ad targeting

Web 25: Targeting and Personalization


Late October will mark the 25th anniversary of advertising on the Web. Having been part of the team that ushered in those first primitive digital ads in 1994, I’ll be using this space in the intervening weeks to explore the fulfillment, failure and future of the web’s marketing and social promise. This week, Targeting and Personalization.

As our small team of outlaws were selling the first ads on the web, it would be more than a year till the invention of the first ad server.

Think about that for a minute.

There was no practical way to serve an ad independent of the page it was selected to run on. User targeting was impossible. To us – then – it was enough that a marketer could talk to a customer based on whether she was viewing a page about home improvement or cooking. That you had an opportunity to advertise at just the exact moment when relevant attention was being spent was, at the time, revolutionary.  Of course, that moment couldn’t scale and wouldn’t hold. Change was inevitable… but what kind?

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The deal we struck with consumers (or at least told each other at conferences) was better and more personalized advertising and content experiences in exchange for data. We’ll be watching you, but we’ll make it worth your while.  By even the most charitable estimate, we haven’t lived up to that bargain. We went on a serious bender of infinite supply and cheap data…and the hangover is a bitch.  Seeing no value, consumers have revolted. Politicians of all stripes are engaged. GDPR has led to CCPA. And major marketers are demanding heretofore unseen levels of transparency and purity.

And as a result, just maybe we’re getting back to what made this all special in the first place.

No one is naïve enough to think we’ll go backwards to a world without ad servers. But look at what is happening. First party data is quickly becoming table stakes. Marketers are taking a fresh look at context: they are moving beyond brand safety and looking for brand building environments. There’s been a boom in content marketing and high-production-value video adjacencies. Publishers are rising to the challenge of delivering real personalization and reciprocal value to marketers and consumers.

We’re not going to start hard coding ads onto web pages again. But if we pay attention, we might realize that we’ve found the source code for a healthy web for marketers, publishers and consumers. A little bit of ’94 might still be good for us.


The Tyranny of Dead Internet Ideas; Part 3


These comments are being posted simultaneously on The Drift and on the iMedia Connection blog in advance of my keynote at next month’s iMedia Agency Summit in Austin, Texas.  This is the last of three posts on this topic.

Over the past two days, I’ve outlined a few of the “Dead Ideas” that I believe are stifling innovation and stunting the development of online advertising and marketing.  Today I’ll round out the list with a couple more of the tyrannical “Dead Internet Ideas” that stubbornly cling to the shadow of life.

Dead Idea #5:  Targeting; the Word. Since the idea first took root 15 years ago, we in the industry have freely discussed ‘targeting’ this consumer or that one, based on behavior, affinity, gender and a dozen other characteristics.  We’ve done so as if nobody was listening; as though we were having an insider baseball discussion on the mound with nobody around.  Turns out people are listening.  And they’re deeply offended.  Online marketing has the stink of creepiness around it at a time when the average consumer is paranoid about his or her privacy and data security.  Nobody wants to be ‘targeted’ in this world, but we don’t seem to get that.  May I humbly suggest that talking about ‘targeting’ is the deadest of ideas, and also humbly suggest a more benign (and accurate) replacement:  ‘ad selection.’

Dead Idea #6:  Getting It All Figured Out. Whether it’s the ‘Holy Grail’ referred to in so many  pie-in-the-sky business plans or a set of immutable ‘standards’ that will usher our business to a state of calm maturity, the idea of things ever being completely sorted in our world is muerto.  Sure we might find some temporary standards around simple stuff like ad sizes or the length of a video unit.  But it’s time to let experience trump optimism and accept that ours is a permanently dynamic marketplace.  Speed, adaptability and an ever-questioning nature are what will breed success.  Acceptance that ‘standards’ as we like to think of them in traditional media are a dead idea is a great start to a healthy new generation of managers and leaders in our business.

If you think I’m way off the mark with these tyrannical ‘dead ideas,’ post your thoughts here.  Or best yet, bring your own dead ideas to the discussion at next month’s iMedia Agency Summit in Austin.  I’m not looking for agreement, per se; passionate curiosity means much more.  Because the deadest idea of all is indifference.