Measuring Marketing Performance Toolkit
The days when marketing was an object of spontaneous investments are
over. Businesses are eager to diagnose, control and influence
They need a simple but at the same time comprehensive tool for doing
that. A clever combination of logic, specific peculiarities of marketing
and numeric representation of information in the form of a scorecard is
the right tool and solution.
There exist many definitions of marketing, in fact, too many.
Together with the progression of the Internet, and consequently the
development of new marketing techniques, technologies and stratagem, new
definitions of marketing are appearing in large numbers. However plural and
diverse the definitions of marketing may be, the essence of the said remains
- Marketing is still no doubt the unique function of the business
enterprise and no prosperous business is possible nowadays without
Most businesses believe that
is expressed solely in numbers. Apparently, there are aspects (metrics) of
marketing effectiveness that can be quantified and measured. The first and
foremost goal of marketing is to create
Consequently, the effectiveness of this aspect of marketing can be
evaluated by the number of new customers, new leads of a company or, in case
of telemarketing, the number of completed calls. Another significant
metric of effectiveness
is the number of new products purchased by existing customers since
the objective of any enterprise that intends to stay competitive in the
market is not only to create new customers but to value and retain the ones
they have already.
the response is another simple and cogent way to
activities. By taking the total cost of a marketing activity (for
example, from an advertisement) and dividing it by the total number of
responses, you determine the cost per response ratio. This cost per response
ratio can help you decide if this activity was a success by comparing it
with other alternative marketing activities. A standard measure of the
effectiveness of various marketing activities is marketing ROI
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Apart from the above there are aspects of marketing effectiveness that
cannot be quantified. Many marketing analysts state that the mission of
marketing is to establish an environment in which the customer appreciates
the benefits of doing business with your firm, to set the stage for making
the sale, to create the circumstances that make the
sale the next logical,
appropriate step. The uniqueness of a company that sets it apart from the
competitors, its strong hold on the market place, i.e. the status of a
company as the acknowledged leader in the field, the ability to stay at the
forefront of the customerís mind can all be considered the benchmarks for
testing marketing success of an enterprise.
Marketing effectiveness that results in businesses achieving its sales
targets, enhanced profits and increased bottom line performance is
determined by both quantified and non-quantified metrics. The concept of
singling out certain metrics when analyzing the efficiency of marketing
policy and performance has been adopted by many and continues to evolve.
Making marketing more accountable is an opportunity to put the
effectiveness of your marketing performance to test. The elaboration of
modus operandi for measuring
marketing performance has become a hot issue in todayís marketing
discussions. There are two parties concerned that are interested more than
others in the solution of the issue. The first party represented by chief
executive officers, chief financial officers and board directors want to
know that investment into marketing brings profit. Marketers that make the
second party want to proof the same.
The solution of the problem took the form and shape of a scorecard, no
surprise. Thus, marketing is becoming the last in the list of business
functions to accept scorecards - a concise report featuring a set of
measures that relate to the performance of an enterprise, as a means
for measuring marketing activities in order to give an all-embracing view of
the performance of the above business department.
The next question that arises here is how many metrics and which
in particular will make a scorecard comprehensive and all-embracing. Some
economists claim that there are over 50 marketing metrics; however, it is
clear that not all of them are equally important. A
scorecard that is able
to accurately diagnose and predict the future of marketing performance will
comprise the fundamental metrics that evaluate only what is really
The fundamental metrics should include not only quantified metrics that
are easy to measure (for example, number of new customers, ROI) but also
non-quantified ones (brand awareness, brand equity) since it is the latter
which are mostly able to determine the long-term vitality of a business.
Thus, elaboration of a perfect scorecard measuring marketing performance
needs certain training. Surveys show that the ones that already exist may
still need some refinement and updating.