This document discusses how Alliant's profitability models were used to optimize segmentation and improve response rates across multiple channels for a publisher client. The models were applied to:
1) Screen mail prospect orders and improve payment rates by combining an internal payment model with Alliant's profitability scores.
2) Segment new "one-timer" buyers before payment to increase response and conversion rates.
3) Score online prospects in real-time to target offers, improving profitability, payment rates, and partner revenue.
Testing showed minimizing online incentives for lower-ranked segments improved response rates the most. The models helped optimize response across both online and offline channels.
Best practices for contact center performance managementJennifer Whedbee
This webinar covers the best practices for implementing a real-time contact center performance management (CCPM) solution.
- Best-of-breed contact center performance management solution functionality
- Benefits of implementing a contact center management solution
- Top reasons for investing in a real-time contact center management solution
Recorded Thursday, April 21, 2015
Best practices for contact center performance managementJennifer Whedbee
This webinar covers the best practices for implementing a real-time contact center performance management (CCPM) solution.
- Best-of-breed contact center performance management solution functionality
- Benefits of implementing a contact center management solution
- Top reasons for investing in a real-time contact center management solution
Recorded Thursday, April 21, 2015
"Start Your Sales Engine! Accelerating Sales With Integrated Markeing, Market...LeadJen
In the race to win customers, marketing and sales need to work together like a well-coordinated pit crew. Jenny Vance demonstrates how companies can rev up sales easily by integrating marketing, automation and telemarketing.
Learn how you can use email to increase loyalty, take advantage of cross-sell opportunities, and keep members informed about the status of their accounts.
A presentation about Roistat, a marketing analytics system powered by AI, which analyzes all your advertising channels down to the profit.
Roistat collects data from the CRM system, advertising channels, and your website. In seconds, it can build reports according to > 40 business metrics, such as ROI, CPL, CPC, LTV, etc.
This is a first-of-its-kind service that combines data from various advertising sources with sales data, allowing companies to see which channels brought the most profit in the end. Roistat allows tracking each of the advertising activities to the smallest detail, for example, which keywords bring the most paying customers, what color of the button motivates people to make a purchase, which type of advertising has the most impact on the buying decision, etc.
This is a wonderful opportunity for companies to monitor the profitability of their marketing efforts & to make more informed business decisions. Roistat allows saving on advertising while receiving more sales.
It is a presentation about Roistat, a marketing analytics system powered by AI, which analyzes all your advertising channels down to the profit.
Roistat collects data from the CRM system, advertising channels, and your website. In seconds, it can build reports according to > 40 business metrics, such as ROI, CPL, CPC, LTV, etc.
This is a first-of-its-kind service that combines data from various advertising sources with sales data, allowing companies to see which channels brought the most profit in the end. Roistat allows tracking each of the advertising activities to the smallest detail, for example, which keywords bring the most paying customers, what color of the button motivates people to make a purchase, which type of advertising has the most impact on the buying decision, etc.
This is a wonderful opportunity for companies to monitor the profitability of their marketing efforts & to make more informed business decisions. Roistat allows saving on advertising while receiving more sales.
Omnichannel Attribution: How to Virgin Holidays join online and offline channelsmarketingfinder.co.uk
The divide between online and offline marketing is smaller than ever, and although the practicality of making the join has been questioned in the past, the technology exists today for you to make it happen.
Featuring guest speaker James Libor, Senior Marketing Planning & Efficiency Executive from Virgin Holidays, this webinar will demonstrate the importance of joining online and offline channels for an omnichannel approach to measurement and attribution, and how it can be used to power better decisions.
DMAW presentation on testing.
Run an A/A test
Make sure your test results are statistically significant
Use the right stats
You need a hypothesis
Segment your results
Validate your results
Use Advanced Analytics
Learn from your failures
Use test results to inform other channels
Test across channels
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The Customer Engagement Roadmap - The Key to Increasing the Value of Your Membership Base
Want to increase your subscription site’s profitability? The Customer Engagement Roadmap will show you how!
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Similar to Harder-Working Models: Scoring Consumers To Achieve Multiple Business Objectives
"Start Your Sales Engine! Accelerating Sales With Integrated Markeing, Market...LeadJen
In the race to win customers, marketing and sales need to work together like a well-coordinated pit crew. Jenny Vance demonstrates how companies can rev up sales easily by integrating marketing, automation and telemarketing.
Learn how you can use email to increase loyalty, take advantage of cross-sell opportunities, and keep members informed about the status of their accounts.
A presentation about Roistat, a marketing analytics system powered by AI, which analyzes all your advertising channels down to the profit.
Roistat collects data from the CRM system, advertising channels, and your website. In seconds, it can build reports according to > 40 business metrics, such as ROI, CPL, CPC, LTV, etc.
This is a first-of-its-kind service that combines data from various advertising sources with sales data, allowing companies to see which channels brought the most profit in the end. Roistat allows tracking each of the advertising activities to the smallest detail, for example, which keywords bring the most paying customers, what color of the button motivates people to make a purchase, which type of advertising has the most impact on the buying decision, etc.
This is a wonderful opportunity for companies to monitor the profitability of their marketing efforts & to make more informed business decisions. Roistat allows saving on advertising while receiving more sales.
It is a presentation about Roistat, a marketing analytics system powered by AI, which analyzes all your advertising channels down to the profit.
Roistat collects data from the CRM system, advertising channels, and your website. In seconds, it can build reports according to > 40 business metrics, such as ROI, CPL, CPC, LTV, etc.
This is a first-of-its-kind service that combines data from various advertising sources with sales data, allowing companies to see which channels brought the most profit in the end. Roistat allows tracking each of the advertising activities to the smallest detail, for example, which keywords bring the most paying customers, what color of the button motivates people to make a purchase, which type of advertising has the most impact on the buying decision, etc.
This is a wonderful opportunity for companies to monitor the profitability of their marketing efforts & to make more informed business decisions. Roistat allows saving on advertising while receiving more sales.
Omnichannel Attribution: How to Virgin Holidays join online and offline channelsmarketingfinder.co.uk
The divide between online and offline marketing is smaller than ever, and although the practicality of making the join has been questioned in the past, the technology exists today for you to make it happen.
Featuring guest speaker James Libor, Senior Marketing Planning & Efficiency Executive from Virgin Holidays, this webinar will demonstrate the importance of joining online and offline channels for an omnichannel approach to measurement and attribution, and how it can be used to power better decisions.
DMAW presentation on testing.
Run an A/A test
Make sure your test results are statistically significant
Use the right stats
You need a hypothesis
Segment your results
Validate your results
Use Advanced Analytics
Learn from your failures
Use test results to inform other channels
Test across channels
Email Marketing Metrics That Matter WebinarSilverpop
In this 60-minute Webinar, you'll learn the difference between process and output metrics, gain insight in how to more effectively communicate email success to management, examples of how to use metrics to drive email improvement, the impact of social media on email metrics and discover how one marketer measures and communicates email success. Will Stacy, director of marketing for Santander Consumer USA / Drive®, will explore key metrics and sample emails that are delivering substantial results, such as reduced call center volume, increased data quality, lower customer communication costs and increased online customer payments.
The Customer Engagement Roadmap - The Key to Increasing the Value of Your Membership Base
Want to increase your subscription site’s profitability? The Customer Engagement Roadmap will show you how!
2. Models Make Money
For Marketers
• Models make money for marketers
• Data is the rocket fuel of successful
marketing programs
• Be prepared for unexpected results
• Test more than once: it’s worth it!
3. Good segmentation tools drive
profitability across the business
acquisition
direct mail
alternate media
retention online store
email
reactivation
upsell/cross-sell
4. Houskeeping
• Cell phones off or silencer
• Social media
– Alliant twitter handle: @alliantinsight
– DMA hashtag: #dma12
• Ask questions at any time
5. Harder-Working Models
Today’s Speakers
Mary-Jo Jennifer Keith
Checco Krob Bergendorff
6. Improving Segmentation
in the Mail and Online
Keith Bergendorff
Assistant Vice President of Analytical Services
It’s all about winning.TM
7. PCH: Business Challenges
• Convert prospects into long-term customers
• Order response and payment rates for prospect
mailings in decline
• Attaining profit goals requires shifting consumers
to high-margin merchandise offers
• Extend PCH business across media channels
9. Challenges
• All PCH mail offers are Bill-Me so managing
payment risk is essential
• PCH needs included:
–Ability to qualify responders for Bill-Me offers
–Improvement in pay rates on “sub-standard”
lists
• Tests of scoring lists prior to mailing ineffective
Mail Prospect Order Screening
10. Solution
• Required a tool to improve order fulfillment
decisions
• Tested and rolled out with custom Alliant
profitability model applied at order stage
• Combined profitability score with re-developed
PCH internal payment model to
create a “Behavioral
Profitability Score”
Mail Prospect Order Screening
11. Order Screening
And Offer Pass
Segmentation
YES
?
Incoming PCH Internal Internal
Prospect Orders Score Score>A
NO
Alliant
On-Demand
Scoring
?
Combined
Fail Score Algorithm Pass
NO >X YES
12. Results: “Mail Prospect”
Behavioral Profitability Score
• Substantial increase in prospect mail volume
–Back-end score allows expansion into mail
lists and segments not previously viable due
to low pay
• Substantial increase in new paid buyer
generation
• No significant deterioration in pay-up rate!
• Combined score generates significantly
higher margin dollars
Mail Prospect Order Screening
14. Challenge
• Speed is a key factor in successfully
re-promoting new mail buyers
– Response declines rapidly with time
elapsed before first customer mailing
• Was not viable to re-mail new buyers
until first payment received
(6-12 weeks after order)
• Internal payment model anemic due
to lack of predictive data for new buyers
“One-Timer” Segmentation
15. Solution
• Reapply Alliant profitability scores already
appended to all responders
• New internal model uses Alliant scores to create
a new One-Timer Behavioral Profitability Score
• One-Timer score allows for effective payment
segmentation
before receiving payment
• Huge improvement vs. previous internal model
using only transactional data and demographics
“One-Timer” Segmentation
16. Results: “One-Timer” Behavioral
Profitability Score
• Enables mailing the highest scoring half of new
One-Timers without waiting for payment
–Reduced interval between first order and first
customer package from 6-12 weeks to 3
weeks
• Significant increase in overall order response
and conversion to Repeat Buyers
• Lift in order response and future value more
than compensates for decrease in overall
payment rate
“One-Timer” Segmentation
18. Challenges
• Payment rates for online orders abysmal
• Publishers unhappy with paid subscription rates
• Can’t offer merchandise and make a profit
• Insufficient internal data to identify who is
appropriate for Bill-Me offers
• Order screening improved pay rates, but
it’s not good marketing to solicit orders
and then reject them!
Online Prospect Scoring
19. Solution
• Apply scores from same Alliant profitability
model in Real Time at sweeps registration
• Combine profitability scores with internal Real
Time model to create “Ensemble Model”
• Use Ensemble Model score to segment offers
–“Prime” names get merchandise offers
–“Restricted” names get magazine offers
–“Lows” receive partner offers only
Online Prospect Scoring
20. Results
“Ensemble” Behavioral Profitability Score
• Targeted offers in online path and email deliver:
– Much improved profitability for merchandise sales
– Much improved pay rates for subscription sales
– Minimal rejection of orders on back end
– “Lows” routed immediately to partner email programs,
improving partner revenue
• Quality of new acquisition sources can quickly be
evaluated via average profitability score
Online Prospect Scoring
21. Alliant Profitability Scores
+
House Data
=
Increased ROI
• Mail Prospect Order Screening
• “One-Timer” Segmentation
• Online Prospect Scoring
Online prospect scoring
23. Business Challenges
Direct Mail Promotions
• Acquisition of subscribers to maintain rate base
24. Business Challenges
Direct Mail Promotions
• Migrate consumers to transact online
• Develop new sources of magazine
subscribers
• Maintain/improve response
26. Direct Mail Promotions
Online Order Benefits
• Cross sell
• 100% paid with
credit card
• No billing costs
27. Direct Mail Promotions
Package Change Results
• 50% increase over 4 campaigns
• New audience mix
• Not a large impact on response
28. Direct Mail Analytics
• Can analytics and data mining have an
impact?
• Determine which customers/lists to promote
29. Direct Mail Analytics
List Level
• Models focused on offline response
compared to total mailed
• Test on one model universe
• Changes to target online response:
Model with profit as target
Add online cross sell revenue
Add online profit factor
30. Direct Mail Analytics
List Level
• Online response impact too small
compared to offline response in
regression
31. Direct Mail Analytics
• To increase the online responder impact,
use entire campaign’s worth of data
• Model Development:
– Online responders compared to
offline responders
– Online order rate
– Similar to pay-up
32. Direct Mail Analytics
• Better Homes & Gardens September ’11
Acquisition Campaign
Order Form Copy
33. Direct Mail Analytics
• Factors increasing online order rate:
– Younger age
– Online order activity from multiple sources
– Presence of email address
– Less magazine transaction history
34. Direct Mail Analytics
Gains Chart Results
Quartiles Response Index Online Order Index
1-25% (Top) 86 246
26-50% 90 125
51-75% 102 57
76-100% (Bottom) 123 14
36. Direct Mail Testing
• Use model to determine online
messaging
• Test in March 2012 campaign
• Scored all house database names
• Divided into Rank Groups 1-5, 6-9, 10-
14, and 15-20
37. Direct Mail Testing
Ranks 1-14
$2 off w/ flyer
Test
Ranks 15-20
No online
Rank Group incentive
Control $2 off
39. Direct Mail Results – Control
Total v. Rank Groups
Actual
Actual Online Model
Response Order Model Online
Index to Index to Response Order
Ranks Total Total Index Index
1-5 87 259 86 246
6-9 93 107 90 125
10-14 105 45 102 57
15-20 114 24 123 14
Total:
1-20 100 100 100 100
42. Direct Mail Results
Test Package v. Control
Response Online Order
Index to Index to
Online Messaging Ranks Control Control
$2 off flyer/order form 1-14 93 426
For fastest service 15-20 107 12
• Lowest ranks more responsive if no
online incentive
43. Direct Mail Analytics
• Key takeaway:
– Optimized response for a group of
customers who were least likely to
order online
44. Direct Mail Next Steps
Put the Model to Work
• Optimize response:
– Continue minimal online incentive on
bottom segments.
– Similar testing on other magazines.
45. Direct Mail Next Steps
Put the Model to Work
• Optimize response/online order rate
– Testing model in conjunction with pre
and post email blasts.
– Testing on top segments to further
optimize response and online order rate.
46. Direct Mail Next Steps
Put the Model to Work
• Focus on ways to increase response
for those more likely to order online.
Data
Analytics Offer
Offer
Optimization
47. Meredith and Alliant
• Mining lower segments of house
models to maximize response.
– Particularly successful on cancels
• Provide new sources of names.
– Alliant’s data helps maximize use of
database
• Cut-back lower segments of Alliant
model to increase profitability.
Welcome!I am Mary-Jo Checco, VP of Consumer Marketing at Alliant.I will be the moderator for today’s session on “Harder Working Models”More than anything else, I hope that everyone who attends this session leaves here having learned three things:1. Modeling makes money for marketers. Marketing is expensive. More than ever before, it make sense for every marketer to have an arsenal of tools that optimize every marketing program.2. Be ready for unexpected results. I suppose this is another way of saying Test, Test, Test. Sometimes one insight in a modeling project can lead you in directions you hadn’t anticipated going. Both of our presenters today experienced early results in their modeling programs that made them re-think what they were doing 3. As all of you know, whether you are on the bleeding edge of digital marketer or you’re a died-in-the-wool direct mail maven, your are constantly generating new data and new insights about your customers, your offers and your products. Working with a statistician, or a team of statisticians, you become immersed in your data. And that helps you develop the insight you need to create more powerful, more successful marketing programs. In acquisition, in retention, and in reactivationLifecycle Modeling & Scoring to Achieve Multiple Business ObjectivesWith the right model, business objectives can be metModeling can benefit every lifestage of a consumer This session will show you some business objectives that have been met by implementing hard working models
So I am going to leave you with one last thought.With data as your rocket fuel, and a solid modeling strategy as your booster engine, You can apply the same insight and strategy across marketing channels.This is a key take-away, because I have seen many companies become intimidated by new channels, and fail to move with their customer base.With a solid strategy, and hard working models, you can enter any channel with the confidence that you are maximizing response and managing risk.
Please mute or turn off cell phones Social: Please feel free to post your impressions on twitter and linked inAlthough we will reserve time at the end of the session for Q+A, we want to keep this as interactive as possible. Feel free to ask questions during the presentation. Just raise your hand and I will ensure that you are addressed.If I see that we are running into a time problem. I’ll cut-off discussion and refer the question to the time at the end.
Different approachesPCH – payment score plus own resourcesMeredith uses internal resources plus third parties that can fill in where they are weak
Bio to come…
Bio to come…
Over the past couple of years, our strategies have focused on these three goals
The first step was to incorporate online order option within direct mail package. Tested various options within the package and envelope to get winner that didn’t depress response
The benefits to Meredith included cross sell opportunities both on the order and confirmation pages, 100% paid with credit card, no billing costs, and future cost savings with less paper transactions
With changes to the direct mail package we saw a steady increase in online order rate over a 12 month period. Online responders were not surprisingly younger with higher incomesInitially we didn’t see a big impact in response but as we made bigger, bolder pushes online there was a decrease.
What can be done on the modeling front to improve the online order rate while maintaining response?Our typical modeling exercise is to determine which lists/customers to promote (usually segmented into market segments of a regression model)
We spent about 3 months doing analysis before deciding on a testing strategy. Initially our efforts focused on segmenting customers at the list/model level.
Within a regression and comparing responders to non-responders, online response impact is too small to noticeably improve online order rate.
In order to get enough online responders to build a regression, I decided to use an entire direct mail campaign’s worth of data.
Took all the responders from the September 2011 direct mail campaign and compared the online responders to the offline responders via a regression (online orders/total orders). Online order = 1; offline order = 0.
In reviewing the model with the marketing team, a suggestion was made to use the model to determine online messaging. Rather than apply at a list level to decide who should be mailed, apply across the entire campaign to decide what package a customer should receive.
This slide shows how the model validated
The key marketing takeaway here is that by using minimal messaging to the lowest group, we got a 7% bump in response over the control.93 index did not outweigh the additional cost of the flyer or additional online orders generated
The 133 index can be compared to the 114 index shown on a previous slide when comparing 15-20 results to 1-20 results. The 114 is when mailed $2 off package; 133 is when mailed for fastest service package.