Why NewVoiceMedia useMarketo

Mark Farnell, RVP Marketing Operations

About NewVoiceMedia

Contact Centre Integration for SalesforceInbound/OutboundDial, Route, Track, RecordUK HeadquarteredSan Francisco, New York, Sydney, Europe400+ customers in 30 countriesMarketo users since August 2011Marketo Champion/Certified Expert

2

2011: Our Challenges

Evolving from lead acquisition to qualified pipe

ROI

New Sales Development function

Scoring TrackingEmail limits

Headcount

100% YoY Growth

Evolving Marketing Programs

Whitepapers

Case Studies

Data Sheets

Email Webinars

PPC

SEO PR Video

Events

4

What we needed

Automation

Customer Journey MQL

Budget!

Campaign Growth

Small Sales Dev. team

Productivity Insight & Understandi

ng

FocusROI

5

Why we chose Marketo

Analytics

Focus – MQL Scoring

Ease of Use – flows, lists, templates

Implementation – Customer Success team

6

Our Journey

2011

Implementbasic programs

2012

Scoring

2013

Revenue Model

2015

Engagement Engine

2014

Revenue Cycle Analytics

2016

RTP

7

Scoring Matrix

8

Lead Score Low Medium High

High Profile Fit MQL MQL MQL

Medium Profile Fit Nurture MQL MQL

Low Profile Fit Nurture Nurture MQL

Tracking Leads from Unknown to Customers

9

Keep it Simple tho!

10

Revenue Cycle Analytics (ROI)

11

Opportunity Analyser: The Customer Journey

12

Engagement Engine (Nurturing)

13

Real Time Personalisation – Our Use Cases

14

VIP2+/5+

SMB ENT

Top Line Results

15

Campaign Productivity Qualified Pipeline20x vs. 2011

Did we get what we needed?

Automation

Customer Journey MQL

Budget!

10x campaign growth

Small Sales Dev. team

Productivity Insight & Understandi

ng

FocusROI

16

QUESTIONS & ANSWERS

17