The document discusses problems with traditional lead generation models, including poor quality lead data, lack of unified measurement across channels, and inability to track ROI beyond conversions. It then outlines a new lead generation model proposed by Convertr Media that involves three stages: 1) real-time validation of lead data quality, 2) unification of goals and measurement metrics across channels, and 3) closed-loop tracking of ROI by following leads through the sales process. The model is claimed to increase lead quality by 62% and save €2M in costs through invalid lead detection based on a case study with Fiat Chrysler Automobiles UK.
4. Contact Data Quality is a REAL Problem
85%
Of organisations
have problem with
their contact data.
86%
Think their data is
inaccurate in some
way.
44%
Say missing
information is among
the biggest issue.
42%
Of contact data is
inaccurate, the
biggest obstacle to
cross channel
marketing.
Source: Experian Data Quality
@convertrmedia
5. The Current Lead Generation Problem
To clean data at point
of capture.
To clean data after
capture.
If nothing is done
with bad data.
€1 €10 €100
@convertrmedia
Source: Sirius Decisions
6. Convertr Data Research
500K
• 6 European Countries
• 12 Months (2015)
• Over 50 Campaigns
LEADS ANALYSED
OVER
@convertrmedia
7. The Hidden Cost of Lead Generation
35%
• Invalid Data
• False Data
• Missing DataLEADS ARE
INVALID @convertrmedia
10. NOT
JUST CPL
CPL
Email
Display Social Search
ProgrammaticRetargeting Affiliate Content
Marketing
CRO / LPOSEO Mobile
What Is Lead Generation
@convertrmedia
11. SEM Team / PPC Team /
Biddable Team
Digital TeamTrading Desk
Affiliate Team
Specialist Teams
Search Team
Lead Generation
EmailDisplay
Paid
Social
Paid
Search
Programmati
c
Retargetin
g
Affiliate
Content Marketing
CRO / LPO SEO
Mobil
e
How Performance Is Managed
@convertrmedia
12. Measurement in Silo’s
Programmatic EmailDisplay Affiliate SEM
Conversions Engagement Online Sales Ave CPC Conversions
Activity
Channel
Measure
Results
Varied and Incomparable ROI
• Measurements are in silos without any unification
• No consistency in reporting
• Delivered by different teams
Overall
Measure
@convertrmedia
14. Tracking Beyond the Conversion
ANONYMISED DATA
1 2 3
AD
TEC
H
Creative & media
performance data
Behavioral data
Conversion data /
Online Sales
4
Offline sales
- Sale Info
- CLV
PERSONALISED
DATA
DATA
BLACK
HOLE
@convertrmedia
15. Time Is Money
• The chance of converting a lead reduces
by 400% after 5 minutes without contact.
• 30 - 50% of sales goes to the first
salesperson to contact the prospect.
• Firms that tried to contact potential
customers within an hour of receiving a
query were nearly seven times as likely to
qualify the lead. @convertrmedia
18. Stage 2 - Unification of Goals and Measures
Programmatic EmailDisplay Social Search
CPVL CPVL CPVL CPVL CPVL
Activity
Unified
Measure
Results
Unified Measurement
- Each channel can viewed on effective CPL and Sales
- ROI metrics can be viewed down to channel, publisher or site
- Consistency in measurement across all activity
Overall
Measure
@convertrmedia
19. Sale
Conversion
Tracking & Reporting
Digital
Advertising Activity
Lead Generation
Email Advertising
Display Advertising
Social Advertising
Search Advertising
Call Centre /
Sales
Real-time
Routing
Lead
Validation
Stage 3 - Closed Loop ROI
@convertrmedia
These are the 3 key areas for performance marketers in driving leads today.
Really understanding the quality of leads that are being driven by marketing
Creating a framework so that true unified reporting can exist
And closing the loop on ROI so that marketers get a view on the real value of their activity
I’d like to start by asking a couple of questions
1.How many of you in the room have a way of validating your marketing leads in real-time?
2. How many of you track lead to sale?
The cost of bad data isn’t just about the ‘wastage’ cost of marketing activity. Sirius Decision, a Lead Generation research and consultancy firm in the US has looked at the ‘business cost’ of not validating leads.
For every lead generated there is a cost in deciding to employ validation. But the cost of not validating is anywhere between 10x to 100x worse for trying to fox the problem after capture or not doing anything.
These are significant costs on a business and often the type that aren’t understood or known
Convetrr has undertaken it’s first research project this year. We’ve analysed a very large sample of our data from lead campaigns run through the platform over 2015. Its from multiple sources and on behalf of multiple companies in varying sectors and also spread across a wide range of countries: UK, France, Germany, Italy, Belgium and Poland.
This is a significant figure. If I asked you about activity you were spending marketing budget on where a third of it would be instantly wasted, would you do it?
The answer is almost certainly no, but yet the vast majority of you running lead generation campaigns are doing this right now.
The mistake that many marketers make, is to focus on what activity is driving success and trying to increase in these areas. When in fact marketers should first look at the failure rate and understand why it’s failing.
You will make significantly bigger % improvements by focusing on ‘failure’ issues’, rather than trying to squeeze ‘minor %’ improvements in successful activity
The reality in lead generation is that a lot of people don’t tell the truth. They lie about their contact details, their name and their location. And our research proves it.
Of the leads that fail, nearly a quarter have given deliberately false details and over 90% have given incorrect contact information.
Lead Generation is a KPI not a type of activity
It’s not its own channel
Lead generation should be a holistic discipline that spans all of your digital channels
The previous barrier to this view was only the ability to measure
For most organisations, this performance activity is managed in specialist teams
The result is individual focus on goals and objectives with no co-ordination or joined up analysis
Micro level reporting with little understanding on what is the right balance in activity
This results in silo’d measurement. With separate goals and measures
There is no holistic understanding or unified view on what is driving success
Question for the audience: How many of you can truly see what happens to your leads from anonymised activity (display, search, social ads etc)?
The challenge for brands is to solve the data black hole. The point when anonymised advertising convertrs into personalised data.
It’s not enough to know that x activity has driven Y conversions.
What is the quality of those conversions?
Did they result in sales?
ROI isn’t only about tracking and reporting on results
Time is a critical component in converting leads.
Your customers expectations are greater now than they’ve ever been
A response time now of over 1 hour is considered slow.
Every aspect of lead generation now needs to work in real-time. From generation, tracking, validation, routing and follow up.
Every minute counts
Validation is the critical first step in lead generation.
There is simply too much much wastage in your activity to ignore it. If you could improve 35% of all of your activity, wouldn’t you do it?
Any validation isn’t only about getting the right contact information. It’s also validating that the lead has the potential to be an actual customer.
How many of you process leads that don’t even match your business requirement to be a customer?
A prospect in the wrong location, without the financial means, the wrong age or household composition.
The right process is to filter the lead at the point of capture so that only the leads that match your business requirement are processed.
Your lead generation activity should be unified in it’s measurement
You should be able to take a holistic view on your activity and compare the channels and how they drive ‘quality’ leads.
The first part of this is to change the focus to getting a uniform basic metric of measurement. This means measuring all activity in how it drives ‘validated leads’, leads that have correct contact details and match your basic business requirement
This enables you to view everything against a Cost Per Validated Lead (CPVL). This becomes your basic metric in measuring success.
It is then possible to take the next step in further measurement with a consistent and comparable base.
Closing the Loop on your measurement is the final important stage.
Performance marketers should be striving to measure all their activity in the most important metric possible – sales and sale value.
The key element is integrating with your CRM and pulling sale data back into your measurement.
1. Can you give us a quick overview on what FCA Is doing with it’s performance marketing
2. In the presentation i touched on value of time and it’s impact on lead conversion. is this something you see at FCA?
3. How important is technology to FCA’s performance marketing and what platforms are you using?
4. Your job title would suggest that FCA has a mature view on how marketing drives data. Is this a correct view?
5. Given your ownership on CRM. how hard is it to keep your CRM data clean and what do you have in place to help this?