Marketing Automation: A Comprehensive Guide in 2021

Marketing automation is a software platform. It is specially designed for the marketing department and various organizations to be more effectively dependent on marketing. It plays an important role in customer communication. It manages behind the scene business processes to be handled by the people.

 

The image highlights the marketing automation process

 

This software helps both small and established businesses in their work. For a small business, it helps to create strategies without taking the help of employees. For a big business, it helps to create a bridge between the customers and the company.

 

In this particular article, we are going to look around this marketing automation topic. You will get to know the definition of this automation and some inside details of it. This article will revolve around different information regarding automation.

 

Marketing Automation:

 

The main aim of any organization is faster revenue and higher growth at a minimum cost. But for doing this, the organization has to align their people, processes, and technology to achieve their goals. But most of the companies are struggling to align this. For that, this software called marketing automation is developed to ease this whole process.

 

This particular software does automated repetitive marketing tasks. This process helps companies streamline, automate and measure marketing tasks. It helps to create a proper workflow for companies. The software helps them to increase operational efficiency to increase high revenue. This software is specially designed for organizations to do marketing more effectively on various multiple platforms. The software enables many new marketing practices like:

 

  • Lead generation
  • Segmentation
  • Lead nurturing and scoring
  • Relationship marketing
  • Cross-sell and upsell
  • Retention
  • Return on investment (ROI)
  • Account-based marketing

 

In the next four to five years, this technology is expected to show a 14% compounded annual growth rate. This result shows how important it is for the growth of any organization.

 

Organizations can use this software to customize the experience for people based on various things like their behaviors, interests, purchase activity, and many more. And they will feel like this particular marketing message is specially designed for them. And this will build their trust for a company. It will create a loyal audience for a company whom they will love to see growing.

 

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 Functions of Marketing Automation:

 

According to a report published in 2018, 80% of people buy products from brands that send customized messages. This process makes the relation between customers and an organization healthy and more profitable.

 

This process causes loyalty from customers. One of the surveys from 2017 said that 44% of customers like to buy from their company again because of personalized interaction. Customers appreciate these customized messages rather than those forwarded messages. It makes them feel special. So, they will buy from that organization again.

 

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Build Complex Strategies:

 

Making a strategy doesn’t imply focusing on reaching out to your customers. But it also takes into account doing enough research on considering the time or particular audience to reach and interact with them. That is more meaningful than just interacting with the customers.

 

No matter what your industry is, the idea is to deliver value to the customers. For that, digital automation works. They send messages to the customers at intervals but with some personal touch. Thus, this provides better content to the customers with their interests. And their behaviors, even their data from CRM software. The company can even select a particular time to send these messages- based on the customer’s actions to improve the relationship with them.

 

Helps The Company to Take High-level Tasks:

 

Digital automation saves many hours for the employees. This software is designed to do the specific tasks, which were used to do by people. This software helps to generate messages to send the customers which were previously done by the people of the company. These do all automation tasks. They can focus more on rewarding aspects of their work and build the strategy around that.

 

Saves Time and Resources:

 

Marketing automation can help you to save time and use your resources more effectively. It helps to improve engagement with the customers. It gives personalized attention with thoughtful and accurate messages that feel like one of your friends sends you that message, especially for you, whether you have to send hundreds or thousands of people. It gives a personal touch with their name and, many other things revolve around that person.

 

How Does Marketing Automation Work?

 

Automation software is dependent upon the pieces of information. When someone visits their website or buys something from them, or just by clicking their ad, they are providing the audience with their valuable data, which is used to send personalized data.

 

It helps to identify potential buyers. It automates all the processes from nurturing the leads of the audience, to send them messages to sales readiness. This process brings prospects to the point where customers can be directly approached by the sales team and end up choosing sales and starting a relationship with the company. The information can help you to decide on marketing tactics.

 

All the data collected from the customers are in one place which gives a holistic view of the audience. And this helps to break down the data- like where the contacts are located and how many times they engaged with emails and many more insights like these. It helps companies to create a map to guide the customers to take desired actions.

 

Usage of Different Tools:

 

There are various tools available in the market. When a company chooses any of this, they keep their goals in mind and choose accordingly. Different tools have different workflows for various websites that help companies to achieve their desired goals.

 

It allows the company to simplify and automate messages to their customers by managing marketing strategies via these tools. It helps to create lead generation, segmentation, lead scoring, lead nurturing. It gives purpose to build relationships with customers. Cross-sell, low sell, retention, marketing ROI measurement, all of these tools are informative.

 

Available Tools:

 

Marketo:

 

Marketo is one of the best tools available for this. It covers any channel and every engagement. Recently this was acquired by Adobe and has been flawless in terms of working. It also includes email marketing, social marketing, budget marketing, lead nurturing, web personalization, and many more.

 

Hubspot:

 

It is known for digital marketing, and it also provides a digital automation tool. It is easy to use the vision board to craft conditional workflow. It is an all one tool that gives all primary functions in one it. That’s why many companies are relying on this tool to fulfill their basic functions.

 

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Customer.io:

 

Customer.io is one of the flexible tools currently in the market. The main feature of this tool is that it helps to build better relationships between the customer and the company by sending meaningful messages and emails at a particular interval when the customers are more likely to engage with the company. The company can set Customer.io to send specific content which is automatically generated to recognize their behaviors.

 

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Pardot:

 

Pardot pro provides 2B digital marketing automation. Here B2B means business to business. It gives good B2B analytics and account-based marketing solutions. It also offers CRM integration, leads generation, leads nurturing, email marketing, many more useful features.

 

Salesfusion:

 

It is one the most sophisticated tool, which is used for automating lead generation, lead collection, creating marketing campaigns, marketing analytics, media planning, marketing resource management, and more.

 

Apart from these above tools Ontraport, Activecampaign, Autopilot, GreenRope, Jumplead, Drip, Omnisend, Sendpulse, Sharpspring, ContactPigeon, Wishpond are also known in the market for their unique marketing strategy.

 

Perks of Using Digital Automation Tools:

 

The tools will help to reduce staff costs as these tools don’t require any particular person to operate. They will do various things like automating cross-sells, upsells, and follow to boost revenue and achieve desired goals.

 

Because of this, the marketing and sales team can do their specific tasks more effectively. It saves a quite amount of time, and the company can use that period for different tasks. These tools create more room for creativity. The company can think in that direction too.

 

What Makes A Difference in The Customer’s Experience?

 

Customer journey is different for every individual. From checking the website to purchasing the products and analyzing the whole process is different for every individual. This software is mainly dedicated to this. To build trust and make customers buy the products and keep the relation between the company and customers alive.

 

When someone shows interest in the company, they will click the pop-up button on whichever platform they are on; after this website provides detailed information on how they work and what do they work. By providing necessary information, the company gets new leads and prospective customers from this. The software helps to connect with random people and helps companies increase their network.

 

It gives more sales by sending messages in regular intervals. Customers get to know what is happening in the company and everything around sales. It improves the sales of the company. For example, this sends messages to customers like how great products are and how you are missing from buying this. It directly indirectly helps to improve sales. It also helps to reach the goals that are in the mind of the company.

 

When this software sends relevant content to the customers, which are normally revolving around them, customers feel that this company cares about them. It gives personal attention. It helps to build a solid trust between the company and the customers. It is a sign of a healthy relationship between an organizer and consumers. It is quite useful to manage sales and everything in the company.

 

The Better Marketing Practices:

 

For good marketing practice, the company needs to be specific with its goals like what they want to achieve and how much time they allot to fulfill their goals. It helps companies to measure their process and will ease the process by knowing what they have achieved and what they need to achieve. It will create a workflow on that basis. The company can directly work on it rather than making unnecessary strategies.

 

Marketing automation works at its best when a company knows its targeted audience. The process can take quite a good time, but it is better to do things right than doing things fast.

 

This whole marketing process is based on an if-then approach. The company has to decide the right time they want the subscribers to join the channel and when they want them to purchase the products. This research helps to improve their sales and network.

 

The company should keep track of how well the marketing campaign is going and whether it is attracting the targeted audience or not. Good automation practice is when the company is trying different things to attract the most audience. One can attract an audience by sending various pictures, customized messages, or trying various subject lines. The try and error method can give one line to follow and build a strategy on it.

 

Good marketing space looks like an organized space where it is easy to find and locate things. This whole process should run smoothly and holistically in a particular database. It should enhance every process and program from improving the lifecycle journey for a sales team to trust the data and information given by the sales team. This joint venture from both teams can be very beneficial for the company. This is one of the best practices of this automation.

 

Bad Marketing Automation Example:

 

The software is dependent on accurate data. For this, the marketers should be given the proper training to work with data. But most of the marketers don’t have any training like this to attend. That is why it becomes difficult sometimes. According to Lechner- Becker, training for managing data, manipulation, and using the data is necessary.

 

It is mainly dependent on data. So marketers should know how to deal with it. If they don’t know how to do it properly, they can mess up all the data and that leads to some difficulties for the company.

 

Frequently Asked Questions:

 

Q: What is the exact meaning of marketing automation?

 

A: It is a method of digital marketing that helps to grow and nurtures the leads down the sales funnel through personalized and automated messages.

 

Q: What are the benefits of the automation process?

 

A: It will increase a company’s engagement with its leads. It helps to convert more leads with fewer resources, gain more leads and convert their leads faster. It can give more data and information to the audiences and how they interact with marketing assets.

 

Q: How can someone migrate to a new marketing automation platform?

 

A: The best way to migrate is doing it slowly and steadily. This process has to be done methodically and taking notes of everything one by one. First, the companies have to define their goals. Then, they should make the right choice by selecting the right automation program for the business and establish the timeline. It can help to migrate smoothly.

 

Q: What are the best tools for this automation?

 

A:  It depends on the specific needs and objectives. There are various tools in the markets. They should be used the way they will help a company to rise.

 

Conclusion:

 

Marketing automation is widely in use and this will be in demand. So, learning the strategies and properly implementing them can boost sales and engagement. Every small and big business has to use this to ease the whole marketing process and increase engagement with the audience. It will improve the sales and market value of the company. And it will help to achieve their goals.

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