Effective Online Lead Generation for SolidWorks VARs

Are there enough qualified leads in your

pipeline?

Audaxium: How we help SolidWorks VARs

• Help improve:o Marketingo Saleso Operationso Customer Loyalty

• Examples of our services… o Netsuite CRM/ERPo Pardot Online Marketingo Web Store Implementations

Marketing Challenges in 2010

• Sales 2.0 (pull marketing vs. push marketing)o 64% of C-level execs use internet to search for productso 54% of buyers are doing more research online than beforeo 80% of inbound leads never have a meaningful conversation

• Decision-makers are in hidingo Voicemailo Spam filters

•Marketing teams are busy – never enough time in the day

Do you know where your prospects come from?

•Which lead source strategies work?

•Where do you need to spend your time & money?

•Which strategies are converting into sales?

Your Email

Social Media

Paid Search

Natural Search

Your Blog

Site Referral

Pardot Conversion Funnel

ENGAGING LANDING PAGES

Your leads are scored & graded using rules

AUTOMATE NURTURING PROGRAMS

Drip e-mail programs & dynamic web content

SALES-READY NOTIFICATION

Alert Sales Reps when leads become sales-ready

Web Visitors• 80% of leads are not ready for a sales call

LSC (Siebel Leads) Nurturing Drip Program

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Pardot Overview

Email Marketing

Reporting & Web Analytics

CRM Integration

Nurturing Automation

Link to other systems

Landing Page & Form Creation

Lead Scoring

Sales Team Alerts

Pardot Web Marketing Process

ATTRACT1

Bring leads to your website with e-mail automation

Micro-level tracking allows you to individually track all links and calls to action in your emails and easily view which prospects take action

ENGAGE2

Deliver compelling web content and landing pages

Easily create landing pages and forms with drag and drop wizards. Intelligent dynamic content can be delivered to specific visitors

NURTURE3

Easily determine who your most active leads are

Track visitor activity on your website, use automated drip programs to send your lead the right info to become a prospect

DELIVER4

Hand off nurtured prospect to the sales team

Automated lead scoring, rules and segmentation make it easy to pass hot leads to a sales person and provide them with data to help sell

Using Pardot E-mails

o Did the lead open the e-mail?o Did the lead pick on a link in the e-mail? Which link?o Did the lead go to the landing page? Fill out the form?o Did they watch the video or view a white paper?o Where did they go and what did they do after that?

Sending e-mails with Pardot provides more visibility on how your lead reacts to the e-mail you sent them

Result: You can determine if your e-mails are effective and how leads use them

Raise your conversion rate with Landing Pages

Multivariate Testing of page content &

graphics

Dynamic content displayed for

different lead types Web form provides Progressive Profiling

of your visitors

Submitting the form will launch lead into a

Drip Program

Know where visitor came from with Lead

Source Tracking

Automation rules for Segmenting and

Lead Scoring

Track if visitor watched a video or

read the white paper

Nurture and Profile your leads

Visitor activity on the websiteo Visited the site more than 5 timeso Read two Simulation White Paperso Watched a related Videoo Picks on the Simulation links from

newsletter e-mails

Having filled out a web form Pardot now has the lead’s contact details and automatically tracks and rates their web interaction

Lead Source: Signed up for our Newsletter

o Has read a related blog posto Searched for ‘FEA’ on the siteo Read a related success storyo Checked out the Simulation

Promotion in July

Result: Pardot determines they are interested in Simulation and alerts a Sales Rep

Act on intelligence from Pardot

Pardot Automation and Profile Segmentation provides sales people with better leads to follow

o Get real-time alerts of visitor/lead activity on your desktopo With automation rules leads are assigned to sales people at the

right time when a lead shows the right buying signalso Know what a lead is interested in or has investigated before

speaking to themo Make phone calls easier when you know what a lead has

reviewed on your website

Result: Allows for better conversations with your leads when they are ready to buy

In summary…

• Sales 2.0 (pull marketing vs. push marketing)o 75% of leads will buy “something” within 24 monthso Beat your competitors at the nurturing processo Be perceived as a thought leader rather than a spammer

• Decision-makers are in hidingo When they’re ready to shop, capture them before your

competitors do

•Marketing teams are busy – never enough time in the dayo Automate, automate, automate

Craig DesBrisayDirector of Sales & Marketing

700 Dorval Drive, Suite 700Oakville, Ontario, L6K 3V3

T (866) 563-3858C (647) 982-4749 e craig.d@audaxium.comw www.audaxium.com

Go to www.audaxium.com

Download our Web Marketing Guide White Paper to learn more