Marketing that Doesn’t Suck: Part 5
Example #5: Tracking and Proving That Your B2B Marketing Plan Works
It takes a lot of time and effort to set up a successful B2B marketing plan, so once you’ve got those building blocks in place, track that success and prove that your strategy is solid. The most successful marketers are able to show what their strategy has achieved for their companies, and even more importantly, fix and improve on what could be better. Despite this, less than half of B2B marketers use analytics effectively.
With the tools available today, from Google Analytics to marketing automation software to call tracking, there are countless ways to measure the effectiveness of your marketing efforts. It’s easy to get busy with the day-to-day implementation and planning, but tracking is important. Make sure that your team formalizes what it measures, and set up metrics for both overall performance, such as YTD numbers, as well as metrics for individual program or specific campaign performance.
Here’s a pretty comprehensive list of metrics that you could be (should be) giving your attention. You can track everything from form fill-outs on your website, content downloads, demo requests and event sign-ups to calls via tracking numbers, which emails work better (try A/B testing a couple of different versions) and which banner ads or remarketing campaigns are succeeding. Successful marketers stay aware of the metrics that matter to their businesses, and they use the tools available to them to analyze and shift their strategies.
That leads to the second, and most important, part of this message: once you know what is and isn’t working, tweak and change your B2B marketing strategy and plans based on the data gathered. What’s the point in learning something isn’t working if you don’t make it better?
Constant improvement should be a key component of your B2B marketing plan. By measuring and paying attention to the metrics, you’ll see where you have gaps in your strategy or where a campaign has missed the mark. You can also show what is working, and apply the strategy behind those wins to other areas. This will allow you to align your strategy with industry benchmarks and meet the demands of marketplace.
This also means that you’ll spend your money wisely, refocusing resources where you know you’ll succeed. Your budget will thank you, and so will your CEO! Proving the value of your work also proves the value of you and your entire marketing team. Sounds like a win!