Your SlideShare is downloading. ×
Marketing Automation & CRM
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×

Introducing the official SlideShare app

Stunning, full-screen experience for iPhone and Android

Text the download link to your phone

Standard text messaging rates apply

Marketing Automation & CRM

624
views

Published on

Published in: Business, Technology

0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
624
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
0
Comments
0
Likes
1
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Welcome…
  • 2. Chief Executive OfficerHow do we grow top line REVENUE by 20%?
  • 3. Marketing Director How manyMarketing Qualified Leads (MQL’s) do I need to generate to hit our revenue target?
  • 4. Sales Director How manySales Qualified Leads (SQL’s) do I need to close to hit our revenue target?
  • 5. Marketing & Sales
  • 6. Data Silos
  • 7. Anonymous & Aggregate Data
  • 8. Excel Hell
  • 9. Metrics
  • 10. KPI’s
  • 11. Marketing Hands Over to Sales
  • 12. Cherry Picking
  • 13. Marketing & Sales Divide
  • 14. How to fix?
  • 15. Start with Revenue Target
  • 16. Build Marketing & Sales Process
  • 17. Integrate Marketing + Sales Data
  • 18. Score Online & Offline BehaviourExplicit + Implicit Data
  • 19. Focus Those Highly Engaged
  • 20. Prioritised Followed Up
  • 21. Nurture Those Not Engaged
  • 22. Test Campaign Variables
  • 23. Analyse Touchpoints & Influences
  • 24. Measure Campaign Attribution First-touch allocation, multi-touchallocation, investment, volume, etc.
  • 25. Identify Trends over time Key topic areas: • Balance • Flow • Conversion • Velocity Trends over time Filter/Drill into data, e.g. by Program Type, Business Unit, Geography, etc. SLA violationsSource: Marketo
  • 26. Predict Marketing’s Impact
  • 27. Summary1. Recognise this change is here to stay2. Focus on quality vs. quantity3. Focus on REVENUE as your key metric4. Integrate your marketing & sales data5. Web Analytics + Marketing Automation + CRM6. Define the combined REVENUE target7. Build a combined marketing/sales process8. Analyse touch points, influences, attributions, trends9. Talk Revenue & Profit not Clicks, Impressions10. Plan, Plan, Plan + always use the 75/20/5 Rule
  • 28. Thank You! Will Scully-Power Managing Director Datarati will.sp@datarati.com.au 0400 828 866Twitter: @willscullypower Come visit Datarati @ Stand #6