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Choose the Right Product & Partner: Tips for Evaluating Marketing Automation

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  • 1. © 2014 Marketo, Inc. Proprietary and Confidential Michael Berger Director, Product Marketing Marketo Choosing the Right Product, and Partner
  • 2. © 2014 Marketo, Inc. Proprietary and Confidential
  • 3. © 2014 Marketo, Inc. Proprietary and Confidential
  • 4. © 2014 Marketo, Inc. Proprietary and Confidential Why All The Confusion?
  • 5. © 2014 Marketo, Inc. Proprietary and Confidential Why All The Confusion? All-wheel Drive48mpg $16,995
  • 6. © 2014 Marketo, Inc. Proprietary and Confidential Marketing Automation Selection Go beneath the surface! • Simplicity vs. Speed • Meaningless vs. Meaningful • Test vs. Best • Interruption vs. Intelligence • Torture vs. Nurture • Acquaintance vs. Partner
  • 7. © 2014 Marketo, Inc. Proprietary and Confidential Know What’s Important Speedy EasyPowerful
  • 8. © 2014 Marketo, Inc. Proprietary and Confidential© 2012 Marketo, Inc. Marketo Proprietary and Confidential#RevEngine Campaign Cloning
  • 9. © 2014 Marketo, Inc. Proprietary and Confidential Meaningful Reporting Conversion-based Win-based Revenue-based (source) Revenue-based (multi-touch) MarketingEnlightenmentScale
  • 10. © 2014 Marketo, Inc. Proprietary and Confidential© 2012 Marketo, Inc. Marketo Proprietary and Confidential#RevEngine Revenue Reporting
  • 11. © 2014 Marketo, Inc. Proprietary and Confidential Meaningful Funnel Analytics Visitors Prospects MQL SQL $
  • 12. © 2014 Marketo, Inc. Proprietary and Confidential Meaningful Funnel Analytics Visitors Prospects MQL SQL $
  • 13. © 2014 Marketo, Inc. Proprietary and Confidential© 2012 Marketo, Inc. Marketo Proprietary and Confidential#RevEngine Funnel Analytics
  • 14. © 2014 Marketo, Inc. Proprietary and Confidential Test vs. Best Happy Marketer Email Clicks
  • 15. © 2014 Marketo, Inc. Proprietary and Confidential© 2012 Marketo, Inc. Marketo Proprietary and Confidential#RevEngine A/B Testing
  • 16. © 2014 Marketo, Inc. Proprietary and Confidential
  • 17. © 2014 Marketo, Inc. Proprietary and Confidential Drip Torture
  • 18. © 2014 Marketo, Inc. Proprietary and Confidential© 2012 Marketo, Inc. Marketo Proprietary and Confidential#RevEngine Nurturing
  • 19. © 2014 Marketo, Inc. Proprietary and Confidential Sales Interruption vs. Sales Intelligence Joe Smith Opened Email Beth Ray Filled out Form Glen Gary 4 Page Views Jen Harvey 2 Page Views Lisa Zhang 3 Page Views Harold Samuel Downloaded File Lori Francis Clicked Email Link
  • 20. © 2014 Marketo, Inc. Proprietary and Confidential and Prioritization
  • 21. © 2014 Marketo, Inc. Proprietary and Confidential Sales Interruption vs. Sales Intelligence Jodi Fritz Visited Pricing Page 3 times this week
  • 22. © 2014 Marketo, Inc. Proprietary and Confidential© 2012 Marketo, Inc. Marketo Proprietary and Confidential#RevEngine Sales Intelligence
  • 23. © 2014 Marketo, Inc. Proprietary and Confidential