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Google Confidential and Proprietary
Wireless Shopper 2.0April 20, 2010
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Google Confidential and Proprietary
450+phones in
North America
with
10launches a week
1 Source: Gartner Group (2009)
2
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Google Confidential and Proprietary
Methodology
The initial study was based on understanding the attitudes of online users who identified
themselves as wireless purchasers and analyzing behavioral clickstream activity of those observedadding a wireless product to their shopping cart. A follow up study was completed, performing anattitudinal and behavioral study based on a major phone launch in Q2 2009
Tracked online search and research activity using Competes 2MM US opt-in panelists from Nov2008 to Dec 2009, including carrier, OEM, 3rd party reseller and research sites
Includes both paid and natural Search
Sites and Search terms used were provided by Google
We tracked consumers onlineshopping activity to understandshopping and searchingpatterns.
We analyzed those who addedthe product to cart, tracing theirbehavior backward from the pointof purchase.
Surveyed searchers tounderstand their purchasebehavior.
Source: Google/Compete The Value of Search for Wireless Product Launches Study, March 2010.
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searchsmartphones
shiftingmarketplace
4
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shiftingmarketplace
5
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Google Confidential and Proprietary
Device Focused Consumers
Online Regardless of Purchase Location
General Retailers Stepping it Up
6
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Shoppers Open to Switching
Q - When you first considered your most recent cell phone purchase, which statement best describes your mindset about thewireless service provider? (Total Respondents=2961)
Q - Which statement best describes your mindset about the brand of cell phone? (Total Respondents=2961)Source: Google/Compete Wireless Shopper Study, January 2010.
Service Provider
42%did not know exactly whichCarrier they would purchase from
78%did not know exactly which OEMthey would purchase from
Device
7
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Google Confidential and Proprietary
Hot Phones and Features Trump Upgrades
-11% +20% +17%
I was eligible for afree or discountedupgrade with my
provider
I saw a newcell phone that I
had to have
I wanted a phonewith morefeatures
Q. Why did you decide to make this cell phone purchase? (n=2881, among those not purchasing first cell phone)Source: Google/Compete Wireless Shopper Study, January 2010.
Q. Why did you decide to make this cell phone purchase? Please select all that apply. (n=1217, not first phone)Source: Wireless Shoppers Study, Google & Compete May 2008
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Device Interest Reflected through SearchQueries
9Source: Google.com, US
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Consumers Increasingly Research Online
10Q - Which of the following sources did you use to research your recent cell phone purchase? (Total Respondents=2961)+ As recalled by survey respondents in 2009 vs as recalled by 2008 survey respondents
Source: Google/Compete Wireless Shopper Study, January 2010.
of people who bought
phones in stores researchedtheir purchase online
63%
increase in the number of online
resources used in research+
29%
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Google Confidential and Proprietary11
Same Online Research to Buy Online or In-store
Type of Information Researched Online
Q - Which of the following activities did you conduct online during your most recent cell phone purchase research process?Please select all that apply. (n=2057; based = shoppers that used online sources)
Source: Google/Compete Wireless Shopper Study, January 2010.
**
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Buyers Spending More Time Researching
12
56%
19%
20%
5%
25%
9%
45%
20%
0% 10% 20% 30% 40% 50% 60%
2 days or less
More than two days, but
less than one week
1 week but less than 4
weeks
4 weeks or more
Total 2008 (n=1257)
Total 2009 (N=2961)
Time Spent Researching Phone Purchase
Q - How much time did you spend researching your most recent cell phone purchase? (Total Respondents=2916).Source: Google/Compete Wireless Shopper Study, January 2010.
Source: Wireless Shoppers Study, Google & CompeteQ: How much time did you spend researching your recent cell phone purchase? (N=1257, asked of recent wireless buyers, May 2008)
**
**
**
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Retailer Sites Increasing Share of Voice
Website Traffic Growth Dec 2008 vs Dec 2009
178% Amazon 107% Target
160% RadioShack 44%Aggregate ofOEM sites
26% Walmart 3% Aggregate ofCarrier sites
Source: Compete.com 13
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24%
18%
9%
40%
16%
40%
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
Wireless Carrier
Site
OEM Site Retailer Site
Increasingly Influential as a Resource
14
2008 2009
Used During Research Process
(2008 vs 2009)Influential to Purchase Decision
(2008 vs 2009)
Q - Which of the following sources did you use to research your recent cell phone purchase? (Total Respondents=2961) Not all answer choices includedon chartQ - On a scale from 1 to 5, where 1 means no influence at all and 5 means significant influence, how much influence did each of the following have onyour most recent cell phone purchase? Top 2 Box (Total Respondents=2961) Source: Google/Compete Wireless Shopper Study, January 2010.Q: Which of the following sources did you use to research? Asked of Recent Wireless Buyers, (N=1257)
Q: How much influence did each resource used have on your purchase? (Top 2 Box) Asked of Recent Wireless Buyers Who Used Resource,N=variable, May 2008. Source: Wireless Shoppers Study, Google & Compete 2008.
45%
35%
57%60%
51%
55%
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
55%
60%
65%
Wireless Carrier
Site
OEM Site Retailer Site
**
**
****
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Retailers Have Captured Wireless Customers
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Purchase Channel for Phone Purchase
Q Where did you purchase your most recent cell phone? (Total Respondents=2961).Online share of purchases was higher than actual due to online survey fielding. Actual online share is typically ~6% of carrier gross addorders
Source: Google/Compete Wireless Shopper Study, January 2010.Note: Traqline reports 17% of wireless phone sales through general retail stores in Q4 2009.
23%
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Device Focused Consumers
Online Regardless of Purchase Location
General Retailers Stepping it Up
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smartphones
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Open to Switching Carriers
Reeled in by Features
Investing More Money, More Research
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New Segment of Customers
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Wireless Device Owned Prior to Current Smartphone
Compete Smartphone Intelligence data. G1: Which of the following best describes the wireless device you primarily used before purchasing
your current smartphone? (n=1959, smartphone owners)
65%new smartphoneowners
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Google Confidential and Proprietary
Smartphone Purchase Drives Carrier Switching
20Q: How long have you been with your current wireless service provider.
Source: Compete Gen Pop Wireless Survey, August 2009.
Been with currentservice provider 2+
years
75%
67%
Cellphone
buyersversus
Smart-phonebuyers**
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Google Confidential and Proprietary
60%
70%
80%
66%
66%
71%
78%
88%
29%
42%
50%
60%
63%
69%
77%
85%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Applications available for download
Operating System
Specific phone model
Online account management
Wireless provider my family and friends use
Wireless provider customer service
Wireless provider
Coverage area
Sma rtph on e Ow n er ( n=7 04 ) Ce ll Phon e Ow n er ( n=15 42)
All Attributes Valued by Smartphone Buyers
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Importance of Attributes(Smartphone vs Cell phone)
Q - On a scale of 1 to 5, how important were each of the following attributes when making your most recent cell phonepurchase? (Top 2 Box)
(Total Respondents=2961)Source: Google/Compete Wireless Shopper Study, January 2010.
Carrier
Device**
**
**
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Google Confidential and Proprietary22
43%
21%
28%
7%
25%
17%
38%
20%
0% 10% 20% 30% 40% 50% 60%
2 days or less
More than two days, but
less than one week
1 week but less than 4
weeks
4 weeks or more
Cell Phone Owner
(n=1542)
Smartphone Owner
(n=704)
Smartphone Owners Do More Research
Time Spent Researching Phone Purchase(Smartphone Owner vs. Cell Phone Owner)
**
**
Q - How much time did you spend researching your most recent cell phone purchase? (Total Respondents=2961)
Source: Google/Compete Wireless Shopper Study, January 2010.
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Not All Wireless Shoppers On Board Yet
23Q - Why did you decide to make this cell phone purchase? (Total Respondents=2961) Source: Google/Compete WirelessShopper Study, January 2010.SC4: Why haven't you purchased a smartphone? Source: Smartphone Intelligence Study, Q32009. (n=1959)
I wanted a phone
with more features45%
22% I saw a new phoneI had to have
Smartphone plans are
too expensive53%
28%I dont need the features
on a smartphone
Why I Bought a Smartphone Why I Didnt Buy a Smartphone
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Open to Switching Carriers
Reeled in by Features
Investing More Money, More Research
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search
25
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Google Confidential and ProprietarySource: Google/Compete The Value of Search for Wireless Product Launches Study, March 2010.
White-labeled case study based on the launch of a mobile in Q2 2009. Survey Data.
of consumers who searched for a newly
launched mobile device purchasedone.
62%26
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Search is a Compass
Increase Acquisition & Loyalty
Bridge the Gap from Queries to Sales
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Wireless buyers conduct an average of
searches during their shopping process
Source: Google/Compete Wireless Shopper Study, January 2010. Clickstream Data.28
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Announcement
Pre-Launch
Launch
Capture,
Learn,
andOptimize
AverageMobilePhoneLaunch
Source: Google internal data.
Time
SearchQuer
ies
Search Encompasses Mobile Device Launch
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Search Directs Traffic to New Phone Sites
Search Share of Total Site Visits to New Device Product Pages(Share of search referrals among total referrals to Carrier and OEM sites)
Source: Google/Compete The Value of Search for Wireless Product Launches Study, March
2010.White-labeled case study based on the launch of a mobile in Q2 2009. Clickstream Data.
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Search Introduces New Customers
Announcement &Pre-Launch
Launch Post-Launch
62%Prospects
38%Current
Customers
46%
54%
47%
Prospects
53%Current
Customers
56%Prospects
44%Current
Customers
39%
61%
Searchers
Percent of Searchers and Buyers(Device term searchers and search referred buyers who were current customers or prospects of the launch carrier)
Source: Google/Compete The Value of Search for Wireless Product Launches Study, March 2010.
White-labeled case study based on the launch of a mobile in Q2 2009. Clickstream Data.
Searchers SearchersBuyers Buyers
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Visits Initiated by New Device Searches
Percent of Search Referrals from Specific Device Keywords(Search referrals to OEM and Carrier pages, Compared to generic keywords)
Source: Google/Compete The Value of Search for Wireless Product Launches Study, March 2010.
White-labeled case study based on the launch of a mobile in Q2 2009. Clickstream Data.
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49% of Buyers Searched on Non-Brand Terms
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Top 10
Non-BrandedTermsthat drove to shopping cart
cell phones
prepaid cell phones
cell phone plans
cell phone
cell phone companies
prepaid phones
cell phone deals
prepaid cell phone plans
prepaid phone
cell phones providers
Google Confidential andProprietary
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hot cell phones
Source: Google/Compete Wireless Shopper Study, January 2010. Clickstream Data.
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Non-Brand Terms Convert to Sales
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30%of search-driven conversionsto Tier 1 carriers
Non-Brandedterms drove
67%of search-driven visits tostore locator pages
Source: Compete Custom Dashboards. Q3 2009.
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Search Drives Sales, Overall
Purchases made in-storebysearchers of new phone launches.67%
Source: Google/Compete The Value of Search for Wireless Product Launches Study, March 2010.
White-labeled case study based on the launch of a mobile in Q2 2009. Survey Data.
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Search is a Compass
Increase Acquisition & Loyalty
Bridge the Gap from Queries to Sales
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Thank you
37