Tag Archive for: roi measurement

What is PR ROI? How to Measure Business Impact of PR

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It’s a common question,  “does PR actually work, or am I just paying for clips?”

That question exists because the industry spent years treating PR ROI as unmeasurable. That was convenient for a lot of agencies. It let them avoid being held to any number at all. I don’t run my business that way, and you shouldn’t evaluate an agency that way either.

Here’s what PR ROI actually is, the framework I use to measure it, and where to go next depending on what you’re trying to prove and to whom.

What PR ROI Actually Is

PR ROI is the return you get on earned media, measured against real business outcomes instead of vanity numbers. It isn’t an impression count. It isn’t a stack of clips. It’s what that coverage actually does: whether it moves search demand, investor confidence, retail interest, or revenue.

Ad ROI is simple because the mechanism is direct. You spend, you target, you measure clicks and conversions. PR ROI is harder to pin down because the mechanism is indirect. A story doesn’t have a buy button. Indirect doesn’t mean unmeasurable. It means you need a framework built for how earned media actually moves a business, not a framework borrowed from paid media. Measuring PR for CMOs doesn’t have to be a mystery.

The Three-Part Framework I Use to Measure PR ROI

Every campaign gets measured against four categories:

  • Visibility metrics: reach, audience alignment, and share of voice against named competitors, not just total impressions
  • Trust metrics: sentiment, narrative pentration, and the authority of the outlet running the story
  • Campaign mentions: direct website traffic, engagement lift, ROAs lift
  • Business impact metrics: marketplace share of voice, brand authority impact, retail mentions, and investor response

If a campaign doesn’t move at least one of these, I don’t report it as a win. That’s the whole point of a framework: it tells you when something didn’t work, not just when it did.

Why Most PR Measurement Fails

Three mistakes show up constantly when I audit how other agencies report PR ROI:

They count activity, not outcomes. A pitch sent isn’t a result. A clip isn’t a result. Activity-based reporting creates noise, and noise isn’t the same thing as authority.

They lean on Advertising Value Equivalency (AVE). Translating earned coverage into what the same space would’ve cost as an ad sounds like a number, but it isn’t tied to anything your business actually did. It’s a made-up currency.

They never set a baseline. Without knowing where share of voice, sentiment, or search demand stood before a campaign, you can’t credibly say what moved because of it.

How I Track PR ROI, Campaign by Campaign

I start with the end in mind. Before I send a single pitch, I already know the business outcome I’m working toward: a sales lift, a spike in search volume, investor interest, or a retail placement.

From there, every campaign gets tracked on four things: quality of coverage in outlets your actual buyer reads, engagement on owned channels, share of voice against named competitors, and sentiment. Every campaign ends with a results dashboard that ties coverage back to the goal I started with. If I can’t draw that line, I don’t call it a win.

The Data Behind It

UTM tracking and analytics integrations show exactly which placement drove a click, a sign-up, or a conversion. Nielsen’s 2024 research found earned media converts 10% to 50% better than paid advertising. And unlike an ad, coverage doesn’t disappear when the budget runs out: a backlink from a respected outlet keeps strengthening your organic search visibility long after the campaign wraps.

Go Deeper with PR’s Impact on Bottom Line with Brand Authority

For businesses in high-stakes circumstances like M/A or pre-IPO, I dig into this much deeper in my book The Invisible Asset. 

There I talk about translating already accepted methodologies of valuation into brand authority with real bottom line impact. I discuss the over reliance on product for company value and talk about how due diligence happens and where PR can rightfully take credit for improved outcomes in the boardroom. The book includes the link to an interactive calculator.

What Real Results Look Like

I don’t theorize about this. Here’s what it’s looked like in the field:

A wellness CPG brand preparing for an oversubscribed IPO: integrated media strategy that delivered a 300% increase in stock price at IPO, with 10B+ earned media impressions built over 3 years. Read the case study.

A public company in a regulated industry: omni-channel narrative placement built authority, awareness, and investor influence at the same time, landing 93% share of voice against competitors and 305 brand mentions across global outlets in 8 months. Read the case study.

A cannabis brand positioning for acquisition: narrative strategy that opened new markets ahead of an M&A exit, earning 985M in media reach over 6 months and a 291% increase in competitive share of voice. Read the case study.

See the full set in Avaans case studies.

Where to Go Next, Depending on What You’re Measuring

This is the framework. What you do with it depends on who you’re reporting to and what you run:

Where This Leaves You

PR ROI isn’t a mystery, and it was never actually unmeasurable. It just took most agencies not wanting to be measured. I built my business around the opposite bet: that the firms willing to show their math are the ones worth hiring.

If you want a second opinion on how your current PR spend is performing, get your assessment and I’ll walk through it with you.

 

The Invisible Asset, written by Avaans Media founder Tara Coomans, is the PR ROI framework that builds brand equity, drives valuation, attracts capital, and wins high-stakes moments. It’s built for CMOs defending budgets, CEOs preparing for a capital event, and operators in regulated categories. Get the book →

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Why Event Marketing is more important than ever

Key Takeaways

  • Events Deliver High-Intent Engagement: Event marketing combines media exposure with direct product experience, making it one of the most effective ways to drive action in a tighter market.
  • Shift from Awareness to Action: In uncertain markets, prioritize strategies that drive traffic, product trials, and follow-up—not just brand visibility.
  • ROI Must Be Measurable: Track engagement, audience quality, and conversions. If you can’t measure impact, you can’t justify the spend.

Why Event Marketing Works in a Tough Economy

It’s a tough marketing environment. When budgets tighten, most companies pull back.

That instinct makes sense financially—but strategically, it’s often the wrong move.

When competitors go quiet, visibility becomes easier to win. But the standard for performance goes up. Every dollar has to work harder. Every tactic needs to show return.

This is where event marketing stands out.

Done well, events combine media exposure, direct engagement, and product experience in a way most channels can’t match.

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Use Events to Drive Real Engagement

Events are one of the most efficient ways to create meaningful interaction with your audience.

Whether you speak, host, or sponsor, events allow you to:

  • Get in front of a targeted audience
  • Generate media exposure (print, broadcast, or digital)
  • Put your product directly into people’s hands

That combination matters. Awareness alone rarely drives action. Experience does.

Events also create something most marketing channels lack: energy. People remember what they experience, especially when it’s engaging or unexpected.

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Focus on Traffic and Trials, Not Just Branding

Branding matters—but it does most of its work in stronger markets.

In tighter conditions, marketing needs to move people to act.

This means shifting toward:

  • Promotions that drive immediate response
  • Sampling and demos that create product experience
  • Clear calls to action that bring people back

Once someone tries your product, the next step is critical. Follow up with an incentive—coupon, offer, or exclusive access—to turn that first interaction into repeat behavior.

And stay in touch. People who have already experienced your product are far more likely to choose you again.

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Track ROI or Don’t Do It

If you can’t measure the impact of an event, you shouldn’t be investing in it.

At a minimum, you should track:

  • Audience size and quality
  • Demographics and engagement levels
  • Product interactions (samples, demos, conversations)
  • Conversion signals like coupon use or follow-up traffic

If you’re using staff for promotions or sampling, require a post-event report. Without that feedback, you’re guessing.

And guessing is expensive.

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Ask More From Sponsorships

When budgets are tight, don’t just spend less—get more.

Instead of reducing your sponsorship investment, negotiate for added value:

  • More opportunities for product sampling
  • On-site demonstrations
  • Cross-promotions with complementary brands
  • Additional visibility or placement

You don’t get what you don’t ask for.

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Make It Memorable

In uncertain markets, people gravitate toward experiences that feel positive, engaging, or even just different.

If your product isn’t inherently “fun,” attach it to something that is.

People remember how something made them feel. They forget generic messaging almost immediately.

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Bottom Line

If your marketing can’t drive traffic, create engagement, or deliver a measurable outcome, it’s not working hard enough.

No matter how many people see it, if it’s the wrong audience—or there’s no meaningful connection to your brand—it’s wasted spend.

If you can’t track it, can’t drive traffic from it, or can’t let people experience your brand through it, you should rethink it.

In this environment, effectiveness matters more than visibility.

And event marketing, when executed strategically, is one of the most direct ways to achieve both.

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