3 Reasons Your Digital Strategy Will #Fail

Ampla’s Digital Marketing Strategy Blueprint series is perfect for small and medium sized businesses, nonprofits, and digital marketers seeking a fresh perspective on digital strategy. This is part 7 of 7.

Over the last six blog posts, we’ve covered the complete loop of digital strategy development, implementation, and reporting. It is a cycle that repeats over and over, with modifications each time based on newly acquired knowledge and technology. Even though the best plans can be laid out, there are many reasons your marketing efforts could fail before they even begin. Many of your companies won’t have these problems, yet many will. This final installment covers three traps that will hold you back from reaching success in digital marketing.

1. Lack of Time

Have you ever heard or been part of a conversation that went like this:

·      Person 1: “How’s work?”

·      Person 2: “Work is good, we’re really busy right now. Totally slammed.”

·      Person 1: “Well, that’s good. I know it’s a bummer to be slammed, but at least it’s job security. Rather be slammed than twiddling your thumbs, right?”

·      Person 2: “Yeah, I guess so.”

While being busy at work oftentimes implies job security, it can also be a detriment to job security. Busy does not always equate to working smart or productive. If other responsibilities or ad hoc “fires” take priority over executing your marketing masterplans, then performance will suffer. Time that was dedicated to implementing and overseeing a campaign’s success can evaporate without you realizing it.

The best way to negate risk of time thieves is to handle the “time issue” from the onset. If you’re in a marketing planning meeting and your ideas exceed the headcount that exists, then some of those ideas may need to be scaled back. You may also plan on obtaining temporary help from a consultant or contracted worker to open up a new pool of available time. If a project is properly scoped from the beginning, then time will be less of an issue because that will be estimated as part of the project scope.

2. Lack of Resources

Another way that I’ve seen companies fail in their marketing efforts is by not having the resources available to pull off a project. Contextually, I’m referring to resources as human capital and technology.

An example of this would be that your marketing plans include an A/B testing schedule that you’d like to be automated, yet you’re not working with a platform that will perform these functions. It’s time to modify your plans based on the technology you have at your grasps, or plan on having the right technology in enough time to test before launching your marketing.

Another resource example examines the human capital aspect. Perhaps your marketing plans have an increased budget and an additional headcount will be required to achieve your revenue goals. If you don’t add headcount, then you risk burning your current employees out, possibly losing members of your team. As simple as it may sound, your chances of marketing success are much better when human capital is lined up appropriately with the marketing goals. 

3. Lack of Knowledge

Let’s assume you have all the time in the world and a bounty of headcount at your fingertips. However, nobody knows their way around a CRM platform, how to set up Google Tag Manager, or do other digital-specific tasks that may be required to execute and measure your marketing plan. Again, I say your marketing plan with #fail.

I completely believe that people can be trained and develop skills for the in-the-trenches work when it comes to digital marketing. Digital marketing changes all the time and many in the digital world are self-taught. However, some things are trickier to learn, and a knowledge set should be available to set a marketing plan up for success.

One remedy for this is to hire specialists, contractors, or consultants that can lend a hand to execute a function and train others. Further, an internal training schedule can be developed to share digital marketing skills. As knowledge increases, your likelihood of success will join in formation.

The 3-Link Chain

Think of time, resources, and knowledge as a 3-link chain bracelet. They all connect with each other to complete a circle. If even one link breaks, failure will occur. For example, if you have time and resources, but no knowledge, then your plans will fail because nobody knows what they’re doing. If you have knowledge and resources, but no time, then everyone is too busy to make it a priority. You get the picture.

Digital Marketing Strategy Blueprint Series Summary

Thank you all for taking the time to read our seven part series. Our hope is that you can take some of the things you learned and immediately put them into play with your digital marketing. We’ve uncovered why you need a digital strategy and how to put it into action. If there are any questions about the content that was covered in this series, please reach out to us. We’d love to hear from you!

What are other roadblocks that you’ve run into that impeded the success of your marketing planning?

In case you missed the other blogs in this series, here’s a link to each of them:

Part 1: Framework: Digital Strategy vs. Digital Tactics      

Part 2: A 30-Point Digital Audit Checklist

Part 3: In a Perfect Digital Marketing World

Part 4: The Unfair Reality of Digital Marketing

Part 5: Digital Marketing: How to Plan Your Next Campaign

Part 6: Marketing is Like Sports Because…

Marketing Ops Is Now a Must-Have: The Six A's of Marketing Performance Management

This blog post originally appeared on MarketingProfs by Laura Patterson. 

The role of operations management was originally applied only to manufacturing processes and systems. With the proliferation of marketing automation tools and increased pressure from the C-Suite to prove the value of Marketing, marketing ops management is gaining traction; for all but the smallest organizations, it is now a "must have."

Our performance management study first explored the role of marketing operations (marketing ops) in 2007. It found that companies were beginning to explore adding marketing ops to the marketing function to help ensure that systems, processes, and tools were in place to support marketing performance measurement and management.

By 2009, the Lenskold Group and others began to incorporate questions about marketing ops into their studies. The 2009 Lenskold Group/MarketSphere Marketing ROI and Measurement Study uncovered a key business statistic that supports the benefit of implementing the marketing ops role: Companies with marketing ops in place were twice as likely (11% vs. 5%) to be high-performing companies—i.e., they report having highly effective and efficient marketing.

Five years ago, the scope of Marketing Ops was typically marketing project management and marketing governance. With marketing performance management moving to the front burner, especially for best-in-class marketers (those marketers earning top marks from the C-Suite for the ability to measure Marketing value, impact and contribution), the role of Marketing Ops is expanding.

The 2014 VisionEdge Marketing/ITSMA study found that the role of Marketing Ops now includes the following (in no particular order):

• Performance measurement and reporting
• Campaign analysis and reporting
• Technology and automation and pipeline management
• Budgeting and planning; financial governance and reporting
• Data management
• Workflow process development and documentation
• Project management
• Strategic planning
• Organization benchmarking and assessments
• Customer, market, competitive intelligence, research, and insights
• Analytics and predictive modeling
• Talent and skills development

Best-in-class (BIC) marketers can be characterized as value creators because their primary focus is on using data to make market, customer, and product/service decisions that create value for customers and shareholders. Accordingly, the following are top roles for marketing ops function among the value creators, in priority order:

1. Customer, market, competitive intelligence, research, and insights
2. Analytics and predictive modeling
3. Data management
4. Campaign analysis and reporting
5. Budgeting and planning; financial governance and reporting
6. Organization benchmarking and assessments

The emphasis on intelligence, insights, analytics, modeling, and data management makes sense, considering the focus on value creation. With the pressure increasing on Marketing to measure its value and contribution, Marketing Ops is the logical entity to champion and orchestrate the six A's of marketing performance management: alignment, accountability, analytics, automation, alliances and assessment.

To join these BIC marketers, focus on the following:

1. Alignment: We know with statistical significance that BIC marketers take a different approach to aligning marketing with the business. They connect marketing activities and investments to business results, and take their alignment efforts beyond the sales function. Marketing ops in these organizations facilitate the alignment process and oversee the development of a customer-centric marketing plan that ensures that the marketing investment portfolio supports measurable marketing objectives that will have a direct impact on the business.
2. Accountability: BIC marketers have a framework for establishing the metrics to measure and report on Marketing's value, impact, and contribution. They know which outcomes and metrics matter to the leadership team. Marketing ops drives the development of the framework and key performance indicators (KPIs). They manage the mechanics of measurement, perform the analysis, and publish the performance results. Marketing Ops translates marketing metrics into an actionable marketing dashboard that the leadership team and the marketing team can use to make strategic, tactical, and investment decisions.
3. Analytics: In today's fact-based environment, data and analytics are table stakes. Marketing organizations need to be able to quickly synthesize data and gain actionable insights. Marketers need the analytical muscle to build and use models to make smart investments and strategic decisions. Marketing Ops constructs and maintains an environment that enables Marketing to better use data and analytics.
4. Automation: The technology available to help Marketing measure and report on performance is extensive and growing. From marketing resource management to business intelligence to data management systems to reporting platforms to scenario analysis tools, Marketing Ops selects, deploys, and manages the automation and technology infrastructure to support the department. The deployment of a technology infrastructure, training, and change management falls under the auspices of Marketing Ops and serves as the big "I"—the infrastructure that Marketing needs to guide decisions, improve its capabilities, and prove its value.
5. Alliances: Much has been written about the need for Marketing to form strong, more explicit, alliances with Sales, IT, and Finance, as well as with the service and product functions. Marketing Ops is the conduit between Marketing, Sales, Finance, and the executive team. It forms and manages these alliances so everyone on the team is "rowing in the same direction." As part of its work, Marketing Ops should craft the operating level agreement that serves as the "rules and roles of engagement" for each of these partnerships and ensures that the liaisons from each group are included in appropriate meetings and decisions.
6. Assessment: Continuous improvement is at the heart of assessment and benchmarking. It can only be achieved within a culture where there is genuine concern, dedication, and a willingness among management and employees to improve. While the marketing executive sets the direction and vision for the team, Marketing Ops conducts the benchmarking and assessments to determine what standards, best-practices, processes, and skills are needed to help the marketing team realize its aspiration. Marketing Ops enables marketing organizations to become, and serve as, a center of excellence.

The role of Marketing Ops is expanding, especially within marketing organizations serving as value creators. Within these organizations, the marketing ops function is moving beyond campaign automation and financial governance to facilitate alignment, accountability, and agility.

Marketing Ops has the opportunity to enable Marketing to become more effective by developing and managing the processes for setting performance expectations, monitoring progress, and measuring results. By creating or expanding the marketing ops role and skill set to include performance targeting skills and process and technology optimization, as well as strategic capabilities to drive change, Marketing can reach the next step on its performance management journey.

Although it is the responsibility of every marketing professional to engage in performance management, Marketing Ops brings all of the components together to enable Marketing to optimize performance and to serve as a center of excellence.

Read more: http://www.marketingprofs.com/articles/2014/25875/marketing-ops-is-now-a-must-have-the-six-as-of-marketing-performance-management#ixzz3BVfJSjcw