1. 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.

2. Sun Bear Marketing Automation
Some of our clients…..

3. 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
Telemarketing
Direct Mail
Tradeshows/Events
Website/SEO/PPC
Print/Other Advertising
Social Media
Tradeshows/Events

4. 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 campaign every month).

5. 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…)

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

7. Key Marketing Automation Elements1 2 3 4 5 6 7
Centralized prospect and customer database.
Centralized collateral ( templates, landing pages, surveys).
Campaign segmentation and automation.
Multi-Channel marketing ( , 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

8. Demo example 1 Web registration and follow-up
Prospect fills out a request for demonstration on the clients website.
Prospect is sent a confirmation .
Marketing is sent an alert.
A sales lead is created.
The prospect is automatically added to the demonstration reminder campaign.
A reminder is sent 1 day before the demonstration.
A follow-up 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.

9. Demo example 2 Lead Generation Campaign
Create campaign and activities.
Send automated 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 .
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.

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

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