Post on 13-Apr-2017
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#thinkcontent | @newscred
How To Use Content Marketing ForDemand Generation
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How To Use Content Marketing ForDemand Generation
Alicianne RandVP, Marketing, NewsCred@aliciannerand
Heidi BullockVP, Demand Generation, Marketo@heidibullock
#ThinkContent
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A marketer’s job is many things…
The bottom line:A marketer’s job is to generate demand.
of B2B and B2C buying decisions are made before a buyer ever reaches sales.
70%
WebsiteBlogsNewslettersLead nurturingSponsored email campaignsOutbound marketingAdvertisingRetargetingWebinarsNative advertisingSocial advertising
Today’s customer experience is extremely fragmented.
Content fuels the modern marketing engine.
Demand generation is not just about customer acquisition.
It’s about creating a lifetime of customer happiness.
Are you bringing value to the entire customer journey?
Top of the FunnelQuality, custom and licensed content focused on helping to answer our customer’s challenges and define the future of content marketing. Often focuses on longtail SEO keywords.
Middle of the FunnelHigh value, original resources created for our Academy. Useful, timely, and also hits on niche topics specific to NewsCred’s offering and solutions.
Bottom of the FunnelCustom content converting leads to customers: case studies, product offers, comparison guides, analyst reports, etc.
Customer StageRetaining customers with content specific to their industry and pain points, newsletters, product updates, and tutorials/training
Awareness
Retain
Evaluation
Purchase
#linkedincontent @newscred
Great content delivers ROI.
Great content delivers ROI.
Source: Hubspot 2014
79% of ‘best-in-class’ B2B marketers rate blogs as the most effective
customer acquisition tactic.
Great content delivers ROI.
Source: Hubspot 2014
Content marketing generates 3 times as many leads as traditional outbound
marketing, but costs 62% less.
Great content delivers ROI.
Source: Hubspot 2014
79% of companies that prioritize content marketing report a positive ROI.
Customer growth.Cost savings.
Revenue.
So how can you use content marketing to scale your demand
generation strategy?
Let’s learn from the best.
© 2013 Marketo, Inc. Marketo Proprietary and Confidential
Identify / Prioritize Your Goals
Do not just jump to content tactics…
ebooks
blogwebinars
SlideSharewhite papers
infographics
I just love infographics!
Goals for Content Marketing
Set and prioritize your goalsContent Marketing Goal Related Metrics
Drive thought leadership Ex: Klout, pr mentions, increase in social (Twitter, FB), web traffic spikes post intiative
Increase brand awareness Ex: share of voice (can measure share of traffic), increase in social (Twitter, FB)
Lead generation Ex: Increase in key metrics (tofu, mofu, bofu) -> # downloads, # leads, # opps
Customer acquisition Ex: # new customers, time to acquire
Customer retention / loyalty Ex: NPS, #existing customers, renewals, turnover
Demand Gen ExampleAsset Stage Programs Measurement
1 month 3 months 6 months
Top 10 Reasons to Consider MA
Mid - Stage Nurturing – mid stage track Engagement Score >90
6 MT opps 18K MT pipeline
Website Form fill outson website - 1000
10 FT opps, 14 MT opps
30K FT pipeline, 42K MT pipeline
PPC Form fill outs - 1500 4 FT opps, 10 MT opps
12K FT pipeline, 30K MT pipeline
Retargeting campaigns – lead score >50
Form fill outs - 300 5 MT opps 15K in MT pipeline
Enterprise field event follow up
Email ctr 2% - 100 form fill outs
4 MT opps 100K in MT pipeline
© 2013 Marketo, Inc. Marketo Proprietary and Confidential
Creating The Right Content – 5 Step Plan
New! 7 golden rules for content1. Meaningful to the reader
2. Actionable 3. Sharable 4. Findable 5. Relevant to your company6. Readable 7. Consistent online and offline
Step 1: Buyer Personas + Research Who are you selling to? What do they care about?
Step 2: Understand the buyer’s journey
Step 3: Know your potential buyer and what matters to them
What are their big pain points?
How can you help them?
What do they respond to?
Ex: Is it ‘fun’ or serious?
Research data, funny videos, curated lists, infographics, thought leadership
Step 4: Map content to buying stage
NO
YES
MOSTLYNO
Thought leadership and entertainment to build brand and awareness
Tools that help buyers find you when they are looking for solutions
Company-specific information to help evaluate and reaffirm selection
Buying guides, RFP templates, ROI calculators, whitepapers, analyst reports, webinars
Pricing, demos, services information, 3rd party reviews, customer case studies
Gated?Early Stage - Awareness
Middle Stage - Evaluation
Late Stage - Purchase
Step 5: Figure out what you have, what you need
Provocative thought of the day…
Taco Bell Content Strategy
Finite set of ingredients….you may not need MORE
“Big Rock” content exampleDefinitive Guide to MA:
Webinars:
Ebooks:
Infographics:
Content is not just whitepapers!• eBooks• Blog posts• Videos• Podcasts• SlideShare presentations • Infographics• Moving Infographics• Activity books/worksheets • Articles• Webinars• And of course landing pages!
© 2013 Marketo, Inc. Marketo Proprietary and Confidential
Lead Generation - Examples and Tips
Content powers your demand gen engine
Good content = Optimized performance
Poor content = Suboptimal performance
Form length matters
Form Completion for Data Augmentation
Hidden Fields
The right content per channel matters
Source: chicagostyleseo.com
Page 38
Website Personalization
Page 39
LinkedIn Sponsored Update
FacebookTest a mix of content offers – make sure they are visual!
Lighter Harder
• In-Video Gating• Adding CTAs• Three key types
• Annotations• Pop-Out CTAs• End of Video CTAs
Video
Slideshare
• You have a great deck• Make it very visual and
appealing• Use the form for Slideshare
Your Blog
@jonmiller @mpranikoff
Blog - Results
From average 14 a week to 145/week - 10X growth!
Registration = +18KAttendees = 4,976Tweets = 2,224 in 4 hoursDownloads of Marketo content = 12,112New Names = 3,194FT Pipeline - $955KMT Pipeline - $5M
Registration = + 4KAttendees = 1464FT Pipeline = $367KMT Pipeline = $332K
Leverage partners
The Power of Peer to Peer• Company to Buyer: 33% Trust• Buyer to Buyer: 92% Trust WOW!!
Get the most out of your content
• Get your users to SHARE• Make every campaign social• Increase your visibility and
engagement
© 2013 Marketo, Inc. Marketo Proprietary and Confidential
Optimize for Mid-Funnel.
Source: Marketo data, Marketo Revenue Cycle Analytics. Does not include all sources.
349 Days on Average
Use Lead Scoring
Fit Interest Buying Stage
Nurture DisqualifyNurturePass to Sales Pass to Sales
Early(Pre-Opp)
Be a Better Marketer
Blog PostsFunny VideosInfographics
Thought Leadership
Mid(Pre-Opp)
Why Marketing Automation
Buying GuidesRFP TemplatesROI Calculators
WhitepapersResearch
Late(Post-Opp)
Why Marketo
PricingDemos
Video TestimonialsCase Studies
Content – Story Arcs
Define the tactics and cadence
© 2013 Marketo, Inc. Marketo Proprietary and Confidential
Program ROI
Key questions to ask • Which content assets work best for you at TOFU, MOFU, BOFU • Which content assets are best performing for a particular
vendor (ex: paid email)?• Which assets are good for bringing in qualified leads?• Which assets are good for opportunity creation?• What content works best in nurturing?• What blog post topics have the best engagement?
Track All Touches Across People
Screenshot: Marketo Revenue Cycle Analytics
Downloaded eBook on Analytics
Downloaded Analytics Survey
ResultsEngaged with us at
Big Tradeshow
First Touch
3 months
$100K
$100K
Downloaded eBook on Analytics
Downloaded Analytics Survey
ResultsEngaged with us at
Big Tradeshow
Multi Touch
3 months
$25K
$0
$25K
$25K $100K
$25K
Know what is effective at TOFU vs. MOFU
Page FT Revenue MT Revenue
Content $410,000 $525,000
Webinars $320,000 $903,000
Tradeshows $325,000 $117,000
More efficient at pushing leads
through funnel
More efficient at acquiring the right
leads
ExampleWebsite – 23K views, 10,283 downloadsEmail – 2,730 clickedSlideshare – 7,693 viewsSocial impressions – 1,149
Good
BEST
Leverage Data to Determine Best Offer For Each Vendor
Consider offer data, program goal, content asset, and content stage to make final determination.
Content ROIMake sure stakeholders agree on the
criteria. Establish Goals and
ROI Estimates Up-Front
Design Programs to Be Measurable
Focus on the Decisions that Improve ROI
QUESTIONS?