search marketing theatre; leveraging integrated search for international organisations
TRANSCRIPT
Sponsored by:
Leveraging Integrated Search for International Organisations
Martin Dinham - Guava Matt Whelan - Guava
Leveraging Integrated Search For International Organisations
Martin Dinham
Matt Whelan
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12 years market leading digital marketing experience
Full-service Digital Performance Marketing Agency• Search Engine Optimisation• Paid Search
• Display Advertising• Web Analytics• Facebook Advertising• Social Media Marketing
Part of the NetBooster Agency Group• Europe’s largest independent digital marketing agency• 500+ employees worldwide
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Our Global Coverage
Office Locations
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Our clients
Things you should consider to successfully implement a multi-territory, integrated search marketing strategy
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The challenge
› Structure
› Language
› Market differences
› Technology
› Campaign Integration
› How do we deploy across multiple countries effectively?
Structure
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Central Guidance
Budget
Creative
Tech
Budget
Creative
Tech
Budget
Creative
Tech
Budget
Creative
Tech
Budget
Creative
Tech Budget
Creative
Tech
Local Implement-ation
Local Implement-ation
Local Implement-ation
Local Implement-ation
Local Implement-ation
Localised
Centralised
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Centralised or localised?
›Where is the marketing resource located?
›Who is paying for the activity?
›Will your technology support this structure?
›How much of a hybrid structure do you need?
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Domain structure deployment options
› Separate country TLD's vs. central site with country subfolders
› Use one site with sub-folders for each language (ie. .com/language)
› Use a separate country tld for each country (.fr .be .de .ch)
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Can create duplicate content (.fr .be .ch)
Cannot benefit from centralised link trust (links go to each separate domain)
Can create a negative impact if a German speaking Belgian lands on your .be site written in French
Local TLD’s (.co.uk, .fr, .de etc.)
Instantly relevant for the appropriate Google search engine
The domain could potentially be hosted in the specific country
In some locations a local TLD has a demonstrable increase in PPC ad CTR
Pros Cons
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The .com is not instantly recognised as relevant for the different country search engines
The server/IP can only be located in one country
For geo-located services this can pose a problem (A car hire page in German may have to serve many markets)
Central domain (.com/language)
All inbound links build relevance to one site, maximising authority
Limits duplicate content (ie. French in .fr, .be and .ch)
Avoids nationality issues (flags) and concentrates on language
Pros Cons
Languages
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Develop quality content
› Quality content is central to an effective integrated search strategy› For Organic Search, develop a content strategy:
› On site content targeted at longer tail keywords› Creative off site content targeted at higher volume, link building
keywords› High quality content means it is helpful to the user, not simply
written for search engines.› For Paid Search, Ad copy should be:
› Compelling enough to differentiate your business and drive relevant traffic
› Regularly refreshed and rotated to identify the ads with best performing CTRs
› Delivery requires native speaking creative resource who understand the principles of search marketing
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Content creation - localisation vs. translation
Breakfast
Lunch
Evening Meal
déjeuner
dîner
› Keyword research must be carried out independently in each market – do not rely on translation
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Copy creation - localisation vs. translation
› Site & ad content must originate from search savvy, native speakers or the opportunity to maximize its impact is compromised.
› Colloquialisms are inherent in search.› The most effective ads often use quirky phrases when appropriate
for the brand, if you aren’t a native speaker you just won’t be able to get this right.
› Some messaging will have no direct translation at all› “10% off” cannot be directly translated into Polish, the localisation
would be “10% less”
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Copy creation - localisation vs. translation
› Site & ad content must originate from search savvy, native speakers or the opportunity to maximize its impact is compromised.
› Colloquialisms are inherent in search.› The most effective ads often use quirky phrases when appropriate
for the brand, if you aren’t a native speaker you just won’t be able to get this right.
› Some messaging will have no direct translation at all› “10% off” cannot be directly translated into Polish, the localisation
would be “10% less”
Local technology adoption
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Local technology adoption
› Technology adoption - not all markets will have the same level of technology support.
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This is true for the web itself
› Differing levels of web sophistication & usage require different approaches
› Effective link building strategies differ from country-to-country
› AdWords product roll-out is impacted by where your account originates
› Using someone with expertise in what already works and what does not will save time and maximise budget efficiency.
Market Differences
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Your search engine priorities will vary by market
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Optimise content accordingly. Paid & natural listings will appear differently
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Understand local market seasonality
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Understand local market seasonality
Integration
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Integrated Search
Beware “last click” attribution
Don’t look at channels in isolation
Try and find “one version of the truth”
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Whose conversion?
Display Impression
Generic PPC Click
Remarketing click
Natural Search Click
Branded PPC Click CONVERSION
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...ask your agencies?
Display Agency
Display Impression
Generic PPC Click
Remarketing click
Natural Search Click
Branded PPC Click CONVERSION
PPC Agency
Display Agency
SEO Agency
PPC Agency
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...ask your technologies?
Display Agency
Display Impression
Generic PPC Click
Remarketing click
Natural Search Click
Branded PPC Click CONVERSION
PPC Agency
Display Agency
SEO Agency
PPC Agency
PPC Bid management toolDisplay Ad Server
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Look at cross-channel interaction
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Integration will give you a competitive edge
› Integrate the creative execution of search & display› Let one channel inform another, from keyword discovery to CRO› Integrate reporting to find the incremental uplift provided by INTERACTION
› NOT about finding an attribution model
45%
46%
9%
No integration Some integration Full integrationEconsultancy / Guava UK Search Engine Benchmarking Report 2011http://econsultancy.com/reports/uk-search-engine-marketing-benchmark-reportEconsultancy / Guava UK Search Engine Marketing Benchmark Report
http://econsultancy.com/reports/uk-search-engine-marketing-benchmark-report
Agency/partner selection
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Agency/partner selection
› Select partners who have the infrastructure, experience and expertise to add the most value.
› Ensure your partners understand the complexities of multi-country projects.› Make sure they’re not simply proposing a one off translation exercise
of your English keyword portfolio. You can’t optimise effectively in this way i.e. search query reports.
› Ensure your agencies/partners are communicating with each other regularly in each country.
› Make sure your search agency has relationships with the relevant local search engine offices.
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The Proof • Traffic increased by 600% for the campaign period
• 8 million unique visitors accessing 47.9 million pages
• 80,000 + referrals every month across social media channels
• A consistent natural search growth of 10% every month during the campaign period
The Proof • October 2010 – October 2011 keywords in the top 10 search results increased by 246.4%, with 62% of those keywords achieving a top 5 ranking.
• Strong growth in rankings for Argos’ technology based items such laptops, mp3 players and big ticket items such as beds, garden furniture and sofa beds.
WINNERS:Innovation in SEO