SlideShare ist ein Scribd-Unternehmen logo
1 von 40
Downloaden Sie, um offline zu lesen
Session sponsored by! 
#SPS2014 
Upgrading Your ! 
Lead Nurture Program 
In 2015 !
#SPS2014 
Questions / ON24 Logistics ! 
• 
Download 
this 
white 
paper. 
• 
View 
our 
podcast. 
• 
Take 
our 
assessment 
• 
…
#SPS2014 
Follow 
this 
webinar 
on 
TwiBer 
#SPS2014 
Demand 
Gen 
Report: 
@DG_Report 
LinkedIn: 
@LinkedInMktg 
Amanda 
Halle: 
@ahalle 
LocalyKcs: 
@Localy@cs
#SPS2014 
About Demand Gen Report! 
• Launched 
in 
2007 
to 
track 
best 
pracKces 
in 
lead 
generaKon 
• NewsleBer 
has 
grown 
to 
more 
than 
28,000 
readers 
• We 
also 
offer 
a 
menu 
of 
research 
and 
best 
pracKces 
reports 
• New 
audio/video 
podcasts 
at 
DemandGenReport.com 
@DG_Report 
http://linkd.in/DG_Specialists
Andrew 
Gaffney, 
Editor, 
Demand 
Gen 
Report 
#SPS2014 
Panelists! 
MODERATOR: 
Lucy 
Orloski 
MarkeKng 
Director, 
Localy@cs 
Amanda 
Halle, 
Senior 
Manager, 
MarkeKng 
LinkedIn 
Marke@ng 
Solu@ons
#SPS2014 
Agenda 
• Why do we Nurture Leads? 
• Incorporating other channels into traditional Nurture programs 
• Nurturing at Bizo 
• Moving Beyond Email Nurturing with Localytics
Why Do Marketers Love 
LEAD NURTURING? 
#SPS2014
#SPS2014 
Why Nurture Leads? 
• 57% of B2B organizations identify 'converting qualified leads into 
paying customers' as a top funnel priority. (Source: 
MarketingSherpa)
B2B Marketers Have a Seat at the Revenue Table 
More than half of the marketers surveyed report that 20-60% of their 
#SPS2014 
companies’ revenues are marketing sourced. 
Question: What percentage of your company’s overall revenue goal is 
marketing-sourced revenue?
Why Nurture Leads? 
• Generating net new leads is expensive 
• These leads have already expressed an interest in your 
#SPS2014 
product or service 
• Nurturing and relationship building is key in the B2B world of 
longer sales cycles
How important is lead nurturing to your marketing efforts? 
• Very important – we couldn’t live without it 
• Somewhat important – we have a few campaigns running 
• Not important at all – we focus 100% on new lead generation 
#SPS2014 
Poll
Lead Nurturing is a Key Strategy 
#SPS2014 
94% of marketers use lead nurturing. 
Question: How important is lead nurturing to your marketing efforts?
#SPS2014 
Nurture Programs Today
Marketers Need to Optimize Email 
#SPS2014 
Nurturing Performance 
79% of marketers say their email open rates don’t exceed 20% on 
average. 
Question: On average, what is your email open rate?
#SPS2014 
Nurture Programs with Display
It’s Tough to Get Email Addresses in the First Place 
44% of marketers say only 1-5% of website visitors provide an email 
#SPS2014 
address. 
Question: On average, what percentage of anonymous visitors to your website 
do you estimate ultimately convert by supplying an email address?
#SPS2014 
Multi-Channel Nurturing: 
Anonymous Program 
Homepage 
Bouncers 
“Engaged” 
& 
Blog 
Bizo 
MulK-­‐ 
Channel 
Nurturing 
Social 
AdverKsing 
Week 
1 
Week 
2 
Week 
3 
“5-­‐Minute 
MulK-­‐Channel 
Nurture 
Primer” 
“Display 
AdverKsing 
101” 
“Display 
AdverKsing 
101” 
“Beyond 
the 
Inbox 
Whitepaper” 
“5-­‐Minute 
AdverKsing 
Primer” 
“Beyond 
the 
Inbox 
Whitepaper” 
“Winning 
Plays 
of 
Social 
Adv” 
“5 
B2B 
Lead 
Nurturing 
Mistakes” 
“Social 
Guide 
for 
B2B 
Marketers” 
“5-­‐Minute 
AdverKsing 
Primer” 
“Display 
AdverKsing 
101”
#SPS2014 
Step 1: Define Your High Value Segments 
Multi-­‐Channel 
Nurturing 
Strategy 
• Which business demographic 
segments are most desirable? 
• Which onsite behaviors indicate high 
engagement or provide insight 
specific interests? 
• Which audiences have already taken 
specific actions on your site? Which 
have converted? 
PRODUCT “A” 
PRODUCT “B” 
PRODUCT “C”
• Target relevant messaging and offers by audience 
• Sequence relevant ad creative and content 
• Transfer prospects to most relevant nurture paths as they engage or convert 
• Bid aggressively for most engaged, valuable anonymous segments 
#SPS2014 
Steps 2: Create Multiple Nurture Paths 
Multi-­‐Channel 
Nurturing 
Strategy 
WEEK 1 MESSAGE 
WEEK 2 MESSAGE 
WEEK 3 MESSAGE 
Home Page Only Visitors 
Higher 
Level 
Message 
Engaged Visitors – Product Page A 
Use 
Case 
/ 
Bene9its 
Message 
WEEK 1 MESSAGE 
WEEK 2 MESSAGE 
WEEK 3 MESSAGE
“Social 
Guide 
for 
B2B 
Marketers” 
#SPS2014 
Multi-Channel Nurturing: 
Anonymous Program 
“Winning 
Plays 
of 
Social 
Adv”
#SPS2014 
Case Study: Mastering the B2B Funnelmentals 
Webinar 
Promotion 
• Email Promotion sent to Internal Database 
Display Ads deployed same day to email 
recipients 
• Display Ads drove an additional 83 
registrations – 15% increase in conversions 
• Targeted website visitors with display ads 
and through Facebook 
• Drove 61 additional registrations through 
Multi-Channel Nurturing to Anonymous 
visitors
#SPS2014 
Case Study: Mastering the B2B Funnelmentals 
Webinar 
Promotion
#SPS2014 
Key Takeaways 
• Nurture through whatever channels are available to you such as Email, 
Display, Social Advertising 
• Target your audience but make sure you still have scale 
• Optimize the sequence of your creative 
• Use creative that is relevant and targeted to actions prospects have taken 
• Start simple - Launch a few creatives and segments and build and expand 
from there
#SPS2014 
Localytics 
App Marketing & Analytics to Grow Your App. 
• Get deep user insights to enable rich 
targeting 
• Intelligently engage with customers through 
personalized app marketing 
• Improve app retention & user ROI
#SPS2014 
Lead Nurturing Today 
What words come to mind? 
• Automation 
• Segmentation 
• Nurturing 
• Drip Campaigns
#SPS2014 
Email Nurturing at Localytics 
Organic Traffic 
Events/Conferences 
Paid Search 
Dedicated Email 
Newsletter Sponsorships 
Retargeting 
Social 
Email Nurturing 
Generally, when we say “lead nurturing,” we mean sending 
relevant emails to known contacts, trying to help them move 
down the funnel.
#SPS2014 
Localytics Nurturing Examples
#SPS2014 
Localytics Nurturing Examples
#SPS2014 
Moving Beyond Email 
Challenges: 
• Limited email open rates (~20% in B2B) 
• Only ~10% website visitors convert 
• Long sales cycles 
So… 
What if we applied the email nurturing concept to the 
world of display and social advertising?
#SPS2014 
Nurturing Beyond Email 
Nurture your website visitors with highly 
relevant display and social ads 
WEEK 1 MESSAGE 
WEEK 2 MESSAGE 
WEEK 3 MESSAGE 
How?
#SPS2014 
Anonymous & Known Prospect Nurturing Beyond Email 
Segmentation: Website navigation & engagement level
#SPS2014 
Anonymous & Known Prospect Nurturing Beyond Email 
Segmentation: Website navigation & engagement level
#SPS2014 
Anonymous & Known Prospect Nurturing Beyond Email 
Create sequenced waves of display and social 
ads for different audiences segments 
Breakdown of segmentation of website visitors: 
• Home page bouncers 
• Features (product) 
à Analytics 
à Marketing 
• Showcase 
• Pricing 
• Blog 
• eBook conversions (known contacts)
#SPS2014 
Anonymous & Known Prospect Nurturing Beyond Email 
Home Page Bouncers Features (Product Page) Pricing Page 
Week 
1 
Week 
2 
Week 
3 
Display 
ads 
Facebook 
ads
#SPS2014 
Anonymous & Known Prospect Nurturing Beyond Email 
A closer look a messaging by segment: 
Home Page Bouncers 
- High level message 
Pricing Page 
- Hard sell on demo 
Features (Product Page) 
- “Buyer” consideration
#SPS2014 
Measure 
§ Track and trend KPIs 
§ Drill down to performance 
by creative 
§ Compare engagement from 
nurtured vs. non-nurtured 
website visitors
#SPS2014 
Upgrading Your Lead Nurturing Strategy 
Key Takeaways: 
• “Nurturing” is not limited to email 
• How can you deliver the most content to prospects 
that aligns with their specific interests and levels of 
engagement? 
• Apply concepts like automation, segmentation, and 
nurturing to display and social 
• Generate more leads and speed up the sales cycle!
#SPS2014 
Submit Your Questions! 
• 
Download 
this 
white 
paper. 
• 
View 
our 
podcast. 
• 
Take 
our 
assessment 
• 
…
Andrew 
Gaffney, 
Editor, 
Demand 
Gen 
Report 
#SPS2014 
Q&A // Panelists! 
MODERATOR: 
Lucy 
Orloski 
MarkeKng 
Director, 
Localy@cs 
Amanda 
Halle, 
Senior 
Manager, 
MarkeKng 
LinkedIn 
Marke@ng 
Solu@ons
#SPS2014 
Thanks for attending!! 
Make 
sure 
to 
aBend 
the 
next 
session 
in 
the 
Strategy 
& 
Planning 
Series: 
hBp://dg-­‐r.co/sps_14

Weitere ähnliche Inhalte

Was ist angesagt?

The Demand Generation Strategy Playbook
The Demand Generation Strategy PlaybookThe Demand Generation Strategy Playbook
The Demand Generation Strategy PlaybookJoshua Schnell
 
Multi Channel Lead Nurturing
Multi Channel Lead NurturingMulti Channel Lead Nurturing
Multi Channel Lead NurturingHubSpot
 
Trends + Trendsetters: The Best in B2B Technology Content Marketing
Trends + Trendsetters: The Best in B2B Technology Content MarketingTrends + Trendsetters: The Best in B2B Technology Content Marketing
Trends + Trendsetters: The Best in B2B Technology Content MarketingLiz Bedor
 
Building a 2012 Marketing Budget
Building a 2012 Marketing BudgetBuilding a 2012 Marketing Budget
Building a 2012 Marketing BudgetJamie Steven
 
Masterclass: Getting Started on LinkedIn
Masterclass: Getting Started on LinkedInMasterclass: Getting Started on LinkedIn
Masterclass: Getting Started on LinkedInLinkedIn
 
Pipeline Overview (3)
Pipeline Overview (3)Pipeline Overview (3)
Pipeline Overview (3)rainmaker321
 
B2B content, website, and lead generation programs planning workshop
B2B content, website, and lead generation programs planning workshopB2B content, website, and lead generation programs planning workshop
B2B content, website, and lead generation programs planning workshopScott Armstrong
 
Everything You Need To Know About AdWords Attribution Models
Everything You Need To Know About AdWords Attribution ModelsEverything You Need To Know About AdWords Attribution Models
Everything You Need To Know About AdWords Attribution ModelsWill Marlow Agency
 
Developing an online marketing plan
Developing an online marketing planDeveloping an online marketing plan
Developing an online marketing planTony Passey
 
How to develop an effective Business Development Strategy
How to develop an effective Business Development StrategyHow to develop an effective Business Development Strategy
How to develop an effective Business Development StrategyHein Roth
 
How HubSpot Built Its Channel Sales Organization
How HubSpot Built Its Channel Sales OrganizationHow HubSpot Built Its Channel Sales Organization
How HubSpot Built Its Channel Sales OrganizationEmma Brudner
 
10 Steps to a Successful Marketing Automation Mission
10 Steps to a Successful Marketing Automation Mission10 Steps to a Successful Marketing Automation Mission
10 Steps to a Successful Marketing Automation MissionLedger Bennett DGA
 
Marketing Planning: How HubSpot Generates 25,000 Leads Per Month
Marketing Planning: How HubSpot Generates 25,000 Leads Per MonthMarketing Planning: How HubSpot Generates 25,000 Leads Per Month
Marketing Planning: How HubSpot Generates 25,000 Leads Per MonthHubSpot
 
Webinar 2009 Service and Support Metrics Survey Results: A Look Behind the Sc...
Webinar 2009 Service and Support Metrics Survey Results: A Look Behind the Sc...Webinar 2009 Service and Support Metrics Survey Results: A Look Behind the Sc...
Webinar 2009 Service and Support Metrics Survey Results: A Look Behind the Sc...Parature, from Microsoft
 
Social Media Marketing Plan - Jeweller Brand
Social Media Marketing Plan - Jeweller BrandSocial Media Marketing Plan - Jeweller Brand
Social Media Marketing Plan - Jeweller BrandShalini Kuruvath
 
How to Budget and Plan Your 2020 Content Marketing Strategy
How to Budget and Plan Your 2020 Content Marketing StrategyHow to Budget and Plan Your 2020 Content Marketing Strategy
How to Budget and Plan Your 2020 Content Marketing StrategyInfluence and Co.
 
5 Things A Company Must Do Now in a Slowing Economy
5 Things A Company Must Do Now in a Slowing Economy5 Things A Company Must Do Now in a Slowing Economy
5 Things A Company Must Do Now in a Slowing EconomyRon Chandler
 
Making Demand Generation work in the Construction industry
Making Demand Generation work in the Construction industryMaking Demand Generation work in the Construction industry
Making Demand Generation work in the Construction industryLedger Bennett DGA
 
Fishing With Spears: All About Account-Based Marketing
Fishing With Spears: All About Account-Based MarketingFishing With Spears: All About Account-Based Marketing
Fishing With Spears: All About Account-Based MarketingEngagio
 

Was ist angesagt? (20)

The Demand Generation Strategy Playbook
The Demand Generation Strategy PlaybookThe Demand Generation Strategy Playbook
The Demand Generation Strategy Playbook
 
Multi Channel Lead Nurturing
Multi Channel Lead NurturingMulti Channel Lead Nurturing
Multi Channel Lead Nurturing
 
Trends + Trendsetters: The Best in B2B Technology Content Marketing
Trends + Trendsetters: The Best in B2B Technology Content MarketingTrends + Trendsetters: The Best in B2B Technology Content Marketing
Trends + Trendsetters: The Best in B2B Technology Content Marketing
 
Building a 2012 Marketing Budget
Building a 2012 Marketing BudgetBuilding a 2012 Marketing Budget
Building a 2012 Marketing Budget
 
Masterclass: Getting Started on LinkedIn
Masterclass: Getting Started on LinkedInMasterclass: Getting Started on LinkedIn
Masterclass: Getting Started on LinkedIn
 
Pipeline Overview (3)
Pipeline Overview (3)Pipeline Overview (3)
Pipeline Overview (3)
 
B2B content, website, and lead generation programs planning workshop
B2B content, website, and lead generation programs planning workshopB2B content, website, and lead generation programs planning workshop
B2B content, website, and lead generation programs planning workshop
 
Everything You Need To Know About AdWords Attribution Models
Everything You Need To Know About AdWords Attribution ModelsEverything You Need To Know About AdWords Attribution Models
Everything You Need To Know About AdWords Attribution Models
 
Developing an online marketing plan
Developing an online marketing planDeveloping an online marketing plan
Developing an online marketing plan
 
Digital Marketing Strategy
Digital Marketing StrategyDigital Marketing Strategy
Digital Marketing Strategy
 
How to develop an effective Business Development Strategy
How to develop an effective Business Development StrategyHow to develop an effective Business Development Strategy
How to develop an effective Business Development Strategy
 
How HubSpot Built Its Channel Sales Organization
How HubSpot Built Its Channel Sales OrganizationHow HubSpot Built Its Channel Sales Organization
How HubSpot Built Its Channel Sales Organization
 
10 Steps to a Successful Marketing Automation Mission
10 Steps to a Successful Marketing Automation Mission10 Steps to a Successful Marketing Automation Mission
10 Steps to a Successful Marketing Automation Mission
 
Marketing Planning: How HubSpot Generates 25,000 Leads Per Month
Marketing Planning: How HubSpot Generates 25,000 Leads Per MonthMarketing Planning: How HubSpot Generates 25,000 Leads Per Month
Marketing Planning: How HubSpot Generates 25,000 Leads Per Month
 
Webinar 2009 Service and Support Metrics Survey Results: A Look Behind the Sc...
Webinar 2009 Service and Support Metrics Survey Results: A Look Behind the Sc...Webinar 2009 Service and Support Metrics Survey Results: A Look Behind the Sc...
Webinar 2009 Service and Support Metrics Survey Results: A Look Behind the Sc...
 
Social Media Marketing Plan - Jeweller Brand
Social Media Marketing Plan - Jeweller BrandSocial Media Marketing Plan - Jeweller Brand
Social Media Marketing Plan - Jeweller Brand
 
How to Budget and Plan Your 2020 Content Marketing Strategy
How to Budget and Plan Your 2020 Content Marketing StrategyHow to Budget and Plan Your 2020 Content Marketing Strategy
How to Budget and Plan Your 2020 Content Marketing Strategy
 
5 Things A Company Must Do Now in a Slowing Economy
5 Things A Company Must Do Now in a Slowing Economy5 Things A Company Must Do Now in a Slowing Economy
5 Things A Company Must Do Now in a Slowing Economy
 
Making Demand Generation work in the Construction industry
Making Demand Generation work in the Construction industryMaking Demand Generation work in the Construction industry
Making Demand Generation work in the Construction industry
 
Fishing With Spears: All About Account-Based Marketing
Fishing With Spears: All About Account-Based MarketingFishing With Spears: All About Account-Based Marketing
Fishing With Spears: All About Account-Based Marketing
 

Ähnlich wie Upgrading Your Lead Nurture Program In 2015

Accelerate Leads Across All Channels #LLCSeries
Accelerate Leads Across All Channels #LLCSeriesAccelerate Leads Across All Channels #LLCSeries
Accelerate Leads Across All Channels #LLCSeriesG3 Communications
 
Febpres 140210130319-phpapp01 new2
Febpres 140210130319-phpapp01 new2Febpres 140210130319-phpapp01 new2
Febpres 140210130319-phpapp01 new2kevindoc84
 
How to make your social media marketing plan
How to make your social media marketing planHow to make your social media marketing plan
How to make your social media marketing planSalma Alwan
 
Digital Marketing Roundtable July 2017
Digital Marketing Roundtable July 2017Digital Marketing Roundtable July 2017
Digital Marketing Roundtable July 2017Martha Herdendorf
 
#ContentMarketingWorld 2013 - Building Your Content Marketing Measurement Pro...
#ContentMarketingWorld 2013 - Building Your Content Marketing Measurement Pro...#ContentMarketingWorld 2013 - Building Your Content Marketing Measurement Pro...
#ContentMarketingWorld 2013 - Building Your Content Marketing Measurement Pro...Jon Wuebben
 
Intro To Referral Marketing
Intro To Referral MarketingIntro To Referral Marketing
Intro To Referral MarketingFriendvites
 
TOP 5 MISTAKES THAT ALL WEBSITE OWNERS MAKE
TOP 5 MISTAKES THAT ALL WEBSITE OWNERS MAKETOP 5 MISTAKES THAT ALL WEBSITE OWNERS MAKE
TOP 5 MISTAKES THAT ALL WEBSITE OWNERS MAKESemrush
 
How to Create a Social Media Road Map For Your Business
How to Create a Social Media Road Map For Your BusinessHow to Create a Social Media Road Map For Your Business
How to Create a Social Media Road Map For Your BusinessKylie Bartlett
 
Modern Practices in Promoting Online Education & Professional Development Pro...
Modern Practices in Promoting Online Education & Professional Development Pro...Modern Practices in Promoting Online Education & Professional Development Pro...
Modern Practices in Promoting Online Education & Professional Development Pro...HighRoad Solution
 
Asae Lunch Learning Webinar: Modern Practices in Promoting Online Education &...
Asae Lunch Learning Webinar: Modern Practices in Promoting Online Education &...Asae Lunch Learning Webinar: Modern Practices in Promoting Online Education &...
Asae Lunch Learning Webinar: Modern Practices in Promoting Online Education &...HighRoad Solution
 
ASAE Lunch Learning Webinar: Modern Practices in Promoting Online Education &...
ASAE Lunch Learning Webinar: Modern Practices in Promoting Online Education &...ASAE Lunch Learning Webinar: Modern Practices in Promoting Online Education &...
ASAE Lunch Learning Webinar: Modern Practices in Promoting Online Education &...Elizabeth Mackenzie
 
Lead Nurturing Beyond The Inbox
Lead Nurturing Beyond The InboxLead Nurturing Beyond The Inbox
Lead Nurturing Beyond The InboxG3 Communications
 
Think Global Institute Inbound Marketing January 2015
Think Global Institute Inbound Marketing January 2015Think Global Institute Inbound Marketing January 2015
Think Global Institute Inbound Marketing January 2015Elyse Meyer
 
Why Inbound Isn't Enough - #SPS2015
Why Inbound Isn't Enough - #SPS2015Why Inbound Isn't Enough - #SPS2015
Why Inbound Isn't Enough - #SPS2015G3 Communications
 
Leading digital consulting & services company
Leading digital consulting & services companyLeading digital consulting & services company
Leading digital consulting & services companyBeyond Billboards
 
Driving B2B Sales with Social Media
Driving B2B Sales with Social MediaDriving B2B Sales with Social Media
Driving B2B Sales with Social MediaErik Ekholm
 
Skapa at West Sweden Chamber of Commerce November 20, 2015
Skapa at West Sweden Chamber of Commerce November 20, 2015Skapa at West Sweden Chamber of Commerce November 20, 2015
Skapa at West Sweden Chamber of Commerce November 20, 2015Erik Ekholm
 
Hileman Group: Marketing Automation Matters
Hileman Group: Marketing Automation MattersHileman Group: Marketing Automation Matters
Hileman Group: Marketing Automation MattersKyle Chandler
 
Live Webinar: Using LinkedIn for Demand Generation
Live Webinar: Using LinkedIn for Demand GenerationLive Webinar: Using LinkedIn for Demand Generation
Live Webinar: Using LinkedIn for Demand GenerationLinkedIn
 
Live Webinar: Your Tactical Plan for Content Marketing on LinkedIn
Live Webinar: Your Tactical Plan for Content Marketing on LinkedInLive Webinar: Your Tactical Plan for Content Marketing on LinkedIn
Live Webinar: Your Tactical Plan for Content Marketing on LinkedInLinkedIn
 

Ähnlich wie Upgrading Your Lead Nurture Program In 2015 (20)

Accelerate Leads Across All Channels #LLCSeries
Accelerate Leads Across All Channels #LLCSeriesAccelerate Leads Across All Channels #LLCSeries
Accelerate Leads Across All Channels #LLCSeries
 
Febpres 140210130319-phpapp01 new2
Febpres 140210130319-phpapp01 new2Febpres 140210130319-phpapp01 new2
Febpres 140210130319-phpapp01 new2
 
How to make your social media marketing plan
How to make your social media marketing planHow to make your social media marketing plan
How to make your social media marketing plan
 
Digital Marketing Roundtable July 2017
Digital Marketing Roundtable July 2017Digital Marketing Roundtable July 2017
Digital Marketing Roundtable July 2017
 
#ContentMarketingWorld 2013 - Building Your Content Marketing Measurement Pro...
#ContentMarketingWorld 2013 - Building Your Content Marketing Measurement Pro...#ContentMarketingWorld 2013 - Building Your Content Marketing Measurement Pro...
#ContentMarketingWorld 2013 - Building Your Content Marketing Measurement Pro...
 
Intro To Referral Marketing
Intro To Referral MarketingIntro To Referral Marketing
Intro To Referral Marketing
 
TOP 5 MISTAKES THAT ALL WEBSITE OWNERS MAKE
TOP 5 MISTAKES THAT ALL WEBSITE OWNERS MAKETOP 5 MISTAKES THAT ALL WEBSITE OWNERS MAKE
TOP 5 MISTAKES THAT ALL WEBSITE OWNERS MAKE
 
How to Create a Social Media Road Map For Your Business
How to Create a Social Media Road Map For Your BusinessHow to Create a Social Media Road Map For Your Business
How to Create a Social Media Road Map For Your Business
 
Modern Practices in Promoting Online Education & Professional Development Pro...
Modern Practices in Promoting Online Education & Professional Development Pro...Modern Practices in Promoting Online Education & Professional Development Pro...
Modern Practices in Promoting Online Education & Professional Development Pro...
 
Asae Lunch Learning Webinar: Modern Practices in Promoting Online Education &...
Asae Lunch Learning Webinar: Modern Practices in Promoting Online Education &...Asae Lunch Learning Webinar: Modern Practices in Promoting Online Education &...
Asae Lunch Learning Webinar: Modern Practices in Promoting Online Education &...
 
ASAE Lunch Learning Webinar: Modern Practices in Promoting Online Education &...
ASAE Lunch Learning Webinar: Modern Practices in Promoting Online Education &...ASAE Lunch Learning Webinar: Modern Practices in Promoting Online Education &...
ASAE Lunch Learning Webinar: Modern Practices in Promoting Online Education &...
 
Lead Nurturing Beyond The Inbox
Lead Nurturing Beyond The InboxLead Nurturing Beyond The Inbox
Lead Nurturing Beyond The Inbox
 
Think Global Institute Inbound Marketing January 2015
Think Global Institute Inbound Marketing January 2015Think Global Institute Inbound Marketing January 2015
Think Global Institute Inbound Marketing January 2015
 
Why Inbound Isn't Enough - #SPS2015
Why Inbound Isn't Enough - #SPS2015Why Inbound Isn't Enough - #SPS2015
Why Inbound Isn't Enough - #SPS2015
 
Leading digital consulting & services company
Leading digital consulting & services companyLeading digital consulting & services company
Leading digital consulting & services company
 
Driving B2B Sales with Social Media
Driving B2B Sales with Social MediaDriving B2B Sales with Social Media
Driving B2B Sales with Social Media
 
Skapa at West Sweden Chamber of Commerce November 20, 2015
Skapa at West Sweden Chamber of Commerce November 20, 2015Skapa at West Sweden Chamber of Commerce November 20, 2015
Skapa at West Sweden Chamber of Commerce November 20, 2015
 
Hileman Group: Marketing Automation Matters
Hileman Group: Marketing Automation MattersHileman Group: Marketing Automation Matters
Hileman Group: Marketing Automation Matters
 
Live Webinar: Using LinkedIn for Demand Generation
Live Webinar: Using LinkedIn for Demand GenerationLive Webinar: Using LinkedIn for Demand Generation
Live Webinar: Using LinkedIn for Demand Generation
 
Live Webinar: Your Tactical Plan for Content Marketing on LinkedIn
Live Webinar: Your Tactical Plan for Content Marketing on LinkedInLive Webinar: Your Tactical Plan for Content Marketing on LinkedIn
Live Webinar: Your Tactical Plan for Content Marketing on LinkedIn
 

Mehr von G3 Communications

2015 Killer Content Awards Report
2015 Killer Content Awards Report2015 Killer Content Awards Report
2015 Killer Content Awards ReportG3 Communications
 
Experiential Retail: New Data Reveals the Opportunities (and Challenges) of T...
Experiential Retail: New Data Reveals the Opportunities (and Challenges) of T...Experiential Retail: New Data Reveals the Opportunities (and Challenges) of T...
Experiential Retail: New Data Reveals the Opportunities (and Challenges) of T...G3 Communications
 
Building Customer Success With Enhanced Employee Engagement
Building Customer Success With Enhanced Employee EngagementBuilding Customer Success With Enhanced Employee Engagement
Building Customer Success With Enhanced Employee EngagementG3 Communications
 
Learn How Top Retailers are Winning the Last Mile With Delivery Experience Ma...
Learn How Top Retailers are Winning the Last Mile With Delivery Experience Ma...Learn How Top Retailers are Winning the Last Mile With Delivery Experience Ma...
Learn How Top Retailers are Winning the Last Mile With Delivery Experience Ma...G3 Communications
 
Leveraging Omnichannel Trends for E-Commerce Marketplace Success
Leveraging Omnichannel Trends for E-Commerce Marketplace SuccessLeveraging Omnichannel Trends for E-Commerce Marketplace Success
Leveraging Omnichannel Trends for E-Commerce Marketplace SuccessG3 Communications
 
The Store is Media: Reengineering Frontline Teams for the New Age of Retail
The Store is Media: Reengineering Frontline Teams for the New Age of RetailThe Store is Media: Reengineering Frontline Teams for the New Age of Retail
The Store is Media: Reengineering Frontline Teams for the New Age of RetailG3 Communications
 
Optimizing the Omnichannel Journey
Optimizing the Omnichannel JourneyOptimizing the Omnichannel Journey
Optimizing the Omnichannel JourneyG3 Communications
 
Customer Journey Mapping 2.0: Best Practices for Creating Differentiated Expe...
Customer Journey Mapping 2.0: Best Practices for Creating Differentiated Expe...Customer Journey Mapping 2.0: Best Practices for Creating Differentiated Expe...
Customer Journey Mapping 2.0: Best Practices for Creating Differentiated Expe...G3 Communications
 
Location Intelligence - A Critical Tool in Retail Performance Management
Location Intelligence - A Critical Tool in Retail Performance ManagementLocation Intelligence - A Critical Tool in Retail Performance Management
Location Intelligence - A Critical Tool in Retail Performance ManagementG3 Communications
 
Holiday Predictions: What to Expect Based on Data From 500 Million Shoppers
Holiday Predictions: What to Expect Based on Data From 500 Million ShoppersHoliday Predictions: What to Expect Based on Data From 500 Million Shoppers
Holiday Predictions: What to Expect Based on Data From 500 Million ShoppersG3 Communications
 
How to Leverage Funnel Metrics and Attribution Data for Your 2019 Planning
How to Leverage Funnel Metrics and Attribution Data for Your 2019 PlanningHow to Leverage Funnel Metrics and Attribution Data for Your 2019 Planning
How to Leverage Funnel Metrics and Attribution Data for Your 2019 PlanningG3 Communications
 
Five Examples That Prove Personalized Marketing Doesn't Start with "Hello [Fi...
Five Examples That Prove Personalized Marketing Doesn't Start with "Hello [Fi...Five Examples That Prove Personalized Marketing Doesn't Start with "Hello [Fi...
Five Examples That Prove Personalized Marketing Doesn't Start with "Hello [Fi...G3 Communications
 
The Payoffs of a Strategic Content Audit: The Gift That Keeps Giving for Unli...
The Payoffs of a Strategic Content Audit: The Gift That Keeps Giving for Unli...The Payoffs of a Strategic Content Audit: The Gift That Keeps Giving for Unli...
The Payoffs of a Strategic Content Audit: The Gift That Keeps Giving for Unli...G3 Communications
 
How a Partner-First Approach Drives Revenue & ROI
How a Partner-First Approach Drives Revenue & ROIHow a Partner-First Approach Drives Revenue & ROI
How a Partner-First Approach Drives Revenue & ROIG3 Communications
 
Accelerate Your Partners' Digital Transformation With Point-Based Rewards
Accelerate Your Partners' Digital Transformation With Point-Based RewardsAccelerate Your Partners' Digital Transformation With Point-Based Rewards
Accelerate Your Partners' Digital Transformation With Point-Based RewardsG3 Communications
 
5 Stages of the Partner Journey
5 Stages of the Partner Journey5 Stages of the Partner Journey
5 Stages of the Partner JourneyG3 Communications
 
How RingCentral Optimized Account-Based Insights and Buyer Intelligence To Ra...
How RingCentral Optimized Account-Based Insights and Buyer Intelligence To Ra...How RingCentral Optimized Account-Based Insights and Buyer Intelligence To Ra...
How RingCentral Optimized Account-Based Insights and Buyer Intelligence To Ra...G3 Communications
 
Engaging With Relevance At Scale: How Fluke Used AI To Transform Their Sales ...
Engaging With Relevance At Scale: How Fluke Used AI To Transform Their Sales ...Engaging With Relevance At Scale: How Fluke Used AI To Transform Their Sales ...
Engaging With Relevance At Scale: How Fluke Used AI To Transform Their Sales ...G3 Communications
 
Lessons From The State Of B2B Content Consumption & Demand Report And Real-Wo...
Lessons From The State Of B2B Content Consumption & Demand Report And Real-Wo...Lessons From The State Of B2B Content Consumption & Demand Report And Real-Wo...
Lessons From The State Of B2B Content Consumption & Demand Report And Real-Wo...G3 Communications
 

Mehr von G3 Communications (20)

2012 Killer Content Awards
2012 Killer Content Awards2012 Killer Content Awards
2012 Killer Content Awards
 
2015 Killer Content Awards Report
2015 Killer Content Awards Report2015 Killer Content Awards Report
2015 Killer Content Awards Report
 
Experiential Retail: New Data Reveals the Opportunities (and Challenges) of T...
Experiential Retail: New Data Reveals the Opportunities (and Challenges) of T...Experiential Retail: New Data Reveals the Opportunities (and Challenges) of T...
Experiential Retail: New Data Reveals the Opportunities (and Challenges) of T...
 
Building Customer Success With Enhanced Employee Engagement
Building Customer Success With Enhanced Employee EngagementBuilding Customer Success With Enhanced Employee Engagement
Building Customer Success With Enhanced Employee Engagement
 
Learn How Top Retailers are Winning the Last Mile With Delivery Experience Ma...
Learn How Top Retailers are Winning the Last Mile With Delivery Experience Ma...Learn How Top Retailers are Winning the Last Mile With Delivery Experience Ma...
Learn How Top Retailers are Winning the Last Mile With Delivery Experience Ma...
 
Leveraging Omnichannel Trends for E-Commerce Marketplace Success
Leveraging Omnichannel Trends for E-Commerce Marketplace SuccessLeveraging Omnichannel Trends for E-Commerce Marketplace Success
Leveraging Omnichannel Trends for E-Commerce Marketplace Success
 
The Store is Media: Reengineering Frontline Teams for the New Age of Retail
The Store is Media: Reengineering Frontline Teams for the New Age of RetailThe Store is Media: Reengineering Frontline Teams for the New Age of Retail
The Store is Media: Reengineering Frontline Teams for the New Age of Retail
 
Optimizing the Omnichannel Journey
Optimizing the Omnichannel JourneyOptimizing the Omnichannel Journey
Optimizing the Omnichannel Journey
 
Customer Journey Mapping 2.0: Best Practices for Creating Differentiated Expe...
Customer Journey Mapping 2.0: Best Practices for Creating Differentiated Expe...Customer Journey Mapping 2.0: Best Practices for Creating Differentiated Expe...
Customer Journey Mapping 2.0: Best Practices for Creating Differentiated Expe...
 
Location Intelligence - A Critical Tool in Retail Performance Management
Location Intelligence - A Critical Tool in Retail Performance ManagementLocation Intelligence - A Critical Tool in Retail Performance Management
Location Intelligence - A Critical Tool in Retail Performance Management
 
Holiday Predictions: What to Expect Based on Data From 500 Million Shoppers
Holiday Predictions: What to Expect Based on Data From 500 Million ShoppersHoliday Predictions: What to Expect Based on Data From 500 Million Shoppers
Holiday Predictions: What to Expect Based on Data From 500 Million Shoppers
 
How to Leverage Funnel Metrics and Attribution Data for Your 2019 Planning
How to Leverage Funnel Metrics and Attribution Data for Your 2019 PlanningHow to Leverage Funnel Metrics and Attribution Data for Your 2019 Planning
How to Leverage Funnel Metrics and Attribution Data for Your 2019 Planning
 
Five Examples That Prove Personalized Marketing Doesn't Start with "Hello [Fi...
Five Examples That Prove Personalized Marketing Doesn't Start with "Hello [Fi...Five Examples That Prove Personalized Marketing Doesn't Start with "Hello [Fi...
Five Examples That Prove Personalized Marketing Doesn't Start with "Hello [Fi...
 
The Payoffs of a Strategic Content Audit: The Gift That Keeps Giving for Unli...
The Payoffs of a Strategic Content Audit: The Gift That Keeps Giving for Unli...The Payoffs of a Strategic Content Audit: The Gift That Keeps Giving for Unli...
The Payoffs of a Strategic Content Audit: The Gift That Keeps Giving for Unli...
 
How a Partner-First Approach Drives Revenue & ROI
How a Partner-First Approach Drives Revenue & ROIHow a Partner-First Approach Drives Revenue & ROI
How a Partner-First Approach Drives Revenue & ROI
 
Accelerate Your Partners' Digital Transformation With Point-Based Rewards
Accelerate Your Partners' Digital Transformation With Point-Based RewardsAccelerate Your Partners' Digital Transformation With Point-Based Rewards
Accelerate Your Partners' Digital Transformation With Point-Based Rewards
 
5 Stages of the Partner Journey
5 Stages of the Partner Journey5 Stages of the Partner Journey
5 Stages of the Partner Journey
 
How RingCentral Optimized Account-Based Insights and Buyer Intelligence To Ra...
How RingCentral Optimized Account-Based Insights and Buyer Intelligence To Ra...How RingCentral Optimized Account-Based Insights and Buyer Intelligence To Ra...
How RingCentral Optimized Account-Based Insights and Buyer Intelligence To Ra...
 
Engaging With Relevance At Scale: How Fluke Used AI To Transform Their Sales ...
Engaging With Relevance At Scale: How Fluke Used AI To Transform Their Sales ...Engaging With Relevance At Scale: How Fluke Used AI To Transform Their Sales ...
Engaging With Relevance At Scale: How Fluke Used AI To Transform Their Sales ...
 
Lessons From The State Of B2B Content Consumption & Demand Report And Real-Wo...
Lessons From The State Of B2B Content Consumption & Demand Report And Real-Wo...Lessons From The State Of B2B Content Consumption & Demand Report And Real-Wo...
Lessons From The State Of B2B Content Consumption & Demand Report And Real-Wo...
 

Kürzlich hochgeladen

Voltas turnaround strategy management case
Voltas turnaround strategy management caseVoltas turnaround strategy management case
Voltas turnaround strategy management caseAnkit Sarkar
 
Imposter Syndrome in Marketing & Why You're Not Alone
Imposter Syndrome in Marketing & Why You're Not AloneImposter Syndrome in Marketing & Why You're Not Alone
Imposter Syndrome in Marketing & Why You're Not AloneHerd
 
Podvertise.fm - Founder.University - Pitch Deck 2024
Podvertise.fm - Founder.University - Pitch Deck 2024Podvertise.fm - Founder.University - Pitch Deck 2024
Podvertise.fm - Founder.University - Pitch Deck 2024Nedko Nedkov
 
A navigation of two creative processes Study
A navigation of two creative processes StudyA navigation of two creative processes Study
A navigation of two creative processes Studystuwilson.co.uk
 
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch DeckPodvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch DeckNedko Nedkov
 
How to Get Off Spamhaus Blocklist - 5 Step Process
How to Get Off Spamhaus Blocklist - 5 Step ProcessHow to Get Off Spamhaus Blocklist - 5 Step Process
How to Get Off Spamhaus Blocklist - 5 Step ProcessQuickEmailVerification
 
Content drivers for global brands: new innovative paths for your branded cont...
Content drivers for global brands: new innovative paths for your branded cont...Content drivers for global brands: new innovative paths for your branded cont...
Content drivers for global brands: new innovative paths for your branded cont...Vanksen
 
Crafting High-Converting eCommerce Landing Pages
Crafting High-Converting eCommerce Landing PagesCrafting High-Converting eCommerce Landing Pages
Crafting High-Converting eCommerce Landing PagesVWO
 
What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...
What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...
What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...Sophie Logan
 
Digital Marketing Services like SEO, SMM, SEM
Digital Marketing Services like SEO, SMM, SEMDigital Marketing Services like SEO, SMM, SEM
Digital Marketing Services like SEO, SMM, SEMNazal Digital
 
Unifying feature management with experiments - Server Side Webinar (1).pdf
Unifying feature management with experiments - Server Side Webinar (1).pdfUnifying feature management with experiments - Server Side Webinar (1).pdf
Unifying feature management with experiments - Server Side Webinar (1).pdfVWO
 
Advertising and public relations, Role and Impact
Advertising and public relations, Role and ImpactAdvertising and public relations, Role and Impact
Advertising and public relations, Role and ImpactMuhammad Junaid
 
Marketing Team of 1, A Framework To Win!
Marketing Team of 1, A Framework To Win!Marketing Team of 1, A Framework To Win!
Marketing Team of 1, A Framework To Win!Joseph Skibbie
 
The 2024 Next Gen Attention Study - www.livewire.group
The 2024 Next Gen Attention Study - www.livewire.groupThe 2024 Next Gen Attention Study - www.livewire.group
The 2024 Next Gen Attention Study - www.livewire.groupLivewire
 
2024 Google SERP Features: New Strategies To Gain Visibility
2024 Google SERP Features: New Strategies To Gain Visibility2024 Google SERP Features: New Strategies To Gain Visibility
2024 Google SERP Features: New Strategies To Gain VisibilitySearch Engine Journal
 
Friends of Search Future Proof Accounts.pptx
Friends of Search Future Proof Accounts.pptxFriends of Search Future Proof Accounts.pptx
Friends of Search Future Proof Accounts.pptxNavah Hopkins
 
ToShare_UG 13_03_24_Full_BelgianTrailblazerCommunity.pptx
ToShare_UG 13_03_24_Full_BelgianTrailblazerCommunity.pptxToShare_UG 13_03_24_Full_BelgianTrailblazerCommunity.pptx
ToShare_UG 13_03_24_Full_BelgianTrailblazerCommunity.pptxivanrazine1
 
A_B Testing Personalized Meditation Recommendations.pdf
A_B Testing Personalized Meditation Recommendations.pdfA_B Testing Personalized Meditation Recommendations.pdf
A_B Testing Personalized Meditation Recommendations.pdfVWO
 
Increase Your Website Sales & Leads Webinar
Increase Your Website Sales & Leads WebinarIncrease Your Website Sales & Leads Webinar
Increase Your Website Sales & Leads WebinarSEO Optimizers
 
The Creative Marketing campaigns of WeRoad
The Creative Marketing campaigns of WeRoadThe Creative Marketing campaigns of WeRoad
The Creative Marketing campaigns of WeRoadFabio Bin
 

Kürzlich hochgeladen (20)

Voltas turnaround strategy management case
Voltas turnaround strategy management caseVoltas turnaround strategy management case
Voltas turnaround strategy management case
 
Imposter Syndrome in Marketing & Why You're Not Alone
Imposter Syndrome in Marketing & Why You're Not AloneImposter Syndrome in Marketing & Why You're Not Alone
Imposter Syndrome in Marketing & Why You're Not Alone
 
Podvertise.fm - Founder.University - Pitch Deck 2024
Podvertise.fm - Founder.University - Pitch Deck 2024Podvertise.fm - Founder.University - Pitch Deck 2024
Podvertise.fm - Founder.University - Pitch Deck 2024
 
A navigation of two creative processes Study
A navigation of two creative processes StudyA navigation of two creative processes Study
A navigation of two creative processes Study
 
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch DeckPodvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck
Podvertise.fm - Podcast Advertising Marketplace - Startup Pitch Deck
 
How to Get Off Spamhaus Blocklist - 5 Step Process
How to Get Off Spamhaus Blocklist - 5 Step ProcessHow to Get Off Spamhaus Blocklist - 5 Step Process
How to Get Off Spamhaus Blocklist - 5 Step Process
 
Content drivers for global brands: new innovative paths for your branded cont...
Content drivers for global brands: new innovative paths for your branded cont...Content drivers for global brands: new innovative paths for your branded cont...
Content drivers for global brands: new innovative paths for your branded cont...
 
Crafting High-Converting eCommerce Landing Pages
Crafting High-Converting eCommerce Landing PagesCrafting High-Converting eCommerce Landing Pages
Crafting High-Converting eCommerce Landing Pages
 
What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...
What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...
What's Happening with Your Microsoft Advertising's Search Campaigns? - Sophie...
 
Digital Marketing Services like SEO, SMM, SEM
Digital Marketing Services like SEO, SMM, SEMDigital Marketing Services like SEO, SMM, SEM
Digital Marketing Services like SEO, SMM, SEM
 
Unifying feature management with experiments - Server Side Webinar (1).pdf
Unifying feature management with experiments - Server Side Webinar (1).pdfUnifying feature management with experiments - Server Side Webinar (1).pdf
Unifying feature management with experiments - Server Side Webinar (1).pdf
 
Advertising and public relations, Role and Impact
Advertising and public relations, Role and ImpactAdvertising and public relations, Role and Impact
Advertising and public relations, Role and Impact
 
Marketing Team of 1, A Framework To Win!
Marketing Team of 1, A Framework To Win!Marketing Team of 1, A Framework To Win!
Marketing Team of 1, A Framework To Win!
 
The 2024 Next Gen Attention Study - www.livewire.group
The 2024 Next Gen Attention Study - www.livewire.groupThe 2024 Next Gen Attention Study - www.livewire.group
The 2024 Next Gen Attention Study - www.livewire.group
 
2024 Google SERP Features: New Strategies To Gain Visibility
2024 Google SERP Features: New Strategies To Gain Visibility2024 Google SERP Features: New Strategies To Gain Visibility
2024 Google SERP Features: New Strategies To Gain Visibility
 
Friends of Search Future Proof Accounts.pptx
Friends of Search Future Proof Accounts.pptxFriends of Search Future Proof Accounts.pptx
Friends of Search Future Proof Accounts.pptx
 
ToShare_UG 13_03_24_Full_BelgianTrailblazerCommunity.pptx
ToShare_UG 13_03_24_Full_BelgianTrailblazerCommunity.pptxToShare_UG 13_03_24_Full_BelgianTrailblazerCommunity.pptx
ToShare_UG 13_03_24_Full_BelgianTrailblazerCommunity.pptx
 
A_B Testing Personalized Meditation Recommendations.pdf
A_B Testing Personalized Meditation Recommendations.pdfA_B Testing Personalized Meditation Recommendations.pdf
A_B Testing Personalized Meditation Recommendations.pdf
 
Increase Your Website Sales & Leads Webinar
Increase Your Website Sales & Leads WebinarIncrease Your Website Sales & Leads Webinar
Increase Your Website Sales & Leads Webinar
 
The Creative Marketing campaigns of WeRoad
The Creative Marketing campaigns of WeRoadThe Creative Marketing campaigns of WeRoad
The Creative Marketing campaigns of WeRoad
 

Upgrading Your Lead Nurture Program In 2015

  • 1. Session sponsored by! #SPS2014 Upgrading Your ! Lead Nurture Program In 2015 !
  • 2. #SPS2014 Questions / ON24 Logistics ! • Download this white paper. • View our podcast. • Take our assessment • …
  • 3. #SPS2014 Follow this webinar on TwiBer #SPS2014 Demand Gen Report: @DG_Report LinkedIn: @LinkedInMktg Amanda Halle: @ahalle LocalyKcs: @Localy@cs
  • 4. #SPS2014 About Demand Gen Report! • Launched in 2007 to track best pracKces in lead generaKon • NewsleBer has grown to more than 28,000 readers • We also offer a menu of research and best pracKces reports • New audio/video podcasts at DemandGenReport.com @DG_Report http://linkd.in/DG_Specialists
  • 5. Andrew Gaffney, Editor, Demand Gen Report #SPS2014 Panelists! MODERATOR: Lucy Orloski MarkeKng Director, Localy@cs Amanda Halle, Senior Manager, MarkeKng LinkedIn Marke@ng Solu@ons
  • 6. #SPS2014 Agenda • Why do we Nurture Leads? • Incorporating other channels into traditional Nurture programs • Nurturing at Bizo • Moving Beyond Email Nurturing with Localytics
  • 7. Why Do Marketers Love LEAD NURTURING? #SPS2014
  • 8. #SPS2014 Why Nurture Leads? • 57% of B2B organizations identify 'converting qualified leads into paying customers' as a top funnel priority. (Source: MarketingSherpa)
  • 9. B2B Marketers Have a Seat at the Revenue Table More than half of the marketers surveyed report that 20-60% of their #SPS2014 companies’ revenues are marketing sourced. Question: What percentage of your company’s overall revenue goal is marketing-sourced revenue?
  • 10. Why Nurture Leads? • Generating net new leads is expensive • These leads have already expressed an interest in your #SPS2014 product or service • Nurturing and relationship building is key in the B2B world of longer sales cycles
  • 11. How important is lead nurturing to your marketing efforts? • Very important – we couldn’t live without it • Somewhat important – we have a few campaigns running • Not important at all – we focus 100% on new lead generation #SPS2014 Poll
  • 12. Lead Nurturing is a Key Strategy #SPS2014 94% of marketers use lead nurturing. Question: How important is lead nurturing to your marketing efforts?
  • 14. Marketers Need to Optimize Email #SPS2014 Nurturing Performance 79% of marketers say their email open rates don’t exceed 20% on average. Question: On average, what is your email open rate?
  • 16. It’s Tough to Get Email Addresses in the First Place 44% of marketers say only 1-5% of website visitors provide an email #SPS2014 address. Question: On average, what percentage of anonymous visitors to your website do you estimate ultimately convert by supplying an email address?
  • 17. #SPS2014 Multi-Channel Nurturing: Anonymous Program Homepage Bouncers “Engaged” & Blog Bizo MulK-­‐ Channel Nurturing Social AdverKsing Week 1 Week 2 Week 3 “5-­‐Minute MulK-­‐Channel Nurture Primer” “Display AdverKsing 101” “Display AdverKsing 101” “Beyond the Inbox Whitepaper” “5-­‐Minute AdverKsing Primer” “Beyond the Inbox Whitepaper” “Winning Plays of Social Adv” “5 B2B Lead Nurturing Mistakes” “Social Guide for B2B Marketers” “5-­‐Minute AdverKsing Primer” “Display AdverKsing 101”
  • 18. #SPS2014 Step 1: Define Your High Value Segments Multi-­‐Channel Nurturing Strategy • Which business demographic segments are most desirable? • Which onsite behaviors indicate high engagement or provide insight specific interests? • Which audiences have already taken specific actions on your site? Which have converted? PRODUCT “A” PRODUCT “B” PRODUCT “C”
  • 19. • Target relevant messaging and offers by audience • Sequence relevant ad creative and content • Transfer prospects to most relevant nurture paths as they engage or convert • Bid aggressively for most engaged, valuable anonymous segments #SPS2014 Steps 2: Create Multiple Nurture Paths Multi-­‐Channel Nurturing Strategy WEEK 1 MESSAGE WEEK 2 MESSAGE WEEK 3 MESSAGE Home Page Only Visitors Higher Level Message Engaged Visitors – Product Page A Use Case / Bene9its Message WEEK 1 MESSAGE WEEK 2 MESSAGE WEEK 3 MESSAGE
  • 20. “Social Guide for B2B Marketers” #SPS2014 Multi-Channel Nurturing: Anonymous Program “Winning Plays of Social Adv”
  • 21. #SPS2014 Case Study: Mastering the B2B Funnelmentals Webinar Promotion • Email Promotion sent to Internal Database Display Ads deployed same day to email recipients • Display Ads drove an additional 83 registrations – 15% increase in conversions • Targeted website visitors with display ads and through Facebook • Drove 61 additional registrations through Multi-Channel Nurturing to Anonymous visitors
  • 22. #SPS2014 Case Study: Mastering the B2B Funnelmentals Webinar Promotion
  • 23. #SPS2014 Key Takeaways • Nurture through whatever channels are available to you such as Email, Display, Social Advertising • Target your audience but make sure you still have scale • Optimize the sequence of your creative • Use creative that is relevant and targeted to actions prospects have taken • Start simple - Launch a few creatives and segments and build and expand from there
  • 24. #SPS2014 Localytics App Marketing & Analytics to Grow Your App. • Get deep user insights to enable rich targeting • Intelligently engage with customers through personalized app marketing • Improve app retention & user ROI
  • 25. #SPS2014 Lead Nurturing Today What words come to mind? • Automation • Segmentation • Nurturing • Drip Campaigns
  • 26. #SPS2014 Email Nurturing at Localytics Organic Traffic Events/Conferences Paid Search Dedicated Email Newsletter Sponsorships Retargeting Social Email Nurturing Generally, when we say “lead nurturing,” we mean sending relevant emails to known contacts, trying to help them move down the funnel.
  • 29. #SPS2014 Moving Beyond Email Challenges: • Limited email open rates (~20% in B2B) • Only ~10% website visitors convert • Long sales cycles So… What if we applied the email nurturing concept to the world of display and social advertising?
  • 30. #SPS2014 Nurturing Beyond Email Nurture your website visitors with highly relevant display and social ads WEEK 1 MESSAGE WEEK 2 MESSAGE WEEK 3 MESSAGE How?
  • 31. #SPS2014 Anonymous & Known Prospect Nurturing Beyond Email Segmentation: Website navigation & engagement level
  • 32. #SPS2014 Anonymous & Known Prospect Nurturing Beyond Email Segmentation: Website navigation & engagement level
  • 33. #SPS2014 Anonymous & Known Prospect Nurturing Beyond Email Create sequenced waves of display and social ads for different audiences segments Breakdown of segmentation of website visitors: • Home page bouncers • Features (product) à Analytics à Marketing • Showcase • Pricing • Blog • eBook conversions (known contacts)
  • 34. #SPS2014 Anonymous & Known Prospect Nurturing Beyond Email Home Page Bouncers Features (Product Page) Pricing Page Week 1 Week 2 Week 3 Display ads Facebook ads
  • 35. #SPS2014 Anonymous & Known Prospect Nurturing Beyond Email A closer look a messaging by segment: Home Page Bouncers - High level message Pricing Page - Hard sell on demo Features (Product Page) - “Buyer” consideration
  • 36. #SPS2014 Measure § Track and trend KPIs § Drill down to performance by creative § Compare engagement from nurtured vs. non-nurtured website visitors
  • 37. #SPS2014 Upgrading Your Lead Nurturing Strategy Key Takeaways: • “Nurturing” is not limited to email • How can you deliver the most content to prospects that aligns with their specific interests and levels of engagement? • Apply concepts like automation, segmentation, and nurturing to display and social • Generate more leads and speed up the sales cycle!
  • 38. #SPS2014 Submit Your Questions! • Download this white paper. • View our podcast. • Take our assessment • …
  • 39. Andrew Gaffney, Editor, Demand Gen Report #SPS2014 Q&A // Panelists! MODERATOR: Lucy Orloski MarkeKng Director, Localy@cs Amanda Halle, Senior Manager, MarkeKng LinkedIn Marke@ng Solu@ons
  • 40. #SPS2014 Thanks for attending!! Make sure to aBend the next session in the Strategy & Planning Series: hBp://dg-­‐r.co/sps_14