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Lead generation and customer acquisition are also important goals for content marketing programs; in fact, they are second and third on the priority list, according to CMI’s 2014 B2B Content Marketing Trends report. This tie-in is particularly critical when aligning marketing to the broader sales initiative.
In this article, I plan to dive into techniques for measuring the marketing effectiveness of the content we create for these critical goals, and discuss a model for establishing lead generation and customer acquisition performance metrics that my company uses in the campaigns we run. Hopefully you will find these ideas and tactics to be helpful in your organization’s evaluation of B2B content marketing campaigns, as well.
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Key metric is how you measure the way the content is used via your MAP. Only within that context can content be accurately measured.