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Do the Maths:How data is replacing creativity as
the core Marketing discipline
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The dialogue has changed...
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From Push...
Direct Mail, Bulk Email, Radio, TV,...
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...to Pull...
Search, PPC, Blogs
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...to Engagement and Sharing
Social, Conversations, Participation, User Feedback
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Buyer Behavior has Changed
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B2B buyer decision cycleSatisfaction
Acknowledgment
Decision
Criteria
Selection
Investigation
Reconsideration
MeasurementSource: R. Jolles
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Emerging buying cycle gap ...Satisfaction
5%
Acknowledgment79%
Decision
Criteria
Selection
Investigation
Reconsideration
MeasurementSource: R. Jolles
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Emerging buying cycle gap ...Satisfaction
Acknowledgment
Decision
Criteria
Selection2%
Investigation2-3%
Reconsideration
MeasurementSource: R. Jolles
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Emerging buying cycle gap ...Satisfaction
Acknowledgment
Decision
Criteria
Selection2%
Investigation2-3%
Reconsideration
MeasurementSource: R. Jolles
problem
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Emerging buying cycle gap ...Satisfaction
Acknowledgment
Decision
Criteria
Selection2%
Investigation2-3%
Reconsideration
MeasurementSource: R. Jolles
problem
problem
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Emerging buying cycle gap ...Satisfaction
Acknowledgment
Decision
Criteria
Selection
Investigation
Reconsideration
MeasurementSource: R. Jolles
the opportunity
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Our response…
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Email Is Still the B2B Tool of Choice
• 89% of B2B marketers use email.
• Email is the number-one outbound B2B marketing tactic used today.
Source: Forrester Marketing Forum 2010 presentation
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By 2014…
9,000 email marketing messages a year.
…750 a month
…25 each day
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Our “creative” response…
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Use personalisation in the subject line
Include the brand name in the subject line
Send the email from an individual
Send the email from the company’s name
Send the message on Monday, Tuesday, Wednesday, Thursday, Friday.
Always send the message on the weekend; in the morning; in the afternoon.
Use arrows >> in your call to action
Logos should be in the top left. Always. Except when they don’t perform well. Then they shouldn’t.
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Creative
• Format
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Creative
• Format
FOLD
X
X
X
X
X
X
X
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DATA Is the Key to Dialogue
010101010101010101010
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Data in 3 forms•W
hat we learn by listening
Inferred
•What we learn by monitoring
Implicit
•What we learn by asking
Explicit
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Inferred Customer DataWhat we learn by listening
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Monitoring blogs, social networks and customer communities
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39% of B2B marketers monitor social networks
28% of B2B marketers monitor blogs
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Implicit or Behavioral DataWhat we learn by measuring
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Email measurements
Opens Clicks Conversions
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Website measurements
Pages visited
Items downloade
d
Non-conversion
s
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Explicit Customer DataWhat we learn by asking
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Web forms
Surveys
Registration
pages
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Implicit -> Every message -> Every interaction
Inferred – General Sentiment, Tone, and Market Needs
Time
Explicit
Explicit
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Data
Creative
Effective Dialogue
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The Components of Marketing Automation
Web Integration& Lead Capture
Outbound/Email Execution
program (Nurture)Automation
Lead Scoring& Management
Sales Tools/CRM Integration
ROI Reporting& Analytics
CentralizedMarketingDatabase
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A recap…
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A quick synopsis• Marketing has fundamentally changed.• [Much of] the power and control is clearly in the hands
of our customers.• Email is alive and well, but it runs the risk of continued
harm to itself if it doesn’t evolve in its practices and its integration with other channels.
• Effectively leveraging the data we have is the key to that evolution, and to continued ROI.
• We must also evolve the content we deliver across all channels to match the needs, demands and timing of the buyer.
• Once evolved, integration between inbound and outbound channels is a must.
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Thank you!
@rlevans & @Silverpopwww.slideshare.com/silverpop
www.silverpop.com