The CFO wants to know why we pay Google every time someone searches our own brand name.
- The test
- Brand-search ads switched off in a handful of matched cities, left on in their statistical twins. Six weeks. No opinions, just registers.
- The ledger
- Roughly four in five of those clicks slid down to the free listing one inch below — the paid ad caused a sliver, not the number on the report.
- The change
- Brand-search spend rightsized to what it actually causes. The CFO got a confidence interval instead of an opinion.
A channel that merely correlates with revenue never clears the gate — this is what that rule looks like in a budget meeting.