Customer Lifecycle Marketing is a software solution with tools to manage data, audiences, technology, and brands. It creates a single view of prospects and customers to understand how they engage with a brand over time. The solution includes marketing automation, scoring and nurturing, campaign management, and analytics. It aims to increase sales opportunities through targeted messaging to different customer stages from suspect to active customer. By understanding customer profiles and engagement, organizations can implement automated nurturing campaigns at each stage to increase sales and retain customers.
Vertex | Customer Managerment Outsourcing | OverviewVertex Group
Enhancing business value, improving the customer experience
Your success relies on your customers, which is why we use our expertise, experience, and proven methods to improve your organization’s effectiveness. Whatever the economic climate, we manage the ongoing evolution of your customers’ experience, making your relationships successful and long-term.
Vertex helps you turn your customer interactions into insight, addressing three key areas in customer experience management: resolving customer contacts to create real value, analyzing transactions that don’t add value, and continually improving service effectiveness and efficiency.
Vertex | Customer Managerment Outsourcing | OverviewVertex Group
Enhancing business value, improving the customer experience
Your success relies on your customers, which is why we use our expertise, experience, and proven methods to improve your organization’s effectiveness. Whatever the economic climate, we manage the ongoing evolution of your customers’ experience, making your relationships successful and long-term.
Vertex helps you turn your customer interactions into insight, addressing three key areas in customer experience management: resolving customer contacts to create real value, analyzing transactions that don’t add value, and continually improving service effectiveness and efficiency.
October 20, 2010 Santa Clara University Leavey School of Business speaker slides for the Mktg 551 MBA course, presented for discussion with Professor Ravi Shanmugam's class.
Retaining & nurturing customers (Igniter breakfast seminar, 2008)Paul Roberts
The summary notes from a breakfast seminar I presented in 2008, on how to identify, engage and delight customers.
Presenting my '3 lens' model for retaining and growing the value of your existing customers, it includes case study examples for successful companies and clients.
The seminar was attended by people from several industries, including sport and banking.
Lifepals Global turn key outsourcing services are designed to meet the fast changing needs of new-age businesses and range from one-off marketing projects to end-to-end management of Business, sales and marketing programs and provisioning of outsourced business solutions like back office document, technology solutions, go-to-market for new products and services, new markets entry and management of new or existing business and revenue channels etc.
We are not here to do what they all do, we are here to do what we do.
Watch the webinar: http://bit.ly/KrDWZn
Emcien’s 3-part webinar series featured executives from NCR Corporation and explored the effects of product variety on companies. The discussion began by defining the current state of the industry and how product variety is impacting organizations. We then discussed how companies can diagnose and repair the underlying causes and maintain a highly profitable product portfolio. Lastly, we wrapped up with the critical concepts around empowering sales for dramatic improvements in sales efficiency and revenue.
Watch the webinar: http://bit.ly/KrDWZn
Emcien’s 3-part webinar series featured executives from NCR Corporation and explored the effects of product variety on companies. The discussion began by defining the current state of the industry and how product variety is impacting organizations. We then discussed how companies can diagnose and repair the underlying causes and maintain a highly profitable product portfolio. Lastly, we wrapped up with the critical concepts around empowering sales for dramatic improvements in sales efficiency and revenue.
The most successful retailers are those who are embracing change by continuously offering customers a more compelling shopping experience through new store types, new products and better value. To effectively deliver this enhanced value, retailers must implement strategies that increase efficiency and reduce costs in the sourcing of products.
October 20, 2010 Santa Clara University Leavey School of Business speaker slides for the Mktg 551 MBA course, presented for discussion with Professor Ravi Shanmugam's class.
Retaining & nurturing customers (Igniter breakfast seminar, 2008)Paul Roberts
The summary notes from a breakfast seminar I presented in 2008, on how to identify, engage and delight customers.
Presenting my '3 lens' model for retaining and growing the value of your existing customers, it includes case study examples for successful companies and clients.
The seminar was attended by people from several industries, including sport and banking.
Lifepals Global turn key outsourcing services are designed to meet the fast changing needs of new-age businesses and range from one-off marketing projects to end-to-end management of Business, sales and marketing programs and provisioning of outsourced business solutions like back office document, technology solutions, go-to-market for new products and services, new markets entry and management of new or existing business and revenue channels etc.
We are not here to do what they all do, we are here to do what we do.
Watch the webinar: http://bit.ly/KrDWZn
Emcien’s 3-part webinar series featured executives from NCR Corporation and explored the effects of product variety on companies. The discussion began by defining the current state of the industry and how product variety is impacting organizations. We then discussed how companies can diagnose and repair the underlying causes and maintain a highly profitable product portfolio. Lastly, we wrapped up with the critical concepts around empowering sales for dramatic improvements in sales efficiency and revenue.
Watch the webinar: http://bit.ly/KrDWZn
Emcien’s 3-part webinar series featured executives from NCR Corporation and explored the effects of product variety on companies. The discussion began by defining the current state of the industry and how product variety is impacting organizations. We then discussed how companies can diagnose and repair the underlying causes and maintain a highly profitable product portfolio. Lastly, we wrapped up with the critical concepts around empowering sales for dramatic improvements in sales efficiency and revenue.
The most successful retailers are those who are embracing change by continuously offering customers a more compelling shopping experience through new store types, new products and better value. To effectively deliver this enhanced value, retailers must implement strategies that increase efficiency and reduce costs in the sourcing of products.
UV ESL Center - Small Group Class - FILM STUDIESUV ESL Center
Trung tâm Anh ngữ UV ESL cung cấp các lớp học nhóm nhỏ bao gồm 1 giảng viên và từ 2 đến 5 học viên. Một trong các lớp nhóm được yêu thích và mong đợi nhất của UV đó chính là lớp FILM STUDIES do giảng viên RENEE trực tiếp lên kế hoạch soạn thảo và giảng dạy.
Resumen de la activida de la federación de asociaciones de familias de las personas con discpacidad intelectual y del desarrollo de la Región de Murcia, Plena inclusión.
Incluye la Memoria Económica y la relación de entidades miembros, programas, servicios, colaboradores, etc.
Học viên vào bất cứ lúc nào cũng có thể sử dụng quán cá phê và thư viện của trường Đại học Visayas. Đối với những học viên học từ 8 tuần trở lên, sẽ được cấp chứng chỉ công nhận kết thúc khóa học và có ghi rõ thành tích cụ thể, do trường Đại học Visayas cấp. Chứng chỉ này có thể giúp ích cho học viên khi đi xin việc. Ngoài ra trong khuôn viên trường còn có hệ thống ATM 24/7 rất tiện lợi.
SugarCon 2013: CRM and Marketing Automation: Understanding the Customer Relat...SugarCRM
Tim Price, Act-On
Sophisticated business managers recognize that not only is the definition of customer relationships changing, but requirements in the earlier stages of the sales funnel are evolving as well. Maintaining a holistic view of the process, recognizing that Marketing Automation and CRM are both natural extensions of one another is essential, however few fully understand how they coexist effectively. In this session, learn the similarities and differences, as well as how, when integrated, the two technologies deliver a whole that is exponentially more efficient and complete than the sum of its parts.
LeadLife & 3Forward: 4 Key Actions That Define and Build a Sales Funnel that ...LeadLife
As the second quarter hits, many B2B sales and marketing leaders are looking at their sales pipelines and starting to realize their year is in jeopardy. Worse, the executive team is starting to speculate where the issues lie.
It’s very likely that inadequate sales are a result of valuable time wasted on non-qualified prospects.
With 68% of companies stating they don’t have a defined Marketing-Sales funnel process and 61% sending every lead directly to sales*, it's no wonder that sales is struggling.
LeadLife and Matt Smith, strategic sales expert, and EVP for sales enablement consultants 3Forward present the four key actions you can take today to reduce these problems and turn your pipeline into profitability.
1) How to define your perfect prospect
2) Get sales and marketing working together to define a qualified lead
3) How a lead nurturing strategy will develop a digital conversation with leads early in the buy cycle
4) Why tracking lead behaviors and score based on interest can make your sales team more profitable
A comprehensive overview of B2B lead gen using social media. Covers: skills needed, traditional marketing role, landing pages/homepages, tips and tricks, getting started, the buyers' journey,trends, strategies, lead generation, lead nurturing, content, content marketing
Lead Nurturing and Lead Scoring Software Accelerates Buying CycleRight On Interactive
Learn from savvy marketers how to accelerate the buying cycle with lead nurturing and lead scoring. Presented at ExactTarget Connections 10 customer conference on Sep 15, 2010 by Dave Morse of Delta Faucet, Bo Lowery of Wild Birds Unlimited, Jeremy Williams of Indiana Tourism, and Troy Burk of Right On Interactive.
Modern B2B marketing techniques using advanced marketing automation features and processes. Presented by Will Schnabel at the DiViA forum in Helsinki on January 13, 2011.
Lead Lifecycle Management: Finding, Creating and Managing Your LeadsLeadLife Solutions
Discover how to accelerate top of the funnel lead creation, qualification, nurturing and conversion. Also see real-world examples and learn, helpful suggestions and recommendations on all aspects of lead lifecycle management.
Similar to Kathy Brown - MBO 2012 Presentation (20)
3. What is Customer Lifecycle Marketing?
A software solution with a suite of tools to designed to manage your data, audience,
technology and brand. With one solution, create a single view of your prospects and
customers and how your brand is engaging them.
• Lifecycle Marketing Automation
• Scoring & Nurturing
• Campaign Management
• Website & Email Analytics
• Integrations
4. Marketing Sales Support Billing
Email Phone Call Social Website Meeting Mobile
It’s not rocket science!
5. On average, nurtured leads
result in a 20% increase in
sales opportunities.
64% DemandGen
64% of CMOs have 20%
either an informal
or no process to
manage their
marketing Purchases made by
automation. nurtured leads are 47%
Focus Research larger when compared to
purchases made by non-
nurtured leads.
47%
Annuitas Group
6. How it works?
Understanding your Business: Understanding your Processes:
• Ideal customer profiles • Marketing/Sales Process Flow
• Ideal prospect profiles • Software, Technology and Data
• Key prospect segments • Organizational Structure
• Key touch points
• Key Stages for Leads &
Customers
While automation works, the
benefits are realized only when
implemented correctly. Many
organizations face significant
challenges on this front.
7. Marketing Process
Nurturing
Sales Process
Awareness
Nurturing
Customer Support/Retention
Marketing Qualified
Prospecting 4
1
Inactive Clients
Initial Meeting/Phone Call
Active Clients
Discovery
2 Site-Visit 5
Return to Nurturing Campaigns
Demo
Proposal Development
Proposal Sent
Negotiation/Review
Closed Lost Closed Won
3
8. Customer Lifecycle Marketing Solution
Inactive Active
Suspect Lead Qualified
Customer Customer
Stage Criteria Stage Criteria Stage Criteria Stage Criteria Stage Criteria
• Marketing's Focus • Sales Team Focus • Budget, Timeline, • Customers not longer • Current Customer
• Contacts/Accounts that • Working to obtain; Need, and Process all doing business with us. • Account Management
we know little about. Budget, Need, identified data pointes to be added;
• Nurturing tracks to gain Timeline, and Process. • Opportunity created Customer Since, Current
interest and/or trigger • No Opportunity yet with the following Contract Expiration,
“engagement.” created. Status flow; Site Visit, Customer Type, etc.
• Conversion to Lead • Sales Status; Nurturing, Demo, Proposal
Trigger to be determined. Discovery, Site-Visit, Development, Proposal
Prospecting, Initial Sent,
Meeting, Opportunity, Negotiation/Review,
Unqualified Closed Won, and
• Nurturing Campaigns Closed Lost.
selected by Sales • Closed Lost workflow to
Person based on change to Sales Type
identified objections. Unqualified.
10. Customer Lifecycle Marketing Solution
Profile Scoring
Profile Scoring
Profile Scoring
Profile Scoring
Profile Scoring
Inactive Active
Suspect Lead Qualified
Customer Customer
Profile Scoring = Who is a ideal fit for your company?
Step 1: Identify the Data Points Step 2: Ranking the Options
• Industry • Rank within Industry
• Title • Bad:
• Department • Good:
• Geography • Better:
• Company Size • Best:
• Budget • Rank against Data Points
• Timeline • Industry more important than Geography
• Process
• Need
Apply ROI Profile Scoring
11. Customer Lifecycle Marketing Solution
Profile Score
Profile Score
Profile Score
Profile Score
Profile Score
Inactive Active
Suspect Lead Qualified
Customer Customer
Engagement Score Engagement Score Engagement Score Engagement Score Engagement Score
Engagement Scoring = Who is currently engaging with you?
Step 1: Identify the Data Points Step 2: Ranking the Options
• Google Analytic Website Activity • Rank within Sales Activity
• Tradeshows • Bad:
• Webinars • Good:
• ExactTarget – Marketing Nurturing • Better:
• Open, Click, Bounce • Best:
• salesforce– Tasks/Events • Rank against Data Points
• Phone Calls • Sales Activity more important than
• Face to Face Meeting Tradeshow
Apply ROI Engagement Scoring
12. Customer Lifecycle Marketing Solution
Profile Score
Profile Score
Profile Score
Profile Score
Profile Score
Inactive Active
Suspect Lead Qualified
Customer Customer
Engagement Score Engagement Score Engagement Score Engagement Score Engagement Score
Marketing
Profile Score
Suspect
Save Segment to
take Action!
Engagement Score
13. Is it really worth it to me?
Customer Lifecycle Marketing Solution
Marketing Nurturing Campaigns: Sales Nurturing Campaigns:
• General Awareness/Newsletter • Objection - Timeline
• Lead Source Focused • Objection - Budget
• Objection - Approval Process
• Website Action – Ask An Expert • Objection - Motivating Factor
• Website Action – Watch Videos • Follow Up – Demo
• Website Action – Review Case Study • Follow Up – Initial Meeting
• Website Action – Lunch & Learn Sign Up • Follow Up – Site Visit
• Website Visitors – Anonymous
• Website Visitors – Identified Customer Nurturing Campaigns:
• Inactive Clients Win-Backs
• Email Responses – Bounce • Active Clients Upsell/Cross-sell Products
• Email Responses - Unsubscribe
14. Website Actions Automation Nurturing
• Targeted messaging based on
website request (Demo Request
VS Whitepaper)
• Prioritize leads from sales team
• More qualified leads to sales
team
• Key off of key profiles
• Effective of campaigns
21. Questions?
Kathy Brown
VP of Client Success
Right On Interactive
Office: 317.225.5871
Toll-Free: 855.618.4502
Email: kbrown@rightoninteractive.com
Editor's Notes
Thanks everyone for joining us today. We appreciate the time of all involved
Automation, Lifecycle Marketing, Lead Scoring there lots of buzz word in our industry because we are still new! My goal is to break it down for you today – and answer two basic questions:
Lots of software with lots of “features” – Pardot, Eloqua, Marketo, Hubstop, ActOn, and ROI (my personal favorite…as it is the company I work for)I’m not a sales person, and my goal today is not at all to “sell” you – I am however going to use our software to showcase the industry and the benefit to you!
It’s not rocket science! -- Is Lori talking to the “right person” at the “right time.”
We provide marketers the insight and tools to automate campaigns to the right targets and measure the impact of those touchesBy providing an engagement blueprint to sales, marketing and client success teams, they can easily see where to invest their resources to drive more revenue. Our solution delivers insight into prospect and customer engagement, automates campaigns targeted at prospects AND customers, - which is useful for marketing, sales, client success or even your own internal communication needs – and graphically shows the progress of every individual and organization as they move through their relationship with your brand.