June 2012 | Marketing Survey Results Webinar

June 28, 2012

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Jeff Linton Manager Product Marketing@jeffreylinton @ActOnSoftware

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Chat or Q/A

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Phone lines will be muted

Questions will be addressed at the end of today’s session

Address all chat questions to the Host

Quick Question?

Marketing Sophistication Scale

Low-Mid1 2

Mid - High3 4

High-Advanced5 6

Data | CRM Basic Attributes CRM | Relational Data Multiple Data Sources

Targeting | Segmentation Single List Few Segmented Lists | Behavior Lead Scoring

| Personas

Dynamic Behavioral and Fit Score Profiles | Complex Queries | Multiple Segments

Content Relevancy Personalization Dynamic Content Data Tables | Pulling from Multiple Sources

Automation | Nurturing Manual – Hit the “Send” Button Scheduled Sends

Automated Programs | Lead Nurturing | Drip

Campaigns

Types of Actions Email only | Google Analytics

Landing Pages | FormsWebsite Tracking |

Social

Fully Integrated Platform SMS | Voice | Data |

Social

What is Your Level of Marketing Sophistication

Score

_______

_______

_______

_______

_______

_______

Total Score 5 - 12 13 - 20 21 - 30

Survey Specifics

Total Survey Size = 2,095

Company Size (# of employees)

– Under 25 = 27%– 25 to 100 = 24%– 100 to 500 = 26%– Over 500 = 23%

Location of respondents

100% North America

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Current Campaigns

#AOWEBEm

ail M

arketing

Socia

l Media

Tradesh

ow/Eve

nts

Adverti

sing/

Print

Direct

Mail

Adverti

sing/

Banner

SEO/P

PC

Webinars

Lead

Nurtu

ring

Other

Tradesh

ow/Virt

ual

Lead

Scorin

g0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

Marketing Tactics of Top Performers

Source: Forrester Research2011 North American B2B Technology Marketing Tactics & Benchmark Online Survey

Act-On Survey respondents are not performing well in use of lead management software and webinars compared to Forrester’s top performers

Pipeline Contributors

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Emai

l Mar

keting

Trad

eshow

/Eve

nts

Oth

er

Direc

t M

ail

Advertisin

g/Print

Socia

l Med

ia

SEO/P

PC

Lead

Nurt

uring

Advertisin

g/Ban

ner

Web

inar

s

Lead

Sco

ring

Trad

eshow

/Virtu

al0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

50%

Compare Campaigns to Pipeline

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Green: Pipeline Contribution

Email Marketing

Social M

edia

Tradeshow/E

vents

Advertisin

g/Prin

t

Direct

Mail

Advertisin

g/Banner

SEO/PPC

Webinars

Lead N

urturin

gOth

er

Tradeshow/V

irtual

Lead Sco

ring

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

Blue: Current Campaigns

Tactics Used by Top Performers to Create Sales Qualified Leads

Source: Forrester Research2011 North American B2B Technology Marketing Tactics & Benchmark Online Survey

2012- Top Marketing Challenges

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Other

Sales Complaining Lack of Leads

Implement Effective Social Media

Quantify your Results

Lack of Budget for More Programs

Resource to Launch l Manage Programs

0% 10% 20% 30% 40% 50% 60%

13%

20%

28%

35%

46%

48%

2012- Challenges with Marketing Tools

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Support

Deliverability

Software Expense

# of Tools

Resources

Tracking

Cost

Labor

0% 10% 20% 30% 40% 50% 60%

Monthly Marketing Spend

Marketing Technologies and Cost

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Current Marketing Technologies

Marketing Technologies and Cost

#AOWEBEmail C

ampa

igns

Social M

edia

Web

site

Visito

r Tra

ckin

gCR

M

List

Man

agem

ent

Web

For

ms

Web

inar

s

Corp

orat

e Blo

g

Autom

ated

Pro

gram

s0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

Top Performers Invest More Heavily in Marketing

Top Performers Invest More in Marketing

Forrester Research

What can you do today?

Compare your marketing results to those of your peer group and Forrester’s top performers

Develop a simple plan to improve your online marketing performance

Measure results and modify tactics to gain steady improvement

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Integrated Marketing Platform

Demystifying Marketing Automation by Design

World-Class E-mail Marketing Core &

Deliverability

• Third-Generation Email Marketing Platform

• No extra charge for deliverability

Complete Set of Tools

on One Platform

• Drip/Nurturing, Web Analytics, Landing Pages, Forms, Scoring, CRM Integration, Social Media, Reporting and More

• Focus Usability, Simplicity & Manageability

Approach & Terms that Work

• Start Simple, Automate at Your Own Pace

• Affordable Pricing; Month-to-Month Contracts

• Live Customer Support – At No Additional Costs

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Within 24 hours: You will receive an email with the webinar

recording and the slides

Next StepsJoin our Weekly Demo (Tues. 10am PT)

Schedule a 1:1 Live Demo sales hotline at: 1 (877) 530-1555

email us: sales@act-on.com

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Thank You For Taking the Time

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June 2012 Act-On Marketing Challenge

iPad Survey Winner

Beth MosierCancer Treatment Centers

of America, Inc.

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