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• B2B Marketing Attribution Guide : How to Master It in 2024

  21 mai 2024, par Erin

  The last thing you want is to invest your advertising dollars in channels, campaigns and ads that don’t work. But B2B marketing attribution — figuring out which marketing efforts drive revenue — is far from easy.

  With longer sales funnels and multiple people from the same company involved in the same sales process, B2B (business-to-business) is a different ballgame from B2C (business-to-consumer) marketing.

  In this guide, we break down what B2B marketing attribution is, how it’s different, which tools you can use to set it up and the best practices.

  What is B2B marketing attribution ?

  Marketing attribution in B2B companies is about figuring out where your high-value leads come from — nailing down long customer journeys across many different touchpoints.

  

  The goal is to determine which campaigns and content contributed to various parts of the customer journey. It’s a complex process that needs a reliable, privacy-focused web analytics tool and a CRM that integrates with it.

  This process significantly differs from traditional marketing attribution, where you focus more on short sales cycles from individual customers. With multiple contributing decision makers, B2B attribution requires more robust systems.

  What makes marketing attribution different for B2B ?

  The key differences between B2B and B2C marketing attribution are a longer sales funnel and more people involved in the sales process.

  The B2B sales funnel is significantly longer and more complex

  The typical B2C sales funnel is often broken down into four simple stages :

  1. Awareness : when a prospect first finds out about your product or brand
  2. Interest : where a prospect starts to learn about the benefits of your product
  3. Desire : when a prospect understands that they need your product
  4. Action : the actual process of closing the sale

  Even the most simplified B2B sales funnel includes several key stages.

  

  Here’s a brief overview of each :

  1. Awareness : Buyers recognise they have a problem and start looking for solutions. Stand out with blog posts, social media updates, ebooks and whitepapers.
  2. Consideration : Buyers are aware of your company and are comparing options. Provide product demos, webinars and case studies to address their concerns and build trust.
  3. Conversion : Buyers have chosen your product or company. Offer live demos, customer service, case studies and testimonials to finalise the purchase.
  4. Loyalty : Buyers have made a purchase and are now customers. Nurture relationships with thank you emails, follow-ups, how-tos, reward programs and surveys to encourage repeat business.
  5. Advocacy : Loyal customers become advocates, promoting your brand to others. Encourage this with surveys, testimonial requests and a referral program.

  A longer sales cycle typically involves not only more touchpoints but also extended decision-making processes.

  More teams are involved in the marketing and sales process

  The last differentiation in B2B attribution is the number of people involved. Instead of clear-cut sales and marketing teams, revenue teams are becoming more common.

  They include all go-to-market teams like sales, marketing, customer success and customer support. In B2B sales, long-term customer relationships can be incredibly valuable. As such, the focus shifts away from new customer acquisition alone.

  For example, you can also track and optimise your onboarding process. Marketing gets involved in post-sale efforts to boost loyalty. Sales reps follow up with customer success to get new sales angles and insights. Customer support insights drive future product development.

  Everyone works together to meet high-level company goals.

  The next section will explore how to set up an attribution system.

  How to find the right mix of B2B marketing attribution tools

  For most B2B marketing teams, the main struggle with attribution is not with the strategy but with creating a reliable system that gives them the data points they need to implement that strategy.

  We’ll outline one approach you can take to achieve this without a million-dollar budget or internal data science team.

  Use website analytics to track touchpoints

  The first thing you want to do is install a reliable website analytics solution on your website. 

  Once you’ve got your analytics in place, use campaign tracking parameters to track touchpoints from external campaigns like email newsletters, social media ads, review sites (like Capterra) and third-party partner campaigns.

  This way, you get a clear picture of which sources are driving traffic and conversions, helping you improve your marketing strategies.

  With analytics installed, you can track the referring sources of visits, engagement and conversion events. A robust solution like Matomo tracks everything from traffic sources, marketing attribution and visitor counts to behavioural analytics, like clicks, scrolling patterns and form interactions on your site.

  Marketing attribution will give you a cohesive view of which traffic sources and campaigns drive conversions and revenue over long periods. With Matomo’s marketing attribution feature, you can even use different marketing attribution models to compare results :

  

  For example, in a single report, you can compare the last interaction, first interaction and linear (three common marketing attribution models). 

  In total, Matomo has 6 available attribution models to choose from :

  1. First interaction
  2. Last interaction
  3. Last non-direct 
  4. Linear
  5. Position based
  6. Time decay 

  These additional attribution models are crucial for B2B sites. While other web analytics solutions often limit to last-click attribution, this model isn’t optimal for B2B with extended sales cycles.

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  Use a CRM to integrate customer data from multiple sources

  Use your CRM software to integrate customer data from multiple sources. This will give you the ability to get meaningful B2B marketing insights. For example, you can get company-level insights so you can view conversion information by company, not just by person.

  Done effectively, you can close the loop back to analytics data by integrating data from multiple teams and platforms. 

  Implement self-reported attribution

  To further enhance the data, add qualifying questions in the lead signup process to create a hybrid attribution model. This is also known as self-reported attribution.

  

  Your web analytics platform won’t always be able to track the source of certain visits — for instance, “dark social” or peer-to-peer sharing, where links are shared privately and are not easily traceable by analytics tools.

  Doing self-reported attribution is crucial for getting a holistic image of your customer journey. 

  However, self-reported attribution isn’t foolproof ; users may click randomly or inaccurately recall where they first heard about you. So it’s essential to blend this data with your analytics to gain a more accurate understanding.

  Best practices for handling B2B prospect data in a privacy-sensitive world 

  Lastly, it’s important to respect your prospects’ privacy and comply with privacy regulations when conducting B2B marketing attribution.

  Privacy regulations and their enforcement are rapidly gaining momentum around the globe. Meta recently received a record GDPR fine of €1.2 billion for insufficient privacy measures when handling user data by the Irish Data Protection Agency.

  If you don’t want to risk major fines (or customers feeling betrayed), you shouldn’t follow in the same footsteps.

  Switch to a privacy-friendly web analytics

  Instead of using a controversial solution like Google Analytics, use a privacy-friendly web analytics solution like Matomo, Fathom or Plausible. 

  These alternatives not only ensure compliance with regulations like GDPR but also provide peace of mind amid the uncertain relationship between Google and GDPR. Google Analytics has faced bans in recent years, raising concerns about the future of the solution.

  While organisations governed by GDPR can currently use Google Analytics, there’s no guarantee of its continued availability.

  Make the switch to privacy-friendly web analytics to avoid potential fines and disruptive rulings that could force you to change platforms urgently. Such disruptions can be catastrophic for marketing teams heavily reliant on web analytics for tracking campaigns, business goals and marketing efforts.

  Improve your B2B marketing attribution with Matomo

  Matomo’s privacy-by-design architecture makes it the perfect analytics platform for the modern B2B marketer. Matomo enables you to meet even the strictest privacy regulations.

  At the same time, through campaign tracking URLs, marketing attribution, integrations and our API, you can track the results of various marketing channels and campaigns effectively. We help you understand the impact of each dollar of your marketing budget. 

  If you want a competitive edge over other B2B companies, try Matomo for free for 21 days. No credit card required.

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• Unlocking the power of web analytics dashboards

  22 juillet, par Joe — Analytics Tips, App Analytics

  In the web analytics world, we have no shortage of data — clicks, views, scrolls, bounce rates — yet still struggle to extract valuable, actionable insights. There are facts and figures about any action anybody takes (or doesn’t take) when they visit your website, place an order or abandon their shopping cart. But all that data is often without context.

  That’s where dashboards come in : More than visual summaries, the right dashboards give context, reduce noise, and help us focus on what matters most — whether it’s boosting conversions, optimising campaigns, or monitoring data quality and compliance efforts.

  In this article, we’ll focus on :

  • The importance of data quality in web analytics dashboards
  • Different types of dashboards to use depending on your goals 
  • How to work with built-in dashboards in Matomo
  • How to customise them for your organisation’s needs

  Whether you’re building your first dashboard or refining a mature analytics strategy, this guide will help you get more out of your data.

  What is a web analytics dashboard ?

  A web analytics dashboard is an interactive interface that displays key website metrics and data visualisations in an easy-to-grasp format. It presents key data clearly and highlights potential problems, helping users quickly spot trends, patterns, and areas for improvement.

  Dashboards present data in charts, graphs and tables that are easier to understand and act upon. Users can usually drill down on individual elements for more detail, import other relevant data or adjust the time scale to get daily, weekly, monthly or seasonal views.

  Types of web analytics dashboards

  Web analytics dashboards may vary in the type of information they present and the website KPIs (key performance indicators) they track. However, sometimes the information can be the same or similar, but the context is what changes.

  Overview dashboard

  This offers a comprehensive overview of key metrics and KPIs. For example, it might show :

  • Traffic metrics, such as the total number of sessions, visits to the website, distinct users, total pages viewed and/or the average number of pages viewed per visit.
  • Engagement metrics, like average session duration, the bounce rate and/ or the exit rate by specific pages.
  • Audience metrics, including new vs. returning visitors, or visitor demographics such as age, gender or location. It might also show details of the specific device types used to access the website : desktop, mobile, or tablet.

  An overview dashboard might also include snapshots of some of the examples below.

  Acquisition dashboard

  This reveals how users arrive at a website. Although an overview dashboard can provide a snapshot of these metrics, a focused acquisition dashboard can break down website traffic even further. 

  They can reveal the percentages of traffic coming from organic search engines, social platforms, or users typing the URL directly. They can also show referrals from other websites and visitors clicking through from paid advertising sources. 

  An acquisition dashboard can also help measure campaign performance and reveal which marketing efforts are working and where to focus efforts for better results.

  Behavioural dashboard

  This dashboard shows how users interact with a website, including which pages get the most traffic and how long visitors stay before they leave. It also reveals which pages get the least traffic, highlighting where SEO optimisation or greater use of internal links may be needed.

  Behavioural dashboards can show a range of metrics, such as user engagement, navigation, page flow analysis, scroll depth, click patterns, form completion rates, event tracking, etc. 

  This behavioural data lets companies identify engaging vs. underperforming content, fix usability issues and optimise pages for better conversions. It may even show the data in heat maps, click maps or user path diagrams.

  Goals and ecommerce dashboard

  Dashboards of this type are mostly used by e-commerce websites. They’re useful because they track things like sales goal completions and revenue targets, as well as conversions, revenue, and user actions that deliver business results. 

  

  The typical metrics seen here are :

  • Goal tracking (aka conversions) in terms of completed user actions (form submissions, sign-ups, downloads, etc.) will provide funnel analysis and conversion rates. It’ll also give details about which traffic sources offer the most conversions.
  • Revenue tracking is provided via a combination of metrics. These include sales and revenue figures, average order value, top-selling items, revenue per product, and refund rates. It can also reveal how promotions, discounts and coupons affect total sales.
  • Shopping behaviour analysis tracks how users move from browsing to cart abandonment or purchase.

  These metrics help marketing teams measure campaign ROI. They also help identify high-value products and audiences and provide pointers for website refinement. For example, checkout flow optimisation might reduce abandonment.

  Technical performance dashboard

  This monitors a website’s technical health and performance metrics. It focuses on how a website’s infrastructure and backend health affect user experiences. It’ll track a lot of things, including :

  • Page load time
  • Server response time
  • DNS lookup time
  • Error rates
  • Mobile optimisation scores
  • Browser usage
  • Operating system distribution
  • Network performance
  • API response times
  • Core web vitals
  • Mobile usability issues

  This information helps organisations quickly fix issues that hurt SEO and conversions. It also helps to reduce errors that frustrate users, like checkout failures. Critically, it also helps to improve reliability and avoid downtime that can cost revenue.

  Geographic dashboard

  When an organisation wants to analyse user behaviour based on geographic location, this is the one to use. It reveals where website visitors are physically located and how their location influences their behaviour. Here’s what it tracks :

  • City, country/region 
  • Granular hotspots
  • Language preferences
  • Conversion rates by location
  • Bounce rates/engagement by location
  • Device type : Mobile vs. tablet vs desktop
  • Campaign performance by location
  • Paid ads effectiveness by location
  • Social media referrals by location
  • Load times by location

  Geographic dashboards allow companies to target marketing efforts at high-value regions. They also inform content localisation in terms of language, currency, or offers. And they help identify and address regional issues such as speed, payment methods, or cultural relevance.

  Custom segments dashboard

  This kind of dashboard allows specific subsets of an audience to be analysed based on specific criteria. For example, these subsets might include :

  • VIP customers
  • Mobile users
  • New vs. returning visitors
  • Logged-in users
  • Campaign responders
  • Product category enthusiasts. 

  What this dashboard reveals depends very much on what questions the user is trying to answer. It can provide actionable insight into why specific subsets of visitors or customers drop off at certain points. It allows specific metrics (bounce rate, conversions, etc.) to be compared across segments. 

  It can also track the performance of marketing campaigns across different audience segments, allowing marketing efforts to be tailored to serve high-potential segments. Its custom reports can also assist in problem-solving and testing hypotheses.

  

  Content performance dashboard

  This is useful for understanding how a website’s content engages users and drives business goals. Here’s what it tracks and why it matters :

  • Top-performing content
    • Most viewed pages
    • Highest time-on-page content
    • Most shared/linked content
  • Engagement metrics
    • Scroll depth (how far users read)
    • Video plays/podcast listens
    • PDF/downloads of gated content
  • Which content pieces lead to
    • Newsletter sign-ups
    • Demo requests
    • Product purchases
  • SEO health
    • Organic traffic per page
    • Keyword rankings for specific content
    • Pages with high exit rates
  • Content journey analysis
    • Entry pages that start user sessions
    • Common click paths through a site
    • Pages that often appear before conversions

  All this data helps improve website effectiveness. It lets organisations double down on what works, identify and replicate top-performing content and fix underperforming content. It can also identify content gaps, author performance and seasonal trends. The data then informs content strategy and optimisation efforts.

  The importance of data quality

  The fundamental reason we look at data is to make decisions that are informed by facts. So, it stands to reason that the quality of the underlying data is critical because it governs the quality of the information in the dashboard.

  And the data source for web analytics dashboards is often Google Analytics 4 (GA4), since it’s free and frequently installed by default on new websites. But this can be a problem because the free version of Google Analytics is limited and resorts to data sampling beyond a certain point. Let’s dig into that.

  Google Analytics 4 (GA4)

  It’s the default option for most organisations because it’s free, but GA4 has notable limitations that affect data accuracy and functionality. The big one is data sampling, which kicks in for large datasets (500,000+ events). This can skew reporting because the analysis is of subsets rather than complete data. 

  In addition, user privacy tools like ad blockers, tracking opt-outs, and disabled JavaScript can cause underreporting by 10-30%. GA4 also restricts data retention to 2-14 months and offers limited filtering and reduced control over data collection thresholds. Cross-domain tracking requires manual setup and lacks seamless integration. 

  One solution is to upgrade to Google Analytics 360 GA360, but it’s expensive. Pricing starts at $12,500/month (annual contract) plus $150,000 minimum yearly spend. The costs also scale with data volume, typically requiring $150,000−500,000 annually.

  

  Matomo’s built-in dashboards

  Matomo is a better solution for organisations needing unsampled data, longer data retention, and advanced attribution. It also provides functionality for enterprises to export their data and import it into Google BigQuery if that’s what they already use for analysis.

  Matomo Analytics takes a different approach to data quality. By focusing on privacy and data ownership, we ensure that businesses have full control over all of their data. Matomo also includes a range of built-in dashboards designed to meet the needs of different users. 

  The default options provide a starting point for tracking key metrics and gaining insight into their performance. They’re accessible by simply navigating to the reports section and selecting the relevant dashboard. These dashboards draw on raw data to provide more detailed and accurate analysis than is possible with GA4. And at a fraction of the price of GA360. 

  You can get Matomo completely free of charge as a self-hosted solution or via Matomo Cloud for a mere $29/month — vs. GA360’s $150k+/year. It also has other benefits :

  • 100% data ownership and no data sampling
  • Privacy compliance by design :
    • GDPR/CCPA-ready
    • No ad-blocker distortion
    • Cookieless tracking options
  • No data limits or retention caps
  • Advanced features without restriction :
    • Cross-domain tracking
    • Custom dimensions/metrics
    • Heatmaps/session recordings

  Customisation options

  Although Matomo’s default dashboards are powerful, the real value lies in the customisation options. These extensive and easy-to-use options empower users to tailor custom dashboards to their precise needs.

  Unlike GA4’s rigid layouts, Matomo offers drag-and-drop widgets to create, rearrange or resize reports effortlessly. You can :

  • Add 50+ pre-built widgets (e.g., traffic trends, conversion funnels, goal tracking) or create custom SQL/PHP widgets for unique metrics.
  • Segment data dynamically with filters (by country, device, campaign) and compare date ranges side-by-side.
  • Create white-label dashboards for client reporting, with custom logos, colours and CSS overrides.
  • Schedule automated PDF/email reports with personalised insights.
  • Build role-based dashboards (e.g., marketing vs. executive views) and restrict access to sensitive data.

  For developers, Matomo’s open API enables deep integrations (CRM, ERP, etc.) and custom visualisations via JavaScript. Self-hosted users can even modify the core user interface.

  Matomo : A fully adaptable analytics hub

  Web analytics dashboards can be powerful tools for visualising data, generating actionable insights and making better business decisions. But that’s only true as long as the underlying data is unrestricted and the analytics platform delivers high-quality data for analysis. 

  Matomo’s commitment to data quality and privacy sets it apart as a reliable source of accurate data to inform accurate and detailed insights. And the range of reporting options will meet just about any business need, often without any customisation.

  To see Matomo in action, watch this two-minute video. Then, when you’re ready to build your own, download Matomo On-Premise for free or start your 21-day free trial of Matomo Cloud — no credit card required.

• 6 Crucial Benefits of Conversion Rate Optimisation

  26 février 2024, par Erin

  Whether investing time or money in marketing, you want the best return on your investment. You want to get as many customers as possible with your budget and resources.

  That’s what conversion rate optimisation (CRO) aims to do. But how does it help you achieve this major goal ? 

  This guide explores the concrete benefits of conversion rate optimisation and how they lead to more effective marketing and ROI. We’ll also introduce specific CRO best practices to help unlock these benefits.

  What is conversion rate optimisation ?

  Conversion rate optimisation (CRO) is the process of examining your website for improvements and creating tests to increase the number of visitors who take a desired action, like purchasing a product or submitting a form.

  The conversion rate is the percentage of visitors who complete a specific goal.

  

  In order to improve your conversion rate, you need to figure out :

  • Where your customers come from
  • How potential customers navigate or interact with your website
  • Where potential customers are likely to exit your site (or abandon carts)
  • What patterns drive valuable actions like sign-ups and sales

  From there, you can gradually implement changes that will drive more visitors to convert. That’s the essence of conversion rate optimisation.

  6 top benefits of conversion rate optimisation (and best practices to unlock them)

  Conversion rate optimisation can help you get more out of your campaigns without investing more. CRO helps you in these six ways :

  1. Understand your visitors (and customers) better

  The main goal of CRO is to boost conversions, but it’s more than that. In the process of improving conversion rates, you’ll also benefit by gaining deep insights into user behaviour, preferences, and needs. 

  Using web analytics, tests and behavioural analytics, CRO helps marketers shape their website to match what users need.

  Best practices for understanding your customer :

  First, analyse how visitors act with full context (the pages they view, how long they stay and more). 

  In Matomo, you can use the Users Flow report to understand how visitors navigate through your site. This will help you visualise and identify trends in the buyer’s journey.

  

  Then, you can dive deeper by defining and analysing journeys with Funnels. This shows you how many potential customers follow through each step in your defined journey and identify where you might have a leaky funnel. 

  

  In the above Funnel Report, nearly half of our visitors, just 44%, are moving forward in the buyer’s journey after landing on our scuba diving mask promotion page. With 56% of potential customers dropping off at this page, it’s a prime opportunity for optimising conversions.

  Think of Funnels as your map, and pages with high drop-off rates as valuable opportunities for improvement.

  Once you notice patterns, you can try to identify the why. Analyse the pages, do user testing and do your best to improve them.

  2. Deliver a better user experience

  A better understanding of your customers’ needs means you can deliver a better user experience.

  

  For example, if you notice many people spend more time than expected on a particular step in the sign-up process, you can work to streamline it.

  Best practices for improving your user experience : 

  To do this, you need to come up with testable hypotheses. Start by using Heatmaps and Session Recordings to visualise the user experience and understand where visitors are hesitating, experiencing points of frustration, and exiting. 

  You need to outline what drives certain patterns in behaviour — like cart abandonment for specific products, and what you think can fix them.

  

  Let’s look at an example. In the screenshot above, we used Matomo’s Heatmap feature to analyse user behaviour on our website. 

  Only 65% of visitors scroll down far enough to encounter our main call to action to “Write a Review.” This insight suggests a potential opportunity for optimisation, where we can focus efforts on encouraging more users to engage with this key element on our site.

  Once you’ve identified an area of improvement, you need to test the results of your proposed solution to the problem. The most common way to do this is with an A/B test. 

  This is a test where you create a new version of the problematic page, trying different titles, comparing long, and short copy, adding or removing images, testing variations of call-to-action buttons and more. Then, you compare the results — the conversion rate — against the original. With Matomo’s A/B Testing feature, you can easily split traffic between the original and one or more variations.

  

  In the example above from Matomo, we can see that testing different header sizes on a page revealed that the wider header led to a higher conversion rate of 47%, compared to the original rate of 35% and the smaller header’s 36%.

  Matomo’s report also analyses the “statistical significance” of the difference in results. Essentially, this is the likelihood that the difference comes from the changes you made in the variation. With a small sample size, random patterns (like one page receiving more organic search visits) can cause the differences.

  If you see a significant change over a larger sample size, you can be fairly certain that the difference is meaningful. And that’s exactly what a high statistical significance rating indicates in Matomo. 

  Once a winner is identified, you can apply the change and start a new experiment. 

  3. Create a culture of data-driven decision-making

  Marketers can no longer afford to rely on guesswork or gamble away budgets and resources. In our digital age, you must use data to get ahead of the competition. In 2021, 65% of business leaders agreed that decisions were getting more complex.

  CRO is a great way to start a company-wide focus on data-driven decision-making. 

  Best practices to start a data-driven culture :
  

  Don’t only test “hunches” or “best practices” — look at the data. Figure out the patterns that highlight how different types of visitors interact with your site.

  Try to answer these questions :

  • How do our most valuable customers interact with our site before purchasing ?
  • How do potential customers who abandon their carts act ?
  • Where do our most valuable customers come from ?

  Moreover, it’s key to democratise insights by providing multiple team members access to information, fostering informed decision-making company-wide.

  4. Lower your acquisition costs and get higher ROI from all marketing efforts

  Once you make meaningful optimisations, CRO can help you lower customer acquisition costs (CAC). Getting new customers through advertising will be cheaper.

  As a result, you’ll get a better return on investment (ROI) on all your campaigns. Every ad and dollar invested will get you closer to a new customer than before. That’s the bottom line of CRO.

  Best practices to lower your CAC (customer acquisition costs) through CRO adjustments :

  The easiest way to lower acquisition costs is to understand where your customers come from. Use marketing attribution to track the results of your campaigns, revealing how each touchpoint contributes to conversions and revenue over time, beyond just last-click attribution.

  You can then compare the number of conversions to the marketing costs of each channel, to get a channel-specific breakdown of CAC.

  This performance overview can help you quickly prioritise the best value channels and ads, lowering your CAC. But these are only surface-level insights. 

  You can also further lower CAC by optimising the pages these campaigns send visitors to. Start with a deep dive into your landing pages using features like Matomo’s Session Recordings or Heatmaps.

  They can help you identify issues with an unengaging user experience or content. Using these insights, you can create A/B tests, where you implement a new page that replaces problematic headlines, buttons, copy, or visuals.

  

  When a test shows a statistically significant improvement in conversion rates, implement the new version. Repeat this over time, and you can increase your conversion rates significantly, getting more customers with the same spend. This will reduce your customer acquisition costs, and help your company grow faster without increasing your ad budget.

  5. Improve your average order value (AOV) and customer lifetime value (CLV)

  CRO isn’t only about increasing the number of customers you convert. If you adapt your approach, you can also use it to increase the revenue from each customer you bring in. 

  But you can’t do that by only tracking conversion rates, you also need to track exactly what your customers buy.

  If you only blindly optimise for CAC, you even risk lowering your CLV and the overall profitability of your campaigns. (For example, if you focus on Facebook Ads with a $6 CAC, but an average CLV of $50, over Google Ads with a $12 CAC, but a $100 CLV.)

  Best practices to track and improve CLV :

  First, integrate your analytics platform with your e-commerce (B2C) or your CRM (B2B). This will help you get a more holistic view of your customers. You don’t want the data to stop at “converted.” You want to be able to dive deep into the patterns of high-value customers.

  The sales report in Matomo’s ecommerce analytics makes it easy to break down average order value by channels, campaigns, and specific ads.

  

  In the report above, we can see that search engines drive customers who spend significantly more, on average, than social networks — $241 vs. $184. But social networks drive a higher volume of customers and more revenue.

  To figure out which channel to focus on, you need to see how the CAC compares to the AOV (or CLV for B2B customers). Let’s say the CAC of social networks is $50, while the search engine CAC is $65. Search engine customers are more profitable — $176 vs. $134. So you may want to adjust some more budget to that channel.

  To put it simply :

  Profit per customer = AOV (or CLV) – CAC

  Example :

  • Profit per customer for social networks = $184 – $50 = $134
  • Profit per customer for search engines = $241 – $65 = $176

  You can also try to A/B test changes that may increase the AOV, like creating a product bundle and recommending it on specific sales pages.

  An improvement in CLV will make your campaigns more profitable, and help stretch your advertising budget even further.

  6. Improve your content and SEO rankings

  A valuable side-effect of focusing on CRO metrics and analyses is that it can boost your SEO rankings. 

  How ? 

  CRO helps you improve the user experience of your website. That’s a key signal Google (and other search engines) care about when ranking webpages. 

  

  For example, Google’s algorithm considers “dwell time,” AKA how long a user stays on your page. If many users quickly return to the results page and click another result, that’s a bad sign. But if most people stay on your site for a while (or don’t return to Google at all), Google thinks your page gives the user their answer.

  As a result, Google will improve your website’s ranking in the search results.

  Best practices to make the most of CRO when it comes to SEO :

  Use A/B Testing, Heatmaps, and Session Recordings to run experiments and understand user behaviour. Test changes to headlines, page layout, imagery and more to see how it impacts the user experience. You can even experiment with completely changing the content on a page, like substituting an introduction.

  Bring your CRO-testing mindset to important pages that aren’t ranking well to improve metrics like dwell time.

  Start optimising your conversion rate today

  As you’ve seen, enjoying the benefits of CRO heavily relies on the data from a reliable web analytics solution. 

  But in an increasingly privacy-conscious world (just look at the timeline of GDPR updates and fines), you must tread carefully. One of the dilemmas that marketing managers face today is whether to prioritise data quality or privacy (and regulations).

  With Matomo, you don’t have to choose. Matomo values both data quality and privacy, adhering to stringent privacy laws like GDPR and CCPA.

  Unlike other web analytics, Matomo doesn’t sample data or use AI and machine learning to fill data gaps. Plus, you can track without annoying visitors with a cookie consent banner – so you capture 100% of traffic while respecting user privacy (excluding in Germany and UK).

  And as you’ve already seen above, you’ll still get plenty of reports and insights to drive your CRO efforts. With User Flows, Funnels, Session Recordings, Form Analytics, and Heatmaps, you can immediately find insights to improve your bottom line.

  And our built-in A/B testing feature will help you test your hypotheses and drive reliable progress. If you’re ready to reliably optimise conversion rates (with accuracy and without privacy concerns), try Matomo for free for 21 days. No credit card required.

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