Lead Nurturing 101 NetSuite Users - Pardot SuiteApp

Lead Nurturing 101Marketing Automation
SuiteApp: Pardot Prospect Insight

Agenda
Why do I need to start Lead Nurturing?
Lead Nurturing strategy
Integration with NetSuite
Pardot Marketing Automation http://www2.audaxium.com/l/3482/2011-01-13/53UIP

Why Lead Nurturing? (reason #1)
80% of inbound leads are not ready for a sales call
* Source: Forrester Research

SEO gets people to your website… then what?

71% of B2B marketers are doing MORE content marketing than a year ago (only 2% are doing LESS)
* Source: B2B Technology Marketing Community (LinkedIn Group)

Lead Nurturing Process
ATTRACT
ENGAGE
NURTURE
CONVERT
1
2
3
4
Attract visitors to your website
Capture their attention, get them to Opt-in
Keep their attention, become their “go-to” when ready to buy
Provide better leads to Sales, help them prioritize their time
SEO
Social Media
PPC
QR codes
Blog
Email
Advertising
Video
Whitepapers
eBooks
Webinars
Blog
Forums
Polls
Segment by persona
Segment by interest
Drip marketing
Personalized messages
Add value, educate
Build your brand
Become their “go-to”
More sales-ready leads
Prioritize by lead score
Website activity history
Real-time visitor alerts
Integrate with CRM
Measure ROI

Lead Nurturing Funnel
Web Visitors
ENGAGE with LANDING PAGES & CONTENT
All you need is their name and email address
AUTOMATE DRIP MARKETING PROGRAMS
5 touches, 10 touches, 20 touches… you decide
CONVERT TO SALES-READY LEADS
Lead scoring and real-time sales alerts

Key Benefits of Pardot Marketing Automation
For Marketing:
Automate. Automate. Automate.
Target better messages
Improve lead quality and volume
For Sales:
Focus on the best, most engaged, leads
Ask better questions based on visitor interests
Real-time notifications (strike while the iron is hot)
For Management:
Improve opportunity close rate %
Increase revenue/profit with same # of employees
Brand equity

Contacts
Pardot / NetSuite integration
Companies
Fields
Score, Grade
Activity
Calls, Opps

Pardot Summary / Q&A
Progressive Profiling
Landing Pages
Behavior Tracking
Persona Segmentation
Lead Scoring
Lead Nurturing / Email
Real-Time Visitor Alerts
ROI Reporting
Integration with CRM
List Development / Mgmt

Why choose Pardot?
Ease of Use
Value
No-Hassle

Craig DesBrisayDirector of Sales & Marketing
(866) 563-3858 x.204
craig@audaxium.com
www.audaxium.com
www.twitter.com/Audaxium

Lead Nurturing 101 NetSuite Users - Pardot SuiteApp

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