A look at the reasons online publishers and ad networks get rejected by media planners.
Media planners and buyers (like ClickZ columnists) constantly receive pitches from online publishers and ad networks, trying to draw attention to this special feature or reason why we should consider using them. Truthfully, these pitches aren't unwelcome as the Web contains so many niche sites, new technologies, and new advertising formats that it's almost impossible to expect media people to know about them all on their own.
Pitching also shows assertiveness on the part of the publisher that the media planner likes to see: you actually want our media money. This might sound a little oxymoronic, but sometimes we media planners want to include a publisher on our plan only to not receive any response to our RFP or inquiries.
A survey I ran in 2005 found that, among other things, half of online media buyers don't like media reps. Though I don't have any updated stats, there still isn't a perfect system. Media planners, charged with meeting particular client objectives, do their best to create effective online media plans that may not include publishers for a variety of reasons.
Some of the reasons publishers get rejected from a plan are make-or-break issues; other reasons come down to a judgment call on the part of the media planner.
Of course, many publishers and ad networks fall into the positive camp. Good publishers treat the media planner as a partner and seek a strong relationship. They tell you "Yes, we can figure out a way to do that" rather than a simple "No" more often than not. They bring you beta ad testing opportunities. They share ad creative ideas that have worked well on their sites in the past. They give you full-service support, regardless of the size of your spend.
These same good publishers help your agency throughout the duration of your campaign. They monitor your campaign's performance and flag you even before you might notice something. They ask you about actions you're seeing on the backend of your campaign. They work with you to best optimize your buy, even if that means shifting around placements and impressions.
Good publishers want your media plan to succeed because they're smart enough to know that you'll be back to buy again. What this camp all shares in common is truly excellent customer service, flexibility, attentiveness to an advertiser's needs, a full-suite of all targeting capabilities, and good overall performance.
Although every media planner has their bias, some networks and sites we've found that tend to consistently step up to the plate are Yahoo, Google, Kontera, Orbitz, About.com, Disney Online, Discovery, iVillage, and WebMD. To them and those like them, we say thank you!
Hollis is off today. This column was published on Jan. 26, 2010 on ClickZ.
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A ClickZ expert columnist since 2005, Hollis Thomases (@hollisthomases) is president and founder of Maryland-based WebAdvantage.net, an online marketing company that provides results-centric, strategic Internet marketing services, including online media planning, SEO, PPC campaign management, social media marketing, and Internet consulting. Author of Twitter Marketing: An Hour a Day and an award-winning entrepreneur, Hollis is the Maryland 2007 SBA Small Business Person of the Year. Hollis speaks extensively on online marketing, having presented for ClickZ, the American Marketing Association, SES, The Newsletter and Electronic Publishers Association, The Kelsey Group, and the Vocus Worldwide User Forum. WebAdvantage.net's client list has included Nokia USA, Nature Made Vitamins, Johns Hopkins University, ENDO Pharmaceuticals, K'NEX Construction Toys, and Visit Baltimore. The agency was recognized as a "Small Giant" by the Greater Baltimore Tech Council and was chosen as a "Best Place for Business Women to Work" by "Smart Woman Magazine."
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