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Frameworks for Your Digital Strategy

The practice of digital marketing has grown a lot in  the last three decades as the number of people surfing the web surged over the years. From the era of keyword stuffing and spammy backlinks, it evolved into a more sophisticated practice, using big data, personalization, and a whole host of different strategies that involve planning, audit, communications, branding, and more.

First things first, what exactly is a digital marketing framework or digital strategy framework? In simple terms, it’s a document that outlines the flow of the marketing process, identifying critical requirements and key touchpoints. It ensures you miss nothing in the complex process.

There are many different types of digital strategy frameworks, tackling different aspects of the practice, from communications to planning to strategy. Some integrate all, while others target a specific aspect. When creating your own, you must know your business needs and priorities to come up with a model that suitably accommodates your objectives. Use these basic digital marketing models below to guide you through the process of creating yours.

1. RACE Planning

Created by learning platform Smart Insights, RACE is a mnemonic that stands for Reach, Act, Convert, Engage. These four steps refer to online marketing activities you must have as you engage with customers in different channels in different stages of their journey.

• Reach involves building awareness and visibility of your brand, driving traffic to your website and social media pages. Some of your key performance indicators here are website traffic, external links, online engagement, and earned media, among others.
• Act (short for Interact) involves encouraging people to make a certain action on the site or the social media page. Some of your key performance indicators here are bounce rate, time on site, and number of newsletter sign-ups, among others.
• Convert involves converting loyal fans to paying customers. Some of your key performance indicators here are number of leads, conversion rate, sales and revenue, among others.
• Engage involves building strong relationships with customers to promote retention. Some of your key performance indicators here are customer churn rate and repeat customer rate, among others.

What is it good for?

At the core, RACE Planning will help you draw up an effective digital marketing strategy as it identifies key activities for each step in the customer journey.

2. Marketing Funnel

This is one of the most used digital strategy frameworks, showing the journey customers take when engaging with your brand, starting with finding out your products and services to buying from you. The marketing funnel has four levels:

• Awareness. This is when a potential customer sees your social media post or banner ad or hears about your brand from an influencer or a friend.
• Interest. A potential customer is hooked on your brand, visiting other online platforms or checking reviews to learn more about you.
• Consideration. A potential customer acknowledges their problem and your brand as the solution.
• Action. The potential customer takes action, buys a product or books an appointment with you.

In an e-commerce platform, these stages are highly trackable. A potential customer visits your website (awareness), clicks on a product and reads through the description (interest), adds an item to their cart (consideration), and checks out (action).

What is it good for?

While RACE Planning identifies your key action points in the digital marketing process, the Marketing Funnel can summarize for you the customer journey, and therefore helps you identify roadblocks to conversion. This informs your digital marketing planning framework, enabling you to list down opportunities in leading people to your desired action.

For example, if you’re getting only less than half of the people who added the item to their cart, you may have to send automated messages to remind them of products in their shopping bag. This is an opportunity that may yield the results you’re looking for.

3. Flywheel Model

The Flywheel, a model created by Hubspot, puts customers at the heart of all business processes. It’s better understood in contrast with the marketing funnel. In the funnel, the customer is the end-all-be-all. In the Flywheel, it’s the driving force. It’s the very thing that “spins” or energizes the entire strategy.

With customers at the center of the digital strategy framework, they’re surrounded by sales, marketing, and support teams, each one aiming to enhance the purchase experience, which largely includes minimizing “frictions” or anything that slows down the spin of the flywheel. Similar to other models, it shows the buyer journey, summarized in three phases:

• Attract. Earning people’s attention and reducing barriers to awareness.
• Engage. Building rapport and making it easy for customers to talk with you.
• Delight. Supporting and empowering customers to reach success. When they achieve it, they’re more likely to talk about their experience with others, which expands business opportunities.

What’s it good for?

Because the Flywheel model is designed to create synergy among business teams, it minimizes gaps in handoffs. Moreover, it speeds up digital marketing because it reduces friction at every stage of the customer journey.

The right digital strategy frameworks can help you come up with better strategies and make success consistent. As you choose or create your own, at the core these are the things you must remember:

• Know your audience. The best way you can map out an accurate customer journey is when you know your audience well. For this reason, it’s good to collect data from surveys and social media analytics to create buyer personas that represent your target audience accurately. With a profile, you’ll be able to know which social media platforms you should be on, what kinds of marketing messages you must put out, and how you can improve customer service and increase the likelihood of a sale.
• Keep in mind the audience’s needs. This informs the strategies you assign to each step in the digital strategy framework. SEO for those who are simply looking at their options (awareness), product launch emails for those who are intent on buying (consideration), etc. Measure each tactic to know if you’re effective in meeting your audience’s needs.
• Have a clearly defined framework. If you notice, all the three digital strategy frameworks featured here have a simple, logical flow. Each step outlines what a marketer must do. The framework you must have should be exactly like this, easy to follow and highly transferable so that teams working on online campaigns will be on the same page even though they’re focusing on different aspects of the strategy.