Challenge

A leading cable operator faced challenges in understanding the effectiveness of its media spend across channels. With significant investments in direct mail, digital, and other media, the organization needed a data-driven approach to evaluate the return on investment (ROI) of each channel and optimize the allocation of marketing dollars to maximize customer acquisition and growth.

Solution

G2M Insights collaborated with the client to develop a robust media mix modeling framework, leveraging advanced analytics to measure and optimize the impact of media investments on sales performance. The project involved three key components:

1. 1. Data Preparation and Integration:
      • Accessed and transformed first- and third-party data, including marketing spend, gross connects, and macroeconomic indicators.
      • Developed a repeatable data transformation process to ensure model readiness and scalability for future use.
   2. Media Mix Model Development:
      • Built a media mix model using a Bayesian framework with Hill adstock effects to account for seasonality, media channels, and macro drivers.
      • Evaluated 12+ media channels, such as direct mail, search, display, and social media, to estimate their contributions to gross connects and overall ROI.
      • Achieved high model accuracy.
   3. Optimization and Insights:
      • Conducted media spend optimization, revealing a potential material increase in gross connects by reallocating spend from direct mail to search.
      • Identified and quantified specific lag effects for media spend to influence gross connects, aiding in campaign planning.
      • Detected and quantified saturation points in traditional media channels, providing guidance for future investment strategies.