What marketing KPIs should you be tracking when targeting a B2B niche in your campaigns?
When planning KPIs for your marketing operation, ensuring that they align with your overall business goals is essential. This means selecting KPIs that will help you measure your marketing efforts’ success in terms of driving revenue and business growth.
While revenue related KPIs are a common starting point, it’s also important to have the right ones in place for your marketing department. In addition, these KPIs should be related to the marketing department’s overall contribution to the business’s success.
Having the right KPIs in place for your company can create clarity and accountability within your team. This helps to ensure that everyone is working towards the same goals and that their efforts are aligned with your overall business objectives. Click here to download our infographic.
We find that the right KPIs fall into three categories: Input, Indicator, and Output.
Input KPIs are a vital part of measuring the success of a marketing operation. They help ensure that your team consistently produces and publishes content that keeps your brand visible and relevant to your target audience.
By measuring the volume and timeliness of activity, such as the number of social media posts per channel per month or the frequency of email newsletters, you can ensure that your team meets the minimum requirements for maintaining brand awareness. In addition, these KPIs provide a base-level cadence that helps to keep your brand top-of-mind with customers.
In addition to measuring the volume of activity, Input KPIs can also help to measure the quality of that activity. For example, tracking the number of case studies or blogs produced can help ensure that your team creates high-quality content showcasing the value of your products or services.
Indicator KPIs provide valuable insights into the early stages of the customer journey. By measuring metrics such as brand awareness and engagement, you can gauge how well your marketing efforts resonate with your target audience and influence their behaviour.
While these KPIs may not be directly connected to revenue, they provide important indicators of the health of your marketing funnel. For example, tracking increases in brand searches and site traffic compared to competitors can help you measure your brand’s awareness and interest. Similarly, tracking metrics such as time spent on pages, video views, and content downloads can help you estimate your audience’s engagement with your content.
Furthermore, measuring awareness and engagement, Indicator KPIs can also help you to measure demand generation. By tracking views of specific content downloads of gated thought leadership content and event registrations, you can gauge how effective your marketing efforts are at generating interest and demand for your products or services.
Output KPIs are an important part of measuring the success of a marketing operation. These KPIs help ensure that your marketing efforts drive tangible results in terms of leads, opportunities, and revenue.
By aligning your Output KPIs with your sales, you can ensure that your marketing efforts effectively support your sales team and drive business growth. This includes tracking metrics such as MQLs (Marketing Qualified Leads), SQLs (Sales Qualified Leads), pipeline opportunities, and revenue that can be tracked back to marketing activity.
MQLs and SQLs are critical metrics to track as they indicate the quality of the leads generated by your marketing efforts. By monitoring the number of MQLs and SQLs, you can gauge how effective your marketing efforts are at attracting high-quality leads that are likely to convert into paying customers.
Along with tracking leads and opportunities, Output KPIs can also help you measure your marketing efforts’ efficiency and effectiveness. By monitoring metrics such as cost per lead and cost per acquisition, you can ensure that your marketing efforts deliver a positive return on investment.
The importance of KPIs in Marketing Operations
Having the right KPIs in place for your marketing operation is essential to ensure that your efforts align with your overall business goals. This means selecting KPIs that measure the success of your marketing efforts in terms of driving revenue and business growth. It’s important to have the right revenue-related KPIs in place for your marketing department, as well as KPIs that measure the department’s overall contribution to the business’s success.
If you would like help with diagnosing and setting your KPIs, please don’t hesitate to contact us.
