Why have so many brands abandoned the dream phase of communications planning? For too long, brands have been chasing short-term wins, obsessing over conversions and putting brand building in the back seat.
According to a survey by Ebiquity and the World Federation of Advertisers (WFA), 42 per cent of global advertisers plan to increase their share of performance marketing in 2025, up from 21 per cent in 2024. In contrast, only 24 per cent intend to increase their share of branding efforts. This shift is driven by the need for immediate results and the growth of retail media and connected TV.
It is understandable. The lower funnel means numbers I can show in a boardroom full of big questions. I wish I could count the times I’ve heard, ‘they’re easy to measure’, ‘they’re quick to optimise’ or ‘they build momentum’.
Do you mean the illusion of momentum? Because real momentum means real growth. Real growth never comes from tactical wins alone. For decades, what has been – and most likely always will be – real growth comes from building brands that inspire, connect and endure.
Take destinations, for example. They exist in people’s imaginations for a long time before they watch a ‘Top 10 Things To Do’ video or visit booking.com. People form a relationship with a destination long before they even get there, through billboards, videos, influencers and even films and TV shows.
There’s a deep connection that’s forged through powerful storytelling and immersive brand presence over time. It’s through emotional resonance that withstands the clutter of flash sale banners or retargeted ads and comes out on top. Why? Because a destination isn’t just a place you’re trying to sell; it’s a feeling you’re unlocking. Feelings aren’t bought with performance metrics alone. They can, however, be earned through brand building.
This isn’t to say brand and performance are opposing forces. In fact, it’s often overlooked that they are partners – and when they work together, innovation can thrive. Put simply, a brand builds desire; performance captures it. Having one without the other is like trying to ride a bicycle on one wheel – it’s not impossible, it just won’t get you there optimally.
This is particularly important, given that we have entered a new media reality. To inspire and to derive action are no longer conveniently sitting in separate stages of the funnel. Look at today’s audiences: they expect to be moved and motivated, often in the same scroll.
Content needs to inspire and convert in one experience. Those who have crafted that balance are leading the way.
In the past few years, Visit Saudi has done an excellent job of building a brand, a dream, a destination – and they’ve done this at speed. They have a clear vision statement: “To inspire pride by sharing Saudi with the world, captivating their hearts, minds and imaginations.” In my opinion, they’ve delivered on that ambition.
It’s noticeable through their immersive content and unique messaging that have built a strong narrative. This transformed the tourism landscape and turned travellers’ heads towards Saudi, creating the type of consideration that has taken other destinations an entire generation to build. It’s evident when you look at Saudi Arabia’s Ministry of Tourism data.
Even with Covid pausing travel for two years, Saudi still saw 44.06 million inbound visitors in 2022 and 2023. This is a testimony to the ‘bothism’ that we see in industry commentary, and indeed to the large body of evidence that speaks to both long- and short-term investments.
Companies that continue to invest in brand – especially during challenging times – are the ones that will bounce back faster, stronger and with greater loyalty from consumers who already feel emotionally connected. Without a strong presence to anchor the strategy, the funnel eventually dries up, and no amount of retargeting will save a brand people have forgotten – or never cared about in the first place.
Many brands such as adidas, Uber and Airbnb have jumped back on the brand-building wagon and have reaped the rewards. These are brands that continue to build not just awareness, but advocacy. Not just bookings, but belief; not just visits, but lifelong memories.
There are no shortcuts in this journey. To get to their destination in the best conditions, brands need to marry the performance focus in the lower funnel with activating the dream state in the upper funnel. Ephemeral sales may come from algorithms, but durable brand appeal is built on emotion. Brands need both to thrive sustainably.
By Sara Daher, Executive Director, PHD Media
