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Most marketing fails before it starts — here’s how to fix it

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How to establish a new martech role

Most marketing fails, and often before it even starts.

Marketing is pivotal to the success of every business. If your marketing fails, the business will follow suit. Ensuring the success of your marketing must be the absolute highest priority of any business. Far too often, however, it’s disregarded and completely overlooked.

When marketing fails

Given that marketing organizations have notoriously limited resources, both restrictive budgets and small teams, there is no room for failure. Marketing is a mission-critical function. Forget fluffy KPIs, witty taglines and artistic imagery. Delivering revenue and results is all that matters. 

Not surprisingly, there are a handful of consistent reasons why most marketing is doomed for failure even before it starts. Understanding these root causes will help you become a better marketer, prevent fighting a losing battle, and guarantee the success of your marketing.

Top 5 reasons marketing fails before it starts

Here are some of the top reasons marketing fails from the beginning. You most likely will recognize one or more of these from your past experience or present situation.

Unrealistic expectations

Despite a lack of budget, time, skills, or experience, most marketers overestimate the success of any campaign and believe that it will generate record-breaking results, even if it’s something they’ve never done before.

Forecasting and projecting are both areas where marketers notoriously struggle, either in ignoring to consider them or creating them with no basis in reality, account of past performance, or consideration of potential risks.

Unrealistic expectations don’t exist solely within the four walls of the marketing organization, however. Management and other functions, like sales, often have assumptions about the effectiveness of marketing. Understanding these expectations — and setting realistic ones — is key to success in marketing.

Lack of focus

The biggest reason that marketing efforts fail is a lack of focus. Most marketing teams are either far too ambitious or fail to push back when being pulled in many directions. Trying to do too much, especially with too few resources, is a recipe for disaster. Jerry Weinberg refers to this as the “Law of Raspberry Jam”: the more you spread it, the thinner it gets.

Doing less creates more results. It’s imperative that every marketing initiative has full support to maximize its impact and chance of success. I’ve written before about the need for ruthless prioritization in marketing and there are so many benefits accrued from a narrow focus. Not only is it easier to get results, it’s also easier to measure and manage.

Weak support

Marketing can’t succeed without the requisite support. Great marketing requires a skilled team, sufficient budget, and a realistic timeframe, among other needs. 

Many marketing teams are underfunded and lack budget to execute on the demands placed before them. Other marketing teams are stretched too thin given the limited headcount.

Regardless of the reasons — and there are a multitude — marketing can’t operate in isolation. 

Focused on the 2%

Results often don’t happen immediately, a fact that makes marketing hard to quantify. Typical conversion rates for most marketing fall around 2%, which means that 98% of prospects won’t convert right away. That’s fine as long as you’re expecting this and can nurture those prospects accordingly. However, despite this universal truth, most marketers fail to plan or develop the nurturing required to realize the true results of their efforts and investments.

Additionally, measuring only the immediate impact fails to account for the true impact that marketing generates. Success in marketing isn’t just about instant gratification, it’s also about long-term growth.

Excessive or nonexistent planning

There are two camps marketing teams fall into when it comes to planning: excessive planning and nonexistent planning. The former maps out too many details and restricts the ability to iterate and optimize in flight, an essential ingredient of successful marketing. The latter is more common, where teams simply figure it out as they go and bet on serendipity and hope for success.

Neither approach is a tenet of successful marketing. Planning must be done and plans should outline the what, but not the how, in order to provide room for optimizing, adjusting and iterating, to maximize the chances of success.

5 rules for successful marketing

Now that you know some of the main reasons why marketing fails before it starts, let’s address these issues head on. Here are five principles to ensure your marketing succeeds every time.

Define success

It’s been said that if you don’t know where you’re going, any road will take you there. If you want to be successful it helps to first define what success looks like. 

How will we be better off at the completion of this campaign or initiative? 

How will the organization be closer to achieving their goals as a result?

Work backwards from your answer to identify the critical elements and ignore everything else. The more clearly you can define success the easier it will be to separate the essential from the nonessential.

Do less

The key to more results is doing less. Focus is one of the most powerful elements of marketing, and the more focused you can be the easier it will be to execute, manage and measure your impact. 

Focus requires prioritization, which is a challenge for most marketing organizations. I’ve written about the need for marketing teams to prioritize ruthlessly which in today’s increasingly complex landscape is more important than ever before.

Focus and prioritization are fundamental at the strategic level. On the tactical level, testing and validating are the most efficient and effective ways to maximize results with the minimum resources. Testing is a marketer’s most powerful tool, and it enables you to get more results by doing less.

Read next: Why testing is a marketer’s most powerful tool

Reuse & recycle

There’s no need to reinvent the wheel and yet marketers love to do just that. Stop creating the new, and reuse — or repurpose — existing content, assets, plans and more. Too often we chase innovation for the sake of something new when repeating what worked in the past is easier and more certain. New is the enemy of good.

One of the biggest mistakes in marketing is achieving great success and then moving onto something new and different instead of repeating what has already been proven to work.

Before launching any marketing initiative, take an inventory of what existing materials and assets you have that can be reused or repurposed to save time, money, and effort. 

Align & synergize

Success in marketing is a team effort that requires alignment, synchronization and synergy. You must help your team get on the same page to understand the mission and row in the same direction. Imagine chaperoning a tour group and having stragglers who keep getting stuck behind, get lost and confused, or go down their own path. It’s your job to keep everyone on the team charging full-speed ahead towards the destination in lockstep. Keeping everyone aligned and moving together requires a clear mission, shared goals, and continuous accountability.

The same is true organizationally, outside of your team. Marketing must communicate and collaborate with sales and senior leadership to express the needs, direction, and gain support. The success of the marketing function is directly correlated with how connected and aligned it is within the organization.

Have a process

Marketing is neither an art or a science; it’s a process. Treating marketing as an event that happens and then is over is the wrong way to think about marketing. The process of marketing never ends and therefore we must design and execute marketing with this in mind. 

Every marketing initiative must consider what happens both during and after: optimization and nurturing. Any effort that doesn’t allow for both of these will always produce a subpar result.

The key to marketing success

Marketing is filled with challenges, some of which cause it to fail before it even starts. Fortunately, these causes are known and preventable. If we want marketing to deliver revenue and results then it’s imperative that each of these causes be taken seriously. Raise these issues internally and create conversation to acknowledge and address them. Accepting the status quo is not an option. 

Likewise, remember and apply these principles to significantly increase the likelihood of success for your marketing initiatives. These principles are timeless and universally applicable no matter the type of marketing activities involved. Even embracing just one of these principles can have a positive impact on your team, your effectiveness, and the success of your marketing.


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Opinions expressed in this article are those of the guest author and not necessarily MarTech. Staff authors are listed here.


About The Author

Tim Parkin is a consultant, advisor, and coach to marketing executives globally. He specializes in helping marketing teams optimize performance, accelerate growth, and maximize their results.
By applying more than 20 years of experience merging behavioral psychology and technology, Tim has unlocked rapid and dramatic growth for global brands and award-winning agencies alike.
He is a speaker, author, and thought leader who has been featured in AdAge, AdWeek, Inc, TechCrunch, Forbes, and many other major industry publications. Tim is also a member of the American Marketing Association, Society for the Advancement of Consulting, and an inductee to the Million Dollar Consulting Hall of Fame.

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Take back your ROI by owning your data

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Treasure Data 800x450

Treasure Data 800x450

Other brands can copy your style, tone and strategy — but they can’t copy your data.

Your data is your competitive advantage in an environment where enterprises are working to grab market share by designing can’t-miss, always-on customer experiences. Your marketing tech stack enables those experiences. 

Join ActionIQ and Snowplow to learn the value of composing your stack – decoupling the data collection and activation layers to drive more intelligent targeting.

Register and attend “Maximizing Marketing ROI With a Composable Stack: Separating Reality from Fallacy,” presented by Snowplow and ActionIQ.


Click here to view more MarTech webinars.


About the author

Cynthia RamsaranCynthia Ramsaran

Cynthia Ramsaran is director of custom content at Third Door Media, publishers of Search Engine Land and MarTech. A multi-channel storyteller with over two decades of editorial/content marketing experience, Cynthia’s expertise spans the marketing, technology, finance, manufacturing and gaming industries. She was a writer/producer for CNBC.com and produced thought leadership for KPMG. Cynthia hails from Queens, NY and earned her Bachelor’s and MBA from St. John’s University.

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Revolutionizing Auto Retail: The Game-Changing Partnership Between Amazon and Hyundai

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Revolutionizing Auto Retail: The Game-Changing Partnership Between Amazon and Hyundai

Revolutionizing Auto Retail The Game Changing Partnership Between Amazon and Hyundai

In a groundbreaking alliance, Amazon and Hyundai have joined forces to reshape the automotive landscape, promising a revolutionary shift in how we buy, drive, and experience cars.

Imagine browsing for your dream car on Amazon, with the option to seamlessly purchase, pick up, or have it delivered—all within the familiar confines of the world’s largest online marketplace. Buckle up as we explore the potential impact of this monumental partnership and the transformation it heralds for the future of auto retail.

Driving Change Through Amazon’s Auto Revolution

Consider “Josh”, a tech-savvy professional with an affinity for efficiency. Faced with the tedious process of purchasing a new car, he stumbled upon Amazon’s automotive section. Intrigued by the prospect of a one-stop shopping experience, Josh decided to explore the Amazon-Hyundai collaboration.

The result?

A hassle-free online car purchase, personalized to his preferences, and delivered to his doorstep. Josh’s story is just a glimpse into the real-world impact of this game-changing partnership.

Bridging the Gap Between Convenience and Complexity

Traditional car buying is often marred by complexities, from navigating dealership lots to negotiating prices. The disconnect between the convenience consumers seek and the cumbersome process they endure has long been a pain point in the automotive industry. The need for a streamlined, customer-centric solution has never been more pressing.

1701235578 44 Revolutionizing Auto Retail The Game Changing Partnership Between Amazon and Hyundai1701235578 44 Revolutionizing Auto Retail The Game Changing Partnership Between Amazon and Hyundai

Ecommerce Partnership Reshaping Auto Retail Dynamics

Enter Amazon and Hyundai’s new strategic partnership coming in 2024—an innovative solution poised to redefine the car-buying experience. The trio of key developments—Amazon becoming a virtual showroom, Hyundai embracing AWS for a digital makeover, and the integration of Alexa into next-gen vehicles—addresses the pain points with a holistic approach.

In 2024, auto dealers for the first time will be able to sell vehicles in Amazon’s U.S. store, and Hyundai will be the first brand available for customers to purchase.

Amazon and Hyundai launch a broad, strategic partnership—including vehicle sales on Amazon.com in 2024 – Amazon Staff

This collaboration promises not just a transaction but a transformation in the way customers interact with, purchase, and engage with their vehicles.

Pedal to the Metal

Seamless Online Purchase:

  • Complete the entire transaction within the trusted Amazon platform.
  • Utilize familiar payment and financing options.
  • Opt for convenient pick-up or doorstep delivery.
Ecommerce CertificationEcommerce Certification

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Hyundai’s Cloud-First Transformation:

  • Experience a data-driven organization powered by AWS.
  • Benefit from enhanced production optimization, cost reduction, and improved security.

Alexa Integration in Next-Gen Vehicles:

  • Enjoy a hands-free, voice-controlled experience in Hyundai vehicles.
  • Access music, podcasts, reminders, and smart home controls effortlessly.
  • Stay connected with up-to-date traffic and weather information.

Driving into the Future

The Amazon-Hyundai collaboration is not just a partnership; it’s a revolution in motion. As we witness the fusion of e-commerce giant Amazon with automotive prowess of Hyundai, the potential impact on customer behavior is staggering.

The age-old challenges of car buying are met with a forward-thinking, customer-centric solution, paving the way for a new era in auto retail. From the comfort of your home to the driver’s seat, this partnership is set to redefine every step of the journey, promising a future where buying a car is as easy as ordering a package online.

Embrace the change, and witness the evolution of auto retail unfold before your eyes.


Revolutionizing Auto Retail The Game Changing Partnership Between Amazon and Hyundai

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How to Schedule Ad Customizers for Google RSAs [2024]

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How to Schedule Ad Customizers for Google RSAs [2024]

It’s no wonder that responsive search ads have steadily grown in popularity in recent years. Through Google’s machine learning capabilities, RSAs provide a powerful way to automate the testing of multiple headlines and descriptions to ensure a closer match to user intent. The benefits are clear: RSAs mean broader reach, better engagement, and improved performance metrics.

However, all these benefits come at a significant (but reasonable) cost – they can be extremely difficult to manage, especially when it comes to updating ad copy to promote limited time offers.

I know this firsthand – I work with several ecommerce clients with promotions that constantly change. Not too long ago, I found myself going through the consistently tedious process of updating a client’s RSA headlines and copy. As I was making the changes, I thought to myself: “There must be a better way to update this ad copy. I shouldn’t have to use find and replace so many times while pausing and enabling my ad campaigns.”

After expressing this to my colleague, Jordan Stambaugh, the two of us agreed there must be a better way. But we’d have to make it happen. A few weeks later, we put that idea into action and created a more efficient process for updating RSA ad copy on a scheduled basis. If you want to try this process for yourself, just keep reading.

Responsive Search Ad Customizers 101: Basic Options & Execution

Before diving into the process of scheduling automatic updates for your RSA customizers, it’s essential to understand some key Responsive Search Ad fundamentals.

First, you can customize three main options within RSAs: the Attribute Name, the Data Type, and the Account Value. Each of these plays a vital role in personalizing your ads:

  • Attribute Name: This is essentially the identifier for the customizer. It is how you’ll reference the specific piece of information you’re customizing within the ad. For instance, if you’re running a promotion, you might name an attribute “Promotion.”
  • Data Type: This indicates the kind of data the attribute represents and it determines how the information can be formatted and used within the ad. Common data types include Text (for plain, non-numeric text), Percent (to represent percentage discounts), Price (to denote monetary values), and Number (for any numerical value).
  • Account Value: This is the default value for the attribute that you set at the account level. It acts as a fallback if more specific values aren’t provided at the campaign or ad group level.

For example, if you wanted to promote a 10% off discount using RSAs, you’d use the “Discount” attribute, a data type of “Percent,” and an account value of “10% off.” Then, when someone is searching for products, Google would test automatically inserting a copy regarding a 10% off promotion into your ad.

Once you’ve set up the right customization options, you can start to format your RSAs with customizers.

Here’s how:

  • Start by typing in {
  • Click on Ad Customizer then select your attribute
  • Google will populate your attributes that are already uploaded
  • For a simple offer, use the “Default text” attribute as a catch-all. This will ensure your ads run smoothly if Google can’t pull the right messaging from your RSA feed

 

 

How to Schedule Your Ad Customizers with a Feed

Now that we’ve covered the basics, let’s cover how to schedule your ad customizers.

Just follow this three step process:

1. Create the feed

Start by creating two sheets: The Parent sheet, and the Child sheet. The “Parent” sheet will act as the primary data source, while the child sheet will pull data from the parent sheet.

We’ll start by building the parent sheet. After opening the sheet, start by renaming the active tab to “Promotions.” Don’t skip this step, it’s crucial for referencing this range in formulas later on.

In your “Promotions” tab, head to the top row and label columns A, B, and C with the headers of your ad customizer attributes. For example, you might have “BrandSaleHeadline” as your attribute in column A, “text” as the Data Type in column B, and “Shop the Collection” as the Account Value in column C.

Once your headers are in place, move to cell C2. Here, you’ll input the expression =lookup(today(),F:G,E:E). This formula will play a key role in dynamically updating your RSA customizer based on the current date.

Next, go to columns E, F, and G, which will be used to manage your scheduling. In these columns, you’ll list out the different values your chosen attribute might take, alongside their corresponding start and end dates. For example, under the “BrandSaleHeadline” attribute, you might schedule various promotional headlines to appear during different sale periods throughout the year.

Here’s how your sheet might look:

Now look back at the first 3 columns on your sheet. They should look like this:

Now create a second sheet. We’ll call this sheet the Child sheet. It’s going to automatically pull in data from the parent sheet you just created, and will be the one you link to Google Ads later on.

Columns A, B and C will be almost identical to the child sheet, but we will be using a special formula later so we can automatically populate this. So, start by labeling Row 1 Column A “Attribute,” then the next column as “Data type,” then column C as “Account value.” 

Then go to C2 and use this expression to populate the right account value from the parent document: =importrange(“[PARENT DOCUMENT URL HERE]”,”Promotions!C2″)

Your sheet should now look like this:

We recommend adding a date range with default text for any days you’re  not running a promotion. In the example above, we have “Shop Our Collection” appearing as default text.

2. Input attributes

Once you have your feed created, the next step involves inputting your attributes into the Google Ads platform. This can be done either manually or through a bulk upload.

For the manual approach, navigate to “Tools & Settings” in your Google Ads interface, then go to ‘Setup’ followed by “Business Data.” Here, you’ll find an option for “Ad Customizer Attributes.” Click the plus sign to add your attributes. It’s crucial to use the same attribute names that you’ve established in your Parent Google Sheet template to ensure consistency and proper data synchronization.

 

 

Alternatively, if you prefer the bulk upload method, again head to “Tools & Settings.” This time, select “Bulk Actions” and then “Uploads.” For this process, you only need to upload columns A to C from your template. 

Be aware that it might take some time for your uploaded attributes to be reflected in the business data section of Google Ads.

3. Set up an automatic schedule

At this point, you’ve almost finished scheduling your ad customizers. Navigate to Tools & Settings, then Bulk Actions, then Uploads, then click the Schedules tab at the top. Select your Child Google Sheet as the data source, and share your Google Sheet with the appropriate email.

 

 

And there you have it – Google will automatically pull in the data you populated in the sheets into your RSAs.

Common Challenges When Scheduling RSA Ad Customizers

When we test these sheets with our clients in the wild, we’ve uncovered five common challenges. Be on the lookout for these issues – solving them before they happen can save you a lot of trouble down the line.

Not scheduling your upload when the site changes 

The first and most significant hurdle is the mismatch between the scheduled data upload and website content updates. For instance, if the Google Sheet is set to upload at 11 am, but the website changes occur at 3 pm, there’s going to be a discrepancy where the wrong message could be displayed for several hours, or new messaging could appear prematurely. Conversely, if the website updates happen before the scheduled sheet upload, outdated promotions might linger until the new data is imported. Synchronizing these schedules is crucial; it’s best to align them so updates occur simultaneously.

Skipping QA during a message change

Another pitfall is neglecting quality assurance (QA) during message updates. It’s vital to regularly check the business data section to verify that the correct values are in place post-update.

Issues with the IMPORTRANGE function

Then there’s the technical aspect of setting up the IMPORTRANGE function correctly in the Google Sheets template. The ‘child’ template must reliably pull data from the ‘parent’ sheet. If this function isn’t configured correctly, data won’t be imported as needed.

Not sharing access of the Google template for automatic uploads

Pay attention to your access permissions for the Google Sheets template. Google will prompt you with the email address that needs permission to access the ‘child’ sheet for automatic uploads. Overlooking the sharing of your sheet with this address will prevent the system from working.

Having date range gaps in your parent sheet

Lastly, a common oversight is leaving date range gaps in the ‘parent’ sheet. Every single date must be accounted for without overlaps. A practical tip is to have an ‘evergreen’ backup message ready, scheduled to run continuously, ideally through the end of the year, to cover any potential gaps.

Conclusion

Leveraging Google Sheets in conjunction with Google Ads to schedule RSA ad customizers is a game-changer for managing dynamic promotional content. This process not only streamlines your workflows but also ensures that your ads remain relevant and up-to-date, reflecting current promotions without the need for constant manual intervention. 

By adopting this method, you’ll save significant time and effort, allowing you to focus more on strategy and less on the minutiae of ad copy updates. Give it a try and experience a more efficient way to manage your RSAs, keeping your campaigns fresh and engaging with minimal hassle.

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