Discover how modern B2B marketers are using marketing automation to adapt to the changing role of business marketing.

1. The changing role of business marketing

2. “
Changes in the purchase process make it more important than ever for marketing
departments to go beyond collecting responses to actually managing prospect
relationships over time.”
David Raab, Raab Guide.
The changing role of business marketing

3. Percentage of decisions that are made by the
time buyers are ready for sales conversation.
70 %
The changing role of business marketing

4. The percentage of
internet users who
78%
conduct product
research online.
The changing role of business marketing

5. Nine out of ten business buyers say that when
they’re ready to buy they’ll find you.
The changing role of business marketing

6. Cold calls Mass email Junk mail
CALLER ID SPAM FILTER DUSTBIN
The changing role of business marketing

7. How can marketing automation help?
The changing role of business marketing

8. LEAD NURTURING WITH DRIP CAMPAIGNS
The process of automatically “dripping” relevant information, usually via email, to sales
leads over a period of time, based either on user action or predefined time interval.
TIMELY INFORMATION LEAD NURTURING EASY OPTIMIZATION
The changing role of business marketing

9. Relevant emails drive 18 times more
revenue than broadcast emails.
Jupiter Research
The changing role of business marketing

10. INCREASE IN QUALIFIED LEADS
FOR COMPANIES USING
MARKETING AUTOMATION FOR
451 %
LEAD NURTURING.
The changing role of business marketing

11. Nurtured leads make 47% larger purchases than
non-nurtured leads.
The Annuitas Group
The changing role of business marketing

12. Companies that automate lead
management see a 10% or greater increase
in revenue in 6-9 months. Gartner Research
The changing role of business marketing

13. Want more info?
The changing role of business marketing

14. We are Scotland’s marketing automation specialists. If you are interested in discovering more about the ways in
which the technology can help drive business growth for your SME, please visit our marketing automation
website or get in touch.
4 Lynedoch Crescent
Glasgow
G3 6EQ
Tel: 0141 332 0126
Email: contact@mcraeandcompany.co.uk