Partner Strategy – Digital and Local Services
Success Metrics 2015 2016 – Baseline 2017 – Invest/Build 2018 - Scale
Platinum/Gold Partners 2/5-10 4-5/15 8-10/20 12-15/25-30
Partner Contribution &
Customer Success
• Partner Attached • Partner
Sourced/Influenced
• $ Growth with partner
• Lighthouse
customer/partner
• Partner Sourced
• Retention/$ Growth
• Deal Size
• Vertical and Platform
Transformation
Lighthouse Customers
• Partner Sourced
• Retention/$ Growth
• Deal Size
• Vertical and Platform
Transformation
Lighthouse Customers
Marketo Competence • Certified Consultants • Certified Consultants
• Specialization
• Specializations
• Tech Architects
Joint Commitment • Joint Account
Plans
• Joint Account Plans
• Joint Offerings
• Business Plans/Exec
Commitment
• Repeatable Offerings
• Business Plans/Exec
Commitment
• Repeatable Offerings
Sales Behavior • Partner Attach Rate
(20-25% first year)
• Partner Attach in Top 40
deals (60%)
• Partner Attach ( >50% in
EMEA, ANZ)
• Resell (incl some Intl
Expansion)
• Partner Attach in Top
20 deals (75%)
• Resell/OEM
• International
Expansion

Driving best-of-breed apps to market success by leveraging
the Marketo platform, its growing distribution and network
in the most effective way.
LAUNCHPOINT 2.0:
THE ULTIMATE MARTECH ACCELERATOR
Brand
Thought
Leadership
Integrate
Engagement
Platform
Monetize
Grow with
Marketo
Invest
Test before
Acquire

TIERS PRICING & PACAKGING
Grandfathered Listing Rev Share
Fee 0 TBD* 20% Rev
Referral Fee for Referring Customers to Marketo - SALES 10% 10% 10%
Listing/Leads, Sandbox - TECH ✔ ✔ ✔
Partner technology roadmap - TECH ✔ ✔
Office Hours - SUPPORT ✔ ✔
Press Release with a Quote from Marketo - MKTING ✔ 1 only ✔
Customer-Partner Marketo Sponsored Webinar Eligibility- MKTING ✔
Marketo Partner Advisory Board Eligibility – MKTING* ✔
Scheduled 1:1 Developer Consultation – PM ✔
API Roadmap Review & Early Access Program - PM ✔
Account Mapping & Sales Planning with Sales - SALES ✔
Present to Marketo Sales Teams (CAM, ENT, SMB, SC) - SALES ✔
Participate in compensation plan for CAMs or AEs - SALES ✔
Introduced by Marketo CAMs Programmatically ✔
Sold by Marketo CAMs and AEs
First Level Support
Certified Integration Program Eligibility and Distinction- PM $3k optional $3k mandatory
* The higher f $1900 and $200 per joint customer
** Top 10 rev share contributors

Marketo Engagement Platform
ENGAGEMENT MARKETING APPS
ENGAGEMENT MARKETING HUB
AUTOMATION ANALYTICS ADAPTIVE (A.I.)
CUSTOMER PROFILES
EMAIL
MARKETO APPLICATION CATEGORIES PARTNER APPS
WEB ADS MOBILE SOCIAL
MARKETING
AUTOMATION
PREDICTIVE
CONTENT
ABM SALES INTEL PLANNING
EVENTS
ANALYTICS
UNIFIED SCALABLE OPEN

CUSTOMER JOURNEY IN DATA
FORM
CONVERT
EMAIL
NURTURE
SEARCH
ACQUIRE
WEB/CMS
ENGAGE
DMP/DSP
RETARGET
DATA
PROVIDER
ENRICH
MDM
STANDARDIZE
EDW
PREDICT
EVENT
PROVIDER
LISTEN
SOCIAL
REACTIVATE
CRM
CLOSE
BI/DATA
LAKE
OPTIMIZE
DMP/DSP
EXPAND
MOBILE
X-SELL

UNIFIED
OPEN SCALABLE
MARKETO ENGAGEMENT PLATFORM

ENGAGEMENT APPS
MARKETO APPS PARTNER APPS
ENGAGEMENT DATA

AUTOMATION ANALYTICS ADAPTIVE
CUSTOMER PROFILES
ENGAGEMENT APPS
ENGAGEMENT DATA

ENGAGEMENT APPS
EMAIL WEB ADS MOBILE SOCIAL
MARKETING
AUTOMATION
PREDICTIVE
CONTENTABM SALES INTEL PLANNING
EVENTS
ANALYTICS
AUTOMATION ANALYTICS ADAPTIVE
CUSTOMER DATA & IDENTITIES
ENGAGEMENT DATA

• How is your Marketo business over the past year? Why?
• Who is building your business on net new/sales vs Install
services? If both what percentage is your
investment/focus?
• What improvements do you recommend we make in to
support joint customers and your growth with Marketo?
• What is working well for you and customers?
Open Questions to our Partner Community

Topics
Who
we are
What
problems
we solve for
enterprises
Platform &
Application
Overview
Enterprise
Scale &
Agility

Leading Enterprise
Customer
Engagement Platform
5000+ Customers, Including:
Marketo Overview
Empower companies
to build relationships
and grow revenue at
Scale
Singular focus on
success of Marketing
Nation® - 60k vibrant
community of
marketers
650+ Strong
LaunchPoint® Partner
Ecosystem – Richest in
the digital marketing
industry
Rated #1 by customers
& industry analysts:
G2Crowd, TrustRadius
and Gartner Peer
Insights, Gartner,
SiriusDecisions and
Forrester

Large Enterprises Rank Marketo #1

What Analysts Say About Marketo

What Analysts Say About Marketo
“Marketo’s key strengths
include product
innovation, roadmap and
ecosystem of partners”
“Marketo is rated #1 for
overall strategy, product
strategy and breath of vision”
MCCM, 2016 Lead to Revenue Management 2016

Marketo Engagement
Marketing Solutions
B2B Lead
Management
@scale
Consumer
Marketing
@scale
B2B Considered
Purchase

Marketo’s Customers Across Industries
Life Sciences
& Healthcare
Manufacturing
& EnergySoftware & Cloud Business Services
Financial ServicesCommunications &
InfrastructureMedia & Consumer Education

Topics
What
problems
we solve for
enterprises

Increase in marketing
influenced wins45%
Leads delivered by
1k+ global marketers4M
B2B Lead
Management
Marketo: Digital marketing
hub worldwide for prospect &
customer engagement and
delivering rich pipeline.

reduction in customer
churn rates8%
higher average deal
size for marketing
influenced renewals
111%
B2B Customer
Marketing
Marketo: Digital marketing hub
worldwide for existing customer &
partner engagement.

New patient enrollments
in a year via cross-
channel campaigns to
acquire new members
12K
Consumer
Marketing
Driving deep engagement
across physical and digital
channels to sign-up
consumers under
affordable care act.

increase in marketing-
sourced sales pipeline
2.6x
Email Marketing

increase in year-over-
year ticket sales30%
renewal rate for season
ticket holders90%
Mobile Marketing

Topics
Platform &
Application
Overview

An explosion in touch points has
resulted in a explosion in point
systems, which leaves the marketer
confused and the marketing
landscape complicated.

Deliver Personalized and Authentic Experiences at Scale
Marketo Engagement Platform
ENGAGEMENT MARKETING APPS
ENGAGEMENT MARKETING HUB

Complete Ecosystem
Hundreds of partners across 20+ categories
Engagement
Marketing
Platform
Complete Ecosystem of Solutions

LaunchPoint Partner Snapshot
Analytics -BI
Analytics - Predictive
Content Marketing
Events - Webinars
Interactive Content
Display & Campaigns
Events - Live
Customer Data
Integrations
Translation
Video
Channel Marketing
Offline/Direct Mail
Marketing Fin Mgmt
Web CMS
Social
VOC/Surveys
Mobile

accounts across
channels
impact on pipeline
& revenue
Focus on the accounts that matter most
Account-Based Marketing
Target Engage Measure
the right accounts
& people

• Prove marketing’s contribution
to business growth with
pipeline & revenue attribution
• Optimize marketing
investments with customer
journey analytics and campaign
& channel ROI
Analytics

• Create personalized web
experiences that engage visitors
longer and increase conversions
• Identifies web visitor attributes
in real time and matches the
right content, imagery and offers
Web Personalization

• Recommend the best content
for each person across web,
mobile and email channels
• Learns and adapts over time
using artificial intelligence
• Increase engagement &
conversions
Predictive Content

Ad Bridge connects Marketo’s unique audience data to your advertising
platform, so you can run more targeted, personalized digital ad campaigns
that improve your marketing ROI.
Ad Bridge
Capabilities
Personalize
retargeting ads for
website visitors
Target known prospects
with display ads for
nurture/reactivation
Ingest leads or data
from paid media
systems
Optimize ad campaign
spend with offline
conversion data

MARKETO AD BRIDGE
Paid Media
Campaign &
Activity Data
Client-side
JavaScript
First Party Data
Attributes, Segmentations
Built-In
Connectors
DMP
Integration
Ad Bridge
AdPlatforms
Data Onboarders

As the only independent Enterprise Marketing Automation vendor, Marketo has a
ten year track record of setting the pace for the innovation agenda for the industry.
Unmatched Pace of Innovation
“Marketo’s pace of product innovation
is unmatched in the industry”
Chris Fletcher
Vice President and Lead Analyst, Gartner

Topics
Enterprise
Scale &
Agility

Project Orion: Scale for Tomorrow
2020
2015
2012
125 Billion Activities
2.7 Billion Emails
500 Billion Activities
18 Billion Emails
25 Trillion Activities
100 Billion Emails
Marketo’s Next Generation Enterprise Architecture:
an investment in value-driven marketing at scale
Relational
NoSQL
Federated
SQL-driven
for enterprise
ACID needs
100x segmentation
acceleration via
SOLR
IOT-ready architecture
for billions of
interactions

Project Mercury: Simplicity for Tomorrow

Project Mercury: Simplicity for Tomorrow
Marketo’s Next Generation User-interface:
Driving simplicity and agility for marketing teams
Universal Design
Language
High Velocity &
Enhanced Usability
Re-imagine Core
Concepts

2017 Roadmap Themes
Marketo
Engagement
Platform
Analytics
Account-
Based
Marketing
Next
Generation
UX
Core
Experience

The Partner Engagement Economy

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