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Strategies TO Fill the
Marketing Funnel
…with the right kind of leads
@NicholaStott
89% Online Purchases
start with search
@NicholaStott
Online Discovery
Generation Z is driving the mobile
revolution, with 78% preferring
smartphones to any other screen.
@Nich...
of people will leave a
page if it takes more
than 3 seconds to
load.53%
DoubleClick	2016
…easy to find, mobile-first and fast.
How can we use SEO to be front of mind with our site?
SEO IN 2017
@NicholaStott
Winning Strategies








Organic Search & the purchase Journey
@NicholaStott
@NicholaStott
@NicholaStott
@NicholaStott
Think	with	Google@NicholaStott
Search
Fill your marketing funnel using SEO
strategies that help grow audience, brand-
awareness, advocates and customers....
Types of search and The
Classic Funnel
@NicholaStott
“I want to go skiing in
Austria this December”
@NicholaStott
RESEARCH
Consider
Evaluate
Decide
Act
Informational
Transactional/
Navigational
Funnel StageQuery Query Type
Best ski reso...
Create a strategy to attract those
with broad, open, informational
needs…
Be helpful, expert and useful.
@NicholaStott




WHAT ARE THESE NEEDS?
@NicholaStott
Step 1
Use Keyword Planner, product research and
offline knowledge to brainstorm a short seed list
of terms…
@NicholaStott
Step 2
Use advanced query operators in Google, to
restrict your search to a suitable forum…
@NicholaStott
Results From Quora.com about
“employee gym”, but not the gym at
Facebook, Amazon, IBM or Google…
Results From Mumsnet.com about
“Productivity tip”, but not the
Marketplace section of the site.
Step 3
Build a custom scraper or use DataMiner
(chrome extension) to extract top 100 per
SERP.
@NicholaStott
So this…
@NicholaStott
Becomes this…
@NicholaStott
Step 4
Use Excel to analyse your scraped data,
categorising topics and themes and using
filters and formulae to identify m...
How do you manage productivity? Are there
any tools?
How can I use my phone to improve my work
productivity?
Has anyone us...
Get creative… Brainstorm ideas around the
common problems and questions identified
from the research process.
@NicholaStot...
tt
@NicholaStott
Thanks for listening
How to create
user-focused,
results driven
digital experiences
Clear Business Goals
Great User-Focused Experience
Guaranteed Better Results
+
=
Meet and exceed your users expectations
What makes a great
user-focussed experience?
Result is a memorable, highly sharable…
moment of delight
Meet and exceed your users expectations
What makes a great
user-...
Getting it wrong
Overly Complex
Irrelevent
Vs
Harder than it should be
Poorly Conceived
Confusing & Ambiguous
Great UX gives you…
Increased user engagement
Greater numbers of repeat visitors
More recommendations & positive feedback
...
Fix it before it’s broken
50% of a developer time is spent doing rework
Reduce support costs
“Focusing on UX reduces support costs by 90%”
Source: The Future of B-to-B Customer Experience. Walke...
UX can be a key differentiator
“AirBnB attributes UX for taking them from
near-failure to being valued at $10 billion.”
(S...
UX can be a key differentiator
“AirBnB attributes UX for taking them from
near-failure to being valued at $10 billion.”
(S...
How to achieve a great
User Experience
Understand your users!
Who are they?
What do they want to do?
How are they going to do it?
Where are they doing it?
Who are they?
What do they want to do?
How are they going to do it?
Where are they doing it?
User Personas
User Goals
User...
Jim Robinson
About
Jim was born in Reading and has
lived there all his life. He is married,
but separated and is hoping to...
Devices
Desktop
Laptop
Tablet
Mobile
Product Use
Use once
Use occasionally
Use often
Use frequently
Use locations
Work
Hom...
“Your personas are
garbage without good
user research"
Frank Spillers, Experience Dynamics
Talk to and listen to
your user types
“Observing and interviewing just
five users usually uncovers
about 85% of all problems.”
Source: Nielson Norman Group
Validating your user
research
What now?
Applying your user insight
Provides a single vision… an agreed point of
reference for stakeholders
Applying your user insight
Provides a single vision… an agreed point of
reference for stakeholders
Defend solution against...
Applying your user insight
Provides a single vision… an agreed point of
reference for stakeholders
Defend solution against...
Applying your user insight
Provides a single vision… an agreed point of
reference for stakeholders
Defend solution against...
The endThe end… or is it…
User expectations
evolve and change
Tips for remaining user-focused
Continue learning about your customer’s
expectations Keep talking to them
Tips for remaining user-focused
Continue learning about your customer’s
expectations Keep talking to them
Set measurable K...
Tips for remaining user-focused
Continue learning about your customer’s
expectations Keep talking to them
Set measurable K...
Thank you!
matt.oxley@dotlabel.co.uk
@dotlabel
Cracking	the	Data	

Understand	how	website	data	

can	give	you	profitable	insights
Anna	Lewis	
Digital	Hampshire		
April	2...
Anna	Lewis
• Founder	of	Polka	Dot	Data	
• Helped	over	100	businesses	use	data	wisely	
• 9	years	analytics	experience	
• To...
Cracking	the	data
What’s	your	business	
plan?
Growth,	hiring,	
investments,	sales,	
targets,	details	etc
What’s	your	websi...
Cracking	the	data
What’s	your	business	
plan?
Growth,	hiring,	
investments,	sales,	
targets,	details	etc
What’s	your	websi...
What	does	web	analytics	tell	you?
• Sessions	
• Bounce	Rate	
• Pages	
• Conversion	Rate	
• Traffic	sources
Our	survey	said!
What	CAN	web	analytics	tell	you?
• Products	/	bookings	sold	
• Groups	of	content	viewed	
• Conversion	rates	of	marketing	c...
What	CAN	web	analytics	tell	you?
• Sessions	/	Days	to	sale	
• Top	performing	entry	pages	
• Which	groups	of	content	perfor...
What	CAN	web	analytics	tell	you?
• Products	returned	
• Products	added	to	cart	
• Products	removed	from	carts	
• Payment	a...
What	CAN	web	analytics	tell	you?
• Traffic	with	low	value	
• Customers	with	intent	to	buy	
• High	value	returning	customer...
What	CAN	web	analytics	tell	you?
We	aim	to	reduce	the	drop	out	from	delivery	
from	25%	to	22%.	
This	will	generate	100	mor...
What	CAN	web	analytics	tell	you?
We	aim	to	reduce	the	drop	out	from	delivery	
from	25%	to	22%.	
This	will	generate	100	mor...
What	CAN	web	analytics	tell	you?
We	aim	to	reduce	the	drop	out	from	delivery	
from	25%	to	22%.	
This	will	generate	100	mor...
What	CAN	web	analytics	tell	you?
We	aim	to	reduce	the	drop	out	from	delivery	
from	25%	to	22%.	
This	will	generate	100	mor...
What	CAN	web	analytics	tell	you?
We	aim	to	reduce	the	drop	out	from	delivery	
from	25%	to	22%.	
This	will	generate	100	mor...
Enhanced	
Ecommerce	
Showcase
Shopping	Behaviour
Shopping	Behaviour
Apply	segments
Create	segments
Improve	journey
Uplift	Conv.	Rate
Improve	return
Shopping	Behaviour
Viewed	page
Read	50%
Read	100%
Viewed	more
Converted
https://www.simoahava.com/analytics/
track-content...
Checkout	Behaviour
Checkout	Behaviour
Apply	segments
Create	segments
Improve	journey
Uplift	Conv.	Rate
Improve	return
Checkout	Behaviour
Pinpoint	issues
Monitor	change
Easily	report
Extra	Detail
Remarketing
Product	Performance
Product	Performance
Product	Performance
• Buy	to	Detail	Rate	
• What	%	of	product	views	resulted	in	a	purchase	
• Which	products	are	not	selli...
Product	Performance	-	Category
Product	Performance	-	Category
Find	profitable	categories
Monitor	promoted	areas
Identify	high	return	rates
Prod.	Performance	-	Shopping	Behaviour
Prod.	Performance	-	Shopping	Behaviour
So	much	detail!
Prod.	Performance	-	Shopping	Behaviour
Visibility Actual	sales
Click	throughs
Changed	minds
Intent Product	CR
Product	List	Performance
Product	List	Performance	
Which	lists	are	
more	successful?
Product	List	Position
Best	
Practices
Write	a	
Measurement	
Plan
Good	Web	Analytics	Foundations
Ensure		
high	quality	
set	up
Learn	how	
to	use	the	
data Find	w...
Identify	KPIs	for	
business
Measurement	Plan
Accurate	set	up	&	
code
Reports	&	
Dashboards
Find	actionable	
insights
Make	...
Analytics	
Training
Insights	
Dashboards	
Reports
Get	stuck	in	to	your	data!	
Anna	Lewis	
polkadotdata.com	
anna@polkadotd...
Digital Hampshire 2017 - Generate Growth & Outsmart the Competition Online
Digital Hampshire 2017 - Generate Growth & Outsmart the Competition Online
Digital Hampshire 2017 - Generate Growth & Outsmart the Competition Online
Digital Hampshire 2017 - Generate Growth & Outsmart the Competition Online
Digital Hampshire 2017 - Generate Growth & Outsmart the Competition Online
Digital Hampshire 2017 - Generate Growth & Outsmart the Competition Online
Digital Hampshire 2017 - Generate Growth & Outsmart the Competition Online
Digital Hampshire 2017 - Generate Growth & Outsmart the Competition Online
Digital Hampshire 2017 - Generate Growth & Outsmart the Competition Online
Digital Hampshire 2017 - Generate Growth & Outsmart the Competition Online
Digital Hampshire 2017 - Generate Growth & Outsmart the Competition Online
Digital Hampshire 2017 - Generate Growth & Outsmart the Competition Online
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Digital Hampshire 2017 - Generate Growth & Outsmart the Competition Online

Slides from the April 2017 Digital Hampshire

Talks from:
Nichola Stott - Founder and Managing Director of theMediaFlow -
https://www.themediaflow.com/ https://www.nicholastott.com/
Matt Oxley - Founder and Managing Director of DotLabel -
http://dotlabel.co.uk/
Anna Lewis - Founder and Managing Director of Polka Dot Data -
http://polkadotdata.com/

For news and updates on the next Digital Hampshire event, sign up to our mailing list, or follow us on Twitter:
http://www.digitalhampshire.com/
@DigiHampshire

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Digital Hampshire 2017 - Generate Growth & Outsmart the Competition Online

  1. 1. Strategies TO Fill the Marketing Funnel …with the right kind of leads @NicholaStott
  2. 2. 89% Online Purchases start with search @NicholaStott
  3. 3. Online Discovery Generation Z is driving the mobile revolution, with 78% preferring smartphones to any other screen. @NicholaStott
  4. 4. of people will leave a page if it takes more than 3 seconds to load.53% DoubleClick 2016
  5. 5. …easy to find, mobile-first and fast. How can we use SEO to be front of mind with our site? SEO IN 2017 @NicholaStott
  6. 6. Winning Strategies
  7. 7. 
 
 
 
 Organic Search & the purchase Journey @NicholaStott
  8. 8. @NicholaStott
  9. 9. @NicholaStott
  10. 10. @NicholaStott
  11. 11. Think with Google@NicholaStott
  12. 12. Search Fill your marketing funnel using SEO strategies that help grow audience, brand- awareness, advocates and customers. @NicholaStott
  13. 13. Types of search and The Classic Funnel @NicholaStott
  14. 14. “I want to go skiing in Austria this December” @NicholaStott
  15. 15. RESEARCH Consider Evaluate Decide Act Informational Transactional/ Navigational Funnel StageQuery Query Type Best ski resorts Alpine centre reviews TripAdvisor Informational Informational/ Transactional Navigational Book alpine centre…
  16. 16. Create a strategy to attract those with broad, open, informational needs… Be helpful, expert and useful. @NicholaStott
  17. 17. 
 
 WHAT ARE THESE NEEDS? @NicholaStott
  18. 18. Step 1 Use Keyword Planner, product research and offline knowledge to brainstorm a short seed list of terms… @NicholaStott
  19. 19. Step 2 Use advanced query operators in Google, to restrict your search to a suitable forum… @NicholaStott
  20. 20. Results From Quora.com about “employee gym”, but not the gym at Facebook, Amazon, IBM or Google…
  21. 21. Results From Mumsnet.com about “Productivity tip”, but not the Marketplace section of the site.
  22. 22. Step 3 Build a custom scraper or use DataMiner (chrome extension) to extract top 100 per SERP. @NicholaStott
  23. 23. So this… @NicholaStott
  24. 24. Becomes this… @NicholaStott
  25. 25. Step 4 Use Excel to analyse your scraped data, categorising topics and themes and using filters and formulae to identify most popular… @NicholaStott
  26. 26. How do you manage productivity? Are there any tools? How can I use my phone to improve my work productivity? Has anyone used pizzaz productivity app? @NicholaStott
  27. 27. Get creative… Brainstorm ideas around the common problems and questions identified from the research process. @NicholaStott Step 5
  28. 28. tt @NicholaStott Thanks for listening
  29. 29. How to create user-focused, results driven digital experiences
  30. 30. Clear Business Goals Great User-Focused Experience Guaranteed Better Results + =
  31. 31. Meet and exceed your users expectations What makes a great user-focussed experience?
  32. 32. Result is a memorable, highly sharable… moment of delight Meet and exceed your users expectations What makes a great user-focussed experience?
  33. 33. Getting it wrong
  34. 34. Overly Complex
  35. 35. Irrelevent Vs
  36. 36. Harder than it should be
  37. 37. Poorly Conceived
  38. 38. Confusing & Ambiguous
  39. 39. Great UX gives you… Increased user engagement Greater numbers of repeat visitors More recommendations & positive feedback Increased purchases, visitor numbers, reputation Increased brand loyalty “On average, every $2 spent on UX returns around $100.” Source: Forresters
  40. 40. Fix it before it’s broken 50% of a developer time is spent doing rework
  41. 41. Reduce support costs “Focusing on UX reduces support costs by 90%” Source: The Future of B-to-B Customer Experience. Walker Fix it before it’s broken 50% of a developer time is spent doing rework
  42. 42. UX can be a key differentiator “AirBnB attributes UX for taking them from near-failure to being valued at $10 billion.” (Source: First Round Review)
  43. 43. UX can be a key differentiator “AirBnB attributes UX for taking them from near-failure to being valued at $10 billion.” (Source: First Round Review) “By 2020, customer experience will overtake price and product as the most important brand differentiator” Source: The Future of B-to-B Customer Experience. Walker “40% of your users will turn to your competition after a bad experience.”
 (Source: PointSource)
  44. 44. How to achieve a great User Experience
  45. 45. Understand your users!
  46. 46. Who are they? What do they want to do? How are they going to do it? Where are they doing it?
  47. 47. Who are they? What do they want to do? How are they going to do it? Where are they doing it? User Personas User Goals User Tasks User Scenarios Goal Driven User Journeys
  48. 48. Jim Robinson About Jim was born in Reading and has lived there all his life. He is married, but separated and is hoping to buy a house closer to his work in London. Age: 41 Marital Status: Separated Family: Children aged 4 & 6 Gender: Male Ethnicity: British Career ○ Employment Status: Employed ○ Job Title: IT Manager ○ Education: 2:1 degree in Computer Science ○ Experience: 4 years ○ Salary: £40K Interests ○ Enjoys running, F1 and Football. ○ Avid Facebook and Instagram user ○ A leader and advocate of new technology to his friends ○ His goal is to maintain his career momentum working in the capital Marketing Personas
  49. 49. Devices Desktop Laptop Tablet Mobile Product Use Use once Use occasionally Use often Use frequently Use locations Work Home Mobile Commute Windows MAC Other iOS Android Platforms v8.1 – – – – Chrome IE Firefox Safari Other Browsers – v10 – – – Online activity Low Medium High Jim Robinson, 41 IT Manager Marital Status: Separated Family: Children aged 4 & 6 Gender: Male Ethnicity: British Education: 2:1 degree in Computer Science Motivations & Key Goals ○ I Want to progress my career working in the capital ○ Find a suitable job quickly & simply ○ I live online... so I expect to do the whole process online ○ I expect to be able to use any of my devices at any point and swap ○ I expect to reuse profile information from existing online sources rather than re-key it Barriers / Frustrations "At a point in my life when everything is changing and I need to quickly find a new job that pays better and is a step up" ○ My time is precious ○ Job adverts are often not specific enough (salary & location) ○ I have a high expectation of service tech design & performance ○ Lack of power features to configure / manage annoy me ○ Only show me new, relevant jobs ○ I can’t keep track of everything I’ve applied for easily Employment Status: Employed Company size: Large Private Sector Experience: 4 years Salary: £40K Interests: Running, F1 and Football What's important ○ Work-life balance ○ Location – home ○ Location – work ○ Career progression ○ Privacy - Hide my CV so I don’t get hassled ○ Make my search easier Satisfactions ○ To know that I'm earning the best rate for the job I'm doing ○ Working hard & getting a good reputation ○ Flexibility to choose interesting, challenging and high profile projects Personal attributes & attitudes Tech savvy Visually driven Emotionally driven Education driven Influence driven Comforter driven Peer group driven Fear driven Price sensitive Service sensitive Support sensitive ○ Simple powerful job search ○ Comprehensive job info ○ email notifications ○ Search configurations ○ Application history ○ Salary comparison info ○ Build my profile ○ Recruiters contacting ○ Help with my CV ○ Contract Jobs ○ Irrelevant Jobs ○ Having to stick to a single device Looking for this Not looking for this Feature Expectations Feature use Summary Intuitive Comprehensive Quick Logical Simple multi device Email notification Job Search Job grouping CV assist Contract services Configuration Recuiter Links Application history Job bookmarking Profile builder Jim was born in Reading and has lived there all his life. He is married, but separated and is hoping to buy a house closer to his work in London. He hates his 1hr train commute to London, but enjoys the higher day rates he achieves. Efficient Accurate “I’m good at what I do and I enjoy it, so I just want to get paid to do that.” ©2016 Dotlabel Ltd. Second Floor, Southern Cross, Basing View, Basingstoke, RG21 4HG Tel: 01256 329972 UX Personas matt.oxley@dotlabel.co.uk
  50. 50. “Your personas are garbage without good user research" Frank Spillers, Experience Dynamics
  51. 51. Talk to and listen to your user types
  52. 52. “Observing and interviewing just five users usually uncovers about 85% of all problems.” Source: Nielson Norman Group
  53. 53. Validating your user research
  54. 54. What now?
  55. 55. Applying your user insight Provides a single vision… an agreed point of reference for stakeholders
  56. 56. Applying your user insight Provides a single vision… an agreed point of reference for stakeholders Defend solution against internal pressures to deviate
  57. 57. Applying your user insight Provides a single vision… an agreed point of reference for stakeholders Defend solution against internal pressures to deviate Represents the voice of the customer
  58. 58. Applying your user insight Provides a single vision… an agreed point of reference for stakeholders Defend solution against internal pressures to deviate Represents the voice of the customer Facilitates ease of content creation - tone, segmentation, personalisation and customisation
  59. 59. The endThe end… or is it…
  60. 60. User expectations evolve and change
  61. 61. Tips for remaining user-focused Continue learning about your customer’s expectations Keep talking to them
  62. 62. Tips for remaining user-focused Continue learning about your customer’s expectations Keep talking to them Set measurable KPI’S and review on a regular basis
  63. 63. Tips for remaining user-focused Continue learning about your customer’s expectations Keep talking to them Set measurable KPI’S and review on a regular basis When setting budgets think differently
  64. 64. Thank you! matt.oxley@dotlabel.co.uk @dotlabel
  65. 65. Cracking the Data 
 Understand how website data 
 can give you profitable insights Anna Lewis Digital Hampshire April 2017 NOW HIRING!
  66. 66. Anna Lewis • Founder of Polka Dot Data • Helped over 100 businesses use data wisely • 9 years analytics experience • Total Google Analytics geek • Background in SEO and PPC • Agency, client side and freelance experience NOW HIRING! © Koozai Ltd
  67. 67. Cracking the data What’s your business plan? Growth, hiring, investments, sales, targets, details etc What’s your website plan? It has to look really good!
  68. 68. Cracking the data What’s your business plan? Growth, hiring, investments, sales, targets, details etc What’s your website plan? It has to look really good! Consider business KPIs when planning websites
  69. 69. What does web analytics tell you? • Sessions • Bounce Rate • Pages • Conversion Rate • Traffic sources Our survey said!
  70. 70. What CAN web analytics tell you? • Products / bookings sold • Groups of content viewed • Conversion rates of marketing channels • Which mobile phone models were used • Browser versions, IP locations, Networks The less known answers are!
  71. 71. What CAN web analytics tell you? • Sessions / Days to sale • Top performing entry pages • Which groups of content perform best • What content you should write for your KPIs • Which version of a page generates more sales The less known answers are!
  72. 72. What CAN web analytics tell you? • Products returned • Products added to cart • Products removed from carts • Payment and delivery methods used • Drop out rates for payment and delivery The less known answers are!
  73. 73. What CAN web analytics tell you? • Traffic with low value • Customers with intent to buy • High value returning customers activity on site • Which FAQ pages & information help sales • Products added to cart but not purchased The less known answers are!
  74. 74. What CAN web analytics tell you? We aim to reduce the drop out from delivery from 25% to 22%. This will generate 100 more sales per month. With an AOV of £50, this is £5k extra / month. That’s a £60,000 per year revenue increase. The investment to improve delivery will cost £10k, meaning a profit of £50k in the first year.
  75. 75. What CAN web analytics tell you? We aim to reduce the drop out from delivery from 25% to 22%. This will generate 100 more sales per month. With an AOV of £50, this is £5k extra / month. That’s a £60,000 per year revenue increase. The investment to improve delivery will cost £10k, meaning a profit of £50k in the first year.
  76. 76. What CAN web analytics tell you? We aim to reduce the drop out from delivery from 25% to 22%. This will generate 100 more sales per month. With an AOV of £50, this is £5k extra / month. That’s a £60,000 per year revenue increase. The investment to improve delivery will cost £10k, meaning a profit of £50k in the first year.
  77. 77. What CAN web analytics tell you? We aim to reduce the drop out from delivery from 25% to 22%. This will generate 100 more sales per month. With an AOV of £50, this is £5k extra / month. That’s a £60,000 per year revenue increase. The investment to improve delivery will cost £10k, meaning a profit of £50k in the first year.
  78. 78. What CAN web analytics tell you? We aim to reduce the drop out from delivery from 25% to 22%. This will generate 100 more sales per month. With an AOV of £50, this is £5k extra / month. That’s a £60,000 per year revenue increase. The investment to improve delivery will cost £10k, meaning a profit of £50k in the first year.
  79. 79. Enhanced Ecommerce Showcase
  80. 80. Shopping Behaviour
  81. 81. Shopping Behaviour Apply segments Create segments Improve journey Uplift Conv. Rate Improve return
  82. 82. Shopping Behaviour Viewed page Read 50% Read 100% Viewed more Converted https://www.simoahava.com/analytics/ track-content-enhanced-ecommerce/
  83. 83. Checkout Behaviour
  84. 84. Checkout Behaviour Apply segments Create segments Improve journey Uplift Conv. Rate Improve return
  85. 85. Checkout Behaviour Pinpoint issues Monitor change Easily report Extra Detail Remarketing
  86. 86. Product Performance
  87. 87. Product Performance
  88. 88. Product Performance • Buy to Detail Rate • What % of product views resulted in a purchase • Which products are not selling themselves well enough on site? • Which products may not have a competitive enough offering? • Are certain brands / categories easier purchases than others? • Do some products need to be marketed better / better copy / cheaper? • Cart to Detail Rate • What % of product views resulted in add to cart • Monitor drop outs • Where do you need to remarket? • Why do people add to cart but not purchase ? • Are people window shopping or have intent to buy certain categories?
  89. 89. Product Performance - Category
  90. 90. Product Performance - Category Find profitable categories Monitor promoted areas Identify high return rates
  91. 91. Prod. Performance - Shopping Behaviour
  92. 92. Prod. Performance - Shopping Behaviour So much detail!
  93. 93. Prod. Performance - Shopping Behaviour Visibility Actual sales Click throughs Changed minds Intent Product CR
  94. 94. Product List Performance
  95. 95. Product List Performance Which lists are more successful?
  96. 96. Product List Position
  97. 97. Best Practices
  98. 98. Write a Measurement Plan Good Web Analytics Foundations Ensure high quality set up Learn how to use the data Find what works for you Set KPIs, benchmarks and good/bad thresholds
  99. 99. Identify KPIs for business Measurement Plan Accurate set up & code Reports & Dashboards Find actionable insights Make updates & AB test Measure success Make updates & AB test Measure success Check & update set up Make updates & AB test Measure success Make updates & AB test Measure success Make updates & AB test Recommended Analytics Process
  100. 100. Analytics Training Insights Dashboards Reports Get stuck in to your data! Anna Lewis polkadotdata.com anna@polkadotdata.com Set up & Auditing NOW HIRING!

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