Yes you CAN measure Social Media. Tracking Success February 19, 2010

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1 Yes you CAN measure Social Media SMB NH Tracking Success February 19, 2010 Katie Delahaye Paine CEO com Member, IPR Measurement Commission SNCR Fellow

2 Why Measure? The main reason to measure objectives is not so much to reward or punish individual communications manager for success or failure as it is to learn from the research whether a program should be continued as is, revised, or dropped in favor of another approach James E. Grunig, Professor Emeritus, University of Maryland If we can put a man in orbit, why can t we determine the effectiveness of our communications? The reason is simple and perhaps, therefore, a little old-fashioned: people, human beings with a wide range of choice. Unpredictable, cantankerous, capricious, motivated by innumerable conflicting interests, and conflicting desires. Ralph Delahaye Paine, Publisher, Fortune Magazine, 1960 speech to the Ad Club of St. Louis 2

3 Old School Metrics AVEs Eyeballs HITS (How Idiots Track Success) Couch Potatoes # of Twitter Followers (unless you re a celebrity) # of Facebook Friends/Fans (unless they donate money) Page 3

4 New School Metrics Influence = The power or ability to affect someone s actions. Engagement= Some action beyond zero Advocacy = engagement driven by an agenda Sentiment = contextual expression of opinion regardless of tone ROI: Return on Investment no more no less. End of discussion

5 Social Media renders everything you know about measurement obsolete Old School PR 21 st Century Role of PR The definition of timely has changed The definition of reach has changed GRPs & Impressions are impossible to count (an irrevelvant) in social media The definition of success has changed The answer isn t how many you ve reached, but how those you ve reached have responded Page 5

6 A measurement timeline MSM Online Social Media Eyeball counting HITS Engagement

7 The Engagement Decision Tree Awareness Consideration Preference Trial Purchase Find Observe/ Lurk Participate Engagement Purchase/Act /Link/WOM

8 The Five Levels of Engagement Metrics Level 1 Searchers % Unique Vistors Level 2 Lurkers % Repeat visitors > 3-5/month Level 3 Casuals % Comments, friends, followers Level 4 Actives % repeat comments, retweets, participation in threads Level 5 Defenders % Advocating, recommending, defending the brand

9 ROI is an equation Revenue minus cost = ROI Revenue = $$ in or $$ not spent HSUS Flickr Revenue: $650,000 Contest Cost $1000 ROI = $649,000 Sodexo Twitter costs: $30,000 Cost savings: $300,000 Net savings (ROI): $270,000

10 Goals for Social Media 1. Marketing/leads/sales/recruitment 2. Mission/safety/civic engagement 3. Relationship/reputation/positioning To fix this Or get to this

11 Goals drive metrics, metrics drive results Goal Reputation/ Relationships Get the word out Sales Relationship scores % hearing Engagement Index Cost per customer acquisition Metrics Recommendations % believing Web analytics Positioning % acting Sales leads Engagement Marketing Mix Modeling 11

12 Goals, Actions and Metrics Goal Action Output Metric Outtake Metric Outcome Metric Recruitment Twitter campaign Number of tweets % inclined to support % improvement in perception of organization Increase in support Flickr photo contest Number of entrants % likely to support the cause % increase in online requests for information % increase traffic to recruitment site Improvement in relationship scores Message consistency Blogger/Speaker training % postings/articles containing one or more key messages Share of positioning on key issues % hearing message % believing message % consistency in messaging between external and internal communications Market share Ratio of on-message to offmessage quotes 12

13 The 7 steps to Social Media ROI 1. Define the R Define the expected results? 2. Define the I -- What s the investment? 3. Understand your audiences and what motivates them 4. Define the metrics (what you want to become) 5. Determine what you are benchmarking against 6. Pick a tool and undertake research 7. Analyze results and glean insight, take action, measure again

14 Step 6: Selecting a measurement tool Objective KPI Tool Increase inquiries, web traffic, recruitment Increase awareness/preference % increase in traffic #s of clickthrus or downloads % of audience preferring your brand to the competition Web Analytics: Google Analytics, Omniture, Web trends Survey: Online -- SurveyMonkey, Zoomerang or Mail Engage marketplace Conversation index greater than.8 Web analytics or Content Anatlysis: Rankings TypePad, Technorati % increase in engagement Omniture, Google Analytics Communicate messages % of articles containing key messages Total opportunities to see key messages Cost per opportunity to see key messages % aware of or believing in key message Media content analysis Survey 14

15 Content Analysis requires a content source: Free: Google News/Google Blogs, RSS feeds, Technorati, Social Mention, Twazzup, $500+ Radian 6, Techrigy, Sysomos, Crimson Hexagon, Visible Technologies, Scout Labs, Cyberalert, CustomScoop, e-watch 15

16 A way to analyze content Automated Human: Census vs random sample Sentiment vs Topics The 80/20 rule Measure what matters because 20% of the content influences 80% of the decisions 16

17 A coding methodology Tonality Nature of discussion What messages were communicated How you re positioned on key issues Dominance/Prominence/Visibility Authority Subject of the article/posting Who was quoted? Products, events, initiatives, battles mentioned Optimal Content Score

18 Why an Optimal Content Score? You decide what s important: Benchmark against peers and/or competitors Track activities against OCS over time Positive: Mentions of the brand Key messages Positioning Visibility Negative Omitted Negative tone No key message 18

19 How to calculate Optimal Content Optimal Content Score Quality score Score Score Score Tonality Positive 3 Neutral 0 Negative -3 Positioning Contains 2 Doesn't contain Positions the competition favorably or positions Sargento 0 negatively -2 Messaging Contains 3 partially contains Does not contain or miscommunicates key 0 message (neg mess) -1 Quotes Contains 1 Does not contain -1 Competitive mention Does not mention Competition 1 Competition mentioned prominently -3 Total Score Visibility Score Score Score Score Brand Photo Contains 3 Doesn't contain Contains competitive 0 photo -5 Dominance Focal point 3 Not a focal point -1 Visibility Headline mention 2 Top -20% of story 0 Minor mention -2 Target publication Top Tier 2 2nd tier 0 Not on target list -2 Total Score

20 Charting OCS over time between divisions Optimum Content Score Relative to Peers The Percent Difference Between Each Business Unit's Average Optimum Content Score and the Average Optimum Content Score of Tracked Competitors for each Business Unit Patriot (Korea) % Difference FBX-T DIB DDG-1000 MSE AESA for F-15E, Glory APS and VIIRS vs. ASAT, Patriot MALD, A RISS, GBS APG-63 (v3) RIS JPL SAS IDS IIS MS ALR-67(V)3 APG-79, APG63 VIIRS delays ERGM cancellation NPOESS; BOE B-52 jammer

21 Assessing Influence Free tools: Twitter Grader, Tweetlevel, Twitalyzer

22 Moving conversation from observation to engagement

23 Media Engagement & Online Giving 35,152,789 OTS 6,253,852 OTS Red line indicates media impressions

24 Thank You! For more information on measurement, read my blog: or subscribe to The Measurement Standard: For a copy of this presentation go to: Follow me on Twitter: KDPaine Friend me on Facebook: Katie Paine Or call me at

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