Marketing Automation: Nurturing the Customer Lifecycle
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Transcript of Marketing Automation: Nurturing the Customer Lifecycle
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Nurturing the Customer Lifecycle
Jeff Linton, Act-On Software
#DRI2014MA
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Jeff Linton – National Partner Sales Manager
Core responsibilities include: Partner and Channel development Sales process improvement Customer and field based activities Facilitate the growth of Act-On
Linton’s goal:
Building strong relationships by listening to customers and developing a strategic partnership between marketing and sales.
Fact: 2006 Selling Power Magazines “Sales Rep of the Year.”
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Agenda
• About Act-On Software • Nurture: Customer Lifecycle • SugarCRM Integration
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Our Mission
To DELIGHT
SMALL MARKETING TEAMS with BIG ambitions!
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Act-On Marketing Automation
PRACTICAL AFFORDABLE POWERFUL INTEGRATED
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Clear Leader for Small Marketing Teams The vendors were more strongly differentiated for
buyers evaluating platforms for small marketing teams, as the evaluation revealed two leaders…
Only private company in Leaders for Enterprise “Act-On does an admirable job delivering functionality for nearly every criterion in our evaluation”
Act-On is the only Leader for both Enterprise and SMB
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Key Considerations for Lifecycle Marketing Reporting
How well is our product and brand known in the
market? Are we able to capitalize on initial attraction to start new relationships?
Are we able to hold onto the customer?
Generate upsells and referrals?
How effective are we in convincing the prospects to consider buying from product category? Our product?
Are we able to convince the lead to buy our
offering over competition?
CONVERT
EX
PAN
D
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Attract: Content & Social Marketing
• How many people are visiting our site?
• How attractive is our content?
• How popular is our brand?
Metrics that Matter
People visiting, Bounce rate
Social media followers, shares
Number of new articles, press releases, events
Google ranking, search volume for brand
BOTTOM LINE: Increase visibility and share-of-audience with more appealing content and brand
Key metrics at: Reports> Website Visitors
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Capture: Targeted Offers, Calls to Action
• How many content consumers became known prospects?
• What calls to action are most effective? With what audiences?
• What channels are most effective?
Metrics that Matter
Conversion rate on calls to action
(Ad) Cost per click, Investment $, Form fills
Known visitors, Number of new prospects
Increase known prospects in the funnel
Key metrics at: Reports> Forms & Media Reports
BOTTOM LINE:
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Nurture: Segment, Score, Automate
• How many Marketing Qualified Leads?
• What automated programs are most effective?
• What’s driving lead scores up?
Metrics that Matter Number of new leads, Number of Reopened leads Number of Marketing Qualified Leads (MQLs), Cost per MQL
Open rate, CTR of automated programs
Number of Leads by lead scores
More prospects qualified to buy
Key metrics at: Dashboards for “Automated Programs” Reports > Revenue Impact
BOTTOM LINE:
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Convert: Tipping the deal
• How many Sales Qualified Leads?
• What campaigns and lead sources are most effective at closing?
• How fast are the leads closing?
Metrics that Matter Number of Sales Qualified Leads (SQLs) Velocity from Lead to SQL, SQL to Win
Campaign/Channel ROI
Cost per SQL, Cost per new customer
BOTTOM LINE: More leads and customers at less cost. Higher quality leads convert more.
Key metrics at: Reports> Revenue Impact Report
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Expand: Customer Marketing
• How successful are we in upselling to customers?
• What customer marketing campaigns and programs are most effective?
• How is the customer loyalty trending?
BOTTOM LINE: More revenue from existing customers
Metrics that Matter
Upsell as % of Total
Open rate, CTR of customer campaigns
Churn rate
Loyalty metric (example: Net Promoter Score)
Key metrics at: Dashboards for “Automated Programs” and “Email Campaigns”
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Putting it Together: Marketing KPI’s
BOTTOM LINE: What impact is Marketing making on Revenue?
Key metrics at: Reports> Marketing Funnels
Q1'14 Apr'14 May'14 Jun'14 Q2'14Number of new leadsNumber of new SQL'sNumber of new business wins
Leads to SQL %SQL to new Sale %Lead to new Sale %
New sales $ (Marketing)New sales $ (All)
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Natively Integrated with
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Advocates Customers
Qualified Leads Known Prospects
Anonymous Visitors
End-to-End Lead-to-Revenue Management
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Thank You
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www.act-on.com | @actonsoftware [email protected] | @jeffreylinton