Marketo Customer Named

Banner Year for ShipServ VP Marketing John Watton; Also Honored with CRM Magazine Elite Award and Gartner Award for Marketing Optimization

SAN MATEO, CA (December 01, 2009) –

Marketo, the revenue-focused marketing automation company, today joins the industry in congratulating ShipServ VP Marketing John Watton, a Marketo customer since 2007, for winning ‘Marketer of the Year’ from B2B Marketing Magazine. Watton received the award in recognition of ShipServ’s innovative use of lead nurturing, customer relationship management (CRM) and social media tools to help market its leading maritime e-marketplace and stay in touch with existing customers.

Marketo Customer Named ‘Marketer of the Year’ by B2B Marketing Magazine

This award is the third major honor this year for ShipServ’s Watton, who was previously recognized by CRM Magazine for the 2009 Marketing Elite Award and by Gartner and 1to1 Media for the 2009 Customer Award for excellence in Marketing Optimization. The company’s use of Marketo’s powerful and easy lead management solution was a major factor in each award.

“Over the last two years, John has revolutionized ShipServ’s marketing strategy using Marketo Lead Management,” said Phil Fernandez, President and CEO of Marketo. “Using Marketo, John has helped ShipServ achieve complete ROI in three months, increase the number of sales-ready leads, and reduce its campaign management burden by 80%. These impressive results are a powerful testament to John’s leadership and the benefits that Marketo delivers.”

With Marketo, ShipServ’s marketing team is driving 275% more opportunities from the same lead generation budget and 1,600 net-new qualified opportunities per year. ShipServ has also reduced its campaign management burden by 80% while boosting the number of sales-ready leads, which in one campaign alone increased by 400%.

“I’m very proud of the work ShipServ’s marketing team delivers every day and it is exciting to see our success recognized by the B2B marketing industry,” said Watton. “Our primary objective is to build awareness of ShipServ throughout the global industry without spending a fortune. Using Marketo, we are able to easily generate a stream of content and micro-content around our calendared themes, including white papers, blog posts, Twitter tweets, e-newsletters, viral videos, social media releases and discussions on a new community forum. Because Marketo eliminates manual processes, our team has been able to focus on more strategic and creative initiatives, including a social media engagement campaign.”

Before introducing Marketo, ShipServ faced a challenge of flexibility and scale. Marketo provided ShipServ with a cost-effective and easy-to-use B2B marketing automation solution, helping the company eliminate manual processes, automate demand generation and lead management, and prioritize and qualify sales-ready leads. ShipServ’s marketing and sales teams collaborated to implement a sophisticated lead scoring framework for two distinct sales teams – high volume telesales and longer-term, high value direct sales – which allowed the company to be more efficient and nimble in its marketing campaigns.

Source: Marketo