Marketers are moving from quantitative to qualitative measurements: Saurabh Khattar
IAS India head Saurabh Khattar talks to e4m about emerging marketing trends, ad frauds in digital marketing and available solutions

At a time when global tech majors are facing economic headwinds due to a drop in digital advertising spend, New York-based ad-tech firm Integral Ad Science (IAS) has reported $408 million revenue in 2022, a 26% increase compared to the prior year. Its programmatic revenue increased 42%.
The company, which offers various tools to curb ad frauds and effective measurement of media quality, hopes that in 2023, its revenue figures may cross $450 million.
The growth of IAS underlines the increasing significance of ad-tech tools in the prevailing macroeconomic situation where marketers are facing tremendous pressure to deliver ROI along with a cut in ad spend and increasing ad frauds.
Saurabh Khattar, Country Manager, India, Integral Ad Science (IAS), tells exchange4media, “Marketers are increasingly looking at cost efficiency and media efficiency now. They are trying to move away from quantitative aspects such as likes, shares and impressions of digital ads. The current focus is on consumers' attention and viewability of ads which are qualitative metrics and far more important.”
Digital ad spend is rising in India and in 2023 it is expected to constitute more than half of total ad spending, as per the GroupM report that pegs the entire advertising industry in the country at ₹1.46 lakh crore.
With more than Rs 73,000 crores at stake, brand leaders are trying every bit to prevent ad frauds that punch a big hole in their pockets and ensure that every ad impression counts, says Khattar.
While IAS works with global clients like Nestle, GSK, J&J, Nissan, Samsung, Coca Cola. It also has global partnership with media giants like Twitter. The company’s clientele in India has now expanded to homegrown brands.
“No one wants to see his/her ad around a news piece alongside the news of violence or negative news of Covid-19, whether they buy ad space programmatically or through open web. A lot of homegrown brands are increasingly concerned about ad hygiene and hence we are providing them solutions,” says Khattar.
IAS has also partnered with TikTok (banned in India) and an AVOD platform (yet to be launched in India), says Khattar, adding that the company is doubling down on such partnerships.
Ad frauds major headache of brands
Advertising has been an impression-based business since the beginning. While newspapers have been using subscriber counts to represent reach, TV channels use BARC ratings, digital platforms count the number of “likes, shares and views” for ad measurement.
With the emergence of ad frauds and bots, digital impressions are losing their relevance. Surveys have found that ⅓ of digital ads remain unseen in certain environments. Marketers have started asking how viewable their ad was, how much time consumers spend on viewing the ad or was it served in the desired context?
Time-spent on ads is now being considered a better indicator of an ad’s overall effectiveness than pixels in view. An ad is typically considered viewable by the Media Rating Council (MRC) when 50% of pixels are in view for at least one second. Video ads require a bit more—they’re considered to generate viewable impressions when they’ve been in view by a user for at least two seconds. And larger desktop ads only require 30% of the pixels to be in view.
This is where ad-tech companies offer a range of solutions. Various tools developed by IAS aim to bring transparency into programmatic media buys by reducing media waste, curb ad frauds and optimizing spends. “These tools provide insights at the campaign, its placement, reasons for potential failures and suggest required optimizations that even detect ad frauds," Khattar explains.
“If an ad is served, but no one sees it, the money is wasted. To be counted as a quality impression, a digital ad must be viewable, by a real person, in a brand-safe environment and at correct geography,” says Khattar, adding that his tool- Quality Impression- excludes invalid traffic driven by bots and thus eliminates wasted spend.
An IAS study has found an 11-fold increase in ad frauds in campaigns for which mitigation tools were not deployed. On the other hand, their clients who use ad mitigation tools see ad frauds less than one percent, claims Khattar.
Ad frauds on Connected TV on rise
According to a GroupM-Kantar report, about 20 to 22 million households in India have internet-enabled connected televisions (CTVs) today. Further, brands are estimated to increase their CTV advertising spends from USD 86 million in 2023 to USD 395 million by 2027.
However, ad fraud on the CTV platform has emerged as a major headache for advertisers. A GroupM report last year found $1 billion fraud or ad waste in the connected TV segment globally.
Khattar says, “Many types of ad frauds are prevalent on the CTV and OTT platform. One is your smart TV is off and ads are still running behind. Then there are invalid Server Side Ad Insertion (SSAI) which has emerged as a big risk factor to OTT/CTV advertising.”
“As CTV, gaming, OTT and audio platforms are scaling up their reach post-pandemic, the issue of ad frauds, brand safety, viewability and attention become all more prominent”, says Khattar, who uses machine learning and algorithm to help brands at three levels-detect ad frauds, ensure brand safety and work in viewability and attention of ads.
Contextual targeting
The deprecation of cookies coming closer will make personalized targeting tougher. Therefore, a lot of brands are now focusing on contextuality.
Khattar explains, “Contextual targeting has been there for ages. For instance, classified sections of newspapers are contextual ads. Now, just the technology has changed as media platforms have gone online. We have a tool that is based on natural language process (NLP) technology that analyses the digital text along with sentiments at the speed of the machine.”
Khattar cites a study that claims that over 46 per cent of the audience would not buy a product if the ad is not in the right environment. “Our NLP-based tool helps brands to advertise their products in a positive environment and avoids placing ad in negative environments.
IAS works with all stakeholders-brands, agencies, publishers and platforms. Which one needs an upgrade the most, in terms of technology and mindset?
Khattar responds, “All of them are working towards upgrading themselves in terms of technology. Education and information about qualitative aspects is missing across the room. We are conducting roundtables on the same issue to make all stakeholders aware of the magnanimity of ad frauds and available solutions.”
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TAM Sports launches CTV and mobile ad monitoring service for IPL 2023
This specialized service will provide real-time data and insights
By exchange4media Staff | Mar 24, 2023 3:23 PM | 2 min read
TAM Sports (a division of TAM Media Research) has announced the launch of Connected TV & Mobile (Android & IOS) Ad monitoring & Verification service for IPL 2023 Live Streaming. This specialized service will provide real-time data and insights to help you stay ahead of the game.
The CTV Ad monitoring will be initially for Live Streaming audiences watching on Connected TV targeted at Mumbai City, while Mobile Ad monitoring is for Live Streaming audiences viewing on IOS /Android mobiles and Geo-targeted to cities Mumbai, Delhi, Bangalore, Chennai and Hyderabad across key cohorts that the Advertiser is addressing.
CTV monitoring will also include 14 different language/other feeds - English, Hindi, Tamil, Telugu, Kannada, Bengali, Malayalam, Odia, Bhojpuri, Punjabi, Marathi, Gujarati, Lifestyle feed and 4k English feed!
Both the Monitoring services will provide Advertisers & Media Agencies with Pre, During and Post-Match Ad streaming reports within a day for IPL data users, enabling them to track their sponsorships on a real-time continuous basis.
"We are ecstatic to introduce this path breaking and unprecedented Ad Monitoring & Verification service on CTV & Mobile platform during the most happening Cricket Event of the year (IPL) via our flagship unit – TAM Sports”; said TAM India CEO Mr. L V Krishnan. “It will be a unique service as we kick start CTV and Mobile monitoring with this year’s IPL. With daily reporting of the data, it is almost real time for Sponsors, Agencies and other Stakeholders to track and maximize Ad Spends. We believe, this is one more step in our attempt to bring more clarity to investments on High decibel Digital properties and will pave way for more transparency to future Advertising spends on Digital Media.”
The report would essentially cover a variety of variables that comprise of – Platform, Stream Language, Targeted market selected by the Advertiser along with Match Date, Stream Duration, Category, Brands, Advertisers, and Ad Positions.
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Markand Adhikari’s column on OTT content a hit on Twitter
Apart from being ranked 4 in India trends, it has also sparked a social media conversation about OTT content
By exchange4media Staff | Mar 24, 2023 11:12 AM | 2 min read
An opinion piece written by Markand Adhikari, Chairman and Managing Director of Sri Adhikari Brothers Group (SAB Group), on nudity and obscenity in OTT has been ruling the social media charts.
The article was published by exchange4media on March 21st.
https://www.exchange4media.com/digital-news/class-has-no-class-126085.html
It was no. 4 in India trends on Thursday.
The article has also spurred a lot of discussion on OTT content on Twitter.
Is the content on Netflix leading our youth astray? Mr. Markand Adhikari thinks so. Read his take on the issue in 'Class Has No Class'" #e4Media_Class_HasNo_Class https://t.co/TlFwD37ct4
— Mohammad Altaf Ali (@MdAltafAli15) March 23, 2023
Mr. Markand Adhikari is so right, such content does is not reflect social reality but actually the opposite – instigate our youth and society to go down this path by giving them ideas. #e4Media_Class_HasNo_Class https://t.co/rotvmJSzHd
— Sushma Pandey (@ISushmaPandey) March 23, 2023
Mr. Markand adhikari raising a very good question against Netflix through this article. This question is really important..
— Yatika Sharma (@Yatika1027) March 23, 2023
e4Media Class Has No Class
Mr. Markand Adhikari is absolutely correct !!! I really appreciate his thoughts for the nation.
— Shassy (@Shassy02) March 23, 2023
e4Media Class Has No Class
Mr. Markand adhikari raising a very good question against Netflix through this article. This question is really important..
— Nikhil Pandit (@nikhil29_05) March 23, 2023
e4Media Class Has No Class
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FAST & Freemium: Why more & more advertisers are streaming towards Connected TV
These platforms, say experts, provide access to massive amounts of user data, enabling precise targeting and cost-effective advertising campaigns
By Shantanu David | Mar 24, 2023 8:27 AM | 4 min read
Even the most traditional advertisers are now dipping their toes into streaming, while more adventurous brands are already making a splash. And with the introduction of subscriptions with ads on streaming platforms like Netflix, Disney Plus, as well as Jio’s push towards freemium TV, the Connected Television (CTV) landscape is evolving with each new login and the following reams of data, and terms like FAST and Freemium are creating more buzz than an old cable TV’s antenna.
Swati Kardak, Group Account Manager, Media Planning & Buying, SoCheers, believes that with IPL in their kitty and now rolling out of freemium TV, Jio has already got the ball rolling for them. “This is a big boon for advertisers and brands as FAST (Free, ad-supported TV), will open up opportunities for advertisers to widen their addressable audience size. It will also work as a magnet to attract more audiences to the streaming platform and ensure a long-term client relationship.”
Meanwhile, “As subscription plans with ads are introduced, advertisers and brands have a unique opportunity to reach a large and engaged audience. These platforms provide access to massive amounts of user data, enabling precise targeting and cost-effective advertising campaigns,” says Keerthi R Kumar, Business Head-South, FoxyMoron.
According to the recently launched Gateway to Open Internet report, published by The Trade Desk and Kantar, 33% of consumers perceive ads on OTT/CTV as more premium than those on YouTube and other user-generated content platforms, making CTV/OTT a particularly attractive avenue for brands.
Additionally, 44% of consumers expect to significantly increase their usage of CTV/OTT in the next six months. The surge in popularity of Connected TVs also allows advertisers to reach a subset population of cord-cutters that they cannot reach on linear TV.
Tejinder Gill, General Manager, The Trade Desk, says that to capitalize on this fast-growing ad opportunity on OTT, brands will need to invest in data-driven advertising tools on platforms like The Trade Desk to help them to more effectively target and engage consumers across the multiple OTT platforms that consumers engage with today.
In Kardak’s opinion, Freemium will bring about a major cord-cutting change and a huge shift towards Freemium is most likely going to come from the traditional TV audience as they will be able to avail entertainment for free. “Therefore, brands and advertisers will have to be very mindful about picking the right content on FAST for their ad placement. In comparison, the audience on FAST is likely to be more massy, so, brands who have products or services catering to a larger audience should look at partnering with them,” she says.
The abundance of content and vast user base on platforms like Netflix and Disney Plus provide advertisers with the opportunity to target affluent audiences. With the introduction of ad-supported tiers, advertisers can leverage high-quality content to reach their desired target audience.
“AVOD and Freemium models offer precision targeting, real-time optimization, and measurement, leading to a shift in advertising budgets from traditional TV to OTT. As competition increases, advertisers must understand each platform's audience, engagement patterns, and results to make informed decisions that align with their business objectives,” says Kardak.
Vikas Mangla, Founder, Digital ROI, points out that by parsing through the consumer data available through viewership on these platforms, advertisers can develop new ad formats that engage viewers and do not disrupt their viewing experience. “Interactive ads, sponsored content, and native advertising are some of the ad formats that can help advertisers achieve this. For instance, Voot offers non-intrusive ad formats like sponsored content and integrated ads that blend seamlessly with the content,” he says.
Advertisers and publishers also need to analyze the collectible data to gain insights into their audience's behavior and preferences. This can help them optimize their ad campaigns, improve their targeting, and measure their ad campaign's effectiveness.
“For example, MX Player uses data analytics to track viewer behavior and preferences to create personalized recommendations for each viewer. Advertisers can also use data analytics to track ad performance and optimize their campaigns accordingly,” says Mangla, adding that publishers can leverage the popularity of streaming TV by creating content that resonates with their audience.
That being said, as Gill points out, “Another important consideration is frequency capping which is important to ensure consumers are not seeing the same ad multiple times across the different OTT platforms that they are engaging with. This is where programmatic media buying platforms offer value in helping brands preserve a positive ad experience.”
In conclusion, experts agree that the Indian market presents a significant opportunity for advertisers and publishers to reach a large and engaged audience base through FAST and Freemium. By adopting a data-driven approach, using new ad formats, programmatic advertising, data analytics, and content marketing, they can create more effective ad campaigns, engage viewers, and increase their revenue.
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Mark Zuckerberg announces new WhatsApp app for Windows
The app will enable group video calls with up to 8 people and audio calls with up to 32 people
By exchange4media Staff | Mar 23, 2023 3:25 PM | 1 min read
Facebook CEO Mark Zuckerberg has announced a new WhatsApp app for Windows, which will enable group video calls with up to 8 people and audio calls with up to 32 people - all from your desktop.
Making the announceemnt on Facebook, he wrote, “Launching a new WhatsApp desktop app for Windows. Now you can make E2E encrypted video calls with up to 8 people and audio calls with up to 32 people.”
“The new Windows desktop app loads faster and is built with an interface familiar to WhatsApp and Windows users. You can host group video calls with up to 8 people and audio calls with up to 32 people. We’ll continue to increase these limits over time so you can always stay connected with friends, family and work colleagues.
Since introducing new multi-device capabilities, we’ve listened to feedback and made improvements including faster device linking and better syncing across devices, as well as new features such as link previews and stickers.
As we continue to increase the number of devices which support WhatsApp, we’ve just introduced a new WhatsApp beta experience for Android tablets. We’re also launching a new, faster app for Mac desktops that is currently in the early stages of beta,” he wrote further.
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MarTech can brilliantly answer the ROI question: Hareesh Tibrewala
The Joint CEO of Mirum India spoke to e4m Editor Naziya Alvi Rahman on a host of questions with respect to the India MarTech Report 2023 that will be unveiled at the e4m Pitch CMO Summit today
By Naziya Alvi Rahman | Mar 23, 2023 2:41 PM | 1 min read
Hareesh Tibrewala spoke to e4m on a host of issues related to MarTech while delving deep into the India MarTech Report. He started by addressing the roadblocks in the implementation of MarTech in the country.
He also explained the point about MarTech explorers in terms of the sectors, which is invested in this marketing technique.
Tibrewala further spoke about how martech was critical in the role of a marketer and how it could be extremely significant for calculating ROI.
The conversation also veered toward the importance of MarTech in the cookie-less world and the advent of Web3.
Watch the entire conversation here.
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Google opens up access to Bard
In a blogpost, Google said that Bard could provide tips or explain several posts
By exchange4media Staff | Mar 23, 2023 1:07 PM | 1 min read
Google has said that it is opening up access to Bard, the ChatGPT competitor, as per media reports.
The tech major will be expanding the access to Bard in more countries and languages.
In a blogpost, Google said that Bard could provide tips or explain several posts.
Google unveiled Bard in February. Alphabet CEO Sundar Pichai announced the soft launch of the AI to "trusted testers".
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MarTech no longer only about marketing, it needs to drive sales: Mirum India report
The survey for the report shows 88% of respondents expect to increase spending on MarTech over the next 3 years
By exchange4media Staff | Mar 23, 2023 12:43 PM | 2 min read
Mirum India, a Wunderman Thompson company, has put together a report on the emerging MarTech landscape in India.
The report captures how MarTech solutions are being utilized by brands to effectively communicate their brand messages to the right set of audiences at the right time.
The report highlights that while the global spend on MarTech solutions is around 25% of the total marketing budget, in India, majority organizations spend less than 15%, indicating significant potential for growth. With MarTech spending set to increase across company sizes and sectors, 88% of respondents expect to increase their MarTech spending over the next three years. The report also emphasizes the need for brands and organizations to work with growth partners as preferred by MarTech HEROES, focusing on ROI, and delivering value to the brands.
The report will be unveiled on March 24, 2023, at the e4m Pitch CMO Summit in Mumbai. The summit will see India's most reputed brands and top management coming under one roof to interact and share insights on their game-changing success stories.
Speaking on the report, Hareesh Tibrewala, Joint CEO – Mirum India, said, "The estimated size of the MarTech industry in India is expected to be between $35bn and $50bn by 2026, presenting a sizeable opportunity for businesses. Our latest report highlights how brands are using MarTech solutions to effectively deliver the right brand message to the right customer at the right time, creating fabulous customer experiences and increasing brand loyalty. It is interesting to note that marketers globally spend 25% of their budgets on MarTech solutions, and our report shows the emergence of MarTech EXPLORERS, who are keen to leverage the power of MarTech. This presents an exciting opportunity for businesses to grow and thrive in the ever-evolving digital landscape."
CVL Srinivas, Country Manager – WPP India said, "To succeed in the rapidly evolving tech and data driven world, organizations need good marketing automation tools and diverse skill sets. The report highlights the need for growth partners, preferred by MarTech HEROES, to ensure strong ROI for clients. It brings clarity to the ecosystem and presents an exciting opportunity for businesses to create fantastic customer experiences and increase brand loyalty. At WPP, we've invested heavily in building our tech and data practices, creating a comprehensive ecosystem where value is delivered at every touchpoint."
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