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Client Case Study:How RunE2E Increased Their Sales Pipeline      by 20% with Lead Nurturing                               ...
Today’s SpeakersLisa Cramer, PresidentAlex Gramling, CMO
Topics1. LeadLife Overview2. RunE2E Case Study3. Audience Q & A   Please submit your questions by typing them    into the...
Full Service                      The kid                     says it all!LeadLife’s marketing automation coupled with con...
World’s Easiest to Use                                               Visual drag & drop                                   ...
World’s Easiest to Use                                               Visual drag & drop                                   ...
Content & Campaign                                Strategy Services                                          Additional se...
Learn More              Wanna Learn                More?                                Get the LeadLife White Paper:     ...
Case Study:How RunE2E Increased Their Sales Pipelineby 20% with Lead NurturingAlex Gramling, CMO, RunE2E
About RunE2ERunE2E is an integrated IT consulting, workforce and technology solutions company. SAPand AWS reseller/partner...
Business Case RunE2E Marketing Objectives and Goals   Grow pipeline by 20%   Increase quality of leads   Reduce lead t...
Why LeadLife?                                          Were using email marketing, but                                   ...
The LeadLife Process                LeadLife assigned RunE2E a                 Content Marketing Strategist              ...
ROI Example: Nurturing Campaign Campaign Offer: Discount on RunE2E’s SAP/AWS Cloud  Consulting Services    List of 1800 ...
Asset Examples
Campaign Plan Marketing-to-Sales Process    Triggers were set for Sales Rep Alert (emails) based on     following behavi...
Campaign Metrics Marketing-to-Sales Metrics    Email Metrics       Open rate: 13.63% (avg. B2B industry is 12%)       ...
Overall LeadLife Results Executed twelve nurturing campaigns since January 2012 Increased pipeline by 20% with addition ...
Learn More              Wanna Learn                More?                                Get the LeadLife White Paper:     ...
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How RunE2E Increased Their Sales Pipeline by 20% With Lead Nurturing

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According to a recent DemandGen Report, B2B marketers who have successfully deployed lead nurturing programs "found dramatic improvements to key conversion stages in the sales process." And these marketers showed an "average 20% increase in sales opportunities from nurtured leads."

Learn how LeadLife client RunE2E successfully implemented a lead nurturing strategy to increase their pipeline and sales effectiveness.

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  • Welcome to today’s webinar – How RunE2E Increased It’s Sales Pipeline by 20% with Lead Nurturing
  • LeadLife is a one-stop shop providing marketing automation technology with content marketing strategists that work with our customers to drive more qualified leads into their organization.With 60% of the buyer’s decision process occurring without the involvement of a sales rep from the vendor/supplier, its now up to us (marketers) to engage those buyers digitally. LeadLife provides the technology and services to do just that. We don’t expect our customers to have all the resources and expertise to do this themselves, that’s why we assign a content marketing strategist to each customer to get them going quickly and provide a ROI.
  • Our customers have told us how easy to use our product is… simple yet not simplistic, LeadLife designed its system for marketers, not technologist with a visual drag and drop campaign builder. Our system comes out of the box with campaign templates, email and landing page templates and rule templates for scoring and more. Everything you need is available out of the box to get you started.And of course, you need to distribute and track the effectiveness of content distribution through social media as well and LeadLife provides that too.
  • Our customers have told us how easy to use our product is… simple yet not simplistic, LeadLife designed its system for marketers, not technologist with a visual drag and drop campaign builder. Our system comes out of the box with campaign templates, email and landing page templates and rule templates for scoring and more. Everything you need is available out of the box to get you started.And of course, you need to distribute and track the effectiveness of content distribution through social media as well and LeadLife provides that too.
  • And as I mentioned earlier, LeadLife has a number of service packages available to purchase. From content creation packages to Marketing strategy packages such as lead nurturing strategy, LeadLife can help any organization get a jump start on their project.And now its time to learn more about how RunE2E increased their sales pipeline by 20%.
  • Transcript of "How RunE2E Increased Their Sales Pipeline by 20% With Lead Nurturing"

    1. 1. Client Case Study:How RunE2E Increased Their Sales Pipeline by 20% with Lead Nurturing eavy Lifting f the H or Y e do ou W©Copyright Leadlife Solutions www.leadlife.com
    2. 2. Today’s SpeakersLisa Cramer, PresidentAlex Gramling, CMO
    3. 3. Topics1. LeadLife Overview2. RunE2E Case Study3. Audience Q & A  Please submit your questions by typing them into the Go-to-Webinar “Questions” box  Webinar recording will be emailed to all attendees and registrants
    4. 4. Full Service The kid says it all!LeadLife’s marketing automation coupled with content marketingstrategists create campaigns that maximize sales opportunities andbuild relationships.We go beyond email marketing with multi-step nurturingcampaigns, rules, scoring, CRM integration, A/B testing and more.Every client is assigned a content marketing strategist to get themstarted and make them successful.©Copyright Leadlife Solutions www.leadlife.com
    5. 5. World’s Easiest to Use Visual drag & drop campaign builder makes creating nurturing campaigns, setting rules and scoring a cinch©Copyright Leadlife Solutions www.leadlife.com
    6. 6. World’s Easiest to Use Visual drag & drop campaign builder makes creating nurturing campaigns, setting rules and scoring a cinch And social campaigns too!©Copyright Leadlife Solutions www.leadlife.com
    7. 7. Content & Campaign Strategy Services Additional service packages available to purchase at any time©Copyright Leadlife Solutions www.leadlife.com
    8. 8. Learn More Wanna Learn More? Get the LeadLife White Paper: The Cost of Not Nurturing Leads www.leadlife.com/nurturing Lisa Cramer lcramer@leadlife.com©Copyright Leadlife Solutions www.leadlife.com
    9. 9. Case Study:How RunE2E Increased Their Sales Pipelineby 20% with Lead NurturingAlex Gramling, CMO, RunE2E
    10. 10. About RunE2ERunE2E is an integrated IT consulting, workforce and technology solutions company. SAPand AWS reseller/partner. Subsidiary mobile app development company at RunMobile.Areas of focus: BI, CRM, Mobility and Cloud.
    11. 11. Business Case RunE2E Marketing Objectives and Goals  Grow pipeline by 20%  Increase quality of leads  Reduce lead to sale time  Improve consistency and frequency of prospect nurturing
    12. 12. Why LeadLife?  Were using email marketing, but needed nurturing: Inform  Lead ManagementConvert Educate  List Management & Segmentation Nurture  Triggers  Real-time Sales Alerts Validate Involve  Needed to track back-end metrics  Qualitative Reporting  Campaign by Campaign
    13. 13. The LeadLife Process  LeadLife assigned RunE2E a Content Marketing Strategist  Conducted Discovery Call & Analysis  Created a Lead Management Plan  Identified Target Audience & Persona’s  Mapped content to target “need”  Implemented “best practices”  Trained staff on the technology  Provide continuous support
    14. 14. ROI Example: Nurturing Campaign Campaign Offer: Discount on RunE2E’s SAP/AWS Cloud Consulting Services  List of 1800 contacts was segmented based on persona and interest  Nurturing campaign consisted of 3 emails (1 email/week for 3 weeks)  Each email came from the dedicated sales rep to personalize the message  Email content created a need to make the audience aware of the costs of not moving to the cloud  Content established credibility for RunE2E  Emails were brief with link to a landing page that included:  Sign-Up form for a Needs Assessment  Offer Details  Benefits of SAP/AWS and RunE2E’s Consulting Services  Links to Case Study and Webinar
    15. 15. Asset Examples
    16. 16. Campaign Plan Marketing-to-Sales Process  Triggers were set for Sales Rep Alert (emails) based on following behaviors:  Clicks on an email  Completion of the “Needs Assessment Sign-up Form”  Sales was to call within 15 minutes of receiving the alert  360 feedback loop set up between sales & marketing to determine results and make adjustments to campaigns
    17. 17. Campaign Metrics Marketing-to-Sales Metrics  Email Metrics  Open rate: 13.63% (avg. B2B industry is 12%)  Click-thru Rate (CTR): 2.21% (avg. B2B industry is 2%)  Sales Conversion Rate  33% (3 Needs Assessments scheduled)  Campaign ROI  Within days of execution – RunE2E closed a five figure consulting engagement with large pharma company
    18. 18. Overall LeadLife Results Executed twelve nurturing campaigns since January 2012 Increased pipeline by 20% with addition of nurturing Reduced avg. time to sale Improved quality of leads for better conversion Increased transparency / communications between sales and marketing
    19. 19. Learn More Wanna Learn More? Get the LeadLife White Paper: The Cost of Not Nurturing Leads www.leadlife.com/nurturing Lisa Cramer lcramer@leadlife.com©Copyright Leadlife Solutions www.leadlife.com
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