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Convert (#iheartmktg NYC)
 

Convert (#iheartmktg NYC)

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    Convert (#iheartmktg NYC) Convert (#iheartmktg NYC) Presentation Transcript

    • Eastern Region User Conference June 6, 2014
    • RAPID FIRE SESSION CONVERT PRESENTED BY: ANGIE ANDERSON, STARSHOT RYAN PORTER, ACT-ON
    • Who Are We? Marketing Most companies are structured to create this divide! VS Sales
    • Sales and Marketing Alignment • What is a lead? • So then what is Marketing Qualified lead? • And a Sales Qualified lead? • Why do we differentiate leads?
    • Has This Happened to You?
    • The Problem Today “On average, 73% of all leads generated will not be qualified and ready for sales at time of initial conversation.” – Marketing Sherpa B2B Benchmark Survey 2012 0% 50% 100% Yes No Do you send all leads that respond to marketing campaigns directly to sales? Fewer than 100 employees 100 to 1000 employees More than 1000 employees
    • It Has to Change! “… organizations that have tightly integrated marketing and sales around the shared task of demand creation close between two and seven times the number of deals of those that do not.” - Sirius Decisions
    • Imagine if…
    • FY 12 FY 13 FY 14FY 11 The Proof ROI is calculated on opportunities generated by Starshot-executed programs that have reached 20% or more qualified and all cost of Starshot’s services 120 100 80 60 40 20 Timeline 13.6 19.5 20.7 107.9 ROI
    • The Fact is … The ONE thing both Marketing & Sales cannot do without Revenue
    • The GOAL So we can all play nice in the sandbox again!
    • Thank You Angie Anderson Practice Lead, Demand angie@starshot.com Ryan Porter Director of Sales ryan.porter@act-on.net