Category: marketing

What you need to know about outsourcing content creation
As you start out the new year and put together content plans, here is some very helpful advice from Entrepreneur for those outsourcing their content.

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Richard Branson knows something that propels not only his passenger jets but also his businesses to rapid and ever-increasing success — he embraces letting go and outsourcing.

And with the rise of the Internet and the need to create consistent content, outsourcing has become incredibly common. In fact, Patricio Robles cites research that shows 79 percent of companies are embracing content marketing, while Statistica recently reported that the global market size of outsourced services in 2014 was $104.6 billion dollars.

Being at the top of your game with content is essential, as the value of great content drives leads and results in more sales. But before you go jumping into the deep end of outsourcing content creation, there are a few things you’ll want to consider, so that you can not only approach it the right way but also protect you and your business from any negative repercussions down the road.

Related: 5 Tasks Entrepreneurs Are Better Off Outsourcing

1. Identify your content needs.

In order to hire great content creators not to mention put together the kind of contract we’ll discuss shortly, you have to first define what types of content you need.

For example, you could include:
- Weekly blog posts
- Social media updates
- Guest blogging
- Email marketing
- Pay-per-click ad copywriting
Identifying the specific types of content needed may not appear to be a legal step. However, at the outset, these are incredibly important things to consider, all of which will enable you to outline both your job advertisement and various aspects of your contractual agreement.

2. Assign copyright.

The act of simply paying someone does not automatically turn over copyright of that content to the end user. Unless you specifically list the terms of use in your contract, the content creator maintains ownership of that content. In this case, you only have an implied license, therefore, you’ll need express permission to re-purpose any of that content for other things, such as turning a blog post into an ebook or social-media posts.

It’s also important that you consider protection against indemnification for images or content that may be the property of others. At the end of the day, you will be responsible if the content published on your site or in your materials is found to breach copyright law.

For text-based copy, using a service such as Copyscape is standard practice. But with image attribution, this is particularly difficult, since there’s no good way to test the copyright short of either buying the rights or waiting for an angry digital millennium copyright act notice from the infringed-upon owner.

Be smart and understand copyright upfront so you can avoid any negative consequences.

Related: What I Learned From Being an Accidental Copycat

3. Clearly outline outsourcing requirements.

Be as specific as possible when outlining requirements so that freelancers know your expectations, including benchmarking and measuring success or failure. You may also want to include a Service Level Agreement that clearly outlines performance details and standards. Licensed attorney Ruth Carter provides this list of questions to consider, some of which touch on things I’ll cover later on in this article.

4. Consider legal liabilities in your content.

You may need to take further precautions if the content you’ll be outsourcing is subject to any regulatory requirements. For instance, if you’re publishing medical content or financial advice, you may need to include relevant disclaimers or ensure materials produced meet certain standards to protect yourself legally.

If the content you publish on your website is something you could be held legally liable for, be sure your outsourced creators are able to meet any necessary requirements.

5. Preparing in advance for termination.

Ideally, you’ll find in a freelancer a long-term partnership for your content creation needs. But since turnover is inevitable, it’s far better to protect yourself up front. As Sion King of Rider University says: “Your termination clause is hugely important, as it sets forth the conditions under which the customer may exit the outsourcing relationship.”

The termination clause needs to outline the common reasons that give rights to you and your company to exit the clause along with the rights of the contractor. It’s also wise to include both party’s respective rights upon termination with regards to ongoing privacy and protection here as well.

6. Put it all in a contract.

Now that you’ve covered all your legal bases, document them in a formal written contract that both you and your freelancers will sign. In most cases, it’s a good idea to consult with an actual lawyer to do this. However, you can get started by finding sample contract agreements to work from. William Engelke provides some great tips and points to consider when outlining your outsourcing contract over here.

7. Take out an insurance policy.

Last, but not least — and let’s keep it short and sweet — it’s definitely worth investing in an insurance policy when it comes to protecting your legal rights as a content creator and purchaser. At the end of the day, you need to be prepared for any legal ramifications that could occur from the content you publish — or, at the very least, be fully aware of who’s liable for anything that may occur.

Though the Internet has blurred the rules and lines of outsourcing somewhat, it’s best to stick to guidelines and follow the rules to protect yourself. If you have any doubts, consult a lawyer.

What have you done to manage your outsourcing in terms of legal requirements? Share your thoughts and insights in the comments below.

Related: 3 Key Legal Issues Online Marketers Need to Know About

AARON AGIUS

Original POST
January 16, 2016
Business professors need to spend time outside of the classroom in companies

For business professors, time is always an issue. What do you think? Originally posted in HBR.

Today, more and more students, parents, and taxpayers are demanding a greater return for the cost of college education. The Economist has called it a “revolution” and a “cost crisis” in university education. People are justifiably asking whether there is a reasonable return on their tuition investment and business schools are arguably under the microscope most of all.

This is a pendulum swing from the 1950s when research by the Ford and Carnegie foundations found too much of a focus on vocational training, and business education was criticized for being overly technical and applied. Business schools responded. Now, years later, educators have been criticized for going too far. One notable critic, Warren Bennis, a renowned leadership scholar from the University of Southern California, states that business schools have “an overemphasis on the rigor and an underemphasis on relevance.”

Some business schools have responded by hiring professors of practice, or industry executives without PhDs. The question remains as to whether there is a role for classically trained professors in business schools of the future. Or is it time for business professors to go back to work?

One of us, Holly Brower, decided to put this question to the test. Brower designed a faculty “externship” where she left her university office and for two months become part of global pharmaceutical company Eli Lilly’s daily operations. Rather than act as an outside consultant, she would work as an insider. Brower, along with other colleagues, had from time to time worked as a consultant for companies. These experiences, while helpful to understand contemporary business problems, quickly placed her in the role of teacher/adviser and the company as client. Brower was looking for a different type of experience with a more level playing field. Though short, the immersion within Eli Lilly offered her a litmus test for the material she teaches and researches.

With a company sponsor who was clearly open minded and inquisitive, and her expertise as a leadership scholar, together they mapped out a problem that Eli Lilly was working to resolve — their leadership programs across the globe needed a streamlined framework. She provided both expertise and an apolitical lens to build the new model.

In a separate externship, as part of KPMG’s Professor in Residence Program, a tax professor worked closely with a global team of accountants on implications of tax codes across South America. The project gave the professor a fresh look at the challenges his students would face as tax professionals and gave the accountants a chance to offer input into the professor’s research. As academic articles become sources for textbooks, this early feedback into academic research is critical, and the relevant work experience enhances class examples and coaching of students.

Though faculty externships are rare and there is not a “typical” model, we conducted a series of interviews with interested executives and professors with their own faculty externship experiences to construct a beta-tested protocol for a successful externship. These include identifying an internal sponsor for the faculty extern; an extern who fits with the company culture; and a clear project that is both related to the extern’s expertise and offers value to the company. This project should have specific start and end dates, and clear deliverables. The extern and the company should also come to a clear agreement about confidentiality rules. Once the externship begins, the internal sponsor should communicate the nature of the project and the background of the faculty extern, and help plan interactions such as lunch and learns between the faculty extern and employees. Finally, every externship should end with a debriefing.

One marketing executive who hosted an extern at IBM said of the weekly lunch and learn presentation: “The professor’s lunchtime talk was highly attended and received great feedback. Since many of us do not have a legal background, it was helpful to hear her points of view on how the law is impacting advertising. It was also great having her in smaller group meetings, getting to hear her points of view.”

While externships offer value, both faculty and executives resist the practice for a number of reasons. For companies, including a professor in daily operations can come with angst about whether or not that professor will fit in a positive way that doesn’t require too much “handholding.” The selection of the right extern is critical to find an ideal match. For professors, aside from a few limited exceptions, university norms and incentives currently do not support externships. While the academy values primary research on questions with managerial implications, there are strong trade-offs between working within a company, even for a limited time, and crafting a journal article.

There is also the question of whether professors are in fact more effective having some distance from business. Can more enduring perspectives be better taught through an outside view? Is the real problem not what is being taught in business schools, but instead what is being practiced by businesses? Like most interesting questions, perhaps the answer is “both.”

Holly Henderson Brower (Ph.D., Purdue University) is an Associate Professor at the School of Business at Wake Forest University where she also is the faculty director of the internship program. She consults and publishes on issues related to trust, leadership and effective decision making in both nonprofit and for-profit organizations.

Michelle D. Steward (Ph.D., Arizona State University) is an Associate Professor of Marketing at the School of Business at Wake Forest University. Michelle’s research interests are in the area of business-to-business marketing.

Original POST

December 7, 2015
Richard Branson and the mission statement

I am currently reading (and loving) Richard Branson‘s The Virgin Way: Everything I know about leadership. Although I’m six chapters in, this is a book I’m recommending to peers and Branson’s take on the mission statement –of which I found an excerpt on Entrepreneur— really hit home.

RICHARD BRANSON
Author and Founder of Virgin Group.

At some point during the launch of your startup, it’s likely that a potential investor will ask you about your company’s mission statement. Many business management experts would argue that this should be your company’s cornerstone, inspiring and informing your employees in the years ahead. I can’t agree. The Virgin Group does have a mission statement — one that is brief and to the point. In general, there is too much importance being placed on such statements, but it is interesting to see how they reflect common missteps in business.

Most mission statements are full of blah truisms and are anything but inspirational. A company’s employees don’t really need to be told that “The mission of XYZ Widgets is to make the best widgets in the world while providing excellent service.” They must think, “As opposed to what? Making the worst widgets and offering the lousiest service?” Such statements show that management lacks imagination, and perhaps in some cases, direction.

At the opposite end of the scale is the statement that fails through flowery waffling. An example: “Yahoo powers and delights our communities of users, advertisers and publishers – all of us united in creating indispensable experiences, and fueled by trust.” That sounds wonderful, but what does it mean? Whoever wrote it should try listening to the company’s CEO, Marissa Mayer, who said in a recent speech, “Yahoo is about making the world’s daily habits inspiring and entertaining.” It’s not perfect, but it would be a step in the right direction.

Related: Richard Branson on Taking the Leap Into Entrepreneurship

Some companies are not actually able to carry out their mission. The reasons can range from a disruption in the markets to a merger or acquisition, and then there are cases like Enron’s: Before the giant energy company went bankrupt in 2001, ruining the lives of tens of thousands of employees and investors, its vision and values statement was “Respect, integrity, communication and excellence.” Say no more!

While some mission statements consist of one vague statement, others are too long, which may reflect management’s lack of understanding of what a company really does. The Warwickshire Police recently produced a new mission statement; to the police chief’s dismay, the resulting 1,200-word screed gained the attention of the media and was nominated for the Golden Bull award “for excellence in gobbledygook” from the Plain English Campaign, a group that helps organizations to provide clear communications. Not only was the rambling epistle filled with buzzwords and jargon, but the word “crime” was not mentioned once.

Still other companies don’t know what differentiates them from their competition. The mission statement for the pharmaceutical giant Bristol-Myers reads, “To discover, develop and deliver innovative medicines that help patients prevail over serious diseases.” Well, you can’t argue with that, but surely this can be said of every drug company on the planet. Why would a person choose to buy Bristol-Myers’ products or invest in its stock, rather than its competitors’?

Also read: Eight Fascinating Must-Read Books for Entrepreneurs

So that’s what not to do. If you are in a situation where you must write a mission statement, I think you should try for something closer to a heraldic motto than a speech. They were often simple because they had to fit across the bottom of a coat of arms, and they were long-lasting because they reflected a group’s deeper values.

When I was a boy, I was fascinated by such mottoes. One of my childhood heroes was the pilot Douglas Bader, who lost both his legs in a crash early in his career, but went on to fly fighter planes for the Royal Air Force during WWII. After seeing the movie “Reach for the Sky,” which told his heroic story, I remember asking my father about the RAF motto, “Per ardua ad astra.” When he told me that it meant, “Through adversity to the stars,” I thought the idea of battling one’s way to the stars at all costs was the most inspiring thing I’d ever heard. (It’s pretty similar to the “Toy Story” character Buzz Lightyear’s motto, “To infinity and beyond,” which some kids today think is pretty cool – especially some of my friends on the Virgin Galactic crew.)

Related: Richard Branson on How to Stay Inspired

A few years later, at Stowe School, I was taught the school’s motto, “Persto et praesto,” which means “I stand firm and I stand first.” This motto caused a lot of giggling among our group of adolescent schoolboys, but it was nevertheless excellent for guiding us forward into adult life. Brevity is certainly key, so try using Twitter’s 140-character template when you’re drafting your inspirational message. You need to explain your company’s purpose and outline expectations for internal and external clients alike. Make it unique to your company, make it memorable, keep it real and, just for fun, imagine it on the bottom of a coat of arms.

If we had to put ours on a coat of arms, Virgin’s would probably say something like, “Ipsum sine timore, consector,” which very loosely translated from the Latin means, “Screw it, let’s do it!”

Original POST

November 6, 2015
The Online Ad Scams Every Marketer Should Watch Out For

Setting up a new digital ad campaign or hiring an agency/someone to do it? Read this Harvard Business Review article on some techniques of which to be aware and that can often overstate performance for a given tactic.

HBR Staff

Imagine you run a retail store and hire a leafleteer to distribute handbills to attract new customers. You might assess her effectiveness by counting the number of customers who arrived carrying her handbill and, perhaps, presenting it for a discount. But suppose you realized the leafleteer was standing just outside your store’s front door, giving handbills to everyone on their way in. The measured “effectiveness” would be a ruse, merely counting customers who would have come in anyway. You’d be furious and would fire her in an instant. Fortunately, that wouldn’t actually be needed: anticipating being found out, few leafleteers would attempt such a scheme.

In online advertising, a variety of equally brazen ruses drain advertisers’ budgets — but usually it’s more difficult for advertisers to notice them. I’ve been writing about this problem since 2004, and doing my best to help advertisers avoid it.

Overstating the Effectiveness of Sponsored Search Campaigns
A first manifestation of the problem arises in sponsored search. Suppose a user goes to Google and searches for eBay. Historically, the top-most link to eBay would be a paid advertisement, requiring eBay to pay Google each time the ad was clicked. These eBay ads had excellent measured performance in that many users clicked such an ad, then went on to bid or buy with high probability. But step back a bit. A user has already searched for “eBay.” That user is likely to buy from eBay whether or not eBay advertises with Google. In a remarkable experiment, economist Steve Tadelis and coauthors turned off eBay’s trademark-triggered advertising in about half the cities in the U.S. They found that sales in those regions stayed the same even as eBay’s advertising expenditure dropped. eBay’s measure of ad effectiveness was totally off-base and had led to millions of dollars of overspending.

Now, eBay is unusual in its dominance of U.S. consumer auctions. Your company is probably less fortunate in the markets it serves, and if you don’t buy your trademark as a keyword to show your search ads, Google will try to sell your trademark to your competitors, a tactic which some courts have allowed. But if a user searches for Dell, an ad for a competitor like Lenovo tends to underperform. Some users may be willing to consider an alternative at Google’s suggestion, and others may be tricked or not realize the difference, but at least a portion will recognize that Lenovo is something else entirely.

A recent study by researchers at the University of Chicago generalizes these methods and shows that buying your own trademark tends not to be as good an investment as standard measurement tools suggest. Tempting as it may be to increase spending on these (supposedly) “top-performing” keywords, I’d advise the opposite: Cut them, perhaps all the way to zero.

Overtargeting Display Ads
Another problem arises with “retargeting,” which recognizes consumers who didn’t make purchases. The logic: if you went to Expedia and looked at a hotel but didn’t make a reservation, Expedia will arrange for its ad to be shown as you browse the web in the coming days. The banners can be eerily precise, often promoting the specific properties you considered. This approach makes it easy to click back to where you were and complete the purchase.

Here too, standard metrics indicate that the campaign works. No doubt the folks who browsed at Expedia are good candidates for buying from Expedia. Showing banners may remind them to do so. But how many of them would have made a purchase anyway? Certainly not zero. (Consider the traveler who was waiting to finalize his itinerary, perhaps awaiting confirmation from a friend or a business associate.) Yet most measures of ad effectiveness will give full credit to the retargeting vendor — asserting, falsely, that had it not been for the retargeting banner, the user would not have purchased. This hasty analysis leads advertisers to run retargeting campaigns that appear to yield profitable purchases more than sufficient to cover retargeting costs. But if an advertiser considers that some of the sales would have happened anyway, the appeal of retargeting campaigns necessarily diminishes.

It turns out that even demographic targeting of banner ads (without retargeting) is also at risk. Suppose your company is fortunate enough to enjoy popularity with a given demographic group — say, 40% market share among men aged 18 to 25. You might target banner ads to that same group, hoping to reach the 60% of customers in this group that you don’t yet serve. But remember that you’ll also be addressing the many customers that already use your offering. You might falsely attribute “success” to a campaign that prompted purchases from the customers who were going to buy from you regardless.

My advice: try a randomized experiment. Take a portion of the users who would have seen a retargeting campaign or a demographically-targeted campaign. Rather than showing them your ad, decline to advertise to them, and track how many of them buy anyway. If 20% of them still make a purchase, your ads are actually 20% less effective than basic measurements would suggest.

Paying for Affiliate Sales That Would Have Happened Anyway
Affiliate marketing is supposed to align incentives perfectly, paying only for success — like a 10% commission if a user actually buys a given product, but zero for impressions and clicks. Is fraud “impossible,” as some have claimed? Not at all.

Consider a sneaky affiliate who “stuffs” a cookie on every user’s computer as the user browses an unrelated web site. With a moderately popular site (or a banner or widget on someone else’s site), this “cookie-stuffer” might claim to have referred millions of users to a given merchant. Some of those users are bound to make purchases, and the merchant will pay the affiliate a commission as if it truly caused the user’s sale. Worse, the merchant is unlikely to suspect the problem; with real sales, merchants are often slow to realize that some customers’ decisions are uninfluenced by any affiliate marketing activity.
Mere speculation, you worry? Not so. In 2008 indictments in San Francisco, Shawn Hogan and Brian Dunning were charged with wire fraud for using these methods to claim more than $20 million from eBay. They were, for a time, eBay’s largest two affiliates, and they report that eBay wooed them with dedicated account managers, chartered jets, and more. Only years later did eBay realize it was being swindled. (Disclosure: I advise eBay on certain aspects of affiliate marketing fraud, and litigation records indicate that I uncovered Hogan and Dunning’s activities.)

The take-away: if you run an affiliate marketing program, you shouldn’t assume it’s fraud-free. A good start is to know your affiliates — browse their sites to examine their offers and approach. Some affiliates try to keep their sites secret, claiming that merchants might copy their proprietary methods. I can understand their worry, but if they want to get paid, they should expect reasonable oversight. If an affiliate’s site doesn’t look quite right — too ragged for the volume it reports, too hasty, or otherwise not quite right — you should push for specifics and check third-party sources like affiliate network staff, server logs, and online discussion forums to try to confirm your suspicions.

Measuring Success When Adware Intervenes
When users’ computers are infected with advertising software like adware and malware, advertisers are at still greater risk of being separated from their money with little to show for it. I’ve tracked adware that covers advertisers’ sites with their own pay-per-click ads, so that a user browsing (say) rcn.com sees paid links for RCN rather than (or on top of) the genuine RCN site, prompting unnecessary clicks. I’ve found banner injectors that insert ads into other companies’ web pages without permission from those pages, and certainly without paying those pages’ publishers. Remarkably, some injectors insert an advertiser’s banner ad into its own web site — a particularly outrageous scam against the advertiser, which then pays to retain a user it already serves. (An example is Revizer adware and ad network Criteo charging Zappos for users already on Zappos.com.) Adware can also monitor a user’s browsing, then invoke the affiliate link to the site a user is about to buy from.

Adware tends to be particularly tricky to uncover since testing is so difficult. Advertisers are rarely willing to set up testing labs to see adware in action first-hand. As a stopgap, consider insisting on higher standards from responsible networks. Revise contracts to allow for clawback of any payments later shown to result from adware. While you’re at it, you might look for one-sided terms throughout an ad network’s contract; ad network defaults tend to protect their interests only, disclaiming every possible warranty or guarantee to leave advertisers vulnerable if anything goes wrong.

The Way Forward: Aligning Incentives for Marketing Managers
It’s probably no surprise that advertising networks offer services that aren’t in advertisers’ best interests. An ad network is an advertiser’s vendor — fundamentally, not a genuine partner or ally, but a supplier whose direct interest is charging more for doing less. Savvy advertisers should view the relationship accordingly.

How about ad agencies and advertising buyers? Advertisers often pressure agencies and buyers to deliver near-impossible results. They often face tough demands — “20% more customers for 10% less money” and so forth — and cutting corners can feel almost unavoidable. I understand advertisers’ insistence on results, and I share it. But when measurement is imperfect, an excessive focus on measured results invites vendors to game the system with tactics that advance measured indicators without genuine results.

I’ve even seen instances in which a company’s in-house staff become complicit, knowing that vendors are up to no good, but afraid to call them out on it. Companies almost invite this behavior through bonuses and performance objectives — “$10k extra if you increase ROI by 10%” — yielding temptations too enticing for some to resist.

Advertising is hard work. Short of the rare product that practically sells itself, advertisers and their vendors should expect to hustle to find scalable and cost-effective methods. When you see a new tactic delivering outsized results, you might ask yourself whether it’s too good to be true. Sadly, often it is.

Original POST

Author: Benjamin Edelman

October 17, 2015
Yep, it’s another Kaushik post

As always, Avinash Kaushik does an excellent job of explaining complex ideas in simple terms. Thank you Avinash and the following article focusing the marketing web analyst is another one (of many) must reads from Occam’s Razor.

The Biggest Mistake Web Analysts Make… And How To Avoid It!

The single biggest mistake web analysts make is working without purpose.

We work very hard. We torture SiteCatalyst. We send out a lot of data. Then we resend it again and again. And yet our work results in very little impact on the business in terms of action taken by company leaders.

Why this sad state? Almost always we dive into the ocean of data first. Sadder still, we don’t ask questions later. We never ask questions.

No questions. No tie to what’s important. No impact from the data.

Result? Our work lacks purpose. It is that simple.

My normal recommendation to address this supremely corrosive issue is to encourage each company to go through the process of creating a Digital Marketing and Measurement Model . It is a fantastic five step process that forces the engagement of key stake holders to produce a blueprint of why digital exists in a company, and what it is trying to accomplish.

No touching Google Analytics. No going to web analytics conferences. No tweeting for help.

Just doing the four things, in five steps above, will deliver what we lack… purpose.

1. Why should you come to work?

2. What should the focus of your work be?

3. What level of performance indicates success or failure?

4. What dimensions, if analyzed, will deliver juicy business insights?

Unfortunately a very tiny fraction of companies, or Analysts, want to put in this lifesaving effort up front.

If you fall in the “Analyst unwilling to do the hard work” category, I’m afraid I can’t help you.

If you fall into the “Analyst really wanting to do the hard work but does not have the connection to Superiors, or other teams, and looking for any way out to identify business purpose” category. I have a very very simple approach for you to follow. You are going to love it.

But there are two prerequisites: 1. You are going to have to throw away the shackles, and think like a business owner. Even if you work in a multi-headed hydra called “global corporation.” 2. Have the courage to move beyond the office politics/bickering, move from waiting for a savior to tell you what the purpose should be to investing some time in figuring it out yourself.

If you meet the prerequisites, and have a pinch of business savvy, we are together going to change the world!

My recommendation calls for you to take a structured approach and answer five questions. The insightful answers will help you create your own understanding of the purpose of the digital existence. You’ll end up creating something very close to the DMMM above.

The result will be an astonishingly high level of focus for your digital analytics work (even on day one) and hyper-relevant insights to the business. That, in turn will simply blow people’s mind (relevant insights always do), creating love for you. And love like that is hard to come by. (Conveniently that type of love also translates into a sweet raise. 🙂

Perhaps I’ve over-promised. But I’m just so excited about this process and its power to make our professional lives better.

Ready?

In my experience the best teaching happens with real world examples, rather than spouting theory. Hence, I’m going to useCredit Karma as an example to illustrate the process. I don’t know anyone at Credit Karma. I’m not an expert in the credit score reporting business. So I’ll be just as blind as you might be walking into any business and going through this exercise.

Here are the five questions (plus one special bonus in the end) I/you have to answer to get a very good sense of the business to bring astonishing relevancy to our data analysis:

#1. Why does the site exist?

This is the holy grail. But here’s the trick: We are not looking for just the obvious answers. We want to identify as close to 100% of the purpose for which the site exists, how it makes money/gets leads/raises donations (as the case may be).

In the case of Credit Karma my first job is to identify what the Macro Conversion is. The single biggest reason for the site’s existence.

Luckily except in the case of the most incompetent websites, this is easy to find. In our case it is right there staring us in the face on the home page: Free Daily Credit Card Monitoring!

Just to be sure, since I don’t know them at all, I might poke around a few pages to make sure. But usually it is pretty clear.

And in this case the cool thing is that they give you one score, the TransUnion one, for free. No credit cards required to sign up! My favorite report is the Credit Report Card. Great visualizations and really great data. Sign up today! [Disclosure: I’m not affiliated with nor do I know anyone at Credit Karma.]

OK, back to being the business owner.

The next thing to answer this question, and ensure that I’m not a newbie Analyst who will only focus on 2% of the business success, I have to figure out the Micro Conversions.

To do this you’ll go to the main sections of the website. You’ll look for other calls to action. “Sign up for the mailing list.” “Order our catalog.” “Download the trial version.” Et al.

After 10 minutes of browsing, I found all these valuable Micro Conversions:

Some are pretty straight-forward. Affiliate links (Take Offer, Compare Rates) that link to other sites from which Credit Karma makes commissions. Advertising on the site is a Micro Conversion (the SavvyMoney ad above with the link Manage Your Debt). The Write A Review call to action (the more reviews there are on credit cards, the more valuable the site is for comparison shoppers the more people will come and do business with them). In the same vein, completed Compare Credit Card offers is an important Micro Conversion (and a sign of deeper engagement with the site). Finally, the links to connection on social platforms are Micro Conversions as well.

Now you have a fantastic understanding of the business objective (make money via credit reporting) and the Goals (a combination of Macro + Micro Conversions).

And, I can’t stress this enough, you are not just looking at 2% of business success, you are looking at 100%.

Bonus: Identifying Macro and Micro Conversions also gives you a list of Ecommerce Tracking to set up on the site, and Goals to set up in the Admin interface. You’ll also note small things like outbound link tracking (using Events) to set up for social actions and ensuring all affiliate links are tagged with our company’s tracking parameters.

Don’t open Google Analytics or Yahoo Web Analytics yet! We have more work to do…

#2. What parts of the website should you focus on first?

One of the biggest problems we have with digital analytics is that we have waaaaaay too much data. And because the reports only show the top ten rows, we might not easily be able to see what matters.

Hence it is very important to figure out where to focus your analysis first. My method for doing that is to browse around the site and answer this question:

~ What content on the website is directly tied to driving Macro and Micro Conversions?

~ What sections of the website might be most valuable to the visitors?

~ What content areas seem very expensive to create (hence more important to measure if they are adding any value!)?

~ What cross-sells and up-sells do you see being pimped across the site?

~ What does the top nav and left/right nav groupings tell you about priorities?

You can quickly see how those simple questions help you understand what data might be the object of your analytical horsepower.

Another 10 or 15 minutes of exploring various links and pages yields the answers I’m looking for.

For me, as a lay person and not a credit score industry veteran, the most important section would be /learning. The more the website visitors are aware of how important credit scores are, the more likely they are to sign up.

This was a bit hidden but the second most important piece of content would be the Credit Simulator (/preview/simulator). I can go play with the simulation and be informed (scared, actually) of the implications of taking credit and become a more qualified lead for Credit Karma.

The other sections I found valuable, using the framework outlined in the questions above, were: /help/howitworks (no one would sign up without looking at this page, we have to A/B and MVT test this to the max), /tools (this creates a great affinity for the brand, even if people don’t sign up) and of course /creditcards (if they don’t sign up, let’s at least get an affiliate click :).

You can quickly see how you’ve got a short list of things to do in the Content section of Google Analytics. The filters to apply to those reports, to understand which KPIs would be most important as you value this content.

Rather than letting the data take you somewhere randomly, let this approach put you in the drivers seat and then you take data for a ride to a specific destination. That is what being successful is all about.

Awesome, right?

#3. How smart is their digital marketing strategy?

If you are a regular reader of this blog you know how deeply fond I am of the Acquisition, Behavior, Outcomes framework. We covered Outcomes with the first question and behavior with the second. Now it’s time for acquisition.

What I try to probe, without talking to anyone at the company, is how savvy the company is in digital marketing. I’m also trying to figure out all the places they might be doing advertising. I want to know if they have even a simplistic understanding of how to rock social media.

Here’s my process for doing that…

~ Visit www.google.com (or Baidu in China, Yandex in Russia etc). Run a bunch of search queries with the intent of looking for the company’s products and services. I’ll do at least five or so brand-related queries (“credit karma reviews”), and at least ten to fifteen non-brand/long tail queries (“free credit scores,” “best credit score website,” “credit score reporting scams,” etc.).

I make a note of: 1. Organic search rankings (rank, page titles, snippets). 2. Paid search ads (title, creatives, urls shown). 3. Competition (who comes up first consistently, ppc and organic). 4. Search Plus Your World results.

[Also read, Analytics? Let’s Defer to Avinash Kaushik]

~ Visit sites like (in this specific case) Yahoo! News/Finance to see if I get display ads when I read articles or stories about credit cards, credit scores etc. Do the same with some of the top sites I can think of related to the industry (brokerage sites, financially savvy consumer sites, etc). Finally, checkout at least a couple of blogs relevant to the topic.

I’m trying to see if I bump into my company’s ads (display, text, any other type). It will be a great reflection of how well thought out their acquisition strategy is, or how sub-optimal it is.

~ No business, B2C or B2B or here2there, can exist without a robust YouTube strategy. So off to YouTube to do some relevant searches to see what videos show up.

Do I see any promoted videos in the results (to control the message)? Do I discover a brand channel by the company (to create a deeper connection with customers)? How lame or awesome are their videos (you want to teach and pimp both at the same time)?

~ Social is all the rage these days and I do believe that every business of every type should have a social presence that is the epitome of conversational marketing. So visiting their Twitter/Facebook/Google+ pages is critical.

Do they have a social presence? How many followers/likes do they have in comparison to their competitors? Do they reply to questions, or just shout? Do they pimp offers or try to make people’s lives better? Is there any consistency in their contribution?

One special thing I’m also checking is if they have the +1 button on their website. Search Plus Your World and the social graph has become quite important. People search now, see their friends/social graph liking/endorsing brands and pages. Those often catch the eye of the searcher more easily, sometimes, than paid or organic results.

All this goes into creating starting points for what I’ll do when I get into the web analytics tool. Will I analyze Search first or Campaigns? Will I focus more on referring sources or social traffic first? Will I measure the value of YouTube first or Display ads?

Additionally the above investigation also gives me a set of insights I can deliver to my CxOs. Channels where they should exist but don’t. Things they might be doing badly in Social or YouTube or wherever. Missed opportunities in Organic search or SPYW. Things like that. And these recommendations will come from my own digital marketing sophistication (earning respect from my Senior Leaders).

Bonus: In the digital marketing savvy section I’ve also started to pull out my Samsung Galaxy Tab and Nexus S to preview the mobile and tablet experience of the company. If it stinks that tells me a lot (remember the year of mobile was 2010!). I’ll also run a couple of quick searches on Google or Yandex or Baidu to see how the landing pages look on my mobile phone and tablet.

Super Bonus: Only for the most passionate amongst you… run a quick query in the iTunes App Store and the Android Market to see if the business exists there in the form of an application. If yes, download it. Play with it. Download some competitor offerings.

Most companies that are on the bleeding edge of digital marketing savvy are leveraging Google, Yahoo!, Email Marketing, Blog ads, Social channels AND mobile experiences AND mobile applications. The analysis above, will bring remarkable brilliance when you dive into the data. You’ll take your company from bad to good in terms of acquisition-savvy, or from good to great.

#4. How well are they doing in context of their competition?

It is almost criminal to dive into doing any analysis of a company’s website data without first getting a little bit of context about their competitive performance. Context after all is king .

Here one simple example of how it can be helpful. You log into CoreMetrics and you see a line traffic going up or down. Is that good or bad? You don’t know. No one at the company will talk to you. Why not jump on to a free competitive intelligence tool and figure out the answer for yourself?

I’ll usually start with looking at the company’s data in www.compete.com (if they are US-based with primarily US-based traffic) orGoogle Trends for Websites . And in five seconds I’ll end up with a graph that looks like this:

The above data is from Compete. I’ve included not just the data for Credit Karma, but also for two relevant competitors, freescore.com and myfico.com.

Initially I was wow-ed by the spike in the blue line (Credit Karma), that is quite spectacular. But then I see that it might be an industry thing, as the competitor spiked as well. Good context.

While at Compete I can also dig into a whole bunch of metrics like Visits, PageViews, udience segmentation, and so much more.

Now, I better understand visitor acquisition.

Time to understand a bit more about the visitors themselves. My BFF? Google/DoubleClick AdPlanner , perhaps the largest source of demographic and psychographic data out there.

The above data is for freescore.com. I can also quickly run queries for Credit Karma (and others) and compare and contrast the demographic profiles of people who visit the website. Are our competitors particularly stronger in some Educational categories or Incomes compared to us? What are our areas of strength?

While in AdPlanner I also highly recommend looking at “Sites also visited,” a fantastic way to understand who a site’s real competitors are. What are the clusters of options when people consider a credit report? This is also a great place to get ideas for websites you can show ads on, exchange links, etc.

The last stop of my journey is Google Insights for Search , your direct source for all Google organic search data from across the world. Here I particularly like to look at a metric I call “share of search.” How often are people looking for the generic query for the industry, for me (/my company) and for my direct competitors?

Think of it as unaided brand recall …

Just look at that massive spike in queries for Credit Karma at the end of Dec! What the heck happened there? Great question. What where the related keywords people searched for? Check the Google Analytics reports. Was this traffic any good? Check the Google Analytics metrics. Are we going to dominate the world and crush our competitors? Time will tell!

The purpose of competitive intelligence analysis is to understand your place in the world, to highlight from an industry/ecosystem perspective what your strengths and areas of opportunity are, and to collect a list of questions like the ones immediately above for analysis in your web analytics tools.

Is that not simply orgasmic?

#5. What is the fastest possible way I can have a impact on the business?

One final thing.

I look for a low hanging fruit to fix/analyze. Something I can quickly analyze, find insights for and get fixed to show the value of data (and my employment at the company).

Here are some examples of things I consciously look for:

~ Any obviously important links that might be broken (404) or misdirected.

~ Horribly constructed landing pages for the top organic/paid keywords.

~ Something absolutely important missing from the site’s information architecture.

~ A missed opportunity for promoting a micro conversion more prominently. (Why is the Credit Score Emulator so hidden, and not on the home page of Credit Karma?)

~ Overpimping of social icons when there has never been a social post (or all posts are sub-optimal).

~ No “related items” after a product is added to cart. (Aw, come on! Has Amazon taught us nothing?)

~ 17 display ads on every single page on the website. (Why, oh why must we inflict torture?)

And other such things. Depending on the website you are analyzing, and your web-savvy/UX expertise, you might find other things. But the criteria to apply is that you are looking for big, obvious broken things that can mostly likely be fixed quickly and for which the impact can be quickly measured.

You are trying to find something with a clear purpose to show the power of actions taken through data.

One of my most beloved low hanging fruit for lead gen/ecommerce websites is to identify and improve the checkout abandonment rate .

That would be measuring the efficiency of this process for Credit Karma:

For a lead gen/ecommerce website there is no faster way to improve the bottom line. The potential customer has already discovered us. They’ve survived our website. They’ve gone from consideration to purchase. Now, all that remains for us to make money is to get them through these three simple pages. Let’s make sure we do that! 100% of the time! (I love being aggressive in this case.)

This is directly tied to business purpose. It is absolutely focused on something important (getting the macro conversion). It is small (3 pages), and it is very well defined. And it is easily measureable (hello my dear funnel analysis, I’ve missed you!).

That is how an Analyst achieves glory. Through data. Powered by a clear purpose.

So five simple questions that help you focus on the end-to-end view of the business (Acquisition, Behavior, Outcome) without ever touching the data (except CI) and help you create your own Digital Marketing Measurement Model.

What I love more than anything else is that it forces you to become the Marketer for the couple hours you’ll spend on it. It forces you to think like a business owner for that time. It forces you to pull out any UI/UX chops you have.

It is rare that Analysts get to flex those muscles. It is important, though because I don’t know of a single Digital Analyst who has become great without flexing those muscles.

And now, my dear, you are ready to log into your web analytics tool!

But before you do that, I have one last parting gift for you…

Special Bonus: #6. Any technical notes I can make for the future (analytics or coding)?

As I’m clicking around I also like to make note of these things:

~ Randomly view source to see if the javascript tag for the web analytics tool is there. You just want to spot check if the tool is there (for GA just do View Page Source and Ctrl F and ga.js).

I do not encourage you to do to this until much, much later, but you can use a web analytics site audit tool for more thorough checking. But don’t do it now. Don’t get sucked into technical implementation hell just yet.

~ Things that might hinder SEO.

For example: Link text – is it descriptive? URL structures – are they clean (as on Credit Karma) or a jumble of technical gibberish (as on www.aeropostale.com )? Exit links – are they wrapped in javascript (can’t be read by search bots) or clean? How clean is the link structure? These and other such small things are both a task list and a sign of how savvy the company is when it comes to SEO.

~ When I click on various external ads (search, display, YouTube), I also take a quick peek at the URL window to check for campaign tracking parameters. So important to have them.

~ Make note of windows that pop up. If they are links to the company’s blog or their ecommerce/travel reservation/lead gen platform, is it on the same domain or a different domain?

Latter means tracking challenges, technical nightmares.

~ If they have an internal site search engine, and in this day and age it is criminal not to, then I do a quick search and see if my query shows up in the url stem. For example, on this blog it would look like this: http://www.kaushik.net/avinash/?s=segmentation

This would be awesome. The “s.” It means we can configure it in Analytics in two seconds (no IT begging involved) and start doing amazing internal site search analysis .

If the parameter does not exist… well, then IT begging will be mandatory. 🙂

Remember. You are not a technical implementer or a javascript tagger – two valuable roles. You are an Analyst. Your primary objective should be data analysis and finding insights. So the first five questions and the answers you’ll find are your focus area. The sixth is a gift you can give the javascript tagger/technical implementer in your company.

That’s it. My humble attempt at sharing with you everything I know about avoiding the single biggest mistake Digital Analysts/Marketers make: Execute their jobs without a clear business purpose.

If any of the above makes you feel that I hold data secondary and understanding what data is in service of first then I’ve succeed in my mission with this post.

As always, it’s your turn now.

What are the approaches you use to identify business purpose? Do you dive into the data first, and still find insights without doing the above mentioned five investigations? Is there a strategy outlined above that you feel works better than others? What are your favorite low hanging fruits to fix for a digital business?

Original POST

October 10, 2015