This document summarizes the results of Act-On's July 2012 marketing survey. Over 1,300 marketing professionals participated in the survey. Key findings include that top performers invest more heavily in marketing and use tactics like lead management software and webinars more than average performers. The document also discusses common marketing challenges like lack of budget and resources. It promotes Act-On as an integrated marketing platform that can help users improve performance.

1. July 2012 | Marketing Survey
Results Webinar
July 26, 2012
#AOWEB

2. Janelle Johnson
Director, Demand Gen
@janelle_johnson
@ActOnSoftware
#AOWEB

3. Chat or Q/A
#AOWEB

4. Survey Specifics
• Total Survey Size = 1,384
• Company Size (# of employees)
– Under 25 = 32%
– 25 to 100 = 28%
– 100 to 500 = 18%
– Over 500 = 22%
• Location of respondents =
100% North America
#AOWEB

5. Current Campaigns
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
#AOWEB

6. Marketing Tactics of Top Performers
Act-On Survey respondents are not performing well in use of lead management
software and webinars compared to Forrester’s top performers
Source: Forrester Research
2011 North American B2B Technology Marketing Tactics & Benchmark Online Survey

7. Pipeline Contributors
50%
45%
40%
35%
30%
25%
20%
15%
10%
5%
0%
#AOWEB

8. Compare Campaigns to Pipeline
90%
80%
Blue: Current Campaigns
70%
60%
Green: Pipeline Contribution
50%
40%
30%
20%
10%
0%
#AOWEB

9. Tactics Used by Top Performers to Create Sales
Qualified Leads
Source: Forrester Research
2011 North American B2B Technology Marketing Tactics & Benchmark Online Survey

10. 2012- Top Marketing Challenges
Lack of Budget for More
46%
Programs
Resource to Launch l Manage
44%
Programs
Quantify your Results 34%
Implement Effective Social
28%
Media
Sales Complaining Lack of
22%
Leads
Other 13%
0% 10% 20% 30% 40% 50%
#AOWEB

11. 2012- Challenges with Marketing Tools
Labor
Cost
Tracking
Resources
# of Tools
Software Expense
Deliverability
Support
0% 10% 20% 30% 40% 50% 60%
#AOWEB

12. Marketing Technologies and Cost
Monthly Marketing Spend
#AOWEB

13. Marketing Technologies and Cost
Current Marketing Technologies
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
#AOWEB

14. Top Performers Invest More in Marketing
Top Performers Invest More Heavily in
Marketing
Source: Forrester Research

15. What will you do today?
Compare your marketing results to
those of your peer group and
Forrester’s top performers
Develop a simple plan to
improve your online marketing
performance
Measure results and modify
tactics to get steady improvement
#AOWEB

16. Integrated Marketing Platform
World-Class E-mail Complete Set of Tools Approach & Terms
Marketing Core & on One Platform that Work
Deliverability • Drip/Nurturing, Web • Start Simple, Automate at
Analytics, Landing Pages, Your Own Pace
• Third-Generation Email Forms, Scoring, CRM
Marketing Platform Integration, Social Media, • Affordable Pricing; Month-
Reporting and More to-Month Contracts
• No extra charge for
deliverability
• Focus Usability, Simplicity • Live Customer Support –
& Manageability At No Additional Costs
#AOWEB Demystifying Marketing Automation by Design

17. Within 24 hours:
You will receive an email with the webinar
recording and the slides
Next Steps
Join our Weekly Demo (Tues. 10am PT)
Schedule a 1:1 Live Demo
sales hotline at: 1 (877) 530-1555
email us: sales@act-on.com
#AOWEB

18. Thank You For Taking the Time
#AOWEB

19. July 2012
Act-On Marketing Challenge
iPad Survey Winner
Charles Moore
RewardsRunner.com
#AOWEB

20. Within 24 hours:
You will receive an email with the webinar
recording and the slides
Next Steps
Join our Weekly Demo (Tues. 10am PT)
Schedule a 1:1 Live Demo
sales hotline at: 1 (877) 530-1555
email us: sales@act-on.com
#AOWEB