Marketo is used by NewVoiceMedia to evolve their lead acquisition strategy to generating qualified sales opportunities. Some key points: - Marketo allows NewVoiceMedia to automate customer journeys and score leads to better identify marketing qualified leads. - Since implementing Marketo in 2011, NewVoiceMedia has seen 100% year-over-year growth and a 20x increase in campaign productivity leading to a 10x growth in their qualified sales pipeline. - Features like scoring, automation, and analytics from Marketo provide insights to help NewVoiceMedia focus on ROI and improve productivity.

1. Why NewVoiceMedia use
Marketo
Mark Farnell, RVP Marketing Operations

2. Contact Centre Integration for
Salesforce
Inbound/Outbound
Dial, Route, Track, Record
UK Headquartered
San Francisco, New York, Sydney,
Europe
400+ customers in 30 countries
Marketo users since August 2011
Marketo Champion/Certified Expert
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3. Evolving from lead
acquisition to qualified
pipe
ROI
New Sales Development
function
Scoring TrackingEmail limits
Headcount
100% YoY Growth

4. Whitepaper
s
Case
Studies
Data
Sheets
Email Webinars
PPC
SEO PR Video
Events
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5. Automatio
n
Customer
Journey MQL
Budge
t!
Campaign
Growth
Small
Sales
Dev. team
Productivity
Insight &
Understandin
g
Focus
ROI
5

6. Analytics
Focus – MQL Scoring
Ease of Use – flows, lists, templates
Implementation – Customer Success team
6

7. 2011
Implement
basic programs
2012
Scoring
2013
Revenue Model
2015
Engagement
Engine
2014
Revenue Cycle
Analytics
2016
RTP
7

8. 8
Lead Score Low Medium High
High Profile Fit MQL MQL MQL
Medium Profile Fit Nurture MQL MQL
Low Profile Fit Nurture Nurture MQL

9. 9

10. 10

11. 11

12. 12

13. 13

14. 14
VIP
2+/5+
SMB ENT

15. 15
Campaign Productivity Qualified Pipeline
20x vs.
2011

16. Automatio
n
Customer
Journey MQL
Budge
t!
10x campaign
growth
Small
Sales
Dev. team
Productivity
Insight &
Understandin
g
Focus
ROI
16

17. QUESTIONS & ANSWERS
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