Targeted advertising challenges
Since the origins of the WWW the promise of "Targeted content", "Customized Information" and grand monetization of visits through "Targeted Advertising" has been driving innovation and technologies in this space. Yet, almost 2 decades has passed since the Internet took off and was discovered by the masses and yet, the Targeted Advertising promise is not achieved. Sure, there are exceptions, but I often wonder why there have been limited (or slow) headway in this space by the industry.
At eVoice (the first free, hosted home voicemail services at the time), Targeted advertising was at the core of our business plan. The idea was that we could cover the high cost of
- Running the service (including operating the hardware to take incoming calls, store messages, play messages, etc.)
- Cost of setting up call forwarding with the telco's
- Administrative overhead of eVoice
- etc
by providing targetted advertisings to people.
We never got to execute fully on this vision because the cost running the service and telco interfaces was overwhelming and we ran out of funding and got acquired by AOL.
I realized that there was no reliable system to "target advertisements". I used the excuse that the advertising systems are still at their infancy and they have not completed their offerings. Another thing I realized was that the advertisings for any media other than web (i.e. display advertising) was virtually non-existent.
What did this mean to us at eVoice? Well, it meant we had to create our own advertisements. Kinda clunky, but we had to have something to show it was possible.
Well, now it's almost 2009 and the advertising market has changed a bit (but not much). The main player in search advertising is Google and the main player in display advertising is Yahoo...
I know, I know... you can argue that the leader is Yahoo or someone else based on which publication you read.
So, what is the reason for this slow progress?
I believe there are several reasons. In order to understand it better, we have to look at the big picture of the Advertising Eco System:

Let's examine this (not complete) picture. In this scenario I have an end user going to a content provider to consume the content it provides (e.g. read their daily news from CNN.com).
- End user visits the content provider and asks for a web page
- Content provider (typically) knows what it's putting in the page. In the case of social network sites, or sites that the users are in charge the content (e.g. blogs), the content provider doesn't (or can't) digest the content users provided.
- Advertisers run a campaign that typically is comprised of several ways to reach their audience (i.e. end users). They have a budget for a campaign and depending on the purpose of their campaign, they would spend portions of the money on display, click through, search results or other avenues. The advertisers (at least the ones with large budgets) work with one or more ad agencies. The advertisers provide information to the ad agencies that would help the agencies effectively manage their campaigns. This information could be budget amount, How they'd like to spend it (e.g. Display Advertising, Click Through, SRP - search results page, etc).
- The ad agencies work with the Creative Directors to create the type of advertising creative that would fit the advertisers' budget and desire. They would then work with one or more ad exchange networks to make their creatives and campaign dollars available for consumption. The information they would provide to the advertising network includes the creative, and ... the targeting profiles. For example, the targeting profile would indicate that they want to expose the creatives to display ads that falls into the category of "Society and Culture" and subcategory of "Food and Drink". The agencies specify these categories based on how wide of a net they want to capture audiences.
- Ad exchange networks play the role of matching content to categories, and ultimately to advertising creatives. They take as input: (a) From Content Providers either the content categories, or whatever generic category the ad network assigned to the content provider. and (b) From advertising agencies the targeted categories for which given ads should be served. The ad exchange network also keeps track of the impression and clicks for reporting and accounting purposes.
- The end user gets the "targeted ad" in the page. If all goes well, the user will click on the ad if the ad is relevant enough and the user is willing (or searching) to explore more.
As you can see, it's a complex workflow. There are too many middlemen who through their involvement lose the context of the advertiser to end user connection.
There are several problems:
- Advertisers rely on ad agencies to do the right mapping of the advertising to categories and ultimately end users. Ad agencies work with many ad networks and they have many advertisers as customers.
- Advertisers have limited budget, so the ad agencies have to determine whether they should spread the advertisers' money on smaller number of categories and sub categories, or they should target more high level categories and not bother with sub categories. In other words, should their campaign have a razor-sharp target profile, or a wider target profile.
- Ad exchange networks have their own categories and sub categories, and it differs from the next ad exchange network. This means ad agencies have to do more work to do higher targeting of ads (something agencies don't necessarily want to do).
- Content providers don't necessarily have the capability or desire to understand the category/sub-category structure of the ad network they're integrating with, specially since they need to do more work to switch ad network providers, or integrate with several ad network providers. In most cases, they just pick a top level category and stick with it.
The combination of the above has the following side effect: The top categories end up with a lot more available content than the sub-category ones. Even though the advertisers (almost always) want to target at the sub-category level.
So, what's the solution? Here's my thoughts:
- The eco system has to change so there's more transparency in the ad network, the agencies, content providers and the advertisers.
- There has to be more available content that can be categorized in the sub-category of the Ad Exchange Network.
- The categories have to become owned and defined by a standard body (IAB?). This reduces friction on the ad agencies and allows them to create the mapping of creatives to categories, just once.
I'm interested in hearing what others in the industry think about this topic.
Ramin