Embed Size (px)
DESCRIPTION
By now you have probably heard of this new type of marketing called Inbound Marketing, but do you really know its value or where to start? We thought this might be the case. Salesforce.com and HubSpot have joined forces to bring you the latest in Inbound Marketing on this free on-demand webinar. knife,_tool_kit This on-demand webinar featuring Mike Volpe, CMO of HubSpot and Dave Thomas, Senior Director of Content and Community at Salesforce.com, incorporates data from the "State of Inbound Marketing 2013" report, with responses from over 3,000 businesses and their use of inbound marketing.
Citation preview
#inbound
INBOUND MARKETING:!How to Prove Your ROI!
Live Webinar:!July 25th, 12pm ET/ 9am PST!!Speakers:!Mike Volpe, HubSpot!David B. Thomas, salesforce.com!!!Ask your questions now at #inbound
#inbound
MEET YOUR EXPERTS:!
Mike Volpe!CMO @ HubSpot!
@mvolpe!
David B. Thomas!Senior Director of Content and Community @ salesforce.com!
@davidbthomas !!
#inbound
AGENDA!!1. What is inbound marketing?!2. Where do you start?!3. How do you do it?!4. How can you track and measure the ROI of
inbound marketing?!!
#inbound
#1 WHAT IS INBOUND MARKETING?!
#inbound
Watch Full Recorded webinar:!!!!
#inbound
HUMANS HAVE CHANGED!
#inbound
1990 2000 2010 Hours Worked 9-5 8-6+ Whenever
Office 4 walls Open Cubicles iPhone
Internet None Email & Web Research
Everything in the Cloud
Learn about products
Tradeshows, Ads, Print
Publications, Sales Reps
Tradeshows & Google
Social Media, Google,
Freemium
Buying process
Sales Rep in Office & Golf
Course
Sales Rep on Phone / Web No Sales Rep
HUMANS HAVE CHANGED!
#inbound
CHANGES IN CONSUMER ATTENTION!
86% !skip TV ads!
91% !unsubscribe!
200m!Say DO NOT
CALL!
44% !of direct mail is never opened!
#inbound
1% OF COLD CALLS WORK. THE OTHER 99% HATE YOUR GUTS.-- @MVOLPE!
#inbound
THE MARKETING PLAYBOOK
IS BROKEN.!
86% !skip TV ads!
91% !unsubscribe from email!
200M!on the
Do Not Call list!
44% !of direct mail is never opened!
#inbound
VS.!
Cold Calling !Cold Emails (SPAM)!
Interruptive Ads!Marketer - Centric!
SEO!Blogging!Social media!Content!Value!Attraction!Customer - Centric!
INBOUND!TRADITIONAL!
#inbound
INBOUND MARKETING METHODOLOGY!
#inbound
#inbound
#inbound
COST OF A LEAD!
* Of marketers with >$25k budget yearly
Average cost of a lead at a company not using inbound marketing:!
$41
#inbound
COST OF A LEAD!
* Of marketers with a yearly budget >$25k !
Average cost of a lead at a company not using inbound marketing:!
$41 Average cost of a lead at a company using inbound marketing:!
$36
#inbound
#2 WHERE DO YOU START?!
#inbound
IDENTIFY YOUR BUYER PERSONA !
SUSAN ! ERIC!
#inbound
DETERMINE THEIR NEEDS!
“I need to generate more qualified leads.”!
“I need to increase the reach of my
brand.”!
#inbound
CREATE BUSINESS OBJECTIVES AROUND YOUR CUSTOMERS!
Help Susan generate more qualified leads. Write content for her to help her learn more about what a
qualified lead looks like, and where to find them.!!
Help Eric learn new and effective ways to increase his branding. Write blog posts for him to teach him
branding best practices. !
#inbound
#3 HOW DO YOU DO IT?!
#inbound
BUILD MARKETING ASSETS!
Blogs! Interactive!Tools!
Photos &!Infographics!
Videos &!Podcasts!
Presentations!& eBooks!
#inbound
CREATE A CONTENT ENGINE!
#inbound
STEP 1: START WRITING VALUABLE CONTENT!
#inbound
STEP 2: TURN WRITTEN CONTENT INTO WEBINARS!
#inbound
STEP 3: BLOG ABOUT YOUR CONTENT!
#inbound
STEP 4: PUT A CTA ON YOUR BLOG POSTS!
#inbound
STEP 5: ASK PEOPLE TO SHARE YOU CONTENT!
#inbound
STEP 6: SHARE YOUR CONTENT YOURSELF!
#inbound
#4 HOW CAN YOU TRACK AND MEASURE THE ROI OF INBOUND MARKETING?!
#inbound
MEASUREMENT!
#inbound
TRACKING EACH CAMPAGIN!
#inbound
TRACKING EACH CAMPAGIN!
#inbound
TRACKING EACH CAMPAGIN!
#inbound
SERVICE LEVEL AGREEMENT!
Example:!!A marketing team agrees to generate a certain value of leads per month for the sales team. Each lead has a dollar value. This way, the sales team knows exactly how many leads to expect, and the marketing team can be held accountable in order to help the business as a whole reach revenue goals. !
Agreement between two teams to help reach a common goal !
#inbound
THE MARKETING SLA!
Lead Type Lead Value
Webinar $.07
eBook $.05
Free Trial $.45
Demo Request $.95
Owner Ollie Leads!(1-100 Employees)!
Lead Type Lead Value
Webinar $.35
eBook $.45
Free Trial $2.10
Demo Request $2.75
Marketing Mary Leads!(100-2,000 Employees)!
* Data has been altered from actual HubSpot data for the purposes of this presentation!
#inbound
DAILY ACCOUNTABILITY FOR MARKETING & SALES!
* Data has been altered from actual HubSpot data for the purposes of this presentation!
#inbound
DETERMINING YOUR COST PER CUSTOMER!
1. Take all the costs from a set timeframe (say a month), including:!!Advertising!!Marketing materials!!Sales reps!!Overhead!
!2. Determine how many customers were acquired in that month!
Example:!!1. Total cost for the month of April = $100,000!
2. Total customers acquired in April = 400!
3. Cost per customer (CAC) = 100,000/400 = $250. ! Your cost per customer is $250 for April!
#inbound
COST PER CUSTOMER OF A COMPANY W/ SLA VS. WITHOUT!
$291
$486
$0
$100
$200
$300
$400
$500
$600
W/SLA! W/O SLA!
#inbound
FINAL TAKE AWAYS!
Content Engine!
Track and Measure!
Optimize For !Round 2!
#inbound
THANK !YOU!!
#inbound
GET A FREE TRIAL OF HUBSPOT !
Offers.hubspot.com/free-trial!
#inbound
Get a FREE Guided Tour of Salesforce!
bit.ly/SFDCGuidedTour!
#inbound
Stay in Touch!
#inbound!
https://twitter.com/salesforce!
@mvolpe!
@davidbthomas!
https://twitter.com/HubSpot!
http://www.linkedin.com/company/hubspot!http://www.linkedin.com/company/salesforce!
https://www.facebook.com/hubspot!
https://www.facebook.com/salesforce!
Blogs.Salesforce.com !Blog.hubspot.com!
