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Buy, buy, baby
Sep 13th 2014 | The Economist

The advertising industry is going through something akin to the automation of the financial markets in the 1980s. This has helped to make advertising much more precise and personalised. Some advertising agencies and media companies have told their executives to read “Flash Boys” by Michael Lewis, a book about Wall Street’s high-speed traders, to make quite sure they get the message......Real-time bidding sounds high-tech but straightforward. When a consumer visits a website, his browser communicates with an ad server. The server sends a message to an exchange to provide data about that user, such as his IP address, his location and the website he is visiting. Potential ad buyers send their bids to the exchange. The highest one wins and an ad is served when the website loads. All this typically takes about 150 milliseconds.

In reality, though, the ad-tech ecosystem is stupefyingly complex. Luma Partners, an investment bank, has put together the "Lumascape", a bafflingly crowded organisational chart showing several hundred firms competing in this market. Sellers of advertising space often go through technology firms: a "supply-side platform" (SSP) helps publishers sell their inventory, and a "demand-side platform" (DSP) gives access to buyers. Many choose a data-management platform (DMP) to store and buy information about users.

Advanced behavioural targeting, which uses technology to reach specific users with the desired characteristics, helped advertisers increase their return on investment by 30-50%. One popular tactic is "retargeting", which allows advertisers to look for people who have visited their website before and show them an ad related to an item they were looking for but did not buy.
online_advertising  programmatic  advertising  advertising_agencies  LBMA  behavioural_targeting  location_based_services  automation  real-time  algorithms  ad-tech  auctions  ROI 
february 2017 by jerryking
Decisions, decisions ... the five most critical for a leader - The Globe and Mail
Nov. 26, 2015 | Special to The Globe and Mail | ROY OSING

How do you spend your decision-making time? There are numerous possibilities when it comes to which decisions to make yourself and those that you leave for others.

How do you determine the “my decision” areas?

The criteria I used was payback. Where could I add the greatest value to the organization?

It’s not about what you enjoy doing or where your strengths are; it’s about where others will realize the maximum benefit if you focus your decision-making time there.

....Decide on these five strategic issues. These must be owned by the leader and no one else.

(1) The strategic game plan for the organization
(2) The values that shape culture
(3) The talent that gets recruited
(4) The “customer moment” architecture
(5) Aligning activities to the game plan

+++++++++++++++++++++++++++++++
On a basic level, a “customer moment” is any interaction between an employee and a customer. Needless to say, customer moments can occur at any time, and with this in mind, businesses are employing strategies to make sure every customer moment is a positive one. With the world becoming more and more connected, via the internet and social media, the potential for customer moments increases exponentially. When you factor in other recent innovations, such as the rise of smart phones and tablets, the sheer amount of potential customer moments becomes astronomical. This has led to the rise of self-service portals, where customers can receive help on many common customer service issues, such as troubleshooting. Businesses have opened up other channels for customer service as well, such as email and chat support.
leaders  decision_making  priorities  focus  serving_others  payback  talent  strategies  values  customer_experience  CEOs  value_creation  moments  organizational_culture  value_added  ROI  criteria  Roy_Osing 
may 2016 by jerryking
Measuring marketing’s worth | McKinsey & Company
Article - McKinsey Quarterly - May 2012
Measuring marketing’s worth
By David Court, Jonathan Gordon, and Jesko Perrey
marketing  measurements  ROI  McKinsey 
may 2016 by jerryking
Behind Martin Sorrell’s Data Binge - CMO Today - WSJ
Mar 12, 2015 | WSJ | By NATHALIE TADENA.

Sorrell, this is about putting his sprawling holding company in control of all the various data marketers are demanding nowadays to make sense of their ad campaigns. They want to know a lot about who is viewing. They want to know which TV shows or Web sites are ideal to reach their desired audience. And ultimately, they want to know how much an ad contributes to an actual sale of a product or service.

By becoming a global data powerhouse, WPP hopes to help clients draw connections across different data sources, better target audiences and ultimately improve the effectiveness of their advertising dollars.
data_sources  Martin_Sorrell  WPP  mergers_&_acquisitions  ROI  CMOs  M&A  data  metrics  measurements  advertising_agencies  advertising  marketing  data_driven  targeting  target_marketing 
march 2015 by jerryking
Marketing sponsorships relying on blind faith - The Globe and Mail
SUSAN KRASHINSKY - MARKETING REPORTER
The Globe and Mail
Published Friday, Jul. 11 2014

“One out of about every five marketing and communications dollars are going to sponsorship,” said Norm O’Reilly, a professor at Ohio University who specializes in sports marketing and a senior adviser with TrojanOne. “On one end there are those doing unbelievably sophisticated [return on investment measurement]. The Cokes and Pepsis of the world ... and there are a lot that just don’t.”
marketing  sponsorships  metrics  Susan_Krashinsky  ROI 
july 2014 by jerryking
Six habits of successful digital firms - The Globe and Mail
Jan. 07 2014, The Globe and Mail HARVEY SCHACHTER

Strategic Digital Marketing
By Eric Greenberg and Alexander Kates
(McGraw-Hill Education, 352 pages, $31.95).

the Amazon Price Check app on their mobile device, they can be in a store and, by scanning the bar code, see whether that item can be obtained more cheaply from Amazon, which offers lures like free shipping.......a phrase Google uses, "Zero moments of truth," to describe the critical times when consumers use the Internet to evaluate your offering. It might be the Amazon Price Check. It might be a consumer visiting your website and then plugging into social feedback from Facebook and Twitter. Prospects might scan reviews by recent purchasers. This information can be accessed quickly and could determine whether they will deal with you – now, or forever...... little attention is paid to return on investment when digital marketing strategies are developed. They believe that less than 10 per cent of large organizations base their digital initiatives on some measure of financial return on investment (ROI). Instead, the talk is of "likes" that might be generated by a Facebook campaign, or the followers and awareness a Twitter initiative might spark.

"If increasing sales is the ultimate goal, shouldn't we always evaluate digital marketing, and all marketing for that matter, through an ROI lens?"

1. Platform convergence, not product conformity. Companies such as Google, Amazon and Facebook are knocking heads, not operating in the separate niches where they started, but fighting to be the go-to platforms for online denizens.
2. Big data, not blind deductions.These companies rely heavily on data to drive their decisions, rather than guessing. They also run tests to see what might work, learning early from interaction with real customers.
3. Customer experiences, not conventional expectations. The best companies are fiercely focused on customers, relentlessly looking for new ways to refine and improve the customer experience.
4. Networks, not bulwarks.
These firms understand the importance of their networks, such as customers and corporate partners.
5. Top talent, not hired hands. These companies realize the importance of talent, and actively seek the best people they can find.
6. Innovation, not immediate gratification
Amazon  books  conformity  customer_experience  data_driven  delayed_gratification  digital_economy  digital_strategies  FAANG  Facebook  Google  Harvey_Schachter  habits  innovation  marketing  massive_data_sets  mobile_applications  moments_of_truth  networks  platforms  ROI  talent 
january 2014 by jerryking
Time bomb lurks in VC term sheets
May 10, 2004 | The Investment Dealers' Digest | Britt Erica Tunick

Venture capital proved the saving grace for many a struggling start-up in the last few years, but as exit opportunities improve in both initial public offerings and mergers and acquisitions, many a start-up is about to come face to face with an unpleasant discovery: Their payouts may well be significantly smaller than they'd expected. instead of sitting down with an investment banker and doing the math to figure out exactly how investment terms will affect them at the time of a liquidity event, the majority of entrepreneurs merely look to their attorneys for assurance that investment terms generally look correct.
start_ups  surprises  vc  venture_capital  exits  ROI  term_sheets  liquidity_events 
august 2012 by jerryking
Lack of investment is the real tragedy in Africa
June 10 2005 | FT | By Kurt Hoffman.

The moral question of our time has little to do with public money and everything to do with private capital.

The calls for rich taxpayers' money to eliminate poverty, either as debt relief or as aid, drown out the whoosh of billions of dollars of private capital that is circling the globe, looking for a place to land and multiply. The real tragedy is that only 1 per cent of it finds its way to sub-Saharan Africa.

This vote of no confidence in Africa on the part of global investors is seen by some as a justification for doubling aid. But this is confounded by the fact that Africa delivers some of the highest returns on investment on the planet.

Even more intriguing: despite the misperception that capital shortages are holding back development, banks across east, west and sub-Saharan Africa are actually flush with money. Yet they refuse to lend it to those who can do the most with it: millions of disenfranchised, small-scale African entrepreneurs who could lift Africa out of poverty if given half a chance.
Africa  investments  sub-Saharan_Africa  investors  ROI  private_equity  misperceptions  disenfranchisement  mom-and-pop  capital_shortages  small-scale  entrepreneur 
august 2012 by jerryking
Building Wealth - 99.06
J U N E 1 9 9 9 |The Atlantic | by Lester C. Thurow. The new rules for individuals, companies, and nations.

Rule 1 No one ever becomes very rich by saving money.
Rule 2 Sometimes successful businesses have to cannibalize themselves to save themselves.
Rule 3 Two routes other than radical technological change can lead to high-growth, high-rate-of-return opportunities: sociological disequilibriums and developmental disequilibriums.
Rule 4 Making capitalism work in a deflationary environment is much harder than making it work in an inflationary environment.
Rule 5 There are no institutional substitutes for individual entrepreneurial change agents.
Rule 6 No society that values order above all else will be creative; but without some degree of order (institutional integrity??), creativity disappears.
Rule 7 A successful knowledge-based economy requires large public investments in education, infrastructure, and research and development.
Rule 8 The biggest unknown for the individual in a knowledge-based economy is how to have a career in a system where there are no careers.
Lester_Thurow  wealth_creation  entrepreneurship  rules_of_the_game  deflation  career_paths  Managing_Your_Career  cannibalization  disequilibriums  anomalies  JCK  unknowns  high-growth  change_agents  individual_initiative  technological_change  digital_economy  messiness  constraints  knowledge_economy  public_education  new_rules  capitalism  personal_enrichment  ROI  institutional_integrity 
november 2011 by jerryking
How high is your return on management?
January-February 1998 | HBR |Simons, Robert, and Antonio Davila.ROM
ROM measures the payback from the investment of a company's scarcest resource-managers' time and attention.
HBR  ROI  management  metrics  time-management  measurements 
october 2011 by jerryking
ROI: Is That iPad 2 Really Worth $2,000? - WSJ.com
MARCH 30, 2011
The $2,000 iPad
By BRETT ARENDS
ipad  ROI 
may 2011 by jerryking
For innovation success, do not follow the money
07-Nov-2005 | Financial Times | By Michael Schrage "There is
no correlation between the percentage of net revenue spent on R&D
and the innovative capabilities of an organisation – none,"...Just ask
General Motors. No company in the world has spent more on R&D over
the past 25 years. Yet, somehow, GM's market share has
declined....R&D productivity – not R&D investment – is the real
challenge for global innovation. Innovation is not what innovators
innovate, it is what customers actually adopt. Productivity here is not
measured in patents granted but in new customers won and existing
customers profitably retained...A successful innovation policy is a
competition policy where companies see innovation as a cost-effective
investment to differentiate themselves profitably. If a 1 % R&D
intensity buys market leadership, more power to them; if 15 % is what it
takes to keep up with the competition and satisfy customers, that is
fine, too.
Michael_Schrage  innovation  R&D  productivity  measurements  metrics  ROI  customer_acquisition  correlations  customer_adoption  customer_profitability  GM  decline  competition_policy  innovation_policies 
october 2010 by jerryking
The bottom line on blogging: Companies find all that Web talk builds business
David Hayes. Knight Ridder Tribune Business News. Washington: Mar 14, 2006. pg. 1
ProQuest  blogging  blogs  ROI 
august 2010 by jerryking
CALCULATING THE ROI ON BLOGGING
Feb/Mar 2007 | Strategic Communication Management. Vol. 11,
Iss. 2; pg. 9, 1 pgs | by Sona Hathi. 1. Quantify and assign value to
the key benefits of blogging. 2. Estimate the costs of blogging. 3.
Incorporate risk calculations into the ROI model.
ProQuest  ROI  blogging  blogs 
august 2010 by jerryking
Is Optimism a Competitive Advantage
August 13, 2009 | BusinessWeek | By Michelle Conlin. The
link between a company's employee engagement and its bottom line is
real: the more engaged the workers, the higher the sales and profits
employee_engagement  competitive_advantage  ROI  layoffs  corporate_universities 
august 2010 by jerryking
Employee Engagement: What It Is and Why You Need It - BusinessWeek
May 8, 2009 | BusinessWeek.com | by reader Derek Irvine. On
the importance of engaging employees strategically and authentically.
"Towers Perrin has found that companies with engaged employees boosted
operating income by 19% compared with companies with the lowest
percentage of engaged employees, which saw operating income fall 33%.
What does that mean in real dollars? For S&P 500 companies, Watson
Wyatt (WW) reports that a significant improvement in employee engagement
increases revenue by $95 million. "
employee_engagement  ROI  productivity 
august 2010 by jerryking
When Art Meets Science: The Challenge of ROI Marketing
12/17/03 / Spring 2009 Issue | Strategy + Business |
Anonymous. These days, there’s more pressure than ever to make
marketing more of a quantifiable science than an ephemeral art. In
response, a new management discipline called ROI marketing is emerging
to help businesses attain the highest possible return on their marketing
investments.
advertising  local_advertising  ROI  marketing  metrics  Pat_Condon  pay-for-performance  measurements 
july 2010 by jerryking
Calculating the ROI of blogging
October 03, 2006 | Groundswell | Charlene Li. The ROI of
blogs can be broken down into three components: 1) Benefits; 2) Costs;
3) Risks
ROI  blog  blogs  blogging  Charlene_Li  risks 
june 2010 by jerryking
Pictet Partner Reflects on His Career and Asian Growth - WSJ.com
JUNE 8, 2010 | WSJ | by DUNCAN MAVIN. WSJ: What has surprised
you most about Asia's private-banking industry?

Mr. Pictet: I am impressed by the tremendous ability of Asian
high-net-worth individuals to create wealth through their business
networks. They didn't just survive the last few financial market crises
relatively unscathed, but also demonstrated their remarkable capability
to replenish their liquidity in a very short time frame.

WSJ: What's the difference between high-net-worth investors and the rest
of us?

Mr. Pictet: Generally, if you are talking to high-net-worth clients
familiar with financial markets on a world-wide basis, they tend to
target a return on investment with a shorter time horizon. They
personally get involved in decision-making rather than giving a mandate
to professional managers, and assume a somewhat higher risk profile with
frequent use of leveraging.
private_banking  high_net_worth  Asians  leverage  personal_involvement  risk-taking  ROI  time_horizons  holding_periods 
june 2010 by jerryking
Another View: Peering Clearly at the Future - DealBook Blog - NYTimes.com
April 20, 2010 | New York Times | by Mike Kwatinetz and
Cameron Lester of Azure Capital Partners who explain how they examine
the the market dynamics of successful start-ups. "Here are our five
principles:

1. Lower component costs and improvements in component technology
enable new platforms to emerge.

2. New platforms breed new application winners.

3. Creating a new ecosystem creates substantial competitive
advantage.

4. Economics always matter, such as a cost advantage for the
start-up or strong return on investment for customers.

5. A leap in user experience can drive substantial adoption.
competitive_advantage  cost_advantages  customer_adoption  customer_experience  ecosystems  forecasting  investment_thesis  investors  platforms  ROI  rules_of_the_game  start_ups  step_change  UX  venture_capital 
april 2010 by jerryking
CEOs' views on reputation management
2005 | Journal of Communication Management. Vol. 9, Iss. 4; pg. 348, 11 pgs | by Kevin Murray, Jon White.
ProQuest  ROI  reputation  public_relations  Communicating_&_Connecting 
march 2010 by jerryking
Communications and business value: measuring the link
2006 | The Journal of Business Strategy. Vol. 27, Iss. 6; pg. 29 | Paul A. Argenti.
ProQuest  public_relations  Communicating_&_Connecting  ROI  value 
march 2010 by jerryking
How to avoid other industries' pitfalls ProQuest
Mar 16, 2009 | PRweek. (U.S. ed.). New York: Vol. 12, Iss. 11;
pg. 8, 1 pgs | by Emma Pankenier Leggat. The issue of measurement
and ROI in PR is one of endless debate. Why then does the entire
industry seem to happily accept the notion of selfreporting - our own
flawed version of self-regulation? How can the very same individuals who
toil for results personally vouch that they attained those results?

Results need to be better contextualized. There should be no more
reporting on impressions unless they are put in context and benchmarked
against an industry average, competitive set, or historical comparison.

Another lesson from the finance world: A sophisticated analytics lab
realizes that ROI does not simply mean "what you got for what you
invested." It means "what you got over and above what you could have
through a less risky investment. "
ProQuest  public_sector  analytics  data_driven  ROI  measurements  contextual  benchmarks  risk-adjusted  self-reporting  self-regulation 
march 2010 by jerryking
The Best Way to Shorten the Sales Cycle - Sales Strategies - Selling Skills
Aug 1, 2007 | Inc. Magazine | By Jeff Thull.
(Charles Waud & WaudWare)
To shorten the sales cycle, we must bring clarity to our customers. There are three
challenges to address if we want to shorten the sales cycle time. (1)
The "decision" challenge. The customer must have a high-quality decision
process with which to make this type of decision.(2) Is the customer
really ready to address the issue of "change."? (3) Can the customer
measure the "value" /impact of your solution? Does the customer have
enough knowledge or a method to measure the value your solution will
provide pre-sale, and worse, left on their own, are they able to measure
the value they have received from your solution post-sale?
buyer_choice_rejection  clarity  decision_making  high-quality  measurements  ROI  sales  sales_training  sales_cycle  selling  think_threes 
march 2010 by jerryking
Ambidextrous Marketing - WSJ.com
OCTOBER 11, 2005 | Wall Street Journal | by JOHN A. QUELCH.
(Charles Waud & WaudWare)
Many marketing managers are failing their employers, showing little
interest in the balance sheet impact of their promotional programs. Such
marketers lack the quantitative, analytical skills necessary to drive
marketing productivity; and resist being held accountable for marketing
performance. So what must a marketing manager be able to do to succeed
in a world where information rules?

* Start with gathering and analyzing basic data.
* Supplement and refine this big picture approach by analyzing the
profitability of each customer account.
* Even when you know which customers to target, today's media
fragmentation has increased the complexity of achieving an optimal
allocation of marketing expenditures.
* Measure what's important.
Today's boards want chief marketing officers who can talk the language
of productivity and return on investment and are willing to be held
accountable.
marketing  howto  ROI  managers  accountability  HBS  decision_making  growth_hacking  metrics  data_driven  CMOs  measurements  John_Quelch  fragmentation  advertising  the_big_picture 
january 2010 by jerryking
While markets have dropped, cost of capital has not
Monday, April 06, 2009 | teh Globe & Mail | by Jiri Maly and Timothy Koller
McKinsey  corporate_finance  ROI 
april 2009 by jerryking
4. Financial Ratio Analysis
Trying to calculate Kahuna's ROI
ROI  metrics 
august 2007 by jerryking

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