from old school to cutting edge: how booker leveraged content for killer results
TRANSCRIPT
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FROM OLD SCHOOL TO CUTTING EDGE
How Booker Leveraged Content for Killer Results
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CONTENT IS KING
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PUBLISH.
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ALL OF THE TIME.PUBLISH.
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WE NEED BETTER CONTENT,
NOT MORE CONTENT
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“Great content is useful, inspired and pathologically empathetic to the needs of the people you’re trying to reach .”Ann Handley, CCO at Marketing Profs and author of Everybody Writes
WE NEED BETTER CONTENT, NOT MORE CONTENT
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HOW DO WE LEVERAGE CONTENT
TO GET RESULTS?
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(dirty little secret)
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(dirty little secret)
GREAT CONTENT
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(dirty little secret)
GREAT CONTENTIsn’t Enough.
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The Content Marketing Cycle
CREATION DISTRIBUTION INSIGHTS
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CREATION DISTRIBUTION INSIGHTS
FLAWEDThe Content Marketing Cycle
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The 4 Pillars of Content Marketing
CREATION DISTRIBUTION INSIGHTSEXPERIENCE
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CREATION DISTRIBUTION INSIGHTSEXPERIENCE
The 4 Pillars of Content Marketing
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We help marketers create, manage, and optimizetheir content experiences throughout the buyer journey
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Marketers easily connect their content:
To a beautiful, optimized front-end experience that is:
With built-in tools to:
ResponsiveDiscoverable Social
Target, Convert & Understand Leads
Organized Personalized
Video SocialBlog eBooks
Integrated
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Resource Center Blog Upgrade Content Library
Sales Enablement
Account Based Marketing
Custom Campaigns
Leveraging Content Through the Buyer’s Journey
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People that understand the cycle
Define the right process
Build the right tech infrastructure
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Jim D’ArcangeloSr. VP of Marketing at Booker
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OLD SCHOOL MARKETING…WITH OLD SCHOOL RESULTS
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• Inbound Leads drove ~ 50% of closed deals; cold calling drove the rest• Paid Search Drove Inbound Leads – with CPL of ~$50 and CPA of ~$350• Paid Search Lead Organic Leads by 5 to 1 Ratio• There was no content team or strategy or platform; no product marketing• No product marketing or user user insights• The marketing automation system was in a state of disarray
90,000 list and other-source-originating leads sat dead or dormant in SF There was no marketing funnel, no analytics No process for driving upsell and cross-sell ARPU opportunities
• People, Processes and Partners would be required to reach potential Content, marketing automation, and site and SEO optimization would be drivers
Booker - 1Q14
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Acqu
isitio
n,
Lead
gen
Chan
nel S
uppo
rt
Exist
ing
Verti
cals
Prospect, Client and Market-Aligned – and Built to Scale
Go-to-Market and Creative Operations
Client/Market/Competitive Intelligence & Research
Corp Branding, Reputation and Communications
New
Verti
cal(s
)
Cont
ent
Exec
utio
n
Content Needs, Concept, and Frame/Fodder
Transition after
Launch Period
Demand gen and Client Comms Management
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Critical Baseline Projects/Launches Timeline – 4/19 – 8/8/14M
arke
to In
itiati
ves
•4/15 Blog launch•6/19 - Data Clean Up Plan•6/20 - Marketo Governance Doc created
•6/24 - New Marketo Roles•6/25 - Campaign Request Process
•6/30 - Marketo Instance Clean-Up launch – 700+ landing pages and out of date coded lead sources
•7/1 - Content Assessment and Content mapping additions
•7/8 - Salesforce Campaigns linked from Marketo launch
•7/18 - Weekly Campaign Reporting launch
•8/6 – Uberflip launch•8/8 - Persona Development•8/18 - Nurture Campaign #1•8/18 - Lead Source Consolidation in Marketo launch
•8/12 - Sales’ Marketo tring•8/18 - Lead Scoring Model launch
•8/18 - Lead Stages launch•8/18 - Marketing Funnel•9/1 - Persona Finalization
Sale
sfor
ce In
itiati
ves
•6/1 - New opportunity stages launched
•6/15 - Sales forecasting turned on
•8/18 – Sales funnel launch
•8/31 – Cleaning active fields/ Fixing Data limits
•8/31 – PCI Compliance
•9/31 –Archiving old data (hundreds of thousands)
•In Progress - Overhauling the opportunity process SE
O /
SEM
Initi
ative
s
• 8/6 -adding URL parameters to every PPC campaign
• 8/6 – Marketo campaigns for tracking Google Adwords
List
Pro
cess
Initi
ative
s
•8/1 – List purchases tracked through Marketo and SFDC Campaigns launch
•8/5 – Launched Datanyze to pull list of competitor clients
•8/7 – Retooling the Task-Us project for new vertical lead gen - cost reduction
•8/8 – Expansion of list vendors to fit business growth needs.
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Marketo Data Clean Up & House KeepingIssue Initiative Launch Date
Current Marketo database is riddled with duplicates, bad data, invalid leads, missing data – hundreds of thousands of years-old bad data
Data Clean Up Plan – plan created to clean our database up. This will be an ongoing long-term effort
Jun 19, 2014
No standardization in naming conventions, structure, landing pages, or campaign management. Made management of Marketo next to impossible
Marketo Governance Document - a tool to govern the use of the Marketo platform as it has been configured for Booker.
June 20, 2014
Every user was an admin. No controls over anyone's access to make mass changes
New marketo roles - Audited and implemented
June 24, 2014
Old Campaigns were still running/never shut down upon closure/completion, campaign structure not organized at all, leads tagged randomly, landing pages with no order or logic, no “key” or roadmap
Marketo Instance Clean Up - a complete cleaning of current system to meet standards outlined in governance document
June 30, 2014
No insights into what was happening in Marketo was reflected in Salesforce. No linkage btween the two so measurement of campaigns converting to opps was hit and miss.
Salesforce Campaigns – Every Marketo campaign now has an accompanying Salesforce campaign to allow us to track opps created, won, lost by campaign.
July 8, 2014
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Process InitiativesIssue Initiative Launch DatePoor Marketo state - campaign requests unstructured so few clear goals for each campaign defined - manual consideration to other campaigns running at same time.
Campaign Request Process – formal request process to prevent last minute fire drills, unnecessary work, ensure team on the same page and strategically communicating with clients and prospects.
June 25, 2014
Poor Marketo state - minimal reporting on campaign success or failure
Weekly Campaign Reporting – implemented July 18, 2014
Poor Marketo state - lead source not accurate- open field that sales rep can change(!). Also various forms and old campaigns changing lead source randomly. Too many lead sources (700+ landing pages).
Lead Source Consolidation – consolidated all lead sources into 12 new categories from 32, allowing for more accurate reporting on effectiveness of each marketing channel.
August 8, 2014
Poor Marketo state - lead scoring set up was random and outdated / scoring old items / not used by sales at all
Lead Scoring Model – new model scoring relevant content and passing only leads to Sales over certain threshold.
August 18, 2014
Poor Marketo/SF state - no insight to close rates by timing, related quality of leads – all “leads” went to sales. And marked as “Demo requested.” No nurturing at all!
Lead Stages – Only qualified leads passed to sales, measure velocity of leads by source leading to yield rates, churn, and LTV by channel.
August 18, 2014
No Marketo-driven Marketing Funnel
Marketing Funnel! August 18, 2014
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Content Initiatives
Issue Initiative Launch Date
Poor Marketo state made manual what content was going out to who. Too many old campaigns and outdated materials being sent.
Content Assessment – complete audit of content being sent out to who and when. Archived outdated materials. Revamping current ones.
July 1, 2014
No Marketo funnel – so content not focused on maintaining engagement, converting readers into leads.
UberFlip -centralized content into one experience, to increase key engagement metrics and generate leads
August 6, 2014
Poor Marketo state - content being sent is not based on stage in buying cycle or personas. Generic content resulting in low engagement
Persona Development – persona’s created. Mapped content to the persona and stage .
August 8, 2014
Due to poor Marketo state, no campaigns in place to move people through the stages once we make the switch to lead stages.
Nurture Campaign #1 – initial general nurture campaign to to move engaged leads through the funnel to marketing qualified and passed to sales.
August 18th
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Engagement Streams for net new leads created based on buyer stage and persona. Net new and TOF leads – Engagement Stream
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Buyer Consideration Cycle
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The marketing automation system was rebuilt in nine weeks - June - August 14,000 nurture leads in pipeline from dead or dormant in SF Marketing funnel drives daily forecasts and pacing reports >50% of upsell/cross-sell ARPU opportunities driven by content/marketing automation
Uberflip enabled us to completely overhaul and optimize content in 3(!) weeks Organized, centralized our content as a critical enabler to facilitating demand gen
New web site launch - mid-September Blew out content and Marketo/SF linkages
New web site manifested repositioning of Booker and ignited demand gen ramp
The purpose of all work was to stream to drive more ideal contracts more efficiently – by capturing, channeling and monetizing content
Critical, Enabling Milestones
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January 2014 2000 page views1625 unique views1.50 minutes spent per page
March 201540,000 page views36,000 unique views2.58 minutes spent per page
Our Blog – 2014 vs. 2015 Stats
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Video Stats
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Gated Guide Stats
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Email Stats• 45% open rate • 10% CTR
Social Stats• 15,482 reach• 1,461 clicks• Avg CPC - $0.37
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LIVING THECONTENT2CONVERSION
DREAM
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Results!
• Inbound lead volume up 3.5X versus Dec ’14; Inbound lead spend down 60%
• Inbound leads now drive ~100% of closed deals; cold calling non-existent
• Organic Drives Inbound Leads – with CPL of ~$20 and CPA of ~$190
• Organic Leads Outpace Paid Search by 11 to 1• Churn cut in half; LTV up dramatically• Unique visits up 150+%
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• The content team and strategy thrive and drive the organization – rock stars!
• Foundation/template laid out to scale partners and BD deals quickly, efficiently
• Closed Series C – with the Marketing and Sales growth story as a cornerstone
Results! 2Q15 State
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• Became launching point for Predictive Lead Scoring, Account-based marketing, and advanced list/personal profiling
• Next steps in further dramatic Inbound lead leaps
Results! 2Q15 State
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Critical Enablers and Success Factors A handful of flexible, committed, very strong partners like Uberflip
A fully supportive Board
A fully supportive CEO and CFO who gave the team a lot of autonomy
A Marketing team of rock stars
A great Booker culture that allowed for very different approaches and very different processes to replace all that was before
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DELIVERING AN AMAZINGCONTENT EXPERIENCE
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FOCUS ON THE OUTCOMES
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OPTIMIZE WITH INSIGHTS
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THANK YOU