Aligning content strategy with business objectives is paramount: John Sheehy
Sheehy, President, Global Operations, StarCom MediaVest, also talks about using an optimiser tool that takes not only TV, but also online data to figure out how to drive reach more effectively

John Sheehy, President, Global Operations at StarCom MediaVest was in India recently to speak at the exchange4media Conclave 2014. We spoke to him later about his thoughts on the digital shift being witnessed currently. John shared his thoughts on the need for a strong content strategy and the importance of defining business KPIs rather than selecting the medium for communication first. Excerpts.
Budgets are usually limited. In such a scenario how does one optimise when facing different communication vehicles?
The first thing is you need to prioritise what your business objective is. If brand awareness is critical then TV is going to do that. If you look across to purchase, then you might want to get isolated through retail through the online environment and drive investments there, which will create awareness but also intent and, perhaps, loyalty. What we are trying to do with our clients in India is we believe that there is significant waste that is currently happening in TV. We use an optimiser tool called Fusion, which takes not only TV, but also online data and tells us how we can more effectively drive reach. If you can do that, you can certainly see 10-15 per cent savings right off the top and which we again invest back in a different vehicle against a business KPI, whether it is conversion at PoS, loyalty or brand awareness.
The second challenge is content. In addition to figuring out where your dollar is going to be invested to have to figure out what the content strategy is going to be. You have to be very smart about this because in addition to being more efficient you also need to be more effective. So you are not only making content cheaper and easier but you are also partnering with publishers and data partners.
Does one size fit all when it comes to content any longer?
I think again I would answer this by going back to what is your business strategy. What is the brand trying to achieve? Once you have figured this out, then you need to build the content strategy that will allow you to do it. We use a planning approach called Experience Planning. It starts with how we define the audience and how we design the communication roadmap through the consumer journey or path to purchase and, finally, how we deliver it. In that journey you have to figure out what is the role of each piece of content, where it is worst, how long it is going to run and then sit down and connect the dots. This is a much more effective planning process rather than just sitting down and delivering a matching luggage, which still takes place in a lot of markets.
Are overall ad spends on digital increasing or is it cannibalising from other mediums?
Overall ad spends seem to be incremental. So the dollars are going to go up and this is going to be driven by greater supply, greater demand as consumer preferences shift and change. It is going to be driven by new employers coming into the market with redesigned and innovative offerings. TV still has a primary role to play, but we are seeing social amplification around tent pole events, you can take the example of the Red Bull Stratos event with Felix Baumgartner or the Ellen DeGeneres selfie. The Super Bowl is another great example, which is why we see a lot of money moving to sports and entertainment.
Publishers tend to not open up premium inventory for programmatic platforms because they feel it’s sold easily, do you think that is a major problem when it comes to adopting programmatic advertising?
Programmatic, around markets, is a supply and demand issue. What has created the opportunity for programmatic is that in some markets the supply is so infinite that it easy to take audiences from the demand side and match them with the relevant ad and serve it. There are some issues with that in terms of what is the quality of the inventory and false reporting. What we do is that we work with the publisher to get premium inventory, make it accessible and also verify it in terms of whether we are reaching the right people.
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E4M Our strategy is to target younger audiences through Sports: Rajiv Dubey, Dabur
The Head of Media at Dabur India spoke exclusively to exchange4media on the World Cup, associating with Indian Idol, the company’s digital spending and much more
With quirky campaigns, memes and moment marketing, timed with the ongoing World Cup and particularly the India-Pakistan matches, Dabur India has got considerable consumer attention for its popular brands – Red Paste, Cool King Hair Oil, Chyawanprash, Dabur Vita and the recently launched Bae Fresh Gel toothpaste.
The 140-year-old company is going big on key sporting events, World Television Premiere (WTP) movies and reality shows. It is now gearing up to become the title sponsor of popular talent show ‘Indian Idol’ on Sony TV for the first time, shared Rajiv Dubey, who leads the media strategy at Dabur.
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Swapan Seth's new book 'COOL' is out
The book is a reflection of the author's 'eclectic taste across categories'
Advertising professional and art collector Swapan Seth has announced the launch of his new book COOL. The book is described as "a ready reckoner to the hip and the happening, of the known and the very unknown."
The book is a reflection of the author's "eclectic taste across categories: from boltholes to exotic hideaways."
COOL has been published by Simon & Schuster India and is available on Amazon.
Seth is an ad veteran with a long and illustrious career in the industry. He became the youngest-ever Creative Director at Clarion at age 24. He was VP at 26 at Trikaya Grey. Two years later, he started his agency Equus.
He writes for publications such as The Economic Times, Hindustan Times and India Today. This is his second book and he has previously published THIS IS ALL I HAVE TO SAY.
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Disney Star signs 9 sponsors for Asia Cup PAK
Charged by Thums Up, Nerolac Paint+, Amazon Pay, Jindal Panther, My11Circle, MRF, Samsung Galaxy Z Flip5, Wild Stone and Thums Up come on board
e4m Staff Disney Star has signed nine broadcast and digital streaming sponsors for the upcoming Asia Cup.
Charged by Thums Up, Nerolac Paint+, Amazon Pay, Jindal Panther, My11Circle, MRF, Samsung Galaxy Z Flip5, Wild Stone and Thums Up have come on board for the upcoming tournament.
As reported earlier by exchange4media, Disney Star has sought Rs 26 crore for the co-presenting sponsorship on TV and Rs 30 crore for Disney+ Hotstar.
According to industry sources, the associate sponsorship on Star Sports has been priced at Rs 19.66 crore, whereas for the ‘powered by’ sponsorship on Disney+ Hotstar, the broadcaster is seeking Rs 18 crore.
As per the information available with exchange4media, Disney+ Hotstar has three sponsorship tiers-- co-presenting (Rs 30 crore), powered by (Rs 18 crore) and associate sponsorship (Rs 12 crore). The broadcaster is offering an estimated reach of 120-140 million for co-presenting sponsors, 90-100 million for powered by and 60-70 million for associate sponsorship.
A spot buy for 10 seconds has been priced at Rs 25 lakh for the India vs Pakistan matches, while for the non-India matches, the ad rate for 10 second is Rs 2.3 lakh. The India matches plus the final for ODIs has been priced at Rs 17 lakh per 10 seconds.
Asia Cup is scheduled to be held from 30 August, 2023, to September 17, 2023.
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Sorted 360 wins creative & social media mandate of Reliance Mall
The agency will manage offline and online campaigns for Reliance Mall
Sorted 360, an integrated creative and social media agency, has won the mandate to providing brand solutions for Reliance Malls across India.
“Sorted 360 is set to enhance Reliance Malls' market presence with their unparalleled creative prowess and strategic thinking,” read a press release.
“Sorted 360's commitment to pushing the boundaries of creative communication aligns perfectly with Reliance Malls' ethos. With a pan-India presence spanning across 19 cities and growing, Reliance Malls has consistently captivated customers by offering an array of Reliance brands and third-party fashion & lifestyle brands. The mall has established an unparalleled connection with its patrons through superior quality, a remarkable value proposition, and an unmatched shopping experience,” it read further.
"We are thrilled to welcome Sorted 360 as our trusted partner in advancing our brand presence across the nation," said the Head of Marketing at Relaice Malls. "Their proven expertise in retail, shopping center management, and innovative creative strategies make them the perfect fit for our vision."
"Partnering with Reliance Malls is a testament to our commitment to shaping extraordinary brand experiences," remarked Prerana Anatharam, Co-founder of Sorted 360. "We are excited to leverage our strategic and creative acumen to further elevate Reliance Malls as the epitome of convenience, choice, and excellence."
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KlugKlug onboards Hemang Mehta as Country Manager for Indias
Mehta was most recently Head of Agency Relationships at Network 18 Media & Investments
KlugKlug has appointed Hemang Mehta as its Country Manager for India.
Mehta will play a pivotal role in driving KlugKlug's growth and expansion within the Indian market and be responsible for Sales & GTM Strategy
Prior to that, he has also represented organisations like Exponential (now VDX.tv), India Today Digital and Rediff.com. His expertise spans various domains including digital media sales, mobile marketing, media planning, and buying, social media marketing, and more.
Hemang Mehta expressed his enthusiasm about joining KlugKlug, saying, "I am thrilled to be a part of KlugKlug, a forward-thinking platform that is reshaping the influencer marketing landscape. As much as I look forward to collaborating with the exuberant team at KlugKlug, I am super excited to interact with the brands to deliver powerful data-backed Influencer solutions that will guarantee business outcomes."
Commenting on the appointment, Kalyan Kumar, Co-Founder and CEO of KlugKlug, stated, "We are excited to welcome Hemang Mehta to our team as the Country Manager for India. His extensive experience in digital media sales and marketing will be instrumental in driving our efforts to provide influencer marketing solutions to our clients. We believe Hemang's leadership will be key in scaling our operations and expanding our reach within the Indian market."
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