2. Introduction and Context
Lewis Lenssen
• 5 years leading and building a search agency
• 1 year consulting on social media and online PR for retail brands
(focusing on measurement and valuation)
• 18 months as Commercial Director of DC Storm
DC Storm – Optimising Digital Marketing
• Delivering attribution for over five years
• Over 1,300 tracked websites with configured attribution
• Consulting service as well as technology
3. Agenda
• What is attribution?
• Understanding paths to conversion
• Rules based attribution model
• Attribution model design and implementation
• Alpharooms.com case study
• Beyond……
5. Sale Attribution
Research Suppliers Choice Confirmation Purchase
IMP IMP IMP
Sale
‘Designer ‘PRPS Jeans ‘PRPS skinny ‘Matches’
Jeans’ jeans’
• Actions are rarely driven by a single website visit or touch point
• Actions are frequently driven by multiple marketing channels
• The path to conversion is often days or weeks
7. Understanding Paths to Conversion
Attributes that must be understood:
• Length of path and numbers of touch points
• Touch points and their positions relative to each other and sale
• Touch point attributes:
• Device
• Channel
• Keyword
• Creative
• Use of brand
• Combinations of touch points
8. Understanding Paths to Conversion
Useful segments
• User Attributes – M/F, age, registered, first/last visit date, visit
frequency, etc.
• Sales/Action attributes – First sale, product category, sale value etc.
• Contributing events – Paths that include remarketing etc.
10. Rules based attribution
Flexible attribution of sales across all or a subset of the visits
Configurable rules for defining attribution period:
• Fixed length of time
• Period defined by visit gaps
Configurable rules for weighting:
• Control of channel weighting
• Control of brand weighting
• Control of chain position weighting
Configurable rules for specific sale segments:
• New or existing customers
• Sale value
Allocation of multiple sale related values (e.g. margin)
11. Designing and Implementing an
Attribution Model
• The results must be used to take action
• Must be well understood
• Must be fair to all channels and teams
• Attribution workshop
• Introduce the challenge and discuss the issues
• Manually attribute ten paths to conversion
• Aggregate and review the results
• Build an attribution model that best fits the target results
• Test and challenge the automated model
13. Alpharooms.com Case Study
Alpharooms.com
• Successful discount travel website trading for 13 years
• Foundations in selling discount hotels
• Developed into flights, transfers, car hire, packages and insurance
• Sophisticated online marketing optimised based on performance
• Utilising all online channels
14. Alpharooms.com Case Study
History
• Working with DC Storm for 5 years
• Early adopter of rules based attribution
• Attribution rules were designed for the hotels business
Project
• Analyse paths to conversion and evaluate against the existing
attribution model
• Design a new attribution that reflects the current paths to
conversion
• Implement the new model and compare the new and old
15. Alpharooms.com Case Study
Findings
• More varied paths to conversion for the new products
• The existing model reflected the average but not the specific paths
• Value being attributed to channels and keywords was not ideal
Solution
• Implement chaining to identify contributing touch points
• Attribute to brand based on the position in the path to conversion
Results
• 18% shift of sales value between channels
• Significant shift of sale value between keywords
• Overall increase in sales whilst maintaining ROI
17. Multi-Channel Modelling
• Define the touch point clusters:
• Session Clusters – Touch points relating to single user sessions
• Booking or Buying Clusters – Touch points relating to bookings/purchases
• Identify attributes of touch points, clusters, ‘exposures to marketing’
and conversions that influence conversions (decision tree analysis)
• Calculate influence coefficients for the influential attributes (logistic
regression)
• Build an attribution model based on the attributes and coefficients
• Utilise the insight to convert the non-converted paths
18. To Attribution and Beyond
Summary
• Huge value in implementing the right attribution model
• Build a model for your business - The combination of
technology and expertise is available now
• Alpharooms.com case study demonstrates the value
Beyond
• Multi-channel modelling
• Attribution based on statistical analysis
• Drive action as well as analysing performance
Good afternoon and welcome to the To Attribution and Beyond conference event.It is great to be asked to get involved in these events, particularly when the audienceThe frmat is quite tight so I am going to move through my material quickly however, I always find that the
