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Justify Your Existence:Why Marketers Need Data to Survive
7900 Westpark Drive, Suite T107 McLean, VA 22102 | www.logixml.com
• Introduction
• The Marketer’s Lament
• What’s it like out there? – Survey Results
• Why is this so hard? – Challenges to Reporting on Marketing
• It doesn’t have to be like this – Dashboard Demo
• About this Solution – Shameless Self-Promotion
• Wrap Up and Q&A
Agenda
2
Who Are These Guys?
LogiXML provides an easy to use technology that allows businesses to create and share dashboards and reports with their employees and customers
LogiXML - Who Are These Guys?
• HQ in Northern Virginia
• Founded in 2000
• Over 500 Customers worldwide
• Recognized by Inc. 500• Fastest growing companies• Top 25 Software Vendor
• Over 60% year-over-year growth in 2010
“The average tenure of a chief marketing officer is 23 months.”
- Steve Rubelquoting a study from Spencer Stuart
Introduction – The Marketer’s Lament
5
• The last people we market to are the ones inside the building
• People primarily see the costs of marketing
• Few fully comprehend the scope of activities
• Until you prove how and how much you contribute, your value will be questioned
Why don’t they love us?
6
Marketing Effectiveness Survey
• Implemented during fall 2010
• 112 respondents
• Marketing professionals
• Broad industry distribution
• Objective: understand the breadth and depth of reporting problems that marketers face
7
Company Size: Number of Employees
8
1-2525%
26-10022%
101-50018%
501-25009%
2500+25%
Agency vs. Marketing Department
9
Agency11%
Department89%
Marketing Budget as % of Total Budget
10
Less than 1%
1% 5% 10% 15% More than 15%
0%
5%
10%
15%
20%
25%
30%
Percentage of Total Budget
Pe
rce
nta
ge
of
Re
spo
nd
en
ts
Marketing Budget as % of Total Budget
11
Less than 1%
1% 5% 10% 15% More than 15%
0%
5%
10%
15%
20%
25%
30%
Percentage of Total Budget
Pe
rce
nta
ge
of
Re
spo
nd
en
ts
This is a lot of money…
% of Marketing Budget
12
Online Marketing
Website Development
Advertising
Direct Marketing
Public Relations
Marketing Planning/Brand
Strategy
0% 5% 10% 15% 20% 25% 30%
Sales Leads Sources
13
Referrals
Organic Search
Tradeshows & Events
PPC Advertising
Email Marketing
Direct Marketing
Public Relations
Non-PPC Online Advertising
0% 5% 10% 15% 20% 25%
Sales Leads Sources
14
Referrals
Organic Search
Tradeshows & Events
PPC Advertising
Email Marketing
Direct Marketing
Public Relations
Non-PPC Online Advertising
0% 5% 10% 15% 20% 25%
The payoff is coming from a lot of different places…
Popularity of All Marketing Tactics
15
Website
Social Media
Online Advertising
Email Marketing
SEO
Press Releases
Direct Marketing
Print Advertising
Sales Tools
Webinars
White Papers
Seminars
Third Party Research Sponsorship
Telemarketing
Books/eBooks
0% 20% 40% 60% 80% 100%
Popularity of All Marketing Tactics
16
Website
Social Media
Online Advertising
Email Marketing
SEO
Press Releases
Direct Marketing
Print Advertising
Sales Tools
Webinars
White Papers
Seminars
Third Party Research Sponsorship
Telemarketing
Books/eBooks
0% 20% 40% 60% 80% 100%
These places need a lot of different tactics…
Popularity of Social Media Tactics
17
Blogs
Forums & Communities
Ratings & Reviews
Media Sharing: Documents
Media Sharing: Videos
Bookmarking
Microblogs
Media Sharing: Photos
Widgets
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
Popularity of Social Media Tactics
18
Blogs
Forums & Communities
Ratings & Reviews
Media Sharing: Documents
Media Sharing: Videos
Bookmarking
Microblogs
Media Sharing: Photos
Widgets
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
The number of tactics is growing…
ROI Estimates by Activity
19
Referrals
Direct Marketing
Organic Search
Email Marketing
PPC Advertising
Tradeshows and Events
Non-PPC Advertising
Telemarketing
Public Relations
Very Poor Poor Fair Good Very Good
ROI Estimates by Activity
20
Referrals
Direct Marketing
Organic Search
Email Marketing
PPC Advertising
Tradeshows and Events
Non-PPC Advertising
Telemarketing
Public Relations
BUT…49% of respondents said
they aren’t able to calculate ROI at all!
Very Poor Poor Fair Good Very Good
Top 10 Email/Marketing Automation Tools
1.Constant Contact
2.CheetahMail
3.Exact Target
4.Eloqua
5.Hubspot
6.iContact
7.Marketo
8.LoopFuse
9.eWebber
10.Brainshark
21
Top 10 Email/Marketing Automation Tools
1.Constant Contact
2.CheetahMail
3.Exact Target
4.Eloqua
5.Hubspot
6.iContact
7.Marketo
8.LoopFuse
9.eWebber
10.Brainshark
22
Maybe we should use our marketing automation system…
How is Performance Measured?
23
Excel
Google Analytics reporting
CRM reporting
Marketing automation reporting
SQL
0% 10% 20% 30% 40% 50% 60% 70%
How is Performance Measured?
24
Excel
Google Analytics reporting
CRM reporting
Marketing automation reporting
SQL
0% 10% 20% 30% 40% 50% 60% 70%
But why aren’t we using our marketing automation systems?
Challenges in Measuring Performance
25
Manual process: don't have time
Hard to get relevant data on one screen
Can't connect all my systems together
Don't have the technical expertise
None: I'm happy!
Not sure how to visualize the data
0% 5% 10%
15%
20%
25%
30%
35%
40%
45%
50%
Challenges in Measuring Performance
26
Manual process: don't have time
Hard to get relevant data on one screen
Can't connect all my systems together
Don't have the technical expertise
None: I'm happy!
Not sure how to visualize the data
0% 5% 10%
15%
20%
25%
30%
35%
40%
45%
50%
Oh, that’s why…
• That’s a lot of money…• The payoff is coming from a lot of different places…• Thos places need a lot of different tactics…• The number of tactics is growing…• Most of us can’t calculate ROI…• Our marketing automation systems aren’t helping us
report…• We cant get all the data in one place easily and
reliably …
Conclusions and Observations
27
• Manual data collection and Excel wizardry very inefficient
• Less likely to implement regular testing • Focus on metrics that are easy to get, not the right
ones• Almost impossible to calculate ROI• Confusing marketing vs. sales success (and failure)
Conclusions and Observations
28
• A marketing dashboard template that connects to all of the common data sources
• Metrics that measure your success
• Interactive charts and visualizations to help you understand your data
• Optimized for internal and external views to accommodate agencies and marketing departments
There Must Be a Better Way…
29
Marketing Dashboard Demo
30
• Prove your value• Clearly report results to all stakeholders• Track progress towards milestones• Calculate ROI• Apples-to-apples comparison
• Less time gathering data,more time making better decisions• Connect all of your marketing systems together • See all of the relevant data on one screen• Automated process: don’t have to pull tons of Excel files every time
you want to analyze your data
Benefits of Marketing Dashboard
31
“The biggest issue for our clients is that they needed one place that could aggregate all the different sources of data—and then be able to decipher what it all meant. Being able to provide our clients with a graphical depiction of what is working illustrates our ROI while adding value to the relationship.”
-Eric Welsh, Director of Interactive Marketing
Dana Communications
32
“Time reporting on measurements and results is so critical for marketing functions. We can now provide faster turnaround on ad hoc data to help plan and execute different marketing tactics.”
-Margaret Ngai, Technical Director
The Marketing Store
33
• Connects to any data source or data model• Online services (Google Analytics, Google Adwords, Salesforce, Twitter, etc.)• Marketing automation software (Marketo, Eloqua, etc.)• Databases (Omniture, SQL, etc.) • Flat files (Excel, etc.)
• Easy to Use, Highly Interactive• No technical expertise or training necessary• Ability for end users to do their own analysis• Easy to share reports with coworkers, clients, partners, etc. via link
• Actionable Data to Improve Marketing Operations• Data presented exactly how you want it so you can understand your data• KPIs, alerts, and report schedules for smart decision-making
About This Solution
34
Thank You
LogiXMLhttp://www.logixml.com
For more information, contact: Lauren Blackwood, Product Specialistlauren.blackwood@logixml.com
35
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