Category: Marketing Automation

This post is a part of Made @ HubSpot, an internal thought leadership series through which we extract lessons from experiments conducted by our very own HubSpotters.
A few months ago, I came to a startling realization: My job is meetings.
Maybe you can relate. From morning to night, I spend my time jumping from Zoom call to Zoom call. I race to grab a snack in the two minutes I’m afforded in-between calls, and I’m mentally exhausted by the end of the day. It’s a struggle to decompress before spending time with friends and family.
And, equally challenging, the amount of meetings I have takes away from my ability to get my work done.
I’m Chris Saly — an Engineering Lead at HubSpot.
As an engineer, my day job was code. Sure, we needed meetings to discuss things and stay updated as a team, but the main mechanism and value of my job was the quality and reliability of the code I produced.
Now, the primary value of my job is talking to others. Whether it’s as a mentor, being involved in tactical decisions, or helping set a strategic vision, most of these goals are communicated through meetings.
However, there are some very real consequences to my role as an EL. Among other things, my meeting-heavy life was taking its toll on my mental health, relationships, and workplace productivity.
I knew something had to change. Here, I’ll show you how I incorporated a framework into my calendar planning to reduce meetings, and take back control of my time.

My Job is Meetings
As an engineering lead, I manage the 12 engineers in my group and provide a strategic vision for the pillar in collaboration with my project management, business system analysts, and design peers.
We build internal tools and systems that support the HubSpot Sales, Success, Support, Marketing, and Operations teams to do their jobs day-to-day.
As a result, in additional to the typical duties of an EL at HubSpot, there is also a healthy dose of stakeholder management thrown in, as well.
The nature of my role means that meetings cover a wide range of topics. I might go from one meeting talking about the three year vision for HubSpot’s Sales team, to a systems design discussion on something we’re building right now, to a mentoring conversation with a Tech Lead and then into a critsit retrospective.
What I’ve realized is that my job is now meetings.
What prompted this?
I noticed a a number of days over the last several months where despite finishing work at 5 or 6, closing the laptop and entirely disconnecting from work, I was still amped up and my brain was in ‘work mode’ at 9 PM.
I was struggling to decompress. And considering nearly half of professionals report a high degree of exhaustion after numerous daily video calls, I’m willing to bet most of you understand this frustration.
My calendar on Oct 28th last year is a fair example of what a typical day would look like before Christmas:

Start my day with a 1-1 with a Tech Lead to discuss mentorship and team health.
Followed by a conversation across multiple product groups on the technical feasibility of a specific suggestion for a 2021 compass item.
Then a kickoff meeting for our pillar that is partially selling the vision and partially a social chat.
After a quick break we’re onto an in-depth technical overview of a system we need to start using as engineers.
Capping off the day with a meeting with ELs+Director in Flywheel that, depending on the day, might cover people management, technical visioning, or our groups strategy.

So … What’s The Problem?
While I was feeling overwhelmed, I didn’t really understand why, so I took a couple of steps to figure out where things were going wrong.
First, I made a table of all of my meetings, categorized by their purpose, and calculated the amount of time I spent on them on a weekly basis (see below for more details on this)
I also did some soul-searching to see how I was feeling about my meetings. Whether there were days I dreaded, or days I really enjoyed, and tried to get in touch with why I felt that way.
This gave me a couple of realizations. First, I realized the ratio of time spent on supporting teams that report to me, working with peers, and staying abreast of things happening in the company felt right to me.
However, the sheer volume of meetings had crept up on me. Over the course of the previous six months, my group had doubled in size and meetings had passed a threshold without me noticing.
I also realized my meeting load on a weekly basis varied depending on when all my recurring meetings happened to fall.
And, perhaps most challenging of all, I realized there were no themes or focus to my meeting days. One meeting might be deep in the weeds, and the next would be a 30,000 foot view. Changing contexts throughout the day like that is hard, and takes unnecessary mental energy.
Plus, as I’m sure most can relate, the pandemic made my life outside of work Zoom-heavy, as well, with remote birthdays and happy hours. All of which is to say: I was tired of all the screen time.
When I thought about how this all affected me, I came up with the following list:

I sometimes end the day not being able to turn of my brain and spend time with family & friends.
It’s a mentally taxing thing to change contexts all day long time and it has an outsized effect on how much energy I have for myself at the end of the day.
I often feel like I’m running in place trying to take notes, digest information, grab a snack, and use the bathroom as I go from one meeting to the next.
I struggle to make time for things like AMAs, All Hands, Science Fair, Tech Talk & Hub Talks. After Christmas I had a 12 week tech talk backlog because I just didn’t have the time or capacity to watch them.

If this list resonates with you, don’t despair and keep reading. Fortunately, I came up with a solution to my meetings-heavy job.
A New Framework for Meetings
If my job is meetings, I needed a framework for those meetings to live in — which included boundaries and rules to keep my sanity, as the old ad-hoc approach clearly wasn’t cutting it any more.
First, here are the boundaries I set in regards to my mental health:

No more than 90 minutes of meetings in one go: There’s only so long I can pay attention and go without a bathroom break.

Scheduled 15/30 minute breaks before and after any 60 minute block: I book these in as ‘meeting gap’ meetings on my calendar to stop people booking over them.

No more than 2.5 hours of meetings in the periods before or after lunch: If I go beyond this I can’t decompress in the evenings.

Hard stop of meetings at 5 PM: I need at least 15 mins to wrap up my thoughts for the day, send a few slacks and take notes for tomorrow. Trying to send a message at 6pm when hangry isn’t a good idea.

Friday has no meetings, and certainly no meetings after 3 PM on Friday: I use Friday as a catchup and focus day so keeping it free of meetings is key to that. I also need time to wind down from the week and if I’m leaving stuff undone it really affects my weekend

Obviously, these aren’t set in stone, and I’m willing to make exceptions to these if there is a genuine need e.g. If there’s a critsit or a big business impact.
But for regular day-to-day meetings, I’ve found there are very few meetings that can’t wait a couple of days. I’ve also realized meetings rarely need to be more than 90 minutes.
If I need exceptions to these boundaries more than once or twice a month, my spidey sense starts tingling.
Once I set those mental health boundaries, I took it a step further by creating a table to organize my meetings and discover patterns.
First, I put all my meetings into a spreadsheet, tagged each with some relevant tags, and used that as my basis for both analyzing and changing my meeting schedule. It allowed me to play with meeting cadences, and see how it would affect the overall picture.
It also gave me a some data I could analyze to answer the following questions:

How much time was I spending with teams in my pillar versus my peers and the pillar structure versus the larger Revenue Product Group?
How much time on broader company alignment like tech talk, AMA, science fair, company talks, etc?
Was I over-indexing on supporting any particular group and did the overall balance feel right?
Were there any low priority meetings that were too frequent?
Was the meeting volume per week roughly the same? And is that what I wanted?

Let’s dive into some of the features of this table now.
1. Color Coding
I’ve been color coding my calendar for over a year now and it’s been really useful, but it’s been ad hoc and I often forget or change what the colors mean without thinking about it. This time I wrote it down to keep myself honest, and so I can refer back to it if I need to.
Color coding my calendar makes it easy to see at a glance what my day and week looks like. If there are too many yellows or reds (meaning medium or high priority) on my calendar I know I need to reschedule or skip some meetings. If I have a day that looks like a rainbow, that probably means I’ll be changing contexts all the time and should try to move things. If I have a solid block of color with no grey in it, I have no ‘me time’ and will be fried by the end of the day. Any of these things are enough to get my spidey senses tingly.
Here’s how to change colors in Google calendar.
2. Meeting Frequency
My meetings had a jumble of recurrences that had grown organically and could be on any schedule, which led to a pretty messy and inconsistent calendar. To help make things clearer and more regular I’ve categorized them into buckets with default recurrences:

Weekly: High value, high impact. Things that require regular and high volume communication e.g. Direct reports/mentorship, an active project that is close to going live.

Twice a Month: Things that require ongoing close alignment e.g. same level peers and high stakes projects.

Monthly: Important topics that don’t change all that rapidly e.g. skip-level 1-1s, project updates.

Every two months: Just keeping in touch e.g social and connection keeping, interesting projects but doesn’t need active involvement.

Quarterly: Alignment and planning e.g. product group meetings, OKRs, etc.

Using this rubric has a few benefits:

It made me think about the purpose of meetings and decide what the appropriate cadence is
It gave me a common benchmark to compare meetings so I have comparably valuable meetings on similar cadences
With most meetings now happening once or twice a month, I can often pair similar meetings on the same day which means less context switching.

3. ‘Week in Month’ Meetings
Before I started this my recurring meetings were generally on an ‘every X week’ basis — as in all of my meetings recurred every 2, 3, 4 weeks.
The change I’ve made here is to move all meetings to a ‘week in month’ basis. This means that instead of meeting with someone every four weeks, I’ll meet with them every 3rd Thursday, or instead of every two weeks, it’s every 2nd and 4th Tuesday.
This approach has a number of benefits:

It combines with ‘meeting frequency’ above to allow me to theme days and weeks so I’m not changing contexts all the time
It gives a certain cadence to the month e.g. it’s the middle of the month so I know I’m talking to team X this week
There are 12 months in the year but 13 blocks of 4 weeks, so it inherently slightly decreases the number of meetings
It frees up the 29th, 30th & 31st as mostly meeting-free days
Aspects of our business and lives often run on a monthly cadence and tying meetings to that same cadence can be a really useful tool. (Examples of this might include Irish public Holidays, which typically fall on the first Friday of the month and people often take the Thursday or Monday to make it a long weekend; performance reviews and ACR often happen at the beginning of the month; and sales have end-of-month targets, which leads to more pressure on the systems in the last few days of the month.)

All of this color coordination and categorization is well and good — but I’m betting you’re thinking, Well … did it work?
Let’s dive into results now.
So … Is It Working?
I’ve been making these changes since the beginning of the year and I’ve had great results so far.
My mental health has improved and I have more time and energy for myself each day after work. I’ve drastically decreased the amount of days that I struggle to decompress when the work day is done.
I’ve caught up on all the tech talks and I’m following up on action items from meetings more reliably and quickly. I also have more time to get non-meeting work done, and generally feel much more productive.
This was a fairly typical way for my calendar to look before:

And this is a typical week now:

Ultimately, what worked for me might not work for you.
But I encourage anyone who feels overwhelmed by their schedule to take the time to proactively assess and diagnose for redundancies, wasted time, or time that could be better spent re-charging. Simply taking the time to analyze my calendar enabled me to create a more efficient schedule that worked for me.
So maybe that’s really the lesson here: Figure out how your job can work for you, not the other way around. Each person is unique with specific preferences, and if you don’t fight for your calendar to look the way you need it to … who will?  

https://digitalthoughtz.com/2021/07/04/20-interesting-statistics-for-email-marketing-2021/
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Hello, I am creating service for marketing purposes. I’ve got lost as I am not marketing specialist and I starve for you opinion. So, please share your thoughts/ experience and get me back on track.
How does lack of customer feedback reflect on marketing strategies? (do you struggle when customers don’t share feedback? Maybe it is not a big deal at all?) Is the feedback people share on product’s page enough to get your job done well? How would it benefit you if there is a service that gathers feedback from platforms where customers make impressions anywhere online? How would it benefit you if the gathered data is categorized and analyzed automatically?
Please, help me and share your thoughts.
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Omnisend is an ecommerce marketing tool, the free plan offers email campaigns, signup forms, segmentation & customer analytics and sales & performance reports. You can send up to 15,000 emails per month and has a daily limitation of 2000 emails per day.
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Chances are, you’ve probably spent an afternoon falling down a rabbit hole of YouTube videos.
I certainly have, and I think I’d be pretty embarrassed to see the total amount of time I’ve spent on the platform.
While it’s a great source of entertainment, YouTube has also proved itself to be a valuable tool for marketers. In fact, 70% of viewers bought from a brand after seeing content on YouTube. And, with a global user base of more than 2 billion people, it’s also safe to assume that your target audience is on the platform.
However, just as it is for all social networks, building a presence on YouTube requires understanding which segments of your audience are already there and what they’re watching. Having that information makes it easier to create content that speaks to their interests, maximize ROI, and achieve general marketing success. In this post, we’ll go over key YouTube statistics you need to know for 2021 to help you succeed in your marketing efforts.

2021 YouTube Demographics
Below, we’ll go over the most critical YouTube statistics that show marketers how global audiences are using the platform.
General YouTube User Demographics

YouTube is the second most visited website in the world. (Hootsuite)
YouTube accounts for more than 25% of total worldwide mobile traffic. (Sandvine)
YouTube has 2+ billion users, making up almost one-third of the entire internet. (YouTube for Press)
These 2+ billion users are present in over 100 countries and consume content in 80 different languages. (YouTube for Press)
YouTube users watch one billion hours of content daily. (Hootsuite)
YouTube is the second most popular channel for businesses sharing video content. (Buffer)
70% of viewers bought from a brand after seeing content on YouTube. (Google Ads)
YouTube will make 5.6 billion in advertising revenue in 2021 in the U.S. (eMarketer)
YouTube is the top video streaming app, and the average user spends 23.2 hours per month watching content. (App Annie)
The most popular YouTube search query is “song.” (Hootsuite)
The most popular YouTube video is Pinkfong’s Kids Songs & Stories Baby Shark Dance, with 7.85 billion views. (Statista)
The three most popular videos on YouTube are commentary videos (like vlogs), product reviews (like unboxings), and how-to/tutorial style videos. (MediaKix)
Global users watched over 100 billion hours of gaming content in 2020. (YouTube)
YouTube TV ended Q3 2020 with 3 million subscribers. (Alphabet)
70% of people used YouTube to exercise in 2020. (YouTube)
Livestreams on YouTube grew 45% in the first half of 2020. (YouTube)

YouTube Age Demographics

In Q3 2020, 77% of 15-to-25-year-olds and 70% of 45-to-64-year-olds in the U.S. used YouTube. (Statista)
21.2% of YouTube’s global audience is between 25 and 34, and 17% is between 35 and 44. (Hootsuite)
80% of U.S. parents with a child age 11 or younger say their child watches videos on YouTube, and 53% of those children use the platform daily. (Pew Research Center)
Outside of China, 77% of Gen Z, 75% of millennials, 61% of Gen X, and 44% of Baby Boomers visit YouTube daily. (GlobalWebIndex)
18-to-34-year-olds use YouTube to view video content on their TVs 7.9% more often than basic cable and 14.5% than premium cable. (Variety)
46% of Gen Z and Millennials in the U.S. and UK say they’ve watched a virtual event on YouTube. (GlobalWebIndex)

YouTube Gender Demographics
Please note that audience data for individuals who do not identify as cisgender men and women are not reported.

45.8% of YouTube’s total advertising audience is female. (Hootsuite)
54.2% of YouTube’s total advertising audience is male. (Hootsuite)
Male and female internet users in the United States use YouTube at equal levels. (Statista)

YouTube Geography Demographics

As of February 2021, 16.6% of YouTube site visits come from the United States, 9.4% comes from India, and 4.9% comes from Japan. (Alexa)
YouTube has launched local versions of the platform in more than 100 countries. (YouTube for Press)
eMarketer predicts that the number of YouTube users in India will reach 342 million in 2021. (eMarketer)
86% of U.S. viewers say they often use YouTube to learn new things. (Think With Google)

What Different Generations Watch on YouTube
What Gen Z Watches on YouTube

85% of teens use YouTube, making it the most popular among teens. (Pew Research)
7 in 10 said watching videos with others helps them feel more connected. (Think With Google)
80% of Gen Z teens say YouTube has helped them become more knowledgeable about something. (Think With Google)
68% of Gen Z teens say YouTube has helped them improve or gain skills that will help them prepare for the future. (Think With Google)
When asked which platforms they turn to when they want to relax or cheer up, Gen Zers said YouTube was number one. (Think With Google)
Eight in 10 of Gen Z teens said they proactively share YouTube videos with their parents or other adult family members. (Think With Google)

Takeaways for Video Marketers
Based on the research, Gen Z turns to YouTube when they want to learn something or improve a skill. They also use the platform to deepen real-life connections and take a break from the stress of being a teenager. If you’re targeting Gen Z, educational and entertaining content will reign supreme.
What Millennials Watch on YouTube

70% of millennial users watched YouTube in the past year to learn how to do something new or learn more about something they’re interested in. (Think with Google)
Nearly 60% of millennial women on YouTube say they are more likely to remember a brand that’s LGBT-friendly. (Think with Google)

45% of millennial YouTube users agree that a YouTuber inspired them to make a personal change in their life. (Think with Google)
YouTube reaches more millennials than all the TV networks combined. (The Shelf)
When learning something new, millennials are 2.7X as likely to prefer to do so by watching a YouTube video compared to reading a book. (Think with Google)
Millennials prefer watching:

News and human interest stories to keep up to date
Unboxing and product review videos to influence spending
Quick and fun entertainment content (The Shelf)

Takeaways for Video Marketers
Similar to Gen Z, millennials go to YouTube when they want to learn something or be entertained. Additionally, they go to the platform to be inspired, watch TV, and catch up on the news. If you’re targeting millennials, news stories, product reviews, entertaining content, and inspiring content will win out.
What Gen X Watches on YouTube

75% of Gen Xers watch YouTube videos that relate to past events or people. (Think With Google)
Gen Xers search for things such as “Prince Purple Rain” or “Commercials from the 90s” on YouTube. (Think With Google)
Gen Xers spend more time watching video content on their computers and smartphones than they are on traditional TV. (Nielson)
73% of Gen Xers watch YouTube to learn how to do something. Similarly, they enjoy DIY content for things like cooking and home repair. (Think With Google)
68% of Gen Xers watch YouTube to stay up to date on news and pop culture. (Think With Google)

Takeaways for Video Marketers
Gen Xers are goal-oriented. They usually go to YouTube with a purpose — either to learn something, watch nostalgic videos, or stay up to date on news and pop culture. To properly target Gen Xers, consider posting DIY videos and throwback content.
What Boomers Watch on YouTube

Some of baby boomers’ most-watched categories on YouTube are entertainment, music, and news. (Think With Google)
67% of Baby Boomers, ages 57 – 75, watch YouTube. (The Shelf)
Boomers are 1.3X more likely to prefer watching a YouTube tutorial video than reading instructions. (Think With Google)
1 in 3 boomers say they use YouTube to learn about a product or service. (Think With Google)
68% of boomers say they watch YouTube videos to be entertained. (Think With Google)

Takeaways for Video Marketers
Baby boomers have the most spending power of any generation and they go to YouTube to learn how to use products and watch tutorials. Additionally, they want to save time. If they can catch up on their favorite news and entertainment on the site, that’s where they go. If you’re targeting Boomers on YouTube, you can post how-to and tutorial content.
How to Target the Right Demographic on YouTube
While each generation might watch fairly similar content, it’s important to remember that the goal is different. For Gen X it might be to reminisce, while for Boomers it’s to save time, and for Millenials and Gen Z it’s to learn something new.
To properly target the right demographic on YouTube, pay attention to the most popular categories and types of videos they watch on the platform.
Let Data Drive Your YouTube Strategy
Use these statistics to create a YouTube marketing strategy that speaks to your audience’s interests, drives revenue, and increases conversions.
Editor’s note: This post was originally published in April 2019 and has been updated for comprehensiveness.

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It is necessary for us to take link building into consideration when it comes to SEO. A healthy and optimized website requires some maintenance after a long period of time. Finding broken links is one way to accomplish this. You can either remove them or replace them with a new one. As a result, your website will not be affected by a reduced performance, and it will achieve a high ranking on Google. The downside is that when managing multiple websites, carrying out this kind of maintenance will be time consuming and tiresome. Our topic today is broken links, how to find them on websites, and how to use different SEO tools, plugins, and extensions to find them. What are Broken Links? Are you familiar with the problem of visiting an interesting website and turning down a purchase after clicking on a link? You will see annoying messages such as “This page no longer exists” and “404 error not found” when you click on a dead link. It is a non-existent page and a Broken Link occurs when an attempt to load the requested page cannot be accomplished. This is because the page or website has been removed or transferred to a new host for the domain name. Alternatively, it can result from a wrong spelling in the link or a change in post url composition. Broken links, regardless of their cause, can harm your website. You need to know two types of broken links. Internal links are the first thing to look at. Your website contains a link to another page. Your website contains it. Secondly, there are external links. Linking from one website to another is called external linking. It would be problematic if we lost our search engine ranking or money. Business owners whose main platforms are websites may lose money and clients if broken links are not fixed or solved. Your website may be considered unhelpful by Google if your clients can’t find what they’re searching for as they keep clicking on broken links, which may result in losing potential customers. Bounce rate is another factor Google considers when ranking search results. If your website visitors are always redirected to a 404 not found page, it will become frustrating and they will no longer be interested in browsing your site again. Your website may also appear sloppy and untrustworthy due to the error. Your website will suffer if you ignore broken links for too long. Your Google ranking may be affected. Abandoned sites are one factor, as they will push your website down in the search engine rankings, resulting in your website not being indexed by Google. P.S. My goal is to help provide the best information I can. I do not participate in spam an always look to improve. If this was any help please feel free to join our newsletter for all up to date content. Join here
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It’s a brand new month, everyone! It’s a time for new beginnings. New email campaigns, blog posts, and social media strategies are on the horizon.
But, aren’t we forgetting something? With last month’s activities done, we need to pause for a second to examine what worked and what didn’t. You can’t do that just by saying last month’s activities were “great” — because “great” doesn’t pay the bills.
If you can prove that your marketing activities actually made an impact on your business, you’ll have many more opportunities at your disposal. More budget to play with, potential hires to bring on board, and more ideas to put in action. Sounds like every marketer’s dream, right?
So how do you go about first, finding the right metrics to use, and second, proving your marketing’s ROI to your boss? Why, with a monthly marketing report template, of course. Download our completely revamped PowerPoint and Excel templates by clicking here, Keep reading to learn how you can calculate your ROI in marketing through Excel, and use them in real life.

For example, if you’ve been running a $800 campaign for three months, and you’re seeing a average sales growth of 5% per month and $10000 sales growth from the previous month, then your ROI calculation can assess that trend: (10000 – (.05*10000) – 800)/800
Additionally, if you’re a HubSpot customer, you can access an ROI calculator programmed with the same formula in our CRM. But let’s go ahead and break down how it’s done in Excel for you with and without an existing sales trend.
How to Calculate ROI in Excel
Inputting formulas into Excel is a quick and easy way to solve any equation, and calculating return on investment can be done in a matter of seconds. For an equation without a pre-existing sales trend, the simple ROI equation can be plugged in with ease in Excel as follows: (Sales Growth – Marketing Cost)/Marketing Cost
When you have the amount of sales growth collected and the amount it cost to market collected, plug in the variables into their own rows or columns. When completed, select a free cell to type in the formula using your data.

With these steps completed, press “ENTER” and you’ll have your ROI calculated. If the formula doesn’t automatically calculate it as a percentage, make sure the outcome is recorded as such by selecting the Home Tab > Number > Percentage.

How to Calculate ROI in Marketing
Figuring out your return on investment with more factors — or more realistic outcomes — doesn’t have to be a tricky feat.
For example, over a 12-month campaign, your team may identify an existing sales trend in organic growth and can use it to determine a more precise return on investment. Plug in this variable along with the original factors and input them using this ROI equation: (Sales Growth – Average Organic Sales Growth – Marketing Cost)/Marketing Cost

To compute the percentage, press “ENTER” and you’ll have a more precise ROI to base your marketing decisions on for the future.

Now that we’ve reviewed a couple of examples, let’s walk through how to use your data and how a HubSpot resource can make your marketing reporting a piece of cake.
Which Metrics Should You Track?
First things first — which metrics should you be paying attention to in the first place? Not all metrics were created equal, and if you’re going to capture your boss’ attention with this PowerPoint deck, you’re going to need to tell your story efficiently through data. Click through our marketing metrics template and get tips on how you can put together your marketing report deck.
How to Create Your Own Marketing Metrics Report
So now you know what metrics you need, but what about customizing the PowerPoint slides to fit your business? Follow these four steps so you’ll have engaging, accurate, and concise slides to show to your boss.
1. Download our monthly marketing reporting templates for Excel and PowerPoint.

2. Open up Excel, and fill in the metrics you want to track.
Equations and graphs will automatically populate based on the metrics you add.

3. Copy the graphs and paste them into PowerPoint.

4. Customize your graphs and charts to fit your company’s theme.
After crunching a bunch of numbers, you probably need a little creative break anyway. Click on individual elements in the graph to customize them. If you really want to get fancy with your presentation, check out these five simple PowerPoint tips.

5. Add relevant examples to back up your graphs.
If you truly want to explain your marketing team’s success from the past month, don’t forget to include a slide here or there that touches on specific examples. For example, if you have a blog post that drove a crazy number of leads in a month, you could include that example slide with a few bullet-point takeaways after the “Leads Generated by Marketing” slide. These specific examples give color to your presentation and justify the time spent on future projects.

ROI Excel Templates
Excel is one of the best tools to use when tracking and calculating ROI regularly.
Download our monthly marketing reporting templates for Excel and PowerPoint.
In the above collection of marketing reporting templates, you’ll get to fill in the following contents (and more) to suit your company:
1. Reach

In this template, you can calculate your marketing reach. For example, you can calculate the reach of your blog, email, or social media.
Then, the graphs below will help turn your data into a visual graph.
2. Visits

With this template, you can calculate your visits. This will include visits via several sources and channels including paid traffic, direct traffic, and social media referrals.
Then, the graph below will create a visualization of your data.
3. Leads

In this template, you can input how many leads are generated with your marketing campaigns.
In the graph below, you can visualize your leads depending on the sources.
4. Customers

In this template, you can calculate your customers via traffic source. In the below graph, you can visualize your customers.
5. Conversion Rates

In this template, you can calculate conversion rates by inputting your information.
Keep Better Track of Your Marketing in Excel
Excel is a tool meant to help you in your business, and it’s an organized way to track your team’s success. Make sure to use it to your advantage, and who knows, after a few months of this you may have a bigger budget or a brand new marketer on board.
Editor’s note: This post was originally published in September 2013 and has been updated for comprehensiveness.

Google Chrome browser extensions allow you to increase productivity, reduce distractions, and source content — all in the comfort of your internet browser.
The best part is that you have plenty of options. The Google Chrome web store offers a variety of different tools that help you become safer, smarter, and more productive with just one click. We’ve curated the best ones here.

We can’t guarantee that these extensions will make puppy YouTube videos less tempting to watch, but we recommend them for busy marketers who want to make their time online more efficient. We’ve broken them down into different categories if you want to jump ahead:

Productivity
Security
Social Media
SEO
New Tab
Content Sourcing
Blogging

Please note: All of these are free tools, but some of the services that they work with may have paid features or subscriptions.

For all of the greatness that the internet affords — cute animal videos, GIFs, and interesting blogs — one of its biggest downsides is how distracting it can be. How many times have you sat down to work and been pulled into a pit of procrastination?
Perhaps you get absorbed in updates on social media, or maybe you click through Wikipedia trying to determine what exactly Gina Rodriguez’s first TV role was (it was on Law & Order). No matter where you click online, it’s easy to be pulled into a black hole of distraction and low productivity.
Check out the extensions below to remedy this problem and be your most productive self.
1. HubSpot Sales

Users: 800K+
HubSpot’s Sales tool connects your email inbox with your CRM. Instead of having to navigate back and forth between the two products, this extension allows you to transfer contact information from your email directly into your CRM. This saves employees time in their day-to-day workflow and retains valuable information about customers.
Another cool feature that HubSpot Sales provides is the tracking and logging of emails. Users can send emails and receive alerts when their message is delivered, opened, and clicked on. The email thread can then be logged continuously into the CRM throughout the entire correspondence.
2. Todoist

Image Source
Users: 700K+
Todoist is a project management tool that lets you create highly organized and visually appealing to-do lists across all of your devices. What’s neat about the Chrome extension is that you can see your to-do list, or your team’s shared lists, and add tasks to it without having to open a separate tab, app, or device.
3. Reply

Users: 10K+
Reply’s Chrome extension helps you research and engage with your potential prospects on LinkedIn. This is a fast and easy way to find and verify anyone’s email address — both one by one or in bulk using LinkedIn Sales Navigator.
Once you get the contacts, you can sync them to your CRM — including HubSpot — or connect with the prospects right away.
4. StayFocusd

Users: 600K+
StayFocusd lets you budget your time on specific websites so you can eliminate distractions when you need to buckle down and work. It’s highly customizable — you could set your time limit to 20 minutes on Twitter and only five minutes on Facebook, for example. It also has neat features like the Require Challenge: Once you set time limits on sites, if you want to go back and change your settings, you have to complete a challenge (think: retyping a piece of text without typos or answering questions).
5. LastPass

Users: 10M+
LastPass is a password manager that autofills in passwords for all of the accounts you save with this extension. You only have to remember one password: your LastPass password. This saves you time and headaches and increases the security of your personal data.
6. Add to Trello

Users: 10K+
If you use Trello for project management, team collaboration, your content calendar, or just a personal to-do list, this extension lets you easily add links as cards to your Trello boards.
7. Extensions Manager

Users: 100K+
We couldn’t give you 50+ different extensions to try out without also suggesting Extensions Manager. Try this tool to organize all of your extensions so they don’t take up half of your browser’s screen. It shows you what extensions you have operating on Google Chrome and gives you the option to hide some of the icons to keep your browser better organized.
8. Toggl Track

Users: 300K+
If you often find yourself spending too much time on one task — to the point that you no longer have time to complete other tasks — consider using the Toggl Track Chrome extension. It initiates a timer right within the comfort of the browser. There’s no need to start a timer on your phone. Simply open up the extension and begin tracking the time you spend on tasks.
9. Print Friendly & PDF

Users: 700K+
If you ever need to save a page in a print-friendly format or as a PDF, you can easily do so with the Print Friendly & PDF Chrome extension. The extension removes ads and other cluttering elements from the web page to turn it into a pleasant reading experience. You can also delete images and change the text size.
10. Email Finder

Users: 200K+

Whether you’re carrying out sales outreach, seeking guest blogging opportunities, or looking for the owner of a small website, Email Finder will automatically give you a list of verified emails associated with that domain. It’s an absolutely brilliant tool for sales reps and marketers who want to save time when looking for potential contacts at a company.
1. HTTPS Everywhere

Users: 2M+
“HTTPS” is a website protocol that ensures a site is secure before you visit it. And although you might recognize this tag at the beginning of most websites, it’s not quite ubiquitous across the internet — nor does it guarantee that the site you’re browsing is 100% secure.
The Chrome extension, HTTPS Everywhere, rewrites the request you send to any website you visit in Chrome so you can be sure your browser produces the secure version of that site. Browse assured that all your personal information is kept safe and your computer doesn’t catch malware while you’re online.
2. Click&Clean

Users: 1M+
If you’re constantly searching and downloading work material during the day, it can be a tedious task to clear your browser history. You just don’t have the time to keep pulling up your history page and manually clearing your cache or download log.
The Click&Clean extension for Chrome allows you to clear your cache, URL searches, website cookies, and download history with a single click of a button on your browser toolbar. The extension can also scan your computer for viruses and clean up your hard drive of unused applications — helping your computer run faster as a result.
3. J2TEAM Security

Users: 200K+
J2TEAM Security isn’t your average firewall. This Chrome extension starts with basic virus protection. It also allows you to customize your website block list and ensures your Chrome browser uses the “HTTPS” security tag on blogging sites — preventing you from visiting user blogs that are deemed unsafe.
The extension also offers a variety of Facebook-specific privacy settings, such as blocking the “seen” tag after you read certain private messages and hiding how long you’ve been active in Facebook Messenger.
4. Ghostery

Users: 2M+
Ghostery is a sophisticated ad-blocking extension designed to remove ads that distract or interrupt you while you’re viewing specific website content. It also disguises your browsing data so ad-tracking tools are unable to collect personal information that you’d prefer to keep private. These features help to speed up webpages’ load time and ultimately improve your browsing experience.
5. Checkbot

Users: 40K+
Checkbot combines technical SEO with modern security to help you analyze both how safe and how optimized a website is for search engines. Because search engines like Google prioritize website security in addition to content quality in their rankings, this Chrome extension is a handy one-two punch for content creators and web developers.
Checkbot can test the page speed, SEO, and overall security of more than 250 URLs per domain for free — and help you improve in these three categories to protect you and your website visitors from unsafe material.
6. Avast Online Security

Users: 10M+
Avast Online Security is known as a “web reputation plugin,” examining each individual website you visit for suspicious information. The extension also warns you if the site you’re visiting simply has a bad reputation. In turn, you can rate the websites you visit to help Avast get better at flagging potentially unsafe webpages while on Chrome.
7. FlowCrypt

Users: 70K+
This security extension is specific to emails, allowing you to send and receive encrypted emails (and attachments) to and from your colleagues. It’s one of the best ways to be sure your emails are kept private and secure while in transit to the recipient.
FlowCrypt uses PGP encryption, which stands for “Pretty Good Privacy” — the standard for encryption in most email clients. The tool integrates perfectly with Gmail, adding a “Secure Compose” button to your inbox.
8. Fair AdBlocker

Users: 1M+
Fair AdBlocker offers both malware and adware in one browser extension. The tool protects you from malware as well as distracting ads and pop-ups. Once installed, you can configure your blocking settings to hide the types of ads you’re least interested in seeing — especially those that carry dangerous information that can infect your computer.
9. Speedtest by Ookla

Users: 2M+
Find out how fast your internet connection is and learn how quickly websites are loading. Knowing this information can help you move to another internet connection if needed, and you’ll also get to see performance metrics for your own site.
10. Hola Free VPN

Users: 7M+
Whether you need to cloak your identity online or browse content from another country, Hola Free VPN allows you to do that for free. The tool can help you browse the internet safely and anonymously without needing to pay for an external VPN service.

Chrome Extensions for Social Media
1. Bitly

Users: 500K+
This extension lets marketers quickly and easily shorten links and share them on social media directly from their browser. This is particularly useful for social media marketers and allows for personalization with an Enterprise plan.
2. BuzzSumo

Users: 20K+
BuzzSumo provides insight into how content is performing. When you’re on a web page, click the extension to show metrics such as the number of social shares and backlinks to a piece. This tool provides an easy way to see how much engagement your content is generating. You could also use BuzzSumo to perform competitor analysis and uncover strategies that might make your content more shareable.
3. Pinterest

Users: 8M+
This extension allows you to easily save items onto your Pinterest boards without navigating away from what you’re doing. What’s neat about this tool is that it shows you multiple pinnable items available on each website so you can save more than one item to your board at a time. (Normally, you would have to click into each blog post or image in order to separately pin each to your boards individually.)
4. Save to Facebook

Users: 1M+
Facebook’s “Save” feature lets users aggregate links, images, and videos they find on Facebook in one location in their account. This extension allows you to do the same from anywhere on the web, making Facebook a centralized place to save content you’re interested in checking out later.
5. RiteTag

Users: 30K+
RiteTag shows you how hashtags are performing on Twitter and Facebook before you post content. Once you log in to RiteTag using your Twitter or Facebook credentials, it checks the hashtags you begin typing in real time and color codes them:

If your hashtag is green, it means the hashtag will help your content be seen now.
If your hashtag is blue, it means the hashtag will help your content be seen over time.
If your hashtag is gray, you should select a new hashtag because it has low levels of engagement.
If your hashtag is red, you should select a new hashtag because it’s so popular, your content will disappear into the crowd.

6. Buffer

Users: 200K+
Buffer allows you to easily share content from any website to your Facebook, Twitter, and LinkedIn profiles. If you’re a Buffer customer, you can also use the extension to schedule posts from your browser without needing to access the Buffer website. You can also queue posts for future publication.
7. App for Instagram

Users: 90K
Want to keep tabs on Instagram notifications without having to constantly check your phone? With this extension, users can see what’s happening on their Instagram content directly within their browser. As opposed to having to check your phone, you can access your Instagram feed right in the browser and see other Instagram user’s content in much greater detail.
8. Reddit Enhancement Suite

Users: 1M+
Do you regularly use Reddit in your personal life or in your marketing efforts? And are you specifically a fan of the old version of Reddit? Download the Reddit Enhancement Suite Chrome extension to enhance your experience on the website and browse posts much more easily than you did before. This extension is only compatible with the original version of Reddit.
9. SocialAnalyzer

Users: 800+
SocialAnalyzer is a social media monitoring tool that allows you to keep up with trending posts in one of your target markets or industries. See the most recently published posts and videos on YouTube, Twitter, and Facebook, and see whether people are interacting with the content that people are already publishing. You can use this tool to further refine your social media marketing efforts and track brand sentiment.
10. HubSpot Social

Users: 20K+
Are you a current HubSpot customer? HubSpot Social allows you to post on your social media profiles straight from your browser. You can schedule posts in advance, share a quote from an external article directly to your social feed, and share webpages, too. No need to access your HubSpot portal in another tab. Do it straight from your current webpage.

Chrome Extensions for SEO
1. SEOQuake

Users: 700K+
SEOQuake is a Chrome extension that allows SEO marketers to easily get insights about different websites without leaving their web browser. With one click, you can find search ranking and backlink information about the search results on a Google results page. It also provides details about the amount of backlinks the website has (according to SEMRush), shows you the keyword density of a page, and lists external and internal links.
2. Check My Links

Users: 200K+
Check My Links does what it says it will: It quickly scans web pages and shows you which links are working properly and which are broken. With this extension, marketers can ensure that their own websites are functioning properly for their visitors. Additionally, marketers can check for broken backlinks to their content on other websites. That way, they can build backlinks to their content and increase their domain authority.
3. NoFollow

Users: 100K+
NoFollow quickly indexes web pages and identifies links that are coded with the no-follow metatag. No-follow links aren’t crawled by search engines and don’t contribute to search engine authority, so SEOs can use this extension to determine if external sites are backlinking to them with followed, or indexed, links.
Additionally, you might use no-follow links on web pages you don’t want crawled, such as a landing page or thank you page, and this extension can easily double-check if you’ve coded links correctly. In the example screenshot below, no-follow links are highlighted in red.

4. Ahrefs SEO Toolbar

Users: 80K+
Ahrefs SEO Toolbar is an SEO tool that’s great for beginners and experts alike. Ahrefs SEO Toolbar is a Google Chrome plugin that lives in the search engine results page (SERP), so you can get SEO insights for every website and keyword, all while you Google search.
Discover thousands of the best performing keywords to target for SEO & PPC. Spy on your competitor’s Google Ads, Facebook, and Instagram ads, and find the best backlink opportunities.
5. Impactana

Users: 2K+
Impactana’s Chrome toolbar offers a wealth of SEO, social media, and content marketing information about any web page. Its two biggest metrics are “Buzz,” which measures a website’s reach on social media, and “Impact,” which measures SEO metrics such as click-through rate, backlinks, and time on page. It also shares details like author and publisher contact information that are useful for PR professionals.
6. Keyword Surfer

Users: 300K+
Keyword Surfer is just like the Arel=”noopener” target=”_blank” hrefs Chrome extension in that it gives you related keywords for your industry-related searches. You can see the monthly search volume for the keyword and generate an article outline that could potentially help you rank for the keyword. The tool also allows you to see the word count of competing pages and articles.
7. Link Research SEO Toolbar

Users: 10K+
Link Research SEO Toolbar allows you to see the core metrics of a website and understand how well it performs against the competition. The Chrome extension is best paired with an active Link Research Tools subscription to get the most out of it.
8. SEO META in 1 CLICK

Users: 200K+
SEO META in 1 CLICK is a fantastic tool for seeing a website’s meta information in — you guessed it — a single click! No need to right-click, hit “View Page Source,” and read through line after line of code to see a website’s meta description. You can use this as a competitive research tool to see what your top-ranked competitors are putting in their meta descriptions.
You can also use it to double-check that your website is optimized across the board. It even offers shortcuts to check the mobile friendliness of your website and analyze the keyword density of the page.
9. Serpstat Website SEO Checker

Users: 20K+
Analyze your competitors’ performance with the Serpstat Website SEO Checker extension. Depending on your competitors’ website security, you’ll be able to detect their CMS, sitemap status, structured data, and more. When you sign up for a Serpstat account, you can also see the page’s top keywords and traffic.
10. SEO Minion

Users: 100K+
SEO Minion allows you to carry out in-depth competitor research by giving you access to your competitor’s website metrics and data. You can also check for broken links, highlight all links, and preview how the page appears in the SERPs — all handy tools for examining your own webpages and articles and ensuring they’re in tip-top shape.

1. OneTab

Users: 2M+
When you conduct research for a piece of content, it’s easy to get swamped in multiple open tabs with great resources you want to cite. The trouble is, once it comes time to write and refer back to the sources, it’s hard to navigate between all of the tabs. Luckily, OneTab lets you put multiple different URLs into a single tab for easy reference.
2. Momentum

Users: 3M+
Momentum is a simple Chrome extension that replaces blank new tabs with beautiful photography, inspiring quotes, weather reports, and a space for you to write down a priority for the day when you open up your browser for the first time. (Don’t worry — the temperature is in Celsius, it’s not that cold in Boston.)
3. Blank New Tab Page

Users: 30K+
Blank New Tab Page is exactly what it sounds like — a completely blank, white page when you open a new tab in Chrome. Today’s browser settings and themes — and new versions of Google Chrome — display previews of recently visited websites or a Google Search bar on new tabs when you open them. If all you want is a blank page to navigate somewhere new, this Chrome extension is what you’re looking for.
4. Infinity New Tab

Users: 400K+
Infinity New Tab includes a feature known as Speed Dial on every new tab you open in Chrome. This feature produces large icon-based shortcuts to your most frequently visited websites, as shown in the screenshot above. You can customize these icons with new websites as needed, and add productivity widgets like to-do lists to each new tab as well.
5. Start.me

Users: 70K+
With Start.me, you turn each new tab you open in Chrome into a personal dashboard. You can populate this dashboard with webpage bookmarks, productivity widgets, news feeds from specific websites, and various photos and videos. If you prefer to keep your daily schedule online, rather than in print or on your desktop, you might find this extension useful.
6. Earth View

Users: 900K+
This Chrome extension might not make your browsing experience easier, but it will make it prettier. Broaden your geography skills while surfing the internet at the same time with Earth View by Google. Each time you open a new tab, the first thing you’ll see is a satellite image of a beautiful location somewhere on Earth. See some of the images that pop up on new tabs in the screenshot above.
7. Infinite New Tab

Users: 200K+
Not to be confused with “Infinity New Tab” (the fourth new tab extension on this list), this browser accessory turns your new tab into a canvas. Choose from more than 100 wallpapers to customize your new tab background, as well as a reminder list and note pad for staying on task.
8. Homey

Users: 30K+
Homey is a relaxing and uncluttered new tab Chrome extension that turns your new tab page into a dashboard. You can see your city’s weather, access your bookmarks, or create a grid with your most-frequented websites. Alternatively, you can keep the dashboard clean and mess-free for a less overwhelming experience. Like most new tab Chrome extensions, it also gives you access to the search engine of your choice.
9. New Tab Redirect

Users: 600K+
Got a website you always need to have open? This Chrome extension automatically opens a page of your choice when clicking on a new tab. The tool can even redirect to a specific file you have saved in Google Drive or elsewhere online.
10. Speed Dial

Users: 600K+
Speed Dial is a charmingly old-school Chrome extension that turns your new tab into a 3D dashboard. Access your bookmarks and more frequented sites in a dashboard that might just remind you of your MySpace days. Don’t let its design fool you: The extension is constantly updated for performance and user-friendliness.

Chrome Extensions for Content Sourcing
Sometimes you just need a good content curation tool to help you save important information while you’re researching or writing a blog post.
1. OneNote Web Clipper

Users: 1M+
Are you a OneNote user? Whether you’re conducting research for a project or simply reading different articles online, you most likely come across resources that you want to save and return to for later use.
That’s where OneNote Web Clipper comes in. Instead of saving content to another application or document, you can save it directly to your existing OneNote notebooks for easy reference when you sit down to write a blog post or web page. The best part? Everything will be available on any device where you use OneNote.
2. AwesomeScreenshot

Users: 2M+
AwesomeScreenshot is a screen capture extension with capabilities for annotation and photo editing while staying in your browser. Once you take a screenshot of a selected area of your screen or an entire web page, you can crop, highlight, draw shapes, and blur sensitive information.
3. Evernote Web Clipper

Users: 3M+
Evernote is a note-taking and organization app that can be shared across teams for content collaboration. With the Evernote Web Clipper extension, users can save links onto a clipboard within their Evernote app for later reading and reference.
4. Giphy for Chrome

Users: 300K+
Everyone loves animated GIFs. They make emails, blogs, and social media posts engaging and funny, and with this extension, you can easily grab a GIF from Giphy’s huge database for whatever content you’re working on without navigating away.
5. Sidebar

Users: 20K+
Manually bookmarking websites can sometimes be a tedious process. Sidebar allows you to organize websites you want to save without having to open a new tab. Save websites to bookmarks, create folders, and add notes for later reference.
6. Distill Web Monitor

Users: 200K+
Distill Web Monitor allows you to keep track of changes to websites or articles that you’ve cited in your own work. That way, you can ensure that you’re providing the most up-to-date information to your readers and website visitors. You can also use it to simply track pages that you’re interested in citing in the future.
7. Nimbus Screenshot

Users: 1M+
Nimbus Screenshot is another screenshotting extension that will live within your browser, making it easier than ever to capture a partial or entire page. It will automatically save your screenshots to the cloud, ensuring that you don’t lose them.
8. LibKey Nomad

Users: 200K+
For marketers and bloggers who work in technical or research-based industries, LibKey Nomad can be an extremely useful Chrome extension to have in your arsenal. The extension allows you to find, access, and source millions of scholarly articles based on the library that you primarily use.
9. Video Downloader Professional

Users: 300K+
Do you need to source non-YouTube-based videos for your blog posts? Check out Video Downloader Professional, a Chrome extension that allows you to download videos from the internet. This is particularly useful if you find a video on Twitter, Facebook, or other external website where the embed code or original video link isn’t available.
10. Google Scholar Button

Users: 2M+
Google Scholar is another tool you can use if you write content in a technical, scientific, or otherwise research-heavy industry. You can find articles and books straight from the comfort of your browser. The tool sometimes links to the article’s landing page on a research website, and sometimes it links directly to the PDF. Either way, it’s a great way to streamline research so you don’t have to manually search for books and articles online.

Chrome Extensions for Blogging
1. Grammarly

Users: 10M+
Grammarly is my go-to app for reviewing blog posts for proper spelling, grammar, and word use. You can drop large pieces of text into the desktop application for review, or you can use the handy Chrome extension to call out any grammar errors you’re making while typing on the web.
2. Google Dictionary

Users: 3M+
Have you ever come across a word you’re not familiar with while doing research online? Instead of Googling it in a separate tab, quickly highlight the word and click on the Google Dictionary extension to get the definition.
3. Office Editing for Docs, Sheets & Slides

Users: Not Published
For those times when you and your coworkers are working on computers with different operating systems, or want to collaborate on a live document together, check out Office Editing. This extension lets you easily drop Microsoft Office files into Google Drive to view and edit them without needing the software installed on your hard drive.
4. Difree

Users: 8
Sometimes it’s hard to free yourself of distractions to write productively, especially if you’re writing online. This new extension quickly opens a new tab for a clean and neutral text editor that auto-saves while you’re working if you need a break from where you normally write.
5. LanguageTool

Users: 1M+
LanguageTool is a useful Chrome extension for checking the existing text on a website and checking the grammar of your work as you write. It works in Google Docs and any website where there’s an active text box. It also works for different languages, so if you’re aiming to write for different markets and regions, you’ll most definitely want to add this tool to your arsenal.
6. Wordtune

Users: 200K+
Wordtune is an AI-powered Chrome extension that provides several alternatives to what’s currently on the page. No matter what tool you’re using — whether it’s Google Docs, Outlook, or another text editor — you can highlight the sentence or phrase you’d like to rewrite, and Wordtune will provide several alternatives. After that, you only have to choose the one you like best.
7. ProWritingAid

Users: 200K+
ProWritingAid is another smart Chrome extension for checking the grammar, spelling, and clarity of your blog posts, web pages, and articles. Like the other tools on this list, it works with Google Docs and any text editor in your browser. It will catch any errors you make as you write and suggest corrections.
8. Readme

Users: 100K+
Readme is a text-to-speech reader that works right within your Chrome browser to increase accessibility as you write or read articles. It can also help you listen to your drafts out loud for proofreading purposes. Listening to your writing can be an excellent way to catch errors.
9. Helperbird

Users: 20K+
Helperbird is an accessibility Chrome extension that can help writers with dyslexia, blindness, or other disabilities work more efficiently. You can change the font of the page, change the font sizes, use a magnifier, and turn text into speech. You can also turn pages and articles into a plain-text “Reader Mode” for easier reading and scanning.
10. MyBib

Users: 800K+
Do you list citations in your blog posts and articles? Use the MyBib Chrome extension to create citations right within the browser. Simply travel to the page, Tweet, article, or video you’d like to cite, select the format you’d like to cite it in, and then copy and paste. Alternatively, if you’re collecting various sources, save it to a “Project.” You’ll then be able to download all of your works cited in any format you prefer.
Bonus: It gives you an in-text citation, too. Absolutely brilliant.
More Chrome Extensions Equals More Productivity
Now that your browser is loaded with extensions to make marketing easier on a day-to-day basis, test them out to see what time and efficiencies you’re able to save. When you’re ready to work on your next piece of content, try all of the tools listed above to make the process less painful and time-intensive. Your team will thank you for it.
Editor’s note: This post was originally published in November 2016 and has been updated for comprehensiveness.