Some type of creative background inMarking and Sales in a...
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© 2012 Marketo, Inc. Marketo Proprietary and Confidential Some type of creative background in style of event Marking and Sales in a Brave New World Sales and Marketing in a Brave New World Phil Fernandez CEO, Marketo
Transcript of Some type of creative background inMarking and Sales in a...
© 2012 Marketo, Inc. Marketo Proprietary and Confidential
Some type of creative background in
style of event Marking and Sales in a Brave New World
Sales and Marketing in a
Brave New World
Phil Fernandez CEO, Marketo
A CRITICAL
MOMENT
Agenda
HERE? DID YOU START
IN CONTROL THE BUYER IS
Facebook Page
Management
Social Engagement
Social Marketing
Social Listening
Social Enterprise
Social Campaigns
Expanding the Marketing Palette
A Foundation of Data
Agenda
SALES MARKETING
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DEATH OF A
SALES CYCLE
OPPORTUNITY CUSTOMER LEA
D
THE TRADITIONAL SALES CYCLE
CHASING
SHORT-TERM
DEALS?
DEATH OF A
BIRTH OF A
SALES CYCLE
REVENUE
CYCLE
YOU MUST
GUIDE THE BUYER’S
JOURNEY
AWARENESS FRIEND KNOWN
NAMES OPPORTUNITY CUSTOMER
PR
OS
PE
CT
LEA
D
SEED NURTURING LEAD NURTURING QUALIFICATION TO CLOSE
THE NEW REVENUE CYCLE MODEL
DESIGNING
REVENUE
GROWTH
Marketing’s Percentage of Contribution to Pipeline
10
20
30
40
50
60
Least Mature
Average
Most Mature
Salesperson Time Spent Actively Selling
10
20
30
40
50
60
Least Mature
Average
Most Mature
70
Multiple Revenue Drivers
22% Increase in qualified leads
21% More leads convert to opportunities
Grow number of
opportunities
2011 Survey of over 250 customers.
15% Reduction in customer acquisition cost
Optimize
Revenue ROI
12% Increase in Revenue visibility
17% Increase in win rate
7% Shorter sales cycle
Improve Sales
Productivity
Agenda
Marketo in a Nutshell
• Thought leader driving the market agenda
• 2200+ customers in 35 countries
• Built on customer adoption & success
• Furious pace of product innovation
• Fastest growing vendor in category
Industry Thought
Leadership
(Wylie, May 2012)
Marketing Solution
Winner
#1 Fastest Growing
Private Silicon Valley
Co.
#28 Most Promising
Company in America
Salesforce - Best
Marketing Automation &
Best Chatter Exchange
Agenda
A Single, Integrated Revenue Process
MORE PROSPECTS: Excel at
inbound, social, and
content marketing
SALES PRIORITIZATION:
Spend sales & marketing
time on most likely buyers
END TO END MEASUREMENT:
Measure program
performance and revenue
impact
SALES INSIGHTS: Integrated
visibility & action for sales and
marketing with CRM systems
PREDICTIVE ANALYTICS:
Achieve integrated “whole-
funnel” forecasting;
optimize investments
NURTURING: Educate and
win the minds of self-
directed buyers
SCORING: Detect and
exploit buying signals
instantly
RELATIONSHIP
MARKETING: Enhance
upsell, cross-sell, and
retention
Revenue
Platform
© 2012 Marketo, Inc. Marketo Proprietary and Confidential
Some type of creative background in
style of event Marking and Sales in a Brave New World
QUESTIONS?
© 2012 Marketo, Inc. Marketo Proprietary and Confidential
Some type of creative background in
style of event Marking and Sales in a Brave New World
INTERMISSION
