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个推创始人方毅:行业洗牌,数字营销六“足”鼎力,你对号入座了吗?


www.yunkongtea.com 2019年07月16日 10:23   ----




  编者按:作者系个推创始人兼CEO 方毅。方毅作为国内专业的数据智能服务公司“个推”(股票代码:300766)的创始人兼CEO,也是一位数字营销领域的前沿实践者。个推深耕大数据领域多年,为移动互联网、精准营销、全域旅游、智慧城市等多个领域创造了全新的价值。早在2015年,个推就以品牌DMP服务“个灯”布局精准营销,备受高露洁、欧莱雅等知名品牌的青睐。结合多年的实践经验,方毅就当下数据营销的行业格局进行了分析,并对数据公司在产业链中的定位和作用发表了观点。

  移动互联网的快速发展促使消费者行为碎片化、个性化、多样化的格局已经形成,这就对品牌营销提出了更高的要求。品牌主需要进行深入的消费者洞察,掌握更精细的用户画像,预判及培养消费者的消费需求,从而进行更精准的营销目标触达。然而要实现这一切,都将依赖庞大的数据资源和强大的技术能力来支撑。

  DMP仍是最受关注的技术,但混乱的市场让品牌困惑不已

  近几年程序化广告的兴起给品牌营销带来了翻天覆地的变化。程序化广告的本质是透过程序去找真正对产品感兴趣的人,实现的是对人群的购买而非媒体的购买,而这样强大的广告形式的背后必须要大数据作支撑。所以DMP成为品牌与程序化广告平台的连接器,程序化广告必须要通过DMP和DMP背后的数据支撑才能够真正帮助品牌提高效率、降低成本。

  目前市场提供DMP服务的有数据公司、第三方监测公司、营销技术公司、专做定制IT服务的公司等几大类型。数据体量对DMP来说是最重要的基础,然而国内真正具有海量数据、又能实现各类数据互通的公司却少之又少。此外,不少品牌在对搭建DMP目的尚不明确的情况下,就匆匆上马项目,最终效果往往不尽人意,中途夭折、束之高阁的不在少数。这种种情况都使得品牌在搭建DMP上望而却步。

  不仅如此,数字营销行业还是一个非常“爱好”营造各类概念的行业。在DMP的概念还没有被理解透彻之时,CDP的概念又开始兴起。各类新概念满天飞的情况,让广告主更是困惑不已。是搭建DMP还是CDP?相信不少广告主都有这样的选择困难,所以当举棋不定之时,按兵不动成为了多数品牌的选择。

  被低估的DMP 其内核应是品牌营销的“三极管”

  在汽车行业,有一个有趣的段子:如果你想知道玛莎拉蒂真正的潜在用户,就在4S店门口,看那些提车出来的人是不是你想象中的用户,最终会发现实际人群跟想象人群完全不一样。所以如何在茫茫人海中找到真正的、精准的目标消费者,也就成了众多品牌主的核心诉求。也正是因为这样的核心诉求,促使DMP越来越受到品牌主的重视。

  具体来说,通过DMP可以发现垂直行业里目标人群拥有的很多显性特征,并基于对这些特征的充分挖掘形成容易理解、带有真实消费者“温度”的多类标签,那么品牌主通过不同的标签组合,就可以实现目标人群的精准定向。

  此外,相对于汽车、母婴、奢侈品等垂直行业而言,日化等大众消费品行业的客群更加泛化,即一个产品可以卖给所有人,但同时又具有细分化和个性化特点,例如大家都需要用到牙膏,但如果对70岁的老人和00后的大学生投放同一个广告,就肯定是不合理的,所以大众消费品的营销核心是对用户进行分群聚类、区别对待。举例来说,我们帮高露洁对旗下某款电动产品的已购用户进行了人群聚类分析,将目标消费者划分为都市白领、家庭主妇等五类群体,并详细罗列了每一类人群的特点,在广告投放时就知道该用什么样的方式和内容去给不同特征的消费者种草。

  但DMP除了帮助品牌主“识人”,更大的价值其实另有所在,我们称之为“三极管”效应。三极管,是一种控制电流的半导体器件,其作用是把微弱信号放大成幅度值大的电信号。在我看来DMP数据服务对品牌主来说最大的价值就是 “三极管”效应。具体来讲,品牌在生产、营销、管理客户等过程中会形成自己独有的第一方数据,包括品牌的广告投放数据、官网数据、大社交数据、CRM数据等等,这些数据相对较为精准,但是数据量较少,在营销中远远不能满足需要,因此品牌如果想达到更佳的营销效果,就需要在原有的基础上进行扩量。



  如上图,企业第一方数据相当于精准的Y值,DMP服务方则是拥有海量的X值。当一个品牌根据其第一方数据锁定目标人群后,品牌主就能依托DMP服务方的海量数据基础,利用look-alike算法进行人群扩量,从而找到更多的潜在目标人群。例如,今年5月我们就帮助某欧洲品牌奶粉,将其30万会员进行相似人群扩量,最终找到了3000万的目标人群,从而在确保触达精准用户的前提下,助力品牌影响更多的潜在目标人群让品牌“营销”释放更大的能量。

  张冠李戴还是裁判参赛?要站对位更要站好位

  随着多方角色的进入,使得数字营销已成为一个高度竞争的领域,而一个健康理性的数字营销市场,应是各方科学分工、坚守职责、做深做精,共同发展。

  目前市面上不少公司在不断向行业的上下游布局,企图实现全链条覆盖,例如DMP参与DSP投放,监测方参与DMP前验等,这就意味着其同时担任了运动员和裁判的双重身份,那么难免会影响客观、公正的判断。

  所以,在我看来整个数字营销链上主要有六方参与者;品牌主(甲1)、代理商(甲2)、DSP供应商(乙1)、媒体方(乙2)、前验DMP(丙1)、监测方(丙2),大家需要各司其职,相互协作,才能共同促进数字营销真正落地,真正发挥出价值。



  目前国内有能力做DMP服务的除了BAT以外并不多,而我们是其中之一。但我们会把主要精力放在自己最为擅长的地方,以第三方DMP能力为立足点,为品牌主提供数据前验服务。

  对于整个行业而言同样如此,无论是代理商、DSP,还是媒体、监测方都应该坚守自己的阵地,做好自己的本职工作,而不是受利益的诱惑,窥视其他参与者的蛋糕。这都将从很大程度上杜绝“黑盒现象”的出现,同时也为广告主注入信心。

  随着数据智能时代的高速发展,未来会更聚焦于应用场景,那么对数字营销的实践者,也需要在依托技术掌握更多全维度数据的同时,通过对用户的深度理解、对场景的准确判断,为品牌数据驱动决策提供依据,实现用户与品牌的美好连接。



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