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Marketing Campaigns
This workbook supports the Marketing Campaigns subject at www.marketingmo.com.
Guidance for this workbook is available in the Marketing M.O. strategy and planning app. If a worksheet has gray and white cells, the white cells inside the gray area are inputs and the results will be displayed in a printable format in the white area of the sheet. If a worksheet is all white, then the inputs and printable report are the same. Some of the worksheets are linked to previous worksheets. Feel free to enter numbers into previous worksheet cell references if you haven't completed the previous sheets. Calculations and formulas aren't protected, so check blank cells on the report sheets before entering values. Some of the worksheets have tables with summary calculations at the end of the table. If you need to insert more rows, insert them in the middle of the data entry fields so the sum formulas capture the new fields. Some of the worksheets have hidden rows or columns for formula calculations and deleting them will modify some of the features. If you modify worksheets and wish to return to the original format, simply download a fresh copy from your account at www.marketingmo.com.
Copyright Moderandi Inc 2012

6.9.a

Marketing Campaign Quantitative Goals

This worksheet will calculate how many marketing impressions or touches you need to reach your campaign goal, along with your total campaign conversion rate. This is the first metric required to calculate marketing ROI. Results Calculates the total number of impressions you'll need, the total number of responses and all of your conversion rates throughout the sales process.

6.9.b

Campaign Revenue / Profit Projections

This worksheet is linked to 6.9.a and will calculate the revenue and profit projections for your campaign. This is step 2 to calculating your campaign's projected ROI. Results Calculates the total projected revenue and profit produced from your campaign.

6.9.c

Marketing Campaign Budget & ROI Analysis

This worksheet is linked to 6.9.a and 6.9.b (but can also function alone) and will organize your marketing campaign budget, project your initial ROI, and allow you to input actual results to view your actual campaign ROI. Results Calculates your total budget, projected campaign ROI, and the maximum you can spend and still hit your ROI goal. Also matches your projections to your actual

6.9.d

Marketing Campaign Budget by Month

This worksheet is linked to 6.9.c and is a report that organizes your marketing campaign budget by month. Results Calculates your total budget, projected campaign ROI, and the maximum you can spend and still hit your ROI goal. Also matches your projections to your actual results.

6.9.e

Marketing Campaign Media Plan

This worksheet outlines your campaign media projections: media to use, cost, impressions, response and converstion rate. Results Calculates your costs per impression, per response and per conversion.

6.9.f

Campaign Results

Matches your campaign results to your original projections. Results Calculates your revenue, profit or value of customers resulting from your campaign.

6.9.g

Ad Response Rate Tracking

Allows you to track your media and response rates for future reference. Results Averages your response rates for specific measurements.

6.9.h

Campaign Variable Test Matrix

Allows you to record results from an a/b test. Results Calculates your cost per success criteria for each ad. 6.9.i Improve Campaign Results

Review how improvements to specific campaign variables affect your campaign metrics and results. Results Calculates how improved conversion rates impact your campaign.

Marketing Campaign Quantitative Goals Projection

Campaign Name Run Dates Prepared By Date Based on our conversion rate estimates, here's how many IMPRESSIONS & RESPONSES we'll need to generate in our campaign in order to reach our goal: Conversion rate estimate Total impressions needed Total responses needed Below is the breakdown of projected prospects at each step in our sales process: 0.00% 0 0 0

Step

Step

Cumulative % of respondees who reach this step (calculated)

# of prospects that should reach this step (rounded up to next whole number)

100.00%

Total customers we'll generate at these conversion rates % of our impressions that will reach our goal % of our impressions that become customers

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Campaign Revenue / Profit Projections

Campaign Name Run Dates Prepared By Date 0 1/0/1900 0 1/0/1900 % of new Total unit sales customers (Or just enter the who buy this total unit sales) item 0% 0% 0% 0% 0% TOTAL 0% 0.0 $ $ -

Products / services

Total projected REVENUE

Total projected PROFIT

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Marketing Campaign Budget & ROI Analysis

Campaign Date of budget Year the campaign starts

BUDGET Item Month incurred [enter a heading] Choose $ $ $ $ $ $ $ $ [enter a heading] $ $ $ $ $ $ $ $ [enter a heading] $ $ $ $ $ $ $ $ [enter a heading] $ $ $ $ $ $ $ $ [enter a heading] $ $ $ $ $ $ $ $ Total $ Units Cost per unit Total (or enter total) Month incurred Choose

ACTUAL Units Cost per unit Total (or enter total) $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ NOTES

*Enter this total into the master budget in this month

Total

Enter your projected revenue (from b, or enter manually) $ Enter your projected profit (from b, or enter manually) $ ROI for this budget and profit level What is your normal goal ROI/hurdle rate? Maximum you can spend on the campaign and still hit your goal ROI

Variance in expenses % over (under)

Enter the revenue you generated Enter the profit you generated #DIV/0! ROI

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Marketing Campaign Budget by Month

This sheet totals your expenses (from the previous sheet) so it's easy to enter into your master budget for the year. Campaign Date of budget

Month Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan 1 Feb 1 Mar 1 Apr 1 May 1 Jun 1 Jul 1 Aug 1 Sep 1 Oct 1 Nov 1 Dec 1 Total $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $

Budget $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $

Actual -

NOTES

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Marketing Campaign Media Plan

Plan the number of impressions for each media and project results and costs How many impressions do you need/want to generate? (Pulls from a if you completed it.) Here are the number of impressions to generate, estimated costs and estimated conversion rates Impressions Examples of media to use # of impressions planned Sales force Cold calling Sales activities Relationship activities Telemarketing Outbound calling Inbound call handling Internet Online advertising Email campaigns Organic search Paid search Webinars Viral campaigns Ongoing email newsletters Social media Trade shows & events Trade show exhibits or events Seminars or events you create Events you sponsor Publicity Product- or solution-related stories Distribute press releases (and optimize for the web) Speaking engagements Blogs Stories about your company Direct mail Simple sales letters or postcards Special mailpiece for a particular campaign Traditional media Print ads Yellow pages Radio Television Outdoor Total Over (under) goal Cost per impression OR Total cost for this media Costs Response & conversion Estimated response rate In a, you used 0% % of responses that will convert to your goal #VALUE! $ $ $ $ $ $ $ $ $ $ $ $ Estimated # of responses Cost projections

# of responses

Conversion Results

TOTAL COST

Cost per impression

Cost per response

Cost per Conversion

#DIV/0! Overall response

#DIV/0! Conversion rate of responses

$ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $

#VALUE!

*May show slight discrepancy due to rounding

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Campaign Results
Compares campaign results to original projections. Campaign Date QUANTITATIVE RESULTS

Step 1 2 3 4 5 6

Explanation (from sheet a)

ACTUAL

GOAL (from a if used)

Variance

Over (under) goal

TOTAL UNITS, REVENUE AND PROFIT If you prefer to track the number of new customers and their lifetime value, skip this chart and use the next.

Products / services

# of units sold

Revenue per unit (price)

Gross profit per product $ $ $ $ $ Total $ Projected Variance $ Over (under)

TOTAL REVENUE $ $ $ $ $ $ $

TOTAL PROFIT #DIV/0!

Total Projected Variance Over (under)

#DIV/0!

#DIV/0!

LIFETIME VALUE OF NEW CUSTOMERS # of new customers Lifetime value per customer* Total profit in today's dollars

Customer segment

#DIV/0!

Total $ Projected* $ Variance $ Over (under)

#DIV/0!

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Ad Response Rate Tracking

Tracks the response rates for various ads. Success measurements used: 1 2 3 Number of responses Ad name Publication Description Run date Total impressions Total TARGETED impressions
Measurement 1 Measurement 2 Measurement 3

Response rate (of TARGETED impressions)

Measurement 1 Measurement 2 Measurement 3

# 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 CURRENT AVERAGE #DIV/0! #DIV/0! #DIV/0!

106748615.xls.ms_office - g

Campaign Variable Test Matrix

Evaluate two different ads to see which generates better results. Test one distinct variable at a time.

Campaign Test dates Purpose of test

Ad #1

Ad Description

Ad #2

Changes from Ad #1

Criteria to measure success on the campaign For example, number of information requests or number of orders. Success criteria 1 Success criteria 2 Results 1 Success criteria 1 Success criteria 2 Total cost of the ad Cost analysis Cost per Cost per AD # 2

106748615.xls.ms_office - h

Improve Campaign Results

Displays how improved conversion rates can impact costs and results. Campaign Date Media cost of campaign

Don't include ad production costs

Results

Enter the number you achieved

Conversion rate (of previous step)

Conversion rate (of total impressions)

Improvement goals With improved conversion rates at different points, here are the results be with the same # of impressions.

Results

Conversion rate (of previous step)

GOAL

# of responses you'd generate at goal rate -

Cost comparisons Here are the resulting costs of the improvements. Cost per goal in Goal Current scenario Improved scenario

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