List Owner Overview

List Management and Appending Valuable DataAppending Lifestyle selects, gender selects, and purchase behaviors to your MASTER List = AUTOMATIC Increased $$$$$$Improved lead intelligence create NEW niche opportunities:Your subscribersget better follow-up through segmented automated lead nurturing

Be able to target Affiliate, PPC, CPA and Joint Venture offers with easeExecutive SummaryThe Consumerhas changed: need to pro-actively engage around educational topicsLeads/Subscribers/Members need to be nurtured until they are sales-readySales & Marketing need to be aligned more closely, creating a seamless buying processThere is an opportunity to turn list marketing into a revenue driver rather than a cost centerAppending valuable data to your list provides a dramatic ROI: many benefits, Risk FREE, No monetary investment by Joint Venturing with ClaimYourDeal.Com2“Nurtured leads produce, on average, a 20 percent increase in sales opportunities versus leads that are not nurtured.”

The Changing Consumer BuyerConsumers are seeking and finding more information on their own—they’re in control Search engines and vendor Web sites are top information sources in the buying process (eg; ClaimYourDeal.Com “Daily Deal”)To drive revenue, marketers must become more adept at identifying sales-ready leads and nurturing the remainderMarketers need to interact with consumers before the sales conversation, by providing information that is relevant in the earlier stages of the buying processHighlights from Enquiro’sBuyerSphere Project:Almost 50% of buyers starts their buying process with online research

Identifying demographics and lifestyle habits cuts sales cycle dramatically3Order of Things – High Consideration50%37.5%25%12.5%0%1st2nd3rd4th5thOnline Research Talk to Users Talk to Vendors

Convert More Subscribers Into Raving Fans & Buying CustomersLead Nurturing, Lead Scoring, Lead Routing and Lead Monitoring closes the gap in the middle of the funnelImprove the dynamics of your revenue cycle to convert more list owner subscribers into buying customers4Current marketing focusCurrent sales focusThe ConsumerleadDevelopment gapReachInterestDesireConvertEnrichRetainLead Management Closes the Gap in The Middle of the FunnelWarm leads leak outIssue 1: Marketing hands offLeads too early. UnqualifiedLeads waste sales’ time.Issue 2: Sales cherry picks leads, lettinglonger-time-frame leads leak out.Issue 3: Marketing spendsMore to recapture lost leads.Source: October 2006, Best Practices “Improving Lead Management”

Increase Productivity With AutomationRun intelligent and focusedcampaigns without expanding yourmarketing teamCreate laser targetedemail follow-upExample: make intelligent offers based on gender, lifestyle selects, and purchase behaviors5

More Qualified Leads with Lead Nurturing“Companies that excel at lead nurturing are able to generate 50% more sales-ready leads at 33% lower cost per lead.”Goal: Increase the number of sales opportunities & transaction value = reduced lead costCompanies are able to use existing staff for nurturing campaigns, increasing the number of sales-ready leads by 50% with little to no incremental investment ¹Nurtured leads delivered 47% higher average order values than non-nurtured leads²6

Increase Sales EffectivenessImproved Lead Quality = Increased Sales ProductivityPrioritize leads based on quality and urgencySend leads back to marketing automation for further nurturing, preventing leads that just "sit" somewhereProvide comprehensive lead activity history for your sales department7Priority #2:Increase Sales Effectiveness

Turn Marketing Into a Revenue Driver“Only 20% of companies believe they excel at measuring the performance of marketing initiatives.”Show that marketing is a revenue driver, not a cost center.Optimize & Increase ROI DramaticallyImprove accountability by proving marketing impact on revenueImprove Revenue Performance: Conversion rates Time in a particular stage (velocity)8

Marketing Automation + List AppendageRealize the benefits of list appendage with new technology and improved processesMarketing Automation technology combined with List Appendage processes provide the framework to: Convert more leads into revenue

Increase Sales Department activity

The Value of Lead NurturingLead Nurturing helps turn more inquiries into qualified leads and decreases cost per qualified leadSource: actual data from software vendor50% increase10

The Value of Lead ScoringWith good info on lead prioritization, the more likely list owners meet revenue goals How Easy Is it To Get Access to Information About Prioritizing Sales Efforts?Source: CSO Insights11

The Value of List IntelligenceSiriusDecision' Waterfall Model gives benchmark numbers for conversion rates between the different stages in the funnel. With improved list intelligence, conversion rates will be higher. Example: Moving from Benchmark to Best PracticeFor each 1,000 leads, best-in-class companies create 46 more MQLs than benchmark companies (97 instead of 51). They create almost 10 additional sales(14.3 instead of 4.6 sales, a 300% increase). What is the value of your list with a 300% increase in sales and revenues?MQL = Marketing Qualified Lead SAL = Sales Accepted LeadSQL = Sales Qualified Lead (i.e. sales opportunity identified)12

ROI of Lead ManagementJoint Venturing with ClaimYourDeal.Com does not cost . . . It Pays!InvestmentAppend data, lifestyle, purchase behavior= $ZERO/ monthCampaign development = $Cost of your current autoresponder/ monthIncremental RevenueEstimated incremental revenue = $Up to 300% increase!ROI =Incremental revenue – monthly costMonthly cost=Cost to communicatePotential IncreaseUp to:300%13

Steps to Take to Improve Lead NurturingImproving Lead NurturingTo Implement:Drip email campaigns

List Owner Overview

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List Owner Overview