success factors for email marketing in interactive entertainment
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Success factors for email marketing
in interactive entertainment Useful tips for more cash from better email performance
Jan Niggemann
Regional Director Central Europe
Return Path Deutschland GmbH
EUROWEBTAINMENT, Majorca, 22 May 2014
A selection from our client portfolio:
The Worldwide Leader in
Email Intelligence
Over a Decade of Experience
• Worldwide leader in email intelligence
• 350+ specialist email professionals
• Nine offices worldwide
Proven Data Infrastructure
• Email whitelist covering 2 billion inboxes
• Scoring 26 million IPs daily
• Nearly 300 global ISP partners
Delivering Measurable ROI
• Over 12 years of shaping
and driving the email ecosystem
• Serving over 2,500 leading brands
Isn’t
dead and gone?
On the contrary: Email is bigger than ever!
Source: Return Path, 2013
Global growth of email volume is accelerating!
Source: Experian Marketing Services, September 2013
Email sells much better than Social and Display!
Source: June 2013
If you want to make money online
you can’t go without email
That‘s why EMail Marketers will do even more
Email Marketing
Source: ExactTarget,
2014 State of Marketing
What makes or
breaks email
performance?
Email performance requires optimization in
three areas that are very intransparent to
email senders
CONNECT Inbox
Placement
No optimized
Inbox Placement
Rates (IPR)
ENGAGE Inbox
Competition
Declining relevance
or preference for
competing emails
PROTECT Inbox
Abuse
Loss of user trust and brand reputation
from Phishing
3
2
1
100% of Email Marketing budget ROI
Open Rate:
10-30%
Emails not
being
opened:
70-90%
Inbox Placement
is mission #1!
No Inbox
No click
No ROI
22% of all legitimate email globally never
reaches the inbox – cash is left on the table!
Less and less emails
are reaching the
inbox
Inbox placement is
down by 4%
compared to the
first half of 2013
Low email
placement is eating
up revenue
generation
200.000 emails in a million are not making it
to the inbox in Europe (220.000 in Germany)
Mailbox Providers
use your sender
reputation to make
filtering decisions. A
poor reputation
means your email
will get blocked.
Email senders need to focus on excellent sender
reputation (reputation of sending IP addresses)
Get your sender score for free at www.senderscore.org!
Average Inbox Placement Rates
Complaint Rate: Percentage of email delivered to the inbox that
susbcribers mark email as “spam” or “junk”
GOAL: <.1%
Unknown User Rate: Percentage of email addresses sent that do not
exist and are undeliverable
GOAL: <2%
Spam Trap Rate: How many decoy accounts that are sent to, or are
present on one’s active email database
GOAL: 0
Sender Score: A 0-100 scale that measures your email sending
reputation using complaint rate, unknown user rate, spam trap hits,
volume, IP stability and frequency.
GOAL: 100
Killer advice: Try to achieve (and stick to!)
benchmarks for reputation factors
Inbox Placement can be improved a lot,
especially at Gmail and in Germany
Download recommended!
Engagement
is challenge #2!
50 Shades of Grey in the Inbox
Source: Microsoft Corp. 2013
Gmail Promotions Tab: Grid View off
Gmail Promotions Tab: Grid View G
mail P
rom
otio
ns T
ab: G
rid V
iew
on
What Else is in Your Subscribers’ Inbox?
Source: Return Path “Battle of the Brands” Infographic
6%
17%
77%
Restaurants
6%
17%
77%
Airlines
From Inbox Placement to Inbox Positioning
User Engagement metrics are available to
marketers since last year
Intelligent Engagement Monitoring requires
Performance Data from Real Subscribers
Return Path has built a
consumer panel of over
3 million email users
These subscriber data
show where you can
tweak your programs
for optimal
performance
Perfect solution when
combined with seed
data
How about
starting with a
Subscriber
Overlap
Analysis to
understand
who else is
sending to
your
subscribers?
Expecting that in
2014 mobile will
surpass the 50 %
mark and account
for MOST email
opens. Fullstop!
Apple devices most
popular still but
others are gaining
momentum. Which
devices do YOUR
subscribers use?
If you want an
engaged audience
you need to be
mobile savvy!
Our Competitive Benchmark Analysis delivers
engagement insights without requiring resource
from you
http://www.returnpath.com/case-study/myvouchercodes/
Case
Study!
Email Security
is a challenge for
Marketing,
not for IT!
One reason for that: The Internet of Things
One reason for that: The Internet of Things
What email marketers can do today to ensure
good domain reputation:
1. Ensure ALL IP addresses and email streams they deploy have a great
IP reputation (not only SOME!)
2. Implement SPF AND DKIM for email authentication
3. Consider issuing a DMARC record: The new standard enables effective
protection against spoofing and phishing and boosts your domain
reputation
4. Continuous monitoring of Domain Blacklists
5. Performance Monitoring of Domains used at Service Providers
6. Apply highest level of precaution with Affiliate Marketing
Email Marketers need to start protecting their
brand from Domain Abuse:
Example monthly Vodafone online bill
After the Phishing attacks Vodafone’s brand
reputation was severely damaged
Download recommended!
Homework:
How well do you
know your email
performance?
Checklist of email metrics
Inbox Placement Rate (IPR)
Sender Score
Complaint Rate
Unknown User Rate
Spam Trap Hits
Open Rate (per device or email client)
Read Rate
‘TINS’ Rate
Deleted Unread Rate
Protect.EQ Protect Your Users and Your Brand against Phishing
The Return Path E-Mail Intelligence Solutions
Certification.EQ Get whitelisted globally and boost Inbox Impact
Inbox Monitor & Reputation Monitor Maximize Inbox Placement Rates
Inbox Preview & Email Client Monitor Make Your Email Program Best in Class
The
Return Path
Intelligence
Suite
Inbox Insight Get Unique Inbox Metrics for Your Emails and the Competition
Jan Niggemann Regional Director Central Europe jan.niggemann@returnpath.com T: +49 (0)40 822 138-238 M: +49 (0)172 45 88 051
www.returnpath.de/blog
@ReturnPath_DE
www.xing.com/net/inboxinsider
Return Path Deutschland GmbH Neuer Wall 80 20354 Hamburg www.returnpath.de rpinfo-germany@returnpath.com
Thank you – let’s keep in touch!
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