Four B2B marketing issues Marketing Automation can solve.

Business marketing has changed radically in recent years. As buyers do more research on the Internet, they interact with sales people less often and later in the selection process.

This has made marketers increasingly responsible for attracting new customers and providing them with information.

At the same time, marketers face pressures to deploy new techniques, control costs, and prove out the value of their efforts.”

David Raab, Gleansight, December 2011

“

The main issue

What marketing automation can do

Not implementing a Marketing Automation solution may be the ultimate career limiting move for today's marketers. If you haven't gotten started you are already behind the 8 ball.”

IDC Group, November 2011

“

The issue

76%

THE PERCENTAGE OF CMOs WHO SAY HIGH QUALITY LEAD GENERATION IS

THEIR GREATEST CHALLENGE

The solution

LEAD NURTURING WITH DRIP CAMPAIGNSThe process of automatically “dripping” relevant information, usually via email, to sales

leads over a period of time, based either on user action or predefined time interval.

TIMELY INFORMATION

LEAD NURTURING EASY OPTIMIZATION

The solution

INCREASE IN QUALIFIED LEADS FOR COMPANIES USING

MARKETING AUTOMATION FOR LEAD NURTURING.451%

The issue

19Without Marketing Automation...

THE NUMBER OF MONTHS IT TAKES TO CREATE A NEW

B2B CUSTOMER

7THE NUMBER OF TOUCHES TO CONVERT A PROSPECT

INTO A CUSTOMER

The solution

Companies that invest in marketing automation solutions see 70% faster sales cycle times, and 54% improvement in quota achievement.

(Bulldog Solutions)

The solution

Why?

LEAD NURTURING Marketing Automation

educates prospects so sales don’t have to.

LEAD SCORINGScoring prospects on their

interactions with your organisation ensures only warm leads are

handed to sales.

The issue

73%

THE PERCENTAGE OF CEOs WHO BELIEVE MARKETERS LACK

BUSINESS CREDIBILITY

The solution

Comprehensive, real time ROI reporting is a cornerstone of Marketing Automation, making marketing departments more accountable.

The issue

80% of marketing-originated leads are ignored by the sales team, but 80% go on to buy a solution within 18-24 months.”

SiriusDecisions

“

The solution

Lead nurturing reduces the percentage of marketing generated leads ignored by sales from as high as 80% to as low as 25%.

(Bulldog Solutions)

The solution

50% 75% 10%

INCREASE IN CONVERSATION RATES

MARKETING GENERATED LEADS

FOLLOWED UP

INCREASE IN SALES CLOSED

Companies that automate lead management processes:

Testimonials

By increasing efficiencies through better qualifying leads and increasing effectiveness by ensuring sales efforts are more personalized and relevant, marketing automation enables sales teams to do what they do best – SELL.”

“

Kristen Hambelton, VP of Marketing Neolane Inc.

Testimonials

The things that Pardot (marketing automation platform) is enabling people to do today, are the things that we dreamed about 20 or 30 years ago as marketers – we always wanted to segment better, produce better content, close more deals, close deals faster, all those things that Pardot enables us to do.”

“

Micky Long, Vice President Arketi Group

We are Scotland’s marketing automation specialists. If you are interested in discovering more about the ways in which the technology can help drive business growth for your SME, please visit our marketing automation website or get in touch.

4 Lynedoch CrescentGlasgowG3 6EQ

Tel: 0141 332 0126Email: contact@mcraeandcompany.co.uk