Real Time Guessing Is No Substitute for Data

With a lot of predictions pointing to an emphasis on ROI, 2013 stands to be the year that marketing analysis gets a facelift. CMOs are looking for more results and analytics to prove the value of their efforts. And the world is moving quickly so there’s pressure to keep up.

In our recent discussion of A/B testing, optimization was the focal point for letting the statistics drive to rank the B options – to accelerate results, time to market and more relevant messaging. Because if you’re randomly testing Bs because you don’t know any better, what’s the cost of doing all that? Are you getting to value quickly? The answer is no.

The pace of consumerism creates a temptation to manage data in real time – to throw up a campaign, see if people click on it and base your assumptions on that. Consumers aren’t going to change their perception in a few seconds, so using a click (or a non-click) to drive scoring of your campaign is flawed at best, and sabotages your ultimate goal of ROI. Again, you’re just setting up to guess your Bs.

This is a reason that click-through rates are taking second chair to a focus on branding when it comes to impression-based marketing. When you only have seconds to make your impression, sometimes you just need more impressions to hit your mark.

And when it comes to the rigors of ROI, creative is only one consideration. Since most marketers don’t have the flexible environments to guess, test, rinse and repeat, new methods and approaches are sorely needed. That’s why we create optimization engines that act like shortcuts, defining the B for you. After all, if you’re really going to test, don’t you want to consider all of the elements of the offer? Yes. To keep up with consumers – and your competition – it’s time to take a more holistic view of your offer. Lead your testing with knowledge and analytics, not a real-time shot in the dark.

Once you’re there, you can quickly move on to optimizing your other channels – and while predictions are that ROI is going to be huge in 2013, the spotlight is also on mobile and social, two very fast-paced platforms with little room for guesswork.

Category: Business Intelligence, big data, offer optimization, offer catalogue, Marketing ROI, offer strategy, A/B Testing

Michael Caccavale

Michael Caccavale

As the leader of Pluris, CEO Michael Caccavale is the innovator and forward-thinker behind the company’s marketing enablement, analytic and optimization solutions.

About this blog

At Pluris, we believe that we all can do a better, more efficient job at marketing to our most important customers. On this blog, we'll discuss how strategy, database management, offer optimization and analytics can help us all be better marketers. Sometimes, we may just talk about sports.

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