Archive for ‘Revenue Acquisition Management’

Top 2 Ways to Define Business Success

By October 31st, 2014

This post is the first in a 2 part series

One of the most important things to do when building a business is set yourself up for success, but sometimes success is hard to define. Let’s talk about the two most important things you need in order to help you to define your achievements.

1. Determine Your KPIs

Most of the time retargeting is used as a performance media tactic. Two of the most commonly used KPIs to measure performance are Cost Per Acquisition (CPA) and Return On Investment (ROI). Normally a business that sells goods will use a ROI model and a business that sells services will use a CPA model. This can change under certain circumstances.

However, companies don’t always solely focus on ROI or CPA. Businesses that are more heavily focused on upper-funnel marketing will mainly have goals such as driving awareness, promoting in-store purchases, or increasing site traffic. These businesses may focus on KPIs such as increasing reach by maximizing the number of impressions or clicks, while minimizing their CPM (cost per 1,000 impressions) or CPCs (cost per click).

Sometimes it is difficult to choose only one KPI. Some businesses may want to drive a specific CPA, but also want to increase their reach by maximizing their impressions. In order to achieve this, you should create separate campaigns with specified budgets and a single KPI for each.

2. Establish Benchmarks

Now that you have chosen a KPI, we need to set the benchmark or goal. What number do you need to hit to be profitable?

If your KPI is CPA, then you will need to look into your books and find out how much you are willing to pay for a new customer. Start by asking yourself these questions:

  • What is the lifetime value of a new customer?
  • Or, start small and ask yourself, what is the value of a customer if they only use your service once?

Then determine what the retention rate is for customers that have engaged once and have become returning customers. These answers will help you determine your customer lifetime value. It is okay if your numbers are a little fuzzy here since you are using this number as a starting point.

If your KPI is ROI, things are simpler. You can usually start at $1.00 ROI, meaning when you spend a dollar, you also make a dollar in revenue. Anything above $1.00 ROI will be viewed as profit. If you have specific margins on the cost of your product then you may want to take that into account as well.

Now that you have defined a KPI for your business and a benchmark you want to hit, there are a few ways you can utilize Perfect Audience to see how we are hitting those KPIs and benchmarks.

Marin Software Joins Forces with Retargeting Experts Perfect Audience

By June 2nd, 2014

It’s an exciting day at Marin and for advertisers around the globe. Today we finalized our acquisition of Perfect Audience; an innovative San Francisco based retargeting company. We’re thrilled to have them join us and enhance our remarketing expertise and bolster our industry-leading search, social and display performance advertising platform.

With the acquisition of Perfect Audience, advertisers not only get powerful programmatic display capabilities across the web, but also direct access to Facebook Exchange (FBX), Google’s Doubleclick Ad Exchange, and Twitter.  For marketers looking to move away from inefficient point solutions, Marin is the only platform that offers audience-based ad buying across devices and channels.

You know your first party data is your advantage to effectively measure, manage and optimize across channels to win more revenue.  Your search data reveals purchase intent. Your social data shows valuable demographic info.  Your retargeting offers a trove of behavioral data.  Marin’s advertisers will be able to easily combine and analyze all three data streams in a single place to better inform and execute smarter audience buying across the vast search, display and social landscapes.

For example, Marin’s support of Google RLSA in conjunction with Perfect Audience enables advertisers to use their highly valuable first-party data to not only influence display retargeting but also improve search retargeting. Such a 360-degree approach to audience based retargeting in a single platform is a first for advertisers.

Marketers invest big $ to drive prospects to their websites, but generally less than five percent of this traffic becomes customers.  Adding Perfect Audience’s retargeting capabilities enables Marin’s advertisers to target the 95% of their traffic that doesn’t convert, generating more revenue from their online advertising programs.

If you’re not familiar with Perfect Audience, we encourage you to check out their powerfully simple platform. In addition to integrating the Perfect Audience platform with Marin, Perfect Audience will also continue to be available as a standalone tool. So, it’s business as usual for current Perfect Audience customers.

Curious about more acquisition details, then check out the FAQ.

Global Ecommerce Sales Exceed $1 Trillion for the First Time In 2012

By February 11th, 2013

In today’s tech-savvy world, consumers are increasingly shifting their media time away from traditional channels such as television, print, and radio, towards the emerging digital channels of search, social, video, and mobile. Traditional brick-and-mortar businesses are seeing customers take to the web thanks to the convenience, selection, and price-transparency of ecommerce. Consequently, the battle for revenue is experiencing a seismic shift and marketers are increasingly allocating their investments towards these emerging digital channels.

The research firm eMarketer estimates that global B2C online sales grew 21 percent last year to $1.09 trillion, the first time sales have topped $1 trillion. The US ecommerce industry chipped in $365 billion and eMarketer expects that amount to grow to $409 billion in 2013. With the average sales per US consumer reaching $2,466 this year among those who purchase goods online, advertisers are seeking more efficient and effective ways to reach their audience.

eMarketer Top 5 B2C Ecommerce Sales

Following suit, a new Strata survey found that nearly one-third of ad agencies expect to spend more on digital advertising than on traditional media within the next three years—indicating that digital media may eclipse traditional advertising in the near future.

“Focusing on revenue acquisition is an absolute necessity to thrive in today’s digital marketing landscape.” – Linda Harjono, Senior Manager of Search, Symantec

To win the battle for revenue, smart marketers are breaking away from their competition and overcoming the challenges of a highly complex and data-driven digital landscape with Revenue Acquisition Management (RAM)—an emerging category of technologies that enable advertisers to improve revenue outcomes and return on investments from digital advertising. RAM solutions allow marketers to manage digital advertising across multiple channels, publisher, geographies, languages, and devices; providing them with complete visibility and control over their programs and enabling them to optimize their digital advertising to meet desired revenue goals.

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