Sauder instructor Paul Cubbon is making the competition a required
assignment for fourth-year marketing students – photo by
UBC Reports | Vol. 54 | No. 11 | Nov.
By Lorraine Chan
David Beckham helped UBC business students score a winning
shot during a recent Google competition that demanded both
cyber smarts and marketing prowess.
A team of Sauder School of Business students placed in the
top 10 per cent of the first-ever Google Online Marketing
They did this by homing in on keywords “David Beckham” to
boost ticket sales for a Vancouver Whitecaps versus Los Angeles
Galaxy exhibition soccer game that took place in Edmonton
The Google Online Marketing Challenge required entrants
to devise an effective online campaign for a local business.
Each team received US $200 of free advertising on Google
AdWords — the ads that appear above or to the right
of hyperlinks generated by a regular Google search.
UBC was one of four Canadian universities taking part in
the Google challenge – one that attracted more than
1,600 student teams from 47 countries. An independent panel
of academics from around the world ranked the students’ campaign
Justin Wong, then a fourth-year marketing student at Sauder,
found the learning curve fairly intense during the three-week
Whitecaps advertising campaign.
Wong and his two Sauder teammates had to quickly figure
out the intricacies of Google AdWords. The system works by
auctioning keywords to the highest bidder. Advertisers must
then pay that agreed-upon amount to Google each time someone
clicks on the keywords.
And similar to organic Google searches, Google AdWords is
also powered by search engine algorithms that reward relevance,
ranking ads according to the frequency of clicks.
“So even if a company outbids others on a particular
keyword,” explains Wong, “its ad will move down
to a less prominent spot if consumers are not clicking on
During initial bidding, Wong and his teammates won the use
of keywords “David Beckham” for $2 per click.
Then the Google Adwords auctions heated up.
“Bids went up to $3 per click,” says Wong. However,
the team thought the Beckham buzz was worthy paying the higher
rate and would complement the campaign’s other keywords, “Vancouver
soccer” and “Vancouver Whitecaps soccer,” which
by comparison cost between 50 cents and a dollar per click.
“The reason we did so well had a lot to do strategic
advertising and timing,” says Wong. “We picked
an event that could generate ticket sales and kick off a
huge awareness campaign.”
By spending $123 on Google AdWords, the team increased web
traffic for the Vancouver Whitecaps website. Over the three
weeks, their ads promoting Whitecaps’ season ticket
sales and the Galaxy-Whitecaps exhibition game generated
a total of 141,452 impressions. An impression is when each
time the ad loads onto a user’s screen. That translated
to about 12 impressions per penny spent on Google Adwords.
However, online advertising demands constant vigilance,
says Wong, who is building a career in the online industry.
During the campaign, the three students had to spend time
each day monitoring whether people were actually conducting
Google searches with the keywords they were bidding on. They
also had to calculate how much these “click throughs” cost
in light of their total advertising budget.
Sauder marketing instructor Paul Cubbon says he’s
delighted at how quickly students applied their “big
picture” learning to a live environment.
“They’re taking what they understand about consumer
behaviour, segmentation, targeting, perceptual mapping and
positioning concepts into an evolving space,” says
Cubbon. “In this way, students are able to link strategy
to implementation and results.”
By way of proof, Cubbon points to yet another Sauder student
team that finished strongly, making the competition’s
semi-finals within the “Americas” category.
Over a three-week period, that team succeeded in generating
close to 13 per cent of the total traffic to the Sauder home
page by attracting potential applicants and showcasing Sauder’s
HR specializations in the MBA program.
Starting next January, Cubbon will make the Google Online
Marketing Challenge a required assignment for his fourth-year
“It makes students really job-ready,” says Cubbon,
noting that in the past marketing students wouldn’t
be tackling such complex tasks until some time into an actual
Wong says the Google competition gave him a head start on
what has become the Holy Grail of most businesses today:
search engine optimization.
“With the pressure on businesses to cut costs, online
marketing is really the final frontier, the next big thing,” says
To view the Google challenge, visit: www.google.com/onlinechallenge.