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Want to learn more about marketing automation from someone other than a vendor? In this webcast you will learn from a marketer who has conducted multiple Marketing Automation implementations and helped companies achieve lead management success. Alexandre Pelletier will walk us through the ins and outs of marketing automation, including lead scoring, and lead nurturing, how to qualify leads and how to maintain a healthy sales pipeline. Presented by Alexandre Pelletier, Senior Manager, Lead Management Optimization, Mediative This webinar is presented by Marketo as part of the Revenue Masters Series. Visit www.marketo.com for more information.
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Using Marketing Automation to Boost Revenue and Reduce Marketing Costs
Our SpeakerAlexandre PelletierAlexandre PelletierSenior Manager, Lead Management OptimizationMediative
Our SpeakerAlexandre PelletierAlexandre PelletierSenior Manager, Lead Management OptimizationMediative#Marketo / @apelletier
About Mediative
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Agenda
The Acquisio Case StudyChallenges Challenges
Solutions Results
What to expectBest PracticesBest Practices
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Acquisio Case Study
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Challenges
Challenge 1
All leads were sent to sales
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Challenge 2
Lead processing was very long
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Solutions
Solutions
Creating and documenting a complete lead management processmanagement process
D i i d i l i l d iDesigning and implementing a lead scoring model and nurturing program
Automating and templating the lead capture process
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Solutions -Lead Management ProcessLead Management Process
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Solutions –Lead ScoringLead Scoring
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Solutions –Lead NurturingLead Nurturing
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Solutions –Lead CaptureLead Capture
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Results
Results
Increase of over 50% in the total value of opportunities generatedopportunities generated
R d l d lifi i b 50%Reduce lead qualification cost by 50%
Cut the time between lead generation and initial contact by more than 90%
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What To Expect & Best Practices
What To Expect
Lead Management Optimization is a journey, not an overnight quick fixnot an overnight quick fix
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What To Expect
Lead Management Optimization is a journey, not an overnight quick fixnot an overnight quick fixNeed to be supported by both Sales & Marketing ExecutivesMarketing Executives
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What To Expect
Lead Management Optimization is a journey, not an overnight quick fixnot an overnight quick fixNeed to be supported by both Sales & Marketing ExecutivesMarketing ExecutivesCurrent processes and responsibilities will changechange
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What To Expect
Lead Management Optimization is a journey, not an overnight quick fixnot an overnight quick fixNeed to be supported by both Sales & Marketing ExecutivesMarketing ExecutivesCurrent processes and responsibilities will changechangeSales team will need to be trained on the new process and provide feedbackprocess and provide feedback
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What To Expect
Lead Management Optimization is a journey, not an overnight quick fixnot an overnight quick fixNeed to be supported by both Sales & Marketing ExecutivesMarketing ExecutivesCurrent processes and responsibilities will changechangeSales team will need to be trained on the new process and provide feedbackprocess and provide feedbackNew content will need to be developed
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Best Practices
Before starting, map your current processes, identify dead ends & fix themidentify dead‐ends & fix them
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Best Practices
Before starting, map your current processes, identify dead ends & fix themidentify dead‐ends & fix themStart small with a simple nurturing program and a simple lead scoring modeland a simple lead scoring model
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Best Practices
Before starting, map your current processes, identify dead ends & fix themidentify dead‐ends & fix themStart small with a simple nurturing program and a simple lead scoring modeland a simple lead scoring modelIterate based on sales feedback
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Best Practices
Before starting, map your current processes, identify dead ends & fix themidentify dead‐ends & fix themStart small with a simple nurturing program and a simple lead scoring modeland a simple lead scoring modelIterate based on sales feedbackC i f l l d iCommunicate frequently to sales and train them on the nurturing program
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Best Practices
Before starting, map your current processes, identify dead ends & fix themidentify dead‐ends & fix themStart small with a simple nurturing program and a simple lead scoring modeland a simple lead scoring modelIterate based on sales feedbackC i f l l d iCommunicate frequently to sales and train them on the nurturing programM k h SDR i iMake sure you have an SDR position, someone who qualifies marketing leads
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Q AAlexandre Pelletier
Q&AAlexandre PelletierSenior Manager, Lead Management [email protected]: @apelletier
Post webinar discussionPost‐webinar discussionhttp://linkd.in/marketo‐group
The Revenue Masters Webinar SeriesJanuary May 2011January - May 2011
Social Media for Business MarketersThe Definitive Guide to Lead ScoringThe Definitive Guide to Lead ScoringCEO Roundtable DiscussionFrom No‐Budget to Signed Deal using Provocation‐Based SellingWinning with Better Landing PagesWinning with Better Landing PagesSearch Marketing and Social MediaBuilding a Successful Customer CommunityAddi th H T h i t L d N t iAdding the Human Touch into your Lead Nurturing
Featuring Anne Holland, Sandy Carter, Paul Gillin, Jon Miller, Lee Odden Brian Carroll Rand Fishkin and moreLee Odden, Brian Carroll, Rand Fishkin, and more.www.marketo.com
Page 31#Marketo© 2011 Marketo, Inc.
The Revenue Masters Webinar SeriesJanuary May 2011January - May 2011
Social Media for Business MarketersThe Definitive Guide to Lead ScoringThe Definitive Guide to Lead ScoringCEO Roundtable DiscussionFrom No‐Budget to Signed Deal using Provocation‐Based SellingWinning with Better Landing PagesWinning with Better Landing PagesSearch Marketing and Social MediaBuilding a Successful Customer CommunityAddi th H T h i t L d N t iAdding the Human Touch into your Lead Nurturing
Featuring Anne Holland, Sandy Carter, Paul Gillin, Jon Miller, Lee Odden Brian Carroll Rand Fishkin and moreLee Odden, Brian Carroll, Rand Fishkin, and more.www.marketo.com
Page 32#Marketo© 2011 Marketo, Inc.
The Revenue Masters Webinar SeriesJanuary May 2011January - May 2011
Social Media for Business MarketersThe Definitive Guide to Lead ScoringThe Definitive Guide to Lead ScoringCEO Roundtable DiscussionFrom No‐Budget to Signed Deal using Provocation‐Based SellingWinning with Better Landing PagesWinning with Better Landing PagesSearch Marketing and Social MediaBuilding a Successful Customer CommunityAddi th H T h i t L d N t iAdding the Human Touch into your Lead Nurturing
Featuring Anne Holland, Sandy Carter, Paul Gillin, Jon Miller, Lee Odden Brian Carroll Rand Fishkin and moreLee Odden, Brian Carroll, Rand Fishkin, and more.www.marketo.com
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