Ryan McInerney | PEO Marketing Technology to Generate Revenue

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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.

Marketing

Marketing Technology
Is Not The Solution

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.

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

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

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

Generating Leads
Through Forms is Waning

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

Digital Advertising
$hortcuts $EO & $ocial

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

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

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

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

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Ryan McInerney | PEO Marketing Technology to Generate Revenue

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

11.

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

18.

19.

20.

21.

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

26.

27. The Landscape

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

29.

30.

31.

32.

33.

34.

35.

36.

37.

38.

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

40.

41. A Prospective PEO Marketing Funnel

42.

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

47.

48.

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

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

51.

52.

53.

54.

55.

56.

57. Thanks For Listening!

Ryan McInerney | PEO Marketing Technology to Generate Revenue

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