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Katie Delahaye PaineCEOPaine Publishing
www.painepublishing.com | @queenofmetrics | [email protected]
Best Practices and Standards in PR and Social Media Measurement
October 18, 2018PRSA IOWA Conference Des Moines, Iowa
Fact Checking the Measurement Discussion
Myth Reality
You probably can’t
Automation is worthless without your insight
You probably need less
What is efficiency worth?
I need to prove ROI
I need automation
I need more data
Measurement is expensive
A Typical Day in Communications
Because the boss says so
47%
Because some one thought it was a good
idea 37%
Because its cool11%
Because it helps our mission /bottom line
5%
Requests
How Measurement Helps: Stop Doing the Stupid Stuff!
Sales: Sales: Announce our latest contract
win!
Mktg:Announce our latest strategic
alliance
CEO:I hate talking to the
media
The History of Measurement
Eyeball counting HITS Outcomes
MSM Online Social media
5
Times change, as do metrics
Number of Placements
Impressions
Message exposure
Headlines
ThenNumber of conversions
SEO rank and influence
Message belief
Calls to Action
Now
6 steps to best‐in‐class
1. Define your champagne moment 2. Agree upon acceptable proxies3. Define a benchmark4. Agree on your Kick Butt Index5. Get good data6. Use data to tell your story
7
Six Steps to Success
1
2
3
4
5
6
Step 1: Define Your Champagne Moment What return is expected? Define in terms of the business goals or mission
Define your champagne moment If you are celebrating complete 100% success a year from now, what is different about the organization?
8
Definitions of “Success” What’s the path?
The “Spark” – top tier media coverage
Quality media coverage conveys messages
Influencers generate understanding/awareness
Communications increases engagement
Engagement increases revenue and revenue advances goals
9
Relevant business metrics
Relevant branding metrics
• Customer retention rate• New customer acquisition costs • Cost to close a sale • Profit• Efficiency
• Increase in the awareness of your brands
• Share of Voice • Increase in preference for our brand• Share of favorable product reviews
Step 2: Agree on Acceptable Proxies
Procter & Gamble
11
Purchase
Desirable Photo
Recommendation
Brand Benefit
Atlantic City Alliance
12
Intent to visit
Desirable Photo
Dispels a Myth
Signature Experience
Call to action or recommendation
Stories and Campaigns that drive downloads are smarter than ones that don’t
0.41
0.44
0.47
AC items
ACA items
ACA Optimal ContentScore
Correlations between Web Visits and PR Metrics
Pearson r. value
13
13
0
50
100
150
200
250
300
0
20000
40000
60000
80000
100000
120000
140000
1/1/20
14 ‐ 1/7/20
141/8/20
14 ‐ 1/14
/201
41/15
/201
4 ‐ 1
/21/20
141/22
/201
4 ‐ 1
/28/20
141/29
/201
4 ‐ 2
/4/201
42/5/20
14 ‐ 2/11
/201
42/12
/201
4 ‐ 2
/18/20
142/19
/201
4 ‐ 2
/25/20
142/26
/201
4 ‐ 3
/4/201
43/5/20
14 ‐ 3/11
/201
43/12
/201
4 ‐ 3
/18/20
143/19
/201
4 ‐ 3
/25/20
143/26
/201
4 ‐ 4
/1/201
44/2/20
14 ‐ 4/8/20
144/9/20
14 ‐ 4/15
/201
44/16
/201
4 ‐ 4
/22/20
144/23
/201
4 ‐ 4
/29/20
144/30
/201
4 ‐ 5
/6/201
45/7/20
14 ‐ 5/13
/201
45/14
/201
4 ‐ 5
/20/20
145/21
/201
4 ‐ 5
/27/20
145/28
/201
4 ‐ 6
/3/201
46/4/20
14 ‐ 6/10
/201
46/11
/201
4 ‐ 6
/17/20
146/18
/201
4 ‐ 6
/24/20
146/25
/201
4 ‐ 7
/1/201
4
Relationship between High MQI and Site Visits
Site Visits High MQI Mentions
Step 3: Establish benchmarks
Past Performance Over Time Think 3 Whatever keeps your
C‐suite up at night
14
Step 4: Define your Kick‐Butt Index:
You become what you measure, so pick your KBI carefully
A good KBI must be: Actionable Is there when you need it Continuously improves your processes
Gets you where you want to go
15
Answer these questions first
What does your perfect story include?
What is your worst nightmare? What does an engaged
customer/prospect do? What does an engaged employee
do? What constitutes “quality” content? What is an influencer? What thoughts do you want to
lead?
16
We need a thought
leadership program !
We need to focus on key influencers!
We need better media coverage!
We need to increase
engagement!
Our content needs to
be better!
What IS a “good article”?
17
Desirable Criteria Score Undesirable Criteria Score
Positive: Leaves reader more likely to purchase, work for, or invest OR less likely to oppose
1Negative: Leaves reader less likely to purchase, work for, or invest OR more likely to oppose
1
Contains one or more positive messages 1.5 Contains one or more negative
messages 2
Event/Program is mentioned 1 No Event/Program is mentioned 0
Dispels a myth 2 Perpetuates a myth 2
Positive headline 2 Negative headline 2
Third‐party endorsement 1 Recommends competition 1
Contains desirable visual 1.5 Contains undesirable visual 2
Total Score 10 Total Score ‐10
What does an engaged customer/prospect do?
Metric Weighting
Complete a goal (Google Analytics) ?
Signs up for email ?
Attends an event ?
Positively Comments ?
Watches more than 50% of videos ?
Total 10
What does an engaged employee do?
Metric Weighting
Participation in Training
Volunteers for Community Activity
Event Attendance
Comments
Videos watched > 50%
Total 10
My Favorite Metrics Events
• $$ Per Lead• $$ Per Minute spent with Prospect
• Pre/Post % in goal• Share of desirable voice in media and/or share of event hashtags
For Owned Digital/ and Social, use these
metrics:
• % ! in conversions• % ! in incoming queries
• % ! in preference/ consideration/trust
For Earned Media, use these metrics:
• % ! in conversions from earned content
• % ! in coverage containing 1+ key messages
• in share of desirable coverage vs. the competition
• % in share of undesirable coverage vs. the competition
• % ! in incoming queries• % ! in preference or consideration or trust or awareness
For Internal Communications, use these metrics:
• % in willingness to recommend
• % ! in employee engagement
• % ! in understanding of company priorities
Step 5: Collecting Good Data
Data is driven by goals What outcomes is your program expected to achieve?
Is it sufficient data? Is it accurate? Is it relevant?
21
• 61% or identifiable Very High Volume posters were considered “suspicious.” *
• Popular Hashtags attract content spam (i.e. #corn, fat, obesity, opinion, pop, organic.)
Which data matters?
Focus on the KPIs with pre‐assigned targets
Analyze the outliers Include the metrics that answer
the “why?” Cluster the rest
The 6 Most Common Data Problems
Duplicate data Not enough data Too much data Too many metrics Comparing apples to goats Lack of standard terminology Bots, spam and just plain bad data
How to Make Sure Your Data is Clean
Only collect and report on the data that matters –i.e. connects to your goals
Eliminate sources that aren’t relevant Check for and eliminate duplicates Make sure your data streams are parallel Develop a standard dictionary for all vendors Audit & test your data
Get the right data
25
• Survey or Online action Awareness• Survey or Online action Preference• Survey or Online action Consideration
• Sales contact system ‐CRM Leads
• Monitoring/listening or Survey Messaging• Monitoring/listening Visibility• Revenue/expenses Cost savings
Objectives Actions Metrics
26
Organizational Objectives
Online and multi‐media contribution
Online and multi‐media Activity
Activity Metric Outcome Metric
Increase market share
Increase preference and consideration
Social MediaWebsitePodcast Videos
•% increase in media quality score
•% increase in socialengagement
•% increase in preference and consideration
•% increase in qualified leads
Increase donations and/ormembership
Increase trust in the organization
Content Creation • Increase in web conversions and online support
•% increase in donations or membership
Increase support for policy
Educate consumers Publish content • Increase % of articles containing spokesperson quotes.
•% increase in references to “global financier
•% increase awareness and support
4/22/2019
Objectives Actions Metrics
27
Organizational Objectives
Online and multi‐media contribution
Online and multi‐media Activity
Activity Metric Outcome Metric
Increase market share
Increase preference and consideration
Social MediaWebsitePodcast Videos
•% increase in media quality score
•% increase in socialengagement
•% increase in preference and consideration
•% increase in qualified leads
Increase donations and/ormembership
Increase trust in the organization
Content Creation • Increase in web conversions and online support
•% increase in donations or membership
Increase support for policy
Educate consumers Publish content • Increase % of articles containing spokesperson quotes.
•% increase in references to “global financier
•% increase awareness and support
4/22/2019
Objectives Actions Metrics
28
Organizational Objectives
Online and multi‐media contribution
Online and multi‐media Activity
Activity Metric Outcome Metric
Increase market share
Increase preference and consideration
Social MediaWebsitePodcast Videos
•% increase in media quality score
•% increase in socialengagement
•% increase in preference and consideration
•% increase in qualified leads
Increase donations and/ormembership
Increase trust in the organization
Content Creation • Increase in web conversions and online support
•% increase in donations or membership
Increase support for policy
Educate consumers Publish content • Increase % of articles containing spokesperson quotes.
•% increase in references to “global financier
•% increase awareness and support
4/22/2019
Step 6: Use Metrics to tell Your Story
29
Rank order results from worst to best Stop doing the “worst” performing
things Ask “So What?” at least three times Find your inner “Data Geek” (or
someone who is) Compare to last month, last quarter,
13‐month average
Make Data your Bitch
Figure out what kind of a story they need to hear What’s keeping them up at night?
What’s preventing them from earning their bonus?
Analyze your data – What story can you tell
Illustrate your story
Real Life
Without ACA Events, Optimal Content Scores for Atlantic City Would Have Been Significantly Lower
The red line represents coverage of Atlantic City minus all mentions of ACA and its programs
4
3.252.75 2.99
3.652.96
3.36 3.24
2.34 2.37 2.43
1.30
‐1.24
0.37‐0.05
0.28 0.28
‐1.56
4.91
3.92
2.993.58
4.14 4.1 4.27 4.12 4.29
2.78 2.56
1.53
‐0.29
0.610.20
1.441.77
0.63
‐2
‐1
0
1
2
3
4
5
6
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May June
Average OCS
Score
Atlantic City OCS without ACA Atlantic City OCS with ACA 32
Because of ACA’s efforts:• Coverage was less negative, and more positive
• More downloads of the “Visitor Guide” were generated for less money
• People who saw news about Atlantic City are more likely to recommend and also perceive AC as fun and a place they are excited to visit – a key driver of preference.
32
The Data is the Data
Don’t be afraid of bad news You learn more from failure Suggest ways to improve Make sure you relate data to goals
33
Prioritizing Efforts
34
Market News InternationalJacksonville Business Journal Online
American BankerAtlanta Business Chronicle
ForbesMiami Herald
Jacksonville Business JournalNew York Times
Fox Business NetworkTimes‐Picayune Online
USA TodayUS News & World ReportWall Street Journal Online
Forbes OnlineWall Street JournalUSA Today OnlineCNNMoney.com
Atlanta Journal‐ConstitutionBloomberg Radio Network
Atlanta Business Chronicle OnlineEconomist
Fox Business OnlineBloomberg News
ReutersTheStreet
MSN Money (US)MarketWatch
Bloomberg TelevisionNew York Times Online
Calculated RiskCNBC
Washington Post OnlineMoneyBeat
TwitterBusiness Insider
CNBC OnlineReuters Online
NASDAQYahoo! FinanceSeeking Alpha
Outlets that Don't Include Key Messages Incorrect or Undesirable message No Message
Calculated Risk 2.42Atlanta Journal‐Constitution 2.40Fox Organizational Network 2.25Nightly Organizational Report Online 2.10WFLA‐AM (Fox News Radio) 2.00DealBook 1.63New Orleans City Organizational Online 1.00Forbes 1.00New Orleans City Organizational 1.00Miami Herald 1.00Facebook 1.00CNN Online 1.00Jacksonville Organizational Journal 1.00Reuters 0.91MarketWatch 0.90Economist 0.88FiveThirtyEight 0.75CNBC World 0.50Times‐Picayune 0.50Tennessean Online 0.50
Media Outlets with Lowest Quality Score
More spokespeople would translate into better coverage
35
Research: A Pearson correlation
addressed the relationship between the
number of quotes and the volume of desirable coverage and found that the number of quotes and the volume of desirable coverage
are positively related
Mktg:We want to be
seen as a thought leader
Experts:I’m too busy to talk to the
media
The Rules of Best‐in‐Class Measures Resources:
AMEC Framework IPR Standards Paine Publishing's Standards Central
This Photo by Unknown Author is licensed under CC BY‐SA
Focus on KPIs not metrics Tell a story that leadership needs to
hear Understand your data Be the ultimate skeptic Use only the data that tells a story Use data that you can act on or that
stops you from doing stupid stuff Use charts that illustrate your story Only show the data that impacts the
business, the rest can go in an appendix
Remember These PointsIt’s not about the media or the tools, it’s about the business and the customers 1
It’s not about big data, but about how you use it.2
You need to be data informed, not data-driven.3
If you have questions:• Visit Paine Publishing online: www.PainePublishing.com• For any questions, email me: [email protected]• Follow me on Twitter: @queenofmetrics• Follow Paine Publishing on Facebook• Or call me: +01‐603‐682‐0735
4
Thank You!
38
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Visit Paine Publishing online: www.PainePublishing.comFor any questions, email me: [email protected] me on Twitter: @queenofmetricsFollow Paine Publishing on Facebook