1) Marketing automation software AMP from MindMatrix unifies sales and marketing functions by providing insights into prospect behavior across different touchpoints and automating personalized follow-up. 2) AMP allows tracking of prospect interests and interactions on websites, social media, emails and more to tailor communications and offers. 3) The software enables intelligent prospecting through analysis of digital footprints and integration of sales and marketing data for a 360-degree view of prospects.

1. INTELLIGENT PROSPECTING WITH
AMP

2. Executive Summary
Marketing 2.0 is all about understanding the needs of the prospect and providing them with value
adding solutions. Business has evolved to the extent that it calls for a thorough integration between the
sales and marketing functions. But, bringing about this kind of integration- without the support of
technology- is impossible. This whitepaper outlines how MindMatrix’s marketing automation software
program---Automated Marketing Platform (AMP) -- unifies sales and marketing.
Prospecting—A Child of Marketing 2.0
About a decade ago, marketing would pass on a bunch of leads to the sales
team. The salespeople would call them up. If the prospect was interested,
the call would be followed up with a meeting, if not, the lead would be
considered dead. Research confirms that one in three leads that is
considered dead… turns into a sale at some point in time. That means
Research confirms that
when prospects say they are ‘not interested’ in the offering, what some of one in three leads that is
them mean is, ‘they are not interested at the moment.’ While some may
be highly interested and would like to start the buying process straight considered dead… turns
away, others require time and more information before they are ready to into a sale at some point in
make a purchase. A study conducted by Wharton School of Business noted
it takes 9-15 touch-points to make a prospect even remember a particular time.
brand when decision-making time arrives. This means an enterprise has to
constantly stay in touch with its contacts through e-mails, newsletters, and
customized offers. Marketing 2.0 involves staying in touch with the prospects so that they consider the
brand when it’s time to make a decision.
Intelligent Prospecting—Following your customer in the modern marketplace
Anticipating prospect needs and providing them with possible solutions, is now the standard market
expectation. However, with advancements in technology, prospects are able to interact with the
business at a wide range of often un-related venues: websites, social networking sites, blogs, peer-
reviews, and e-mails. Given this wide array of touch-points, it may seem virtually impossible to identify
and respond to each customer’s individual behavior as they track through the buying cycle, especially
when they learn about you in so many different venues.
MindMatrix AMP offers a long –term solution to this challenge. With greater accuracy and less labor,
your marketing and sales teams can follow customers, share and integrate their acquired knowledge
about a prospect’s interest, and develop responsive personalized solutions. With AMP, you can
determine what their interests are and what features of your product they are paying attention to.
What appears to be their level of interest? Is price a major focus? AMP allows you to watch customer
activity across all touch points and proactively develop responses to the interest “telegraphed” by their
behavior.
For example, Callahan Realty has a prospect, Jim, who is looking to buy a new six bedroom house in a
couple of months. Jim visited the company’s website and searched for properties around Wellsburg
County. Also, Jim went on Facebook, checked out Callahan Realty’s fan-page and posted a question in

3. the forum about life quality in Gaithersburg County, adjoining Wellsburg
area. If Callahan Realty adopted the integrated marketing approach, they
can easily determine the kind of property and area Jim is interested in. This
will allow them to provide Jim with more relevant offerings. AMP places high emphasis on
intelligent prospecting. Using
How AMP Can Help?
AMP lends a great degree of
AMP places high emphasis on intelligent prospecting. Using AMP lends a flexibility, scalability, and
great degree of flexibility, scalability, and personal touch to the marketing personal touch to the
process. AMP provides the following advantages:
marketing process.
360⁰ CUSTOMER VIEW: AMP provides a 360⁰
vision of prospects. AMP analyzes the ‘digital
footprint’ of prospects and provides detailed information about prospects’ web
behaviors such as, the pages on the website they visited, the links they clicked, the
whitepapers they downloaded, etc. AMP, answers questions like:
o What are the prospect preferences in various areas?
o What products/solutions can you cross-sell?
o How did the prospect come across your site?
o When the prospect visited your site?
o What tabs they clicked on?
o What whitepapers they downloaded?
o When did they last interact with your company?
o What was the outcome of the interaction?
PERSONALIZATION: AMP lends a high degree of personalization to the company’s
prospecting efforts. Personalized one-to-one marketing communications are much more
effective than the standard ‘one size fits all’ policy. AMP enables the business to move
beyond the basics- like addressing the recipients by their names. AMP has a well written
modern code that places high emphasis on personalization of both textual and visual
content, which lends AMP
the capability to learn
about the prospect from
their digital footprints
and adapt itself to
prospect behavior. For
example, Jim, a prospect
never opens
advertisements sent
through HTML e-mails.
AMP has the ability to
capture this information
and act upon it. Once the
program identifies that a
particular prospect never
clicks open HTML e-mails,

4. it will learn from this behavior and send the next marketing campaign through some
other media—this could be in the form of a portable document, direct mail, or as an e-
book!
INTELLIGENT FOLLOW UP: Intelligent follow up involves utilizing different media to stay
in touch with prospects and keep the lead warm until it becomes hot and sales-ready.
AMP is smart enough to follow up on your leads based upon a previously established
sequence. It can automatically trigger the consequent steps in a marketing program.
AMP is equipped with both time-based and activity based-triggers.
INTEGRATION OF YOUR SALES AND MARKETING FUNCTIONS: Most available marketing
automation software programs only concentrate on automating the marketing process.
They automate sending out e-mail campaigns, design landing pages, and so on. But AMP
truly closes the loop between the marketing and sales functions by bringing about a
seamless integration of the two. AMP ties up the marketing system with Sales, CRM,
and ERP to facilitate unobstructed flow of data between each of these systems.
IMPROVED RETURNS: With AMP, the business will be rewarded with better returns on
its marketing investments because AMP’s intelligent prospecting yields better results
because it focuses its marketing campaigns on specific prospects. Just as the interest
level varies from prospect to prospect, the marketing strategy should also vary. For
example, one prospect may be close to the buying stage while another may still be
hunting for information. What the business communicates to them should vary
depending upon their preferences and their stage in the process.
Being aware of prospects’ actions enables businesses to adapt its marketing strategy to prospect behavior, thus
lending a higher degree of effectiveness to the marketing strategy. While better understanding of prospects,
enables businesses to provide more flexible offerings. This enhances the relationship between the business and
its prospects. Thus, AMP enables a business to build a strong relationship with its prospects, which can go a long
way when the prospects are in the wake of making a buying decision.

5. For the past 14 years, MindMatrix has been aligning sales and marketing
functions for over 20,000 sales and marketing professionals across 200
companies, from diverse verticals through its innovative sales and
marketing software and solutions.
Unique to the industry, MindMatrix offers Next Generation Marketing
Automation software on a single unified platform for Sales and Marketing.
Our solutions bring about a seamless integration of the 2 functions helping
our clients derive the maximum benefit from their investment i n marketing
and sales automation.
Contact me today to know more about how MindMatrix solutions can help
you align your marketing and sales processes for improved results.