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2013 Email Marketing Metrics Benchmark Study-1
2013 Email Marketing Metrics Benchmark Study-1
PAGE 2
CONTENTS
Introduction...................................................3
Open Rates .................................................. 4
Overview.......................................................................................4
Unique Open Rate (by Country/Region).................4
Unique Open Rate (by Industry).................................4
Gross Open Rate (by Country/Region)......................4
Gross Open Rate (by Industry).................................... 5
Opens per Opener (by Country/Region)................. 5
Opens per Opener (by Industry)................................. 5
Observations..............................................................................5
TWEET THIS!
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Marketing Metrics Benchmark Study
Message Size................................................ 8
Overview.......................................................................................8
Message Size (by Country/Region)...........................8
Message Size (by Industry)...........................................8
Observations..............................................................................8
PAGE 3
1. Deeper Perspective
in Benchmarks
Here, youll find the classic list of email marketing
benchmarks such as open, click and bounce rates,
but with additional computations that deliver
a deeper and more accurate picture of reader
engagement and action on your email messages.
2. International Comparison
Most benchmark studies are conducted from a U.S./
single-country-centric viewpoint, but we wanted to
see if metrics vary among different countries.
Thus, we first report overall statistics and then
break down those statistics by four major
countries/regions: United States, Canada,
EMEA (Europe, Middle East and Africa) and
APAC (Asia-Pacific).
3. Benchmarks Beyond
Average
Benchmarking your progress against your
competitors is a necessary step when analyzing
your email programs health, but you have to
select the correct benchmarks.
Most studies report average benchmarks, but
in our view, being average is no longer enough. In
todays hypercompetitive marketplace, average
has become the new bottom.
Instead, we hope to encourage you to set your
sights higher. If you want to be a world-class
marketing organization, compare yourself to those
PAGE 4
Study Findings
OPEN RATES
Overview
The open rate (both unique
and gross, or total) can be
calculated in multiple ways.
For this study, we calculated
the open rate as the number
of measured opened
Mean
19.7%
18.9%
19.6%
24.2%
31.5%
Median
17.1%
16.5%
17.4%
23.8%
27.2%
Top Quartile
35.7%
34.7%
34.9%
36.4%
44.6%
Bottom Quartile
8.2%
8.2%
8.5%
6.8%
5.7%
Mean
17.2%
13.4%
21.4%
23.8%
21.2%
26.2%
22.0%
18.7%
13.6%
16.4%
20.9%
21.3%
18.1%
17.8%
Median
16.8%
12.0%
20.4%
25.4%
18.5%
19.4%
20.9%
17.9%
10.7%
15.6%
19.9%
17.5%
15.7%
15.9%
Top Quartile
27.3%
38.1%
34.0%
32.4%
35.9%
46.1%
34.3%
30.0%
38.5%
30.9%
32.1%
39.6%
32.6%
31.8%
Bottom Quartile
6.3%
8.3%
7.9%
8.1%
7.4%
7.5%
7.2%
9.7%
7.9%
8.3%
9.6%
8.9%
8.8%
8.3%
Mean
38.6%
35.7%
39.0%
42.1%
80.6%
Median
27.9%
26.5%
28.6%
38.5%
46.7%
Top Quartile
84.7%
79.8%
83.8%
70.0%
127.9%
Bottom Quartile
11.6%
11.8%
11.7%
9.0%
8.5%
PAGE 5
Mean
27.2%
27.7%
45.4%
53.3%
39.7%
63.6%
46.3%
35.5%
21.8%
27.1%
43.6%
39.2%
40.6%
32.5%
Median
27.6%
23.3%
35.4%
39.5%
30.3%
35.6%
38.1%
31.9%
15.0%
23.0%
34.3%
24.8%
28.2%
30.3%
Top Quartile
50.9%
93.8%
78.5%
96.5%
71.3%
126.5%
76.8%
69.9%
93.6%
63.9%
79.0%
98.8%
93.4%
62.4%
Bottom Quartile
10.7%
11.8%
12.1%
11.0%
10.7%
10.9%
10.3%
14.5%
10.7%
11.8%
12.0%
13.1%
12.4%
11.8%
Mean
1.95
1.89
1.98
1.74
2.56
Median
1.64
1.61
1.64
1.62
1.71
Top Quartile
2.37
2.30
2.41
1.92
2.87
Bottom Quartile
1.42
1.44
1.37
1.32
1.51
Mean
1.58
2.07
2.12
2.24
1.87
2.43
2.10
1.90
1.61
1.65
2.08
1.84
2.24
1.83
Median
1.64
1.93
1.73
1.56
1.64
1.84
1.82
1.78
1.39
1.48
1.73
1.42
1.80
1.90
Top Quartile
1.87
2.61
2.31
2.98
1.99
2.75
2.24
2.33
2.43
2.07
2.46
2.49
2.87
1.96
Bottom Quartile
1.69
1.42
1.53
1.36
1.44
1.46
1.44
1.50
1.36
1.42
1.24
1.47
1.41
1.41
Observations
While median open rates are fairly close across
the board, top-quartile performers achieved open
rates slightly more than double the median and
more than four times higher than bottom-quartile
performers. Disparities among the different results
for the gross open rate are even greater, with top
performers achieving rates six to 12 times higher
than low performers.
When comparing industry verticals, it becomes
clear that some companies are doing email right.
Consumer products scored the highest among
industry verticals, tallying a median 25.4 percent
unique open rate.
Regarding the opens-per-opener rate, several
factors can drive multiple opens:
PAGE 6
CLICK-THROUGH RATES
Overview
The click-through rate (CTR) is the number of
unique clicks on links in the email message
divided by the number of delivered email
messages in a campaign. The click-to-open
rate (CTOR), also known as the effective
rate, is the ratio of unique clicks as
a percentage of unique opens. It
measures click-through rates
as a percentage of messages
opened, instead of
messages delivered.
Mean
3.6%
3.3%
3.3%
5.8%
7.1%
Median
2.3%
2.2%
2.4%
2.7%
4.5%
Top Quartile
8.8%
8.3%
8.1%
12.9%
11.0%
Bottom Quartile
0.6%
0.6%
0.6%
0.6%
0.8%
Mean
2.0%
1.5%
2.6%
3.6%
3.9%
5.8%
3.3%
4.2%
2.1%
3.1%
2.8%
3.8%
3.2%
2.3%
Median
1.7%
1.0%
1.4%
3.3%
2.6%
2.8%
2.1%
2.4%
1.5%
2.2%
2.3%
2.7%
2.3%
2.1%
Top Quartile
4.8%
4.8%
8.5%
6.7%
8.9%
12.8%
7.9%
9.9%
6.5%
7.6%
5.6%
7.8%
8.0%
4.9%
Bottom Quartile
0.6%
0.5%
0.7%
0.3%
0.9%
0.6%
0.6%
0.7%
0.7%
0.6%
0.8%
0.7%
0.6%
0.6%
Mean
18.0%
17.5%
16.9%
24.2%
22.5%
Median
13.5%
13.1%
13.5%
11.2%
16.5%
Top Quartile
24.6%
24.0%
23.4%
35.5%
24.7%
Bottom Quartile
7.7%
7.5%
7.5%
9.2%
13.3%
PAGE 7
Mean
11.6%
11.5%
12.0%
15.3%
18.3%
22.0%
14.8%
22.6%
15.3%
19.0%
13.6%
18.0%
17.9%
13.0%
Median
10.4%
7.9%
6.9%
12.9%
14.1%
14.3%
10.3%
13.3%
13.8%
14.4%
11.6%
15.2%
14.7%
13.5%
Top Quartile
17.7%
21.6%
25.1%
20.6%
24.9%
27.8%
23.1%
33.0%
16.7%
24.6%
17.5%
19.6%
24.7%
15.5%
Bottom Quartile
8.8%
6.1%
8.4%
4.3%
11.5%
8.4%
8.7%
7.4%
8.8%
7.8%
7.9%
7.6%
6.6%
7.5%
Mean
1.74
1.7
1.75
1.89
1.95
Median
1.51
1.53
1.54
1.64
1.78
Top Quartile
1.86
1.83
1.84
2.08
2.05
Bottom Quartile
1.48
1.46
1.59
1.39
1.44
Mean
1.59
1.93
1.89
1.45
1.63
2.01
1.92
1.61
1.57
1.78
1.85
1.63
2.02
1.84
Median
1.43
1.99
1.59
1.27
1.42
1.51
1.82
2.02
1.45
1.47
1.50
1.37
1.57
1.69
Top Quartile
1.62
2.18
1.93
1.68
1.61
2.05
1.75
1.43
1.98
2.05
1.93
2.26
2.08
2.02
Bottom Quartile
1.76
1.40
1.49
1.38
1.48
1.47
1.42
1.46
1.47
1.40
1.50
1.64
1.44
1.59
Observations
Across the three click-based metrics, some key
findings:
PAGE 8
MESSAGE SIZE
Overview
As with subject line length, there isnt a onesize-fits-all solution to optimizing message size.
Message context, corporate branding, message
length and the amount of HTML and images
used will determine how large a message your
email becomes.
On desktop computers connected to the
home or corporate network, message
size is of little consequence an email of
200KB might load in roughly the same
time as a 40KB message. Optimizing for
message size becomes more important as
more recipients view your messages on
smartphones connected to a cell network
Observations
The majority of companies in our study are
keeping messages below 40KB with a median size
of 15.9KB a good size that should load fairly
quickly regardless of viewing platform. Note that
for this metric weve labeled the top and bottom
quartiles as Smallest and Largest, because we
have no optimal numeric size.
However, a message of only a few kilobytes is
likely a text-only message and might significantly
underperform versus a comparable but HTMLdesigned message many times larger.
Mean
18.3
17.3
22.2
16.1
20.9
Median
"Smallest" Quartile
15.9
14.9
18.8
13.6
19.5
"Largest" Quartile
6.4
6.4
6.8
4.2
5.5
35.1
35.1
36.0
31.2
33.7
Mean
23.7
17.4
14.0
14.6
19.6
16.0
17.4
19.1
12.3
18.8
18.8
20.8
23.7
15.1
Median
19.6
17.3
12.4
12.6
17.7
15.8
13.6
12.6
11.8
16.8
16.0
16.8
19.1
12.7
"Smallest" Quartile
6.1
6.7
6.9
6.3
5.1
6.9
6.9
6.7
6.8
4.1
9.6
7.1
7.0
6.6
"Largest" Quartile
40.5
37.2
26.5
33.6
33.7
27.9
37.9
40.6
30.8
34.3
33.0
36.6
41.6
33.9
PAGE 9
Mean
2.2%
2.3%
1.7%
1.9%
3.7%
Median
0.8%
0.8%
0.6%
0.7%
1.2%
Top Quartile
0.1%
0.1%
0.1%
0.1%
0.1%
Bottom Quartile
6.9%
7.0%
5.7%
6.4%
9.5%
Mean
1.7%
3.2%
2.8%
2.0%
1.8%
3.7%
2.2%
2.1%
2.1%
1.9%
1.1%
1.3%
2.0%
2.0%
Median
0.4%
1.3%
1.3%
1.0%
0.5%
1.1%
1.0%
1.4%
0.8%
0.4%
0.6%
0.2%
0.9%
1.1%
Top Quartile
0.1%
0.1%
0.2%
0.1%
0.1%
0.1%
0.2%
0.1%
0.2%
0.1%
0.2%
0.1%
0.1%
0.1%
Bottom Quartile
9.0%
8.0%
6.9%
4.1%
6.4%
9.4%
6.1%
6.0%
6.5%
8.3%
4.8%
7.4%
5.7%
4.7%
PAGE 10
Observations
As with the open rate, the best use of the
unsubscribe rate is by examining it over time for
trends. An unsubscribe rate that increases over
time or remains constant while spam complaints
increase likely signals subscriber discontent.
While even the bottom-quartile companies see
an unsubscribe rate just above or below half
of a percentage point, those figures are still
more than three to four times the median rate
and more than 20 times higher than the best
performers, whose customers rarely unsubscribe
(median 0.17 percent across all regions). If youre
sending three emails a week, that difference can
add up to thousands of subscribers over a year.
Mean
0.25%
0.25%
0.26%
0.21%
0.26%
Median
0.17%
0.18%
0.16%
0.13%
0.15%
Top Quartile
0.03%
0.03%
0.03%
0.03%
0.03%
Bottom Quartile
0.60%
0.58%
0.66%
0.51%
0.71%
Mean
0.20%
0.24%
0.25%
0.27%
0.25%
0.28%
0.20%
0.22%
0.19%
0.19%
0.17%
0.16%
0.30%
0.27%
Median
0.17%
0.15%
0.17%
0.18%
0.18%
0.18%
0.13%
0.17%
0.14%
0.10%
0.10%
0.12%
0.21%
0.21%
Top Quartile
0.02%
0.01%
0.03%
0.04%
0.04%
0.04%
0.03%
0.04%
0.04%
0.03%
0.04%
0.04%
0.03%
0.02%
Bottom Quartile
0.51%
0.59%
0.56%
0.65%
0.54%
0.69%
0.67%
0.50%
0.61%
0.53%
0.42%
0.49%
0.65%
0.49%
PAGE 11
Mean
0.07%
0.08%
0.06%
0.06%
0.05%
Median
0.05%
0.05%
0.04%
0.05%
0.03%
Top Quartile
0.01%
0.01%
0.01%
0.01%
0.01%
Bottom Quartile
0.19%
0.19%
0.16%
0.13%
0.14%
Mean
0.07%
0.03%
0.08%
0.09%
0.08%
0.07%
0.06%
0.06%
0.10%
0.07%
0.05%
0.06%
0.08%
0.05%
Median
0.04%
0.02%
0.04%
0.07%
0.06%
0.05%
0.03%
0.04%
0.08%
0.04%
0.04%
0.05%
0.05%
0.04%
Top Quartile
0.01%
0.01%
0.01%
0.02%
0.01%
0.01%
0.01%
0.01%
0.01%
0.01%
0.01%
0.02%
0.01%
0.01%
Bottom Quartile
0.17%
0.21%
0.27%
0.15%
0.19%
0.16%
0.20%
0.14%
0.16%
0.20%
0.18%
0.12%
0.18%
0.11%
Observations
While recipient engagement has become
increasingly important in inbox delivery, abuse
(spam) complaints are still an important factor ISPs
consider when deciding whether to deliver your
messages to the inbox, route them to the junk/
spam folder or even block them entirely.
As a result, minimizing abuse complaints and
actively monitoring the number and percentage of
complaints for each mailing remains an important
aspect of performance monitoring. While each ISP
is different, a rule of thumb is not to exceed one to
two complaints per thousand messages.
Across industry and geographic locations,
the complaint rates for top-quartile performers
are about one per 10,000, while most of the
bottom-quartile performers were within the
two per 1,000 range.
PAGE 12
TWEET THIS!
Reading Silverpops 2013 Email
Marketing Metrics Benchmark Study
PAGE 13
Additional Resources
Videos
1) Moving From Single Emails to Behavior-Driven
Series or Tracks
2) Re-Engaging Inactive Subscribers
3) Onboarding Programs: Transitioning from a
single welcome message to a dynamic multimessage format