Planning, implementing, and optimizing your digital marketing program

Begin the launch of your digital marketing program by first determining your audience and goals, and then putting in place metrics to ensure you’re always improving.

Step 1: Identify and segment your audiences. Today buyers expect a personalized experience across every touchpoint. To do this, you must understand their demographic, firmographic, and technographic attributes as well as how to address their questions and pain points. 

Step 2: Establish goals and measurement strategy. Use audience information to determine personas and get a clear view of their sales journey to establish your goals and measurement strategy. Important metrics include impressions, reach, clicks, click-through rate (CTR), engagement rate, conversions, cost per lead (CPL), effective cost per thousand (eCPM), as well as back-end metrics like return on investment (ROI), return on ad spend (ROAS), first- and multi-touch attribution, and lifetime  customer value (LCV).  

Step 3: Set up your adtech and channels. Ad technology can take some time to navigate, so make sure you have the right data management platforms (DMPs), demand-side platforms (DSPs), supply-side platforms (SSPS), and ad exchanges in place before you get started. Align your team, communicate everyone’s objectives, and show how their channels fit into the big picture of digital marketing.

Step 4: Launch and optimize. Digital marketing can be used for acquisition, nurturing, building customer loyalty, and branding. Review metrics regularly, so you can know where you are excelling and where you need work to become a leader in this high-impact, high-demand space. 

Learn more about how to get digital marketing working for you in our co-authored white paper with Harvard Business Review (HBR), Designing a Marketing Organization for the Digital Age.

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