Lead Acquisition Model

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Lead Acquisition Model

  1. 1. Lead Acquisition Model Direct Marketing Campaigns Indirect Marketing Programs Paid Online Organic Channel Public Referral Client Email Phone EventSearch Ads Search Partners Relations Sites (blog) Referrals Orange Boxes IndicateRegistration 1 Marketing Automation Registration 2 Software Activation: Landing Page Whitepaper Form 1. Lead Acquisition Form 1 2. Lead Scoring Prospect Webcast Form Lead 3. Lead Nurturing Landing Page Activity Acquired 4. Lead Assignment Form 2 Free Trial Form *Website visitors will Page Views not be individually Newsletter Form tracked/scored until * Website Visitor Downloads they submit form or Lead click on email link. Acquired Lead Scoring Lead Nurturing Campaign (email) Lead Assignment 6 Step Email Drip Campaign: Prospect Score = 70+ Explicit Profile Score (1 email sent out each week) (title, industry, etc.) 1. Webcast/Podcast Library 2. Whitepapers & RFP Lead 3. Technical Data Sheets Qualified CRM System 4. Pricing Model & SLA Implicit Activity Score 5. Free Trial Offer (page views, downloads) 6. Demo with Sales Rep Lead Score Increases in Points Until Qualified (Sales-Ready) Measure Campaign ROI

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