Most Important Goals Of A Marketing Automation Strategy

February 17, 2016

This article is included in these additional categories:

Analytics, Automated & MarTech | B2B | Customer Engagement | Customer-Centric | Digital

Ascend2-Most-Important-Goals-Marketing-Automation-Strategy-Feb2016Source: Ascend2 and its Research Partners [download page]

    Notes: More than 7 in 10 marketing influencers (primarily B2B) from around the world use marketing automation to some extent, and about 3 in 4 feel that marketing automation is very important to marketing’s overall performance, according to an Ascend2 survey. Increasing lead generation (61%) and improving lead nurturing (57%) were the top-cited strategic goals of a marketing automation strategy, per respondents.

    That represents a change from last year’s survey, where increasing sales revenue tied with increased lead generation as the top objective. (The prior year, improving marketing productivity was the top-cited goal.)

    Meanwhile, in this latest report the lack of an effective strategy was indicated by the largest share of respondents (52%) to be a significant barrier to marketing automation success, followed by the complexity of the system. As regards implementation, almost two-thirds of respondents expect to see benefits from their system within the first 6 months.

    Finally, analytics and reporting (51%) was the most commonly cited useful feature of a marketing automation system, followed by campaign management (46%) and lead nurturing (46%).

      Related: Which Technologies and Content Types are Rising in Importance for B2B Marketers?

        About the Data: The results are based on a survey of 239 marketing influencers during the week of February 1, 2016. Some 71% of respondents count B2B as their primary marketing channel. A slight majority (53%) come from companies with at least 50 employees.


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