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Account Based Marketing Product Demo
- 1. 11 Accelerate Sales in B2B Jean-Yves SIMON VP, Product Product Demo Thursday, March 3rd, 2016
- 2. 2222 What this product demo will cover 1. The difficulties facing B2B sales and marketing teams. 2. How Azalead’s Account Based Marketing software helps solves these problems. 3. Why ABM is a must have for B2B companies. Marketing Sales
- 3. 33 01 THE DIFFICULTIES FACING B2B SALES AND MARKETING TEAMS. 01
- 4. 4444 Don’t count the people that you reach; reach the people who count. - David Ogilvy “ ”
- 5. 5555 After working with hundreds of B2B marketers, we’ve identified two types of problems specific to B2B
- 6. 6666 #1: The number of people involved in a deal is increasing. On average 17 people are involved in the B2B decision making process. (source IDC) +40% more than four years ago.
- 7. 7777 “Half the money I spend on advertising is wasted; the trouble is I don't know which half. - John Wanamaker US department store merchant (1838 - 1922) #2: The Wastage of “Spray & Pray”
- 8. 8888 #2: The Wastage of “Spray & Pray” Sources: SiriusDecisions, Marketing Profs Benchmark Study, Digital Information World 95% of B2B visitors leave a website without completing a web form. 95% 85% of visitors to a B2B website are not potential customers. 85% 80% B2B Emails remain Unopened
- 9. 99 01 HOW AZALEAD’S ACCOUNT BASED MARKETING SOFTWARE HELPS SOLVES THESE PROBLEMS 02
- 10. 10101010 With Account Based Marekting (ABM), B2B companies win more target accounts, faster.
- 11. 11111111 Azalead drives B2B Marketing & Sales Performance Engage target accounts with ad retargeting 2Identify prospects with IP tracking 1 Send buying signals to sales reps 3
- 13. 14141414 Azalead Benefits Marketers • Source net new leads • Engage with target accounts Sales • Build pipeline • Accelerate sales cycles • Increase conversion rates
- 14. 15151515 Sales reps are alerted when their target accounts are ready to engage
- 15. 16161616 Azalead integrates with CRM and Marketing Automation Platforms
- 16. 1818 01 WHY ABM IS A MUST HAVE FOR B2B COMPANIES 03
- 17. 19191919 The Main Advantages Of ABM 1. Focus on highest value accounts. 2. Possible to measure the impact on sales. 3. The sales cycle is accelerated.
- 18. 20202020 Reed MIDEM Success Story ROI +200% of sales performance for retargeting campaigns. Azalead Account Based Advertising The ad nurturing program changes based on engagement of target accounts. Marketing Objective Educate target account visitors who’ve shown interest in a trade show, and entice them back to buy.
- 19. 21212121 Experian Success Story Marketing Objective increase white paper downloads by target accounts to accelerate the sales process Azalead Account Based Advertising +10 000 B2B companies were nurtured with retargeted display ads R.O.I. 15% of target accounts downloaded the white paper Google Ad Services 13% Social 1% Azalead Ads 22% Eloqua 64%
- 21. 2323
Editor's Notes
- Azalead is going to solve the oldest problem in Marketing. Stop Spray & Pray. Stop Wastage. Focus expensive marketing resources on the prospects and customers most likely to buy. B2B Sales realized a long time ago that they were much more efficient when they focused on a list of named accounts. Now B2B Marketing is become aware of this and we are seeing the birth of the Account Based Marketing industry. John Wanamaker: 1st retailer to place a half-page newspaper Ad (1874) and the 1st full-page Ad (1879) John Wanamaker (July 11, 1838 - December 12, 1922) was a United States merchant, religious leader, civic and political figure, considered by some to be a proponent of advertising and a "pioneer in marketing." He served as U.S. Postmaster General. Wanamaker was born in Philadelphia, Pennsylvania. https://en.wikipedia.org/wiki/John_Wanamaker
- 95% Today, the Website has become the central Hub of B2B marketing programs But over 95% of website visitors never fill in a webform. They prefer to remain anonymous Think about all that wasted opportunity! 85% Just like email, All B2B companies are going to do retargeting But Account based retargeting makes so much sense 85% of B2B website visitors are NOT potential customers So why waste money retargeting ALL website visitors? This company is going to be BIG! 70% So why does retargeting work so well in B2B? Decision makers in B2B almost always visit your site before making a purchase decision. And the majority have made their choice even before reaching out to you. Retargeting lets you market to them after they’ve visited your site. If you are targeting only the companies you want to win, this is even more powerful.
- Reed MIDEM is a leading organiser of professional, international tradeshows in the entertainment, real estate and internet sectors. With Azalead the company was able to name the target accounts they’d like to win with Azalead, marketing then stepped up to track marketing activities of these accounts and nurture them with different display ads based on their activities, and after 3 short months Reed MIDEM had a 500% ROI!