What is ROI in Digital Marketing ? (Explained)

ROI is one of the most important factors in digital marketing as in marketing campaign it evaluates performance, impact and profit so that it can be determined whether or not your marketing efforts are helping the company to improve its baseline. ROI stands for ‘return on investment’ and it is the practice of attributing profit and revenue growth to the impact of marketing initiatives. By calculating ROI, companies can measure the degree to which marketing efforts either holistically or by a marketing campaign, ROI contribute to revenue growth. However, ROI (return on investment) is used to justify marketing expenses, spend and budget allocation for present and upcoming marketing campaigns and initiatives. Calculating your return on investment is critically important in digital marketing. That is because RPI in digital marketing is used to determine the performance campaigns if it is online or offline. Using ROI can influence your marketing spend, strategy and number of things.

The main focus of ROI marketing focuses on calculating the performance of your marketing campaigns by measuring how much money you can get in return from marketing your brand, products and services online. If you want to know and understand an all-encompassing guide on marketing return on investment (ROI) then you are in the right place. In this article we will cover all the topics related to ROI (return on investment)  such as-

What is ROI in digital marketing?

How to calculate ROI  in digital marketing?

What is a beneficial marketing ROI?

What is ROI in digital marketing?

Return on investment (ROI) in digital marketing is the return that you get from investing in marketing.  You calculate ROI for marketing that you attribute profit and revenue growth to marketing and their impacts. By calculating return on investment (ROI) in digital marketing, you can see how marketing tactics contribute to the growth of your business.

How to calculate ROI in digital marketing?

ROI (return on investment) is used to simply compare the profit that concluded from a digital marketing campaign to how much the campaign cost to make and execute. Ideally, you should get high an ROI as possible.

The basic ROI calculation is: ROI= (net profit/ total cost)*100

The ROI (return on investment) calculation would not mean much if you do not have any objectives, basis or goals, have exact data and numbers in your calculation, measure the wrong  KPIs (key performance indicators) or are indefinite what you are measuring.

Before calculating a digital campaign’s return on investment (ROI) you should consider the following points-

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1. Know and understand your objective

If you want to prove management in your digital marketing strategies successfully that you must bring on revenue for the company or business. There are a number of marketers that are drawn to the appeal of proving the return on investment (ROI) of their work but what if ROI is not the mont metric your brand should use in measuring the success of your efforts? This is where it is essential to know and understand your different or unique marketing objectives before you execute and calculate your digital campaigns and strategies. You must know that not everything in your digital marketing campaign will have results that directly show return on investment (ROI).  For example, lead generation and clicks can be counted or measured but they have no monetary value that would illustrate return on investment. In case you calculate everything in terms of revenue then you will miss the true effectiveness of your marketing efforts.

2. Identify your key performance indicators

Your business or brand is different and unique from even your business rivalries in your market, location and your KPIs (key performance indicators) must show this.  In case you are trying to utilize the KPIs of other businesses or organizations then you will end up with data that is not useful to your own. Here we tell you about some common KPIs that you could consider-

  • Unique monthly visitors- This KPI will let you know how many people clicked through to your business website in a month. For more particular or specific data, this metric can be segmented by traffic sources like organic, social or paid.
  • CPA (cost per acquisition)- To know how much you spend to get customers not leads, CPS is the key performance indicator (KPIs) you will want to get. It is measured by dividing your total marketing spend by the number of acquired customers.
  • Cost per lead- Cost per lead is automatically calculated in Google Adwords and it shows how much it costs you to get a lead.
  • ROAS (Return on advertisement spend)- This key performance indicator looks at the profit made by an advertisement and the total cost spent on making the advertisement and it is calculated as (revenue/ total advertisement spend)*100
  • LTV (customer lifetime value)- By this key performance indicator will help you to know how valuable are your customers? The customer lifetime value (LTV) can answer this question. While this key performance indicator (KPI) can be valuable for any business, e-commerce business and company because it will find this number valuable.
  • AOV (average order value)- Any e-commerce business or company that offers services will find this key performance indicator very useful. This metric will help you let you know about the value of each customers’ buy each time their buy.
  • Non-brand CTR- Do you know how to get people to your business website without directly marketing your brand? Non-brand click-through-rate gives you insights into how well your SEO strategies performers. Search engines such as Google Search Console can measure this metric.

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3. Make sure that your data collection methods are clean

To measure your KPIs, your data collection methods are able to collect data cleanly. In case there are any flaws in how the data is entered, collected, transferred or calculated then you will end up with data and information that skews your ROI and KPI numbers. Before you collect data or information you have to be sure that you should identify the KPIs that you want to track, assess and get on. Setting up a clean data collection is important for both your marketing and sales teams that are involved in the marketing efforts.

4. Draw insights from KPIs to calculate ROI

To know how does the amount of website traffic, search page results in rankings, cost-per-lead and shares of your social media posts translate onto digital marketing ROI?  Then these KPIs in and of themselves are good indicators of how your digital marketing efforts are in attracting customers and generating conversions. In case your social media outreach generates interactions with leads then you will likely generate more revenue and sales by heightened brand recognition and authority. You will see an increased ROI because of better website traffic and improved session duration that are only achieved by optimizing your business website content. Authority and trust due to greater online visibility and engagement achieved by KPIs will lead to increased subscriptions and sales. This will result in increased revenue for your business and a better ROI for your digital marketing efforts.

5. How these KPIs fit into the bigger picture

The aim or goal of digital marketing is to increase sales, which are often represented by revenue and ROI. When you focus on ROI then you just see a small of the bigger digital marketing picture. Your KPIs have an important role to play but while many have no direct correlation to increased ROI then there is often a pattern between the both. Your KPI numbers may not be useful by themselves but when you see how they are interlinked and improve your ROI then they become more powerful.

What is a beneficial marketing ROI?

It depends on what return on investment (ROI) you are measuring and it can be used to look at what the benchmarks are for particular KPIs that are relevant for your business or brand. In case, you advertise on Google Adwords then the average conversion rate is around 2.4 percentile with the top 25th percentile having a conversion rate of 5.3 percentile and the top ten percentile producing a conversion rate that is of 11.4 percentile. It is also important to note that your order value should be the highest for direct and search traffic and email marketing. Generally, social media yields the lowest order value and for email marketing conversion rates equipment such as MailChimp publishes reports that tell of an appropriate return on investment benchmarks according to your company size, unsubscribe rates, industry, open rates and click-through rates.

With looking at industry benchmarks then you should also look back on your business’s historical performance numbers and data. Yous should pay attention to the return on investment metrics that you have used in the past and assess them in the future also if they are still related to your business. You can also look back on ups and downs in your online marketing performances and try to diagnose what went well and what did not. Your brand or business model will also help you to determine which KPIs and ROI are good in assessing your marketing efforts, Here we are giving a guide on what you can consider for e-commerce, content businesses and lead generation.

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  • KPI metrics- Amount of social media engagement, website traffic, newsletter subscribers and cart items.
  • Return on investment (ROI)- Transaction volume, average conversion rate, sales revenue, revenue transaction, sessions to the transaction, days to the transaction, average order price and average sales price.

Content businesses

  • Lead metrics- Click-through- rates, website traffic, average session duration, average pages per session and social media management.
  • Return on investment (ROI) metrics- Downloads, subscription to email lists, subscription length, online newsletters and artic;e shares.

Lead generation

  • Leading metrics- Traffic to a website, form conversions and completions, webinar or event attendance and a number of demos confirmed.
  • Return on investment (ROI) metrics- Lead volume, lead quality, cost-per-lead and close rate.

Measuring the ROI in digital marketing is rely on factors such as audience, company size, business goals and objectives.  Sometimes ROI is not the best number to use to calculate the success of your marketing efforts.


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