EyeView's Blog

Conversion Optimization - Opinion or Science?

I have always thought it would be fun to be a consultant. I’ve got opinions, plenty of them. You name a subject and I can give you my opinion on it. I’m good like that. It’s a useful skill in conversation. I’m much in demand for dinner parties. I can say something semi-intelligent on a broad range of topics. I have an ever-expanding stream of anecdotes that I can apply to bolster my point of view. I am, like many others, a seething cauldron of eloquent subjectivity.

But that all stops when I get to the office. When we talk about optimizing conversion with our customers, we don’t bring a bunch of stories and best-case scenarios. We bring evidence – data captured from live traffic – that proves objectively what is happening for that customer on that landing page with that traffic from those sources.

Furthermore, we don’t rest on our laurels. We encourage our customers to ask “What have you done for me lately?” and we push ourselves to provide an answer. We do this because optimization of your site’s conversion rate is not a one-time cure.

Causing an increase or improvement is easy enough. If a picture is hung at a crooked angle, anybody can nudge it and improve on what there was before. Getting it perfectly straight requires something more. It requires measurement and testing. Getting it perfectly straight when the wall and perhaps the whole house is rocking from side to side requires planning.

There’s little room for subjectivity and opinion when it comes to optimization. If you want to ensure that your landing page is always performing in the most effective way, you need someone to build a plan that draws on the classic Scientific Method's cycle of hypothesis, experiment and conclusion, repeated for as long as necessary.

So, when you talk about optimizing conversion, are you giving your opinion or looking at the latest results of a scientific test?

New Video Marketing Quiz Lands With A Bang

We’re really excited to launch the newest Video Marketing Quiz with all new questions.

Following the success of the last quiz, we wanted to top ourselves and present some of the data generated by the tests we run in the most engaging way we could imagine.

Since the last quiz we have seen the format picked up and imitated by Omniture/Adobe, which just makes us think that we created an exciting product.

To mark this launch we are giving away hundred of dollars in Amazon vouchers to the people who take the quiz and the Tweet their results.

Every hour for the first eight hours after the launch today at 10 am ET, five lucky tweeters will be selected and sent $20 to spend any way they wish.

It doesn’t get more exciting that that!

Enjoy the quiz and get tweeting!

Viral Videos Suck... or... This Too Shall Pass

First of all I want to thank Nalts and his excellent blog for bringing this video to my attention. It’s another epic mini-movie from OK Go that showcases the band’s innovative use of short-form video to market themselves and their music.

It’s very entertaining. It’s also fairly useless.

Let’s take a look at their last huge viral success. The video for Here It Goes Again rode the first wave of YouTube’s explosion into global consciousness. You’ve seen it. Four indie nerds doing a synchronized routine on treadmills. It’s very entertaining. According to YouTube’s figures it has been viewed almost 50 million times. That’s just from OK Go’s own channel. The same video on EMI’s channel has added another 1.5 million and there are probably a few hundred thousand more views with other unauthorized duplicates.

So the band have produced a video that’s been seen around 50 million times. What did they do with that? Not very much. There seems to have been very little strategy behind the whole thing. If you watch the video on YouTube there are no live links allowing you to purchase either the video itself or anything else by the band. The video serves no purpose other than to entertain. Even if you were to ascribe every purchase of the song’s parent album Oh No to a viewing of the video, you would still end up with a dreadful conversion rate. Fifty million videos viewed has translated, to date, into less than 250,000 albums sold. That’s an embarrassing conversion rate of less than half a percent.

It makes me want to scream. If only their YouTube page was linked to iTunes. If only there was a link to purchase a video ringtone of the video for ten cents. If only the page was designed to drive 50 million viewers towards some kind of action. Any kind of action. If only 99.5 percent of those views weren’t totally wasted.

Damian Kulash, lead singer with OK Go sees it differently. He believes that the video’s huge viral success helped the band to sell out concerts on five continents and win a Grammy. I don’t doubt any of that, I just wish he’d tried the video ringtone idea as well (and cut me in for a percentage).

Which brings us back to now. This new video from OK is very entertaining. Before it even went live on YouTube, Kulash was complaining in the New York Times, no less, about his record company’s refusal to allow video embedding. Kulash was concerned that without the possibility of his video going viral, the band would be unlikely to replicate the success they have achieved. Fortunately for us, EMI caved in and we can now embed the video.

In the two days since it launched, it has been viewed almost 2.5 million times. The video page still carries no advertising or identifiable call to action. Sales of the new album are, as yet, unknown.

I think the video is very entertaining. It still makes me want to scream.

comScore's Digital Year In Review

I know this report came out a week or so ago, but it's essential reading for anyone with more than a passing interest in the interwebs.

There is so much analysis produced these days that you need a report detailing the best reports to read. With all this noise, comScore continue to produce clear and informative statistics that always seem to answer the question someone in your office just asked you.

Some of the highlights from this report are the first-ever decline in annual growth rates for ecommerce as well as the unstoppable expansion of online video.

The report also captures the birth of Bing and the rise and rise of Facebook as it became the thrid largest display ad publisher in the US after Yahoo! and Fox Interactive Media (which includes MySpace).

You can download the entire report here, but you will have to give comScore some details first. It's well worth filling in the form to get to the report.

Enjoy.

Online Video Stories Of The Week

Over at Online Video Watch, Corey Kronengold comments on Brightroll’s announcement that they have been profitable for the past 12 months. Corey is not entirely trusting but he acknowledges the positive message this sends to the industry.

At comScore, December’s video viewing figures showed a new entry in the top ten video content properties as how-to syndication platform, 5min.com, hit 30 million US uniques for the month.

Fierce Online Video’s Jim O’Neill satisfied continued demand for iPad stories with a piece on Hulu’s rush to become iPad-friendly in time for the tablet’s launch or soon thereafter. There’s no doubt this story will run and run and the implications for the future of online video have yet to be fully determined.

At ReelSEO, Mark Robertson was delighted to report on the efforts of many of the online video platforms to support SEO as part of their offering. YouTube has been the de facto search engine for video until now, so it’s great to see these platforms supporting the indexing of video across all search engines.

Finally, today, no review of online video this week would be complete without mentioning the Superbowl. In what was a fairly lackluster year, the stand out commercial for me was this one for Snickers featuring Betty White (now with added Abe Vigoda). Geriatric genius!

Great Resources for Conversion Optimization

People are always asking me what (and who) I read to keep up professionally, so I thought it was time for a post highlighting some of the most useful sources of information I turn to regularly to keep me up to day with the world.

Due to the nature of our EyeView’s business I find my blog reading time split evenly between content that is focused on conversion and optimization and commentary on the latest developments in online video and video advertising. So will split this post into two and deal with each area separately

So here is a list of the top 5 go-to reads for conversion and optimization. For each I’ll list a URL and Twitter ID where appropriate.

The best introduction you can have to the world of conversion is Bryan Eisenberg. Eisenberg is published all over the place, but is blogging regularly now at BryanEisenberg.com. There is very little in the world of optimization that Bryan hasn’t already written about, but you can be sure he always finds a fresh topic for his meaty posts. In addition to his work online, Bryan has co-authored two of the most informative books I have ever referred to – Always Be Testing and Waiting For Your Cat To Bark? Bryan tweets as @TheGrok.

The guys at Conversion Rate Experts don’t blog as regularly as I would like them to, but when they do, you can bet they have something weighty to say. With offices in London and New York, this team of conversion consultants have built their reputation on making a difference for some high-profile customers. They are definitely worth listening to.  

Brian Massey has cleverly dubbed himself The Conversion Scientist. It’s a great title, but it wouldn’t be worth anything if he didn’t back it up regularly with some real science. You can follow Brian on Twitter where he is @bmassey.

Raquel Hirsch and Chris Goward at Wider Funnel put out consistently great material that always offers food for thought and usually a practical way to apply that thought. Chris publishes a daily conversion optimization tip on Twitter as @chrisgoward and Raquel moderates a number of conversion optimization groups on LinkedIn.

 My last entry for now is a bit of a cheat. SEOmoz doesn’t focus too hard on conversion optimization, but the sheer breadth and volume of quality content that is posted there means that they are host to some of the best and most informative discussions on the subject. You can follow the SEOmoz twitter stream here and pick through the SEO stuff for some conversion optimization gems.

The iPad and the Future of Print Media

The announcement this week of the iPad brings with it some mouthwatering possibilities for the further advancement of online video and video advertising in traditional print media.

The iPad is more portable than even the simplest notepad computer. It's a leisure device first and foremost, not a work tool. I think we will finally see streaming video move out of the home office and into the leisure experience. Browsing on the couch or in bed means that users coming across video will relate to it in a different way.

The iPad might introduce video advertising into leisure time as early adopters flick through apps while sipping on their coffee and eating breakfast. It just looks like a more accessible tool than a formal laptop.

Part of the iPad’s strategy is to take on Amazon’s Kindle and other ereaders. With a comprehensive range of books and periodicals for sale from iTunes, there is a perfect opportunity to subsidize the cost to the reader of a magazine or newspaper subscription with the insertion of targeted video ads or at the very least video sidebars with extra information about a story and links to other upselling opportunities.

It’s not that these possibilities don’t already exist, it’s that the iPad is the first device in a long time with a good shot at changing the way we consume print media.

I’ve never been an Apple evangelist, but the thought of having all my magazine and newspaper subscriptions waiting for me in easy to browse apps makes this a very tempting proposition.

Am I overstating the fact? I’d love to hear what you think.

Imitation Is The Sincerest Form Of Flattery

They say that imitation is the sincerest form of flattery. What they mean is, when someone pays attention to you and respects what you do enough to reproduce one of your original ideas or activities you should be flattered. And we usually are.

Last July, before the release of his New York Times bestseller, Trust Agents, I approached Chris Brogan with an idea for a Twitter giveaway. I proposed that we give away 50 copies of his book on the day of its launch to the first 50 people who tweeted about a brand awareness campaign we were running. The campaign centered on our Video Marketing Quiz which is a fun interactive game that tests your knowledge of video as an effective marketing tool.

We were overwhelmed with the results. As soon as Chris tweeted about the giveaway, everything went nuts with thousands of people taking the quiz and tweeting about it afterwards. It was such a simple idea, yet it worked so well for us and we were tremendously grateful to Chris for his support and proud to be part of the launch for Trust Agents.

We knew it was a successful idea when Chris ran with it and instigated the exact same promotion with his pals at LinkedIn less than a month later. I’m sure it’s not the last time we will see Twitter used in this way.

This week our Video Marketing Quiz saw another form of imitation as Omniture, the web analytics company that was recently bought by Adobe, released an interactive game that tests your knowledge of banner ads as an effective marketing tool. If you disregard the background, the awkward fonts and the clumsy interface that never quite clicks on what you want to click, it’s eerily similar to our own Video Marketing Quiz. All of which goes to prove a few things:

• If something works for someone else, you might be able to make it work for you
• If you want to know who’s listening, check who’s copying
• Great ideas belong to the world (but it’s always nice to know you had them first!)

            

          EyeView's Video Marketing Quiz                                        Omniture's Pick The Winner Quiz

IAB Digital Video Guidelines - Impressions vs Performance

Here’s a little gem that I missed at the end of last year. The Interactive Advertising Bureau (IAB) has updated its guidelines regarding online video.

The IAB comprises more than 375 leading media and technology companies who are responsible for selling 86% of online advertising in the United States. According to their site, “the IAB educates marketers, agencies, media companies and the wider business community about the value of interactive advertising. Working with its member companies, the IAB evaluates and recommends standards and practices and fields critical research on interactive advertising.”

The IAB is concerned with standardizing the measurement of ad impressions so that publishers and advertisers are always talking the same language. Faced with the rapid growth of video ads, the IAB was compelled to update its “Video Ad Impression Measurement Guidelines” from 2006 with a new addendum dealing with Auto-play.

The IAB defines “Auto-play” as follows: A video ad or a video ad linked with video content that initiates ‘‘play’’ without user interaction or without a user actively starting the video (essentially automatically starting without a ‘‘play’’ button being clicked by the user).

The new IAB guidelines require approved web publishers to disclose the fact that they using videos with auto-play to prevent unscrupulous advertisers running such ads well below the fold and recording “impressions” that may never be seen by visitors.

In a world where there is still much confusion over online advertising, this attempt to introduce standards into the wild, wild web is welcome, or at least it would be if it weren’t for two fundamental flaws in its logic.

The first comes from the IAB’s continued definition. There is no requirement to disclose the use of autoplay “if the user has a reasonable expectation that they are entering a video environment.” Even today any user should have a reasonable expectation that the commercial site they are visiting is a “video environment”. In the next 12 months this will become even more apparent as video achieves online ubiquity.

The second problem is even more basic. Using impressions to value video ads will not remain the standard for much longer. Apart from a handful of big-name, brand advertisers, companies will soon expect their video campaigns to provide ROI based on performance and how successfully they drive users through the sales funnel. As online advertising swings towards performance advertising, the effectiveness of video will be judged by increased conversion, not by impressions. There will no need for a standard definition of an impression once everybody has abandoned the world of impressions for performance.

The motivation for disclosure is becoming obsolete. Performance advertisers demand measurement by performance, not impressions.

Long-form or Short-form Video? Hulu on the Rise

It may be the start of the new year but we’re still calculating the gains online video made last year. comScore has just released the online video viewing figures for November 2009 and they tell another story of records being broken at the end of a breakthrough year for online video.

Here are some of the key takeaways from the latest report.

YouTube remains the most important delivery mechanism in online video streaming over 12 billion videos in the month and helping Google to a 39.4% share of all online video watching for the month.

Far behind YouTube, but ahead of everyone else is Hulu. With a 3% share of all videos watched during the month Hulu has exceeded all industry expectation and defied the perception that online video is a short form medium.

In fact the market share percentage of almost every video property, including YouTube, has dropped since comScore’s figures of last July with the exception of Hulu.

With the average Hulu viewer watching over 2.1 hours of video in the month the average length of each online video viewed has risen to exactly 4 minutes. There are no figures about the average duration of video watched at YouTube, but this blogger believes it’s considerably less.

It may be time to start considering long form and short form video as two different verticals online as one grows and the other recedes in importance and viability for advertisers.

From the advertisers’ perspective, Tremor Media remained on top with the widest potential reach of all ad networks at just under 50% penetration, up from 42% in August. The rest of the top 10 also experience a nice bump in penetration apart from ScanScout Network who have seen their penetration drop from 50.6% last July to under 20% in November according to comScore figures. This dip follows a round of funding for ScanScout reported at $8.5 million.