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Today's marketing professionals are faced with a constant demand to deliver a high volume of qualified leads to the sales forces they support. With competition across all industries at an all-time high, and buyers who are becoming increasingly fickle, marketing teams must implement more frequent and more complex campaigns in order to reach and communicate with their target audience. But, as strategies rapidly shift and budgets tighten, and traditional programs like trade shows and advertising are quickly replaced with new initiatives such as pay-per-click campaigns and search engine optimization, putting effective marketing strategies into motion is more challenging than ever before.

What is Marketing Automation?

Marketing automation systems, also referred to as marketing information systems or enterprise marketing management systems, streamline, automate, and enhance the planning and deployment of marketing campaigns and promotions. With a marketing automation solution in place, a company can improve every facet of the lead generation process and better manage their communications across channels. Marketing automation solutions empower sales and marketing teams with the tools and technologies they need to effectively segment and manage prospect and customer databases, execute targeted and effective programs, track leads, analyze results, and accurately measure return on marketing investment.

When linked closely with sales force automation, customer support, and other customer relationship management (CRM) systems, marketing automation can provide complete visibility into the closed-loop lead process. With this type of comprehensive CRM infrastructure in place, data can be synchronized between marketing, sales, and customer support teams, so companies can track a contact and its activities from the instant communication begins throughout the entire sales and customer life cycle.

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