Oracle| Eloqua & TalkTalk Business

Presenting with THIRD PARTY COMPANY

LOGO

Paul Higgins Marketing Director, TalkTalk Business

A BRIGHTER PLACE FOR BUSINESS

online sources

The average B2B customer uses

while shopping for his/her business purchase

4

Look to many resources:

40% Of B2B converters,

wait at least 2 weeks before returning to take action on a brand site

Wait to take action:

of B2B customers consider 3 or more companies when purchasing

71%

Consider multiple brands:

70% B2B buyers have already completed

Of the purchase cycle before getting in touch with the vendor

Decide before engaging

YEAR 0

AWARENESS (BRAND CONTACT) INTEREST (BRAND CONTACT) LEARN (BRAND CONTACT)

SUSPECT PROSPECT MQL (SALESFORCE)

Issue nurture X4

Campaign designed to build awareness of issues and related

Light Read e-books

Begin mapping product category to issue to demonstrate that TTB have

relevant solutions.

Issue Webinars

Webinar nurture X4 Director videos, Category brochures, Offers

Product education X4 Issue e-books

Demonstrate features and benefits of product category enabling user to learn more about solution options

Data capture: First name, Last name, Company name, E-mail, Number of Employees

Data capture : Sector, Job title and Department

Progressive profiling

Dynamic content Persona and sector driven Web site

Product detail nurture X4 Product whitepapers, Slidekits

Business case nurture X2 Case studies

Track record nurture X2 Datasheets, Product demo videos,

Product infographics

EVALUATE (SALES CONTACT)

SAL

To provide the user with enough information to evaluate a specific

product in detail

Provide resources to help the user build their business case, get buy in

and keep TTB on the shortlist

Demonstrate that TTB have experience with the product set and working with

organisations in the same sector

Web site Web site Web site

Ensure TTB is on the shortlist until the final stage of

negotiation

Why TTB nurture X4 Videos, Customer packs, Account set-up

information

Customer welcome X4 Team profiles, Team videos,

On-demand videos, Network tours

JUSTIFY (SALES CONTACT) PURCHASE (SALES CONTACT)

SQO CUSTOMER

Welcome customer to TTB and explain the onboarding

journey, etc.

Web site On-demand customer portal

On-line and off-line channels Acct

teams Telesales

CRM and

Customer /

prospect data

Nurturing and sales enablement

iPad apps, presentations, brochures, etc

Tracking of

customer social

engagement

Revenue performance management

Leads and

opportunities

Social media traffic

You

Tube

Slide-

share Twitter LinkedIn

Social content pushed to

branded social channels

Social ‘likes’ and shares

Campaign integration and

Employee engagement

Blogs

Branded

social

network

Social media

press room

Social engagement platforms

Social content and feeds pulled into Web page apps

Tweets, discussions, blog posts, etc

Social media

management and

monitoring

Re-

targeting

Imp

licit p

rofilin

g

Track online behaviour

to build a profile of

prospects and

customers

Campaign

Automation

Data capture

Lead scoring

Lead routing

Nurtures

Digital body language

Based on

pages viewed

Page

views

Down-

load

Web

visits

Form

fills

User goal Contact

request

User goal Down-

load

Segmented hubs Web site homepage

Search

On/off PR

Offline events

PPC ads

Online ads

Print ads

User goal

Landing pages (segmented)

E-mail

D-mail

PU

RL

Segmented by:

Business Size

Business Sector

Job Function

Locations

Affiliate

Sponsor- ship

Virtual events

Mobile SMS

Timeline driven content strategy

Functionality:

• Social feeds

• Product selectors

• ROI calculators

Content types:

• Webinars

• Whitepapers

• E-books

Content formats:

• Video

• Infographics

• Apps

Mobile Web

Social

RSS feeds

E-news

Campaign measurement and analytics

Targets: (SME,

Corporate and Partner)

Live chat

Click to call

Sales integration

Marketing, sales and CRM

integration

Channels

On-line and off-line

channel integration

Social business

Integration with

social and Web 2.0

Analytics

Marketing ROI and

measurement

Web platforms

Targeted user

journeys and content

ORACLE STAND COMPETITION

Tweet using #modernmarketing

for your chance to win!

RESULTS

40% Increase in Revenue

25% Increase in Qualified Leads

38% Increase in Online Sales

70% all sales start online

MOST IMPORTANT TAKEAWAY

THROUGH THE EYES OF YOUR CUSTOMER

WEBSITE PLATFORMS

DATA & SEGMENTATION

CONTENT MARKETING

MARKETING AUTOMATION