Filed under: #mktgcloud, A/B Testing, Actionable Insights, Analytics, Behavioural Targeting, CRM, Data, Datarati, Datarati.TV, Display Media, Email Marketing, Forms, Landing Pages, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Automation, Marketing Cloud, Multivariate Testing, Segmentation, Software as a Service, Testing, Web Analytics | Tags: Ad:Tech Sydney 2010
1.) DATA CAPTURE: Have a strategy of what data you plan to collect and why? i.e. Explicit data e.g. demographic data, profile data etc as well as Implicit data e.g. behavioural data (what people click on, pages they view, content they interact with and/or download. How do you plan to use that data? When do you plan to use that data? In what channel will you take action on that data e.g. email, sms, direct mail, social media, telemarketing etc.
2.) CENTRALISE ALL DATA POINTS: Centralise all your digital data into a centralised marketing automation database. This includes, paid search data, paid display data, email marketing, landing pages, web analytics data and social media data. Digital marketers are tired of living in EXCEL HELL www.excelhell.com.au Client side marketers should NOT have to live with excel spreadsheets of basic digital metrics e.g. impressions, click thrus etc.
3.) STREAMLINE METRICS & MEASUREMENT: Educate yourself to understand the metrics you’re using and why you are using them? Do these metrics relate to bottom line business metrics such as closed sales, revenue etc. With the rapid innovation of technology in the digital space, digital marketers are finding it hard to keep up with the new metrics that are being created as these new sets of digital data have never existed before. Keep it simple. Do your impressions, click thrus, conversions etc add to the bottom line revenue of your organisation? Can you prove it? Can you prove which channel is most effective and why? And most importantly, what are the variables responsible for improved conversions and sales e.g. creative, publisher, time of day, offer, channel, etc.
4.) OPTIMISE ALL CAMPAIGNS: If you don’t test EVERY paid search campaign, paid display campaign, email marketing campaign or landing page, YOU SHOULD NOT BE IN DIGITAL MARKETING. There is no more excuses for blaming this on process, time, inefficiencies etc both internal on client side or on agency side. A/B & Multivariate testing takes minutes to set up and can have an enormous impact on the success or failure of your campaigns.
5.) AUTOMATE COMMUNICATIONS: If a prospect or customer indicates some type of behaviour, either explicitly e.g. they have told you they are interested in a product or service or implicitly e.g. they have behaved in a specific way to your campaign through searching a particular keyword, clicking on a particular link in an email, downloading a specific piece of content on your website etc you must automate a dynamic message back to that individual in real-time. Prospects and customers will no longer wait. They want instant gratification, with targeted, anticipated, relevant and personalised communications in an automated way through whichever channel they have requested to receive it in.
NEXT STEPS: Need help with any of the above – contact the Datarati to get started right away!
(02) 8003 7343
Filed under: #mktgcloud, A/B Testing, Actionable Insights, Analytics, Behavioural Targeting, CRM, Data, Datarati, Datarati.TV, Email Marketing, Landing Pages, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Automation, Marketing Cloud, Optimisation, Segmentation, Software as a Service, Technology, Testing, Web Analytics | Tags: Ad:tech Sydney
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Filed under: Datarati, Datarati.TV, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Automation, Marketing Cloud, Software as a Service | Tags: Lead Nurturing, Marketing Automation, Marketo
Filed under: Actionable Insights, Behavioural Targeting, Datarati, Email Marketing, Marketing Automation, Multivariate Testing, Optimisation, Retention, Segmentation, Software as a Service, Technology, Web Analytics | Tags: Campaign Master, Campaign Monitor, Cheetah Mail, Chimp Mail, Constant Contact, Dream Mail, Email Marketing, Epsilon, eServices, Exact Target, Marketing Automation, Returnity, Strategy Mix, Traction, Vertical Response, Vision 6
Ok, so as a marketer or digital agency, I’m guessing you have one of the following email marketing tools or use one of the following vendors for you or your clients email marketing campaigns:
- Exact Target
- Strategy Mix
- Chimp Mail
- Cheetah Mail
- Dream Mail
- Vertical Response
- Vision 6
- Campaign Monitor
- Campaign Master
- Constant Contact
Here is your problem: You blast out an email campaign and now you’re ask to measure its success. What you do is prepare an excel spreadsheet with metrics such as opens and clicks.
Then you go to either your Google Analytics, Omniture etc and pull your unique visitors for the day you sent that email out.
You then look at the number of click thrus and look at the increase of uniques on that day and attribute those email clicks to that increase in uniques.
So, what you have here is a fundamental break in the click stream data. You are trying to compare individualised data from your email marketing tool at a customer level with aggregate data from your web analytics tool. This simply does not work. Nor is it best practice.
What should you be doing?
Here is your solution.
You should be tracking each lead, contact, prospect or customer at an individual level. That is, if they open an email, click on any link in that email and come to either a landing page or website, their digital behavioural data i.e. what they do on that landing page or website (links they click, content they download etc) should be captured, scored and dropped into an email nurturing campaign.
Let me give you an example.
Holden sends out an email campaign to a list of their existing customers with the objective of getting each customer to open the email, click through to a landing page, check out the new Holden car model and register for a test drive at their nearest dealership.
So lets say that customer opens the email, clicks through to the landing page and plays around with the widget on the landing page which allows them to build the car of their choice. e.g. colours, interiors, sports edition etc.
However, this customer doesn’t register for a test drive, closes their browser and leaves the page. What do you do now. Well, you have a rich set of behavioural data now on what that consumer likes.
This is where you should have a marketing automation database. This rich behavioural data would be captured and stored against each individual customer record in the database. Then you would have a pre-built series of automated trigger based emails that would re-touch that customer over a certain period of time. e.g. 1 email per week for the next 4 weeks. Each email’s content would be targeted, relevant, anticipated and personalised based on the behavioural data captured in the initial campaign.
For years marketers and agencies have put this in the too hard basic because they had this DATA problem. Email data was seperate from the web analytics data.
Well no longer my fellow marketeers. The solution is a marketing automation database.
We have the world’s fastest growing marketing automation database solution here in Australia & New Zealand.
The smart data-driven marketers and agencies get this and are acheiving some outstanding and superior results. We recently had a customer acheive a 4000% ROI in their first email campaign.
Want to know more? Call me on 0400 828 866 or email me firstname.lastname@example.org