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Agenda 1. Optimization as a Strategic Initiative
2. Continuously get Optimization wins
3. Run tests faster through iterative
experimentation
4. Measure success for bottom line
wins
5. Share examples
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About me
Started career in the Optimization
space with Adobe / Omniture in 2010
Built successful Optimization teams
at eCommerce and Fintech
companies
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About LendingTree
Leading online loan marketplace
Enable users to shop, compare, and save on
the loans they need
Mortgage, Personal Loans, Auto Loans,
Business Loans, Student Loans, Credit Cards
etc.
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2017 Strategic Initiative: Funnel
Optimization
Doug Lebda
CEO, LendingTree
Q4 2016 Earnings Call
“As a reminder, these strategic initiatives are: one, to expand into new
categories while still growing market share in our existing categories;
two, to strengthen the consumer relationship through more options and
improved intelligence, particularly around our MyLendingTree product;
three, to re-imagine the consumer experience, particularly in mortgage;
and four, to maniacally optimize our conversion funnel from ad unit
all the way through loan funding, which is something that we believe will
substantially move our company forward. I’m proud to say that we’ve
already made great progress even in the last months and are much
more confident in our ability to execute on all of these initiatives.”
maniacally optimize our conversion funnel
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How to drive bottom line impact
Prioritize
Opportunitie
s
Better ROI Improved Efficiency Increased Profitability
Iterate
Experiments
Identify and prioritize
biggest opportunities for
a better ROI
Use quick iterative
experimentation methodology
to drive big results
360° view of the customer
so experimentation wins
translate to the bottom line
Measur
e
Succes
s
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Prioritize
Opportunitie
s
Better ROI Improved Efficiency Increased Profitability
Iterate
Experiments
Use quick iterative
experimentation methodology
to drive big results
360° view of the customer
so experimentation wins
translate to the bottom
line
Measur
e
Succes
s
Identify and prioritize
biggest opportunities for
a better ROI
How to drive bottom line impact
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Example: Acting on the biggest opportunity
Objective: Reduce Bounce Rate and increase form conversion.
Hypothesis: Showing a generic quote using a calculator and then providing an opportunity
to get a personalized quote will result in better form starts and conversions.
Control Test Version
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Prioritize
Opportunitie
s
Better ROI Improved Efficiency Increased Profitability
Iterate
Experiments
Use quick iterative
experimentation methodology
to drive big results
360° view of the customer
so experimentation wins
translate to the bottom
line
Measur
e
Succes
s
Identify and prioritize
biggest opportunities for
a better ROI
How to drive bottom line impact
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“Test Fast, Fail Fast, Adjust Fast.” - Tom Peters
Small changes also result in big improvements
Quickly learn and test different features in phases
1
2
Use Visual Editor to quickly set up tests without
any engg. support3
14. Example: Quick Iterative Testing
Objective: Reduce Bounce Rate and increase form
conversion on one of our highest trafficked SEM
keyword ‘HARP’
Hypothesis: Matching LP copy with the Ad copy will
increase form starts and conversions.
Control Phase 1 Phase 2 Phase 3
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How to drive bottom line impact
Prioritize
Opportunitie
s
Better ROI Improved Efficiency Increased Profitability
Iterate
Experiments
Identify and prioritize
biggest opportunities for
a better ROI
Use quick iterative
experimentation methodology
to drive big results
360° view of the customer
so experimentation wins
translate to the bottom line
Measur
e
Succes
s
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Understand test results completely
Quantitative
Analysis
Calling test a winner just
based on lift in primary
metrics is dangerous.
Answer WHY with
secondary metrics
Qualitative
feedback
Surveys from tools
like Qualtrics
or Medallia
User session recordings
for surveys UserTesting
Combine both for
360° view
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A great way to analyze tests in more detail!
Pass Optimizely
variation ids to
your DWH!
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Key Takeaways
Prioritize
Opportunitie
s
Better ROI Improved Efficiency Increased Profitability
Iterate
Experiments
Identify and prioritize
biggest opportunities for
a better ROI
Use quick iterative
experimentation methodology
to drive big results
360° view of the customer
so experimentation wins
translate to the bottom line
Measur
e
Succes
s
One of the four strategic initiatives in 2017 to drive future growth
amplify all customer acquisition channel
make marketing more profitable
open new profitable growth channels
Improve qualitative metrics like NPS
One of the four strategic initiatives in 2017 to drive future growth
amplify all customer acquisition channel
make marketing more profitable
open new profitable growth channels
Improve qualitative metrics like NPS
One of the four strategic initiatives in 2017 to drive future growth
amplify all customer acquisition channel
make marketing more profitable
open new profitable growth channels
Improve qualitative metrics like NPS
One of the four strategic initiatives in 2017 to drive future growth
amplify all customer acquisition channel
make marketing more profitable
open new profitable growth channels
Improve qualitative metrics like NPS
Also help you to remain focused on the biggest opportunities
Also help you to remain focused on the biggest opportunities
One of the four strategic initiatives in 2017 to drive future growth
amplify all customer acquisition channel
make marketing more profitable
open new profitable growth channels
Improve qualitative metrics like NPS
LendingTree now
Also help you to remain focused on the biggest opportunities
One of the four strategic initiatives in 2017 to drive future growth
amplify all customer acquisition channel
make marketing more profitable
open new profitable growth channels
Improve qualitative metrics like NPS
One of the four strategic initiatives in 2017 to drive future growth
amplify all customer acquisition channel
make marketing more profitable
open new profitable growth channels
Improve qualitative metrics like NPS