The document discusses Kenshoo, a technology company that provides attribution and optimization solutions for paid search marketing. It provides examples of how Kenshoo helped clients like Accor Hotels improve results by implementing Kenshoo's U-shaped attribution model and enterprise platform. This model more accurately attributes clicks throughout the customer journey, allowing Accor to increase revenues 82% with only a 36% increase in spend. The document also introduces Kenshoo SmartPath, which dynamically adapts attribution based on each individual conversion path, and how it helped clients like Drs. Foster & Smith and Whitefence further optimize spending.
5. Kenshoo? ……what is it they do again?
Pure Technology
Not an agency, no managed services
Search and Social
Track any post click activity, but they are
primarily about Google etc. and Facebook
● Less Time, More Money
Sole Leader
Forrester Wave 4 2012, rated No 1.
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6. 82% Increase in Revenues
Year-on-Year using Kenshoo’s
U-shaped Model
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7. Background
• Accor Group began working with Kenshoo in April 2011
• Accor run paid search campaigns across all 13 of their
brands in over 80 countries on the Kenshoo Platform
• In combination with Kenshoo, Accor uses its internal
tracking software – TARS & Xiti
• TARS helps Accor track and report on conversions across
paid search & the affect of paid search on other media
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9. Search
Engine
On-Site
Search
Reservation
on Sister
site
• The user clicks on an Accor
Paid Search Ad
• They arrive on the
Accorhotels.com site and
search for a hotel – No
Reservation
• They then access the
Brand website directly AND
Reserve
No Internal Sales
Attribution
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10. Accor Turns to Kenshoo for a Solution..
Partners/Affil;
Other Search
5%
Campaigns, 8%
Cross-site
Conversions
attributed as
"Direct Entry"
internally, 18%
Email, 3%
Direct SEA
Sales, 66%
How?
• The Kenshoo pixel was installed across all 13 brand websites so that it could
simultaneous capture the tracking attributions between TARS (Accor’s internal tracking)
and Kenshoo.
• This allowed Accor to measure a user that has clicked on a paid search ad until s/he
makes a booking even if that user clicks on other channels after the first Paid Search click
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11. Attribution and Kenshoo to the Rescue
• Attribution – Using Kenshoo’s U-shaped keyword attribution
model, Accor could calculate the REAL value of each keyword within
the search journey on a daily basis.
• U-Shaped Model - attributes greater value to the first and last clicks in
the path with both the starting and the closing keywords getting the
same credit regardless of the length of the conversion path.
• Kenshoo Enterprise – Accor optimised their campaigns by pausing
any keywords or campaigns that do not contribute to any conversion
activity.
• Kenshoo & SEO - While TARS always picked up these conversions as
an SEO conversion, the Kenshoo platform clearly demonstrated the
user’s click journey and the impact of paid search on the final booking
through a Google maps link.
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12. U-Shaped Attribution Model
Blue T-Shirt
Great Prices
T-shirt.com
Green T-Shirt
Great Prices
T-shirt.com
Keyword 1
40%
Keyword 2
10% 10%
Red T-Shirt
XL Size Available
T-shirt.com
Keyword 3
40%
Attribution Models
Linear Ratio
U Shaped
Distribute Evenly
Single Click Only (First or Last)
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13. Results
Accor’s Search Team can justify higher spend on paid search
Comparing the period from 1st January 2011 to 31st March 2011 when Kenshoo
tracking had not been implemented, to the same period in the year 2012:
•
•
•
•
82% increase in revenues
Only 36% increase in spend
14% increase in revenues across all other channels
59% increase in booking from generic keywords and 33% increase
from brand terms
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14. The Evolution of Attribution
Kenshoo SmartPath™
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15. One Size Can’t Fit All
No one rule or model is right for everyone!
SEARCH
RETARGETING
DISPLAY
SOCIAL
EMAIL
PRODUCT
LISTING ADS
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16. Bid to True Value, Automatically
• What about creating a unique model of value
allocation, each interaction, any given conversion
path, dynamically adapts :
Loyalty data
Market changes
Media mix effectiveness
Causality and synergy
Engagement necessity
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17. Kenshoo SmartPath: Going from Maze to Model
Cheap DVD Players
Top DVD Players
Great Prices
electronics.com
Best DVD Players
Great Prices
electronics.com
Cheap DVD Players
Great Prices
electronics.com
Keyword 1
Shop now at
Electronics.com
Keyword 2
Keyword 3
Research/Awareness
Consideration
Intent to Purchase/Convert
40%
10% 12%
38%
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18. Drs. Foster & Smith Improve ROI through Dynamic
Attribution with Kenshoo SmartPath™
• Path 1: Google Shopping and PPC Brand
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19. Drs. Foster & Smith Improve ROI through Dynamic
Attribution with Kenshoo SmartPath™
• Path 2: Bing PPC Non-brand and Brand
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20. Drs. Foster & Smith Improve ROI through Dynamic
Attribution with Kenshoo SmartPath™
• Path 3: Yahoo! PPC Brand and Non-brand with Previous
Conversion
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21. Drs. Foster & Smith Improve ROI through Dynamic
Attribution with Kenshoo SmartPath™
• Path 4: CSEs and Google PPC
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22. Drs. Foster & Smith Improve ROI through Dynamic
Attribution with Kenshoo SmartPath™
• SmartPath illuminates vast reinvestment opportunity among channels
Channels must have cookie level data
Close to 20% investment optimization, seen in a single channel
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23. Whitefence: Kenshoo SmartPath + Kenshoo Portfolio Optimizer
Deliver 28% Increase in Revenue by Bidding to True Keyword Value
• ROI lift of 17%
• Spend increased 9%
• Fully automated optimization
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By going deep in search, social, and local, and tying in other channels and systems, Kenshoo creates a virtuous cycle of investment based on where your next dollar (euro, pound, yen, etc.) is best spent to meet your goals.
At the end of the day, though, what matters most to our clients are results. We’re proud to say that in 2012, for all clients tracking revenue through Kenshoo, we delivered more than $8 for every $1 spent on paid media. This adds up to over $25 billion in annual client sales revenue.