Q&A with Adelphic’s GM of the Americas, Jacqueline Berg

June 27, 2016 in Blog

Adelphic’s new GM of the Americas lends her perspective on a range of important issues facing the advertising industry

What attracted you to Adelphic? How did you view the company?

Jackie Berg: I was looking for a start up company with a strong management team and a good tech foundation where I could have an impact. I initially viewed Adelphic as an innovative mobile-first company but it quickly became jackie-bergclear they were well beyond a mobile DSP. They had great talent across the organization and innovative ways of recognizing audiences across channels which empowers advertisers to achieve better performance.

You’ve watched the mobile industry declare “the year of mobile” for more than a decade. Now mobile is omnipresent in consumers’ lives, so why is mobile ad spend so low?

It’s natural for there to be a lag, so it’s not a question of if, but when marketers will do more than just dip their toes in the mobile waters. Agencies and marketers already know that mobile is indispensable for consumers, and the picture is becoming ever-more clear with regard to mobile campaign execution – they’re becoming more educated on mobile buying practices and attribution methodology and audience-centric targeting is more accessible than ever before. And as brands come to understand that a strong mobile strategy is the foundation for a successful cross-channel strategy, they will increase spend on mobile inventory, on their way to executing campaigns across an increasing number of screens. This is a huge opportunity that Adelphic is extremely well positioned to capitalize on.

You’ve worked with the giants who’ve helped shape digital and mobile. How does your time at these companies shape your perception of the mobile industry?

Throughout my career, I’ve seen many companies execute their ad campaigns across multiple screens and channels from siloed departments with a different sales and product team. But I’ve learned that a holistic approach is what will ultimately prevail. The cross-channel delivery that today’s technology enables is more reflective of how audiences interact with their devices and the media they engage with on them.

Is there an issue that you feel industry has yet to address that will impact its ability to grow?

Viewability measurement is in a mature stage in desktop, but it still needs to progress in mobile in order to build confidence for marketers looking to take advantage of all the channel affords. In addition, marketers and agencies need to continue pursuing attribution beyond the old “last click wins” methodology to ensure they are giving credit to all touchpoints in the consumer journey.

Finally, we all need to be concerned about fraud and invalid traffic across all devices and channels, but vigilance, education and increased transparency will all help to keep these issues at bay.

What are brands looking for that the industry hasn’t delivered?

Brands want premium audiences programmatically and wish to reach them with engaging innovative ad formats, targeted data and across channels.

What are publishers looking for the industry has yet to support?

Since programmatic took the industry by storm, data has surpassed most other aspects of ad buying and selling in terms of importance. But with the proliferation of ad blocking, publishers are looking for other industry stakeholders to go back to their roots to develop thoughtful and creative ad design that enables strong brand performance, reduces consumers’ desire to implement ad blocking technologies and ultimately increases the value of publishers’ sites. To this effect, native has been a boon for publishers, but the innovation must continue. Creative execution continues to be a challenge for most.

Publishers are also looking for seamless PMP opportunities that yield increased control and returns worthy of the high-quality inventory up for grabs in this environment. They’re also eager to find header bidding-like solutions for mobile advertising as well as unique ways to monetize their data.

Cross-channel is the next direction for Adelphic. How do you see this strategy impacting marketers’ current marketing mix?

Marketers are recognizing that a cross-channel approach that is too focused on devices ignores the constituent who is actually making the purchase: the consumer. Adelphic is uniquely equipped to engage audiences due to our behavior-centric approach, which takes into account their movements across a growing number of devices.

As marketers understand the role of new and emerging channels, budgets will shift to match consumer behaviors and marketing mixes will be more balanced with relation to true ROI. Marketers of tomorrow will no longer designate specific budgets to channels–instead, they will allocate a single cross-channel budget and look to a technology platform that can automatically allocate the media mix based on delivery and on performance.

What role will data play in the cross channel movement?

Marketers are increasingly bringing their own first-party data to the table and expect partners to be able to ingest and analyze that data along with second and third party data in order to reach consumers in real-time, when and where it counts most.

Platforms like Adelphic, which are designed to process and make decisions based on multiple data sources and formats, and at large scale, are well positioned to deliver and perform on people-centric cross channel campaigns.

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Real-Time Banter: Adelphic and BrightRoll Discuss Mobile Marketing

May 19, 2016 in Blog

This edition of Real-Time Banter features a conversation about mobile marketing with Dan Mosher, VP & GM of BrightRoll Exchange at Yahoo. Dan was interviewed by Jennifer Lum, Chief Strategy Officer for Adelphic.


Jennifer: What is BrightRoll Exchange?

Dan: The BrightRoll Exchange seamlessly connects large pools of inventory with all of our top buyers which includes DSPs, brands and agency trading desks. The exchange connects more than 100 DSPs to some of our highest quality inventory sources across video, display and native, where we bring in not only Yahoo owned an operated inventory, but other high quality inventory sources.

Is Yahoo O&O inventory already available in the exchange?

It’s already in the exchange. That was one of the key tenets of the deal when we signed it more than a year ago, and when we closed it, we made the Yahoo video inventory available in the exchange instantaneously. Yahoo display inventory has been available in the exchange for years. We have now rebranded the overall exchange, display, video and native, to the BrightRoll Exchange.

What is your role at BrightRoll?

I run the exchange business, which is all of the programmatic buyers on the exchange.

How has the role of the BrightRoll platform evolved since the Yahoo acquisition in 2014?

Well the biggest thing that we formalized after the acquisition was the separation of the BrightRoll DSP business from the BrightRoll Exchange business.. The way that each platform has evolved has been to add Yahoo’s display capabilities into what was core BrightRoll video capabilities. The BrightRoll DSP now provides multichannel access for all of our self service customers – access to all sorts of inventory across different sources using Yahoo data. That was the big evolution of the platform: Yahoo’s data is available for our DSP customers, and that they use on a customized basis for their campaigns. The BrightRoll Exchange has evolved to include display inventory, and now includes native inventory as well. We were able to bring on those high quality sources of inventory that were the Yahoo owned and operated inventory and we continued to upgrade our inventory sources post acquisition as well. The platform has really evolved around those facets, and now we have, on the Exchange side, one team that interacts with our top customers, no matter what type of format they want to buy, via display, native or video..

You mentioned that Yahoo audience data is now available through the BrightRoll DSP. Will Yahoo audience data become available through the BrightRoll Exchange?

Yes, it is available today, however, it’s not available in the same way that its available for our DSP customers, where they can pick, choose and customize the data segments that they want to use. Instead, we expose specific segments through the exchange to our top brand partners buying through a third party DSP via Deal ID. For example, we’ve recently provisioned an “LDA” deal (legal drinking age), where we use Yahoo data to create a segment of customers that is over 21. We know that the Yahoo data is extremely effective and precise, so we’ve had a couple of customers set up deal IDs on the BrightRoll Exchange where they were able to access only legal drinking age customers using the data. So there will be segments like that, specific deal IDs that might be behavioral or intent segments where we may pull in different elements, but its not going to be the broad-based way that it’s available on the DSP.

How has Flurry inventory data been integrated into the BrightRoll Exchange?

Flurry had three parts to its business when it was acquired by Yahoo. One was a display and video mobile inventory piece, a nascent native segment and the rich data that it receives based on having its analytics SDK installed on thousands of apps. We’ve integrated the Flurry mobile video inventory into the BrightRoll Exchange, so Flurry inventory is now available to any of our mobile video customers who are buying on the BrightRoll Exchange. The next step will be to include some of the native inventory that was previously available via Flurry, in the BrightRoll Exchange as well. Those are the pieces we’re most focused on. Flurry has its powerful SDK on thousands and thousands of apps, which gives our DSP buyers some interesting data insights but this is not available on the exchange today. These publishers are seeing the native advertisements perform better, and have better monetization capabilities. We are going to be able to leverage that native inventory in the BrightRoll Exchange in 2016.

Will the Flurry SDK become the unified mobile SDK for the supply side?

The Flurry SDK is where a lot of the development effort is going right now and we will continue to evolve and build it out. Because the third-party inventory and SDK footprint that we have today is quite extensive, the question now is, “How do we build more robust publisher tools that leverage some of the things we have in place?” Because Flurry has a set of publisher tools, BrightRoll on the video side has a set of publisher tools, and Yahoo has its own set of publishers, how do we bring all of those together as a seamless publisher offering? On the mobile side, Flurry and its SDK is clearly the most compelling piece that we have right now and we will double down on that for our supply side business.

How has publishers’ use of programmatic changed since you launched the BrightRoll Exchange?

We launched the BrightRoll Exchange in 2010, and that was really early days in exchanges. I’d say, and I remember this because I was making all of the calls to publishers back then trying to convince them to expose their inventory on our exchange, that they were worried about exchanges in general and thought they might commoditize their inventory. Early on, publishers were reluctant to make their inventory available on the exchange. The views have evolved quite a bit in the last five years. I think most publishers now look at offering their inventory programmatically, through an exchange, as a key facet of how they go to market, and how they monetize. It’s been a method for publishers to lessen the reliance on a direct sales force in some cases, because they can monetize through exchanges. Exchange technology has evolved in a way where a publisher can expose its inventory via private marketplace and have the same level of control that they’ve always had when they were just selling it in-house and didn’t have to adapt or expose it to any exchanges. It’s now a key part of every publisher’s go to market. Some will expose 10 percent of their inventory, whereas some will expose 90 percent of their inventory. It really depends on the publishers themselves, but the views have changed quite a bit, and I think it’s because there is a lot more control and tools they can use to make sure that their inventory is exposed only to the buyers that they deem to be acceptable upfront.

How does BrightRoll address fraudulent traffic?

We have recently launched a partnership with White Ops, which is one of the top anti-fraud companies in the video space. We now have White Ops technology running on every request that we see from any publisher. We’ve deployed that across all of our video impressions and to make sure that no impressions or very few impressions are delivered against invalid traffic. We also have our own internal tools that we’ve been developing for years to assess invalid traffic. We have our internal tools because no one tool is a panacea, but White Ops is one of the top vendors we could’ve worked with. That augments the tools that we already had in-house, but we feel like that puts us in a good position to really assess and make sure we’re limiting and reducing dramatically the amount of invalid traffic that buyers are seeing.

Have you found that different tactics are required to address fraud in mobile versus desktop?

Yes, definitely. The technology is very different in mobile. The way that fraud manifests itself in mobile is different in terms of the type of things that fraudsters do. Third-party vendors aren’t necessarily up to speed on mobile yet, so I think it’s like any technology we’ve looked at. We looked at viewability early on. If we looked at Nielsen and comScore assessments of different traffic, mobile was always a follower on a lot of those things, and I think in the fraud side it seems to be as well, where the third-party vendors aren’t as strong. Our internal publisher team has a lot of really good tools at its disposal to evaluate mobile traffic and look for any inconsistencies that we might deem to be evidence of fraud. We are using all of our internal tools to evaluate mobile traffic. We are evaluating third-party vendors to see when there will be one where we can layer on mobile like we’ve done with desktop.

What is the split in demand that you’re seeing between open exchange, private marketplace and programmatic direct, specifically with mobile demand?

We’ve seen quite an evolution over the last couple of years. We’ve just launched a private marketplace, in earnest, on the video side of our exchange over the last couple of months, and that’s for both mobile and desktop. We’ve seen already that programmatic direct and private marketplaces are 20-30 percent of exchange revenue so it’s gone from zero to 20-30 percent over the last couple of months, which is a large increase. Some of the buyers that we work with who have been doing private marketplaces for a while say they took it up to 40 percent, in some cases. So, we think right now we’re at 25 percent private marketplace. I think that can continue to take up at least up to a third of the business as buyers are more and more interested accessing specific pools of inventory where they know more up front about the inventory than when just buying it in the open exchange. In some cases they’ve done a specific deal with the publisher and we are just instrumenting that deal through our exchange, or more likely, they are accessing curated packages of inventory that provides a specific type of function and/or a specific purpose within a campaign.

PMPs and programmatic direct represent a different control mechanism, not only to control but to lock in inventory during a period of high demand and also influence consistency around pricing.

Right. One of the big promises of PMP and programmatic direct is the ability to negotiate the price up front, within a certain range. We still have programmatic direct relationships where there could be multiple bidders and there’s some type of bidding happening, but within a specific range and they have a sense up front of what the pricing is that they’re going to try to achieve. In some cases to get that privilege they have to pay up higher than what they would have otherwise in the open exchange but they trade that for visibility and comfort that their campaigns will deliver.

Two more questions, they’re both personal and fun. First question, do you use an iPhone or an Android?

I use an iPhone. I used to be an Android user. Tod Sacerdoti, the CEO and founder of BrightRoll, is an avid Apple fan boy and gave me a lot of crap about my Android phone. I think I finally succumbed sometime in 2012, when the iPhone 5 rolled out and I had to try it.

 Does the entire BrightRoll management team use iPhones?

Most of the BrightRoll management team uses an iPhone, I would postulate. I think a couple of the holdouts were told to get on the bus! But Yahoo as a company really encourages iPhones as well because of the prevalence of our apps. iOS is still a better monetization platform from what we understand on a per-user basis, and so I think most of the people around here, from my assessment, seem to have iPhone versus Androids.

What is the first app you open everyday?

Well it has to be the Yahoo! Mail app yahoo-mailbecause that’s certainly the app that I check most frequently, not only first thing in the morning, but also during the day. It has gone through a lot of evolutions over even the last 16 months that we’ve been here, it’s been upgraded significantly. But really I’m just checking to see what my numbers were the day before, and I get a good email every morning bright and early so that’s the first thing I check when I wake up. “How did we do revenue-wise yesterday?”

 Thank you very much Dan, it was really great speaking with you.



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Real-Time Banter: Adelphic and Neustar Discuss Mobile Marketing

April 18, 2016 in Blog

This edition of Real-Time Banter features a conversation about mobile marketing with Jayne Babine, VP of Media & Advertising, Neustar Marketing Services for Neustar Inc. Jayne was interviewed by Jennifer Lum, Chief Strategy Officer for Adelphic.

mobile marketing

Jennifer: What is Neustar?

Jayne: Neustar is an industry leader in information services. We provide real-time, cloud-based solutions in three areas: Data, Security, and Marketing.

What is your role at Neustar?

I currently run our media and advertising sales team, which is part of Neustar Marketing Services. My team is primarily focused on advertising agencies and relationships on the buy-side, as well as sell-side relationships with media and ad-technology companies, and newly emerging media platforms.

What are the sources of Neustar’s data?

I like to break it down into two areas. The first is our offline repository of authoritative identity data. What that means is we have the ability to link offline U.S. individuals and household information at the name, address, phone number, mobile phone number, email and IP address level. Over the years, we’ve been able to connect this offline data to online and mobile identifiers. Other sources of data that feed – at least in Marketing Services– our analytics and segmentation solutions are derived from acquiring offline sources, such as market research data (households that have been surveyed), retail purchase behaviors (information aggregated from catalogue, loyalty and gift card programs) and national panel data. This really helps us augment and corroborate attributes about individuals and consumer behavior around core demographics, psychographics, and other behavior attributes that our clients are looking to understand about their customers.

Neustar acquired Aggregate Knowledge in 2013. Can you tell us how Aggregate Knowledge has been integrated into the overall PlatformOne™?

If you take a step back even further before Neustar’s acquisition of Aggregate Knowledge, the company expanded into Marketing Services in 2011 with the acquisition of TARGUSinfo. With this acquisition, Neustar was able to expand its marketing analytics capabilities to include segmentation, audience targeting and CRM data activation. Prior to Neustar’s acquisition of Aggregate Knowledge in 2013, it was a leading campaign analytics and neutral data management platform for advertising agencies and brand marketers, combining media and audience measurement into a single view. The combination of Neustar’s offline and online marketing capabilities and Aggregate Knowledge’s media intelligence platform provides agencies and marketers the ability to plan, target, engage and measure cross-channel online and offline campaigns more effectively in real-time and with a single view.

Today, Neustar PlatformOne™ is a leading Marketing cloud solution for customer insights and business information. In combination, the media intelligence capabilities from Aggregate Knowledge and the marketing analytics assets from TARGUSinfo augment Neustar’s campaign measurement capabilities, and offer agencies and marketers a single view in one seamless user interface.

You joined Neustar through the acquisition of TARGUSinfo, is that right?

That’s correct, four years ago.

You’ve seen the entire evolution of PlatformOne.

I’ve seen it before, during and after, and the roadmap of what it will look like as we go forward, yes.

In your opinion, what is the current state of audience buying?

I think for a buyer it’s very confusing. It’s a very crowded space and media is a big part of how buyers allocate their budgets. The ecosystem is made up of providers coming into the market from all angles, including the offline data world, as well as marketers who want to activate their own CRM data as part of their audience buying strategies.

We’re also seeing increasing interest from publishers trying to apply first party data to their monetization strategies, as well as brands and marketers being savvier about audience buying. All of this is certainly adding to a very crowded space as it relates to audience buying, and choosing which audiences to go after for a particular campaign requirement or marketing strategy.

Do you have any recommendations for marketers on how to evaluate data partners?

I do. Within our measurement capabilities, we have the ability to look at audience data overlapped on media and make recommendations of which segments or which data providers may be higher performing than others, which they may or may not be actively targeting. So that is certainly something that is built into our measurement capabilities today.

How much growth and demand for Neustar data have you seen from mobile programmatic platforms over the past year?

The past year has been one of significant growth. We’re actually seeing a lot of our agency and advertising clients asking for the audience they’re used to buying – the sort of typical, desktop online cookie-enabled audience fashion – but in the mobile environment. I expect this growth to continue in the future. I also think we will continue to see our clients demanding a consistent audience that they’re going after across multiple channels.

That’s great. From the mobile platforms that you’re working with, are you seeing greater demand from demand-side platforms or from supply-side platforms?

Definitely, from demand-side platforms. We recently partnered with one of our first mobile supply-side platforms. It’s still early, but we’re very excited to see how some of the supply-side is getting involved when it comes to supporting audience buying for publishers and inventory providers. But to date, the demand has really been driven by the demand-side.

Did you see the same trend in the desktop space where DSPs were partnering and integrating with data partners ahead of, or earlier, than supply-side platforms?

Yes, absolutely. We tried to work with the leading supply-side platforms out there, and some of the challenges ended up being that we were already plugging in audience data for advertisers and agencies in demand-side platforms. So, this is where significant growth was coming from and where the market was going to apply data as part of a media buying decision – very similar to the desktop environment.

Which data products, and, are there any data products that are being underused by marketers in mobile?

For us, I think it’s really the activation of CRM data. I definitely have seen CRM data activation being widely adopted in the traditional, online desktop environment. We really haven’t seen that extend as aggressively into mobile. Neustar can easily support this through our mobile partners, but really it’s just a matter of marketers understanding that mobile too, can be a channel for CRM data activation.

“Mobile advertising has been a huge boost in some of the new measurement capabilities, particularly around location and in-store foot traffic management. It’s great to see advertisers moving beyond just a click or an app-install as part of their campaign metrics that they’re using for their KPIs.”

Absolutely. Are there any new and emerging use cases for data in mobile advertising?

Good question. I think the ability to stay connected to consumers as they navigate seamlessly between the desktop and mobile environment; that is something that we have been hearing more of a need for, especially from publishers who operate businesses and content in both environments and are struggling to make that connection with their distinct technology. So, that is an area we’re looking to address for the industry. In addition, mobile advertising has been a huge boost in some of the new measurement capabilities, particularly around location and in-store foot traffic management. It’s great to see advertisers moving beyond just a click or an app-install as part of their campaign metrics that they’re using for their KPIs.

So now a couple of fun, personal questions for you: What was your first mobile phone?

In Spring of 2001, I got my first blue Nokia 3310 with the carrier formerly known as Cingular. All my friends in college struggled to get a hold of me because I just didn’t have a cell phone until after I left college.

mobile marketing


Did you have a pager?

I had a pager, but was definitely late to the mobile party, which is kind of ironic looking back now.

Did you have any ringtones on your phone?

Oh yes, I was an avid buyer of ringtones. One of my first ringtones was—and you’d appreciate this, Jennifer—a Darude song. You know which song I’m talking about?

I think I do.

Sandstorm! Darude’s sandstorm, I had to look up the name of it.

Currently, do you have a favorite app?

My favorite app today is Bandsintown. mobile marketing But I don’t use it every day unless I’m in a new city. But, the ones I use the most – which I guess you could say is a favorite because I’m using it daily –would be a messaging app like WhatsApp. Ironically, my mom prefers WhatsApp and my dad prefers LINE. For social, my favorite apps are Facebook and Instagram, and for music, anything from Spotify to Pandora to Tidal. For food, it would be Seamless or Yelp. I will say, currently being used but will be going away are the Bump and What to Expect apps.

Is that the contact app?

They’re for expecting moms. It’s been really, really insightful. (Note: Congratulations to Jayne on the birth of her baby since the time of this interview.)

Is that an app that you use daily or you use multiple times a day?

I use it weekly because every week you hit a new milestone. So I swap between the Bump and What to Expect. It has videos, articles, and tips. It’s really cool!

Well thank you for taking the time to participate in this interview and for being a great partner!


Be sure to check out the rest of Adelphic’s Real-Time Banter series, here.


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Case Study: Adelphic’s Native Programmatic Advertising Increases Visits to Major Automotive Brand

March 8, 2016 in Blog

Cadreon partnered with Adelphic to increase awareness of and visits to a major automotive brand with native programmatic advertising. What follows is a case study illustrating how Adelphic’s platform, with insights and attribution from data partner Placed, using MoPub’s native inventory, was leveraged to increase foot traffic to automotive dealerships.

native programmatic advertising


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Time to Be An Internet of Things Innovator

February 18, 2016 in Blog

internet of thingsOver the next few years, entertainment marketers are poised to be leaders in leveraging the Internet of Things (IoT). The growing tsunami of data and insights generated by consumers’ connected devices will change the marketing landscape. Mobile phones are quickly becoming conduits to a host of devices and services that deliver information about our physical presence and how we live our daily lives.

Our phones today are already enabling brands to push us relevant information via beacons, such as nearby movie theaters and screening times followed by payment options for tickets via Apple Pay or Android Pay. And this is just the beginning.

The infrastructure required to instantly deliver personalized content, advertising, and customer service to consumers across screens is becoming a reality. But IoT is going to require a more subtle approach to marketing and sophisticated infrastructure that can deliver context-aware consumer experiences. Successful brands will make use of connected devices, apps and data to deliver real-time value to consumers, increasingly without their active involvement. Smart technologies will usher in new consumer behaviors, and it’s important for marketers to understand how and when to best connect to them.

Apps already employ beacons to deliver timely experiences and these will evolve through the plethora of devices that are coming online. At home, your IoT connected lightbulbs might be set to automatically “rise” where they light your room at a time of your choosing and your digital speaker system will share your schedule for the day and any important messages while you prepare for the day. You are reminded that it’s your niece’s birthday the next day so you voice-activate a retailer’s app and order a birthday gift. On your commute to work, you make a pit stop at your normal Starbucks and the barista shares your favorite coffee order when you drive up. Notice that in this scenario you haven’t looked at your phone once since you left the house.

Media and entertainment marketers are actually poised to take the lead in capturing the attention of the today and tomorrow’s connected consumer. As an industry, they are among the fastest adopters of sophisticated data sets, masters of storytelling, and they constantly experiment with creating immersive experiences. In order to capitalize on the IoT opportunity, there are three simple questions to consider:

What are the new consumer experiences that you want to power: Entertainment marketers will need to determine whether they can truly provide brand utility and how they can best utilize the additional data collected to engage their audience, moving from big data to smart data, before diving in. A prime example is Disney’s MagicBand. While it’s not the right solution for all Entertainment brands, it provides Disney’s visitors with information and perks that lend to their experience, while the company receives data about their activities in return.

What consumer input do you need: Consumers will demand more control in this new environment and will want to guide and shape the way they engage with brands across their devices. Brands have an opportunity to connect to a consumer’s entire physical life, throughout their waking day, to create meaningful experiences. In order to create successful engagements, brands will need to thoughtfully empower the very users they are targeting.

What partnerships do you need to enable: The majority of IoT marketing thus far has centered on collecting consumer insights, rather than creating moments of consumer engagement. For entertainment marketers in particular, early dialogue between content providers, marketers, designers and platform partners will help create cohesive infrastructure that will enable new brand experiences. Sketch out what your future consumer experiences should to look like so that you can determine the elements you’ll need to add to your existing marketing infrastructure.

We are in the early days of truly leveraging IoT in powerful ways for marketing. In the end this will be a marathon, not a sprint, and many lessons will be learned. However marketers that focus on early trials will be more apt to experience the benefits from the IoT surge sooner.

To view the article in its entirety, visit MediaPost.

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