I need IP addresses for reputation

Number one of seven in our occasional series on why ESPs need, or don’t need, lots of IP addresses to send mail properly.

I need at least one IP address per customer, to handle IP based reputation

Why this is right
While DKIM is gradually moving the main key for reputation tracking to a domain based token, right now the main key that is used to track reputation is the sending IP address.
If you have multiple customers sending mail of different quality using a different sending IP address for each of those customers means that the good customers will not be penalized by the poor behaviour of the bad customers. And, just as importantly, poor customers will not benefit from the behaviour of the good customers. This allows receivers to track sender reputation more accurately, and so delivery just wanted email to their recipients better. That makes everyone happy (other than the bad customers who deserve to be unhappy until they fix their practices).
Why this is wrong
Reputation is tied to sending IP address, but it’s also affected by volume of emails received from that IP address, and the consistency of volume. If a customer is only sending a few hundred emails a week to any given receiver ISP or they’re only mailing monthly then they won’t be able to maintain much of a positive reputation, simply because they’re too small to keep track of or because they mail so infrequently that each time they mail the receiving ISP will have forgotten about their previous mailings. In those cases the sender will be treated much the same as a new sender from a given IP address (neutral, at best, maybe poorly). For those cases a customer is likely to get better delivery rates if their mail is sent through an IP address pool that sends enough email overall to be noticed and tracked by receiving ISPs.
Another reason this is wrong
Reputation is tied to sending IP address, but receiving ISPs aren’t stupid and do recognize attempts to game the system. If you’re an ESP with a mix of good and bad customers then segregating the IP addresses they send from will not completely isolate the reputation of those customers from each other. The bad customers will drag your reputation as an ESP down more than the good customers will pull it up. And as your reputation as an ESP degrades it will pull down the reputation of your good customers much more than it will increase the reputation of your bad or unknown customers.
So segregating senders onto their own IP addresses doesn’t entirely separate their reputation from each other or from their ESP. And if you believe it does, you’re likely to make business decisions based on that misunderstanding that will badly affect your reputation and the delivery rates of your customers. Don’t fall into that trap.

Godzilla sneaks up on Tokyo
Godzilla sneaks up on Tokyo

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How reputation and content interact

Recently, one of my clients had a new employee make a mistake and ended up sending newsletters to people in their database that had not subscribed to those particular newsletters. This resulted in their recipients getting 3 extra emails from them. These things happen, people fat-finger database queries or aren’t as careful with segmentation as they should be.
My clients were predictably unhappy about sending mail their users hadn’t signed up for and asked me what to do to fix their reputation. I advised they not do anything other than make sure they don’t do that again. The first send after their screw-up had their standard 100% inbox delivery. The second send had a significant problem with bulk foldering at Hotmail and Yahoo. The third send had their standard 100% inbox delivery.
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Overall, these are senders with a good reputation. Their screw up wasn’t enough to damage their delivery itself, but may have contributed to all their mail going into the bulk folder the other day. I expect that their reputation will rebound quickly and they will be able to send the same content they did and see it in the inbox.

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In one case, a client had a spammer slip onto their system. As a result the client was added to the SBL. The client disconnected the customer, got their IP delisted from the SBL and all was good until the spammer managed to sweet talk the new abuse rep into turning his account back on. Predictably, he started spamming again and the SBL relisted the IP.
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The first client took responsibility for their problems, looked at the issues and resolved things without relying on Spamhaus to tell them how to fix things. Even though they had a problem, and is statistically going to have the occasional problem in the future, this interaction was very positive for them. Their reputation with the Spamhaus volunteers is improved because of their actions.
The second client didn’t do any of that. And the people they were dealing with at the blocking entity know it. Their reputation with the people behind the blocking entity was not improved by their actions.
These two clients are quite representative of what I’ve seen over the years. Some senders see blocking as a sign that somehow, somewhere there is a flaw in their process and a sign they need to figure out how to fix it. Others see blocking as an inconvenience. Their only involvement is finding out the minimum they need to do to get unblocked, doing it and then returning to business as usual. Unsurprisingly, the first type of client has a much better delivery rate than the second.

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