What are OTT ads?

Are you down with OTT? You should be! Recent data shows more than half of all American adults are devouring over the top (OTT) content, and it is not a passing fad.

Ask friends for advice on a new show to watch or ask co-workers what movies they recently caught. You are not going to hear them talking about traditional TV, you are going to hear about an original series only found on Prime, or the latest Netflix movie. You might hear about a documentary or stand-up comedy show they are binging on through their Chromecast or Apple TV, and if you do hear about The Bachelorette or This is Us, they are likely watching it through their ABC or NBC app rather than through cable.

What does OTT even mean? It stands for Over The Top, initially named in reference to devices that bypass cable and instead go “over” a cable box to give the user access to streaming TV content. In OTT channels, content is delivered via an internet connection rather than through a traditional cable/broadcast provider.  

People are cutting their cable cords and are watching what they want, when they want. Many don’t even have to cut the cord, they never had it, their official term is “cord-nevers”. In fact, it is estimated that 67 million Americans do not pay for a traditional TV service and 1.3 million Americans cancelled their pay-TV service in the 1st quarter of 2019.

Streaming options continue to rise and there are a lot of players in the game and from Apple TV+ to Disney + the options seem endless. With so many options to choose from, people are likely pondering just how many of these streaming options we need AND how many can be supported? A new survey of 2000 plus verified adult users of OTT services is attempting to answer some if these burning questions by digging a little deeper. The survey, conducted by the Harris Poll and AdTech platform Open X , has revealed many interesting facts:

  • 52% of all US Adults over 18 use at least one OTT service
  • The average OTT user streams more than 2 hours of content every day
  • The average OTT user streams content across three devices and uses three different OTT services.
  • Usage also varies by age with Millennials spending more time on their phones than they do sleeping and 1 in 3 OTT users stating that screen size has no impact on the type of content or how long they watch.

What does this all mean? That OTT is rapidly becoming the norm. People are not just testing the waters anymore, they have cannon-balled into it and are swimming freely.

The next question in my mind then is just how many streaming services does one really need? And, how many is too many for the market? How many monthly fees are we willing to pay when new streaming services are coming at us all fast and furiously?  Survey says, “Up to $100 per month for about 15 channels/outlets.”

Are you overwhelmed? Most of us are. Managing our streaming subscriptions does not spark joy. We want it to be easy. Easy to choose, easy to manage and easy to navigate, however, there is no perfect way to cut the cord and no perfect magical combination of streaming that will give you everything you want.

Take sports for example. We have a Roku in our house, and I live with some massive soccer fans. In the last four weeks we have downloaded at least four different services in order to watch specific games that were not being broadcast on a service we already have. Keep in mind, in the last four weeks we have also decided to cancel two subscriptions. One as soon as the free trial was complete and the other as soon as the super special unicorn game we could only find on that app was over. We decided to keep one as it has a more massive variety and sports package and as for the fourth service, we are still in the trial period and we are still mulling over how necessary it is and if we want to keep it.

I would imagine a lot of households work this way. We are all constantly patching together different combinations of services to get just the right fit, yet like your favorite jeans, that perfect fit can be really hard to come by.  

The average consumer subscribes to at least three services, and we will continue to see several more debuts in the next year or less. Now instead of just turning the TV on, we actually need to compile a strategy and game plan to watch TV.

What makes us decide which services to use? Content is huge. For us, it was about where can we watch this game and who has it? Often there is only one place to watch so the choice is simple. The survey agrees to a point and determined that while specialized content is a good way to attract new viewers, it is not enough the keep them long term. 

As we are all working on patching together our own personal quilts of streaming, advertisers are busy keeping up with it all.

It is estimated that $76.1 billion was spent on advertising to television audiences in 2019, down from $79.3 billion in 2018. For 2020 it is predicted to rise 4% thanks to all the political ads we can expect in an election year.

What about Video ads and what do those budgets look like? According the IAB, marketers report we will see an increase for digital video budgets by 25%.

Some key areas are driving this spend increase:

Original Digital Video content— ODV now averages $9.3M (up 31% y/y); although advertisers consider ODV “essential”, the spend on this content type is still challenged by “quality of content”

• Advanced TV— Nearly 60% of advertisers report that they will increase their budgets for ATV this year, primarily because they find OTT to be beneficial in delivering tough to reach audiences

• Mobile and Desktop have reached parity in spending, with nearly two-thirds of the total digital video spend allocated evenly across the two devices

• Programmatic— Growth in digital video programmatic spending is expected to rise +4% year/year, now reaching 53% overall

With more video ads coming at them, how are OTT audiences responding to ads, especially when they are consuming content on their mobile devices? Going back to our Harris Poll and AdTech platform Open X survey, 40 percent of all OTT users will pause a commercial on their phone, search for info on the product, and display intent to purchase. That is a HUGE opportunity for brands as OTT adverting could generate incredible results. The key is to determine the best approach, the creative needs to be strong and there must be a call to action.   

Another challenge for advertisers is the diversity of the OTT universe. Not all providers allow advertising and not all in the same way. Some platforms are ad supported and others are not which makes it difficult to achieve a tactic that encompasses the whole scene.

The survey found:

• 72% of OTT users understand there is a trade off between watching free content and having advertisers use their data to serve ads, and most do not find ads bothersome if they are relevant
• 46% of OTT customers are willing to pay $10/month for a service with no ads
• 25% prefer a free service with ads
• 29% want a hybrid model with a few ads and a lower monthly cost
• Consumers are willing to pay up to $24/month for a premium package on a single service

These findings hint that OTT providers will most likely arrive at some kind of tiered pricing model with at least one of the tiers being ad supported to include the different customer segments.

As for ad targeting and personalization, there is immense potential to grow as we narrow in on the exact users. Lawrence suggests, “Advertisers will require a much richer inventory of creative to appeal to individual audiences and subsegments.” The concern here is the survey also found a approximately one third of consumers share passwords for OTT services. So he also cautions, “if the account holder is a 55 year-old married couple, but actual primary user is a 21 year-old college student, there might still be a disconnect.”

Although we don’t have all the answers yet, this new survey does help us to quantify some of the changes and gives us a bit of a baseline. I personally have lived through antenna only TV with no remote control, to FINALLY getting cable and the ever so important MTV in high school, to not being able to live without HBO, to all the on demand cartoons my boys watched to the now teens in my family downloading and deleting streaming services at a blinding speed. I’m not certain what exactly is next but I’m down with OTT and excited for the ride!

Do You Think Digital Advertising is Creepy?

Even when we’re adults and out on our own, we still call our moms for everything, especially when we don’t feel well. Just last night I called my mom to tell her I had a sore throat and a headache. She gave the typical mom answer and said “gargle with warm salt water and go to bed early and get some rest.” The next morning I woke up and was browsing the internet catching up on what was going on in “Bachelor Nation”, and I kept seeing ads for Dayquil. Coincidence?

Now, what I didn’t tell you before, was that that afternoon I went to Walgreens to buy some Dayquil, cough drops, and tissues, and when I purchased them, I did so with my Walgreens card. Before I went to Walgreens, I also looked up symptoms of strep throat and symptoms of the common cold. Just by doing these simple things, I was targeted because of what online behaviors I showed (behavioral targeting and/or keyword targeting) and where I had recently been (mobile conquesting). Digital advertising allows us to get so targeted, that some people might think it is “creepy”.

It is safe to say that in today’s digital world, ads aren’t going anywhere, so wouldn’t you rather be served ads that are relevant to what you like or enjoy, or are interested in? Personalized ads have a higher click through rate (CTR) than their counterparts ,and they reduce wasted ads spend. Advertisers can get super targeted with their messaging to consumers based on what they look for online, what they search for, what they buy, what they click on, where they frequently visit, where they’ve recently been, and so many other factors. A study done by Epsilion found that four-fifths of consumers are more likely to make purchases when a brand gives them a personalized experience.

As customers, we expect to be treated the way customers should be treated; we all want a personalized experience. If you are out to dinner and the waiter or waitress remembers your name at the end of the meal, you feel special because it was a customized experience. If you check into a hotel and the front desk says to “enjoy your stay Ms. Jones”, you feel special because it is now a personalized experience. Why wouldn’t digital advertisers want to send customized ads to potential customers as well? Seventy five percent of consumers said they prefer a world with fewer, but more personalized ads, with 71% preferring ads that are tailored to their interests and shopping habits.

When you hear about the different ways that we can target people with digital advertising, you might start to feel a bit uneasy, but you are feeling that way as a consumer. Flip that around, it is a way to reach highly qualified potential customers! Your competitors are taking advantage of the advanced technology when it comes to serving ads to a targeted audience, don’t have the “fear of missing out”.

See, digital advertising isn’t creepy; it’s hyper targeted based on individual behaviors to create a customized experience, so go ahead and embrace the ads for those gadgets, gizmos, and trinkets.

8 Things to Know About Digital Advertising

There’s a lot to know about Digital.  In fact, there’s a TON of information out there.   However, it doesn’t need to be complicated.

What is Digital Advertising?  This is when you buy advertising space across websites, mobile apps, and even social media platforms, like Facebook and Instagram, where audiences are targeted with the help of specific information about their online behaviors, interests, and purchasing habits.  What you might not know, is that digital advertising doesn’t have to be complicated and it doesn’t have to be expensive.

If you’re looking into adding digital advertising into your media mix, here are 8 things you should know before getting started (in no particular order):

  1. Your competitors are already doing it.  You are not alone when it comes to digital advertising.  Take Facebook for example.  There are over 5 million businesses on Facebook that are spending money each month on advertising to their specific users.  Most of these are small to medium sized businesses.  Facebook is a monster (in a good way) tool to use for your business.  There are thousands of ways you can target your specific audience.   How do you do that? That’s just Facebook!  2019 is going to hit a milestone.  It’s going to be the first year that advertisers are spending more money on digital than on traditional advertising.  We expect digital ad spending to reach over $129 billion dollars this year.

2. Make your advertising mobile.  According to emarketer, time spent with smartphones and tablets increasingly skews towards mobile apps, rather than mobile website.   In fact, app usage accounted for almost 90% of smartphone time, and over 75% of tablet time in 2017.   That’s a lot of time for the 81% of adults in the US that own a mobile device and the 52% that own a tablet.  In addition to that, businesses have spent, in total, more than $58 billion on mobile.  We know people are spending money on mobile, and we know that people spend a lot of time on mobile.  What exactly is it?  Mobile Advertising, what we refer to as Mobile Conquesting is using location based, demographic, and behavioral targeting to reach consumers with digital ads (display and video) on their mobile devices (smartphones and tablets).  There is so much versatility with Mobile Conquesting, one of the major reasons a lot of local advertisers turn to this product to advertise.  From specifically targeting competitors and events to promoting your business only during the time it rains are just some of the capabilities of Mobile Conquesting.   ROI is important to everyone, and one way to do that with mobile is to track in-store visits, for those of you with brick and mortar locations.  Wouldn’t it be nice to know how many people are walking into your store because of your digital campaign?

3. Hyperlocal advertising is the new black.  Local advertisers have the ability to determine the geographical area where your ads are served.  We refer to this as geo-targeting.  This can be done in many ways.  You could start with targeting a specific mile radius around your business.  You could target your ads to be displayed only in certain zip codes.  You can also target the city in which your business is located.  There are ways to scale larger too, but for small and medium size businesses, those are the best ways to start.  Focus on your local area, one of the biggest benefits of digital marketing.  Then, as you grow, you can expand your targeting area.  Being able to focus on your community, on your neighborhood, and in only the areas that matter for your business is one of the reasons advertisers love digital.  You can zero in on what’s most important to you.

4. You can track metrics with digital.  With digital advertising, you have access to so much data.  It just depends on what you want to see.  For starters, Google Analytics is a great, free, tool that Google has that can be installed on your website.  It’s easy to learn as they have free classes.  It’s straight forward and you can go at your own pace.  

We provide monthly reports that include impressions, clicks, conversions, and view throughs on all reports.  In addition, for certain products we are also able to provide website/app breakout, creative performance, device performance, and top keywords. View-throughs are when someone sees your ad online, they don’t click on it, but venture to your site at a later time.  Those are important because not everyone clicks on ads.  They may see the ad and come to your site later, or they may just open up a new tab on their browser so they don’t lose their spot.  Either way, we track those.  Conversions, mentioned above, are key.  This is what you want someone to do when they come to your website.  Do you want them to fill out a contact form?  Apply for financing? Start a live chat with one of our agents?  Tracking conversions tells you what people are doing when they come to your website after being served your ad.

5. Use video when you can   Not every business has video they can use as part of their creative.  However, you can create video easily.  With apps like Ripl and Legend, making video ads has become a lot easier, especially for the small to medium size business that can’t pay outrageous production fees.  Some of the best performing video ads we have run were actually “homemade” video ads shot by clients on their smartphones. 

Why should you use video in your marketing when possible?  80% of internet users can remember a video ad they have seen in the last 30 days. Also, 90% of consumers claim that video will help them make a purchasing decision.  Video can be King, as long as it’s a good video.

6. Diversify. One of the best abilities that digital advertising has is the ability to utilize many digital platforms/products at the same time. One of the newest forms of digital advertising out there is OTT or “Over The Top” video advertising. With the ability to target the “cord cutters”, this new platform can serve ads on Roku, Slingbox and even TV apps like Fox and CBS. There are 168.1 million people watching content through services like these. That’s a lot of people that you can be advertising to and send in your direction that you might not be able to reach if you are only doing broadcast TV and cable.

7. Ad spending is affordable.  We all have marketing budgets.  With Digital Advertising, though, it is so streamlined.  With services starting as low as a penny per impression, digital can be purchased by any company.  Here’s the kicker… you get to target a much more specific audience of users: Those most likely to be interested in your product or service.  There is so much data out there that allows us access to it so businesses like yours can target effectively.  Some companies will have a Digital Buyer or hire a company to do the ad buying for them.  This accomplishes a few things.  One, it cuts down the amount of time you need to spend researching how to accomplish everything we’ve talked about above.  It allows you to focus on running the business that you own.  Lastly, it allows you to be provided with reporting on how well your campaign is performing. 

8. It can be easy to understand. The key here is to find yourself an expert.  That may be your local radio station, TV station, newspaper publishing company or ad agency.  We’ve all learned the information inside and out, and can break it down in a very simple, clear manner that allows you to understand it.  Just because you don’t know the world of digital advertising doesn’t mean it’s complicated.  It’s not.  Find yourself the right partner that can explain it to you, one that you trust, and that is truly interested in helping your company grow.

Digital advertising is growing.  More and more businesses are spending more and more money because it works.  We are all spending more time online, which means you have more opportunity to reach your targeting  audience while they browse on their favorite device.  Invest in yourself. Invest in your company. Invest in Digital Advertising.  It has become a must have as part of your marketing mix.