{"id":6741,"date":"2022-11-04T10:38:37","date_gmt":"2022-11-04T10:38:37","guid":{"rendered":"https:\/\/craighordlow.com\/index.php\/2022\/11\/04\/how-organizational-structure-can-hurt-ppc-campaign-performance\/"},"modified":"2022-11-04T10:38:37","modified_gmt":"2022-11-04T10:38:37","slug":"how-organizational-structure-can-hurt-ppc-campaign-performance","status":"publish","type":"post","link":"https:\/\/craighordlow.com\/index.php\/2022\/11\/04\/how-organizational-structure-can-hurt-ppc-campaign-performance\/","title":{"rendered":"How organizational structure can hurt PPC campaign performance"},"content":{"rendered":"<p>In my 20 years of experience, I\u2019ve seen the inner workings of countless marketing teams. I\u2019ve observed what works and what doesn\u2019t. <\/p>\n<p>Most importantly, I\u2019ve witnessed how an organization\u2019s structure and culture can immediately impact campaign performance. <\/p>\n<p>And I\u2019ll admit, it\u2019s frustrating sometimes to watch companies trip over themselves based on the team structure they\u2019ve put in place.\u00a0<\/p>\n<p>As an agency leader, we see the impact on campaign performance. Campaigns flounder because of competing goals, miscommunications, siloed budgets and fragmented resources.\u00a0<\/p>\n<p>If your campaign performance is lackluster or your growth has stagnated, it\u2019s time to look inward. <\/p>\n<p>Here are three of the most common ways your organizational structure is killing campaign performance.\u00a0<\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_81 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/craighordlow.com\/index.php\/2022\/11\/04\/how-organizational-structure-can-hurt-ppc-campaign-performance\/#1_Brand_advertising_is_separated_from_demand_generation\" >1. Brand advertising is separated from demand generation<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/craighordlow.com\/index.php\/2022\/11\/04\/how-organizational-structure-can-hurt-ppc-campaign-performance\/#Measuring_the_revenue_impact_of_awareness_advertising\" >Measuring the revenue impact of awareness advertising\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/craighordlow.com\/index.php\/2022\/11\/04\/how-organizational-structure-can-hurt-ppc-campaign-performance\/#Alignment_of_media_plans\" >Alignment of media plans<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/craighordlow.com\/index.php\/2022\/11\/04\/how-organizational-structure-can-hurt-ppc-campaign-performance\/#Reactivating_audiences_from_awareness_campaigns\" >Reactivating audiences from awareness campaigns<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/craighordlow.com\/index.php\/2022\/11\/04\/how-organizational-structure-can-hurt-ppc-campaign-performance\/#2_IT_is_responsible_for_integrating_data_with_ad_platforms\" >2. IT is responsible for integrating data with ad platforms<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/craighordlow.com\/index.php\/2022\/11\/04\/how-organizational-structure-can-hurt-ppc-campaign-performance\/#3_Multiple_agencies_managing_paid_media\" >3. Multiple agencies managing paid media<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"1_Brand_advertising_is_separated_from_demand_generation\"><\/span>1. Brand advertising is separated from demand generation<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>It\u2019s common in many organizations to separate teams based on a traditional marketing funnel. <\/p>\n<p>In these cases, brand advertising is often separated from demand generation resulting in some key issues.\u00a0<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Measuring_the_revenue_impact_of_awareness_advertising\"><\/span>Measuring the revenue impact of awareness advertising\u00a0<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Measuring the impact of awareness advertising requires a plan which looks at lift metrics in channels typically handled by demand gen teams, including:<\/p>\n<p>Organic search.Brand search.Social engagement.Direct traffic.\u00a0<\/p>\n<p>Careful planning must happen before, during and after the campaigns. <\/p>\n<p>Yet, the siloes between these teams make this coordination extremely difficult.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Alignment_of_media_plans\"><\/span>Alignment of media plans<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>There\u2019s a multiplier effect when awareness and demand generation teams are combined.\u00a0<\/p>\n<p>Sponsorship campaigns often contain demand generation placements which, if left to a brand advertising team, may not be used to their full potential.\u00a0<\/p>\n<p>Demand generation teams can easily mold their campaigns to support in-person events, large campaign initiatives and seasonal activities that the awareness team may drive.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Reactivating_audiences_from_awareness_campaigns\"><\/span>Reactivating audiences from awareness campaigns<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>About 95% of buyers are not in-market currently and only 5% are, according to the <a href=\"https:\/\/business.linkedin.com\/marketing-solutions\/b2b-institute\/how-b2b-brands-grow\" target=\"_blank\" rel=\"noopener noreferrer\">B2B Institute<\/a>.\u00a0<\/p>\n<p>By coordinating efforts, 95% of buyers not in-market can be reactivated by demand generation teams through careful nurture and remarketing campaigns.\u00a0<\/p>\n<p>Again, this type of synergy happens best when teams are combined, allowing planning and execution to happen seamlessly.\u00a0<\/p>\n<div class=\"wp-block-image\">\nSource: <a href=\"https:\/\/business.linkedin.com\/marketing-solutions\/b2b-institute\/b2b-research\/trends\/95-5-rule\" target=\"_blank\" rel=\"noopener noreferrer\">\u201c95-5 Rule\u201d, <em>LinkedIn Marketing Solutions<\/em><\/a><\/div>\n<p>With brand and demand generation teams combined, organizations can align measurement strategies, configure tracking across the entire lifecycle and motivate the entire team to \u201cgenerate demand.\u201d\u00a0<\/p>\n<p>Advertisers that have integrated the team quickly see that it\u2019s much easier to prove the success of \u201cawareness\u201d advertising and much easier to optimize top-of-funnel spend.\u00a0<\/p>\n<p>Thankfully, we\u2019re seeing this shift, and more companies are bringing these two functions together.\u00a0<\/p>\n<p>As a result, they experience a compound effect as the impact of awareness advertising is felt throughout the sales funnel.\u00a0<\/p>\n<p><!-- START INLINE FORM --><\/p>\n<div class=\"nl-inline-form border py-2 px-1 my-2\">\n<div class=\"row align-items-center\">\n<div class=\"col-12 col-lg-3 col-xl-4 pe-md-0 pb-2 pb-lg-0\">\n<p class=\"inline-form-text text-center mb-0\">Get the daily newsletter search marketers rely on.<\/p>\n<\/div>\n<div class=\"col-12 col-lg-7 col-xl-6  pe-lg-0\">\n<div class=\"form-nl-inline\">\n<div class=\"row g-0\">\n<div class=\"form-group col-12 col-lg-8 mb-0\"><\/div>\n<div class=\"col-12 col-lg-4 col-xl-4 mb-0\">\n<div class=\"d-none\">\n<p>Processing\u2026Please wait.<\/p>\n<\/div>\n<p>\t\t\t\t\t\t\t<button class=\"btn btn-dark inlineButton w-100 rounded-0 font-weight-bold\">SUBSCRIBE<\/button>\n\t\t\t\t\t\t<\/p><\/div>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"col-12 col-lg-2 col-xl-2 ps-1\">\n<p class=\"text-center mb-0\"><a class=\"nl-terms\" href=\"https:\/\/searchengineland.com\/termsofuse\" target=\"_blank\" rel=\"noopener noreferrer\">See terms.<\/a><\/p>\n<\/div>\n<\/div>\n<\/div>\n<p><!-- END INLINE FORM --><\/p>\n<h2><span class=\"ez-toc-section\" id=\"2_IT_is_responsible_for_integrating_data_with_ad_platforms\"><\/span>2. IT is responsible for integrating data with ad platforms<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Data is the lifeblood of modern advertising.\u00a0<\/p>\n<p>Campaigns thrive when machine learning algorithms get enough data to tap into the right audiences. And savvy advertisers know that feeding the right data into ad platforms is the most effective way to fuel performance.\u00a0<\/p>\n<p>But getting the right data back into the ad platforms is much easier said than done.\u00a0<\/p>\n<p>Solutions like <a href=\"https:\/\/searchengineland.com\/google-offline-conversion-tracking-easier-with-enhanced-conversions-for-leads-380776\" target=\"_blank\" rel=\"noopener\">Google&#8217;s offline conversion tracking<\/a> and <a href=\"https:\/\/searchengineland.com\/facebook-ads-announces-new-performance-reporting-and-measurement-products-in-light-if-ios-privacy-changes-375419\" target=\"_blank\" rel=\"noopener\">Facebook&#8217;s Conversions API<\/a> make it relatively easy for advertisers to push CRM data into the ad platforms.\u00a0<\/p>\n<p>That data is then used in bid algorithms to serve ads to the audiences that will ultimately convert in lower parts of the funnel or offline completely.\u00a0<\/p>\n<p>With the <a href=\"https:\/\/searchengineland.com\/google-cookies-will-remain-active-on-chrome-until-2024-386766\" target=\"_blank\" rel=\"noopener\">pending deprecation of third-party cookies<\/a>, data integration is critical for all advertisers.<\/p>\n<p>However, companies struggle to determine who&#8217;s responsible for configuring these critical data integrations.\u00a0<\/p>\n<p>Is it the marketing team?\u00a0Does IT handle these tasks?\u00a0Could it be web development?\u00a0<\/p>\n<p>What we typically see is that because no one \u201cowns\u201d this process, it gets deprioritized and often doesn\u2019t happen at all.\u00a0<\/p>\n<p>Companies need to prioritize data integration and define who is ultimately accountable. <\/p>\n<p>In our experience, this is best led by the marketing team.\u00a0<\/p>\n<p>Yes, there may be a need to pull on IT or web development expertise. However, the group using the data must understand how it&#8217;s flowing and what is being passed back. <\/p>\n<p>Here&#8217;s how to structure this.<\/p>\n<p><strong>Responsible<\/strong>: Marketing or martech team<strong>Accountable<\/strong>: Marketing team<strong>Consulted<\/strong>: IT or martech<strong>Informed<\/strong>: Information security<\/p>\n<p><strong>Pro tip:<\/strong> If you don\u2019t have a marketing team that can implement this directly, consider the use of Zapier or manual integration.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"3_Multiple_agencies_managing_paid_media\"><\/span>3. Multiple agencies managing paid media<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Similar to the siloes that happen when brand and demand generation are separated, splitting up your paid media between agencies is a surefire way to hurt your overall campaign performance.<\/p>\n<p>We often see this with advertisers trying to either have different agencies compete or when they\u2019ve chosen an agency that does one channel well but not the others.<\/p>\n<p>But there are many reasons why housing all your paid media within one agency is the smarter choice:<\/p>\n<p>A <a href=\"https:\/\/searchengineland.com\/what-clients-expect-from-their-ppc-agency-317447\" target=\"_blank\" rel=\"noopener\">strong agency<\/a> will work as an extension of your team. Giving them full transparency into your marketing portfolio will equip them with the insight they need to make strong recommendations that align with your end goals.\u00a0Budget is much more easily passed between channels and campaigns when a single entity manages it. A strong agency will see the overall portfolio and help you to make the best decisions toward optimizing your budget.The learnings from one channel will impact the other channels. For example, messaging that resonates best, audiences that are strong performers and filling gaps in channels that may be too expensive.\u00a0Cross-channel targeting and nurture streams can easily be set up to target audiences across channels and through the funnel.\u00a0<\/p>\n<p>Separating paid media across multiple entities makes it extremely difficult to optimize budget, share learnings between channels, set up nurture streams and provide holistic advice.<\/p>\n<p>The post <a href=\"https:\/\/searchengineland.com\/organizational-structure-ppc-campaign-performance-389222\" target=\"_blank\" rel=\"noopener\">How organizational structure can hurt PPC campaign performance<\/a> appeared first on <a href=\"https:\/\/searchengineland.com\/\" target=\"_blank\" rel=\"noopener\">Search Engine Land<\/a>.<\/p>","protected":false},"excerpt":{"rendered":"<p>In my 20 years of experience, I\u2019ve seen the inner workings of countless marketing teams. I\u2019ve observed what works and what doesn\u2019t. Most importantly, I\u2019ve witnessed how an organization\u2019s structure and culture can immediately impact campaign performance. And I\u2019ll admit, it\u2019s frustrating sometimes to watch companies trip over themselves based on the team structure they\u2019ve put in place.\u00a0 As an agency leader, we see the impact on campaign performance. Campaigns flounder because of competing goals, miscommunications, siloed budgets and fragmented resources.\u00a0 If your campaign performance is [&hellip;]<\/p>\n","protected":false},"author":0,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"h5ap_radio_sources":[],"cybocfi_hide_featured_image":"","footnotes":""},"categories":[1],"tags":[],"class_list":["post-6741","post","type-post","status-publish","format-standard","hentry","category-best-seo-blogs"],"featured_image_src":null,"featured_image_src_square":null,"author_info":{"display_name":false,"author_link":"https:\/\/craighordlow.com\/author\/"},"_links":{"self":[{"href":"https:\/\/craighordlow.com\/index.php\/wp-json\/wp\/v2\/posts\/6741","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/craighordlow.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/craighordlow.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"replies":[{"embeddable":true,"href":"https:\/\/craighordlow.com\/index.php\/wp-json\/wp\/v2\/comments?post=6741"}],"version-history":[{"count":0,"href":"https:\/\/craighordlow.com\/index.php\/wp-json\/wp\/v2\/posts\/6741\/revisions"}],"wp:attachment":[{"href":"https:\/\/craighordlow.com\/index.php\/wp-json\/wp\/v2\/media?parent=6741"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/craighordlow.com\/index.php\/wp-json\/wp\/v2\/categories?post=6741"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/craighordlow.com\/index.php\/wp-json\/wp\/v2\/tags?post=6741"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}