Transforming Your Marketing in an All-Digital World (Video)

The pandemic has changed business and marketing in dramatic ways. ClickDimensions offers insights and guidance on how to adapt your marketing strategies in an all-digital world to maximize your return on investment in your marketing campaigns.

As “The Marketing Cloud for Microsoft Dynamics”, ClickDimensions provides the technology, services and support that companies of all sizes need to extend their prospect and customer reach, measure results, and optimize for future success.

ClickDimensions is the most widely used native marketing automation solution built in Microsoft Dynamics 365; enabling marketing departments to create and execute multi-channel marketing campaigns from within their CRM without the need for complex data integration or synching between systems. And we are 100% committed to the success of our partners and the Microsoft Dynamics ecosystem.

Transcription below:

Melissa: Hi there, everyone. Thanks for joining us today. We’re gonna be talking about “Transforming Your Marketing in an All-Digital World.” So, we’ve got Rick Simkins and Nate Kiefert here from ClickDimensions to talk to everyone today. And I just wanna let everyone know you can put any questions you have in the question pane. We’ll take those at the end. And also we are recording, and we will be sending out this recording to all the registrants. So, hi there, Rick. You can take us away.

Rick: Thank you, Melissa. Thank you to everybody for joining us today. I am Rick Simkins, and with me is also Nate Kiefert who works on my team as well. I will be going through some slides here, and Nate will be doing a demo of the ClickDimensions Marketing Automation product towards the end of the slide deck here. So, with that…I’m laughing at our photos. So please I’m glad I can’t hear other people laughing. I’ll move on.

So, this webinar we already said is being recorded. At the end, you’ll be able to ask questions, and we’ll answer those. And then as many of you may have seen, all attendees will receive a coffee gift card. So we will email that out. That’ll be a digital gift card that we’ll email out to the attendees afterwards. And also, you get a idea book, our 2021 idea book on how to transform your marketing in an all-digital world. The agenda today is “Marketing in an All-Digital World: How Everything Has Turned to Digital.” Then we’ll do a ClickDimensions demo. We’ll have some final thoughts, and then we’ll answer some questions and hopefully get all of your questions answered. So thank you very much for joining.

I’m clicking. I wanna thank Encore for hosting this and inviting everyone to the webinar. Encore has been helping businesses worldwide drive efficiency and sustainable success since 1990, so back before the turn of the century. More than 100 experienced business and technology professionals guide our customers through all phases of ERP, CRM, business intelligence, IT infrastructure, cloud adoption, and marketing automation. I added the marketing automation.

Melissa: Thanks for adding that.

Rick: All right. I’m finding one click doesn’t seem to advance me here. So, 2020 was the year that changed everything, from lockdowns to remote work, social distancing to Zoom fatigue. 2020 was a year like no other. And while we are in a new year, we can expect more of the same from 2021 at least in the near term. Digital everything isn’t going to go away. The way people buy has changed. The digital transformation that was beginning in some organizations wasn’t just accelerated by COVID. It was practically mandated because buyer behavior has changed the way we sell. I think I’m missing something here. No. There we go. Sorry about that, folks. Because buyer behavior has changed, the way we sell has changed, which in turn changes the way we market. When thinking of sales and marketing, alignment of the two groups is no longer enough. Companies need to focus on integrating and unifying sales and marketing to ensure the organizations are in lockstep with one another…I’m sorry, in lockstep with one another and meeting the changing demands and behaviors of buyers.

This past fall, Gartner released two reports, both with interesting insights on shifting buying and selling behavior. The first report, their consumer values and lifestyle survey from October found that 43% of consumers plan to continue the current way of doing things online post-pandemic. Even more telling from their report, the future of sales 2025, why sales needs that digital-first approach, Gartner predicts that in less than 5 years, 80% of business-to-business sales interactions will occur at digital channels. With that validation, it is imperative that marketers adjust to an all-digital world. ClickDimensions recently surveyed our customers as we do at least once a year, asking about their marketing practices and priorities. The results shown here are from that benchmarking survey and show what our customers have identified as their top marketing priorities over the next 18 months. While it is definitely a diverse response set, it clearly shows a shift to digital. And you can see that the different items here were the top priorities, brand strategy, marketing analytics, marketing operations, and so on.

How to succeed in an all-digital world, which is why we have come here today. So, how can marketers be successful in an all-digital world? Today, we’re gonna focus on…are gonna explore that by focusing on three key elements of digital marketing, creating a digital strategy, using data, and thinking beyond just an email…just sending an email. Looking at our first element of success, let’s discuss the importance of a digital strategy. It may seem obvious to have a defined strategy. The seemingly overnight shift to a reliance on digital marketing created a reactive rather than proactive approach. To change that, you need a strategy. There are several important considerations when creating your digital strategy. First, define clear goals. What do you wanna accomplish? And then ensure those goals have measurable metrics associated to them. Maybe you have a goal to drive more leads and revenue, and the associated metrics could be quantifying the percentage increase in both leads and revenue that you hope to achieve. Second, you know what’s worked for you before. Look back at past marketing efforts, past campaigns. What was successful? What didn’t work out? Look at success through performance metrics and not just anecdotal feedback and then incorporate what’s worked for you into your go-forward plan. Finally, be realistic about your means. Understand what your budget is and what you can do with that budget. Also, recognize that means covers more than just budget. Do you have the right resources in place? Do those resources have the right skill sets? Do you have the tools to execute on your strategy? You wanna bring all of these considerations into your final strategy.

Our next element of digital marketing success focuses on data. Going back to the ClickDimensions benchmarking survey I referenced a little earlier, 84% of our customers said that marketing analytics were important to their marketing strategy. Furthermore, a recent Forrester report found that 74% of businesses say they want to be data-driven, but less than 30% of them feel they are good at connecting analytics to actions. The digital approach relies on data. Data is one of the most important powerful tools a marketer has. You can utilize data to be more personalized in your marketing efforts, pull data elements that you’ve captured about your audience into your campaigns to begin creating the personalized experience that buyers are used to in their consumer lives and are starting to expect to see on the B2B side as well. The most obvious use of data is analytics. Study trends and make decisions based on what your data tells you. And remember, actionable data should be clean data. So, ensure that data cleanliness is a priority for your organization.

Moving to our last key element for digital marketing success. Recognize that digital is more than just email. In our benchmarking survey, almost half of respondents indicated that more than half of their marketing campaigns include channels outside of email. That’s a promising start, but an all-digital world requires more than half. So let’s dig in deeper on ways to go beyond email. A multi-channel campaign means that you are more likely to be where your prospects are and increases the likelihood of your audience paying attention to you and not relegating your campaigns to the rest of the digital noise they are bombarded with. Getting specific, we’re talking about how MarTech tools, specifically marketing automation technology platforms, support multi-channel marketing.

For the next few minutes, we’re gonna talk about features that are common components of marketing automation, including ClickDimensions, that enable a multi-channel approach. We’ll cover automated campaigns, forms and surveys, event management, and social marketing. You might hear them referenced as nurture campaigns or drip marketing, drip campaigns while speaking about ClickDimensions, specifically campaign automation. Regardless of what you call them, automated campaigns allow you to communicate with your audience based on their past interactions and activities. This means you can trigger the elements of a campaign based on how they interacted with prior components of the same campaign. You can create a personalized one-to-one experience on a mass scale. I know we’re talking about going beyond email, but it’s true that email is the foundation of automated campaigns. But most platforms enable you to incorporate other channels into a campaign, including phone calls, SMS messages, social media, and others.

Landing pages extend a company’s website and allow for a clear single call to action that increases conversion since there aren’t the navigational distractions of your website. Oftentimes, landing pages include forms or surveys. Forms allow…sorry, I’m getting drum out there. Forms allow the gating of content, signing up for communications, and other such things while providing a means of data capture. Surveys allow you to dig deeper with your audience and capture more data points that you wouldn’t normally find on a form. Remembering that the second element of digital marketing success revolves around data, forms and surveys are two top ways marketers can capture data.

So 2020 impacted events more than any other marketing and sales activity. Trade shares were canceled. They were converted to digital events. Webinars saw a surge in popularity as a way of mimicking smaller events. As these in-person events have morphed into digital events, it’s important to recognize that online events still enable organizations to connect with their target audience and provide a meaningful all be a different way of networking and making sales or make sales connections.

Finally, let’s look at the role social media has played since the onset of the pandemic. Social was in some cases concerned with a marketing task without a strategic tie-in to other marketing programs or activities, but that has certainly changed. According to eMarketer, one-third of the world uses social media regularly. That’s a lot of people. And social media instantly became a critical communication channel for marketers to get their messages out when lockdown started and offices closed. Social allows businesses to connect with prospects, customers, and partners, giving them the opportunity to not just push their message out, but to listen to what their audience is talking about and use what they hear on social to make their campaigns more relevant.

Now let’s bring this all together into what a digital campaign might look like. Let’s say someone sees an ad you place on Google or Microsoft or another online property, and they click on that ad and submit a form from one of your landing pages. That action adds them to a database as a lead or contact. At which point you can put them into an automated nurture campaign that includes emails but also triggers based on if they interact with a social media post or visit a page on your website, for example. Their activity in the automated campaign could indicate it’s time for them to engage with a sales rep and begin progressing through your pipeline, or it could mean it could lead them to being put in a different automated campaign. This one focused on a webinar including invites and follow-up communications that might even include a survey asking for feedback on the webinar. Finally, at the conclusion of your campaign, analyze the data and metrics to assess your success. Now I’m going to turn it over to Nate Kiefert, my teammate, to demo some of the functionality we just reviewed and show you how it works in the ClickDimensions product.

Nate: Thanks, Rick. Can you hear me and see my screen?

Rick: I can see your active contacts on your screen, yes.

Nate: Okay. Thank you. So, what we’re gonna do today is give you all a limited demo of ClickDimensions, just kind of showcase the value and how the native integration works with ClickDimensions, which gets natively embedded inside of your Dynamics 365 CRM solution. It’s a single solution file you run one time, and then it’s custom mapped to your specific Dynamics instance. And then once we’re installed, anyone within your organization who has credentialed access to your D365 environment can have as little or as much visibility into your marketing activities as, you know, you see fit with our own kind of custom subset of rules, roles, permissions, and settings. So, you know, they could be true marketing department. They could be sales, customer service, you know, C-level, whoever you wanna give access to, they just, you know, log in with your normal credentials to CRM, and your ClickDimensions features will sit right alongside your out-of-the-box CRM features on the left-hand side here. So, like Rick was talking about, you know, landing pages, automations, social activities, campaigns, and things like that, everything is gonna tie back and track to these core audience areas within your CRM, which should be your accounts, your contacts, your leads, and then we work with the marketing list function within your Dynamics CRM environment. And then for reporting purposes, everything ties back to that core campaign record, right? So, nothing new to learn on the reporting side of things. You just use your D365 like you normally would. And then if we drill into, like, a sample contact record, for example, same thing would be if you’re working or looking at, you know, a lead record or an account record here. You can see, you know, all of the regular stuff that comes through for your D365 instance. And then this marketing journey tab is gonna be where all of your ClickDimensions activities are gonna tie back to, so, you know, web visits, posted forms, etc.

We also have this tab here, which is gonna, you know, tie in lead scoring, you know, what marketing list this individual might live on. If you’re utilizing SMS, we have text message connectivity if you have, like, a subscription base that you have that cadence to such as a monthly newsletter or a quarterly cadence, things like that. You know, anything and everything marketing-wise that this contact is involved with is tied back to that record, right, posted forms, posted surveys, etc., etc. And then if you wanna drill into anything, this related tab, you know, this is gonna be where you’re gonna access all of those individual ClickDimensions features, right? And then if we go back to the campaign record, same thing there. If we would drill into a campaign entity, you’re also gonna see that marketing touches. Everything you build out with ClickDimensions, whether it’s an email send, or a form submission, or a survey, or a social post, you tie it back to that campaign record for reporting, and then, again, you’re gonna see the same areas as those marketing touches, you know, the related entities for ClickDimensions features. But all of our stuff, you know, sits right alongside the out-of-the-box, you know, entities here, so, again, your accounts, your contacts, your leads, your marketing list. You know, everything is tracking back to that. And then when we go into our marketing calendar, this is going to be your, you know, home page for all marketing activities, right? So this is gonna be that visual overlay for any given month, weekday, quarter, whatever, you know, data set you’re looking at. And as we drill into these specific days, you can see the visual color codes for your campaigns, your email sends, your automations, your text messages, events. We do have connectivity for online webinars as well as in-person events. So when we do get back to that shift hopefully someday soon, you can have all of those event registration lists be pulled and imported in automatically as you’re using those different tools that connect into Dynamics 365.

And, again, we can also connect your social accounts. So, if you wanna track and tie back interactions with your social campaigns via LinkedIn, Facebook, Twitter, Instagram, YouTube, those will also trackback to those contacts and lead records. So if I wanted to drill into, like, how this monthly newsletter campaign is performing, again, this is a quick link right back to that CRM campaign record. If we wanted to, you know, build out something new, what we’re gonna do today is, you know, really showcase a campaign automation tool kind of a limited demo here, and then we’ll take the rest of the time for Q&A. And if you wanna book a full demo and, you know, see ClickDimensions, we typically do a full 60 or maybe even a 90-minute demo depending on features that you wanna see. We can book those, you know, in the future either directly through myself or Rick or through the folks there at Encore. But what we’re gonna do today is walk through our campaign automation builder, which is a drag-and-drop tool that really ties together all of the different features that ClickDimensions has to offer.

So, when I wanna build out something here, I’m just going to name this something, save it, and then, again, you’re prompted to, you know, tie that back to, you know, one of your campaigns. Maybe it’s an e-book or a general campaign, new product launch, whatever the case may be, or if you wanna build out a new campaign, there’s that quick link there for that CRM campaign. And then when we go into our builder, this is gonna be the consistent look and feel of all of ClickDimensions’ builders, right? So whether it’s going to be a campaign automation journey, which we’re looking at here, or maybe you’re building out an email template, or it could be a form or a survey, they’re all gonna have this kind of consistent look and feel where you’re gonna get prompted to do, you know, one of these pre-built shell templates, you know, or you can pick and choose from…start off from scratch and build out a custom experience for what you wanna get accomplished marketing-wise. And then once you start saving things in the system, they’ll go to this area called My Template. So if you wanna replicate a prior build, you don’t have to start over from scratch. You can just grab one of those and kind of rip and replace the different activities you wanna look at.

So, if we wanted to just drill into one of these, and then we’ll talk about some of the other features, this is gonna be, again, what that drag-and-drop wizard functionality ease of use tool is, right? So we’ve got our workspace here on the left-hand side, and we’ve got our automation elements that we’re gonna be dragging and dropping and connecting in, you know, based on where you wanna, you know, have these different triggers or actions or timers integrated. So, what we’re looking at here is, you know, a pitch series to get someone to register for an online webinar. Like Rick said, you know, webinars are really the hot thing right now with the digital transformation. And this is gonna be an easy way that you guys can automate that experience as far as leading up to the event and then next steps as far as what you wanna do with those individuals who, A, attended or, B, registered and didn’t attend. But the same concept could be applied based on if you’re building out maybe an entry point, or a trigger would be when somebody completes a form submission. So maybe you have a contact us form embedded on your website or sitting out there on a splash or a landing page somewhere, or you’re driving them to complete a contact us form or a pricing request or whatever the case may be via maybe a social, you know, campaign, however they get into that form. Once that form submission happens, you can build out, you know, this relevant path of next steps with them. Same thing would be, you know, maybe when they’re opting into a monthly newsletter or some other marketing list, you know, that you have on a subscription basis for opt-ins, or maybe they’re completing a survey would be another entry point or trigger.

We can also interact with the individual emails too, so, you know, based on, you know, did they open the email, yes or no? You know, that’s gonna be something that you can send somebody down a positive or a negative path, or even within that email, maybe there’s a particular URL that you care about them engaging with or multiple URLs, and you wanna say, “I wanna take appropriate next steps with everyone who clicks on said link or, you know, the following three links that I wanna monitor being added or removed from CRM marketing lists,” is also a common, you know, trigger or entry point. So, as those events are taking place, you know, within your organization where people are getting populated or removed from those marketing lists, you might wanna take some appropriate automated next steps with those individuals based on when those events occur. Field updated trigger. That’s gonna be when, you know, something on that contact or lead record changes. So maybe it’s, you know, a custom field where you have a check box that gets selected or deselected, or maybe it’s a field that changes from value X to value Y, and when that event happens, that’s when I wanna, you know, take some appropriate automated next steps with individuals.

Registering for an event and then attending an event. Those you can see here have positive and negative paths as well. You can also interact with, you know, web pages. We’ve got web tracking capabilities, so we can see who is out there pinging around on your customer-facing websites, right? So, you know, if you wanted to take next steps with everyone who, you know, visited a specific URL, you can do that easily with this builder. Same thing would be is if you’re pushing out a social post to the various platforms. If somebody engages with that social click via a URL click, you know, that could be an entry point or a trigger. And then we also have the ability to manually add people in. So, you could also have, you know, multiple avenues or swim lanes as far as, you know, how I wanna funnel these individuals and take appropriate next steps. So, you can see here this entry point here is when we’re populating people to a marketing list within CRM that we wanna target to our, you know, next event, which would be, you know, a webinar, right? But maybe I also have a web URL that’s promoting that on my website, or maybe I’m also having a social campaign that I also wanna funnel those folks in who we’re targeting that way. And then we also have that manual add option, which we’ll go back to our contact record and show you how to integrate that, you know, into these. But you can see you can utilize different triggers as far as getting these people driven to what you wanna get accomplished with them. And then your blue icons are gonna be your action items, right? So, you know, sending that email, or, you know, if you’re utilizing SMS, sending that text message, adding those individuals to new marketing lists, or removing them from existing updating fields on those contact or lead records. Internally assigning owners to take next steps with those individuals or organizations you wanna interact with or notifying internal users that certain triggers or events have taken place. You can also create tasks too. So if I wanted to, you know, drag in one of these create task activities. And then when you drill into these different options, you know, the additional editing options, you know, populate here. So if I wanna have a priority, a due date after X amount of days, or assign this to whoever owns that record within CRM, all of that activity can be built out with this builder here and put up into this automation.

We also can, you know, integrate with the traditional CRM workflow experience too. So, if there’s a certain point within this flow that you wanna integrate one of those workflows you already have built out and in place, those are gonna be retrievable here via drilling into that, and I would just select the appropriate workflow that I wanna get integrated. And then, you know, there’s also gonna be some marketing use case scenarios that go a little bit deeper than what this handy drag-and-drop wizard can do. So, if you can’t do it with this, chances are you can also accomplish it with the workflow feature within Dynamics CRM or a combination of the two. And then lastly, your timers are yellow. So, wait five days, five hours, five minutes as far as when you want these things to go off in real time, or we can put a predetermined date timer setup. So, if I wanna have the pitch series kick-off one week before the webinar goes live and then have things go off on pre-determined time sets with custom time zone options, you can do that with a date timer. So, again, kind of walking through this, you know, pretty simple flow here. You know, however they get funneled into this pre-pitch series, this is kind of what we’ve got cooking here. You know, we’ve got that initial invite that goes out. Then we’ve got a wait timer of two days. We’ve got a second invite that goes out, waits a couple more days. Invite number three waits last chance before the event, and, you know, you could put this in as far as, you know, when you want that to go out. You know, like I said, maybe 24 hours before the webinar goes live might be a good best practice. And then once they register for that event, we’ve got a thank you email that’s queued up and ready to go, and when you drill into these emails, you’re just gonna be able to select all of your different email templates that we have built out in the system at your disposal. So, you’re quickly and easily linking all of your marketing activities that you have built out in the ClickDimensions world and, you know, having the system go to work for you, right? So then you can also see a team notification happens. Then we’re creating that task, or those that don’t complete the form registration by a particular date and time, maybe it’s within one day of set event happening or by a particular date and time, then we’re gonna have a second email that’s queued up and ready to go to auto-invite those individuals to the next webinar in your series or however you wanna take next steps with those individuals. So, you know, these can be as, you know, basic and linear or as crazy as you can dream up of, right?

So, if I go back into our automation templates, maybe we wanna look at one that’s focused more around a contact us form, for example. Again, this would be one that originates via a form submission. Then we’re auto-populating those individuals to a CRM marketing list, which we’ve, you know, entitled Warm Leads. Then we’ve got an email that goes out. It waits a week. Email number two goes out waits a week, three, etc., etc. We can also integrate decision nodes into these submitted forms or surveys. You know, if they go into a submission and then how they complete those activities. I’m just gonna pull up one more example as far as one that’s a little bit more complex that we can look at. And this is actually one that we utilize on our website,, when somebody downloads a free e-book, which originates via a form submission. We’re populating those individuals into our CRM either as new leads or contacts based on that form submission, or the same concept would apply via a survey submission. And then we’ve got a decision node here. So, based on, for example, how they complete the address fields on that form, we can funnel those to the appropriate division or sales department or individual so that they can take appropriate next steps and just…as you can see here, if there’s some conditions here. So if the contact or lead, you know, address equals, you know, the set value where we wanna route those to the appropriate team or individual, you can do that, right? And then when we drill into this, it’s queued up and ready to assign that to the appropriate sales rep who owns that region, notifies he or she there’s a wait timer that is in place, and then it’s actually gonna send out that email from that individual. You know, in this case, it’s from whoever owns that record within our CRM database. But if this person maybe is no longer here anymore, and I wanna rip and replace this and have this come from me, I can quickly and easily do that right here on the fly, and it populates my data right into there. So, you know, you can quickly and easily, you know, fix those if you’re working off of a prior build, and the people are changing internally.

And then this is an example of… With that email that gets interacted with, we can see what’s gonna send them down a positive path which gets them engaged with our sales team or what’s gonna drop them into this kind of pre-built two-week nurture or drip-style campaign. So, for this example, we can choose from if they open that email without clicking or engaging with anything, or if we select that email click, it’s gonna prompt us, you know, what URL within that template that we care about monitoring that’s gonna get them, you know, engaged with sales. And then if they don’t, you know, interact with that by five days, you can see here that’s gonna send them down the negative path. So if they do, they get engaged with sales, he or she gets notified internally, and then we’re auto-scheduling that phone call again with a high priority or a due date by, you know, a specific date and time. And on the flip side, if they don’t interact, we’ve got a two-week, you know, nurture drip campaign built into here. So if I drill into this, again, you can see that linear path where, you know, we’ve got a second email that hits them. It waits, you know, however long you wanna build out that wait timer for. Then it sends out that third email, await timer email number four. You know, week two here is very similar to week one. I think, in this specific example, we have a cadence of a maximum of seven emails that could hit each individual lead or contact record. And then if any given point they interact with one of those emails, boom, they get engaged with our sales team, or if they make it through the whole gamut here of the two-week drip or nurture, we’ve got this end of nurture series where, again, we’re gonna be notifying whoever owns that record within your database, and then we’re gonna populate those individuals to a new marketing list so we know who has gone through the entire automation experience with no success. So, a lot of cool things you can do here. And I’m sure someone will have some questions that we can answer here in a bit.

I just wanna peel back, you know, and go back to that contact record that we looked at earlier so we can kind of see how these get engaged with…let’s see here. So we go back to old Kevin Miller here. And, you know, right from this contact record, if you wanna manually, you know, dump this individual into a campaign automation, this is how you integrate with that manual trigger, right? So if I wanna select Run Campaign Automation on this individual, maybe I know I’ve been on the phone with this individual, he may or may not, you know, complete the form we’re trying to get him to or interact with the URLs or links that we want him to, but I know I wanna dump him into this new prospect nurture campaign. I can just select that, hit run, and that’s gonna put this individual into the said automation that you have built. We also have access to all of our email, you know, templates here. If I wanna send off a one-to-one email based on one of my templated offerings here, we can just grab any of these templates here from our library that we have saved out, and then based on how you save that template in the system, do you want it to automatically come from the record owner, or maybe it’s, again, coming from a particular department or user or individual. Again, if I wanted to rip and replace this, you know, with my own information, I can do that quickly and easily, and I hit that send button. So, that would be an example of…obviously, we have templates that you can build out and save and do one-to-many sends as far as targeting those segments and those marketing lists that are living inside of your database, but if you do wanna send the template off at the one-to-one level, they are retrievable in that little area called ClickDimensions Quick Sends. And then for reporting purposes, this is gonna be where all of these activities that you’re doing within Dynamics and ClickDimensions are gonna tie back to these just different system dashboards, right? So, there’s a couple that come pre-loaded out of the box for ClickDimensions. One’s focused on those email analytics. So these are all the sends that are being sent through your system. We’re monitoring the, you know, deliveries, the opens, the clicks that they result in, a spam or an unsubscribe if they’re tied to, you know, like a marketing list, for example. Anytime a URL is getting engaged with within an email send, you can see these are the live links to those appropriate contact lead or accounts that are interacting with those individual URLs. So that’s all right there at your disposal.

And then we also have, you know, like I talked about earlier, web tracking capabilities. So, we’re gonna be able to see who’s out there on your website as far as, A, not only those that are anonymous. So you can see all of these anonymous visitor records as far as, you know, where they’re coming in from. But once they do become a qualified contact or lead in your system, then they would tie back to those individuals, so all these active visits you can see here tied back to the Kevin’s record again there, active page views. Maybe you have a form submission that’s sitting on your website. You know, these are all those submissions that are coming in in real time and being tracked and saved into your system active visits by IP, country as well. And then we also do have, you know, a lead scoring engine too. So you can see here the different scores that are tied to each event, so there’s about a dozen different sets of values that you can tie to each activity, right? So maybe each website. The web page that they visit is worth 1 point, or if you have a form submission that they successfully complete, that might be worth 10 points, or maybe if a new opportunity gets created off of that, you know, contact or lead, that could be worth 50 points, and then you can build out automations based on that lead score too. So, you know, maybe when someone hits a threshold level where you wanna take appropriate automated next steps when they hit that score of 100, for example, maybe I wanna automatically add or populate all those individuals to a marketing list, or I wanna automatically dump all those people into an automation. And then the same things can be done reporting-wise if you have, like, a specific URL that you wanna monitor, and I wanna pull the data as far as I wanna see everyone who visited the pricing page on my website in the last two weeks or month or quarter and then flip that over, create a new marketing list based off of those engagements. So, the whole takeaway here is that it’s all native within your Dynamics instance, and it ties everything back and utilizes those core entities, which are your leads, your contacts, accounts, and marketing lists. And we’re trying to make that as visible to everyone in the org that needs it and give you those interaction points and take appropriate next steps based on when you care about reaching out or scheduling those automated next steps with our system.

One other dashboard I just wanna highlight too is, you know, this is one that we custom-built out. So if you are used to building out CRM dashboards within D365, all of your ClickDimensions data as well as your core CRM data is gonna be able to be built out and accessible and retrievable via these dashboards, right? So this could be…like, these are my most active contacts in the last 90, 120, 180-day period. These are my, you know, forms that are flowing through. These are who are my most active contacts based on that lead scoring engine we set up or active emails based on all of the clicks that are happening. And, again, you could custom build any of that data however you want same way you would, you know, with a custom, you know, dashboard view here. We also do integrate into Power BI. So if you have a Power BI, you know, setup running with your Dynamics 365 instance, your ClickDimensions data points are gonna be retrievable and pullable via that engine as well. And then we also do have an add-on platform for additional, you know, visibility into those different, you know, activities and metrics, which is called ClickDimensions Intelligent Dashboards. So, you know, you can see here based on all of your features, like campaign automation, your email marketing. This also integrates into, like, Google Analytics and, you know, paid ads via Facebook or Microsoft Bing, things like that. And then this is just an enhanced turnkey add-on for reporting. So if you don’t already have, like, a Power BI built out and in place, and you want something to add on that’s a little bit more visual and appealing, and then you can collaborate and do all sorts of different things with this, this is gonna be an add-on solution that we can have up and running for you within 24 hours of signing off on this. So if we do have any current ClickDimensions customers on the webinar today, this is something that would be, like, a 30-minute demo in itself. As far as if you wanted to add on that additional reporting layer, we can do that, or if you’re gonna come on board as a new customer, this is just another option that we have when you would sign up for that subscription. So I’m just gonna pull back here to our marketing calendar view, and I will kick it back to the Encore folks who are monitoring the chatbox here as far as questions go for our last couple of minutes together here.

Melissa: Great. Yeah. We do have a few questions that have come in. I can read those out. Okay. So first question is, “How does your pricing work?”

Nate: Yeah. Great question. So, we will go, and this is public-facing too, so you guys can check this out, pricing, and how it works is we have three main tiers of licensing. Whichever one you pick is based on features. So, you know, you can see here the basic is, you know, kind of what the name entails. You’ve got limited features, email marketing, your web forms, your social posting, and the marketing calendar. If you do wanna add these, you know, additional advanced features, like the automation builder we looked at today, landing pages, lead scoring, SMS, event management, surveys, that’s gonna be at this business here. And then the premier level just gives you a little bit more volume as far as email goes and adds that intelligent dashboards reporting layer on top. Whichever tier you go with, it’s unlimited users, and it’s unlimited contacts. So, you know, as your organization scales and grows, those two key areas are never gonna affect the pricing for ClickDimensions. What is gonna be is gonna be we’re priced based on the actual email sends that you push through our system on an annual basis. So you can see each tier comes with a predetermined bucket, and then if you want a quote above and beyond that, we just need to know your estimated annual email volume, and we can get you a quote based on, you know, what your needs are.

Melissa: Great. Thanks. Okay. Next one is, “How many people in an organization can use a ClickDimensions license?”

Nate: So, anyone who has credentialed access to the Dynamics instance, you know, in theory, can access that. And we do have a couple of different options. So, you know, they might not require a full-blown, you know, Dynamics license. We have some power apps licensing options. So, if you have questions around that, we have some documentation that we can do, but that’s the beauty, again, like I talked about at the beginning is…especially as more people are getting involved in 2020 and beyond here. We tightly integrate with sales too as you can see how we’re building out templates via marketing and setting up those automational experiences, but, at some point, we’re typically looping in sales too. So, salespeople would also wanna have as much visibility as you see fit, but, within each individual feature, we also have…it drills in as far as who has as little or as much access to not only feature by feature but within those features too. So maybe you’ve got the marketing team who’s gonna be building out your email templates and executing those automations, and I don’t want sales to be able to go in and edit anything or actually physically execute sends. I want that, you know, completely controlled by marketing, or, you know, it’s customizable. So, however you were running your biz ops, we can grant as much or as little visibility access to anyone who has access to your Dynamics CRM environment, and that’s where we get that unlimited users here.

Melissa: Okay. Perfect. So last question here, “Our marketing team’s very busy. So does ClickDimensions offer any services that could help us with our marketing campaigns?”

Nate: Yes. Absolutely. So, we do have a services branch. When you come on as a new customer, we have an onboarding program that you can either get delivered from us or from your CRM partner. Like, Encore is, you know, ClickDimensions-certified to do that onboarding and initial, you know, implementation training. If you need something above and beyond that, whether it’s additional training or consulting, or maybe you actually have some turnover, or you just need some help getting some campaigns out, and you want us to actually be an extension of your marketing department and execute those activities on your behalf, we’re available to do any or all of that in between or as much or as little as you see fit. But, yeah, we’ve got all bases covered on services for sure.

Melissa: Great. Okay. That’s all the questions we have. So it looks like we maybe have a little more time. I don’t know, Rick, if you wanted to add anything else.

Rick: Yeah. I just wanted to add that, you know, it’s impossible to show all the features and capabilities of the product here in this short webinar, but if anybody has some specific interests in features or capabilities, please contact, you know, your favorite Encore representative or us, and we’ll be happy to schedule a private demo for you that is more curtailed to your environment and to your needs.

Melissa: Exactly. Okay. Great. Well, thank you so much, Nate and Rick, for presenting today, and thanks everyone else for joining us. And we’ll let everyone have a few more minutes back in their day.

Rick: Thank you very much. Have a great day.

Nate: Thanks, everyone.

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