leadfabric marketing automation vision
TRANSCRIPT
19-6-2014 1(119-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - BelgiumLeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium
Jan Peeters– Sales DirectorApril 2014
A case for Marketing
Automation
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LeadFabric customers
Information Technology
Industrial Solutions
Professional Business Services Financial Industry
Healthcare Sector Automotive Media
Other
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Customers’ buying processes
have evolved in our world of ubiquitous,
instant, global communication
…but companies’ selling processes
have for the most part stayed the
same ”
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of the buyer’s buying
journey has been completed before the
sales rep establishes contact
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31%
18%9%
11%
16%
15%
Administration
Problem solving
Prospecting
Active selling
Non Value added time
Traveling
Time spent by sales people
Bayler business School & Alexanderproudfoot.com (2009)
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Process, people, technology
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Marketing performance
Best in Class Industry
Avg
Passive
Status Quo
Number of responses needed to make one new customer.
50 150 1400
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Timing is everything
20%
Followed up
30%
Qualified
20%
Don’t buy
80% Not
Followed up
70%
Disqualified80%
Do buy
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Qualification
Behavior and intent
Pro
file
& d
em
og
rap
hy
Marketing
Qualified
Leads
Nurture zone
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AlignmentMQLSQL
INQ
MQL
- Procedural
- Clerical
- Definitional
SAL & SLA
SQL
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The case for Marketing Automation
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Components
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Contact
Jan PeetersLeadFabric
[email protected]+32 477 619 193