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Measurement in the Age of Context IPREXFebruary 28, 2014
Katie Delahaye PaineCEOPaine Publishing
www.painepublishing.com@[email protected]
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Paine Publishing:Providing communications professionals the knowledge and information they need to navigate the journey to good measurement
The Measurement Advisor Training Courses Consulting www.painepublishing.com [email protected]
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Welcome to the “I want what I want, not what you send me” era, aka: “The Relationship Era” ®
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What’s Changed? Collapse of mass media Growth of media
everywhere Intolerance for messaging It’s not about the media,
it’s about your mission and what your stakeholders do if/when they see it
The Barcelona Principles and Industry Standards
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“Viewers are more likely to stop watching commercials at the moment in which brand logos appear on the screen” - ARF Study
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The Barcelona Principles, The Conclave & Industry Standards
1. Importance of Goal Setting and Measurement
2. Measuring the Effect on Outcomes is Preferred to Measuring Outputs
3. The Effect on Business Results Can and Should Be Measured Where Possible
4. Media Measurement Requires Quantity and Quality
5. Earned Media Value/AVEs are not the value of Public Relations
6. Social Media Can and Should be Measured
7. Transparency and Replicability are Paramount to Sound Measurement
All standards are available on http://www.painepublishing.com/standards-central
The Conclave
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Standards have been published for:
Content Sourcing & Methods1
Reach and impressions2
Engagement3
Influence & relevance4
Opinion & advocacy5
Impact & value6
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Important Numbers to Remember
CNN average nightly audience179,000
The average audience for a MyDrunkKitchen video (http://www.youtube.com/watch?v=uSXQNred3is
1,000,000
The amount that Sodexo saved in recruitment using Twitter $300,000
The amount HSUS “found” after it tested its “Cute Puppy Contest”
$650,000
The revenue that Southwest Airlines calculated from social media
>$2 million
The number of times per hour Digital Natives switch media—every 2.2 minutes.
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The amount of conversations generated by bots, spammers and pay-per-click sites
40%
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Need more evidence?
Conversion rate from impressions. .17%
% of on-line conversations that are public 10%
% of Facebook & Twitter posts that are seen < 5%
% of conversation that happens OFF LINE90%
% of people who ignore banner ads82%
% of online ads that are never seen by ANYONE
54%
Conversion rate from engagement .49%
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So What?
It’s not about the media, it’s about the mission and the stakeholders
It’s not how loud you’re shouting it’s about relationships
There are no boundaries It’s not about how big your data
is, it’s about how you use it Silos are so 1999
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Conversations
$$$$$$$$$$$$$$$$$$$$$$$$$$
Savings, shorter cycles, more renewals, better
ideas,
Product Support HRIR SalesCIR&D
MktgResearc
h
Prod. MktgPR//Mkt
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Social Media isn’t media, it’s business
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Eyeball
counting
HITS Outcomes
MSM Online Social Media
Impressions are not awareness. Where’s the “So What”?
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We need a new Model
ROI
Other Paid
Marketing
Digital/On-line Media
Buy
Print/TV Media
Buy
ROI
Media Relations
/Social Media/P
R
Digital/ Online Media
Buy
Print/TV
Media Buy
Media Relations/
Social Media/PR
??????
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So What?
It’s not about the media, it’s about your business and your customer
It’s not how loud you’re shouting it’s about relationships.
There are no boundaries It’s not about how big your data
is, it’s about how you use it
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Likes Are Not Engagement
AdvocacyCommitmentTrial/Consideration
FollowersLikesImpressions
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Big Numbers Influence All influence is relative Who is influential depends on your audience A computer cannot tell you
who matters most To be influential requires relevance,
frequency & reach
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Good Relationships Are More Cost Effective Type I love Zappos into Google,
and you find 1.19 million references
Type Citibank and you get 21,000 references. Citibank spends 100 times more a year on advertising than Zappos.
Cost per delegate acquired: Obama: $6,024 Clinton: $147,058 Romney: $2,389,464
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So What?
It’s not about the media, it’s about your business and your customer
It’s not how loud you’re shouting it’s about relationships.
There are no boundaries It’s not about how big your data
is, it’s about how you use it
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All Silos Are Permeable Marketing vs. PR vs.
Operations Traditional vs. Social External vs. Internal Geographic Users don’t really care
where the content comes from as long as it’s relevant, timely and honest
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Now What?
It’s not about the media, it’s about your business and your customer
It’s not how loud you’re shouting it’s about relationships.
There are no boundaries It’s not about how big your data
is, it’s about how you use it
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Real-Time Metrics focus on Outcomes
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6 steps to standards-compliant measurementStep 1: Define your goal(s). What outcomes is this strategy or tactic going to achieve?
What are your measurable objectives?
Step 2: Define the parameters Who are you are trying to reach? How do your efforts connect with those audiences to achieve the goal.
Step 3: Define your benchmarks. Who or what are you going to compare your results to?
Step 4: Define your metrics. What are the indicators to judge your progress?
Step 5: Select your data collection tool(s).
Step 6: Analyze your data.
Turn it into action, measure again
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Define the goal
Understand theParametersand Motivations
Define Benchmark
Define the Metrics
Pick a Tool
Insight and Action
Six Steps to Success
1
2
3
4
5
6
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Step 1: Define the goals
What return is expected? – Define in terms of the mission.
Define your champagne moment. If you are celebrating complete 100% success a year from now, what is different about the organization?
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Why do we communicate?
Outtakes(Intermediary Effects) • Awareness• Knowledge/
Education• Understanding
Outcomes (Target Audience Action)• Engagement• Advocacy• Revenue/Cost
Savings
Activities
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Goals, Actions and Metrics
Goal
Increase Marketable universe
Increase preference
Action
Conduct Media Event
Increase social and
online message
penetration
Outcome Metric
% increase in marketable universe
% increase in favorable perceptions & awareness
of brand attributes
Activity Metric
% of items containing key
messages
% increase items containing one or
more key messages
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Step 2: Understand the parameters.
What management’s priorities?Who are you are trying to reach?How do your efforts connect with those audiences to achieve the goal? What influences their decisions? What’s important to them? What makes them act?
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Goal: Get the cat to stop howling
Options: Local? Cheap? Convenient?
Strategy: Buy cat food
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Step 3: Establish benchmarks
Past Performance Over Time Think 3 Whatever keeps your
C-suite up at night
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Step 4: Pick your Kick-Butt Index
The Perfect KBI Is actionable Is there when you need it Specific to your priority Continuously improves your
processes Gets you where you want to
go You become what you
measure, so pick your KBI carefully 27
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Typical Kick Butt Quality Score Desirable Criteria Scor
e Undesirable Criteria Score
Contains a URL, Link or Phone Number or other call to Action
3.50
No Call to action -1.0
Mentions a key message
0.75
Negative message, negative myth reinforced -3.0
Contains a desirable visual
2.50
Contains an undesirable visual -1.0
Contains a quote by a company spokesperson
0.75
A story or a headline that leaves the reader less likely to do business with you
-3.0
Dispels a Myth
0.75
Recommends the competition -2.0
Leaves a reader more likely to do business with you
1.75
Total
10.00
-10.0
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ROI = revenue or cost savings
ROI = cost savings + Cost of program – Cost elimination
ROI = greater efficiency +cost of program – cost of doing something “the
old way” ROI = greater revenue from
shortening the sales cycle +cost of program –value of leads/sales
Lower legal costs Faster time to implementation Lower cost per click thru vs.
other marketing channels Lower cost per message
exposure vs. other channels Lower cost per customer
acquisition Shortening time to sales close
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Step 5: Pick the right measurement tools If you want to measure messaging,
positioning, themes, sentiment: Content analysis
If you want to measure awareness, perception, relationships, preference: Survey research
If you want to measure engagement, action, purchase: Web analytics
If you want predictions and correlations you need two out of three
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Step 5: Selecting a measurement tool
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Objective KBI Tool
Increase inquiries, web traffic, recruitment
% increase in traffic#s of clickthrus or downloads
Excel, Google Analytics
Increase awareness/preference
% of audience preferring your school to the competition
Survey Monkey
Engage marketplace
% increase in engagement on website and/or social sites
Social Baker, Google Analytics, Content
Analysis, Network Analysis
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Step 6: Be Data Informed, not Data Driven Rank order results from worst
to best Ask “So What?” at least three
times Put your data into an overall
framework consistent with C-Suite expectations
Find your “Data Geek” Compare to last month, last
quarter, 13-month average32 Page 32
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Photo Event
High Message Content/Engagement
Resource Use
Low
Hig
h
Med
ium
Very
hig
h
Level of Engagement
Very
Hig
h
Med
ium
Hig
h
Low
High Resources
No Message/Low Advocacy
Low Resources
Webinar
Status update
Link
Ultimate Road Trip
Google + Chat
Media Day
Corporate Video
Advocacy vs. resource use
Resource Use
Low
Hig
h
Med
ium
Very
hig
h
Very
Hig
h
Med
ium
Hig
h
Low
High Resources Low Resources
Webinar
Status update
Link
Ultimate Road Trip
Google + Chat
Media Day
Corporate Video
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PR presence drove better coverage across the board in Top Tier publications
-0.50
0.00
0.50
1.00
1.50
2.00
2.50
3.00
0.65
2.56
-0.01
0.250.35
0.05
1.32
-0.12
0.030.11
Difference in Quality Coverage with and without PR initiatives
With PR InitiativesWihout PR Initiatives
If a PR Initiative was mentioned in a story it was: Nearly ten times more
likely to be desirable. Twice as likely to
contain a key message Nearly ten times less
likely to contain an incorrect or negative message
Thirteen times more likely to contain a positive endorsement
Ten times more likely to contain a desirable visual
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MLK saw the highest correlation of clips to visits
Learn & Serve
SeniorCorps
CNCS
AmeriCorps
Get Involved
MLK
0.133
0.156
0.355
0.379
0.427
0.848
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Remember These PointsIt’s not about the media, it’s about the business and the customer
1
It’s not about Big Data, but about how you use it.2
You need to be data informed, not data-driven 3
It’s not how loud you’re shouting it’s about relationships. Impressions don’t count so stop counting them.
4
Standards are a reality not an excuse to hide behind5
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Thank You!
For more information on measurement go to www.painepublishing.com
For a copy of this presentation or to subscribe to Your Measurement Moment, our bi-weekly e-newsletter, give me your card or email me at [email protected]
Follow me on Twitter: KDPaine Friend me on Facebook: Katie Paine Or call me at 1-603-682-0735
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