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INside the Boardroom: Marco Bertozzi, President AOD EMEA & NA Client Services, VivaKi
Image Credit  – VivaKi

INside the Boardroom: Marco Bertozzi, President AOD EMEA & NA Client Services, VivaKi

Disintermediation is a hot topic right now.  Since coming to the US I have witnessed and been shocked by the extent of it on this side of the Atlantic, far more so than in Europe.  It is a trend affecting the entire media ecosystem and one which if global industry trends are anything to go by, will soon impact European advertisers in the same way.

As an advertiser it is increasingly appealing, especially within programmatic to see the ‘sell’ of a standalone DSP as attractive. Tech costs are high, so minimising service fees is an incentive.  The trouble is that when cost is the driving force rather than a particular strategic play, you can be led down the wrong path.

The rules have changed with the rise of ad tech.  Our whole business is based more and more on data which we need to manage, explore, test and learn with.  The data needs to be held by the agency running the wider business, or remain in the hands of the advertiser should they choose to take the process in-house.  Either way, the advertiser retains control and has the opportunity to 'play the field' without too many costs being incurred.

As a company 100% focused on this space we see all of the pros and cons of the different platforms.  We have a whole team, called VivaKi Verified, dedicated to analysing and evaluating the different tech offerings.  This gives us an unbiased view of all of their strengths and weaknesses as well as access to every opportunity.  If you think about the exclusion of Google’s DoubleClick Bid Manager (DBM) from Facebook or the fact that no DSP vendor has access to Amazon or AOP, or that Yahoo stopped selling to certain Ad networks and so on, advertisers cannot afford to tie themselves to a single player.  Times change and abilities increase and decrease over time.  Handcuffing yourself a single provider will therefore be to the detriment of your own ability to innovate.

Analytics remains the play of the day with data insights being invaluable to deciding your strategy.  Companies such as ours have a view of the whole marketplace and create understanding and analytics to inform which tech to use in which circumstances.  Whether you are after pure direct response or greater data understanding, the type of inventory, access to it and historical performance are all crucial ingredients.  A single Ad tech company can only give you their view.

An advertiser might be attracted to cheaper options.  A siloed, third-party provider might “feel” unbiased.  But what happens when the market moves (which is does every day), and that advertiser is tied to a single provider?  They can only move at the speed of the provider.  Or they pay a significant switching cost.  Yes, DSP technology evolves.  But their lack of access to the ideal marketplaces may leave an advertiser handicapped.  And how will the advertiser know?  It is hard to measure performance without any comparison or opportunity to swap (short of making an extensive investment).

The agency relationship should give clients cross-platform, open access to all opportunities — and objectivity.  Trading desks should deliver the benefits of relationships, learnings and experience with all of the best DSPs, plus perpetual evaluations of new and evolving partners.  They must be able to provide brand safety, starting with the basics like full disclosure on where ads are appearing and how much of advertiser’s budget was spent on media. 

The advertiser may invest substantial energy into a single provider, giving them data knowledge and insights and indeed some very valuable CRM data access.  The problems arise when they decide to change providers.  For this reason, it is important to know what happens to campaign performance and of course your data insights.  DSPs will not necessarily let clients take all of their campaign set up and data insights with them, claiming that it is not their proprietary insight.  This will most certainly affect the advertiser’s ongoing performance.

The VC-fuelled pressure cooker we are in at the moment is creating the potential for disintermediation on a grand scale.  Everyone focuses on the agencies and what they lose out on, but few highlight the danger to the advertiser.  There is always an opportunity cost but we know that you can often 'buy cheap, buy twice'.

The end goal for an advertiser is to either use multiple parties or at least have the infrastructure in place to make the swap easily and in a controlled fashion.  The ‘all your eggs in a single basket’ approach is strewn with risk and I believe that a few of the active advertisers to date who have gone all in with one party will start to realise their mistake and push back.  When they do, I believe agencies with a robust programmatic offering or an integrated trading desk will be there to pick up the pieces, and as with search back in the day, weave it back into the overall media mix.

Marco Bertozzi

Marco Bertozzi

Marco runs VivaKi across the entire EMEA region and the agency, advertiser and activation teams based in New York, working alongside the VivaKi leadership team to drive the organization. He leads the EMEA strategy for addressability and has been responsible for driving the phenomenal growth of Audience On Demand across the region. He also leads VivaKi’s Partnerships practice across EMEA and heads up The Pool in the UK, the first of its kind global innovation project to create industry alignment on advertising solutions.

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