Watch the recording at: http://nuvem.ly/1LPRHfM Many companies are still only scratching the surface of what their marketing automation system can do, and as a result, diminish the returns on their total investment. Join Craig Jordan, co-founder of SaaScend, and the Pardot Marketing Automation team at Nuvem Consulting, in this free webinar as they discuss proven methods for getting more out of your marketing automation investment. This webinar details: 1. Establishing a data standardization strategy 2. Building and sustaining the right audience 3. Creating a sales enablement strategy 4. Using automation capabilities beyond basic email blasts 5. Tips on improving closed-loop reports

1. 5 Ways to Amp Up Your
Marketing Automation ROI
Feb. 26 2016
Featuring Craig Jordan of Recruit Loop and SaaScend

2. Introductions
Craig Jordan (RecruitLoop)
@craigrjordan
Stacey Cogswell (Nuvem)
@stay_sea
Stephanie Gaughen (Nuvem)
@sgaughen
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3. Agenda
Introduction to marketing automation ROI
5 Ways to Amp Up Your Marketing Automation ROI
1. Clean your (data) house
2. Build and sustain a great audience
3. Go beyond basic email blasts
4. Leverage a sales enablement strategy
5. Create actionable reports
Q&A (10 minutes + Q&A throughout)
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4. Quantitative and Qualitative ROI
Quantitative
● Cost savings
● Profit
Qualitative
● Improved morale
● Attracting better talent
● Consistent legal compliance
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5. Increasing Marketing
ROI is a Top Priority
Among B2B Marketers
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6. State of marketing automation ROI
Many companies are still only
scratching the surface of what their
marketing automation system can do,
and as a result, delay their ROI.
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7. POLL
What is your biggest limitation in running a
fully amped marketing automation program?
1. Not sure where to begin
2. Building a database of great leads
3. Alignment of sales and marketing (sales enablement)
4. Going beyond basic email blasts (winner with 50+%)
5. Creating actionable reports
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8. Where do we start?
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9. 1. Clean your (data) house
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10. Current state of our data
Source: data.com
90% incomplete
15%+ duplicate
20% useless
74% needs updates
21% dead
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11. Data impacts our ability to automate
Data must be standardized among integrated systems
1. Complete
2. Accurate
3. Organized
4. Meaningful
5. Common language
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12. Conducting a basic data audit
Tip: export an Excel doc of all your Leads and Contacts
and scan the fields for standardization
a. Are there inconsistencies in data entry?
b. What is the completeness of critical fields?
c. Do you have the right custom fields?
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13. Q&A Break
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14. 2. Build and sustain a great audience
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15. Create persona profiles
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16. Audience conversion tips
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17. Q&A Break
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18. 3. Leverage a sales enablement strategy
People, processes and
technologies that improve
the performance and
productivity of the sales
organization.
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19. 1. Do you fully understand your sales process?
2. Is your current sales process working?
3. What resources would help your team close deals?
4. What makes a great lead?
Sales enablement process
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20. ©Nuvem Consulting 2016 | @nuvemconsulting

21. 1. Automated lead assignment
2. Activity notifications
3. Accessible sales collateral
4. Lead prioritization
Sales enablement tools
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22. Q&A Break
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23. 4. Go beyond basic email blast
1. Dynamic Lists
2. Custom Lead Scoring
3. Progressive Profiling
4. Dynamic Content
5. Drip Campaigns
6. Automation Rules / Workflows
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24. Custom Lead Scoring and Grading - Pardot
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25. Q&A Break
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26. 5. Create actionable reports
★ Right data
★ Right time
★ Right person
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27. Leveraging CRM reporting
1. Multi-touch attribution
2. Multi-level reporting
3. Measure the complete marketing effort
4. Customizable for different stakeholders
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28. Use reports to improve; repeat, repeat
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29. Final Q&A
Contact Information
Stephanie Gaughen
stephanie.gaughen@nuvemconsulting.com
@sgaughen
Free consultation: http://info.nuvemconsulting.com/strategy-session
Craig Jordan
craig@saascend.com
@craigrjordan
©Nuvem Consulting 2016 | @nuvemconsulting