03 - modearted case study - ibm (sf)

8/2/2019 03 - Modearted Case Study - IBM (SF)

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Who Says Elephants Cant Dance?

How IBMs digital marketing leaders drovechange and optimized website usability

Joan Renner, Content Manager, Corporate Marketing Digital Initiatives, IBM

Daniel Burstein, Director of Editorial Content, MECLABS


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IBM.com Case Study

Daniel Burstein, Director of Editorial Content, MECLABS,

@DanielBurstein

Joan Renner, Content Manager, Corporate Marketing

Digital Initiatives, IBM,@JoanRenner
http://twitter.com/http://twitter.com/http://twitter.com/http://twitter.com/http://twitter.com/http://twitter.com/


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IBM.com homepage redesign project approach

1. Set and communicate the plan

Perform interviews and negotiations with stakeholders

Consult with country focal points


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Me


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2. Identify current issues and desired state

Understand best design practices

Review existing reports and analysis

Document and communicate the plan


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2. Identify current issues

Dated masthead

Too many features

competing for

attention

Cluttered family

portrait

syndrome


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2. Identify desired state

Updated masthead

Leadspace image

that can be single,

multiple or cycling

Increased visibility

and opportunity for

promotions

Rich fat footer

would contain morevisitor driven

content


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3. Create plan and testdetermine tools and start testing


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3. Create plan and test: Leadspace pagination

Version A

Version B

Disappointing results

of A/B test: graphic

pagination elements

only increase clicks

%, or 500 clicks aweek


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3. Create plan and test: Increase promotion visibility

Change increased monthly CTRs topromotions by 250%, resulting in 28K

more clicks a month


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3. Create plan and test: Fat footer

Version A

Version B

Position: Moving frequently asked questions to

the left column resulted in a 15K more clicks a

month - a 300% increase

Terms:What we offer

performed better than Shop

and buy by 30%

Terms:Changing Who we are to About IBM

doubled the CTR to 17K monthly


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3. Determine testing plan what tools will be used

4. Build a tracking plan to gauge ongoing performance


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4. Build a tracking plan

Heatmaps help quickly

communicate to executives

and stakeholders monthly

status


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4. Build a tracking plan

Developing a plan

and best practice

to increase clicks /

conversions rates

is critical for

ensuring the

homepage

provides value

Hover

Clicks

Conversions


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4. Build a tracking plan to gauge ongoing performance (heatmaps)

5. Iron out all the bugs and deploy worldwide, allow for slight deviations in designwhere it makes sense


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5. Deploy

Spain

Russia

Sweden

Turkey

Israel

Egypt

Bulgaria

Estonia

Communicate needand drive change with

an understanding that

all markets are not

alike. Invest where it

makes sense.

Deployed new design Future deployment


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6. Maintain a backlog of testing plans


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6. Maintain a backlog of A/B testing plans

# Story Description Design type

High internal

visability 1->5

Difficulty

low-high

Value

low->high

567 Position and presentation of "All xx" option. Mega-menu 4 M M

587 The great hover vs. click debate. Mega-menu 4 L M

553 Lists of items vs. interactive content chunks (several studies, totally new designs) Mega-menu 3 M L

534 Full size vs. "as needed" space use Mega-menu 4 M M

577 General landing page best practice (when user avoids the menu) Mega-menu 5 L H

521 Definition and usability of an Overview product page (Best practice definition). Price & Buy 3 L M

522 Importance and accessibility of product info such as data sheets, demos, and trial options. Price & Buy 4 M M

534 Significance and process for Sales Rep access and relevant info (including definition thereof) Price & Buy 3 L L

578 Implementation of Product package summary (shop cart) to be sent to colleagues and IBM partners. Price & Buy 5 M M

523 Inhibitors to conversion, end-to-end. Price & Buy 5 M H

594 What are users "really" looking for? Notes on what's behind the query. Search 3 M L547 Do they find "it"? How often, what, and what "not" .... resulting in an effect diagram on why not. Search 4 M M

544 User acceptance of v17 masthead search. Search 5 L M

566 User acceptance of search results presentation. Search 4 M M

516 Implementation of direct-to-sales channel on specified and pre-qualified queries. Search 2 H M

529 Improvement on "moment of brilliance" pop-up menu (Let's build a smarter planet - home page). Smarter Planet 3 L L

576 Extension of #16 to wider scope, considering user focus within site. Smarter Planet 4 L M

503 (PLUS): experiments on use of pop-up in other site instances (products, services, context aware, etc.) Smarter Planet 3 L M

501 Use of Graphic heavy vs. text heavy landing pages. Smarter Planet 3 L M

575 Implementation of video flow; Video, audio, user control .... Smarter Planet 4 H H

586 (all - leadspace, content, leading landing page, etc.): Graphics: Concrete vs. Abstract Banners 4 M M

591 Head; short vs. long AND concrete vs. Abstract Banners 3 L M

588 Deck (sub-head), short, long, present, not present Banners 5 L M

571 CTA: Short, long, concrete, abstract .... Banners 5 L M

509 Basic definition of best practice. Banners 3 L H

522 Best Practice. Scan-ability. Can the user find the "necessary" info quickly and with understanding? Content 4 H H

566 Best Practice. Order of Presentation. Is the info presented in a manner digestible to the user Content 4 M M

571 Best Practice. Detail. Does the presentation show general info while allowing for deeper definition? Content 5 M L

592 Optimized use of graphics, icons, charts, etc. within body text. Content 3 M M

542 Metric - Define baseline and ongoing dashboard representing success of 29 studies outlined above. Content 4 L H


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7. Keep the communication on going by offering advice in best practices (e.g. howto build better landing pages)


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Task #577 with low difficulty but high value: Develop guidance for landing

page best practices

You can lead a horse to water, but you cant make him drink.

or can we?

7. Ongoing communication


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7. Ongoing communication example

Control: Recipe A Winner: Recipe C

Shortening the hero,

adding the offer

button and reducingpage clutter increased

CTRs 904% and

registrations 1,475%


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7. Keep the communication on going by offering advice in best practices (e.g. how tobuild better landing pages)

8. Iterate, iterate, iterate


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More information

Website Testing: IBM's navigation elements test leads to 128% increase in

clickthroughshttp://www.marketingsherpa.com/article.php?ident=32001

Website Testing: Research and testing leads to new IBM Software Group

homepage, 23% increase in demos

http://www.marketingsherpa.com/article.php?ident=32009

Landing Page Optimization: Goodbye stock photos and Happy Man, hello

social mediahttp://sherpablog.marketingsherpa.com/website-and-

landing-page-design/lpo-photo-social-media/
http://www.marketingsherpa.com/article.php?ident=32001http://www.marketingsherpa.com/article.php?ident=32009http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://sherpablog.marketingsherpa.com/website-and-landing-page-design/lpo-photo-social-media/http://www.marketingsherpa.com/article.php?ident=32009http://www.marketingsherpa.com/article.php?ident=32001


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Testing tools

IBM Unica Unica Netinsight

IBM Coremetrics

Online Marketing Optimization

IBM In house sandbox a/b testing

environment

Adobe test and target Controlled a/b testing
http://www.unica.com/products/enterprise-web-analytics.htmhttp://www-01.ibm.com/software/info/coremetrics/http://www.omniture.com/en/products/conversion/test-and-targethttp://www.omniture.com/en/products/conversion/test-and-targethttp://www-01.ibm.com/software/info/coremetrics/http://www.unica.com/products/enterprise-web-analytics.htm

03 - modearted case study - ibm (sf)

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