Marketers have long envisioned a world where millions of people walking by a Starbucks store on a hot day are served an offer for an ice-cold coffee while browsing a website on their smartphone. That scenario, by and large, hasn’t worked out for brands so far due to complexities in ad targeting, challenges around reaching a sizable audience and questions about the accuracy of the location-based firms’ data that relies on bits of information pumped through technology platforms.
Still, there’s a lot of money to be made in location-based advertising. According to research firm BIA/Kelsey, U.S. marketers are poised to spend more than $16 billion on targeted mobile ads this year, reaching $20.6 billion in 2018. What’s more, brands are beginning to invest in location insights outside of advertising and into the burgeoning world of mar tech, where reams of data inform everything from what people are buying and how often they purchase to planning exactly where stores should open.
To dissect the ins and outs of what’s working, what needs fixing and where location marketing is headed, Adweek assembled a panel of six marketers from brands and agencies to hash out the issues for one hour via workplace messaging app Slack. Read on to see how the conversation unfolded.
Lauren ? [3:01 PM]: First question: For years, location data has promised marketers granular targeting to hit “the right consumer at the right time.” What are your thoughts about when and how to use location data?
Lisa ? : Location data today has many inaccuracies. We use location data with our retail partners as data points to inform decisions at the individual level.
Location accuracy: Measures how closely a company’s data matches to actual location coordinates in the real world.
Abbey: Location data is the digital bread crumbs of offline activity, so we use it in a variety of ways: for insights, segmentation, targeting, analytics and understanding if we drove people to a desired physical location.
Lizzy: I agree. I think everything is still just estimations. You can’t get 100 percent accuracy at any given time. What we have now is better than five years ago or even a year ago, but it’s not perfect.
Warren ? : Nothing is 100 percent accurate. It’s knowing how to use the data and understanding the sources you rely upon.
Brian: Agreed with @Lisa on inherent inaccuracies with location data currently available today, which is why we typically use geofencing to align HotelTonight’s use cases with people who are more likely to have a need rather than target based on a broad DMA location.
Designated Market Area (DMA): A population in a specific geographical area.
Warren ? : Geofencing is likely the most inaccurate of all location data sources. We rely mostly on first-party, app-based IDFA data.
Geofence: A virtual mapped area used by brands to target messages to people at specific locations.
Identifier for Advertising (IDFA): A piece of location-based code within iPhones used for ad targeting.
Brian: Interesting, why do you say that @Warren? It’s been incredibly successful for HotelTonight.
Warren ? : We use geofencing as part of a holistic solution to derive better data. For example, we can determine the difference between an employee and a consumer. Then we can match that user’s ID to ad calls.
Abbey: We used geofencing for an entertainment client to target people at Comic Con because we knew our show’s audience was there. That data drove activation, audience understanding and future targeting.
Lauren ? [3:06 PM]: Why is location data inaccurate today?
Adrian ?? : It’s all dependent on the device, browser and user … all things that are definitionally inaccurate at times. That’s why you mix location data with intelligence data (age, context, sequence, market, etc.). Location is one vector point, not all.
Patrón used three years of drinking data across 12 million users and 100 markets [with Foursquare] to get smarter about what spirits drinkers like. Then we fed that into AI-powered bots, Amazon Alexa and media units. The location data was the building block, but we mixed it with other tools. ?
Five to seven years ago, I was just using Foursquare data to get people to check in to stores for badges. Big change!
Lisa ? : @Adrian Agree ?. Triangulation of data is critically important in the digital landscape. Not all location data is inaccurate. However, precision and accuracy is key to scale, and using location data in a silo will not deliver the best consumer experience. In addition, the location of an individual might detect they are near or in a particular store. However, you have no idea [if there is an] intent to purchase.
Triangulation: The process of using multiple pieces of data to verify the accuracy of one piece of data.
We have many retailers that utilize location data in addition to other data sources to deliver the right product mix and creative messaging to their consumers. As an example, an outdoor clothing retailer would customize their messaging strategy differently for someone in Florida versus New York.
Attribution: Determining that a piece of media drove a conversion.
Lauren ? [3:14 PM]: With vendors all pitching their own sets of data, what do you look for in location data?
Warren ? : We look for users who were exposed to ad messages in out of home, digital and TV, and then we can retarget, track them or create look-alikes.
Look-alikes: Piecing together anonymous data to create mini-profile groups that have the same characteristics as an advertiser’s goal.
Abbey: We look for partners to allow us to action against their data across as many platforms as possible and to be merged with as many additional data sets as possible. So for us, the best partner is a flexible one.
Lizzy: Agreed with @abbey. I look for a partner that can optimize based on their data that is frequently updated if not in real time. The data is useless unless I can optimize against it while the campaign is live.
Adrian ?? : Facebook and Google offer varying degrees of both, but it’s hard to use data outside their ecosystem, of course.
Lauren ? [3:18 PM]: @abbey Are you seeing more location firms open to sharing and mixing their data? A few years ago it seems like that would have been a no-go because it’s a competitive advantage.
Warren ? : We see this now. The data market is getting very crowded, so we are seeing partners selling and buying each other’s data in order to dimensionalize their offerings. Sort of an “if you can’t beat ’em, join ’em” mentality.
Abbey: Honestly, that often comes down to us doing the due diligence of looking at data ? side by side and triangulating ? it. What we really like are when partners don’t just make their data available on their own networks, but also unbundle it so it’s not just packaged with media. That’s a big plus for us.
Lauren ? [3:23 PM]: ?? Alright—which company has the best location data?
Warren ? : Freckle IOT. It’s all first-party, fine-grain data. We also like NinthDecimal.
First-party data: Data collected and stored directly by a company.
Third-party data: Data collected by another firm that’s used as an additional source for verifying location.
Abbey: One source we like is Foursquare as it not only looks at lat/long data, but also looks at height and depth. When I’m somewhere like [New York City’s] High Line, other location-based services might show the High Line, the office building above it and the restaurants below—Foursquare will know where you are on the High Line.
Lat/long data: The horizontal and vertical coordinates on Earth for an exact location.
Brian: +1 on Foursquare—they’ve come a ways since their pivot.
Lisa ? : I think Google wins in this area. They own the software and have some of the best location data with the least amount of limitations. Their map assets also allow them to track start and end points versus just a snapshot in time like others.
Lizzy: Google has the power of their apps, but also additional phone data from Android phones. Facebook has [a] large volume [of data], but Google has the volume and the leg up on having so many different apps and devices that can provide that info. I do a lot of campaigns with search, DoubleClick Bid Manager and custom audiences from Google data and it seems to be the most versatile for me within the last year or two.
Warren ? : Google gets my vote from a consumer point of view, but they own their sandbox and have rules that limit how you can partner—Google is far too restrictive from an agency point of view.
Lauren ? [3:36 PM]: A lot of firms now pitch themselves as more of a data source with dashboards rather than advertising players. Why are so many location firms trying to get out of serving ads?
Lizzy: It probably depends on what is profitable. If you don’t have to pay for a large sales team to push advertising and you can sell tech and data to other companies pushing the ads for you, then why not? In the end, many of the companies pushing ads are using the same tech providers and data. It’s all incestuous.
Lisa ? : I think location-based companies got over their skis a bit in the beginning. There is not a lot of differentiation between these players and if you can add insights, dashboards and analytics to your mix, you can begin to create more use cases and efficiencies for location-based marketing.
Adrian ?? : Seventy-five cents from each digital dollar goes to Facebook or Google, so why fight for ad scraps when you can power the platforms, campaigns, clients and agencies? I’ve used both media and data products and think it really depends on what outcome you’re driving.
Abbey: There’s a move toward self-service and making the data accessible to be able to buy through demand-side platforms that are under contract that many location providers had to unbundle.