Stocking Stuffer Marketo Tip #4 – Backfill Intelligence and Data

Stocking Stuffer Marketo Tip #3 – Gain Intelligence from Your Holiday OOO Replies
20th Dec
Stocking Stuffer Marketo Tip #5 – Delete Bad Data Before the New Year
22nd Dec
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The calendar can’t be put on hold when midnight on New Year’s rolls around.

If your data isn’t right, use the end of the year to put together the data puzzle so the new year’s reporting is cleaner. We have several active projects where we are cleaning up data in the current calendar year so legacy membership will show up in December, not the new year.

It’s holiday time and we are releasing a bite-sized, stocking-stuffer Marketo tip each day this week to make you a little more productive. Today, we look at three intelligence updating campaigns.

The Approach for Backfilling Intelligence

We recommend putting a strategy in place to build your intelligence system–most of which ties into your reporting needs. However, you might find a few quick hits in this article.

Prioritize any activities where dates and membership are important. For example, if you want to run reports on events in the current year, make sure to backfill that membership prior to January 1.

1) Assign a Marketo Acquisition Program if One Doesn’t Exist

The Marketo acquisition program provides insights into which activity acquired a lead. Many times, this data is blank because there is legacy data in the system or because programs are not setup in an ideal way.

Use this time to populate that acquisition program intelligence.

How? Run a Smartlist in Marketo of records without an acquisition program and decide how/if you want to backfill. Then develop some logic to begin backfilling acquisition credit.

Smartlist example: How to identify records without an acquisition program.

Further Resources

2) Associate Misc Members with Programs

We all have seen examples where leads are put into the system improperly–especially if Sales is importing leads into Salesforce. Or maybe you have been waiting around to move a sponsored list of names to a program for proper tracking.

Leverage the last few weeks of the year to adjust Marketo program membership accordingly. As a double win, connect that program to the equivalent Salesforce campaign so the membership date is consistent between both systems in the current year.

How? Create your programs (if you haven’t already) and then associate members to that program with the appropriate status. Doing so before the year’s end will associate membership in the current year.

Marketo program

Example of Marketo webinar program: If you have members sitting in an “Invited” status but the webinar occurred last month, it’s time to move those members to “No Show” or “Attended” status.

Further Resources

3) Adjust Lifecycle Stages if Needed

If your lifecycle needs some adjusting, consider adjusting your inventory so your future year is fresh. Keep in mind that lifecycle management is one of the most complex business processes so proceed with caution.

For example, if you have a bunch of legacy MQLs that should actually be in a Nurturing or other stage, move them now. I’ve seen clients carry hundreds of MQLs in their reports for months because no one cleaned them out.

Let’s say you made the mistake of importing in 1,000 trade show leads as MQLs. That’s inventory you’ll probably want to adjust. If Sales isn’t going to followup with them because the leads aren’t actually MQLs, move em now and let Sales start fresh in the new year.

How? Go run an inventory report of your current lead stages. Then adjust the records to the proper stages.

One of the many ways to identify lifecycle stages is to run a Leads by Status report.

Further Resources

The Drive-Thru Approach to Accelerating MQLs Through the Funnel

Wrapup

The above is only a sample of year-end data cleanup programs. Feel free to comment to let us know what special things you do to get your data in order.

Holiday Week Stocking Stuffer Tips Schedule

DYN

Josh Verrill

Services: Strategy, Assessment, Ongoing Services

“RevEngine Marketing has helped Dyn reach amazing results. Within 60 days, REM helped Dyn establish repeatable best practices to improve marketing efficiencies over 50%. That enabled our business owners to focus on the business, not on our system.
With REM as our long term partner, we’ve seen marketing’s contribution revenue double over the past year. REM has helped us achieve success with everything from managing the lead lifecycle to gaining visibility into marketing effectiveness.”

451research

Coming soon…

Clavis Insights

Helped find the gaps in Solix marketing process to put on path for 5X improvement.

Centage

Created efficiencies reducing webinar setup time and other programs by 50%+.

Reduced reporting time on key video watching program by 10x. Insights now take minutes as opposed to hours.

Clavis Insights

Established best practice program and landing page strategy to streamline ongoing marketing as much as 50%.

Provided vision into marketing influence by creating multi touch attribution model to measure the impact of various touch points.

DYN

1. Created marketing efficiencies reducing day-to-day workload for select campaigns by 30%+.

2. Identified approx $1 million+ in bad/old data to cutting Marketo license costs, improving personalization and boosting marketing results.

3.Streamlined Marketo performance 30%+ with in-depth performance audit to disable old campaigns, eliminate unnecessary fields and optimize CRM sync.

4. Improved nurture journey reducing staffing 1/4 resource (or $25K) the time of sending manually.

Bullhorn

Created efficiencies reducing webinar setup time and other programs by 50%+.

Reduced reporting time on key video watching program by 10x. Insights now take minutes as opposed to hours.

DataGravity

Coming soon…

Fusion

Boost engagement by 167% including a 12X single day improvement leveraging a Triple Touch Methodology.

IngramMicro

Coming soon…

Kewill

Coming soon…

USAA

Develop a Second Chance nurture strategy to boost engagement 2X for previously unconsumed content.

Yearup

Coming soon…