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Align sales with marketing, generate and nurture leads and increase response rates. Marketing Automation (MA) is a growing area of digital that offers big potential for increasing revenue and our training course provide the tools to take advantage of it effectively.

You will learn how to match your strategic marketing, demand generation and customer journey with a clear campaign and long term nurture process. 

No matter if it's your first step, optimising your current platform, or looking to reassess your current goals, this course will help you set clear objectives, to automate and optimise your marketing for maximum success.

Who should attend?

This course is aimed at digital and traditional marketers looking to automate online campaigns for greater results, from marketers just starting off in marketing automation, to more senior marketers wishing to further develop their strategy and tactics.

How will I benefit?

Following this training course, you will be able to:

  • Choose the right marketing automation strategy for your unique business goals

  • Learn how to analyse customer buyer behaviour and offer the right content at the right time

  • Align marketing and sales goals, processes and systems to increase revenue

  • Demonstrate marketing value and accountability, by tracking marketing sourced and influence leads, opportunities and revenue

  • Measure and monitor what matters to improve campaign performance

What will I learn?

Into to Marketing Automation?

  • How is marketing changing?

  • Why automate?

  • What is and isn't Marketing Automation?

  • Why the focus is marketing transformation

  • A brief history of Marketing Automation

  • The marketing automation journey

Aligning with the customer journey

  • Lead gen v demand gen

  • The buyer and extended customer journey

  • The importance of demand type

  • The marketing and sales funnel

  • Mapping content to the customer journey

  • Content planning

  • Profiling your customers journey

Creating Campaigns & Nurture Programmes

  • Why nurture?

  • Integrating online with offline

  • Nurture types ans flow

  • Creating your own nurture track

Lead Scoring and Routing

  • Why score leads
  • Implicit and explicit scoring
  • Budget, Authority, Need and Timing ( BANT)
  • Lead spectrum
  • Creating your lead scoring model

In-company training

This course can also be delivered exclusively for your team. In-company training ensures everyone is up to best practice standard and you'll benefit from a more open environment to discuss your most pressing issues.

In-company delivery options start at £5,000 per day. Get in touch with our training team at training@econsultancy.com or +44 (0)207 970 4167 to find out more.



Adrian O'Gara

Managing Director and Lead Consultant, OGaraCo

Adrian O'Gara has 18 years experience running lead and demand generation strategy for technology and business service providers. As the founder and lead consultant at OGaraCo, the lead-to-revenue transformation experts, Adrian uses his experience in demand and funnel management to help clients improve lead quality and automate process to increase marketing sourced revenue and ROI

Tutor for: B2B Marketing: From Leads to Revenue Generation, Marketing Automation