SugarCon 2013: CRM and Marketing Automation: Understanding the Customer Relat...SugarCRM
Tim Price, Act-On
Sophisticated business managers recognize that not only is the definition of customer relationships changing, but requirements in the earlier stages of the sales funnel are evolving as well. Maintaining a holistic view of the process, recognizing that Marketing Automation and CRM are both natural extensions of one another is essential, however few fully understand how they coexist effectively. In this session, learn the similarities and differences, as well as how, when integrated, the two technologies deliver a whole that is exponentially more efficient and complete than the sum of its parts.
Sales & Marketing alignment: Happy marriage or forced coexistence?B2B Marketing Forum
De B2B marketingwereld is drastisch veranderd. B2B kopers hebben meer dan ooit tevoren controle over hun koopproces en ze hebben tegenwoordig veel, en op een totaal andere wijze, contact met leveranciers. Daarnaast moet de huidige marketeer sterke technische en analytische vaardigheden hebben en innovatief zijn in het vormgeven van een effectieve samenwerking met hun collega’s van sales. Marketeers moeten uitzoeken hoe ze hun marketingvaardigheden kunnen uitbouwen, hoe ze hun interne marketingdiensten kunnen samenvoegen en de samenwerking tussen corporate en upstream marketing kunnen versterken, evenals de samenwerking met sales.
Make every customer conversation count: Power your 21st Century Sales Warrior to make an impact in every deal - with easy collaboration, agility and meaningful insight
Embracing Digital Disruption to Power Sales GrowthDreamforce
Digital disruption is impacting organizations today and will continue to do so in the future. One area of opportunity organizations must not ignore is the Sales environment, where there is greater pressure than ever to maximize sales results. Join Yusuf Tayob from Accenture as we look at this through three lenses: customers, sellers and competitors.
Watch the session video: http://bit.ly/1MnIqep
SugarCon 2013: CRM and Marketing Automation: Understanding the Customer Relat...SugarCRM
Tim Price, Act-On
Sophisticated business managers recognize that not only is the definition of customer relationships changing, but requirements in the earlier stages of the sales funnel are evolving as well. Maintaining a holistic view of the process, recognizing that Marketing Automation and CRM are both natural extensions of one another is essential, however few fully understand how they coexist effectively. In this session, learn the similarities and differences, as well as how, when integrated, the two technologies deliver a whole that is exponentially more efficient and complete than the sum of its parts.
Sales & Marketing alignment: Happy marriage or forced coexistence?B2B Marketing Forum
De B2B marketingwereld is drastisch veranderd. B2B kopers hebben meer dan ooit tevoren controle over hun koopproces en ze hebben tegenwoordig veel, en op een totaal andere wijze, contact met leveranciers. Daarnaast moet de huidige marketeer sterke technische en analytische vaardigheden hebben en innovatief zijn in het vormgeven van een effectieve samenwerking met hun collega’s van sales. Marketeers moeten uitzoeken hoe ze hun marketingvaardigheden kunnen uitbouwen, hoe ze hun interne marketingdiensten kunnen samenvoegen en de samenwerking tussen corporate en upstream marketing kunnen versterken, evenals de samenwerking met sales.
Make every customer conversation count: Power your 21st Century Sales Warrior to make an impact in every deal - with easy collaboration, agility and meaningful insight
Embracing Digital Disruption to Power Sales GrowthDreamforce
Digital disruption is impacting organizations today and will continue to do so in the future. One area of opportunity organizations must not ignore is the Sales environment, where there is greater pressure than ever to maximize sales results. Join Yusuf Tayob from Accenture as we look at this through three lenses: customers, sellers and competitors.
Watch the session video: http://bit.ly/1MnIqep
Proving Marketing's Worth: What B2Bs Need to Measure and Why [Marketing Metrics]SalesEngine
Marketing metrics have changed. The evolution of marketing automation tools and business analytics has made it easier to obtain measurements, but many sales and marketing organizations still struggle to prove marketing's worth. Join Sales Engine International's CEO and Founder, Paul Rafferty and Kim Cool, Sales Engine International's Director of Customer Success, for a discussion of common B2B measurement challenges and a demonstration of dashboards built to track KPIs.
The latest webinar from Mark Sellers, hosted by EcSell Institute, on how to maximize the value of the funnel in lead conversion, qualification, and overall funnel management
Interactive Marketing – Being Relevant to your CustomerIBM Sverige
How can you be relevant to each an every customer and prospect and respond to their needs in today's multi-channel world? We explore how leading brands across Europe are delivering this highly personalised experience to drive revenues, profits and greater customer experience.
Vladimir Mosewicz, EMM Subject Matter Expert, IBM Europe
EyeforTravel - Travel Distribution Summit Asia (2008)EyeforTravel
Asia Pacific’s largest & most trusted meeting place for travel pricing, marketing and distribution experts
http://events.eyefortravel.com/tdsasia/conference/#?t=slideshare
There is a disconnect between what brands want and agencies deliver. Download the FREE 40 page report Reconsidering the Advertising Industry and learn how agencies can bridge this gap (go to: http://tinyurl.com/55cs9o)
EyeforTravel - Revenue Management & Pricing in Travel USA 2008EyeforTravel
Revenue Management & Pricing in Travel USA 2008 - How to Boost Your Revenues - Even When Times are Tough
http://events.eyefortravel.com/tdsusa/revenue-management/?t=slideshare
Alexander Group 2012 SaaS Benchmarking Study SaaS sales leaders looking for actionable insights to inform their 2012 strategy will receive a comprehensive set of metrics, including information on sales coverage, job roles, sales productivity, customer acquisition and retention, and sales compensation.
This best practices guide will walk you through a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
Find out how Top Performing sales teams are maximizing success in 2013. Based on the experiences of 300+ organizations.
http://www.gleanster.com/reports/reports/top-performing-tactics-for-overcoming-a-stagnating-sales-pipeline
Historical Data Required for Sales ForecastingSwayne Hill
A few examples of data you'll need to become effective and reliable at sales forecasting. More detail in the accompanying blog post on http://DataDrivenSalesManagement.com
monetising social media - Farmville is one of the greatest success stories of Facebook. Hear from our social media expert as they discuss the business model behind virtual games and how to make revenue from a space that many thought was unmonetisable. Attend this session to find out more about monetising advertising in social media, virtual goods, conversion incentives, effective data capture and the opportunities for gaming companies and affiliates.
Proving Marketing's Worth: What B2Bs Need to Measure and Why [Marketing Metrics]SalesEngine
Marketing metrics have changed. The evolution of marketing automation tools and business analytics has made it easier to obtain measurements, but many sales and marketing organizations still struggle to prove marketing's worth. Join Sales Engine International's CEO and Founder, Paul Rafferty and Kim Cool, Sales Engine International's Director of Customer Success, for a discussion of common B2B measurement challenges and a demonstration of dashboards built to track KPIs.
The latest webinar from Mark Sellers, hosted by EcSell Institute, on how to maximize the value of the funnel in lead conversion, qualification, and overall funnel management
Interactive Marketing – Being Relevant to your CustomerIBM Sverige
How can you be relevant to each an every customer and prospect and respond to their needs in today's multi-channel world? We explore how leading brands across Europe are delivering this highly personalised experience to drive revenues, profits and greater customer experience.
Vladimir Mosewicz, EMM Subject Matter Expert, IBM Europe
EyeforTravel - Travel Distribution Summit Asia (2008)EyeforTravel
Asia Pacific’s largest & most trusted meeting place for travel pricing, marketing and distribution experts
http://events.eyefortravel.com/tdsasia/conference/#?t=slideshare
There is a disconnect between what brands want and agencies deliver. Download the FREE 40 page report Reconsidering the Advertising Industry and learn how agencies can bridge this gap (go to: http://tinyurl.com/55cs9o)
EyeforTravel - Revenue Management & Pricing in Travel USA 2008EyeforTravel
Revenue Management & Pricing in Travel USA 2008 - How to Boost Your Revenues - Even When Times are Tough
http://events.eyefortravel.com/tdsusa/revenue-management/?t=slideshare
Alexander Group 2012 SaaS Benchmarking Study SaaS sales leaders looking for actionable insights to inform their 2012 strategy will receive a comprehensive set of metrics, including information on sales coverage, job roles, sales productivity, customer acquisition and retention, and sales compensation.
This best practices guide will walk you through a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
Find out how Top Performing sales teams are maximizing success in 2013. Based on the experiences of 300+ organizations.
http://www.gleanster.com/reports/reports/top-performing-tactics-for-overcoming-a-stagnating-sales-pipeline
Historical Data Required for Sales ForecastingSwayne Hill
A few examples of data you'll need to become effective and reliable at sales forecasting. More detail in the accompanying blog post on http://DataDrivenSalesManagement.com
monetising social media - Farmville is one of the greatest success stories of Facebook. Hear from our social media expert as they discuss the business model behind virtual games and how to make revenue from a space that many thought was unmonetisable. Attend this session to find out more about monetising advertising in social media, virtual goods, conversion incentives, effective data capture and the opportunities for gaming companies and affiliates.
Get practical tips for making sales calls, including how to successfully close a sale and follow-up with potential customers.
This lecture focuses on both business-to-consumer (B2C) and business-to-business (B2B) sales.
Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.
Data Strategy for Digital Sales : Case Study & Best PracticeBarry Magee
Citrix Peer Exchange : Indeed.com - Oct 2020 - Barry Magee
I'm an experienced senior business leader focused on how data-driven transformation creates organisational value with deep experience in sales, marketing, strategy, operations, and change management. I’m a recognized industry-leading specialist and academic on effective and systemic innovation using data and analytics to build competitive advantage and tangible results.
https://www.linkedin.com/in/barrymagee/
B2B Marketing Trends to Engage Target Accounts and Skyrocket Demand GenAggregage
In this webinar, ABM expert Ari Capogeannis will provide examples of successful ABM strategies and assist you in making the most of your ABM technology!
Lead Scoring: Aligning Marketing and Sales with Effective Lead Scoring Techniques - Turning Marketing’s leads into Sales’ gold can be a challenge. The inability to generate and identify qualified leads negatively impacts the effectiveness of marketing campaigns, revenue growth, and company success. This presentation explores this challenge and provides information on how to align the expectations of sales and marketing, enabling marketing to deliver a continuous flow of qualified leads to the sales team for maximum ROI. This informative session will teach you how to accelerate the sales cycle through automated lead scoring.
The typical marketer and sales person, in a complex B2B sales environment,understands the value of a truly qualified “sales-ready” lead over a marketing ready prospect, because it meets a designated set of criteria and progresses into a sale faster with fewer selling resources
Organizations can spend a high percentage of their marketing budget on lead generation efforts, only to find that their leads aren't converting. Finding qualified leads has become more challenging than ever before, while making marketing planning and prospect nurturing more critical.
Watch Finding & Nurturing the Right Prospects and gain a deeper understanding of strategies for identifying and nurturing high-value leads in a challenging economy.
Durring this session at MarTech West 2019, Mediacurrent's Director of Marketing Adam Kirby shares his approach to transitioning a 2K person SaaS organization from almost no KPIs to a multi-touch attribution model supported by sales, marketing, and the technology departments. You'll learn from his mistakes and walk away with a clear set of next steps to guide your organization to marketing attribution.
Marketing agencies are increasingly being asked by clients to help generate more and better leads for their sales teams. Yet, very few agencies are equipped to even talk to their clients' sales and marketing management teams about these needs. Very few agencies have experience generating leads online, let alone helping sales and marketing teams function together as one unified team with common goals and mutual accountability. In this recorded webinar, you'll learn how to help clients align sales and marketing processes, goals and messaging.
Join Ian Michiels, Principal Analyst at Gleanster Research for a primer on the terms, metrics, process, tools and tactics marketers need to understand and adopt as they increase their emphasis on lead generation.
Setting Your Clients Up for Success with Marketing Automation – Best PracticesBrainrider B2B Marketing
Setting Your Clients Up for Success with Marketing Automation – Best Practices - Created and Presented by Jeffrey Yee (Consultant at Eloqua) at #torontoB2B Marketers Meetup VI.
Build a Social Media Strategy Not Tactics - Sujata Ramnarayan, Ph.D.MarketingCamp
Sujata Ramnarayan applies his strategic and research skills to share how you can attain successful social media results when you start with a strategy rather than selecting tactics.
How to Find Out What's Working with Social Media Monitoring - Michael ProcopioMarketingCamp
Michael Procopio introduces us the social media monitoring so that we can uncover what's happening when we more than likely blindly launch a social media marketing campaign.
Transforming Yourself from Expert to Guru - Mitchell LevyMarketingCamp
Mitchell Levy explains that you are a guru when others recognize you as an
expert in your space and seek you out for help and how to achieve this in your internet time.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
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RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Search Disrupted Google’s Leaked Documents Rock the SEO World.pdf
Marketing Automation 6 Step to Success - Mark LeVell
1. Marketing
Automation
6 Steps to
Success
Mark LeVell, President MLeVell@4ThoughtMarketing.com
2. Mark LeVell
President
4Thought Marketing,
Specialists in Marketing Automation
Previous: Vice President Market2Lead
Deep Marketing Automation Experience
Previous: Director MarketFirst Group Pivotal/CDC Software
Responsible for all aspects of Software Division
Previous: President of TeleSell Sales Software for 14 years
Directly managed 10s, Indirectly managed 100’s of projects
MLeVell@4ThoughtMarketing.com
8. Digital Body Language is about
the Buyer’s Journey
Interest Evaluate Justify Purchase
Sales & Marketing Effectiveness Determine Volume and Velocity
Eloqua Best Practices: The Demand
8
Lifecycle(TM)
10. Why Nurture?
• 60% of marketers believe that technology can help them develop more high-quality
leads. (Forrester Research)
• Sales reps dedicate 14% of their time to lead development, but only 6.3% of leads are
utilized (Sirius Decisions)
Source: Sirius Decisions Within 24 months from target
company or competitor10
11. Plugging the Leak
Source: Forrester’s Best Practices: “Improving B2B Lead Management”
11
12. Why Nurture?
Today Buyers Find Sellers.
It’s now the “Buy Cycle” more than the “Sales Cycle”
Sales doesn’t want to.
Sales doesn’t have time.
Salespeople are expensive.
Your Corporate Database is a tremendous Asset
15. What is Scoring?
Lead Scoring
The predictive ranking of one inbound
response versus another.
An automated scoring program is
objective.
16. Example Score
Score Description Marketing Action
Priority but may need
The right prospect but
A4 specific “why now”
no interest.
messaging.
Good fit and very Send to sales queue for
B1
interested. follow-up.
Not the idea prospect Will they ever be a good
C1
but very interested. fit? Continue to nurture.
Fulfill request and
D4 Wrong Fit. No interest.
segment out.
18. Align Follow-Up with Lead Value
Expressing Interest Aware of problem Plan to solve problem Desire specific solution
Send to Send to
CRM CRM
Route to Route to Sales Route to Sales
Fulfill request For immediate
Education Nurturing for non-priority
Program follow-up follow-up
Low Cost/High Efficiency High Cost/Low Efficiency
22. Wanamaker’s Lament
“I know half the money
I spend on advertising is
wasted, but I can never
find out which half.”
– John Wanamaker (1838-
1922)
The Father of Modern
Advertising
26. So What is Marketing Automation?
• Tracking Digital Body Language
• Nurturing Programs
• Social Media Integration
• Lead Scoring
• Closed Loop Reporting
31. Success Step #2 :
CLEAN your freakin’ Data
Dirty Data
• Ruins Metrics
• Lowers Deliverability
• Annoys Prospects
• Kills Projects and Careers
32. Success Step #2 :
CLEAN your freakin’ Data
• Get rid of Dup Contacts
• And get rid of Dup Companies
• Dump the ASDF
• No engagement 6 Months? Gone!
• Define your industries
• Normalize your Titles
34. Success Step #3
Define your Pipeline
• Define your terms.
• Which depts get what, when?
• Define a qualified lead?
• Get Agreement on when
sales drops a lead
36. Success Step #4
Secure the Right Resources
• Secure Technical Resources
• Integration, Website, Programming
• Plan for Sufficient Content
• Remember your day job!
- Goes back to setting expectations
38. Success Step #5
Know Your Strategy
• If your execs don’t have it… create it
yourself!
• Identify your Target Market
• Know your Buyer Personas
• Collect Sufficient Data to Target
40. Success Step #6
Prove your success
• Goes Back to Closed Loop Reporting
• The beauty of marketing automation is
you can prove that you’re successful
• Measurement will set you
above your peers
42. How to measure campaign success:
Net Response?
Number of Number of Response
Segment
Customers Responses Rate %
Treated 1,000 250 25%
Control 1,000 100 10%
Uplift 150 15%
43. Why did the chicken cross the road?
$100M marketing
campaign promising that
the grass is greener on the
other side!
Historical
inevitability: the
chicken was
always going to
cross the road
With enough chickens (and a good control group!), an uplift model can tell us which
chickens were influenced by marketing, and which had already made up their
minds.
43
44. Uplift segmentation for response
If we target, customer will:
Buy
If we do nothing,
customer will:
Do nothing Buy
Do nothing
44
46. Marketing Automation Is…
Tracking Digital Body Language
Nurturing Programs
Social Media Integration
Lead Scoring
Closed Loop Reporting
47. Six Steps for MA Success
1. Engage Your Company
2. Clean Your Data
3. Define your Pipeline Processes
4. Secure The Right Resources
5. Measure and Prove your success
Just as an in-person qualification requires excellent listening skills (human data processing), an automated qualification demands good data.
What is Closed-Loop Reporting?Let’s think of it in terms of how marketers work:Marketers create a {click} Campaign, which they sent to {click} Contacts in their marketing database. The point of any Campaign {click} is to generate Responses from your Contacts. Marketing passes those Responses to Sales, who then {click} turns Responses into Opportunities and ultimately {click} into Revenue. What Closed-Loop Reporting does for marketers {click} is connect the costs of running marketing campaigns with the revenue those campaigns bring inBy “closing the loop” between revenue and marketing campaigns, CLR can shed light on which campaigns are successfully steering revenue—and which need to be replaced with something more effective
Q: Why did the chicken cross the road?A1: Because Microsoft spent $100M on an advertising campaign asking the chicken “where do you want to go today?”A2: Karl Marx disagrees and says it was a historcial inevitability: the chicken was always going to cross the road.Uplift (with enough chickens and a randomized control group!) can help us decide which chickens were already decided and which were pushed by our marketing efforts.