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Measure What Matters: Online Tools For Understanding Customers, Social Media, Engagement, and Key Relationships Hardcover – 5 Apr 2011

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Product details

  • Hardcover: 272 pages
  • Publisher: John Wiley & Sons; 1 edition (5 April 2011)
  • Language: English
  • ISBN-10: 0470920106
  • ISBN-13: 978-0470920107
  • Product Dimensions: 16 x 2.5 x 23.6 cm
  • Average Customer Review: 3.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Bestsellers Rank: 532,117 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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Product Description

From the Inside Flap

If the only numbers you really care about are revenue and profits, you′ll never fully understand what makes them go up or down. Want to know what people think of you? Want to know how those opinions will affect your sales? You′re only guessing unless you learn how to Measure What Matters.

Today, even the smallest business can track and measure relationships with customers, with the media, and even with employees and sales forces. Measure What Matters delivers the know–how to find those tools and use them to increase your revenues.

The right data tells you whether you′re getting your share of ink. It tells you how you stack up against your competition in search ranking, sales, share of conversations, and share of wallet. Good data measures what your marketplace is saying,thinking, and doing. It reveals which of your methods work and which ones don′t.

In Measure What Matters, you′ll get step–by–step guidance to:

  • Build a list of the top 100 influencers in your marketplace
  • Use data to get closer to your customers and determine which outlets matter to them most
  • Measure the impact of events, sponsorships, and speaking engagements
  • Measure your relationships with your local community, members, donors, employees, salespeople, and distributors
  • Reduce the impact of crises

Don′t rely on hunches or your gut. Good data will save you time and boost your credibility. You′ll have the leverage you need to set priorities, allocate resources, and improve business practices. Now is the time to figure out why your sales rise and fall and what you need to do to make them rise faster.

From the Back Cover

praise for measure what matters

"Katie Paine not only gets it and teaches it, she helps companies implement it and profit from it. This book is filled with impressively sound judgment, tremendously powerful guidance, and practical how–to advice." Jim SterneChairman, Web Analytics Association, and author of Social Media Metrics

"Katie Paine understands social media and social PR in away that few others out there do. Over the years, she has consistently called for rational and reasonable metrics for success in public relations, and she continues that call in our new age of social communication. Measure What Matters will teach you just about everything you need to know about managing online relationships." Eric T. Peterson author of Web Analytics Demystified

"Katie Paine has elevated measurement from merescience to high art and, in the process, given us a powerful newset of tools to refute the tired claim that customer relationships can′t be quantified. Marketers should devour this book. It will help them persuade skeptical executives of the need to adapt to the new world of empowered customers." Paul Gillinauthor of Social Marketing to the Business Customer

Inside This Book

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Most Helpful Customer Reviews

Format: Kindle Edition Verified Purchase
This book will definitely give you some solid strategy and practical guidance on how to effectively measure success of your advertising outputs in the digital era. There's some great thinking in here and the book really does cover the needs of many different business sectors, from or through to education and not for profit. The main themes and arguments are repeated throughout, which is no bad thing, but by the end you can skip most chapters that are nor business relevant.
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Most Helpful Customer Reviews on (beta) 14 reviews
13 of 13 people found the following review helpful
If you only read one book on social media measurement, make it this one! 22 May 2011
By cksyme - Published on
Format: Hardcover Verified Purchase
We keep hearing that measurement is going to be the most important skill for social media practitioners this year. The ability to match a metric to an objective that will measure a specific outcome will start to separate the social media men from the boys, as they say. If you want to get a handle on that process, this book is for you. If you just want to measure hits, likes and retweets, you just might get a paradigm shift reading the book.

Katie D. Payne's Measure What Matters is the preeminent work in this area to date. I know I'm going out on a limb saying that, because there have been some good books written on measurement. But nothing as thorough and in-depth as this, in my view. I've read them all, believe me.

Even though this book includes some heavy lifting, it's worth the time it takes to read carefully and learn. Those of us without a business or marketing degree may have to slow down in some spots, but for the most part, this book goes at a pace that most marketing and communications practitioners should easily feel comfortable with. I love the fact that the book also offers specfic advice on measuring events, relationships with local communities, higher ed, crisis, internal employee relationships, sales and partner relationships, and the list goes on. It is thorough, and it will open your eyes to the fact that there are much more effective ways of measuring than HITS (How Idiots Track Success). Must read.
6 of 6 people found the following review helpful
MUST READ: Measure What Matters: Online Tools For Understanding Customers, Social Media, Engagement, and Key Relationships 3 Jun. 2011
By HTOsborne - Published on
Format: Hardcover Verified Purchase
Incorporates everything I like about K.D.Paine, and I like K.D.Paine. "Measure What Matters" cuts through the chaff and the fluff of social media banter and gives novices and experts alike the background, foreground and step-by-step navigation to understand and use social media. If you have time for only one book on social media, make it this one.
4 of 4 people found the following review helpful
An Essential Measurement Resource 21 Jan. 2012
By Paul Gillin - Published on
Format: Hardcover
(This review is excerpted from my blog. Read the full review at [...])

The Internet is the most measurable medium ever invented, but the perception that returns on online social interactions can't be quantified stubbornly persists. Those who still harbor this misconception should do themselves a favor and pick up Measure What Matters, a guide to digital ROI that puts common sense ahead of the current fan/follower frenzy.

Like many former publicists, Paine has smoothly migrated her relationship-building skills into the social world, but unlike most of her peers she has chosen to specialize in numbers. That's a good thing for the rest of us because social media marketing, like PR, has always been challenged by the lack of reliable success metrics.

Paine believes that anything is measurable if you know where to look, and in this book she offers plenty of ideas. Measure What Matters isn't about social media as much as it is about the importance of relationships and the need to understand how they equate to success. This is an important point because many of the tools Paine recommends work well in any medium.

In fact, one of her favorite measurement tools - the Grunig Relationship Survey - was invented in the days before blogs and Twitter, but is every bit as useful today as it was a decade ago. Even conventional research tools like mail surveys and focus groups still have their place, Paine argues, despite the fact that many people consider them to be passé. The point isn't for organizations to argue about tools but to figure out the best ways to measure success. If that means counting mentions of a brand in newspaper headlines, so be it...

Paine's practical and time-tested advice is a welcome relief to a Klout-obsessed world that seems more taken with fans and followers than with business results. I highly recommend it.
2 of 2 people found the following review helpful
Timely & Thoughtful Contribution to the Field 4 Dec. 2011
By ALAN CHUMLEY - Published on
Format: Hardcover Verified Purchase
A fullsome review of this book in the inaugural issue of the Journal of Professional Communication:


Via blog, newsletters, countless speeches, articles, and white papers, Paine
has tirelessly and openly shared with practitioners war stories from decades of
the trench-level measurement fight on both the client and vendor sides. With
her new book, Measure What Matters: Online Tools for Understanding Customers,
Social Media, and Key Relationships, Paine's latest share is our industry's gain.
While it is essentially a "social mediafication" of her earlier 2007 book, Measuring Public Relationships: The Data-Driven Communicator's Guide to Success, it is a new and quite timely contribution to the field.
2 of 2 people found the following review helpful
FINALLY 23 Nov. 2011
By Dekadent - Published on
Format: Hardcover
I am reading this book for class and all I can say is FINALLY... anytime Ive talked to anyone I always say but what does the data say? NUMBERS MATTER when you are talking about business.. you have to collect data. But what I love is she is speaking in a language that anybody can understand .. If you want to start measuring ROI, ROE, or whatever it is ... must read
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