1. Influencer Relations + Press Release Attribution
While marketing automation hasn’t traditionally been thought of as a technology to help PR activities, you can actually apply a lot of the same demand den-style tactics to branding activities! Score press, analysts, and bloggers on the web pages they visit (or other engagements) so you can see who your most engaged and interested influencers are. Be aware of the pages they visit on your site, what they’re interested in, and the emails (pitches, press releases, events) they are engaging with. You might, for instance, assume that a reporter is interested in your new widget, but they might have something else entirely in mind, like your fantastic track record of growth. You’ll know if you see which pages they visit. Use this intelligence to prioritize who you pitch and what your talk track is.
You can also create trackable URLs for press releases to tie PR activity back to the lead-to-revenue process. Sales do come from press releases! Look at multi-touch attribution and how press releases contribute to the sale.
2. Recruiting Top Talent
We all know that attracting (and keeping!) top talent is crucial to growing a great business. Use marketing automation to establish and nurture relationships with prospective employees. Track their engagement with your content to get a feel for what they’re interested in, and zero in on prospects who you feel might be a good fit for certain positions.
3. Brand Identity Management
Your brand should be consistent across all teams and all channels, and the marketing department owns that responsibility. To make things simple and controllable, use marketing automation to help your corporate marketing team control ALL visuals including:
- Brand look and feel
- Logo usage
- Corporate messaging
By creating approved templates you’re allowing other departments within your organization to successfully stay within your brand guidelines. Once you’ve created the templates, distribute them companywide using your media library.
4. Event Management
Make the most of your events. Know who to invite, and manage all communications before and after, with more precision and less effort. Create an automated workflow (save the date, official invite, seats are limited, registration responder and reminders) to make it easy. Then re-use and refine the workflow for the next event.
5. New Customer Onboarding
How is your onboarding process working? Take the next steps in order to make sure your new customers are having the best experience possible. Optimize the effectiveness of your onboarding process by automating it with 30-, 60-, and 90-day onboarding drip programs.
Successful onboarding drips help your customers to feel as though they’ve entered into a partnership instead of feeling abandoned after signing. Solid onboarding drips should deliver a mix of:
- Product features
- Educational content
- Help resources
Your goal here should be to help your customer master your product or service quickly, and be successful on their own terms.
6. Customer Use Expansion + Retention
Help your customers expand the use of your product using newsletters and new feature announcements to keep them in the loop, and let them know their satisfaction matters. If marketing communication stops after onboarding, you’re missing a huge opportunity to make sure that your customers go on to be happy and ever-more successful. Measure product consumption and trigger communication based on feature/non-feature use in order to make sure your customers are getting the most out of their purchase.
If your customer doesn’t hear from you until suddenly it’s time to renew the contract, that’s a sign (to them) that you don’t really care about them, other than as a revenue stream. You never need to get into that position if you just keep communicating (just as you did when they were a lead and you were nurturing them).
Leverage your marketing automation, CRM, and ERP data to understand when a buyer is ready for an upsell. Look at pages visited, datasheets downloaded, and contract renewal information and payment history, and tie it to engagement data to understand when to reach out on an upsell or cross-sell. Alert the customer success team when one of their accounts is indicating that they might be ready to expand (or renew) their purchase.