Presented by Ryan McInerney – Founder, Bluematter What marketing technology you need, what you don't, and how to choose. The PACE Annual Conference focuses on the sales, marketing, and technology trends that affect PEOs and the service providers that support them.

1. What you need, what you don’t, and how to
choose.
Marketing Technology

3. What MarTech
Do You Have?

5. What were you
hoping for?

8. Marketing Technology
Is Not The Solution

9. I’d like to take some of your time to talk about things you usually try to avoid and how my company
can assist you.
We need to talk to IT, Operations, Customer Support, Office Managers and share the
opportunity with them. Also, you’re employees will also be ours now.
It turns out we were/weren’t able to get this through underwriting.
Please print out this mountain of paperwork that everyone has to sign, and mail it back.
Then, we’ll need to introduce ourselves as your employee’s new co-employer.
Prospecting
First Appointment
Consensus
Proposal
Onboarding
The Typical PEO Sales Funnel
In order to determine if I can assist you, I need to collect a number of documents that you’ll need to
hunt down and convince your suppliers to give up.

10. • Sales Executive Guided
• Multi-week Onboarding
• No Demo or Trial
• Multi-Hour/day/week Signup
• Support Available over phone

12. Define who you are and who
you aren’t to create a brand
story.
Select right fit clients and map
their journey to purchase
Launch a unified sales and
marketing strategy.
Use advanced technologies
to scale efforts in chosen
niches.
BrandIdentity
Market
Selection
Market
Starter
Market
Disruptor
Market Leader
Scale your team and deepen your
stronghold in multiple niches.
ML5: Five Steps to Market Leadership

13. 01
Sales CRM
Install the CRM, get entire team
religiously adopting.
02
Website
Recreate Website with Full-
Funnel in Mind. High UI/UX.
03
Marketing Automation +
Feedback Tools
All-in-one Marketing Platform for
Lead Capture and Nurturing.
04
Commercial Insight
High Value Content (Webinars,
Live Training,
05
Digital Advertising
Turn on the immediate demand
to the funnel at all points.
Staggered Adoption
Start Close to Cash in ML5 Step 3 -> Move Up Funnel

14. MarTech Scales
Human Relationships

15. The central hub and
traffic source
Website
Instant feedback and
insights on user’s reality
Feedback Tools
SERP and Social promotion
across Journey
Advertising Published Insights that drive
users to exclusively need you.
Commercial Insight
Manage the entire Lead
Lifecycle to -> Closed/Won
MarTech & CRM
For Posting, Curating and
Social Listening, Responding.
Social Management
MVP Digital Marketing Stack

16. Generating Leads
Through Forms is Waning

17. Feedback Tools

22. Prepare for Chatbots

23. Technology Convergence +
Additions
• Internal Site Search
• 24/7 Help Desk
• Meeting Scheduling
• Automatic Follow-up
• Live Chat
• On Page Forms
• Content Routing
• API to CRM

24. Digital Advertising

25. Digital Advertising
$hortcuts $EO & $ocial

27. The Landscape

28. THE PEO Solution
But our
request is far
greaterIs better
for most
organizations

39. • Self Guided
• Same-Day Onboarding
• Free Trial
• 15-min Signup
• Live Support Available

41. A Prospective PEO
Marketing Funnel

43. How do you
build this
capability?

44. We’ve Already Built
The System

45. Define who you are and who
you aren’t to create a brand
story.
Select right fit clients and map
their journey to purchase
Launch a unified sales and
marketing strategy.
Use advanced technologies
to scale efforts in chosen
niches.
BrandIdentity
Market
Selection
Market
Starter
Market
Disruptor
Market Leader
Scale your team and deepen your
stronghold in multiple niches.
ML5: Five Steps to Market Leadership

46. 01
Sales CRM
Install the CRM, get entire team
religiously adopting.
02
Website
Recreate Website with Full-
Funnel in Mind. High UI/UX.
03
Marketing Automation +
Feedback Tools
All-in-one Marketing Platform for
Lead Capture and Nurturing.
04
Commercial Insight
High Value Content (Webinars,
Live Training,
05
Digital Advertising
Turn on the immediate demand
to the funnel at all points.
Staggered Adoption
Start Close to Cash in ML5 Step 3 -> Move Up Funnel

49. “What happens
if we train our
people, and
they leave?”

50. “What happens
if we don’t…
and they stay?”

57. Thanks For Listening!