ogilvy at des: five data tricks brands mess up
Post on 01-Nov-2014
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MISTAKE #1
WE ANALYZE BUT DON’T ACT
Listening is easy
+30% lift in ROAS
MISTAKE #2
WE DON’T LEARN FROM HISTORY
+15% conversion43:1 ROI
MISTAKE #3
WE DON’T USE THE DATA WE SHOULD BE USING
new Data
MISTAKE #4
WE SPEND TOO MUCH TIME IN THE BASEMENT, NOT ENOUGH TIME IN THE
BOARDROOM
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15 ways of setting the marketing budget
1. Intuitive / rule of thumb – “enough to do the job” based on experience
2. Maintaining previous spend, sometimes inflation adjusted
3. Percent of previous sales – backward looking, compounds failure (or rewards success)
4. “Affordable” – what’s left after cost and profit requirements are met
5. Residue of last years profits – focuses on source of funds, not their use
6. Percent of gross margin – begs question of cost efficiency
7. Percent of forecast sales – most common method used
8. Fixed cost per unit of sales – like % of turnover
9. Cost per customer/capita – mostly business to business
10. Match competitors – assumes they are right
11. Match share of voice to brand share – like the above
12. Marginal return – direct response approach
13. Task approach : define objectives and cost out how to reach them – best in theory but may require modeling
14. Modeling – the most sophisticated approach: not easy
15. Media weight tests – looks empirical but usually difficult to evaluate or replicate.
Harry Henry, Cranfield Broadsheet, 1979
MISTAKE #5
WE THINK LIFE IS LINEAR
EVERYONE HAS GOT A PLAN,
UNTIL THEY GET PUNCHED IN THE FACE
- MIKE TYSON
AGILITY
OODA LOOP
SENSE
ORIENT
CREATE
INTERACT
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