1530 track1 bocheva
TRANSCRIPT
A Successful Custom
Attribution ModelBy Mariia Bocheva, OWOX BI
Ever Felt This Way?
Why do We Need Attribution?
A typical customer purchase journey
What Attribution Model do You Use?
1. Position based (Last Click)
2. Probabilistic
3. Custom
4. Assisted conversions
5. Several attribution models at the same time
6. etc.
Last Click is Medieval
Visitors
behavior
Analytics
services
Ideal Sales Funnel
Online
Campaigns
Advertising
costs
Sales &
Customers
CRM, ERP
Real Sales Funnel
Online
CampaignsSales &
Customers
CRM, ERP
Offline
Campaigns
Problem
Marketing always means large business investments that influence brand
awareness and revenues.
10%Of orders get lost
on the way to GA
50%Of orders and more, are not considered when
evaluating advertising efficiency in multi-channel
companies
Problem
82%Of orders are
made after 2+
visits
83%Of sessions don’t
get evaluated when
using Last-Click
2+Devices are
used on a way to
a purchase
Position based attribution models don’t consider the influence of each
session on a customer’s way to a purchase.
Taking it to Another Level
1. How would online advertising ROI change if you consider offline
orders?
2. How does online advertising affect orders placed in a call center?
3. How much of the advertising budget was spent to acquire a
particular customer?
4. Which keywords drive the most profitable orders?
5. What keywords drive revenue in the brick-and-mortar stores?
6. What share of offline orders was influenced by online
advertising?
About
1. Omnichannel hypermarket retailer of furniture & household items
2. 25 stores in 11 cities
3. 17+ M unique users
Business Objective
Improve online advertising ROI
Analytical Objective
1. Collect necessary data
2. Evaluate the revenue driven by each keyword
3. Automate bid management for PPC advertising
Anna’s Journey
Nick’s Journey
Nick Continues his Shopping
Data flow
Attribution Logic
1. Determine the channel that introduced customer
to the brand
2. Determine the channel that converted customer
(Last Click)
3. First session gets 20% of the credit
4. Last session – 30%
5. Everything else – 50%
6. Consider pageviews during the session and
hours to purchase
Results
1. 2.4 times more keywords
2. PPC advertising ROI +17%
Take Aways1. Bring data together
2. Experiment – find patterns and connections
3. Apply ideas
4. Measure the impact
5. Rinse, repeat
Useful Links
1. How to evaluate ad success by and increase ROAS
by consolidating data
2. How to optimize ad campaigns with assisted conversions
3. Hoff success story
4. GCP free tier