2. Research Methods for Understanding your Audience Kevin Mabley VP Strategic & Analytical Services Cyber Dialogue Inc

3. ← Answers to Marketing Questions What is the demographic composition and usage profile of my site visitors? What content and features should I include on my site? How does my site stack up vs. the competition? Which visitors are more valuable, and why?

4. ← MARKET TRENDS ASSESSMENT TARGET MARKET YOUR CUSTOMERS ROI $ Research Methodologies ← Syndicated Research ← Online Panel Surveys ← Site Intercept Surveys ← Customer Database Surveys & Modeling ← Advanced Analytics 1. 2. 3. 4.

5. ← 1. Sign-on to Site 2. Invited to participate in Study 4. Study completed, visitors continue surfing 3. Complete Survey Site Intercept Surveys

6. ← CATI flexibility (skip logic, randomization and rotations) Response validation Error-checking Multi-media capable At the right time, in the right medium HTML Surveys

7. ← Site Visitor’s Role: Who are MEDLINEplus visitors

8. ← How often do they visit the site?

9. ← Access Location: Who are MEDLINEplus visitors

10. ← Agreement to participate in future research: N=2,850 Building a Research Database N = 1,311 Re-contact for Future Studies

11. ← Satisfaction Measures

12. ← Actions Taken Result of Visiting MEDLINEplus:

13. ← Comparisons to Benchmarks ← Industry Benchmarks vs. Visitor Profile

14. Behavior Tracking and Data Weighting N=1,000 Control Cookie attached Tracking Survey N=1,000 Survey Tracking Cookie attached

15. ← StartTimeDurationBrowserOS ReferrerID 11/8/99 10:06 4:40Microsoft Internet Explorer/5.0. Windows 98http://www.cyberdialogue.com/panel/index.html1175312752 11/8/99 10:11 11:25Microsoft Internet Explorer/4.0. Windows 98http://www.cyberdialogue.com/index_4.html420692 11/8/99 10:12 4:53Microsoft Internet Explorer/4.0.1 Windows 98http://www.cyberdialogue.com/index_4.html266718992 11/8/99 10:18 5:29Netscape Navigator/4.0.4 Windows 95http://www.cyberdialogue.com/index_4.html51225057 11/8/99 10:33 11:42Netscape Navigator/4.0.8 Windows 95http://www.cyberdialogue.com/panel/index.html234927690 11/8/99 10:59 8:54Microsoft Internet Explorer/5.0. Windows NThttp://www.cyberdialogue.com/index_4.html170073330 11/8/99 11:02 5:41Microsoft Internet Explorer/4.0.1 Windows 98http://www.cyberdialogue.com/index_4.html1696305034 11/8/99 11:03 6:24Microsoft Internet Explorer/4.0.1 Windows 95http://www.cyberdialogue.com/panel/index.html118819609 11/8/99 11:20 7:13Netscape Navigator/4.0.3 Windows 95http://survey.cyberdialogue.com/webqnr/engine/fieldqnr/23026165 11/8/99 11:22 4:17Microsoft Internet Explorer/4.0. Windows 95http://www.cyberdialogue.com/index_4.html58799258 11/8/99 11:24 4:10Microsoft Internet Explorer/5.0. Windows 98http://www.cyberdialogue.com/panel/panel.html641588934 11/8/99 12:05 3:40Microsoft Internet Explorer/5.0. Windows 98http://www.cyberdialogue.com/panel/panel.html706313403 11/8/99 12:11 6:52Microsoft Internet Explorer/5.0. Windows 98http://www.cyberdialogue.com/index_4.html1175312752 11/8/99 12:14 8:24Microsoft Internet Explorer/4.0.1 Windows 98http://www.cyberdialogue.com/index_4.html965176948 11/8/99 12:18 7:45Microsoft Internet Explorer/4.0.1 Windows 98http://www.cyberdialogue.com/panel/index.html693746308 11/8/99 12:18 4:20Microsoft Internet Explorer/5.0. Windows 95http://www.cyberdialogue.com/panel/panel.html709387238 11/8/99 12:32 8:03Microsoft Internet Explorer/5.0. Windows 95http://www.cyberdialogue.com/panel/comments.html1175312752 11/8/99 12:39 8:56Microsoft Internet Explorer/5.0. Windows 98lycos72960238 11/8/99 12:52 13:11Netscape Navigator/4.7. Windows 95lycos23026165 Log File Data... Add in behavioral data...

16. ← …for “Area by Area” Reporting

17. ← Desktop Reporting

18. ← MEDLINEplus Medscape WebMD Mayo Health Positioning Analysis “Blueprint for Action” Screened respondents Randomly go to 2 of 4 sites Competitive Analysis

19. ← High Mod Low Importance Immediate Opportunity - Enhance Immediate Opportunity - Enhance Price of Entry - Maintain Price of Entry - Maintain Potential Opportunity - New Product? Potential Opportunity - New Product? Key Weakness - Fix Key Weakness - Fix Secondary Opportunity Secondary Opportunity Secondary Price of Entry Secondary Price of Entry Secondary Opportunity Secondary Opportunity Secondary Weakness - Fix, if can Secondary Weakness - Fix, if can Potential Opportunity - Increase Salience Potential Opportunity - Increase Salience Over Investment - Cut Costs Over Investment - Cut Costs No Action No Action No Action No Action Client Site vs. Competitor Client Superior Both Excel Neither Excel Client Inferior At Parity “Blueprint for Action”

20. ← Client: Superior At Parity Competitor: Superior Both ExcelNeither Excel ← Site my doctor would recommend ← Has information that I want ← Easy to find information ← Site I trust ← Offers search tool ← Answers my questions quickly ← Is pleasing to the eye ← Displays content in easy to read layout ← Uncluttered layout ← Offers the latest in Web site features ← Offers community/ support groups ← Offers diet and nutrition information ← Provides up to date information ← Offers fitness and exercise info ← Offers interactive tools ← Helps me manage my overall health and fitness ← Has pages and visuals that load quickly ← Helps me manage my diabetes ← Allows me to question and receive answers from medical experts ← Offers a tool to locate diabetes healthcare professionals ← Provides content focused on the care of children with diabetes ← Presents information written in understandable language ← Allows me to customize site ← Offers online shopping for diabetes and other health products ← Links to other diabetes-related sites ← Provides content focused on the care of males with diabetes ← Ensures that personal info remains private ← Has a section designated for diabetes caregivers ← Has a section designated for diabetes healthcare professionals ← Offers personalized email capabilities ← Includes links to medical library ← Provides content focused on the care of females with diabetes ← Provides accurate information Highly Important Moderately Important Less Important Client vs. Competitor

21. ← Multiple Recruiting Sources Online Registration Screened via E-mail Site Visitor databases Intercept and Re-contact Off-line Databases Online/Off-line Hybrids

22. ← Applied Segmentation Client Database 3000 Segment Active Enthusiasts (Seg. 1) 3000 Sedimentaries (Seg. 2) 3000 Home Sports Enthusiasts (Seg. 3) 1000 Young Affluents (Seg. 4) Lifestyle Segmentation Moderate Income Younger No children College Education Frequent purchaser High Income Older High School Edu. Low Purchaser and infrequent Low Income 2+ Children Only Buy Sports Equipment High Income Younger Single Buy from all Departments Behavioral Data Segmentation Rules Segmented Database Random Extract

23. ← Compare Valuable Segments

24. ← Checklist for Quality Research  Bullet-proof sampling approach  Continuous off-line benchmark data  Thorough data cleansing procedures  Reliable norm’s for comparison  Experience in logging and managing data  Tested technology to implement  Research expertise  Deep knowledge of online consumers  CASRO, CMOR, AAPOR, CTAM support

25. Thank You !! kmabley@cyberdialogue.com