ten ways to make analytics actionable

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Analytics Ten ways to make analytics actionable

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Unravel the mystery around unused dashboards and analytics with this engaging presentation from HANSA Marketing Services.

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Page 1: Ten Ways to Make Analytics Actionable

Analytics

Ten ways to make analytics actionable

Page 2: Ten Ways to Make Analytics Actionable

Agenda

Executive summary – What is an effective dashboard?

Effective campaign dashboards Effective customer dashboards 10 tips for effective dashboards

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Page 3: Ten Ways to Make Analytics Actionable

You’re off to a bad start if…

…you hear dashboard users say – “So what” – “nice to know” – what am I supposed to do next? – “where’d this number come from?” – “can this be right?” – They are already inundated with data, how will yet another

dashboard help them?

…you begin your development with visualizations in mind (dials, gauges, thermometers) – Stop looking to airplane cockpits for the answer – Don’t fall in love with a pretty (inter)face

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Page 4: Ten Ways to Make Analytics Actionable

Why do dashboards sit on a shelf ?

Lack of planning, lack of buy-in No champions to socialize your work

– “Management doesn’t support me” – “Finance thinks all I want is more money for marketing”

Data pitfalls: – Users stumble on definitions, calculations – Numbers look suspicious “this can’t be right” – No callouts or explanations, “you figure it out” attitude – Spotty data feeds, lots of asterisks and insignificant results

Effective dashboards require planning

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Page 5: Ten Ways to Make Analytics Actionable

Effective dashboards always…

Lead to actions Have impact on the business Are part of decision making

– Good news|bad news? – Going up|going down? – Something worked – New customer insights

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Key takeaway:

Effective analytics always have actions attached to measurements

Page 6: Ten Ways to Make Analytics Actionable

Agenda

Executive summary – What is an effective dashboard?

Effective campaign dashboards Effective customer dashboards 10 tips for effective dashboards

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Page 7: Ten Ways to Make Analytics Actionable

If the goal is to ensure marketing accountability…

Establish an ROI objective, then benchmark against it Track back to the original strategy

– Tip: Insert an example of the creative

Associate actions with results – Reallocate marketing investment – channel, vehicle – Try new things (e.g., sweeten offer to acquire customers,

reduce the offer for existing customers to optimize margin)

Why do you think something happened? – Plan on adding annotations, explanations, glossary – Plan on making recommendations

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Page 8: Ten Ways to Make Analytics Actionable

Example of KPIs as they relate to targets

Key Performance Indicators (KPIs) relative to target

Restating observation vs target

8 Source: Klipfolio

Page 9: Ten Ways to Make Analytics Actionable

Example of annotations, definitions, narrative

Annotation/callout

– What else was in market? – What was the competition doing?

Definitions – What is a “customer”? What time period are we looking at? – Are you using Gross or Net Margin?

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Source: Klipfolio

Page 10: Ten Ways to Make Analytics Actionable

Example of comparisons

Year over Year (YoY) and Month over Month (MoM) example from ClearSaleing

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Page 11: Ten Ways to Make Analytics Actionable

Example of funnels

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Funnel example from VisualIQ

Salesforce.com funnel describing the stages of b2b marketing

Omniture’s SiteCatalyst digital marketing funnel

%’s represent conversion to

the next phase

How do these compare YoY,

MoM?

Each number brings up a question:

What were the best sources?

Which attracted new customers?

Funnel example from Value Watcher

Page 12: Ten Ways to Make Analytics Actionable

Example of paths

12 Illustration from Microsoft Atlas whitepaper

Google Analytics visitor flow

ION Infographic referencing MarketingSherpa statistics

Page 13: Ten Ways to Make Analytics Actionable

Campaign dashboard example

Campaign analytics measure audiences, offers, ideas

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Channel Buyers Trans Sales Sales/Piece Margin GM% AOVRespRate

RespRate 2

Retail 200,000 250,000 10,000,000$ $2.50 5,000,000$ 50.0% 45.00$ 4.0% 4.5%Direct 100,000 130,000 5,000,000$ $1.50 2,500,000$ 50.0% 35.00$ 3.0% 3.2%Total 300,000 380,000 15,000,000$ $3.00 7,500,000$ 50.0% 40.00$ 3.8% 4.0%

List Priority Circ AOV Resp Rate Sales/Piece1. List x 1,000,000 $55.00 3.2% $2.002. List y 2,000,000 $45.00 4.9% $3.003. List z 2,000,000 $35.00 4.6% $4.00

5,000,000 $40.00 3.8% $3.00

Market Circ AOV Resp Rate Sales/PieceKey market 1 1,000,000 $50.00 6.0% $4.00Key market 2 4,000,000 $35.00 2.0% $2.00Grand Total 5,000,000 $40.00 3.8% $3.00

Discount Circ AOV Resp Rate Sales/Piece$25 off 1,000,000 $55.00 5.0% $4.00$35 off 2,000,000 $65.00 6.0% $1.75Gift w Purchase 1,900,000 $25.00 2.0% $2.00Control group 100,000 $40.00 3.0% $2.00

Grand Total 5,000,000 $40.00 3.8% $3.00

Distance to Store Circ Buyers Trans Sales Sales/Piece Margin AOVRespRate

Resp Rate 2

Within 1 mile 300,000 90,000 110,000 4,000,000$ $13.33 2,000,000$ 55.00$ 7.0% 7.2%2 miles 200,000 50,000 75,000 3,000,000$ $15.00 1,500,000$ 45.00$ 6.0% 6.5%3 miles 500,000 40,000 55,000 3,000,000$ $6.00 1,500,000$ 50.00$ 6.0% 6.4%4 miles 500,000 40,000 50,000 2,000,000$ $4.00 1,000,000$ 45.00$ 5.0% 5.5%5 miles 500,000 35,000 40,000 1,000,000$ $2.00 500,000$ 25.00$ 4.0% 4.0%

6 to 10 miles 1,000,000 20,000 22,000 900,000$ $0.90 450,000$ 40.00$ 2.0% 2.2%11 to 15 miles 1,000,000 15,000 16,500 650,000$ $0.65 325,000$ 35.00$ 1.5% 1.7%16 to 20 miles 1,000,000 10,000 11,500 450,000$ $0.45 225,000$ 35.00$ 1.0% 1.2%

TOTALS 5,000,000 300,000 380,000 15,000,000$ $3.00 7,500,000$ 40.00$ 3.8% 4.0%

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Email dashboard example in Excel

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Overall health of the program (each tab is a deep dive)

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Page 15: Ten Ways to Make Analytics Actionable

Strategic review leveraging a dashboard

Strategic review with alerts and recommendations Supports a recurring meeting

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Sales this week last week + / - month to date run rate vs. last year + / - vs. plan + / -Search $1,174,583 -65% - $1,174,583 $1,174,583 -65% - -65% -

Paid Search $774,027 -65% - $774,027 $774,027 -65% - -65% -Data Feed $400,556 -65% - $400,556 $400,556 -65% - -65% -

Affiliate $18,244 -65% - $18,244 $18,244 -65% - -65% -Total $1,192,827 -65% - $1,192,827 $1,192,827 -65% - -65% -

Performance Summary

Weekly ChartWeekly chart

$100,000

$175,000

$250,000

$325,000

$400,000

$475,000

$550,000

$625,000

$700,000

Week 1 Week 2 Week 3 Week 4 Week 5 Week 6

AffiliatePaid Search

Performance to Goal

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$2,000,000

$3,000,000

$4,000,000

$5,000,000

$6,000,000

Jan Feb Mar Apr May June July Aug Sep Oct Nov Dec

Total Program

this week last week + / - month to date run rate vs. last yearImpressionsVisits (clicks)Click charges/Pub. Comm.TransactionsSales ($)PFX FeeTotal FeeCost per clickConversion RateAvg. Order ValueRevenue share

Alerts

Page 16: Ten Ways to Make Analytics Actionable

Agenda

Executive summary – What is an effective dashboard?

Effective campaign dashboards Effective customer dashboards 10 tips for effective dashboards

16

Page 17: Ten Ways to Make Analytics Actionable

Goal of customer dashboards

Customer dashboards give campaign data context – – it’s not about response rates and conversions rates but

about loyalty, advocacy and lifetime value

Customer data brings all the channels together Customer data adds to the missing ingredient for

product sales: – Who’s buying the product? – What else are they buying (market basket analyses)? – Is that product their first- or 10th purchase?

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Page 18: Ten Ways to Make Analytics Actionable

Because campaigns don’t buy, people do – Customers are in control – more “pull” than “push” – Customers see brands not channels – Customers don’t care who gets credit for the sale

Why is customer data important?

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Page 19: Ten Ways to Make Analytics Actionable

1

2

3

.

.

.

2. Customer

Centric

1. Batch & Blast

Mail1 Email1 Email2 Email3

Mail2

Y

N Y N Y

2 approaches to campaigns… 1. How “deep” should I

circulate?

2. What does my customer

want?

Page 20: Ten Ways to Make Analytics Actionable

What’s wrong with Batch & Blast?

Batch & Blast is an old model of marketing outreach – Selects audiences based on a marketing calendar – Each campaign seen as a distinct event, leads to overmailing – Response rates of 1% are acceptable (99% failure rate)

What’s wrong? – Presumes customers are in market on our timetable – Slave to “what have you done for me lately” mentality

• Audiences are selected based on Recency – Frequency model for expensive media such as telemarketing and direct mail

– For email, it becomes one size fits all • Anyone with an email address gets all email campaigns, no targeting

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Page 21: Ten Ways to Make Analytics Actionable

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Campaigns within a promo periodCampaign 1 Campaing 2 Campaign 3 Campaign 4 Campaign 5

What this looks like to a customer (mail edition)

Page 22: Ten Ways to Make Analytics Actionable

What this looks like to a customer (email edition)

Customers being pummeled by email Despite clear differences in engagement Everyone gets the same level of attention

RFM and Email analysisRecency Active

Email %Total

EmailsEmails/Buyer Openers

% whoOpened Opens

Opens/Buyer Clickers

% whoClicked Clicks

Clicks/Buyer CTR

0 - 3 Mos 70,960 74.6% 2,124,751 29.9 43,580 61.4% 339,099 4.8 33,304 46.9% 115,778 1.6 5.4%4 - 6 Mos 79,305 83.4% 2,212,122 27.9 42,724 53.9% 342,965 4.3 30,743 38.8% 102,063 1.3 4.6%

7 - 12 Mos 131,193 80.2% 4,161,901 31.7 57,161 43.6% 407,003 3.1 36,133 27.5% 95,216 0.7 2.3%0-12M buyer 281,458 79.5% 8,498,774 30.2 143,465 51.0% 1,089,067 3.9 100,180 35.6% 313,057 1.1 3.7%

13 - 18 Mos 110,122 75.2% 3,550,586 32.2 44,609 40.5% 310,592 2.8 27,159 24.7% 65,970 0.6 1.9%19 - 24 Mos 94,968 71.7% 2,813,285 29.6 33,669 35.5% 221,741 2.3 19,487 20.5% 43,939 0.5 1.6%25 - 36 Mos 160,279 67.4% 4,036,381 25.2 49,156 30.7% 308,036 1.9 27,007 16.8% 57,400 0.4 1.4%37 - 48 Mos 73,727 44.8% 2,173,384 29.5 21,294 28.9% 135,273 1.8 11,350 15.4% 23,129 0.3 1.1%49+ Months 60,842 24.9% 2,035,069 33.4 16,946 27.9% 111,304 1.8 8,953 14.7% 17,889 0.3 0.9%Grand Total 781,396 61.1% 23,107,479 29.6 309,139 39.6% 2,176,013 2.8 194,136 24.8% 521,384 0.7 2.3%

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Page 23: Ten Ways to Make Analytics Actionable

Enter customer dashboards

Customer dashboards start with the customer lifecycle – Acquisition versus Retention versus Reactivation – The way customers begin makes a difference

Customer dashboards provide the longitudinal view – Customer segmentation comes first – Each segment has joiners, stayers, leavers as times goes by – Each has its own repurchase rate and value – Each has its own trajectory (rate of change)

Most importantly, each scenario has an action plan – Example: Triggered communications

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Page 24: Ten Ways to Make Analytics Actionable

Step 1a: Customer segmentation

Customer segmentation based on value

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Page 25: Ten Ways to Make Analytics Actionable

Step 1b: Customer segmentation

Customer segmentation for new customers

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Page 26: Ten Ways to Make Analytics Actionable

Step 2: Joiners, Stayers, Leavers

Customer segments at Period 1

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Period 1 Segment (conceptual) Operational Customers

Advocates 0-3M 3x+ $51+ 30,000 Repeat buyers 0-3M 2x $51+ 45,000New and Hot 0-3M 1x $51+ New and Not 0-3M 1x $50 or less

High dollar, loyal fans, nearing attrition 4-6M 3x+ $51+ 30,000High dollar, trial byrs, nearing attrition 4-6M 1x $51+ 75,000

etc.Dormant buyers, worth reactivating 25M+ 3x+ $51+ 150,000

Low dollar, trial byrs who went dormant 25M+ 1x $50 or less 250,000 total 580,000

Page 27: Ten Ways to Make Analytics Actionable

Step 2: Joiners, Stayers, Leavers

Customer segments at Period 2

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Period 1 Period 2Segment (conceptual) Operational Customers Customers

Advocates 0-3M 3x+ $51+ 30,000 30,000Repeat buyers 0-3M 2x $51+ 45,000 44,900New and Hot 0-3M 1x $51+ 10,000New and Not 0-3M 1x $50 or less 25,000

High dollar, loyal fans, nearing attrition 4-6M 3x+ $51+ 30,000 26,000High dollar, trial byrs, nearing attrition 4-6M 1x $51+ 75,000 70,000

etc.Dormant buyers, worth reactivating 25M+ 3x+ $51+ 150,000 145,000

Low dollar, trial byrs who went dormant 25M+ 1x $50 or less 250,000 245,100total 580,000 596,000

Page 28: Ten Ways to Make Analytics Actionable

Step 2: Joiners, Stayers, Leavers

Customer segments between Period 1 and Period 2

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Period 1 =====> Period 2Segment (conceptual) Operational Customers Joiners Leavers Customers Comments

Advocates 0-3M 3x+ $51+ 30,000 100 100 30,000 Looks like nothing happenedRepeat buyers 0-3M 2x $51+ 45,000 200 300 44,900New and Hot 0-3M 1x $51+ 10,000 10,000 Welcome stream on steroidsNew and Not 0-3M 1x $50 or less 25,000 25,000 Normal welcome stream

High dollar, loyal fans, nearing attrition 4-6M 3x+ $51+ 30,000 1,000 5,000 26,000High dollar, trial byrs, nearing attrition 4-6M 1x $51+ 75,000 5,000 10,000 70,000

etc.Dormant buyers, worth reactivating 25M+ 3x+ $51+ 150,000 5,000 10,000 145,000 Best bets for winback

Low dollar, trial byrs who went dormant 25M+ 1x $50 or less 250,000 5,000 9,900 245,100 Let them attrittotal 580,000 596,000

Page 29: Ten Ways to Make Analytics Actionable

Step 3: Action plan - triggered communications

Behaviors that trigger a marketing communication – Buying behavior (transaction, spend, ship status) – Lack of buying behavior (time has gone by, abandoned cart) – Channel behavior (bought online/pickup at store, loaded

shopping cart/shopped at retail, “contact me” form) – Loyalty behavior (enrolled in loyalty program, earned an

award, redeemed an award, close to an award threshold) – Segment behavior (rhythm of purchase, replenishment) – Site behavior (transaction at the site- not individual level) – Post demand behavior (return) or customer service call

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Page 30: Ten Ways to Make Analytics Actionable

Customer dashboard example

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Key Customer Metrics Main product 1 Main product 2 Main product 3Names through: Last Month This month Last Month This month Last Month This month Last Month This month

Customers 250,000 275,000 Order Penetration % Order Penetration % Order Penetration %Total New 10,000 13,000

New and Hot 1,000 1,300 20.0% 25.0% 20.0% 25.0% 20.0% 25.0%New and Not 4,000 5,000 30.0% 35.0% 30.0% 35.0% 30.0% 35.0%

Reactivated 10,000 11,000 40.0% 45.0% 40.0% 45.0% 40.0% 45.0%

Inactives 150,000 160,000Used-to-Be-Hot 1,000 500Lapsed Account 50,000 55,000"One and Done" 100,000 110,000

Rhythm

Buying monthly 50,000 50,000Twice a Month 10,000 10,000Weekly 5,000 5,000 20.0%

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Page 31: Ten Ways to Make Analytics Actionable

Not about the tool

Integrate with existing work, don’t presume to replace anything with a magic dashboard – The dashboard consumer is always going to add their spin – MS Excel, MS PowerPoint

Don’t forecast; simulate – Make your dashboard interactive with what if scenarios

My favorite dashboard solutions – Alterian’s Alchemy, best campaign interface – MicroStrategy, best integration with Microsoft Office – Klipfolio, best marketing applications – Tableau, best gallery beyond marketing – Dundas, best visualizations

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Page 32: Ten Ways to Make Analytics Actionable

Push to PowerPoint

Page 33: Ten Ways to Make Analytics Actionable

Push to PowerPoint

Page 34: Ten Ways to Make Analytics Actionable

Agenda

Executive summary – What is an effective dashboard?

Effective campaign dashboards Effective customer dashboards 10 tips for effective dashboards

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Page 35: Ten Ways to Make Analytics Actionable

Ten tips for effective dashboards

1. Plan effectively, know your audience, get their buy-in ahead of time, survey them afterwards

2. Vet all of the KPIs before they’re published (especially with finance), centralize definitions

3. Don’t be afraid of MS Excel, promote dashboard’s ability integrate into someone else’s work

4. Show screenshots of the creative 5. Drill down for more detail; but be able to aggregate

up for the contextual overview

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Page 36: Ten Ways to Make Analytics Actionable

Ten tips for effective dashboards

6. Less is more; don’t use visualizations indiscriminately, what are your top 5 KPIs?

7. Always put the numbers into context (e.g., trends, YoY comps, benchmarks)

8. Leave space for user commentary, reactions, disagreements; but start the ball rolling with your recommendations

9. Tell a story; don’t be boring 10. Every section should have an associated action

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Page 37: Ten Ways to Make Analytics Actionable

Effective dashboards always…

Lead to actions Have impact on the business Are part of decision making

– Good news|bad news? – Going up|going down? – Something worked – New customer insights

37

Key takeaway:

Effective analytics always have actions attached to measurements

Page 38: Ten Ways to Make Analytics Actionable

Roy Wollen President, Hansa Marketing Services Inc. (847) 491-6682 [email protected] www.HansaMarketing.com http://www.linkedin.com/company/404316?trk=tyah