What you measure will largely depend on your business KPIs, but there
are a few standard metrics that clearly indicate performance. With SEO,
you will generally want to look at Organic traffic increases as the first sign
that improvements are having results. But this is a very high-level view of
To understand the effect on the bottom line, measurement plans and
measurement tracking will need to be implemented. These can offer the
ultimate measurement of the success of your efforts.
A good portion of your projections and ROI predictions will be based
on rankings. However, it’s important that you do not fall into the trap of
associating rankings with results. While there is a strong correlation,
garnering tons of rankings for terms that have nothing to do with your
business will result in little more than a pretty slide on a report followed by
puzzled faces when the following slide shows no improvement to revenue.
When measuring results, always try to put yourself in the shoes of a
business owner. While winning top positions on a handful of keywords can
get you a pat on the back from your peers, the bottom line is what matters.
Understand the business KPIs ahead of time and strive to improve them
rather than just going for vanity term rankings or traffic that may or
may not be qualified. If the site’s goal is to generate leads, go by that. If
exposure and traffic is what you’re after, then users, pageviews, and pages
per session would be the right metrics to look at.
At the end of the day, absolutely any metric could indicate whether
or not you’re meeting the business goals. What you really need to be
focusing on is how you’re measuring these metrics to show performance
Measuring results and showing ROI will almost always come down to
a form of an A/B test. Whether you test performance before and after a
change went live, or do split testing, you will inevitably approach proving
results by comparing performance of the site with and without SEO.
Unlike some other traditional marketing channels, data will always dictate
the success or failure of an SEO project. Here are a couple of ways to do
A/B testing with respect to SEO:
1. Date segmentation: Isolate the SEO event and compare equal in
length date ranges before and after it was implemented. Make sure to
give it ample time to have reliable results (the length of time will
depend on the type of work that was completed). While there are
many variables that can affect the findings like algorithm updates,
seasonality, non-search marketing, and brand equity, this test can offer
insight into whether change resulted in positive change. Here’s an
example of what this might look like in Google Analytics:
2. Split testing: Identify templated content on the site with a large
enough set. Then apply SEO changes to a subset and compare to the
control pages. Because all variables, such as seasonality, will apply
across the board, this test format allows you to isolate SEO as the
single test variable. If you see net gains or net losses across the whole
test group, you can confidently assume that this was related to the
SEO item you were testing.
3. Bespoke SEO: Search engine optimization is not a paint-by-numbers
game. SEO needs to be tailored to the website, brand, page, user and
asset type. While there are many seasoned SEOs you can hire or
reference in order to create a solid strategy, SEO most likely to drive
revenue is ultimately that which has been tested, measured, perfected
and tested again to drive performance that achieves your goals.
Calculating ROI for SEO is hard. With so many variables and moving parts,
it can be difficult to determine how hard your SEO budget is working. Here
are some of the reasons why ROI for SEO can be difficult to determine:
Google’s algorithm is a mystery, and probably always will be. Because
people use manipulative, illegitimate, and unsavory techniques to gain
better rankings, search engines’ algorithms are constantly evolving to
combat these tactics. The only way to gain insights into how search
algorithms work, and to keep up with them, SEOs need to constantly be
testing and analyzing performance.
While Google’s algorithm may be a big secret, SEOs everywhere publish
their findings to help identify ranking factors in Google’s algorithm. To
date, more than 200 have been published. With so many factors being
considered to determine a website’s ranking, it’s impossible to focus
on them all. That’s why it’s essential to focus on those that apply to the
website, the users, and objectives unique to the business.
Despite SEOs best efforts to understand the algorithm and work to best
optimize for it, Google’s algorithm is constantly evolving. This is why SEO is
a continuous, always-on tool for generating ROI, and never a once-off.
SEO is a marketing function for sure, but it needs to be baked into a
product, not slapped on like icing after the cake is baked.
– Duane Forrester, VP of Industry Insights with Yext
As mentioned, testing is one of the best ways to stay ahead of algorithm
updates, but it’s not always a quick technique. If someone is split-testing
a set of landing pages that have 300,000 visitors per week, it’s easy to
see what is and isn’t working very quickly. But that isn’t necessarily the
case for all websites. With SEO, initiatives can take time to plan, execute,
and measure, and even then often need to be repeated in order to fully
understand the results.
SEOs are typically implementing multiple initiatives simultaneously. This
makes it difficult to isolate which variable or factor may have led to an
increase in ranking or traffic. In a scientific lab, a variable can be isolated
one at a time and be compared to a ‘control’ group. With SEO, we don’t
have controlled environments to work in.
Regardless of how SEO factors affect the measurement of ROI, the act of
measuring ROI itself isn’t always straightforward. The customer journey is
not a straight line, making it complicated to attribute leads or purchases
to one channel alone, SEO or otherwise. Measuring organic performance
alone can be tricky. Trying to measure a multi-channel funnel and assisted
conversions can be even more taxing. All of this is something to consider
before and throughout your ROI projection reporting.
Measurement ultimately shows changes in performance, whether they’re
positive or negative. In order to show these shifts, benchmarks and goals
need to be set. Start by auditing current performance and identifying what
changes would indicate improvements. This would require understanding
your business goals and all the factors that lead to their improvement. If
it’s leads, you may want to identify assets on the site that you believe will
generate those leads and measure the baseline organic traffic to compare
future traffic to.
Key performance indicators, or KPIs, will then need to be set. These, as
the name suggests, indicate whether performance is achieving business
goals. KPIs will identify which metrics need to be measured and what
changes need to be seen in order to indicate success.
In order to measure all of the metrics you will need to isolate a control and
test group in some way. The most common way to measure is to look at
date ranges before and after changes were implemented. If you are doing
split testing, you can do this as a side by side analysis to see if the updates
had an effect on the test group and compare those to the control group.
There are multiple tools available for measuring SEO performance. There
are free, affordable and premium tools available to measure a multitude of
metrics. The tools you’ll need to measure performance will depend on your
goals, KPIs and implemented SEO.
• Google Analytics
Google Analytics us a free tool and by far the most popular. It’s hard to
find a service that can compete with Google Analytics in terms of
price, data, and the number of features available. This tool allows
companies to place a value on how much a conversion is worth in
their ROI, measure site value (including Organic Search), and report on
a multitude of other metrics including conversion goals, traffic,
session duration, pages per session and more. Google Analytics must
be installed in order to measure and report on performance. It cannot
retroactively measure website analytics.
The best place to start in GA is the Acquisition>All Traffic>Channels
section (note, the naming conventions may change in the future).
Organic is the channel we’re discussing here but you can use this
section to calculate ROI of other channels as well. Once you’re in the
desired channel, simply adjust dates in the top right corner to compare
An SEO Keyword Tool like KWFinder helps companies find long-tail
keywords that have a lower level of competition. The experts use this
SEO tool to find the best keywords and run analysis reports on
backlinks and SERPs. Their Rank Tracker tool easily determines
ranking while tracking improvements based on one key metric.
To use the tool, simply put in the keyword you want to target and
watch the magic happen. I wanted to see some ideas for “truck flaps”
and got back a lot of new keywords with better search volume and
This is a free alternative to the KWFinder tool that I’ve seen moderate
success with. It’s the same exact concept and can offer valuable
keyword research data. There aren’t as many bells and whistles, but
it’s a great tool to use if you don’t want to sign up for anything.
Used by SEO experts worldwide, Majestic focuses on providing
web-based link information to help users identify how competitors
are performing. Features include website tracking, backlink numbers,
industry benchmarks and even keyword research. The UI is fairly
intuitive and after putting in the domain you want to review, you get all
the information split out by tabs you can browse.
As a suite of a number of tools, Moz (formerly SEOMoz) can be a
great addition to your toolset. With tools to track keywords, links, and
overall SEO health, Moz can give you many new items to measure ROI
for. It is also great for pulling backlinks Ahrefs and Majestic may have
missed as the three tools discover backlinks in different ways. Though
navigation leaves a bit to be desired, once you find the report you want
to run, you can get excellent results. One of their best metrics is the
backlink spam score which allows you to quickly see how many of
your links have commonalities with known spam.
Ahrefs can help companies see how pages are performing against
keyword rankings and backlinks, for both them and their competitors.
Using Ahrefs’ content explorer, you can find new ideas based on the
most shared and linked-to posts, rather than relying on gut feeling
alone. It’s a great tool for content targeting, competitive research, and
keyword ranking. However, Ahrefs has always been the gold standard
for backlink research and getting tons of quick insight is a matter of
typing in the URL.
SpyFu is focused on identifying keyword rankings, costs, performance
and trends. SpyFu also offers measurement of competitor backlinks,
advertising and keyword rankings. This nifty tool has a ton of great
insight for free and can guide your competitor research (as the name
suggests, they built the tool to spy on others).
BuzzSumo is a fantastic research tool for all things content.
BuzzSumo allows users to find how often and where content has been
shared. It can be used to identify topical content, brainstorm new
ideas, or even find influencers to promote your content and generate
backlink opportunities. BuzzSumo definitely leans towards the content
side of SEO but can be a great tool all around. For example, their
monitoring tools can tell you when you’ve been mentioned and help
you procure backlinks.
• Screaming Frog SEO Spider
Considered an essential tool for any SEO, Screaming Frog SEO Spider
is a website crawler. This tool allows you to crawl websites (yours or
competitors) in order to audit and analyse technical on-page SEO
performance and identify areas for improvement. There are multiple
modes you can use but the primary method is putting in a URL and
letting it crawl the entirety of that site to extract valuable on-page data.
Probably best known for its ability to automate marketing, track leads,
drive sales, and manage clients, HubSpot actually features a great set
of SEO tools. The HubSpot content strategy tool is great for outlining
content plans and aligning them to business objectives. Their SEO
optimization tool is also handy for identifying quick wins on pages or
URLs. Finally, their analytics help measure performance to show SEO
• Google Data Studio
With so many different sources of data, Google Data Studio provides
an opportunity to unite the different pieces of the puzzle in a single
dashboard. If you use Google Ads and Google Analytics and want to
understand the bigger picture and how each contributes, this free
dashboard tool will do just that. You can leverage it for communicating
highly visual data that will show the bigger picture and tell the full
• Google Tag Manager
Using Google Tag Manager can be extremely helpful with tracking
your performance. As another free tool from Google, if it is something
you are ready to implement on your site, you can really take advantage
of the event tracking and data manipulation possibilities offered by
GTM. When it comes to measuring ROI, Tag Manager can offer
additional metrics you can measure to assess performance and return
on the work you complete.
In order to make sure you are measuring ROI at all times, it’s a good idea
to break down your SEO plan into measurable parts. From auditing to see
how you’ve been doing so far, to eventually reporting on all the projects you
completed, each step should lead to eventual ROI on your SEO campaign.
1. Establish a Baseline before any work to measure future results.
2. Audit the site to find everything that needs to be worked on.
3. Identify goals and objectives to meet with your SEO efforts.
4. Create an SEO strategy in order to achieve those goals and
5. Define deliverables and how they will contribute to performance.
6. Create a measurement plan and set up tracking.
7. Analyze data and interpret results.
8. Report on performance and impact on ROI.
One of the most effective ways to start an SEO campaign is by conducting
a full-scale audit. This project should take a look at all the aspects of your
on-site, off-site, and technical SEO. If there are glaring problems that can
hurt your site’s opportunity to get crawled, indexed, and drive organic
traffic, this step should surface the problem. While the project itself can be
short-lived, the issues identified here can lead to numerous development
and marketing team projects in order to execute on all the findings.
Because of the nature of most SEO audits, not everything can be
implemented in a timely manner all the time. It is thus extremely important
to give estimates of level of effort on each task. Even if it’s a simple scale
for impact and effort, this can help with prioritization for all the teams
working on implementing the recommended items.
Once your site is technically sound (or in the process of getting there),
you should turn on the offensive and define growth goals. These can be
as general as showing improvements year over year. However, concrete
objectives are better at keeping the business structured (be careful here
to set realistic expectations as a pie in the sky goal is unlikely to be taken
A good goal to set is one that takes into consideration past performance
and competitor performance and formulates a figure that can be met.
For example, 20% year over year growth in organic visits for a full year
is concrete and attainable whereas 200% year over year growth in one
quarter is a tall order as it is immediate and extreme.
Once you’ve laid out the business goals for your SEO campaign, you’ll need
to begin strategizing. This step will include going over things that you need
to fix as well as identifying opportunities to grow. In some cases there may
not be a hard number you can put to the task as only time will tell if the
implementation was effective (e.g. updating your meta titles can increase
traffic or the current titles could have already been good enough). At top
level, your strategy should consist of tactics you’ll employ to recover from
past issues, maintain quality, and grow the business.
Depending on where your current business falls, you can focus your
attention on different parts of the strategy. With a long standing product
that was never evaluated for SEO health, this might mean that you have to
pay off your technical debt and lean in on fixing existing issues more so
than focusing on growth opportunities. But no matter what you discover
is the most important item to start with, you will need to create projects
associated with completing each of the individual goals or deliverables.
A deliverable can be a report, strategy, article, audit, or more. If you need
a full site audit, then that is a deliverable. If you think you need to update
site architecture, then a file analyzing the current structure and proposing
changes is what you will need. No matter what the individual SEO
objectives are, always tie them to a specific deliverable that can be shared
across teams and referenced throughout implementation.
Once the campaign has started and it comes time to assess the results,
you will need to know what to measure and evaluate. It’s thus very
important to define what you will be measuring in the beginning. A
measurement plan will echo your goals and objectives by defining exact
metrics you will look at to see if the outcome was a success.
If you are looking to grow traffic to capitalize on ad revenue, then
organic users can be something you will review in a measurement plan.
Conversely, if the bottom line matters more, organic revenue is something
to note. However, a good measurement plan should be multifaceted and
assess multiple levels of the funnel to analyze not just the end result but
all the business metrics that were affected. Even when goals are not met,
a good measurement plan can isolate the root cause (e.g. revenue did
not grow because traffic that was built was not qualified and thus didn’t
After you’ve pulled all the data, it’s time to analyze the results. In this step
you will need to interpret the data and make a hypothesis about what the
bigger picture looks like. While hard numbers are great to show growth or
losses, they do not explain the reasons behind the market fluctuations.
It’s going to be your job to review all the findings and tie them to market
events or changes to the site. If you saw an immediate decline in traffic
following an algorithm update, it’s possible that you were likely affected by
that change. Conversely, if a project was implemented and led to a spike in traffic to pages altered in the project, it is possible the implementation was successful. For example, if a series of competitors implement a winning tactic, that you did not, it may appear that there was an algorithm update, when there was not. Or, if everyone implemented a tactic that Google moved to penalize at the same time that you made a change, you might assume it was your optimization when it was actually an algorithm update.
Nevertheless, make sure to find data to back up those assumptions. In
many instances, it can be as simple as looking at traffic of individual pages
before and after. In a site-wide fluctuation, you may need to run a more in
depth analysis to see which areas of the site were affected. This can help
solidify your case.
Armed with data and an analysis of the figures, you can now report your
findings. The report should blend hard evidence and general observations
to paint a full picture. There is no reason to make up random theories
about why the market is behaving in a certain way, but if you can tie the
findings to causes, you can help tell a full story.
While a 10% uptick on organic users is a clear success story to you,
someone not involved in the day to day work you do can quickly dismiss
it as a fluke or a result of something another department did (possibly
even their own). Come prepared to show evidence of why your reports are
accurate and valuable to ROI.