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Inbound Traffic into Leads and Revenue
©2009Marketo,Inc.
JonMillerVPMarke4ng,Marketo
JasonStewartSr.ManagerofOnlineMarke4ng,Demandbase
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Page ©2009Marketo,Inc. MarketoProprietaryandConfiden4al
Topics
HowMarketousesDemandbasetopurchaserelevantbusinesscontactsbasedonwebtraffic
HowDemandbaseusesMarketotoscoreleadsandnurturerela4onshipswithanonymousleadsandcustomers
Ques4onandAnswer
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Over 160 Successful Customers
SelectCustomers
©2009Marketo,Inc.
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Marketo Demand Generation Funnel
Inqu
iry
Prospect Lead Oppor‐tunity
Cust‐omer
Awaren
ess
Name&Email
In‐Profile Sales‐Ready/Engaged(score>65)
SalesActive
Anony‐mous
Prospe
ct
Pend
ing
BeginningEngagement
NurturingDatabase
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81% of Marketo.com Traffic is Anonymous
Oneweek’svisitors:• 929knownand3,975unknown
Marketoscreenshot
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Enter Demandbase
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Build a Profile
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Understand DemographicsWebsite Visitors
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Relevant Business Contacts from Website Visitors
Targetthesubsetoftrafficwereallycareabout
IntegratedwithSFDC
Delivereddaily
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Automated Prospect Pending ProcessOpt‐InEmail1
•MarkeQngtrack•Salestrack
Opt‐In?
Opt‐InEmail2•MarkeQngtrack•Salestrack
Opt‐In?
Unsubscribe
CoverttoProspect
Marketoscreenshot
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Where Do Marketo’s Prospects Come From?Other3%
ListPurchase1%Referral
3%Blog5%
AppExchange6%
ContentSyndica4on6%
Sponsorship8%
OnlineAd9%
TradeShow9%
Partner10%
PPC11%
Inbound29%
Last6months
15%ofourprospectsgothrough“ProspectPending”stage
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Results so Far
ContacttoProspect
CostperContact
CostperProspect
ProspecttoOpportunity
Demandbase 13% $2.02 $15.54 TBD
OnlineAd 41% $23.66 $57.68 0.8%
Sponsorship 23% $22.59 $98.23 0.6%
Tradeshow 28% $36.19 $130.19 2.6%
PPC 35% $48.42 $136.53 2.0%
ContentSyndicaQon
52% $82.58 $158.81 0.7%
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Lessons and Next Steps
ExpanduseofDemandbase
TrackconversiontoopportunityExploreuseDemandbasetodrivetrafficbacktositetogetthemtoregister(e.g.nurturinganonymousleads)
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Confidential Material
Demandbase
About Our Customers ...– 10,000 Users from 700 Companies
– Mix of Industries and Company Sizes
– 90%+ Users in Sales or Marketing
B2B Customer Acquisition Solutions that provide a new way toIdentify, Reach, and Convert New Business
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Confidential Material
Lead Scoring and Nurturing at Demandbase
Challenges– Increase in Web Traffic (More than 100% Year to Year)– Corresponding Increase in Conversions– Lead Scoring / Prioritization for Sales Follow-Up– Automation Needed to Nurture New Leads and Customers
Why Marketo?– Integration with Salesforce.com– Ease of Use– Complimentary to Demandbase
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Confidential Material
Demandbase Lead Scoring Strategy
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Confidential Material
Lead Scoring: Clicked Link +15
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Confidential Material
Lead Scoring: Unsubscribed -30
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Confidential Material
Lead Scoring: Searched for Demandbase +10
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Confidential Material
Batch Lead Scoring: Created Before 2008 - 50
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Confidential Material
Nurturing Anonymous Leads
Introductory Activity for Daily Lead Report Leads– Opt-In Email from Lead
Owner
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Confidential Material
Nurturing Anonymous Leads
Introductory Activity for Daily Lead Report Leads– Opt-In Email from Lead
Owner Drive Registrations
– Drive Traffic Back, “Put Names to the Faces”
– Create opportunities to increase (or decrease) lead score
– Increase conversions– Drive revenue
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Confidential Material
Nurturing Customers
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Confidential Material
Nurturing Customers
Registration, But No “Profile”– Email with details on
benefits of Demandbase Standard - support info
No Stream Request– What is Stream and how
does it works with Standard? - support info
Stream Live, Free Trial Offer– Demandbase Professional
Free Trial Offer, How is it Different than Stream? – support info
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Confidential Material
Nurturing Customers
Opportunity Demographics– 18% Increase in New Pipeline Opportunities from “Older” Leads
Registration Demographics– “Profile” registrations increased from 59% to 89% of all registrations– “Stream” registrations increased from 37% to 42% of all
registrations – “Free Trial” requests increased from 8% to 13% of all registrations
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©2009Marketo,Inc. MarketoProprietaryandConfiden4al
[email protected]+1‐650‐655‐425‐7454
[email protected]+1‐415‐683‐2660