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Online Retailer                                       A Leader in Forrester’s
                                                           Interactive Attribution
CASE STUDY                                                    Wave™ 2Q 2012




Top 10 Retailer Realizes
Incremental Revenue
Through Attribution
                                            When it comes to maintaining your position as one of America’s top ten retailers,
BACKGROUND                                  digital marketing plays a critical role – especially in a highly competitive marketplace
                                            in which online retail sales reached over $40 billion in FY 2012 alone. But managing
One of America’s top ten broadline          complex online marketing campaigns effectively across different business groups,
retailers - operating over 3,000 retail     channels, and product lines is no easy task.
stores in the US and offering more than
45 different brands - is taking action to   Tracking Online Campaigns Holistically Is Challenging
strengthen its connection to consumers      This leading national retailer faced two big challenges. First, there were many different
by strategically investing in online        groups across the organization running their own online marketing campaigns
media attribution.                          for individual product lines. The company had no way to track these campaigns
                                            holistically. Second, the retailer needed a way to accurately measure the impact


“The reports we received
                                            and performance that various marketing channels and campaigns have on driving
                                            sales. This included understanding the true lift that display advertising had on other
from Adometry helped us                     types of online marketing. With marketing campaigns running for 20 different product
                                            categories and a dozen business units across display, search, e-mail and affiliate
understand in actionable and
                                            sites, being able to measure these effectively would help the retailer determine
simple terms the complex                    which channels deserved credit for conversions and sales so it could improve future
interactions of our campaigns.              campaign investments.
Moving from measuring
                                            Using Tags to Improve Insights into Online Behavior
our performance based on
                                            For all of its campaigns across the organization, the retailer tracked its cross-channel
last-click has improved our
                                            marketing events and conversions. The Adometry Ad Tag was deployed through
ROI in a number of ways                     the ad server and used to collect display impressions bought by various business
by implementing frequency                   units on sites such as Google, Facebook, and Yahoo!. This same Ad Tag was used
capping recommendations,                    to synchronize with TARGUSinfo audience segments, as well as provide verification
eliminating overlap, and re-                data that identified ads below the fold or never seen. The Adometry Page Tag was
                                            employed to collect all of the clicks landing on the retailer’s pages from channels
allocating our ad spend to the
                                ”
                                            including display, paid search, organic search, e-mail, affiliates, and others. The Page
best performing sites.                      Tag was also used to collect retail sales events such as conversions, complete with
- Director, Online Media Analytics          their associated item product categories and revenue.
Uncovering Actionable Insights in the Data                                                 Significant Tangible Benefits
To help it analyze and make sense of the enormous volume of                                These are a few of the significant benefits Adometry provided this
cross-channel campaign data collected by its tags, the retailer                            online retailer:
turned to Adometry Attribute™ – one of the industry’s most
                                                                                           • Discontinuing sites with poor ad viewability – one site
powerful and sophisticated attribution solutions. Adometry Attribute
                                                                                              displayed over 7 million impressions; however, over 95% of them
is designed to give online marketers an accurate view of their entire
                                                                                              were below the fold and 80% were never seen. By exposing
campaign ecosystem so they can determine how to better invest
                                                                                              this poor performing traffic source, the company recognized
and optimize their advertising dollars in the future. By uncovering
                                                                                              substantial savings. And as bonus benefit, this also provided the
insights through attribution and improving performance through
                                                                                              retailer with a way to use these insights to negotiate better rates
optimization, the retailer was able to correlate and increase revenue
                                                                                              with the ad supplier.
resulting from online purchases. With ad spend touch points in
a variety of marketing channels, it was able to improve new key                            • Frequency capping – Adometry Attribute showed how the
performance indicators (KPIs), such as attributed conversions,                                retailer’s re-targeting initiatives eventually reached a saturation
cost per attributed conversion, attributed revenue, and return on ad                          point, leading to wasted ad spend. By delivering new frequency
spend (ROAS).                                                                                 capping recommendations for individual re-targeting campaigns,
                                                                                              Adometry Attribute was able to save approximately 15% on
A major finding that Adometry Attribute uncovered for the retailer                            monthly ad spend on some of the top buys. With the re-
was an overlap between different marketing channels. Over 50%                                 investment of the savings generated by limiting the number of
of the conversions were from visitors that saw ads on two or more                             times an ad was displayed on one particular site, the advertiser
channels. This helped the retailer understand that it needed to                               recognized over $200,000 in incremental revenue in one month.
ensure that all marketing and product groups within the company                            • Optimization recommendations – Attribute uncovered
running online media campaigns work together so that they could                               significant lifts that display advertising had other ad channels.
invest more efficiently.                                                                      The data indicated that on average if a user saw an ad prior to
                                                                                              search, s/he was 15-30% more likely to convert. Additionally,
Furthermore, through its integration with data provider                                       since the monthly budget was held at the same level, Adometry
TARGUSinfo, Adometry Attribute identified the audience segments                               recommended changes within display that generated over a 40%
that converted best so the retailer could implement better audience                           lift in conversions and a 29% drop in eCPA. With almost $200 of
targeting initiatives in the future. For example, it discovered a three-                      revenue per converted user, the revenue impact from incremental
fold spread between the highest and lowest targeted segments in                               conversions to the bottom line was millions of dollars.
their propensity to convert. This insight showed a large opportunity
for selectively buying audiences in the future that have conversion                        One of the biggest overall takeaways for the retailer was the
rates significantly above their current averages.                                          impetus that attribution provided for the various departments
                                                                                           across the company to work together. Adometry Attribute helped
                                                                                           the marketers in each group understand the role that display plays
                                                                                           on all of the channels. As a result, the retailer is now tracking its ad
                                                                                           spend much more holistically and globally, resulting in improved ad
                                                                                           performance, communication and team efficiency.

                                      About Adometry
                                      Founded in 2005, Adometry, Inc. provides ad verification and cross-channel attribution intelligence, plus auditing and
                                      scoring metrics, to optimize results for the world’s leading online advertisers, publishers, and ad networks. Through
                                      its SaaS-based advanced analytics, Adometry processes and analyzes tens-of-billions of impressions and advertising
Adometry, Inc.
                                      transactions per month to identify the true consumer purchase-decision journey and to maximize marketing ROI.
4301 Westbank Dr.
                                      Adometry combines a scientifically proven methodology with a flexible and easy to implement solution to generate
Building A, Ste. 100
                                      results in as little as two weeks. Headquartered in Austin, Texas, Adometry is privately held and backed by Sierra
Austin, TX 78746
                                      Ventures, Austin Ventures, Shasta Ventures and Stanford University. For more information, visit www.adometry.com

1-866-512-5425                        Copyright 2012. Adometry and Click Forensics are registered trademarks of Adometry, Inc. Adometry Attribute, Adometry Validate, and TagScan are
info@adometry.com                     trademarks of Adometry, Inc. All Rights Reserved. 0612

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Attribution Case Study - Online Retailer

  • 1. Online Retailer A Leader in Forrester’s Interactive Attribution CASE STUDY Wave™ 2Q 2012 Top 10 Retailer Realizes Incremental Revenue Through Attribution When it comes to maintaining your position as one of America’s top ten retailers, BACKGROUND digital marketing plays a critical role – especially in a highly competitive marketplace in which online retail sales reached over $40 billion in FY 2012 alone. But managing One of America’s top ten broadline complex online marketing campaigns effectively across different business groups, retailers - operating over 3,000 retail channels, and product lines is no easy task. stores in the US and offering more than 45 different brands - is taking action to Tracking Online Campaigns Holistically Is Challenging strengthen its connection to consumers This leading national retailer faced two big challenges. First, there were many different by strategically investing in online groups across the organization running their own online marketing campaigns media attribution. for individual product lines. The company had no way to track these campaigns holistically. Second, the retailer needed a way to accurately measure the impact “The reports we received and performance that various marketing channels and campaigns have on driving sales. This included understanding the true lift that display advertising had on other from Adometry helped us types of online marketing. With marketing campaigns running for 20 different product categories and a dozen business units across display, search, e-mail and affiliate understand in actionable and sites, being able to measure these effectively would help the retailer determine simple terms the complex which channels deserved credit for conversions and sales so it could improve future interactions of our campaigns. campaign investments. Moving from measuring Using Tags to Improve Insights into Online Behavior our performance based on For all of its campaigns across the organization, the retailer tracked its cross-channel last-click has improved our marketing events and conversions. The Adometry Ad Tag was deployed through ROI in a number of ways the ad server and used to collect display impressions bought by various business by implementing frequency units on sites such as Google, Facebook, and Yahoo!. This same Ad Tag was used capping recommendations, to synchronize with TARGUSinfo audience segments, as well as provide verification eliminating overlap, and re- data that identified ads below the fold or never seen. The Adometry Page Tag was employed to collect all of the clicks landing on the retailer’s pages from channels allocating our ad spend to the ” including display, paid search, organic search, e-mail, affiliates, and others. The Page best performing sites. Tag was also used to collect retail sales events such as conversions, complete with - Director, Online Media Analytics their associated item product categories and revenue.
  • 2. Uncovering Actionable Insights in the Data Significant Tangible Benefits To help it analyze and make sense of the enormous volume of These are a few of the significant benefits Adometry provided this cross-channel campaign data collected by its tags, the retailer online retailer: turned to Adometry Attribute™ – one of the industry’s most • Discontinuing sites with poor ad viewability – one site powerful and sophisticated attribution solutions. Adometry Attribute displayed over 7 million impressions; however, over 95% of them is designed to give online marketers an accurate view of their entire were below the fold and 80% were never seen. By exposing campaign ecosystem so they can determine how to better invest this poor performing traffic source, the company recognized and optimize their advertising dollars in the future. By uncovering substantial savings. And as bonus benefit, this also provided the insights through attribution and improving performance through retailer with a way to use these insights to negotiate better rates optimization, the retailer was able to correlate and increase revenue with the ad supplier. resulting from online purchases. With ad spend touch points in a variety of marketing channels, it was able to improve new key • Frequency capping – Adometry Attribute showed how the performance indicators (KPIs), such as attributed conversions, retailer’s re-targeting initiatives eventually reached a saturation cost per attributed conversion, attributed revenue, and return on ad point, leading to wasted ad spend. By delivering new frequency spend (ROAS). capping recommendations for individual re-targeting campaigns, Adometry Attribute was able to save approximately 15% on A major finding that Adometry Attribute uncovered for the retailer monthly ad spend on some of the top buys. With the re- was an overlap between different marketing channels. Over 50% investment of the savings generated by limiting the number of of the conversions were from visitors that saw ads on two or more times an ad was displayed on one particular site, the advertiser channels. This helped the retailer understand that it needed to recognized over $200,000 in incremental revenue in one month. ensure that all marketing and product groups within the company • Optimization recommendations – Attribute uncovered running online media campaigns work together so that they could significant lifts that display advertising had other ad channels. invest more efficiently. The data indicated that on average if a user saw an ad prior to search, s/he was 15-30% more likely to convert. Additionally, Furthermore, through its integration with data provider since the monthly budget was held at the same level, Adometry TARGUSinfo, Adometry Attribute identified the audience segments recommended changes within display that generated over a 40% that converted best so the retailer could implement better audience lift in conversions and a 29% drop in eCPA. With almost $200 of targeting initiatives in the future. For example, it discovered a three- revenue per converted user, the revenue impact from incremental fold spread between the highest and lowest targeted segments in conversions to the bottom line was millions of dollars. their propensity to convert. This insight showed a large opportunity for selectively buying audiences in the future that have conversion One of the biggest overall takeaways for the retailer was the rates significantly above their current averages. impetus that attribution provided for the various departments across the company to work together. Adometry Attribute helped the marketers in each group understand the role that display plays on all of the channels. As a result, the retailer is now tracking its ad spend much more holistically and globally, resulting in improved ad performance, communication and team efficiency. About Adometry Founded in 2005, Adometry, Inc. provides ad verification and cross-channel attribution intelligence, plus auditing and scoring metrics, to optimize results for the world’s leading online advertisers, publishers, and ad networks. Through its SaaS-based advanced analytics, Adometry processes and analyzes tens-of-billions of impressions and advertising Adometry, Inc. transactions per month to identify the true consumer purchase-decision journey and to maximize marketing ROI. 4301 Westbank Dr. Adometry combines a scientifically proven methodology with a flexible and easy to implement solution to generate Building A, Ste. 100 results in as little as two weeks. Headquartered in Austin, Texas, Adometry is privately held and backed by Sierra Austin, TX 78746 Ventures, Austin Ventures, Shasta Ventures and Stanford University. For more information, visit www.adometry.com 1-866-512-5425 Copyright 2012. Adometry and Click Forensics are registered trademarks of Adometry, Inc. Adometry Attribute, Adometry Validate, and TagScan are info@adometry.com trademarks of Adometry, Inc. All Rights Reserved. 0612