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Infographic: Revenue Marketing

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The New Metrics

Critical Success Factors

Why Revenue Marketing Matters

30% of Marketers Are On The Adoption Path

The Results

The way today’s buyers buy has changed. Sales engagement now starts later, so marketing has a much more important role to play in securing sales revenue.

Revenue Marketing is a business centric approach to marketing that is aligned more closely with sales to deliver in four important areas.

25% 5%25%45%

Traditional Approach

Focus on the 4 P’s with activity-based metrics

Focus on Lead-Gen with activity-based metrics

Funnel Management & Nuture Marketing with

MQL Conversion metrics

Repeatable, Predictable and Scalable Marketing

with real ROI metrics

LeadGeneration

People: Sales & Marketing Alignment

Processes: Funnel, Lead & Nurture Management

Results: Attributed Revenue

Content: Persona driven, value based

Technology: Marketing Automation

Strategy: Revenue Alignment

DemandCreation

RevenueMarketing

What Is Revenue Marketing

Feeding the sales pipeline with Marketing Qualified Leads

Linking sales revenues to specific marketing activity so that you can prove ROI

Reducing Sales Cycle and increasing Sales Conversion rates

Prioritising activities that have a measurable ROI and that are repeatable & scalable £

Awareness - Interest - Evaluation - Negotiation - Order

Who Owns The Lead? 2007

Marketing Sa

les

Who Owns The Lead? 2017

Awareness - Interest - Evaluation - Negotiation - Order

Marketing Sales

Revenue Marketing MetricsHistoric Metrics# of Events

# of Attendees

# of Adverts

# of Website Visitors

# of eShots

# of Press Releases

# of MQLs SALs and SQLs

Conversion Rate from Lead to MQL / SQL

Conversion Rate from MQL to SQL / Sale

% of Pipeline generated from Marketing

% of Revenue generated from Marketing

ROI per Marketing Activity / Programme

RevenueMarketing

No Marketing Automation

Greater Growth

Same Growth

Slower Growth

Unintegrated Marketing

Automation

Revenue Marketing Focus & Marketing

Automation

0%

100%

Organisations that embrace Revenue Marketing and adopt fully integrated Marketing Automation generate greater growth.