Lead Nurturing in EMEA – “The Do’s and Don’t’s

John SweeneyCustomer Success DirectorDemandGen UK

• John.sweeney@demandgen.com

• +44 207 096 1835

• L B2B Marketing Automation UK

Who is DemandGen?

“DemandGen is a global consulting firm helping companies deploy and utilize marketing automation and CRM systems. We are the trusted advisor to the world's leading sales and marketing teams combining superior service, business process, and technology expertise.”

Locations EMEANorth AmericaAsia

Marketing generated leads not respected by Sales

What problems does Marketing Automation solve?

Marketing generated leads not respected by Sales

Marketing are sending us prospectsthat don’t get us business right now.

What problems does Marketing Automation solve?

Marketing generated leads not respected by Sales

Marketing are sending us prospectsthat don’t get us business right now.

The Lead Management Process isn’t working

What problems does Marketing Automation solve?

Marketing generated leads not respected by Sales

We need a bigger pipeline

Marketing are sending us prospectsthat don’t get us business right now.

The Lead Management Process isn’t working

What problems does Marketing Automation solve?

Marketing generated leads not respected by Sales

We need a bigger pipeline

We struggle to measure marketing results against revenue

Marketing are sending us prospectsthat don’t get us business right now.

The Lead Management Process isn’t working

What problems does Marketing Automation solve?

Marketing generated leads not respected by Sales

We don’t have the in-house skills to do marketing automation

We need a bigger pipeline

We struggle to measure marketing results against revenue

Marketing are sending us prospectsthat don’t get us business right now.

The Lead Management Process isn’t working

What problems does Marketing Automation solve?

Marketing generated leads not respected by Sales

We don’t have the in-house skills to do marketing automation

We need a bigger pipeline

We struggle to measure marketing results against revenue

Marketing are sending us prospectsthat don’t get us business right now.

Sales & Marketing are not working together

The Lead Management Process isn’t working

What problems does Marketing Automation solve?

Teri O’NealMarketing AutomationManager EMEA

John WattonDirector, Global Brand and MarketingExpedia Affiliate Network

Stan Wood Managing DirectorVelocity Partners

Today’s Panel

Marketing Automation is a Journey

Get ready, buy good equipment, plan carefully, find a guide, stick together and don’t give up

Marketing Automation is a Journey

Has every body bought into Marketing Automation?

Don’t go it alone!

Has every body bought into Marketing Automation?

Lead Nurturing in EMEA

“Buyers buy when they are ready to buy so don’t forget to nurture them”

Lead Nurturing in EMEA

Who stopsoutside yourshop window?

The Role of Content

“Be interesting or be ignored?”

Did your waist-line pipe-line grow?

Measuring Results:

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EU Data-Directive

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Directive Effective after May 26th 2011 - Know where you stand.

EU Data-Directive

Teri O’NealMarketing AutomationManager EMEA

John WattonDirector, Global Brand and MarketingExpedia Affiliate Network

Stan Wood Managing DirectorVelocity Partners

Contact Us!

E-Mail: John.Sweeney@demandgen.comLinkedInGroup: UK B2B Marketing Automation Guide

Contact me for: Summary of this webcast Eloqua’s EU Data Compliance Whitepaper : http://bit.ly/mAlmHT

E: jwatton@expedia.comT: @jwatton

E: teri.O'Neal@netapp.com

Contact me for: B2B Content Marketing Tutorial B2B Marketing Manifesto

E: stan@velocitypartners.co.uk

Any Questions?

Copyright © 2011 DemandGen International, Inc.