Category: Highlights

Marketing channel strategy: Multichannel, crosschannel, and omnichannel explained

Post author By Stevie LoBosco
Post date October 7, 2024

This morning you might flip on the TV and listen to a news segment broadcasting from New York City, then open your laptop to respond to some emails from your coworkers in the London office. By lunch, you need a break and, while scrolling through your sister’s study abroad pictures from Spain on Instagram, decide you really need to purchase those new Nikes you’ve been eyeing. They’re shipping from Seattle, but they’ll be at your doorstep in Phoenix by noon tomorrow. In the evening, you call your parents in Chicago for a quick chat. Today, we are more connected than ever. And our marketing channel strategies should be too.

Terms like multichannel, crosschannel, and omnichannel marketing get tossed around a lot, but understanding the nuances between each of these strategies can be challenging. Each strategy offers unique benefits and caters to different business goals and customer needs. In this blog, we’ll explore the key differentiators of each marketing channel strategy, helping you navigate this complex terrain and choose the right approach to maximize your marketing effectiveness.

Multichannel marketing: Mutual independence

Multichannel marketing is probably the most simplistic of these three digital marketing strategies. It involves marketing across a number of channels, which operate independently of each other. Most marketers are doing this, whether they realize it or not.

Example of a multichannel marketing strategy

Barbara’s Beach Beanies has a communications team responsible for email strategy, a social media team responsible for Facebook strategy, and a performance marketing team responsible for paid search ads. These teams manage their strategies independently and do not communicate with one another.

Advantages of a multichannel marketing strategy

Wide reach: Marketing across multiple channels, regardless of coordination, will increase the number of people you reach and the frequency at which you reach them.
Flexibility and speed: Because each channel operates independently, the responsible team does not need to consult other teams before making decisions. They can move swiftly and pivot quickly.

Disadvantages of a multichannel marketing strategy

Inconsistent user experience: Because a multichannel marketing strategy does not consult with other teams, that means that your marketing emails might have a very different look and feel from your paid ads, which might have a very different look and feel from your website in a siloed organization. This can leave potential customers feeling confused and mistrustful.
Tracking difficulties: Without understanding what other teams are doing, it will be difficult to understand the impact that other channels have on one another. For example, if a user clicks through a paid search ad and makes a purchase, the paid search team might take credit for that conversion, but that customer’s journey may have actually been initiated by a marketing email or an organic social post. Attributing that purchase only to paid search wouldn’t accurately represent the impact of the other channels in the mix.

Crosschannel marketing: Coordinating and complementing

Crosschannel marketing takes multichannel marketing a step further by using those multiple channels in a coordinated manner to enhance the customer journey. In this strategy, the channels work together and complement each other with an emphasis on customer experience and the transition between channels.

Example of a crosschannel marketing strategy

A potential customer clicks into a marketing email from Animal Accessories, Inc. showcasing flamingo flip-flops (among other animal footwear), is sent to a flamingo flip-flop landing page, and after leaving without making a purchase, is served retargeting ads for flamingo flip-flops. Despite the various touch points across multiple channels, the user is served consistent content across all those channels.

See how we used a crosschannel marketing strategy to help 70K+ students rebuild socioemotional skills and address learning loss in the wake of the COVID-19 pandemic.

Advantages a crosschannel marketing strategy

Improved engagement: Consistent content and messaging throughout the user journey is more likely to resonate and drive action. If that content has been personalized based on past behavior, it is even more likely to increase engagement.
Better understanding of customer behavior: When we look at customer behavior across multiple channels, we get a better view of what channels helped generate awareness, which got the customer to engage, and which got them to convert. These insights better inform full-funnel marketing strategies and provide more accurate reporting.

Disadvantages a crosschannel marketing strategy

Robust tracking requirements: An appropriate attribution model is necessary to measure how these channels work together. This can require more complex analytics support to properly set up tracking.
Complex coordination: Coordinating channels means collaborating closely with other teams. This can often result in technical restrictions, slower decision-making, and more hurdles to navigate.

Omnichannel marketing: Overall integration

Omnichannel marketing is the king of marketing channel strategies. It represents a unified, customer-centric approach across all channels, online and offline. Omnichannel marketing strategies aren’t easy to execute, but they significantly elevate the customer experience and improve a brand’s ability to drive results.

Example of an omnichannel marketing strategy

Fragrances 4 Frogs has an app that allows customers to scan items for more information while they’re in store. Purchases made in store will show up in their app so customers can keep track of what products they love.

Advantages of an omnichannel marketing strategy

Enhanced customer experience: A seamless and consistent experience with smooth transitions across all touchpoints—whether shopping online, using a mobile app, or visiting a physical store—makes it easier and more enjoyable for customers to interact with a brand.
Improved loyalty and retention: Maintaining a unified message and brand voice across all channels ensures that customers receive coherent and reliable information, which helps build trust and a stronger connection to the brand. Additionally, omnichannel strategies often include loyalty programs directly aimed at encouraging repeat purchases and long-term customer retention.

Disadvantages of an omnichannel marketing strategy

Advanced technology and data integration needs: An omnichannel marketing strategy requires sophisticated technology and robust data integration to operate effectively. This often requires specialized resources and monetary investment, which can be a barrier for smaller businesses.
Complex implementation and management: The complexity of an omnichannel strategy demands significant time, effort, and skilled personnel to manage and maintain. Additionally, it requires coordination and collaboration across many teams and platforms, which can itself be challenging and impact overall efficiency and effectiveness if not done well.

Choosing the right marketing channel strategy

Understanding the differences between multichannel, crosschannel, and omnichannel marketing strategies is crucial for choosing the right strategy, or combination of strategies, for your business. By carefully considering your business’s goals, resources, and customer preferences, you can select the most effective channel strategy or strategies to engage your audience, improve customer satisfaction, and drive long-term loyalty. Not sure where to start? Tallwave’s integrated digital marketing team specializes in coordinating and implementing these various marketing strategies. Let’s talk.

Customer Engagement Data Strategy Highlights Uncategorized

Stop counting likes, start measuring results: Vanity metrics vs. actionable metrics

Post author By Laura Isaacs
Post date September 30, 2024

There’s no denying that a little external validation feels good, even for experienced marketers. A like on Instagram, a retweet, or maybe even a viral blog post with a million views — those are the warm fuzzies we chase, right?

But here’s the thing: while those metrics might look good in a presentation, they are vanity metrics. And vanity metrics don’t pay the bills. It’s time to stop counting likes and start measuring results. Because, friends, your bottom line can’t cash in on pageviews alone.

When it comes to business success, you need to focus on the metrics that actually impact your business at the end of the day. So, let’s break down the difference between vanity metrics and actionable metrics, and figure out how you can invest in actionable metrics to start making meaningful decisions that are data-driven and goal-oriented.

What’s the difference between vanity and actionable metrics?

Think of actionable metrics like the root of a plant. They are essential for growth and sustainability. Vanity metrics are like petals; they make the plant look beautiful, but are not the foundation of its strength.

Introducing vanity metrics (and why you should be careful)

Vanity metrics are superficial metrics that may seem impressive but don’t provide meaningful insights into your business performance.

Metrics like page views, social media likes, and impressions fall into this category, and while they can signal channel effectiveness and provide indicators of growth, these metrics are simply directional and should not inform decision making that is linked to business goals and outcomes.

Take your page views, for instance. It’s not enough to know that 10,000 people organically viewed your new page yesterday. That may sound great, but what if your ultimate goal is to have those users download a brochure and only 2 of those 10,000 visitors took that high-value action? Not looking so great anymore. Perhaps poor UX design or a technical bug is preventing users from taking that action and if you’re just focusing on pageviews, you may not recognize that there is actually a problem on-site.

What matters most is how many of your website visitors are staying, engaging, and converting. Focusing on vanity metrics like pageviews means you might miss an opportunity to identify what is truly driving (or hindering) growth and performance.

Introducing actionable metrics (and why you should care)

Actionable metrics are meaningful metrics that directly impact your business goals and can be used to make informed decisions. These metrics are tied directly to your business objectives, such as increasing revenue, improving customer retention, or enhancing lead generation, and they drive decision making.

We’re talking conversion rates, cost per conversion, and retention rate. You know, the good stuff.

Actionable metrics provide insights that can be used to adjust strategies and tactics. For example, in reviewing your organic search traffic — an actionable metric — you notice that traffic for a specific set of high-intent keywords has plateaued or dropped, even though those keywords are highly relevant to your business. As a result, you might revise content on existing pages targeting those keywords to better match user intent. You might reoptimize the title tags, meta descriptions, and headers to better align with search engine algorithms. You might strengthen internal linking to the underperforming pages from higher-traffic, authoritative pages within your website to improve their ranking. Using the insights from this actionable metric, you can make targeted adjustments, potentially increasing both keyword rankings and organic traffic for high-intent queries, leading to better visibility, more qualified leads, and increased conversions.

In another example, you might review your cost per acquisition (CPA) for a specific ad campaign and notice it is significantly exceeding your target CPA and making the campaign less cost-effective. As a result, you might refine your audience targeting by narrowing down segments or implementing lookalike audiences to reach a more qualified audience. You might run some A/B tests on different versions of ad copy, headlines, and visuals to see which combinations drive more conversions at a lower cost. Perhaps you might even consider improving the user experience on the landing page. By acting on these insights, you can lower your CPA, increasing the cost-effectiveness of the campaign and maximizing ROAS.

How to set up an actionable measurement strategy

Now that we’ve thrown down some definitions, let’s get to the meat of it: how do you turn these actionable metrics into something your team can rally behind? The secret is in your measurement strategy. Without a well-defined plan, you’re like a football team without a playbook—you might make some progress, but you’ll never get to the end zone.

Step one? Identify your goals. Whether it’s organic search growth, increased conversions, or happier customers, start by defining what success looks like for your business. Next, choose KPIs that align with these goals. For example, if your goal is to increase sales, actionable metrics like conversion rates and cost per acquisition (CPA) should be at the top of your list.

Need help identifying KPIs and making sense of metrics? Learn more about Tallwave’s data strategy and analytics services.

Once you’ve defined your goals and KPIs, select the tools that will help you track and report on these metrics. Tools like Google Analytics, Hotjar, and SEMrush can provide the in-depth data you need to make informed decisions. But remember, tracking the right metrics is just the beginning. You’ll need to analyze, test, and iterate on your strategies continuously.

See how Tallwave was able to transform an e-commerce company’s strategic decision making through an enhanced measurement strategy and data visualization.

Actionable metrics in action! Important things you might track

Here are some actionable metrics that you should be paying attention to:

Actionable engagement metrics:

Click-through rate (CTR): The CTR reflects how compelling your content is on the surface. Are people intrigued enough by the messaging and/or creative to click through? A high CTR can indicate strong relevance, but without conversions, it might be time to refine your targeting.
Cost per click: Getting clicks on your ads is important, but how much are you paying for each one? CPC measures the amount you spend each time someone clicks on your ad, giving you insight into the efficiency of your campaigns. Monitoring this metric helps you optimize ad spend, refine targeting, and improve the overall return on investment.
Keyword rankings: Driving traffic to your site starts with visibility, but how well are your target keywords performing? Keyword rankings track where your site appears in search engine results for specific terms, giving insight into your SEO efforts. Monitoring this metric helps you adjust strategies to improve search visibility, attract more qualified traffic, and increase conversions.
Core Web Vitals: Google’s key metrics for website performance — make sure your site is lightning fast, responsive, and user-friendly.

Actionable conversion metrics:

Conversion rate: Are clicks translating into real business? If you’re seeing high engagement but low conversions, it could signal issues with the landing page or the offer. This metric connects clicks with actual outcomes, telling the full story of your ad’s performance.
Cost per acquisition (CPA): This metric shows the efficiency of your campaigns by measuring how much you spend to convert a user into a customer. Are you spending too much for each new customer? Optimizing CPA helps ensure your budget is working smarter, not harder.
Return on ad spend (ROAS): For every dollar you’re spending on ads, how much are you getting back? ROAS helps you understand the effectiveness of your ad spend, but it’s important to factor in long-term value, not just immediate returns.

Actionable customer affinity metrics:

Customer satisfaction (CSAT): It’s one thing for users to adopt your product, but are they happy with it? CSAT scores help you measure sentiment and reveal areas for improvement. Monitoring CSAT can help you prioritize fixes or new features.
Product adoption rate: Adoption isn’t just about signups; it’s about active, regular use. Are users finding long-term value in your product? Measuring this helps ensure that your product is not only attracting users but also retaining them for ongoing success.
Customer retention: Acquiring customers is crucial, but keeping them is even more important for long-term growth. Customer retention measures how well you maintain relationships with existing customers, providing insight into loyalty and the overall customer experience. Tracking this metric helps you refine strategies to reduce churn and boost lifetime value.
Customer lifetime value: Attracting new customers is vital, but how much value do they bring over time? CLV measures the total revenue a customer is expected to generate during their relationship with your business. Monitoring this metric helps you focus on increasing long-term profitability through retention, upsells, and better customer experiences.

Turning actionable metrics into success

Once you’ve got the right metrics in place, it’s time to use them to your advantage. While vanity metrics shouldn’t be the primary focus, they have value in contexts like brand awareness and credibility. Actionable metrics, on the other hand, provide valuable insights that can help you optimize your marketing strategies, making them more effective and efficient.

At the end of the day, the success of your marketing efforts hinges on which metrics you use to guide your decision making. Vanity metrics might make you feel good, but actionable metrics are what drive real business results. By implementing a strong measurement strategy and tracking the metrics that matter, you can ensure continuous improvement and growth.Want help developing a measurement strategy that focuses on what really matters? Let’s talk. We’re here to help you achieve measurable success through data-driven decision-making.

Tags brand strategy, business strategy, Data & Analytics, data strategy, SEO

CRO Customer Engagement Highlights Paid Media Product Design Reaching New Customers SEO Strategy

Cracking the code: Proven tactics to boost email engagement rates

Post author By Laura Isaacs
Post date September 16, 2024

Crafting compelling email campaigns is more than just stringing together words and hitting “send.” It’s about forging genuine connections with your audience, driving meaningful interactions, and ultimately, achieving your marketing goals. But in our overflowing inboxes, cutting through the noise and grabbing attention can feel like a constant battle, making email engagement difficult to achieve.

Email engagement refers to the level of interaction your subscribers have with your emails. This can encompass everything from simply opening the email (open rate) to clicking on links, forwarding content, or even making a purchase.

The good news? You can dramatically increase your email engagement rates by implementing a strategic approach that leverages current email marketing trends. Let’s look at common problems and proven tactics that will encourage your subscribers to open each message with excitement.

The problem: Apathy in the inbox

Let’s face it: our inboxes are bombarded daily with generic, one-size-fits-all emails. Many recipients are quick to hit “delete” without a second thought, which is why you might consider a “good” email open rate to be only between 17% and 28%. With so many unread emails going into the digital waste bin, how do you stand out from the crowd and capture their attention?

Solution: Capture readers’ attention through personalization

Gone are the days of mass email blasts. Today’s audience craves personalized experiences. Personalization involves tailoring your email content to individual subscribers based on their interests, purchase history, demographics, or website behavior. This can be achieved by:

Utilizing dynamic content: You can automatically insert personalized elements into your emails, such as the subscriber’s name, location, or past purchases.
Using subscriber data: Leverage website behavior data from your customer data platform to send emails based on a subscriber’s recent interactions on your site. For example, if they viewed a specific product category, send them a follow-up email with relevant recommendations.
Segmenting your email list: Divide your audience into smaller groups with shared characteristics to share content personalized to user interest. Segmentation allows you to create targeted email campaigns that speak directly to specific audience groups. This ensures your messages are relevant and avoid being perceived as generic spam.
Automating sending: Automation takes your email marketing to the next level by creating automated email sequences triggered by specific subscriber actions. For example, you can set up an automated welcome series for new subscribers, a re-engagement campaign for inactive subscribers, or abandoned cart emails to remind users about products left behind.

Prioritizing personalization can create engaging email experiences that drive results.

The problem: Feeling fatigue from tired UX/UI

Many email marketing platforms offer a plethora of pre-designed templates and interfaces. While convenient, relying solely on templates and cookie-cutter designs can create uniformity and predictability in your emails. Subscribers become accustomed to the format and lose interest.

Solution: Embrace a stand-out design aesthetic

Don’t be afraid to break away from the template trap! Invest in creating a unique and visually appealing email design that reflects your brand identity.

Here are some tips for standing out:

Integrate high-quality visuals: Use on-brand images and graphics that complement your message, and avoid stock photos that feel generic.
Strategically use white space: A clean and structured layout with intentional white space makes your email easier to read and navigate, directing the subscriber’s eye toward important calls to action.
Implement a mobile-friendly design: Ensure your emails render flawlessly across all devices, especially smartphones, where approximately half of all emails are opened today.
A/B test: Be bold and experiment! A/B testing different design elements, subject lines, or calls to action can help you identify what resonates most with your audience.

The problem: One-way communication

Traditional email marketing often falls into the trap of a one-sided conversation. Subscribers receive information, but there needs to be an opportunity for them to interact or engage.

Solution: Create interactive experiences and invite two-way communication

Transform your emails from static messages to interactive experiences! Here’s how:

Embed polls or surveys: Ask your subscribers for their feedback or opinions directly within the email.
Incorporate quizzes or product configurators: These interactive elements can increase engagement and provide valuable data about subscriber preferences. We love how eMarketer does this.
Encourage replies: Structure your emails to prompt replies or questions. This fosters a sense of two-way communication and builds stronger relationships with your audience.

Another two-way communication street? Customer reviews. See how to master the art of the ask, how to respond to-less-than-favorable feedback, and how to leverage that shiny new UGC.

Ready to increase email open rates?

Email marketing remains a powerful tool for connecting with your audience and driving business growth. By implementing these proven tactics you can dramatically improve your email engagement rates and turn passive subscribers into loyal brand advocates. Remember, a commitment to personalization, stand-out design aesthetic, and two-way communication are all key ingredients for crafting email campaigns that get noticed, get opened, and get results.

Email marketing is just one piece of the integrated digital marketing puzzle. We can work with you to enhance your email strategy, boost email engagement, and ensure integration with your other marketing channels.

Don’t let your emails get lost in the inbox. Let’s talk about how we can help you increase email engagement.

Tags brand strategy, business strategy, Data & Analytics, empathetic marketing