Marketing
- Главная
- Разное
- Дизайн
- Бизнес и предпринимательство
- Аналитика
- Образование
- Развлечения
- Красота и здоровье
- Финансы
- Государство
- Путешествия
- Спорт
- Недвижимость
- Армия
- Графика
- Культурология
- Еда и кулинария
- Лингвистика
- Английский язык
- Астрономия
- Алгебра
- Биология
- География
- Детские презентации
- Информатика
- История
- Литература
- Маркетинг
- Математика
- Медицина
- Менеджмент
- Музыка
- МХК
- Немецкий язык
- ОБЖ
- Обществознание
- Окружающий мир
- Педагогика
- Русский язык
- Технология
- Физика
- Философия
- Химия
- Шаблоны, картинки для презентаций
- Экология
- Экономика
- Юриспруденция
Find the Right Marketing Automation Solution for Your Company презентация
Содержание
- 1. Find the Right Marketing Automation Solution for Your Company
- 2. What you can learn at the surface level What you need to dig for
- 4. Sophisticated lead nurturing made simple Analytics that
- 5. Sophisticated lead nurturing made simple
- 6. 10+ Years Ago
- 7. 5 Years Ago
- 8. Today
- 9. Drip Nurture Doesn’t Work Like It Used To
- 10. Marketers Don’t Control the Journey… …Customers Do
- 11. Name: Glenda Age: 77 Gender: Female Income:
- 12. Effective Nurturing Adapts Based on Behaviors
- 18. IS Web behaviors Purchase behaviors Social behaviors
- 19. Takeaway: Look for a Marketing Automation solution
- 20. Analytics that truly measure the revenue impact of campaigns
- 21. Reporting Maturity Curve
- 22. Conversion Based
- 23. Opportunities Won
- 24. Single Touch 3 months $100K
- 25. Single Touch 3 months $100K $100K
- 26. Single Touch Attribution
- 27. Single Touch Attribution
- 28. Multi Touch 3 months $100K
- 29. Multi Touch 3 months $25K
- 30. Multi Touch Attribution
- 31. Multi Touch $14K
- 32. Multi Touch $14K
- 33. Multi Touch Attribution Moe and Larry both engaged with these campaigns
- 34. Multi Touch Attribution
- 35. Multi Touch Attribution
- 36. Multi Touch Attribution
- 37. Multi Touch Attribution
- 38. Multi Touch Attribution More efficient
- 39. Multi Touch ROI MT Ratio 10 good
- 40. Multiple influencers in a typical B2B sale
- 41. Takeaway: Make sure that your Marketing Automation
- 42. Deep and seamless CRM integration
- 43. Out of the box 2-way data exchange
- 44. CRM Integration Points Lead Contact Leads Account
- 45. CRM Integration Points Opty Opty Closed-loop Reporting
- 46. CRM Integration Points Activity Activity When a
- 47. Information that helps sales reps sell more
- 48. Really no different from how marketers think
- 49. Right Person
- 50. Right Person
- 51. Right Person
- 52. Right Person
- 53. Right Message
- 54. Right Time
- 55. Right Message Let me tell you about the benefits of lead nurturing and scoring
- 56. Right Message
- 57. Right Person, Message and Time Let me
- 58. Which Leads Should I Focus On First?
- 59. What Are They’re Interested In?
- 60. Show Reps Only What’s Important
- 61. Takeaway: Talk to other companies, research compelling
- 62. Powerful automation workflows built in seconds
- 63. A Leads B Leads
- 66. Add leads to campaign Email 1 Email 2 Email 3
- 73. stats
- 74. stats
- 75. stats
- 76. No Lead Left Behind: SLA’s
- 77. Takeaway: Think long-term. This is the area
- 78. Ability to replicate successful campaigns in minutes
- 79. Speed and Productivity
- 80. Replicate Webinar Email Invite 1 Email
- 81. Replicate Webinar Email Invite 1 Email Invite
- 82. What happens to all your assets when
- 83. Takeaway: Make sure you select a Marketing
- 84. Q&A Also happy to connect on LinkedIn. Twitter: @mikedberger
What you can learn at the surface level What you need to dig for
Слайд 4Sophisticated lead nurturing made simple
Analytics that truly measure the revenue impact
of campaigns
Deep and seamless CRM integration
Powerful automation workflows built in seconds
Ability to replicate successful campaigns in minutes
Deep and seamless CRM integration
Powerful automation workflows built in seconds
Ability to replicate successful campaigns in minutes
Agenda Items
Слайд 11Name: Glenda
Age: 77
Gender: Female
Income: $30K - $50K
Location: Eastern US
Target artists:
Roy Orbison
Neil
Diamond
Willie Nelson
Tony Bennet
Willie Nelson
Tony Bennet
Слайд 18IS
Web behaviors
Purchase behaviors
Social behaviors
Content consumption
Specific email interactions
Offline behaviors
Behavior-based Nurture
IS NOT
Sending an
email again if not opened or clicked first time
Sending a different email if the last one was opened or clicked
Sending a different email if the last one was opened or clicked
Слайд 19Takeaway:
Look for a Marketing Automation solution that makes it easy to
do behavior based nurture
Слайд 38Multi Touch Attribution
More efficient at pushing leads through funnel
More efficient at
acquiring the right leads
Слайд 40Multiple influencers in a typical B2B sale
Multiple touch points
Some offline
What is
a success?
Challenge of Multi-Touch
Слайд 41Takeaway:
Make sure that your Marketing Automation solution will provide you with
metrics that are meaningful
Слайд 43Out of the box 2-way data exchange
Automatically adapt to changes in
CRM
Instantly trigger marketing activities from CRM
Instantly send sales alerts and follow-up tasks
Provide sales intelligence in a highly digestible, and highly actionable manner
Instantly trigger marketing activities from CRM
Instantly send sales alerts and follow-up tasks
Provide sales intelligence in a highly digestible, and highly actionable manner
CRM Integration Capabilities
Слайд 44CRM Integration Points
Lead
Contact
Leads
Account
Opty
Activity
Campaign
Custom
Account
Opty
Activity
Program
Custom
Слайд 45CRM Integration Points
Opty
Opty
Closed-loop Reporting (associating pipeline and revenue back to campaigns)
Workflow
triggers, such as shifting nurturing content
Слайд 46CRM Integration Points
Activity
Activity
When a sales rep logs a call, a workflow
triggers to take the lead out of an automated outreach campaign
Слайд 47Information that helps sales reps
sell more effectively, in order to:
Close more
deals
Shorten sales cycles
Increase deal size
Shorten sales cycles
Increase deal size
Sales Intelligence Defined
Слайд 48Really no different from how marketers think about marketing more effectively:
Right
message – relevant message
Right person – person who is a potential buyer
Right time – person who is ready to engage with sales
Right person – person who is a potential buyer
Right time – person who is ready to engage with sales
How To Sell More Effectively?
Слайд 57Right Person, Message and Time
Let me tell you how Marketo’s analytics
are different and why it matters
Слайд 61Takeaway:
Talk to other companies, research compelling use cases, and choose wisely.
There are very significant differences when it comes to CRM integrations.
Слайд 76
No Lead Left Behind:
SLA’s
Day 0
Notification
Day 1
If untouched, reminder
Day 2
If untouched,
reminder cc boss
Day 3
If untouched, alert executives
Day 7
If stale, reminder
Day 8
If stale, reminder cc boss
Day 9
If stale, alert executives
Слайд 77Takeaway:
Think long-term. This is the area where a marketer is most
likely to hit a wall if they don’t select the right solution up front – and do so more quickly than they think.
Слайд 80Replicate Webinar
Email Invite 1
Email Invite 2
Email Invite 3
Email Confirmation
Email Reminder
Email
Follow-up No Show
Email Follow-up Attended
Landing Page Register
Landing Page Thank You
Workflows
List
Email Follow-up Attended
Landing Page Register
Landing Page Thank You
Workflows
List
Email Invite 1
Email Invite 2
Email Invite 3
Email Confirmation
Email Reminder
Email Follow-up No Show
Email Follow-up Attended
Landing Page Register
Landing Page Thank You
Workflows
List
Copy
Edit
Email Invite 1
Email Invite 2
Email Invite 3
Email Confirmation
Email Reminder
Email Follow-up No Show
Email Follow-up Attended
Landing Page Register
Landing Page Thank You
Workflows
List
22 Laborious Steps – 2+ Hours
Слайд 81Replicate Webinar
Email Invite 1
Email Invite 2
Email Invite 3
Email Confirmation
Email Reminder
Email Follow-up
No Show
Email Follow-up Attended
Landing Page Register
Landing Page Thank You
Workflows
List
Email Follow-up Attended
Landing Page Register
Landing Page Thank You
Workflows
List
Email Invite 1
Email Invite 2
Email Invite 3
Email Confirmation
Email Reminder
Email Follow-up No Show
Email Follow-up Attended
Landing Page Register
Landing Page Thank You
Workflows
List
Clone
Program-level fields
Webinar name
Webinar title
Speaker name
Speaker title
Webinar Description
Date
Time
Push
8 Quick Steps – 3 Minutes
Слайд 82What happens to all your assets when you update a template
(such as when changing the copyright date)?
How are things in the system organized? Is everything easy to find?
How easily can you build assets like landing pages and emails?
Can you get things done quickly without IT help
Is there an active and helpful user community
How are things in the system organized? Is everything easy to find?
How easily can you build assets like landing pages and emails?
Can you get things done quickly without IT help
Is there an active and helpful user community
Other Productivity Considerations
Слайд 83Takeaway:
Make sure you select a Marketing Automation tool that lets you
do the things that you do every day really quickly.
