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  • 1. © Copyright The Institute of Direct and Digital Marketing 2013.Permission is given for the downloading and temporary storage of this presentation for the sole purpose of individual use. This presentation may be printed once only, and may not befurther reproduced, copied or transmitted in any way to those other than the initial individual user. All rights reserved.
  • 2. TFM&A 2013: IDM Bootcamp Building an integrated (digital)marketing plan: an IDM perspective Mike Berry Dip DM, F IDM © 2013 Mike Berry Associates
  • 3. Welcome to the IDM Bootcamp! © 2013 Mike Berry Associates
  • 4. Planning is about Control © 2013 Mike Berry Associates
  • 5. Planning Your Success © 2013 Mike Berry Associates
  • 6. Before we brief the creative guys © 2013 Mike Berry Associates
  • 7. Planning Your Success• 3 research tools:• Google Keyword Tool (Google it!)• Google Display Network Ad Planner• Google Trends (+ Insights for Search) http://www.google.com/trends “Research should not be used as a drunken man uses a lamp post. Use it for illumination, not support…”**Source: from Stanley Pollitt after Winston S Churchill © 2013 Mike Berry Associates
  • 8. Research Tools © 2013 Mike Berry Associates
  • 9. Free Research Tools 1of 3: Keyword Tool © 2013 Mike Berry Associates
  • 10. Free Research Tools 2 of 3• Google Display Network Ad Planner:-a research and media planning tool to research sites of interest,identify sites your target audience is likely to visit, makeinformed media planning decisions and build media plans.Research individual sites; find your audience onlineEnter any site to view information such as its traffic,demographics, categories, sites also visited, keywords searchedfor and advertising details.https://www.google.com/adplanner © 2013 Mike Berry Associates
  • 11. Free Research Tools 3 of 3: Google Trends http://www.google.com/trends/ See what the world is searching for…With Google Trends/ Insights for Search,you can compare search volumepatterns across specific regions,categories, time frames and properties. © 2013 Mike Berry Associates
  • 12. Segment Your Customer Database• Recency, Frequency, Monetary value (RFM)• Spend most time and money on your best customers• Nurture and develop high potential customers• Reactivate dormant customers• Maximise customer lifetime value (LTV) © 2013 Mike Berry Associates
  • 13. Putting a Plan togetherYou need: An understanding of your market A clear view of what you’re trying to do Some idea of the stages required to achieve thisYou should ask: What will success look like? How will you fine-tune your programme? What will you test?
  • 14. Start at the beginning...• Where are we now?• What do we want to do?• How can we achieve all that?• What does that involve?• How precisely will it all work?• How could we do it better?
  • 15. SOSTAC Planning framework ®PR Smith http://www.prsmith.org/sostac.html 15
  • 16. Situation analysis• Customer characteristics and buyer behaviour• Main competitors• Positioning and challenges• Approx. assessment of size of market• SWOT analysis
  • 17. Situation Analysis: The Marketing Audit• Takes stock of an organisation’s marketing health• Is a launch pad for the marketing plan – encourages management to reflect systematically on the environment and the organisation’s ability to respond, given its capabilities• The marketing audit has three purposes: – Identifying the organisation’s current market position – Understanding the environmental opportunities and threats it faces – Clarifies the organisation’s ability to cope with environmental demands 17 © 2013 Mike Berry Associates
  • 18. The Marketing AuditAn organisation needs to consider:1. Environmental variables (external audit) and2. Operational variables (internal audit) © 2013 Mike Berry Associates
  • 19. The Macro Environment• To plan, the organisation must be aware of the external environment in which it operates –P –E –S –T –E –L 19 © 2013 Mike Berry Associates
  • 20. The Macro Environment• To plan, the organisation must be aware of the external environment in which it operates – Political factors – Economic factors – Social and cultural factors – Technological factors – Environmental factors – Legislative factors 20 © 2013 Mike Berry Associates
  • 21. PESTEL Analysis of the Macro EnvironmentFactor Could include:Political e.g. EU enlargement, the euro, international trade, taxation policyEconomic e.g. interest rates, exchange rates, national income, inflation, unemployment, Stock MarketSocial e.g. ageing population, attitudes to work, income distributionTechnological e.g. innovation, new product development, rate of technological obsolescenceEnvironmental e.g. global warming, environmental issuesLegal e.g. competition law, health and safety, employment law +++ © 2013 Mike Berry Associates
  • 22. The „Micro‟ Environment Suppliers Distributors The Customers Employees Organisation Competitors Shareholders, Luck, 2008 CreditorsIncludes Key stakeholders the organisation has a two-way operationalrelationship with.The micro environment is controllable to some degree. 22
  • 23. Competitor Analysis:Porter‟s Five Forces Model 1979 Potential 1. Threat of new Entrants entrants 5. Competitive Suppliers rivalry (Established competitors) Buyers3. Bargaining 2. Bargainingpower power Porter 1979, cited in Substitutes Brassington and Pettitt, 2006 Prof Michael E Porter Harvard Business 4.Threat of School Substitute products 23 © 2013 Mike Berry Associates
  • 24. Internal Audit• Asses the organisation’s own resources and ability to compete• CAN use the ‘five Ms’ to assess your resources… – Men – Money – Materials – Machines – Markets 24 © 2013 Mike Berry Associates
  • 25. SWOTThe last section in our Situation Analysis/ Marketing Audit• What is good?(brand, people, customers, new markets etc..)• What should we be concerned about?(scarce resources, competitors, changing landscape etc.)• Internal factors (SW)• External factors (OT)BE SENSITIVE, PARANOID(!)LEARN FROM THE PAST BUT LOOK TO THE FUTURE © 2013 Mike Berry Associates
  • 26. SWOT Analysis Internal Factors (within the organisation’s Strengths Weaknesses Control)External Factors(outside the Opportunities Threatsorganisation’scontrol) Dibb et al, 2006 26 © 2013 Mike Berry Associates
  • 27. Objectives• Think “Successful Outcomes”• SMART(Specific-Measurable-Achievable-Relevant-Timed) – Financial objectives – ROI – Tactical objectives – click-through rate, conversion rate• You may need to make assumptions (eg about market size and conversion rate)• Your assumptions will be guided by experience and results• Next year will be easier!
  • 28. Terminology Business Objectives Goals “Sell more stuff”(BO) really means we have to: Metrics (a number) 1. do x* 2. improve y* KPIs 3. reduce z* *=GOALShttp://www.kaushik.net/avinash/web-analytics-101-definitions-goals-metrics-kpis-dimensions-targets/
  • 29. Resources are limited, so: © 2013 Mike Berry Associates
  • 30. Maybe we don‟t need more traffic? © 2013 Mike Berry Associates
  • 31. “Let‟s delight our site visitors”You want more successful outcomes ie. more people taking your required actions. But people only do what they want to do.
  • 32. Set Objectives• S• M• A• R• T
  • 33. Set Objectives• Specific• Measurable• Achievable• Realistic• Time-bound
  • 34. What do you REALLY (really) want? © 2013 Mike Berry Associates
  • 35. KPIshttp://www.youtube.com/watch?v=NCta6j5_FdM © 2013 Mike Berry Associates
  • 36. Choose carefully• KPIs help to monitor progress towards a pre- defined goal: adjust approach as necessary• Must be metric-basedeg. increasing:• Revenue• Number of customers• Brand awareness• Customer engagement• Conversion rates © 2013 Mike Berry Associates
  • 37. The SOSTAC Planning framework <source: PR Smith> 37
  • 38. StrategyHow will we get there?• A road map• A plan to achieve the objectives• NOT just the KPIs re-stated• NOT a list of tactics• All campaign proposals (creative, media) should be judged against the STRATEGY (and BUDGET) © 2013 Mike Berry Associates
  • 39. The SOSTAC Planning framework Dave Chaffey www.davechaffey.com 39 <source: PR Smith>
  • 40. Tactics and ActionsAT LAST!• Who’s doing what?• To whom?• Where?• And when?• Using what resources?• How much will it cost?• Who is responsible?• How will we measure?• What will we test? © 2013 Mike Berry Associates
  • 41. Be systematicAcquisitionNatural SearchPaid searchAffiliate MarketingDisplay AdvertisingViral MarketingOnline PRSocial MediaPodcasting+++
  • 42. For each channel, give marks out of 10 Acquisition Conversion Retention Branding Engagement Interaction Personalisation TrackingDisplayPPCSEOAffiliatesViralBlogsEmailSocialMedia
  • 43. Start with one channel – e.g. Search...• How much can I pay per click?• What is that spend per day?• How many people will start a process?• How many will complete?• What is the conversion rate?• Cost per outcome?Q. What budget do you give your agency?
  • 44. Digital acquisition plan• What tools will you be using?• How much will you spend?• What are the key metrics?• Present as a timeline• Ensure mix is balanced to reduce risk• Create a detailed budget...
  • 45. Fine-tuning the programme• What will you work on to improve the plan? – Improving landing page/ web template effectiveness – Follow-up email contact strategies – Integration with offline media (direct mail)• What will you test? – Acquisition tools – Search terms – Landing pages – Email messaging – Offers
  • 46. and…Action!• Who’s doing what?• When?• With whom?• What will it cost?• Who else should be involved:Customer Service?Corporate Comms/ PR?Offline marketingSales © 2013 Mike Berry Associates
  • 47. Getting close and staying close• Email Newsletters and Alerts• Web Personalisation• Blogs• CONTENT• CONTENT• CONTENT!
  • 48. The SOSTAC Planning framework Dave Chaffey www.davechaffey.com 48 <source: PR Smith>
  • 49. Plan to measure• SMART objectives• Day of reckoning• How did we do?• How can we do better?• By when? © 2013 Mike Berry Associates
  • 50. Study the conversion funnel Why do we lose half the people at the checkout – are they all similar? What type of people make up the 8% adding a product to a basket?
  • 51. Obsess about funnels• Choose a business outcome• Conversion rate• Drop off points (where do we lose them?)• What do the analytics tell you?• Build hypotheses• Test• Refine
  • 52. From the horse‟s mouth…http://www.youtube.com/watch?v=0OzxGUFNGQA © 2013 Mike Berry Associates
  • 53. And now, over to… © 2013 Mike Berry Associates
  • 54. Evaluate each digital tool• SEO• PPC• Online Display Ads• Social Media• Mobile• EmailHow good is each:-on its own?-in combination with others? © 2013 Mike Berry Associates
  • 55. DIGITAL CHANNELDIGITAL CHANNEL:STRENGTHS ON ITS OWN: COMBINES WELL WITH:
  • 56. SOSTAC Planning framework ®PR Smith http://www.prsmith.org/sostac.html 56
  • 57. Summary• Digital marketing is ‘new’• It’s changing fast• We’re all learning• Try new things• Keep testing and learning• Find out what works and do more of it• Fit digital in alongside your offline activity
  • 58. We‟re moving out! © 2013 Mike Berry Associates
  • 59. ?© 2013 Mike Berry Associates
  • 60. mike.berry@mikeberryassociates.comuk.linkedin.com/in/mikeberrylinkedinhttp://mikeberryassociates.comhttp://twitter.com/mikeberrytweets
  • 61. *Conditions apply TFM&A Special Offer… 10% off selected IDM training courses! PLUS… Free course give-away! Visit the IDM at stand A34 for more details, or go to theidm.com/academyoffertheidm.com/training twitter.com/theidm facebook.com/theidm theidm.com/idmlinkedin