Digital Investment Roadmap Webinar
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Transcript of Digital Investment Roadmap Webinar
interactive technology solutions
Understand and drive value from digital investments
It should be.
IS YOUR DIGITAL INVESTMENT PAYING OFF?
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Speakers
Introduction
Mike Matteo, SVP & General Manager
Bridgeline Digital» 212.201.5629» [email protected]
Brian Bolton, SVP of Marketing
Bridgeline Digital» 781.497.3013» [email protected]» Twitter.com/Bridgeline» Facebook.com/BridgelineDigital
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Developer of the award-winning iAPPS Web Engagement Management Platform and Interactive Technology Solutions
We’re passionate about helping organizations drive digital Marketing and Operational success
» Over 600 happy customers – their repeat business makes up over 60% of our annual revenues» In 2012 – Deloitte recognizes Bridgeline Digital as one of the Fastest 500 growing
companies in North America» iAPPS enjoys a 99% retention rate
Expanding Market Presence
» Over 220 dedicated employees across and expanding geographic presence
Who is Bridgeline Digital
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How We Build Customer Success
We develop solutions that help our customers achieve their key initiatives by leveraging web technologies
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Hundreds of Customers Rely on Bridgeline & iAPPS
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Where should you spend your ad dollars?
The ability to measure gives digital an edge
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Traditional vs. Digital Investment
The landscape of marketing spend is shifting rapidly
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Your Spend is Going Digital – Ready or Not
Source: The 2012 BRITE/NYAMA Marketing in Transition Study by Columbia Business School
Digital is being embraced by marketers at a rate that surpasses most traditional channels
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A. Brand Awareness studies
B. Overall company results (growth)
C. Specific ROI
D. % Marketing Spend against Revenue
E. None of the Above
F. All of the Above
How do you evaluate your companies marketing investment?
Poll Question
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It’s an Entirely New Vocabulary for CFOs
BIG DATA
Sometimes reading reports on marketing campaigns makes you feel likeyou need a translator….or at least a phrasebook!
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Site Behavior• Customer or prospect• New or return visitor• Visit pattern / content accessed• Products viewed• Purchases made• Search history• Campaign activity
Timing• Day of week• Time of day• Last visit• How often
Referrer Data• Referring site• Direct traffic• Organic search• Pay Per Click• Campaign
Environment• IP address• Country• Operating system• Browser type• Screen resolution
Big Data
What do you know about your site visitors? The more you know, the more targeted the campaign increasing likelihood for conversion.
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Roadmap to RODI
Return on Digital Investment can be reached by following a proven path
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Make sure there are defined objectives• eg., Customer Acquisition
Set Specific Goals• eg., Lead Generation, Traffic Expansion, Improved
Engagement
Value Each Goal
If you don’t understand what you’re trying to achieve, you’ll neverreach your objective
Define Success
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Understand Channels and Measurements
The number of marketing channels has grown increasingly fragmented in the age of digital
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Attract – visitors with strong campaigns in specific channels
Engage – with strong, alluring design, and targeted messaging/content
Convert – with strong calls-to-action
Assess – The funnel is never finished.
Message – visitors and continue to build their profile
Digital ROI Funnel
To drive your digital ROI, be sure your web funnel is converting consistently.
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Understand Channels and Measurements
Different channels require different measures
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Put an Analytical Framework in place
Select right tools to guide your Digital Investment• Integrated Analytics, CRM, Marketing Automation
Make sure your tools are aligned with your goals• Lead Generation, Traffic Expansion, Improved
Engagement
Drive top down adoption• Standardize across the enterprise• Implement a reward system, align with goals
What gets measured gets done; What gets measured and fed back gets done well; What gets rewarded gets repeated
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A. Yes
B. No
C. I am not sure
Does your company use an integrated solution for measuring digital effectiveness?
Poll Question
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Interpret Results and Take Action
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Interpret Results
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Interpret Results
IAPPS ANALYTICS SCREEN SHOT SERIES
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Case Study: Large Appliance Manufacturer
ObjectiveIncrease online sales
Goals• Increase organic search traffic• Optimize Pay-Per-Click Spending• Improve on site engagement & conversion• Engage potential customers with targeted
emails
Analytics• Organic search up more than 50%• Unique keywords traffic up by 90%• Overall site visits up by 113%• Pageviews up by 11%• Bounce rates down by 6%
Results Conversion rate
(% of visitors that purchased)
increased by more than 30%. ROI in excess of 1000%