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Group M Analytics (Part 2)
1.
[ GroupM Analy.cs
] Advanced analy+cs training
2.
101011010010010010101111010010010101010100001011111001010101 010100101011001100010100101001101101001101001010100111001010 010010101001001010010100100101001111101010100101001001001010 [ Quick
recap ] August 2010 © Datalicious Pty Ltd 2
3.
[ Day 1:
Basic Analy.cs ] § Defining a metrics framework – What to report on, when and why? – Matching strategic and tac+cal goals to metrics – Covering all major categories of business goals § Finding and developing the right data – Data sources across channels and goals – Meaningful trends vs. 100% accurate data – Human and technological limita+ons § Plus hands-‐on exercises August 2010 © Datalicious Pty Ltd 3
4.
[ Day 1:
Basic Analy.cs ] § Hands-‐on exercises and examples – Funnel breakdowns – Conversions metrics – Metrics framework – Search insights – Duplica+on impact – Sta+s+cal significance August 2010 © Datalicious Pty Ltd 4
5.
101011010010010010101111010010010101010100001011111001010101 010100101011001100010100101001101101001101001010100111001010 010010101001001010010100100101001111101010100101001001001010 [ Course
overview ] August 2010 © Datalicious Pty Ltd 5
6.
[ Day 2:
Advanced Analy.cs ] § Campaign flow and media aSribu+on – Designing a campaign flow including metrics – Omniture vs. Google Analy+cs capabili+es § How to reduce media waste – Tes+ng and targe+ng in a media world – Media vs. content and usability § Plus hands-‐on exercises August 2010 © Datalicious Pty Ltd 6
7.
101011010010010010101111010010010101010100001011111001010101 010100101011001100010100101001101101001101001010100111001010 010010101001001010010100100101001111101010100101001001001010 [ Media
a?ribu.on ] August 2010 © Datalicious Pty Ltd 7
8.
[ Campaign flow
and calls to ac.on ] = Paid media Organic PR, WOM, search events, etc = Viral elements = Coupons, surveys YouTube, Home pages, Paid TV, print, blog, etc portals, etc search radio, etc Direct mail, Landing pages, Display ads, email, etc offers, etc affiliates, etc C1 C2 CRM Facebook program Twi?er, etc C3 POS kiosks, Call center, loyalty cards, etc retail stores, etc August 2010 © Datalicious Pty Ltd 8
9.
Exercise: Campaign flow
10.
[ Unique calls
to ac.on ] § Unique click-‐through URLs § Unique vanity domains or URLs § Unique phone numbers § Unique search terms § Unique email addresses § Unique personal URLs (PURLs) § Unique SMS numbers, QR codes § Unique promo+onal codes, vouchers § Geographic loca+on (Facebook, FourSquare) § Regression analysis of cause and effect August 2010 © Datalicious Pty Ltd 10
11.
[ Search call
to ac.on for offline ] August 2010 © Datalicious Pty Ltd 11
12.
[ Reach and
channel overlap ] TV audience Banner Search audience audience August 2010 © Datalicious Pty Ltd 12
13.
[ Indirect display
impact ] August 2010 © Datalicious Pty Ltd 13
14.
[ Indirect display
impact ] August 2010 © Datalicious Pty Ltd 14
15.
[ De-‐duplica.on across
channels ] Paid Bid Search Mgmt $ Banner Ad Ads Server $ Central Analy.cs Pla^orm Email Email Blast Pla^orm $ Organic Google Search Analy.cs $ August 2010 © Datalicious Pty Ltd 15
16.
[ Success a?ribu.on
models ] Banner Paid Organic Success Last channel Search Ad Search $100 $100 gets all credit Banner Paid Email Success First channel Ad $100 Search Blast $100 gets all credit Paid Banner Affiliate Success All channels get Search Ad Referral $100 $100 $100 $100 equal credit Print Social Paid Success All channels get Ad Media Search $33 $33 $33 $100 par.al credit August 2010 © Datalicious Pty Ltd 16
17.
[ First and
last click a?ribu.on ] Chart shows percentage of channel touch points that lead Paid/Organic Search to a conversion. Neither first Emails/Shopping Engines nor last-‐click measurement would provide true picture August 2010 © Datalicious Pty Ltd 17
18.
[ Paid and
organic stacking ] August 2010 © Datalicious Pty Ltd 18
19.
[ Full path
to purchase ] Introducer Influencer Influencer Closer $ SEM Banner Direct SEO Generic Click Visit Branded $ Banner SEO Affiliate Social View Generic Click Media $ TV SEO Direct Email Abandon Ad Branded Visit Update August 2010 © Datalicious Pty Ltd 19
20.
August 2010
© Datalicious Pty Ltd 20
21.
[ Impact of
cookie expira.on ] Introducer Influencer Influencer Closer $ SEM Banner Direct SEO Generic Click Visit Branded $ Banner SEO Affiliate Social View Generic Click Media $ TV SEO Direct Email Abandon Ad Branded Visit Update August 2010 © Datalicious Pty Ltd 21
22.
[ Success a?ribu.on
models ] Introducer Influencer Influencer Closer $ Even 25% 25% 25% 25% A?rib. Exclusion 33% 33% 33% 0% A?rib. Pa?ern 30% 20% 20% 30% A?rib. August 2010 © Datalicious Pty Ltd 22
23.
[ Forrester media
a?ribu.on ] Forrester adds another dimension to media aSribu+on by sugges+ng to change the allocated credit for each campaign touch point based on addi+onal factors such as site interac+on. August 2010 © Datalicious Pty Ltd 23 Source: Forrester, 2009
24.
Exercise: A?ribu.on model
25.
[ Exercise: A?ribu.on
models ] Introducer Influencer Influencer Closer $ Even 25% 25% 25% 25% A?rib. Exclusion 33% 33% 33% 0% A?rib. ? ? ? ? Custom A?rib. August 2010 © Datalicious Pty Ltd 25
26.
[ Exercise: A?ribu.on
model ] § Allocate more conversion credits to more recent touch points for brands with a strong baseline to s+mulate repeat purchases § Allocate more conversion credits to more recent touch points for brands with a direct response focus § Allocate more conversion credits to ini+a+ng touch points for new and expensive brands and products to insert them into the mindset August 2010 © Datalicious Pty Ltd 26
27.
[ Understanding channel
overlap ] Direct, Paid Organic Display Affiliates, Email Channel Branded Search Search Ads Partners Updates Direct, n/a Branded Paid n/a Search Organic n/a Search Display n/a Ads Affiliates n/a Partners Email Updates display > sem > seo > affiliate > email > direct > $$$ n/a August 2010 © Datalicious Pty Ltd 27
28.
[ Understanding channel
overlap ] DM Call Centre eDMs Radio Paid Search Display Ads Organic Direct Search Partners August 2010 © Datalicious Pty Ltd 28
29.
[ Website entry
survey ] De-‐duped Campaign Report Greatest Influencer on Branded Search / STS } Channel % of Conversions Channel % of Influence Straight to Site 27% Word of Mouth 32% SEO Branded 15% Blogging & Social Media 24% SEM Branded 9% Newspaper Adver+sing 9% SEO Generic 7% Display Adver+sing 14% SEM Generic 14% Email Marke+ng 7% Display Adver+sing 7% Retail Promo+ons 14% Affiliate Marke+ng 9% Referrals 5% Conversions aSributed to search terms Email Marke+ng 7% that contain brand keywords and direct website visits are most likely not the origina+ng channel that generated the awareness and as such conversion credits should be re-‐allocated. August 2010 © Datalicious Pty Ltd 29
30.
[ Ad server
exposure test ] 1 User qualifies for the display campaign (if the user has already been tagged go to step 3) 1st impression 2 Audience Segmenta.on 10% of users in control group, 90% in exposed group User tagged with segment Measurement: Conversions per 1000 unique Control Exposed visitors (displayed non-‐branded message) (displayed branded message) User remains in segment N impressions 3 Control Exposed (displayed non-‐branded message) (displayed branded message) August 2010 © Datalicious Pty Ltd 30
31.
[ Research online,
shop offline ] August 2010 © Datalicious Pty Ltd 31 Source: 2008 Digital Future Report, Surveying The Digital Future, Year Seven, USC Annenberg School
32.
[ Track offline
sales driven by online ] Adver.sing Phone Credit check, campaign order fulfilment Retail Confirma.on order email Website Online Online order Virtual order research order confirma.on confirma.on Cookie August 2010 © Datalicious Pty Ltd 32
33.
Exercise: Offline conversions
34.
[ Exercise: Offline
conversions ] § Email click-‐through aner purchase § First online login aner purchase § Unique website phone number § Unique website promo+on code § Unique printable vouchers § Store locator searches § Make an appointment online August 2010 © Datalicious Pty Ltd 34
35.
[ Media a?ribu.on
phases ] § Phase 1: De-‐duplica+on – Conversion de-‐duplica+on across all channels – Requires one central repor+ng plaoorm – Limited to first/last click aSribu+on § Phase 2: Direct response pathing – Response pathing across paid and organic channels – Only covers clicks and not mere banner views – Can be enabled in Google Analy+cs and Omniture § Phase 3: Full purchase path – Direct response tracking including banner exposure – Cannot be done in Google Analy+cs or Omniture – Easier to import addi+onal channels into ad server August 2010 © Datalicious Pty Ltd 35
36.
[ Recommended resources
] § 200812 ComScore How Online Adver+sing Works § 200905 iProspect Research Study Search And Display § 200902 Forrester Mul+-‐Campaign ASribu+on § 200904 ClearSaleing American ASribu+on Index § 201003 Datalicious Tying Offline Sales To Online Media August 2010 © Datalicious Pty Ltd 36
37.
101011010010010010101111010010010101010100001011111001010101 010100101011001100010100101001101101001101001010100111001010 010010101001001010010100100101001111101010100101001001001010 [ Reducing
waste ] August 2010 © Datalicious Pty Ltd 37
38.
[ Reducing waste
along the funnel ] Media a?ribu.on Op.mising channel mix Targe.ng Increasing relevance Tes.ng Improving usability $$$ August 2010 © Datalicious Pty Ltd 38
39.
[ Increase revenue
by 10-‐20% ] By coordina.ng the consumer’s end-‐to-‐end experience, companies could enjoy revenue increases of 10-‐20%. Google: “get more value from digital marke.ng” or h?p://bit.ly/cAtSUN August 2010 © Datalicious Pty Ltd 39 Source: McKinsey Quarterly, 2010
40.
[ The consumer
data journey ] To transac.onal data To reten.on messages From suspect to prospect To customer Time Time From behavioural data From awareness messages August 2010 © Datalicious Pty Ltd 40
41.
[ Prospect targe.ng
parameters ] August 2010 © Datalicious Pty Ltd 41
42.
[ Coordina.on across
channels ] Genera.ng Crea.ng Maximising awareness engagement revenue TV, radio, print, Retail stores, call Outbound calls, direct outdoor, search centers, brochures, mail, emails, SMS, etc marke+ng, display websites, landing ads, performance pages, mobile apps, networks, affiliates, online chat, etc social media, etc Off-‐site On-‐site Profile targe.ng targe.ng targe.ng August 2010 © Datalicious Pty Ltd 42
43.
[ Combining targe.ng
pla^orms ] Off-‐site targe+ng Profile On-‐site targe+ng targe+ng August 2010 © Datalicious Pty Ltd 43
44.
[ Combining technology
] On-‐site Off-‐site segments segments August 2010 © Datalicious Pty Ltd 44
45.
August 2010
© Datalicious Pty Ltd 45
46.
August 2010
© Datalicious Pty Ltd 46
47.
[ Datalicious SuperTag
] § Central JavaScript based container tag § One tag for all plaoorms incl. Omniture § Either hosted internally or externally § Faster tag implementa+on and updates § Consistent network wide re-‐targe+ng § Transfer or profiling data between sites § Iden+fica+on of exis+ng customers § Re-‐targe+ng by brand preferences August 2010 © Datalicious Pty Ltd 47
48.
[ Combining data
sets ] Website behavioural data Campaign response data + The whole is greater than the sum of its parts Customer profile data August 2010 © Datalicious Pty Ltd 48
49.
[ Behaviours plus
transac.ons ] Site Behaviour CRM Profile tracking of purchase funnel stage one-‐off collec+on of demographical data + browsing, checkout, etc age, gender, address, etc tracking of content preferences customer lifecycle metrics and key dates products, brands, features, etc profitability, expira.on, etc tracking of external campaign responses predic+ve models based on data mining search terms, referrers, etc propensity to buy, churn, etc tracking of internal promo+on responses historical data from previous transac+ons emails, internal search, etc average order value, points, etc UPDATED CONTINUOUSLY UPDATED OCCASIONALLY August 2010 © Datalicious Pty Ltd 49
50.
[ Maximise iden.fica.on
points ] 160% 140% 120% 100% 80% 60% −−− Probability of iden+fica+on through Cookies 40% 20% 0 4 8 12 16 20 24 28 32 36 40 44 48 Weeks August 2010 © Datalicious Pty Ltd 50
51.
[ Sample customer
level data ] August 2010 © Datalicious Pty Ltd 51
52.
[ Sample site
visitor composi.on ] 30% new visitors with no 30% repeat visitors with previous website history referral data and some aside from campaign or website history allowing referrer data of which 50% to be segmented by maybe 50% is useful content affinity 30% exis.ng customers with extensive 10% serious profile including transac+onal history of prospects which maybe 50% can actually be with limited iden+fied as individuals profile data August 2010 © Datalicious Pty Ltd 52
53.
Exercise: Targe.ng matrix
54.
[ Exercise: Targe.ng
matrix ] Phase Segment A Segment B Channels Awareness Considera.on Purchase Intent Up/Cross-‐Sell August 2010 © Datalicious Pty Ltd 54
55.
[ Exercise: Targe.ng
matrix ] Phase Segment A Segment B Channels Social, display, Awareness Seen this? search, etc Social, search, Considera.on Great feature! website, etc Search, site, Purchase Intent Great value! emails, etc Direct mail, Up/Cross-‐Sell Add this! emails, etc August 2010 © Datalicious Pty Ltd 55
56.
[ Exercise: Targe.ng
matrix ] Phase Segment A Segment B Data Points Awareness Seen this? Default Download, Considera.on Great feature! product view Cart add, Purchase Intent Great value! checkout, etc Email response, Up/Cross-‐Sell Add this! login, etc August 2010 © Datalicious Pty Ltd 56
57.
[ Poten.al landing
page layout ] Passing data on user Branded header preferences through to the website via Email or campaign message match parameters in email click-‐through URLs to customise content delivery. Targeted offers Call to ac.on August 2010 © Datalicious Pty Ltd 57
58.
[ Poten.al newsle?er
layout ] Using data on Rule based header theme website behaviour imported into the Data verifica.on NPS email delivery plaoorm to build business rules to Rule based offer customise content Closest stores, delivery. Profile based offer offers etc August 2010 © Datalicious Pty Ltd 58
59.
[ Affinity targe.ng
in ac.on ] Different type of visitors respond to different ads. By using category affinity targe+ng, response rates are lined significantly across products. CTR By Category Affinity Message Postpay Prepay Broadb. Business Blackberry Bold - - - + Google: “vodafone 5GB Mobile Broadband - - + - omniture case study” Blackberry Storm + - + + or h?p://bit.ly/de70b7 12 Month Caps - + - + August 2010 © Datalicious Pty Ltd 59
60.
[ Quality content
is key ] Avinash Kaushik: “The principle of garbage in, garbage out applies here. […] what makes a behaviour targe<ng pla=orm <ck, and produce results, is not its intelligence, it is your ability to actually feed it the right content which it can then target […]. You feed your BT system crap and it will quickly and efficiently target crap to your customers. Faster then you could ever have yourself.” August 2010 © Datalicious Pty Ltd 60
61.
[ ClickTale tes.ng
case study ] August 2010 © Datalicious Pty Ltd 61
62.
[ Bad campaign
worse than none ] August 2010 © Datalicious Pty Ltd 62
63.
[ Recommended resources
] § 201003 McKinsey Get More Value From Digital Marke+ng § 200912 Unbounce 101 Landing Page Op+miza+on Tips § 201008 eConsultancy TV Ad Landing Pages § 200910 eMarketer Bad Campaign Worse Than None § 201003 WebCredible 10 Unexpected User Behaviours § 200910 Myth Of The Page Fold § 201008 Sample Size Currency Of Marke+ng Tes+ng § 200409 Roy Taguchi Or MV Tes+ng For Marketers § 200702 Internet Retailer Naviga+ng Depths Of MV Tes+ng August 2010 © Datalicious Pty Ltd 63
64.
Summary
65.
101011010010010010101111010010010101010100001011111001010101 010100101011001100010100101001101101001101001010100111001010 010010101001001010010100100101001111101010100101001001001010 [ Prac.ce
session ] August 2010 © Datalicious Pty Ltd 65
66.
Exercise: Web analy.cs
67.
[ Web analy.cs
pla^orm prac.ce ] § Google Analy+cs and Omniture SiteCatalyst – Plaoorm basics and comparison – Describing website visitors – Iden+fying traffic sources (reach) § Campaign tracking mechanics – Analyzing content usage (engagement) – Analyzing conversion drop-‐out (conversion) – Defining custom segments (funnel breakdowns) August 2010 © Datalicious Pty Ltd 67
68.
[ Top 5
Omniture usage .ps] § Bookmark interes+ng reports and frequently used report sevng right away so they’re easy to find again later § Use mul+ple browser windows and con+nue browsing in a new window once you find an interes+ng report to facilitate comparison and data explora+on § Set automa+c email alerts for all key metrics you come across right away so you are always the first to know about anomalies rather than the client telling you § Use short URLs next to all graphs used in client presenta+ons to facilitate naviga+on to the underlying report and to save +me on poten+al change requests § Read the ‘200708 Omniture SiteCatalyst Report Descrip+ons’ and ask for the clients’ Solu+on Design August 2010 © Datalicious Pty Ltd 68
69.
[ Describing website
visitors ] § Average connec+on speed § Plug-‐in usage (i.e. Flash, etc) § Mobile vs. normal computers § Geographic loca+on of visitors § Time of day, day of week § Repeat visita+on § What else? August 2010 © Datalicious Pty Ltd 69
70.
[ Iden.fying traffic
sources ] § Genera+ng de-‐duplicated reports § Campaign tracking mechanics – Google URL Builder and Omniture SAINT § Conversion goals and success events § Plus adding addi+onal metrics § Paid vs. organic traffic sources § Branded vs. generic search § Traffic quan+ty vs. quality August 2010 © Datalicious Pty Ltd 70
71.
[ Analysing content
usage ] § Page traffic vs. engagement § Entry vs. exit pages § Popular page paths § Internal search terms August 2010 © Datalicious Pty Ltd 71
72.
[ Analysing conversion
drop-‐out ] § Defining conversion funnels § Iden+fying main problem pages § Pages visited aner conversion barriers § Conversion drop-‐out by segment August 2010 © Datalicious Pty Ltd 72
73.
[ Defining custom
segments ] § New vs. repeat visitors § By geographic loca+on § By connec+on speed § By products purchased § New vs. exis+ng customers § Branded vs. generic search § By demographics, custom segments August 2010 © Datalicious Pty Ltd 73
74.
[ Useful analy.cs
tools ] § hSp://labs.google.com/sets § hSp://www.google.com/trends § hSp://www.google.com/insights/search § hSp://www.google.com/sktool § hSp://bit.ly/googlekeywordtoolexternal § hSp://www.google.com/webmasters § hSp://www.google.com/adplanner § hSp://www.google.com/videotarge+ng § hSp://www.keywordspy.com § hSp://www.compete.com June 2010 © Datalicious Pty Ltd 74
75.
[ Useful analy.cs
tools ] § hSp://bit.ly/hitwisedatacenter § hSp://www.socialmen+on.com § hSp://twiSersen+ment.appspot.com § hSp://bit.ly/twiSerstreamgraphs § hSp://twitrratr.com § hSp://bit.ly/listonools1 § hSp://bit.ly/listonools2 § hSp://manyeyes.alphaworks.ibm.com § hSp://www.wordle.net June 2010 © Datalicious Pty Ltd 75
76.
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