New Marketing Automation Rules for 2015

Welcome to our webinar!

#DigMktg15

Sean Jones Vice President, Interactive Development

Your presenter

NEW MARKETING AUTOMATION

RULES FOR 2015

Lift. Brand Awareness

Customer Engagement

Conversion Rates

Delivered. NEW DIGITAL MARKETING RULES 2015 | #DigMktg15

NEW CONTENT MARKETING

RULES FOR 2015

Our Offices

Digital Marketing Strategy

User Experience (UX) Design

Lead Generation & Online Sales Programs

Digital Marketing (SEO / PPC / Email)

Conversion Rate Optimization (CRO)

CRM Selection & Implementation

Marketing Automation

Sales Process Alignment

Content Journey Mapping

Lead Management

Founded 1997

Atlanta Dallas

Award-Winning Design Team


RULES FOR 2015

Where You’ve Seen Us


RULES FOR 2015

Featured Clients

NEW DIGITAL MARKETING RULES 2015 | #DigMktg15


RULES FOR 2015

SOCIAL

CRM & MA

ANALYTICS

SEARCH EMAIL

CONTENT

DESIGN

7

STRATEGY



RULES FOR 2015

Work Smarter,

Not Harder

75% of the initial purchasing

process is done before the

buyer wants to engage vendor

directly Forrester Research



RULES FOR 2015

Solution: Nurture them through

Marketing Automation technology

50% of qualified leads are

not ready to purchase immediately. Gleanster



RULES FOR 2015

Marketing automation is on the

fast track for a 50% increase in

usage by 2015 Pardot



RULES FOR 2015


65%

Most Compelling Reasons

For Implementing Marketing Automation

77% 58%

increase REVENUE Increase marketing and

sales effectiveness

gain more INSIGHT Transparency into marketing

and sales activities

measure PERFORMANCE Understand marketing ROI

and other reporting


RULES FOR 2015

Nurture Every Lead

Companies that excel

at lead nurturing generate 50% more sales-

ready leads at 33% lower cost. Forrester Research



RULES FOR 2015

Nurtured leads produce, on

average, a 20% increase in sales

opportunities versus non-nurtured leads DemandGenReport



RULES FOR 2015

Inform

Educate

Involve

Qualify

Convert

Upsell LEAD

NURTURING PROCESS



RULES FOR 2015

Track Prospect

Interest

1. TRACK all actionable

behavior

2. Not only email but

ACTIVITIES

3. Use landing page activity to

direct DRIP TARGETING

4. Self-directed

SEGMENTATION

5. DELIVER CONTENT

download link in first email,

then provide IMMEDIATELY

for all subsequent content

requests

Drip Nurturing Campaigns



RULES FOR 2015

60% of the sales funnel

is now happening in the

digital space Webtrends



RULES FOR 2015


Marketing

Automation

Email Marketing / List Management /

Content Creation

Lead Capture / Lead Scoring

Lead Nurturing Bi-directional

CRM Integration

Reporting / Web Analytics


RULES FOR 2015

Relevant emails sent through

marketing automation

generate 18x more revenue

than email blasts Jupiter Research



RULES FOR 2015

List Cleansing & Segmentation

Problem: How to cleanse thousands of dead cold

leads

Secondary problem: The Marketing Automation

platform had a strict NO-SPAM policy and supported

only permission-based marketing

Solution: Staging strategy to use an data validation

and scoring service to measure qualify leads.



RULES FOR 2015

Nurtured leads make

47% larger purchases

than non-nurtured leads

Annuitas Group



RULES FOR 2015

Post Compelling

Content

Companies with 30+

landing pages generate 7x

more leads than those

with fewer than 10. HubSpot



RULES FOR 2015

Deliver the right content in the right format to the

right audience at the right time.

Awareness Consideration Decision

Videos

Trend Reports

Live Events

Demo Videos

Interactive Videos

Calculators

eBooks & Guides

eNewsletters

Testimonials

Analyst Reports

Case Studies

Whitepapers

Feature Guides

Infographics

Articles

Webinars Quizzes & Widgets

Possible Solution

Interest

Researching Options

Evaluating Products

Narrowing Field

Social Vetting

Negotiation

Decision

Photos

Ratings & Reviews

Copyright AIS Media, Inc. 2014

Commitment Level



RULES FOR 2015

Marketing

Automation

Copyright 2014, AIS Media, Inc.

Conversion-Optimized

Digital Marketing Model©

Email

Search

Social

CRM

Videos Articles Webinar Use Case Specs PR Papers

Content

Analytics & Reporting

Website

Dig

ita

l M

ark

eting



RULES FOR 2015

Align Sales &

Marketing Messaging

Marketing automation

solutions see 70% faster

sales cycle times and 54%

improvement in quota

achievement Bulldog Solutions



RULES FOR 2015

ALIGNMENT



RULES FOR 2015


Sales and marketing systems that are

highly integrated provide a distinct revenue

achievement advantage.

Respondents who reported

HIGHLY INTEGRATED sales &

marketing systems

Respondents who reported

NO INTEGRATION between sales &

marketing systems

80% 36% ACHIEVED revenue goals ACHIEVED revenue goals


RULES FOR 2015

New Websites Launched



RULES FOR 2015

2013 2014

Wake Forest Timeline



RULES FOR 2015

63% of companies

outgrowing their competitors,

use marketing automation Lenskold and Pedowitz



RULES FOR 2015


75% of companies using

marketing automation see

ROI within 12 months, 44%

within 6 months Focus Research


RULES FOR 2015

FREE EXCLUSIVELY FOR WEBINAR ATTENDEES

2015 WEBSITE READINESS ASSESSMENT • 5-point user experience (UX) analysis

• Personal consultation

• Written recommendations

Call: 404.751.1043 | Email: [email protected]


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6-Part Series


RULES FOR 2015

Date post:	16-Jul-2015
Category:	Marketing
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