Making Search the Centerpiece of Your 2013 Digital Advertising

  |  January 7, 2013   |  Comments

As brands ready for 2013, here are a few ways to maximize the role search should play for your brand.

Search works. Period. End of story.

Despite that truth, every year it seems like many brands cannot wait to put dollars elsewhere. The annual industry spend projections seem to frequently trumpet a rise in media investment in alternative digital channels. They project that some channel is going to replace search or, at the very least, take a chunk of growth away from search. The reasons are varied, ranging from consumer behavior shifts to media inventory accessibility and programmatic ease in buying those alternative channels. The reality is search is as unsexy today as it has ever been to talk about. It's still largely text and it's still primarily predicated on an explicit consumer action that takes the influence element out of the media. Search is not measured on exposure and engagement, but rather on cold, hard revenue.

If we can all agree for a minute that people still go to Google, Bing, and Yahoo, and that they search for products, places, and people - and acknowledge that they now do these things on their mobile devices, on YouTube, and will do it on Facebook and Twitter increasingly more often - then we simply need to determine how to make those hand-raisers the centerpiece of our digital strategy.

As brands ready for 2013, here are a few ways to maximize the role search should play for your brand:

  1. Campaign architecture. The single biggest impact you can have on an existing campaign is through account restructuring. Regrouping keywords based on messaging and Quality Score, adding and subtracting from campaigns, and proper application of negatives and match types can give you a 20 percent-plus lift without doing much else. The dirty truth is it takes work. Agencies rarely do it except for when they take over an account from someone else, and it's a time-consuming, less glamorous activity. But, like search itself, it works.
  2. Testing. When Google introduces product listing ads (PLAs) or Yahoo announces ad formats for organic results, how quick are you ready to jump in? Whether it's an ad format or a third-party system for creative or bidding, there are any number of tests. The basis for any test should be to improve or increase your campaign. Many brands want something beyond search because they feel like search is tapped out. Testing can be a solution without leaving the channel, but a testing rigor must be established and applied.
  3. Find "like" media opportunities. If search works for you, figure out why and go find non-traditional opportunities. If search works because people are expressing intent in your brand, then find channels where you can generate more intent. If they are expressing category interest and you need more exposure, then go find inventory with similar targeting opportunities. More and more businesses are being created using search principles and more channels are using hand-raising as selection criteria for ads.
  4. Search should drive other media. The single greatest way to get more searches is to buy more TV. That has been a consistent for a decade and it's not stopping. If search is the deal closer for you, then find media outlets that give you a higher propensity for future searches to take place. If you are buying audiences and targets, or investing in social, then do it with a data connection to your end goal of search conversion. This will also allow you to best determine what you will and won't spend per click in the search channel.

In 2013, social, mobile, and audience-based buying are all going to command attention and media dollars. The effectiveness of those channels will be scrutinized and brands will invest substantial time and money in the potential. That's all important and valuable, but it does not diminish from what search has done for your brand and will do into the future. Sometimes the old dog doesn't need a new trick, sometimes you just have to feed that big dog and let him continue to eat.


Chris Copeland

Chris Copeland is chief executive officer of GroupM Next, the forward-looking media innovation unit of GroupM. Chris is responsible for curating and communicating insight-focused media solutions across established and emerging platforms. Leveraging his multi-year experience with emerging media companies, Chris is tasked with stewarding GroupM Next in partnership with agency leadership from GroupM's four media marketing and marketing service agencies (Maxus, MEC, MediaCom, and Mindshare). The focus is participating with those companies leading changes that most impact consumer media consumption, brand favorability, and purchase behavior.

Guiding the Predictive Insights, Technology, Research, and Communications teams at GroupM Next, Chris is responsible for overseeing the amplification of insights into opportunities that directly benefit the business of GroupM agencies and their clients. GroupM is the world's largest media investment management group and the media holding arm of WPP. Together, GroupM agencies represent almost $30 billion in overall North American billings (RECMA).

Chris helped guide the development of GroupM Next, which was established to deliver the best thinking and new insights from within the GroupM community. The unit also focuses on technology innovation connecting all media channels, but especially, online, social, mobile, and addressable.

Chris was selected to lead GroupM Next after nine years of leading the search marketing practice within GroupM. Among his accomplishments are the development and integration of the global search marketing offering for GroupM agencies, GroupM Search, which managed $1.3 billion in search billings globally and grew to more than 1,000 search marketing strategists serving 40 countries. In 2009, Chris created the research division of GroupM Search and developed research studies that deepened the understanding of consumer behavior across search and social media for leading brands and garnered global traction - most notably: The Influenced: Social Media, Search, and the Interplay of Consideration and Consumption; The Virtuous Circle: The Role of Social Media in the Purchase Pathway;and From Intent to In-Store: Search's Role in the New Retail Shopper Profile.

Chris entered the digital industry in 1996 when he joined search marketing agency WGI (later acquired by Tempus Group). He has been with the WPP and GroupM family of companies since 2000 when, recognizing search as an emerging media channel with incredible potential for brands, WPP acquired Tempus Group and CIA, and ultimately rebranded the search marketing agency as Outrider. As senior partner and managing director of Outrider, Chris delivered on GroupM's vision for the channel, leading the organization to 500 percent growth with global presence over five years, and establishing award-winning search marketing strategies that have become industry-wide best practices. In 2002, Chris successfully implemented the integration of search into the cross-channel media planning process at MEC, creating the first search marketing practice to sit within a media communications and planning company. In 2007, he guided the business expansion of search marketing practices into all GroupM agencies. In 2009, Chris was named CEO of GroupM Search, where he was responsible for driving global search strategy for the organization, while fostering the innovative application of search as an integrated channel. In his role, Chris also provided digital strategy counsel for clients, including AT&T, Dell, Audi, Volkswagen, and more.

Chris is an active member on advisory boards at the 4A's, Google, Yahoo, MSN, and I-COM. He is a frequent speaker in global forums discussing the digital marketplace and how the space is evolving, and serves as a regular resource to national and industry press. Chris contributes editorial commentary regularly to Advertising Age, ClickZ, MediaPost, and In fall 2013, Chris was honored as an inductee into the ClickZ Digital Hall of Fame.

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