
Not too many companies in SA see the true value with marketing online and/or having an online presence. It warrants a mention as I am convinced that first time companies buying online will test it once (cautiously) and if the results do not look good then a repeat buy will be unlikely. As it is, few companies in SA trust/believe it to be a viable way to make sales/build a brand/generate leads. This stems from the general perceptions due to a lack of inhouse understanding and know-how.
The onus I believe is thus on the publisher (or media planner) to ensure that they think through each clients needs and focus not only on the inventory and media placements but also on the users experience, from the creative, the landing page and the whole client site functionality. It is all too tempting to just triumphantly take a new clients money and splash banners all over the place. It would be like having a TV ad campaign driving people to a store for a promo, and when people arrive they open the front door and see a shop with no cash registers or people to help them. Why waste money driving traffic if the site is not geared up to monetize the visitors?
Responsible ad sales like this will no doubt help with perceptions about the online medium and thus generate more development into user friendly sites. This too will help the user interact and trust the online medium more so than they do now. It is an iterative process and it all starts with the online agency or media planners ensuring they help in making the first campaign meet its objectives.