some type of creative background inmarking and sales in a...

© 2012 Marketo, Inc. Marketo Proprietary and Confidential

Some type of creative background in

style of event Marking and Sales in a Brave New World

Sales and Marketing in a

Brave New World

Phil Fernandez CEO, Marketo

A CRITICAL

MOMENT

Agenda

HERE? DID YOU START

IN CONTROL THE BUYER IS

Facebook Page

Management

Social Engagement

Social Marketing

Social Listening

Social Enterprise

Social Campaigns

Expanding the Marketing Palette

A Foundation of Data

Agenda

SALES MARKETING

あなたは、これらの"リード"彼らは

ただの名前だが、なぜわざわざ呼び出す

На одделот за

продажба

никогаш не го

нарекува мојот

потенцијални

клиенти. £ £

DEATH OF A

SALES CYCLE

OPPORTUNITY CUSTOMER LEA

D

THE TRADITIONAL SALES CYCLE

CHASING

SHORT-TERM

DEALS?

DEATH OF A

BIRTH OF A

SALES CYCLE

REVENUE

CYCLE

YOU MUST

GUIDE THE BUYER’S

JOURNEY

AWARENESS FRIEND KNOWN

NAMES OPPORTUNITY CUSTOMER

PR

OS

PE

CT

LEA

D

SEED NURTURING LEAD NURTURING QUALIFICATION TO CLOSE

THE NEW REVENUE CYCLE MODEL

DESIGNING

REVENUE

GROWTH

Marketing’s Percentage of Contribution to Pipeline

10

20

30

40

50

60

Least Mature

Average

Most Mature

Salesperson Time Spent Actively Selling

10

20

30

40

50

60

Least Mature

Average

Most Mature

70

Multiple Revenue Drivers

22% Increase in qualified leads

21% More leads convert to opportunities

Grow number of

opportunities

2011 Survey of over 250 customers.

15% Reduction in customer acquisition cost

Optimize

Revenue ROI

12% Increase in Revenue visibility

17% Increase in win rate

7% Shorter sales cycle

Improve Sales

Productivity

Agenda

Marketo in a Nutshell

• Thought leader driving the market agenda

• 2200+ customers in 35 countries

• Built on customer adoption & success

• Furious pace of product innovation

• Fastest growing vendor in category

Industry Thought

Leadership

(Wylie, May 2012)

Marketing Solution

Winner

#1 Fastest Growing

Private Silicon Valley

Co.

#28 Most Promising

Company in America

Salesforce - Best

Marketing Automation &

Best Chatter Exchange

Agenda

A Single, Integrated Revenue Process

MORE PROSPECTS: Excel at

inbound, social, and

content marketing

SALES PRIORITIZATION:

Spend sales & marketing

time on most likely buyers

END TO END MEASUREMENT:

Measure program

performance and revenue

impact

SALES INSIGHTS: Integrated

visibility & action for sales and

marketing with CRM systems

PREDICTIVE ANALYTICS:

Achieve integrated “whole-

funnel” forecasting;

optimize investments

NURTURING: Educate and

win the minds of self-

directed buyers

SCORING: Detect and

exploit buying signals

instantly

RELATIONSHIP

MARKETING: Enhance

upsell, cross-sell, and

retention

Revenue

Platform

© 2012 Marketo, Inc. Marketo Proprietary and Confidential

Some type of creative background in

style of event Marking and Sales in a Brave New World

QUESTIONS?

© 2012 Marketo, Inc. Marketo Proprietary and Confidential

Some type of creative background in

style of event Marking and Sales in a Brave New World

INTERMISSION