The Creative Effectiveness Ladder

1. Influential Ideas use creativity to maximise engagement and sharing, resulting in the work over-achieving on metrics and media efficiency.

To achieve this level, marketers must track and measure campaign-level metrics such as recall, social shares and earned media value. Our analysis has revealed that capitalising on a major moment, taking the side of the consumer and fighting against injustice are successful strategies to unlock level 1.

2. Behaviour Breakthroughs use creativity to change the purchase behaviour of customers - or to change other forms of behaviour relevant to the success of the brand.

Marketers should track and measure behavioural metrics such as penetration, loyalty and frequency of purchase. We found that setting a clear behavioural goal, orienting the creative idea around a clear behavioural outcome and seeking to make a new behaviour more attractive are successful strategies to achieve level 2.

3. Sales Spikes use creativity to create short-term, temporary growth in sales, market share or profitability for a brand.

To unlock level 3, marketers need to track and measure the short-term performance of sales metrics such as sales value, market share and ROI. Our research uncovered that successful strategies include using ‘Big Tactics’ to achieve large results and building creative sales promotions.

4. Brand Builders use creativity to improve the fundamental measures of brand health – including awareness, consideration, preference, purchase intent and brand image ownership.

Marketers should track and measure brand health metrics such as brand awareness, brand preference and purchase intent. Tapping into existing brand strengths and championing the consumer to solidify a bond with the brand are successful strategies to unlock level 4.

5. Commercial Triumphs use creativity to profitably increase sales and market share beyond a single quarter or beyond the duration of the campaign.

This involves more than three months tracking and measuring the performance of sales metrics such as sales value, market share and ROI in order to reach success at this level. We've uncovered evidence that tapping into the power of emotional storytelling, involving the consumer in your idea and using packaging as lead media are ways to create successful work at level 5.

6. Enduring Icons use creativity to drive brand and sales growth consistently over a long period of 3 years or more. They stick with the same creative strategy or creative work throughout that period, creating sustained commercial outcomes.

For level 6 of the ladder, clients need to have spent 3+ years tracking and measuring the performance of the work in terms of sales and brand metrics such as brand health, market share and ROI. Strategies that lead to success at level 6 include finding a genuinely enduring insight and committing to the long term up front.