information is opportunity, action is power: roundtable 2014 darrell kunken
DESCRIPTION
Darrell Kunken's presentation at the 2014 ROUNDTABLE preconference workshop on data-driven revenue diversification.TRANSCRIPT
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Information is Opportunity, Action is Power
AUGUST 20, 2014 DARRELL KUNKEN
Director of Research
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157 year old organization
Positioning for tomorrow
Change
ADAPT ENGAGE VALUE
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Systems Issues
Tracking Issues
Business Model Issues
Cultural Issues
Big data journey
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Approach to big data
Tactical Enterprise
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Data visualization: Revealing more from existing data sets
Tactical
▶ Identify areas for positive impact by data
▶ Data visualization
▶ Start with existing data sets
▶ Deploy within organization
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CPM Reporting
Auto Dealer Sales
News Data Center Former Subs
Shopper Trends SMB Customers Path-to-Purchase
Advertising
Business Management News
Data visualization
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Advertising
Auto dealer share of sales
▶ Multiple
years
▶ Dealership
▶ Make/model
▶ Unit sales
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Auto dealer share by zip code
ABC DEALER
Advertising
Dealership
▶ Make: Chevy
▶ New vehicle
▶ Zip code
▶ Past 2 years
▶ Share of sales
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Circulation former subscriber survey
▶ Former
subscriber
▶ Stop analysis
▶ Stop survey
feedback
▶ Discuss
opportunities
Business Management
STOP REASONS
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Target Audience Selection
Advertising
Needs analysis to consumer path-to-purchase tool
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Local Media Spending by Category
Advertising
Needs analysis to consumer path-to-purchase tool
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Advertising
Customer file analysis
Traditional Results Presentation
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Advertising
Small business customer file analysis
B-Street Theater
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Advertising
Small business customer file analysis
B-Street Theater
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Advertising
Political Advertising
Rep Resource Dashboard
▶ Select Market
▶ Select Political
District or County
▶ Select Target
Variable
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Advertising
Political Advertising
Rep Resource Dashboard
▶ Variety of Target
Variables
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Advertising
Political Advertising
Rep Resource Dashboard
▶ Summary of
tangible product
distribution
▶ Use zips and
target to define
digital program
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It’s about our NEWS content …
Enterprise project
“Consumers need to understand what you do
with their data,” he told media managers.
But at the same time, Howe cited statistical findings that he thinks should
embolden news organizations to not only collect, but also analyze user
“big data” to push and monetize content.
“Seventy-five percent of consumers would be
happy to exchange their data for added value,” he said.
NAA Meeting, Denver, CO • March 2014
Scott Howe, CEO/President of Acxiom (A marketing technology and services company)
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What readers/visitors expect from us
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What we want from readers/visitors
▶ Frequency
▶ Time on site
▶ Deeper visit ▶ Sharing
▶ Satisfaction from visit
▶ Engagement/ subscriptions
INFORMED
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Enterprise project
▶ 1st Party Data
▶ Individual content profiling system
▶ Value unique visitor sees in us
Learn more about our digital visitors
to deliver them a better experience
It’s about our NEWS content
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Individual tracking and profiling system
Director of Digital provided road map, Stanford confirmed it
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Unlocking the data - Individual user profile
Content Recommendation
Engine
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Content and visitor intelligence views
Segmentation
Influencers Super
news-consumers Device users
Political • sports
food & wine
Ads of interest Behaviors
time of day
day of week
device use
Content specific
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Set up for learning and action
Data Sourcing • Integration
Analyst and Marketing
talent • Staff skills for analysis
Utilizing Analytics
• Mobilize to use data
Vendor Evaluations
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Cornerstone components
Transparency Model
▶ Based on reader value
▶ Tell a better story
▶ Measure for comprehension
▶ Improve digital depth
▶ Build trust through
transparency
▶ Visitors own and manage
own profile
▶ Better viewer experience
Engagement/
Relationship Model
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Planned progression
Deploy content
recommend sys
Data Business
Plan
Process to spur
action
ID key
segments/behaviors
Target and
A/B test
1 2
3
5
6
4
Develop Advisory Board
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Build relationships
Personalization (PII)
The difference between survival and extinction
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Innovation projects
H.S. Sports Show
Partnership with Comcast.net
‣ Cable Show extends reach
to younger audience segment
‣ Video show to be repurposed
through sacbee.com
‣ Profile individual school and
athlete pages
‣ Game plan additional video clips
‣ Possible subscription model
with portion of proceeds going
to fund school sports programs
‣ Visitor sign-in through gigya SSO
captures user data / influencers
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The journey continues, eye on the reader
Next generation of journalists
‣ Savvy in databases
‣ Multimedia
‣ Some coding
‣ Engaging visitors
‣ Embed analytic tools
‣ Reader interaction groups
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Thank You
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Data team
Evolving talent
▶ Programmers in newsroom
▶ Research analysts becoming data miners/scientists
▶ Bee labs and beginning a LinkedIn group
‣ Ideas
‣Community
connections
‣Universities
‣ Innovation
‣Customer
acquisition/retention
‣Loyalty
membership
‣Customer service
‣Development team
‣Technical
implementation
‣Digital campaign
team
‣Strategy/vision
‣Data/analytics
‣Data Testing
‣Segmentation
‣Evangelism
TOM NEGRETE
Director of Newsroom Innovation
SEAN MCMAHON
Director of Digital
MARIA RAVERA
VP Audience
DARRELL KUNKEN
Director of Research