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Pardot Marketing AutomationSFDC User Group – 16 June 2016
Julie Minner• Marketing (social media, emailings, events etc.) for ABSI• Certified Pardot Consultant
• Contact:• [email protected]• @julie_minner
SFDC User Group – 16 June 2016
ABSI• Salesforce.com Partner since 2002• Salesforce.com Gold Cloud Alliance Partner
• Sales Cloud• Service Cloud• Community Cloud• Force.com Platform & technical expertise• ServiceMax• Pardot• System Integration
SFDC User Group – 16 June 2016
Agenda• Introduction to Marketing Automation & Pardot• Website tracking• Lead Qualification
• DEMO: Pardot forms
• Lead Nurturing• DEMO: Drip programs
• Salesforce.com Integration• Social media & other connectors• Reporting• Conclusion
SFDC User Group – 16 June 2016
What is Marketing Automation?
Filter Leads from Noise
Campaign Manageme
nt
Analytics & Insights
Centralized Tools
Multi-channel
Automation
Marketing Automation• “Beyond” mass emailing tools• Advantages:• Automation• Integration of digital marketing tools• Customer journeys (B2C)• Sales empowerment (B2B)• ROI reporting• etc.
SFDC User Group – 16 June 2016
Marketing Automation with Pardot• B2B• Advantages:• Quick implementation• Salesforce.com integration• User-friendly• API abilities
SFDC User Group – 16 June 2016
Marketing Automation with Pardot• Functionalities:• Website tracking• Mass emailing• Segmentation & profiling• Lead Qualification: Scoring & Grading• Lead Nurturing: Drip Programs• Salesforce.com integration• Social media connectors• Google AdWords, Google Analytics & other connectors• Reporting• etc.
SFDC User Group – 16 June 2016
Website tracking
Website tracking• Pardot tracking code:
SFDC User Group – 16 June 2016
Website tracking• Pardot tracking code:• Visitor
→ Before conversion
• Prospect→ After conversion→ Email = required unique identifier
OR new feature (Summer ‘16): configure Salesforce.com connector to make Salesforce ID unique identifier
SFDC User Group – 16 June 2016
Lead Qualification
Marketing funnel• Large amount of ‘unqualified leads’• How many leads are ‘in target’/ ‘sales
approved’?→ Pardot Grading functionality
• How many of those sales approved leads are ‘ready to do business’/ ‘sales qualified’?→ Pardot Scoring functionality
• Pass your ‘sales qualified’ leads on to sales→ Lead Assignment in Pardot
SFDC User Group – 16 June 2016
Grading• Grading process:
“How interesting is an incoming prospect
to your business?”
• Pardot:• Profiles, automation rules• Gated content, Pardot forms,
progressive profiling
SFDC User Group – 16 June 2016
Grading• Profiles:• Is a prospect ‘in target’?• Segmentation
• Grades: A+ to F
• Changes in Grades:• 1 (3/3) letter• 2/3 letter• 1/3 letter
SFDC User Group – 16 June 2016
Pardot forms• DEMO
SFDC User Group – 16 June 2016
Scoring• Scoring:
“How interesting is your business to a prospect?”
• Pardot:• Scoring rules, automation rules,
completion actions
SFDC User Group – 16 June 2016
Lead Assignment• When do you pass through a lead to
your sales team?• Ideally: high Grade, high Score
• Lead assignment:• A prospect is assigned to a (sales) user• A record is created in your Salesforce
CRM when there is a Salesforce.com connector set up
SFDC User Group – 16 June 2016
Lead Nurturing
Lead Nurturing• Content:• Top of Funnel (ToFu): general, accessible
content (blogs, SEO)→ Attract
• Middle of Funnel (MoFu): gated content (Pardot forms, progressive profiling) → Convert
• Bottom of Funnel (BoFu): specialized content
→ Assign
SFDC User Group – 16 June 2016
Drip programs• DEMO
SFDC User Group – 16 June 2016
Salesforce.com Integration
Salesforce.com Integration• Pardot - Salesforce.com CRM Data integration
• Pardot: Salesforce.com connector (2 minutes sync)• Send Pardot SQL prospects to your Salesforce.com CRM (assignment to sales)• Send leads/contacts from your CRM to Pardot for marketing purposes
(emailings)
SFDC User Group – 16 June 2016
Salesforce.com Integration• Pardot Application:
SFDC User Group – 16 June 2016
Salesforce.com Integration• Salesforce.com CRM Application:
Salesforce.com Integration
SFDC User Group – 16 June 2016
Salesforce.com Integration
SFDC User Group – 16 June 2016
Salesforce.com Integration
SFDC User Group – 16 June 2016
Salesforce.com Integration• More:• Custom objects• Accounts• Opportunities• Salesforce.com users can be linked to Pardot users• Queues• Salesforce.com campaigns• Automations, actions: create salesforce.com task, add to salesforce.com
campaign, assign via salesforce.com assignment rule
SFDC User Group – 16 June 2016
Connectors
Connectors• Social posting: Twitter, LinkedIn, Facebook• Social profile lookup: FullContact
• Other connectors:• Google AdWords• Google Analytics• Data.com• Webinars (GoToWebinar, WebEx, ReadyTalk)• Events (Eventbrite)• ...
SFDC User Group – 16 June 2016
ROI Reporting
ROI Reporting
SFDC User Group – 16 June 2016
Conclusion
Pardot vs. Marketing Cloud
SFDC User Group – 16 June 2016
Pardot vs. Marketing Cloud
SFDC User Group – 16 June 2016
Pardot vs. Marketing Cloud
PARDOT MARKETING CLOUDB2BMulti-channelLess social media / no mobileSales empowerment / lead qualificationLow implementation complexity
B2CCross-channelMore social media / mobileCustomer journeyHigher implementation complexity
SFDC User Group – 16 June 2016
Pricing
Q&A
?
SFDC User Group – 16 June 2016
Thank you!