2010 is shaping up to have a number of tight political races.  The Wisconsin Governor’s race will likely be one of them.  A very important component of any political campaign these days is how well the web is utilized.

In this post, I take a look at the websites of each of the three candidates, Scott Walker, Mark Neumann, and Tom Barrett, and evaluate them based on their homepage performance, promoting email signups, usage of video, and available supporter tools and resources.

First, a quick overview of the candidates’ domains:

• Scott Walker: ScottWalker.org – Has held and used this domain since 1999.  Announced run on April 28, 2009
• Mark Neumann: MarkForGov.com – Announced run on September 8, 2009 with traffic data for the site showing as starting in July of 2009.
• Tom Barrett:  BarrettForWisconsin.com – Launched February 18th, 2010 (very late) – Announced run on November 15, 2009.

Compete.com Data

Barrett clearly has some catching up to do, however the data indicates the race (at least in terms of site unique visitors) is narrowing.

Unique visitors in month of January

• Walker: 4,052
• Neumann: 3,651
• Barrett: 1,251

HOMEPAGE
In this section I take a look at the homepage of each site and outline positives and negatives.

Walker

Positives

• On entry, an overlay prompts the user to sign up for email updates.  A cookie is placed on your computer and the site remembers you so you aren’t bothered every time you visit the site with the signup form.
• High up on the page is a list of the ways a supporter can take action and a call to create your own “spot” (more on supporter tools and resources below).
• The “What’s Your Take?” section highlights recent comments from site visitors.  This is a good way to grab the attention of site visitors.  See the “Negatives” section below for more.

Negatives

• The prominence and size of the callout for “MyScottSpot.org” does not match its importance.  This is one of, if not the most important call to action of the site.
• Within the video/presentation area, there are only three frames and each includes a quote and a photo of a citizen with a concern.  Upon clicking these, a page merely reiterates the quote and presents you with another link to “See what Scott says about [topic].”  One would think that there is a video associated with these callouts featuring the citizens concerns.  The actual content is a bit underwhelming.
• There is a video player integrated within the homepage, however it is too small to expect someone to watch the video in this space.  It would make more sense to incorporate the videos in the main presentation area above.
• The “What’s Your Take” section only displays three handpicked comments.  It initially appears as if your comment may immediately be submitted to the site, however this is not the case.  It’s understandable why the campaign wouldn’t want comments posted directly, but the site shouldn’t give the impression that it accommodates this action.
• There’s a “Breaking News” section, however it’s very far down the page in small font.  Easy to miss.

Neumann

Positives

• The site elevates where you can find the candidate across the major social media properties very high on the page.  They take the most prominent position of all the candidates’ sites.
• The main presentation area on the homepage is well-designed and does a great job of calling out the key areas of the site and the tools available to supporters.  A much better job is done here than on the Walker site.
• Next to the presentation area, the site includes a photo of the candidate and a quick summary of why he’s running.  The Barrett site takes a similar approach.  More effective than the hand/card graphic on the Walker site.
• The “How Can I Help?” section in the right column clearly and succinctly summarizes available features coupled with recognizable icons.
• Instead of a pseudo comments section, Neumann showcases the latest from his blog.  This is a good approach, however see the Negatives section below.

Negatives

• The sign-in form for the user account area should be much higher on the page, perhaps as a permanent spot in the header.  Yes, there is a “Login” link up there, but it’s easily missed.
• Even though “Contribute Now” belongs in a prominent place, it should be preceded by at least a sentence or two enticing the user to take that step.  Clickthrough rates would likely increase.
• The blog section shows the entirety of each post.  This limits the ability of the user to scan the posts, read a quick summary and then decide which is worth clicking through to.  It’s easy for other posts pushed far lower on the page to be overlooked.
• Perhaps it was decided to show the full content of each blog post so some content was alongside the overly long series of callouts in the right column (8 in all).  If the blog posts were reduced to a title and summary, more room would be available to present these callouts in a more effective grid form.  Removal of redundancies would also help such as the “Endorse Mark Neumann,” which could be integrated within the “How Can I Help?” section.

Barrett

Positives

• The main navigation on this site is large, clear, and obvious.  Each button feels like a call to action in itself.  A strong point for a political candidate’s site.
• An email list is the lifeblood of any candidate, and the Barrett site calls out the signup form most prominently of the three sites.
• The initial frame of the presentation window includes a welcome video from the candidate.  Unlike the other two sites, you can watch this video right from the homepage in a window large enough for comfortable viewing.
• The presentation window’s frames are easily navigated and each includes a summary of call to action destination.
• The blog area lower on the page features each post’s title and summary, with a link to the detail.  This is better for presentation’s sake as well as for tracking of most popular posts.
• In general, the site is well-organized and easy to scan.  The homepage doesn’t attempt to cram in every conceivable callout.

Negatives

• Similar to Neumann’s site, the “Contribute” button would be more effective moved underneath the candidate’s photo and intro paragraph giving the user more of a reason to take action.
• The site does not summarize or callout the ways a supporter can get involved.  This may be because in general the options are limited compared to the other candidates (a rather big negative).  More on this in “Supporter Tools & Features” section below).

EMAIL MARKETING

Each candidate site is relatively similar in that they prominently call out the email signup form.  The Walker site is the most up front about this as mentioned previously, by greeting first-time users with an overlay.

After entering your email address, however, each takes a different approach in terms of gathering more information.

Walker

The Walker site requires confirmation of your email address in order to start receiving updates.  Obviously this was implemented to limit the amount of junk accounts created, but it creates an unnecessary level of friction for the user.  A better practice would allow the user to finalize their subscription and begin receiving messages right away.  The campaign could utilize behavioral targeting to force those who never open emails to validate their address later on.

Neumann

• Neumann smartly combines the email signup process with the ability to create an account at the same time.  The screen reiterates the email address.  The email address functions as the user name and a password can be selected and confirmed to create an account.
• It may not be clear to some however, what the, “publicly support and endorse” checkbox is actually for.  What will the campaign do with your information should you check this box?  A simple “What’s this?” which reveals an explanation would be helpful.
• After submitting the form, you’re directed straight to your account dashboard.  An email is sent to your address asking you to validate your email address; however this doesn’t prevent you from using the system.
• From the user account, you can specify in-depth the types of emails you want to receive. These range from general campaign updates to specific activity within the community such as friend requests, event and blog postings, and comments.

Barrett

The Barrett site unfortunately doesn’t prompt you to create an account, however it does introduce one feature the others don’t.  A check box at the bottom of the form reads, “Sign me up to receive text messages on my phone.”  Surprisingly, this is the only campaign utilizing mobile notifications.

VIDEO
Some observations regarding the candidates’ use of video:

Walker

• The tiny homepage video mentioned previously, is definitely a negative, and the main video page isn’t much better.  This page is simply a scrolling list of embedded YouTube players with a .wmv file at the bottom.  There is no way to share to easily share or bookmark individual videos other than the default embed/URL YouTube features.  The entire page can be shared via email but this is only moderately useful.
• Despite being able to boast the longest-lived website, there are only five videos.

Neumann

• Best practice dictates publishing videos on your site directly and integrating the content within the user account area.  When not possible, a fully-branded YouTube channel is a good second choice.
• The Neumann campaign’s YouTube channel integrates the website’s graphics as well as key calls to action such as to contribute or visit other social media profiles.  The channel’s profile information is filled out in detail and includes a “Why I’m Running for Governor” intro.  Well done overall.

Barrett

The Barrett site is sort of a hybrid between the other two in terms of video.   A single page on the site highlights only three videos with many of the same faults as the Walker site.  They do have a YouTube channel (pictured above), however little thought was given to integration of brand or overall look and feel.  The channel lacks an overview statement and calls to action.

SUPPORTER TOOLS & FEATURES
Each site featured tools and resources for supporters; however these differed significantly from site to site.

Walker

The Walker site offers tools both outside and inside the login.  Outside the login there are a series of universally accessible pages on the site under “Get Involved.”

• Volunteer: A simple signup form with check boxes for ways to help
• Social Networks: Basic directory of the social media profiles the campaign maintains
• Attend Events: This is a great feature which offers a detail page for each event and often a link to registration or more details.  Each event can be mailed to yourself or a friend
• Scott Walker Store:  Not a bad idea to make it easy to buy T-shirts, stickers, signs, and other merchandise to show your support.  This ecommerce store even handles paid event registration

The ability to create a “MyScottSpot.org” also exists and offers a very full-featured experience with innovative tools.

• Similar to LinkedIn’s “profile completeness” MyScottSpot measures “impact points” and plots where you are on the scale from being a new “Recruit” to becoming an “Operative.”  A page summarizes how their “Personal Impact Engine” is calculated.
• Your to-do items are summarized on the dashboard with each one displaying its potential score getting you closer to “Operative” status.
• Recent blog posts are summarized neatly in the right column.  The main site would benefit from this approach as well.
• Lower on the dashboard are recent comments separated by official comments and user comments.  You can post a comment any time, however there is a 500 character limit.
• You can form or join a team (by county) or recruit friends or create groups (no groups at time of review).
• You can RSVP for events or invite others (import contacts from your email system or select friends on Facebook).
• Repository of all media including documents, images, videos and audio
• Built-in feedback submission form available on any page

Neumann

The Neumann “Personal Dashboard” area is also very advanced and similar to the offerings of the Walker campaign.  From here a supporter can manage their profile, interact with other supporters, and learn of ways to get involved.  Features include:

• Invite friends: Includes pre-populated verbiage to make it easy to send.  Contacts can be selected via your own online email account, uploaded file, or manually added.
• Full profile management and summary including your recent blogs and events, groups you belong to, a summary statement of why you support the candidate and important issues.
• The ability to create a blog, share your posts, read others’, and search.
• Events are integrated within the account area along with RSVP capability, social media sharing tools, and even Google Maps integration!
• Groups:  None exist yet, however the system allows you to create one based on a variety of issues and start inviting your friends. (UPDATE: Some groups do exist however I missed this in the interface.  See comment thread below to read my recommendations for improvement.)
• Send and receive messages to/from the campaign and other supporters
• Fundraising: Create your own fundraising page, set financial goals and manage its content.  From there you can choose friends to invite and ask for their support.  Very impressive.
• Ability to search blog posts, team members and groups separately

Barrett

The Barrett campaign doesn’t offer an actual account, however there are dedicated pages under, “Take Action.”

• Contribute: A succinct and well-designed form allowing a supporter to quickly donate in pre-set amounts or “other.”
• A basic volunteer form which actually lacks suggestions for ways to participate.  Not good for those who want to help but need some specific ideas in order to convert.
• A separate “Join Our Campaign” form which doesn’t explain itself and is too similar to the “Volunteer” form.
• “Intern With the Campaign”:  A lot of details are provide here in terms of responsibilities.  This much thought should have been given to the “Volunteer” and “Join the Campaign” forms as well.

MY PICKS

Each of the three sites has strengths and weaknesses; some subtle, some glaring.  Of course, there are a number of other criteria one could review the sites by but are beyond the scope of a single blog post.  Here’s my take at scoring the sites based on the criteria discussed above (1-5 with 5 being highest):

YOUR THOUGHTS

As always, comments are encouraged.  In what ways do you think these sites excel or fail?  Please play nice, and keep the discussion focused on digital features and tactics, not politics.

Expert Review, Interactive Industry News & Events, Internet Marketing, Social Media Competitive Analysis, Internet Marketing, Mark Neumann, Political Website, Scott Walker, Social Media, Tom Barrett, User Interface Design, Wisconsin Governor's Race

By now, you’ve probably seen all the top-rated ads either during the game itself or afterward online and picked your favorites.  Most of the ads had some sort of mention of their web address, but not all of those sites greeted you with anything special upon arrival.  Here are four that went the extra mile to create experiences to make the most out of their massive Super Bowl ad expenditure.

Boost Mobile - boostmobile.com/shuffle

Right or wrong, Boost brings back the 1985 Bears in an odd (to put it mildly) spot featuring McMahon in a motorized chair getting a spray tan and other antics.  The site is in all Flash for which it loses some points from an analytics perspective, but at least it’s a unique URL which makes it easy to segment their traffic.  There’s also an ever-present banner that calls out Boost’s unlimited mobile plan so users can take the next step toward conversion.

Among the fun features are:

• An extended version of the ad as well as behind the scenes clips.
• Downloads and Fun Stuff including wallpapers, ringtones and a Ditka-shaped waffle currently for sale on Ebay!
• McMahon’s Headband: links to McMahon’s Twitter accounts
• Mike Singletary Party Police:  During the game and soon after you could rat out your friends for their faux pas during the game (asking what the score is, touching all the wings, etc.).  You pick a message and a recorded Mike Singletary would call their number (after the friend approves this via an email link).  The feature is no longer live, but here’s a screenshot.

You might have the shuffle song stuck in your head along with some weird imagery for a while, but it’s still a fun and engaging site and does a good job of integrating the brand.

Dove Men Care - DoveMenCare.com

While not as entertaining as the Boost Mobile campaign, a vanity URL directs you to a well-designed, targeted site which features the ability to play the ad along side prominent links to product, overview information, and special offers.  The site is a nice blend of Flash and XHTML/CSS to maximize both look and feel yet still provide quick page load times and easier tracking of key metrics such as product pages view, social media sharing, and offer signups.  It’s clear you’re in the right place if you visit the site as a result of seeing the ad, but the Dove smartly doesn’t allow the ad to take up all of the valuable screen real estate.  There’s also a nicely done shower curtain effect and a Drew Brees cameo.

Volkswagen PunchDub – VW.com

The automaker’s call to action in the ad is to play PunchDub on VW.com.  Sending  traffic straight to VW.com/PunchDub would have helped them with entry page analysis to segment ad-driven traffic, but that’s a minor negative compared with the overall quality of the site’s execution.  Upon arriving at VW.com, the normal site remains intact, but the presentation/branding area showcases the PunchDub game and a video player to watch the commercial.  VW dealers are getting into the act with “PunchDub Days” special offers and deals that are “So good it hurts.” Ouch.

In a new twist on share with a friend, the game lets you “punch” a friend by selecting a model, choosing a photo, and then picking your attack type and reaction sound.  You then connect with Facebook and send the pain on to one of your friends.  Give it a try, it’s well done, and you might find yourself up on the “Leaderboard” which is a stock ticker-style run down of the most punches, weekly winners, and top vehicles.

For back story you can learn from Sluggy Paterson, the outspoken man who started the whole punching tradition (it was initially the face, not the shoulder!) and even follow him on Twitter.

Overall, VW offers a seamless integration and a great user experience.

HomeAway - HomeAway.com

Everyone remembers the Griswolds and HomeAway brings them back with gusto.  A prominent callout on the homepage leads to an immersive experience that still keeps the site’s main navigation easily accessible.  You could spend half a day watching videos and playing with all the features but here are some of the highlights:

• Of course, the ad itself, but also a newly-created, 2-part short film (with smartly-placed quick 10-second pre-roll ads from HomeAway), as well as clips from the classic films.
• Win a Dream Vacation contest by submitting your own hotel vacation stories.  Entries from others are featured on the site which can be rated.
• Impressively designed Flash video game featuring the Griswold’s Truxter station wagon.

These are just a few examples of good executions tied to the Big Game.  Which ads do you feel were best supported on the web and took customer engagement to the next level, or were just plain fun?

Expert Review, Flash, Interactive Industry News & Events, Internet Marketing, Social Media, User Interface Design, Web Analytics Flash, Internet Marketing, Social Media, Super Bowl, User Interface Design, Web Analytics, Web Graphic Design

Martha Coakley’s failed Senate run has led many to review the key differences in strategy between her campaign and Scott Brown’s.  It’s pretty clear that Brown took the web seriously and Coakley seemed to largely ignore many of the social media and web analytics strategies and tactics that swept Obama into office.

Ad Age and Social Media Today have taken a look at (and criticized) Coakley’s overall digital and social media’s approaches.  This post narrows in and serves as a reminder of web analytics best practices which can mean the difference between coming in first or a distant second.

The Obama campaign tracked digital metrics obsessively yet ingeniously with great success.  The techniques they used are just as applicable today as they were over a year ago.

Dan Siroker was a Google employee, who in December of 2007 decided to take a leave from Google and assist the Obama campaign in setting up a web analytics methodology.  He was there for a month, came back to Google for a stint, then in July quit permanently to join the campaign full time through to the general election as director of web analytics.

As a measure of their success, of the $656 million raised by the Obama campaign, $500 million of that was raised online compared to $201 million the McCain campaign raised overall. ($201 million does not include the federal campaign funds McCain accepted).

In November of 2009, Siroker gave a presentation at Google about his experiences and the campaign’s web analytics wins.  In it, he outlined five key lessons learned, which are excellent guidelines for any web analytics initiative be it for a political campaign or business marketing.

Lesson 1: Define Success with QUANTIFIABLE Success Metrics

Setting goals such as, “drive traffic via PPC” or “use the email channel to maintain a dialogue with our audiences” are not specific enough to gauge success.

Instead, Siroker’s team set quantifiable goals related to cost per click, signup rates, money raised per email recipient, and many more.  He said, “We always had more to do than we had man hours to do it.”  As such, having very targeted goals was essential to ensure time expenditures could be justified.

Lesson 2: Question Assumptions

The team utilized Google Website Optimizer to determine which landing pages and creative content pulled its weight.  As an ad-hoc survey, Siroker asked the audience of a series of images and calls to action, which combination they thought was best received by splash page viewers and resulted in the most sign ups.  It turns out the audience’s assumptions were wrong (so were the analytics team’s originally) and it required multivariate testing to get to the truth (“Learn more” and the “Family Image” were the winners).

Getting the version right meant over 4 million more people signed up for the email list between the time they ran the experiment and the election!

Lesson 3: Divide & Conquer

This lesson demonstrates the power of segmentation.  As Avinash Kaushik puts it, segment or die!  Data takes on a whole new meaning when you can know as much as possible about the people who generated it.

This was illustrated by the team’s donation button experiment.  In it, they sent donation solicitations and tested different donation button verbiage (Donate Now, Please Donate, Why Donate, Donate and Get a Gift, and Contribute) with each audience (never signed up, signed up but never donated, previously donated). The results varied significantly based on who the visitor was when they got there.

Winning combinations:

• Never signed up: Donate and Get a Gift
• Signed up, never donated: Please Donate
• Previously donated: Contribute

Monetary results: tens of millions of dollars in additional donations.

Lesson 4: Don’t Reinvent the Wheel

This lesson goes to show that it’s not how much you spend on technology; it’s how much you invest in talent.  One would think that a presidential campaign which broke all sorts of war chest records would use its means to select the most robust and most expensive analytics tools on the market.  In fact, Siroker’s team used many free and open source tools.  These included Google Analytics, Website Optimizer, Trends, and App Engine, TextMate, Open Reports, and DbVisualizer.

Lesson 5: Take Advantage of Circumstances

After Sarah Palin made a remark at the Republican National Convention in an attempt to undermine the perceived value of being a community organizer, the Obama campaign immediately sent out an email to their list protesting this notion.

The recipients responded.  From that one email the campaign raised $10 million.

Think of your own organization.  How close are you to putting these lessons into practice?  Do you have examples of challenges or success stories?

Don’t pull a “Choke-ley” and underestimate the power and benefits of digital marketing, social media, and web analytics.  Know where you stand before you’re passed up by a Brown blur.

Interactive Industry News & Events, Internet Marketing, Social Media, Uncategorized, Web Analytics, Web Strategy Consulting Email Marketing, Google Analytics, Google Website Optimizer, Internet Marketing, Social Media, Web Analytics, Website Testing

Continuing to tread on the territory of the major paid analytics vendors, Google Analytics just announced a number of new features that raise it to yet another level. These powerful, time-saving additions allow you to spend more time analyzing and interpreting your site’s performance, and less time foraging though the data.

Among the major additions are; automated and custom alerts based on significant changes in your data, advanced table filtering, expanded mobile reporting, the ability to share advanced segments, and more.

What do these new features mean for your business? Quite a bit. Read on for the details.

Engagement Goals

You’ve always been able to set goals for transactions such as purchases, downloads, leads and so on, and then determine which traffic sources or site content are top performers. However, sometimes a site’s goals are simply to increase engagement with the site and are not transactional in the traditional sense.

Now you can measure the engagement and branding success of your site by setting thresholds for Time on Site and Pages per Visit.

Example: For your software product marketing site you determine that a Page per Visit rate of 10 or more indicates high engagement with your content and significant interest in your product. With this Page per Visit threshold set, you’re now able to monitor whether recent content cross promotion efforts are positively or negatively affecting this new and important metric.

View the Google video:

Expanded Mobile Reporting

With mobile marketing maturing rapidly, and applications growing in number exponentially, this is a very timely addition.

Google Analytics has allowed you to track visits to your main website from mobile operating systems, but now you can track the performance of your mobile-optimized sites on any mobile device regardless of the device’s ability to run JavaScript.

iPhone and Android app developers, rejoice! You’ll be able to use your favorite free analytics tool to gauge your apps performance as well.

Example: You’ve just launched a new location-based app, which makes restaurant recommendations. Until recently, you could only track downloads and general feedback. Now you can uncover usability issues, and the most popular screens and features within the app to guide its improvements.

Advanced Analysis Features

Want to know which organic keywords are your top performers? The introduction of the advanced segments feature made this task easier, but the new Advanced Table Filtering makes narrowing down a lot of data on the fly a snap.

You can now filter any table of data by custom parameters, quickly narrowing down the results and removing the noise.

Example: When viewing the Network Locations reports, you want to see which organizations sent visits but filter out all the telecommunications companies which don’t help your analysis. Further, you want to see which organization showed high engagement and are repeat visitors. While it’s possible to set up an advanced segment to accomplish this, this type of filter can be done on the fly from any list report.

View the Google video:

Unique Visitor Metric

Good news for custom reports. Now “Unique Visitors” has been added so you can see how many actual visitors (people) are represented in each report as opposed to just overall visits.

Sharing Segments and Custom Report Templates

Very convenient new feature! Formerly, if a new advanced segment were created it would only be available via the profile it was originally created for. Now, just click the “Share” button and a URL is generated which you can easily send to a colleague. Advanced segments can also be copied so you can build upon existing ones rather than starting from scratch. This is also a huge plus for agencies, which utilize the same rough segments for multiple clients.

Analytics Intelligence

Here’s the big one that many were waiting for. Google Analytics is now much smarter! It proactively monitors for events that are significant and then issues alerts. The events could include a spike or drop in traffic, or any major change in goals or behavior patterns.

There is even a slider control that lets you adjust the sensitivity. Move it further to the right and more events will be flagged. Move it to the left and events will need to be more significant to register.

Example: Your site experiences a 250% increase in average referrals from Facebook on a given day. This is logged in Google Analytics automatically and is retained so you can look back overtime for patterns or responses to campaigns. You can also elect to have this alert emailed to the appropriate people.

Custom Alerts

As the title suggests, you can tell Google Analytics to watch for the events that are important to your business. Daily, weekly, and monthly alerts are possible and can also be viewed in the interface or emailed directly.

Example: A hardware ecommerce site manager wants to be alerted when the average order size for lumber drops 20% or more for the contractor segment. Once set, the manager can be alerted of this event instantly.

View the Google video:

Some of the features are live now, others will be rolled out in the coming weeks. It’s great to see Google Analytics continue to mature. These features offer more actionable and meaningful data with powerful options analysts will appreciate.

Interactive Industry News & Events, Internet Marketing, Social Media, Web Analytics, Web Strategy Consulting Google Analytics, Internet Marketing, Web Analytics

Everybody knows that money talks. It’s no different in the world of web analytics. When dollar values are assigned to site behaviors and other key metrics, the value of user actions and traffic sources becomes immediately clear.

Monetization isn’t just for ecommerce sites. Even user actions that have no immediate financial value such as contact form submissions, file downloads, page views, and email newsletter signups are excellent candidates.

If it’s your job to convince stakeholders to take action, or if you’re an executive looking for more clarity in your KPIs, this post will offer you some ammunition and help get you started.

Monetization’s Impact on Language

Monetized language is much more effective than un-monetized when communicating to decision makers why a certain site update should be undertaken.

Take this example for instance:

Un-monetized: “After mapping user traffic trends to goal completions for our site’s primary lead generation form, I found that the percentage of site visitors who find their way to the lead generation form is low and the conversion rate of visitors who access the form itself is less than optimal. We should work to improve these metrics.”

Monetized: “We’re leaving money on the table. With minor adjustments, we could significantly increase the number of leads we get through the website. Our web analytics and past order data shows that each lead we get through the site is worth $730. With some minor changes, we can increase our visitor-to-lead conversion rate by 10%, conservatively speaking. This would mean an additional $190,000 per month or $2.3 million a year in revenue. We should act soon. If we wait three months, we’ll be passing up $570,000.

Which example gets your attention?

The Benefits of Monetization

Here are some reasons why your organization should take a monetized approach to your data gathering and reporting.

1. Concretely know the impact of web development efforts and missed opportunities
2. Clearly prioritized initiatives sorted by those that drive revenue
3. Less time spent on updates that don’t impact the bottom line
4. Removal of internal politics and guesswork from decision making
5. Knowledge of your site’s true ROI

Examples of Monetized Behaviors

Lead generation is the most commonly monetized behavior and rightly so. This is the bread and butter of sites that complete their sales through reps or agents.

The calculation of a lead value is as follows:

(leads closed x average revenue per sale) / total leads = avg. lead value

For example, if your site produces an average of 500 leads per month, and 100 of them result in sales with an average of $2,000 each, then each lead is worth $400.

Customer Service also provides a strong opportunity. With an average cost of between $3.50 and $10 per call, many organizations place reducing call center costs by improving website help areas near the top of their list. Use unique phone numbers and track those calls that originated from the website. The conversion rate (to be reduced) here is those visits to the support section that resulted in a call center call. Use this data to frame any proposed improvements to the support section in clear dollar terms.

With ecommerce, it’s obvious to begin optimizing the checkout process, however increases in other actions such as views of product detail pages can also be monetized. The more users view product detail pages, the more likely they are to complete a sale. By analyzing clickthrough data patterns and ultimate purchase rates, you should be able to determine the value of a visit that includes 1 or more product detail page views. Once that is established it will be clearer which proposed improvements that drive traffic to detail pages (such as internal ads, better search results, etc) are worth the effort.

Show Them the Money

Here are some tips on how to present a monetized forecast to stakeholders. In your document, include the key metrics: monthly visits, the number of visits that result in a desired action, the conversion rate, the value of the desired action, and the current monthly value from that behavior.

Then show how incremental increases (or reductions in the case of customer service) will impact the bottom line. Show monthly profit impact as well as annual.

Another great attention-getter is presenting the cost of delay. With each incremental conversion rate change, show how much money is left on the table by not acting for three months. Ears will perk up regardless of whether the decision maker is benefit or loss-driven.

Take advantage of monetization to create powerful reports that get noticed and acted upon. Then get ready to calculate the financial benefits of vastly shorter prioritization meetings and fewer internal debates.

Web Analytics, Web Strategy Consulting Internet Marketing, KPIs, Monetization, Web Analytics

By now, most companies are aware that there is a discussion about their brand going on. They also know that they can track and monitor this discussion via a wide variety of tools such as Radian6, Techrigy’s SM2, Twitter Search, Twitalyzer, Social Mention, and many more. The question now is, “What should I pay attention to? Which metrics will actually tell me something about my business?”

Certainly not easy questions, but some trends have evolved that help indicate whether you’re effectively promoting your business online and if you’re being showcased in a positive light. Here are some metrics to watch regularly.

Overall number of mentions or volume: Watch this top-level metric for significant spikes or dips in mentions across all social media especially during major campaigns or events.

Brand mentions: This is social media monitoring 101. What’s the buzz surrounding your company name? A great place to start, but strive to expand beyond this basic metric (more on this below).

Most popular topics: Moving beyond basic brand mentions to specific product names, promotions, and campaigns. These should change on a regular basis and keep pace with your company’s activities.

Share of voice: A term used by SM2, which channels (blogs, microblogs, Facebook, video/photo sharing, etc.) generate the most discussion? How do these metrics match up with recent efforts to increase your Twitter or Facebook reach? Are you gaining traction in the Blogosphere?

Top competitors: Monitor your competitors’ buzz. Be as detailed in tracking their social media reach, as you are with your own. Build off of their success by learning of new channels for adoption.

Demographics: It’s possible to obtain a high-level picture of the gender and age of your audience. Depending on the tool you use, a measurement of contributors’ popularity or influence scores is attainable. This in particular provides a great opportunity to reach out to those that run high-traffic sites or have a large number of Twitter followers. Developing and maintaining content sharing, and cross-promotional strategies with these folks should be an ongoing goal.

Top advocates and detractors: As mentioned above, popularity and influence can be determined. Pair this with sentiment statistics (see some guidelines on sentiment from Radian6) and you have a picture of your cheerleaders and your saboteurs. Join forces with the supporters and reach out to the detractors to determine the cause of their frustration. Pay special attention to setting up automated alerts of negative comments by the influential.

Geography: Running promotions or releasing product in a particular region? Track local impact and target the influences in that region. Stay on top of customer support efforts and respond to those that are expressing concern.

Number of comments: Here’s an easy one to gauge the popularity of your blog. Track overall numbers as well as a ratio of posts to comments.

Number of social bookmarking actions: How many people bookmark your content and what sites/systems do they use? Find out which content resonates and continue to generate that content which encourages viral sharing. Tools such as ShareThis make this easy by providing usage statistics including most popular content and the channels most utilized.

RSS feed subscriptions: This is a healthy barometer of how interested your audience is in your blog. These are the folks that are devoted enough to be notified when you post new content. As you modify frequency, average post length or strategy, watch this metric closely. Run your feed through Feedburner (now a Google product) to maximize insight.

User reviews and average rating: If you run an ecommerce site, seriously consider adding this functionality if you haven’t already. Studies have shown that inclusion of customer reviews helps move product in addition to allowing you to keep your finger on the pulse of customer sentiment. Watch for negative reviews, but don’t jump into the conversation unless a review surfaces that is significantly damaging. Instead, contact the customer privately if possible to resolve the issue. Keep an eye on average rating per product and product category.

Facebook, Twitter, and LinkedIn performance: Each of these is complex enough to warrant entire books on the subject and beyond the scope of this post. Here are some resources to get you started:

• Facebook: The Missing Manual by E. Vander Veer
• Facebook for Dummies by Carolyn Abrams
• The Twitter Book by Tim O’Reilly
• Twitter Power: How to Dominate Your Market One Tweet at a Time by Joel Comm
• See our previous post about Twitalizer
• How to Really Use LinkedIn by Jan Vermeiren
• I’m on LinkedIn–Now What??? by Jason Alba

Want to know who’s buzzing about you right now? Take advantage of the explosion of real-time search options:

• Twitter Search
  
• Scoopler
• Collecta
• Topsy
• Crowd-eye

A few best practices:

• Take benchmarks of your own efforts. Understand what changed and analyze the cause. Use this insight to set goals for the short, mid, and long term.
• Involve key stakeholders when it comes to the keywords you’ll be tracking and ensure they’re kept in the loop when reporting is generated. In addition to tracking obvious terms such as brand, promotions, and competitors by name, evolve your terms to include the categories your business operates in. Also monitor specific customer experiences such as quality, satisfaction, speed, and even anger to lead to actionable data.
• Setup real time alerts and have processes in place to respond accordingly. ReadWrite Web offers some options.

The amount of data that can be collected from social media is limitless. Use the above metrics as a starting point and a way to filter through the noise to track what matters.

Social Media, Web Analytics Blogging, Ecommerce, Internet Marketing, Social Media, Web Analytics

Podcasts remain one of the best ways to keep up with the latest trends and to learn new methods and approaches.  Whether listening while getting ready in the morning, during commutes or business travel, or even while working, there are more options than ever before as the medium has truly matured.  Even better, the vast majority are free.  Make the most of your downtime (in this economy, there may be more than usual), and never stop learning.

Below are some of the best podcasts that we “keep an ear” on:

INTERACTIVE INDUSTRY & TECHNOLOGY

Boxes and Arrows (Site | iTunes)
As the preeminent website for information architecture and user experience design professionals, it should come as little surprise that their podcasts are highly valuable as well.  Regular interviews with IAs, authors, and a variety of professionals can be heard along with full recordings of conferences and keynote speeches by some of the best in the biz.  Save money on air fare and conference fees.

CNET News Daily Podcast (Subscribe options)
Daily updates on all things tech.  Get insight on the latest Google inventions, what Apple is up to next, Twitter news, the top gadgets, and much more.

Marketing Edge (Subscribe options)
Albert Maruggi, a 25-year marketing veteran from Provident Partners has been publishing this podcast since 2005.  Each episode is around 30 minutes and features a combination of interviews, insights, and analysis related to internet marketing and social media in particular.  Recent topics include, Is there money in Communities? and Using Experts to Get Better Media Coverage.

Internet Marketing (iTunes)
Hailing from the UK, Andy White of Wire World Media hosts this monthly podcast which goes into a fair amount of detail on specific tools and tactics.  You’ll benefit from latest SEO trends, Google Analytics tips, and blog and podcast promotion to list a few.  We’ve only recently picked up this one, but it’s becoming a favorite.

Boagworld Web Design Advice (Subscribe options)
Another British podcast, Boagworld is info-heavy with minimal fluff.  Episodes tend to lean more toward development topics, but marketing strategies and tactics are also regularly covered.  Prepare yourself for some pretty heavy accents.  It’s a bit like Spinal Tap delivering the latest interactive news and tips.  This podcast goes to eleven!

Internet Marketing This Week (Subscribe options)
Mostly informal, this podcast requires a bit of sifting through conversational chatter, however there are always some good nuggets to be discovered. Four marketing experts scattered across the country Skype and conference call in each week to review the top stories.

BusinessWeek: CEO Guide to Technology (Blog | iTunes)
With varying frequency (most often monthly), this podcast highlights important technologies affecting business, with only the details top management needs to know.  Rachael King, the regular host, is by-the-numbers, and a little stale, however the guests she interviews spice things up and and are knowledgeable experts from a variety of industries.

BusinessWeek: Technology and You (RSS | iTunes)
Steve Wildstrom has been publishing this column in BusinessWeek since 1994 and every week offers this engaging podcast.  Steve puts all the latest gadgets and software to the test and his breadth of experience yields some great reviews.  The iTunes page for this podcast shows some bad reviews, however these are old (from 2007) and the issues they raise (mostly in terms of production quality) have since been resolved.

NPR: Technology Podcast (Subscribe options)
A handy-dandy summary of all related technology coverage across NPR over the last week.  It doesn’t get any more convenient than this.

Marketing Yak (Marketing Sherpa) (iTunes)
Most of us are aware of the great tutorials and reports from MarketingSherpa.  Here’s its closely related podcast.  They seem to be on hiatus right now (last publishing from November of 2008), but the past episodes are still available and worthwhile.  Hopefully they’ll ramp things up again soon.

BUSINESS & PRODUCTIVITY

Here are a couple general podcasts that are worth your time.

BusinessWeek
Behind This Week’s Cover Story with Executive Managing Editor, John Byrne offers in-depth interviews with the writers of the latest cover story.  If you read BusinessWeek, this is must-listen material.  Also, The Business Week hosted by Assistant Managing Editor, Jim Ellis, give you a summary of the week’s major business events along with interviews with the publication’s major columnists.  The Business Week is available in both audio and video.

David Allen Company Podcast (Subscribe options)
Getting Things Done personal productivity guru, David Allen serves up highly actionable tips every week to help you organize your hectic life.

HUMOR

All work and no play…  Be sure to throw some laughs into your podcast mix:

Car Talk (Subscribe options)
Resist the urge to set your car on fire and blow off steam with Click and Clack.  Test your brain with the weekly puzzler and laugh along as the two brothers poke insults at one another, read hilarious fan emails, and occasionally help people with their car troubles.

The Onion Radio News (Subscribe options)
America’s Finest News Source is hilarity at its finest, now in podcast form.  Don’t miss hard hitting stories such as “McDonald’s Unveils New All-Beef Bun.”

The above list is a just small sampling of what’s out there.  What’s on your iPod?  We’d love to hear about your favorites.

Information Architecture, Interactive Industry News & Events, Internet Marketing, Social Media, User Interface Design, Web Analytics, Web Development, Web Graphic Design, Web Project Management, Web Strategy Consulting Information Architecture, Internet Marketing, Podcasting, Social Media

Released in October of 2008, advanced segments for Google Analytics did more to bring the free tool up to speed with established paid tools like Omniture and Web Trends than any other single previous feature.  It gives users the ability to define audience segments quickly and easily, and then apply those segments to any report in Google Analytics.   The result is vastly more actionable reports.

Now you can quickly know:

• The percentage of “branded” search engine traffic (visitors who reached your site by searching for you by name) and their specific activities
• The traffic sources that are delivering quality traffic such as those that demonstrate engagement or directly convert
• The top content viewed by members of a specific audience segment such as visitors from California or New York, new visitors or repeat visitors, paid search or organic search visitors, or those driven via a specific email blast.
• The behavior of visitors who access your site via an iPhone or other mobile device
• The most common actions taken by those who access the site directly
• The most popular products across each key audience segment mapped to traffic source or landing page

The above is just a small sample of what can be revealed.  Examples of criteria used to set up a segment might include, page title, organic keywords, paid keywords, internal search terms, network location, campaigns, entry page or exit page, product categories or even individual product purchases.

Fully utilizing advanced segments provides true context to your data so you can easily evaluate your site’s ability to communicate to and convert specific groups.  It should be among the first steps of any web analytics initiative.  Your segments should be regularly reviewed and updated to take into account new abilities to more clearly identify a segment.  However, when updating segments, be sure to keep track of when those updates took place and factor this in as data totals may shift up or down.  For instance, adding a new traffic source to a segment can markedly increase visit totals.

Start using advance segments today and watch your reports take on a whole new meaning.

Internet Marketing, Web Analytics Google Analytics, Internet Marketing, Web Analytics

The Old Way
Web design in small, medium, and large companies alike has traditionally been driven by the loudest voice or the highest-paid person’s opinion (HiPPO).  The Big Cheese steps into the meeting, and lays down the law, dictating what the next month’s web development priorities will be.  Websites can also driven by committee with the end result resembling a camel when the original design called for a horse.

While these approaches can keep things moving, it usually does little to ensure that an organization is directly responding to the needs and wants of its customers and enhancing the website with the express purpose of advancing key performance indicators (KPIs).  Today, with sophisticated web analytics tools (including inexpensive and even free ones), companies have more access than ever before to the data that reveals customer behavior and very specifically, how the website is performing.

The Better Way
Yet, even with these web analytics tools, information overload is a common experience for companies.  Their first foray into the tool, finds them wandering from report to report and thinking, “This is nice, but what do we DO about it?”

The key is to formulate a methodology around that data which is informed by organizational goals and guided by KPIs.  With a plan in place, you’ll have a specific agenda as you review, and even customize the reports to give you exactly the numbers you need to gauge performance.  This becomes especially important when a company has multiple tools in their internet marketing arsenal such as, blogging platforms, video websites, Twitter account, Facebook account, email marketing tools, RSS feeds, and more.  Each of these tools may offer crucial data in relation to a KPI, but if that KPI isn’t specifically in mind when accessing the reporting, insights can easily be missed.

For each key business goal, consider across all your tools which ones can offer insight for a specific KPI.  For instance, how many email sign-ups are we getting off of a specific landing page?  How many views and/or shares are we seeing for relevant blog posts?  What relevant terms are being searched for via our internal search?  What is the bounce rate for our key landing pages?  Which external marketing campaigns are driving quality (not just high quantity) traffic?

Map business goals, to measurable business activity, to appropriate metrics.  Group all related metrics together and track them month to month.  Be sure to keep notes on how these metrics are devised, which tools they come from, and what configuration needs to occur to coax out the right figures.

Then, each month, review your web analytics data and KPIs, and use this data to identify the low-hanging fruit.  For instance, from your membership page, you notice that there have been a large number of internal searches related to membership renewal. It’s obvious that page doesn’t make it clear how to renew your membership and doesn’t provide clear calls to action.  You now have a top-priority task for the month.  Review the metrics around each conversion event on your site and continually optimize.

Your web analytics efforts will only be successful if someone owns the process.  Someone needs to ensure on a regular basis, that KPIs are reviewed and adjusted according to organizational goals, the data is properly collected and analyzed, and insights are summarized and clearly communicated to stakeholders and implementers.

Effective web analytics requires a fundamental shift in the way companies approach website updates and internet marketing efforts, but the process has a wonderful way of keeping everyone aware of, and focused on, key organizational goals, drastically reducing internal arguments, and increasing conversion rates across the board.  That’s something even the HiPPOs can appreciate.

Internet Marketing, Web Analytics, Web Strategy Consulting Internet Marketing, Web Analytics

With Twitter’s popularity exploding as of late, it’s no surprise that many start-ups are popping up to expand upon the service and introduce ways of measuring its performance.

One such tool is Twitalyzer.  Nearly 20,000 unique Twitter users have tried the service which summarizes your usage and provides a number of interesting measures of success (influence, generosity, velocity, clout, and the signal-to-noise ratio.)

Some are already calling it “Google Analytics for Twitter” and indeed, the tool even offers integration with the hugely popular Google tool.

A breakdown of the major features:

• Measure of Influence: A combination of number of followers, number of “retweets”, generosity (number of times you “retweet” others), number of references, velocity (number of updates per week)
• Signal to noise ratio: A measure of the tendency for people to pass information, as opposed to anecdote.  This basically means that you tend to pass on useful information rather than just promote yourself.
• Separate measurements for generosity, velocity and clout (the number of references to you divided by the total number of possible references (as governed by the Twitter Search APIs).
• View the Twitter top 100 most influential as well as the 100 Most Signal-Rich, 100 Most Generous, 100 Most Prolific, 100 Most Referenced, 100 Most Recent Analyses
• Compare your Twitter performance with others via benchmark reports
• Twitalyzer Search demonstrates how applying measures of influence to a standard Twitter search can offer more meaningful results.

Keep an eye on this tool as it appears to be the most robust out there and is actively updated.  Plans are in the works for an expanded Twitter Professional service tier as well.

Social Media, Web Analytics Internet Marketing, Social Media, Twitter