5 Ways to Create a Data-Driven Culture
Analyze a campaign? No problem. Optimize a conversion funnel? Sure thing. Sell the value of search and analytics to the CEO? Um…what?
Let’s face it: getting buy-in from key stakeholders can be difficult at best, downright daunting at worst. But more and more, it’s becoming a task marketers need to be adept at, especially in an economy that demands accountability from every dollar. Moreover, stakeholder buy-in is a critical factor for success – organizational support and resources often play a key role in determining the effectiveness of a campaign or engagement – and therefore needs to be an integral part of the marketing toolbox.
With that in mind, here are 5 ways you can start creating a data-driven culture today:
1. Tie Data to Revenue.
It’s much easier to get stakeholders’ attention and buy-in when they understand how changes in a particular variable can affect their bottom line. Web analytics – like any other marketing channel – must consistently prove its worth, so be sure to present data in a way that clearly demonstrates its contribution to ROI.
2. Paint the Big Picture.
A caution: don’t place too much emphasis on single session data in isolation. Instead, show how an analytics view that ties together multiple sessions and a more holistic perspective can provide the most accurate insights. After all, while isolated sets of data can seem as different as apples and oranges (when compared to one another), they may in fact be telling the same story if they’re both rolling down the hill, so to speak.
3. Avoid Analysis Paralysis.
Build custom reporting dashboards so that stakeholders see only the metrics important to them and can make decisions accordingly. Too much data can equal information overload, clouding key trends and preventing decisive action.
4. Unearth the Holy Grail.
Discover that “one thing” stakeholders have been unable to successfully measure for years…and find a way to track it. Once you’ve helped them with their Holy Grail, they’ll be much more willing to look at other data you have to offer.
5. Share Your Successes.
Promote instances where analytics was used intelligently to drive ROI and smarter business decisions. Be sure to also spotlight big wins – a little publicity can pay huge dividends.
As digital marketers, we’re in a unique position to help create and grow a data-driven culture. In many cases, the numbers speak for themselves; it’s more a matter of communicating these successes and bottom-line benefits in a way that resonates with decision-makers. So don’t be shy. Search and analytics flourishes the most when stakeholders are all on the same page, and with a little persistence – and a clear voice – you’ll be well on your way towards getting the buy-in you need to succeed.
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