This presentation explores the differences between Sales and Marketing Automation. How does each work? Which is better suited for a particular situation in the world of business?

1. Difference Between
Marketing Automation and
Sales Automation

2. Business Platform Success
We design, build, and manage business
platforms by leveraging DataStax,
Sitecore, Salesforce, Quickbooks and
other cloud software.

3. Table of Contents
● Marketing Automation
● Sales Automation

4. Marketing Automation
● Marketing Intelligence
● Marketing Automation
● Advanced Workflow Automation

5. Marketing Automation
● Marketing Intelligence
○ Tracking codes
■ Email
■ Social Media
■ Web pages
○ Multiple link analysis
■ A | B Analysis

6. Marketing Automation
● Marketing Automation
○ Objectives
■ Fill top of funnel
■ Create leads to prepare to hand off to sales
○ Lead activity based scoring
○ Drip campaign messaging
■ Email
■ Social Media

7. Marketing Automation
● Marketing Automation
○ “Marketing Automation involves multiple areas of
marketing and is really the marriage of email marketing
technology coupled with a structured sales process.”
(Marketing Automation)

8. Marketing Automation
● Advanced Workflow Automation
○ Automation
■ Internal marketing processes
■ Operational efficiency
■ Business rules
● Automatically triggers sales/marketing related tasks
○ Budgeting and Planning
○ Workflow and approvals
○ Marketing calendar
○ Internal collaboration
○ Digital Asset Creation

9. Marketing Automation
● Functionality
○ Development and Analysis
■ Marketing campaigns
■ Customers
○ Marketing campaign management
○ Appropriate customer data organization and storage
○ Updating contacts from leads to customers

10. Marketing Automation
● Functionality
○ Most marketing automation platforms offer:
■ CMS
■ Hosted webforms
■ Landing pages
■ Analytics
■ Email platform

11. Sales Automation
● Automates business tasks of sales
○ Order processing
○ Contact management
○ Information sharing
○ Inventory monitoring and control
○ Order tracking
○ Customer management
○ Sales forecast analysis
○ Employee performance evaluation

12. Sales Automation
● Sales Automation Management Process
○ Objectives
○ Factors
○ Control processes
■ Time frames
■ Constrained contexts
● Customers
● Markets

13. Sales Automation
● Sales Automation Metrics
○ Time management
■ Estimated time versus actual time
○ Call management
■ Plan for customer interaction
○ Opportunity management
■ Measuring tools used by reps
■ Compliance with process by reps
○ Account management
■ Multiple opportunities with same client

14. Sales Automation
● Sales Automation Metrics
○ Territory management
■ Number of reps vs number of clients
○ Sales force management
■ Training / Coaching
■ IT Systems
■ Control

15. Sales Automation
● Sales Automation Software Processes
○ Campaign Sequence
■ Trigger
● Status
○ Customer Relationship Management
■ Campaign
● Increase LTV
○ Service
■ Campaign
■ Increase LTV

16. Sales Automation
● Sales Automation Software Processes
○ Built In Marketing Automation Tools
■ Metrics
■ Campaign Sequence

17. Sales Automation
● Sales Automation Metrics
○ New Leads
○ Advance Ratios
○ Close Ratio (Conversion)
■ Same month close
■ Overall close
○ Volume
○ Revenue
○ Gross Profit Margin
○ Activity

18. References
● Marketing Automation
○ http://en.wikipedia.org/wiki/Marketing_automation
○ Personal experience
● Sales Automation
○ http://en.wikipedia.org/wiki/Sales_force_management_syste
m
○ http://www.webopedia.com/TERM/S/Sales_Force_Automatio
n.html
○ Personal experience

19. Data & Analytics
Cassandra, DataStax, Kafka, Spark
Customer Experience
Sitecore
Information Systems
Salesforce, Quickbooks, and more
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