PPC & attribution experts only. This requires a deep understanding of search and an obsessive passion for paid digital media. I expect some negative feedback on this. Allow me to indulge 😉
Studying the path length reports in the search attribution tool showed us that generic queries almost always convert combined with branded queries. We can hence assume that the data driven algorithm that is looking at numbers would consider branded keywords pretty important.
Upon comparing data driven attribution to first click attribution through the attribution tool, the following happened:
When showing this to the client, they were schocked. Nobody cared about the cost/sale of the branded keywords decreasing from 4 eur to 2 eur. The cost per sale of generic keywords that increased from 100 eur to 300 eur in the data driven model was however enough to leave them gobsmacked.
Statistically speaking, I’m sure the data driven model is correct. If it is providing weight to the number of times a specific query appears in the customer journey, than obviously branded queries will get a lot of weight. As data driven attribution will then decrease conversions on generic keywords, ROI sensitive clients will decrease bids. Branded queries will then become even more prominent, and the whole thing becomes a self-fulfilling prophecy.
From an outcome-driven marketing & “lets grow revenue” point of view, this makes no sense. Cost per sale on branded search moved from cheap to too cheap to care, while generic cost per sale increased by 3 compared to a first click attribution model. Meanwhile, the site is ranking very well organically on all branded search queries and has limited competitors bidding on their brand.
As a result, the actual value of generic queries is massively undervalued due to the presence of the branded queries in the account. Is is highly likely that the client would have gotten the sales that happened on the branded query through organic search anyway.
So if datadriven is not taking the less important role of branded search queries into account on sites that are ok SEO wise, and uses frequency of search queries in the customer journey as a factor in the algorithm, we can expect ROI sensitive PPC managers to decrease overal media spend in the long run, as they decrease investment on generic terms. That can’t be the goal.
I’ve seen this happen several times now on pure ecommerce players. They fail to scale the accounts, especially in smaller markets with products/services that have decision cycles beyond several days.
In both scenarios’s, by taking branded queries out of the account, conversion attribution will shift back to generic keywords and data driven will do its work on generic queries alone.
Sales and media spend on generic search queries will go up while overall sales from organic and paid search combined should increase.
In any case: before using data driven, check the importance of branded search queries in the account. If your sales are primarily coming from branded queries, and you wish to keep them in the account – you’re probably better off with first click attribution…(the horror!)
Of course, savvy digital marketeers should be going beyond that and look for attribution tools that take the incremental value of branded search queries and all forms of remarketing into account across the entire media mix…
If you’re interested by this post, this is the stuff the CLICKTRUST team thinks about daily while optimizing your accounts. We’d be happy to exchange ideas.
3 months ago
Fabian Van De Wiele
CLICKTRUST grew from 4 people to 9 people over the course of one year. We weren’t doing too bad before, at least that is what we thought. We had clients staying with us for years, and had the occasional win of a new client. We didn’t do any marketing. We got business through referrals. All in all, that didn’t sound too bad.
After sitting down and carefully analyzing the market, we discovered where we can truly make a difference. Providing clients with a transparant service for digital media at a flat fee. No crazy media fees, no longwinded slide-decks, and no teams full of juniors.
By pure word of mouth, we managed to win a lot of business this year. BNP Paribas Fortis, Hello Bank, Birdee, ALD Automotive, Printdeal, Ladbrokes, Collishop , Centerparcs… The list is long. Why did these companies chose us? We stuck to our principles and committed to deliver only that what we know we do best. Combine this with a flat fee and we were a welcome change from other players that were either missing expertise or transparancy.
Our progress allowed us to recruit senior, highly talented staff relatively easily. The existing team members from before all stayed – allowing us to go passed a crucial point where the team today mainly consists of people with solid experience. This has now put us in a position where we can attract even more talented staff, as this industry is driven by people that want to learn from each other. The best place to do that is in a place where experienced, like-minded are sat in one place.
We are now looking for 3 more people in different roles. We will grow the team to invest more time in training and development. If you would like to join us in this adventure, check out our careers page!
6 months ago
Fabian Van De Wiele