New webinar from SalesFUSION - part of the marketing masters for b2b webinar series. Advanced b2b website analytics.

1. 2011 B2B Marketing Masters Webinar Series Online Workshop October 13, 2011 Mastering the metrics behind your b2b website

3. HQ – Atlanta, GA, offices in Philadelphia

4. Focus on Marketing to Sales integration

5. Operating in 11 countries

6. MarketingUnlimited program

7. Innovative client service model

8. 200+ Clients, 40 Partners

9. 90% Product dev. – customer driven

10. High growth – 110 new clients in 2010SalesFUSION’s clients have an average “active life span” of 2.5 years

12. 18 Years of database marketing, marketing promotions experience

13. Developed Consumer Promotion Campaigns for Sony, Toyota, Guinness, Discovery Channel, NASCAR, WWF, TNT

14. Direct Marketing practitioner

15. Built and executed over 300 Webinar Campaigns since 1999

16. Involved with B2B Marketing Automation since inception

17. Former user of many email & marketing software apps– Constant Contact, Vertical Response, Emma, MailChimp, CheetahMail, Unica, NuEdge Systems, Marketbright

18. Connect with me on LinkedIn or Follow on Twitter, Follow us on FacebookProfessional Marketing Philosophy: “Marketing is about results…period. Without tangible metrics to prove the efficacy of a campaign through the realization of increased revenue….we are simply throwing darts at a board and hoping for the best”

20. Education on how to best leverage emerging marketing technology

21. Series based on the industry best-practices and over 200+ companies

22. Complemented with Live, Public demonstrations of marketing automation software technology

23. Guest speakers/industry leadersMarketing automation technology combines technology and best practices from virtually all marketing disciplines and forces the end-user to become moderately fluent in all aspects of b2b marketing

25. Understanding the nature of the digitial conversation

26. Web analytics vs website visitor tracking

27. Cookies, reverse IP append and page tracking

28. Practical use of website visitor metrics

29. Lead Scoring

30. Sales Alerts

31. Nurture campaigns110% client focused Dedicated client services Unlimited training

32. Survey of tactics and trends in channels Which of the following tactics does your marketing organization use? Base: 249 B2B marketers at companies with 50 or more employees (multiple responses accepted, does not include “other”)

34. Marketers must master multi-dimensional channels

35. B2B marketing is driven by content (web, social, webinar, email)

36. Learn new technologies

37. Integration of marketing/sales processes

38. Adopt integrated social media strategy

39. Adopt integrated nurture strategies that tie in sales to the process

40. Lead scoring is rapidly becoming a foundational technology…not a nice to have

42. All channels lead to it

43. Social

44. PPC

45. Online ads

46. Email

47. SEO

48. All prospective buyers end up on it at some point

50. Mastering how, when and where to use this content

51. Understanding the role of content in lead generation

52. Mastering how content drives nurture marketing

53. Mastering how to use content on the web

54. Interpreting and using the massive amounts of new data

56. Analytics focused on leads and lead conversion

57. Analytics integrated into the lead gen process

58. Analytics that trigger events and alerts

59. Information is captured and appended to CRM

61. Enabled by placement of a 1st party cookie on the visitor’s pc and relation of their IP address to their email address

62. Tracks the visit detail in the context of lead generation

63. Information gathered includes pages, downloads, time on site, location and much more..

64. Information gathered is integrated with CRM

66. Geographic information

67. Top pages

68. Bounce rate

69. Visit depth

70. Return visitors

72. Tracks a person or company

73. Identifies companies based on reverse IP append

74. Information is used in lead scoring/nurture marketing

75. Information is embedded in CRM

77. Visitor Recency- How long has it been since a visitor last visited? Again, compare this to two different time periods to see if there is a change or did things remain the same.

79. What are we capturing in b2b web visitor tracking? Known visitors – previously identified by email click/form completion Known companies – identified by reverse IP append Unknown visitors – raw SEO data Email marketers who recognize and act on the changes that have taken place in the ways their customers choose to communicate with them and with each other will be in the best position to adapt their email programs and stay relevant.

80. What are we capturing in b2b web visitor tracking? Combination of traditional analytics plus unique visitor demographics and site behavior IP-level detail Geo-location SEO information Email marketers who recognize and act on the changes that have taken place in the ways their customers choose to communicate with them and with each other will be in the best position to adapt their email programs and stay relevant. Page-level detail

82. People can clear cookies or browse on a different machine

83. Good content increases identified individuals

85. Using website visitor information in practical b2b ways

87. Alert sales when valuable activity occurs

88. Data uses to create accurate lead scoring models

89. Data appended to account, lead contact records in CRM

91. Delivered via email

92. Filtered based on role/geo

94. Managed by lead assignment rules (from CRM?)

95. Leads on a silver platter for sales

97. Explicit Data

98. Marketing & Sales Alignment

104. Pipeline MgmtSFA Value Derived Source - Gleanster

105. What marketing data do top performing companies integrate to CRM? Source – Gleanster, Inc.

107. Graphical – show sales quickly if someone is active

108. Drill down into detail

109. Data should be in table fields

112. Key metrics – visit frequency, visit duration, visit depth, page views

114. Enroll new suspects in intro nurture campaigns

115. Enroll cold but not dead leads in nurture campaigns

116. Increased touch-points with larger number of suspects Pop email alert when high-value activity occurs – assign task for call If no phone contact made – enroll in trigger campaign Receive on-going alerts when lead returns to site/responds

118. Is WVT as a stand alone solution viable?

119. Will the recent issues in EU carry over to the US on privacy?

120. How can we best handle privacy issues?

122. Nurture Marketing

123. Social Media

124. Online/Offline Marketing

125. Dashboards

126. Linked to CRM oppt.

127. Real-time analytics

128. Campaign spend analysis

129. Landing Pages

130. Web visitor tracking

131. Feedback loop from CRM to FUSION CRM

132. Lead Scoring

133. Lead Routing

135. Visit our online resource center

136. PDF Materials & Video will be available

137. White paper – Published on 9/15

138. Visit our online resource center

140. Clients are raving fans of hands-on service

141. Most aggressive pricing in market

142. 30-day Live Trial

143. Pre-integrated to more CRM systems than any other vendors in our space