Brand Advance, the three-year-old media network that helps marketers reach diverse audiences, has marked a sharp uptick in business in 2020, according to its CEO and cofounder Chris Kenna. Advertisers spending through Brand Advance's network increased 400% between mid-March through June.

"If Brand Advance was to be formed now everybody would say 'that is the most timely company,'" Kenna said. "The need wouldn't be questioned. Back then, it was questioned. It took a global pandemic for people to actually realize that diversity [should be] a main staple of every media plan."

Kenna has unique bona fides on this front, telling Digiday he was the first Black person born on the U.K.'s the Isle of Man. "I got a certificate for that. I don't remember getting it, obviously," Kenna said.

Diversity has grown into a "commercial imperative" in the last 10 to 15 years, Kenna said. To meet it, he advises companies to create their products and campaigns with diverse consumers in mind from the start, not as an afterthought. He also said that so-called test campaigns for companies to know whether this or that segment is worth reaching often miss the mark.

"I'm not testing being Black, I was born it. And LGBTQ+ people aren't testing being LGBTQ+, they just are. We don't understand why you have to test if we're a good consumer," Kenna said.