CANNES – Andrew Feigenson joined Nielsen Catalina Solutions about six months ago hoping that the ad industry was moving toward an outcomes-based approach to measuring success. So far, he hasn’t been disappointed.
“From an advertiser perspective, we’re seeing a lot of that right now. Brands that are actually taking sales impact as a KPI and then adjusting all of their media tactics to meet that,” Feigenson says in this interview with Beet.TV at the Cannes Lions Festival of Creativity.
Meanwhile, on the publisher side, what interests Feigenson, who is Chief Revenue Officer at Nielsen Catalina Solutions, “is a wholescale embracing of this.”
The company has about 90 million households worth of frequent shopper data garnered from retail partners frequent shopper data. “That means we can go really deep in terms of creating segments for activation or in doing closed-loop attribution,” Feigenson says.
That data is complemented with insights from the Nielsen Homescan panel, “which allows us to create a representative view of what’s going on in the market beyond the retailers that participate with us through Catalina.”
Since the beginning of 2017, Nielsen Catalina Solutions has announced new relationships with Pinterest, Twitter, Snapchat and Spotify.
With regard to business outcomes for advertisers, TV is still an easier medium to mine, according to Feigenson.
“It’s somewhat easy to look at effectiveness because you have one format and you can take that format and put it against a media mix model and get pretty predictive about what results are going to be,” he says.
Digital involves many different formats and ways of targeting, so outcomes can vary widely. “So from a publisher perspective, first and foremost they need to show that what they’re doing works.”
Some publishers exceed these expectations by using outcomes to influence their own product strategy. “In other words, they use outcomes as a way to figure for them what works, they work backwards to make it better.”
At Cannes, Feigenson is optimistic that all parties can come together in the common interest of advancing the ad industry and lifting certain clouds that have lingered overhead, among them digital ad fraud.
“I’m hoping here we address issues honestly and creatively and we come up with ways to make this industry better.”
This video is part of Beet.TV’s Coverage of Cannes Lions 2017. For more from the series, please visit this page.