The Era of Engagement Marketing

Marketo Company Overview

#1 independent marketing platform:• Innovative digital marketing platform• Fastest growing marketing technology

company• Customer system of record, 1B leads,

220B+ activitiesTop rated by Analysts including Gartner, SiriusDecisions and Forrester

Marketing First• Helping marketers master the art

and science of digital marketing• Unparalleled expertise

4,300 customers across 25 industries in 46 countries

MARKETINGFIRST

THE FUTURE OFMARKETING

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YOURCUSTOMERS

The Quest of Every Marketing Team

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Today’s World2900Marketing

& Sales Messages Per Day

Buyers are Self-Directing Journeys

66% to 90% of a Buyer’s Journey Today is Self-Directed

87% of buyers demand a meaningful experience

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A Transformation in Customer Engagement

MassMarketingFocus on the

message

TransactionalMarketing

Focus on the upfront

transactions

EngagementMarketing

Focus on long-term

relationships

ENGAGEMENTMARKETING

FIVEPRINCIPLES

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Engage People: As Individuals

#1

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Marketo Proprietary and Confidential

Engage People:

Based on WhatThey Do

#2

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Engage People: Continuously Over Time

#3

EvaluatePurchase

Adopt

Grow

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CreditCard

MortgageRates

LifeInsurance

Engage People: Directed Towards An Outcome

#4

Marketers do *not* create journeys…

…customers do

BUYEVALUATELEARNENGAGE

RENEWGROWROIUSE

ADVOCATEREFERSHARETRUST

#5 Engage People: Everywhere They Are

ENGAGEMENT MARKETINGBuild personalized and lifelong relationships

#1 – As Individuals

#2 – Based On What They Do

#3 – Continuously Over Time

#4 – Directed Towards An Outcome

#5 – Everywhere They Are

MARKETINGFIRST

Engagement will be the new basis of competitive advantage.

REVENUE FUNNELOPTIMISATION

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Attract Engage Close

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Attract Engage CloseDrive more

inbound website traffic

Convert web visitors to leads

Right message Right person

Right time

Accelerate the sales cycle

Increase quality leads to sales

Win more deals

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↑ leads in funnel

↓ time leads pass through the funnel

↑ win rate, deal size &

loyalty

↑ productivity,↓ wasted

spend

Optimise Across The Funnel

REVENUE FUNNELOPTIMISATION

…demo