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Page 1 © 2014 Marketo, Inc. #MKTGNATION14
Becoming a Cohesive Unit
Caleb TrecekMarketing Services Manager—LeadMD
Page 2 © 2014 Marketo, Inc. #MKTGNATION14
Marketing AutomationCovering the Potholes on the Road to Marketing Success
The LawLogix Customer Success Story
Page 3 © 2014 Marketo, Inc. #MKTGNATION14
1. Where We Were1. Small team2. Using Salesforce.com3. Using another tool for email only
2. Where We Wanted to Be1. Growing team2. More than email3. Recognition of marketing revenue
Our Story
Page 5 © 2014 Marketo, Inc. #MKTGNATION14
1. No visibility into lead acquisition and conversion
5 Signs You’re Ready for Marketing Automation
Page 6 © 2014 Marketo, Inc. #MKTGNATION14
2. You want a seat at the revenue table
5 Signs You’re Ready for Marketing Automation
Page 7 © 2014 Marketo, Inc. #MKTGNATION14
3. You don’t know your customers or what they like
5 Signs You’re Ready for Marketing Automation
Page 8 © 2014 Marketo, Inc. #MKTGNATION14
4. There’s no personalized conversation between you and your leads/customers
5 Signs You’re Ready for Marketing Automation
Page 9 © 2014 Marketo, Inc. #MKTGNATION14
5. The current methodology isn’t scalable
5 Signs You’re Ready for Marketing Automation
Page 10 © 2014 Marketo, Inc. #MKTGNATION14
• It’s too expensive• I don’t know what
others have to say• Our current
methods are fine
• Show the value of Marketo
• Have a reference call
• Demonstrate the deficiencies of your current methods
The Internal Sale
Page 11 © 2014 Marketo, Inc. #MKTGNATION14
1. Don’t try to solve everything at once2. Have a plan going into the process
1. Naming conventions2. Who will be responsible for what3. Approval Processes
3. Be active in the community4. Involve the sales team
You Can Teach an Old Dog New Tricks
Page 12 © 2014 Marketo, Inc. #MKTGNATION14
1. The gap between sales and marketing was closed
Big Wins
Page 13 © 2014 Marketo, Inc. #MKTGNATION14
1. Marketing was able to take some credit for big sales
Big Wins
Page 15 © 2014 Marketo, Inc. #MKTGNATION14
Q&A
Caleb TrecekMarketing Services Manager—[email protected]@socmedworks