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CRO Masterclass Presentation
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Using Web Analy.cs Data To Challenge, Op.mise &
Support Your Marke.ng Mix
JOANNE CASEY | GLOWMETRICS
August 21st 2014
About GlowMetrics • Focuses on providing a service
which helps businesses build out digital strategies that are underpinned by strong digital data analysis.
• Have offices in both Belfast and Dublin.
• Hold a range of clients interna.onally and locally.
Clients
What We’ll Be Looking At:
• Tracking towards success • Understanding mul.-‐channel funnels
• The importance of a[ribu.on
• The future of web analy.cs
Why Web Analy.cs ? “Web Analy.cs is the measurement, collec.on, analysis and repor.ng of Internet data for the purposes of understanding and op.mising web usage” -‐ Web Analy.cs Associa.on
The Benefits of Analy.cs: • get closer to the customer • accurately gauge user experience • increased accountability • focus and priori.za.on of resources • conversion rates and enhanced ROI
Repor.ng on Stat: – Visits – Unique Visitors – Pageviews – Pages-‐Per-‐Visit – Time-‐on-‐Site
– New Visitors – Returning Visitors
Reaping Ac.onable insights: – Where does your most valuable traffic come from?
– How do visitors from mobile engage differently from desktop visitors?
– Where and why are you loosing visitors?
– How is your offline impac.ng online sales?
Effec.ve Web Analy.cs
Web Data ??? ROI
Effec.ve Web Analy.cs
A"ribu'on
STEP 1: Tagging
Metric Analysis in Marke.ng “I no.ce increasing reluctance on the part of marke.ng execu.ves to use judgement; they are coming to rely too much on research, and they use it as a drunkard uses a lamp post for support, rather than for illumina.on.”
-‐ David Ogilvy
"If you torture data long enough, it will confess to anything.” -‐ Hal Varian
Don’t believe the hype
“Your display campaign on MSN delivered 100,000 impressions and 10,000 clicks”
-‐ Agency
“That Display campaign that you spend €16,000 on drove €100 in revenue L ”
-‐ Web Analy.cs
Use the URL Tool Builder to track ALL online campaign traffic:
Campaign Traffic
Release the worms!
STEP 2: Mul.-‐Channel Funnels
Consumer journey is becoming more complex
Audience movement in the travel market before a purchase
Understanding the length of the purchase cycle
Source: Google ClickStream Whitepaper, August 8th, 2011
Campaign
TV Ad
Radio Ad
Outdoor Ad
Print Ad
Online Ad
Search
Offline Sale
Online Booking
Website Visit
Social Media Engage-‐ment
You should understand the impact each campaign has on another:
First Interac,on
Assist Interac,ons
Last Interac,on
Overall Path Length: 4
Time Lag (Time to Convert)
Top Paths
Mul.-‐Channel Paths
Mul.-‐Channel Paths
Remarke.ng
Display
Social Media
PPC
Direct
Organic Search
Assist
Convert
Mul.-‐Channel Funnels
STEP 3: A[ribu.on
A[ribu.on
Display
Search Ad
Purchase
Affiliate
Display Ad
Organic Search
**I get the conversion **
Abandon
**I get the conversion **
A[ribu.on
A[ribu.on
16 ___ 17
The need for change…
Moving from….
To…
€Event Event Event Event Event
€5 €20 €5 €20 €50
Time
Recogni1on for all events.
€Event 5
Event 4
Event 3
Event 2
Event 1
The last click, Event 5 gets all
the credit
€0 €0 €0 €0 €100
Time
Step out of the swimming lane with a[ribu.on
A[ribu.on
The last interac.on will be given 100% of the conversion credit.
The closer the channel was in driving the conversion the more weight it gets.
Apply more weight to the channels that started and finished the conversion.
Apply an equal weigh.ng to each channel that was key in driving the conversion.
A[ribu.on
The Future of Web Analy.cs
Offline Marries Online: Blurring of Mix
Tac.cs used to be[er analyse offline: 1
2
3
+ 0
10000
20000
30000
40000
50000
60000
70000
80000
0
5000
10000
15000
20000
25000
30000
Sum of 2011 Total Radio EQ Sum of 2011 TVEQ Sum of 2011 Press
Sum of Display Impression Sum of Search Impressions Sum of DI Visits 2011
Tac.cs used to be[er analyse offline:
Key Trends: Removing Data Silos
Key Trends: Data Visualisa.on
h"p://www.consumerbarometer.com
Key Trends: Micro-‐Personalised Experiences
Remarke.ng
Remarke.ng
Using Shopping Behaviour Data
Using Shopping Behaviour Data
Key Trends: Predic.ve Analy.cs
Predic.ve Personalisa.on
“We’re in a new era of retailing – the era of mass personalisa5on…
…It will offer cheaper products to price-‐sensi5ve customers and luxury products to wealthier customers…
…The power of this approach was born out by a test we did to sell maBresses. When a customer visited our website, we would use Clubcard data to tell us if the customer was more swayed by price or quality. We’d then display the type of maBress that best reflected that shopper’s characteris5c. Sales grew by 10%.”
Source: Tesco’s chief execu.ve Philip Clarke, at the Global Summit of the Consumer Goods Forum, Turkey
Tesco Clubcard
Predic.ve Real-‐Time Auto Bidding
Wrap Up
• Tag, Tag, Tag • Analyse behaviour between channels
• Give channels he credit they deserve
Slide § 46
Ques.ons?
LinkedIn: h[p://ie.linkedin.com/in/joanneellencasey Twi[er: @joannecasey Email: [email protected]