1. WEBINAR
#CIRCLESWEBINAR
MARKETING
AUTOMATION
Give Your B2B Online Marketing
Program a Boost

2. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
PRESENTERS
TIM ASIMOS
Vice President &
Director of Digital Innovation
@timasimos

3. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
PRESENTERS
TERRY HEW
Director, Channel Sales
@terry_hew

4. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
PRESENTERS
+

5. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
AGENDA
1 What is marketing automation software ?
2 Why is it a “must have”?
3 Key features/functionality
4 How to choose the right solution
5 Tips for a successful implementation
Q&A

6. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
1
WHAT IS
MARKETING
AUTOMATION?

7. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
1 WHAT IS MARKETING AUTOMATION?
“Marketing automation is the use of technology
to generate, nurture, score and qualify leads, and
drive sales, using customized, multi-touch marketing
communications tailored for each contact’s profile, level
of interest, behavior, or place in the buying process.”
— Sales Lead Insights

8. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
1 WHAT IS MARKETING AUTOMATION?
80
CRM
Email Marketing SEO Social Media Webinars Website Visitor
Tracking
Web Forms Lead
Management
List
Segmentation
Lead Scoring Sales
Intelligence
Landing Pages CRM Integration Analytics Contacts Lead Nurturing/
Automated Programs

9. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
1 WHAT IS MARKETING AUTOMATION?
Lifecycle
Marketing
AWARENESS
Evangelist
Customer
Visitor
INTEREST /
CONSIDERATION
SATISFACTION /
RETENTION
UPSELLING /
CROSS-SELLING
EVALUATION

10. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
1 WHAT IS MARKETING AUTOMATION?

11. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
1 WHAT IS MARKETING AUTOMATION?
“16% of North American B2B
companies use marketing
automation technology,
according to new study by
SiriusDecisions.”
- Source: SiriusDecisions 2014 MAP Survey

12. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
2
WHY IS IT A
“MUST HAVE”?

13. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
B2B marketing
is evolving.
2 WHY IS IT A “MUST HAVE”?

14. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
2 WHY IS IT A “MUST HAVE”?
“B2B Buyers go through
about 60% of the purchasing
process before ever talking
to sales.”
— The Corporate Executive Board Company

15. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
2 WHY IS IT A “MUST HAVE”?
Digital channels
are growing.

16. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
2 WHY IS IT A “MUST HAVE”?
Strategy
Content
Marketing
Traffic
Generation
Lead
Generation
Lead
Management
Analytics &
Reporting

17. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
2 WHY IS IT A “MUST HAVE”?
“Smarter companies that want to take
charge of their lead generation and
lead-nurturing efforts across all
relevant channels are increasingly
using [marketing-automation
software] for a strong competitive
edge in the market.”
- Hiral Jasani,
Digital Media Industry Analyst
Frost & Sullivan

18. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
Time Savings &
Increased
Efficiency
2 WHY IS IT A “MUST HAVE”?

19. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
2 WHY IS IT A “MUST HAVE”?
“Marketing automation drives a 14.5%
increase in sales productivity and a 12.2%
reduction in marketing overhead. ”
— Nucleus Research, April 2012

20. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
Smarter
Marketing
2 WHY IS IT A “MUST HAVE”?
Right Message Right Person Right Time

21. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
Marketing &
Sales/BD
Alignment
2 WHY IS IT A “MUST HAVE”?

22. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
2 WHY IS IT A “MUST HAVE”?
“B2B organizations with tightly
aligned sales and marketing
achieved 24% faster revenue
growth and 27% faster profit
growth over a three year
period.”
- Source: SiriusDecisions

23. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
Sales
Intelligence
2 WHY IS IT A “MUST HAVE”?

24. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
2 WHY IS IT A “MUST HAVE”?
“Companies that use marketing
automation are nearly 2X more likely to
capture intelligence for the sales team
than companies without automation. ”
— The Lenskold and Pedowitz Groups, Nov 2013

25. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
Return on
Investment
2 WHY IS IT A “MUST HAVE”?

26. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
2 WHY IS IT A “MUST HAVE”?
“Companies that adopt marketing
automation see 53% higher conversion
rates than do non-adopters.”
- Aberdeen Group, July 2012

27. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
2 WHY IS IT A “MUST HAVE”?
“Companies that invest in marketing
automation solutions see 70% faster
sales cycle times, and 54%
improvement in quota achievement.”
- Bulldog Solutions, March 2012

28. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
3
KEY FEATURES/
FUNCTIONALITY

29. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
Email
Marketing
3 KEY FEATURES/FUNCTIONALITY

30. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
List
Management
3 KEY FEATURES/FUNCTIONALITY

31. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
3 KEY FEATURES/FUNCTIONALITY
Automated
Programs

32. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
Landing Pages
& Forms
3 KEY FEATURES/FUNCTIONALITY

33. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
3 KEY FEATURES/FUNCTIONALITY
Website Visitor
Tracking

34. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
Lead
Management
3 KEY FEATURES/FUNCTIONALITY

35. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
3 KEY FEATURES/FUNCTIONALITY
CRM
Integration

36. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
Social Media
Management
3 KEY FEATURES/FUNCTIONALITY

37. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
Analytics &
Reporting
3 KEY FEATURES/FUNCTIONALITY

38. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
4
HOW TO CHOOSE
THE RIGHT
SOLUTION

39. MARKETING AUTOMATION #CIRCLESWEBINAR
@circlesstudio
5
TIPS FOR A
SUCCESSFUL
IMPLEMENTATION

40. LET’S CONNECT
#CIRCLESWEBINAR
TIM ASIMOS
@TimAsimos
linkedin.com/in/TimAsimos
CIRCLE S STUDIO
@circleSstudio
linkedin.com/company/circle-s-studio
/circleSstudio
circleSstudio.com/blog
circleSstudio.com