The [R]evolution of MarketingFallon EmerySenior Partner Marketing ManagerMicrosoft Dynamics

Twitter:@FallonEmery

A Sellers World1960’s – 1998

Information scarcity

Sales people were gatekeepers

1.0

Today

55% use social

9 out of 10 buyers say that when they’re ready to buy, they’ll find you.

93%of B2B buyers start online

A Buyers World

Source: “9 out of 10 buyers…” DemandGen Report 2011. “More than 55% of IT professionals “use social media to make better decisions based on insights from like-minded professionals.” Toolbox.com. “93% of B2B buyers use search to begin the buying process” iMEDIA CONNECTION.

70% of the links search users click on are organic—not paid.

MarketingSherpa

Be Found

Companies that blog get 55% more website visitors.

Hubspot, 2010

Be Found

Partners who prioritize and invest in marketing perform better

Average customer adds per year.

Review of performance of 724 partners who worked with a Marketing Services Bureau in FY11

or FY12.

Average deal size

2.4x

3x

Invest

“Either write something worth reading or do something worth writing”.

Benjamin Franklin

Be [In]Credible

“Selling is 10X easier…once you have established trust.”

David Skok – Building the Machine

Be [In]Credible

Be Smart

View sales & marketing as two sections of the same, revenue generating engine.

Clear, compelling calls to action and effective lead capture.

Be Smart

Be Smart

“40% of B2B organizations will adopt a Marketing Automation Platform by 2016.”

SiriusDecisions, 5/9/2012

Be SmartInvest Be Found Be [In]Credible

Better Marketing Starts Here!www.microsoftpartnermarketingtoolkit.com

Free SiteChecker Lite™ website assessment:http://sitecheckerlite.partnerdigitalmarketing.com/

Microsoft Dynamics Partner Marketing Tools & Resources

LEARN CONNECT & GET SUPPORT GENERATE LEADSSTART

Marketing Community

Marketing Services Bureau

Microsoft Dynamics Marketplace

Lead Generation Campaigns

Microsoft Dynamics Partner

Academy

Partner Marketing & Lead Generation

Toolkit

Amplify your sales and marketing impact by visiting https://mbs.microsoft.com/partnersource today.

© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.