SlideShare a Scribd company logo
Navigating the Complex
Landscape of B2B
Attribution
Aaron Bird
CEO and Night Janitor, Bizible
About Aaron
• 15 years building software
• 4 years at Microsoft on Bing Ads
• Started Bizible 4 years ago
• Graduated Techstars; raised $10M
• Also night janitor at Bizible; love
bourbon a little too much
Problem Measure Peril Attribution
Problem Measure Peril Attribution
“The art of simplicity is a puzzle of complexity”
- Douglas Horton
Problem Measure Peril Attribution
Eliminating channel bias
Social
Content Marketing
Organic Search
Retargeting
Paid Search
Email
Problem Measure Peril Attribution
Pipeline Marketing
Problem Measure Peril Attribution
Top of mind metrics
You need to know:
• Average time from first click to closed deal
• Lead to opportunity rate and opportunity to customer
rate by marketing source
• Opportunities needed to hit revenue goal
Problem Measure Peril Attribution
Ad networks and conversion
Problem Measure Peril Attribution
Problem Measure Peril Attribution
Problem Measure Peril Attribution
Attribution modeling today
B2C B2B
Problem Measure Peril Attribution
•Our research found big differences in first and last touch
attribution...
2.5X
Social
1.6X
Direct
1.4X
Search
Problem with single touch
Problem Measure Peril Attribution
Key transitions in buying journey
Channel
Action
First Touch
• Social
• Organic
Search
Visit
• Retargeting
• Content
Lead
Created
• PPC
• Email
Opportunity
Created
Last Touch
Problem Measure Peril Attribution
W-shaped attribution
Problem Measure Peril Attribution
Visit Opp.Lead
30%30% 30%
Account based attribution
Problem Measure Peril Attribution
Visit Opp.Lead
Researcher Users Decision Maker
One Account / Company
Problem Measure
Not all marketing touches are equal
Events &
Conferences
Display Ad
Impression
Peril Attribution
Recap
• Track first click data
• Get agreement on the key touchpoints
• Measure post-lead marketing touches
• Use account-based attribution
Problem Measure Peril Attribution
QUESTIONS?
Just started measuring revenue. Time for some bourbon.
First
Key transitions in buying journey
Problem Measure Peril Attribution
Last
Visit OpportunityLead
Action
First Touch
Lead Opportunity
Last Touch
The Researcher The Users The Budget Authority
One Account
Visit
Account based attribution
Problem Measure Peril Attribution
W-shaped attribution
30%30%30%
1 2 31. First touch that created the
first (anonymous) visit
1. The touch that converted
the visitor into a lead
1. The touch that converted
the lead into a sales
opportunity, and sales
teams become engaged
Problem Measure Peril Attribution

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