Brands have spent years strengthening identity. That was the right move. A stronger identity foundation gives marketers a better chance to understand people, shape audiences, and connect media to outcomes.
Yet I see many teams hit the same wall after that work is done. Performance breaks at activation.
I think of it as the activation gap. It’s the distance between knowing who you want to reach and being able to act on that intelligence across channels in a privacy-safe, measurable way. For many brands, identity is stronger than it was a few years ago. The challenge now is carrying that signal cleanly from data into execution, and from execution into outcomes.
Identity was the first step
For a long stretch, the industry was focused on rebuilding identity. That made sense. Marketers needed a more durable foundation for audience strategy, activation, and measurement.
Now the market is in a different phase. First-party data can’t stop at organization in a CRM, it has to be usable in market as an addressable audience that can move across digital, TV, social, and commerce environments.
That shift sounds straightforward. In practice, this is where the process starts to break down.
A pharma brand may already have patient or consumer records, onboarding capability, and audience segmentation. It may be able to launch awareness messaging in a few channels. The harder part is turning that foundation into a connected strategy it can carry into market from start to finish.
That has direct implications for growth. When signal degrades between planning and execution, media becomes less efficient, optimization slows down, and it gets harder to connect audience decisions to business results.
The gap is operational
Closing the gap starts with making identity usable in market, not just accurate on paper.
A pharma marketing team may know which audiences it needs to reach, have a view of likely demand, and know which channels are in play. None of that creates value if the path from audience creation to activation is disconnected.
Modern marketing should be judged by connected execution. Data has to move cleanly into activation. Activation has to stay close enough to measurement so teams can unify cross-channel exposure, build a clearer view of consumer behavior, and connect campaign exposure back to outcomes with more accuracy in near real-time.
That’s the part many organizations are still working through. They’ve invested in the foundation. The system above it still feels too fragmented to carry signal from start to finish.
Complex markets raise the stakes
This pressure is even more visible in regulated categories.
In health and finance, brands need more than audience access. They need privacy-safe activation, strong governance, and outcome visibility that can stand up to scrutiny. They need a way to carry audience intelligence across environments without losing control of how that signal is used.
In these categories, weak connections between identity, activation, and outcomes create hesitation, and hesitation is expensive.
What closing the gap looks like
Closing the gap starts with a fuller view of the consumer across channels.
Most brands already have valuable first-party data. The challenge is whether they have enough insight to make it activation-ready.
When identity, activation, and measurement work more closely together, brands can understand not just who the consumer is, but how that person tends to engage and convert across channels. A consumer may be more likely to engage through streaming TV or digital video, then convert later online or in person. Those insights help brands build a more tailored outreach strategy by device and channel, shaping where they show up, how they sequence messages, and where they place the strongest conversion opportunity.
Remove duplication across channels and ecosystems
Look for an identity provider that supports accurate and scalable onboarding and resolution across environments, and that shows how identity graph distribution aligns to industry standards at the household and person level. In a multi-device world, that foundation also needs to support high-confidence deduplication to the person and household, especially in connected TV (CTV) and TV environments where devices are often shared and both activation and measurement depend on understanding those relationships.
Find the best path to your audience
Then make sure those insights can move into activation, supported by curation that helps brands find a more efficient path to reach those audiences, and connected measurement that can tie exposure back to outcomes.
My view
I’ve spent enough time around growth teams to know that the market rarely rewards brands for having the best data story in a conference room. It rewards the brands that can turn audience intelligence into action in market and see clearly what that action produced.
That’s why I think the next separation point is activation. The teams that stand out will be the ones that can take signal from strategy into execution without losing fidelity, then connect that execution back to outcomes quickly enough to make better decisions while it still matters.
That changes how I would evaluate a marketing operation. I would look less at how much data a brand has collected and more at whether that data can travel.
Identity still matters. The difference now is that identity alone will not create growth. Growth comes from carrying signal all the way through activation and into outcomes, with enough clarity to know what’s working and enough confidence to act on it.
About the author
Kevin Dunn
Chief Revenue Officer, Experian
Kevin Dunn joins Experian Marketing Services with more than 20 years of leadership experience across marketing and advertising technology, most recently serving as Senior Vice President of Brands and Agencies at LiveRamp. In that role, he led growth across retail, CPG, travel, hospitality, financial services, and healthcare, overseeing new business, account expansion, and channel partnerships.
Kevin is known for building cohesive, accountable teams and leading with optimism, clarity, and a strong sense of shared purpose. His leadership philosophy centers on empowering people, driving positive outcomes for clients and fostering a culture where teams can grow, take smart risks, and succeed together.
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Cross-screen marketing tech firm, Tapad, drove unified campaign; partnered with Statiq to measure cross-screen impact on in-store visits LONDON, March 8, 2016 /PRNewswire/ — Carat North completed the UK’s most comprehensive digital campaign with Tapad, the leader in cross-device marketing technology and now a part of Experian. Coupled with location-based audience data from Statiq, this marks the first time a UK-company has measured the impact of unified, cross-screen campaign on in-store visits. Carat North served display and video ads to grocery shoppers for the leading retailer ASDA from August through October. During the campaign, Tapad utilized Statiq’s audience data to measure which users visited a store after being exposed* to the campaign’s ad on multiple devices. The digital campaign demonstrated a lift of 59% for in-store visits when users were exposed to ads on three devices over people who were shown an ad only on onescreen. Those who engaged with the ad were also 411% more likely to visit an ASDA store. Of those who were exposed to an ad, 248% were more likely to visit a store. Impressions served to mobile devices saw the highest success rate with an in-store visit lift of 67%. The campaign leveraged Tapad’s proprietary technology, The Device Graph™, which Nielsen confirmed Tapad’s cross device accuracy to be 91.2%, to serve ads sequentially on connected devices belonging to the same user. CARAT NORTH: “The ability to know which devices belong to our customer, coupled with the ability to deliver the right ad, and right message, wherever they are and on whatever device they’re using, has been something this industry has long needed,” said Steve Thornton, Digital Account Manager, Carat North. “We’re impressed with the results that have come from the work with Tapad and Statiq for this media-first, and look forward to continuing to offer these solutions to clients like ASDA. Matching unified cross-device capabilities with real insights on campaign performance is an invaluable advantage in the marketing world.” TAPAD: “This campaign is a perfect example of the capabilities of cross-device advertising,” said Are Traasdahl, Founder and CEO, Tapad. “In addition to reaching users across devices, we’re able to analyze campaign results and determine how different combinations of ad exposure, creative type or view frequency affected their decision to visit a location.” STATIQ: “As a location data specialist, Tapad is our ideal partner – they are an industry leader and by working with them we are able to determine the impact unified messaging has on real world consumer behaviours,” said Dean Cussell, Co-Founder of Statiq. “We believe this type of analysis will significantly aid brands in optimising future ad spend.” About Carat North Carat North is a leading independent media planning & buying specialist in digital and non-traditional media solutions. Owned by global media group Dentsu Aegis Network, the Carat network is more than 6,700 people in 130 countries worldwide across 170 cities. Carat defined the sector when established as the world’s first media independent in 1968 and is now Europe’s largest media network, a position held for more than 15 years. For more information visit www.carat.co.uk About Tapad Tapad Inc. is a marketing technology firm renowned for its breakthrough, unified, cross-device solutions. With 91.2% data accuracy confirmed by Nielsen, the company offers the largest in-market opportunity for marketers and technologies to address the ever-evolving reality of media consumption on smartphones, tablets, home computers and smart TVs. Deployed by agency trading desks, publishers and numerous Fortune 500 brands, Tapad provides an accurate, unified approach to connecting with consumers across screens. In 2015, Tapad began aggressively licensing its identity management solution, the Tapad Device Graph™, and swiftly became the established gold-standard throughout the ad tech ecosystem. Tapad is based in New York and has offices in Atlanta, Boston, Chicago, Dallas, Detroit,Frankfurt, London, Los Angeles, Miami, Minneapolis, San Francisco and Toronto. TechCrunch called the powerhouse Tapad team “a hell of a list of entrepreneurs who created some of the most valuable online advertising companies of the last decade.” Among Tapad’s numerous awards: EY Entrepreneur of The Year (East Coast) 2014, among Forbes’ Most Promising Companies two year’s running, Deloitte’s Technology Fast 500, Crain’s Fast 50, Entrepreneur 360, Digiday Signal Award, iMedia ASPY Award, and a MarCom Gold Award. Read the full release here. *Tapad utilized Statiq’s audience data to measure which users visited a store during, or within one month of, being exposed to the campaign’s ad on multiple devices. Contact us today
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