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How to Measure Content Marketing ROI (The Right Way)

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How to Measure Content Marketing ROI Right: Metrics, Math & Mistakes to Avoid

When it comes to marketing, there is no doubt that content is king. But according to a recent Parse.ly study, 53% of organizations’ revenue goals are not tied to content. This is a major pitfall. If you don’t know how your content is impacting your bottom line, how can you know what’s worth your money and what’s not?

Although many believe that calculating the return on investment (ROI) of content marketing is a mystery that remains largely unsolved, this simply isn’t true. Your content efforts are highly attributable, but there are some mistakes to avoid.

So in this post, I’m going to provide everything you need to get the most accurate picture of your performance.

Table of contents

What is content marketing ROI?

Content marketing ROI is the revenue gained from content marketing as a percentage of the amount you spent on it.

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Some might say there is more to it than calculating how much revenue it brought in, and I agree in part. But if we are being serious, all the metrics in marketing are aimed at the same central goal: driving revenue.

If a content marketing campaign drives traffic, engagement, and awareness, it’s still a failure if it doesn’t positively impact your bottom line.

Take this Google Data Studio dashboard, for example:

content marketing metrics with no revenue tracking

Image source

Data Studio is an invaluable marketing tool, and the metrics it shows are noticeable content marketing gains, but they don’t tell a complete story. You need to understand how much money and effort went into the campaign to see if your hard work has brought about any reward. Otherwise, you can’t know what’s worth reproducing and scaling.

The formula for calculating content marketing ROI

The formula for calculating content marketing ROI is: Revenue from content minus content marketing spend, divided by spend.

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For example, let’s say your total investment in content marketing is $7,500 per month, and the amount of revenue you can attribute to content marketing is $10,000.

( ($10,000 – $7,500) /$7500 ) x 100 = 33.3%.

Your content marketing ROI is 33%. In other words, you’re getting about $1.33 back on every $1 you spend.

content marketing ROI formula

But let’s say you are spending $5,000 on content marketing each month and it’s bringing you 35 users worth $49 each. That’s a return of $1,175.

(($1,175 – $5,000) / $1,175) x 100 = -65.7%.

This means your content marketing ROI is -66%. You’re losing money.

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Why calculate your content marketing ROI?

Having visibility into your return on investment is essential for any content marketing strategy. Let’s take a look at why:

1. Know where to put your investment

I recently spoke to the founder of a SaaS company who wanted to onboard me as a freelance writer. He knew that 80% of his customers, and therefore his revenue, was acquired through the company blog, so he wanted to increase his investment in content and SEO.

He came to this decision because he could tell how well content marketing had helped his company and that blogging was its most important channel.

And side note, he is not alone:

highest ROI channels for digital marketing

In other words, the ability to attribute revenue to a specific channel or content type will empower you to spend your money on what matters the most. After all, content marketing doesn’t work for everybody the same way. You may be finding success in blogging while your competitors may be killing it on social media.

When you dig into your data to get your content marketing ROI, you can understand:

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  • What content keeps your audience interested and converting
  • Where you can cut down on spend
  • Where you need to change your tactics or strategy

2. Secure buy-ins from stakeholders

Though content marketing has many benefits, it costs money. From writers’ salaries to tools and other related costs, there are enough expenses to go around.

When stakeholders gather to discuss business updates, it’s hard to convince them to let money keep flowing into content marketing without first proving to them that it’s bringing more money into the business.

Remember that traffic and sessions are important, but they alone can’t keep the business going. Only income can do that.

3. Attract customers to your services

If you’re trying to get more clients to your marketing agency, tying content to revenue will make it much easier to convince potential buyers to use your services.

When it comes to B2B marketing, the modern-day buyer knows better than to be impressed by mere traffic. “We increased revenue by 70% within x months” is more compelling than “We generated x pageviews in x months.”

I know this because I’ve sold traffic in the past and it’s a hard sell these days. While getting traffic to your website is essential, most B2B buyers want to know how content marketing fits into their bottom line metrics.

How to measure your content marketing ROI right

While there is a clear-cut formula for content marketing ROI, I see a lot people miss important considerations, so be sure to follow these five key tips so you can get the most accurate picture of your content marketing performance.

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1. Have the right tracking in place

To get the most out of calculating your content marketing ROI, you need to be able to attribute returns to specific content types and channels. This requires you, first and foremost, to have the right tracking in place. This means that for all your offers you should be using tactics like:

  • Landing pages and thank you pages specific to content and campaigns.
  • Goals and events in Google Analytics.
  • UTMs or other tracking parameters so you can analyze performance by source, medium, campaign, and content types.

content marketing roi - utm builder by google

You can use Google’s UTM builder to create tracked links.

With these tactics, you can see not only which offers are getting the most conversions, but also which channels or even blog posts are driving the most traffic to those offers.

2. Define and value your conversions

Most businesses have a variety of marketing campaigns where a conversion is not a direct sale. You’ll want to assign a monetary value to that conversion anyway.

For example, if a gated content download brings you an average of 70 leads per month, and out of these leads, an average of 10 of them become paying customers, you can use that to assign a value to leads generated from that campaign, and even traffic to the landing page. We have some tips on how to determine conversion values here.

You’ll need to use your sales team and analytics data (such as through Google Analytics and Search Console), but ideally you’ll use a CRM and automation software, combined with tracked links and campaign-specific landing pages to be able to get the most accurate picture of your content performance.

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Note that a CRM can also show you the different pieces of content a user interacted with during their buyer journey.

3. Know your metrics

In order to assign monetary values to your conversions and get content- and campaign-specific ROI, you need to know what metrics to track. This way you can see if your content marketing is on the right course and if anything needs optimizing or improvement. Here are key metrics to focus on, depending on your goals:

SEO metrics

You can find a full breakdown of SEO metrics here.

  • Sessions
  • Pageviews
  • Impressions
  • Clicks
  • Organic click-through rate
  • Backlinks
  • Impressions
  • Bounce rate
  • Sessions
  • Click-through rate
  • Keyword rankings
  • Domain authority
  • Pages per visit
  • Organic conversion

social media metrics

  • Reach
  • Impressions
  • Audience growth rate
  • Amplification rate
  • Engagement rate
  • Click-through rate
  • Conversion rate

PPC metrics

You can find a full guide to PPC metrics here.

  • Cost per click
  • Cost per thousand impressions (CPM)
  • Cost per lead
  • Click-through rate
  • Conversion rate
  • View-through conversions

Email metrics

  • Opens
  • Clicks
  • Open rate
  • Click-through rate
  • Conversion rate
  • Bounce rate
  • Subscribers
  • Unsubscribes

4. Gather ALL of your costs

This sounds obvious, but it is where most content marketers get it wrong. There are lots of content marketing tools you use that you need to take into account. Consider:

Costs of content production

In addition to the payments that you make to freelance writers. It includes the cost of:

Costs of content distribution and optimization

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Content distribution channels include paid, earned, and owned. Many of them are free, like Facebook, Reddit, and Quora, but you might also be using:

earned vs owned and paid content marketing

You can make rough estimates with your tools. For example, let’s say you pay $100/month for a content optimization tool and you publish 10 posts per month. You can say each article costs you $10 to optimize.

5. Remember that it’s not going to be perfect

Let’s say a potential buyer comes across one of your blog posts for the first time while seeking a solution to a particular problem. They note that your brand is a potential solution but aren’t immediately ready to buy it. Two weeks later, they look you up on Google and read more about you before eventually landing on your website again, where they sign up for a free trial. The channel they came in from will be attributed with the conversion, but what about the blog post that made them aware of your business in the first place?

If you have a content marketing funnel, those top-of-funnel offers are going to be harder to track. All that is to say that you won’t be able to capture every aspect of your content marketing ROI in detail, but you can get pretty close with the tips I’ve provided. Just be aware that cases of underreporting are more likely than overreporting.

content marketing funnel

Start calculating your content marketing ROI today

While calculating the ROI of content marketing isn’t rocket science, it can be easy to miss important details and create unnecessary confusion for yourself. But with the tips I’ve provided, you should be able to get a pretty close calculation so you can understand and improve your strategy.

To recap:

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  • The content marketing ROI formula is (return – cost  / cost) x 100
  • Knowing your content marketing ROI is essential for knowing how much of your budget to invest in content, and to which channels.
  • To get the most accurate measurement, you need to have tracking in place, conversion values determined, and the right metrics in mind.

About the author

Ali Faagba is a content strategist and writer for SaaS and B2B brands. He loves product-led strategy and tests his SEO assumptions at Content Marketing Profit. Bylines include Entrepreneur, Zapier, CoSchedule, and more.

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11 Actionable Ways to Build Client Relationships That Last

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11 Actionable Ways to Build Client Relationships That Last

Some agencies manage to build a steady client base that strengthens over the years, while others ride roller coasters and eventually close up shop. What’s the difference? Client relationships. Strong client relations make for greater success with projects and campaigns, loyal clients who stay with you longer and refer new clients, and a better reputation for your brand. Even better, they make everyday work more enjoyable for all.

So what makes for a strong client relationship? The same traits that define any good relationship: awareness, communication, empathy, dependability, accountability, honesty, and the list goes on.

In this post, I’ve compiled 11 ways your agency can demonstrate the above and more to achieve the best possible outcomes for you and your clients. I’d say happy endings, but good relationships don’t really end.

Table of contents

Why are client relationships important?

It’s easy to skim over the importance of creating a strong relationship with your clients—you know you have to do it. But when you dig into how it helps your agency grow, you can be more strategic about it.

Reduces churn

It can be 25 times more expensive to acquire a new customer than to keep an existing one. You also have a much higher probability of selling a new agreement to a current client than closing a deal with a new one.

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A strong client relationship helps you weather rough patches and identify clients who are at risk of leaving. Both will help you reduce customer churn.

Increases referrals

Customer referrals are an extremely important source of new clients for your agency. That’s because referred customers are more likely to buy, are more loyal, and spend more on average than non-referred customers.

When you have a strong relationship with your clients, you can ask them to give reviews and refer other businesses. That’s especially helpful if your agency serves a niche industry where everyone knows everyone else.

Provides opportunities to learn

Have you ever wanted to know how a new regulation would affect your clients? Or how to best sell a service like PPC? When you have a rock-solid relationship with your clients, you can ask them.

It takes time to build that sort of comfort, but when you do, your best clients become your agency’s de facto advisers.

📣 Learn how 300 marketing agencies manage services, pricing, and challenges in our State of the Digital Marketing Agency report.

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How do you build client relationships that last?

In the following list, you’ll find actionable ways to improve client satisfaction and build mutually beneficial partnerships, with input from PPC agency experts like Mark Irvine, Francine Rodriguez, Akvile DeFazio, and Susie Marino.

1. Gather “hard” and “soft” information

A strong agency-client relationship starts before the client even becomes one. You know that you need as much information as possible about your client to come up with a winning proposal. But the solution you come up with isn’t going to establish a meaningful connection between you and your potential client. It’s how you present that solution with respect to both the business’s goals and the personalities and values of the team you’ll be working with.

This means collecting “hard” information like:

  • Products and services they offer
  • Target audience and the end-users of their product or service
  • Top three competitors
  • Prioritized list of goals and challenges
  • Strategies that have worked and not worked in the past
  • Software are they currently using
  • Budget

But also “soft” information like:

  • What they define as success
  • Their future hopes or anticipations, like scaling, adding on new offerings, etc.
  • The company’s mission, beliefs, and values, and unique selling proposition
  • What makes them different from their competitors
  • Hobbies, interests, and preferences of the individuals you’ll be working with

strengthen client relationships emotional vs logical intelligence

Think with both sides of your brain when gathering information about your client.

Building emotional intelligence about the team you’ll be working with will help you to make communication more personalized as you move through these initial phases of your journey together.

Side note: Be prepared to answer their questions too! Even their non-PPC questions.

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2. Internalize that information

This is the information you’ll be not only including in your proposal, but applying throughout your actual execution and ongoing communication with your client. Take the time to really internalize it so that it shines through organically in everything you do.

  • Gather the information in person (or video): Body language and facial expressions tell a lot. Take note of what gets them excited (and not so excited). Also, be sure to send out a list of the questions you’ll be asking far in advance so the client can have time to think about answers and produce follow-up questions.
  • Iterate back: As you listen, iterate back to your client what you have interpreted so you can make sure you’re crystal clear on the information you’re receiving. Remember, incorporating the tiniest details into your proposal and execution is what will give your clients confidence that you truly understand their needs.
  • Templatize: Have an internal templated document where you can collect all of the information you’ve gathered in one place. This gives every team member something to continually refer back to, and the uniformity makes it easier to internalize.

3. Go above and beyond with your proposal

    From a project standpoint, your proposal shows what you’re going to do to achieve your client’s goals. From a relationship standpoint, it’s your opportunity to reinforce, once again, that you have a deep understanding of your client—both the business and its team members. Speak to both the client’s business goals as well as the more personal pain points and desires of its employees.

    To do this, think in terms of “what,” “why,” and “so that.”

    • The what refers to what you’ll be doing from a process standpoint.
    • The why ties the process to one of the business’s specific goals.
    • The “so that” speaks to the pain point it will address for the business’s team members.

    For example, we’d like to ramp up ad spending in the latter half of the month to drive more signups so that your sales team isn’t scrounging for leads. Just be sure to use the language that your clients used in the initial information-gathering process.

    This strengthens that partnership feel. You’re not just looking to achieve goals, you care about the individuals impacted by them.

    how to strengthen marketing agency client relationship with a winning proposalhow to strengthen marketing agency client relationship with a winning proposal

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    4. Have an onboarding process

    This is one of our customer retention strategies as well. Once you get started, there will be more points of contact added to the roster for both sides. A streamlined onboarding process will set the stage for the clear communication and seamless execution needed for a strong and long-lasting client relationship to form. During this process, you may want to:

    • Mail them a welcome kit: Send along some giveaways like branded swag, a greeting card, and additional goodies based on the more personal information you’ve collected.
    • Take care of housekeeping: Make sure each of you has the access needed for tools, accounts, and dashboards.
    • Have a kickoff meeting: This is to ensure everything is lined up for perfect execution. You’ve also become pretty familiar with one another at this point. This is a good time to have a more informal atmosphere.

    🛑 Free guide >>> The 6 Absolute Best Strategies to Grow Your Digital Marketing Agency

    5. Treat clients like partners

    Treating your client like a business will make your relationship purely transactional (i.e., no relationship at all). Treating them like family leaves too much room for miscommunications and unmet expectations.

    Treating your clients like partners, on the other hand, sets the stage for a healthy mix of personal, purposeful, and transactional encounters where both your and your client’s identities are preserved, and each of you supplies the essential ingredients for success.

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    • Embrace the truth: Remember that at the end of the day, both of you are businesses that want to make money. There’s no need to skirt around that. They need your service to generate revenue, and you need their continued business to generate yours.
    • Maintain structure with some fluidity: Keep deliverables clear and stick to the intended plan as much as possible, but always leave the door open for input and feedback.
    • Let them in: While some of your tools and processes may be proprietary, give them access to dashboards and data when possible. Let them in on (non-confidential) tidbits about your agency that “outsiders” wouldn’t know. Their earning your trust is just as important as you earning theirs.
    • Stay honest: This means giving pushback on your client’s desires or requests that may not be best for long-term success (wants vs needs). A good partnership is not one where both parties constantly agree; it’s one where the two parties come together with different perspectives to bring to the table, resulting in better output than either one could have achieved on their own.

    6. Be proactive rather than reactive

      Akvile DeFazio, President of AKvertise, makes this a priority with clients.

      Her team makes sure to proactively:

      • Share ideas and propose new campaign strategies.
      • Forewarn about upcoming platform changes and any action required.
      • Educate the client to empower them further.

      “This shows care and builds trust, and our clients share that they appreciate our diligent proactivity,” she says. “When we work with clients, we aim to be a seamless extension of their team and genuinely embed ourselves as so. When they win, we win, and proactive communication is the key to success for all.”

      7. Be empathetic rather than defensive

      This recommendation from Mark Irvine, Director of PPC at Search Labs Digital, ties back to the partnership mentality in tip #5. The scenario here is that your agency is doing great work. Performance metrics continue to climb. But the client is upset. They aren’t seeing new business come in.

      “A wrong response here is to dig your heels in,” Mark says. “Telling them that their business is doing fine is at best tone-deaf. Instead, let them talk it out and listen to them. This may even lead them to discover the problem is in their other marketing or sales teams.”

      If this ends up being the case, Irvine recommends that you take yourself out of the problem to prevent it from becoming an “us versus them” situation. Take the approach of teaming up together to come up with a solution. Use language like:

      • “I see what you’re talking about.”
      • “This is a valid concern.”
      • “That really is frustrating, we’re glad you brought this up with us.”
      • “Let’s make a plan to review this and report back with some solutions to remedy this.”

      Position yourself as a partner in their campaigns. Value their feedback. Even if you’re an expert, allowing them to work with you will help build a long, trusting relationship.

      “And remember,” Mark adds, “if you dismiss or fight their concerns, there’s an agency sales rep somewhere else who will be happy to listen to them vent about you all day.”

      8. Establish structure around communication

      Brett McHale, founder of Empiric Marketing, LLC, provides some great tips around communication and setting boundaries:

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      Stay away from being “always available

      Being always available, whether through Slack or other forms of direct communication, blurs the ever-important work-life balance. It can also distract you away from other clients.

      Hold regular meetings with actionable takeaways

      Instead, establish weekly or bi-weekly meetings to check in, review performance, and answer questions. “I always have some takeaway or action item from those meetings,” Brett says. “This keeps me accountable, and when I deliver on things that I say I’m going to do, it helps build trust with the client.”

      Use email and instant messaging

      Brett says, “Email can be very robotic, and I try not to be too professional or polished all the time. Communicating with clients directly via a messenger helps to build rapport and have a more laid back ‘human-to-human’ relationship.”

      He suggests designating instant messaging for urgent matters and email otherwise. This cuts out the back-and-forth emailing and also reassures your clients that while you may not always be available, you will never leave them hanging.

      how to strengthen relationships with clients the seven c's of effective communicationhow to strengthen relationships with clients the seven c's of effective communication

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      9. Share your concerns early

      This suggestion from Mark Irvine is particularly relevant to the many changes happening in the advertising realm lately. The scenario here is that your client has big plans and aspirations, and you want to say yes to everything they want. But in the back of your mind, you’re not sure if they can create that audience in Google or build that campaign on Bing. You’re unsure of how the new iOS updates will impact their Facebook targeting.

      “Don’t nod, say yes, and then stress,” Mark says. “You lose trust with your client if you say you can do something and then can’t, even if that’s not your fault.”

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      Instead, show your expertise by sharing your concerns. Practice saying:

      • “That’s a really good idea. I know that some ad policies might come into play as we explore it, so let me double-check those first.”
      • “This new change could pose some challenges to us. I’ll keep an eye on it as it changes over the coming days.”
      • “It’s tough to say what this means for us yet, but I wanted to make sure we all knew about it in advance.”

      If you really have to put your foot down, try something like:

      “We agree that this is a great idea, but we can’t in good conscience proceed with it until we know that it won’t cost you in the long run.”

      Be transparent and ask them for their trust. Most of the time, you’ll come out as the person who helped them navigate through uncertainty, and they won’t forget that.

      10. Embrace small talk

      Small talk often gets a bad rap, but Susie Marino, WordStream’s Senior Content Marketing Specialist and former Customer Success Specialist, has found that it actually helps with building strong client relationships.

      “I know it can feel cringey or uncomfortable at first, but just go for it,” she says. “You’d be surprised at how receptive clients are. Next thing you know, you’ve got a great rapport going, and the banter at the beginning of meetings becomes more meaningful.”

      “People love to talk about themselves, and clients are no different,” Susie adds. “When you ask them about how that home garden is coming along, they’ll be pleasantly surprised. These conversations reveal how much you truly care.“

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      Clients are people who like to work with real people who also have personalities and personal lives. If you don’t show a touch of personality with small talk, it will be harder to stay connected and to demonstrate your genuine care, outside of campaigns and metrics.

      11. Establish quarterly business reviews

      Francine Rodriguez, former Senior Manager of Customer Success at WordStream, believes that quarterly business reviews are essential for client retention.

      “I think all agencies get into a cycle of monthly reporting and proving that deliverables were completed,” she says. “It is important to take that step back once a quarter and have a focused conversation on high-level strategy.”

      The QBR allows the agency and the customer to reflect on new goals, the efficiency of strategies taken in the past, and what needs to pivot for the future.

      It is also a time to allow your customer to provide insight into how their business goals are changing and perhaps what strategies outside of the agency’s scope they are also planning in the near future. Having that dedicated time to talk without existing action items on the table is a great way to strengthen the relationship, create trust, and become better partners.

      It may also lead to surprising discoveries, where an agency could find opportunities to upsell its customers into new services. If your agency is doing QBRs now and your conversations don’t look any different from your regular monthly check-ins, it is time to change the format!”

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      Start cultivating strong relationships with your clients today

      Strong agency-client relationships are built on virtues like trust, reliability, transparency, and personability, and they result in greater outcomes for everyone involved. If you find that you’re lacking in productivity, loyalty, or the overall feel of harmony with your clients, see if you can adopt or improve any of these strategies for your agency:

      1. Gather “hard” and “soft” information about your client
      2. Internalize that information
      3. Go above and beyond with your proposal
      4. Have an onboarding process
      5. Treat clients like partners
      6. Be proactive rather than reactive
      7. Be empathetic rather than defensive
      8. Establish structure around communication
      9. Share your concerns early
      10. Embrace the small talk
      11. Have quarterly business reviews

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Google change the meaning of “Top Ads”

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Google change the meaning of “Top Ads”

What is Top Ads in world of Google? well it’s changed. Today Ginny Martin, Ads Product Liaison at Google shared a subtle but potential significant change of definition of Top Ads. If your deep in the detail of paid search campaigns on Google this is the kind of tweak that’s easy to miss.

Now Google’s documentation reads;

Google change the meaning of Top Ads

Top ads are adjacent to the top organic search results. Top ads are generally above the top organic results, although top ads may show below the top organic results on certain queries. Placement of top ads is dynamic and may change based on the user’s search.

Google’s official documentation

Ginny clarified on LinkedIn that this is a definitional change (as ads can appear above the organic result or below for certain queries) and doesn’t affect how performance metrics are calculated. And that the definition update clarifies that top ads may show below the organic results for certain queries. Although, for most queries, ads will continue to appear at the top of search results.

Why make the change? Anthony Higman suggested it might be due to the change in how some ads are being presented like in the screenshot below and the general shift towards more SGE on the SERPs and the consequences that change in user experience might have on ad placement. And does seem part of increased amount of experimentation on where ads appear on search engine results pages.

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1711605382 993 Google change the meaning of Top Ads1711605382 993 Google change the meaning of Top Ads



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Dynamic UTM parameters for LinkedIn ads are here!

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A simple graphical illustration of a road with a directional sign pointing to the right against a blue sky background

Praise be. For LinkedIn have just announced the arrival of Dynamic UTM parameters.

A simple graphical illustration of a road with a directional sign pointing to the right against a blue sky background

This is big news because manually configuring the campaign UTM tracking for each URL you use within a campaign can be is a cumbersome, convoluted, time-consuming process. It’s also one which can occasionally (or, let’s be honest, more than occasionally) lead to errors.

Dynamic UTMs automate the process and will mean you only have to get it right once. That’s because you’ll create your parameters once per campaign, instead of countless times.

How they say dynamic UTM parameters work

Marketers – only one time per campaign – will add a dynamic UTM parameter to their campaign and then we’ll automatically pull in the account, campaign and/or creative name into the destination URL so it can be picked up by analytics tools, allowing marketers to more easily analyze results.

If you’re not seeing dynamic UTM tracking within your LinkedIn ad campaigns already, you will soon. They’ll be rolled out globally by the end of this month.

As you’ve almost certainly been deploying dynamic UTMs across your Facebook and Google Ads campaigns for years, it is indeed about time.

But as the famous Chinese proverb goes:

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“The best time to plant a tree was 20 years ago. The second best time is now.”



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