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What We’ll Cover

Performance to Date Engagement Marketing SFDC Requirements Next Steps

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Website› Pardot behavioral tracking code installed› 30% growth in unique visitors (March vs. Feb)

Inbound Campaign› Multiview Display Ad Campaign

Keyword/keyphrase driven ads Outbound Campaign

› Top Ten Email: 89% open rate; 9% click-through 3 Prospects

Performance to Date

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Engagement Marketing

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Marketing Sales Handshake› Business Development Representative

Joye Smith – Hospitality BDR (started April 2015) Currently recruiting for Multifamily BDR

› Marketing Qualified Leads Qualification Criteria: Lead Grade & Score

› Agreed upon criteria between Marketing and Sales› Conversion by BDR

› Sales Accepted Leads Qualification Criteria: Appointment set?

› Agreed upon criteria between Marketing and Sales› Conversion by BDR/Sales?

Engagement Marketing cont’d

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Planned Nurture Programs› Welcome Program› Multifamily

Pain-point based messaging (early) Solution based messaging (mid)

› Hospitality Property-type based messaging (early) Solution based messaging

› Events (Follow-up)› Webinars (Invite & Follow-up)› Re-engagement

Engagement Marketing cont’d

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SFDC Requirements

Urgent Priorities› Data Clean (~1st week May)› Pipeline Visibility› Role-based Hierarchy› Forecasting Capability› Customer Lifecycle/Journey (lead management)

Next Up Priorities› Sales Performance/Productivity Dashboards & Reports› Quote Generation› Total Market Potential› Sales Training

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What’s Next?