Behavioral Lead Scoring: Segmentation Beyond Demographics

768 views

Published on

Published in: Marketing
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
768
On SlideShare
0
From Embeds
0
Number of Embeds
7
Actions
Shares
0
Downloads
11
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Behavioral Lead Scoring: Segmentation Beyond Demographics

  1. 1. www.act-on.com | @ActOnSoftware | #ActOnSW
  2. 2. www.act-on.com | @ActOnSoftware | #ActOnSW
  3. 3. www.act-on.com | @ActOnSoftware | #ActOnSW
  4. 4. www.act-on.com | @ActOnSoftware | #ActOnSW
  5. 5. www.act-on.com | @ActOnSoftware | #ActOnSW • •
  6. 6. www.act-on.com | @ActOnSoftware | #ActOnSW
  7. 7. www.act-on.com | @ActOnSoftware | #ActOnSW – – Source: DemandGen Report
  8. 8. www.act-on.com | @ActOnSoftware | #ActOnSW
  9. 9. www.act-on.com | @ActOnSoftware | #ActOnSW
  10. 10. www.act-on.com | @ActOnSoftware | #ActOnSW desktop
  11. 11. www.act-on.com | @ActOnSoftware | #ActOnSW desktop
  12. 12. www.act-on.com | @ActOnSoftware | #ActOnSW map desktop • • •
  13. 13. www.act-on.com | @ActOnSoftware | #ActOnSW desktop • • • • • • • • • •
  14. 14. www.act-on.com | @ActOnSoftware | #ActOnSW
  15. 15. www.act-on.com | @ActOnSoftware | #ActOnSW map desktop • •
  16. 16. www.act-on.com | @ActOnSoftware | #ActOnSW desktop • • • • • •
  17. 17. www.act-on.com | @ActOnSoftware | #ActOnSW
  18. 18. www.act-on.com | @ActOnSoftware | #ActOnSW
  19. 19. www.act-on.com | @ActOnSoftware | #ActOnSW Q: A:
  20. 20. www.act-on.com | @ActOnSoftware | #ActOnSW • • • •
  21. 21. www.act-on.com | @ActOnSoftware | #ActOnSW
  22. 22. www.act-on.com | @ActOnSoftware | #ActOnSW • • • Registration Question Job Title IT Director 5 System Administrator 3 Sales Engineer -4 Location of Headquarters United States 5 Hong Kong 4 Romania -5 Company Size > 5,000 4 1,000 - 5,000 2 < 1,000 -2 Industry Information Technology Services 5 Computer Software 4 Automotive -5 Budget > 50,000 4 10,000 - 50,000 3 < 10,000 -2
  23. 23. www.act-on.com | @ActOnSoftware | #ActOnSW Visitor downloaded the How Do We Compare To Our Competition white paper 5 Visitor browsed company website multiple times in the past 7 days. 5 Visitor downloaded the Evaluation Guide. 5 Visitor is already a lead in the sales system. 4 Visitor clicked on company's Jobs web page. -5
  24. 24. www.act-on.com | @ActOnSoftware | #ActOnSW
  25. 25. www.act-on.com | @ActOnSoftware | #ActOnSW Source: Gartner Research
  26. 26. www.act-on.com | @ActOnSoftware | #ActOnSW Source: GleanSight Lead Prioritization Report, Gleanster Research
  27. 27. www.act-on.com | @ActOnSoftware | #ActOnSW Source: MarketingSherpa - Jan 2012 VS.
  28. 28. www.act-on.com | @ActOnSoftware | #ActOnSW
  29. 29. www.act-on.com | @ActOnSoftware | #ActOnSW Q: A:
  30. 30. www.act-on.com | @ActOnSoftware | #ActOnSW Source: Sirius Decisions
  31. 31. www.act-on.com | @ActOnSoftware | #ActOnSW • Dynamic messages based on firm size • Email release times based on location • Message content positioned around goals, aspirations, and pain points • Reminder emails to non-responders • Triggered messages based on web activity
  32. 32. www.act-on.com | @ActOnSoftware | #ActOnSW
  33. 33. www.act-on.com | @ActOnSoftware | #ActOnSW
  34. 34. www.act-on.com | @ActOnSoftware | #ActOnSW
  35. 35. www.act-on.com | @ActOnSoftware | #ActOnSW
  36. 36. www.act-on.com | @ActOnSoftware | #ActOnSW
  37. 37. www.act-on.com | @ActOnSoftware | #ActOnSW
  38. 38. www.act-on.com | @ActOnSoftware | #ActOnSW • •
  39. 39. www.act-on.com | @ActOnSoftware | #ActOnSW • • •
  40. 40. www.act-on.com | @ActOnSoftware | #ActOnSW
  41. 41. www.act-on.com | @ActOnSoftware | #ActOnSW

×