Check out these slides to understand why attribution modeling gets a bad reputation and what you can do to make your models more effective. Moreover, how to set up your model, tools to review, which attribution model to use and when and tips for reviewing the effectiveness of high funnel display.
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That One Slide
• Director of Digital Marketing & MarTech
at ZirMed
• Travel Enthusiast
• Loves cat memes. Okay, any memes.
• Twitter: @Hoffman8
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One of the toughest things
about B2B Marketing is tying
the results back to the
channels.
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• Which attribution method is the right attribution method?
• How can we quantify the value of leads?
• How should we leverage closed-loop data?
Tracking Results is Tricky
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• Sales cycles have several touchpoints
• Decisions are made by teams
• Sales cycles can be long
• Sales (often) happen offline
B2B Tracking is Even Tougher
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• CPL goals are set
• Emphasis is placed on
efficiency
So Focus is Placed Elsewhere
Lower CPL = Higher Budget
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• Lowest CPLs ≠ highest quality
• Incorrect prioritization of
campaigns & channels
• Revenue constrained due to
efficiency focus
But CPL Can Give False Positives
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Attribution Is Getting Some Bad Press
“Attribution is a joke”
“Attribution is a fallacy”
“Attribull****”
“Attribution is foolish”
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Why Does Attribution Get a Bad Rap?
Can Be Inaccurate If:
• Trying to add data together from multiple platforms
• Multiple sources can be used to validate each other
• All channels aren’t accounted for
• The lookback window is off
• Cross-device tracking isn’t in place
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Navigating B2B Attribution
1. Define what we need to track
2. Determine the source of truth
3. Determine the attribution modeling source
4. Choose an attribution model
5. Supplement with early indicators
6. Put the data to work
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Make Sure To Set Up Your “Trail Markers”
Ensure there is a consistent
method for tracking all
channels & corresponding
touch points.
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Map Out Your Trail Markers
1. List all of your channels
2. Identify what will be considered a “touch point” for each
3. Begin to think about how this information can be captured and
tracked
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Set Up Your Call Tracking
• Track calls by source with dynamic ringpools & static numbers
• Integrate call tracking into our CRM
• Integrate call tracking into campaign reports
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• Can it track everything we want to track?
• What integrations exist?
• How will I report out of this platform?
• Does it require an additional tool?
• How long will we maintain this platform?
• If not long-term, can the data be transitioned to a new platform?
• Can we commit to keeping it up to date?
Things to Ask When Deciding Where To Store the Data
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Why I don’t Advocate for Google Analytics as the Primary
Data Source for Attribution
So much information missing:
• Offline sales
• Account-level information
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Benefits of a Data Source That Connects to Customer
Data
• Decisions made on teams
• Connect to offline sales
• Mobilizing the data
• Device tracking
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Joan registered for a
webinar via social
Sally clicked through
an email
John downloaded a
whitepaper via PPC
Account-Based Attribution
Acme Organization
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Connecting Clicks to Bricks
• Decisions made on teams
• Connect to offline sales
• Mobilizing the data
• Device tracking
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Leveraging the Data
• Decisions made on teams
• Connect to offline sales
• Making the data actionable
• Device tracking
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Content they’ve
engaged with
Channel that
drove traffic
Products
purchased &
shown interest in
Contact info &
info for other
account contacts
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Connecting Activity Between Devices
• Decisions made on teams
• Connect to offline sales
• Mobilizing the data
• Device tracking
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If identity stitching is in place, cross-device tracking can
(start to) take care of itself
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Your Primary Data Source Might Also
beYour Attribution Platform but it
Doesn’t Have to Be
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Most Common Attribution Models
First-Touch Last-Touch
Linear
(EvenlyWeighted)
Position-Based
(U-Shaped)
Time Decay
Attributes all credit
to the first touch
Attributes all credit
to the last touch
Evenly attributes
all credit across all
touches
Attributes the
most credit to the
first and last
touches, evenly
distributing the
rest of the credit to
the middle touches
Attributes credit
based upon
recency of touches
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High Funnel
Mid-Funnel
Taking a Global Look at Attribution
Low
Funnel
Evenly Weighted
Position Based
Time Decay
Data Driven or Custom
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When to Use Each of These
Low
Funnel
Evenly Weighted
Position Based
Time Decay
Data Driven or Custom
• Buying cycle is long
• Nurture plays a big role
• Emphasis on first & last touch
• Small emphasis on nurture
• Buying cycle is short; or
• Focus is on low-funnel
• If you have the data and resources
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Leveraging Micro-Conversions
What is their
current buying
cycle stage?
What problem
are they solving?
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Leveraging Micro-Conversions
What is their
current buying
cycle stage?
What problem
are they solving?
What is needed
to get to the
next step in the
buying cycle?
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Using Micro-Conversions to Drive the Funnel
High Funnel
Mid-Funnel
Low
Funnel
• Leverage paid social & display
• Drive high-funnel content views
• Leverage retargeting & email
• Drive mid-funnel content
• Leverage retargeting, paid search
& email
• Drive low-funnel content
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Google Analytics’ Last Click Model Works Here
Infographic
Webinar
Case
Study
Each campaign has a direct response
goal to measure.
• Analyzing on-page conversion rates
& traffic sources
• Creating audiences to connect the
dots between channels
Meanwhile PullingThe Content Engagement
Data into Salesforce for Big-Picture Attribution
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• Even with identity stitching, normal cookie-tracking
imperfections still apply
• Cross-device tracking issues are minimized but still not perfect
• Post-Impression attribution
Nearly Unavoidable Challenges
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Additional Impact Tests for high funnel media
Show ads to the randomly selected recipients
Your Fantastic,
Convincing Ad Here
Maybe
Even
Here
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Additional Impact Tests for high funnel media
Send the whole list a targeted follow-up communication.
---------------------------
---------------------------
------------------
---------------------------
---------------------------
-------------------------.
Logo
Irresistible CTA
Killer Offer
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Additional Impact Tests for high funnel media
Measure the Lift in Subsequent Engagement. Rinse & Repeat.
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• Incorporating offline campaigns
• Accounting for team-based decisions
• Connecting (offline) sales to marketing touches
• Setting the correct lookback window
• Quantifying the value of leads
Problems That Can be Solved For:
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Navigating B2B Attribution
Set UpYourTrail
Markers
ChooseYour
Navigational
System(s)
MapYour Model
to the Use Case
Don’t Forget
Your Compass
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1. Make a comprehensive list of channels to track
• What metric(s) will be considered a touch?
• How will it be tracked?
2. Choose your source-of-truth.
• Access to customer data, identity stitching and integrations for tracking purposes.
• Commitment to consistently maintaining (preferably long-term)
3. Choose your attribution platform
• Review settings for lookback, filtering, tracking & integration
• Review modeling capabilities and visualizations
4. Know when to use each attribution model
5. Set up micro-conversions for early indicators
6. Mobilize the data to propel sales & cross-sell
Action Items
Quotes that I’ve recently seen regarding attribution – some are warranted. It’s true that attribution isn’t perfect but there are things that can be done to minimize common attribution problems.
A thought to consider- if you are tracking conversions you ARE using an attribution model. Most likely last-click by default, so if you’re going to use a model anyway – you may as well try to make it as accurate as possible.
All platforms have their own ways of attributing, if you pull from them separately and try to combine them, you will double-count.
All platforms have their own ways of attributing, if you pull from them separately and try to combine them, you will double-count
Attribution models are based upon “touches” so you have to define what a “touch” is in each scenario.
As paid search marketers, many of us haven’t had to think about these things but in order for attribution to be accurate – it has to be consistent. As such, there has to be a standardization for the way that each channel will be tracked. What will count as a touch? In order for attribution to be correct – all channels have to be considered.
It’s important to have a platform that can pull in all – or at least NEARLY all – of your marketing data.
Of course there is a relationship between the touchpoints that you want to track and what your source of truth is able to track so….
These are questions you should consider when choosing your source of truth. If there’s something that cannot be tracked via this platform - what integrations exist to help ensure that the data does make it into the platform? Ideally this is a platform that you can commit to keeping up to date and that you don’t intend to move away from in the near future.
For us, that platform is Salesforce. We already have processes in place for marketing, operations, and sales to maintain salesforce – it’s so heavily engrained in our business that it almost certainly won’t be going anywhere anytime soon.
But Salesforce is notoriously bad for marketing attribution, and as such, our marketing attribution platform sits on top of our source of truth. So your source of truth doesn’t have to be your attribution platform – although it can be. If we ever decided to scrap our marketing attribution platform, we could – and we could implement a new one, because almost all of the data would still be accessible from Salesforce. At least the most important data.
Google Analytics has a lot of benefits – and it is better than nothing. There’s also, certainly a place for Google analytics and we’ll get to that later.
I’m going to go out on a limb and say that Google Analytics is one of the reasons that attribution gets a bad rap because people use it as-is to try to do cross-channel attribution and the data just isn’t all there.
In B2B, many decisions are made by teams.
Let’s say each of these people on the buying team take different actions. If your source of truth or attribution platform doesn’t have a way of connecting them as a team, it would only give credit to the person that ultimately purchased, which wouldn’t attribute credit to the other channels that contributed.
Because many sales happen offline, it’s important to have a model that connects the end-result to the marketing mix
Plus now you have all of this data in one place to help progress the sale, or to cross-sell
Device tracking still isn’t perfect but
This can be accomplished through certain attribution platforms and marketing automation systems with integrations into your source-of-truth or attribution platform
Some platforms to check out for closed loop reporting
Things to consider when choosing an attribution platform
Things to consider when choosing an attribution platform
Now to dig into the models themselves – which one is the right one?
Trick question – they are all the right one and they’re all the wrong one. It just depends on what you need it for.
If you’re taking a global look, you should use a multi-touch model to fairly account for all touches