Pardot Elevate 2012 - Best Basic Practices for Drip Nurturing
Lead Nurturing 101: Pardot Marketing Automation for NetSuite
11
Lead Nurturing 101 for NetSuite Featuring: Pardot Marketing Automation
Transcript of Lead Nurturing 101: Pardot Marketing Automation for NetSuite
Lead Nurturing 101 for NetSuite
Featuring: Pardot Marketing Automation
Why Lead Nurturing? (reason #1)
• 80% of inbound leads are not ready for a sales call
* Source: Forrester Research
Why Lead Nurturing? (reason #2)
• SEO gets people to your website… then what?
Why Lead Nurturing? (reason #3)
• 71% of B2B marketers are doing MORE content marketing than a year ago (only 2% are doing LESS)
* Source: B2B Technology Marketing Community (LinkedIn Group)
Lead Nurturing Process
ATTRACT1
Attract visitors to your website
• SEO• Social Media• PPC• QR codes• Blog• Email• Advertising
ENGAGE2
Capture their attention, get them to Opt-in
• Video• Whitepapers• eBooks• Webinars• Blog• Forums• Polls
NURTURE3
Keep their attention, become their “go-to”
when ready to buy
• Segment by persona• Segment by interest• Drip marketing• Personalized messages• Add value, educate• Build your brand• Become their “go-to”
CONVERT4
Provide better leads to Sales, help them prioritize their time
• More sales-ready leads• Prioritize by lead score• Website activity history• Real-time visitor alerts• Integrate with CRM• Measure ROI
Lead Nurturing Funnel
ENGAGE with LANDING PAGES & CONTENT
All you need is their name and email address
AUTOMATE DRIP MARKETING PROGRAMS
5 touches, 10 touches, 20 touches… you decide
CONVERT TO SALES-READY LEADS
Lead scoring and real-time sales alerts
Web Visitors
Pardot Summary / Q&A
Lead Nurturing / Email
ROI Reporting
Landing Pages Progressive Profiling
List Development / Mgmt
Persona Segmentation
Lead Scoring
Real-Time Visitor Alerts
Behavior Tracking
Integration with CRM
Key Benefits of Pardot Marketing Automation
• For Marketing:o Automate. Automate. Automate.o Target better messages o Improve lead quality and volume
• For Sales:o Focus on the best, most engaged, leadso Ask better questions based on visitor interestso Real-time notifications (strike while the iron is hot)
• For Management:o Improve opportunity close rate %o Increase revenue/profit with same # of employeeso Brand equity
Pardot / NetSuite integration
Contacts
Companies
Fields
Score, Grade
Activity
Calls, Opps
Why choose Pardot?
Ease of UseValue No-Hassle
Rob MacEwenManaging Director
(866)563-3858 [email protected]/Audaxium
Visit us in Pardot Booth #144
@ SuiteWorld 2012
