AUGMENTED REALITY FOR MARKETING

AN IAB PLAYBOOK

Usage of Augmented Reality (AR) has been steadily rising as an entertainment, gaming and advertising
platform over the last several years. The introduction of wearable AR lenses in 2014, followed by
the massive success of Pokémon Go in 2016, rocketed AR into the mainstream, opening the door for
broader adoption across other areas particularly marketing. With 1 billion expected users by 2020,
and an expected $2.6 billion in ad spend by 2022, consumers are clearly showing an appetite for the
unique type of experiences AR offers, creating new opportunities for brands to tell their stories in a fresh,
engaging, and creative growing format.

The IAB Augmented Reality for Marketing Playbook provides the advertising ecosystem with a
framework for considering and exploring the burgeoning opportunities in AR. It is intended to educate
brands and marketers on the value and benefits of this nascent marketing channel, and it includes
definitions and key terms, growth drivers, use cases, practical advice on implementation
and measurement.

June 2019
TABLE OF CONTENTS

Mission and Contributors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Definitions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5
• What is Augmented Reality? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5
• The Difference Between Augmented Reality and Virtual Reality . . . . . . . . . . . . . . . . . . . . . . . . . 5
• Key Terms . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
• Technologies that Enable AR . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

What is Driving Growth and Adoption of AR? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

• Rising Consumer Awareness . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8
• Technological Advancements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

The User Journey . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

• How Consumers Access AR . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
• How AR Experiences are Activated . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15
• How Object Recognition is Triggered . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
• Marker . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
• Markerless . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17

How AR is Used Today/Current Applications . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18

• First-party Consumer/Social Applications . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
• Gaming . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19
• Search . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20
• Retail . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20
• Ad Units . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21
• Sponsored Content . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24
• App Sponsorship . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25
• Editorial . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27

Why AR for Marketing? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28

How Can a Brand Get Started with AR? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30

Measurement . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31

Conclusion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33

About the IAB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 34

Augmented Reality for Marketing: An IAB Playbook • 2

MISSION AND CONTRIBUTORS

Commercial applications of augmented reality have been growing for some time now. Since at least
the late 1990s, when the NFL cast the first yellow line marker overlay on TV, consumer appetite for this
type of perceptual enhancement has risen rapidly. The smartphone era opened the door to new and
creative uses for AR, and significant investments in both AR-related hardware and software solutions
has opened the door for new forms of storytelling, drawing the interest of marketers.

Given that AR for advertising is still very much in its infancy, the IAB Augmented Reality for Marketing
working group was formed in order to define for marketers and their agencies actionable best
practices, guidance, and inspiration on activating this nascent channel.

The working group was led by Julian Soler, Director, Mobile Marketing Center of Excellence at IAB
with co-chairs from Snap, Inc., Verizon Media, Meredith Digital and Unity Technologies.

BADI BADKOUBE TONY GEMMA

Head of Global Head of Innovation
Product Marketing
Snap, Inc. Verizon Media

JOELLE MEFFORD TONY PARISI

Director of Innovation Head of AR/VR
Ad Innovation
Meredith Corp. Unity Technologies

Augmented Reality for Marketing: An IAB Playbook • 3

IAB acknowledges and thanks the working group members for their contribution:

DAVID HILLIER ADFORM HERVE BIZIRA RYOT

ALLAN BATHURST AMAZON ZEDA STONE RYOT

JOE BRUST AMAZON KATHY AARONSON SALES ATHLETE, INC.

MANNY BERRIOS BRIGHTLINE ADIL SYED SNAP, INC.

WAYNE YOUNG CONVERSANT MEDIA ALI RANA SNAP, INC.

ALASTAIR COTTERILL FACEBOOK BADI BADKOUBE SNAP, INC.

ALEXA KRAKARIS FACEBOOK CAROLINA ARGUELLES SNAP, INC.

FAN HUANG FACEBOOK NICOLE LONGO SNAP, INC.

JYOTIKA PRASAD FACEBOOK PHILIPPE BROWNING SNAP, INC.

NICHOLAS SPIRO FACEBOOK MARK BRANNOCK SPOTX

ROHAN KURUVILLA FACEBOOK CHRISTOPHER KLOPP SUNDAYSKY

STEPHANIE RODRIGUEZ FACEBOOK HANAN LIFSHITZ TABOOLA

AARON LUBER GOOGLE BERTRAND COCALLEMEN TEADS

ALEXANDER NICK GOOGLE AGATHA HOOD UNITY TECHNOLOGIES

BART JENNICHES GOOGLE TONY PARISI UNITY TECHNOLOGIES

CAMBRON CARTER GUMGUM TRACY SWEETBAUM UNITY TECHNOLOGIES

IRIS FU GUMGUM TONY GEMMA VERIZON MEDIA

STEVE ROSENBLUM IAB CANADA UYOUNG SUGGS VERIZON MEDIA

CHARLES WHATLEY INSTREAMATIC, INC. KWUN CHOY VERTEBRAE

SCOTT JOHNSON KARGO STEFANIE MOTTE VERTEBRAE

TAKUYA WATANABE MEDIA JAPAN NETWORK TAYLOR PATCHEN VERTEBRAE

FLORIANA NICASTRO MEDIAMATH VINCENT CACACE VERTEBRAE

JOELLE MEFFORD MEREDITH DIGITAL DIEGO MEDINA VIACOM

BRITTANY HARDIN MIQ KARAN CHACHLANI VIACOM

DEVON DEBLASIO NEUSTAR NICOLE MOSCARDINI VIACOM

JEFFREY MEZA THE NEW YORK TIMES COMPANY CLAY WEBSTER VIVOOM, INC.

JAMIE FULLER PGA TOUR JEFF WALKER VIVOOM, INC.

WENDY BALOGH PGA TOUR LAUREN HALPERN VIVOOM, INC.

ADAM SMITH PUBMATIC JILL CASEY XANDR

Augmented Reality for Marketing: An IAB Playbook • 4

DEFINITIONS
WHAT IS AUGMENTED REALITY?

Augmented Reality (AR) is an experience that utilizes a camera to change or

enhance the user's view of the real world. This experience can be app-based or
web-based, though app-based is more common today. "AR experiences are a new
way to create context and add experiences over real physical world objects and
attributes like location or recognized image or object."*

* Source: IAB New Standard Ad Unit Portfolio, page 34

The Difference Between Augmented Reality and Virtual Reality

Augmented Reality overlays content in the real world

directly inside a camera experience, typically through
a phone, tablet, desktop computer or headset.

Virtual Reality does not interact with the real world.

It creates a whole new virtual experience that
mimics real experiences, usually via a headset.

Augmented Reality for Marketing: An IAB Playbook • 5

KEY TERMS
IAB published a comprehensive Augmented and Virtual Reality Glossary in 2018. For the purposes of
this Playbook, the following terms are highlighted:

Back-facing Camera Orientation

An AR experience where the camera is oriented away from a user to showcase and alter the
surrounding environment; i.e. environment-based AR, inserting objects on surfaces, etc.

Front-facing Camera Orientation

An AR experience where the camera is oriented towards the user’s face and alters something related to
the face; i.e. selfies, face filters, etc.

WebAR
Enables a consumer to load AR experiences directly from the web onto their browser. WebAR
minimizes friction that a consumer may experience when trying to view AR content.

Head-mounted Display
A device with clear glasses or goggles that attaches to a user’s head and shows virtual images
projected on, or in, the real world; i.e. Google Glass, Spectacles by Snap.

Mixed Reality
Mixed reality is a blending of elements of both virtual and augmented reality. It encompasses both VR
and AR within a broader spectrum called the "Reality-Virtuality Continuum," and attempts to combine
elements of the real and virtual worlds in to environments where physical and digital objects can live
together and interact with each other in real-time.

First-party AR Ad Delivery
A branded AR experience that is delivered through a brand's proprietary app.

Third-party AR Ad Delivery
A branded AR ad experience that is delivered by an entity outside of the brand's proprietary app,
such as social media platforms, gaming platforms, advertising networks/platforms, and 3D rendering
engines/platforms.

3D Model
A mathematical model of an object rendered in three dimensions. It can be turned and viewed from
many angles. If a jpeg image is like a painting, a 3D model is a sculpture.

Computer Vision
Term used for the field of science and technology that enables computers to capture, identify and
process images the way a human eye does.

Improvements in computer vision are key to the democratization of AR. Smartphones today have the
ability to detect surfaces, objects and people with great accuracy. Advancements in phase detection
(which allow for better auto-focusing of moving objects), and more and bigger megapixels are

Augmented Reality for Marketing: An IAB Playbook • 6

providing sharper, cleaner images making it easier for AR apps to detect items and render them
in space.

TECHNOLOGIES THAT ENABLE AR

Markers
A type of AR experience that uses a specific “marker in the real world, such as a QR code or an AI
learned concept (recognized object) like a ‘dog’ to trigger the display of AR content.”*
* Source: IAB New Standard Ad Unit Portfolio, page 34

It does require a predetermined image, pattern, or physical object that the camera recognizes using
image recognition software to launch the AR experience. For example, a consumer could point their
device camera at a fast food logo and have one experience, then point their camera in the same app
at a retail store logo and experience different AR content. The unique and distinct appearance of each
logo is recognized, triggering different experiences.

Markerless
Markerless AR technology is used to recognize patterns or features in an environment that were
not previously provided to the application, enabling, for instance, a consumer to scan a real-world
environment like a tabletop or a room in their apartment using their smartphone camera and virtually
place a product there to see how it would look.

ARKit
Apple's augmented reality developer platform for iOS devices. Launched in 2017, ARKit empowers
developers to leverage camera and sensor data to map digital objects in 3D space. "ARKit combines
device motion tracking, camera scene capture, advanced scene processing, and display conveniences
to simplify the task of building an AR experience."**
** Source: ARKit | Apple Developer Documentation

ARCore
Google's augmented reality developer SDK. Released in 2018, ARCore enables developers to build
Android and iOS apps that can "understand your environment and place objects and information
in it."*** "The key technologies ARCore uses to accomplish this are motion tracking, environmental
understanding and light estimation."****
*** Source: Google Blog
**** Source: Google Developers ARCore Overview

Augmented Reality for Marketing: An IAB Playbook • 7

WHAT IS DRIVING GROWTH AND ADOPTION OF AR?
RISING CONSUMER AWARENESS
Augmented reality has existed conceptually in popular culture since at least 1901 in L. Frank Baum’s
novel, "The Master Key." In it, Baum’s protagonist Rob is given the gift of a "Character Marker" by a
Demon which is described in chapter 8:

"It consists of this pair of spectacles. While you wear them every one you meet
will be marked upon the forehead with a letter indicating his or her character."

Versions of AR have continued to appear in novels, films and television driving increased awareness of
AR and sparking the imagination to its possibilities.

Augmented Reality for Marketing: An IAB Playbook • 8

 Consumer adoption of AR - at least in the
sense relevant to this Playbook - really begins
soon after the launch of the iPhone in 2007.
From a marketing perspective, in particular,
the story begins in 2008. BMW ran a print
ad for Mini that rendered a 3D image of the
car overlaid on the page when a webcam or
phone camera was pointed at it.

That was followed by Esquire's December 2009 "Augmented

Reality" issue which featured Robert Downey, Jr. sitting atop
an image that, when scanned using a special app, triggered
video of the actor introducing you to the issue and pitching
his upcoming movie, Sherlock. Additional supplemental AR-
driven content was available throughout the issue. Notably,
Lexus featured two AR ads in the issue.

With advances in technology, to be described later, AR in

marketing progressed rapidly over the next decade. Until
about 2014, it was used primarily for branding "stunts" in
public spaces, typically involving cameras shooting people
and their surroundings, adding the virtual elements and
displaying on a screen. This helped to introduce and drive
broader consumer awareness of AR as a marketing channel.

Exposure to AR truly scaled in 2015 with the introduction of

Snap Lenses. In its first year alone, 30 million snaps were
decorated with Lenses - including by advertisers. For the
first time, brands could reliably achieve scale with
augmented reality.

For example, in 2016, Taco Bell's Shell Lens for Cinco de Mayo
was shared by millions of Snapchatters and viewed over 224
million times on the day it launched. By 2018, on average, over
70% of Snap users had played with or viewed an augmented
reality Lens every day, and over 300,000 Lenses had been
created by Snap's community through Lens Studio, and those
Lenses were viewed over 35 billion times.*

Pokémon Go then entered the scene in 2016. Without question,

the most wildly popular AR application of all time, it has been
downloaded nearly 800 million times globally through 2018
and has generated over $2 billion in revenue through in-app
purchases to-date.

*Source: Snap Fourth Quarter and Full Year 2018 Financial Results

Augmented Reality for Marketing: An IAB Playbook • 9

The following chart traces some key milestones over the last decade that have propelled AR awareness
and adoption towards today.

Augmented Reality for Marketing: An IAB Playbook • 10

It is clear the adoption of augmented reality has grown and will continue in significant ways as the
following chart shows:*

*Source: eMarketer, Virtual and Augmented Reality Users 2019

"Augmented Reality" was coined 1990 by Tom Caudell and David Mizzell, two Boeing
researchers who used it to describe industrial uses of AR in the assembly of aircraft parts.*

*Source: Vertebrae Blog

Augmented Reality for Marketing: An IAB Playbook • 11

TECHNOLOGICAL ADVANCEMENTS

Early iterations of head-mounted and

wearable computers began appearing
around 1968. Television innovated various
forms of augmented reality, most notably,
weather forecasts in 1981 and the
introduction of the yellow line first-down
marker in the NFL in 1998.

Source: Vertebrae Blog

Source: Vox

Increased investment in development platforms by technology companies in the years following has
made it easier to rapidly create AR experiences. Early pioneers paved the way for development of AR
applications across games, industrial and commercial uses.

EPIC GAMES UNITY TECHNOLOGIES VUFORIA WIKITUDE

Through its Unreal Unity is the creator of Founded in 2008, and A leader in mobile AR
Engine, Epic Games the world's most widely acquired by PTC in 2015, technology, the Wikitude
offers a "complete suite used real-time 3D Vuforia is widely known SDK provides cross-
of creation tools designed development platform, as the industry leader platform development
to meet ambitious artistic giving developers around in industrial augmented tools for over 20,000
visions while being the world the tools to reality... With 600K+ apps globally. Wikitude
flexible enough to ensure create rich, interactive registered developers launched the world’s
success for team of all 2D, 3D, VR & AR and hundreds of leading first mobile AR App, the
sizes." In 2017, they experiences. Over 60% global enterprise Wikitude World Browser
launched "Project Raven," of all Augmented Reality/ customers across 30+ App in 2008.
an AR/VR/MR solution. Virtual Reality and over verticals.
50% of mobile games are
Source: https://www. built on Unity's platform.
unrealengine.com/en-US/what- Source: https://www.ptc.com/
is-unreal-engine-4 en/products/augmented-reality

Numerous companies have sprouted up further driving investment into AR, among them Spark, Roar,
Glimpse Group, BlippAR, Microsoft HoloLens, Oculus and Magic Leap.

Augmented Reality for Marketing: An IAB Playbook • 12

The real game changer has been the launch of AR SDKs by the major technology companies; Apple,
Amazon, Snap, Google and Facebook.

n Lens Spark
ARKit Sumeria ARCore io
Studio AR Stud

June 2017 November 2017 December 2017 February 2018 October 2018

"ARKit combines Amazon Sumerian is Snap's Lens Studio "ARCore is Google's Originally launched
device motion tracking, an AWS service that is made available to platform for building as the Camera Effects
camera scene capture, lets you create and run the public. It allows augmented reality Platform in 2017, it
advanced scene 3D, Augmented Reality users to create their experiences. Using was rebranded as
processing, and (AR) and Virtual Reality own Snapchat Lenses different APIs, ARCore AR Spark Studio and
display conveniences (VR) applications. You on Windows and enables your phone to extended to Messenger
to simplify the task can build immersive MacOS computers. sense its environment, in 2018. Closed Beta
of building an AR and interactive AR or Import custom art or understand the world for Instagram coming
experience. You can VR scenes that can be use templates to bring and interact with in 2019. Spark AR
use these technologies deployed to any device creations "to life with information. Some of allows users to create
to create many kinds of with a browser. movements, animations the APIs are available custom or templatized
AR experiences using and interactive across Android AR effects and share
either the back camera triggers." Share with and iOS to enable them across Facebook,
or front camera of an anyone on Snap. sharedAR experiences." Messenger and
iOS device." Instagram.

Source: https:// Source: https://www. Source: https://

developer.apple.com/ sparkar.com/ar-studio/ developers.google.com/ Sources: The Verge,
documentation/arkit features ar/discover/ AdWeek

The introduction of AR SDKs by these companies has springboarded AR adoption by marketers.

Within six months of its launch, there were 13 million ARKit-only installs, 47% of which were games.
By January 2019, 95% of iPhone users had devices that support AR through Apple's ARKit. Google's
ARCore is compatible with over 50 Android devices and iOS. "AR is [now] enabled on more than 500
million devices. The iOS App store offers more than 2,000 AR apps, and Google Play offers more
than 200."

Augmented Reality for Marketing: An IAB Playbook • 13

THE USER JOURNEY
HOW CONSUMERS ACCESS AR
Consumers access AR experiences primarily via cameras on their mobile devices and desktop
computers. Smartphone-based VR/AR accounts for 77% of all usage primarily through an in-app
experience or via Snapchat today.

The mobile device clearly lends itself to a number of different types of AR experiences.

Front-facing camera activations

enable a personalized
consumer experience. 

Source: Yahoo

Whereas back-facing camera AR activations can show consumers how

products look and feel in space, provide a 3D model of a product, get
product information or engage with branding experiences.

View the Miller High Life AR experience HERE.

Source: Mobile AR News

Augmented Reality for Marketing: An IAB Playbook • 14

The structure of the experience is generally the same regardless of whether a front-facing or rear-facing
camera is used, however, variations in the access points provide different creative possibilities for
marketers. Moreover, both types of experiences allow for marketers to include calls-to-action such as
tapping to buy, download an app, sharing and more.

Head-mounted displays, such

as glasses, lenses and headsets
are also used but less commonly
today. These support AR by
making it an integral part of a
consumer's entire field of view.

HOW AR EXPERIENCES ARE ACTIVATED

AR experiences are activated in one of four ways today.

Camera AR-enabled App

• Open camera on mobile device. • Open AR-enabled app.
• Hover camera over object or QR code • Activate the AR experience within the app;
printed on a page. i.e., Instagram or Snap.
• AR experience launches in AR-enabled app • Hover camera over image, trigger or object
or WebAR. for recognition.
• AR experience launches in AR-enabled app
or WebAR.

AR In-Feed Head-mounted Display

• Click in-feed placement or ad. • User puts on head-mounted display; i.e.
• AR experience launches in AR-enabled app glasses, headset, etc.
or WebAR. • A manual trigger sends user into an immersive
mixed-reality experience.

Augmented Reality for Marketing: An IAB Playbook • 15

HOW OBJECT RECOGNITION IS TRIGGERED
There are two ways in which recognition is made to trigger an AR experience.

Marker
A device's camera recognizes a marker or real-world object/surrounding which triggers the AR
experience. Recognition- (or marker-) based augmented reality uses a camera to identify visual markers
or objects to showcase an overlay only when the marker is sensed by the device. When added to
advertising creative, marker-based AR prompts a deeper level of engagement with consumers.

Object Recognition
Consumers hover app camera at an object to trigger
for recognition.

Puma's LQDCELL Origin AR Men's Training Shoes are skinned with

QR codes. When scanned with the LQDCELL app, an AR overlay
appears of the sneakers catching fire.

Source: Mobile Marketer

Image Recognition
Hover app over image to trigger recognition.

Warby Parker uses Apple 3D Face Maps and ARKit to allows

iPhone users to try on glasses via the Virtual Try-On feature in
their app.

Source: The Verge

Smart Code
Hover camera over QR code on printed page or product to trigger for recognition.

Augmented Reality for Marketing: An IAB Playbook • 16

Markerless
Markerless AR experiences are able to render virtual images over real-world objects by understanding
the physical world through feature points. Using device GPS and mobile network features, location-
based AR apps can guide users about their environment and deliver information in a convenient way.

Home Depot's Project Color app allows consumers

to sample paint colors on your walls to see how
your home looks in different colors.

Source: Home Depot

The Ikea Place AR app allows consumers to place

true-to-scale 3D renderings of furniture into their
homes. This allows them to see and feel how they
look and fit before purchasing.

Source: Ikea

Augmented Reality for Marketing: An IAB Playbook • 17

HOW AR IS USED TODAY/CURRENT APPLICATIONS

FIRST-PARTY CONSUMER/SOCIAL PLATFORMS

Far and away the most familiar form of AR today, first-party consumer and social networking
companies, such as Instagram, Facebook and Snap, Inc., have popularized shareable lenses and
filters. This is facilitating marketplace education and consumer adoption.

The Facebook app opens to the

News Feed. Users tap the camera
icon in the upper left corner to
launch the camera. From there,
users can access an extensive suite
of AR experiences by tapping the
smiley face icon.

Instagram opens to a feed-like

experience, with the camera
accessed by tapping the relevant
icon. The smiley face icon reveals a
carousel of in-house and third-party
created AR options. Use can capture
photos, record videos and share
across Instagram and Facebook.

Snapchat opens directly to the

camera and users simply tap
anywhere on the camera screen.
They see a white mesh which adheres
either to their face or the surfaces
viewed in the world camera. A
carousel of AR experiences appear
from which users can select.
View the experience HERE.

Augmented Reality for Marketing: An IAB Playbook • 18

GAMING
There are currently hundreds of AR titles available in the app stores.

Universal teamed up with game publisher Ludia to create "Jurassic World Alive," where
players encounter and collect a variety of dinosaurs while exploring their own neighborhoods
and cities and discover rare and awe-inspiring creatures featured in the franchise films.

Rovio released "Angry Birds AR: Isle of Pigs" in March 2019 which provides fans with an
up close look into a remote vacation spot for the iconic game's characters. Viewing the
3D levels through an iPhone or iPad, players can walk 360-degrees around levels to find
weaknesses and hidden items and, when they are ready, line up the perfect shot with
intuitive onscreen controls: walking in close to get precise, or stepping back to gain a
better view of the destruction.

Some top game publishers have explored using AR as a feature that enhances the experience, rather
than as core gameplay.

Zynga's wildly popular "CSR Racing 2" mobile game has an AR

mode where the player can look through the phone camera and
check out their cars from the game, as it would look in the real
world. Players can even take a selfie standing next to the car and
share it with friends.

Game publisher, My Country, added an AR spectator mode to their

"Guns of Boom" shooter, allowing other players to watch their
friends play, eSports-style, via an AR recreation of the game on
your tabletop viewed through a phone or tablet.

Augmented Reality for Marketing: An IAB Playbook • 19

SEARCH
In May 2019, Google announced AR in Search. Users can view
and interact with 3D objects right from Search and place them
directly into the real world, giving a sense of scale and detail. When
searching for select animals, like "great white shark" for example,
users get an option right in the Google Knowledge Panel to view
them in 3D and AR.

NASA, New Balance, Samsung, Target, Visible Body, Volvo,

Wayfair, SONOS were the first to work with Google and surface
their own 3D content in Search so users could interact with
3D models of products and put them into the real world, right
from Search.

View the experience HERE.

View the New Balance AR in Search experience HERE.

RETAIL
Still largely driven within first-party branded apps, though some retail examples have been
demonstrated in ad units. Furniture and home goods are the most prevalent use case today, however, a
growing number of apps enable consumers to try on products via AR (e.g., face makeup, glasses) and
then make a purchase directly from the app.

Additional verticals remain limited by the mobile AR technologies currently available. For example,
highly accurate and detailed 3D body tracking have yet to be developed which would allow people to
try on clothes virtually. Progress is being made and further innovation will broaden the opportunities for
AR-enabled e-commerce.

Amazon AR View is an in-app tool that helps consumers view products virtually in their homes before
making a purchase. Consumers can use AR View to place objects on any surface, like a countertop or
floor, and then move or rotate the object within their environment. This type of preview demonstrates
the product's physical size, in addition to the style fit as compared to other objects in the space.

Augmented Reality for Marketing: An IAB Playbook • 20

 

The Wanna Kicks app allows consumers to virtually try on sneakers, giving them the option to redirect
to Amazon to purchase them at any time along the journey.
 

AD UNITS

Sponsored Snapchat Lenses

Zynga partnered with Snapchat on a Lens ad which
promoted the launch of the "Made in America" event in
CSR Racing 2 through a gamified AR experience. The
ad allowed Snapchat users to envision themselves as
the driver, embedded with personalized elements, such
as the user's name dynamically appearing on the car's
license plate. While playing with the Lens, users could
immediately tap on the call-to-action button, bringing
them to the App Store to install the CSR2 game.

The campaign drove mass reach and engagement

with over 2.5 million Snapchatters spending over 20
seconds playing with the Lens. The Lens was shared
more than 700 thousand times resulting in 16.8 million
views from friends and thousands of users who installed the app after interacting with the ad.

BMW's AR Trial Lens let Snapchatters take out the X2 for a ride, right from their phones.
They could also see it in their driveway, in a garage, or on the street and change the car's
color. The Lens saw an average of 54 seconds of playtime.

Augmented Reality for Marketing: An IAB Playbook • 21

AR Enhanced Websites
Sony worked with 8th Wall, Trigger, and Amazon Sumerian to launch an AR experience for their film,
"Spider-Man: Into the Spider-Verse," in order to create buzz and PR around the movie, and drive ticket
sales. Consumers were able to place an animated, life-size Spider-Man right in their own home and
share the experience on social media. The key benefit of this experience was that it was available on
mobile web, eliminating the need for users to download a new or separate app.

In-App/In-Game Ad Units
Unity Technologies powers an in-app advertising platform that delivers video, playable and AR ad
units. Ads appear when the game player reaches the end of a game level or at other times
during game play and wishes to progress through the game. Once the ad experience is complete,
gameplay resumes.

Fossil partnered with Unity and ad agency 360i to create an AR ad campaign that allowed consumers
to try on the latest watches in AR before linking out to buy. The ad appeared in various beauty apps
and games on the Unity platform. Consumers were able to see the product come to life, change the
colors and style, and then virtually try on the product. The experience concludes with an end card and
call to action to shop/learn more about the product.

Augmented Reality for Marketing: An IAB Playbook • 22

 The Home Depot and Pottery Barn both partnered with Verizon
Media to create personalized digital ad campaigns using AR. In
both campaigns, consumers launched an AR experience directly
from a native advertisement allowing shoppers to virtually place 3D
items in their homes. The AR experience helped consumers visualize
items within their own space, narrow down choices, and then click to
purchase from the camera view.

Recipients of the ads spent an average of 2+ minutes interacting with

the AR experiences. The Home Depot campaign boasted a 12.5% CTR
from the ad to the product landing page, while Pottery Barn also saw
an impressive CTR of 8.9%.

View the Home Depot AR experience HERE.

View the Pottery Barn

AR experience HERE.

In-Feed Ad Units
Conventional in-feed ad units can be delivered that drive consumers to AR experiences on both
desktop and mobile devices.

Source: Teads

View the experience HERE.

Augmented Reality for Marketing: An IAB Playbook • 23

SPONSORED CONTENT
Dove and Entertainment Weekly partnered to promote the "Dove Self-Esteem Project," an educational
campaign aimed at "helping young people overcome body image issues and fulfill their potential
by building positive body confidence and self-esteem." With the Live VR app, consumers could scan
magazine covers and watch short films of women sharing their experiences with self-esteem issues. This
experience provided Dove with prolonged exposure to EW readers, providing valuable content in a
format their audience craves.

View the experience HERE.

Augmented Reality for Marketing: An IAB Playbook • 24

APP SPONSORSHIP
AR platforms offer traditional and non-traditional placements of sponsorship and branding. Both can
be placed in a variety of locations within the AR experience. Brand logos can be featured on the
publisher app icon and/or sponsor name can be incorporated into the app or experience title. Brand
messaging can be featured on initial app launch page as well.

AR functionality may be integrated within an existing brand app so users can experience AR without
having to download a separate app. This allows brands to direct traffic to their primary mobile app.
If a brand has a specialized stand-alone app for AR experiences, it can be linked to from within the
primary mobile app.

Brand placement within the AR experience

Brand logos can be placed within different areas of a publisher app. This provides the ability to have
multiple sponsors within the same AR experience. Logos can be 2D or 3D and can be interactive
providing consumers with the ability to tap out to web pages, launch video, image or text content, and
AR-based or traditional ad units.

PGA TOUR iOS app featuring AR functionality

View the experience HERE.

Augmented Reality for Marketing: An IAB Playbook • 25

Brand ads and graphics placed within an app
Traditional looking images such as outdoor boards, banner ads and video players can be displayed
within the app or projected onto an environment when an object within the app is tapped. Artwork can
be product-based like golf bags, cars and furniture, can be 2D or 3D and can tap out to web pages,
video, image or text content, AR-based or traditional ad units and offer interaction with the image; i.e.,
a car that can be driven when tapped, furniture placement in space, games.

PGA TOUR iOS AR app showing brand sponsorship integration on app splash page

Brand Sponsorship of Live Data Integration

Brands have the ability to sponsor live event data by displaying scores, player statistics and other
game and event content that enhances the user experience and makes them feel like they are
experiencing the product as the action is happening.

PGA TOUR iOS AR app displaying app features and integration of live data

View the experience HERE.

Augmented Reality for Marketing: An IAB Playbook • 26

EDITORIAL
Augmented reality can enhance the editorial experience by providing more depth into the story being
covered. It can be used to offer additional detail, and the opportunity to "touch" the subject or topic.

In conjunction with the 2018 Winter Olympics, The New Times published its
first AR feature in 2018. The article featured four AR moments in advance of
the games. Consumers scanning a room while using the New York Times iOS
app were able to interact with one of four Olympic athletes, learning more
about them.

Time Magazine published an augmented reality feature in a June

2018 issue where consumers scanned the magazine cover in the
Life VR app launched a virtual drone.

View the experience HERE.

Augmented Reality for Marketing: An IAB Playbook • 27

WHY AR FOR MARKETING?
Studies show increases in retention and consideration among consumers who are offered an AR
experience, as well as an interest among a significant number of consumers in using AR and VR while
shopping. Augmented Reality opens up new opportunities for marketers looking to engage consumers
in deeply personalized and relevant ways that are not possible in other channels while also meeting
key KPIs.

Quality ad inventory will always

be in high demand, particularly in
mobile where delivery and creative
still struggle to be meaningful and
impactful. Easily distracted consumers
coupled with cluttered interfaces
result in poor user experiences. This
is driving advertisers to seek out
more immersive, highly engaging
PERSONALIZED
formats that capture consumers’ AR is personalized, with content uniquely
attention in exciting and brand safe created and shared by the user.
environments.

Augmented Reality lends itself to MEMORABLE

Employing their real world environments for an
these marketer demands in the immediate and sensory experience that makes
following ways on the right: for an emotional, shareable, interaction. This
drives a nearly 4x increase in retention according
to an IPG Media Lab and MAGMA study.

AWARENESS-RAISING
Exciting experiences that drive buzz. AR is
interactive and highly exciting, therefore
grabbing the attention of the user and motivating
repetitive interaction.

LOCALIZED
AR uses GPS data gathered from mobile
devices, to result in localized content, navigation
and offers.

Augmented Reality for Marketing: An IAB Playbook • 28

Moreover, AR can support increases in the following:

Brand Recognition As technology changes the way consumers find, engage with,
and purchase products, companies need to find innovative
ways to gain brand visibility, establish trust and authenticity. AR
provides a unique opportunity to connect with customers
in ways that traditional print, radio, and television cannot.
Brands can quickly reach a large number of consumers, in
brand-safe environments, to connect with prospective buyers,
and more easily motivate users to interact with their brands on
a repeated basis.

Brand Engagement AR is unique, noticeable and therefore, social and viral.

Augmented Reality enables advertisers to engage with
consumers at a far deeper level than ever before. Instead of
passively viewing a static ad or watching a video, people can
now interact directly with brands. From whimsical face masks
(e.g. dump a bucket of Gatorade over your head during the
Superbowl) to alien environments (e.g. transport yourself into the
Upside Down in Stranger Things), AR provides an entirely new
medium for advertising.
• Drive play time and advocacy with customers (portal AR,
gamified AR)
• Educate on products or features

Conversion and Sales As people increasingly shift away from in-store shopping to
eCommerce, there is a growing need to help consumers feel
more confident in their purchase. Today, there is no way of
knowing whether an image adequately represents the product
you ultimate buy. Augmented Reality provides the opportunity to
fill that gap and increase purchase confidence.

A business can now easily generate AR assets representing

their physical goods to enable a virtual product-trial experience.
Allowing consumers to digitally try products before purchasing
should not only increase sales, but also reduce return rates and
overall customer churn/thrash.

Product Information AR can be used to allow consumers to get more information on

and Try On products, pricing, availability and, most interestingly, consumers
can virtually try products; e.g., see how glasses look on your
face, how a rug looks in your living room with existing furniture,
how sneakers look on your feet and more.

Augmented Reality for Marketing: An IAB Playbook • 29

HOW CAN A BRAND GET STARTED WITH AR?
What makes Augmented Reality particularly compelling is the deep immersion and heightened brand
awareness and affinity derived from the experience. This type of experience does require a different
level of investment than other platforms, though, so it’s recommended to take a more systematic
approach to activate.

GOALS
Like with any campaign, starting with goals and objectives is key when considering an AR activation.
AR can be used to meet traditional KPIs like time spent, awareness, engagement and sales lift, but
it also offers new and distinct metrics. See page 31 for how AR fits within both current measurement
methods and offers new metrics.

DISTRIBUTION
Where you choose to distribute the AR experience will inform activation scale, targeting, and the ability
to convert or take action within the experience. This will also help determine whether you should focus
on social platforms, your first-party app, and/or experiential activations.

Given the lack of consistent standards and formatting today, AR assets are generally not repurposable
across channels and platforms. That will likely change in the future as AR matures and scales, however,
it is essential today to thoroughly explore all options and choose that which will best meet your goals.

BUDGET
Once you have established your distribution model, you’ll have a foundation upon which to develop
budget for creative and media costs. Key considerations here are whether to engage your creative
agency or leverage existing assets in a self-serve platform, and what investments will be made in
driving awareness of the activation.

CREATIVE
Create your AR experience based on your goal and where you'll be distributing: work with external
creative agencies, learn the tools in-house with publicly available tools, work with platforms directly
to create.

ASSESSMENT
Set out clear KPIs and goals ahead of the launch that will indicate how the activation met your goal.
Assess performance based on that.

Augmented Reality for Marketing: An IAB Playbook • 30

MEASUREMENT
With the help of augmented reality, brands are experimenting in new immersive activations to bring
digital experiences and products to life in physical spaces. As platforms and technology continue
to evolve and consumers become more accustomed to interacting with brands in new ways, we are
already starting to see how these experiences might impact the marketing mix of the future.

Once goals are clearly established, content creators and advertisers need to prepare themselves to
properly measure these experiences within existing measurement methods and should also prepare to
track metrics or context that might be helpful in gauging performance in this new immersive medium.
Below are a few measurement tips to consider as you start investing in augmented reality:

ALIGN TO EXISTING DIGITAL METRICS

Most metrics common to more traditional digital executions can be tracked in AR which makes the
transition to adding these features easy. Buyers and sellers alike are experimenting with various
cost models and tracking metrics that may or may not be directly correlated to performance against
your goals.

COST MODEL
A cost model is not a type of measurement, rather a transaction mechanism to align cost to a certain
behavior. Experience types range in AR and there are a few different cost models being tested today.
They may range from Cost-per-Million Impressions (CPM) to Cost-per-Engagement (CPE), to Cost-per-
Conversion (CPC) or even Cost-per-View (CPV) which is more common for video experiences, but is
being tested as a similar metric for viewing 3D models or lenses within your camera screen.

Buyers cannot expect that all platforms will transact in all ways, so important to be flexible to test
different models today. That said, different cost models may serve different goals. For instance, if you
have a specific sales goal, it may be effective to utilize CPC to map toward an action or sale itself.
If you are focused on mass scale, CPM may be quite effective. If you are aiming to change brand
perceptions, CPE or CPV may be most effective.

ENGAGEMENT
The simplest form of engagement in digital is an “interaction” such as a click or swipe that indicate
a specific action was taken. Similar to rich media advertising, augmented reality may employ similar
options to click or swipe within the camera screen to take an action on page or click-through to
another page.

Another metric that often helps advertisers understand user intent is Time Spent, often traditionally
associated with rich media or video advertising to understand how long users chose to engage
with the brand. Similar metrics can be tracked during engagement with AR with a few additional
advantages that will be discussed later.

BRAND IMPACT
With AR, just like other content and advertising channels, it is important to prepare your campaigns
to be measured against the ultimate brand impact you are trying to influence. Measuring changes to
Brand or Ad Awareness or Perception as a result of this immersive experience can show the impact AR
might have on a consumer over traditional means.

Augmented Reality for Marketing: An IAB Playbook • 31

Additionally, measuring the impact of sales from an AR experience that allows consumers to test digital
replicas of products in their physical spaces will be extremely important to track how this influences
products flying off the shelves.

NEW METRICS TO CONSIDER IN THE FUTURE!

AR is the first medium that utilizes the camera to provide new dimensions of interactivity in the context
of a user’s real-world space. This opens up some new metrics that may help us understand how
consumers are interacting with brands and ultimately helping marketers achieve their goals.

ENGAGEMENT EVOLVED
Although clicks and swipes may still be important in many experiences, there are ways to interact in AR
that are different. For example, some AR experiences may require a user to simply “look” at the screen
with a front-facing camera or change their expression which is an action that doesn’t require a finger.
This dwell time can be measured against an average dwell time, or an expected dwell time, to assess
performance.

For back-facing camera experiences, consumers may move objects around a room to change the
context in their physical space which could help advertisers further understand how important context
may have been. Lastly, the time a user spends in AR is spent very differently than traditional media.
Unlike traditional ads, Time Spent in the camera view is opt-in and full-screen while consumers interact
directly with the brand within their physical spaces. Time that is arguably much more impactful than the
passive time spent in video, for instance.

REDEFINING BRAND IMPACT

Brands may still be looking to change perceptions or drive more sales as they employ immersive
experiences into their advertising mix. The context AR provides could help fuel a Brand’s association
with being innovative and may reduce the amount of returns or product dissatisfaction.

Brands investing in this space now are giving consumers more control than they’ve had before to
interact with them, an offering that has the potential to largely shift perception and intent. Additionally,
if users are able to “test out” digital replicas of physical products, brands may have an opportunity to
increase product satisfaction and reduce returns. But brands must make sure their 3D digital replicas
are up to snuff in quality!

A NEW ERA OF EARNED IMPACT

Social media introduced a new mechanism in measuring brand value around the “earned” impact
of specific piece content. The elevated interaction of AR accelerates the shareable nature of these
branded experiences and ads, making the earned impact of investments in this space something that
is important for advertisers to track. How many additional impressions or transactions will brands
experience as they scale these new immersive experiences?

Augmented Reality for Marketing: An IAB Playbook • 32

CONCLUSION
Usage of augmented reality is on the rise. As described in this Playbook, the deeply immersive
experience of AR offers myriad opportunities to deliver brand messaging, establish meaningful
relationships and drive commerce opportunities with delighted and engaged consumers.

As awareness and adoption of this exciting channel continues to grow, it is vital for marketers to
understand their goals and the technical requirements in order to successfully add AR to their media
mix. Given the range of available options and new production methods required to create AR, it is
incumbent upon marketers to take the time to plan and develop the execution for this new format.

We hope that this Playbook inspires you to explore the creative options in augmented reality for
marketing and offers a roadmap for getting started.

Augmented Reality for Marketing: An IAB Playbook • 33

ABOUT THE IAB
The Interactive Advertising Bureau (IAB) empowers the media and marketing industries to thrive in
the digital economy. Its membership is comprised of more than 650 leading media and technology
companies that are responsible for selling, delivering, and optimizing digital advertising or marketing
campaigns. The trade group fields critical research on interactive advertising, while also educating
brands, agencies, and the wider business community on the importance of digital marketing. In
affiliation with the IAB Tech Lab, it develops technical standards and best practices.

IAB and the IAB Education Foundation are committed to professional development and elevating the
knowledge, skills, expertise, and diversity of the workforce across the industry. Through the work of its
public policy office in Washington, D.C., IAB advocates for its members and promotes the value of the
interactive advertising industry to legislators and policymakers.

There are 43 IABs licensed to operate in nations around the world and one regional IAB, in Europe.
Founded in 1996, the IAB is headquartered in New York City and has a San Francisco office.

About the IAB Mobile Marketing Center of Excellence

The IAB Mobile Marketing Center of Excellence, an independently funded and staffed unit inside
the IAB, is charged with empowering the media and marketing industries to thrive in a "mobile-
always" world and in an increasingly "direct brand economy," where user experience and consumer
relationships are at the heart of modern-day marketing and a significant driver of publisher
transformation

Since its launch in 2010, the Mobile Center has helped accelerate the growth of the mobile ecosystem
through standard setting, best practices, consumer research and public advocacy. IAB Mobile Center
focuses on the intersection of creativity/innovation and technology, both of which enhance the
consumer's mobile experience and journey, whether that be on a phone/tablet, in a car, in a store
or on the street. With significant growth still to come for mobile ad spend, from IAB standard display
to content marketing, AI, Voice, VR and AR to podcasts, game advertising and more, the IAB Mobile
Center strives to help the industry – both buy- and sell-sides – make sense of advancements with
education, standards and guidelines as applicable.

Augmented Reality for Marketing: An IAB Playbook • 34