1. 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:

2. 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:

3. 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:

4. 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.

5. “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)

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

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

8. You May Have Heard About Us…

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

10. Driving Revenue by Growing Your Agency’s Funnel

11. 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.

12. 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

13. 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

14. 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 s
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.

15. 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.

16. 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

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

18. NURTURING Traditional Marketing Driving Leads
Behavioral Based Lead Tracking (Life of the Lead)
Visitor ID
Next Gen s
Blog & RSS
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 Drip Campaigns for Nurturing

19. CLOSING Traditional Marketing Driving Leads CRM/CRM Integration - B2B
Visitor ID
Next Gen s
Blog & RSS
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 s and
Trackable Media
Shopping Cart
Social Integration
Sales Management
CRM/CRM Integration
ROI Analytics & Reporting
Sales Automations
for Post-contact Nurturing
Lead Scoring
Smart
End-to-end ROI/Reporting
and Analytics
Shopping Cart Integration
/Abandonment - B2C

20. Your Funnel Just Got Wider Marketing Automation Traditional Marketing
Driving Leads
Visitor ID
Next Gen s
Blog & RSS
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
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.

21. The ROI of
Marketing Automation

22. - 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

23. 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 software.
Source:
30 Marketing Automation Statistics – 2015 Edition
Agencies and companies alike are expanding there funnels and seeing real results.

24. 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 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

25. From Marketing Agencies
Real Results
From Marketing Agencies

26. Real Results With

27. 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.

28. 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.

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

30. Key Features Email marketing campaigns
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

31. “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

32. 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

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

34. 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

35. Real Results With

36. 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.

37. 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

38. 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.

39. 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.

40. Questions?
OK,

41. 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.