Managing Partner – Clix Marketing
Digital Advertising Geek
Emphasis on “Geek”
Search Engine Watch, ClickZ, Clix Marketing
Blog, The SEM Post, Acquisio Blog, PPC Hero
SMX, SMX Social, HeroConf, SES / ClickZ Live,
State of Search, Acquisio User Summit, Bing Ads
There’s a BattleRagingFor YourTime, Attention andBudget
Yeah, I liked Batman vs. Superman. You can argue with me later!
…this is me every time I sit and
ponder the state of B2B marketing.
Where do I?
How do I ?
Why god, why?
Let’s Zoom In, Shall We?
…and many more!
Typical B2B Marketing To-Do List
Lead Nurture Campaigns
Which means you gotta be all like
when you start your work each day!
That Pesky Attribution Problem…
1ST CLICK VS. LAST CLICK
Which channel introduced a
consumer to your brand?
Which channel pushed said
consumer into your funnel?
Many B2B marketers stop there.
ADVANCED CHANNEL ATTRIBUTION
The Oprah of attribution. “And you get
credit! And you get credit!”
1st and last click attribution get to bask
in the glory together.
Various Platforms Allow for
Google Analytics, ad management
…Is Still a Problem!
Focused on a single event and what
channels, campaigns, keywords, ads
contributed to said event.
What about ALL of the touch points in
a typical B2B buyer’s journey? Paid,
organic or otherwise?
What about the sale?
Enter sales funnel attribution – THE
HERO WE DESERVE!
“So tell me,
attribution – do
Sales Funnel Attribution
WHY YOU SHOULD CARE
Attribute cost and revenue metrics
to a lead throughout the sales
Clear and actionable data.
FUTURE OF MARTECH
How Do We Get to This Magical Nirvana
of Sales Funnel Attribution?
Add another service to your martech stack. (sorry!)
Develop a strong case of OCD for data tracking.
Prepare for the sweet taste of victory and a new-found sense of freedom in your B2B
Tracking: Website Pixels
Dynamic Call Tracking
Landing Page Testing
Still Not Using a Tag Manager?
Tracking: URLs & Calls
Auto tags (gclid)
Custom tags (call tracking, etc.)
Choose URL tag nomenclature that
allows for granular, segmented data
to pass into your advertising,
analytics and marketing automation
Call Extensions & Call Only Ads
Click-to-call optimization for mobile
3rd party services for detailed call
Data Clarity Case Study 1:
Ads across all paid channels were
inconsistently or improperly tagged.
lead status) stagnated at more than 2X
the target of $400.
Simple fix to URL tags at the end of
July allowed data to pass through
CRM, provide actionable sales funnel
data for the paid channels and fueled
optimization to improve cost-per-
Data Clarity Case Study 2:
Leads Aren’t All OnlineCall Extensions were in place for Google
AdWords & Bing Ads. No other call tracking
was installed. Client believed that $100+
cost-per-acquisition was too high.
3rd party call tracking installed in
December that provided data on the
number of calls from paid channels and
passed campaign data for calls into CRM.
Overall cost-per-acquisition was shown to
be significantly lower than believed, calls
were properly attributed to paid channels
and future optimizations could be made
based on call data in the sales funnel.$-
Sep-14 Oct-14 Nov-14 Dec-14 Jan-15 Feb-15
Cost-per-Acquisition: Online Leads + Phone Calls
Test New Ideas Outside Your Comfort Zone
You could send visitors to your
landing page. Why not just
generate leads with your ad. And
only your ad?
Tailor the ad message and call-to-
action based on the lead status
Because Data: Facebook Leads for
Buyer-Ready Lead Generation
Over a 30 day period, Lead Ads outpaced traditional Newsfeed Ads in regards to
conversion rate and cost-per-lead.
The form fields within the ad and those on the landing page were identical: Name,
Email, Phone Number, Company Name.
Call-to-Action Ad Type Clicks Cost Leads Cost-per-Lead Conversion Rate
Demo Request Lead Ads 18579 $ 92,378.54 2543 $ 36.33 13.69%
Demo Request Newsfeed Ads 26596 $ 60,719.81 1064 $ 57.07 4.00%
Get Creative With Ad Formats & Content
Video as a channel. Video in ad units. Video is
powerful and effective.
Big, Bold Images
Social profiles, social ads, Gmail Sponsored
Promotions and many display ad units are a big,
visual opportunity to pre-qualify potential
Ads That Engage
Facebook Canvas and Carousel Ads, Google
Display Network Lightbox Ads and other ad
types provide a format for telling a story and
engaging with an individual before they click
through to your landing pages.