At the fourth CNN Davos Debrief, CNN anchor Richard Quest discussed the topics of the 2015 World Economic Forum with Benoît Battistelli (President of the European Patent Office), Harry Hohmeister (CEO of Swiss Air), and Ulrich Spiesshofer (CEO of ABB) at the Aura in Zurich. Also in attendance was Petra Malenicka, CNN International Senior Vice President of Advertising Sales for Europe and the Americas. *WerbeWoche* took the opportunity to speak with her about the globalization of advertising markets, digital platforms, and content, as well as their growing importance:
WW: Earlier this year, you were promoted to Senior Vice President of Advertising Sales for Europe and the Americas. What has been happening at CNN International in the Swiss market in recent years?
Petra Malenicka: I started at CNN International in 2004 as Account Director of Ad Sales for Central Europe and France. When I returned from maternity leave, I also took on responsibility for the Swiss business units. That decision in particular was fantastic, because that market was especially interesting for CNN. It was also a strategic decision, since Switzerland is not only an export-oriented country but also has a market for luxury goods and is a major financial center. As a result, CNN’s audience consists primarily of individuals who value individuality and business decision-makers. This means that many Swiss brands are specifically targeting the type of viewer typical of CNN. With my fantastic team, I’ve managed to make Switzerland one of the top three markets for CNN International worldwide. This means Switzerland represents a massive market that’s very important to CNN. Furthermore, the luxury goods industry has grown enormously, and with it, investment in CNN. Luxury is now CNN’s number one investment sector. What they’re looking for is content. This means CNN is seeking high-quality content for TV as well as for mobile and social media—the digital platforms alone aren’t particularly interesting; they only gain significance when combined with TV, online, and social media.
Are digital platforms alone not interesting enough?
What's more important is having excellent, solid content, a strong brand, the right audience, and delivering on the promises made to those brands. Then a media company has the right mix for its customers.
And yet, every customer is different.
I would say the same. But as a global organization, you see that they’re slowing down in some markets or not advertising at all, while other markets are taking over. It’s a constant balancing act among strong markets. The pattern changes every year. But as a global organization, we have the flexibility needed to operate across multiple markets and set priorities.
What are the fundamental differences between the markets in Europe, South America, and the United States?
Until the end of last year, I was responsible for the Western European markets; in 2014, I was offered the opportunity to take over the management of CNN’s advertising sales in Western Europe, with additional responsibility for North and Latin America. North America is very similar to the market in Western Europe. Latin America, on the other hand, is a growing market—very dynamic. So I’m dealing with a mix of countries with emerging markets. The main investment there will likely be in the travel and tourism market. The countries are being promoted as both travel and investment destinations. Luxury goods are also a key focus. So, the whole picture is a mix of mature and emerging markets with high growth potential.
This allows CNN to capitalize on synergies between these markets. What role does content play in this?
There’s a clear process for how we work with advertisers, both in Switzerland and in other markets: We offer customized solutions centered on content. Content is the key to everything we do. Take Omega, for example—a client we’ve worked with for years—and a project called «Leading Women.» It’s a TV program that features businesswomen and explores the balance between personal and professional life. Omega is associated with «Leading Women,» so the company is partnering with CNN to promote its women’s collection. Digitally, of course, we don’t just distribute the same content—we engage with digital platforms in different ways. Above all, we strive to bring these platforms to life through interactivity. As a result, the content not only reaches CNN’s audience but extends beyond that circle. This approach aligns very closely with what Omega aims to achieve: to be associated with content whose values align very closely with those of its female customers—while simultaneously reaching all markets and speaking with a single, consistent voice through that content. And then go viral and expand digitally—but always with interactivity—in both specific markets and global markets, depending on the project. This type of cross-platform activity accounts for about 90 percent of our daily work. In other words, we no longer speak differently on TV or digital platforms. We integrate TV, mobile, and social media in a way that makes sense for the client.
So the structure is built around the content—a universal approach. Don't the various advertising markets require different approaches?
The market is fundamentally structured more by content than by the platforms themselves. This approach has proven successful in Europe. The same method can be applied in other markets. There is really only one minor distinction to note: In growing markets, the main clients are often national governments, whereas in Europe the client is usually a private company. This means that the structure of the client portfolio is slightly different, but the approach is essentially the same.
So you're saying that, going forward, CNN is focusing on content quality?
I think quality is very important, especially for global brands that position themselves as sophisticated and with very specific values. That’s how you can set yourself apart from the competition. Content is the key—absolutely the key—and quality is crucial for establishing a strong brand for both customers and the brand itself. Brand value is very important. After all, investments must yield greater results, and this must be demonstrable. That’s why we’ve invested heavily in our research department. This is not only to measure the media performance of campaigns, but also the effectiveness of brand values in terms of brand positioning and purchase intent. Ultimately, this entire value chain is regularly measured in CNN’s campaigns—that’s part of the success.
What will be CNN's main focus going forward?
I think interactivity is really the key in the digital realm. If you get that right, you’ve already taken a big step forward. Digital platforms will continue to evolve, social media will continue to evolve, and mobile is currently the major player. Mobile usage has increased by over 140 percent in terms of page views on CNN.com. Social media has also become huge. For CNN, this means we need to keep engagement going and foster interaction with our viewers. CNN International is already heading in exactly the right direction: content is key, digital engagement is very important, and at the same time, we’re working on tailored solutions centered around content. That’s the future.
Interview: Ursina Maurer
Petra Malenicka is Senior Vice President of CNN International Advertising Sales for Europe and the Americas. In this role, she oversees CNN’s advertising sales in Western Europe, North America, and Latin America. Malenicka began her career at CNN International in 2004 as Account Director of Ad Sales for Central Europe and France, and in 2006 she also took on responsibility for the Swiss markets. In 2009, she was promoted to Sales Director for Germany, Austria, and Switzerland. In 2013, she became Vice President of Advertising Sales for Western Europe—the first time all markets were under a single leadership. Malenicka began her career in 1994 in program barter development for Time Warner and later headed the ad sales departments for the specialty channels in Central Europe. As a French-Swedish citizen, she speaks French, English, Swedish, Russian, and Czech. She holds a master’s degree in business administration from the University of Paris-Sorbonne.