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Co-Founder at Funnely
CMO & VP Product
Glossary
1 The Game: Full Funnel Strategy
2 Formation: Facebook Pixel Setup
3 The Team: Ecomm Variables Impacting Facebook Ad Performance
4 The Plays: Facebook Ad Funnel Components
4.1 Targeting
4.1.1 Demand Generation
4.1.2 Demand Capture
4.1.3 Placement
4.2 Creativity, Promotions and Ad types
4.2.1 Attention
4.2.2 Interest
4.2.3 Desire
4.2.4 Action
4.2.5 Loyalty
4.3 Bidding
4.3.1 Actions
4.3.2 Daily Unique Reach
4.3.3 Impressions
4.3.4 Clicks
4.4 Budget
4.4.1 All About Reach
4.4.2 All About ROI
4.4.3 All About LTV
5. Review The Film: Measuring for Success
6. The Kick Off: Building the Funnel
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2
3
4
5
Qualied Leads
Homepage Visitors
Product Visitors
Add To Cart
Clients
1 -(2,3,4,5)
2 -(3,4,5)
3 -(4,5)
4 -(5)
Ad Variables
Targeting
CPM
Budget
CTR
Bidding
CPA
Placement
CR
Creative
Ad KPIS
Ecomm KPIS
ROAS
CAC
LTV
Frequency
Relevance Score
Delivery
AOV
Churn
TARGETING
A. Demand Generation
Lookalike audiences and interest-based targeting are two tools you can manage to generate
qualified leads to your ecommerce site. Reach
is crucial when generating demand so you can
scale up your results. Its important to test both
targeting types (avoid using them in parallel to
avoid overlapping) so you can learn from metrics
and optimize. You can combine both of them to
narrow big audiences and ensure you are targeting only relevant leads. All Lookalike audiences
are based on a custom audience (From a datafile
or from your Website). The suggested size of
the seed audience is at least 2,000 people
and if possible, use a higher-valued-clients
base to leverage the relevance of the lookalike
B. Demand Capture
VS.
Placements
CREATIVITY, PROMOTIONS
AND AD TYPES
Carousel ads are perfect for attracting the attention of your qualified leads. You can merge
images and videos into one ad so your users can
swipe to see them all. They can explore your
best-selling products or unlock a story while
they swipe. There are endless opportunities
for marketers to boost conversion rates in their
top-funnel campaigns using carousel ads. Think
of high-impact images, try multiple variations, or
display lifestyle images vs. products. Images are
the first touch-point qualified leads will notice
about your post. Canvas is another option for
awareness generation, as it creates an immersive experience for the user.
In terms of promotions, consider including a
First Time Shopper Offer in your ad as it can
nudge those first-time visitors and convert
them into paying customers.
First Time Shopper Offer Examples:
Free shipping on your first purchase
Free shipping and returns on your first purchase
A dollar amount off on the first order
Lead ads present a big opportunity for marketers to push their prospect database to the
next level. You can create a custom form to be
completed by a user after they click the SIGN
UP call to action. Once you generate interest
from your audience, you can collect their
contact information and start retargeting them
not only through Facebook, but other channels
as well. You can now combine Facebook ads
with an email or call-center strategy. This is a
great strategy and every marketer should try it
sooner rather than later.
Dont hesitate to include an Email/Newsletter
Subscription Offer in your creative. As you
probably already know, building an email list
is extremely important for online retailers.
By providing an offer in exchange for visitors
emails, not only do you increase the chance of
a conversion, but you also get their email for
re-marketing through Facebook and email at
the same time.
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BIDDING
Actions
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Impressions
Clicks
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QUALIFIED
LEADS
LANDING
VISITORS
Objective:
Website Conversion
Objective:
Website conversion
Conversion Event:
Landing Page Visiting
Conversion Event:
Product Visiting
PRODUCT
VISITORS
BASKET
VISITORS
CLIENTS
Objective:
Product Catalogue
(multi-product)
Objective:
Product Catalogue
(single product))
Objective:
Product Catalogue
(cross-selling)
Conversion Event:
Add to Cart
Conversion Event:
Purchase
Conversion Event:
Purchase
OPTIMIZE FOR ACTION
(IF WCA < 100K = CPM)
CONSIDERATION
PREFERENCE
PURCHASE
LOYALTY
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BUDGET
The best-performing allocation model for your ecomm business will depend
on multiple parameters. Some of the metrics that impact the three levels
of the funnel include CAC, organic monthly visitors, average order value,
repurchase rate, and LTV.
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ROI Evolution
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DELIVERY: If your campaign is under-delivering, try raising your bid, replacing the
conversion event with a higher-funnel one,
or changing your targeting. Sometimes
retargeting campaigns underdeliver because
of a small website custom audience, so ensure
you re-allocate this budget to your top-funnel
campaigns to feed the funnel.
Ecomm KPIs are your main marketing objective and they impact the business in the long term. You must monitor your ad KPIs to learn from each
iteration and optimize accordingly.
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ATTRIBUTION MODEL
Establishing an attribution model is
imperative to better understand the lift
driven by advertising spend and the touch
points responsible for the conversion during
the customer journey. Facebook attributes
conversions to the day of the click and/or
impression. Specifically, Facebook offers conversion tracking based on a 1 day, 7 day and
28 day post-click and/or post-impression
model (unfortunately the maximum window is
28 days, so youre a bit limited if you have a
particularly long path to purchase).
By default, Facebook will attribute a purchase
(or any other action) to a campaign if it
You can change the attribution model to better fit your business,
however, we encourage you to consider both view and click events
in it, as most people dont click on ads and then make a purchase
directly on another device.
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CONVERSION
FUNNEL
CAMPAIGN
OBJECTIVE
AD SET
ADSET 1
AWARENESS
Campaign 1: Website
Conversions.
Campaign 2: Website
Conversions.
ADSET 3
ADSET 3
ADSET 1
PREFERENCE
Campaign 3: Product
Catalogue for FB.
Lookalike 9%,
Exclude Lookalike 2%
ADSET 2
ADSET 2
Lookalike 10%,
ADSET 3
ADSET 1
Campaign 4: Product
Catalogue for FB.
PURCHASE
ADSET 2
ADSET 3
ADSET 1
Campaign 5: Product
Catalogue for FB.
ADSET 2
ADSET 3
LOYALTY
OPTIMIZATION
Clients WCA
(15 days after
purchase, 90 days
duration)
PLACEMENT
FB + IG + Audience
Network
Lookalike 2%
ADSET 2
ADSET 1
CONSIDERATION
TARGETING
Conversions:
Landing
View Content
FB + IG + Audience
Network
Conversions:
Product
View Content
FB Newsfeed Desktop
*Unique Daily
Reach or Impression
if audience is <100K
FB + IG + Audience
Network
FB Newsfeed Mobile
+ Audience Network
IG
Conversions:
Add to Cart
FB Newsfeed Desktop
*Unique Daily
Reach or Impression
if audience is <100K
FB Newsfeed Mobile
Conversions:
Purchase
FB Newsfeed Desktop
*Unique Daily
Reach or Impression
if audience is <100K
Conversions:
Purchase
*Unique Daily
Reach or Impression
if audience is <100K
FB Right Column
FB Newsfeed Mobile
CREATIVE
BUDGET
2-3 creatives
per ad set.
Carousel
ads / Video
Carousel
ads / Canvas
30% of
overall ad
spend
2-3 creatives
per ad set.
Carousel
ads / Video
Carousel ads
Product Feed
(Multi Product
Layout)
Product Feed
(Single Product
Layout)
15% of
overall ad
spend
20% of
overall ad
spend
15% of
overall ad
spend
FB Right Column
FB Newsfeed Desktop
FB Newsfeed Mobile
FB Right Column
Product Feed
(Multi Product
Layout +
Cross-selling/
Up-selling Setup)
20% of
overall ad
spend
* Instagram for levels 3, 4, 5 can be run with Website Conversion separate campaigns as DPA are not available for this placement yet, use Carousel Ads instead.
* If ads are underdelivering, Re-allocate ad-dollars to Level 1 to feed the funnel.
* Re-allocate ad-dollars to placement ad sets with higher ROI."
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Resources
Funnelys own data
Facebook for Business: https://www.facebook.com/business
Facebook Blue Print: https://facebook.exceedlms.com/student/home
Facebook for Developers: https://developers.facebook.com
Support: https://www.facebook.com/business/resources
Jonloomer: http://www.jonloomer.com/
Facebook DR Activation Guide
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Contact Us...
New York
33 Nassau Avenue, Brooklyn
By Phone
(208) 505-8746
By Email
info@funne.ly
San Francisco
55 E 3Rd Ave, San Mateo
Buenos Aires
Niceto Vega 4736
May 2016