Sun Bear Software Marketing Automation and Lead Generation Founded in 2001. Privately held corporation. Marketing and Technology Professionals. Provides a SAAS (Software as a Service) Marketing and Sales Automation Platform. Small to Medium sized business focus. B2B and B2C Customers in a variety of industries.

Sun Bear Marketing Automation Some of our clients…..

What is Marketing Automation? Marketing automation is the use of technology to manage and automate the process of converting prospective customers into actual buyers. Automating direct marketing activities involved in demand generation and lead management contributes to shorter sales cycles, increased revenue, and better marketing ROI. Marketing Automation uses both inbound and outbound marketing channels, primarily: Outbound Inbound Email Telemarketing Direct Mail Tradeshows/Events Website/SEO/PPC Print/Other Advertising Social Media Tradeshows/Events

What is Marketing Automation is NOT? Marketing automation is NOT using a customer relationship management (CRM) system to accomplish marketing objectives, nor is it just about executing a single marketing technique in isolation (e.g. automatically sending out an email campaign every month).

Benefits of Marketing Automation Companies that use marketing automation… Maximize marketing reach Generate more leads Shorten sales cycles Improve marketing efficiency Reduce marketing and sales costs Convert more leads to sales Improve ROI (ROI is key…if you only want to generate more revenue…spend more money…)

Average length of sales cycle Source: Marketing Sherpa B2B Marketing Benchmark Survey

Key Marketing Automation Elements 1 2 3 4 5 6 7 Centralized prospect and customer database. Centralized collateral (email templates, landing pages, surveys). Campaign segmentation and automation. Multi-Channel marketing (email, phone, mail and web) Automated response management and lead nurturing. Lead qualification, scoring, assignment and management. Reporting and analysis. ROI tracking by campaigns and activities. Your Logo

Demo example 1 Web registration and follow-up Prospect fills out a request for demonstration on the clients website. Prospect is sent a confirmation email. Marketing is sent an alert. A sales lead is created. The prospect is automatically added to the demonstration reminder campaign. A reminder email is sent 1 day before the demonstration. A follow-up email is sent 1 day after the demonstration. The generated lead is approved and assigned to a sales person. The sales person receives a notification. The sales person provides feedback. The prospect visits the website and the sales person receives notification.

Demo example 2 Lead Generation Campaign Create campaign and activities. Send automated email with response link. Prospect clicks on the link and goes to the landing page . Prospect completes form on the landing page. Prospect receives follow-up email. Lead is scored based on answers to question and the landing page. Based on the score the prospect moves into the pending queue for follow-up. Marketing receives an alert there is a pending lead. Marketing approves the lead and it is assigned to sales. Sales receives an alert and provides feedback.

Demo example 3 Administration and Reporting Campaigns and activities Surveys/Forms Email Templates Internal and External Landing Pages Lead Scoring/Next Actions

Prospects Inquires Leads Sales Campaign Automation Segmentation & Selection Multi-Channel – Email, Mail, Phone Multi-Stage Timed Execution “drip campaigns” Inquires Response Management Web Forms Automated Responses Email, Mail, Phone Automated Alerts Automated Next Actions Source Responses Leads Lead Management Score and Qualify Leads Auto Assign to Sales Nurture – Email, Mail, Phone Set Next Actions & Next Action Dates Provide Feedback & Track Stages Sales