getting the most from marketing automation
Post on 13-May-2015
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Getting The MostFrom Marketing Automation"Micky Long, VP and Practice Director, Lead Nurturing!Arketi Group!
The good news…"• Companies that excel at lead nurturing
generate 50% more sales ready leads at 33% lower cost. (Source: Forrester Research)"
• Companies that automate lead management see a 10% or greater increase in revenue in 6-9 months. (Source: Gartner Research)"
• Businesses that use marketing automation to nurture prospects experience a 451% increase in qualified leads. (Source: The Annuitas Group)"
And the bad…"• 79% of marketing leads never convert
into sales. Lack of lead nurturing is the common cause of this poor performance. (Source: MarketingSherpa)"
• Up to 70% of Marketing – generated leads are never followed up by Sales"
• 50% of respondents to a 2011 Focus survey stated they have not realized the full value of their marketing automation investment…"
• …less than 25% use their platforms to their full potential"
How to get the greatest return"
1 Data
2 Content
3 Process
Data"Who are you kidding?!
Your data – How good is it?"What Jigsaw found:"
Incomplete" Need Updates" Dead" Duplicate"
90%" 74%" 21%" 7%"
“Lack of quality customer data is one of the top causes of CRM failure.” -- Gartner"
Source: Best Prac.ces for Keeping Your Data Clean -‐ Salesforce
Your data – How good is it?"What Jigsaw found:"
Incomplete" Need Updates" Dead" Duplicate"
90%" 74%" 21%" 7%"
“Lack of quality customer data is one of the top causes of CRM failure.” -- Gartner"
Source: Best Prac.ces for Keeping Your Data Clean -‐ Salesforce
How to practice good data hygiene"
1. Build a plan"2. Agree on standardization"3. Invite everyone to participate"
4. Be ruthless"
Content"Building a white paper is NOT a strategy!!
Why your content needs to get better"
Given the above…if Sales doesn’t, who does? Marketing must make up the difference. "
• Everyone’s solution promises the same value"• Make me money, save me money, make my
life easier"
• Prospects are in control of the process"• Up to 75% of buyers reach a decision on
what to buy before talking to Sales"• 30% reach the decision before the “official”
sales process begins"• By 2020, customers will manage 85% of their
relationship without talking to a human."
Completed buyer persona map" “I have 3 concerns when I sit down at my desk: ‘what’s our cash flow?’
‘what is revenue/customer?’ and ‘how efficient is our plant running?’”"!
Brad the CFOAge: 45 ! !!Education: Bachelor’s (Finance) with most likely an MBA!
CFO Message"• “Our plant solutions can bring immediate ROI
through reduced inventory.”"• “We enhance compliance through advanced
reporting.”"
About Brad"• Reports to CEO"• Has financial responsibility for firm"• Spends too much time on compliance/risk
mitigation/SOX"• Must see fast ROI"
Influencers"• Peers"• Case studies with
ROI"• Current clients"• Analyst firms"
Goals"• Efficiency"• Less expenses"• Proven ROI"• Better financial
ratios"
Proof Points"• Avg.20%
decrease in inventory"
• 30% less waste"
Words-phrases that resonate"• ROI"• Proven"• Financially stable"• Integrated"
Objections"• Cost too much"• Burdensome
implementation"
Top persona-building methods"
64%"
56%"
47%"
43%"
0%" 10%" 20%" 30%" 40%" 50%" 60%" 70%"
Customer/prospect interviews"
Sales interviews"
Customer/prospect survey"
Mining in-house database"
Persona-building methods"
Buyer-centric marketing"
13
Develop Prove Close Service Qualify Target
Buyer-centric marketing"
13
Develop Prove Close Service Qualify Target
Buyer-centric marketing"
Decision maker Addresses pain Credibility Benefits Feature/function Trust Issue resolution
Influencer Ease workload Not overly complex Peer reference Easy training Support
Check signer Cost/ROI Reputation Confirmation of decision
Develop Prove Close Service Qualify Target
Content to conversion"
13
Check signer
Decision maker
Influencer
Media coverage Social media Viral video Infographic News Release (thought leadership)
Curated lists Survey campaigns Organic search Print Ads Nurture campaigns Industry white papers
Bylined ar.cles Trade shows Retargeted ads eNewsleJer News release (product) eBooks Guides
Webinars PPC White paper (product) News release (corporate) Quicktours 3-‐D mailers First strike PPT
Data sheet Feature comparison Product comparison Case studies Analyst reports News release (case study) ROI calculator
Trial Live event Interactive demo Drip campaign
Customer support videos Case studies candidate
Ease workload Not overly complex Peer reference Easy training Support
Cost/ROI Reputation Confirmation of decision
Addresses pain Credibility Benefits Feature/function Trust
Issue resolution
Customer experience Customer communication
User tips User enewsletter User conference User community Cross sell/Up sell campaigns
Customer testimonial References Tech specs News release (award) CSR efforts
Pricing Support SLA Proposals
Target Qualify Develop Prove Service Close
Content preferences"
0%" 20%" 40%" 60%" 80%" 100%"
White paper"Webinar"
Case study"Blog post"
E-book"Video"
Infographic"Presentation"
Podcast"
Content type utilized during business search"
Source: DemandGen Report, Content Preference Survey
Embracing video as a channel"
Embracing video as a channel "
Must Haves
Call to action
Transcripts and keyword rich description on video server service
Use YouTube
Do Scripted
Production quality
Enhanced
90 seconds to 3 minutes
Don’t Free form
Gritty
Natural
60 minutes
Top content challenges"
42%
20%
18%
12% 7%"
1%"0 Challenges"
Engaging content Enough content Budget Lack of exec buy-in Content variety License budget
Don’t be afraid to be green -- recycle"
Start with a white paper, run a podcast, create a video"
Leverage all options"
Partner with an analyst, run a webinar, highlight in a collateral piece"
Borrow expertise"
Content Curation - is a term that describes the act of finding, grouping, organizing or sharing the best and most relevant content on a specific issue. " " " " – Courtesy of Rohit Bhargava, Influential Marketing blog !
! !!Five Curation Models:"1. Aggregation – “Top five tips for success”"2. Distillation – shorten and simplify"3. Elevation – spot trends from other material"4. Mashup – pulling together items to create new POV"5. Chronology – Pulling together timeline to show trends"
Curate for credit"
Industry White Paper
Technical White Paper
Vendor Video
Response
Response
Response Product Datasheet
Product Case Study
Industry Webinar Response
Response
Response Product Case Study
Technical White Paper
Industry White Paper Response
Response
Response
Industry Webinar
Industry PodcastResponse
Return to Pool
Offer/Sales
Y
N
NNN
N N N
N
Y Y
Y Y Y
Y Y Y
Awareness
Discovery
Validation
Response
NN
Y
Well-mapped content can feed highly effective drip marketing programs"
Put it all into action"
10% Response
20-‐30% Response
40+% Response
Process"Tame those loose cannons!!
Why process?"• 64% of CMOs lack a formal process for
managing marketing automation. -- Annuitas Group"
• Only 33% of execs using both marketing automation and CRM systems say they integrate well -- Experts Bench"
• 66% of Marketing execs claim “Fixing broken processes” is a major challenge to effective automation implementation -- Gleanster survey "
• 46% of marketers with mature lead management processes have sales teams that follow up on more than 75% of marketing-generated leads. -- Forrester"
Three steps to a better MA experience"• Establish a plan with milestones"
- Evaluate custom metrics"- Don’t overlook basics"- Be realistic"- Don’t forget the talent"- Do not implement in a vacuum
"
• Create a learning culture"- Always be testing"- Implement change"- Don’t fear failure
"
• Make review a part of the process"- Be relentless"- Invite all stakeholders"
Arketi Lead Nurture Healthcheck"• Overall Lead Nurture Goal"
– Define the objectives identified at the start of the lead nurturing/automation initiative!
• Last Quarter Goal Review"– Review the 2 or 3 specific goals that were established for the previous quarter and
identify performance against expectations!
• Next Quarter Goals"– Identify 2 or 3 goals for next quarter and the metrics that will determine their success!
• Campaign Effectiveness"– For each campaign conducted during the quarter, report on all key metrics!
• Lead Workflow"– Review existing lead workflow, Sales handoff threshold and return to marketing points!
Arketi Lead Nurture Healthcheck"• Lead Scoring Model"
– Review and adjust as necessary!
• Content Development"– Review content creation/curation strategy!
• Website Activity"– Review overall web traffic and identify correlation with lead nurture activities!
• Thematics / Message"– Review marketing campaign messages and proof points against system results from past
quarter!
• Calls to Action"– Review relevance and effectiveness of offers used in emails and drip programs !
Arketi Lead Nurture Healthcheck"• Prospect Database"
– Review and adjust total prospect database!
• System Maintenance"– Review Automation tool to streamline and ensure proper functionality!
• Next Quarter Campaigns"– Review ongoing campaigns for viability and needed changes!
• New Outreach Campaigns"– Identify new Marketing campaigns/initiatives"
Questions?"Micky Long
mlong@arketi.com 404-929-0091 ext. 214
www.arketi.com !
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