The document discusses strategic social media measurement. It recommends defining measurable key performance indicators (KPIs) and an analytics plan upfront when developing a social media plan. This allows social media objectives to drive the KPIs, tactics, and measurement approach. The document provides examples of KPIs like percentage of online conversation, new subscribers/buyers, and actions taken. It also discusses tools for measurement like HubSpot, HootSuite, Google Analytics, and SAS that can track metrics like engagement, reach, sentiment, and sales.

1. STRATEGIC SOCIAL MEDIA
MEASUREMENT
J. Aull, Social Media Instructor
Georgia State University Robinson College of Business

2. Social Media in the Customer Purchase Cycle
! The traditional marketing funnel:
eyeballs>>awareness>>consideration>>
preference>>action>>loyalty>>buyers
! Clickstream and customer journey
! “Blogging” is in the lost center of the funnel
(consideration>>preference>>action)

3. Metrics
! Chris Brogan (co-author of Trust Agents) blogs about
social media and metrics.
! Here is part of Chris’s recommended list of high-level
social media metrics:
¤ % of online conversation (versus competitor).
¤ % of coverage improvement.
¤ # of new subscribers/attendees/buyers via tracking links.
¤ # of new threads, comments, conversations for engagements.
¤ # of (audience) actions taken (for example on blog posts).

4. Strategic Social Media Measurement Planning
! Objectives are explored and married upfront in the
planning process for social media, measurement
and search
! Define measureable KPIs and analytics plan upfront
with social media plan
! Social media objectives drive KPIs and tactical plan
! Social media objectives drive keywords and search
integration and plan

5. Measurement Planning
! Here is my plan for upfront web exploratory research and monitoring identification:
¤ Situation - e.g., online brand buzz has increased in recent months
¤ Problem - e.g., brand is unaware of its online reputation
¤ Measurement objectives - e.g., identify quantity and ratio of existing online "brand fanatics" vs. haters
¤ Measurement questions - e.g., what tags (such as "love this brand") and channels best fit our problem
and objectives?
¤ Hypothesis - e.g., the brand has more social media promoters than detractors
¤ Action Standard - e.g., a Net Promoter Score over 30% in Twitter
¤ Measurement method & tool - e.g., NPS, Twitter and SAS
! For reference and additional reading, see Exploring Marketing Research by William G.
Zikmund and Barry J. Babin.

6. The Measurement Plan
! Campaign Overview & Objectives
! Communications Calendar Overview & Consumer Journey
! Tracking mechanisms like Webtrends tags, Google Analytics,
Omniture Tags, social media monitoring, Twitter hashtags, etc
! Diagnostic Metrics - example: CTR, Interaction Rate, Mentions
! Success Metrics - example: ROAS, ROI, Conversion Rate
! Dashboard - showing the key metrics help to understand the
performance of the campaign.
! Reporting Frequencies
- Inspired in part by Amit Prakash web measurement approach http://measuringemarketing.blogspot.com

7. Marketing Funnels
!

8. Fred Reischheld’s Net Promoter Score
! Modeled on this question: “How likely is it that you would
recommend (brand X) to a friend?”
¤ 0-6 = Not Likely at All (Detractors)
¤ 7-8 = Neutral (Passive)
¤ 9-10 = Extremely Likely (Promoters)
! Net Promoter Score = %Promoters - %Detractors
! Applied without a survey, for example promoters could be online
recommenders, and detractors as brand “haters” or negative
reviewers
! Can be a measure of brand loyalty, WOM effect or projection of
brand awareness
! SAS now measures sentiment such as promoters and detractors

9. Measuring Increase in Search Effects (brand awareness)
¤ Increase in channels/pages appearing in major
keyword search results (SEO Book Tools)
¤ Measure increases in search rankings for website
concurrent with increases in social content output (SEO
Book Tools and Google Alerts)
¤ Increase of brand name search results and mentions in
social “search engines” such as Digg, StumbleUpon/Mix
or Reddit
¤ Increase in share-of-voice of important keywords in
search engines, Twitter, Facebook and LinkedIn
(HootSuite social keyword monitoring)

10. Measuring Sales Improvement
! Reduction of sales cycle concurrent with increase in social media
access during customer journey to purchase (or increases of social
content output) (HubSpot and Salesforce.com)
! Reduction of sales cycle, or increase in sales, concurrent with
increases in brand and customer social engagements (conversations;
HubSpot)
! Reduction of sales-lead research/nurturing time (due to social
profiling for leads; HubSpot with Salesforce.com)
! Web lead-conversion improvement concurrent with increase in
customer social media hits or engagements
! Reduced cost-to-acquire customer concurrent with social media
replacing traditional promotions channels (based on 30% first touch,
30% last touch, 40% divided between middle nurturing and social
media channels)

11. Measuring Brand Loyalty
! Increase in brand (positive) social mentions per
customer
! Increase in brand ReTweets and post sharing
(HootSuite, HubSpot)
! Increase in customer brand recommendations and
positive reviews
! Increase in joins and chatter in retention/rewards
community (channel-specific or Google Analytics)
! Increase in up-sales (HubSpot with Salesforce.com)

12. Measuring Cost Reductions toward ROI
! Social media pages/posts as touch points replacing
previous paid promotions models (cost savings of
channel change)
! Customer support forums reducing support staff
hours consumption (reduced disparate phone time)
! Crowd-sourcing product development (features
ideas and demand), reducing R&D dept costs

13. Crowd-sourcing/R&D/Product Support

14. Social Media Objectives & Tools, cont’d
Thought-leadership projection
(a content strategy for goals of brand attribution or to influence sales)

15. Social Media Objectives & Tools, cont’d
Brand Awareness & Fan Promoters

16. Social Tools for Measurement
! HubSpot
" Closed-loop marketing measurement (all customer digital
touch points to Salesforce.com conversion)
" Social profiling of leads
" Brand/keyword monitoring
! Omniture
" Multi-touch metrics

17. Social Tools for Measurement
! HootSuite
" Twitter mentions and HashTag/keyword monitoring
" ReTweets
" LinkedIn stats and Facebook insights
! SEO Spy Tools (such as those available from SEO Book Tools)
" Website competition
" Keyword competition
" PPC competition
" SEO rankings
! Google tools
" Brand monitoring (Google Alerts)
" PageViews (Google Analytics)
" Duration of visit
" Clicks
" Referrals
" Directs (bookmarks or type-ins, but also mobile app click-thrus)
! Wordpress stats, Bit.ly stats, etc.

18. SAS Perspectives
Track the Elusive Sentiment
Customers want to take what they are hearing and learning from online conversations,
and put some action to it, said Chaves. “The key lies in being precise in extracting and
tagging sentiment.”
Text analytic tools can categorize online content, uncover linked concepts, and reveal
the sentiment in a conversation as “positive,” “negative” or “neutral,” based on the
words people use. The technology gets down to very specific elements and can
separate positive and negative remarks within a single comment.
“A mixed-polarity phrase, such as ‘hotel in great location but bathroom was smelly’
should not be tagged as ‘neutral,’ if you want it to be actionable,” said Chaves. “Be
specific; ‘bathroom was smelly’ is something someone can own and improve upon.”
You can classify and categorize these sentiments, look at trends over time, and see
significant differences in the way people speak either positively or negatively about
you. Furthermore, you can compare sentiment about your brand to your competitors.
From SAS white paper Social Media Metrics: Listening, Understanding and Predicting the Impacts of Social Media on Your Business

19. Social Media Measurement Q&A
1. Why do we need to measure (analytics) social media?
Social Media marketing only works when driven by real marketing objectives. These must be measurable; else how to know when the
objectives have succeeded?
2. How?
Again, KPIs should be determined upfront to fit the objectives. For example, brand keyword monitoring in Twitter or HootSuite can
measure brand awareness in that channel. I like Fred Reichheld's Net Promoter Score as a metric for brand loyalty and brand reputation,
where shares/retweets could represent promoters.
3. Fb, twitter (ie: How do you calculate social media impressions on Facebook and Twitter? Is there a formula you use to be
demonstrate reach?)
Reach is a traditional broadcast advertising metric used to compensate for the lack of direct contact or known viewer action. Such
shortcomings don't exist in social media, so why shortchange its metrics? Better social media KPIs measure audience engagement, such
as likes, click-thrus, shares, ratings and bookmarks.
At its most basic level, if you broadcast posts in Facbook and Twitter, your fans and followers (plus their shares and retweets, if you like)
represent reach. Even more effective, DMs in these channels have a much higher likelihood of being seen by fans/followers.
CTR continues to be a good, free and easy web and social media metric, as URL shorteners such as bit.ly and ow.ly (via HootSuite)
provide their own stats for all their clicked-through shortened URLs.

20. Q&A, conclusion
4. My question would be which are the most popular social media analytic tools and how are they differentiated? Also
which sources are the best ones in order to attract professionals at a senior marketing level that can use those tools?
There are all types of metrics and methods to measure social media. All social channels should offer some type of measurement; the
higher-priced pro versions offering more (e.g., HootSuite and Facebook Insights). If you care to do the aggregation yourself, you can
obtain plenty of free data (e.g., Google Analytics and other tools, URL shorterners, WordPress Stats).
The bigger your budget, you can pay for more comprehensive and tailored metrics reports; for "closed loop marketing" as HubSpot
likes to call it (which offers comprehensive social media metrics integrated with Salesforce.com). Paid-model social media dashboards
such as TweetDeck offer many measurement reports options. Higher end services such as Omniture offer sophisticated social media
reporting related to all channels of the marketing mix.
5. What is a good measure of ROI for Twitter & Facebook (other than likes & followers)?
If sales ROI is your primary social media marketing objective, then compose your posts with CTAs for recipients to click-through to
purchase (similar to PPC/CPA ads). Then measure your purchases from social media click-thrus via aforementioned tools and methods.
6. What are the challenges of measuring sm?
- Aggregating to a common base
- Gauging role in the total integrated marketing mix
- Realizing the valuable differentiation between consumer-shared brand content versus original company brand postings.
7. ROI challenges…
If sales ROI is your primary objective, you must structure your campaign and messaging to drive sales, measurably with aforementioned
tools and methods.

21. Major Points
! Objectives identification drives everything; do this while
ID’ing.
! A social media measurement plan is crucial for
composition with the social media plan; it can follow
traditional marketing research plan.
! The Marketing Funnel is a vital approach to digital
measurement and objectives-based digital marketing
strategic planning.
! NPS is an important metric for social media.
! SocialMention calculates positive, neutral and detractor
values for a brand similar to NPS.