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Digital Marketing & ROI1
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•Defining ROI•Define objectives•Measure them•Case studies•Tools•Q&A
Overview
2
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Defining ROI
3
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•# Fans•# ReTweets•Total Impressions•Ad equivalency calculations•# Post views, clicks, likes, comments or burps
•These are key METRICS. But they are not ROI.
What ROI is NOT
4
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What did you invest?
5
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What did you get in return?
6
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What will your answer be?
7
!"#$%&'#$&(#'%)#*+,#"-#'%.(#/("0.&1#2)3.&4#'%.56#"-#$%.0%#7"8#
(9)&:;#
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We don’t work in a vacuum
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Purchase decisions are complex
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Decision funnel (old)
10
Awareness Considera-on Preference Ac-on Loyalty
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Decision funnel (new)
11
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Defining Objectives
12
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What’s the point?
13
What are you trying to do? How will you
measure it?
You can’t do everything. Focus. !
How will you know if you succeeded?!
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Augie RayForrester Research
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Definingyour objectives
14
Augie RayForrester Research
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Financial objectives
15
Revenue
Cost
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•Increased product sales•Increased ancillary service sales
Increase Revenue
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•Reduction in customer acquisition cost•Reduction in customer service cost•Reduction in cost to innovate•Reduction in returns
Decrease costs
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•Awareness•Sentiment•Word of mouth•Loyalty•Recruitment / Talent retention
Brand objectives
18
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•Reduction in exposure to risk•Improvement in response effectiveness•Speed of response
Risk management objectives
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•Enhanced owned and earned assets•Search / findability
Digital objectives
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Measurement
21
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What’s everyone else measuring?
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What’s most important?
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•PR / Advertising model•CLV (Customer Lifetime Value)•SEO model•Customer service / satisfaction
Measurement models
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•Identify / agree on key success metrics for this objective•Establish baseline levels•Track change•Ensure comprehensive measurement from all available data points
Pick an objective. Measure it.
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“Can we literally sell our product or service via social media
channels?”Objective: Sell more product /service
26
YES! NO!
Integrate purchase functionality into your social channels: F-Commerce module, mobile storefront application, tracking codes, e-commerce, cookies, etc.
Maybe your budget or technology does not allow.
So what CAN you do to influence purchasing behavior?Measure sales volume and
calculate ROI based on cost to sell.
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•Define success: sum of parts = whole•Let’s pick “Increase Product Awareness”•What data points would indicate success on this objective?
Identify success metrics
27
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•Define success: sum of parts = whole•Let’s pick “Increase Product Awareness”•What data points would indicate success on this objective?
Identify success metrics
27
✓Shares of product assets (images, video, etc.)✓Online customer reviews of product✓Traffic to product information page✓Social comments, likes about product✓Product mentions in third party media
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•What were the baselines before digital initiatives?
•Have there been other additions to the marketing mix?
•What other factors could contribute to potential increases or decreases?
Measure it
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CLV = GC x (r________
1 + d - r)
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GC: Gross contribution per customerr: annual retention rate (as a percentage)d: Discount rate, or cost of capital for the future value of a customer. Often roughly estimated w/ current interest rate.
*This equation is a good estimate but doesn’t take into consideration costs to maintain a customer and assumes constant values for each variable. More complex CLV equations are required.
CLV: Customer Lifetime Value
29
CLV = GC x (r________
1 + d - r)
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CLV = GC x (r________
1 + d - r)
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GC = $50 per widgetr = 80%d = 2.75%Then CLV = $175.82
You spent $100,000 to acquire 2,500 new customers through traditional channels.Cost per acquisition = $40Customer acquisition ROI =
($175.82 - $40)/$40 = 339.5%
CLV: Customer Lifetime Value
30
CLV = GC x (r________
1 + d - r)
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CLV = GC x (r________
1 + d - r)
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GC = $50 per widgetr = 80%d = 2.75%Then CLV = $175.82
You spent $75,000 to acquire 2,500 new customers through social media channels.Cost per acquisition = $30Customer acquisition ROI =
(175.82 – 30)/30 = 486.1%
CLV: Customer Lifetime Value
31
CLV = GC x (r________
1 + d - r)
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Simple calculation
32
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(Sales – Investment) ÷ Investment = %ROI
Sales = $ sold via that channel or due to that channelInvestment = all $ costs related to acquiring the sale: development + design of platform, time to manage or staff it, maintenance costs, advertising to drive awareness of channel, etc.
Simple calculation
33
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Complex calculation
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(Revenue – Investment) ÷ Investment = %ROI
Revenue = $ attributed to sales from leads through or assisted by digital initiativesInvestment = all $ costs related to acquiring the sale: assign relevant costs to each level of lead nurturing required to close sale. Must include additional marketing, CRM, proposal development, presentation time, customer service activities, etc.
Complex calculation
35
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Case Studies
36
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Thursday, February 16, 2012
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• Used Helpstream (defunct) as CS portal• Before: 1 rep to 55 customers, 77% satisfaction rating• After: 1 rep to 172 customers, 87% satisfaction rating• Cost reduction: $millions• Satisfaction rating: up 13%
Customer service
37
Thursday, February 16, 2012
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Thursday, February 16, 2012
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•Comprehensive launch program for a new router
-Second Life-3D gaming-YouTube-Video conference-Mobile datasheet
Cisco social product launch
38
-Facebook -Social news releases-Blog-Tech Community
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Thursday, February 16, 2012
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• 9,000 people attended virtually = 90x more attendees than in the past• Saved 42,000 gallons of gas• 300% more media coverage than traditional outreach methods• More than 1,000 blog posts and 40 million online impressions• 1/6 the cost of a traditional launch• Saved $100,000
Launch costs
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Thursday, February 16, 2012
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Thursday, February 16, 2012
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Brand awareness
40
Objective: Increase brand awareness for Wilson Basketball and its NCAA Tournament affiliation
Success Metrics:ImpressionsEngagementCommunity GrowthConversion to website
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!"#"$#%&%'())*%+,-*%./01'%
(%
'/(((%
2/(((%
3/(((%
4/(((%
)(/(((%
)'/(((%
)2/(((%
567% 8,9% :6;% <-;% :6=% 5>7% 5>?% <>@% +,-% AB$% CDE% F,B%
Visits to Wilson.com/Basketball (all traffic 2011 vs. 2010)
!"#"$#%&%'()(%
!"#"$#%&%'())%
Thursday, February 16, 2012
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Brand awareness
41
Success Metrics:ImpressionsEngagementCommunity GrowthConversion to website
Outcomes: -50 million Facebook Impressions in 24 days.-Product page website traffic up 44% over previous month and 77% over March 2010.-Facebook became #2 source of all traffic to Wilson.com/Basketball, after Wilson.com-Community grew from 0 to 23,200 in 24 days.-Feedback avg of .45% outpaced Facebook average .29% by 150%
!"#"$#%&%'())*%+,-*%./01'%
(%
'/(((%
2/(((%
3/(((%
4/(((%
)(/(((%
)'/(((%
)2/(((%
567% 8,9% :6;% <-;% :6=% 5>7% 5>?% <>@% +,-% AB$% CDE% F,B%
Visits to Wilson.com/Basketball (all traffic 2011 vs. 2010)
!"#"$#%&%'()(%
!"#"$#%&%'())%
Thursday, February 16, 2012
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Thursday, February 16, 2012
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Tools
42
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Thursday, February 16, 2012
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Aggregated metrics
43
• Most tools make gathering and processing easier• Some include distribution• Some include analysis• Some make pretty pictures• They (nearly) all cost money
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Want vs. need
44
• Search / Aggregate mentions• Moderate conversation• Schedule / Publish content• Engagement management• Measure / Analyze• Language / Translation• Gamification / sweepstakes tools• Pricing model
Thursday, February 16, 2012
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Thursday, February 16, 2012
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Want vs. need
45
Thursday, February 16, 2012
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Want vs. need
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No one-button solution
47
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Thursday, February 16, 2012
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Constant change
48
Thursday, February 16, 2012
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10 Metrics to watch
49
1.Leads generated
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10 Metrics to watch
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1.Leads generated2.Website bounce rate
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10 Metrics to watch
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1.Leads generated2.Website bounce rate3.Website behavior
Thursday, February 16, 2012
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10 Metrics to watch
49
1.Leads generated2.Website bounce rate3.Website behavior4.Growth of active network / engaged base
Thursday, February 16, 2012
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10 Metrics to watch
49
1.Leads generated2.Website bounce rate3.Website behavior4.Growth of active network / engaged base5.Brand mentions across social platforms
Thursday, February 16, 2012
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10 Metrics to watch
49
1.Leads generated2.Website bounce rate3.Website behavior4.Growth of active network / engaged base5.Brand mentions across social platforms6.Website visitors and sources of traffic
Thursday, February 16, 2012
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10 Metrics to watch
49
1.Leads generated2.Website bounce rate3.Website behavior4.Growth of active network / engaged base5.Brand mentions across social platforms6.Website visitors and sources of traffic7.Conversion: subscriptions, email lists, etc.
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10 Metrics to watch
49
1.Leads generated2.Website bounce rate3.Website behavior4.Growth of active network / engaged base5.Brand mentions across social platforms6.Website visitors and sources of traffic7.Conversion: subscriptions, email lists, etc. 8.Time spent engaging: apps, time on site, etc.
Thursday, February 16, 2012
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10 Metrics to watch
49
1.Leads generated2.Website bounce rate3.Website behavior4.Growth of active network / engaged base5.Brand mentions across social platforms6.Website visitors and sources of traffic7.Conversion: subscriptions, email lists, etc. 8.Time spent engaging: apps, time on site, etc.9.Engagement ratio: active network / total network
Thursday, February 16, 2012
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10 Metrics to watch
49
1.Leads generated2.Website bounce rate3.Website behavior4.Growth of active network / engaged base5.Brand mentions across social platforms6.Website visitors and sources of traffic7.Conversion: subscriptions, email lists, etc. 8.Time spent engaging: apps, time on site, etc.9.Engagement ratio: active network / total network10.Viral engagement: sharing, “people talking”
Thursday, February 16, 2012
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Sara MeaneyHanson Dodge CreativePresident, Strategy & GrowthFebruary 8, [email protected]
50
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Hanson Dodge Creative is relentless about pushing the boundaries of engagement to deliver integrated solutions that work.
MAKING THE WORLD MORE ACTIVE.™
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