LeadFabric Marketing Automation vision

19-6-2014 1(119-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - BelgiumLeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

Jan Peeters– Sales DirectorApril 2014

A case for Marketing

Automation

19-6-2014 2(219-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - BelgiumLeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

LeadFabric customers

Information Technology

Industrial Solutions

Professional Business Services Financial Industry

Healthcare Sector Automotive Media

Other

19-6-2014 3(319-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - BelgiumLeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

Customers’ buying processes

have evolved in our world of ubiquitous,

instant, global communication

…but companies’ selling processes

have for the most part stayed the

same ”

19-6-2014 4(419-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - BelgiumLeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

19-6-2014 5(519-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - BelgiumLeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

of the buyer’s buying

journey has been completed before the

sales rep establishes contact

19-6-2014 6(619-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - BelgiumLeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

31%

18%9%

11%

16%

15%

Administration

Problem solving

Prospecting

Active selling

Non Value added time

Traveling

Time spent by sales people

Bayler business School & Alexanderproudfoot.com (2009)

19-6-2014 7(719-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

Process, people, technology

19-6-2014 8(819-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

19-6-2014 9(919-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

19-6-2014 10(1019-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

Marketing performance

Best in Class Industry

Avg

Passive

Status Quo

Number of responses needed to make one new customer.

50 150 1400

19-6-2014 11(1119-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - BelgiumLeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

Timing is everything

20%

Followed up

30%

Qualified

20%

Don’t buy

80% Not

Followed up

70%

Disqualified80%

Do buy

19-6-2014 12(1219-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

Qualification

Behavior and intent

Pro

file

& d

em

og

rap

hy

Marketing

Qualified

Leads

Nurture zone

19-6-2014 13(1319-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - BelgiumLeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

AlignmentMQLSQL

INQ

MQL

- Procedural

- Clerical

- Definitional

SAL & SLA

SQL

19-6-2014 14(1419-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - BelgiumLeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

The case for Marketing Automation

19-6-2014 15(1519-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

Components

19-6-2014 16(1619-6-2014LeadFabric NV – Lambroekstraat 5 – 1831 Diegem - Belgium

Contact

Jan PeetersLeadFabric

[email protected]+32 477 619 193