May 14

B2B Social Media: How do you measure the ROI of a LinkedIn InMail campaign?

Social Media


How do you measure the return on investment of a LinkedIn InMail campaign?

This is becoming a fairly common question in B2B social media marketing, and it’s understandable given the increasing adoption of InMail as a B2B marketing strategy. Consequently, the need to quantify efforts in the channel is also becoming quite clear.

So, how do you approach it?

Consider engagement and awareness.

According to Meagen Eisenberg, Vice President of Demand Generation, DocuSign, one approach to tackling the challenge is to look at the overall awareness and engagement your campaigns generate in your target group and drill down on prospect behavior metrics from there.

Meagan also mentioned the difference between how your prospects read an email versus an InMail.

“When we get an email, we’re either opening it on our phone or our desktop, but are we truly taking time to read it or a moment to digest it?” Meagen asked.

“And I think when you’re in InMail on LinkedIn, you’re taking that time, so opens are significant,” she said.

Determine how performance translates into a business opportunity

“The main goal is to drive revenue, so the absolute best measurement [is] did we actually close business and have some significant opportunities come out of it,” Meagen said.

To learn more about how Meagen used InMail as a strategy that cuts through the noise to create large pipeline opportunities successfully, you can watch the free on-demand MarketingSherpa webinar replay of “B2B Social Media Marketing: DocuSign’s targeted LinkedIn InMail strategy creates 3 large pipeline opportunities.”

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About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing.

He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

  1. Nice blog post, very informative. Can you also please share a case study if you have ran any LinkedIn InMail campaign which has given a good ROI.

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