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10 video marketing case studies prove ROI for brands 0

Posted on October 11, 2019 by Rob Petersen
Video marketing case studies

Video Marketing Case Studies

Video marketing case studies show the value of video online for brands. And offer proof that, even if you run a great advertising campaign, what good is it until it delivers the desired return.

Whether it is a boost in sales, an increase in leads or penetration into a new target segment.

Here are 10 video marketing case studies that prove ROI for brands

ABREVA: Found most sufferers get their first cold sore as teenagers.  Knowing that Gen Z and millennials are watching less TV than in the past, Abreva decided to lean into YouTube. Abreva created 119 different ads to customize the text based on a variety of interests. Viewers were then served up a relevant ad based on what they were watching. They saw a 41% lift in overall ad recall and a 342% lift in search interest among its target audience.

ADIDAS: Had always used a “phased block planning” approach to product launches — one campaign split into multiple, time-separated phases, all targeted at the same audience. The phases typically focused on awareness, education, and driving action. In need of a better way to launch its Nemeziz soccer shoe, the Adidas marketing team turned to YouTube’s video ad sequencing tool to move its target audience along a planned sequence of ads in a shorter amount of time — just a few days, for some people. Adidas saw a 33% lift in awareness, a 20% lift in ad recall, and a 317% lift in product interest.

CHILI’S: Decided to run a digital campaign to raise awareness of its 3 for $10 deal. The plan was to capture people’s attention using a made-for-digital 15-second creative spot that highlighted one of the meals from the promotion. They also saw a good opportunity to get people to sign up for My Chili’s Rewards, the brand’s loyalty program. The campaign ended up generating over 7,800 form leads, a valuable addition for a campaign focused on brand consideration.

COMCAST: Xfinity Mobile, a new type of wireless plan with millions of Wi-Fi hot spots designed to help consumers save money on data. They had a seemingly simple idea: give potential customers sticker shock by showing them how much their data actually costs them. For example, if someone was about to watch a five-minute sports clip, they might have been shown a sports-themed ad beforehand showing that the video they were about to watch would cost them $1.31 with their current cellular service provider. The brand experienced a 113% lift in brand interest, 3X increase in search, and has gained thousands of new customers since the campaign launched. The campaign won the YouTube Works Grand Prix and Best Media Work awards and Cannes Lions awards.

DORITOS: Told a funny, elaborate story for Doritos Blaze that built over time through a series of six-second bumper ads on YouTube with customization options. For example, someone who watched the introductory 15-second ad was later served up a six-second ad that naturally followed from the first one and reinforced the message. Someone who had chosen to skip the longer ad was instead served a six-second ad that reintroduced the product. The campaign led to a 19.3% lift in favorability, helping Blaze become the top-selling new single SKU launch for Doritos in the past five years.

HERSHEY’S: Had ahead of the launch of its limited-edition Hot Cocoa Kisses. While food brands often turn to TV to recruit celebrity chefs like Martha Stewart, Hershey’s headed online for inspiration. They featured top YouTube bakers like Rosanna PansinoThe Icing Artist, and Honeysuckle — generated a 22% lift in purchase intent. Together with a paid ad strategy, the campaign was key to driving more than $9 million in retail sales.

LIQUID PLUMBER: Noticed the rise of influencers performing grossly intriguing and humorous experiments. They created a video series that asked “Will It Clog?” Staying true to the formula, the videos featured down-and-dirty depictions of extreme clogs, while also evoking a sense of relief when the clog was cleared. The brand successfully increased both awareness and favorability by 38% and 40%, respectively.

LVMH: The French luxury goods company behind brands like Louis Vuitton and Givenchy, saw that people weren’t just looking for inspiration; they also wanted help deciding what to buy. This insight led the company to put in place a two-pronged approach to its video marketing. First, during Paris Fashion Week, the brand partnered with top YouTube creator Emma Chamberlain and supermodel Karlie Kloss to document their experiences exclusively on YouTube. The video generated over 1 million views. The second part of the approach makes it easier for video viewers to become customers. Louis Vuitton doubled down with an always-on YouTube TrueView for Action campaign — video ads with clickable elements that allow viewers to make purchases. The campaign has driven an 11X return on ad spend.

NEUTROGENA: Wanted to measure the incremental sales lift of a recent online video campaign for its makeup remover wipes.  it tapped into events like the World Cup, when people typically paint their faces to show support for their national team, or holidays like Halloween, when people use makeup as part of their costumes.  The brand built 21 different pre-roll ads, each layered with a message tailored to a specific audience and context, followed by the same closing line across all versions of the video. The videos outperformed CPG benchmarks by as much as 4X and drove close to a 14% lift in sales. The vast majority of the incremental sales (73%) came from buyers new to the brand.

UNITED: Had one big goal: “We want to inspire people to travel,” said Kajal Narasimha, Managing Director, Personalization & Engagement at United. For this campaign, United wanted to drive greater conversions by testing more personalized and engaging media. To achieve that, the team created a 15-second video featuring people on vacation in breathtaking places — sandy beaches, bustling markets, Alpine wonderlands — rewinding back to the one-step they all took to get there. Booking a flight. The strategy was a success. In just one month, 52% of conversions attributed to YouTube were click-through conversions directly from the ad, showing the effectiveness of this format in driving immediate website visits. 

Thanks to the team at Google for providing these video marketing case studies. Do they prove the ROI of video marketing to you? Could your brand be the next video marketing case study?

9 top metrics to measure website user experience (UX) 0

Posted on September 29, 2019 by Rob Petersen
website user experience

Website user experience

Website User Experience (UX) is understanding user behavior and improving satisfaction to gain more users, usability and a greater number of desired actions.

After all, what good is driving people to a website if the experience they have drives them away? What should you be looking at to gauge success?

Here are the top 9 metrics to measure website user experience.

1. Site Speed

47% of people expect a website to load in 2 seconds or less and 53% of mobile users abandon a mobile website that takes over 3 seconds to load. If your site speed is longer than 3 seconds, you’re losing visitors you didn’t even know you had. There are a number of free tools you can use to measure site speed. One is HubSpot’s Website Grader.

2. Visits

88% of online consumers are less likely to return to a site after a bad experience. If visits are declining, applying more traffic driving tactics might not be the answer. It might be better to make sure the people who are coming leave satisfied with a great website user experience.

3. Bounce Rate

The bounce rate is the percent of visitors who come to a website on a particular page and leave from the same page. The bounce rate is considered to be a key metric for website relevance. Because, if the site is relevant, visitors are likely to view more than one page. As a rule of thumb, a bounce rate in the range of 26% to 40% is excellent. 41% to 55% is roughly average. 56% to 70% percent is higher than average, but may not be cause for alarm depending on the website. Anything over 70% is disappointing for everything outside of blogs, newsletters or landing pages where all key action occurs on that page,  Regardless of what the bounce rate of a website currently is if it going up, it’s a signal that website user experience might need improvement.

4. Reviews and Ratings

Many online businesses, particularly e-commerce, offer visitors the opportunity to review and rate them. This not only enhances credibility because 84% of people trust online reviews as much as personal recommendations. But testimony and content from reviews also can increase search rank. If reviews are used, there is a high likelihood they will include feedback on website user experience. This should be viewed as valuable research. Companies like Shopper Approved and Trust Pilot offer customer review software to enable site reviews and manage them.

5. Site Search for Website User Experience

Site Search is a feature in Google Analytics Site that lets you understand the extent to which users took advantage of your site’s search function, the search terms they entered, and how effectively the search results created deeper engagement with your site. The search terms are often valuable input on what visitors looked for in the navigation. But they couldn’t find so they used the search functions.

6. Conversions & Conversion Rate

It’s important that a connection is made between a better website user experience and better business. By measuring conversions and conversion rates, you establish this link. Conversions occur when a visitor to your website completes a desired goal, such as filling out a form or making a purchase. Conversion Rate is the percent on actions based on total visits. Both are metrics that matter to equate user satisfaction with business results. In order to track conversions, conversion rate, and cost per conversion, you need to set up conversion tracking in your website analytics.

7. Average Order Value

Average order value (AOV) is the average dollar spend when a customer places an order on a website. If a customer can easily navigate and access website features that make information, education and buying a product easy, Average Order Value can increase. By increasing the average order value, businesses can directly impact their revenue growth.

8. Cart Abandonment Rate

23% of US online shoppers have abandoned an order in the past quarter solely due to a “too long/complicated checkout process”. For most checkouts, it’s possible to make a 20-60% reduction in the number of form elements shown to users during the default checkout flow. For websites that sell products online, the shopping cart is a key destination for user satisfaction.

9. Form Usage for Website User Experience

Great website user experience applies to every part of your website, including your web forms, in regards to accessibility, ease of use, and convenience. An online form with great UX is easy for your visitors to work though, simple to understand, and feels professional. When your form has all of these factors, you’re likely to see an increase in your number of conversions.

Do these metrics make sense to measure website user experience? Would you include anything else? Would your website benefit from a better user experience?

9 experts tell what is a good Marketing ROI and why 0

Posted on September 14, 2019 by Rob Petersen
marketing roi

Marketing ROI

Marketing ROI is exactly what it sounds like: A way of measuring the return on investment from the amount a company spends on marketing. 

Marketing ROI benefits any company in the following ways:

  • Justifies marketing spend
  • Shows what to spend on
  • Compares marketing efficiency with competitors
  • Holds marketing people accountable

What sort of Marketing ROI should a business expect? 9 experts tell us what is a good Marketing ROI.

What is a good Marketing ROI?

According to Neilsen, the average marketing return on investment is $1.09. So what is a good Marketing ROI and why.

5:1 Ratio

‘A 5:1 ratio is in the middle of the bell curve. A ratio of over 5:1 is considered strong for most businesses. A 2:1 revenue to marketing cost ratio wouldn’t be profitable for many businesses, as the cost to produce or acquire the item being sold (also known as cost-of-goods-sold, or COGS) is about 50% of the sale price. Companies with higher gross margins (their COGS are LESS than 50% of the sales price) don’t need to achieve as many sales from their marketing before they become profitable. Therefore, the ratio is lower.” – Chris Leone, Web Strategies Inc.

Email marketing has the highest ROI

“Email marketing has the highest ROI of 675% when compared with any of the other major marketing methods. An email marketing campaign with a business’s website can be utilized to great success in order to increase sales and profits.” – Profitworks

Measure against the past

“One good way to set a “good ROI” benchmark for each marketing strategy is to look at the return from similar tactics you’ve tried in the past, as well as your current sales numbers. That information should help you create ROI benchmarks and goals that are realistic for your company. What’s considered a “good ROI” can vary based on the type of marketing strategy, your distribution channels, and your industry.” – Pamela Bump, HubSpot 

Start small and scale with success

“Many entrepreneurs make the mistake of blindly spending money, hoping that cash will eventually come back and multiply. Sometimes it works. Usually, however, the entrepreneur runs out of money because he or she didn’t consider ROI. Maybe you spend $500 on Facebook Ads. You track the campaign over several weeks and discover that leads from those Facebook Ads generated $10,000 in revenue. That’s a massive ROI. Now you know that Facebook Ads offer tremendous ROI. Next time, you might spend $2,000 on Facebook Ads to multiply the potential revenue.” – Jonathan Cronstedt, Medium

Test your way to a high Marketing ROI

“Almost anything can be measured using proper test design – but note that it’s prohibitively expensive to test everything with this method. With test and control groups, you apply the program or treatment that you want to measure to one component of your target buyer group, and not to another homogeneous part of that group.  All other factors being equal, you’ll be able to attribute any difference in buyer behavior between the two groups to the particular program.” Jon Miller, Marketo

Google Ads – $2 return for $1 spent

“According to research by the American Economic Association, businesses make an average of $2 in revenue for every $1 they spend on AdWords (Google Ads). However, many of them spend money on AdWords without knowing which search terms to target, what the best bid price is, or how to measure their revenue.” – MarketingProfs

KPIs with targets determine Marketing ROI

“ROI can certainly be seen as a “numbers game.” When marketers launch campaigns, they must be willing to identify the KPI’s of those campaigns in numerical terms. How much more traffic have they generated? What has been the increase in lead generation compared to that before a campaign has been in place? Companies can obsess on looking for a positive ROI in short order when, in fact, a campaign may be much longer-term before results can actually be seen. Find the balance. Set up the KPI’s, track results in real-time, eliminate those campaigns that are clearly not working, and allow those that seem to be getting results the time they need.” – Circa Interactive

LinkedIn has an average ROI of $9.59

“We looked at every paid LinkedIn touchpoint (e.g. paid social ads) across our customer base from 2017 through July 2018.  We use a full path attribution model in order to give revenue credit across the entire customer journey, including marketing that happens post-opportunity creation. We look at cost data and closed-won opportunities across the same 1.5-year time span. In other words, this includes costs for LinkedIn ads directed towards leads and current open-opportunities. The average ROI for a subset of our customers is $9.59.” – Andrew Nyugen, Bizible

Facebook ads lift search ROI

“Consumers who were exposed to Facebook ads were more likely to conduct a new search on mobile. The average lift for mobile search referral traffic was 6 percent. Small businesses saw the largest variance in the lift. when people saw Facebook ads in addition to paid search results, they were not only 13 percent more likely to buy online, they were also 79 percent more likely to seek out the brand’s physical store.” – Larry Kim, Wordstream

Do these experts help your understanding and expectations of Marketing ROI? Do you need help determining Marketing ROI for your business?

23 timely tips that make generational marketing work 0

Posted on August 31, 2019 by Rob Petersen
generational marketing

Generational Marketing

Generational Marketing takes into consideration groups of people born in the same period of time who share similar life experiences shaped by that particular time period and their marketing preferences.

To know as much as possible about a group of people and their preferences is an advantage to any marketer.

To help you do better marketing, here are 23 timely tips that make generational marketing work.

Generation Z (ages 7-22)

By 2020, Gen Z is expected to account for 40% of all customers. Their buying power is $44 billion and expands to $600 billion including the influence they have on their parents’ spending.” They may be the youngest generation but don’t underestimate their importance.

  1. A personal approach is important when marketing to Generation Z. An IBM and National Retail Federation study found that “Gen Z-ers want to actively share their opinions and co-create with brands.”
  2. If it doesn’t work on mobile, it doesn’t work. 85% of Generation Z cite an easy mobile experience as the most important element of making a purchase. Below is mobile usage by age groups.
  3. Gen Zers like to receive emails from brands, the largest group—31.8%—says they like to hear from brands a couple of times a week. The next largest group—27.5%—says they want to hear from brands once a day. 19.0% say they prefer once a week and 18.4% say once a month.
  4. Include a video to keep Gen Zers engaged. The social platforms Gen Zers use most is YouTube (85% of Gen Zers say they use the platform and 32% say they use YouTube more than any other social media site), followed by Instagram (72% say they use the platform though only 15% say they use it most).
  5. Collaborate. Gen Z crowdsources decisions to buy referencing reviews of friends, strangers, and influencers.
Generational Marketing mobile

Millennial generational marketing (ages 23-38)

Millennials have a lower median income and less disposable income than past generations. They’ve learned how to live well on less. This makes their shopping habits much different from their predecessors.

  1. Millennials won’t be caught without multiple mobile devices. Marketers need to ensure their ads display clearly on all mobile devices.
  2. Remarketing lists for shopping ads (RLSAs) are a good way to go. These ads appear on the pages that consumers have previously browsed. Seeing ads multiple times when they’re actively shopping creates a more personal connection to Millennials.
  3. Millennials have caught on to the idea that most stores will price match, This tactic can win their business.
  4. Social media has the biggest influence on Millennials. 49% of Millennials have been influenced by social media to spend on experiences compared to 44% of Gen Z, 28% of Gen X and 16% of Baby Boomers.
  5. Millennials care companies are committed to the community. 81% of Millennials expect companies to make a public commitment to charitable causes and citizenship. 
  6. Millennials expect a great customer experience. 74% of Millennials report they will switch to a different retailer or brand if they have a negative experience. It is important for companies to focus heavily on making sure their customer is satisfied.

Gen X (ages 39-54)

Generation X is characterized by its strong work ethic, sound decision making, and stability. Even though their age range spans just 5 years, they account for 31% of the total U.S. income, and their income (on average) is higher than the national average as well as the averages for all other generations.

  1. Gen Xers want emails/newsletters from a brand more than any other type of content.
  2. They often feel overlooked by brands and marketers. Make sure to create marketing messages tailored specifically to your Generation X consumers.
  3. Gen Xers are big researchers on the internet. 72% use the Internet to find and research businesses. Give them plenty of information and sure your business’s name, address, and phone number are consistent across the internet.
  4. Women are often the breadwinners for Generation X. About 20% of Generation X men earn less than their wives. So consider targeting women for Generation X.
  5. Gen Xers are nostalgic. Nielsen reports both men and women are drawn to TV commercials that showcase everyday life and real-world situations. Messaging that is rooted, authentic and speaks to important times is a good way to get through to them.
  6. Gen Xers are brand loyal. 50% of Gen Xers are brand loyal. Reward them for their loyalty. It’s likely they will keep coming back.

Baby Boomer generational marketing (ages 55-73)

  1. Baby Boomers prefer more news articles, research reports, and email content.
  2. Computers are still the way to go. 31% use computers to shop online vs 25% for mobile phones. Boomers use laptops and PCs far more often than the younger generations
  3. Boomers take their time. Part of reason they use computers is they don’t take purchasing lightly. Boomers treat a purchase as a commitment and do their due diligence.
  4. Boomers appreciate it when you spell things out. Give them the option to dig into the details if they want.
  5. Search is the channel of choice for their research on businesses and brands. Search engines score higher than watching videos and using social media.
  6. Don’t ignore social media. 82% of Baby Boomers belong to at least one social media site, with Facebook being by far the most popular one.

Do these tips help you with your marketing? Are you interested to learn more about generational marketing?

10 data mining examples for 10 different industries 2

Posted on August 17, 2019 by Rob Petersen
data mining examples

Data mining examples

Data mining examples show the process of discovering patterns and identifying rules in large data sets. Machine learning, artificial intelligence, statistics, and database systems are methods frequently used.

How data mining is applied across industries is vastly different. That’s because the goal of data mining is understand customer behavior, predict future behaviors and identify steps that accelerate the desired outcome. And customers behave differently depending on the industry.

To show how, here are 10 data mining examples for 10 different industries.

Banking data mining

In banking, the main objective is to use data mining is to extract valuable information from distinct customer data. That’s because the key strategy for a bank is to reduce costs and increase bank revenues. The customer, and their accounting and personal information, is the backbone for data mining examples of every bank. They collect data such as their purchase history, geo-location preferences and other behaviors. Bank that effectively use this data mining analysis to create right product for the right customer.

E-commerce

Many e-commerce companies use data mining and business intelligence to offer cross-sells and up-sells through their websites. One of the most famous of these is, of course, Amazon, who use sophisticated mining techniques to drive their, ‘People who viewed that product, also liked this’ functionality. By thoroughly studying and analyzing past data and behaviors, Amazon categorizes products depending on the probability of your purchasing the product.

Educational data mining

Educational Data Mining (EDM) is increasing rapidly as more and more education systems are going online. It has opened new areas like new computer supported interactive learning methods, tools-intelligent tutoring system and simulation games. This has created opportunities to collect and analyze student data , to discover patterns and trends in those data and to make new discoveries and test hypothesis about how students learn through online classes. The data collected from online learning systems can be aggregated over large numbers of students and can contain many variables that data mining algorithms can explore for model building.

Healthcare

Lab tests are often essential to enable a health care provider to decide how to treat a patient. Applying data mining helps doctors discover things they might otherwise miss within laboratory results. In one study, researchers looked at more than 600 urine samples and used data mining to classify patients by life expectancy based on characteristics of their urine. Taking this approach reveals instances where patients are sicker than they seem, allowing doctors to take prompt action.

Marketing data mining

Data mining in marketing is used to explore increasingly large databases and to improve market segmentation. By analyzing the relationships between parameters such as customer age, gender, tastes and lifestyles, it is possible to predict behavior in order to direct personalized loyalty campaigns. Data mining also predicts which users are likely to unsubscribe from a service, what interests them based on their searches or what a mailing list should include to achieve a higher response rate.

Mass merchandisers

Mass merchandisers are good data mining examples in action. Loyalty card programs are usually driven mostly, if not solely, by the desire to gather comprehensive data about customers. One notable recent example of this is Target. As part of its data dining program, the company developed rules to predict if their shoppers were likely to be pregnant. By looking at the contents of their customers’ shopping baskets, they were able to spot customers who they predict were likely to have a baby on the way. They then send them targeted promotions for diaper, wipes and other baby products. Their predictions were so accurate that Target made the news by sending promotional coupons to families who did not yet realize (or who had not yet announced) they were pregnant! 

Mobile phones and utilities data mining

Mobile phone and utility companies are data mining examples that predict ‘churn’, the terms used for when a customer leaves their company to get their phone/gas/broadband from another provider. They collate billing information, customer services interactions, website visits and other metrics to give each customer a probability score, then target offers and incentives to customers whom they perceive to be at a higher risk of churning.

Nursing

An analysis reveals a substantial portion of Medicaid patients are going to the ER more than 10 times per year. 2 or 3 trips to the ER is just a bad year, but more than 10 visits means that something has gone wrong. This prompts Medicaid employees to call these patients, take steps to increase their level of personal care at home and institute 24/7 nurse hotline to allow Medicaid patients to call in for medical help rather than going to the hospital. This lowers the costs of Medicaid ER visits by more than 20%.

Retail data mining

Retailers segment customers into ‘Recency, Frequency, Monetary’ (RFM) groups and target marketing and promotions to those different groups. A customer who spends little but often is handled differently to a customer who spent big but only once and some time ago. The former may receive a loyalty, up-sell and cross-sell offers, whereas the latter may be offered a win-back deal, for example.

Social media

A study published in the Journal of Advertising uses social media mining techniques to gauge users’ perception of a variety of common brand names. The study specifically looked at Twitter, examining tweets of brands in the following industries: fast-food restaurants, department stores, telecommunication carriers, consumer electronics products, and footwear companies. The researchers use the Twitter handles of each company (“@CompanyName”) as keywords to pull about ten million tweets for each of the twenty companies studied for results that are incredibly specific. For example, the study found 15.7% of tweets about fast-food restaurants are about promotions chains are offering. And, among cable companies, 66.7% of tweets about Comcast contain a negative sentiment.

Are these relevant data mining examples to you? Could you use guidance on data mining for your company

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