Choosing proper marketing metrics March 27, 2014Posted by Mike Gospe in Marketing Operations, metrics.
Tags: activities & offers, cascading marketing metrics, goals, marcom mix, marketing metrics, objectives
A common question from marketers: what metrics should we track? There’s a lot of confusion and time wasted spent on measuring (the wrong) metrics. Here’s a model to help simplify the process. (more…)
Content & the Buying Process November 5, 2009Posted by Mike Gospe in Integrated Marketing.
Tags: Content, content marketing, Integrated Marketing, Lead Generation, marcom mix, marketing best practices, marketing blueprints, Marketing Campaigns, marketing strategy, strategy
Last week I attended the TechTarget Online ROI Summit ’09 West. For me, the highlights included a wonderful panel of CIOs providing insight and perspectives on a) how they search for information, and b) how their purchase decisions are made. Also of interest was a Google/TechTarget Behavioral Research Project that mapped search terms to content types at each stage of the buying process. I’ve paraphrased here three of the key take-aways, but you can find more detailed information on the TechTarget presentations here.
In other words, success with marketing campaigns is all about matching the right content to the right stage of the buying process. The graphic illustrates the point. The Google/TechTarget Research study confirmed that certain types of content are more valuable in certain stages of the buying cycle. Makes sense. However, I was a bit surprised to learn that CIOs and other decision makers are keenly interested in “Comparison Review” data — data provided by vendors or other sources that provide side-by-side solution comparisons. I’ve always been a bit leery of this — after all, why should a vendor promote a competitor’s product? However, the CIOs told us that they would like to see some honest comparisons by key vendors. As was described to me by a CIO, “the IT team will ultimately discover the good/bad/ugly, so vendors can do themselves a favor by being straightforward and honest.” Another CIO told me that if a vendor slams the competition or their assessment appears too heavily one-sided, they will discount the value/honesty of that assessment as well as the sponsoring vendor. On the flip side, vendors who show integrity by showing a few blemishes gain credibility in his book.
Bottom line here is that the #1 organic search link (and even the #1 paid search link) do not necessarily yield the highest traffic. It appears that most searchers will peruse a few pages of search results. However, the determination of what they click on is directly tied to the title/description of the searched item. As an example, CIOs told us that they were more likely to click on a whitepaper with a solutions orientation (e.g. “CIO Strategies: How a Hosted Platform for Unified Communciations Could Save you Millions”) versus a branded whitepaper with a vague description (e.g. “Vendor X Strategies”).
Simply put, if your marketing resources are in short supply and you can only produce a few pieces of relevant content, aim for the considersation phase — as opposed to general awareness or final decision. Assets targeting the consideration phase seem to get passed around the most during the buying process.
Want more info? Check out these additional resources on content marketing:
Characteristics of Effective Campaign Managers September 21, 2009Posted by Mike Gospe in Integrated Marketing, Just for Campaign Managers, Marketing Operations.
Tags: brand managers, campaign managers, Integrated Marketing, integrated marketing team, marcom mix, marketing best practices, marketing blueprints, Marketing Campaigns, Marketing Operations, marketing programs
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“I’m looking to hire a campaign manager to oversee our integrated marketing programs. What are the characteristics of the best campaign managers?”
I get asked this question a lot. Earlier in my career, I worked as a campaign manager at HP, Sun, and Ariba , so I’ve seen the good, bad, and the ugly. I’ll be up front with you and say that I’ve made my share of mistakes along the way. That experience opened my eyes to the marraige of marketing expertise with an appreciation for internal politics.
The biggest challenge campaign managers have is that they have a purview over an integrated marketing campaign (aka the “big picture”) but no direct authority over the team players who will execute the campaign. They walk a tightrope between meeting the campaign goals while aligning and carefully guiding a team of folks who have other masters. With that in mind, the most effective campaign managers have these traits in common:
- A recognized, well-rounded marketing leader familiar with the target market
- Proven leadership experience in “managing by objective” Attentive to detail, but smart enough not to micro-manage
- Diplomatic and politically savvy
- A good facilitator, seasoned in active listening techniques
- Excellent written and oral communicator (with the team, to upper management, and in front of the steering committee)
- Knows when and how to provide constructive feedback in real time during team meetings; knows when and how to provide direct feedback in one-on-one settings
- Is prepared to make hard decisions and trade-offs for the greater good of the campaign
- Most of all, doesn’t let their ego get in the way of sound recommendations
There’s art and science in this role. The science comes from understanding sound marketing best practices. More important than understanding the specific products being sold, the best campaign managers bring an awareness and appreciation for the customer and their business problems and opportunities. While they usually won’t know all the answers, their expertise comes in knowing the right questions to ask the team in order to define, architect, and execute the best, most effective integrated marketing campaigns. That’s the art.
Looking for more information on integrated marketing campaigns? Please see Chapter 7 in Marketing Campaign Development.
How well is your marketing team performing? July 7, 2009Posted by Mike Gospe in Integrated Marketing, Marketing Operations.
Tags: 360 degree audit, Integrated Marketing, Lead Generation, marcom mix, marketing audit, marketing best practices, marketing blueprints, Marketing Campaigns, Marketing Operations, practical application workshops
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As businesses gear up for the fall quarter, it is timely to take a few moments to revisit past marketing communications programs and evaluate their success. But, the last thing you want in an audit is a “marketing free-for-all blame game.” Instead, use this simple 2×2 matrix to help you capture and align the issues.
Depending on your need, you may want to hire an outside expert to work with you to perform an unbiased audit. Or, you might be interested in holding your own half-day team offsite. Either way, here is a structure that I have found works great to capture, categorize, and then prioritize actions.
An effective 360 degree audit will look at the following:
- Plans: The current plans and programs (with scrutiny and focus on the marketing objectives and program blueprints).
- Processes: The internal processes for capturing and distributing leads (with a review of any CRM and marketing automation tools you are using).
- People: A review of the marketing skills your team possesses and those they lack, as well as what skills you are outsourcing.
As you review these 3 dimensions, categorize your findings in one of 4 groupings:
An example audit is shown in the attached graphic. During a half-day offsite, the marketing leadership team performed a frank assessment and prioritized the insights which are captured in the graphic. Action items were then identified and assigned to owners. The team will be reconvening next month to update each other on the progress and confirm the metrics and measurement for a successfull Q3 and Q4.
Consider performing your own 360 degree audit and let me know how this technique works for you. For questions or tips on how to structure the most effective “working session” offsite, feel free to email me at firstname.lastname@example.org or post your comments on this blog.
Mechanics of a Lead Gen Blueprint June 16, 2009Posted by Mike Gospe in Integrated Marketing.
Tags: activities & offers, Integrated Marketing, lead funnel, Lead Generation, marcom mix, marketing blueprints, Marketing Campaigns, marketing programs
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Lead gen blueprints come in all shapes and sizes. However, there are common best practices that continually and consistently work well together. In my latest article, “Mechanics of a Lead Generation Blueprint” (as posted in the June KickStart Alliance enewsletter) I’ve highlighted aspects of both “push” and “pull” marketing activities and how they work well together to nurture prospects through the lead funnel.
This particular blueprint is centered around an upcoming webinar. Quite often, marketers focus on a single event (like a webinar) without considering all the valuable pre- and post-webinar marketing activities and offers required to maximize the number of qualified leads surrounding this event. Marketing is not about a singular event or activity. Marketing is a process that must be nurtured to drive the best results.
Have a look at the blueprint and feel free to shoot me questions and comments. I’ll continue to post various examples of other lead generation blueprints in the future.
Mapping the marcom mix to the lead funnel June 2, 2009Posted by Mike Gospe in Integrated Marketing.
Tags: activities & offers, Integrated Marketing, lead funnel, Lead Generation, marcom mix, marketing blueprints, Marketing Campaigns
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This “best practice” comes from Carol Hague. Carol is an experienced integrated marketing campaign manager and offers a helpful approach to mapping marcom activities and content appropriately to the lead funnel.
She and I collaborated on this graphic and share it as a powerful reference tool for B2B marketers everywhere. This is by no means a comprehensive list of available activities and content types, but it is enough to help guide teams as they draft their marketing blueprints.
I offer this graphic as a companion tool to the marketing blueprint examples you can find elsewhere on this blog and in my book, Marketing Campaign Development.
What suggestions do you have to make this tool/graphic even stronger?