Exploring Digital Media Strategies with Katie Vesbach, Media Director at Green Rubino

Transcription:

​​Laura: We're here with Katie Vest Bach. And she is the media director at GreenRubino. Uh, very well respected and well loved agency here in Seattle. Katie, how did you get started in the media and what got you to this point?

k you so much for having me. [: 00:01:00

And then I joined smart book media, through an acquisition. And so that was a full service digital agency that is fully remote, but also much larger than chair 10 was. And so, much bigger, bigger agency life. but then a couple months ago, I was fortunate enough to find the job listing for a media director with green Rubino and crux media, which is.

You know, really like them, [: 00:02:00

And so, I was really, really excited to join this team. It's a really experienced team, but also like we have this kind of posture towards innovation and embracing change. And that's, that's a really exciting place to be just because as you guys know, so much is changing right now. And so you want to be somewhere that's kind of along for the ride with it and embracing it.

So. Yeah,

Laura: You know, having a background in media, like even , the people you work with, with traditional media, how that translates into digital, is that helpful?

Katie: definitely. I mean, all media really kind of, you know, you have the same kind of foundational principles that you're using just to help a client achieve their goals. And so there's still a place for traditional media, you know, in the mix, but of course things on the digital side have just been growing and banding.

And so that's, you know, where most of my time is focused now.

Laura: [: 00:03:00

Katie: Yes. Yeah. The rise of CTV Israel.

Laura: Yes,

Katie: yes,

yes, absolutely. I know. I remember when I would meet with my Google premier partner team, there would be so many things changing. I would tell them, like, tell me the 2 or 3 things that are the most important, like, tell me the big things because I can't, I can't do it all. We have just, you know, these, these 8 hours of working today, but what's the biggest one for me to know about?

So that was a helpful, helpful framework for that.

Laura: Yeah. I love, , when we have clients like that.

were big enough to have that premier Team. It was quite nice, .

[: 00:04:00

Katie: Yeah, absolutely. I mean, I think reporting is super important, right? Because. How we're reporting on what we're doing and getting those, that data shared with the client is really important. And I think there's lots of tools out there you can use to provide a dashboard for the client to pull everything together in one place.

But I always like to start that conversation with clients. What do they already have and what's their source of truth? Like, are they in GA4 every day?

Are they using, you know, their CRM is HubSpot or Salesforce, where they really

look at what we're measuring and if it's working or not, because I want to get in line and kind of just join whatever system they have and make sure we're not trying to like push in a dashboard that they don't really want, you know, because, you know,

we want to just get them the data that they need.

ike it when clients can. You [: 00:05:00

Laura: We agree with that.

They want real time information. They

Katie: Everything's changing so fast. And so, yeah, you can't just have like, you know, one snapshot once a month or something. You gotta kind of give them more data.

Yes. Yeah, absolutely. So this is something where I feel like a marketing director, if I was in house somewhere, there's so much changing right now. There's so much going on. You have a lot on your plate, but see, like getting your CRM organized and maximizing it is something you can do. That's like You know, going to help everything else.

usually a way for us to, you [: 00:06:00

Or maybe we're actually creating conversion events and feeding those back in directly to an advertising platform. Because with AI and smart bidding, you know, we want to feed and set up a campaign in the best way possible. And one of the key things is by giving it the most precise conversion action to optimize towards.

And so instead of just, you know, a click on something or a page view or internet form, I'm like, What happened with that form afterwards? You know, which ones turned into great forms. I want to optimize towards getting you those qualified, really high quality ones, if there's enough data to do so. So, leveraging your, your CRM for audience building, you know, lookalikes have been around forever, but they're becoming more and more important, you know, there's audience predictors that we can use in like the trade desk, which is a similar tactic.

ways to just learn from your [: 00:07:00

And so that first party data, but really the source of it usually is from the CRM. And so, you know, Sometimes I find organizations have just, you know, they, they have a CRM, you know, sometimes it's like kind of a pain to pull stuff from it or like, you know, I think there'll be a lot more kind of time investment in like, let's streamline a process so that we can get this uploaded and, and leverage this to power our

advertising.

\ I'm surprised at how, you know, over the years I've been pushing this for a long time too, with clients. And I feel like,, it's surprising how few of them are , not getting. The data,

Laura: like, well, , we only collect, name and phone number and ,

Katie: Right.

Laura: and marketing are sometimes still tough to talk to each other. And,

That's definitely a must to get that going.

And, [: 00:08:00

Katie: Right.

That's funny. That's a very timely question. We've been in like forecast mode here for a bunch of different things this week. And so I've been digging into that a lot. And it's. It is, you know, especially if you don't know a prospect's budget, you know, it's like, well, you could spend, you know, a million or 3 million on CTP, but you probably don't have that.

r this channel to be viable, [: 00:09:00

And then they're like, great, chop it up and do it all.

Laura: Haven't we all done that? We did that in the beginning. 'cause we could, we could do it. And they're like, okay, I've got two, $2 and 50 cents to put on streaming television. I mean,

obviously that's a stretch, but I'm just saying like, you end up. Massacring and you're like just because we can doesn't mean we should

Katie: Right, then we're doing nothing well if we're doing

everything at too little of a budget, right?

Laura: So much because, you know, when you're proposing to a current client, like, no, for this particular campaign, I would definitely recommend this and this and this and you want to, you know,

digital out of home here and the CTT TV here and here.

These are some things that can add up and, Yeah,

Katie: Yeah.

able, you know, we could do [: 00:10:00

and we could do that with Facebook. and, you know, programming in the beginning wasn't that easy.

And it was like the whole United States and not helpful.

Katie: Right. I mean, the trade desk is so powerful. And I think one of the things that sets it apart from like other programmatic platforms is just the predictive tools, but also just all the audience targeting and the reporting that you can pull, because right when you're running CTV, you want to be able to show them like this is influencing conversion actions.

Even though most people are not going to click through on a CTV ad, it's kind of hard to do. but you know, if, if We can still show them that data story and map it for them. And that's just something that a lot of the other kind of smaller programmatic platforms can still get you out there, but you want to be able to kind of prove the value there.

t then how many clicks did I [: 00:11:00

Katie: Is that something that you've had

Yeah. I like to have KPIs and like a measurement plan mapped out by channel. So we understand overall. We're trying to get you more leads or prospects or whatever. But the way that this channel, CTV, for example, contributes to that overall goal is not necessarily going to be click through conversions, right?

It's going to be this great placement for your ad where they can, you can tell a story with video, it's a great spot to be, you're going to reach a lot of people, but then, you know, it's part of your other kind of multi

channel strategy

you know, we just have to set and kind of talk them through each channel and what it does and doesn't do. Right.

Laura: Exactly.

Katie: Yes. [: 00:12:00

Laura: Yeah. The more cookies goes away. I feel like we're going to have to do that. We're going to have to rely on paid search in some ways, because, a lot of times that and retargeting might be the places that you see true conversion,

Katie: Yeah. Definitely. And search is kind of a nice barometer to have there down at the bottom of the funnel, because then, you know, if they really are like, what is this media type, turn it off. Or do we really need, like, let's add in CTV and see what it does. You know, if you have branded search running, you can see like.

More people know your brand, look at our branded search campaign and what's happening or organic traffic through GA4. There are ways to like, to get at the measurement even if it's not that perfect like GA4 flowchart that shows you that level of granularity.

[: 00:13:00

Katie: Ooh, that's a good question. I like that question. I love talking to, to pass Katie. What would I tell her? gosh, I think honestly, this is not a marketing tactic question or answer anything. But like, I think one of the key things is not being afraid to have really honest, direct conversations with your clients.

Because I think early on in your career, or at least I was kind of like, I've got to make sure this client is happy all the time. And I've got to, you know, deliver on these things they're asking me to do. And you're kind of like, oh, he's trying to make it sound positive. And I think , when you stop doing that, cause I did stop doing that.

ing that together. But like, [: 00:14:00

We're like, don't be afraid if something's not working, just be like, yeah, this is not working. We're not going to do it anymore. that,

that

like,

Laura: me to agree with you.

Katie: Exactly. Yeah. And I think that that, Yeah. You know, having a strong client relationship where you just, you know, you dig in and you go shoulder to shoulder with them and you, they feel like you're helping them and, , not just trying to be a vendor or something, it's like a different

relationship,

Laura: It is a different it's a partnership. It's a, you know, part of the team collaboration. It is not. I'm trying to sell you whatever my corporation is using

and that's my limit. And that's what I'm going to. we get it

Katie: Yeah.

Laura: and all clients should get it.

Katie: Right. They should want that too. I hope. Yeah.

Laura: well, thank you so much. Katie has been great talking to you.

Katie: Yeah, thank you very much for having me.