49% 55% B2B companies All On average, 49% of companies are currently using marketing automation, with more than half of B2B companies (55%) adopting the technology. “The Ultimate Marketing Automation stats” (2016) Source:

67% Best-in-Class companies are 67% more likely to use a marketing automation platform. “State of Marketing Automation 2014: Processes that Produce” (2014) Source:

2011 2016 B2B organizations using marketing automation There are nearly 11 times more B2B organizations using marketing automation now than in 2011. “B-to-B Marketing Automation Study” (2016) Source:

Marketing technology is changing the landscape. Marketers need to stay current to be competitive. You saw the statistics I was just showing - the rate of adoption of MA, who is using it, and how fast it is growing. 67% more likely. More than half adopting. 11 times more likely. Why is this?  We’ve got a fundamental shift in marketing occurring and, as a marketing agency, you need to understand that.

“Over the past few years, the union of technology & marketing has created software products and platforms that are redefining the way in which modern marketers go about their jobs.” Technology Marketing Source: MarTech Advisor (MTA)

Using Marketing Automation For Agency New Business Presented by: Jared Beasley Vice President of Partnerships SharpSpring

Marketing Automation Built for Agencies Launched in 2014 More than 1,000 Digital Agencies Agency Focused Features Agency Pricing Model

You May Have Heard About Us…

Today’s talk Driving Revenue by Growing Your Agency’s Funnel ROI of Marketing Automation Real Results From Marketing Agencies Q & A

Driving Revenue by Growing Your Agency’s Funnel

The Buyer’s Journey Basics: The Process of Discovery From not knowing anything about you to buying your product or service Every prospect that becomes a client of yours goes on a specific journey to get there. A surprising number of agencies, however, still don’t understand what that journey looks like.

What is the Buyer’s Journey? The Process of Discovery From not knowing anything about you to buying your product or service Crucial to understanding your customer Each stage requires a different approach Awareness Consideration Decision

The Sales & Marketing Funnel Marketers see the buyer’s journey as a funnel Marketing automation produces results at different phases of the funnel Basics: The Sales & Marketing Funnel

PPC Campaigns | SEO Techniques | Social Ads A typical sales & marketing funnel may look like this: What is the Sales & Marketing Funnel? Traditional Funnel Driving Leads Messaging Closing PPC Campaigns | SEO Techniques | Social Ads Blast Emails Siloed CRM Consideration Decision Awareness A typical marketing stack may look something like this: A typical funnel looks like this. You have different tactics (and disparate systems) at play in each phase. No roll-up of all functions.

Everyone Wants a Wider Funnel We’re going to show you how marketing automation can do it… … but first, let’s review the results from a traditional marketing funnel. You’ve heard this before. Let’s see how MA really DOES it.

Traditional Marketing Driving Leads Every action people have to take requires a decision. At most decision points, more than 50% of your audience (usually more like 80-99%) opts out. - Brian Carter Group, Internet Marketing Strategy - 5 Funnel Mistakes Nurturing Only 25% of leads are legitimate and should advance to sales. - Gleanster Research, Measuring the impact of lead nurturing on the sales pipeline. Closing

Traditional Marketing DRIVING Traditional Marketing Driving Leads Visitor ID Next Gen Emails Next Generation Email Campaigns Blog & RSS Email Campaign Tracking Google AdWords Google AdWords Integration Reporting Analytics Dynamic Landing Pages Nurturing Blogging and RSS Email Integration Closing Campaign Tracking Dynamic Landing Pages & Forms VisitorID (Anonymous Site Visitor Identification) Reporting/Analytics

NURTURING Traditional Marketing Driving Leads Behavioral Based Lead Tracking (Life of the Lead) Visitor ID Next Gen Emails Blog & RSS Email Campaign Tracking Google AdWords Reporting Analytics Dynamic Landing Pages Dynamic List Building /Segmentation Nurturing Dynamic, Drip Campaigns Lead Scoring Dynamic List Building Behavioral Based Lead Tracking Lead Scoring Closing Dynamic, Behavior-Based Email Drip Campaigns for Nurturing

CLOSING Traditional Marketing Driving Leads CRM/CRM Integration - B2B Visitor ID Next Gen Emails Blog & RSS Email Campaign Tracking Google AdWords Lead Scoring Reporting Analytics Dynamic Landing Pages Nurturing Social Integration (Life of the Lead) Dynamic, Drip Campaigns Lead Scoring Dynamic List Building Behavioral Based Lead Tracking Sales Management/Notification Closing Smart Emails and Trackable Media Shopping Cart Social Integration Sales Management CRM/CRM Integration ROI Analytics & Reporting Sales Email Automations for Post-contact Nurturing Lead Scoring Smart Email End-to-end ROI/Reporting and Analytics Shopping Cart Integration /Abandonment - B2C

Your Funnel Just Got Wider Marketing Automation Traditional Marketing Driving Leads Visitor ID Next Gen Emails Blog & RSS Email Campaign Tracking Google AdWords Reporting Analytics Dynamic Landing Pages Nurturing Your Funnel Just Got Wider Dynamic, Drip Campaigns Lead Scoring Dynamic List Building Behavioral Based Lead Tracking Closing Shopping Cart Social Integration Sales Management CRM/CRM Integration ROI Analytics & Reporting Lead Scoring Smart Email Again, we’ve only reviewed SOME of the features to demonstrate how MA grows your funnel. There are lots more. Use marketing automation to re-engage those who fall out at any phase.

The ROI of Marketing Automation

- VentureBeat, Marketing Automation ROI Hits 28%. 5/5/2014 The average ROI from implementing marketing automation is 27.8 percent. Almost every single company of the 83 reported positive ROI, with four of them reporting massive 150% increases in revenue. - VentureBeat, Marketing Automation ROI Hits 28%. 5/5/2014

75% of companies using marketing automation see ROI within 12 months, 44% within 6 months. Source: 20-incredible-marketing-automation-stats, 2013 58% of marketers said the biggest benefit of marketing automation was increased opportunities, including up-selling and more timely communications. Source: Marketer vs Machine, 2015 Companies that use marketing automation generate twice as many leads as those just using email software. Source: 30 Marketing Automation Statistics – 2015 Edition Agencies and companies alike are expanding there funnels and seeing real results.

Marketers who have adopted marketing automation suggest that the biggest benefits are: Better targeting their prospects and existing customers. Reduction of human error Lead management 30% 10% 9% 8% 4% 3% Implementing multichannel marketing Better email marketing Improving customer experience Lots of data here, but the takeaway is that there are a lot of benefits to adopting a platform. Source: Redeye and TFM&A Insights The Marketing Automation Report 2014

From Marketing Agencies Real Results From Marketing Agencies

Real Results With

Increased client billings by Results Increased client billings by 20-30% Earned repeat project Won over new clients Here’s a case study of one agency using marketing automtion to get new business .They also used MA to serve their clients and experienced an average increase in per-client revenue of 20-30% from each client using the platform.

Asia-Pacific regional marketing services Seeking to: Run regional campaigns Engage leads with tailored content Get measurable results B2B marketing agency Providing Asia Pacific regional marketing services to mid- and large-sized global tech companies Large, multi-national clients using expensive apps at a global level. GETIT was unable to access those platforms for regional campaigns.

Solutions Tracked and measured the performance of every single piece of content Scored and tracked leads Created ‘content hubs’ and implemented workflows

Key Features Email marketing campaigns Email nurturing campaigns with trackable links Life of the lead Lead scoring Key Features Used many features of the platform that we went over - these specifically. Manage its clients’ “content hubs,” GetIT Comms made itself an integral part of its clients’ marketing processes Used case studies of successes for portfolios to pitch new business

“With marketing automation it became easier to win over new clients “With marketing automation it became easier to win over new clients. By pulling workflows and performance stats from our most successful campaigns, we were able to create case studies and portfolios to show prospective clients.” Anol Bhattacharya, CEO & Director GetIT Comms

SharpSpring our revenues have doubled.” “Our clients are now able to identify highly active leads with ease. Since starting SharpSpring our revenues have doubled.” Magee Clegg, Cleartail Communications Chicago, IL

“We’ve added 10 new clients in 9 months by leveraging marketing automation.” James Hutto, Valeo Marketing Memphis TN

year. The…system is simpler & more cost effective.” “SharpSpring has been at the core of our business growth for about the past year. The…system is simpler & more cost effective.” Lou Covey, Footwasher Media Redwood City, CA

Real Results With

What We’ve Covered Today The Buyer’s Journey The ROI of Marketing Automation How Agencies Can Use the Expanded Funnel to Grow Case Study - Real Results from Agencies Of course using MA for your clients is important. I am going to take a moment in the next two slides to talk about how the right platform can exponentially help your clients.

Build higher value relationships Demonstrate provable ROI Why do agencies offer marketing automation to their clients? Build higher value relationships Grow your agency by becoming an integrated and indispensable partner to your clients Increase monthly recurring revenue Move from unpredictable project work to retainer-based relationships Demonstrate provable ROI Show clients measurable results with comprehensive lead-to-revenue reporting Grow your agency’s client base and revenue. Get higher value relationships to grow your agency by becoming an integrated and indispensable service provider to your clients. Build monthly recurring revenue by moving from unpredictable project work to retainer-based relationships. Prove your value to your clients by showing measurable results with comprehensive lead-to-revenue reporting

Flexible platform architecture SharpSpring is built around the needs of agencies … and it affects everything we do Agency pricing model 1/10 cost of competitors Month-to-month billing Flexible platform architecture We work with everyone Agency features Rebrandable platform Multi-client management Agency support Always 100% free Customer Success Manager Marketing automation is becoming an operating expense - like turning the lights on or having the right equipment. HOWEVER, with the right vendor, it can be a revenue generator for you.

www.sharpspring.com/soda The Three ‘Gets’ for Signing More Clients: Using Marketing Automation to Build Your Brand & Acquire New Clients Agency Perspectives is a series exclusive to SS. Written by agency principals for agency principals. 6 issues available on our website. www.sharpspring.com/soda

Questions? OK,

www.sharpspring.com/soda The Three ‘Gets’ for Signing More Clients: Using Marketing Automation to Build Your Brand & Acquire New Clients Agency Perspectives is a series exclusive to SS. Written by agency principals for agency principals. 6 issues available on our website. www.sharpspring.com/soda