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If you’re a marketing automation company that is essentially marketing to marketers, you probably have a pretty solid marketing strategy.
It should come as no surprise that Marketo, one of the top marketing automation platforms available, has mastered how to market itself. And we’re not just saying that because we’re Marketo partners. Marketo has a firm understanding of content marketing – sharing content that engages their audiences, and using marketing automation to move that audience through the sales funnel.
Jon Miller, VP Marketing and Co-Founder of Marketo, gave a presentation in 2013 that summarized 5 of the marketing best practices Marketo follows to make their efforts more efficient and drive more revenue (summarized by KickStart Alliance originally here). And although it’s dated from 2013 we find that these best practices still ring true today.
- Tailor content to your buying cycle
It’s important to tailor your content and campaigns to where your prospects are. And that doesn’t just mean what social media channel they’re using. It means no matter where the prospect is in the buying cycle, you have an experience tailored toward them.
If it’s a completely new prospect to your company, you want to make it easier for them to find you and get hooked into your content (shorter, “viral”-ready content with no forms to download). When you are in the middle of engaging a prospect and they’re interested in learning more, or researching your solutions, that’s when you want to offer the meatier content that will give them the justification to choose your product (and start to collect more information about them through forms).
- Incorporate social sharing into every campaign
Adding a social component to your campaigns can easily increase the success of your marketing efforts. Marketo sees up to an 11% increase in reach and engagement of their content just from social media. Measuring the social impact of your campaigns is just as important as having a social media presence. Gathering the analytics from your social campaigns also means you know where to continue to focus your marketing efforts if it’s successful or not.
According to KickStart Alliance, Marketo’s sales process is complex: “buying committees have anywhere from 5 to 21 people, it takes 120 days to move a name to an opportunity and an average of 7 touches to convert a cold lead to a sale.” Marketo uses lead nurturing, and scoring, to automate this process and make sure good leads move through the sales cycle more quickly.
In particular, Marketo uses a 4.1.1 approach to qualify and score leads: “4 pieces of content that are educational, yet entertaining. Then 1 webinar invitation (soft sell) and 1 demo invitation (hard sell).” Throughout this process, Marketo scores leads based on “fit, interest, and buying stage” to better indicate to sales which leads should be higher on their target list.
A sophisticated campaign approach like Marketo’s make take awhile for your team to build (although with drip campaigns you can build as you go!) but once you have the process of scoring and automated lead nurturing in place, you will be well on your way to delivering higher quality leads to your sales team, with less work on their part.
- Hire sales development reps
Sales Development Reps (SDRs) “call all prospects with a lead score of “Target” to determine if the prospect meets the criteria for a Sales Qualified Leads (SQL)”. This qualifying step can make a world of difference by strengthening the hand off between marketing and sales – solidifying the relationship with the prospect and saving the sales team time by making sure they are only working with qualified leads.
It also ensures that every lead is followed up on. Because if you’re trying to increase your revenue – making sure you’re not letting any leads fall through the cracks is a no brainer!
- Make your marketing smarter (and bring in more $$$) with analytics
The great part about using Marketo for your marketing campaigns is everything is tracked. For Marketo, they consistently analyze “reach (size of long term revenue), flow (from one stage to another), conversion and velocity of the pipeline” to better report on the impact marketing is having on revenue – and analyze where those efforts can be improved to save money and grow revenue. By taking the time to be smart about setting up and reporting on your marketing efforts, you arm yourself with the knowledge to continue to improve and grow the impact of your programs.
If you want to put these tips to work, but need a little help to start marketing your company like Marketo does, we can help! Contact us for more information on our Marketo execution and marketing automation strategy services today.