Effective Online Lead Generation for SolidWorks VARs
-
Upload
audaxium -
Category
Technology
-
view
880 -
download
1
description
Transcript of Effective Online Lead Generation for SolidWorks VARs
Effective Online Lead Generation for SolidWorks VARs
Are there enough qualified leads in your
pipeline?
Audaxium: How we help SolidWorks VARs
• Help improve:o Marketingo Saleso Operationso Customer Loyalty
• Examples of our services… o Netsuite CRM/ERPo Pardot Online Marketingo Web Store Implementations
Marketing Challenges in 2010
• Sales 2.0 (pull marketing vs. push marketing)o 64% of C-level execs use internet to search for productso 54% of buyers are doing more research online than beforeo 80% of inbound leads never have a meaningful conversation
• Decision-makers are in hidingo Voicemailo Spam filters
•Marketing teams are busy – never enough time in the day
Do you know where your prospects come from?
•Which lead source strategies work?
•Where do you need to spend your time & money?
•Which strategies are converting into sales?
Your Email
Social Media
Paid Search
Natural Search
Your Blog
Site Referral
Pardot Conversion Funnel
ENGAGING LANDING PAGES
Your leads are scored & graded using rules
AUTOMATE NURTURING PROGRAMS
Drip e-mail programs & dynamic web content
SALES-READY NOTIFICATION
Alert Sales Reps when leads become sales-ready
Web Visitors• 80% of leads are not ready for a sales call
LSC (Siebel Leads) Nurturing Drip Program
1
2
3
Pardot Overview
Email Marketing
Reporting & Web Analytics
CRM Integration
Nurturing Automation
Link to other systems
Landing Page & Form Creation
Lead Scoring
Sales Team Alerts
Pardot Web Marketing Process
ATTRACT1
Bring leads to your website with e-mail automation
Micro-level tracking allows you to individually track all links and calls to action in your emails and easily view which prospects take action
ENGAGE2
Deliver compelling web content and landing pages
Easily create landing pages and forms with drag and drop wizards. Intelligent dynamic content can be delivered to specific visitors
NURTURE3
Easily determine who your most active leads are
Track visitor activity on your website, use automated drip programs to send your lead the right info to become a prospect
DELIVER4
Hand off nurtured prospect to the sales team
Automated lead scoring, rules and segmentation make it easy to pass hot leads to a sales person and provide them with data to help sell
Using Pardot E-mails
o Did the lead open the e-mail?o Did the lead pick on a link in the e-mail? Which link?o Did the lead go to the landing page? Fill out the form?o Did they watch the video or view a white paper?o Where did they go and what did they do after that?
Sending e-mails with Pardot provides more visibility on how your lead reacts to the e-mail you sent them
Result: You can determine if your e-mails are effective and how leads use them
Raise your conversion rate with Landing Pages
Multivariate Testing of page content &
graphics
Dynamic content displayed for
different lead types Web form provides Progressive Profiling
of your visitors
Submitting the form will launch lead into a
Drip Program
Know where visitor came from with Lead
Source Tracking
Automation rules for Segmenting and
Lead Scoring
Track if visitor watched a video or
read the white paper
Nurture and Profile your leads
Visitor activity on the websiteo Visited the site more than 5 timeso Read two Simulation White Paperso Watched a related Videoo Picks on the Simulation links from
newsletter e-mails
Having filled out a web form Pardot now has the lead’s contact details and automatically tracks and rates their web interaction
Lead Source: Signed up for our Newsletter
o Has read a related blog posto Searched for ‘FEA’ on the siteo Read a related success storyo Checked out the Simulation
Promotion in July
Result: Pardot determines they are interested in Simulation and alerts a Sales Rep
Act on intelligence from Pardot
Pardot Automation and Profile Segmentation provides sales people with better leads to follow
o Get real-time alerts of visitor/lead activity on your desktopo With automation rules leads are assigned to sales people at the
right time when a lead shows the right buying signalso Know what a lead is interested in or has investigated before
speaking to themo Make phone calls easier when you know what a lead has
reviewed on your website
Result: Allows for better conversations with your leads when they are ready to buy
In summary…
• Sales 2.0 (pull marketing vs. push marketing)o 75% of leads will buy “something” within 24 monthso Beat your competitors at the nurturing processo Be perceived as a thought leader rather than a spammer
• Decision-makers are in hidingo When they’re ready to shop, capture them before your
competitors do
•Marketing teams are busy – never enough time in the dayo Automate, automate, automate
Craig DesBrisayDirector of Sales & Marketing
700 Dorval Drive, Suite 700Oakville, Ontario, L6K 3V3
T (866) 563-3858C (647) 982-4749 e [email protected] www.audaxium.com
Go to www.audaxium.com
Download our Web Marketing Guide White Paper to learn more