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- Herausgeber: John Wiley & Sons
- Kategorie: Fachliteratur
- Sprache: Englisch
- Veröffentlichungsjahr: 2016
Drive marketing ROI with an investor's mindset and a proven toolkit Top marketers today don't shy away from financial accountability. In fact, they actively seek to account for the return on their companies' investments in marketing - because they want their budget to make a difference for their brands and for their business: more relevant messages, more effective campaigns, more satisfied customers, more profitable promotions, higher returns to shareholders. If this is how you think about marketing, this book is for you. It is a book for CMOs who adopt an investor's mindset, and it deals with the most pressing marketing performance questions. This isn't a work of theory. This is a hands-on guide to better marketing for top managers, neatly packaged into ten concise chapters that are just right for a short-haul flight. Learn how to: * Increase sales with smarter fund allocation * Reduce marketing costs without sacrificing effectiveness * Strengthen the role of marketing with quantified ROI * Build capabilities for sustainable performance improvements Marketing Performance delivers expert insight, a wealth of proven success factors, and real-life case studies that will help you drive marketing performance and grow your business.
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MARKETING PERFORMANCE
HOW MARKETERS DRIVE PROFITABLE GROWTH
THOMAS BAUER
TJARK FREUNDT
JONATHAN GORDON
JESKO PERREY
DENNIS SPILLECKE
This edition first published 2016
© 2016 McKinsey & Company, Inc.
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ISBN 978-1-119-27833-7 (hbk)
ISBN 978-1-119-27829-0 (ebk) ISBN 978-1-119-27838-2 (ebk)
Cover design: Wiley
CONTENTS
Introduction: Smart Money
1 — Budget sizing: Combine multiple lenses to right-size your marketing budget
Why does budget sizing matter?
How to drive marketing performance with fact-based budget sizing
Create full budget transparency; you will be surprised by what is hidden in the cracks and crevices of your organization
Outside-in: Conduct benchmarking analyses to find out what it takes for your voice to be heard
Inside-out: Clarify your targets and build your budget on the activities required to reach them
Saturation analysis: Review your budget in light of the expected return it will generate
Combine all lenses for a holistic view on budget sizing and submit the result to practical, tactical, and strategic pressure tests
Key takeaways
Notes
2 — Allocation: Put your money where your strategy is
Why does budget allocation matter?
How to boost marketing performance with fact-based budgeting
Key takeaways
Notes
3 — Insights: Discover what really matters to consumers to sharpen your proposition
Why do insights matter?
How to strengthen your brand with insights
Key takeaways
Notes
4 — Storytelling: Take a publisher's mindset and tell stories that cut through the clutter
Why does storytelling matter?
How to drive marketing performance using storytelling
Key takeaways
Notes
5 — One currency: Compare apples to apples as you make trade-offs between instruments
Why does one currency matter?
How to drive marketing performance with one currency
Key takeaways
Notes
6 — Science: Apply advanced analytics to drive fact-based mix optimization
Why do advanced analytical approaches matter?
How to drive marketing performance with advanced analytics
Key takeaways
Notes
7 — Smart activation: Trim the fat off key instruments to drive incremental benefit
Why does smart activation matter?
How to drive marketing performance with de-specification
Key takeaways
Notes
8 — Partners: Build performance partnerships with marketing service providers
Why do partners matter?
How to drive marketing performance through service provider management
Key takeaways
Notes
9 — IT solutions: Use marketing ROI decision support solutions to transform your company
Why do IT solutions matter?
How to drive marketing performance through IT solutions
Key takeaways
Notes
10 — Agility: Infuse your organization with a return on investment mindset
Why does agility matter?
How to boost marketing performance with an agile organization
Key takeaways
Notes
Credits
Contributors
Index
EULA
List of Illustrations
Introduction
Exhibit I.1
Test success factors for answering your top five business questions.
Chapter 1
Exhibit 1.1
Five elements of budget sizing.
Exhibit 1.2
Average ad-to-sales ratios for different industries.
Exhibit 1.3
Outside-in benchmarking: Share of spending versus share of market.
Exhibit 1.4
Saturation analysis.
Exhibit 1.5
Triangulation of marketing budget level.
Chapter 2
Exhibit 2.1
Greek versus non-Greek yogurt sales in the US.
Exhibit 2.2
Example of selecting relevant allocation criteria (illustrative).
Exhibit 2.3
Example of allocation heatmap, percent of budget share.
Exhibit 2.4
Example: Simple transparent overview of budget allocation.
Chapter 3
Exhibit 3.1
Simplified brand purchase funnel.
Exhibit 3.2
Consumer decision journey.
Exhibit 3.3
Attribute performance.
Exhibit 3.4
Brand attribute relevance versus performance matrix (healthcare example).
Chapter 4
Exhibit 4.1
Visual from Red Bull's “Stratos” campaign.
Chapter 5
Exhibit 5.1
Marketing instruments and common metrics.
Exhibit 5.2
Reach-Cost-Quality.
Exhibit 5.3
Cost per reach across different instruments (example).
Exhibit 5.4
Contact quality matrix (example).
Exhibit 5.5
The qualified reach per cost (example).
Chapter 6
Exhibit 6.1
Econometric marketing mix modelling.
Exhibit 6.2
Short-term and long-term effects.
Exhibit 6.3
Contribution of touch points to decision making (illustrative).
Exhibit 6.4
Degrees of digital analysis sophistication.
Exhibit 6.5
Number of brands added for consideration in different stages by industry.
Chapter 7
Exhibit 7.1
Effectiveness of short TV spots versus long TV spots.
Exhibit 7.2
Typical levers to optimize activation of classic media instruments.
Exhibit 7.3
Typical levers to optimize activation of digital instruments.
Exhibit 7.4
Typical levers to optimize activation of direct marketing instruments.
Chapter 8
Exhibit 8.1
The market for marketing services.
Exhibit 8.2
Degree of marketing outsourcing by service type.
Exhibit 8.3
Types of agency models.
Exhibit 8.4
Elements of a good briefing and key questions to address.
Chapter 9
Exhibit 9.1
Solutions drive long-term impact.
Exhibit 9.2
Number of marketing technology companies.
Exhibit 9.3
Tools tailored to business question.
Chapter 10
Exhibit 10.1
Average return on investment.
Exhibit 10.2
Correlation of performance and capabilities.
Exhibit 10.3
Use of tracking codes for performance monitoring (example).
Guide
Cover
Table of Contents
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Introduction: Smart Money
If your marketing department were publicly traded, would you buy a share? If the new campaign were a pay-TV channel, would you subscribe to it? If next year's media plan were a business proposition, would you invest in it? If you hesitate even for a split second – and we would not be surprised – this book is for you. To take its proper place among its fellow functions, marketing needs to evolve from a cost centre to a profit centre. As the CMO, or as an aspiring marketing leader, you don't want to ask the members of the board or the shareholders of your company for budget clearance. You want to present them with an investment opportunity. You don't want your marketing plan to be perceived as a necessary evil, but as a good business proposition. You want marketing to advance the performance of your company in predictable and sustainable ways. You rightfully aspire to generate returns on marketing investment, be it in terms of sales, profit, market share, or brand equity. Make it happen, and you will never have to justify a budgetary line item to the CFO again – or smile and listen patiently as your fellow executives praise a competitor's creative campaign, asking why you never come up with something as clever as that, despite the fortune you are spending on all those hot-shot agencies. Sounds tempting? Then read on.
This is not a textbook for students of marketing theory. There are more than enough of those already. This a performance handbook for marketing practitioners. With trademark clarity, McKinsey's Marvin Bower defined performance as follows: “By performance, I do not mean just profits. Rather, I mean achieving the goals and objectives of any type of organization in an effective and efficient manner, with profits being one measure of the success of a business firm. Responsible decision makers all seek to improve the performance of their organizations.” In this spirit, we aspire to provide marketing executives with hands-on decision support across all major performance levers, from budgeting and mix optimization to vendor management and organization. In contrast, we will not explore the underlying theory in more detail than is necessary for the practical purposes of this book. If you want to know more, please refer to the more comprehensive discussion of many of the concepts presented here in PowerBrands, now in its third edition, and Retail Marketing and Branding, now in its second edition.
This is not even primarily a book about marketing. It is a book about return on investment, focused on how an ROI mindset will help you transform the marketing function into a profit centre. Our primary objective is to empower you to open up new areas of growth for your company. Of course we don't have all the answers. But we are confident that the success factors we have derived from our work with leading marketers will help you plan, measure, and optimize the contribution of the marketing function to corporate performance. We encourage you to initiate a conversation about strategic priorities, even if that is the last thing some executives expect from the CMO. Don't hesitate to take on the big issues: What, exactly, are our goals and objectives as a company? Top- or bottom-line growth? Market share or profit margins? Short-term sales or long-term loyalty? Defend the home turf or conquer new segments, categories, and territories? This book will help you explain to your fellow executives how their answers affect your decisions: Which investments do I focus on? What messages do I send to customers? Which marketing instruments take priority? What kinds of tools do I need?
This is not a scholarly treatise. You will find that this is a straightforward book, down to its clean-cut structure and accessible language. It reflects our belief that simple things can make a big difference, even in a complex world obsessed with ever more data, ever more elaborate algorithms, and ever more intricate processes. Complexity is the enemy of agility, a key asset in a changing environment. Big data and advanced analytics are not ends in themselves, but means to an end, and that end is better marketing performance. We advocate data-driven decision making not for its own sake, but because we are convinced that quantified metrics are indispensable complements of experience and common sense. We explore topics like systematic insight generation and advanced analytics not because they are fashionable, but because we have found that they help companies establish a culture of evidence-based performance management. This is also why we have included dozens of application examples and case studies from a wide range of industries and countries. These examples provide both proof of principle and inspiration for your own agenda.
This book is based on our experience as consultants to senior marketers worldwide. It is anchored, quite simply, by the things that work: concepts, tools, and success factors that we have helped develop and apply in our work with clients. In this book, we set out to help you advance marketing performance with every dollar you spend, every decision you make, every person you hire, every service provider you buy from, and every ad you put on the air. We are acutely aware that your time and resources are scarce, and that you cannot possibly pull all levers at once. To help you pick your battles, we have arranged our material along the lines of five fundamental questions about marketing performance, reflecting the decisions you face in your work as a marketing executive:
How much should I invest?
How should I shape my messages?
How will I reach my target group?
How do I ensure excellence in execution?
How can I drive change and sustain impact?
See the overview in Exhibit I.1 for details. But don't mistake it for a to-do list. You can't check off sections, chapters, and success factors like items in a work plan. A marketer's work is never done. While you are in the process of sizing your budget, competitors will change the game by driving up their share of voice. While you are still busy optimizing your mix of instruments, media owners will come up with new vehicles and formats. While you are in the middle of negotiations with a vendor, new service providers and solutions will pop up. A Paris-based CMO sums it up as follows: “Marketing performance management is like painting the Eiffel Tower. Just when you think you are done, it's time to start all over again.” So, if in doubt, go for speed and simplicity rather than for the perfect programme that will take years to develop and may be outdated when it finally takes shape.
Exhibit I.1 Test success factors for answering your top five business questions.
We encourage you to dive into these pages with an open mind, be bold enough to ask the big questions, start with small improvements, and scale up the things that work – for your company, your brand, and your department. Not all the topics we cover will be equally relevant for all readers, but we are confident that there is something here for everybody who is serious about marketing performance.
There is an ocean of opportunity between perfection and inaction. Even if the challenge seems daunting, doing something is bound to be better than doing nothing at all. In our work with many of the world's foremost marketing executives, we have found that pragmatic, ROI-minded CMOs are consistently successful at forging alliances with their peers, engaging the supervisory board, and transforming the marketing function for the greater good of their companies. We encourage you to take control of the return on marketing investment, let others know what you are doing, and invite them to join your cause. Before long, the smart money will be on you.
June 2016
Thomas Bauer, Munich
Tjark Freundt, Hamburg
Jonathan Gordon, New York
Jesko Perrey, Düsseldorf
Dennis Spillecke, Cologne
