3. Problem #1
B2B sales and marketing teams are not aligned
Sales
Marketing don’t help out
enough on my accounts“
”
Marketing
Sales reps don’t follow up
on our leads
”
“
4. Email Marketing Automation has many limitations
95%
of website visitors leave
without providing an email
address *
80%
of marketing emails
go unopened**
*Serious Decisions, **Marketing Profs Benchmark Study
Problem #2
5. Azalead Solution
Identify & Target highest value accounts
Nurture accounts with display ads
Measure marketing impact on sales pipeline
ABM Software for sales acceleration
6. AZALEAD DISPLAY AD NURTURING
Marketing automation without email – Nurture accounts with display ads
7. Azalead Display Ad Nurturing
Marketing automation without email
Anonymous buyer
at your target
account
1 Visits your website and
is identified by Azalead
Company ID
Technology
2 He leaves your
website
3
4 Later he browses the
internet, your ads will
appear to him on
other sites.
YOUR DISPLAY
AD HERE
Educated and nurtured
target account
converts easier and
faster into a customer
6 Your ads educate and
influence the buyer
throughout the sales
cycle
5
!!
14. How it works
Company identification and tracking engine
Algorithms
Machine Learning
Real-Time
Business IP's
Business Cookies
MS AZURE
Company ID & Tracking
15. Case Study
Sales &
Marketing
aligned
Targeted top 100
strategic
accounts
Marketing
engaged with
key accounts
Email and display
ad nurturing
Sales Pipeline
accelerated
Signed 15 strategic
accounts within
6 months
16. Customer Success Program
Service Benefits
Account Based Marketing (ABM)
Strategy, planning and training
Gain Expertise
Become confident with Account based marketing
(ABM) and Azalead Software
Display Ads
Brief, creative, copy, modifications & launch
Learn Best Practices
for B2B ad nurturing
Quarterly Business Reviews
Post launch optimization
Analyze Opportunities & Drive Results
Accelerate sales cycles,
increase sales conversion rates
Set-up and quarterly business reviews
17. Over 50 Customers signed up last 12 months
Accelerating Sales Pipeline with ABM
18. ABM is Hot
Driven by recent technology breakthroughs
“ABM delivers the highest
return on investment of any
B2B marketing strategy or
tactic” ITSMA
US search traffic on Google for
“account based marketing”
Hello. My name is XXX and I am the XXX here at Azalead. It’s my pleasure to welcome you to today’s Azalead product demo.
Today I’ll show you how to use our software to accelerate sales.
Before we begin, I want to point out that our chat box is available if you have any questions throughout the webinar, there will be Q&A at the end, and you I will email you a copy of the recording.
Throughout our webinar, please feel free to tweet us at @AzaleadABM with the hashtag #AzaleadABM
All right, let’s begin.
Azalead is an international B2B Marketing Software company with offices in New York and Europe.
We help our clients accelerate sales with Account based marketing or ABM.
After working with hundreds of B2B marketers over the last couple of years, we have found most companies experience 2 Sales & Marketing Problems:
Problem # 1 - Sales and marketing teams are not aligned around the same sales goals. Sales reps complain that marketing doesn’t provide enough air cover for their pipeline, and how often have you heard marketers say that sales reps just aren't following up on their leads?
Problem #2 - As a marketing professional, you’ve likely discovered by now that your marketing automation program just doesn't deliver enough marketing quality leads (or MQL’s).
Traditional email marketing automation for lead generation is limited; Studies show that 95% of website visitors leave without providing an email address. They are gone before you know it! and 80% of marketing emails go unopened.
To solve these problems, Azalead has built a unique software solution around the proven methodology of Account Based Marketing (ABM)
Our software will help you to identify and target your highest value accounts
Nurture your accounts with display ads
And close the loop by measuring marketing impact on your sales pipeline.
Most of you are familiar with email nurturing so I won’t go into how that works
Azalead offers a powerful new kind of nurturing through display ads
Here you can see and example of one of our Display ads in the Guardian
Here is how our B2B ad nurturing works
Explain the cycle
Display ad nurturing is a great complement to email nurturing.
It increases brand awareness and marketing engagement leading to higher sales close rates and shorter sales cycles.
Azalead provides integrations with CRM and Marketing Automation Systems including Salesforce.com, MS Dynamics, Pardot, Mailchimp, Hubspot, Marketo and Eloqua
This will enable you to see marketing engagement at an account level in your CRM
Let me show you an example in Salesforce.com
In this example, you can see a summary of marketing engagement activity for this account
A sales rep can now see which website pages, emails and display ads a target account has viewed directly in salesforce.com
Our customers find this to be very useful sales intelligence during the sales cycle.
An the integrations work both ways
A CMO or VP Sales can now measure the impact of marketing on the sales pipeline
OK, that’s was the overview.
Now I am going to give you a live demo of our web App
Let’s check out Azalead’s live feed on our mobile app right now to see which accounts we may want to target.
- Live Feed features explained
You can sort your prospects by date of last visit, alphabetically and by score. Sorting by score is a really useful way to see your most engaged prospects. … this is based on the frequency of their marketing engagements with you on your website, email campaigns and ad nurturing campaigns.I am going to open a company at random. Here you see company Firmographics including their website, contact, company size, number of employees, sales, what type of industry … the company profile in one place which saves you from searching for contact info on their Contact or About Us pages.
Below you have their marketing engagement details: for example you can see what website pages they have visited, the length of time spent on each page, what emails they have read and which display ads they have clicked.
Knowing what interests each account will help your sales reps decide whether they are worthwhile target accounts and provide them with a competitive advantage when they talk to their prospect.
Let’s go back to the live feed. So now that you have identified your strategic accounts, the next step is to target the ones you want to win.
Here’s how it works. When you see an account that you want to target, you click on TARGET and it is automatically placed on your watch list. From now on, whenever that target account opens an email, clicks on a display ad or clicks on your website, you will get a real-time alert
How does this all work? A tag on your website connects to our company ID engine. Our technology then analyses the IP addresses of anonymous visitors in real-time and uses machine learning to identify the name of the account.
Change this slide to show an alert following a website visit. Not an email open.
Here’s what the real-time email alert looks like.
EMAIL AND CHART NEED TO BE IN ENGLISH
We understand that it is vital for sales reps to get timely sales leads. So we send daily and weekly lead reports like these. You can click any company of interest to open your app and firmographic and marketing engagement details.
I just got a question from one of you asking how it works
At the heart of our technology we have built a real-time company identification and tracking engine
We place a siimple tag on your website and our platform than sniffs the business IP’s and Business Cookies of the visiting account
We use proprietary algorithms, machine learning and real time technology to identify the account
Our technology is hosted on MS Azure platform providing enterprise class security, speed and redundancy
Here are some of our customers. We work with mid-size and large B2B companies in verticals including Tech, Office Supplies, Telco’s and Real-Estate.
Finally, I want to share with you some research on ABM
Recent tech breakthroughs: Cheap big data, machine learning and programmatic advertiing
How much does it cost?
Pricing is dependent on number of companies tracked and nurtured, number of users and number of API calls
Pricing ranges between 5000$ a year and 50 000$ a year depending on volumes
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