FSO Media Attribution

> Media a(ribu,on < When measuring the last click

is just not good enough

> Short but sharp history §  Datalicious was founded in late 2007 §  Strong Omniture web analy>cs history §  1 of 4 preferred Omniture partners globally §  Now 360 data agency with specialist team §  Combina>on of analysts and developers §  Carefully selected best of breed partners §  Driving industry best prac>ce (ADMA) §  Turning data into ac>onable insights §  Execu>ng smart data driven campaigns September 2011 © Datalicious Pty Ltd 2

> Smart data driven marke,ng

September 2011 © Datalicious Pty Ltd 3

Media A(ribu,on & Modeling

Op,mise channel mix, predict sales

Tes,ng & Op,misa,on Remove barriers, drive sales

Boos,ng ROI

Targeted Direct Marke,ng Increase relevance, reduce churn

“Using data to widen the funnel”

> Clients across all industries



Ques,ons? Tweet @datalicious

Direct mail, email, etc

Facebook Twi(er, etc

> Campaign flows are complex


POS kiosks, loyalty cards, etc

CRM program

Home pages, portals, etc

YouTube, blog, etc

Paid search

Organic search

Landing pages, offers, etc

PR, WOM, events, etc

TV, print, radio, etc

= Paid media

= Viral elements

Call center, retail stores, etc

= Sales channels

Display ads, affiliates, etc

TV/Print audience

Search audience

Banner audience

> Media channels feed each other


> Indirect display impact


> Indirect display impact


> Success a(ribu,on models


Banner Ad $100

Email Blast

Paid Search $100

Banner Ad $100

Affiliate Referral $100

Success $100

Success $100

Banner Ad

Paid Search

Organic Search $100

Success $100

Last channel gets all credit

First channel gets all credit

All channels get equal credit

Print Ad $33

Social Media $33

Paid Search $33

Success $100

All channels get par,al credit

Paid Search

> First and last click a(ribu,on


Chart shows percentage of channel touch points that lead to a conversion.

Neither first nor last-‐click measurement would provide true picture

Paid/Organic Search

Emails/Shopping Engines

Closer

Paid search

Display ad views

TV/print responses

> Track full path to purchase


Influencer Influencer $

Display ad clicks

Online sales

Organic search

Affiliate clicks

Offline sales

Organic search

Website events

CRM, DM/eDMs

Life,me profit

Direct visits

Social referrals

Organic search

Introducer

> Search call to ac,on for offline


> PURLs boos,ng DM response rates


Text

> Offline sales driven by online


Website research

Phone order

Retail order

Online order

Cookie

Adver,sing campaign

Credit check, fulfilment

Online order confirma,on

Virtual order confirma,on

Confirma,on email

> Single source of truth repor,ng


Insights Repor,ng

> Where to collect the data


Referral visits Social media visits Organic search visits Paid search visits Email visits, etc

Web Analy,cs Banner impressions

Banner clicks +

Paid search clicks

Ad Server

Lacking ad impressions Less granular & complex

Lacking organic visits More granular & complex

> Raw a(ribu,on data

Web Analy,cs AFFILIATE > SEO > $$$ SEM > SOCIAL > EMAIL > DIRECT > $$$

Ad Server 01/01/2011 12:00 AD IMPRESSION 01/01/2011 12:05 SEO 07/01/2011 17:00 EMAIL 08/01/2011 15:00 $$$


> Op,mise media to profit


Media (costs)

ClearSaleing (ROMI)

CRM (profit)

Centralised plaaorm to combine media costs and life>me customer value to provide accurate ROMI repor>ng

> Understanding channel mix


> Website entry survey


Channel % of Conversions

Straight to Site 27%

SEO Branded 15%

SEM Branded 9%

SEO Generic 7%

SEM Generic 14%

Display Adver>sing 7%

Affiliate Marke>ng 9%

Referrals 5%

Email Marke>ng 7%

De-‐duped Campaign Report

} Channel % of Influence

Word of Mouth 32%

Blogging & Social Media 24%

Newspaper Adver>sing 9%

Display Adver>sing 14%

Email Marke>ng 7%

Retail Promo>ons 14%

Greatest Influencer on Branded Search / STS

Conversions ahributed to search terms that contain brand keywords and direct website visits are most likely not the origina>ng channel that generated the awareness and as such conversion credits should be re-‐allocated.

> Adjus,ng for offline impact


+15 +5 +10 -‐15 -‐5 -‐10

Closer

25%

> Custom a(ribu,on models


Influencer Influencer $

25% Even A(rib.

Exclusion A(rib.

Custom A(rib.

25% 25%

Introducer

33% 33% 33% 0%

? ? ? ?

> ClearSaleing media a(ribu,on




> ClearSaleing retail case study


Case study: Department store which generates $4 billion in annual revenue 3 months from launch … §  Daily profit from Google PPC has grown by 4x

§  Total orders have increased by 16%

§  Revenue per order increased by 66%

Display profit

Paid search profit

> Prerequisite: Container tag


Datalicious

SuperTag or similar

Conversion Tracking

Conversion De-‐duping

Media A(ribu,on

Behavioral Targe,ng

A/B Tes,ng Heat Maps

Live Chat

Web Analy,cs

Any JavaScript

Easily implement and update any tag on any websites without or limited IT involvement De-‐duplicate conversions for CPA deals and align repor>ng figures across plaaorms Collect accurate mul>-‐channel media ahribu>on data to provide advanced insights Enable advanced features such as targe>ng, tes>ng and chat to op>mise user experience

September 2011 © Datalicious Pty Ltd 32 SuperTag: Central tag management plaoorm


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Data > Insights > Ac,on


FSO Media Attribution

Technology