From an SEO perspective, there are 2 types of businesses: those with significant brand awareness and most consumers include their name in the search keyword phrase and those with the right product but haven’t gained the popularity they deserve. Most businesses fall in the later category. You can verify the types of your business by looking at the top performing keywords. Please note that performance has to be based on conversion metrics (revenue or downloads), not just total referrals.

With this in mind, you can identify your key SEO objective. Is it building brand awareness or selling some products? Well, it is both! right? Let’s assume that your key search marketing objective is to go beyond and attract new potential customers who may not have you brand in mind. The most important KPI for your Search performance is what I call:
Share of Fortuitous Keyword Referrals

Here is how to calculate it:

1. For any given period, extract a report of your top performing keywords that covers 95% of the total search referrals. For most cases, the top 100 keywords should do it. (Unless are a big long-tail business)

2. Start excluding keyword phrases that include one or more brand-related words. This includes your brand name and any possible misspelled words. You might be surprised by the number of misspelled brand words.

TIP for Google Analytics users:
At the bottom of keywords report, you can use the keyword filter to exclude certain keywords. To exclude multiple keywords, use pipe (|) as a separator.

3. It may be hard to get all the brand-related keyword permutations but you can stop after excluding the top few.

4. Divide the total referrals by the over all search keyword referrals.

This is your Fortuitous Keyword Referral Share, a much better marketing performance indicator for SEO. For the SEO tactics, you will find this “adjusted” report to much more useful and actionable than your regular keywords report.

I am sure this is common sense and most if you intuitively use this thought-process but I have not seen a KPI defined for this. What do you think?

1-1 relationship marketing has been my fascination until Zafar Iqbal, one my favorite MBA professors, introduced me to the amazing world of analytical tools and strategic frameworks for business sustainability. Most of these models are tend to solve marketing problems through aggregation.

Although marketing decision making needs simplified models but think there have to be models that support granularity just because we now have data. Instead of asking “what should we do with all this data” why not try to change the models that we try to fit this data into.

So today I launch my campaign against linear purchase funnel (awareness, consideration…). In know this is not new. People have been talking about it but can someone evolve a new purchase cycle instead of showing a big cloud clip-art in their power points?