Weitere ähnliche Inhalte Ähnlich wie Real-Time Personalization: How to Optimize Your Website and Boost Conversions (20) Kürzlich hochgeladen (20) Real-Time Personalization: How to Optimize Your Website and Boost Conversions1. Real-time Personalization
How to optimize your website and boost
conversions
Mike Telem
David Myers
Insightera Co-founder
Product Expert
© 2013 Marketo, Inc. Marketo Proprietary and Confidential
2. Insightera, a Marketo Company
• Real-time targeting and personalization platform
• Leveraging big data and predictive analytics to
interact with prospects throughout the customer
lifecycle
Page 2
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
3. Overview
•
What is real-time personalization and how it works
•
The who, what and where of personalization
•
Successful personalization use cases
•
How to get started with your own personalized campaigns
Page 3
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
4. What is Personalization?
The combination of:
•
Identifying a person’s attributes (Intent, potential, behavior, profile
and/or firmographics)
•
Customizing their experience by presenting them with relevant
content, calls-to-action or visuals
Page 4
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
5. What is Real-time Personalization?
Speed
“Within the first 10 seconds of your visitor’s website experience, you
must explain what you can do for them” (Microsoft Research)
Relevancy
“82% of prospects value content targeted to their specific industry”
(MarketingSherpa)
Personalizing your prospects experience while they are
engaged and attentive
Page 5
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
9. The 3 W’s of Personalization
Who
What Where
Firmographic
Persona
Product intent
Customer journey
Price sensitivity
Page 9
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
10. The 3 W’s of Personalization
Who
What Where
Content
Calls-to-Action
User experience
Images
Product offers
Page 10
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
11. The 3 W’s of Personalization
Who
What Where
Email
Website
Mobile
Advertisement (banners, landing pages)
Offline (trade shows, phone calls)
Page 11
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
12. Real-time Personalization
• Segments inbound prospects in real-time based on:
• Auto-engages segmented prospects with
personalized content or calls-to-action while on site
and in context, even if they are anonymous
Page 12
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
16. Use Case
• Panaya is a software vendor that helps companies
reduce ERP upgrade time and costs
Page 16
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
17. Use Case
• New Target Market: Oracle ERP users
Who
Oracle Users
Account-Based Lists
Digital Behavior
Page 17
© 2013 Marketo, Inc.
What
Where
Content
Banners / Logos
Videos
Website
Mobile
Marketo Proprietary and Confidential
25. Optimization and Auto-Tuning
• Optimize site content and landing pages by A/B testing
different CTA’s per targeted segment
• Auto-Tune to automatically identify and accelerate the
most effective CTA or content
Page 25
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
30. Content Discovery and Recommendation
•
Auto-discover and map content
•
Auto-engage prospects with recommended content using
machine-learning and predictive analytics
•
Boosts content ROI
Page 30
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
31. Real-time Personalization Use Cases
•
Vertical Campaigns
•
Event Promotions
•
Account-Based Marketing
•
Focus on the accounts most likely to generate revenue. Target based on: Industry, Revenue
and Named Accounts.
•
1:1 Marketing
•
Target relevant personas and decision makers. Present them with the content they want, at
the right time.
•
Page 31
© 2013 Marketo, Inc.
Nurture prospects based on their stage in the buying cycle or product interest.
Marketo Proprietary and Confidential
36. Personalization Results
Content Consumption
• A printing technology customer ran a personalized,
geo-located campaign in several languages and
received 7x more engagement (15% clickthrough
rates).
• Result: 5x more downloads for White Papers
Page 36
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
37. Personalization Results
Improvement in conversion rates
“25% of prospects from an Insightera campaign converted
into leads, it exceeded our expectations. We are now
identifying prospects in the sales cycle and providing them with
relevant content in real-time. A lead generation success.” –
Ericom VP Marketing Ilan Paretsky
Page 37
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
38. Value of Personalization
Extend marketing automation reach
Educate and nurture inbound prospects
Turn anonymous prospects into qualified leads
Lower cost per lead
Optimize budget spend
Create meaningful customer interactions
Page 38
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
39. Getting Started
• The Who, What, Where
Who
Where
Target Audience
Vertical
Persona
Page 39
© 2013 Marketo, Inc.
What
Content
Case Study
Video
Website
Email
Mobile
Marketo Proprietary and Confidential
40. Getting Started
Where to start?
Analytics
Identify high yield targets
Start personalizing
Page 40
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
41. Key Takeaways
• The 3 W's of Personalization: Who, what, where
• Firmographics and behavior are key
• Real-time personalization is about speed and relevancy
• Leverage big data and predictive analytics
• Getting started is easier than you think
Page 41
© 2013 Marketo, Inc.
Marketo Proprietary and Confidential
42. Thank you!
Real-time Personalization - How to optimize your website
and boost conversions
ebook: Personalization 101
contact us: @marketo
for more info: marketo.com/software/personalization/
© 2013 Marketo, Inc. Marketo Proprietary and Confidential
Hinweis der Redaktion Speed Stat: Microsoft Research“the average page visit lasts less than a minute” “people only have time to read a quarter of the text on the pages that they visit”. (NN Group)Relevancy Marketing Sherpa Image – Dimensions Image – Dimensions Image – icons imagesDimensions – open slideWhat dimensions Images: WP, video, CTA Images Update the 25% CTR Better example Better example Question: Make sense, seeing good results, but Can everyone start doing, what are minimal requirements?(visits, content)