12. OEM
MIL-AERO SUPPLIER NET NATIONAL
SALES FORCE
INDUSTRY- DISTRIBUTOR CONTRACT
INDUSTRIAL SPECIFIC MANUFACTURER
SALES FORCE DISTRIBUTOR CATALOG
INBOUND HOUSE
SALES
MEDICAL DISTRIBUTION REGIONAL
SALES FORCE SUPPLIERS DISTRIBUTOR
OUTBOUND
SALES ELECTRICAL
ENGINEER
REGIONAL MANUFACTURING
SALES FORCE REPS
DIRECT
SALES FORCE
APPLICATION
ENGINEER TEST
ENGINEER
MOLEX
VALUE ADDED
RESELLERS
DESIGNER
ENGINEER GLOBAL INDUSTRY MOLEX.COM
INDUSTRY MARKETING VIP
MANAGER
C-LEVEL
MANAGEMENT
MOLEX.COM
SELF-SERVE
ENGINEERING
MANAGER RETAIL
ONLINE PROJECT
CUSTOMER MANAGER
CATALOG DISTRIBUTOR INTERACTION
DATABASE INVENTORY CENTER
HORIZONTAL CHECK
SEARCH CROSS
ENGINES REFERENCE
PURCHASING
CATALOG
16. REAL
RESULTS.
• 550,000+ website visits per month
• 3.8 million page views of high-
value content
• Nimble, effective campaigns
• Sales/marketing team integration
• ROMI (Return on Marketing Investment)
26. WHAT IS
DEMAND
GENERATION?
The art and science of developing, nurturing
and maintaining interest in your products
and/or services.
— Eloqua
27. WHAT IS
DEMAND
GENERATION?
Demand Generation to Molex is effectively
developing, nurturing and converting customer
interest into pipeline and revenue…
40. 2 EFFECTIVE MARKETING AUTOMATION
FILLED OUT
VIEWED PAGE FORM
READ
THE DIGITAL BODY
LANGUAGE CLICKED
BANNER
OPENED EMAIL
DOWNLOADED
WHITE PAPER
UNSUBSCRIBED
41. 2 EFFECTIVE MARKETING AUTOMATION
2
VIEWED PAGE 10
FILLED OUT
FORM
SCORE
THE DIGITAL BODY
LANGUAGE 8 CLICKED
BANNER
6
OPENED EMAIL
-10
UNSUBSCRIBED
9
DOWNLOADED
WHITE PAPER
43. 2
Vi
de
o
do
w
0
5
10
15
20
25
30
Cr
nl
Pr os
s ado
od
uc Re s
t fe
Li re
te nc
ra e
tu
H re
Pr VC d/
l
EDUCATE
od Pr
D uc od
at t
a O uc
t
Sh ve
ee rv
t ie
D w
ow s
PS nl
Sa X oa
le
s D
ow d
D
w nl
g oa
D
Sa ow d
m nl
3D pl oa
EVALUATE
e d
M Re
od qu
el es
D t
EFFECTIVE MARKETING AUTOMATION
ow
nl
Sp oa
ic d
e
M
od
el
SELECT
Qty
48. 3 EFFECTIVE LEAD NURTURING
00.
• Add contacts to
program
• Assign campaign
ID and
description
10.
• Email 1, Awareness/
intro to Molex
• Call to action: Click
30. Hold 3 weeks link to fill out form
20. Send email
Thank you for
submitting form/
things to come
YES
40. Send sub seg-
Did they fill out
ment emails
form (select 15. Send to step 40.
sub segment)?
NO
NO NO NO NO
General, Chassis
None, Telematics Powertrain Interior Hydraulics And
Other Safety
YES YES YES YES YES
40. All Telematics
80. HSAutoLink 110. CMC 150. Stac64 180. DIN Valve 220. MX150
products
50. All Powertrain
products 90. Customer 190. Brad Nano-
120. MX150 160. Switch Products 230. MX150L
Convenience Port Change
60. All Interior
products 200. Brad Micro-
100. Brad Products 130. MX150L 170. LED Products 240. SRC
Change
70. All Hydraulics 210. Brad Mini-
140. SRC 250. SplashProof
products Change
51. 4 METRICS, METRICS, METRICS
MEASURE
LEAD GENERATION
EFFORTS
COLD HOT
52. 4 METRICS, METRICS, METRICS
MEASURE
LEAD NURTURE
EFFORTS
Unique open rate
Open rate
Unique click-through rate
Click-to-open rate
Hard bounce back rate
Global unsubscribe rate
Sales drawing downloads
3D model downloads
53. 4 METRICS, METRICS, METRICS
THE PROOF’S IN THE
PERFORMANCE
UNIQUE OPEN RATE CLICK TO OPEN
41.20% 50%
UNIQUE CLICK-THRU RATE BOUNCE BACK RATE
15.79% .24%
55. 4 METRICS, METRICS, METRICS
PIPELINE VALUE REVENUE VALUE
1200%
850%
CY10 CY11 CY12 CY10 CY11 CY12
Increase in pipeline value Increase in revenue value
