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When you look at an eroded beach, what does the legacy of the sand tell you? It tells you about how water and wind have shaped the beach. You can see where waves have crashed on the shore. You can see where runoff has eaten away at dunes. You can see where reed grasses have maintained their tenuous grasp on the land against wind and surf. You can see seasons and years written on the beach… but no handful of sand alone will tell you that story.

If you go tracking an animal in the forest, what does the forest tell you? One or two footprints can’t tell much of a story, but a trail certainly can. The spacing between the tracks can indicate speed. The depth of one foot over another can indicate injury. The changes in distances show whether the animal was increasing or decreasing speed. The pauses and double-backs show when the animal detected a possible threat. These are the stories that the trail as a whole tells you.

Like the beach and the forest, what is powerful about reading your marketing analytics isn’t any one data point or even a couple of them. It’s the big picture, the trends, the series as they flow together and interact that tells the story about your marketing efforts. To be sure, there are times when it’s necessary to inspect at the tiniest levels how one particular mechanism is working. On the whole, however, your marketing will benefit more from you looking at it holistically. Did organic search traffic increase when your paid ad budget increased? Did your email list boost your social marketing? Only by examining your marketing analytics with an eye for the ecosystem as a whole can you truly capture the impact of everything you’re doing.

Here’s a simple exercise you can try. In your web analytics, identify the four major classes of traffic – direct, referral, search, campaign – and zoom out to see the year to date.

What patterns do you see? Do you see rhythms as a B2B or B2C website does? Do you see cyclical trends? Do you see countercyclical trends and non-intuitive trends? Do you see anomalies and outliers that need greater scrutiny? What does looking at the big picture tell you?

Treat your marketing analytics as the trails in the forest or patterns in the sand that they are. Look for the patterns and the stories that they tell; only then will you be able to make strategic, big picture decisions about what is or is not working.

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I recently heard someone refer to metrics like Twitter followers or Facebook fans as fluff metrics or vanity metrics, as though they were intrinsically bad.

Let’s clear something up. There are no “bad” metrics. There are metrics for which you currently have bad data. That’s correctable.

There are also metrics that do not fit in the story you are trying to tell with your data.

A paladin in shining armor has no place in a science fiction movie (unless you’re talking WoW: Burning Crusade), but that doesn’t make that character bad, just one that doesn’t fit in the story you want to tell.

Are you telling a story about conversion of non-social channels? Then your story doesn’t need Twitter followers or Facebook fans in it.

On the other hand, if you’re telling a story about the path from member of the general public to customer via social channels and you omit those metrics, then your story is woefully incomplete and is made worse by your omission based on a mistaken belief that those metrics are inherently bad.

Avoid judging a metric as bad. Instead, focus on story you want to tell with your data.

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Over two days last week, I enjoyed spending time with the WhatCounts team at their Digital Marketing Summit. One of the most striking things I noticed in the questions asked during my session on Google Analytics was that the nature of questions had changed.

Two years ago, even a year ago, people were asking about basic metrics and measurements, from audience numbers to rudimentary conversion tracking. This past event, marketers indicated by their questions that they are being held accountable for much more sophisticated tracking, from longitudinal customer information to sophisticated cross-channel tracking and indirect conversion.

This is a welcome change! These kinds of questions indicate a level of sophistication in this particular audience (and I’ve worked with this audience for over three years, back when it was still the Blue Sky Factory audience) and a level of awareness of what is possible, even if the questioners weren’t necessarily able to do the technical implementation themselves.

An increased level of sophistication in what is being asked of marketers also means that there will be some shaking out of practitioners, a thinning of the field. If more marketers are being held accountable for complete funnel metrics (not just top or bottom), then those folks who position themselves beyond what they’re capable of may find themselves unable to meet what is being asked of them.

The challenge is on, the heat is on for us to understand marketing metrics better, develop better methods, and ultimately generate better results.

What’s been your experience in people’s questions about analytics?

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