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How sales and marketing Automation can boost your business?

One of the greatest challenges in marketing today is the introduction of marketing automation or the digitization of sales. Automation of sales & marketing is the implementation of various technology, e.g. in the form of software to take on administrative and monotonous activities. The automation of these repetitive tasks helps boost operational efficiency and ease decision-making. Due to Covid-19, the sales processes within companies showed a positive attitude towards the automation of marketing and sales processes. Research and Markets anticipated the global marketing automation market size to reach USD 8.42 billion by 2027 (March 2020 survey). According to Gartner’s latest annual CMO Spend Survey, 68% of CMOs expect their martech budget to increase by 2021.

 

By means of automation, companies put useful, relevant content online in order to generate qualified leads for marketing and sales activities. This is how the digital sales process gets going. The task of marketing is to gain customer contacts with convincing content on websites, social media or other dedicated portals.  On average, 51% of companies are currently using Marketing automation. With more than half of B2B companies (58%) plan to adopt the technology.

 

Sales automation is not just about email marketing, it doesn’t send useless spam, nor is it a solution for marketers who want to work less. Instead, as part of sales automation, workflows are developed that make work easier and turn prospects into customers. Marketing automation tools are used in sales automation. These tools include lead generation, lead segmentation, email marketing, lead nurturing, and lead scoring. With the right automation and the data of your customers and your communication goals, you create workflows that send the right information at the right moment. Through the intelligent interaction of contact lists, website tracking, smart content, and email workflows, you can achieve a highly personalized approach. Automated sales are all about creating fast and efficient sales processes that lead to more leads or more sales.

 

How sales and marketing Automation can boost your business

Reports have shown that employees spend more than half of their time doing administrative tasks in the CRM system rather than spending time to really sell products. The primary goal of automation is to give your employees more time and hand over administrative tasks to suitable software! To make the road in automation easier, here below typical tasks in Sales and Marketing can be easily automated.

 

  • Morning reports and emails

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Most organizations start the day with a morning summary that includes data such as current team goal achievement, deal status, and employee productivity. Instead of always sending individual emails to all employees, you can automate these reports and have them sent to your employees every morning.

 

  • Lead distribution

Leads have to be processed individually by the sales manager without automation. However, it’s possible that the interest of the potential customer lapses and the lead is no longer usable. You can prevent this with an automated lead assignment. You determine in advance which lead category must be assigned to which member of the sales team. As a result, leads are processed more quickly and, in a time-saving manner, without a single manager having to take care of everything.

 

  • Lead prioritization aka lead scoring

The leads generation is also a topic that costs a lot of time, which is often not valued by the corresponding success. Once a list of target customers has been created, these should be registered according to their priority. An automated lead evaluation system helps with the selection of the most important (potential) customers. This calculates how promising a lead is based on specified criteria. Not only it saves you a lot of time, but also helps to invest in the most promising leads. No more leads are lost as better reporting and analysis options are availed through central tracking of all processes and activities in the sales process.

 

  • Creation of data sets

After the sale, the CRM system needs to be brought up to date. This can take several hours, but it is actually wasted time. Because you can also easily automate this task! It is true that entering data cannot be relieved of you, but functions for a better overview can pop up automatically when you need them, such as, if a lead visits a page with prices, a new task automatically appears in the CRM, when someone requests a demo version of your product, an opportunity is created, another task is created when a demo version expires. With such functions, you make sure that you never miss a sale opportunity!

 

  • Automated library with all sales materials

In most cases, the sales & marketing content is stored in multiple different locations. A nightmare for every employee who now needs different information about a customer or project. With a CRM system in sales, you always automatically have all the data in one place. With the help of search terms, your employees can then easily find what they are looking for.

 

In addition to those listed above, there is a lot more is possible with automation in sales, such as automated billing, automated planning of meetings and appointments, automated reporting for the summary of the activities by the employees, independent lead tracking, and monitoring to understand customer movements, etc.

 

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COVID-19: Companies Journey toward Digital Expansion to become Faster, more Productive and more Responsive

Digital transformation progress

 

Our everyday life and way of doing things are completely changed since COVID19 started. It has accelerated the global digital transformation, according to the most recent F5 State of Application Strategy survey (SOAS). The seventh annual edition of this study is based on a survey of 1,500 participants from various industries, company sizes, and positions.

 

The need to adopt digital services across industries, geographies and communities is accelerated due to the dramatic shift in remote work and social distancing so that companies can improve their connectivity to interact with customers.

Business leaders have recognized digital technology as a key driver of revenue and raced towards digital transformation within their company. Here, below, are the key findings of the F5 survey:

 

  • AI-assisted business has tripled.
  • Applications continue to be modernized rapidly, with APIs a method of choice.
  • The importance of SaaS-delivered security is rising as organizations work to unify security across distributed applications while managing more architectures than ever.
  • Architectural complexity makes multi-cloud availability an imperative, and edge deployments are increasing, too.
  • Telemetry will take us to the future—but now, nearly everyone is missing the insights they need.

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Future-ready organizations are working to improve connectivity, reduce latency times, guarantee security and use data-driven insights. There is increasing interest in public cloud and SaaS, edge computing, and seeking application security and delivery technologies that are easy to deploy and provide data for decisions.

Modernization remains the top priority when it comes to operating on both modern and traditional application architectures for more than 87% of organizations that’s 11 percent more than in 2020. Additionally, almost half of all companies – 30 % more than last year – manage at least five different architectures.

 

Since last year’s SOAS report, the growth of AI and machine learning has more than tripled to 56%. This means that more and more companies are in the late phase of digital transformation. 57 % of those surveyed have begun digital expansion, an increase of 37 % compared to the previous year. This shows an increased focus on business process automation, orchestration, and digital workflows to integrate applications. 77% are already modernizing internal or customer-oriented apps, which is 133% more than in the previous year.

 

Additionally, two-thirds of respondents use at least two methods to create modern workloads, a mixture of traditional and modern application components. Of the companies with only one method, 44% say they use modern interfaces, either via APIs or components such as containers. More than half of the respondents already use infrastructure as code. Organizations using this approach are twice as likely to deploy applications even when using automation. They are also four times more likely to use fully automated application pipelines.

 

Companies are realizing the potential of edge computing. It enables new services and better performance by placing applications as close as possible to the sources and users of data, situation may vary for each industry and business function. Of course, COVID-19 is an accelerator due to the distribution of labor. No less than 76 % of those surveyed are using or planning edge implementations. The top reasons are to improve application deployment, performance and data available for analysis. In addition, 39% believe that edge computing will be strategically important in the years to come. 15% already host technology for app security and delivery at the edge. More than a third of companies (42%) will support a fully remote workforce for the foreseeable future. Only 15% plan to bring all employees back to the office.

 

Companies are creating and collecting more data than they have at any point in the past. All this data is coming from different sources. However, according to surveys, sufficient data does not necessarily deliver the insights companies really need. More than half of the respondents already have tools that assess the current state of applications. But an alarming 95 % say that they are missing important findings from the existing monitoring and analysis solutions. Accordingly, the collected data is primarily used for troubleshooting, followed by the early detection of performance problems. Almost two-thirds of respondents (62%) measure performance in terms of response times. Less than a quarter of companies use them to uncover degradation in performance. And only 12 percent forward the data to business areas.

 

More than 80% of respondents believe that data and telemetry are “very important” to their security, and over half are excited about the positive effects of AI. Participants also named platforms that combine big data and machine learning (also known as AIOps) as the second most important strategic trend in the next two to five years.

 

In many ways, the coronavirus pandemic has challenged businesses and governments around the world. In order to rise to the challenges caused by the pandemic, businesses have modernized and distributed applications in short term. Digital technologies have allowed many organizations to avoid a complete standstill, due to unexpected and urgent shifts in work. Companies must continue to discover and implement AI and other digital technologies for the continuity of their business.

 

The full report can be downloaded here: The State of Application Strategy in 2021

Covid19 – What is the new normal?

Covid19 - What is the new normal

 

Today, we are living in a digital era – everything is digital. Additionally, Covid19 impacted the entire world. Online apps and services rapidly became the primary way of engaging with their consumers as businesses had to figure out how to engage, convert, and deliver as much as possible through the new channels. As the enterprise is collecting, holding, and using consumer data to personalize offerings and offer a smooth user experience, consumers want their personal data to be protected.

In order to understand how the consumer’s digital lives have changed, since the start of the pandemic, ForgeRock’s has conducted a consumer survey, The New Normal: Living Life Online, based on 5000 consumers across the US, UK, Germany, Australia, and Singapore. Here below are four key findings:

 

  • Nearly half of all respondents confirm using more online services even when things return to “normal”.
  • For more than one-third (35%) find the log-in process complicated which leads to canceling their account, while 32% said they would look for another service. It shows that some industries were better at meeting consumers’ needs than others during the pandemic.
  • 65+ are also embracing the new digital lifestyles, with 31% saying they will only shop online when this is all over.
  • Finally, this shift isn’t just among senior citizens. A third of consumers ages 18-24 say they won’t go back to stadiums or theatres, instead, they’ll keep watching sports, concerts, and movies online.

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ForgeRock : The New Normal – Living Life Online

 

This number shows that the COVID outbreak has led to an increase in digital services use as worldwide consumers are somehow forced to find digital replacements for all those activities they were used to do in person. Many people were new to this digital experience, according to a March 2020 consumer survey, five percent of consumers aged 65 years and above have bought a product online for the first time due to physical distancing and self-quarantining practices. They specially signed up for their online grocery accounts, but plan to switch back to their normal shopping routine as soon as they can.

 

Registering for an account is the first experience consumers have with a brand. Depending on how the registration process runs, loyalty to the brand can develop – or be destroyed. A smooth registration process can convert consumers for the rapid adoption of apps and online services, which has a huge impact on changing consumer preferences long-term. This shift to online services is creating a huge opportunity for companies to strengthen relationships with their customers if they are capable to meet customers’ primary needs, such as safety, security, and everyday convenience. By delivering digital experiences that help consumers get things done quickly and easily companies can build a foundation of goodwill and long-lasting emotional connections with the communities they serve.

 

The survey also showed that the banking, retail, and entertainment industries achieved a good ranking for their online user experience. Many consumers will therefore continue to use these services even post-pandemic. In contrast, newer digital channels, such as applications in the government, education, or health sector, were rated poorly. Thus, sectors that want to be successful in the “New Normal” have to deal with the two consumer priorities “data protection” and “user experience” and improve their offerings in these areas.

 

We can conclude from the result of this survey, organizations that respond to the expectations of modern consumers, are able to deliver products and services in an innovative way, and can communicate with their customers through new channels, have a high probability of preventing their migration to the competition. If they are unable to deliver any of the earlier mentioned services, they need to change and have to define a new digital strategy and roadmap. It is predictable that consumers will spend more time online even after the pandemic. Therefore, providers should now take steps to offer their customers a better user experience and thereby bind them to their online services.

 

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How Corona is driving Digital Transformation

How Corona is driving Digital Transformation

Covid-19 has turned many industries upside down. The past few months have shown how quickly change can occur when the need is great enough. The sudden global recession left businesses with a traumatic impact by disastrously troubling some industries and challenging the determination of others. In the Corona crisis, many companies are realizing that digitized processes do not only contribute to increase efficiency but is the key to survival. The speed with which companies have adapted to the pandemic measures and restrictions against the spread of coronavirus was largely impressive.

 

Even if the COVID-19 outbreak gets limited, things are unlikely to return to normal. Instead, companies are experiencing a forced acceleration in digitization. From storing documents, online-backups, workflow and document management to remote working, the possibilities are endless. The digitized work process is faster, more efficient and safer than offline options. The process of automation saves companies a lot of time and money. These changes are shaping the future of companies / industries for the long term. For instance, the increased use of teleworking and home office is the most obvious change triggered by the coronavirus outbreak and is becoming more normal today than it was a decade ago.

 

The Corona crisis showed that many companies are technologically pretty much up to the date, however it also reveals that there is still a big part of the homework to be done in terms of digitization. As hundreds of thousands of employees went through a dramatic shift from an in-office workforce to a remote workforce within a few days’ coordination processes had to be redefined and scalable application infrastructures were made available. Because while the purely technological transformation was already on the way in most companies, the forced switch to home office above all created a change in corporate culture. Without a doubt, the task of bringing existing systems up to date and integrating as many processes as possible into the digital infrastructure is a challenging responsibility.

 

Many businesses are accelerating their transition online to streamline the management and day to day running of operations. This shift is being powered not only by new technologies that allows companies of all shapes and sizes to be more strategic and efficient but also by covid19. This trend is set to continue as more businesses understand the benefits of digitalisation and preparing themselves to adapt to digital and contactless mechanisms for their business transactions. The companies which are adapting to this methodology are more likely to succeed in the new digital era of post-COVID-19.

 

The worldwide public cloud services market increased as the cloud helped companies cope with the corona challenge. Many companies were able to change their plans quickly because cloud technology enables direct communication from anywhere. Vice president at Gartner Sid Nag confirmed that the cloud responded to increased demand and catered to customers’ preference of elastic, pay-as-you-go consumption models.” The digital transformation saved jobs, slowed the spread of the virus, and allowed companies to maintain a level of normality in a chaotic pandemic situation.

 

As a conclusion we can say that in order to stay relevant, companies and industries need to know exactly where the business technology is headed and they need to be sure to stay on top of each shifting digital trend. Those who will embrace these technical advancements into their business structure will thrive, those who won’t risk being left behind the digital revolution. Executives must understand that with the right technology, culture, and expectations, home workers can be just as productive and effective.

 

 

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