WELCOME Microsoft Dynamics CRM User Group Todays Agenda

WELCOME! Microsoft Dynamics CRM User Group

Today’s Agenda • 8: 30 AM – 9: 00 AM Welcome & Introductions • 9: 00 AM – 9: 20 AM CRMUG News & Chapter Business • 9: 20 AM – 10: 00 AM Vendor Presentation: (Hub. Spot-Chris Alexis ) • 10: 00 AM – 10: 15 AM Break • 10: 15 AM – 11: 00 AM Education Presentation: Marketing Automation • (Lynton. Web-Daniel Lynton) • 11: 00 AM - Noon Roundtable Discussions / Networking Tweet During today’s meeting: @CRMUG, @CRMUG_Chapters #CRMUG<Location>, #CRMUG<Topic>

Introductions • Name • Company & Role • Microsoft Dynamics CRM Version • Did you attend a UG conference or event this past year? • Would you prefer to climb a mountain or relax on a beach? • What do you hope to gain from today’s meeting?

CRMUG Events, Training & Engagement

May 7 -12, 2017 St. Louis, MO www. ugfocus. com

Distance Learning • Live instructor-led training at your own desk • • Half Day, Full Day, & 2 Day class formats Many classes use virtual hands-on labs On demand online classes available 24 x 7 Paid Members receive a 50% discount On-Site Learning • • Instructor-led training at a User Group event 25 classes offered at CRMUG Summit www. CRMUG. com/Academy CRMUG Administrator Black Belt Training Series A Powerful Series Designed Around Practical Experiences • • 4 class online series for Dynamics CRM administrators & super users Master the art of administering, configuring, and adapting Microsoft Dynamics CRM Gain actionable best practices from industry experts Clearly differentiate yourself from peers www. CRMUG. com/Black. Belt

The Power of the User Group Community www. crmug. com/join Questions? Contact Bryan Erstad, CRMUG Membership Manager 877 -324 -8880 x 1450 bryan@crmug. com

Vendor Presentation Presented by: Chris Alexis

Hub. Spot Overview Attract, understand delight your customers Chris Alexis

Chris Alexis calexis@hubspot. com 857 -829 -5540

Agenda 1 2 3 4 5 6 Inbound Marketing & Hub. Spot Software capabilities Lead tracking & Sync to Dynamics Marketing Automation Personalization & Smart Call To Action Reporting

1 Inbound Marketing & Hub. Spot

What is inbound marketing?

Inbound Marketing

Now, why do inbound marketing with Hub. Spot?

Opens Singapore Office Hub. Spot’s Rapid Growth Announces Hub. Spot Sales IPO Opens European Office Named Best Place to Work Announces Hub. Spot CRM Named #2 Fastest Growing Software Company Opens Australia Office Acquires Marketing Automation Company Number of Hub. Spot Customers: 20, 000+ Raises $32 Million in Funding as of August 2016 Founded 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 20, 000 19, 000 18, 000 17, 000 16, 000 15, 000 14, 000 13, 000 12, 000 11, 000 10, 000 9, 000 8, 000 7, 000 6, 000 5, 000 4, 000 3, 000 2, 000 1, 000 0 2016

More customers use Hub. Spot than any other marketing platform. Marketing automation market share by # of companies Source: Mintigo, 2015

More customers use Hub. Spot than any other marketing platform.

Hub. Spot ranked #1 for Marketing Automation by G 2 Crowd 2016 “Hub. Spot has helped transformed our marketing organization into a data-driven, customer nurturing, lead generating machine. There is a definite commitment to keep their platform and their customers always moving forward. ”

Creating a movement Hub. Spot has more social media followers than any other marketing software. 655, 000 928, 000 132, 000 FOLLOWERS LIKES FOLLOWERS

Average customer ROI after using software for 1 year Attracting Visitors 4. 1 x Average Increase in Monthly Website Visitors Converting Leads 3 x Average Increase in Monthly Leads Closing Customers 79% Report Growth in Revenue Source: MIT Sloan graduate student study available at Hub. Spot. com/ROI

2 Software Capabilities

Hub. Spot is an inbound marketing platform designed to generate more traffic, leads and customers. It doesn’t help if your problem is here. Email marketing automation helps here.

3 Lead Tracking & Sync To Dynamics

Contacts Database Manage all of your contacts and leads in one, centralized database complete with robust profiles containing CRM data, website, email, and social media history and more. • View a detailed timeline of every interaction a lead has had with your brand. • Sync this data with your existing CRM. • Use this data to segment, personalize your marketing, and create lead scoring.

List Management and Segmentation Target your leads by segmenting based on information they’ve given you and how they’ve engaged with you for truly personalized marketing. • Segment your leads based on a contact’s demographic information from forms or behavioral data from all of your marketing channels. • Segment on social behaviors, site analytics, and more. • Score leads off of the same criteria. • Create static and dynamic Smart Lists. • Choose which leads get synced to Salesforce.

Lead Scoring (Manual) Customize your lead scoring model with the attributes and behaviors that matter most to your business. • Choose which behaviors and attributes you want to score on. • Add or subtract points from the lead score based on these attributes. • Help your sales team prioritize who they follow up with and when. • Sync these scores to your CRM, or use it to segment your database and use those lists around the rest of your marketing apps.

Lead Scoring (Predictive) Click one button and Hub. Spot scores your entire leads database with a predictive score that you can segment on and use around the rest of your marketing apps. • Builds a scoring model unique to your database, based on the attributes and behaviors of your contacts that leads them to become customers. • See the breakdown of your top scoring leads, second tier and lowest scoring leads. • Get suggestions on what to do with each of these groups of people. • Get visibility into what attributes affected your lead scoring model.

4 Marketing Automation

Marketing Automation Trigger email messages and activities within your contact records, CRM or other 3 rd party software to personalize and automate your marketing strategies. • Base your automation campaigns on goals, such as becoming an opportunity or customer. • Move leads easily in and out of campaigns as they achieve the goals you’ve set. • View detailed engagement data for each Workflow step. • Create conditional checks against every workflow step for optimization (commonly known as branching).

Switch to Live demo Chris to demo this live on screen share 1) Trigger options 2) Create a workflow 3) Show customization options

5 Personalization & Smart Call To Action

Anonymous Personalization Personalize your content from the moment someone sets foot on your site by device, country, or referral source. • Show different content to your visitors from the moment they set foot on your site. • Personalize your content, forms, and CTAs based on country, device, or referral source. • Show your visitors different content based on specific source data (Twitter, referring URLs, email campaigns). • Use personalization across email, webpages, and landing pages. • Easily edit Smart Content in a WYSIWYG editor – no coding or embedding required.

Calls-to-Action Build professional CTAs in minutes to convert your visitors into leads, complete with A/B testing and personalized Smart CTAs. • A/B test CTAs and track results. • Display Smart CTAs based on contact properties. • Analyze clicks and conversions on CTAs for increased conversion opportunities.

Calls-to-Action Build professional CTAs in minutes to convert your visitors into leads, complete with A/B testing and personalized Smart CTAs. • Build CTAs inside of Hub. Spot without a designer, or upload your own custom images. • Attach CTAs to Campaigns to see how they affect highlevel campaign goals. • Display CTAs inside of any Hub. Spot Blog, Landing Page, Site Page, Email, or attach to your existing website.

Landing Pages Capture inbound leads through your website with landing pages that are easy to customize, A/B test, personalize, and track. • Build optimized Landing Pages in minutes without a developer. • Choose from multiple, already-optimized templates, hire a Hub. Spot certified designer, or have Hub. Spot match the look and feel of your existing site. • Integrate with your CTAs, Contacts, Smart Content, and Social Media accounts easily.

Smart Content Change the content of your website to reflect the needs and interests of your leads, personalizing the message you send to help guide your leads down the funnel. • Adapt content to anonymous visitors, lifecycle stages or any characteristic in the contact database. • Use personalization across email, webpages, and landing pages. • Easily edit Smart Content in a WYSIWYG editor – no coding or embedding required.

Landing Pages (Analytics) Understand where your Landing Page traffic is coming from and which sources convert into leads. • A/B test your Landing Pages and track the results. • View detailed conversion and source analytics for your Landing Pages. • See which channels bring your Landing Pages the most views, leads, and customers. • See which pieces of content bring in the most viewers, new contacts and customers.

Forms Create and insert forms into Landing Pages that drive leads. • Build optimized forms with custom fields for collecting data on your leads. • Hide fields if data has been captured previously. • Use drag-and-drop progressive profiling for increased conversions. • Set new lead notifications and sync data with your CRM. • Embed forms on any page.

6 Reporting

Email Analytics Access all of your email tools from one screen while also getting an overview of all your important email metrics. • Access everything related to email in one centralized location. • Keep track of all important email metrics including spam reports, unsubscribes, and contact churn. • Compare emails to one another by graphing their performance. • Filter your emails based on campaign and email type to segment your results.

Email Analytics See a high-level overview of your email’s performance, broken down into the key categories of engagement, deliverability, and contacts lost. • See key email performance metrics at a glance in the Overview tab. • Drill down to details on sent, delivered, opened, clicked, and contacts lost. • Track your email’s engagement (opens and clicks) over time, and break it down by email client and device.

Email Analytics See a high-level overview of your email’s performance, broken down into the key categories of engagement, deliverability, and contacts lost. • Find out how recipients engaged with your email, and save lists for future nurturing. • Filter recipient list to dig into each type of engagement (opened, clicked, etc). • See detailed email events for each recipient, including specific link clicks and email client and device information.

Sources Analyze which of your marketing activities are driving the highest ROI in terms of visits, leads, and customers. • Track how your marketing is performing in terms of visitors, leads and customers. • Measure the ROI of your marketing campaigns. • Drill into detailed reports on your performance. • Compare the effectiveness of your marketing channels.

Campaigns View every asset in your inbound marketing campaign in one screen and report on it’s progress across every channel. • Set high-level visit, contact and customer goals for your campaign. • Get a guided tour of creating a campaign in Hub. Spot. • Create, organize manage and analyze your campaign from one central place. • Understanding of how each component of a marketing campaign affects your top-level goals. • Better inform your future marketing campaigns with historical at-a-

Competitors Compare how your marketing performance stacks up to your competitors’ on key metrics over time. • Track and compare your progress against your competitors. • View detailed Marketing Grader reports to measure your marketing. • Track your progress over time across key metrics. • Drill-down into what’s causing fluctuations in marketing performance.

Attribution Reporting Understand which pages on your site and sources are the most effective in driving conversions throughout your funnel. • View which pages and sources are influential in driving conversions. • Create different attribution reports based on someone’s first interaction, last interaction, time decay, and all interactions. • Learn what content nurtures your prospects through the sales funnel.

Educational Session Topic: Integrated Inbound Marketing with Dynamics CRM Presented by: Daniel Lynton daniel@lyntonweb. com 713. 474. 1752

Who We Are • Inbound marketing agency specializing in Hub. Spot websites, marketing, and integration • Hub. Spot partner since 2009 serving hundreds of customers • Remote team of 15 employees in 7 states

Integrated Inbound Marketing with Dynamics CRM 1. 2. 3. 4. 5. Why use two separate systems? Setup process and best practices Demo: lead generation and closed-loop reporting Demo: email automation workflow Common pitfalls and “gotchas”

Why use two separate systems? Sales • Enforce a sales process • Manage leads, opportunities, customers • Track sales activities • Sales and revenue reports • Central business database integrate with other systems Marketing • Website and blog content management • Social media • Email marketing • Plan and execute campaigns • Generate leads, nurture until sales-ready • Marketing analytics

Setup process and best practices 1. Planning: sync logic and field mappings • • Hub. Spot to CRM filter and sync flow CRM to Hub. Spot entities and sync filter CRM opportunity/contact relationships CRM campaign responses Email opt-out logic Choose which fields to sync in each direction Initial sync rules

Example sales & marketing workflow

Example sync flow

Setup process and best practices 2. Install: CRM managed solution package

Setup process and best practices 3. Build and test 4. Quality assurance review 5. Initial sync and launch Typical implementation time: 30 -60 days

Demo: lead generation and closed-loop reporting 1. 2. 3. 4. 5. Hub. Spot landing page to generate leads Integration creates new CRM leads CRM Lead qualification and opportunities sync to Hub. Spot Campaign ROI reporting Closed-loop marketing reporting in Hub. Spot

Demo

Demo: email automation workflow 1. 2. 3. 4. 5. Set a goal Workflow starting condition Send personalized email Create a CRM campaign response Notify the sales rep of further action needed

Demo

Common pitfalls and “gotchas” 1. Lack of resources to properly implement inbound marketing 2. Data overload: start simple with field mappings and sync logic 3. Don’t let complex CRM processes stop you from implementing a simple integration 4. Changing CRM or Hub. Spot fields during a live integration

Learn More www. lyntonweb. com/hubspot-dynamics

Roundtable Discussion

Discussion Opportunities • What departments in your organization are currently using CRM? Is sales still the predominant user group? If not, who else uses CRM on a daily basis? Do you see the use of CRM spreading company wide? • Are you currently using a marketing automation tool? • How are you tracking marketing efforts back to sales results? • How are you currently managing your data? • Are you using security roles to prevent data from becoming a mess?

Next Meeting: Thank you to our Annual Chapter Sponsors! • • Date: May 18, 2017 Time: 9: 00 - noon Place: MS Downers Grove Topics: Data Governance best practices (and the benefits of a clean database) • Member Showcase: Volunteers? Be sure to REGISTER for the next meeting! Connect with us if you are interested in becoming a chapter sponsor! Please contact Lauren at lauren. daggett@dynamiccommunities. com

Feedback… We want yours! üYou will receive a survey via email after the meeting üPlease provide feedback. Your opinion is valued! üBe sure to include topics you would like to see covered in future meetings

THANK YOU FOR ATTENDING!