What is marketing automation ?

17 November
What is marketing automation ?

Today's marketing environment is characterized by an overabundance of information, growing expectations of personalization, and fierce competition for consumers' attention.

In this dynamic environment, companies are constantly looking for innovative ways to stand out,engage their audiences in meaningful ways, and convert prospects into loyal customers. Among the practices put in place to achieve these goals, the platform marketing automation platform, enabling companies to interact with their target audience by automating marketing processes for maximum efficiency.

Understanding marketing automation

marketing automation refers to the use of software and technology to automate repetitive marketing tasks. The aim is tooptimize processes, improve the relevance of communications and increase the overall effectiveness of marketing campaigns. This goes beyond simple email automation; marketing automation encompasses a variety of channels and techniques to engage prospects and customers throughout the buying journey.

How does marketing automation  work?

marketing automation is based on the use of specialized software platforms that enable marketers to create, manage and track automated campaigns. These platforms are equipped with features such as customer segmentation, content personalization, online behavior tracking, and much more. Let's take a look at the main uses of these platforms.

1. Customer segmentation 

One of the keys to success at marketing automation is precise customer segmentation. Specialized software can divide a given company's target audience into segments based on criteria such as online behavior, preferences, purchase history and so on. This segmentation enables messages to be further personalized, making them more "impactful" for end readers.

2. Create customized campaigns

With better segmentation comes the ability to create messages that are directly relevant to users. Using segmentation data, marketers can create targeted emails, special offers and tailored content that are automatically delivered to the most appropriate segments, increasing message relevance.

3. Online behavior tracking

Tracking online behavior is a crucial dimension of marketing automation, providing a valuable window into the activities of users who have accepted cookies. This makes it possible to track visitors' actions: analysis of pages visited, clicks, downloads, as well as other specific interactions (forms submitted, comments, responses to satisfaction surveys...). This diversity of interactions provides a more complete picture of the user journey, helping marketers to anticipate potential needs and personalize future interactions accordingly.

4. Customer loyalty

By integrating a loyalty engine into marketing automation software, you can maintain and develop lasting relationships with your customers. A loyalty program strengthens customer loyalty and encourages them to remain loyal to a brand through :

  • Integration of loyalty data,
  • Optimizing the customer purchase path and customer lifecycle,
  • Personalize communications and offers according to purchasing behavior and individual preferences.

A loyalty engine is a major asset for maximizing campaign performance.

5. Lead scoring

The lead scoring process is a methodical approach to assessing the potential value of each prospect based on his or her interactions with a company. Each action taken by a prospect, whether opening an email, downloading a resource, or any other relevant activity, is assigned a certain number of points. These points are not arbitrary, but rather defined according to the relevance and strategic importance of each action in the context of the customer journey. Different weights can be assigned depending on the stage of the customer journey, recognizing that certain actions have a more significant impact at specific points in the conversion. As points accumulate, lead scoring creates a precise map of each prospect's conversion potential. High-scoring leads stand out as more engaged and likely to convert. This enables marketing teams to focus their resources on the most promising leads, maximizing the effectiveness of marketing initiatives.

6. Workflow automation

Automated scenarios can be used to define sequences of actions in response to prospect behavior. For example, a prospect who opens an email but doesn't click may trigger the sending of a follow-up email with a special offer.

7. Integrating chatbots

Conversational marketing, in today's business practices illustrates an essential transition towards marketing automation. This evolution is fundamental for marketing automation as it enables personalized conversations with customers through the use of chatbots. These chatbots can operate around the clock, ensuring customer engagement even outside office hours. They are not intended to replace human employees entirely, but to initiate conversation, answer common questions, and quickly resolve simple problems.

The advantages of marketing automation

Adopting marketing automation can represent a significant transformation for companies of all sizes. However, the advantages inherent in this strategy are manifold, offering a panoply of strategic benefits.

  • Saving time is first and foremost a cornerstone of marketing automation adoption. By automating repetitive tasks, marketing teams free up valuable resources that can be redirected to higher value-added activities. This optimization of time allows marketers to devote themselves to more strategic, but also more creative initiatives, fostering a more thoughtful and innovative approach to campaign design.
  • Enhanced personalization is another major advantage of marketing automation. Thanks to advanced segmentation and meticulous personalization of messages, this approach offers a more refined and tailored customer experience.
  • Increased conversion rates are also a tangible reality for companies wishing to adopt automation. Automated campaigns, built around prospects' behavior and preferences, typically achieve higher conversion rates than generic approaches. By understanding prospects' specific needs, automated campaigns are better able to deliver relevant messages, generating more convincing results in terms of conversion.
  • Optimized lead management: lead scoring and automated workflows create an efficient mechanism for sorting and qualifying leads. Among other things, this enables precise identification of sales opportunities, facilitating the transfer of qualified leads to sales teams. This methodical approach maximizes team efficiency by targeting the most promising leads and aligning sales efforts with real opportunities.
  • Analytics and insights: the analytics of marketing automation is a crucial asset. The marketing automation platforms offer advanced analytical tools, enabling marketers to measure the effectiveness of their campaigns in depth. This analysis goes beyond simple metrics, identifying trends, areas for improvement, and providing valuable insights to adjust marketing strategy accordingly. This ability to make informed decisions based on solid data is an undeniable competitive advantage in an ever-changing marketing landscape. In short, the adoption of marketing automation represents much more than the simple automation of processes; it embodies a strategic and integrated approach that positions companies at the forefront of modern marketing efficiency.

Marketing automationfrom email to multi-channel

The advent of multiple digital channels has made it crucial for marketers to adopt a multi-channel approach. Platforms from marketing automation now offer seamless integration across various channels, such as email, social media, SMS, mobile apps, and many more, enabling companies to reach their customers wherever they are.

Marketing recommendations up until the turn of 2015, for example, emphasized the need for websites to be compatible with mobile devices. Today, the trend is much more towards the creation of websites specifically optimized for consultation on cell phones, commonly referred to as " mobile-responsive ". It's worth noting that 95% of French people will own a smartphone by 2023, according to Statistahence the importance of taking this format into account.

In this context, automation can be exploited when designing pages dedicated to consultation on mobile devices. By using templates or programs previously coded for a mobile experience, we can observe an increase in the conversion rate: access to content and the visual comfort of site navigation are facilitated, and the amount of information displayed (fewer products on a single page, for example) is adapted.

Mobile automation also introduces a feature not present on conventional PCs: push notifications and push wallet notifications. When automated, these can better target users according to their individual behaviors and preferences, playing a crucial role in engagement and conversion. This proactive approach is particularly advantageous for companies, helping to strengthen customer loyalty and increase brand visibility.

AI is transforming marketing automation

As marketing automation gains in popularity, its evolution promises to bring considerable benefits. Emerging trends are shaping a landscape where the integration of artificial intelligence (AI) is positioned as a major breakthrough. This integration promises even more sophisticatedpersonalization, where automated systems will learn from past behavior to anticipate the future needs of prospects and customers. This increased level of personalization is not just an enhancement, but a transformation that promises to strengthencustomer engagement in unprecedented ways.

At the same time, the constant improvement ofpredictive analysis is emerging as a key advance in the marketing automation field. Anticipating prospect behavior is becoming a reality thanks to predictive models fed by real-time data. This anticipation will enable companies to adjust their strategies upstream, offering experiences that are even more tailored to prospects' specific needs. The Predictive AI and predictive analytics are essential tools for keeping pace with an ever-changing and evolving audience.

The keys to marketing automation 

While marketing automation offers many advantages, its deployment is not without its challenges. Among the most frequently encountered obstacles is the need for quality content. Automated campaigns are only as good as the content they deliver, and therein lies a major imperative. Companies need to invest substantially in the creation of relevant, informative and engaging content to fuel their campaigns. This goes beyond the simple automation of email blasts; every automated interaction needs to be supported by captivating content to maintain prospects' attention throughout their journey.

A closely related challenge lies in the risk of over-solicitation. While marketing automation offers the possibility of automating interactions, inadequate management of marketing pressure can lead to an excessive frequency of messages, threatening to overwhelm prospects. While platforms today are capable of preventing the majority of these situations, it remains advisable to put in place control and monitoring mechanisms to avoid any form of intrusion, thus ensuring that every automated interaction is perceived as an added value rather than a disruption.

Investments in content quality and the implementation of appropriate frequency and personalization parameters are therefore crucial. A well-orchestrated marketing automation , integrating quality content and respecting the preferences of customers and prospects, can overcome these challenges and lead to significant results in terms of customer engagement, conversion, and positive brand perception.


marketing automation represents a major evolution in marketing, offering companies the opportunity toautomate and personalize their interactions with customers. By leveraging this technology, companies can not only improve their operational efficiency, but also strengthen their relationship with customers and drive growth. As the marketing landscape continues to transform, marketing automation is emerging as an essential tool for companies seeking to remain competitive and thrive in an ever-changing digital world.