Сквозная аналитика: мифы и реальность

В 2021 году я побывала на 10 конференциях по маркетингу и продажам. На каждой сквозная аналитика подавалась как суперсила в комиксах. Якобы она дает скорость Флэша, силу Супермена и доходы Бэтмена. Но рассказывают это люди, которые сквозную аналитику и продают. Разбираемся, как сквозная аналитика помогает бизнесу и кому она не подходит.
Сквозная аналитика — что это?
Сервис сквозной аналитики — это программа для маркетолога. Она выгружает статистику из разных источников в одно окно и сопоставляет расходы на рекламу с прибылью компании.

Бизнесу важно контролировать, сколько он тратит на рекламу и сколько зарабатывает. Доходы должны превышать расходы, а реклама — привлекать платежеспособных клиентов. Любая маркетинговая система стремится облегчить эти задачи.
Но раньше данные по расходам, полезным действиям клиентов и прибыли хранились отдельно: в кол-трекинге, рекламных кабинетах соцсетей и контекста, Яндекс.Метрике или Google Аналитике, системе вебаналитики и CRM. Маркетологу приходилось выгружать их в Excel или Google Документы и сопоставлять вручную. Или заставлять программистов писать выгружаторы и сопоставляторы.
Постепенно маркетинговые сервисы развивались и стремились закрыть больше потребностей клиента. Они научились выгружать данные друг друга и показывать их клиенту в одном окне.
Чтобы подчеркнуть новый статус и привлечь новых клиентов, старые сервисы кол-трекинга или управления контекстной рекламой переименовались и стали сервисами сквозной аналитики.
Появились и сервисы интеграций. Их цель — не анализировать данные, а помочь непрограммисту за пару кликов связать популярные маркетинговые инструменты в любой комбинации.


Как сквозная аналитика работает?
Сквозная аналитика обрабатывает данные из 5 источников:
- статистику из рекламных кабинетов: соцсетей, контекстной рекламы, MyTarget;
- показатели сайта компании из счетчика Яндекс.Метрики или Google Аналитики: визиты, посетители, клики, переходы;
- источники звонков из кол-трекинга;
- этапы сделок и выручку из CRM;
- продажи из онлайн-консультантов, чатов и квизов.
После сбора данных маркетолог получает обычную воронку продаж с расчетом конверсий:
Мы потратили на рекламу объявления «Отбеливание зубов для молодых мам» 10 000 рублей, получили 1000 кликов, 100 нажатий на телефон и 98 звонков. 45 звонков закончились записью, до приема дошли 40 пациентов. Средний чек у каждого составил 5000 рублей. Выручка — 200 тысяч рублей. Вывод — рекламная кампания удалась.
Воронка сквозной аналитики не отличается от обычной воронки продаж. Преимущество — в скорости, удобстве и работе в одном окне. Не придется никуда заходить, чтобы увидеть кликабельность рекламных объявлений CTR, стоимость клика CPC или показатель возвратности инвестиций на рекламу ROI.
Сквозную аналитику можно настроить через:
- Платные сервисы сквозной аналитики. Разработчики сервиса подумали за клиента и написали код. Клиенту остается дать сервису доступ к рекламным кабинетам. Конечная сводка данных показывается в кабинете сервиса сквозной аналитики.
- Платные сервисы интеграций. Они связывают все со всем. Конечная сводка данных выводится куда угодно, например, в Яндекс.Метрику, Google Аналитику, Google Документы или Power BI.
- Бесплатно через штатную интеграцию в Яндекс. Метрику или в Google Аналитику. Или через Google Tag Manager.
Через платные сервисы проще и быстрее. Не придется читать базы знаний и разбираться, что такое API и как передавать ClientID из Яндекс.Метрики в CRM-систему. У платных сервисов есть техподдержка и красивые отчеты с графиками. Отчеты можно быстро выгрузить и вставить в презентацию.


Какие есть ограничения?
Сквозная аналитика данные связывает, а не создает из пустоты. Чтобы настроить систему, данные уже должны собираться и храниться.
Для настройки сквозной аналитики в компании уже должны работать:
- Счетчик Яндекс.Метрики или Google Аналитики должен собирать данные сайта: просмотры, посетителей и цели. Система должна учитывать, что клиент оставил контакты, нажал на телефон или перешел в соцсети.
- Кол-трекинг должен отслеживать источники звонков и конверсию.
- В СRM-системе должны фиксироваться этапы продвижения клиента по воронке и выручка.
- В рекламных кабинетах должна собираться статистика кампаний и объявлений. Надо разработать систему UTM-меток, сохранить их в таблице и корректно расставить в объявлениях.
Эта база, к которой можно добавить и другие элементы. Но без базы система не сложится. Еще раз: сквозная аналитика не создает данные, а связывает. Когда нет данных — нет аналитики.


Кому сквозная аналитика подходит?
Из-за описанных ограничений сквозная аналитика подходит не всем. Если компания пока не научилась считать деньги, конверсии и эффективность рекламы, сквозная аналитика будет лишней, как ноутбук для годовалого ребенка. То же самое, если компания использует один рекламный канал или бюджет на рекламу меньше 50 тысяч рублей в месяц.
Сначала надо выстроить воронку продаж, запустить автоматический сбор статистики на каждом этапе и посчитать текущие показатели. Это поможет познакомиться с бизнесом, найти ресурсы и дыры. Появятся первые озарения и идеи.
Когда очевидные проблемы исчезнут, а процессы наладятся, придет время проверять гипотезы. Для этого придется сравнивать как было и как стало, то есть регулярно обращаться к накопленным данным. Постепенно придет понимание, куда смотреть, где искать проблемы и что с чем сравнивать.
Когда данных будет много, а открывать их придется часто, станет неудобно хранить их в разных системах. Захочется все связать и вывести в одно окно — в этот момент компании и нужна сквозная аналитика.
Сквозная аналитика — это не панацея и не суперспособность. Это инструмент, который помогает маркетологу делать то, что тот делал раньше, быстрее и удобнее. Если не делал — сквозная аналитика не спасет.
Закрепим:
- Сервис сквозной аналитики — это программа для маркетолога. Она выгружает статистику из разных источников в одно окно и сопоставляет расходы на рекламу с прибылью компании.
- Сквозную аналитику можно настроить платно и бесплатно. Платно — через специализированные сервисы сквозной аналитики и интеграций. Бесплатно — через Яндекс.Метрику и Google Аналитику.
- Для настройки сквозной аналитики в компании уже должны работать Яндекс.Метрика или Google Аналитика, кол-трекинг, CRM и статистика рекламных кабинетов. Если они не работают, сквозная аналитика не нужна.
- Сквозная аналитика, как калькулятор, помогает считать быстрее, но не подсказывает, что именно нужно посчитать для роста бизнеса.
Бонус — видео, как настроить сквозную аналитику через Яндекс. Метрику:
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