How to make sponsorship more than just another touchpoint

by Guest Contributor Nicola Niesl | November 20, 2019

Author: Nicola Niesl

Nicola Niesel
Associate Director Global Connect Centre
Kantar
https://www.linkedin.com/in/nicola-niesl-0ab309178/


My immediate association with the term “sponsorship” is Bayern München (my home town’s football club) running onto the field of the Allianz Arena, with the logos of their main sponsors Deutsche Telekom and Adidas prominently displayed on their uniforms. An image that triggers emotions: excitement before the game, tension before a goal, joy after winning – and I’m not even a football fan, so how must this feel for a real enthusiast?

The ability to evoke emotions is certainly one of the reasons why investment into sponsorship is growing globally, by 4.9 percent in 2018. Kantar’s touchpoint database reveals that whenever brands purposefully build their touchpoint strategy around the sponsorship, it can be even more impactful than all traditional media channels combined – and it tends to come with more acceptance, since consumers often consider sponsoring as less annoying and more trustworthy than classical advertising.

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Sponsorship exists across a spectrum, covering global events like the Olympic games as well as regional tournaments, music festivals, TV shows, good cause sponsorships, etc. Currently, esports sponsoring is one of the biggest bets, for example with Swisscom having started its own league. Independent from the actual activity, we have identified 4 success factors from various studies:

  1. Find an appropriate partner, supporting your desired brand image: Our client, an automotive brand, investigated their own brand image and compared it with the image of possible sponsorship activities, to find the perfect fit.As a result, they decided against sponsoring music events, but in favour of supporting local and national sports teams.
  2. Define a clear target and match your target’s interests: The co-creation of Suzuki and The All Star Driving Schoolseries in the UK is a great example: with this TV show about celebrities’ trials of learning to drive, Suzuki managed to attract young women – a target that’s usually hard to engage for car brands.
  3. Balance popularity, cost and visibility: the more popular an event, the more brands it attracts – which increases the cost of sponsorship, while individual brands are potentially less visible. This phenomenon can be called the ‘sponsorship paradox’. A touchpoint ROI analysis for a banking client suggested a budget shift from elite winter sports events towards recreational sports, which yielded more impact for lower costs.
  4. Sponsorship is a long-term game: Sponsorship has the potential to create almost unforgettable memories, if it’s consistent over time. Unlike other forms of advertising, many sponsors reside in consumers' memories for years, sometimes long after the contract ended. This can be hurdle for new sponsors, which have to fight against historical associations.

In the end, it’s crucial to mention that a sponsorship is not done by signing a contract with a partner. Activation is an equally important part and a critical amount on top of the sponsoring fee is required to reap its benefits. Plus, the activation should ideally follow an integrated marketing plan covering all different types of communication channels.

It’s therefore fair to say that sponsorship has the potential to be much more than just another touchpoint: cleverly planned, it can work as a connecting point delivering a common message for various channels, forming an integrated touchpoint network. Which brands do you think use sponsorship effectively? Please share your thoughts.

2 comments

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  1. haseeb, November 21, 2019

    honorable Nicola

    I have gone through your article, i am impressed. 

    I really appreciate and endorse. actually when we sponsor any drama serial, tv show or any other sports event, apart from other benefits we get top of mind recall , a positive brand perception and brand image as well.

    Plus we must see along all this that to whom we are going to associate our brand.

    regards

     
  2. Adrienne, November 21, 2019

    I actually am not a fan of sponsorship.  I always try to understand from a consumer's POV, what will I get when I see an insurance brand sponsoring tennis tournament, a bank sponsoring marathon event?  I'm not sure if it's because what they do is just sticking their name or logo before the event's name (well, at least that's what I can see only).

    I don't know if these brands measure ROI or impact of these sponsorships.

    I agree with what you said that it is less annoying, but I also question on the impact esp. when compared to investment.

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