4. www.act-on.com | @ActOnSoftware | #ActOnSW
Today’s Agenda
• Multiple CTAs
• Automated Programs
• Anatomy Lesson
• Third Party Efforts
• 2 Most Valuable Integrations
• Q&A
Image Courtesy of Tagxedo.com
5. www.act-on.com | @ActOnSoftware | #ActOnSW
Multiple CTAs
• Email marketing 101:
Use only 1 call to action
• Focus prospect on one
activity or you’ll lose
out on clicks &
conversions
• Short attention spans
But… is that really true?
7. www.act-on.com | @ActOnSoftware | #ActOnSW
Head to Head Test
Single CTA Multiple CTA
The winner?
Multiple links beat out every version
of single CTA consistently by
20% or more
8. www.act-on.com | @ActOnSoftware | #ActOnSW
Quick Takeaways – Multi CTAs
Good For
• Increasing lead
engagement and
generation
• Increasing baseline
lead scores
• Better click-through
rates
• Identifying prospect
points of interest
When to Use
• Don’t know much (if
anything) about a
prospect
• Little or no prior
behavior taken
• Top of funnel,
introductory content
• Unknown interest
level from suspects
or prospects
Remember
• Keep a primary call
to action as core
focus
• Use text, button and
image links for
primary action
• Offer secondary links
on side column
• Use ancillaries in
header and footer
• Rotate links to hot
spot (top column)
9. www.act-on.com | @ActOnSoftware | #ActOnSW
Automated Programs 101
• Alternative to the batch-n-
blast method
• Different names: Trigger, Drip,
Auto-responder, cart
abandons
• Uses dynamic content and
conditional rules to send
emails at intervals
• Creates a better ‘voyage’ for
prospects and programs
nurturing
10. www.act-on.com | @ActOnSoftware | #ActOnSW
Under the Act-On hood
Introduce Act-On
with lighter content – videos
and white papers
Offer persona-specific
content to help aid buying
process for prospect
Decision-supportive content,
post-sale programs, and ongoing
customer communications
Act-On uses
automated programs
to create leads and
nurture them through
our revenue funnel,
focusing on where a
prospect is at in their
buying journey
11. www.act-on.com | @ActOnSoftware | #ActOnSW
Quick Takeaways – Auto Programs
Good For
• Funnel or sales-
stage-specific
campaigns
• Integrating with sales
operations and
activities
• Customer campaigns
• Introductory
campaigns
(acquisition-based)
• Lead qualification
When to Use
• Need more time in
your day to focus on
strategy – not
execute tactics
• You have a good base
of content
• You can navigate
lead/prospect data
• Promote/manager
webinars
• Nurture campaigns
Remember
• Technology is key
• Start small – but start
soon
• Sketch plan, collect
assets, build
• TEST! Copy program,
change wait steps to
5 minutes, and drop
yourself in
• Know when 1-offs
are better choice
12. www.act-on.com | @ActOnSoftware | #ActOnSW
Anatomy of Lead Nurture Program
HOT LEADS
COLD LEADS
CUSTOMER
C-LEVEL
Copy to
List
Email 1
Email Cold Email CXO
Invite
Opened
Previous
Yes No
Conditional
Messages
Testimonial
wait
wait
wait
wait
Conditional
Branching
Copy to
List
Change
Field
Value
Email 1
Email 2
Email 3
Email 4
wait 5 days
wait 5 days
wait 5 days
wait 1 day
Program 1 Program 2
30
points SALES
13. www.act-on.com | @ActOnSoftware | #ActOnSW
Putting the Pieces Together
• Case studies, white
papers
• PR and News
• Blogs
• Webinars
• Lead scoring
• Metrics
• SEO
• List Segmentation
• Custom email messages
• Landing pages + web
forms
• Videos
• Chat
• Social Media
• Live events
14. www.act-on.com | @ActOnSoftware | #ActOnSW
• Email single CTA to
Landing Page (LP)
• LP has main content –
explainer video of what
marketing automation is
• Three secondary links
• Website
• Blog with pre-populated
category of ‘marketing
automation’
• Link to demo page
• SEO Audit/Optimizer
Top of Funnel Explainer Video
15. www.act-on.com | @ActOnSoftware | #ActOnSW
Mid Funnel Forrester Research
• Segmentation – 3 versions of
email for small, mid, and
enterprise businesses
• Size-specific `wave charts
• Custom leader copy
• Custom body copy
• Custom highlights
• BONUS TEST – looking at
engagement across pipeline
(top vs mid vs bottom)
16. www.act-on.com | @ActOnSoftware | #ActOnSW
Forrester Research
Landing Page
• Full site links
• CEO Blog post
• Press Release
• Exec Summary not
gated
• Social share
• Chat (not shown)
• Demo Link
• Web Form link for
Download
17. www.act-on.com | @ActOnSoftware | #ActOnSW
• Email bland by design
• First 3 stages of
opportunity
• Gives a toggle switch for
sales
• Marketing Automation
Checklist
• Blog posts
• Sales rep
personalization
• Main CTA is “talk with
rep”
Bottom Funnel – Decision Support
18. www.act-on.com | @ActOnSoftware | #ActOnSW
• No Landing Page –
checklist PDF opens
directly in browser
• More focused on
content, not options
• Checklist links to social
media outlets
• Links to step-by-step
implementation video
Bottom Funnel
Decision Support
19. www.act-on.com | @ActOnSoftware | #ActOnSW
Third Party Efforts
• Press, reviews, media
mentions… they’re out there
• How do you harness them?
• Integrate them?
• Track your prospects
engagement with it?
• What about your offline
events?
The best content
doesn’t always
come from within,
and it
often comes
unannounced
20. www.act-on.com | @ActOnSoftware | #ActOnSW
VentureBeat Article
ORIGINAL URL
http://venturebeat.com/5-davids-beating-goliath-in-
the-cloud-arena/#fPV2P5EXwdDrfaSX.02
CUSTOM URL
http://mktg.actonsoftware.com/acton/attachment/24
8/u-0157/0/-/-/-/-/
Sharing the direct, original
link can hide the behavior.
Coupling this article with a
custom link allows us to
score the page visit for
much better visibility.
21. www.act-on.com | @ActOnSoftware | #ActOnSW
Prospects don’t just live online…
• Important to integrate online
and offline behavior – for your
efforts AND 3rd Party
• Take live, offline event
attendance like the Integrated
Marketing Summit or DF13 –
and include them in an
otherwise digital profile?
• Fuller profile aids
targeting/messaging
• Helps sales understand the
prospect’s interest
22. www.act-on.com | @ActOnSoftware | #ActOnSW
Integrating Live & 3rd
Party Events
• We start to see patterns
in what events people
attend (and don’t)
• Useful for targeting
messages (SEO, Social,
Lead Gen, etc.)
• Also extremely useful
for sales to hold
meaningful first
conversations
• Great for content
syndication
23. www.act-on.com | @ActOnSoftware | #ActOnSW
2 Most Valuable Integrations…
PROSPECTS
• Behavior profiling
• Attribute profiling – title,
industry, etc.
• Lead Scoring
• Campaigns targeting
specific actions – product
page visits, pricing pages,
quote pages
• This is the link to creating a
buyer journey
24. www.act-on.com | @ActOnSoftware | #ActOnSW
2 Most Valuable Integrations…
SALES
• Put all this great integration
and insight to work on your
REVENUE
• Visibility = better
conversations focused on
what prospect needs
• Scoring = better
prioritization on hot leads
• Invite them to the scoring
discussion
Know their technology
Using the InsideSales.com platform allows Act-On
to effectively follow up with leads from automated
programs. Data flowing from automated programs
takes this technology into consideration.
25. www.act-on.com | @ActOnSoftware | #ActOnSW
Learn More About Act-On Software
Got Demo?
+1 (877) 530-1555
sales@act-on.com
www.act-on.com/wave
THE FORRESTER WAVE™
LEADER QUADRANT