When Data Just Isn’t Enough: The Hidden Context that’s Key to Content Loyalty

Posted by ronell-smith

(Image source)

When the client asked to “go mute” during our monthly client call, there was no reason to sound the alarm. After all, being able to talk through what they’ve heard as a team, in private, was normal. But when the always-skeptical global marketing director said the COO (who has been in the room for the 10 minutes of analytics discussion) wants to take the discussion offline for a bit, but wants you to hold on, I knew things had likely gone off the rails.

“Thanks for holding, you guys,” says the head of marketing upon taking the phone off mute after what seemed like an eternity. “Tim was just in here, and he had some questions about the data. He expressed concern that it appears [the team] is simply regurgitating a bunch of numbers.”

After it was explained that the numbers actually exceeded everyone’s expectations for how the site would perform after the redesign, the link detox and having new content in place, she made things crystal clear.

“Let me cut to the chase,” she said. “The numbers are great. We’re happy with the numbers. But this the same thing our last agency provided us: great data. What we’re looking for is someone to share what the data is telling us about what to do in the future, so we can focus only on those areas that are likely to benefit the brand. We’d like to know what will help us attain success in the future, not what [your team] thinks will lead to success in the future.”

What this client needed was the Oracle of Delphi, not someone to analyze their data.

But she was right. They were looking for all-important insight, insight that could not be gleaned from data alone. However, this agency and all the others she’d worked with had led her to believe the data is gospel. Follow it to the Promised Land.

She knew better.

Data alone is never enough.

Though many in online marketing prefer to see data as the be-all and end-all, at best data alone tells us what’s likely to be effective in the future. It does not provide the “if this, then that” clarity we crave.

The more we share “according-to-the-data” insight, the more we walk a tightrope that never ends. Data tells us what happened, can yield great insight into what’s likely to happen, and is at its best when used to discern what is happening.

However, in the real world, things change constantly and often without warning, a fact that cannot be accounted for via data alone.

“[Data] is an abstract description of reality,” writes Jim Harris on his blog, Obsessive-Compulsive Data Quality. ”…The inconvenient truth is that the real world is not the same thing as these abstract descriptions of it—not even when we believe that data perfection is possible (or have managed to convince ourselves that our data is perfect).”

To be sure, data is integral to attaining success in the information-rich online marketing arena. Everything from our websites to our campaigns to conversions depends on it. In fact, data is a large part of what sets online marketing apart from traditional marketing, which can, at times, feel like so much guesswork.

But over the course of the last two years, through interviews with more than 300 folks in the content marketing/inbound marketing space, I’ve come to realize that many wonder if data (insofar as how it’s used to make decisions) isn’t as much a curse as it is a blessing.

(Image source)

In conversation after conversation, I’ve heard CEOs, SEOs, CMOs, PPC nerds, and content folks say the same things, which is summed up nicely by these comments from a director-level SEO at one of the most successful agencies in the US: “Even in those cases where we deliver to clients data that far exceeds their expectations, they often fire us. Heck, especially when we deliver those amazing results, they fire us.”

I think this occurs for one of two reasons:

  1. They realize data doesn’t yield the solution they’d hoped for, or
  2. They falsely believe data highlights the end-game, meaning they can now thrive on autopilot.

As any of us working in online marketing can attest, nothing could be further from the truth.

Data is an important part of a large picture, one that is as nuanced and as varied as it is ever-changing.

Because of that, we need context.

“Data doesn’t come with context,” says Tim Gillman, an analytics nerd at Portent Interactive in Seattle. “For example: measuring content. If your data says people spend ~15 mins reading your post, there’s always the chance that they simply left their computer for awhile. You don’t know for certain they were loving your content.”

I struggled with this reality for months, wondering what, if anything, could be done to bridge this gap, which would allow us to (a) be given the time to do quality work for our clients and (b) have clients realize the efficacy of our efforts.

I read big data and data science books, started following the words and works of big data nerds active on social media, in addition to listening to podcasts, watching YouTube videos, and talking to as many people as I could to discern how we, as online marketers, can be successful.

Training ourselves to think about data differently

In the end, it was the sage words from Harvard Business School professor Clayton Christensen that helped me gain some clarity.

Data, at best, can only tell us about the past, he writes. It cannot help us see into the future.

For that, he adds, we need a theory for helping to explain what’s likely to happen. Taken together, both data and theory, serve to provide us with the building blocks of what can become the framework for success we crave.

To make this work, he says, we must go “dumpster diving” — hanging out in the real world, observing and noticing how things occur in real life — which will lead us to more effectively posit the hows (things really work) and whys (they work as they do).

Then, once we have the data, we use it to empirically assess the observed behavior, devoid of emotion.

The framework looks a lot like this:

  • Observe – Dumpster-diving in the real world
  • Theorize – Posit the how and the why
  • Test – Assess and compile data
  • Construct – Develop a framework for future efforts

With this model, we’re training ourselves to think about data in a different, but no less valuable, way. In the above scenario, data is an important part of the equation; it is not treated as the equation in its entirety.

This, to my mind, gets us closer to seeing data in the proper context. That is a part of the solution. But changing how we think about data won’t allow us to keep clients any better, won’t immediately make us better marketers and cannot, by itself, lead to better overall decisions being made.

For that to occur, we have to change two things: the data we act upon, and how we choose to act upon it.

A framework for finding your data goalposts

(Image source)

Without knowing it, Matthew Brown at MozCon 2015 provided us with the veritable playbook for how to use data to improve our content marketing efforts. During his talk, which was one of the best of the entire event, he highlighted the key to content marketing success: content loyalty.

The more loyal our audiences, the better able we are to sustain our content marketing efforts. (A loyal audience comprises the folks who most frequently visit your site.)

The key, Brown said during the talk, is to find the goalpost that helps you determine content loyalty for your brand, then optimize for that metric. So, instead of chasing Likes, shares, or links to your content, you’re focused on creating loyal visitors to your site.

This is important because one of the reasons content marketers end up getting lost down the data rabbit hole is we too often chase the wrong metrics (e.g., they highlight activity but don’t lead to conversions) or we attempt to track too many metrics, most of which don’t lead to the goal we, or our clients, are hoping for.

Here’s how such an effort could work for your brand, using the OTTC framework borrowed from Christensen’s work:

  • Observe
    Determine what comprises “loyal visitors” for your brand. It could be visits per day, per week, or per month. This is the crucial first step. Get this wrong and nothing else matters. What you’re looking for is the metric that correlates with visitors becoming loyal to your site. Put simply, you’re looking for the gotcha that says “These folks are now loyal visitors.”
  • Theorize
    Gather the team and spend some time thinking through what it is about your site and/or content that likely leads to these audience members becoming loyal fans and followers. Is it the length of the content? The number of images? The author? The amount of content above the fold? The number of ads?
  • Test
    Use the information gleaned from that meeting with the team to begin testing the various on-page elements until you have a good idea of what it is that leads folks to become loyal. This is the fun part. To make it even more rewarding, you can rest assured that many of your competitors won’t be following suit, as many of them are content to guess at what works, then throw more of the same at the wall.
  • Construct
    Develop a process by which you continue to optimize for content loyalty, in large part by creating the types and formats of content that you’ve uncovered as leading to content loyalty. Keep in mind, however, that this process is not static, as your audience’s needs are likely to change with time. But by analyzing the data, dumpster diving by interacting with the audience via emails, polls, Q&A, and sundry other methods of staying connected, your brand will be in great shape to continue putting the ball through the uprights.


This is a post I thought long and hard about writing. During this quest to better understand data and shine a light on how to make it work for us and not against us, I’ve developed a deep, sincere fascination for big data and the role it can play in answering some of our biggest questions.

I’m in no way anti-data. Hardly. What I’m against is the “data-tells-us-all-we-need-to-know” mindset I so often encounter.

I’m hopeful that, in the future, more and more of us are willing to be honest with ourselves and our clients, acknowledging what we know to be true: the data alone won’t save us.

Sign up for The Moz Top 10, a semimonthly mailer updating you on the top ten hottest pieces of SEO news, tips, and rad links uncovered by the Moz team. Think of it as your exclusive digest of stuff you don’t have time to hunt down but want to read!

Moz Blog

November 19, 2015  Tags: , , , , , , , ,   Posted in: SEO / Traffic / Marketing  No Comments

The Content Marketing Campaign Playbook – Guaranteeing Success in 2016

Posted by SimonPenson


Stage One: Setting expectations and objectives

Stage Two: Audience understanding

Stage Three: Brand activation

Stage Four: Campaign plans

Stage Five: Finding the right prospects

Stage Six: Social

Stage Seven: Retargeting

Free downloadable campaign planner


“How do I know if my content campaign is going to work?”

This question is the one I get asked more than any other at present, and for good reason; creating hit content, consistently, is one of the biggest challenges in marketing.

I’m certainly not going to pretend that every piece of content I’ve ever been involved in has been a hit. In fact, the opposite is probably closer to the truth — but failure teaches you much more, and allows you to iterate faster.

The result of that heartache and frustration is a process I want to share with you today, one that’s designed to maximize the possibility of success with content campaigns.

It is also important to point out here that I’m not talking about content strategy or the wider picture, but specifically those bigger campaigns that should punctuate your wider marketing plan.

The difference between good and bad ideas

So, why did we fail so many times? Why were truly exceptional campaign ideas not hitting the mark?

The answer to these questions lay both in our ability to answer a handful of very simple questions, and understanding how to align the various marketing disciplines required to ensure you deliver.

Let’s look now at the process that has made the difference between us delivering content that, while good on the face of it, didn’t deliver the objective, and the pieces that absolutely flew.

Put another way, the process that makes the difference between a campaign asset like the one below — which smashed every one of its key objectives — and one of the many that seemed like a good idea, but just failed to “fly.”

I’m sharing this example, not because it was our best-performing piece, but simply because it was the first time we saw the benefits of getting the process right from the start.

The objective for the piece was a sampling exercise: to get a challenger brand’s condoms into hands of 5,000 targeted men with a relatively small budget.

The resulting piece was an interactive quiz designed to capitalize on the “Fifty Shades of Grey” noise, as it coincided with the film’s launch. It worked by asking the site visitor a number of questions about their sex life before presenting them with a result between 0–50. The “Greyer” you were, the higher the score.

There were then calls-to-action around social sharing, further learning, and the main “sample request” option.

The piece was so popular that all 5,000 sample requests were taken up in just two days. The Buzzfeed post on it received 2,100 views in the first week, and ten major national websites covered the concept, in addition to numerous smaller blogs.

Facebook traction was also very impressive, with more than 4,500 post “Likes,” 560 comments, and an average engagement rate of 7.4%.

So how was this made possible? Let’s walk through the same process that spawned it now…


Setting expectation and objectives

Ground Zero for any successful campaign is objective setting. The process is still overlooked by many, but before you start, you must define what success looks like.

And that MUST come topped off with a healthy serving of realism.

If your budget is a couple of thousand pounds (or dollars) for the entire piece, then you must be honest about what this may achieve — both as a standalone piece and as part of the wider content strategy it sits within.

You must also be clear about where the value is coming from. Is the piece a brand play or a performance marketing effort? Metrics that may suit each of these can be seen below:

Brand content metrics

  • Dwell time
  • Social sharing
  • Eyeballs reached
  • Sentiment
  • Visits

Performance marketing content metrics

  • Visits
  • Leads generated
  • Effect on organic search visibility
  • Citations and links earned

There are many others, of course, but for a campaign to be measurable, you should set clear and realistic KPIs against any of these relevant to the campaign.

For instance, in the earlier example we talked through, the KPIs were simple and we captured them in a format similar to the one below:

Main Objective: Obtain 5,000 product sample requests and reach 100,000 new “eyeballs.”

Secondary Objectives: Improve social engagement, gain coverage on high-profile sites, and increase traffic to the site during the campaign period.


PR Placements: 6+ high-profile site placements (notional Hitwise Traffic target of 100,000 for those pieces).

Social: Organic – Reach: 75,000; Engagement: 5,000 | Paid – Reach: 250,000; Clicks: 20,000.

Visits and actions: Doubling of traffic to the site during campaign period and 5,000 sample requests.


Audience understanding


Once these KPIs are set and agreed upon, the next phase is to center your thinking on the audience with whom you want to engage, in order to achieve those objectives.

For the example campaign, the target market was relatively broad, but ended up being focused on females in the 18–34 range. The insight from the brand was that the trialling needed to understand that, and required a process for collating all known customer information — allowing us to create Campaign Personas.

I have written previously about how you can extract data from social to inform audience understanding, and while Facebook has changed Graph Search a lot since penning the piece, there is still value in following some of that process.

Also worth a read on the wider persona process is this excellent guide by Mike King. It contains a huge amount of information on how to leverage data to build an accurate picture of your customer or clients.

Creating campaign- or distribution-specific personas allows you to focus very clearly on creating the right content, angles, and distribution plan to hit those key objectives.

To do that, however, you must first dive into the data.

The starting points for this are existing marketing insight, social data, and/or output from Global Web Index, a SAAS offering (and paid-for tool) that allows you to mine a vast swathe of Internet usage data. Many of the ad platforms you use buy this data to power their own targeting.


From social, you can extract data that helps add richness to the picture and how much time people spend on any particular platform. However, GWI aggregates that information and allows you to produce insights such as in the example below.

From this kind of data, you can plan a detailed, focused, and informed social distribution plan as part of the wider seeding strategy.

What’s also interesting to know is both the type of content this audience currently engages with and also how they believe your brand fits within that picture.

Mistakes are often made when businesses understand what the people they want to attract consume, without taking into account if the brand has the right to play in that specific space.

The good news is you can easily gain insight into both of these areas.


The starting point for this insight piece is a dive into Google Display Planner. This free tool is designed to help media planners with display ad targeting, but its data can also be used to understand which sites a select demographic may frequent.

In the example below, you can see we have entered a couple of keyword interests and a topic interest to form a target demographic.

By clicking that “Get placement ideas” button, you’re entered into the main dashboard where you can further refine everything, from age and gender to device use and back again.

A section I use quite a lot both for paid and PR targeting (as well as for initial audience insight) is the Individual Targeting Ideas > Placements > Sites drill down. This gives you a list of sites visited by your “audience,” which can be downloaded into a CSV file and sorted based on a number of metrics, including traffic, popularity, and more.

This then allows you to select a small number of sites that will most likely be visited by those thinking about your product or service for the next level of analysis.


To understand what they’re into, you must now drill into what your audience shares most on those sites. The best tools for doing that are Ahrefs’ Content Explorer and Buzzsumo.

Taking a random site from the list we created, we can now look at the most-shared content on the site.

For this specific task, we’ll use the former, selecting the “Top Content” option within the main Site Explorer:

Here, we can see the most shared and linked-to assets, and start to understand the sort of content our audience wants to engage with.

We can also make this picture even richer by then looking at a “whole-of-market” view and typing in associated topics into Buzzsumo. This then gives us a full list of the most shared content pieces in a broader sense.


Brand activation

As already discussed, however, not every brand can cover every subject, or has the right to do so — understanding this is key to success.

To get a fuller picture here, qualitative survey data is needed. To paint this picture, we will again turn to Global Web Index data. In the absence of such a tool, a quick survey of existing visitors will give you this critical insight.

Below, you can see the answer to what this target audience expects to see from the brand. This doesn’t mean specific content ideas, but rather the type of content it has the authority to produce in the eyes of the audience.

As we can see here, the brand is looked to predominantly as a source of information and knowledge sharing (great brand-as-publisher strategy opportunities!).

It is also clear, however, that they want to engage with the brand and expect relevant, timely content — an important point we will come back to later.

So, we now understand a little more about our audience’s needs and we can use this alongside existing research data and customer knowledge to create personas specific to the campaign.

In the example we’re walking through, those personas were as follows:

The image above is a simplified version and we always use our persona template, which you can download here, to ensure we paint a thorough picture.

The point here is to humanize the data. The mind processes all that information in a much more structured way if you do this, and that means you end up making more precise decisions in how and where you target the campaign.

Personas also make it much easier to scale data understanding outside the group that created them. By having a shared “face” to each segment and trying to align each one to a famous person, it makes it much easier to ensure there’s a shared understanding across the whole working group.

Once this stage is set in stone, the next phase is to move into the campaign idea itself.

Ideation – informing ideas with data

At Zazzle we use our much-publicized ideation process as the basis for this process and it is something I have written about previously for Moz.

The principle is that you create left-brain structure around the creative process to ensure you can consistently output great ideas based on the objective.

We follow a 13-step process for doing this, which starts with an underpinning of the ideas against the objective — ensuring that they will achieve it — and defining the content types (as in infographics, video, articles, etc.) relevant to the audience we want to reach.

This process will always unearth great ideas, but not always ideas that fly from a campaign perspective — and for a long time we really struggled to understand why.

It was an anomaly that perplexed us for several months and it took a session of digging into feedback from journalists at real scale, as well as work on the entire distribution process, to really figure it out.

The answer boiled down to not asking the right questions of each concept at an early enough stage, and it required a reversal in how we plan the campaign as a whole.

Testing ideas

The result was a new process that included a session at the end to ask questions of each and every idea recorded to ensure it is “fit for purpose.”

1. Why now?

The first and most important question is, “Why are we doing this now?” We learned the hard way that an idea can be the best idea in the history of content marketing, but if it hasn’t got a “news hook,” you may well be fighting a losing battle.

Such an angle can be manufactured with a little forethought, of course, so this doesn’t mean that only “newsy” content will work.

For instance, if we take a look at a piece on a subject such as finance, there’s always a way to weave a new study, political opinion, or law change into the campaign to give it that critical “run it now” message.

Without it, a journalist or blogger — almost all of whom are motivated by news and trends — will have something more important to run before your piece, and it may just get lost in the noise.

2. What’s the angle?

If your idea passes the first stage of questioning, then the next phase is to look at how you may break that news angle down into a series of angles, or exclusives.

While having one really strong “story” can be enough, it is much better to be able to present a number of different flavors on the same thing. That way, when pitching it, your PR team will be able to approach a larger number of sites with that exclusive they all hunger for.

Below you’ll see an example of how this may work. In this case, we designed a series of exclusive angles for the idea we ended up opting for (an interactive quiz based on the “Fifty Shades of Grey” hype). The data-informed rationale behind it was as follows:

  • Why now? – “Because the film is launching.”
  • Why this? – “There’s a huge existing conversation in this area and we can tap into it. The audience is also perfect.”

As you’ll see, there are a number of clearly different angles here supported by supplementary content.

This process then actually shapes the way you build the assets themselves, ensuring that you maximize potential reach.

3. Who is it for?

Once you have established it has legs as a trending opportunity campaign, the next stage is to work hard on understanding who would be interested in it, and where you may find them online.

As we now have several exclusive angles, we can go back to our personas and add an extra layer of detail to define which ones would be interested in each angle/story.

For instance, we know that the free condoms giveaway is most likely to resonate with our male persona, and so we want to push that through relevant websites and social channels more attuned to that audience.

4. Where will we find them?

There are myriad tools and ways in which to do this, enough for a post in its own right, but while I can’t share every one, it’s worth discussing the key tools we use daily to do this.

You find these distinct groups in different places on the web, so grouping those people together helps you to then understand which sites they frequent.

At this stage we often use upstream and downstream traffic data from Hitwise to inform our decision making in a more data-driven way. The platform allows you to see where visitors go before and after visiting specific sites, widening your prospecting list.


Before we get into the influencer outreach piece, you must first create a site framework for your PR team to work from.

This means creating a handful of example sites for each distribution persona, giving clear examples of where we may find them.

For example, we may find “Steve” on the main social platforms, Buzzfeed, and so on. From this, you can then build a list of similar sites.

The final list of agreed upon and approved prospects is then added into our Content Campaign Planner, which you can download for your own campaigns either via the link here, or later on at the bottom of the article.

Building campaign plans

Below you can see a screen shot of the top sheet of the plan, which captures the overall timeline of each element. The tabs below it then contain all the info on:

  • The paid social plan – Targeting, spend, target CPC, etc.
  • The PR plan – Exclusive angles, the sell, content being used, etc.
  • Prospect list – List of publications to be targeted
  • Other – A tab to capture any other activity, such as above-the-line activity, if appropriate for the campaign.

Budget distribution

Before we get into the plan details, however, one important point we always cover is budget breakdown.

Regardless of how much budget you have to play with for the overall campaign, it is important to look at wider media planning benchmarking to ensure you split it in a way that will maximize the chance of success.

We used a famous ad campaign in the UK as the basis for this decision-making process, and learn from one of the most successful going: the John Lewis Christmas campaign. It is a wildly successful TV-first creative with a tasty £7 million budget.

Critically, however, only one million of that is spent on creative; the rest is all distribution. While it wins award after award for being an undeniable hit, that budget split ensured it was always going to be successful.

“6 in every 7 campaign dollars should be spent on distribution.”

All too often we get carried away with making the creative stand out, when we should be much more focused on distribution planning.

Exact breakdown will vary, but as a guide, aim for a 70/30 split towards distribution.


Find the right prospects

Distribution is key, and in the majority of cases your PR plan should deliver the biggest impact, if executed correctly. And that makes your approach to prospecting key to the overall success of the project.

As you’ve already carried out a lot of work around target sites, the next phase is to understand who the right journalists or influencers are inside those businesses.

At this stage, there will also be further work on blogger influencer identification, to ensure that the PR plan has the breadth of targets to cover as many eyeballs as possible.

To do that, you need to look at who is already sharing your content, using a tool like Ahref’s Top Referring Content. Reaching out to those already predisposed to linking to you is a surefire way of kickstarting your PR efforts with warm conversations.

Outside of this, there are myriad ways to reach the right bloggers, and this certainly isn’t a guide on influencer outreach. If you did want to know more, I suggest checking out these resources:

From a PR perspective, we only use two tools to simplify the process as much as possible. After trawling through every process and option possible, we’ve settled on a combination of Gorkana and Linkedin. That may be a process that disappoints some of the more technically-minded, but this is based on tens of thousands of hours of experience.

And the process couldn’t be easier, because it is simply about people:

  • Take your list of sites selected as part of the audience-understanding project.
  • Enter them into Gorkana and/or Linkedin to establish the best section editor, journalist, or influencer to reach out to.
  • Note name, email address, phone number, and any previous communication notes into your planner.

Outside of this, we have been trialling JournoRequest to bolster those efforts and take the legwork out of social monitoring (an effective but labor-intensive process for finding trending opportunities from the journalists themselves).

This simple tool delivers targeted journalist content requests to your inbox and can help when it is part of an “always on” monitoring process that feeds in at the ideas stage.

The pre-pitch

A major mistake often made at this stage is to pick up the phone too early. It’s all too tempting to do that when so much work has led to this point, but before you do, it’s important to pre-plan what you’re going to say and to whom. This ensures that you maximize take-up and don’t confuse who you pitch which angles to.

This is where the prospecting list from our planner comes into its own. As you can see in the example below, it segments that process and makes it possible to scale the communication across multiple PR team members.

It can often help PRs to write a script before making the call, to ensure the sell is as strong as planned. We ALWAYS tell the journalist that we’ll follow up with all the details on email.

This not only creates an excuse to get their email address if we don’t already have it, but also ensures that it stays front-of-mind and that we make it as easy as possible for them.



PR is, of course, only part of the story. It’s important to plan around every other available channel opportunity to maximize reach.

Social is the next consideration, as it will support PR activity. We know from the initial audience piece how much time our target market spends on key platforms.

Supporting the content by creating a regular organic sharing plan across social and other owned channels is the first logical step, but there is obviously much more you can do. The chart below is a great starting point when considering how wide you can, or could, spread the net.

Which option you choose is dependent upon a) the topic of the campaign and b) what insights tell you about the audience you are targeting.

In our example, the interactive quiz was hosted on the site and was pushed organically via all key social channels, as well as being the subject of a significant PR campaign.

Organically, we ensure we can get the most out of the channel by, again, creating a number of editorial angles. In the case of the Skyn piece, this meant creating a number of quotes obtained from the survey results, memes, and so on, both to vary the messaging around the campaign and to ensure we kept it front-of-mind.

It was the paid media side that we focused on most, however, as we saw the targeting in the space as the best way to capture the attention of our audience.

That meant focusing on Instagram and Facebook with the majority of spend, but also drip-feeding it through Twitter to a really tightly-controlled custom audience created from existing customer email data.

Speaking more generally, when there is a paid social budget, our split would start looking like this, to be refined based on insight and the content subject matter:

  • Facebook 70%
  • Instagram 20%
  • Twitter 10%

For the majority of markets, with the possible exclusion of B2B, Facebook will almost always trump the rest simply due to the size of the potential audience and the quality of the targeting its ads platform offers.

And while targeting simply by interest sets will work, we almost always find that the best option here is to add the Facebook Website Custom Audience Pixel to your site, and to then use that data to create a custom audience based on those already visiting. It can also be useful to test this against a custom audience created from “lookalikes” based on uploading your email database (if you have one).

However, if the campaign were designed to attract a completely different audience, then we would look more towards modeling the targeting on interests and/or competitors.

For example, if our campaign is designed to attract men to a survey about marriage but the piece is for a wedding and engagement ring specialist, the likelihood may be that the majority of the site’s audience will be female. In this scenario, we would choose interest targeting to make sure we were reaching the right eyeballs.

The same is true of Twitter, too, although clicks here will be more expensive. Instagram is still at a very early stage in its paid lifecycle, which means that CPCs here are relatively affordable but are undoubtedly heading north as more advertisers jump on the platform.

LinkedIn is the most expensive, and hardest to target, of all options — but where there is a high average lifetime value of a customer and your product is in the B2B space, it can work.

There are, of course, several other considerations. You may also want to add other levels, such as native ad opportunities (think Taboola and Outbrain), and even paid search and/or display.



Display or retargeting can work very well as part of a wider, longer-term strategy to nurture the new visitor in the weeks after they land on your content.

The idea here is to either provide a really targeted piece of content or offer to follow up, thus feeding the whole inbound marketing strategy.

Let’s say your content was the quiz we’ve discussed throughout this piece. We’ve captured their details as part of that activity, but we want to stay front-of-mind. Here we can use retargeting to do just that. Rather than simply using it generically, you can segment to show something like a “10% Off Your Next Purchase” offer, or a follow-up piece of content on the results of the quiz, for instance.


This is where email can come in also. As well as simply promoting the campaign through an editorial newsletter, we can choose to personalize that message further, as we did with our retargeting. This only serves to strengthen the relationship you have with that individual.

Fitting it within a wider strategy

There are many, many thousands more words to write around the topic of lifecycle marketing, but that is the subject of a post for another day.

Before we finish, however, it is definitely worth touching on how that standalone campaign should sit within a wider content strategy.

This is something I have always been incredibly passionate about, as we see time and time again how larger organizations throw money at campaigns without really thinking about how they fit within the whole picture.

Getting that right is about understanding a concept I call “Content Flow,” and measuring it is a subject I have written about previously here. We even built a simple tool to enable marketers to do just that and map the output of their content strategies easily.

The point is that a “big” idea is only as good as the other content that surrounds it. Great ROI does not often flow from a singular piece, but from the overall approach to content strategy. Being able to consistently deliver is the difference between success and failure.

Free downloadable campaign planner!

Content campaigns are a hugely important part of getting that right, and if you’re not already creating them, there should now be fewer barriers in the way of your success.

If you’d like to have a go at it, you can download the campaign planner I use day-to-day by clicking on the image below.

Sign up for The Moz Top 10, a semimonthly mailer updating you on the top ten hottest pieces of SEO news, tips, and rad links uncovered by the Moz team. Think of it as your exclusive digest of stuff you don’t have time to hunt down but want to read!

Moz Blog

November 18, 2015  Tags: , , , , , , ,   Posted in: SEO / Traffic / Marketing  No Comments

7 Diagrams of How Topical Links Impact Rankings, in Theory and Practice

Posted by Cyrus-Shepard

As SEOs, we well understand the value links contribute to ranking websites in search results. So much so, it’s something we study regularly here at Moz.

At their most basic, links are counted as “votes” of popularity for search engines to rank websites. Beyond this, search engineers have long worked to extract a large number of signals from the simple link, including:

  • Trustworthiness – Links from trusted sites may count as an endorsement
  • Spamminess – Links from known spam sites may count against you
  • Link Manipulation – Looking at signals such as over-optimization and link velocity, search engines may be able to tell when webmasters are trying to “game” the system

One of the most important signals engineers have worked to extract from links is topical relevance. This allows search engines to answer questions such as “What is this website about?” by examining incoming links.

Exactly how search engines use links to measure and weigh topical relevance is subject to debate. Rand has addressed it eloquently here, and again here. Over the years, several US patent filings from Google engineers demonstrate exactly how this process may work. It’s important to look at these concepts to better understand how incoming links may influence a website’s ability to rank.

This is the “theory” part of SEO. As usual with these types of posts, a huge thanks to Bill Slawski and his blog SEO by the Sea, which acted as a starting point of research for many of these concepts.

1. Hub and authority pages

In the beginning, there was the Hilltop algorithm.

In the early days of Google, not long after Larry Page figured out how to rank pages based on popularity, the Hilltop algorithm worked out how to rank pages on authority. It accomplished this by looking for “expert” pages linking to them.

An expert page is a document that links to many other topically relevant pages. If a page is linked to from several expert pages, then it is considered an authority on that topic, and may rank higher.

A similar concept using “hub” and “authority” pages was put forth by Jon Kleinberg, a Cornell professor with grants from Google and other search engines. Kleinberg explains:

“…a good hub is a page that points to many good authorities; a good authority is a page that is pointed to by many good hubs.”
Authoritative Sources in a Hyperlinked Environment (PDF)

These were eloquent solutions that produced superior search results. While we can’t know the degree to which these concepts are used today, Google acquired the Hilltop algorithm in 2003.

2. Anchor text

Links contain a ton of information. For example, if you link out using the anchor phrase “hipster pizza,” there’s a great chance the page you’re linking to is about pizza (and maybe hipsters).

That’s the idea behind several Google PageRank patents. Earning links with the right anchor text can help your page to rank for similar phrases.

This also explains why you should use descriptive anchor text when linking, as opposed to generic “click here” type links.

Beyond the anchor text, other signals from the linking page — including the title and text surrounding the link — could provide contextual clues as to what the target page is about. While the importance of anchor text has long been established in SEO, the influence of these other elements is harder to prove.

3. Topic-sensitive PageRank

Despite rumors to the contrary, PageRank is very much alive (though Toolbar PageRank is dead).

PageRank technology can be used to distribute all kinds of different ranking signals throughout a search index. While the most common examples are popularity and trust, another signal is topical relevance, as laid out in this paper by Taher Haveliwala, who went on to become a Google software engineer.

The concept works by grouping “seed pages” by topic (for example, the Politics section of the New York Times). Every link out from these pages passes on a small amount of topic-sensitive PageRank, which is passed on through the next set of links, and so on.

When a user enters a search, those pages with the highest topic-sensitive PageRank (associated with the topic of the search) are considered more relevant and may rank higher.

4. Reasonable surfer

All links are not created equal.

The idea behind Google’s Reasonable Surfer patent is that certain links on a page are more important than others, and thus assigned increase weight. Examples of more important links include:

  • Prominent links, higher up in the HTML
  • Topically relevant links, related to both the source document and the target document.

Conversely, less important links include:

  • “Terms of Service” and footer links
  • Banner ads
  • Links unrelated to the document

Because the important links are more likely to be clicked by a “reasonable surfer,” a topically relevant link can carry more weight than an off-topic one.

“…when a topical cluster associated with the source document is related to a topical cluster associated with the target document, the link has a higher probability of being selected than when the topical cluster associated with the source document is unrelated to the topical cluster associated with the target document.”
United States Patent: 7716225

5. Phrase-based indexing

Not going to lie. Phrase-based indexing can be a tough concept to wrap your head around.

What’s important to understand is that phrase-based indexing allows search engines to score the relevancy of any link by looking for related phrases in both the source and target pages. The more related phrases, the higher the score.

In addition to ranking documents based on the most relevant links, phrase-based indexing allows search engines to do cool things with less relevant links, including:

  1. Discounting spam and off-topic links: For example, an injected spam link to a gambling site from a page about cookie recipes will earn a very low outlink score based on relevancy, and would carry less weight.
  2. Fighting “Google Bombing”: For those that remember, Google bombing is the art of ranking a page highly for funny or politically-motivated phrases by “bombing” it with anchor text links, often unrelated to the page itself. Phrase-based indexing can stop Google bombing by scoring the links for relevance against the actual text on the page. This way, irrelevant links can be discounted.

6. Local inter-connectivity

Local inter-connectivity refers to a reranking concept that reorders search results based on measuring how often each page is linked to by all the other pages.

To put it simply, when a page is linked to from a number of high-ranking results, it is likely more relevant than a page with fewer links from same set of results.

This also provides a strong hint as to the types of links you should be seeking: pages that already rank highly for your target term.

7. The Golden Question

If the above concepts seem complex, the good news is you don’t have to actually understand the above concepts when trying to build links to your site.

To understand if a link is topically relevant to your site, simply ask yourself the golden question of link building: Will this link bring engaged, highly qualified visitors to my website?

The result of the golden question is exactly what Google engineers are trying to determine when evaluating links, so you can arrive at a good end result without understanding the actual algorithms.

About those links between sites you control…

One important thing to know is this: in nearly all of these Google patents and papers, every effort is made to count only “unbiased” links from unnassociated sites, and discount links between sites and pages related to one another through preexisting relationships.

This means that both internal links and links between sites you own or control will be less valuable, while links from non-associated sites will carry far more weight.

Researching the impact of topical links

While it’s difficult to measure the direct effect these principals exert on Google’s search results (or even if Google uses them at all), we are able to correlate certain linking characteristics with higher rankings, especially around topical anchor text.

Below is a sample of results from our Search Engine Ranking Factors study that shows link features positively associated with higher Google rankings. Remember the usual caveat that correlation is not causation, but it sure is a hint.

It’s interesting to note that while both partial and exact match anchor text links correlate with higher rankings, they are both trumped by the overall number of unique websites linking to a page. This supports the notion that it’s best to have a wide variety of links types, including topically relevant links, as part of a healthy backlink profile.

Practical tips for topically relevant links

Consider this advice when thinking about links for SEO:

  1. DO use good, descriptive anchor text for your links. This applies to internal links, outlinks to other sites, and links you seek from non-biased external sites.
  2. AVOID generic or non-descriptive anchor text.
  3. DO seek relationships from authoritative, topically relevant sites. These include sites that rank well for your target keyword, and “expert” pages that link to many authority sites. (For those interested, Majestic has done some interesting work around Topical Trust Flow.)
  4. AVOID over-optimizing your links. This includes repetitive use of exact match anchor text and keyword stuffing.
  5. DO seek links from relevant pages. This includes examining the title, body, related phrases, and intent of the page to ensure its relevancy to your target topic.
  6. DO seek links that people are more likely to click. The ideal link is often both topically relevant and placed in a prominent position.
  7. AVOID manipulative link building. Marie Haynes has written an excellent explanation of the kinds of unnatural links that you likely want to avoid at all cost.

Finally, DO try to earn and attract links to your site with high quality, topically relevant content.

What are your best tips around topically relevant links? Let us know in the comments below!

Sign up for The Moz Top 10, a semimonthly mailer updating you on the top ten hottest pieces of SEO news, tips, and rad links uncovered by the Moz team. Think of it as your exclusive digest of stuff you don’t have time to hunt down but want to read!

Moz Blog

November 17, 2015  Tags: , , , , , ,   Posted in: SEO / Traffic / Marketing  No Comments

Announcing Moz’s New Beginner’s Guide to Content Marketing

Posted by Trevor-Klein

I’m thrilled to announce the next in Moz’s series of beginner’s guides:
The Beginner’s Guide to Content Marketing.

Content marketing is a field full of challenges. Creating content that provides great value to your audience what we’ve come to call 10x content is difficult enough, but content marketers also regularly encounter skeptical employers and clients, diminutive budgets, and you guessed it a noted lack of time to get it all done. You’re not alone. You’re fighting the good fight, and we’re here to back you up. So is Carl.

Meet Carl, the Content Cat. He’ll show up in every chapter of the guide for a little levity and to remind you that you’re in good company.

There’s no denying the importance of content marketing. In its annual study of more than 5,000 marketers, the Content Marketing Institute showed that about 70% of all marketers, B2B and B2C, are creating more content than they did one year ago. Nearly half of B2C marketers have a dedicated content marketing group in their organizations. While this guide is written primarily for those who are relatively new to content marketing, we’d certainly recommend that more advanced marketers take a look through, as we often find veteran teams are missing some key fundamentals.

Say no more; show me the guide!

What you’ll learn

The guide has nine chapters, and we’ve organized them in the order we think folks should think about them when they’re approaching content marketing. Start with planning and goals, move through ideation and execution, then wrap up with analysis and revisions to the process.

1. What is content marketing? Is it right for my business?

Before we dive too deep into strategy and tactics, there’s something we need to clear up: What in the world is content marketing, anyway? Look it up in 10 different places, and you’ll get 10 different answers to that question. In this chapter, we break it down and offer a look into whether or not it’s a worthwhile investment of your time (spoiler alert: It is).

2. Content strategy

Arguably the most important part of any content marketing effort, your content strategy is what keeps you aligned with your company’s goals, ensuring you’re putting your time and effort into areas that will help move needles and earn you the recognition you deserve. There’s more to it than meets the eye, though, and this chapter paints a holistic picture to get you started.

3. Content and the marketing funnel

Most folks who are new to content marketing assume that it belongs right at the top of the marketing funnel. We’d like to bust it out of that pigeonhole. The truth is that content belongs at every stage of the funnel, from brand awareness and early acquisition to retention of loyal customers. This chapter shows you which kinds of content typically work well for each major phase of the funnel.

4. Building a framework and a content team

There are some things you’ll need to figure out before you even start coming up with ideas for your content. What tools will you use to create it? What processes and standards will you put in place? Who will you work with, and how can you get them aligned with your goals? Setting the framework for your future success will save you from major headaches, and this chapter aims to make sure there’s nothing you’re overlooking.

5. Content ideation

We’ve all had it happen. We need to write something be it a blog post, a whitepaper, even an email and when we sit down to make it happen, nothing. No ideas come to mind. Coming up with ideas for content that really resonates is deceptively difficult, but there are many tricks that’ll help get the proverbial gears turning. We’ll go through those in this chapter.

6. Content creation

After all that planning, it’s finally time to dive in and do the hard work of actually creating your content. From getting the formatting right and working with design/UX teams to the most important cliche you can remember — to focus on quality, not quantity — this chapter will help you make the most effective use of your time.

7. Content promotion

You’ve done it. You’ve put together a wonderful piece of 10x content, and can’t wait to see the response. Only one thing stands in your way: Getting it in front of the right people. From working with industry influencers to syndication and social promotion, there are a great many ways to connect your content with your audiences; it’s just a matter of choosing the right ones. This chapter aims to point you down the right path.

8. Analysis and reporting

Nobody (seriously, nobody) is able to perfectly target their audiences. We make assumptions based on what we know (and can surmise) about the things readers will find valuable. The only way we can get better is by taking a look at how our past content performed. That’s easier said than done, though, and data can often be misleading. This chapter shows you the basics of measurement and reporting so you can get an accurate picture of how things are going.

9. Iteration, maintenance, and growth

Like all aspects of marketing, content should be iterative. You should take a close look at how your past work resonated with your audience, learn from what went right (and what went wrong), and revise your approach next time around. It also pays to revisit your processes from time to time; as your organization and your audience grow, the tactics that served you well at the beginning could well be holding you back now. This chapter explores how you can scale your content efforts without sacrificing the quality you’ve worked so hard to instill.

What are we waiting for? Let’s get started!


The biggest thanks and the majority of the credit for this guide go to Isla McKetta. She was an immense help with early planning, and wrote the lion’s share of the guide. Derric Wise led the UX efforts, illustrating much of the guide and bringing Carl the Content Cat to life. Huge thanks also go to both Kevin Engle and Abe Schmidt for their fantastic illustrations. Thanks as well to Lisa Wildwood for her keen editing eyes, and to Ronell Smith and Christy Correll for their additional reviews. This guide never would have happened without all of you. =)

Sign up for The Moz Top 10, a semimonthly mailer updating you on the top ten hottest pieces of SEO news, tips, and rad links uncovered by the Moz team. Think of it as your exclusive digest of stuff you don’t have time to hunt down but want to read!

Moz Blog

November 16, 2015  Tags: , , , , ,   Posted in: SEO / Traffic / Marketing  No Comments

Where Did Google+ Local Go? The Google Places API Change Made Simple

Posted by MiriamEllis

Earlier this month, I was standing on an 8,000’ pinnacle of the Sierra mountain range at the precise moment when winter arrived.

A few miles and minutes back down the highway, it had been golden fall with aspens, oaks, and big leaf maples in peak color. Then the sky darkened, showering hail. Right before my eyes, hail turned to snow, wildly whirling, salting the evergreens into obscurity.

Winter had come.

It’s a rare, exhilarating thing to witness patient Nature change in the blink of an eye, but returning to work from my time in the mountains, I met with another sudden change – one that took me by surprise, even if it shouldn’t have: the Google Places API had stopped delivering Google+ Local page URLs and was rendering Maps-based URLs, instead.

If, like me, you’re a Local SEO, you’ve learned what Google is like this in the space we call our work. Overnight, familiar packs change, crazy carousels appear, branding upends, functions disappear.

And you’re the one who has to explain all these shifts to your clients and co-workers.

I’m hoping this article will make it a bit easier for you to do so. With Google+ Local pages all but invisible to the public now, here’s how to describe the features you work with and the value of the work you do.

What’s the Google Places API? What happened to it?

Google describes this API as drawing from the same database as Google Maps and Google+, and it’s part of what powers tools like Moz Local and Michael Cottams’ Google+ My Business Page Finder. Plug in a query and the Places API previously returned direct links to the Google+ Local pages of millions of businesses. These URLs looked like:


Now, the same queries return a Maps-based result instead, the URL of which looks like this:


While this in no way detracts from the usefulness of a tool like Moz Local, it does prove that Google is definitely, absolutely parting Plus from Maps and it means we Local SEOs have to walk a new talk. It just doesn’t work anymore to tell clients that they need a “Google+ Local page.”

This comes as no surprise if you’ve been following the ongoing industry discussion of the gradual removal of visible Google+ links from nearly every Google interface. Likely you’ve already started trying to use new terminology in talking to customers, but if you haven’t, the sudden sea change of the Places API URLs is a clear signal that it’s time to do so.

What do these changes look like?

In the recent past, you ­­were telling your clients that they needed a Google+ Local page, powered by their Google My Business dashboard, and looking something like this:

Because SERPs and tools are no longer returning Google+ Local pages, like the above, clients and users are unlikely to ever see these anymore and may not even know what they are. Instead, right now, they’ll mainly be seeing one of two different interfaces when searching for a local business.

Interface 1: The Local Finder Knowledge Panel

A typical local search — like “sporting goods store Denver” — will bring up a 3-pack like this, with a link at the bottom to click for more places:

If you click that link, you’ll be taken to what is commonly being termed the “Local Finder” view, with a list of businesses on the left and a map on the right. Click on one of the businesses in the list and you’ll get a Local Finder Knowledge Panel result on the right, like this:


Interface 2: The Maps Knowledge Panel

Instead of going through the 3-pack, this is the interface I now see being reached via both branded searches and tools that use the Places API. It’s also the interface you’ll reach if your search starts in Google Maps instead of in the main search display. Let’s look up “Dick’s Sporting Goods Denver” (or set your location to Denver, provided that’s still working for you):

This brings up a branded result with a clickable teardrop icon (note, no link to Google+) on the left and a SERPs-based knowledge panel on the right. Click on the teardrop and you’ll get to the Maps-based knowledge panel:


This interface contains the business name on a blue background, the rest of the NAP below, as well as additional information.

So, in sum, in addition to the now-familiar in-SERPs knowledge panel you get for many branded searches, you now have the Local Finder Knowledge Panel and the Maps-Based Knowledge Panel – at least, this is what I’m calling them, but you might think of something better! And, of course, the panels and packs may have special features for restaurants, hotels, car dealerships, and the like.

Making it as simple as possible for clients

The main thing to convey to clients is that all of these different displays have the majority of their origins in just one place: the Google My Business dashboard. That’s where they need to get their NAP right, add their photos, set themselves as SABs or brick-and-mortars, and all of that other stuff you’ve been doing for years. If the client can get it right there, this data will feed all of the various interfaces.

Signals of claiming?

It used to be easy to tell, at a glance, whether a business listing was claimed or not. The checkmark shield would appear next to the business name on the Google+ Local page. Unless I’m somehow missing it, I am not seeing a checkmark shield on any of the newer interfaces. However, I did come across something in the Maps-Based Knowledge Panel that may be of assistance. There appears to be a “Claim this business” link on some of the panels I’ve seen in the past couple of weeks, and my guess is that this is now our indication that the business hasn’t yet been claimed.

Still want to see a Google+ Local page?

Okay, even if no one else is still seeing these, maybe you’re feeling a bit nostalgic and just want to take a look at a good ‘ol Google+ Local page. Here’s how to do it:

1. Sign into your Google account.

2. Perform a main engine search structured with quotes like this:

“site:plus.google.com” “dicks sporting goods store” “denver” “about”

That will get you to this:


There could be reasons you’d want to do this. Those of you who specialize in duplicate listing detection may already be figuring out how to use these commands to be able to continue surfacing those pesky duplicates — but let’s keep that for another post, written by someone more wizardly than me in that department.

Head hurting over all these changes?

Yeah, I know. I find it helps to take a short hike – maybe up in the mountains nearest you. In the meantime, it can help to remember that, as the Local SEO in your agency, you bring your greatest gifts to both team and clients in being the one who’s on top of all of these shifts. Mike Blumenthal puts it this way:

“Google’s rate of change is so many times greater than the rate of adoption that no SMB has a clue what they should [be doing] with Google these days.”

Whether this bodes well for Google’s ultimate future, I won’t comment, but I do know it ensures that Local SEOs will have a vital seat at any marketing agency table for some time to come. So, put on those snow chains and keep churning up this road. Your dedication to research and study will continue to fuel your greatest value.

Sign up for The Moz Top 10, a semimonthly mailer updating you on the top ten hottest pieces of SEO news, tips, and rad links uncovered by the Moz team. Think of it as your exclusive digest of stuff you don’t have time to hunt down but want to read!

Moz Blog

November 14, 2015  Tags: , , , , ,   Posted in: SEO / Traffic / Marketing  No Comments

TechNetSource on Facebook

TechNetSource. WebSite Development, Hosting, and Technology Resources and Information.