Obstáculos en la medición de rentabilidad por produtos en AdWords

Sí. Sería más práctico contar cómo medir la rentabilidad en Adwords en lugar de cómo no medirla, pero definitivamente resulta más sencillo lo segundo. Aunque a nivel de cuenta no tenemos nada más que leer los sumatorios, vamos a extraer muy vagas conclusiones si nos quedamos en ese “análisis”.

Y aparte de errores/vacíos técnicos (como seguimiento incorrecto de transacciones, discrepancias de trackeo entre herramientas, no rastreabilidad del usuario entre dispositivos), existen otras cuestiones que trascienden a la tecnología y que son difíciles de racionalizar. Se resumen en:

  1. Cómo asignar costes comunes a productos: lo normal es que un ecommerce quiera conocer qué productos son más/menos rentables para en función de esos datos invertir o no en su publicidad. El problema de atribución de costes surge cuando existe una campaña, por ejemplo de marca, línea, familia o tipología que afecta a varios productos diferentes de forma indirecta

Pala de pádel marca Sane. Ejemplo de medición de rentabilidad de producto en Adwords.

Ejemplo:

  • Campaña marca pádel Sane
  • Campaña palas de pádel de control
  • Campaña palas de pádel de potencia
  • Campaña palas de pádel Sane
  • Campaña pantalones Sane

En este caso, una búsqueda genérica de la marca Sane podría buscar tanto palas de pádel como pantalones ¿a qué producto asignar los costes? ¿en qué proporción?

2. Cómo asignar las conversiones: Igualmente, anunciar un producto no necesariamente vende ese producto, sino que puede vender otro diferente. En nuestro ejemplo, la campaña de pantalones Sane podría generar una venta de palas de pádel. ¿Cuál sería la rentabilidad del producto de cada uno?Otro ejemplo similar serían las conversiones de productos producidas mediante campañas de marca.

3. A qué canal asignar las conversiones: Esto es algo que queda de manifiesto con los  embudos multicanal y conversiones con contribución de Google Analytics. Ejemplo:

  • Un usuario entra por tráfico directo, luego búsqueda de dominio y finalmente compra
  • Un usuario entra por CPC, después por directo, luego por SEO y finalmente compra

4. ¿A qué canal se atribuye cada conversión? ¿al canal que dio a conocer el sitio web? ¿al último que participó? ¿en qué medida afectó cada impacto sobre la decisión del usuario?

5. Desconocimiento de los márgenes de producto: No todos los clientes están dispuestos a compartir esta información con su proveedor y está claro que no es lo mismo beneficio que facturación.

Es posible que me deje algo por el camino pero la conclusión es la misma, el indicador más importante de todos es imposible de cuantificar con fiabilidad 100% ¿cómo se os queda el cuerpo?

Salud.

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