The document describes a Qualified Lead Nurturing (QLN) process that includes 4 stages: 1) Identify & Connect by finding qualified leads through keyword intent, demographics and content consumption, 2) Customize & Automate by using behavioral scoring and automated messaging tailored to individual behaviors, 3) Research & Orchestrate through testing, optimization and targeted messaging, and 4) Deliver & Refine by providing leads' contact details and behavioral data for refinement of the process. A case study showed the QLN campaign delivered over 12,000 qualified leads, with 10% filling out applications, exceeding the goal by 200%.

1. QLN
Qualified Lead Nurturing

2. Identify & Connect
Customize & Automate
Deliver & Refine
Research & Orchestrate
2
QLN:QualifiedLeadNurturing

3. 3
QLN:QualifiedLeadNurturing
Research & Orchestrate
• Testing & optimization
• Targeted contextual messages
• Targeted media placement

4. Research & Orchestrate
4
• Incorporate any data source
• IP targeting
• Telemarketing
• Inbound calling
• Direct mail
• Out-of-home advertising

5. 5
Identify and Connect
• Keyword intent
• Qualified demographics
• Relevant content consumption
QLN:QualifiedLeadNurturing

6. Identify & Connect
6
• Campaign deployment
• Initial behavioral tracking
• Scoring models begin to
track prospect activity

7. 7
QLN:QualifiedLeadNurturing
Click Download View Open
Customize & Automate
• Behavioral Scoring
• Automated Messaging

8. Customize & Automate
8
• Continued deployments
• Tracked behaviors determine
how messages are deployed
• Scoring adds insight into
company and individual
behaviors

9. Customize & Automate
9

10. 10
QLN:QualifiedLeadNurturing
Deliver & Refine
Firstname Lastname
Company, LLC
202-555-5555
firstlast@website.com
Behavioral Score: 99,250
Company Score: 125,700
Downloads: 2
Website Visits: 7

11. Case Study: QLN in Action
11
From a recent QLN campaign for a company
seeking a boost in new leads:
• 12,000 qualified leads
delivered over 60 days
• 10%+ of delivered leads
filled out an application
• 200% to goal (and counting)