Becoming a Cohesive Unit - Caleb Trecek

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In his presentation, Caleb shares five signs your company is ready for marketing automation, how to attain stakeholder buy-in, and how to enable your company to achieve success with the software.

Business News & Politics

Page 1 © 2014 Marketo, Inc.#MKTGNATION14
Becoming a Cohesive Unit
Caleb Trecek
Marketing Services Manager—LeadMD

Page 2 © 2014 Marketo, Inc.#MKTGNATION14
Marketing Automation
Covering the Potholes on the Road to Marketing Success
The LawLogix Customer Success Story

Page 3 © 2014 Marketo, Inc.#MKTGNATION14
1. Where We Were
1. Small team
2. Using Salesforce.com
3. Using another tool for email only
2. Where We Wanted to Be
1. Growing team
2. More than email
3. Recognition of marketing revenue
Our Story

Page 4 © 2014 Marketo, Inc.#MKTGNATION14
Change the Perception of Marketing

Page 5 © 2014 Marketo, Inc.#MKTGNATION14
1. No visibility into lead acquisition and
conversion
5 Signs You’re Ready for Marketing Automation

Page 6 © 2014 Marketo, Inc.#MKTGNATION14
2. You want a seat at the revenue table
5 Signs You’re Ready for Marketing Automation

Page 7 © 2014 Marketo, Inc.#MKTGNATION14
3. You don’t know your customers or what
they like
5 Signs You’re Ready for Marketing Automation

Page 8 © 2014 Marketo, Inc.#MKTGNATION14
4. There’s no personalized conversation
between you and your leads/customers
5 Signs You’re Ready for Marketing Automation

Page 9 © 2014 Marketo, Inc.#MKTGNATION14
5. The current methodology isn’t scalable
5 Signs You’re Ready for Marketing Automation

Page 10 © 2014 Marketo, Inc.#MKTGNATION14
• It’s too expensive
• I don’t know what
others have to say
• Our current
methods are fine
• Show the value of
Marketo
• Have a reference
call
• Demonstrate the
deficiencies of your
current methods
The Internal Sale

Page 11 © 2014 Marketo, Inc.#MKTGNATION14
1. Don’t try to solve everything at once
2. Have a plan going into the process
1. Naming conventions
2. Who will be responsible for what
3. Approval Processes
3. Be active in the community
4. Involve the sales team
You Can Teach an Old Dog New Tricks

Page 12 © 2014 Marketo, Inc.#MKTGNATION14
1. The gap between sales and marketing was
closed
Big Wins

Page 13 © 2014 Marketo, Inc.#MKTGNATION14
1. Marketing was able to take some credit for
big sales
Big Wins

Page 14 © 2014 Marketo, Inc.#MKTGNATION14
1. Doubling the efficiency of our team
Big Wins

Page 15 © 2014 Marketo, Inc.#MKTGNATION14
Q&A
Caleb Trecek
Marketing Services Manager—LeadMD
caleb@leadmd.com
@socmedworks

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3. Page 3 © 2014 Marketo, Inc.#MKTGNATION14 1. Where We Were 1. Small team 2. Using Salesforce.com 3. Using another tool for email only 2. Where We Wanted to Be 1. Growing team 2. More than email 3. Recognition of marketing revenue Our Story

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