:47on it, it's going to bring you to that particular vertical. So for display, you want to pull up the
11:54geography and the heat map. You just hit geography. And it's the same location for all the different
12:01platforms that you're going to be running on. But this is the selling tool. This is what has won deals
12:07again and again. By just going in and showing clients how precise we get with the geography.
12:13You can zoom in and see exactly where those impressions ran. I haven't seen this with any
12:19other dashboards. So take advantage of it, you guys. Go in there. Show them the heat map. Show
12:24them what type of reporting we can give them when they run with us. So get familiar with those
12:31definitions. Make sure you fully understand it. Reach out to us if you guys have questions. I know
12:36we have lots and lots of questions on geofencing. So just throw them our way. We're happy to answer
12:41those and help you guys sell more of it and get some of those renewals. Okay. So geography is number
12:49one, making sure you guys are leveraging the heat map when you're going in and talking to clients.
12:54The second and the most powerful one is the site list. I have worked with agencies before and they've
13:01only given me 10, the top 10. And that's normally default in this space. We do not. We give you pages
13:09and pages of sites and where everything ran. And so we have been in client meetings and I've joined
13:15client meetings where I ask the client, they say, oh, we're really, we're already doing display or
13:19we're doing, we're doing any digital with another client. We don't need to use you. And I said, oh,
13:25that's great. What's your transparency look like? Do you have a list of the sites? And a lot of times
13:30they say no. And so what you can do is you can go into the analytic tab and under placements,
13:37it will show you every single site that we ran on every single site. And also what you can do is if
13:44you have a client that says, oh, I don't want to run on that. That's great. Let your ad ops team know,
13:49let Kayla and Charlie know, and we can get them. So they're not served on that. But the fact that we
13:54show pages and pages of where we ran, we have nothing to hide because we're all about full
14:00transparency. And so take that to your advantage, show them that full site transparency, show them
14:06the quality of inventory that we run on. And then also you can show them the proof of where it ran.
14:12So we have screenshots. So you guys can go in there and pull screenshots. A lot of AEs forget that this
14:17is in here, but once the campaign has gone live within five days, we will populate those
14:23screenshots and put it within the analytic tab. So you guys can download it.
14:29Hi. How are you? You haven't seen me. I just want to make sure everyone's on mute. I'm okay.
14:38Okay. We're going to move on to engagements. And Kayla, if you can help me mute some people,
14:46that would be fantastic. Okay. The next is engagements. And so one of the things that we know
14:52in this space is that it's gone beyond the click. And so, so many people get so caught up on the
15:01click percentage and they take about, they want to talk about benchmarks and how it's doing.
15:06That's great. But at the end of the day, a lot of our clients don't really care about what it is,
15:11but they want to know the actual conversions and they want to see the proof and performance,
15:16right? The ROI, the KPIs. And so we want to make sure that you guys know that the engagements tell
15:22the full story. So most display campaigns should be optimized across all engagement, not just clicks.
15:30And so we want you guys to know that in the display reporting, and for most of our other
15:35reporting, we have impressions, clicks, view through, visits, hovers, video ads, engagements,
15:41and each of them tell a story. And so you can see that the view throughs are a combination. The
15:46visits are a combination. And so don't get so caught up on the clicks, like the percentage of
15:53clicks, because sometimes that's not the full story at the end of the day. So when you go into the
15:59dashboard, you're under display and under overview is where you guys can see all of the different
16:05engagement metrics. If you don't know what it means, just hover over it. So like I was saying
16:10before, visits the combination between the clicks and the view throughs, ad engagements, hovers, and
16:17IBV video plays. So these are things that you guys can easily find out what the definitions are just by
16:23hovering over them. Offline visits. Of course, we are in a sample reporting right now, so you're not
16:29going to see any offline visits, but that's where they live. Another thing that Josh said, he said,
16:34hey, YouTube, where are the YouTube views? Well, those are actually under pre-roll. So if you guys
16:39have any questions like that or where does this metric live, just let us know, and it's most likely
16:44in the dashboard. You just can't find it. So when we talk about engagements, you guys really need to
16:50think about it as a full picture and don't get so focused in on the click percentage and really look
16:56at everything as a whole. I mean, even this chart alone, you can see the peaks and the lows of this.
17:01Did they swap out creative then? Was it during a holiday? Did they need to switch out creative because
17:06there were so many dips and valleys in the reporting? Those are things that you guys can
17:10do as a rep to look very educational when you go back and you review these results with your client.
17:17Okay. The next one is view through. So in this day and age, I do this all the time where I'm on my
17:26phone and I'm reading an article and I see an ad and I'm like, oh, that's really interesting. I'll take
17:30a screenshot of the ad and then I'll go visit the website later. And so this has become a consumer
17:35behavior for a lot of our partners. So again, just talking beyond that click, people will go later
17:41and visit your website. It is a natural pattern. Some people don't want to click on it if they want
17:46to get retargeted. And so one of the things that you guys can do as a rep is know that a lot of people
17:52are always clicking on things and that the view through can be very, very powerful for you.
17:57And so as a rep, make sure that you are asking the client if they have a website and they want
18:02traffic to their website, make sure that you put a pixel on their website and you can set up that
18:07view through tracking. So in order for us to get the view through metrics, we need to make sure that
18:12we place that pixel on their webpage so we can traffic. And so this is one of my favorites. I
18:17think a lot of people are talking about this more just because it's becoming more of a consumer
18:22behavior that people aren't clicking as much, but then going to the website later. It's also important
18:26for you guys to make sure you have that website on every single part of your creative to help with that
18:30view through number at the end of the day. Okay. Digital lift. We've gotten a lot of questions
18:38on this. A lot of people get super confused on digital lift and they're like, I don't know what
18:41it means. I'm going to make it very simple for you. Once you've started a campaign, we will calculate
18:48the digital lift based on the campaign that you're running with us and how much lift we've given to
18:52the client's website. It's as simple as that. But back in the day, even like 10 years ago, when I was
18:59working on the agency side, this was something that you had to pay for. It was like five to $10,000
19:04to get the digital lift. And we give it to all of you guys free in our platform. So there are just
19:10a couple of things that you guys need to know as reps in order to get this study. You have to at
19:14least have a tracking pixel. You need to make sure that the campaign has been running for 90 days and
19:19you need to make sure that it's at least booking 50,000 impressions per month to qualify for the lift
19:24study. But the great thing is, is this is an upselling opportunity for you as a seller to go
19:30again into the dashboard when you're meeting with the client and show them that you have a digital lift
19:36study that you can give them. And so when you go in there under overview, it will be under lift in the
19:42platform. So a huge benefit for you all to upsell in what we have in there for the metrics.
19:49Okay, moving on to completion rates. This is big because we're in a day and age now where everyone's
19:55streaming under OTT CTV and our tracking and our reporting, we have the completion rate. And so the
20:03biggest metric for you guys to know is what does that mean? How many people have watched the video
20:08and within a certain percentage. So the great thing about our dashboard is it's going to show you 25%,
20:1250%, 75%, and 100% for CTV OTT. I have never seen this before being in this space for a long time,
20:21the amount of detail that we have when it comes to the completion rate. So I'm going to show you guys
20:25where this lives. Under OTT CTV, you guys can see the overview. So it will show you the completion rate.
20:34Under creative, it will show you exactly how many people viewed it within a certain percentage.
20:41This is a fantastic opportunity for you guys to go in as a sales expert and ask them to optimize their
20:48campaign, maybe change out their campaign. Maybe this campaign delivered better than the other campaign
20:53for video. This one got higher completion rates versus the other one. Also, it's really interesting.
20:58You can see if there is a website URL on every single frame of that creative during the video and if people
21:05drop off later. And so there's fantastic opportunities for you guys to kind of take advantage of the
21:11completion rate in the creative as well as under the featured networks. A lot of people don't even
21:17know where this is within the dashboard. You just click OTT CTV and it's under featured networks and
21:25you can find out the complete rate there by the network. You can also do it by platform too and the
21:32completion rate there as well. So again, great competitive advantage from a lot of other people out
21:40there. I used to sell premium on and we had nothing like this before. So show them this, especially if they're
21:47interested in video. So video completion rate. Okay, the last one is the website attribution. And so we've talked
21:58about this before. And again, this is a growing space, but this is a fantastic conversion metrics for you all to get
22:03very familiar with. So once someone has seen something on OTT CTV and then they visit the website
22:09within the last 30 days, this is a fantastic metric for you all. Again, we need to have a pixel place on
22:16their website to track this, but it's a great opportunity for you guys to go out there and say,
22:21hey, this actually performed and this is how much traffic you got to your website just from running on
22:26OTT CTV. So this space is consistently changing and you need to be able to understand all these metrics and know
22:35the ones that are the most important to focus on. And we think that these are the ones that you really need to drill
22:41in, make sure you know all the different definitions of it, but then also where to locate it in the dashboard. So I'm going to
22:49go back to the digital hub and just reiterate that you're going to click on analytics to pull up any of the
22:58reporting and the metrics that we have reviewed today. I also want to end and show you guys SEM because
23:06that's something that's growing. We are actually, shameless plug, Josh and I are doing an SEM training
23:13next Thursday. Please work with your DSMs if you want to be added to that. That will be a much longer
23:18training as we dive in to SEM and the reporting and the ins and outs of that product. But we have
23:24been getting a lot of questions from reps on how do I find the performance by keyword? And so once you
23:30click on SEM in the dashboard, you can just click on keyword and you can see all this. You can also
23:35click on creative, hit the dropdown, see a sample of the ad and then how it performed. It is fantastic.
23:43We are constantly improving this metric on everything for SEM. It's actually quite fun to
23:51see all the different things that we're doing on this and we'll continue to communicate that with you.
23:55We also have calls. A lot of people don't know where the calls are for SEM. So I wanted to point
24:00that out as well. And then if you have a conversion pixel, we have that at the end here. So that was one
24:06question that we were getting a lot of in the field. I'm going to leave this as a leave behind
24:12and it's really educational. It's a sales tool for you all. So this was really kind of powered by
24:18Charlene and then the rest of the team that we thought it was really important for you all to
24:22really know the ins and outs of these metrics, but then really where to locate them in the dashboard.
24:27We also have FAQs. So when you guys go into the digital hub, you click on it and under the resource
24:35library, when you click on resource library, you can go under frequently asked questions and click
24:42analytics and it will pull up all of the common questions that you guys have on analytics, like
24:49how to get access, how to download a printable report. Everything is right there at your fingertips
24:55that you guys can use in the search bar of the resource library and the digital hub.
25:01So again, the next trainings that are coming up that we'll be hosting next Thursday is SEM. It's
25:06going to be a much, much deeper dive. Then we're going to be doing CTV OTT January 12th. Again,
25:15most of your DSMs have access to that. That's going to be a lengthier one. We're going to be talking
25:18about streaming trends and best practices when you guys pitch it. All the questions that you guys have
25:24asked today, we are going to summarize it. We're going to put it in a Q&A and we're going to send
25:28it out with the deck that we've shared today. So I know this was really top level, but we've been
25:35getting a lot of questions about these metrics, what they mean, where they're located, so on and so
25:40forth. So we wanted to just take the time. I know it's a busy time during the year. A lot of people are
25:46kind of tuned out, but we thought let's do a micro training just as a refresher for you all.
25:50Kayla, Charlene, how are we doing on questions?
25:57I think we're good. If there are any others, though, you guys are free to ask now.
26:04Yeah, ask now and if you guys want us to show particular sections of the reporting.
26:10Michelle, I love that you love the resource library. We worked hard on that about a year
26:21ago and we're happy to have it.
26:24Yeah, a lot of blood, sweat, and tears there, Michelle, between Kayla and I. We're very proud.
26:29Yes.
26:30We're proud mamas of the resource library.
26:32We happen to have like standard metrics as far as, you know, where we should be measuring up
26:39again. So for example, like standard quick view rate, standard completion rates, all of those types
26:43of things. Yeah, so we sent a couple for video completion rate, but I have other performance
26:50benchmarks here at my fingertips that I can send you for display and geofencing as well. These,
26:57though, are our benchmarks. And in terms of industry standard, that's, I feel like, hard to nail down.
27:04It kind of depends on the source, right, of what industry standard we're going with. The, you know,
27:09there's so many different sources and different models and types to compare that with. So I would be
27:13really, you know, careful with what we compare it to. But those are our benchmarks for our products.
27:21Awesome.
27:22Yep.
27:27Any other questions? Anything we didn't cover that you guys wanted us to cover?
27:34I know Kayla and Charlene have said this again, that we have so many stories about reps who have
27:40won business by just going in during the CNA and showing the reporting dashboard. And it's as simple
27:46as even just showing the display. People are blown away by it.
27:49Yeah, it's definitely, I've definitely seen that a lot too, where clients are, you know, they,
27:56they are not sold until they see the dashboard. So we definitely encourage it and wanted to make
28:01sure that, you know, we do this training as soon as possible so we can get you familiar with it.
28:06But also I would just add that Charlene and myself are happy to join you with clients as well. If you're
28:12not comfortable going through the dashboard right away and you just want somebody to kind of lead that
28:17part of the conversation in the beginning and, you know, see how we do it. And then you can,
28:21you know, eventually go off on your own. I think that's also a good practice too. If you ever want
28:26to invite us in, we're happy to join client meetings as well.
28:31Yeah, definitely just email us, take advantage of the printable reports to save you guys time.
28:36We're always happy to get on the phone and do a recap and help you guys with that full story
28:40or even look at metrics, trends that you just don't make sense. We're happy to walk through that.
28:50Okay. That's a wrap. It's exactly 30 minutes, Josh. Look at that.
28:53Great job, Sarah.
28:55We're looking forward to next week's SEM, that's for sure.
28:58Yeah. SEM next week is going to be a lot lengthier. So if you haven't been,
29:05if the invite has not been shared with you, please reach out to your DSM and get invited.
29:09So thanks everyone. Thanks, Sarah.
29:14Great. Have a great rest of the week.