1. Marketing Automation Primer Tom Hudak Commercial Marketing Manager, the Americas Keithley Instruments

2. The Marketing Automation Process Source: Marketo

3. Marketing Automation Basics Promotional Email Platform such as SilverPop B2B Lead Nurture Email Campaigns Automate Delivery of Message to Low Ranked Leads Frees Inside Sales Resources from Customized Emails Individually Delivered Target Account/Sales Territory Programs Achieves 1-to-1 Personalization while Minimizing “Live” Inside Sales Resources Email, Microsite, Web Form & Nurture Campaigns to Create and Nurture Leads

5. Tailored to their last expressed area of interest

6. Designed to move them ever further down the funnel for conversion to customers/salesInitial Inquiry Fulfillment Webinar Example Targeted Communication Article Product Demo Targeted Communication Targeted Communication/ Conversion by Sales Application Consultation Offer

7. Targeted Emails = Higher Returns

8. Email Exchange Drives Behavorial Retargeting Accurately measure customer web and campaign activity data Easily create customer segments Automatically generate marketing campaigns Visitors Data Connectors Webtrends Analytics

10. Downloads by VID

11. Scenarios Completed by VID

12. Onsite Search by VID

13. External Search Phrase by VID