2012 11-08 synergy v3
TRANSCRIPT
Modern Sales amp Marketing Best Practices
Synergy 2012
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
3 markroberge
Outbound Marketing
4 markroberge
Outbound Marketing is Harder
800-555-1234
Annoying
Salesperson
5 markroberge
Inbound Marketing Align with Buyer Behavior
Blog SEO Social Media
How Do You Get to the Top
httpwwwseomozorgblogfacebook-twitters-influence-google-search-rankings
Social Authority is Largest Influencer of SEO
8 markroberge
SEO = Create amp Promote Content
Blog SEO Social Media
0
200
400
600
800
1000
1200
1400
1600
1800
NEW LEADS INDEX
MONTHLY BLOG POSTS
B2B
B2C
IMPACT OF MONTHLY BLOG ARTICLES ON INBOUND LEADS FOR B2B amp B2C COMPANIES
Share This Report
httpoffershubspotcommarketing-benchmarks-from-7000-businesses
10 markroberge
100+ Examples of Inbound Success
httpwwwhubspotcomcustomer-case-studies
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
12 markroberge
Create Your Content Engine Create Your Content Engine
13 markroberge
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
14 markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
3 markroberge
Outbound Marketing
4 markroberge
Outbound Marketing is Harder
800-555-1234
Annoying
Salesperson
5 markroberge
Inbound Marketing Align with Buyer Behavior
Blog SEO Social Media
How Do You Get to the Top
httpwwwseomozorgblogfacebook-twitters-influence-google-search-rankings
Social Authority is Largest Influencer of SEO
8 markroberge
SEO = Create amp Promote Content
Blog SEO Social Media
0
200
400
600
800
1000
1200
1400
1600
1800
NEW LEADS INDEX
MONTHLY BLOG POSTS
B2B
B2C
IMPACT OF MONTHLY BLOG ARTICLES ON INBOUND LEADS FOR B2B amp B2C COMPANIES
Share This Report
httpoffershubspotcommarketing-benchmarks-from-7000-businesses
10 markroberge
100+ Examples of Inbound Success
httpwwwhubspotcomcustomer-case-studies
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
12 markroberge
Create Your Content Engine Create Your Content Engine
13 markroberge
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
14 markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
3 markroberge
Outbound Marketing
4 markroberge
Outbound Marketing is Harder
800-555-1234
Annoying
Salesperson
5 markroberge
Inbound Marketing Align with Buyer Behavior
Blog SEO Social Media
How Do You Get to the Top
httpwwwseomozorgblogfacebook-twitters-influence-google-search-rankings
Social Authority is Largest Influencer of SEO
8 markroberge
SEO = Create amp Promote Content
Blog SEO Social Media
0
200
400
600
800
1000
1200
1400
1600
1800
NEW LEADS INDEX
MONTHLY BLOG POSTS
B2B
B2C
IMPACT OF MONTHLY BLOG ARTICLES ON INBOUND LEADS FOR B2B amp B2C COMPANIES
Share This Report
httpoffershubspotcommarketing-benchmarks-from-7000-businesses
10 markroberge
100+ Examples of Inbound Success
httpwwwhubspotcomcustomer-case-studies
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
12 markroberge
Create Your Content Engine Create Your Content Engine
13 markroberge
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
14 markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
4 markroberge
Outbound Marketing is Harder
800-555-1234
Annoying
Salesperson
5 markroberge
Inbound Marketing Align with Buyer Behavior
Blog SEO Social Media
How Do You Get to the Top
httpwwwseomozorgblogfacebook-twitters-influence-google-search-rankings
Social Authority is Largest Influencer of SEO
8 markroberge
SEO = Create amp Promote Content
Blog SEO Social Media
0
200
400
600
800
1000
1200
1400
1600
1800
NEW LEADS INDEX
MONTHLY BLOG POSTS
B2B
B2C
IMPACT OF MONTHLY BLOG ARTICLES ON INBOUND LEADS FOR B2B amp B2C COMPANIES
Share This Report
httpoffershubspotcommarketing-benchmarks-from-7000-businesses
10 markroberge
100+ Examples of Inbound Success
httpwwwhubspotcomcustomer-case-studies
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
12 markroberge
Create Your Content Engine Create Your Content Engine
13 markroberge
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
14 markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
5 markroberge
Inbound Marketing Align with Buyer Behavior
Blog SEO Social Media
How Do You Get to the Top
httpwwwseomozorgblogfacebook-twitters-influence-google-search-rankings
Social Authority is Largest Influencer of SEO
8 markroberge
SEO = Create amp Promote Content
Blog SEO Social Media
0
200
400
600
800
1000
1200
1400
1600
1800
NEW LEADS INDEX
MONTHLY BLOG POSTS
B2B
B2C
IMPACT OF MONTHLY BLOG ARTICLES ON INBOUND LEADS FOR B2B amp B2C COMPANIES
Share This Report
httpoffershubspotcommarketing-benchmarks-from-7000-businesses
10 markroberge
100+ Examples of Inbound Success
httpwwwhubspotcomcustomer-case-studies
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
12 markroberge
Create Your Content Engine Create Your Content Engine
13 markroberge
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
14 markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
How Do You Get to the Top
httpwwwseomozorgblogfacebook-twitters-influence-google-search-rankings
Social Authority is Largest Influencer of SEO
8 markroberge
SEO = Create amp Promote Content
Blog SEO Social Media
0
200
400
600
800
1000
1200
1400
1600
1800
NEW LEADS INDEX
MONTHLY BLOG POSTS
B2B
B2C
IMPACT OF MONTHLY BLOG ARTICLES ON INBOUND LEADS FOR B2B amp B2C COMPANIES
Share This Report
httpoffershubspotcommarketing-benchmarks-from-7000-businesses
10 markroberge
100+ Examples of Inbound Success
httpwwwhubspotcomcustomer-case-studies
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
12 markroberge
Create Your Content Engine Create Your Content Engine
13 markroberge
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
14 markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
httpwwwseomozorgblogfacebook-twitters-influence-google-search-rankings
Social Authority is Largest Influencer of SEO
8 markroberge
SEO = Create amp Promote Content
Blog SEO Social Media
0
200
400
600
800
1000
1200
1400
1600
1800
NEW LEADS INDEX
MONTHLY BLOG POSTS
B2B
B2C
IMPACT OF MONTHLY BLOG ARTICLES ON INBOUND LEADS FOR B2B amp B2C COMPANIES
Share This Report
httpoffershubspotcommarketing-benchmarks-from-7000-businesses
10 markroberge
100+ Examples of Inbound Success
httpwwwhubspotcomcustomer-case-studies
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
12 markroberge
Create Your Content Engine Create Your Content Engine
13 markroberge
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
14 markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
8 markroberge
SEO = Create amp Promote Content
Blog SEO Social Media
0
200
400
600
800
1000
1200
1400
1600
1800
NEW LEADS INDEX
MONTHLY BLOG POSTS
B2B
B2C
IMPACT OF MONTHLY BLOG ARTICLES ON INBOUND LEADS FOR B2B amp B2C COMPANIES
Share This Report
httpoffershubspotcommarketing-benchmarks-from-7000-businesses
10 markroberge
100+ Examples of Inbound Success
httpwwwhubspotcomcustomer-case-studies
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
12 markroberge
Create Your Content Engine Create Your Content Engine
13 markroberge
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
14 markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
0
200
400
600
800
1000
1200
1400
1600
1800
NEW LEADS INDEX
MONTHLY BLOG POSTS
B2B
B2C
IMPACT OF MONTHLY BLOG ARTICLES ON INBOUND LEADS FOR B2B amp B2C COMPANIES
Share This Report
httpoffershubspotcommarketing-benchmarks-from-7000-businesses
10 markroberge
100+ Examples of Inbound Success
httpwwwhubspotcomcustomer-case-studies
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
12 markroberge
Create Your Content Engine Create Your Content Engine
13 markroberge
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
14 markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
10 markroberge
100+ Examples of Inbound Success
httpwwwhubspotcomcustomer-case-studies
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
12 markroberge
Create Your Content Engine Create Your Content Engine
13 markroberge
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
14 markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
12 markroberge
Create Your Content Engine Create Your Content Engine
13 markroberge
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
14 markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
12 markroberge
Create Your Content Engine Create Your Content Engine
13 markroberge
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
14 markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
13 markroberge
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
14 markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
14 markroberge
4
Blog Posts Month
Create Your Content Calendar
1 eBook w LP Month
Create Your Content Calendar
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
15 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
1 eBook w LP Month
Create Your Content Calendar
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
16 markroberge
Create Your Content Calendar
4
Blog Posts Month
FB Posts Month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
17 markroberge
Create Your Content Calendar
4 Blog Posts Month
FB Posts month
8
Tweets month
16
1 eBook w LP Month
Create Your Content Calendar
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Your List Expires at ~25 Year
Year 1 Year 2 Year 3
50K 21K
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
20
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
21 markroberge
500 Leads
50K list 4 CTR
25 Conversion
Marketing Automation Expiration
42 Leads 21K list 1 CTR
20 Conv
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Traditional Marketing Automation
CONTEXT MEDIUM
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Personalization Not Automation
CONTEXT MEDIUM
Marketing Mary
Enterprise Erin
Owner Ollie
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
The Marketing SLA
Lead Type Lead Value
Webinar $07
eBook $05
Free Trial $45
Demo Request $95
Owner Ollie Leads (1-100 Employees)
Lead Type Lead Value
Webinar $35
eBook $45
Free Trial $210
Demo Request $275
Marketing Mary Leads (100-2000 Employees)
Lead Type Lead Value
Webinar $85
eBook $100
Free Trial $425
Demo Request $610
Enterprise Erin Leads (2000+ Employees)
Data has been altered from actual
HubSpot data for the purposes of this
presentation
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
The Sales SLA
Attempt
LT
V C
OC
A
Data has been altered from actual HubSpot data for the purposes of this presentation
Ollie Leads Mary Leads Erin Leads
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Daily Accountability for Marketing amp Sales
Data has been altered from actual HubSpot data for the purposes of this presentation
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
TRANSFORMATION AND PERSONALIZATION
NOT AUTOMATION
1 Align Marketing with Modern Buyer Behavior Inbound Marketing
2 Attract Prospects with Your Content Engine
3 Avoid Death by Marketing Automation
4 Convert Sales through Personalizaton
5 Align Sales and Marketing
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
create marketing people love
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Content
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
Context
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
inbound12
wwwHubSpotcom3
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge
THANKS
Mark Roberge
SVP of Sales and Services HubSpot
markroberge