5 reasons you can kill your automated marketing
DESCRIPTION
Marketo Champion, Steven Moody, explains the top marketing automation fails and how to overcome them.TRANSCRIPT
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5 Ways You Can Kill Your Automated Marketing
#marketingfails
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• 6 years working with marketing automation
• Marketo Champion and Summit speaker
• Head of Marketing and Founder of agency
• Latest fail à
@sjmoody
#marketingfails
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Beachhead Marketing offers consulting and applications to help tech firms $1M-50M grow faster • Workshops on customer acquisition for 2015
• Marketing automation consulting
• More info at www.beachhead.io
#marketingfails
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RingLead offers easy-to-use yet powerful applications to solve data quality problems in your marketing automation platform • Clean • Protect Data Quality Suite • Enhance
www.ringlead.com
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#marketingfails
What Marketing automation do you use? What failures have you made?
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3 kinds of popular personalization fails
The hidden cost of failed personalization
5 ways you can kill your automated marketing
How to heal your automated marketing
will cover these
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3 Kinds of PopularPersonalization Fails
#marketingfails
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#marketingfails
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I met Tim Cook last weekend,and Tim Burton, and Tim Howard, and…
#marketingfails
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If it’s awkward offline,
it’s worse online.
#marketingfails
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The worst prison ever!
It kills me just to not know
whether I’m being surveilled.
MND
#marketingfails
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#marketingfails
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Good off-line Personalization
Fails online
#marketingfails
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#marketingfails
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Stop asking “How can I help you?” every time I mention your name! I just said you were trash!
#marketingfails
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A fragile design fails to mimic
the robust responses�expected from a human
#marketingfails
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The Hidden Cost���of Failed Personalization
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Due to irrelevant offers, visitors…
10%
13%
29%
Never visit the website again
Visit the website less frequently
Become less likely to buy product
Categorize emails as “Junk” or “Spam”
54%
45%
68%
Unsubscribe from emails
Automatically delete the emails
Source: Janrain.com
#marketingfails
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Cost of irrelevancy
Database size Ignore you Cost per lead Cost of failure
1,000 680 $50 $34,000
10,000 6,800 $50 $340,000
100,000 68,000 $50 $3,400,000
1,000,000 680,000 $50 $34,000,000
#marketingfails
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The greater the database size is, the greater the costs of
personalization mistakes.
#marketingfails
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5 Ways You Can Kill Your Automated Marketing
#marketingfails
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“Remember that a person’s name is to that person the sweetest and most important sound
in any language.” –Dale Carnegie
Misspelled names (and tech errors)
#marketingfails
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Neglecting the harm of
shallow segmentation.
Assuming the majority
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83% of US consumers consider information collection without acknowledgement as invasive.
Premature familiarity
Source: Adobe and Edelman Berland
#marketingfails
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Strangers, friends and evangelists�are not properly segmented and communicated.
Ignoring existing relationships
#marketingfails
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LocationPricingOffer
Not clarifying differences in offers
differences �
#marketingfails
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How to Heal YourAutomated Marketing
Strategy Gimmick System
#marketingfails
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Lack of insight into
customer psychology�
What is the issue?
#marketingfails
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• Only use information that you trust
• Build up familiarity before trying to impress them
• Don’t take your customers for granted
How to fix it?
#marketingfails
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Dependence on automationwithout a
human touch�
What is the issue?
Example: Obama’s “Hey” emails
#marketingfails
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• Don’t try sales pitches with every contact
• Show how you relate to their issues
• Understand the real purpose of personalization
How to fix it?
“Eventually the novelty wore off, and we had to go back and retest.” �Showalter, Director of Digital Analytics, Obama’s re-election campaign
#marketingfails
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Database control system does not guarantee
data cleanliness.�
What is the issue?Beware of
WYSIATI bias:���Data decay is
around 36% a year
Source: CRM Clean
#marketingfails
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51% of marketerscannot ensure their data
is fresh�
What is the issue?
Source: RingLead’s State of Data Quality Benchmark Report
#marketingfails
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• Set rules on collecting data to reduce mistakes
• Dedicate resources to update database
• Customize personalization tools with care
• Develop an action plan to perform data maintenance
How to fix it?
#marketingfails
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beachhead.io/traction-workshop
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