Acquisition marketing leads via the cloud march 13
•
0 gostou•363 visualizações
An insight into successful lead generation via online methodologies
Recomendados
Recomendados
Mais conteúdo relacionado
Mais procurados
Mais procurados (20)
Destaque
Destaque (6)
Semelhante a Acquisition marketing leads via the cloud march 13
Semelhante a Acquisition marketing leads via the cloud march 13 (20)
Mais de iCumulus
Mais de iCumulus (16)
Acquisition marketing leads via the cloud march 13
- 2. Acquisition Marketing Define: Marketing to those who are NOT existing clients/customers and prospects, with the goal of acquiring or adding them as a new client/customer or prospect.
- 3. Sales Funnel
- 4. Leads via the Cloud… “Australia’s Premier Lead Generation Agency!” iCumulus provides Australia’s leading digital and data marketers a full service lead generation service. Our relationships with premium digital publishers and our cutting edge lead management technology positions iCumulus as: Our Key Services: Lead Generation Lead Management Creative Design – Performance/Responsive Premium Publisher Network
- 6. Market Opportunity Australian Online Advertising Expenditure - 3 months ending Mar 2011 24.2% 21.7% Search& Directories General Display 54.2% Classifieds
- 7. Market Opportunity Display Pricing Methodology Email Revenue ($m) $8.7 25% $8.4 $7.9 $8.0 $7.6 75% CPM Performance 1st Qtr 2nd Qtr 3rd Qtr 4th Qtr 1st Qtr 2010 2010 2010 2010 2011
- 9. Lead Generation X website user Lead Captured When Survey Question Database Answered User signs up to lifestyle Survey entering Respondents demographic information and answers 200 sponsored and unsponsored questions. Details Buyer receives lead into CRM and reporting via Atmosphere of Lead data processing qualified leads • Verification • Unique record accepted
- 10. Lead Gen Placements X Sponsored Question Within Member registration Website Offer Page
- 11. Lead Gen Placements return Email Sent to registered members
- 12. Tips for lead buying Exclusive? – ensure leads you purchase are YOURS only • Publishers offer category exclusivity Pace your delivery based on your sales teams consumption rates Remember the warmer the lead the higher the response - BUT • Phone calls in 5 min is a little creepy – Be polite • Common courtesy rules need to apply – time of day Email is expected to be received instantly – send a welcome at least Incentivised? – check in advance, leads tend to have lower response rates return
- 13. Pricing Below is a guide to current market rates (Publisher)
- 14. Pricing Demand V Supply • Lack of quality publisher sources Auction System? Volume could increase rates Long term agreements • Lock in with publishers work in partnership • Be open to new opportunities • Constantly make suggestions return
- 15. Lead Management
- 16. Manage Sellers
- 17. Manage Buy to CRM return
- 18. Lead Management Platform About - World class lead management platform Purpose built suite of tracking and data capture tools Fully hosted software solution Compatible to leading display tracking systems – atlas, DFA End to end data management: Capturing Quality of records Tracking Reporting Distribution API’s Secure return
- 19. Lead Management Platform Clients: Direct API for lead delivery into CRM • Remove manual processes • Unified data format • Security • Lead Scoring Multi Publisher management • Publisher optimisation based on lead score Data quality enhancement Dedupe against client existing file Full publisher reporting Lead Nurturing return
- 20. Lead Nurturing
- 21. Sales Funnel
- 23. Lead Scoring
- 24. Drip Programme “This lead never picks up the phone.” “This lead is not ready to buy.” “This lead is not a good fit.”
- 25. Template driven Auto Marketing return
- 26. Measuring ROI Publisher Media Cost Clicks CTR CTC Leads CPL Conversion Sales CPA Conversion Rate Nine 60,000 $20,000 5,000 8.3% 20% 1,000 $20 30% 300 $66.67 Rewards emails Each publisher and placement will deliver a different CPA Starting with a highly targeted Audience will INCREASE your CPA Most performance media DO NOT offer targeting Test and trail according to each publisher in lines with their pricing and set expectations Ultimate measure to you as a client is Life Time Value of the Customer Yes the next level of tracking is: • Value of the Conversion based on Product purchased • CPL per publisher base on Life time Value of new customer Share this information with your agency!!! return
- 27. Results return
- 28. iCumulus Pty Ltd Level 9, 131 York Street, Sydney NSW 2000 Ph: 02 8262 8070 www.icumulus.com.au consultant@icumulus.com.au
Notas do Editor
- A ‘How-to-Guide’ on utilising digital marketing tactics and technology to farm leads into low hanging fruit – Acquiring new customers
- Providing highly targeted environments of consumers and aiding them in moving from awareness to consideration (A to C)Helping consumers along the “consideration” PhaseBranding – only time today to discuss branding we have it as given we are dealing with leading brands who have invested heavily in Brand Awareness, Product and Customer Service. If you are in any of these categories you probably won’t learn much in this presentation about your key skills
- Recognise a gap in the market presenting a Huge opportunity with strong demandLargely Performance based - We know how to deliver :)Management have 15 years industry experienceStrong relationships with premium data publishersTechnology lead – minimising manual processesCombining performance media with data for clients
- Online Advertising 2011 Financial year – $2.45bn54.2% Search and Directories key performance media = $1.32bn
- Of display 25% is performance metricsEffectively $1.3 + .53 = 75% of total ad spend linked to performance metricsEmail since started to record has shown strong growth we use email for direct communication to prospects so I will go through some email advertising basics through the presso
- Reason I’m interested in understanding the marketing budget mix I have found this stat recently from the UK showing Lead Gen as 7% of spend. We see this as a high area of growth for AU and the market in it infancy currently
- Lead Gen process all cloud based tracking and users starting with a digital engagement
- Branding – only time today to discuss branding we have it as given we are dealing with leading brands who have invested heavily in Brand Awareness, Product and Customer Service. If you are in any of these categories you probably won’t learn much in this presentation about your key skills
- Branding – only time today to discuss branding we have it as given we are dealing with leading brands who have invested heavily in Brand Awareness, Product and Customer Service. If you are in any of these categories you probably won’t learn much in this presentation about your key skills
- Our platform is purpose built to manage multiple publisher and placements across your media schedule at the capture phaseWorld class lead management platformPurpose built suite of tracking and data capture toolsCloud based - Fully hosted software solutionCompatible to leading display tracking systems – atlas, DFAEnd to end data management:CapturingUnified data format Quality of recordsTrackingReportingDistribution API’sSecure
- To the more complex area of passing the leads through to the CRM for sales or Lead nurturingClients:Direct API for lead delivery into CRMRemove manual processesSecurityLead ScoringMulti Publisher management Publisher optimisation based on lead scoreData quality enhancementDedupe against client existing fileFull publisher reportingLead Nurturing
- Branding – only time today to discuss branding we have it as given we are dealing with leading brands who have invested heavily in Brand Awareness, Product and Customer Service. If you are in any of these categories you probably won’t learn much in this presentation about your key skills
- Branding – only time today to discuss branding we have it as given we are dealing with leading brands who have invested heavily in Brand Awareness, Product and Customer Service. If you are in any of these categories you probably won’t learn much in this presentation about your key skills
- Branding – only time today to discuss branding we have it as given we are dealing with leading brands who have invested heavily in Brand Awareness, Product and Customer Service. If you are in any of these categories you probably won’t learn much in this presentation about your key skills
- Branding – only time today to discuss branding we have it as given we are dealing with leading brands who have invested heavily in Brand Awareness, Product and Customer Service. If you are in any of these categories you probably won’t learn much in this presentation about your key skills
- Branding – only time today to discuss branding we have it as given we are dealing with leading brands who have invested heavily in Brand Awareness, Product and Customer Service. If you are in any of these categories you probably won’t learn much in this presentation about your key skills