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September 2008


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Steve Gershik

Hi there, John.

I posted the formula again here


The HR represents the hourly rate (or blended hourly rate) of the person or people you have working on your social media initiatives.

HSC is the hours those people spend contributing to social media sites.

ADL is the average daily leads you bring in (minus the leads you generate from social media initiatives directly).

Hope that helps.

- Steve

John Serrano


I attended the webinar and I enjoyed the information you and David shared with us. I own David's book and I will purchase yours as well. Could you answer a quick question?

You went over a formula using the metrics we already know:

I understand what CPL is but there were a few other things that I missed and couldn't write down.

What is:

HR =

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  • Steve Gershik has been a VP of Marketing and demand generation leader for over 18 years. He frequently writes and speaks about marketing automation, brand management, demand generation and Internet marketing.

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