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SIMPLIFYING MEASUREMENTDriving successful communications
Today’s ECS Workshop on Measurement
• Back to basics: Why do we measure?
• What does the measurement ecosystem look like?
• Current & future trends
• The Trust Imperative
• Rethinking Audiences
• Creating a simple but effective measurement program
• Objectives
• Methodology
• Tools
• Execution
• Budgeting intelligently
Back to basics: Why do we measure?
Ethical Imperative
You are the guardian of your Clients’ reputation
Guessing is unprofessional
No measurement leads to Enormous waste
Excellent Performance
Getting it right from the start: Planning based on serious goals &
understanding audiences
Adjusting properly & in a timely manner
Evaluating performance & results
To build on success & overcome failure
Certainty on whether goals where achieved
Respect
PR is no longer the last in line
PR sits at the forefront of strategy
Budgets go from being an afterthought to a strategic
investment
What’s the measurement ecosystem look like?
Trends in Management: How are PR’s measuring
now, and in future
The Trust Imperative: Measurement in a post-
truth world
Rethinking Audiences: A look at modern tribes
Evolution of measurement trends
1984 1994 2000 2005 2015
6
AVEs
Obsession with Outputs
Not Measuring
(low investment,
focus only on PR)
InaccurateSaaS/Automated
Metrics
Better Standards
(AMEC, IPR) Growing recognition,
support, investment
POEM Integration
Access to global content and audiences
C-level interest growing
Balance human-
validation with
automation
• Only 58% of clients conduct measurement regularly
• Globally, most measurement is centered on a combination of AVEs + Basic output reporting - reporting is consumed primarily by PR directors, managers
• Social media measurement is in its early stages and is done through experimentation with low-cost SaaS/automated tools and dashboards
• Outcome/Business Results reporting is rare and centered on large governmental and Fortune 500 type clients - reporting is presented mainly to C-suite, ministers
Current trends in measurement approach
The largest PR budgets and most retained clients are the ones who are supported by regular and
meaningful measurement programs
Current trends in measurement approach
• Greater content is driving a new search for meaning, not numbers
• C-level/directors more interested in measurement than before
• Accentuated split between automated analysis (low-cost/junior-driven) and human analysis (higher cost/senior-driven)
• Automated services becoming cheaper, human insight becoming more expensive
• Greater integration between traditional/social and POEM
• Greater focus on people/influence and messages
Current trends in measurement approach
Medium Terms: Convergence of Insights PracticesDigitization is allowing the convergence of market research, media intelligence, and
open source analytics into a single PESO platform model
CONVERGED DIGITAL INSIGHTS
$61.5 billion in 2016$82.5 billion in 2020
Market Research$44 billion in 2016 $57 billion in 2017(ESOMAR)
Social Analytics$3.5 billion in 2016$5.4 billion in 2020 (Gartner)
Web analytics $2 billion in 2016$3 billion in 2019(M&M)
Ad Intelligence$9 billion in 2016 $13 billion in 2020(IPSOS, NIELSEN)
News Intelligence$3 billion in 2015$4 billion in 2020(FIBEP, Burton)
Long term: Digital Insights will Drive Marketing Automation
DIGITAL INSIGHTS$61.5 billion in 2016$82.5 billion in 2020
INSIGHTS-DRIVENCOMMUNICATIONS
$251.5 billion in 2016$382.5 billion in 2020
CONTENT MARKETING$190 billion in 2016$300 billion in 2020
What’s the measurement ecosystem look like?
Trends in Management: How are PR’s measuring
now, and in future
The Trust Imperative: Measurement in a post-
truth world
Rethinking Audiences: A look at modern tribes
Trust in Communications is Faltering
Poor Measurement & Research
• Misreading audiences
• Wrong objectives, intent and priorities
Failure to Communicate
• Wrong messages
• Polarizing communications strategies
Failure to Build Relationships
• General detachment
• Arrogant elitism, isolation
Failure in results
• Inability to compromise
• Failure to deliver
Footer15
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“My People Love Me”
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Lessons learned
• Dislike, mistrust of politicians is not new
• Scandal has always existed
BUT
• The unprecedented scale, volume of dislike, scandal is ….accelerating
• The wide-spread impact is global, local and deep rooted
• We are entering an age where trust is increasingly rare
• Dislike in all its forms – including hate – is on the ascendancy
• Credibility of institutions is severely diminishing or dead
• The collapse of institutions is being replaced by ‘Modern Tribes’
“The necessity of measuring trust & credibility”
What’s the measurement ecosystem look like?
Trends in Management: How are PR’s measuring
now, and in future
The Trust Imperative: Measurement in a post-
truth world
Rethinking Audiences: A look at modern tribes
Lessons learned
The collapse of institutions is being replaced by
‘Modern Tribes’ – transient communities that now
are increasingly setting the global agenda and
redefining social contracts
Modern Tribes?
• Global shift in stakeholder groups
• Moving from traditional, predictable and lasting stakeholder
groups…… to unorthodox, unpredictable and temporary
stakeholder groups
• Stakeholders groups “Modern Tribes” are defined far less by
traditional metrics such as gender, age & location – and much
more defined by new metrics such as issue affiliation, social
contract, mobility and communal values.
7 Key features of ‘Modern Tribes’/New Stakeholder Groups
Physical Attributes
Mobility Wealth Health
Cognitive Attributes
Discontent EntitlementIntellectual
Fluidity
Tribal Attributes
TRANSIENT COMMUNITIES
• Modern tribes can form and
disband very quickly.
• They coalesce around ideas and
hopes - not places or age groups -
and certainly not around
institutions
• Modern tribes are not exclusive
and interlock with other tribes
• Modern Tribes often have no name
What do these tribes look like?
What do these tribes look like?
What do these tribes look like?
“Hannah’s Tribe”
• Modern tribes can form
and disband very
quickly.
• They coalesce around
ideas and hopes - not
places or age groups -
and certainly not
around institutions
• Modern tribes are not
exclusive and interlock
with other tribes
• Modern Tribes often
have no name
Measuring Modern Tribes: Refining Stakeholder Mapping
TRANSIENT COMMUNITIES
• Modern tribes can form and
disband very quickly.
• They coalesce around ideas
and hopes - not places or age
groups - and certainly not
around institutions
• Modern tribes are not
exclusive and interlock with
other tribes
The big re-alignment in audience measurement
• Before setting an objective - understand if it’s in fact the one
your stakeholders/customers want! – let them decide your
agenda.
• Understand all the ‘tribes’ related to your business: Monitor,
analyze and simply list their leaders, followers and issues.
• Do not stop at traditional/primary audience models - make the
effort to build in the ‘tribal’ nature of these stakeholders groups:
measure the tribe’s physical and cognitive attributes
• Understand the engagement and messages that will foster
trust with these ’tribes’
….Now you can start a serious PR/Communications campaign
• Let Science guide your strategy, Let ethics mark your engagement• Rebuild your stakeholder map: Go easy on primary metrics & invest in identifying tribes/groups that matter to you. Keep it simple:
focus on people and issues
Measuring Trust in the Tribal context
Primary Leadership: who is in charge of the tribe
Secondary leadership
Key internal, external
influencers
Members of the tribe
Inter-locking tribes
Your relationship with
this group
PEOPLE ISSUES
Core & secondary drivers
Key messages by
advocates &
detractors
Trust/credibility metrics
for you and for them
Forums of engagement (media, events)
Definition of success
Effective measurement in 3 simple steps
Objectives Methodology Execution
Objectives
• Always have laser-focused clarity in your objectives
• PR, communications and content marketing objectives should always be tied to business organizational goals
• Define objectives based on specific success metrics –“Define success in advance”
30
Metric Poorly Defined Objective Well-defined Objective
Awareness”We want to increase awareness of our
brand”
• Increase website visits by 50% from 10K to 20k• Increase click through/downloads by 25%• Increase top-of-mind/unaided awareness from 58% to 85%• Increase reach metrics/engagement among key stakeholder groups
from 35% of overall audience to 50%
Trust“Let’s launch a CSR campaign to restore
trust in our business” • Ensure Corporate Trust Index rises from 70 to 80 by end of 2016 • Create a Trust Index for each key stakeholder group
Purchase”Launch a campaign for people to buy
our product”
• Tie programmatic buys into sales channels with pre-set targets • If using advertising measure incremental value from PR buy linking
positive coverage/engagement to sales results
Effective measurement in 3 simple steps
Objectives Methodology Execution
Methodology
• Methodology is the biggest asset of any serious measurement effort
• It’s not about the content, it’s not about the platform, it’s not about the features: it’s all about methodology
• Without good methodology it’s all “Rubbish Out – Rubbish Out”
• Adopt a methodology - or create your own
• Methodology should be based on:
– Outputs: “What happened and where”
– Outtakes: “What did people believe”
– Outcomes: “How did people act”
• Simply ensure that it answers your questions and helps you define success in advance + evaluate success at the end
33
34
Effective measurement in 3 simple steps
Objectives Methodology Execution
Execution
• Execution simply requires tying in the right data set with the correct reporting format
• Simply use the right data/reporting for each of your key metrics “Outputs, Outtakes, Outcomes”
• It’s up to you to create the reporting which helps answer your questions specifically
• Just remember to customize your reports based on business objectives, clear targets/definitions of success
36
Outputs Outtakes Outcomes
Data sources
• Earned Media Coverage: Traditional, social media monitoring
• Owned Media Coverage: Web trafficanalytics, engagement scores/percentages
• Survey data (internal/external)
• Corporate data (Sales, visits, footfall, advocacy, volunteerism)
Reporting
• Communications Performance• Stakeholder Analysis• Message Analytics• Trust/Reputation/Credibility Index• Product/Competitor Intelligence • Leadership Benchmarking
+• Aided/unaided recall• Stakeholder preferences • Message resonance • Perception data (Brand,
product)
+• Cost-per-conversion• Sales per stakeholder
segment • Estimated future sales • Brand Advocacy
Measuring Product Performance
38
39
Measuring Brand Performance
40
41
42
43
Measuring Spokesperson/Executive Performance
44
Volume Low High
Ton
e
Po
siti
ve
Ne
gati
ve
Just
Kind
Diploma2c
Intelligent
Asser2ve
Modern
Perception Analysis:
46
Measuring Reputation/Credibility
Hig
h
sc
ore
Ave
rag
e
sc
ore
Lo
w
sc
ore
90
80
70
60
50
40
30
20
10
0Note: each reputation attribute is quantified on a monthly basis and multiplied by tone to form a monthly score ranging between 0 - 100
Reputation Index
Hig
h
sc
ore
Ave
rag
e
sc
ore
Lo
w
sc
ore
Eduardo Tobon Ajaypal Singh Banga Wenchao Shi Alfred F. Kelly Jr Kenneth I. Chenault Llew Claasen
90
80
70
60
50
40
30
20
10
0Note: each reputation attribute is quantified on a monthly basis and multiplied by tone to form a monthly score ranging between 0 - 100
Credibility Index:
49
Measuring Stakeholder Perception &Message Resonance
Message Analysis:
51
FINANCIAL
INSTITUTIONA
L
INVESTORS
INTERNATIONA
L
INVESTORS
MEDIA TIER 1
TRADITIONA
L
DIGITA
L
INTERNAL
C-LEVEL
EXECUTIVE
S
STAF
F
COMMERCIAL
CUSTOMER
S
PARTNERS
AND
SUPPLIERS
COMPETITORS
MASTER
CARD
AME
X
UNION
PAY
1. We are a globalpayments technology
company working to enable consumers, businesses,
banks and governments to use digital currency
2.We connect consumers, businesses, banks and
governments in more than 200 countries and territories
worldwide.
3.We operate one of the world’s most advanced processing networks with fraud protection for consumers and assured payment for merchants.
4.From advancing financial inclusion to helping in times
of crisis, we’re using our products, know-how and
philanthropy to bring about positive change
5.By leveraging thediverse backgroundsand perspectives of ourworldwide teams, Visa is a better place to work and a better business partner to
our clients.
Key Message Penetration and Sentiment by Stakeholder
Budgeting Principles
• Some measurement is always better than no measurement
• There is no ‘Cheap’ nor ‘Expensive’ – it’s either good value, or not
• Don’t get confused between low-cost SaaS solutions and higher value human validation solutions
• Streamline your spending, especially if you are a multi-national. Coordinate with marketing, research and colleagues around the world. It will save huge costs.
• Pay for insights not for passwords
• Don’t forget copyrights
53
General indicative prices – automated solutions
54
Content Service Description Pricing
Web monitoringBoolean-driven web monitoring of millions of websites globally
Single country:Single region:Multi-region:Global:
Social monitoringAutomated captures of posts from blogs, wikis, social networks etc.
Single country:Single region:Multi-region:Global:
Broadcast monitoringAutomated and semi-automated capture of TV and radio clips
$25/clip
Print monitoring Scanned/digitsed clips of print coverage from newspapers and magazines
$4-$7/clip
Automated anlaysis Automated charts & graphsUsually free – charges are usually $2-$5k/year per license when monitoring is included
$ 500$ 800$ 1,500$ 3,000
$ 500$ 800$ 1,500$ 3,000
General indicative prices – human-validated solutions
55
Content Service Description Pricing
Human analysis of individual clipsContent analysis of print, broadcast, web or social clips/posts
$4-$8/clip
Report writing Compilation of results from content analysis, structure and preparation of reports
$500-$1000/report
Executive analysisC-level analytics included in reports; usually done by senior analysts
$500-$1000/day
Creation of methodology/code-frameResearching and documenting the right methodology/analysis road-map
$1000-$2000
company/CARMA @CARMA CARMAGlobal CARMAGlobal
@mazennahawi
www.CARMA.com