The Marketing Automation Discussion

Jul 30 2020 31 mins 13

The podcast for those who want to better customer experiences using today's working strategies, tools and tactics provided by those who have implemented them with success - interviews with SaaS and agencies founders as well as the best tactical marketing automation specialists around the globe. https://automated.af/ Support this podcast: https://anchor.fm/marketing-automation/support














The When Why and How of Proposal Creation and Automation, with Founder of BetterProposals.io
Dec 26 2019 38 mins  
To get a client to sign the contract first requires a statement of work. I.e. a proposal of work. And the process by which your agency produces, sends and tracks these proposal can potentially kill the deal. You can shoot yourself in the foot with your proposal process by: 1. Making you look unprofessional or inadequate, 2. Under qualifying and poor needs assessment leading up to your proposal, 3. Allowing too much time for your prospect to shop your proposal, 4. Having poor SOPs and under tracked grey areas in your sales pipeline filled with unknowns…   My guest today has tested and experienced almost every rational proposal composition and presentation method you can think of. That guest is Adam Hempenstall - Adam is the founder and CEO at BetterProposals.io – a proposal management software that helps you close more sales, faster. Adam and I discuss: The best structure for an agencies sales process The do’s and dont’s of automating your proposals How long and detailed your proposal should be The process for creating, sending and tracking proposals What “live” proposals are And how to best incorporate chat and other conversion tech onto the proposal pages I hope you enjoy this incredible episode around an aspect of your business that could make or lose your business thousands in revenue. --- Support this podcast: https://anchor.fm/marketing-automation/support




How Unbounce Built and Scaled their Partner Program w/ Ty Lingley
Jul 30 2019 37 mins  
Today we go deeper into partnerships - if you haven’t listened to the first few segments on partnerships with Jay from Forrester.com, Bryn from Partnerstack.com and Sunir from the Cloud software association, check those out after you hear this episode…  View the presentation: https://automated.af/automated-sales-and-marketing-processes/podcast-how-unbounce-built-and-scaled-their-partner-program/ My guest today is Tyrone Lingley, the Director of Partnerships at Unbounce.com. Ty is also a board member of the Cloud Software Association where he connects and educates partnership professionals in the B2B SaaS space. Ty is going to answer the Hard questions founders and teams should ask themselves before you go-to-market with a Partner Program, and how Unbounce.com answered these questions while outlining one of the most well-executed partner program rollouts I’ve ever witnessed. The risks of a partner program - like Channel conflict, Last click attribution with affiliates, Compliance Issues, Nexus taxation, Product alignment. The stack - do you need a PRM (partner relations management software) on top of your CRM, and what that build looks like if you go that route. Standard operating procedures for sales discussions with a partners’ referral The 7 steps to a go-to-market journey for Unbounces partner program.  --- Support this podcast: https://anchor.fm/marketing-automation/support


Through-Channel Marketing Automation (TCMA) with Jay McBain
Jun 26 2019 47 mins  
Today we continue with our series of episodes on partner programs and how marketing automation is handling the scale of channel programs for thousands of software companies globally.  Read the full article and notes >>>  Forrester predicts the through-channel software market to grow to $1.18 billion by 2023. This market includes 10s of thousands of digital agencies realizing $2B in service revenue by that year.  So I invited Mr. Jay McBain from Forrester.com to join me in unpacking the topic of “Through-Channel Marketing Automation.” If you haven’t run across Jay, I’d wonder how - he is one of the most visible thought leaders in the global technology channel.  Named to the Top 40 Under Forty by the Business Review, he is often sought out for industry guidance and future trends.  He has spent his 24-year career in various executive channel sales, marketing, and strategy roles within IBM, Lenovo, Autotask, and ChannelEyes. Jay is the principal analyst for global channels at Forrester - one of the most influential global research and advisory firms in the world. In this discussion, Jay and I review:  The third stage of growth for software companies. One vs two-tier channel partner programs.  The partner relations and marketing automation management software stack.  How to determine your IPP (ideal partner persona). The 6 phases to partner program development, Then we wrap up by giving some actionable advice to those about to launch or scale their partnership programs.  Links https://go.forrester.com/blogs/channel-software-tech-stack-2019-infographic/  https://go.forrester.com/blogs/through-channel-marketing-represents-the-third-stage-for-sales-and-marketing-leaders/ Jmcbain - Twitter Jaymcbain - LinkedIn [email protected] --- Support this podcast: https://anchor.fm/marketing-automation/support







The New World Of Partner Programs - Stack, Strategy and Execution w/ Founder of Partnerstack.com
May 08 2019 41 mins  
Today we are going to discuss the new world of partnership strategy - specifically in the vertical of Partner Relations Management and PRM software like that of today’s guest - Founder of Partnerstack.com (formerly Growsumo.com), Mr. Bryn Jones. If you are looking to start/scale or simply determine if a partner program is right for you, check out: PartnerPrograms.io Bryn and the team at Partnerstack help companies open scalable and cost-effective acquisition channels through partnerships. Companies like Intuit, Asana, Evernote, and Freshworks use PartnerStack to manage their channel relationships which average between 20-40% of their overall revenue.  Link to the article and show notes >>  My former guest and founder of Reply.io, Lee Gladish, is a user of Partnerstack.com and told me yesterday his channel-partner-referral revenue will reach around $500K this year alone.  And of course, with this level of revenue, there is the stack to consider - how will this new channel become an integral part of existing operations, and who do you need to run it?  Needless to say, I had to get the answers from the horses mouth and that meant getting Bryn on to help me illustrate what a partner program strategy is, how it’s woven into your standard operating procedures, and what it means for those who execute effectively.  --- Support this podcast: https://anchor.fm/marketing-automation/support












[SHORT VERSION] The Holy S#!T CRM Deep-Dive Mastermind!
Feb 07 2019 50 mins  
**This is the SHORT version - not including pricing + future of CRM. If you are interested in the entire recording - go ahead and listen to the previous episode... Read more here: https://automated.af/automated-sales-and-marketing-processes/which-crm-is-best-for-smb-companies-copper-or-hubspot/ Today is a special type of episode called a Mastermind discussion where I invite more than one participant to have an open discussion to clear up a major pain point we see in the world of marketing and sales automation.  The focus of this mastermind is CRM. And my guests are:  Scott Gellatly from Scale My Empire in Melbourne, Australia Alex Bass, founder of CyberBytes in New York,  And my colleague, Founder of Yellow O and our Head of Stack Services here at Automated, originally from London but streaming to us now from Phuket Thailand, Mr. Mark Colgan. I’ve invited these 3 experts to help me shed light on the topic of choosing and building-out your scalable CRM system.  This is the aspect of any sales stack that can either be the most expensive mistake you will have to replace, or the most valuable tool helping your sales and marketing team understand where every prospect is at and triggering the necessary automations to better customer experience.  This is a subject I take very seriously, so one guest will not cover all of our bases.  We go in deep - this discussion was over 120 min in total before edits. You will hear about: What to look out for when considering ‘Free’ versions of a CRM... CRM strategy - when and how to consider CRM in your stack... The necessary considerations around CRM-triggered automations How to setup your CRM for success Pricing for the two main CRMs we will highlight,  And the business models of each of these CRMs so you know which will be best for your business long-term…  --- Support this podcast: https://anchor.fm/marketing-automation/support


The Holy S#!T CRM Deep-Dive Mastermind! [FULL VERSION]
Feb 07 2019 89 mins  
**THIS IS THE FILL VERSION w/ pricing + business models + future... If you are only interested in the what and how of CRM choice, listen to the shorter version [PART 1] published next... Read more here: https://automated.af/automated-sales-and-marketing-processes/which-crm-is-best-for-smb-companies-copper-or-hubspot/ Today is a special type of episode called a Mastermind discussion where I invite more than one participant to have an open discussion to clear up a major pain point we see in the world of marketing and sales automation.  The focus of this mastermind is CRM. And my guests are:  Scott Gellatly from Scale My Empire in Melbourne, Australia Alex Bass, founder of CyberBytes in New York,  And my colleague, Founder of Yellow O and our Head of Stack Services here at Automated, originally from London but streaming to us now from Phuket Thailand, Mr. Mark Colgan. I’ve invited these 3 experts to help me shed light on the topic of choosing and building-out your scalable CRM system.  This is the aspect of any sales stack that can either be the most expensive mistake you will have to replace, or the most valuable tool helping your sales and marketing team understand where every prospect is at and triggering the necessary automations to better customer experience.  This is a subject I take very seriously, so one guest will not cover all of our bases.  We go in deep - this discussion was over 120 min in total before edits. You will hear about: What to look out for when considering ‘Free’ versions of a CRM... CRM strategy - when and how to consider CRM in your stack... The necessary considerations around CRM-triggered automations How to setup your CRM for success Pricing for the two main CRMs we will highlight,  And the business models of each of these CRMs so you know which will be best for your business long-term…  --- Support this podcast: https://anchor.fm/marketing-automation/support




































































































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