A YouTube Case Study

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Background Information

Sony PlayStation is the foremost gaming console platform with over 40 million users worldwide. With the release of God of War III, Sony PlayStation created a campaign to build awareness, consideration and preference for the game’s release among males 16-40. The campaign ran across multiple media, including TV , Outdoor, Print and Online. The the vast majority of their online budget for this launch was dedicated to YouTube.

The following research study was commissioned jointly by Sony computer entertainment their media agency OMD, and was executed by MetrixLab. The aim of the research being to quantify the effectiveness of the and cost efficiency of YouTube and other media within the mix.

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Campaign Details YouTube Confidential and Proprietary

Campaign Details TV campaign • 23rd of March - 9th of April • National TV: Cuatro & La Sexta • Pay TV: FOX, FOXCrime, Paramount, 40TV • Late Night emissions because of 18+ restriction

• 2 X Homepage masheads Print campaign

• 4th March & 8th April

• 22nd of March and 18th of April • Magazines specialized in videogames: Hobby Consolas, Playstation, PlayMania, Mediapunta

Outdoor campaign • 16th of March - 18th of April • JC Decaux, Clear Channel and CBS networks

YouTube Confidential and Proprietary

• Ongoing pre-roll and ROS;March- April

Campaign and Individual Media Reach YouTube reached 22% of the target group of males between 16 and 40 years old

78% 57%

37% 22% 11%

Total Campaign reach

YouTube Confidential and Proprietary

TV

Outdoor

YouTube

Print

Cost per Percentage pt Reached Reaching 1% of the target population on YouTube was 1.5 times cheaper than on TV Cost per %pt reached (indexed to TV) 177%

100%

67% 47%

TV

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Outdoor

Print

YouTube

Incremental net reach of YouTube over TV 44% of those exposed to YouTube had no contact with the TV campaign Within the overlap group 23% had less than 4 contacts with 44% the of those TV campaign. exposed to YouTube had no contact with the TV campaign

Within the overlap group 23% had less than 4 contacts with the TV campaign.

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TV Ads Reach 57%

YT Ads Reach 21%

9% incremental reach through YouTube

Adding Reach with YouTube In addition to incremental reach over TV YouTube adds incremental reach over both other individual media and all traditional media used within the campaign

All media

57%

TV

Outdoor

Print

YouTube Confidential and Proprietary

16%

45%

29%

9% 2%

12%

9%

19%

6%

9%

13%

Media

Crossover

Incremental (YouTube)

YouTube and TV Reach YouTube was also more effective at reaching Sony Playstation’s core target (men between 16 and 29) than other media

% of Audience reached by individual media that fell within core target audience 45%

44%

41%

39%

TV

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Print

Outdoor

YouTube

Pre vs Post Campaign Analysis

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Pre vs Post Campaign Analysis The campaign at an overall level was very effective at increasing brand measures 79%

78% Pre Measure

55%

Post Measure

51%

60%

43% 32%

22%

TOM Brand Awareness

Brand Consideration

Brand Preference

Game Characteristics

Pre Measure Post Measure

56% 45%

45%

50%

64% 53%

62% 50%

28% 15%

Best Game of the year

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Purchase Intent

Play Online

Play with friends

Recommend to others

Multimedia Analysis

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Understanding Media Effect and Efficiency

Brand Effect

=

Effect in Exposed Group

Effectiveness

Cost Efficiency

Effect in Control Group

*

Media Reach

=

Investment

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Brand Impact: YouTube and TV Top of Mind Brand Awareness (Spontaneous) YouTube in combination with TV delivers both greater effect and cost than TV alone

Brand effect

Cost efficiency (indexed to TV)

133

81% 77%

100

74%

91

69%

Control

TV Only

(no exposure to TV or YT)

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YT only

YT and TV

TV Only

YT YT only only

YT and TV

Brand Impact: YouTube and TV Top of Mind Brand Awareness (Spontaneous) Core target Audience: Amongst the core target the effect of TV and YouTube is even more pronounced

Brand effect

88% 80%

Cost efficiency (indexed to TV)

Assuming an even distribution of core targets within the total target audience and a linear distribution of cost in reaching those targets

81%

155 115

69%

Control

100

TV Only

(no exposure to TV or YT)

YouTube Confidential and Proprietary

YT only

YT and TV

TV Only

YT only

YT and TV

Frequency Impact: TV and YouTube TV relies on a high frequency to be effective whereas YouTube is more effective in its first contacts.

TV

Consideration God Of War III

Contact Frequency

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Preference God Of War III

Effect

Effect

Effect

Awareness God Of War III

Contact Frequency

Contact Frequency

Frequency of exposure to media YouTube delivers significantly lower frequency than TV

The YouTube only group significantly over (110) indexes on the core target

TV Ads Reach 57%

Average Tv frequency 6.1

YouTube Confidential and Proprietary

Average Tv frequency 6.5

YT Ads Reach 21%

Average b frequency 2.5

Average b frequency 2.4

Effect of contact frequency Top of Mind Brand Awareness (Spontaneous) YouTube delivers a greater effect at a lower frequency than TV

TV

Control (no exposure to TV or YT)

YouTube Confidential and Proprietary

1 Exposure

2 Exposures

Summary and Conclusions



YouTube delivers significant incremental net reach over all media



It also delivers more effectively against the core target audience



The Cost per %pt reached on YouTube is one third cheaper than TV



YouTube has a significant effect on key brand Measures



In combination YouTube and TV are significantly more cost effective than TV alone

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Testimonials: Marta Saez: Insight and research Director OMG Espana In the changing media landscape and with television losing its ability to generate effective reach, we need to innovate and to look for new alternatives to reach our target audiences. Using cross-media campaign measurement such as the God of War III PS3 case, we have demonstrated that digital campaigns can significantly increase the global reach of traditional media within a campaign. We have also ascertained that digital effectively moves brand variables at lower frequency and lower cost than traditional media.

Jorge Huguet, Chief Marketing Officer (CMO) Sony PlayStation Espana Thanks to this research we now know that spending on digital media absolutely compliments our above the line messaging. Whilst traditional media will remain important to us; fostering attention, interaction and engagement on the web is a key goal of our marketing campaigns. For a campaign such as God of War III driving interest through online channels is key to delivering ROI and marketing success.

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Thank You!

YouTube Confidential and Proprietary

Methodology YouTube Confidential and Proprietary

22

Methodology: Step 1 Understanding YouTube exposure All banners of the online advertising campaign were tagged with MetrixLab’s proprietary banner tracking technology. Every time a banner or video is served to a visitor a cookie is automatically placed on the computer of this visitor. The cookie contains information about which advertisement was served, what time and date it was served, from which site it was served, which other banners of the campaign were served and how often they were served. This means that when two million banners are served in a campaign, the MetrixLab banner tracking system is placing/updating cookies two million times.

MetrixLab cookies are dropped and updated every time the God of War III masthead or ROS advertising appears on YouTube.

YouTube Confidential and Proprietary

23

Methodology: Step 2 Understanding traditional media exposure Using responses from consumers as to their exact media consumption across multiple channels it is possible to build up individual media consumption profiles. This profile is then matched with the booked media plan (provided by OMD), and using recognition of advertising creative as a corrective measure, OTS (opportunity to see) scores are generated for each respondent in the respondent base .

Actual media plan is matched with individual respondent media consumption to create an “Opportunity To See” score (OTS).

Groups of respondents are formed on the basis of their media exposure and are statistically levelled/weighted to remove any bias that might occur due to the self selective nature of media.

YouTube Confidential and Proprietary

24

Methodology: Step 3 EXPOSED

Survey:

UNEXPOSED



Branding Effects



Communication Effects



Background characteristics

MetrixLab uses a control-exposed methodology to measure the branding effect of advertising campaigns. Exposure different media groups are simultaneously sampled and their response compared. Because both groups are a random sample from the same population, the groups consist of statistically the same people. YouTube Confidential and Proprietary

25

A YouTube Case Study

The campaign ran across multiple media, including TV. , Outdoor ... Best Game of the year Purchase Intent ... YouTube has a significant effect on key brand Measures ... Jorge Huguet, Chief Marketing Officer (CMO) Sony PlayStation Espana.

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