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Planning and launching Digital
Marketing campaigns
Presented by Steve Gold
2
The Foundation
Search(Search Engine Optimization,
Paid Search)
Social(Facebook, YouTube, Twitter,
Integration)
Traditional and Digital Media
(Planning, Banners, Advertising, Print, Sponsorships, Direct Mail,
Email, Retargeting)
Tech/Creative(Websites, Applications, Landing
Pages, CRM, Marketing Automation)
Marketing Strategy &
Metrics
3
The Traditional & Digital Lines Are Blurring
Search Engine
Optimization
Paid Search Management
Online Media
Social MediaCreative, Website
Development
Email, Marketing
Automation
Integrated
Analyisis
Direct
Marketing
4
OptimizeTrack, Report and Respond
Search Engine Marketing
Organic
Paid
Online PR/Linking
Online Media
Sponsorships
Banner Campaigns
Product Listings
White Paper Syndication
Social Media
Social Networks
Content Channels
Blogs
Dir. Marketing & Media
• Mail/Email
• ATL Advertising
Drive
Call Center
Site NetworkMain and Mini Sites
Landing PagesData CaptureApplications and Incentives
Capture
SalesMaterials
DatabaseMarketing Automation/Nurture
CRM/LeadDatabase
Telemarketing
eAlerts
Social/Viral
Direct Mail
SalesTeam
Convert
5
The Trick is to Always be Asking…
What is the next step in escalating a
prospect through the sales process?
“And Then What?”
6
And Then What…
User sees a keyword ad with an offer and clicks
Users arrives on a targeted landing page with form and coupon
Set tracking and retargeting cookies
Google Analytics, Dart, Google Network Retargeting, Eloqua
User fills out data capture form
System kicks out personalized auto-reply email with coupon
User presented with additional offers
User also present with more engagement options
Engaging video, relevant links, more materials, etc.
User is encouraged to share the report via Facebook, Twitter, email or other means
Consumer data is sent into Eloqua for lead scoring and future marketing
automation
Online and retail sales are tracked and reported for ROI and campaign
optimization
Future promotions and offers are sent to consumer via marketing automation
platform
7
The Brand Embrace is….
Sum Total of Customer Connections
Customer
LinkedInRetargeting
Snail Mail
Marketing Automation
Site
Engagement
8
Multi-Level Message Development
• Big idea
• Universally appealing
• Instantly understood
• Portable across all marketing and advertising
Brand Messaging
• Accommodate the target, the time and medium
• Communicate benefits and offers
• Encourage action now
Campaign Messaging • Hyper-targeted and
personalized
• Escalate the sales process
• Encourage real dialogue
Nurture Messaging
9
Access the Critical Moment Where
Targeting & Timing Intersect
High conversion rates:
The Critical Moment is when a
customer or prospect is actively
seeking your offerings or
information about your offerings
Branding value:
Creates extremely meaningful
brand impressions and drives
valuable brand interactions when
consumers are most receptive to
your marketing messages
Critical Moment
Tim
ing
Targeting
10
Purpose Driven Creative
Instantly resonates
Meaningful messaging that seems familiar
Leverage what people need
Leverage what people already know
Encourage action
Don’t just look good
Facilitate the user’s online objectives
Encourage the marketer’s desired outcomes
11
Convert Inbound Traffic to Outbound Nurture
OBTM
12
A Few Marketing Automation and CRM Platforms
13
Nurture ROI Optimization
Assumptions: average customer value $2,000 per year
Evaluate all nurture steps and assets at funnel escalation conversion
points including:
Scoring and segmenting, pain-point and messaging, content and offers
Email, site calls to action, call scripts, direct mail
User flow, timing, frequency and cadence
Improvement Form Lead CVR Opps. CVR Sales RevenueRenewal
Rate 2 Year Revenue Inc. Rev.%
Increase
Benchmark 30,000 40.00% 12,000 25% 3000 $6,000,000 60% $9,600,000 N/A N/A
10% Improvement 30,000 44.00% 13,200 28% 3630 $7,260,000 66% $12,051,600 $2,451,600 26%
20% Improvement 30,000 48.00% 14,400 30.00% 4320 $8,640,000 72% $14,860,800 $5,260,800 55%
30% Improvement 30,000 52.00% 15,600 32.50% 5070 $10,140,000 78% $18,049,200 $8,449,200 88%
14
Quick Start Nurture Campaigns: Triggers
Segment
- Persona/Pain
- Score/Stage
- Vertical/Horizontal
- Product/Service
- Geography
Create
- Sequence/Plan
- Msg./Offers
- Emails/CTAs
- Landing Pages
- Call Scripts/DM
Launch
- Implement
- QC
- Train
- Track/Report
- Optimize
Triggers
- Form Fill
- Asset Download
- Return Visitor
- Manual
- Drumbeat
15
Triggered Events / Marketing Automation Components
16
Nurture Track: High Value Customer or Prospect
1 time track only, local, high touch offers encouraging face to
face
If prospect schedules meeting then outbound nurture ends
If prospect engages with content and triggers CRM alert then
sales rep may call
If prospect doesn’t engage in 60 days then transfer to
drumbeat nurture track
Site CTA and CRM alerts stay active as long as possible to
append and score
Retargeting media nurture live for 120 days or more
660 Days
Intro Intro
PresCase
Asset
Free
Assess
Free
AssessIncentive
Offer 1
Webinar
Video
Award
Offer
Saving
Offer
Relevant
Incentive 1Sales Rep
Call or Email
Outbound
Nurture
Website
Nurture
Media
Nurture
Banner A Banner B Banner C Banner D Banner E Banner F
Relevant I
Incentive 2
Relevant
Award 1
Relevant
Award 2
17
Retargeting Brand Embrace
18
Retargeting Brand Embrace (community of customers & prospects)
19
Track what
matters!
20
Digital and Direct Marketing Call Tracking
21
Data Escalation and Enterprise Wide Optimization
SEM
SEO
Online
Media
Offline:
• DM
• Broadcast