Four B2B marketing issues Marketing Automation can solve

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Marketing Automation is revolutionising B2B marketing. Discover how the right Marketing Automation platform can solve four of the biggest issues affecting the modern B2B marketer.

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Four B2B marketing issues Marketing Automation can solve

  1. 1. Four B2B marketing issues Marketing Automation can solve.
  2. 2. “Business marketing has changed radically in recent years. As buyers do more research on the Internet, they interact with sales people less often and later in the selection process. This has made marketers increasingly responsible for attracting new customers and providing them with information. At the same time, marketers face pressures to deploy new techniques, control costs, and prove out the value of their efforts.” David Raab, Gleansight, December 2011The main issue
  3. 3. “Not implementing a Marketing Automation solution may be the ultimate career limiting move for todays marketers. If you havent gotten started you are already behind the 8 ball.” IDC Group, November 2011What marketing automation can do
  4. 4. 76 % THE PERCENTAGE OF CMOs WHO SAY HIGH QUALITY LEAD GENERATION IS THEIR GREATEST CHALLENGEThe issue
  5. 5. LEAD NURTURING WITH DRIP CAMPAIGNS The process of automatically “dripping” relevant information, usually via email, to sales leads over a period of time, based either on user action or predefined time interval. TIMELY INFORMATION LEAD NURTURING EASY OPTIMIZATIONThe solution
  6. 6. INCREASE IN QUALIFIED LEADS FOR COMPANIES USING MARKETING AUTOMATION FOR 451 % LEAD NURTURING.The solution
  7. 7. Without Marketing Automation... 19 THE NUMBER OF MONTHS 7 THE NUMBER OF TOUCHES IT TAKES TO CREATE A NEW TO CONVERT A PROSPECT B2B CUSTOMER INTO A CUSTOMERThe issue
  8. 8. Companies that invest in marketing automationsolutions see 70% faster sales cycle times, and 54%improvement in quota achievement. (Bulldog Solutions)The solution
  9. 9. Why? LEAD NURTURING LEAD SCORING Marketing Automation educates Scoring prospects on their interactions prospects so sales don’t have to. with your organisation ensures only warm leads are handed to sales.The solution
  10. 10. 73 % THE PERCENTAGE OF CEOs WHO BELIEVE MARKETERS LACK BUSINESS CREDIBILITYThe issue
  11. 11. Comprehensive, real time ROI reporting is acornerstone of Marketing Automation, makingmarketing departments more accountable.The solution
  12. 12. “80% of marketing-originated leads are ignored by the sales team, but 80% go on to buy a solution within 18-24 months.” SiriusDecisionsThe issue
  13. 13. Lead nurturing reduces the percentage of marketing generated leads ignored by sales from as high as 80% to as low as 25%. (Bulldog Solutions)The solution
  14. 14. Companies that automate lead management processes: 50 % 75 % 10 % INCREASE IN MARKETING GENERATED INCREASE IN SALES CLOSED CONVERSATION RATES LEADS FOLLOWED UPThe solution
  15. 15. “ By increasing efficiencies through better qualifying leads and increasing effectiveness by ensuring sales efforts are more personalized and relevant, marketing automation enables sales teams to do what they do best – SELL.” Kristen Hambelton, VP of Marketing Neolane Inc. Testimonials
  16. 16. “ The things that Pardot (marketing automation platform) is enabling people to do today, are the things that we dreamed about 20 or 30 years ago as marketers – we always wanted to segment better, produce better content, close more deals, close deals faster, all those things that Pardot enables us to do.” Micky Long, Vice President Arketi Group Testimonials
  17. 17. We are Scotland’s marketing automation specialists. If you are interested in discovering more about the ways inwhich the technology can help drive business growth for your SME, please visit our marketing automationwebsite or get in touch. 4 Lynedoch Crescent Glasgow G3 6EQ Tel: 0141 332 0126 Email: contact@mcraeandcompany.co.uk

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