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What is Marketo?

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What is Marketo?


Marketo is perhaps one of the best-known marketing automation platforms for marketers. The company was founded in 2006, but was purchased in 2018 by software juggernaut Adobe for $4.7 billion. Since then it has been integrated into San Jose, California-based Abobe’s suite of marketing software.

Marketo, which Abobe renamed Adobe Marketo Engage, primarily serves SMB to enterprise-level B2B marketers and some B2C considered-purchase marketers in a variety of industries, including technology, business services, healthcare, financial services, education, manufacturing, and telco. Some of its biggest customers include CenturyLink, Charles Schwab, GE Panasonic, RingCentral and Roche.

This guide will walk you through some of the key capabilities of Marketo.


Explore marketing automation solutions from vendors like Marketo, HubSpot, Salesforce and more in the full MarTech Intelligence Report on marketing automation platforms.

Click here to download!


Product overview

Cloud-based Marketo Engage features 10 major capabilities for:

  • Marketing automation to create, automate, and measure campaigns across channels.
  • Account insights and profiling to identify the right target accounts using data and AI.
  • Email to engage customers with relevant conversations in minutes.
  • Mobile to communicate with customers using mobile devices.
  • Social integration to identify potential and current customers.
  • Targeted, personalized display ads.
  • Dynamic interactions with customers on a website.
  • Marketing analytics to prove and improve business impact.
  • Predictive content ensures best fit assets are presented.
  • Marketo Sales Insight to drive account and prospect intelligence to sales.
  • Marketo Sales Connect to coordinate sales and marketing.

Marketo Engage also natively performs basic data cleansing. For example, its data deduplication feature finds and merges duplicate users in the database. Users can also set up automated workflows for data normalization. More advanced data deduplication and data cleansing can be enabled through integrations with a number of LaunchPoint partners, including RingLead, ReachForce, StrikeIron, and CRMFusion.

Marketo also includes account-based marketing features as well. For example, Account Smart Lists leverage AI and predictive scoring to reveal the best fitting accounts for campaign activation. Personalized experiences are also automated across accounts through intelligent account nurturing. Account-based insights can also be delivered to sales offering full visibility across the buying team.

In fact, Marketo’s Sales Partnership feature shares customer intelligence across every touchpoint in the buyer journey. That includes:

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  • Multi-attribute lead scoring across sales and marketing touches.
  • Real-time data capture and bi-directional data integration sync with CRM.
  • Prioritized lead and account engagement scores.

Supported sales engagements and channels include email, phone, sales and marketing nurture campaigns, preloaded email templates, suggested email categories, cross-channel personalization.

Lastly, Marketo’s features are also compliant with the following data privacy frameworks and is ISO 27001 certified: SOC 2-Type 2, GDPR, CCPA, and HIPAA.

Lead management

Marketo Engage includes five essential capabilities: content personalization, cross-channel engagement, experience automation, sales partnership, marketing impact analytics.

Marketo also provides landing pages and progressive forms and users can develop and qualify potential buyers with personalized nurturing campaigns and scoring capabilities. Marketers can prioritize the best leads with quality and urgency ratings.

Marketo offers campaign cloning across programs, workflows, and assets and integrates with Salesforce, Microsoft Dynamics, SAP, and other CRM systems to increase lead management effectiveness.

Marketo Engage also touts AI-driven capabilities like Predictive Audiences that support look-alike models and predictive models to help marketers discover new, unique audiences.

Campaign channels

While email is traditionally central in any marketing automation platform, Marketo Engage claims to support the following marketing channels:

  • Email.
  • Mobile push notifications and in-app messages.
  • Direct mail.
  • Social media.
  • Digital advertising.
  • Websites.
  • E-commerce sites.
  • Webinar and conference services.
  • Video/interactive applications.
  • Tradeshows, seminars, and events.

Collaboration

Task management is included natively in Marketo Engage from within the application’s Command Center or from the Tasks section of the Live Feed. Tasks can also be managed from within CRM systems. The platform also offers flexible and customized access, users, roles, and permissions across the user base.

Workspaces can also be segmented or shared based on programs, databases and instances for segmented teams. Marketing and sales coordination is also supported via lead and account intelligence and engagement blueprints in the platform.

Analytics

Marketo Engage’s ROI reports include multi-touch attribution and aggregate impact of marketing on the revenue cycle over time, including conversion rates plus flow and velocity through the funnel. Executive dashboards also feature revenue cycle analytics identifying real-time metrics and trends.

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Bizible by Marketo, an add-on platform by Adobe, offers complete attribution across every marketing
and sales touchpoint, a variety of attribution models, and connectors to paid media channels.

Performance Insights identifies programs and channels that deliver the highest marketing ROI and Marketo’s Success Path Analyzer monitors key performance metrics for each stage of the customer journey.

The company’s Revenue Modeler report defines customer journey stages and monitors how potential customers move through the funnel.

Advanced Journey Analytics reports feature a pivot-table UI for ad hoc reporting on channel and campaign performance, including attribution and ROI.

Lastly, Marketo’s Opportunity Influence Analyzer highlights cross-channel marketing activities that influence deals to understand each marketing touchpoint’s influence.

Integrations

True to its billing as one of the leading marketing automation platforms available to marketers, Marketo offers a very wide range of integrations with other major marketing technology platforms on the market. Overall, Marketo offers:

  • Native integration with Microsoft Dynamics 365, Salesforce, and SAP C4C.
  • Support for two-way synchronization.
  • With CRM credentials, custom objects and fields can be synched automatically.
  • Additions/deletions to CRM framework such as fields or objects are automatically updated in Marketo Engage.
  • Turn-key integrations for Oracle NetSuite, SugarCRM, and Zoho.
  • Partner ecosystem of data integrators and digital agencies includes Accenture Digital, Deloitte Digital, DigitasLBi,
    Informatica, Mulesoft, Talend, and Software AG.

Partners can also be found through Adobe Exchange, Experience Cloud and additional integrations are available through Webhooks, SOAP, and REST APIs.

Pricing and support

Adobe does not share specific pricing ranges, but Marketo Engage pricing is based on the size of the marketing database, plus any additional infrastructure requested such as advanced security, high volume APIs, high volume email infrastructure, or advanced database features. An annual contract is required.

Adobe does offer three pre-built bundles for Core Email Marketing and Lead Management, Account-Based Marketing, and advanced multi-touch attribution. All of its solutions include a Marketing Data Environment, which integrates profiles and engagement history to help marketers build customer relationships by enabling personalized interactions.

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Any Adobe product/module not packaged in the solution can also be purchased as an add-on.

According to Adobe, products/modules are typically priced on a single scaling factor, such as database size, number of marketing users, number of mobile activities, or number of website visitors.

All Marketo subscriptions include access to customer success managers and all customers receive 24/7 web portal support. Global phone support is also available with paid support options.

In addition to software, professional services packages are available for implementation and consulting services.

Premium-priced support services include access to named support professionals, accelerated service-level response, and sessions for proactive mentoring and business review.


Snapshot: Marketing automation

For today’s marketers, automation platforms are often the center of the marketing stack. They aren’t shiny new technologies, but rather dependable stalwarts that marketers can rely upon to help them stand out in a crowded inbox and on the web amidst a deluge of content.

HubSpot noted late last year that marketing email volume had increased by as much as 52% compared to pre-COVID levels. And, thankfully, response rates have also risen to between 10% and 20% over their benchmark.

To help marketers win the attention battle, marketing automation vendors have expanded from dependence on static email campaigns to offering dynamic content deployment for email, landing pages, mobile and social. They’ve also incorporated features that rely on machine learning and artificial intelligence for functions such as lead scoring, in addition to investing in the user interface and scalability.

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The growing popularity of account-based marketing has also been a force influencing vendors’ roadmaps, as marketers seek to serve the buying group in a holistic manner — speaking to all of its members and their different priorities. And, ideally, these tools let marketers send buyer information through their tight integrations with CRMs, giving the sales team a leg up when it comes to closing the deal. Learn more here.

About The Author

Pamela Parker is Research Director at Third Door Media’s Content Studio, where she produces MarTech Intelligence Reports and other in-depth content for digital marketers in conjunction with Search Engine Land and MarTech. Prior to taking on this role at TDM, she served as Content Manager, Senior Editor and Executive Features Editor. Parker is a well-respected authority on digital marketing, having reported and written on the subject since its beginning. She’s a former managing editor of ClickZ and has also worked on the business side helping independent publishers monetize their sites at Federated Media Publishing. Parker earned a master’s degree in journalism from Columbia University.



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MARKETING

What You Need to be Doing NOW to Get Your Shop Ready for Black Friday

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What You Need to be Doing NOW to Get Your Shop Ready for Black Friday

Did you know that 130 million users use Facebook and Instagram to discover sales and buy products during Black Friday weekend alone? 

This means that setting your shop up for success is an excellent way to attract all shopaholics into your business and make serious money. But, with so little time, how can you know what you’re supposed to do? 

Well, after talking with Meta experts, I’ve put together an easy-to-follow checklist with everything you need to do AHEAD of Black Friday if you want your Instagram or Facebook Shop to be a huge success this holiday. 

So read on, and start planning now!

11 Things you need to do to get your shop Black Friday ready

The key to a successful Black Friday is reaching the right audience with the right products. In years past, this meant a well-placed ad in the local newspaper or a spot on the radio. But today, the best way to reach potential shoppers is through social media. And of all the social media platforms out there, Instagram and Facebook offer the best buying experience. 

Facebook and Instagram Shops provide an easy way for businesses to showcase their products and reach a wide audience, and offer a convenient way to browse and purchase items with just a few clicks. Plus, since most users are already using these social media platforms *we’re talking about more than 3 billion*, it has become a natural way to shop. 

So if you’re a business owner looking to take advantage of Black Friday, setting up an Instagram or Facebook shop is a must, and here are the best tips to do so: 

1. Start planning your holiday strategies if you haven’t already

For many businesses, Black Friday is make-or-break time, when they can either turn a profit or end up in the red. That’s why it’s so important to have a solid plan in place for dealing with traffic. 

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By mapping out a strategy beforehand, businesses can avoid being overwhelmed by the high demand and ensure that everyone has a positive experience. This means, planning your offer and deals ahead of time, placing your ads budget, doing product inventory, organizing customer service, etc. 

Regarding offers, Instagram and Facebook Shops allow businesses to set up coupons and discount codes during checkout, and timely offers to display their deals. Offer parity with your site is key. So be sure to review #7!

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2. Update your Meta Shop banners 

In order for retailers to lure customers into their shops, they need to make sure their signage is up-to-date and eye-catching. This is especially true for banners, which are the first thing people see when hunting for good deals and promotions. 

A well-designed banner can help to create a sense of urgency and excitement, convincing shoppers that they need to act now in order to get the best deals. These act as hero images from a traditional site, but for your Instagram Shop.

Additionally, they can be used to highlight specific sales or promotions, making it easy for shoppers to find the products they’re looking for. After all, what good is a sale if no one knows about it?

So if you’re looking to make the most of this busy shopping day, don’t forget to update your social shop banners with eye-catching designs. It could make all the difference in attracting customers to purchase in your store.

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3. Make your organic media is shoppable

Facebook and Instagram Shops allow you to tag a product every time you post a picture, reel, story, or video. This is especially relevant because it drives users from an organic publication to your shop where they can check all the information about the item they’re interested in. 

Plus, tagging can give you clean insights to how they’re interacting with products and creatives. 

Hat tip: Did you know that you can tag your products in the description of your feed posts? No more using ‘link in bio’ in your copy for your organic posts. Use the @ symbol and choose ‘products’, once you have found your product select it and BAM, your product is now linkable in your Instagram post’s description!

4. Set your products up for success

Each product description should contain anything and everything a user needs in order to buy. This includes: 

  • Engaging and informative product descriptions

Standing out from the crowd of sellers can be especially hard during the holidays. However, a great way to do that is to make sure your product descriptions are clear, concise, and compelling. 

No matter if you’re selling clothes, accessories, or home decor, a good product description will tell potential customers everything they need to know about a product, including its features, benefits, etc. Plus,  it should also be engaging, so that shoppers are tempted to click “add to cart”, so don’t forget about the call to action and use strong and convincing language to urge the buyers to take your deal. 

Be sure to exclude urls in your product description because it’s not allowed. Keep your product descriptions centered on benefits and remember, users often have 1-3 seconds to evaluate the efficacy and interest in a product from a product description.

Images that are well-lit and clearly show the product details can be the difference between a customer clicking “add to cart” or moving on to the next item on their list.

For Instagram and Facebook Shops, images need to be at least 500×500 pixels. Additionally, it’s important that you include more than just one image and focus on features. 

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Extra tip: according to Meta experts, if your product is in the lifestyle category, detailed product images can help you increase your possibilities of making a sale by 6-8%. 

Extra extra tip: Include an image of a customer’s selfie with the product. Showcasing real customers using or holding your product makes a big difference with your conversions.

  • Include price, availability, and sizes

No one will buy anything from your shop if you don’t have this information! So check your products and make sure that all of them include the deal price, pieces in stock, and sizes (this one applies only for items that are in categories like: Clothing Accessories, Newborn & Baby Fashion Accessories, and Costume Accessories)

Regarding sizes, you can (and should) add a size chart to help users feel confident in the purchase decisions and potentially reduce return rates. 

Bear in mind: July 2022, Meta changed the basic information each item showcased in their shops needs to have in order to be displayed, so click here to discover everything your products need to have!

5. Update your catalog

An outdated catalog will make it difficult for them to find what they’re looking for, and they may decide to do their shopping elsewhere. 

So, it’s important that you check and update your catalog to display all the products that are on sale to help your customers make important purchase decisions and drive sales. 

Taking this into account, your catalog should: 

  • Have all the products displayed with their variants
  • Include product details: complete all data fields (materials, ingredients, multiple images, videos, and size charts where applicable)
  • Be maintained: update collections with new items and inventory quantity. Regarding this, you can use Meta Pixel to automatically update your catalog and reduce operational load. 

6. Enable checkout on Facebook and Instagram Shops

Redirecting users to your own website or another platform in order to complete a sale is inconvenient and can lead to lost sales. So, it’s HIGHLY recommended that you set up your shop with checkout, if you’re allowed,to help potential customers discover and buy your products on one platform. 

**For eligible stores in the US, all fees are waived through the end of 2022 for enabled checkouts.

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Onsite checkout can be set up in Commerce Manager and it’s available for US shops only; it will give insights into shopper demographic and full-funnel conversion data which, in return, can help you optimize your campaigns. 

7. Offer Parity

An Instagram or Facebook Shop is an extension of your store, but in a more consumable form that doesn’t require users to go from a place to another in order to buy something. This means that both should offer the same data: from prices and deals, to contact information and banners. 

Why? Because some people may find your social shop and make their purchase there, meanwhile others would prefer to go to your website to get more information about you, so offer parity is a must if you want to build trust with potential customers. After all, no one wants to find mismatched prices!

8. Enable product reviews 

By reading reviews, users can get an idea of what other shoppers thought of a particular item before they make a purchase and it can help them make informed decisions. That’s why they’re a key player when it comes to driving sales during Black Friday. 

Regarding this, US shops with onsite checkouts have access to ratings and reviews and can manage them in Commerce Manager, which will allow you to check customer feedback and answer them. 

Remember this: you need to have a shop with onsite checkout to enable product reviews and ratings. 

Moreover, it’s possible to import reviews from 3rd parties! For now, Yotpo and Bazarro are active, meanwhile, Okendo and Stamped.io will be available with the reviews section in the next quarter. 

9. Don’t forget about user-generated content

User-generated content has the added benefit of being more authentic and relatable than traditional marketing materials. It’s this human element that can be critical in helping persuade undecided shoppers to make a purchase. In fact, UGC drives a 9% increase in CTA clicks for buy now or view on the website

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During Black Friday, this type of content can be a valuable tool for helping brands connect with consumers and build trust, so it’s important to include it in your strategy. 

For this, you can use images and videos of different customers using, wearing, and loving your products or provide buyers with information like “how to use” or tips that can help them make the most out of an item. 

If you go to the UGC section of your commerce account, you can find UGC that’s ready for potential use in your stories and in your Meta Shops. You can find any images that tagged your handle or used one of your branded hashtags. When you find images that you’d like to use, you can send a request to that user’s profile for permission of usage of that media in your store.

It’s really that easy!

10. Leverage Shopping Ads and Catalog Ads

Instagram shopping ads allow businesses to showcase their products directly in the Instagram feed. 

By tagging product photos with relevant information, businesses can create ads that include pricing, product descriptions, and a link to purchase the product. These ads are designed to be highly visual and engaging, and they provide a convenient way for users to learn about and purchase products without ever leaving Instagram. 

On the other hand, Advantage+ Catalog Ads are a must-try for those businesses that have a large catalog of products and don’t want to be bothered by having to create a different ad per product. Instead, this type of ad helps you to create one campaign for all your products and show it to people that are interested in even one item from your catalog by creating an individual ad. 

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By integrating Catalog and Shop Ads into your paid media plan for Black Friday, you can attract possible customers and take them through your sales funnel all in one platform. 

If you’re not familiar with these types of ads, you should start experimenting and scaling them as you see fit from now on! Also, don’t forget to set up your CPA!

*** Black Friday ad ramp up should begin by September 20th. October 15th is the BIG day when everyone enters the Meta Ads marketplace and auction pressure increase***

11. Prepare your customer support service

Answering questions from possible customers in less than 24 hours increases their possibility to make a purchase by 50%, that’s why it’s important to invest in effective customer service to help users get a clear understanding of your business and build trust. 

With Facebook and Instagram Shops, you can get an email every time someone asks specific questions and reply by using the feedback tag on Commerce Manager. These replies become publicly available helping future customers see that social proof to make better buying decisions.

However, this feature is only available if you have enabled checkout and are an admin to the commerce account.

When should you start?

The peak of users eager to get Black Friday deals starts from October 15th to the big date *yes, more than a month before Black Friday*, so it’s crucial that you start optimizing your Instagram and Facebook Shops ASAP. 

And, if you feel like this long list may overwhelm you and already give you a headache, at Mongoose Media we have a team of experts that will take this task from you and make the most out of your shop to go from plan to bestselling during the holidays!

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