How to Use MarTech to Tell the Right ROI Story

How do I quantify the impact of my marketing efforts? It’s the age-old question that every marketer has been (or will be) faced with.  

Marketing technologies are the basis of our teams’ operations and are the means with which we collect the data required to measure the ROI of our efforts. And yet, with so many technologies at our disposal, why is it that proving marketing value to executive stakeholders is becoming increasingly harder as these platforms evolve? 

With most MarTech systems we are forced to piece together a data narrative that spans across multiple platforms via complex configurations that is ultimately giving our marketing operators the insights needed to optimize their performance. But this story doesn’t translate upward. 

The challenge becomes consolidating this data to tell the right story to the right people – your executive stakeholders.

By aligning marketing metrics with corporate objectives, assessing the effectiveness of the current tech stack, and charting a strategic path forward, marketing leaders can optimize their MarTech strategy to drive measurable impact on the company's bottom line.

Understanding your marketing tech stack 

The modern marketing team is a technological hub, deploying a vast array of technologies to execute comprehensive, full-funnel marketing campaigns. This suite of tools likely includes marketing automation platforms, social media management, sophisticated advertising networks, SEO tools, content management systems, event and webinar hosting solutions, project management and content syndication tools.  

While these systems are the backbone of day-to-day marketing operations, they come with a significant resource investment. Marketing leaders are often burdened with building and maintaining complex integrations, defining SOPs, fostering user adoption, and relying on specialists to manage these critical yet delicate systems.  

This complexity can lead to operational inefficiencies, data integrity risks, and slower campaign execution times. 

By understanding which marketing efforts are driving the most value to your organizations overarching goals, you have the means to objectively analyze your tech stack to identify inefficiencies, redundancies, or under utilizations that can allow you to optimize your processes.   

Reporting to the right audience  

Building a marketing engine that operates efficiently is a considerable challenge, but the true test lies in reporting on its performance.  

Disparate systems can result in siloed reporting, making it difficult to convey the narrative of marketing's impact at the executive level.  

While teams can track operational metrics like email clicks, social media engagement, and event attendance, these often fall short in demonstrating how channel performance ties to the broader corporate revenue goals.  

The key to overcoming this challenge is in crafting a compelling data narrative. Marketing leaders must identify and understand the metrics that can bridge marketing activities to corporate objectives, select the right metrics to tell their story, and ultimately quantify marketing's impact on the business. 

When evaluating the alignment of your tech stack with corporate goals, consider these pivotal questions:  

• Have you set goals that tie marketing performance to revenue?  

• Do you have the tools to measure marketing performance relative to company objectives and revenue? 

• Is your team agile enough to achieve your targets? Can they operate independently without relying on specialists for system maintenance and custom configurations?  

If you find yourself answering 'no' to any of these, it may be time to reevaluate and optimize your marketing technology stack to ensure its effectively contributing to your business's success. 

Charting the next steps 

To enhance your MarTech strategy, begin by clearly defining marketing metrics that resonate with your corporate goals and ensure alignment with sales and executive stakeholders. Assess your capability to measure and consolidate data across various channels to concisely report on these metrics.  

Next, conduct an audit of your existing tech stack to identify the performance of current channels and campaigns. Determine if there are opportunities to streamline or consolidate tools and platforms to better support your marketing objectives and corporate goals, creating a more robust and cohesive MarTech strategy.