Most Marketers Are Choosing The Wrong Conversion Attribution KPI

Successful marketing requires the ability to measure the relative contribution of each activity and channel on conversion and purchasing over an extended period of time. However, many of the A/B testing and conversion optimization solutions push marketers into flawed single-session attribution and short-term optimization. As a result, marketers embrace misleading tactics that undermine the effectiveness of their marketing optimization campaigns.

In this article, I’ll highlight the importance of choosing the right KPI for your experiments, and how to overcome a key challenge associated with selecting actionable KPIs.

The Difference Between Session-Based and User-Based Attribution

As mentioned, “per session” KPIs are more widely used in the industry than “per unique user” KPIs. This is mainly because they are easier to implement, monitor and optimize toward. Yet, the best KPIs for achieving true, long-term revenue uplifts, are “per user” based. Here is why:

Every statistical engine out there (that I am aware of), assumes that trials (namely “unique users” / “sessions”) are independent. By independent we mean that each one has the same probability to convert/give expected revenue. Clearly, when the same user starts several sessions, the probability of converting changes dramatically between sessions. There is a clear statistical dependence.

In practice, many users initiate several sessions. The result of this assumption breakage is that the reliability of the results coming out of the statistical engine are badly hurt in an unknown direction. So statistical significance, probability to be best, confidence intervals, winner declarations are all less reliable to an unknown extent. The “per user” KPI is much more reliable because each user is counted just once, and the assumption that different users are statistically independent remains pretty solid.

Dynamic Yield has invested a lot of resources to solve the technological challenge of giving an exact count of unique users. We consider this ability a substantial edge in providing a more exact and reliable statistical engine that yields actionable results.

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With Dynamic Yield, you can define, track and optimize experiences based on your most valuable KPIs.


If you’re interested in learning more about the technical rationale behind how we approach distinct counts, please read on.  

Distinct Counts Are Hard

Given the inherent advantages in per-user KPIs, why is it uncommon to make decisions using KPIs normalized by unique (a.k.a distinct) users? Well, it turns out that counting distinct users at scale is a much harder task than it looks.

Enterprise grade optimization often involves a stream of millions of events with repeating user IDs. Thus, maintaining a data structure which allows counting each observed user ID only once requires enormous amounts of memory, particularly when a user is running multiple tests and tracking multiple unique counters for each.  Various algorithms have been offered which, given limited memory and a stream of recurring numbers, supply an approximate distinct count of those items. The crown jewel is the groundbreaking HyperLogLog algorithm, which is continually improved upon by multiple players in the analytics and big data fields. It is offered by Apache Spark, supported in Redis, and underlies many of the other hot technologies we’re hearing about today.

However, HyperLogLog has one glaring problem which prohibits its reliable use for A/B testing. The algorithm guarantees what the standard error will be given the amount of memory allocated to it. For example, the Redis implementation uses 12kb per HyperLogLog counter giving 0.81% standard error. That sounds great! But what does it actually mean?

Well, it means that if you simulate one million tests using HyperLogLog for counting and calculate the relative standard deviation of the approximate counts vs. reality, the standard deviation would be ever-so-close to 0.81%. However, HyperLogLog does not make any guarantees on the maximum approximation error for a single given counter – it might be +0.01%, it might be -1.5%, it might be +4%! .For analytics, this is generally fine. However, when making decisions on which A/B test variation is better based on 2% difference in performance, you need to know that this is not due to HyperLogLog “misbehaving”.

For this reason, Dynamic Yield uses only exact distinct counts when calculating KPIs used for decision making. This capability is based on Apache Spark, which allows for a scalable exact distinct count.

Most Marketers Are Choosing The Wrong Conversion Attribution KPI
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