March 04, 2016 by Olga Kogan

Engagement Value and the Persona Tool: Look Who's Getting Engaged!

The Persona Tool helps us know our visitors better, and the evolution of the Persona Tool brings more and more new features. The one I want to focus on this time is the exceptional, extraordinary and essential Engagement Value (EV) per cluster of visits.

Once we pick one of our Sitecore profiles (i.e. Audience Segment) in the dropdown we would see all our visits with Audience Segment data combined into one cluster that represents an average visit to our site. Let's take it one step further and reduce our distance. I know: what on earth is distance? For our current purposes, a distance here is a difference between one pattern and another. Take a look at the radar charts in the image below and observe that the three figures are easy to differentiate. The difference between each one is represented as a numerical value in Sitecore: that is our 'distance'.

EV Charts

So, in the slider I reduce my distance to 16% (of the largest possible distance between patterns representing our visits). This action is highlighted in red.

EV Data

The tool runs the analysis and displays three resulting clusters of visits. Within each cluster all visits are 'averaged out' and represented as one pattern. You can see those patterns as the radar charts. There is information about each clusters: percentage of visits in the cluster and average Engagement Value (EV), highlighted in green in the image above.

There is plenty of information in Engagement Value as a concept out there on the web. For example, I really like Martina Welander's post on it - Sitecore’s marketing features for developers: What is ‘Engagement Value’?

Essentially we set up Goals in Sitecore and assign a value to each goal. All those goals might have various values from low to high. Then we associate certain content or events (such as downloading a document) with goals. As users achieve them (i.e. download those documents) Sitecore stores that value (Engagement Value) inside Interactions collection in Mongo for each visit.
In our specific example we can see that the largest cluster (the one contaning a whopping 61% of our visits) has the largest average Engagement Value (17.56). It is not always the case. Depending on your data you might discover that a small slice of your site's visitors is actually the most 'engaged'!

EV Cluster Info

Those are the people who are achieving the goals we set for them: they are downloading important documents, visiting pages we want them to visit most, signing up for events and services that mean a lot for our business. If we are an e-commerce site they are clicking the Buy button, thereby increasing our revenue.

Wouldn't that be great to know who they are in terms of their behavior on the site? What content do they view? What is their pattern? Well, this is what this cluster's radar chart is all about: it shows us the pattern of our most active (or 'engaged') visitors.

EV Cluster

In my next post I will write more about Distance: what it is, how to get it, why does it matter, and how the Persona Tool can help you best utilize this metric. If you'd like more information about persona development and marketing strategy, reach out to Hedgehog Development Digital Marketing Innovation Team.

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