infographic: revenue marketing€¦ · sales & marketing alignment processes: funnel, lead...
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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.