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Explore this webinar featuring new marketing automation research plus a real live customer case study from the health care industry. See how the team from Stellar Health was able to build customer journeys that took their email marketing program to the next level with record engagement.
What are the indicators that it’s time to add marketing automation to your tech stack? This is a powerful technology that typically pays for itself over time, but you must have the right plans in place to get the most from it.
This webinar explores new research on the marketing automation challenges and wins that businesses like yours are experiencing today. The data is based on a 2023 survey of B2B marketers using one of the many marketing automation platforms on the market today.
The webinar presenters discuss:
As a special bonus, you will see a live build of an email journey – one feature that was identified in the research as being a pain point for marketers. Email journeys are vital to your organization’s ability to nurture leads hands-free and get them warmed up to eventually become a customers. They can appear to be complex at first glance, so viewing this webinar will show you how easy it can be to create journeys for all of your different types of prospects.
After reviewing the research and seeing the live demo, Insightly customer Stellar Health joins in to discuss how they are using Insightly Marketing along with Insightly CRM to drive awareness of their value-based healthcare platform. They discuss email journeys they have created in order to drive more engagement through their email marketing program. The team will also share their results and how they are engaging significantly more prospects with their list segmentation and journey-building functions.
Building customer journeys is a challenge for 73% of marketers, according a recent survey about marketing automation platforms. Check out this short demo of the process in Insightly Marketing to see how easy it can be with the right tool.
Val: Hi everyone thanks for choosing to spend a part of your day together as we talk all about marketing automation. I’m Val Reilly, head of content marketing at Insightly and I’ll be your host for today’s webinar. Alright let’s meet today’s presenters. I’ve already introduced myself it’s my pleasure to serve as your host today. Please welcome Chip house he’s the CMO at Insightly. He’s got more than 25 years of experience in B2B marketing focused on CRM and marketing Technologies. Next up we have Travis Northup he’s also from Insightly he’s our senior operations marketing operations manager and he has built his career in B2B SAS and he is one of the most dedicated users of Insightly marketing.
In a little while I’m going to introduce you to Nicole Roundsavall and Dinah Rabeella of Stellar Health and they’re going to be telling us all about the ways the Stellar Health Team uses Insightly CRM and Insightly marketing within their business. So we’ll go from the theoretical to the Practical. Let’s take a look at today’s agenda we’re going to start with the basics as to what marketing automation is and why businesses choose to invest in this technology then we’re going to dive into that research report where we’ll see where marketers are having success with marketing Automation and even a few challenges we’re going to zero in on one of the items that emerge from the research it’s about making customer Journeys and our friend Travis was going to give us an example of building a journey and then we’re going to hear from that Stellar health Team.
We had a poll open I’d like to go ahead and reveal those results all right Chip it looks like we’ve got folks maybe using a little bit of marketing automation but not quite to its fullest extent
Chip: Yeah that’s what I’m seeing as well 41 saying I am using marketing automation but not to its fullest extent and 31 are not using it yet so anyway I think there’s something in this presentation for everybody to enjoy based on those responses so excited to dig in val thanks so much awesome okay um well then take it away with this slide please for sure so hey thanks for every everybody for joining today so I you know this one is interesting because I’ve actually been in SAS since the 90s so I actually saw a lot of this develop but you know marketing automation is really a collection of software tools that conduct marketing tasks hand free without the need for a person to perform these repetitive tasks so some marketing automation examples including sending emails responding to email engagement such as opens and clicks or potentially the lack of an open and taking actions on form completion such as on a landing page so some some of the benefits of marketing automation are that these these simple repetitive actions automated customers needs are more easily met and marketers are freed up to do even more strategic work such as optimizing their campaigns so you know much like this cell phone has evolved in the past over the past 30 years you know the technology of marketing automation has really been around on that same time period but it became more accessible in the mid-2000s when Cloud platforms became available at lower price points so that’s a good level set anyway Val.
I think so we might be the only folks on the call who recognize that phone on the left but we’ll just gonna go ahead and move past that I never actually had that phone but uh yeah I do remember that song so what are some examples so here you’re actually seeing an example of our get a demo page which is built on Insightly we drink all of our own champagne we run all of our marketing on our own CRM our own marketing automation platform but a great example that a lot of marketers do is they will have an e-book and they’ll do an advertisement for that ebook uh out on social media for example or via email but in this case we’re going to talk about a LinkedIn ad for a piece of content that you could tag with a UTM link to track it uh that could drive to a single offer landing page with often with a call to action and often with a form and that form can be configured to capture various information that you want to collect such as you know name email address phone number other information that you define um and then with my marketing automation you can define a delivery email and have that automated either with a link to the content piece or potentially even to attach the content piece to it itself and then you know the last phase is the email nurturer or the drip Campaign which is a series of follow-up emails delivered to that leads to kind of warm them up over time and you know that has been part of the magic of marketing automation over the past several years yeah I think Chip this is just a solid example you know like you said marketing automation is such a large collection of tools and it can do so many things but just to say hey here’s one thing it can do I think this is a nice visual but let’s talk a little bit about this research report that I’m Insightly commissioned along with our friends over at Ascend two yeah so to talk more through the research that we’re going to talk about here we worked with an independent research company as Val mentioned us into they surveyed just this spring 198 B2B marketing professionals and the breakdown uh which you see there is a good distribution of company sizes and roles but generally a pretty influenced uh you know strong crowd of influencers so to speak uh in or inside of organizations so why do businesses use marketing automation so we see from this slide that the types of goals marketers have differ from Tactical uh for example more personalization to strategic such as optimizing the overall strategy and marketing automation is a technology that touches on both of these types of goals strategic and tactical so think about your organization and how you can benefit from any of these goals incidentally you know the people who completed this survey can choose more than one um I thought it was interesting that uh customer Journeys placed low Val but what are you what are your thoughts yeah I it’s it the response responses that were available like you said ranged you know from very strategic to very tactical even that last one kind of surprised me that um their primary goal for this year is just getting more of their team to use marketing automation so I think this graph really speaks to the different stages that folks are in in terms of choosing and implementing a marketing automation platform yeah makes sense and I think all of these are super relevant and it’s it’s good to know a lot of people are at the point where they’re optimizing their strategy to just truly get better so it kind of continues on a theme I think to the next slide which is you know how successful is your marketing automation inside of your organizations and so respondents were asked to rate the success of their marketing Automation in helping and achieve the marketing outcomes um and I think this is data is really important especially if you’re just getting started with marketing automation 94 said yes to some extent and only 29 say they are best in class so the takeaway I think here is really truly is to get started in your marketing automation efforts this should be really about progress and not Perfection yeah I think that resonates in this next data point to Chip yeah so they were also asked you know what extent are their uh Journeys automated and I think it’s a similar takeaway you know so for these 198 professionals anyway only 39 were mostly or fully automated and 48 are partially automated so again the takeaway here is to get started you can gain efficiency even if you are not fully automated and start seeing some of the benefits of marketing automation you know like many things in marketing it’s about action and testing and optimizing over time and marketing automation is no different yeah maybe Travis can weigh in on this one because this is you know his role his primary role with us and um you know we’re a larger marketing organization but in a smaller marketing organization you might expect that you know maybe only portions are automated at this at any stage yeah I mean we’re we we sell the tools to fully automate marketing Automation and I would probably still put us in mostly automated um so it’s hard to achieve it requires lots of work and vision for what you want to do with your customer Journey um so it’s good to see so many people are are getting there though and I think to Chip’s Point even partial automation is better than doing everything manually and you can see that with the 13 unfortunate percentage of a respondents there yeah I think we’re validating all those folks who maybe are aren’t feeling like they’re up to Snuff we’re all we’re all still works in progress I guess maybe that’s the best message here no question this one really surprised me so given the economic environment when a lot of marketing budgets are being cut I found this surprising so overall budgets for marketing automation are trending upward for the respondents according to 70 of B2B marketing professionals surveyed another 21 say that they’re marketing automation budget for the coming year will be basically staying the same and just one in ten about nine percent let’s say uh that their budgets for marketing automation will be declining so even in the current economic climate investments in marketing automation are growing for the majority of companies and you know I think it just really speaks to the efficiency and growth of marketing automation uh and you know those are two qualities that a lot of companies actually need more of now and you know I don’t know Travis do you have any other takeaways to this slide I’m happy to see that uh people’s budgets are increasing that certainly is helpful for us um but uh yeah I’m not particularly surprising in leaner years when uh people are looking for for ways to do more with less I think marketing automation is a good good place to put your money right well let’s let’s see how uh the audience responded here and I guess it’s similar so we have 41 with that said their marketing automation budgets are increasing from what they were last year 27 saved stayed the same and 14 are decreasing so I guess also here more people are looking to invest in marketing Automation and the benefits that provides which I think is great to clarify Chip that was the marketing budget overall not necessarily yeah but I think still an indicator like you said well that’s an especially good sign then you know building effective customer Journeys is so important and as part of the survey they were asked my architect my marketing automation platform makes it easy to build customer Journeys and I’d like to dig into this a little bit more marketing automation platforms should facilitate the development of engaging customer Journeys but only 27 of B2B marketers surveyed strongly agree that their automation tool does this easily and just over half 53 of those surveyed somewhat agree to uh and you know one in five pdb marketers who have marketing automation platforms that do not make it easy to build effective customer Journeys and to me this is what you’re looking for in a platform and being able to build an intuitive customer Journey that’s easy to set up is really really critical and that’s something I think that our platform does especially well and so I’m excited to be able to bring Travis up here who is an Insightly marketing application expert and does a lot of the uh the Journeys for us and have him take us through a quick demo Travis uh the interesting thing about that survey is um you know the two operative words to me are easy and effective and maybe it does them easily but they’re not effective or or it does them effectively but they’re not easy and uh and Insightly we try to do both of those which I’m just going to build a journey right now so that you can see exactly how easy this stuff is first you just go to the journeys tab here which is very easy to find and then slightly marketing and we’re going to create a journey in this case we’re going to call this the Evergreen onboarding journey and um obviously this is a test so we’re just going to label a test so I don’t get confused with real Journeys we’ve got running um basically the the purpose of the the journey that we’re going to build is imagine that we’ve got a bunch of new customers and we’re trying to onboard them to using uh the product that we sell in our case uh Insightly marketing um here we’re going to uh grab a list of recent customers and when you build a journey uh recipient lists can either be static or dynamic static means it’s a list of of people that never changes like for example if you have a list of people that you met at a trade show um that list would would never change if it’s specific to one trade show that already happened but the other type of list is dynamic which are based on filters and the list changes automatically over time in this case it’s recent customers so I’ve built a dynamic list that just shows customers that bought our product in the last 30 days and so as new customers come in they get added to the list and then as customers age and get past 30 days they’re removed from the list and so with that we’re just going to go ahead and save the journey and then start building and so this is the journey Builder it starts with the list which we can click here and take a look at the list if we want to um and then this plus sign is how you actually start adding things and so there’s three types of steps you can add to a journey the first one is an action where you do something like send an email or add a tag this is when you want the journey to uh to do something for the purpose of automation actually doing something that a human would normally have to do second there are triggers a trigger is when you wait for an event to occur like an email click or an open this is something where you you you want to make an automation happen after this step occurs and then finally there’s a check checking something like a prospect field value and so this is a a condition that creates a split in the journey based on a fact about that person like if they are in a certain country or if there are of certain uh company size and then you can split the journey and so in this case uh we are going to uh send emails to people who recently became customers and so in this case we want to send them uh an onboarding email uh we’ve got a whole bunch here I’m going to choose onboarding email once and uh we’re gonna do it after a wait so that they don’t become customers and then immediately I get an email from us so in this case uh let’s wait two days I think that’s fair they can dip their toes in the water a little bit as a customer and then we’ll send them this email and then going from then we can do things like add checks to see uh you know we want to make sure that they open the email uh which email is it well it’s the one that we just uh said that that we want to send them so that would be this one and we’re going to wait a maximum of three days for them to read the email and then as you can see here it creates a split and so let’s say that you know they didn’t open the email and so we want to send them a second one we can go ahead and grab a second email here uh and then there we go we’ve got email two and uh let’s do that after a weight of another three days right uh and so as you can see now we’re going in here and we’re just sort of deciding and then I can decide what happens if they do open the email and what if they open it but they don’t click or they don’t convert and so you can continue to Branch this thing out and what’s cool about Journeys is you can also get the information as you’re doing it we have reporting tabs which you can’t see here because this isn’t a live Journey it hasn’t done anything yet but once it does it’ll have stats populated and you can also do things like click through and see the actual email so I can see what I’m sending them and this is a real email we use when we onboard new customers and it tells them like hey you know here’s some webinars you can attend here’s a beginner’s guide if you’re an admin here’s some best practices for using the tool and it’s just got a bunch of Handy tips to get started and so this is the sort of email that we would send to our customers and as you get more in depth you can eventually build something like this which is a Evergreen onboarding Journey that I built earlier today and we can zoom out here to just see how um Advanced and sophisticated is but this is a a journey I made to send a series of emails to recent customers um to show as an example today and as you can see it can get really complicated and this is all stuff that I no longer have to do manually which is pretty darn cool and that’s the power of Journeys is doing less uh making sure that things happen at a particular point in the customer Journey automatically to the Right audience and all of that is automated with our tool and I I was able to build this journey yesterday in about 20 minutes um and and that from beginning to end including designing the emails building the list and all that stuff so that’s just a snapshot of what you can do with our tool which I obviously think is the best in the business and I’m not at all biased by the way um and so there you go that’s that’s uh Insightly marketing Journeys much Travis um hopefully we Crush that data point about marketing uh email Journeys being difficult but but let’s talk to some real customers um and we’ve talked a lot about marketing automation we’ve looked at some data you gave us a sneak peek but we’re going to hear about what it’s like in the real world now as I mentioned up top we invited uh Nicole rounds of all and Dinah rabiella from Stellar Health if you haven’t heard of Stellar Health you probably should have it’s rated number 56 on the Forbes list of top startup employers and it’s on the New York digital Health top 100 so seller health is a healthcare technology company focused on enabling success across the value-based healthcare Continuum by Bridging the incentive gap between providers and payers Stellar uses both Insightly CRM and Insightly marketing and as I mentioned we have Dinah she’s the director of growth operations and she’s going to talk us through the CRM side and we have Nicole who is the marketing lead and she focuses on all things marketing including Insightly marketing so Dinah Nicole I’m going to pass it to you can you share a little bit about how you use Insightly CRM and Insightly marketing together in your organization yeah of course and then thank you again for having us here we’re really excited um for all of this um but we actually do have a true sales and marketing integration and for instance we get contact data from campaigns within Insightly marketing like form fills asset downloads webinars kind of you name it and then we push that contact data out to our sales within the CRM for follow-up as well we have a SLA within our sales team that has um we give them within like a 72 hours to engage within those leads and contacts that we then get as well I want to add that marketing automation can be a pretty powerful tool when combined with the Insightly CRM as Nicole described our marketing and CRM integration allows our sales team to really gain those valuable insights into contact and Prospect behavior and interest so that leads them to more effective engagement with leads and contacts for example as Nicole described if a contact has received an email through one of our campaigns and subsequently visits a landing page or fills out our website form fill we receive that notification automatically and can view all of the emails that contact has interacted with so this is a really great tool I think and really helps us be successful as we’re targeting certain segments great you know we’ve we talked Travis showed us that excellent example of a customer journey and you kind of alluded to how you’re using customer Journeys can you just maybe describe one in a little more detail one that’s currently in use at Stellar health yeah so we actually have a larger campaign that we’ve been working on since Q4 of last year um it’s meant to both base around brand awareness and then also generate interest to our specific audience which within Healthcare would be our health system leaders um within that Journey before we even get to it we kind of segment out who we’re talking to within the audience and then also really really make targeted messages to who goes to these um messages so for one instance um we are trying to Target like medical assistance for within the us and we create a journey within that list that we upload to Insightly build out a drip email campaign and then kind of Let It Go as what Travis kind of showed the break-off of it isn’t as intelligent as that but kind of if someone doesn’t answer an email what do you do next it’s kind of you build it and then you don’t have to think about it on a Tuesday Morning of like oh shoot I forgot to email my my list there it’s kind of you build it super easy and then you press start and kind of Let It Go I like how you mentioned segmentation and emails because obviously those are big important ingredients here right you can’t have a great customer Journey if you don’t have segmentation so that you’re talking to people and specifically personalizing messages and you’re writing great emails to reach them so um I appreciate you bringing that up because it is an important ingredient um it sounds like you have a few campaigns running and you pass those leads to sales can you provide us with an example of a campaign like how you Source the data and executed it across marketing and sales yeah so we we Source our data kind of on all fronts of incoming leads from our website form fills as well as other platforms such as like Zoom info um but we also really um house a lot of our data within in Insightly so all of our contacts that we have there um within our campaigns we then kind of segment out those contacts of like okay who do we really want to Target who are the people that will really have this message resonate with right so then segmenting those out and then kind of pushing it Forward onto um a journey or campaign that we then launch yeah and we feel that segmentation we have tested this a bit since we started using Journeys um and we would just blanket email some of our our contacts but we find that segmentation really leads to more success rates um and again that that integration with the CRM is really key for us to be able to understand what the response is to this to the drift campaign so it’s been really successful recently as we’ve began to segment and as Travis had described you can either set a static list or a dynamic list we mostly stick with static lists so that we can control who gets each campaign but I can see sometime in the future as we get even better at tagging our CRM records our contact records to have a dynamic approach to those lists yeah I appreciate you sharing that because like that research showed you know some folks are just using some aspects of their marketing automation platform and static versus Dynamic list is an area of growth for a lot of people so thanks for sharing that um so you know once those Journeys are running it’s great but getting them running you know it can be a little bit daunting can you guys talk about your experience I mean Travis did it for us in just a few minutes there but you know it can be difficult to get started as the research showed yeah and for Stellar Health you know we did need some help getting started it was sort of daunting for us as well we had a campaign that we wanted to launch and we definitely leaned on our customer success team to really help us answer some questions as we were getting started I think when you’re dealing with campaigns and prospectively emailing some of your external contacts you know you don’t want to make a mistake there right you don’t want to accidentally send out something and have to backtrack that so we wanted to get it right and feel really confident about the execution of the journey so we did have the support of our customer success team and we tested it internally as well to make sure that it was running the way we wanted it to yeah it definitely wasn’t like we were jumping in the pool and starting to swim laps right like we jumped in with our floaties we had the instructor there helping us and then and then we were able to then take those off and now we’re now we’re swimming uh 100 meter laps all the time I love the metaphor um you had shared with me in our pre-call some pretty great statistics so uh before we wrap up can you share some of those some of the results you’re getting like before and after yeah so a lot of our times especially after segmenting um our emails we were getting just basic rates um we kind of set our kpis around 20 open rates 18 click rates based on like industry averages but now we’re seeing 30 40 open rates 40 50 click rates so it’s it’s gone up ex expansion excuse me exponentially and um we might need to change our kpis it’s coming soon with Oliver um with our success on there yeah I would say the fact that we are outperforming industry standards is a really strong indication to us that our campaigns are resonating and I think it’s a couple of things not just maybe just creating the journey right but thinking about that segmentation piece of it and early we had that pull of the success of marketing Automation in achieving marketing outcomes and I think there’s a lot of parts to that not just getting that automation piece right and like knowing how to do it but also really tying that to the larger strategy is very important um and so with the reporting which is also part of the marketing platform so you not just get the ability to create a journey but also to see how that performs right how the how many clicks how many bounces um and compare that to other campaigns that you’ve run we can continue to Monitor and analyze our performance and really make some adjustments there that sounds great um so Chip is is me and Travis’s boss so now I think he’s going to be upping our kpis after hearing this story hey Chip Travis any thoughts I think um Dinah your last point was a really good one because you know with marketing automation you could set it and forget it right if you wanted to but most marketers should do that right so you have the the tracking and the data inside of the platform to just optimize and get better and you’re you’re after you’re increasing your kpis is a great example of your content being great your strategy being really really on point and there’s it’s only up from here um I think the other point that you made is just you know Journeys also are often working across the organization right so they’re impacting sales they’re impacting customer success at teams as well and so you’re partnering with them and making them you know perfectly on point and improving over time is really a huge opportunity Nicole and then thanks again that was Stellar um I’ll be the first to use the pun today anyway so I I think big takeaways for me are number one just get started so really just even the best marketers and teams aren’t using this technology to its full potential and you can often just pick two to three features and get started maybe it’s a landing page with a form and an auto response email and a small nurturing campaign uh which as you saw from Travis can be quite responsive it’s great to know that budgets are growing and more marketers are seeing the value here for optimization of their team’s time but also optimization of their kpis frankly and really Journeys don’t don’t have to be difficult you know with the right tool they can be pretty intuitive to build as you just saw Travis doing so uh there we have it Val uh I think that we’re seeing some questions come in but uh anything else to talk about there well yeah let’s give some folks a couple of minutes to maybe use that q a panel in the meantime maybe you can give a short commercial for Insightly marketing yeah happy to uh of course so in slightly marketing uh is our marketing automation application and it’s designed to help you build more pipeline for sales by attracting engaging and help you drive high quality leads right to your sales team and secondly marketing is built on the same platform as Insightly CRM meaning that it’s much easier to align and cross the entire sales and marketing funnel uh and like I said our sales team depends heavily on all of the things that we do in marketing to automate that Journey uh and slightly marketing is a robust marketing automation platform comparable to others in the market you might be familiar with like pardot or HubSpot and others as well it includes everything your marketing team needs including the an intuitive Journey Builder that you just saw which will help you read the write-on audiences with the right message at the right time uh it also features Advanced features like a b testing multivariate testing for more complex testing that you might want to do um you know which we didn’t cover but it’s you know obviously more pretty important for optimization of your marketing over time and you know Travis showed it really quickly there but you can choose from great looking easy to build email templates it’s you know much of it is drag and drop uh landing pages work similarly plus Enterprise grade dashboards which are really excellent we use them all the time to help you track and report on performance um so I would summarize your marketing teams appreciate the breadth of features that we have and then certainly marketing while sales teams enjoy seeing the information about the campaigns that marketing is running and the results that are coming in from those campaigns you know we just had a number of updates to our marketing application so if you are a current uh user of Insightly marketing you might be interested in this but Travis I’m going to go to you here so what of these things here what are you most excited I am very excited for the top two items here uh UTM management to track and optimize marketing campaigns and the redirect links feature the first one for UTM management is really exciting because every marketer knows about utms and probably uses them and now uh Insightly marketing has a really great way of tracking that back to individual prospects and it does so in the um by creating a field history a timeline basically of all the utms that a certain Prospect touched which is super useful if you’re trying to look at attribution or find out which of your campaigns are successful and all that stuff there’s always been ways to do that and inside sightly marketing but now being able to use kind of the universal a solution for the sort of stuff utms and have that work in product and it really um just like easy to use and easily recognizable way is great the second one for redirect links probably less sexy than than a UTM uh but it but I really like it which is um we have a feature that is super underrated and slightly marketing if you guys aren’t using a Nicole you guys might want to which is a a feature that allows you to give somebody a link and then in between the link you you capture their activity and you pull it into Insightly marketing and you can trigger finish actions off of it and so imagine you send somebody an email a marketing email and they’re already a customer and you’re trying to upsell them something you can use a redirect link they click on the link and without having to fill out a form they get the thing they requested and then you capture that request and send it to a sales rep and so it allows you to just like reduce friction in your guys’s sales process and not make people fill out forms and make the barrier of entries as low as possible and and it’s really cool for for automation automation um even if it’s you know not the the the coolest uh sounding feature is something that as a marketing automation nerd I get really excited about so definitely those first two and Travis most people know what utms are but you’re one of the few people I know that actually knows specifically the words that are used can you give it to the audience yeah it’s urchin tracking module and urchin uh was a a company that Google acquired who invented the UTM uh model and and they kept to the name and so it’s one of those um uh you’re one of those uh acronyms that everybody says all the time but nobody knows what it means like URL um you know it was exactly people in the world you know it yeah yeah thanks for that marketer uh geek trivia I I dig it um and uh Val you know I know that you had a favorite here from the new features as well I did it’s it’s the fourth one and I mean we’re all being nerdy here so I’ll continue it so you know normally when you send an email you think you want you press a send button and you want like all 10 000 of your messages to go out immediately but if that message has an offer in it or you don’t want to overwhelm your uh your customer support line or your custom customer service folks you can now batch out those emails and the interface is so sleek and it’s so easy to do so you can say hey instead of sending all 10 000 right now send 1 000 an hour over the next 10 hours so a simple feature but really I think can help a lot of customers yeah I totally agree and deliverability is super super critical on being able to you know bash the speed is is great so let’s move on to our last slide here and uh you know I’m excited to announce this hot off the press is a special incentive program so whether you’re new to Insightly or already using it certainly CRM we have an option for you to get a full year of inspecting marketing at 25 off essentially you’re paying for nine months and a 12-month contract uh so uh if you weren’t convinced to do a demo maybe now is maybe that’s that additional incentive will get you over uh the the line and so Val let’s go to questions yeah let’s do it um so this one came in it’s the question is how do you manage email spam filters that will open emails several times before they get to a real person that might be a Travis question yeah so there are controls in place for this and this is something I’ve had to deal with as well you build a journey and you say all right if somebody opens the email then take them to this step and then um you have to deal with the fact that Google has Bots that opens your emails for you to check for the for viruses and that sort of thing um some of that we have automated outside of the product so if Google uh checks an email for a Spam or something like that using their crawlers those happen instantaneously and usually they open the email a bunch of times and there’s certain ways that we can identify that they’re not real people and that we just don’t count them so there’s there’s that but even if there are edge cases where for some reason emails are getting opened and you guys happen to know that they’re not real people there’s controls you can put in place in your journey to ensure that it doesn’t move on to the next step the one that I like to use is I’ll use the um uh the check of open an email and then immediately after that the check of clicked a specific link because typically crawlers will do one or the other they’ll either open the email and scan it or they’ll click it without opening it which is kind of a weird thing but they can do that and so if you put both steps in your journey one after another you’ll reduce the possibility of any Bots getting through that do that and so we’ve used that in the past to get rid of some of the Bots but it’s less of a problem now we we added some features to our product not too long ago that allowed us to get rid of a lot of the Bots automatically so hopefully you’re not seeing it but if you are there’s tricks you can do to to get those guys out of there great here’s another one that came in is there a way to import MailChimp templates into Insightly marketing there is not uh MailChimp is kind of a competitor tune slightly marketing so it kind of it kind of makes sense but if you are using MailChimp and you would prefer to be using Insightly marketing I’m sure our teams would be happy to show you how to recreate everything you’ve done in MailChimp and art product um but yeah MailChimp is a is a for those who don’t know and an email tool it’s not a full marketing automation solution but it does uh do emails quite well and so um some of our customers use MailChimp as an as a legacy solution and many of them uh once once upgrading to Insightly marketing end up uh sunsetting their mailchimps accounts and so a lot of times that requires recreating but for obvious reasons they aren’t super incentivized to work with us on getting their emails over to our platform since uh we tend to take away a lot of their business once people grow out of MailChimp so yeah I feel like this next question is kind of a segue from that one but it it is if I’m just doing email marketing and it’s on an inexpensive platform why should I move up to marketing Automation and I feel like you’ve kind of answered that a little bit but maybe you and Chip can both weigh in yeah I guess my uh answer if I’m being honest with you is that if if all you need is email you probably shouldn’t um it it uh email tools are great and they’re cheaper than Insightly marketing because they do a lot less and some for some companies that’s fine I would say that probably eventually you’re going to outgrow that system as most do and also maybe maybe you should challenge yourself a little bit more to to find some to ways to improve on just doing email because there’s things like you know lead scoring and Prospect scoring and automation um and list segmentation and form handlers and all of that fancy stuff that maybe might be a little bit daunting um but it it is definitely worth the squeeze to get into that stuff and I wouldn’t care urge you to do it and really the only way to take that next step is to kind of take a leap of faith and say look we want to step up our game we want to be better at doing this stuff and and then just jump in and once you’re in the slightly marketing platform it’s really easy to to learn that stuff and you know obviously in small bites you you take uh what you can when you can but uh yeah if if all you need is email uh Insightly marketing is definitely not the solution for you we do a lot more than that and email we do quite well but it’s not all we do and so um we have plenty of uh of MailChimp users who are not ready to go they use this for CRM but they’re not quite ready to to evolve to Insightly marketing and that’s totally fine we’ll be here when they when it’s time for them to do that can I just add that Stellar Health has gone through a lot of organizational growth through the past couple years and I believe we’ve been an Insightly CRM customer since maybe 20 2019 or 2020. um I think tools make sense when you’re a certain size but as your organization grows you want to reevaluate those tools and for us using that marketing side of the CRM is was really made sense for us and now it’s it’s we’re finding a lot of value with it so I would say you know if those tools are working for you at the present moment but as your organization grows you might want to evaluate if you’re already using Insightly as a CRM having that integration to the marketing automation platform we’ll do this one more um and and Dina and Nicole can probably weigh in the question is do I need a person on the team dedicated to running the marketing automation platform like is that a full-time role and I think that also really depends on the size of your team definitely um I can tell you that uh we we certainly have users who don’t have one dedicated person as an admin for a full-time role but it’s definitely better if you do you can do more with it if you do I was hired because we specifically needed an admin for the tool that we had just built in slightly marketing we needed somebody to run it internally and so when I first started that was my full-time job and now we have multiple people on the team who sort of jointly share that responsibility but it is it is enough work to where you could certainly give somebody that full-time job but it does not require it of you to get a lot of the tools so it really just depends on how big your organization is how ambitious you are about your marketing automation strategies and how quickly you want to move um but yeah it takes all kinds I just want to add that you know Nicole is our one-person marketing team I am actually a one person in operations as well and we partner together very well as far as the CRM and marketing side I think it depends on the size and the scope of what you’re using marketing automation for or your CRM generally we don’t have a dedicated CRM administrator I suppose I am de facto um so I don’t think that you would need a dedicated person to run these campaigns unless the size and the scope of those campaigns are generally you know very large okay any closing thoughts from everyone from anyone.
Val: As we wrap things up I just wanted to say Nicole and Dinah again thanks so much for joining us it’s such a great story and to really appreciate your time thank you thank you I agree yeah Nicole Dinah Chip Travis or crack Q and A Team behind the scenes thanks everyone for being a part of our webinar today and enjoy the rest of your Thursday have a great day everyone [Music]