Sarah Carusona’s Post

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Fractional Head of Growth @ Alpha Lion | Demystifying ECOM | Over $200M Media Managed | Former Brand & Agency

How do you know what your best audience is on linear TV? 📺 When I began advertising on linear, I’d read through the reports and they’d sound something like this: “Last week we spent $X at Y ROAS. We saw good response from Hallmark, AMC, and Travel Channel. Next week we plan to increase investment on Animal Channel and FX with a small amount of test budget on NFL.” That sounds fun. However, when asked how TV was performing I’d basically repeat it back word for word. I realized I had a vast amount of actionable insights from Meta, Google, and TikTok, but almost nothing from TV. So I started bucketing the networks and shows into categories. For example: - News - Information - Entertainment - Comedy - Home Improvement - Sports Some of these had subcategories. For example “Sport” can broken into basketball, baseball, football, college, etc. I asked to see reporting on performance within these categories (usually on a monthly basis). Then how each ad creative performed within the buckets. Then, I could see if a 30 second emotive ad performed better on Entertainment and a 15 second product-driven ad did better on News. (Hypothetical example). This led to conversations about where to invest, and how to strategize creative per placement so we could double-down on the highest converting audiences and creatives. Hope my experience helps others!

Will Holtz

VP Strategy & Operations @ Prescient AI | Helping omnichannel brands measure and optimize spend | Co-founder Don't VLOOKUP

3mo

Really smart in terms of breaking down from general to more detailed buckets for visibility. Given these details came in monthly, how far in advance did you set your media buying strategy on linear? Or did this make you more attuned to opportunistic buys?

Chris Lutz

Director, Digital Media & E-commerce at Duke Cannon Supply Co.

2mo

Sarah Carusona was this running direct response creatives with a very clear CTA driving traffic to site? Thoughts on how to measure performance when media is designed with a drive to retail CTA? I have experience looking at POS data to identify lift but it’s definitely more convoluted to measure.

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