Marketing dashboards can look impressive.
Budgets are being spent.
Campaigns are live.
KPIs are being met.
Yet leadership is asking: Why aren’t we seeing this in the numbers that matter—leads, pipeline, sales?
The issue isn’t effort. It’s misdirected optimisation. When marketing decisions aren’t grounded in the right data, spend is wasted, gaps go unnoticed, and high-potential opportunities are missed.
The symptom: Campaigns are in market. Dashboards are populated. Reporting cycles are consistent. But there's still pressure to show clearer links between marketing activity and commercial outcomes.
This is a common situation—not a failure. Most marketing teams are doing everything they can with the time, tools, and talent available. But in fast-moving environments, it’s easy for activity to become decoupled from outcomes—especially when attribution is complex, teams are overstretched, or data is siloed.
The audit should assess:
- Attribution analysis
What this means: Understanding how revenue is actually being generated across touchpoints—not just which channel claimed the last click.
Why it matters: Without reliable attribution, high-performing channels may be underfunded and supporting channels may be undervalued. An audit can clarify which efforts are creating momentum and which are stalling.
- Funnel efficiency
What this means: Examining each stage of the buyer journey—from first touch to qualified lead to closed deal—to identify where users drop off.
Why it matters: A strong top-of-funnel can still result in weak outcomes if middle or bottom stages aren’t working. Identifying friction in the funnel helps refocus efforts where they’ll have the biggest impact.
- Lag vs. lead indicators
What this means: Distinguishing between activity metrics (e.g., clicks, visits) and outcome metrics (e.g., opportunities, pipeline contribution).
Why it matters: It helps teams shift focus from what’s easy to measure to what’s most valuable to the business—while still keeping tactical performance in view.
The symptom: Investment in paid channels continues to grow, but the commercial return is lagging—or declining. CAC is up, and even well-run campaigns aren’t delivering the same return they used to.
This often isn’t about poor execution. It’s about how dynamic—and volatile—media performance can be. Market saturation, audience fatigue, bid competition, and changing user behaviour can all erode efficiency over time.
The audit should assess:
- Benchmarking media performance
What this means: Evaluating trends in spend, CPC, CTR, and ROAS across channels and time periods, ideally against industry or internal benchmarks.
Why it matters: It surfaces early signals of diminishing returns, allowing for more confident shifts in strategy or spend before performance declines further.
- Ad journey and landing page alignment
What this means: Reviewing how well ad messaging matches the expectations and intent of the audience, and how well landing pages follow through.
Why it matters: Mismatched journeys reduce conversion rates and increase cost per acquisition. Strong alignment improves relevance, engagement, and ROI.
- Conversion pathway diagnostics
What this means: Tracing the full journey from ad click to conversion—highlighting form design, navigation clarity, speed, and micro-conversion friction.
Why it matters: Many campaigns lose effectiveness not because of poor targeting, but because of what happens after the click. Fixing these pathways is often faster and more impactful than rebuilding creative.
The symptom: Web visits are strong, bounce rates are high, and conversion rates are stubbornly low.
The audit should assess:
- Technical performance
What this means: Reviewing page load times, mobile responsiveness, core web vitals, and browser compatibility.
Why it matters: Slow or broken pages lose conversions before users even engage. Technical fixes are often the easiest, highest-return interventions.
- Content relevance
What this means: Analysing whether on-page messaging matches the intent of the traffic source.
Why it matters: Visitors who land expecting one thing and see another will bounce—fast. Content mismatches erode trust and waste budget.
- User experience (UX) audit
What this means: Reviewing navigation, CTAs, forms, and the overall ease of completing a conversion action.
Why it matters: Even minor usability issues—such as unclear next steps or hidden CTAs—can severely depress conversion rates.
- Conversion flow tracking
What this means: Using heatmaps, session recordings, and funnel analytics to see exactly how users engage—and where they drop off.
Why it matters: Pinpoints friction that quantitative data alone can’t always explain.
The symptom: Paid media, SEO, CRM, and social teams each show positive results—but customer journeys feel fragmented and underwhelming.
The audit should assess:
- Cross-channel messaging consistency
What this means: Reviewing whether campaign themes and value propositions are cohesive across touchpoints.
Why it matters: Inconsistent messaging confuses users and reduces brand trust.
- Acquisition-to-nurture continuity
What this means: Evaluating how leads move from initial acquisition through CRM sequences, retargeting, and sales handover.
Why it matters: Gaps here often lead to cold leads, missed follow-ups, or disjointed user experiences.
- Audience segmentation and targeting
What this means: Reviewing how audiences are defined and used across channels.
Why it matters: Redundant targeting wastes spend; missing overlaps cause lost opportunities.
- Data integration
What this means: Assessing how performance data from different platforms is aggregated and shared.
Why it matters: Integrated data allows for faster, better decisions. Disconnected data leads to duplication and blind spots.
The symptom: Campaigns are shipped, but under-analysed. Reporting is delayed. Testing is infrequent. The roadmap keeps slipping.
The audit should assess:
- Execution bottlenecks
What this means: Identifying where tasks consistently stall—be it strategy, creative, development, or analytics.
Why it matters: Reveals where teams need support, process changes, or better tooling.
- Capabilities vs. requirements
What this means: Mapping the expertise you have in-house against the skills needed to execute current and future plans.
Why it matters: Surfaces hiring needs or justifies bringing in fractional support where full-time headcount isn’t viable.
- Prioritisation framework
What this means: Reviewing how campaigns, tests, and changes are ranked and deployed.
Why it matters: Without a clear prioritisation model, urgent tasks crowd out important ones, and strategic progress stalls.
