Response Mechanisms—The Key to ROI

ROI still eludes many B2B communicators, despite the increasing pressure to prove it. What is the amount of revenue your company gains as a result of your communication after you’ve subtracted expenses? This is especially good to know if you integrate your marketing communication. What part of the mix is working, and what isn’t? If you know that, you can eliminate the duds and rev up the elements that really bring in revenue. Ultimately, over time, you can increase the return on your marketing investment by knowing how well the components of your program perform.

Elrick, Merry. Communication World Bulletin (2004). Articles>Business Communication>Assessment

Using Return on Investment Analytics in the Planning Process

I once had a client, who shall remain nameless to protect the guilty, who called me one fateful day with some bad news. There had been a terrible clerical error. The US$300,000 marketing communication budget, which had taken weeks and months of planning to produce, had been submitted as a US$30,000 budget. It had been accepted as a US$30,000 budget. Someone had dropped a zero along the way, and it had been set in stone.

Elrick, Merry. Communication World Bulletin (2006). Articles>Management>Planning>ROI