SlideShare a Scribd company logo
Integrated Marketing
Communications
Strategic Development and
Tactical Implementation
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Why integrated marketing is better.
• Better response
• Better revenue
• Better retention
• Better branding
• Better lifetime value
• Better serves our audiences
But it’s not easy...
© 2015 Capstrat, LLC. All Rights Reserved.
Why integrated marketing is better.
• Better response
• Better revenue
• Better retention
• Better branding
• Better lifetime value
• Better serves our audiences
But it’s not easy...
#IntegratedMarketing
Landing Page: www.deliver.capstrat.com/integratedmarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Budgets



“I don’t know.” – Response from 50% of marketers
when asked how much they could increase incremental
profits with a 10% increase in budget.



Source: Lenskold Group and emedia
© 2015 Capstrat, LLC. All Rights Reserved.
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.© 2015 Capstrat, LLC. All Rights Reserved.
Technology



Email down. Password resets. Smartphone not connecting
to Exchange. Internet is slow. Etc. Etc. Etc. 

#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Information



66% of marketers feel overwhelmed by volume of data,
59% are frustrated by how long it takes to receive reports,
and 50% said reports lack important information.



Source: DOMO Survey, November 2013
© 2015 Capstrat, LLC. All Rights Reserved.
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Meetings



37% of employee time is spent in meetings. Managers
attend more than 60 meetings per month.



Source: InfoCom
© 2015 Capstrat, LLC. All Rights Reserved.
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.© 2015 Capstrat, LLC. All Rights Reserved.
Resistance



Only 30% of change programs succeed.



Source: John Kotter
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
How do we move away from this typical scenario?
#IntegratedMarketing
Setting Accurate
Measures
How did you do? 

How do you know?
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Output
Reach, touch,
click
Business Goals

Added value
Outcomes
Knowledge,
opinions, attitudes
Organization Targeted groups
Tactics/media/
channels
Total measurement
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
The total measurement framework
Measurement frameworks help visualize strategic initiatives for
every marketing objective, and how each will be measured to
prove success.
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Measure what matters.
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Measurement/Analytics
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Measurement/Analytics
Loyalty
Sales
Attribution
High Value Behaviors
Completion of Task
Likes/Follows
Page/Video
Views Time
Spent
Clicks
CTR/CPC
Visits
#IntegratedMarketing
The Funnel
Getting Your Audience From
Point A to Point B
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Funnel
• testing/optimization
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Sales, New Members, Advocates, etc
The funnel approach
Awareness/Attention
Action
Desire
Interest
Universe of People
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Planning/Strategy
Action
Desire
Interest
Universe of People
Audience
Segmentation
Awareness/Attention
Account Planning
Research
Positioning
Messaging
Delivery
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Awareness/Attention
Account Planning
Research
Positioning
Messaging
Delivery
Action
Desire
Interest
Universe of People
Audience
Segmentation
Awareness/Attention
Public Relations
Advertising
Social Media
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Interest
Account Planning
Research
Positioning
Messaging
Delivery
Public RelationsAdvertising
Social Media
Action
Desire
Interest
Universe of People
Audience
Segmentation
Awareness/Attention
Direct Marketing
Search
Social Media
Channel Marketing
Digital Experience
Native Advertising
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Desire
Account Planning
Research
Positioning
Messaging
Delivery
Public RelationsAdvertising
Social Media
Action
Desire
Interest
Universe of People
Audience
Segmentation
Awareness/Attention
Direct Marketing
Search
Social Media
Digital Experience
Channel Marketing
Native Advertising
Whitepapers
Long Form Video
Events
Webinar
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Action
Account Planning
Research
Positioning
Messaging
Delivery
Public RelationsAdvertising
Social Media
Action
Desire
Interest
Universe of People
Audience
Segmentation
Awareness/Attention
Direct Marketing
Search
Social
Digital Experience
Channel Marketing
Long form video
Whitepapers
Events
Webinar
Native Advertising
Conversion Optimization
User Experience
Call Center
Sales Visit
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
B2B industry benchmark for lead conversions*
Suspects
* Based on industry averages/benchmark developed by Netprospex
Prospects
Marketing Qualified
Lead
Sales Accepted Lead
Sales Qualified Lead
Closed Deals
Avg Size of Sale
2015 Marketing
Generated Revenue Goal
$$$$$$
x $$$$
2%
4%
67%
47%
31%
Closed Deals
Suspects
Prospects
Marketing Qualified Lead
Sales Accepted Lead
Sales Qualified Lead
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Content
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Content engine
#IntegratedMarketing
The Campaign Stack:
Mapping communications to
maximize coverage
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Air Cover
Demand & Lead
Generation
Collateral
Training
Commercial offer
Promotions
Print, online, TV, radio, public relations, online banners/
search, podcasts, out-of-home (billboards, airports, etc.)
Direct mail, email, Newsletters, events (real and virtual)
Briefs, presentations, white paper, customer case
studies
Workshops, E-seminars, podcasts, online exams
Preconfigured packages, boxed sets, subscription
service, starter kits
Bundle discounts, partner incentives, rebates, awards
The Campaign Stack: A pragmatic approach to
marketing
#IntegratedMarketing
© 2015 Capstrat LLC. All Rights Reserved.
Big whooping mistakes
No call to action
Bad timing between air cover and demand generation
Inconsistent message
No training
Not telling Sales
Telling channel partners before

direct Sales or Field Marketing
#IntegratedMarketing
(Multi) Media:
Viewing the landscape
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Media continues to converge
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Integration enhances visibility and mitigates risk
PA I D M E D I A
Strengths
Visibility
Weaknesses
Credibility
O W N E D M E D I AControl Visibility
E A R N E D M E D I ACredibility Control
Visibility
Control
Credibility
Visibility
Credibility Control
LessMore
#IntegratedMarketing
Where does digital
fit in?
Digital Communications
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
CMO.com
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
CMO.com
#IntegratedMarketing
Technology can’t save a

bad marketing idea.
PAID
OWNED EARNED
#IntegratedMarketing
RESEARCH AND INSIGHT
AUDIENCE
PAID
OWNED EARNED
#IntegratedMarketing
CONTENT
INBOUND
MARKETING
OUTBOUND
MARKETING
#IntegratedMarketing
AUDIENCE
PAID
OWNED EARNED
CONTENT
INBOUND
MARKETING
OUTBOUND
MARKETING
RESEARCH AND INSIGHT
#IntegratedMarketing
RESEARCH AND INSIGHT
AUDIENCE
PAID
OWNED EARNED
CONTENT
INBOUND
MARKETING
OUTBOUND
MARKETING
DESTINATIONS COMMUNICATIONS
MEASUREMENT AND OPTIMIZATION #IntegratedMarketing
RESEARCH AND INSIGHT
AUDIENCE
PAID
OWNED EARNED
CONTENT
INBOUND
MARKETING
OUTBOUND
MARKETING
DESTINATIONS COMMUNICATIONS
MEASUREMENT AND OPTIMIZATION
RESEARCH AND INSIGHT
AUDIENCE
PAID
OWNED EARNED
CONTENT
INBOUND
MARKETING
OUTBOUND
MARKETING
DESTINATIONS COMMUNICATIONS
MEASUREMENT AND OPTIMIZATION
Destinations
Digital Experiences
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Origins of Capstrat Digital
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Origins of Capstrat Digital
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
And then a few things happened...
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Pay attention to mobility, 

context and content
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Use current technology
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Use current technology
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Ensure measurable
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
The Website
has become the

Web Experience.
#IntegratedMarketing
Communications
Outbound and Inbound
Marketing
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Same things as you, and...Fragmentation of media channels
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Most popular online activities
Social is closing in, but
email and search are still
really strong.
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
But, when talking about mobile users...
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Measurement,
optimization
and testing
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
A/B/split testing and multivariate testing (MVT)
#IntegratedMarketing
© 2015 Capstrat LLC. All Rights Reserved.
Why test?
Only way to truly know what works and what doesn’t for
your industry, customers and products
No opinions
No “best practices”
No “design for design sake”
#IntegratedMarketing
© 2015 Capstrat LLC. All Rights Reserved.
What can you test?
Processes/ user workflows
Landing pages
Campaigns
Design
Content
Marketing promotions
#IntegratedMarketing
© 2015 Capstrat, LLC. All Rights Reserved.
Thank you
www.deliver.capstrat.com/integratedmarketing
Shane Johnston
e. sjohnston@capstrat.com
t. @shanetjohnston
Jon Barlow
e. jbarlow@capstrat.com
t. @Jon_Barlow
#IntegratedMarketing

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Marketing Decision-Makers: Stop Thinking Tactics, Start Thinking Campaigns

  • 1. Integrated Marketing Communications Strategic Development and Tactical Implementation #IntegratedMarketing
  • 2. © 2015 Capstrat, LLC. All Rights Reserved. Why integrated marketing is better. • Better response • Better revenue • Better retention • Better branding • Better lifetime value • Better serves our audiences But it’s not easy...
  • 3. © 2015 Capstrat, LLC. All Rights Reserved. Why integrated marketing is better. • Better response • Better revenue • Better retention • Better branding • Better lifetime value • Better serves our audiences But it’s not easy... #IntegratedMarketing Landing Page: www.deliver.capstrat.com/integratedmarketing
  • 4. © 2015 Capstrat, LLC. All Rights Reserved. Budgets
 
 “I don’t know.” – Response from 50% of marketers when asked how much they could increase incremental profits with a 10% increase in budget.
 
 Source: Lenskold Group and emedia © 2015 Capstrat, LLC. All Rights Reserved. #IntegratedMarketing
  • 5. © 2015 Capstrat, LLC. All Rights Reserved.© 2015 Capstrat, LLC. All Rights Reserved. Technology
 
 Email down. Password resets. Smartphone not connecting to Exchange. Internet is slow. Etc. Etc. Etc. 
 #IntegratedMarketing
  • 6. © 2015 Capstrat, LLC. All Rights Reserved. Information
 
 66% of marketers feel overwhelmed by volume of data, 59% are frustrated by how long it takes to receive reports, and 50% said reports lack important information.
 
 Source: DOMO Survey, November 2013 © 2015 Capstrat, LLC. All Rights Reserved. #IntegratedMarketing
  • 7. © 2015 Capstrat, LLC. All Rights Reserved. Meetings
 
 37% of employee time is spent in meetings. Managers attend more than 60 meetings per month.
 
 Source: InfoCom © 2015 Capstrat, LLC. All Rights Reserved. #IntegratedMarketing
  • 8. © 2015 Capstrat, LLC. All Rights Reserved.© 2015 Capstrat, LLC. All Rights Reserved. Resistance
 
 Only 30% of change programs succeed.
 
 Source: John Kotter #IntegratedMarketing
  • 9. © 2015 Capstrat, LLC. All Rights Reserved. How do we move away from this typical scenario? #IntegratedMarketing
  • 10. Setting Accurate Measures How did you do? 
 How do you know? #IntegratedMarketing
  • 11. © 2015 Capstrat, LLC. All Rights Reserved. Output Reach, touch, click Business Goals
 Added value Outcomes Knowledge, opinions, attitudes Organization Targeted groups Tactics/media/ channels Total measurement #IntegratedMarketing
  • 12. © 2015 Capstrat, LLC. All Rights Reserved. The total measurement framework Measurement frameworks help visualize strategic initiatives for every marketing objective, and how each will be measured to prove success. #IntegratedMarketing
  • 13. © 2015 Capstrat, LLC. All Rights Reserved. Measure what matters. #IntegratedMarketing
  • 14. © 2015 Capstrat, LLC. All Rights Reserved. Measurement/Analytics #IntegratedMarketing
  • 15. © 2015 Capstrat, LLC. All Rights Reserved. Measurement/Analytics Loyalty Sales Attribution High Value Behaviors Completion of Task Likes/Follows Page/Video Views Time Spent Clicks CTR/CPC Visits #IntegratedMarketing
  • 16. The Funnel Getting Your Audience From Point A to Point B #IntegratedMarketing
  • 17. © 2015 Capstrat, LLC. All Rights Reserved. Funnel • testing/optimization #IntegratedMarketing
  • 18. © 2015 Capstrat, LLC. All Rights Reserved. #IntegratedMarketing
  • 19. © 2015 Capstrat, LLC. All Rights Reserved. Sales, New Members, Advocates, etc The funnel approach Awareness/Attention Action Desire Interest Universe of People #IntegratedMarketing
  • 20. © 2015 Capstrat, LLC. All Rights Reserved. Planning/Strategy Action Desire Interest Universe of People Audience Segmentation Awareness/Attention Account Planning Research Positioning Messaging Delivery #IntegratedMarketing
  • 21. © 2015 Capstrat, LLC. All Rights Reserved. Awareness/Attention Account Planning Research Positioning Messaging Delivery Action Desire Interest Universe of People Audience Segmentation Awareness/Attention Public Relations Advertising Social Media #IntegratedMarketing
  • 22. © 2015 Capstrat, LLC. All Rights Reserved. Interest Account Planning Research Positioning Messaging Delivery Public RelationsAdvertising Social Media Action Desire Interest Universe of People Audience Segmentation Awareness/Attention Direct Marketing Search Social Media Channel Marketing Digital Experience Native Advertising #IntegratedMarketing
  • 23. © 2015 Capstrat, LLC. All Rights Reserved. Desire Account Planning Research Positioning Messaging Delivery Public RelationsAdvertising Social Media Action Desire Interest Universe of People Audience Segmentation Awareness/Attention Direct Marketing Search Social Media Digital Experience Channel Marketing Native Advertising Whitepapers Long Form Video Events Webinar #IntegratedMarketing
  • 24. © 2015 Capstrat, LLC. All Rights Reserved. Action Account Planning Research Positioning Messaging Delivery Public RelationsAdvertising Social Media Action Desire Interest Universe of People Audience Segmentation Awareness/Attention Direct Marketing Search Social Digital Experience Channel Marketing Long form video Whitepapers Events Webinar Native Advertising Conversion Optimization User Experience Call Center Sales Visit #IntegratedMarketing
  • 25. © 2015 Capstrat, LLC. All Rights Reserved. B2B industry benchmark for lead conversions* Suspects * Based on industry averages/benchmark developed by Netprospex Prospects Marketing Qualified Lead Sales Accepted Lead Sales Qualified Lead Closed Deals Avg Size of Sale 2015 Marketing Generated Revenue Goal $$$$$$ x $$$$ 2% 4% 67% 47% 31% Closed Deals Suspects Prospects Marketing Qualified Lead Sales Accepted Lead Sales Qualified Lead #IntegratedMarketing
  • 26. © 2015 Capstrat, LLC. All Rights Reserved. #IntegratedMarketing
  • 27. © 2015 Capstrat, LLC. All Rights Reserved. #IntegratedMarketing
  • 28. © 2015 Capstrat, LLC. All Rights Reserved. Content #IntegratedMarketing
  • 29. © 2015 Capstrat, LLC. All Rights Reserved. Content engine #IntegratedMarketing
  • 30. The Campaign Stack: Mapping communications to maximize coverage #IntegratedMarketing
  • 31. © 2015 Capstrat, LLC. All Rights Reserved. Air Cover Demand & Lead Generation Collateral Training Commercial offer Promotions Print, online, TV, radio, public relations, online banners/ search, podcasts, out-of-home (billboards, airports, etc.) Direct mail, email, Newsletters, events (real and virtual) Briefs, presentations, white paper, customer case studies Workshops, E-seminars, podcasts, online exams Preconfigured packages, boxed sets, subscription service, starter kits Bundle discounts, partner incentives, rebates, awards The Campaign Stack: A pragmatic approach to marketing #IntegratedMarketing
  • 32. © 2015 Capstrat LLC. All Rights Reserved. Big whooping mistakes No call to action Bad timing between air cover and demand generation Inconsistent message No training Not telling Sales Telling channel partners before
 direct Sales or Field Marketing #IntegratedMarketing
  • 33. (Multi) Media: Viewing the landscape #IntegratedMarketing
  • 34. © 2015 Capstrat, LLC. All Rights Reserved. Media continues to converge #IntegratedMarketing
  • 35. © 2015 Capstrat, LLC. All Rights Reserved. Integration enhances visibility and mitigates risk PA I D M E D I A Strengths Visibility Weaknesses Credibility O W N E D M E D I AControl Visibility E A R N E D M E D I ACredibility Control Visibility Control Credibility Visibility Credibility Control LessMore #IntegratedMarketing
  • 36. Where does digital fit in? Digital Communications #IntegratedMarketing
  • 37. © 2015 Capstrat, LLC. All Rights Reserved. CMO.com #IntegratedMarketing
  • 38. © 2015 Capstrat, LLC. All Rights Reserved. CMO.com #IntegratedMarketing
  • 39.
  • 40. Technology can’t save a
 bad marketing idea.
  • 42. RESEARCH AND INSIGHT AUDIENCE PAID OWNED EARNED #IntegratedMarketing
  • 45. RESEARCH AND INSIGHT AUDIENCE PAID OWNED EARNED CONTENT INBOUND MARKETING OUTBOUND MARKETING DESTINATIONS COMMUNICATIONS MEASUREMENT AND OPTIMIZATION #IntegratedMarketing
  • 46. RESEARCH AND INSIGHT AUDIENCE PAID OWNED EARNED CONTENT INBOUND MARKETING OUTBOUND MARKETING DESTINATIONS COMMUNICATIONS MEASUREMENT AND OPTIMIZATION
  • 47. RESEARCH AND INSIGHT AUDIENCE PAID OWNED EARNED CONTENT INBOUND MARKETING OUTBOUND MARKETING DESTINATIONS COMMUNICATIONS MEASUREMENT AND OPTIMIZATION
  • 49. © 2015 Capstrat, LLC. All Rights Reserved. Origins of Capstrat Digital #IntegratedMarketing
  • 50. © 2015 Capstrat, LLC. All Rights Reserved. Origins of Capstrat Digital #IntegratedMarketing
  • 51. © 2015 Capstrat, LLC. All Rights Reserved. And then a few things happened... #IntegratedMarketing
  • 52. © 2015 Capstrat, LLC. All Rights Reserved. Pay attention to mobility, 
 context and content #IntegratedMarketing
  • 53. © 2015 Capstrat, LLC. All Rights Reserved. Use current technology #IntegratedMarketing
  • 54. © 2015 Capstrat, LLC. All Rights Reserved. Use current technology #IntegratedMarketing
  • 55. © 2015 Capstrat, LLC. All Rights Reserved. Ensure measurable #IntegratedMarketing
  • 56. © 2015 Capstrat, LLC. All Rights Reserved. The Website has become the
 Web Experience. #IntegratedMarketing
  • 58. © 2015 Capstrat, LLC. All Rights Reserved. Same things as you, and...Fragmentation of media channels #IntegratedMarketing
  • 59. © 2015 Capstrat, LLC. All Rights Reserved. Most popular online activities Social is closing in, but email and search are still really strong. #IntegratedMarketing
  • 60. © 2015 Capstrat, LLC. All Rights Reserved. But, when talking about mobile users... #IntegratedMarketing
  • 61. © 2015 Capstrat, LLC. All Rights Reserved.#IntegratedMarketing
  • 62. © 2015 Capstrat, LLC. All Rights Reserved. Measurement, optimization and testing #IntegratedMarketing
  • 63. © 2015 Capstrat, LLC. All Rights Reserved. A/B/split testing and multivariate testing (MVT) #IntegratedMarketing
  • 64. © 2015 Capstrat LLC. All Rights Reserved. Why test? Only way to truly know what works and what doesn’t for your industry, customers and products No opinions No “best practices” No “design for design sake” #IntegratedMarketing
  • 65. © 2015 Capstrat LLC. All Rights Reserved. What can you test? Processes/ user workflows Landing pages Campaigns Design Content Marketing promotions #IntegratedMarketing
  • 66. © 2015 Capstrat, LLC. All Rights Reserved. Thank you www.deliver.capstrat.com/integratedmarketing Shane Johnston e. sjohnston@capstrat.com t. @shanetjohnston Jon Barlow e. jbarlow@capstrat.com t. @Jon_Barlow #IntegratedMarketing