A: Sure. There are four steps:
Q: And what to call this – the attribution process? algorithm? framework? approach?
A: attribution agenda – of course, you can call it anything you like.
Q: Why don’t you start with data collection – I am sure you heard about GIGA principles and how important having good and correct data is for attribution …
A: I am squarely focusing on attribution logic – data issues are outside the scope of this conversation
Q: I noticed that there are no rule-based attribution models in your agenda. Are the rules really so arbitrary that they are of no use at all?
A: They are not arbitrary – like any social/cognitive rules of custom nature. For attribution purpose, however, they are neither conversion models, which measure how channels actually impact conversion probability, and nor clearly stated justification principle.
Q: What about the famous Introducer, Influencer and Closer framework – the thing everyone use in defining attribution models – and the insights they provided to attribution?
A: They are really of the same concept as the last touch, first touch rules – a position based way of looking at how channel and touch point sequence are correlated. You can use an alternative set of cleaner and more direct metrics to get similar insights – metrics derived from counting the proportions of a channel in conversion sequence as first touch, last touch and neither.
Q: Do these rules have no use at all in attribution process? Can they be used in conjunction with conversion models?
A: You do not use them together, there is simply no needs for them anymore when you can have conversion models. However, there are cases when you do not have sufficient data to build your models. In that case, you can borrow from other models, or use these rule-based models as your heuristic rules.
Q: You are clearly not in the “guru camp” – as you said in your “Guru vs PhD” tweet. Are you in the PhD camp then?
A: No. I also think that they maybe more disappointed than the gurus from the web analytics side ..
Q: I have same feeling – I think you are killing their hope of being creative in the attribution modeling area. With your agenda, there is no more attribution models aside from conversion models, and no more attribution modeling aside from this one Shapley Value formula, and the adjustment factor.
A: The real creativity should be in the development of better conversion model.
Q: Let’s slow down a little bit. I think you maybe over simplifying the attribution problem. Your conversion models seem only work when there is one touch event per channel — how can you handle multiple touch events per channel cases?
A: You may be confusing the conditional probability profile – in which channel is treated as one single entity – with conversion models. In my mind, you can creative multiple variables per channels that reflect complex feature of the touch point sequences for that channel: freq, recency, interval, first indicator etc.. Once the model is developed, you construct the conditional probability profile by taking all the touch points for that channel On or Off at the same time.
Q: Ok. How do you deal with the ordering effect – the fact that channel A first, and B second (A,B) is different from (B,A)?
A: You construct explicit order indicator variables in your conversion models … that way, your attribution formula (the Shapley Value) can remain the same.
Q: And what if the order does not matter.
A: Then the order indicator variables will not be significant in the conversion models.
Q: and the channel interaction?
A: through the usual way you model the interaction effects between two or more main effects.
Q: The separation of conversion model and attribution principle in your agenda is quite frustrating. Why can’t we find innovative ways of handling both in one model – a sort of magic model, Bayesian, Markovian or whatever.
A: Go find it out.
Q: Control/Experiment could be an alternative, isn’t it?
A: Control/Experiment is at better a way of measuring the marginal impact; it is albeit to say that it is an impractical way to measure all levels of marginal impact that a conversion model will support. If we have more than a couple of channels, the number of experiment needed goes up exponentially. It also does not allow post-experiment analysis, and there is no way to practically incorporate recency and sequence patterns etc..
Q: What about optimization principle? If by requiring the best attribution rule as reflecting the optimal way of allocating campaign budget to maximize the number of conversion, one can derive a unique attribution rule, can that be the solution to attribution?
A: No. Attribution problem is about events that happened already and needs to be answered that way, without requiring any assumption about future. Campaign optimization is a related, but separate topic.
Q: Your attribution agenda is limited to conversion event. In reality, a lot of other metrics we care about, such as customer life time value, engagement value etc… How do you attribute those metrics?
A: If you can attribution (conversion) event, you can attribute all metrics derived from that, by figuring out what values linked to that event. In short, you figure out the fractional credit for the event first, then multiple the value of the event, you get the attribution process for that new metric.
Q: You have so far not talked about media cost at all – when we know every attribution vendors are using them in the process. How come there is no media cost in your attribution agenda?
A: Media cost is needed to evaluate cost-based channel performance, not for attribution. How much has a channel impacted a conversion is a fact, not depended on how much you paid the vendor – if there is any relationship, it should be the opposite. The core of attribution process can be done without the media cost data — all vendors ask for it because they want to work on more projects aside from attribution.
Q: Regarding to issue of where should attribution process reside, you picked Agency. Isn’t agency the last place you’d think of when it comes to any technology matter? Since when did you see agency put technology at their core competency?
A: Understandable. I said that not for any of the reasons you mentioned, but for what an ideal world should be. Attribution process is so central to campaign planning, execution and performance reporting, at both tactical and strategic level. Having that piece sitting outside of the integration center can cause a lot of frictions to moving your advertising/marketing to the next level. I said that it should live inside your agency, but I did not say that it should be “build” by the agency; I did not say it should live inside your “current” agency; and certainly, there is nothing prevent you from making your technology vendor into your “new agency”, as long as they will take up the planning, execution and reporting works from your agency, at both strategic and tactical levels.
Q: What about Media Mix Modeling? If we have resources doing that, do we still need to worry about attribution?
A: The micro-macro attribution technologies. It is complicated and certainly need a separate discussion in order to do justice to the topic. The simplest distinction between the are this: when you know the most detailed data of who were touched by what campaigns, you do attribution. If you have none of those data, but only know the aggregated level of media delivery and conversion data, you do MMM.
A: Yes – the state of extreme democracy without consensus. To those who have gun, money and power, anarchy may just be the perfect state; not being cynical, just my glass half-full kind of perspective.