Marketing Concepts - 360 degree of marketing strategy Moses Gomes
This presentation highlights the different concepts of marketing excluding the 4P's. Also, along with the presentation I have highlighted some case studies for ease of understanding of the concepts. Concepts explained are as follows
Affiliate Marketing
Referral Marketing
Loyalty Marketing
Visual Marketing
Viral Marketing
Word – Of – Mouth Marketing
Relationship Marketing
Multi – Level Marketing
Peripheral Marketing
Umbrella marketing
Sample marketing
POS Marketing
Online marketing
Up-sale marketing
Direct marketing
Event marketing
Cross marketing
Inbound Marketing
Permission Marketing
Guerrilla marketing
Marketing Concepts - 360 degree of marketing strategy Moses Gomes
This presentation highlights the different concepts of marketing excluding the 4P's. Also, along with the presentation I have highlighted some case studies for ease of understanding of the concepts. Concepts explained are as follows
Affiliate Marketing
Referral Marketing
Loyalty Marketing
Visual Marketing
Viral Marketing
Word – Of – Mouth Marketing
Relationship Marketing
Multi – Level Marketing
Peripheral Marketing
Umbrella marketing
Sample marketing
POS Marketing
Online marketing
Up-sale marketing
Direct marketing
Event marketing
Cross marketing
Inbound Marketing
Permission Marketing
Guerrilla marketing
This presentation introduces the most popular social media platforms linkedin, facebook, twitter and blog. It's focus is on how businesses can leverage the power of these new media to engage with their target audience and drive sales and make profits.
(This presentation was part of New Horizons London's Social Media Seminar in March2010: Slides have been created with the help of Chess Media's Jacob Morgan)
Visual Communication Planner: Communication made easyGabriele Carboni
Please refer to the v 3.0 slides.
Communication strategy doesn’t have to be complicated. Analyse, outline & create a visual plan of your web communication strategy with our free download
Social media marketing plan for The sparks foundation (tsf).
social media strategy. To reach a large number of audiences.
to enhance the skills of the fresher as well as professionals.
A well prepared and well -thought out presentation on the topic of Marketing and E-marketing covering topics like digital marketing over traditional marketing and goes further to explain how relevant digital marketing is in the business world today.
This presentation covers the whole topic of marketing communication or promotion including the Promotion Mix as Product Mix and Tools of the promotion, fully explained. followed by which promotional objectives and media selection and management.
Despite the debates around privacy, disinformation and influencer authenticity; social media continues to fuel our digital lives. The biggest change is how. With ever evolving platforms, trends, and even content types, social is growing increasingly complex and discerning fact from fiction is becoming progressively more difficult. What will be the biggest trends for marketers in 2020? Chris Walts, Social Strategy Lead at Ogilvy UK, and Kanika Bali, Social Strategist at Ogilvy Hong Kong share their insights.
Evolution Not Revolution: The Social Intelligence Maturity ModelTodd Todd
http://synthesio.com/corporate/en/resources/#guides | Intelligence on social media interaction is constantly evolving. In the increasingly interconnected world we live in today, the need for a model to encompass this topic has become very relevant for businesses and organizations. Synthesio answers this with the social intelligence maturity model.
Marketing is the activity, set of institutions, and the process of creating, communicating, delivering, exchanging, offerings that’s the value for customer, clients and partners and society of large.
The Marriage of Traditional and Digital MarketingHileman Group
Weddings are fun, aren’t they? Especially when it’s for two equally important strategies in your life, like traditional and digital marketing. They are both special to your overall marketing mix, and you’re over the moon when they are happy and work well together.
But, coming from different backgrounds, how can we ensure marital bliss? In the following presentation, we identify common pitfalls and effective approaches to successfully transition current marketing tactics from traditional avenues to digital.
Social Media Marketing Strategy for Business GrowthSlideTeam
This presentation is about how to increase business growth using social media marketing strategies which help to achieve social media and business goals.
This presentation introduces the most popular social media platforms linkedin, facebook, twitter and blog. It's focus is on how businesses can leverage the power of these new media to engage with their target audience and drive sales and make profits.
(This presentation was part of New Horizons London's Social Media Seminar in March2010: Slides have been created with the help of Chess Media's Jacob Morgan)
Visual Communication Planner: Communication made easyGabriele Carboni
Please refer to the v 3.0 slides.
Communication strategy doesn’t have to be complicated. Analyse, outline & create a visual plan of your web communication strategy with our free download
Social media marketing plan for The sparks foundation (tsf).
social media strategy. To reach a large number of audiences.
to enhance the skills of the fresher as well as professionals.
A well prepared and well -thought out presentation on the topic of Marketing and E-marketing covering topics like digital marketing over traditional marketing and goes further to explain how relevant digital marketing is in the business world today.
This presentation covers the whole topic of marketing communication or promotion including the Promotion Mix as Product Mix and Tools of the promotion, fully explained. followed by which promotional objectives and media selection and management.
Despite the debates around privacy, disinformation and influencer authenticity; social media continues to fuel our digital lives. The biggest change is how. With ever evolving platforms, trends, and even content types, social is growing increasingly complex and discerning fact from fiction is becoming progressively more difficult. What will be the biggest trends for marketers in 2020? Chris Walts, Social Strategy Lead at Ogilvy UK, and Kanika Bali, Social Strategist at Ogilvy Hong Kong share their insights.
Evolution Not Revolution: The Social Intelligence Maturity ModelTodd Todd
http://synthesio.com/corporate/en/resources/#guides | Intelligence on social media interaction is constantly evolving. In the increasingly interconnected world we live in today, the need for a model to encompass this topic has become very relevant for businesses and organizations. Synthesio answers this with the social intelligence maturity model.
Marketing is the activity, set of institutions, and the process of creating, communicating, delivering, exchanging, offerings that’s the value for customer, clients and partners and society of large.
The Marriage of Traditional and Digital MarketingHileman Group
Weddings are fun, aren’t they? Especially when it’s for two equally important strategies in your life, like traditional and digital marketing. They are both special to your overall marketing mix, and you’re over the moon when they are happy and work well together.
But, coming from different backgrounds, how can we ensure marital bliss? In the following presentation, we identify common pitfalls and effective approaches to successfully transition current marketing tactics from traditional avenues to digital.
Social Media Marketing Strategy for Business GrowthSlideTeam
This presentation is about how to increase business growth using social media marketing strategies which help to achieve social media and business goals.
Company reputation is built over years but it just
takes seconds to lose it because of unethical
promotions or inability to deliver to your customers. Therefore creating an effective marketing
communication mix through a well-researched strategy
will not only help your reach out to your customers but
also help you adapt to the ever-changing marketing
environment.
Rewiring marketing: a practice based approachBrowne & Mohan
Many marketing managers are not aware if they are leveraging marketing efforts correctly or getting the returns that they anticipated. Often people believe transforming marketing is all about creating some digital assets. Marketing transformation is not piece meal improvement. The primary purpose of a marketing transformation is to increase the ROI of marketing your company. In this white paper, Browne & Mohan consultants share a practice based approach to marketing transformation.
360 Degree Marketing: How to benefit from online and offline marketing commun...Browne & Mohan
With advent of online and mobile platforms, marketing managers now have both offline and online marketing assets to increase their brand reach and customer engagement. However, many companies do not plan and execute a marketing strategy that meshes assets available on different media. Moreover, companies do not use an extensive embellished strategy to keep in continuous touch with customers. In this white paper, Browne & Mohan consultants show how to integrate offline and online marketing assets systematically and build a strong extensive content strategy to develop from low cost low information intensive assets to costly high information intensive assets.
The importance of digital marketing lies in the fact that it is inexpensive and offers a plethora of options to connect with potential customers all around the world. Content marketing, email marketing, and social media marketing all help to raise brand recognition and enlighten clients about your products/services.
Influencer Marketing: Why it is Key for the Growth of Small BusinessesNada Tadros
In this short deck, I walk through the basics of Influencer Marketing and why its important for small businesses to consider it a key part of their local marketing strategy.
While modern day digital marketing is an enormous system of channels to which marketers simply must onboard their brands, advertising online is much more complex than the channels alone. In order to achieve the true potential of digital marketing,
Promote your ICO business with an ICO Marketing Agencytobygarfielddude
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Social media refers to online platforms and tools that enable users to create, share, and exchange information, ideas, and content in virtual communities and networks. These platforms have revolutionized the way people communicate, interact, and consume information. Here are some key aspects and descriptions of social media:
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How social media marketing helps businesses in 2024.pdfpramodkumar2310
Social media marketing refers to the process of utilizing social media platforms to promote products, services, or brands. It involves creating and sharing valuable content, engaging with followers, analyzing data, and running targeted advertising campaigns.
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“To be integrated is to feel secure, to feel connected.” The views and experi...AJHSSR Journal
ABSTRACT: Although a significant amount of literature exists on Morocco's migration policies and their
successes and failures since their implementation in 2014, there is limited research on the integration of subSaharan African children into schools. This paperis part of a Ph.D. research project that aims to fill this gap. It
reports the main findings of a study conducted with migrant children enrolled in two public schools in Rabat,
Morocco, exploring how integration is defined by the children themselves and identifying the obstacles that they
have encountered thus far. The following paper uses an inductive approach and primarily focuses on the
relationships of children with their teachers and peers as a key aspect of integration for students with a migration
background. The study has led to several crucial findings. It emphasizes the significance of speaking Colloquial
Moroccan Arabic (Darija) and being part of a community for effective integration. Moreover, it reveals that the
use of Modern Standard Arabic as the language of instruction in schools is a source of frustration for students,
indicating the need for language policy reform. The study underlines the importanceof considering the
children‟s agency when being integrated into mainstream public schools.
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KEYWORDS: migration, education, integration, sub-Saharan African children, public school
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Exploring Factors Affecting the Success of TVET-Industry Partnership: A Case ...AJHSSR Journal
ABSTRACT: The purpose of this study was to explore factors affecting the success of TVET-industry
partnerships. A case study design of the qualitative research method was used to achieve this objective. For the
study, one polytechnic college of Oromia regional state, and two industries were purposively selected. From the
sample polytechnic college and industries, a total of 17 sample respondents were selected. Out of 17
respondents, 10 respondents were selected using the snowball sampling method, and the rest 7 respondents were
selected using the purposive sampling technique. The qualitative data were collected through an in-depth
interview and document analysis. The data were analyzed using thematic approaches. The findings revealed that
TVET-industry partnerships were found weak. Lack of key stakeholder‟s awareness shortage of improved
training equipment and machines in polytechnic colleges, absence of trainee health insurance policy, lack of
incentive mechanisms for private industries, lack of employer industries involvement in designing and
developing occupational standards, and preparation of curriculum were some of the impediments of TVETindustry partnership. Based on the findings it was recommended that the Oromia TVET bureau in collaboration
with other relevant concerned regional authorities and TVET colleges, set new strategies for creating strong
awareness for industries, companies, and other relevant stakeholders on the purpose and advantages of
implementing successful TVET-industry partnership. Finally, the Oromia regional government in collaboration
with the TVET bureau needs to create policy-supported incentive strategies such as giving occasional privileges
of duty-free import, tax reduction, and regional government recognition awards based on the level of partnership
contribution to TVET institutions in promoting TVET-industry partnership.
KEY WORDS: employability skills, industries, and partnership
The Challenges of Good Governance and Project Implementation in Nigeria: A Re...AJHSSR Journal
ABSTRACT : This study reveals that systemic corruption and other factors including poor leadership,
leadership recruitment processes, ethnic and regional politics, tribalism and mediocrity, poor planning, and
variation of project design have been the causative factors that undermine projects implementation in postindependence African states, particularly in Nigeria. The study, thus, argued that successive governments of
African states, using Nigeria as a case study, have been deeply engrossed in this obnoxious practice that has
undermined infrastructure sector development as well as enthroned impoverishment and mass poverty in these
African countries. This study, therefore, is posed to examine the similarities in causative factors, effects and
consequences of corruption and how it affects governance, projects implementation and national growth. To
achieve this, the study adopted historical research design which is qualitative and explorative in nature. The
study among others suggests that the governments of developing countries should shun corruption and other
forms of obnoxious practices in order to operate effective and efficient systems that promote good governance
and ensure there is adequate projects implementation which are the attributes of a responsible government and
good leadership. Policy makers should also prioritize policy objectives and competence to ensure that policies
are fully implemented within stipulated time frame.
KEYWORDS: Developing Countries, Nigeria, Government, Project Implementation, Project Failure
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Non-Financial Information and Firm Risk Non-Financial Information and Firm RiskAJHSSR Journal
ABSTRACT: This research aims to examine how ESG disclosure and risk disclosure affect the total risk of
companies. Using cross section data from 355 companies listed in Indonesia Stock Exchange, data regarding
ESG disclosure and risk was collected. In this research, ESG and risk disclosures are measured based on content
analysis using GRI 4 guidelines for ESG disclosures and COSO ERM for risk disclosures. Using multiple
regression, it is concluded that only risk disclosure can reduce the company's total risk, while ESG disclosure
cannot affect the company's total risk. This shows that only risk disclosure is relevant in determining a
company's total risk.
KEYWORDS: ESG disclosure, risk disclosure, firm risk
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Enhance your social media strategy with the best digital marketing agency in Kolkata. This PPT covers 7 essential tips for effective social media marketing, offering practical advice and actionable insights to help you boost engagement, reach your target audience, and grow your online presence.
2. The B2B Full-Funnel
Marketer’s Handbook
F
or business-to-business marketers, the sales cycle has grown
increasingly complex in the last decade. No longer is it possible
to simply invest in predictable marketing channels, such as direct mail,
trade shows, and trade magazines, and then count on receiving calls
from prospects.
Today, prospects spend a considerable amount of their time online:
Americans are now spending nearly 20 hours each week on the Internet,
across more than 644 million websites.1
They are heavily influenced by
sources including online reviews, personal recommendations, and social
content. They are also influenced by display and search advertising
campaigns that appear on the sites they visit. This gives them access to
more information about potential business solutions than ever before.
Accordingly, such prospects are spending more time conducting
independent research and carefully evaluating information internally
before reaching out to a solutions provider. According to a BtoB Magazine/
Bizo survey, 43% of respondents said their organizations’ sales cycles had
lengthened within the past three years.2
Forrester Research notes that
today prospects are
anywhere from two-
thirds to 90% of the way
through their buying
journey before contacting
a vendor.3
Essentially, the
marketing funnel is now
controlled by the buyer.
1 “March 2012 Web Server Survey,” Netcraft 2012.
http://news.netcraft.com/archives/2012/03/05/march-2012-web-server-survey.html
2 “The Evolving B2B Purchase Process,” BtoB Magazine, April 2013.
3 “Buyer Behavior Helps B2B Marketers Guide the Buyer’s Journey,” Forrester, October 2012.
According to Forrester Research, a B2B buyer’s journey is often
ninety percent over before sales is contacted.
3. Because prospects aren’t likely to reach out to your organization
immediately, it’s important to use a full-funnel marketing approach to
reach out to target prospects through multiple digital marketing touch
points, both early in the buying process and at every stage thereafter.
Your competitors are already making such efforts to engage prospects
and capture leads early in the process—and if you haven’t developed
your own strategy, your target prospects are unlikely to reach out to your
organization. Marketers can no longer take a passive approach, assuming
that prospects will respond to their outreach programs; they must now
develop a comprehensive approach to reaching prospects and engaging
them throughout the entire marketing funnel in order to complete
a conversion.
What are the levels of the
marketing funnel?
T
he concept of the “marketing funnel” provides a helpful framework
for B2B marketers to understand each stage of a prospect’s decision-
making progress and to guide them in developing marketing programs
that are appropriate for every stage. In today’s age of advanced marketing
technologies and rapidly evolving best practices and strategies, marketers
are in a strong position to cost-effectively reach their target audiences at
every stage of the funnel.
At the top of the funnel, marketers should focus on building awareness
and recall of their company and products among prospects who are
currently unfamiliar with their brand. The goal is to convey what your
company does, why your products are unique, and why prospects should
care about your company.
In the mid-funnel, your goal is to educate and influence prospects after they
are aware of your brand, but before they are necessarily ready to engage
with a sales representative or share their contact information. Your mission
is to give them the tools and resources to educate themselves about your
solution and how it can assist them, using specific calls-to-action that will
help them find the most relevant information.
4. At the bottom of the funnel, your goal is to convert prospects into leads
and paying customers, enlisting them to sign up for newsletters or product
trials or to purchase your solution. By building awareness and nurturing your
prospects earlier in the buying process, at this point, you are likely to have a
group of highly targeted prospects ready to convert—but they may need a
few more reminders to nudge them into action.
Targeting the full funnel
I
n planning a comprehensive marketing strategy, marketers must employ
a diverse set of programs that impact the entire funnel. Full-funnel
marketing is focused on understanding the key objectives you need to hit
at each stage of the funnel, pinning down the right metrics to measure
progress against those objectives, and then deploying the most effective
programs to achieve them.
Marketers who employ a diverse set of strategies to reach prospects
across the entire funnel are likely to achieve the greatest success. And, it’s
important to understand the specific roles various programs and channels
can play in achieving that end goal. For example, online display advertising
should not be considered as a “top-funnel only” strategy; it has proven
remarkably effective when used in comprehensive programs that reach
every stage of the marketing funnel. In a recent comScore study, researchers
found that prospects who viewed search marketing ads for a company were
82% more likely to buy the product in question than if they received no
exposure. However, when the search ads were paired with display ads, the
researchers saw a 119% lift in sales4
for this mid-funnel marketing strategy.
4 comScore white paper, September 17, 2010.
5. Developing a full-funnel marketing
strategy
W
hen launching an online marketing program today, it’s essential to
focus on a comprehensive overview of how each campaign will help
you reach prospects at each stage at the marketing funnel, subsequently
guiding them from one phase to the next until they are prepared to convert.
Let’s look at the primary considerations in developing a marketing program
that seamlessly guides prospects from top- to bottom-funnel:
1 Top-funnel marketing: Building your brand
At the top of the marketing funnel, the
marketer’s goal is to increase brand awareness
and exposure among as many people as
possible within the company’s target influencers
and decision makers, priming prospects to
respond positively to future offers.
Brand-building activities should include a mix of
online and offline marketing strategies. Investing
in public relations can help you secure earned
media for your company, which will enhance
your credibility. Engaging in social media can
also assist with introducing your brand to new
audiences and boosting awareness: In addition
to promoting your own content on platforms
like Facebook and Twitter, focus on providing helpful resources within
your industry to gain a reputation as an industry thought leader.
Display advertising is also a highly effective method for reaching your
audience in a very targeted way and at scale, introducing prospects
to your brand: One study found that display advertising led to a 26%
increase in brand recall.5
5 “Brand advertising and digital: An IAB Europe White Paper,” June 2010, IAB Europe.
BRAND
AWARENESS
CONTENT ENGAGEMENT
& EDUCATION
LEAD GENERATION
& SALES CONVERSIONS
6. However, when investing in display, it’s important to target your
advertising carefully even from the beginning, in order to avoid wasting
advertising dollars on unqualified prospects. In order to correctly target
the appropriate business prospects, it can be very helpful to employ
business demographic targeting, which can identify prospects according
to specific business segments such as industry and job function, and
serve ads to them anywhere they travel across the web. Because
prospects are waiting longer to engage with sales, it’s more important
than ever to ensure your brand is top of mind by displaying ads to the
right people, both early and often.
At this stage, focus on developing banner ads and other creative with
a clever concept and memorable impact, to help prospects become
familiar with your brand and what your organization can offer. It’s
important to note that your click-through rate is not an accurate
representation of your campaign’s success: Many prospects will not
convert at this time, but top-funnel display advertising nonetheless
has a direct and measurable impact on their later-stage actions. Such
advertising can also have a direct and immediate impact on brand lift
and recall; later in this guidebook, we will further discuss the metrics to
measure at each stage of the funnel.
2 Mid-funnel marketing: Increasing engagement
Once prospects are familiar with your brand,
the next step is to educate them about the
solutions you offer, and encourage them to
engage with your website, landing pages, and
social channels.
Developing engaging content, including a corporate blog, white papers,
webinars, and other content offers, can effectively draw top-funnel
prospects into the mid-funnel through search and social media traffic.
You can “gate” some of this content, encouraging prospects to provide
their contact details in order to download an offer. Once they’ve provided
such information, you will be able to market to them directly with
additional content and sales offers.
7. Advertising through social media (such as Facebook and LinkedIn) is an
effective strategy for targeting mid-funnel prospects with short text ads
that include calls to action: Consider displaying targeted ads to them
that lead them to highly relevant white papers, ebooks, and other gated
content. In Bizo’s own marketing initiatives, a targeted social advertising
campaign led to a 43% brand lift and a 77% lift in traffic in the context of
a larger campaign.
Investing in keyword search ads connected with your brand or industry
can also help you capture leads already familiar with the type of solution
you can offer.
Display advertising can also be used effectively in this stage, focusing
on developing targeted “call-to-action” ads encouraging prospects to
access specific articles, videos, or other pieces of content that are closely
aligned with their own business needs. For instance, a targeted keyword
ad that links to a retail solutions brief can encourage a CMO for a major
drugstore chain to learn more about your analytics software. Top-funnel
display campaigns have a significant impact on mid-funnel engagement:
In one case study, prospects were 82% more likely to download content
and travel further into the sales funnel if they had seen a company’s
display advertisements.6
3 Bottom-funnel marketing: Driving leads and conversions
Once prospects are familiar with your brand and
have had the opportunity to educate themselves
about the solutions you can offer, they may
convert without any further prompting—or they
may not.
For prospects who don’t immediately convert,
there are a number of effective techniques that
are likely to guide your prospects towards a purchase.
6 “Online Display Advertising: Its Quantified Effect on Organic Down-Funnel Activity,” CBS Interactive
Insight Series, 2011.
BRAND
AWARENESS
MIDDLE
LEAD GENERATION
& SALES CONVERSIONS
8. Bottom-funnel prospects may still be seeking information on your
company, so it’s important to make sure they can easily find you in
their online searches for keywords related to your company or industry.
Whether you choose to focus on paid search or on increasing your
organic search rankings through content marketing, keyword marketing
will be an important step in the process at this point.
Email marketing is also a high-priority initiative for reaching prospects
who have previously provided contact information in response to one
of your gated content offers. You can customize your email marketing
based on the prospect’s demographics, website behavior, and previous
engagement with your brand, ensuring that you are able to send highly
relevant content and offers to each prospect to increase their chances of
converting into a sale.
Display retargeting is another highly effective method for regaining lost
leads and generating new sales. Retargeting works by using tracking
cookies to determine which prospects have previously clicked on your
ads, opened your newsletters, or visited your website. You can then use
an ad retargeting platform to display ads specifically to these prospects
who are already engaged with your brand. Such advertising initiatives
can be highly effective: According to one recent study, prospecting
combined with retargeting can lead to 147 percent higher conversion
rates within some industries.7
When plotting a
marketing program, it’s
important to consider
prospects at each stage
of the marketing funnel
in determining the types
of campaigns you plan to
run and the budget for
each one.
7 “Ad Retargeting Returns Higher Results With Prospecting,” March 2012, CMO.com.
How Basic Retargeting Works
Your Website
Sign Up Now!
Business News
Website
Your Display Ad:
“Limited Time Offer -
Sign Up Now!”
User visits your website &
receives a retargeting cookie
Visitor does not convert,
leaves & visits another site
Visitor receives a display ad with
a specific retargeting message &
returns to your website
9. For example, rather than investing heavily in keyword search ads—which are
good at targeting mid- and bottom-funnel leads who are already familiar
with your brand and industry, but will not help you identify leads who are
not yet seeking a business solution—you should plan a solid marketing mix
that reaches prospects at all stages of the marketing funnel.
The Anatomy of a Full-Funnel
Marketing Plan
A potential full-funnel marketing plan might look like this:
TOP-FUNNEL: Display advertising, public relations,
social media engagement, blog content generation.
MID-FUNNEL: Display advertising, gated content offers,
webinars, social media advertising, email marketing.
BOTTOM-FUNNEL: Search marketing, email marketing,
display retargeting for all prospects who have previously
engaged with your content or website.
Again, display advertising serves an important role at every stage
of the marketing funnel—raising brand awareness initially, and
consistently reinforcing your brand to prospects in later stages of the
decision-making process.
Measuring the Impact of a Full-Funnel
Marketing Approach
H
ow can you measure the effectiveness of your marketing initiatives?
First, make sure that you are tracking the correct metrics: The metrics
you should be focusing on will vary considerably depending on which stage
of the marketing funnel you are nurturing.
TOP
MIDDLE
BOTTOM
10. When measuring top-funnel impact, look at factors such as brand recall
(comparing brand awareness between a control group and an exposed
group), lift in branded search results, targeted traffic to your website, and
an increase in web form conversions.
In the mid-funnel, the metrics to use will focus on how engaged prospects
are with your content. With an effective mid-funnel campaign, you should
see an increase in per-visitor page views to your website, a lift in web form
conversions, increased branded and keyword search traffic, and an increase
in leads, whether through form conversions or other methods.
Finally, at the bottom of the marketing funnel, your company can examine
metrics such as leads generated and the total cost of each lead; overall
lift in web form conversions; the influence of each sales opportunity on a
prospect; and the share of revenue contributed by each closed deal. At this
stage, you’ll be better able to evaluate the overall return on investment of
each marketing initiative and its impact in guiding prospects towards sales.
When executing your full-funnel marketing strategy, don’t make the
mistake of attributing each conversion to the “last touch”: For instance, if a
prospect converted after viewing a keyword ad, he may have been equally
influenced by the series of display ads he viewed prior to that point.
Carefully track each prospect’s path to converting to help you carefully
measure how effective each marketing campaign is in achieving your
overall goals. By measuring your return on investment for each campaign
at every stage of the funnel, you can better optimize future digital
marketing
programs.
In this marketing touch sequence, all credit is given
to email, which is an ineffective way to measure the
value of your marketing programs.
INTRODUCE
Display
Impression
INFLUENCE
SEM
CLOSE
Email
123
Total
Conversion
Actions
123
Total
Conversion
Actions
11. CASE STUDY
ZUORA’S REAL-WORLD SUCCESS IN FULL-FUNNEL MARKETING
Zuora, a business solution that helps
companies automate subscription billing
services, partnered with Bizo to develop a full-
funnel marketing strategy that would help the
company raise brand awareness, engage with
target prospects, and ultimately generate new leads and conversions.
At the top of the funnel, Zuora used Bizo’s platform to target professionals
in various industries across a specified range of job functions through a
display advertising campaign. As a result, Zuora saw a 182% increase in
page views, and a 21% lift in brand recall which translates to 124,863 more
potential target prospects who are aware of Zuora.
In the mid-funnel, Zuora switched from awareness-focused display ads to
display creative with specific calls-to-action to view specified content on
the company’s website, such as product pages and demos. Users exposed
to these display ads were 42% more likely to view multiple Web pages and
invest additional time on Zuora’s website.
Finally, in targeting bottom-funnel prospects who had previously
demonstrated engagement with the company, Zuora used display ad
retargeting, displaying direct-response ads to prospects who were currently
in their CRM database or had previously visited the company’s website or
opened an email newsletter.
In total, Zuora’s full-funnel marketing strategy led to more than 1,000 new
conversions, created a 21% boost in brand awareness, and boosted page
views by more than 180%.
12. Conclusion
When determining a marketing plan for your own business, take a long-
term approach to determining budgets, campaigns, and metrics relating
to reaching prospects at every stage of the marketing funnel. By creating
a full-funnel marketing plan, you can optimize your budget and maximize
the impact of every campaign you run—resulting in lower spends, higher
conversion rates, and powerful results.
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