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[	
  GroupM	
  Analy.cs	
  ]	
  
   Advanced	
  analy+cs	
  training	
  
101011010010010010101111010010010101010100001011111001010101
010100101011001100010100101001101101001101001010100111001010
010010101001001010010100100101001111101010100101001001001010	
  


[	
  Quick	
  recap	
  ]	
  
August	
  2010	
          ©	
  Datalicious	
  Pty	
  Ltd	
     2	
  
[	
  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	
  
[	
  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	
  
101011010010010010101111010010010101010100001011111001010101
010100101011001100010100101001101101001101001010100111001010
010010101001001010010100100101001111101010100101001001001010	
  


[	
  Course	
  overview	
  ]	
  
August	
  2010	
          ©	
  Datalicious	
  Pty	
  Ltd	
     5	
  
[	
  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	
  
101011010010010010101111010010010101010100001011111001010101
010100101011001100010100101001101101001101001010100111001010
010010101001001010010100100101001111101010100101001001001010	
  


[	
  Media	
  a?ribu.on	
  ]	
  
August	
  2010	
          ©	
  Datalicious	
  Pty	
  Ltd	
     7	
  
[	
  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	
  
Exercise:	
  Campaign	
  flow	
  
[	
  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	
  
[	
  Search	
  call	
  to	
  ac.on	
  for	
  offline	
  ]	
  




August	
  2010	
        ©	
  Datalicious	
  Pty	
  Ltd	
     11	
  
[	
  Reach	
  and	
  channel	
  overlap	
  ]	
  

                                     TV	
  	
  
                                  audience	
  




                      Banner	
                                   Search	
  
                     audience	
                                 audience	
  



August	
  2010	
                ©	
  Datalicious	
  Pty	
  Ltd	
               12	
  
[	
  Indirect	
  display	
  impact	
  ]	
  




August	
  2010	
       ©	
  Datalicious	
  Pty	
  Ltd	
     13	
  
[	
  Indirect	
  display	
  impact	
  ]	
  




August	
  2010	
       ©	
  Datalicious	
  Pty	
  Ltd	
     14	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
[	
  Paid	
  and	
  organic	
  stacking	
  ]	
  




August	
  2010	
       ©	
  Datalicious	
  Pty	
  Ltd	
     18	
  
[	
  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	
  
August	
  2010	
     ©	
  Datalicious	
  Pty	
  Ltd	
     20	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
Exercise:	
  A?ribu.on	
  model	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
[	
  Understanding	
  channel	
  overlap	
  ]	
  


                                        DM	
                                                    Call	
  Centre	
  
                                       eDMs	
  

                                                                   Radio	
  
                       Paid	
  
                      Search	
  

                                     Display	
  	
  
                                      Ads	
  
                     Organic	
                                                     Direct	
  
                     Search	
  
                                   Partners	
  




August	
  2010	
                                  ©	
  Datalicious	
  Pty	
  Ltd	
                                   28	
  
[	
  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	
  
[	
  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	
  
[	
  Research	
  online,	
  shop	
  offline	
  ]	
  




August	
  2010	
                                                       ©	
  Datalicious	
  Pty	
  Ltd	
                                                              31	
  

                     Source:	
  2008	
  Digital	
  Future	
  Report,	
  Surveying	
  The	
  Digital	
  Future,	
  Year	
  Seven,	
  USC	
  Annenberg	
  School	
  
[	
  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	
  
Exercise:	
  Offline	
  conversions	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
101011010010010010101111010010010101010100001011111001010101
010100101011001100010100101001101101001101001010100111001010
010010101001001010010100100101001111101010100101001001001010	
  


[	
  Reducing	
  waste	
  ]	
  
August	
  2010	
          ©	
  Datalicious	
  Pty	
  Ltd	
     37	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
[	
  Prospect	
  targe.ng	
  parameters	
  ]	
  




August	
  2010	
     ©	
  Datalicious	
  Pty	
  Ltd	
     41	
  
[	
  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	
  
[	
  Combining	
  targe.ng	
  pla^orms	
  ]	
  

                                     Off-­‐site	
  
                                    targe+ng	
  




                      Profile	
                                   On-­‐site	
  
                     targe+ng	
                                 targe+ng	
  



August	
  2010	
                ©	
  Datalicious	
  Pty	
  Ltd	
                 43	
  
[	
  Combining	
  technology	
  ]	
  


                      On-­‐site	
  	
                                           Off-­‐site	
  
                     segments	
                                                segments	
  




August	
  2010	
                          ©	
  Datalicious	
  Pty	
  Ltd	
                      44	
  
August	
  2010	
     ©	
  Datalicious	
  Pty	
  Ltd	
     45	
  
August	
  2010	
     ©	
  Datalicious	
  Pty	
  Ltd	
     46	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
[	
  Sample	
  customer	
  level	
  data	
  ]	
  




August	
  2010	
      ©	
  Datalicious	
  Pty	
  Ltd	
     51	
  
[	
  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	
  
Exercise:	
  Targe.ng	
  matrix	
  
[	
  Exercise:	
  Targe.ng	
  matrix	
  ]	
  

               Phase	
       Segment	
  A	
                       Segment	
  B	
     Channels	
  


         Awareness	
  


      Considera.on	
  


    Purchase	
  Intent	
  


      Up/Cross-­‐Sell	
  


August	
  2010	
                        ©	
  Datalicious	
  Pty	
  Ltd	
                            54	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
[	
  ClickTale	
  tes.ng	
  case	
  study	
  ]	
  




August	
  2010	
      ©	
  Datalicious	
  Pty	
  Ltd	
     61	
  
[	
  Bad	
  campaign	
  worse	
  than	
  none	
  ]	
  




August	
  2010	
       ©	
  Datalicious	
  Pty	
  Ltd	
     62	
  
[	
  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	
  
Summary	
  
101011010010010010101111010010010101010100001011111001010101
010100101011001100010100101001101101001101001010100111001010
010010101001001010010100100101001111101010100101001001001010	
  


[	
  Prac.ce	
  session	
  ]	
  
August	
  2010	
          ©	
  Datalicious	
  Pty	
  Ltd	
     65	
  
Exercise:	
  Web	
  analy.cs	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
[	
  Analysing	
  content	
  usage	
  ]	
  
§  Page	
  traffic	
  vs.	
  engagement	
  
§  Entry	
  vs.	
  exit	
  pages	
  
§  Popular	
  page	
  paths	
  
§  Internal	
  search	
  terms	
  




August	
  2010	
           ©	
  Datalicious	
  Pty	
  Ltd	
     71	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
[	
  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	
  
Contact	
  me	
  
cbartens@datalicious.com	
  
          	
  
       Follow	
  us	
  
 twiSer.com/datalicious	
  
           	
  
     Learn	
  more	
  
   blog.datalicious.com	
  
             	
  

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Group M Analytics (Part 2)

  • 1. [  GroupM  Analy.cs  ]   Advanced  analy+cs  training  
  • 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  
  • 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  
  • 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  
  • 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  
  • 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  
  • 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  
  • 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  
  • 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  
  • 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. Contact  me   cbartens@datalicious.com     Follow  us   twiSer.com/datalicious     Learn  more   blog.datalicious.com