Introduction to Automation in Marketing
Automation is a part of our daily lives in marketing. It has helped to greatly scale efforts as well as bring new efficiencies, whether those are in our own processes or built into the platforms we use. In just a few short years, automated bidding strategies, AI-generated content, AI-driven research, and platform-generated “insights” have changed the way we work, including the tools we use, and many of our expectations for how we do search marketing and digital marketing in a broader sense.
The Insights Gap
With all of this automation and new ways of getting things done, a gap has emerged. This gap can be referred to as an “insights gap.” Teams can see performance changes, but struggle to explain why. This can be serious and, for marketing leaders, can result in a loss of confidence in decision-making due to outcomes not being what was planned, projected, or desired. No one at a leadership or implementation level likes to have a non-answer or mystery that can’t be solved when real leads or sales dollars are at stake.
The Problem and Solution
The problem is a leadership challenge at this point. It isn’t a technology issue. Automation itself isn’t the problem; the lack of strategic interpretation is. Search volatility is involved, and it amplifies the problem with algorithm updates, SERP changes, AI Overviews, and how user behavior changes. Automated systems react, but they don’t necessarily contextualize. Combined with stakeholder expectations rising, we can’t get by with just charts and graphs and data tables. We have to find the insights, contextualize them, and demonstrate value.
How to Close the Insights Gap
To close the insights gap, marketing leaders need to take several steps. These steps include reinforcing strategy in search marketing campaigns and efforts, building human review into automated systems and processes, training teams to interpret search data, treating AI outputs as inputs for humans, protecting institutional knowledge in search marketing, aligning automation with business outcomes, reintroducing strategic review into search marketing cadence, and elevating search reporting for executive audiences.
Reinforce Strategy in Search Marketing Campaigns & Efforts
Efficiencies gained in execution should be celebrated. Tasks that were manual, done with expensive software, or not done at all just a few years ago can be done in an instant now. However, we need to be clear in separating the executional efficiencies from strategic aspects and intent. Every automated system and process needs to support a documented objective so we’re not just “doing” things, but we’re quantifying them, and they are connected to our overall strategy.
Build Human Review into Automated Systems & Processes
Scheduling structured reviews of AI-driven decisions is important to ensure that we don’t have an insights gap. In those reviews, even simply asking “why did this change?” before moving on to “what do we do next?” adds an intentional moment to ensure we’re not on autopilot with systems that are not connected deeply enough to our strategy.
Train Teams to Interpret Search Data
Maintaining (or developing) analysts and strategists who can translate data, patterns, and observations into insights is important. Yes, you can create AI agents to do this, but ensure that you have oversight of the agents and that there’s enough cross-checking to ensure that business outcomes aren’t negatively impacted by assumptions that go on for too long in an automated way.
Treat AI Outputs as Inputs for Humans
Being careful with my wording of “inputs” and “outputs” here, calling attention to what AI gives us, we should treat that as output. But, it shouldn’t stop there. The AI output should become “input” for humans. Even the seemingly smartest ideas from AI should be taken as an output, for human input, and not a definitive answer.
Protect Institutional Knowledge in Search Marketing
The more automation we have, likely the more scattered we are with documentation. It probably lives in many places, within platforms, or may be lacking overall. As we get smarter and more efficient with our tech stacks and use, we can’t lose critical institutional knowledge in search marketing. That means we need to document learnings from tests, optimization, campaigns, and changes.
Align Automation with Business Outcomes
This is not a new recommendation or news to anyone who has been in marketing leadership. However, I point it out as a word of caution, as the deeper we get in turning things over to automation, the more we’re at risk of getting into the weeds and not being able to connect actions, activities, tactics, and work being done back to an ultimate marketing-driven business outcome.
Reintroduce Strategic Review into Search Marketing Cadence
I mentioned asking questions with human review earlier. More broadly, ensuring that strategic review is integrated into your search marketing cadence is important. My team has been challenging our own client reporting meetings, metrics, and flow recently. Whether you already have a monthly or quarterly strategic review process or not, this is an opportunity to challenge what automation and AI are doing in the mix.
Elevate Search Reporting for Executive Audiences
At the heart of any talk about insights, we know we have to translate performance into narrative. With more automation, we need to have more translation. What we are doing matters. However, our executive peers and audiences are a degree (or more) further removed from what we do, and with new tech, are probably even less connected.
Conclusion
Automation is essential, and for most, it is a big part of how our teams are scaling digital marketing and search marketing work. Plus, we’re leveraging the functions (whether by choice or not) in platforms and channels that we’re doing our work in. Automation is incomplete, though, without insight. Strategic understanding is not just necessary, but can be a competitive advantage in search. When everyone is automating, getting above and beyond with strategic insights and leveraging them can be a difference-maker. The goal here isn’t to slow automation. It is to advance your team’s ability to think critically while scaling implementation and execution.