View
36
Download
1
Tags:
Embed Size (px)
DESCRIPTION
100 Ways to Measure Social Media, a presentation on Digital ROI presented at the Promotion Marketing Association (PMA) in March 2010, Chicago
Citation preview
100 Ways to Measure Social Media
David BerkowitzSenior Director of Emerging Media & [email protected]: MarketersStudio.com / blog.360i.comTwitter: @dberkowitz / @360i
Downloadat
bit.ly/pmadb
22www.360i.com Proprietary & Confidential
Hi, I’m
Nice to meet you:
This is social media…
33www.360i.com Proprietary & Confidential
Buzzword of the Year!!!
44www.360i.com Proprietary & Confidential
Get yer free Playbook right here
Download at www.360i.com/playbook
*Peanuts sold separately
55www.360i.com Proprietary & Confidential
Evaluate opportunities by asking 4 questions
Does it meet our marketing
objectives?
Does it use oursocial media
arsenal?
Does it followsocial media
best practices?What is the value
exchange betweenconsumer & marketer?
SOCIAL MARKETING STRATEGIC LENS
66www.360i.com Proprietary & Confidential
MYTH
77www.360i.com Proprietary & Confidential
YOU CAN’TMEASURE
SOCIAL MEDIA
88www.360i.com Proprietary & Confidential
100 ways to measure social media
Read the full listbit.ly/100ways
99www.360i.com Proprietary & Confidential
BUZZ VOLUMEBY POSTS
BUZZ VOLUMEBY
IMPRESSIONS
1010www.360i.com Proprietary & Confidential
Different channels have different weight when viewing impressions vs posts
ANALYSIS BY MEDIA TYPE FOR KEY CLIENT CONVERSATIONS BY # OF POSTS AND IMPRESSIONS
(MARCH 2009 – JUNE 2009)
Source: 360i Analysis of the social media landscape, August 2009
By # of Posts By # of Impressions
1111www.360i.com Proprietary & Confidential
BUZZ VOLUMEBY POSTS
BUZZ VOLUMEBY
IMPRESSIONS
CHANGE IN BUZZ OVER
TIME
BUZZ BYTIME OF DAY
BUZZ SEASONALITY
COMPETITIVEBUZZ
BUZZ BY CATEGORY
BUZZ BYSOCIAL CHANNEL
BUZZ BYSTAGE IN
PURCHASE FUNNEL
1212www.360i.com Proprietary & Confidential
In shopping conversations for Client, many are spreading the word but are not necessarily buying
PURCHASE FUNNEL ANALYSIS FOR CLIENT ONLINE CONVERSATIONS
Source: 360i Analysis of the social media landscape, April/May 2009Sample size 150 blog posts, board posts, micro-blogs & comments
Advocates are spreading the word,
but they do not say if they actually bought
or intend to buy
Advocates are spreading the word,
but they do not say if they actually bought
or intend to buy
1313www.360i.com Proprietary & Confidential
BUZZ VOLUMEBY POSTS
BUZZ VOLUMEBY
IMPRESSIONS
CHANGE IN BUZZ OVER
TIME
BUZZ BYTIME OF DAY
BUZZ SEASONALITY
COMPETITIVEBUZZ
BUZZ BY CATEGORY
BUZZ BYSOCIAL CHANNEL
BUZZ BYSTAGE IN
PURCHASE FUNNEL
ASSET POPULARITY
MAINSTREAMMEDIA
MENTIONSFANS FOLLOWERS
1414www.360i.com Proprietary & Confidential
Dunkin Donuts Tracks Twitter CRM
Users who enroll in the “DD Perks” program are entered into a company database. The company has a quantitative value for database members, although it will not disclose that number or the Twitter click-through rate.
- Portfolio.com, March 2010
1515www.360i.com Proprietary & Confidential
BUZZ VOLUMEBY POSTS
BUZZ VOLUMEBY
IMPRESSIONS
CHANGE IN BUZZ OVER
TIME
BUZZ BYTIME OF DAY
BUZZ SEASONALITY
COMPETITIVEBUZZ
BUZZ BY CATEGORY
BUZZ BYSOCIAL CHANNEL
BUZZ BYSTAGE IN
PURCHASE FUNNEL
ASSET POPULARITY
MAINSTREAMMEDIA
MENTIONSFANS FOLLOWERS FRIENDS
GROWTH RATEOF FANS,
FOLLOWERS,FRIENDS
RATE OFVIRALITY/
PASS-ALONG
CHANGE INVIRALITY OVER
TIME
2ND-DEGREEREACH
EMBEDS/INSTALLS
1616www.360i.com Proprietary & Confidential
Embeds as part of mom-centric marketing
Co-Branded hub with user content
70+ moms write all about it on their
blogs
Co-branded widget reaches over 1MM
ppl
4,000+ tweets using dedicated #spritebts
Increase in MCR points redemption
for schools
Well above benchmarks:
• 3.7x impressions
• 3.6x embeds
• 1.6x unique blog posts
• 1.5x tagged tweets
1717www.360i.com Proprietary & Confidential
BUZZ VOLUMEBY POSTS
BUZZ VOLUMEBY
IMPRESSIONS
CHANGE IN BUZZ OVER
TIME
BUZZ BYTIME OF DAY
BUZZ SEASONALITY
COMPETITIVEBUZZ
BUZZ BY CATEGORY
BUZZ BYSOCIAL CHANNEL
BUZZ BYSTAGE IN
PURCHASE FUNNEL
ASSET POPULARITY
MAINSTREAMMEDIA
MENTIONSFANS FOLLOWERS FRIENDS
GROWTH RATEOF FANS,
FOLLOWERS,FRIENDS
RATE OFVIRALITY/
PASS-ALONG
CHANGE INVIRALITY OVER
TIME
2ND-DEGREEREACH
EMBEDS/INSTALLS
DOWNLOADS
1818www.360i.com Proprietary & Confidential
UPLOADSUSER-INITIATED
VIEWS
RATIO OF EMBEDS OR
FAVORITING TOVIEWS
LIKES/FAVORITES
COMMENTS
RATINGS
1919www.360i.com Proprietary & Confidential
Sample Weighted Scorecard
Custom Social Media Scorecard
Action Weighting*
Impression 1x
View video 3x
Click through 4x
Rate video 4x
Share video 10x
Embed video 20x
Create video 100x
2020www.360i.com Proprietary & Confidential
UPLOADSUSER-INITIATED
VIEWS
RATIO OF EMBEDS OR
FAVORITING TOVIEWS
LIKES/FAVORITES
COMMENTS
RATINGSSOCIAL
BOOKMARKSSUBSCRIPTIONS PAGEVIEWS
EFFECTIVECPM
SEO CHANGEFOR TARGET
SITE
SEARCH SHAREOF VOICEFOR ALL
RELATED SITES
INCREASE INSEARCHES
% OF BUZZW/LINKS
LINKS RANKEDBY INFLUENCE
OF PUBLISHERS
% OF BUZZW/MULTIMEDIA
SHARE OF VOICEW/EARNED &PAID MEDIATOGETHER
INFLUENCEOF CONSUMERS
REACHED
INFLUENCEOF PUBLISHERS
REACHED
INFLUENCEOF BRANDS
PARTICIPATING
2121www.360i.com Proprietary & Confidential
DEMOGRAPHICSOF TARGETAUDIENCEIN SOCIAL
DEMOGRAPHICSOF TARGETAUDIENCE REACHED
SOCIAL MEDIAHABITS OFTARGET
AUDIENCE
2222www.360i.com Proprietary & Confidential
Approach audiences differently based on social technographics
Source: 360i analysis of Nielsen @Plan; Fall 2009
•2.6MM influencers• 18.5MM in social media• Prefer blogs, forums & review sites
•2.6MM influencers• 18.5MM in social media• Prefer blogs, forums & review sites
Joiner
Creator
MySpace
Critic
Spectator
Creator
Critic
Blogs Review SitesReview Sites
Digg YouTube
Blogger
•2.3MM influencers • 30.2MM in social media• Prefer blogs & social nets
•2.3MM influencers • 30.2MM in social media• Prefer blogs & social nets
•3.7MM influencers• 55.9MM in social media• Prefer Review Sites
•3.7MM influencers• 55.9MM in social media• Prefer Review Sites
Entertainment Techie
Influential Dads Influential Boomers
2323www.360i.com Proprietary & Confidential
DEMOGRAPHICSOF TARGETAUDIENCEIN SOCIAL
DEMOGRAPHICSOF TARGETAUDIENCE REACHED
SOCIAL MEDIAHABITS OFTARGET
AUDIENCE
GEOGRAPHYOF
PARTICIPANTS
SENTIMENTBY VOLUME OF
POSTS
SENTIMENTBY VOLUME OFIMPRESSIONS
SHIFTIN SENTIMENT
2424www.360i.com Proprietary & Confidential
Listening helps inform and make quick decisions during crises
April 19, 2007
April 26, 2007
Season Finale
How bad is the damage to 30 Rock?
Only 9% of Alec Baldwin blog posts mention “30
Rock”
…of that, only 12% said they’d never watch 30 Rock
again
2525www.360i.com Proprietary & Confidential
DEMOGRAPHICSOF TARGETAUDIENCEIN SOCIAL
DEMOGRAPHICSOF TARGETAUDIENCE REACHED
SOCIAL MEDIAHABITS OFTARGET
AUDIENCE
GEOGRAPHYOF
PARTICIPANTS
SENTIMENTBY VOLUME OF
POSTS
SENTIMENTBY VOLUME OFIMPRESSIONS
SHIFTIN SENTIMENT
LANGUAGESSPOKEN BY
PARTICIPANTS
TIME SPENTW/DISTRIBUTED
CONTENT
TIME SPENT ONSITE VIASOCIAL
REFERRALS
METHOD OFCONTENT
DISCOVERYCLICKS
% OFTRAFFIC VIA
EARNED MEDIA
VIEW-THROUGHS
NUMBER OFINTERACTIONS
INTERACTION/ENGAGEMENT
RATE
FREQUENCYOF SOCIAL
ACTIONS PERCONSUMER
% OF VIDEOSVIEWED
POLLS TAKEN/VOTES RECEIVED
BRAND ASSOCIATION
2626www.360i.com Proprietary & Confidential
PURCHASECONSIDERATION
2727www.360i.com Proprietary & Confidential
Social marketing can have branding equivalents
Brand Metric Social Equivalent
Reach/Awareness ImpressionsVideo Views
Consideration EngagementInstallationsPollsCommunity membersContest entriesTime Spent
Favorability Pass-along/ Share/ Forward“like”/ “favorite”Positive blog coverage, commentsContent creators
Purchase Sales
Loyalty Referral
2828www.360i.com Proprietary & Confidential
PURCHASECONSIDERATION
# OF USER-GENERATED
SUBMISSIONS
ESPOSURES OFVIRTUAL
GIFTS
# OF VIRTUALGIFTS GIVEN
RELATIVEPOPULARITYOFCONTENT
TAGS ADDEDATTRIBUTES
OF TAGS
REGISTRATIONSFROM 3RD-PARTY
LOGINS
REGISTRATIONSBY CHANNEL
CONTESTENTRIES
CHAT ROOMPARTICIPANTS
WIKI CONTRIBUTORS
IMPACT OFOFFLINE
MARKETING/EVENTS
UGC CREATEDFOR
REPURPOSING
CUSTOMERSASSISTED
2929www.360i.com Proprietary & Confidential
AskCiti assists customers one tweet at a time
3030www.360i.com Proprietary & Confidential
PURCHASECONSIDERATION
# OF USER-GENERATED
SUBMISSIONS
ESPOSURES OFVIRTUAL
GIFTS
# OF VIRTUALGIFTS GIVEN
RELATIVEPOPULARITYOFCONTENT
TAGS ADDEDATTRIBUTES
OF TAGS
REGISTRATIONSFROM 3RD-PARTY
LOGINS
REGISTRATIONSBY CHANNEL
CONTESTENTRIES
CHAT ROOMPARTICIPANTS
WIKI CONTRIBUTORS
IMPACT OFOFFLINE
MARKETING/EVENTS
UGC CREATEDFOR
REPURPOSING
CUSTOMERSASSISTED
SAVINGS PERCUSTOMER
ASSISTED VIASOCIAL MEDIA
SAVINGS BYLETTING
CUSTOMERS CONNECT
IMPACT ONFIRST-CONTACT
RESOLUTION(FCR)
CUSTOMERSATISFACTION
VOLUME OFFEEDBACK
GENERATED
3131www.360i.com Proprietary & Confidential
R&D TIMESAVED BY
SOCIALFEEDBACK
SUGGESTIONSIMPLEMENTED
VIA SOCIALFEEDBACK
COSTS SAVEDBY NOT
DOING TRAD’LRESEARCH
IMPACT ONONLINESALES
3232www.360i.com Proprietary & Confidential
Metrics start to show real sales data
December 2008
June 2009
December 2009
3333www.360i.com Proprietary & Confidential
Adding perspective…
2009 revenue:
$61.1 billion
3434www.360i.com Proprietary & Confidential
R&D TIMESAVED BY
SOCIALFEEDBACK
SUGGESTIONSIMPLEMENTED
VIA SOCIALFEEDBACK
COSTS SAVEDBY NOT
DOING TRAD’LRESEARCH
IMPACT ONONLINESALES
IMPACT ONOFFLINESALES
3535www.360i.com Proprietary & Confidential
Sprinkles Connects Online Marketing & Offline Sales
AD
3636www.360i.com Proprietary & Confidential
R&D TIMESAVED BY
SOCIALFEEDBACK
SUGGESTIONSIMPLEMENTED
VIA SOCIALFEEDBACK
COSTS SAVEDBY NOT
DOING TRAD’LRESEARCH
IMPACT ONONLINESALES
IMPACT ONOFFLINESALES
DISCOUNTREDEMPTION
RATE
IMPACT ONOTHER OFFLINE
BEHAVIOR
LEADSGENERATED
PRODUCTSSAMPLED
VISITS TOSTORE LOCATOR
PAGES
CONVERSIONCHANGE DUE TO RATINGS/
REVIEWS
RATE OFCUSTOMERRETENTION
IMPACT ONCUSTOMER
LIFETIME VALUE
ACQUISITON/RETENTION
COSTSSAVED
CHANGE INMARKETSHARE
EARNED MEDIA’SIMPACT ON PAID MEDIA
RESPONSES TOSOCIALLY POSTED
EVENTS
ATTENDANCEGENERATED AT
EVENTS
EMPLOYEESREACHED
INTERNALLY
JOBAPPLICATIONS
RECEIVED
3737www.360i.com Proprietary & Confidential
Different internal constituents will have their own critical metrics
3838www.360i.com Proprietary & Confidential
Which metrics matter most?
Does it meet our marketing
objectives?
Does it use oursocial media
arsenal?
Does it followsocial media
best practices?What is the value
exchange betweenconsumer & marketer?
Whichever answerthis question
39
?
!
4040www.360i.com Proprietary & Confidential
Hi, I’m
Nice to meet you:
This is social media…
4141www.360i.com Proprietary & Confidential
Thank you!
David BerkowitzSenior Director, Emerging Media & [email protected]: @dberkowitzBlog: MarketersStudio.com
Get the full playbook at playbook.360i.comKeep up on trends at blog.360i.com
Follow 360i on Twitter @360i
42
Appendix: The 100 Ways, all together
4343www.360i.com Proprietary & Confidential
BUZZ VOLUMEBY POSTS
BUZZ VOLUMEBY
IMPRESSIONS
CHANGE IN BUZZ OVER
TIME
BUZZ BYTIME OF DAY
BUZZ SEASONALITY
COMPETITIVEBUZZ
BUZZ BY CATEGORY
BUZZ BYSOCIAL CHANNEL
BUZZ BYSTAGE IN
PURCHASE FUNNEL
ASSET POPULARITY
MAINSTREAMMEDIA
MENTIONSFANS FOLLOWERS FRIENDS
GROWTH RATEOF FANS,
FOLLOWERS,FRIENDS
RATE OFVIRALITY/
PASS-ALONG
CHANGE INVIRALITY OVER
TIME
2ND-DEGREEREACH
EMBEDS/INSTALLS
DOWNLOADS
4444www.360i.com Proprietary & Confidential
UPLOADSUSER-INITIATED
VIEWS
RATIO OF EMBEDS OR
FAVORITING TOVIEWS
LIKES/FAVORITES
COMMENTS
RATINGSSOCIAL
BOOKMARKSSUBSCRIPTIONS PAGEVIEWS
EFFECTIVECPM
SEO CHANGEFOR TARGET
SITE
SEARCH SHAREOF VOICEFOR ALL
RELATED SITES
INCREASE INSEARCHES
% OF BUZZW/LINKS
LINKS RANKEDBY INFLUENCE
OF PUBLISHERS
% OF BUZZW/MULTIMEDIA
SHARE OF VOICEW/EARNED &PAID MEDIATOGETHER
INFLUENCEOF CONSUMERS
REACHED
INFLUENCEOF PUBLISHERS
REACHED
INFLUENCEOF BRANDS
PARTICIPATING
4545www.360i.com Proprietary & Confidential
DEMOGRAPHICSOF TARGETAUDIENCEIN SOCIAL
DEMOGRAPHICSOF TARGETAUDIENCE REACHED
SOCIAL MEDIAHABITS OFTARGET
AUDIENCE
GEOGRAPHYOF
PARTICIPANTS
SENTIMENTBY VOLUME OF
POSTS
SENTIMENTBY VOLUME OFIMPRESSIONS
SHIFTIN SENTIMENT
LANGUAGESSPOKEN BY
PARTICIPANTS
TIME SPENTW/DISTRIBUTED
CONTENT
TIME SPENT ONSITE VIASOCIAL
REFERRALS
METHOD OFCONTENT
DISCOVERYCLICKS
% OFTRAFFIC VIA
EARNED MEDIA
VIEW-THROUGHS
NUMBER OFINTERACTIONS
INTERACTION/ENGAGEMENT
RATE
FREQUENCYOF SOCIAL
ACTIONS PERCONSUMER
% OF VIDEOSVIEWED
POLLS TAKEN/VOTES RECEIVED
BRAND ASSOCIATION
4646www.360i.com Proprietary & Confidential
PURCHASECONSIDERATION
# OF USER-GENERATED
SUBMISSIONS
ESPOSURES OFVIRTUAL
GIFTS
# OF VIRTUALGIFTS GIVEN
RELATIVEPOPULARITYOFCONTENT
TAGS ADDEDATTRIBUTES
OF TAGS
REGISTRATIONSFROM 3RD-PARTY
LOGINS
REGISTRATIONSBY CHANNEL
CONTESTENTRIES
CHAT ROOMPARTICIPANTS
WIKI CONTRIBUTORS
IMPACT OFOFFLINE
MARKETING/EVENTS
UGC CREATEDFOR
REPURPOSING
CUSTOMERSASSISTED
SAVINGS PERCUSTOMER
ASSISTED VIASOCIAL MEDIA
SAVINGS BYLETTING
CUSTOMERS CONNECT
IMPACT ONFIRST-CONTACT
RESOLUTION(FCR)
CUSTOMERSATISFACTION
VOLUME OFFEEDBACK
GENERATED
4747www.360i.com Proprietary & Confidential
R&D TIMESAVED BY
SOCIALFEEDBACK
SUGGESTIONSIMPLEMENTED
VIA SOCIALFEEDBACK
COSTS SAVEDBY NOT
DOING TRAD’LRESEARCH
IMPACT ONONLINESALES
IMPACT ONOFFLINESALES
DISCOUNTREDEMPTION
RATE
IMPACT ONOTHER OFFLINE
BEHAVIOR
LEADSGENERATED
PRODUCTSSAMPLED
VISITS TOSTORE LOCATOR
PAGES
CONVERSIONCHANGE DUE TO RATINGS/
REVIEWS
RATE OFCUSTOMERRETENTION
IMPACT ONCUSTOMER
LIFETIME VALUE
ACQUISITON/RETENTION
COSTSSAVED
CHANGE INMARKETSHARE
EARNED MEDIA’SIMPACT ON PAID MEDIA
RESPONSES TOSOCIALLY POSTED
EVENTS
ATTENDANCEGENERATED AT
EVENTS
EMPLOYEESREACHED
INTERNALLY
JOBAPPLICATIONS
RECEIVED