Marketing automation is the technology that allows companies to streamline, automate, and measure marketing tasks and workflows so they can increase operational.

Slides:



Advertisements
Similar presentations
B2B Go-To-Market Strategy
Advertisements

Leads by SourceLead Conversion%Campaign ROI Closed Business by Month.
New Generation Marketing Making the Business Case for Enterprise Marketing Software.
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. 1 Quick Reference Card: Oracle RightNow Product Portfolio Elevator Pitch Trends Impacting.
Close & Delight & More... Personalize your s with any field from your marketing database. Marketing Automation Use marketing automation to trigger.
87% of the terms sales & marketing use to describe each other are negative. Source: Corporate Executive Board survey,
CRM Customer Relationship Management. What is CRM? CRM is a comprehensive way to manage the relationship with your customers CRM systems enable you to.
Driving Productivity with Microsoft Dynamics CRM Presenter Name Presenter Title Presenter Date.
So what’s the problem? Dashboards are the #1 reason why companies buy CRM solutions such as salesforce.com But often the dashboards don’t get set up in.
Improved lead management will create more demand for our products: Leads get better follow-up through automated lead nurturing Leads will better understand.
BPM+CRM synergy to boost business efficiency
Diogo. Marketo Project What is Marketing Automation? “Marketing automation is the technology that allows companies to streamline, automate, and measure.
Why Marketing Automation? Generate More Leads, Convert Them To Revenue, Prove Marketing ROI.
Inbound Statistics Slides Close & Delight. 1 .
Inbound Statistics Slides Template Resources for Partners.
Customer Relationship Management ANGLER Technologies Empowering e-Business by ANGLER TechnologiesANGLER Technologies.
Visit The World’s First Guaranteed Results Marketing Firm Topic: Marketing Automation.
HubSpot Inbound Marketing Software
Contract Lifecycle Management Improve responsiveness, efficiencies, and oversight & reduce risks and costs INSTRUCTIONS: 1. Apply your company template.
Connect Making Connections that Matter Marketing Program for Driving Demand Business Healthcare Technology Connect
Demand Generation Capability Assessment Aligned – Staff are trained/experienced to perform this capability – AND this activity is formally part of their.
InsideView Introduction Ralf VonSosen, VP of Marketing Dan Tajbl, Sr. Sales Engineer.
Buying has changed forever
HubSpot Product Slides
Contacts Enecto - Turning web visits into business InterAction User Group David Botros Senior Account Manager Tel: +44 (0) Mob: +44.
1 Getting More Customers: A Quick Guide To Optimizing Your Pipeline How To Use Knowledge Marketing To Connect With And Convert More Customers.
B2B University Sydney March 16, Agenda Who is The Annuitas Group? The Changing B2B Buyer Today’s B2B Marketer The Impact of This Change on the B2B.
CRMWorks ASIA Digital Marketing Suite Marketing Automation through Net-Results CRMWA Digital Marketing Suite Rev 07.
Making Your Life Easier Marketing for Tech Transfer October 30, 2013 Shaun Juncal Marketing Manager UCSB Office of Technology & Industry Alliances.
Inbound Marketing Lessons from the Fastest Growing SaaS Company Mike Volpe HubSpot.
April, 2008 Better Together! Integrated GP & CRM AN INDEPENDENT MEMBER OF BAKER TILLY INTERNATIONAL 505 AFFILIATE OFFICES WORLDWIDE.
CLOUD BASED CRM APPLICATION CRM software solutions help you to manage your business customers and streamline all facets of customer interaction. Using.
INBOUND MARKETING Things Your Website Must Have to Start Generating Leads.
May 2013 Umberto Milletti, Accelerating Revenue with CRM Intelligence™
“ONE” - Business Elsevier
Planning and implementing Customer relationship management projects
Or How to Gain and Sustain a Competitive Advantage for Your Sales Team Key’s to Consistently High Performing Sales Organizations © by David R. Barnes Jr.
12 3 Electrolux + Hanley Wood: The Strategy for an Accountable Business Partnership.
January 2016 Demo and Training NetApp Content Syndication.
1 2. DEFINING NURTURE. 2 Science of Nurture within Marketing Context Lead Create Response Generation RESPONSE NURTURE Lead Progress Lead Nurture Close.
1) ATTRACT: GET TRAFFIC 2) CONVERT: GET LEADS 3) CLOSE: GET CUSTOMERS 4) DELIGHT: ANALYZE & OPTIMIZE Create blog content, search engine optimize (SEO)
© 2011 IBM Corporation A few slides on IBM Unica Interact Presenter name Date.
Microsoft Dynamics CRM Jeanett Heller Product Marketing Manager, Dynamics Microsoft Danmark.
Oracle Apps crm Training and Tutorials Available Online Online | classroom| Corporate Training | certifications | placements| support CONTACT US: MAGNIFIC.
@ nicorosstweet Measuring Social Media #eventprofs.
Hosted by Dynamic Communities reIMAGINE Copyright N3, LLC No part or process to be used without permission. Executive Summary This session will.
Copyright , Rally Software Development Corp Dru Jacobs Director of Demand Generation – Rally Software Development Bringing in the Business: Leveraging.
April 2016 Demo and Training NetApp Content Syndication.
Salesforce.com Migration Assessment with Microsoft Services Assess whether your current CRM implementation is the right solution for your current and future.
Kentico Enterprise Marketing Solution Petr Palas.
Marketing-to-Opportunity Scenario Overview
Your Guide to VMware Channel Marketing Partner Programs
Platform Overview Provide your marketing and sales groups with a single, integrated, web based on-demand platform that allows them to easily automate and.
Sun Bear Software Marketing Automation and Lead Generation
FunnelCake Creates Next-Generation Marketing Operations Platform for Secure, Scalable Big Data Analytics, All Driven by Power of Microsoft Azure MICROSOFT.
Marketing-to-Opportunity Scenario Overview
Marketing Quarterly/Yearly Business Review
Nicole Steen-Dutton, ClickDimensions
Marketing automation with effective drip content FEATURES
Lead Generation for the real world
Full Campaign Plan.
Dynamic lead nurturing is required to engage for success
Marketing-to-Opportunity Scenario Overview
Contract & Client Management
Marketing-to-Opportunity Scenario Overview
Driving Pipeline with Engagement – Driven Webinars
How to Use this Slide Deck
Vendor Managed Inventory
The Value of Zap in Recruiting
Presentation transcript:

Marketing automation is the technology that allows companies to streamline, automate, and measure marketing tasks and workflows so they can increase operational efficiency and grow revenue faster Marketing Automation Nurturing, Prioritizing, and Recycling Leads to Convert More Leads into Revenue INSTRUCTIONS: 1. Insert slides into your company template. 2. Update marketing metrics where noted and delete purple boxes when finalized.

Executive Summary The B2B Buyer has changed: need to pro- actively engage around educational topics Leads need to be nurtured until they are sales-ready Sales & Marketing need to be aligned more closely, creating a seamless buying process There is an opportunity to turn marketing into a revenue driver rather than a cost center Marketing automation provides a dramatic ROI: many benefits, low risk, modest investment 2 “Companies that excel at lead nurturing generate 50% more sales ready leads at a 33% lower cost”

The Changing B2B Buyer Buyers are seeking and finding more information on their own—they’re in control There is an information abundance and we have to be heard through the noise To drive revenue, marketers must become more adept at identifying sales-ready leads and nurturing the remainder Companies need to interact with prospects early in the sales process, by providing relevant information in the early stages of the buying process A recent report from Forrester found: “Buyers seek out 3 pieces of content about a vendor for every 1 piece sent by a marketer, and for every 1 piece sent from sales” 3

The Leaky Funnel Poorly defined customer segments Flawed lead qualification standards Slow or no follow-up from sales Lack of process No sales and marketing alignment 4

Plugging the Leak Identify our buyer and understand the buying journey Map sales and marketing practices to the buying journey Use marketing automation integrated with CRM to deliver the right content to our buyer at the right time Create lead scoring and nurturing programs that enable us to hand off warmer leads to sales Measure and adapt based on testing 5

Increase Productivity With Automation Run more campaigns without expanding the marketing team Create more consistent follow-up Example: automate event campaigns, including invitations, reminders, follow- up and reporting. 6

More Qualified Leads with Lead Nurturing Goal: Increase the number of sales opportunities & deal size and reduce cost per qualified lead “79% of marketing leads never convert into sales. Lack of nurturing is the common cause of this poor performance”—MarketingSherpa “Done right, lead nurturing can result in 50% more sales qualified leads at a 33% lower cost”—Marketo Benchmark 7 “Nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads”

The Value of Lead Nurturing Lead Nurturing helps turn more inquiries into qualified leads and decreases cost per qualified lead Conversion: Inquiry to Qualified Lead Cost per Inquiry Cost per Qualified Lead Without Nurturing 27%$50$206 With Nurturing 40%$50$ Source: actual data from software vendor 8

Increase Sales Effectiveness Improved Lead Quality = Increased Sales Productivity Prioritize leads based on quality and urgency Let sales send leads back to marketing for further nurturing, preventing leads that just "sit" somewhere Provide comprehensive lead activity history for sales 9 “46% of marketers with mature lead management processes have sales teams that follow up on more than 75% of marketing- generated leads”.

The Value of Lead Scoring With good info on lead prioritization, reps spend more time selling and less time 10

Turn Marketing Into a Revenue Driver Show that marketing is a revenue driver, not a cost center. Optimize ROI Improve marketing's accountability by proving marketing’s impact on revenue Improve Revenue Performance: – Conversion rates – Time in a particular stage (velocity) 11

The Value of Marketing Automation 12

Marketing Automation ROI 13 Investment in Marketing Automation pays itself back quickly Most mature users of marketing automation achieve 32% greater revenue versus their plan than average companies – and 79% more than the least mature companies.

Steps to Take to Improve Lead Nurturing Improving Lead Nurturing In Place: Monthly Newsletter Generic content (whitepapers, webinars, blog posts) To Implement: Drip campaigns Content based on buyer profile and buying stage Automation of marketing campaigns (including Trigger-based nurturing) Integration of lead nurturing with CRM data and CRM activity A/B Testing Using social data Adjust this slide for your situation noting what you have in place, then remove this purple bar. 14

Improving Sales Productivity In Place: Automatically assign new leads to sales people To Implement: Lead Scoring based on profile and activity Prioritized lead list for sales Lead Activity Monitoring with real-time alerts Lead activity history in CRM system ( clicks, web visits, registrations) Adjust this slide for your situation noting what you have in place, then remove this purple bar 15 Steps to Improve Sales Productivity

Improving Sales & Marketing Analytics In Place: Reporting on lead volume To Implement: Lead conversion rates Pipeline velocity (how fast leads flow through the funnel) Percentage of the pipeline that is Marketing- sourced Percentage of the pipeline that is Marketing- influenced Adjust this slide for your situation noting what you have in place, then remove this purple bar 16 Steps to Improve Insight into Sales and Marketing Effectiveness

Getting Started / Next Steps These are suggested stages for marketing automation implementation. Revise where appropriate. Advanced Assessment and Continued Development Identify “hits” and “misses” Develop additional content resources for lead generation Test and optimize s and landing pages for various segments Create advanced, automated, trigger-based campaigns for more segments Marketing Automation Strategy Development Select and implement marketing automation solution Develop preliminary lead scoring strategy Define high-value segments in database Create standard set of automated, trigger-based campaigns for key segments Initial Assessment Identify current successes and areas for improvement Begin evaluating marketing automation software Begin developing list of feature requirements 0 3 months STAGE 1STAGE 2STAGE 3 17

Summary Marketing automation benefits More innovation Greater scalability Enhanced targeting Increase conversion Increase marketing productivity Improve lead nurturing Increase sales effectiveness More visibility into key analytics Turn marketing into a revenue driver 18 Adjust this slide for your situation and then remove this purple bar.

Powerful and easy marketing software Sales insights and sales effectiveness Analytics to measure, optimize, and forecast the revenue cycle Thought leadership, best practices, customer success Social marketing capabilities to amplify your reach 2000 global customers and counting!