MARKETING AUTOMATION

You’ve heard about it, you know plenty of marketers infatuated with it, but at the end of the day what is marketing automation?

Good-Marketing-Automation…. The Ideal
At its best, marketing automation is software and tactics that allow companies to buy and sell like Amazon —that is, to nurture prospects with highly personalized, useful content that helps convert prospects to customers and turn customers into delighted customers. This type of marketing automation typically generates significant new revenue for companies, and provides an excellent return on the investment required.

Though it’s not the easiest marketing initiative to execute on, marketing automation is certainly not impossible. Imagine you’re trying to grow a plant. First you need fertile soil ripe for the growth of your plant. Next you need seeds themselves to care for, and last you need water and light in order to nurture those seeds into a lush, blooming plant. It’s not foolproof, but it’s not impossible. In our story, effective marketing automation looks just like nurturing this plant does. At the end of the day, we hope we’ve nurtured our leads (the seedlings) well enough to produce actual paying customers (a lush, full-grown plant.)

Bad-Marketing-Automation…..The Reality
However, the term “marketing automation” has become a buzz-word, where marketers seek out marketing automation software under the impression that all of the digital marketing tools necessary for growth, including those needed to generate new leads, roll up under the hood of marketing automation. This misconception leaves many marketers with sophisticated tools to automate the middle of their funnel, but no solution to generating new leads to nurture in the first place.

The consequence is that marketers begin buying lists of email addresses to nurture instead of generating inbound leads. While it seems like a quick fix, it’s not a long-term solution, nor does it create the fertile ground for a healthier, longer relationship with your future customers. In our plant analogy, it’s sort of like using artificial chemicals or enhancers to make your plant grow faster. Sure, it seems like a good, quick fix–but it doesn’t set you up for future, long-term success. While it’s definitely the easier route, it doesn’t set you up for long term success.

New research shows that as a result, many marketing automation investments fail. Companies that try to automate the delivery of unsolicited emails generate little engagement and become known as spammers. And companies that implement complicated automation programs without a reliable source of organic leads find that their investment has little impact on revenue.

So how do you navigate it all? This page will help you — it will explain what good marketing automation looks like, whether it’s right for you, and how to implement it successfully.