Reporting meetings are reactive and unproductive. In a time where performance data is available in real time, here’s what to do instead.
Marketing | Mar 21
John McTigue on March 9, 2018 • 7 minute read
Most of us assume that all data points are created equal. All we have to do is crunch them through algorithms and extract results into data visualization displays to gain new meaning and to take action.
Or maybe, on the cutting edge, we feed our data into machine learning engines and marvel at the insights and recommendations that the machine spits out. Big mistake! Let’s take a look at some of the pitfalls involving data quality and rethink the process a bit, shall we?
At a fundamental level, we want to make sure that each data point is unique and accurate. When it comes to our contact or lead database, this data is often compromised, for example:
Impact: False or misleading data cause us to mis-identify and improperly quantify KPIs. For example, you can’t calculate lead score based on job title from a database full of inconsistent job titles. Errors in the data would be particularly hard on machine learning algorithms that are forced to consider bad data in their pattern matching routines – i.e. how to identify bad records and disqualify them.
Solutions: First, take the time to assess data quality using spreadsheets or other tools. If possible, use workflows or spreadsheet filters to categorize and update systematic errors. You may be able to use data validation and enhancement services, like email validation services, to identify and delete duplicate records or correct erroneous records. Manual manipulations, like identifying and deleting bogus records are often required – unless you can teach your AI app to do that for you!
Many of us are collecting raw sales and marketing data from Google Analytics and social media sites, where we have no control over the collection and processing of the data.
We do have at least some control over what gets “exposed” to these applications, however. We can control what pages of our website get indexed by Google, and we should be exercising tight control over both company-produced and user-produced content on social networks to make sure that they are in line with company policy and publication guidelines. Where we get into trouble is when those controls are not in place, for example:
Impact: You always want to be on the lookout for errors of omission, like SEO problems or incomplete setup, or sampling errors due to low volume. They can lead to bad assumptions and inaccurate reporting – which can lead to somebody getting fired!
Solutions: Don’t be in such a hurry to launch that new website or social media page until it’s completely buttoned up. Here’s an up-to-date checklist to help you through that process. Make sure you understand how to set up Google Analytics and Google Search Console. Pay close attention to what you want published and tracked and what you want to be (or remain) hidden. Do this right, and you can harvest a wealth of information, including visitor engagement and more.
At the next level of data analysis, we want to look at metadata, i.e. how individual data fit into unique categories and look at how changes in these “buckets” indicate performance, for example:
Impact: If you get these categories wrong, or change them mid-stream, the impact can be devastating. Imagine a database of one million contacts that are mis-categorized or at least inconsistently categorized. How well are your targeted, segmented email and ad campaigns going to work? Your sales team may be reaching out at inappropriate times with irrelevant content because their leads were filed in the wrong “box”. Your reports and dashboards are all off as well. Let’s see… Last year we had an average of 200 SQLs per month, and this year we have 50 SQLs.
What happened? You’ll know you have a problem when you show off your beautiful new dashboards to Management, and they wonder out loud why they hired you.
Solutions: This one is difficult to overcome, so by all means, think about this before you implement a new sales process, CRM and marketing automation system. Let’s start with process:
Yes, sometimes our data collection and data management practices need a complete makeover. In that case, you may need to re-imagine the end game.
What is it that you are really trying to accomplish in sales, marketing and service? It may be necessary to scrap the old database and start over, but hopefully not. In any case, be prepared to roll up your sleeves. Dive into the data and give it an honest appraisal or outsource to someone with expertise doing it. After you get your data-quality act together, you’ll then need to commit to a strategy and processes that maintains and enforces it.
The impact? Error-free operations leads to more accurate analytics, more predictable revenue streams and increased profitability.
If you’re wondering how to get started putting together the tools, the data and the process, contact The MarTech Whisperer for a free consultation.
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