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In Continuation of my previous post of creating YouTube videos, Marketo videos to share small things that matters 

here is the another update, I have added 3 more videos in the channel and this time I have tried to cover the topics related to Marketo forms and A/B testing. I tried to keep the videos as short as possible, to the point, crisp and concise. Please find the details below:


  • Progressive Profiling - In this video I tried to explain how to include progressive profiling in the Marketo forms, how is it set, what are the important properties that has to be considered and how will it appear on the landing page. Video can be accessed here - Progressive Profiling in Marketo Forms - YouTube 
  • URL builder - A great feature in Marketo but have not been used as much as it should. This video includes how to use URL builder, what is the pre-requisite, what features are available and how it can be used to create multiple URLs to capture different information. Video can be accessed here - URL Builder in Marketo Landing Page - YouTube 
  • Declare winner in A/B testing -  This video explains the difference between using Automatic and Manual option in declaring A/B test winner. The reason I created this video is based on the discussion I had with one of my team member and he told me that Marketo sends the notification before sending the winner to the list, so I realized that sometime a very basic or small feature can get ignored and because of which major issues can occur. the video can be accessed here - A/B Testing - Declare Winner - Automatic or Manual - YouTube 


Please go through the videos and share your thoughts or suggestions on how to improve and what other topics can be included in next videos.

In almost every conference, seminar, event or for that matter meeting, we always talk and put our thoughts on our customer’s pain areas. How to identify them, how to solve them, how can we provide innovative solutions, etc? And to achieve all these objectives, we always talk about working in collaboration. How often do we hear it that, Marketing and Sales team should work in complete collaboration, now the lead lifecycle has changed and both Marketing and Sales should have the ownership of the complete cycle and not just the top of the funnel or bottom of the funnel, etc. These are valid points to consider because ultimately it is the customer who is paying, but to really make a significant impact on customer’s pain areas, is it not necessary that we must also look at our own pain areas?


When we talk about the Marketing and Sales collaboration, are we making sure that we have addressed the pain areas both these teams have? Not necessarily with each other but both teams may be facing a few challenges which may hamper the collaboration. Today, with best-in-class technologies, it seems that both teams can work in sync like never before, we have CRMs, Marketing automation tools, Sales engagement tools, tools for database and whatnot, but there lies the biggest challenge as well.


With so many options available to use the technology, more often than not, both the Marketing and Sales team start using different tools in silos and then try to sync the data to get the required information. This results in difficult integrations, lots of effort will go in finding or getting the required data and that leads to mistrust between the two teams and ultimately they do not work in collaboration.


So before choosing any tool for either of the team, there are few points to be considered which will help both the teams in long run and will have better collaboration, because both teams know that they both have the same goal, have a positive impact on company’s growth.


  1. Avoid Assumptions and Ask the right questions - while choosing a technology it is very important that we do not make any assumptions. Many times, it happens that one team goes for a tool because it will solve a few of their pain areas, but they forget to consider the other team and how this tech will affect them or will there be any effect or not. So before making any decision, it is important that both teams should consider each other’s’ pain points and do not assume that something good for one team will automatically help the other team. It is important for both the teams that they ask the right questions about the technology and how is it going to help, a marketing automation tool may help in a few challenges for marketing team but is it going to help sales or not, if yes then how? Will it going to ask for additional effort from the sales team? What kind of reports it will generate, will these be helpful for both the teams or not? If both teams have a clear understanding of pain areas and ask the right question about the tool one team is considering to implement or use, it will save a lot of effort later on and both teams will have more confidence in the tool.
  2. Are the biggest challenges in sync for both the teams – What are the biggest challenges the Marketing or Sales team trying to solve with the help of technology? Have both teams prepared a list or prioritize the challenges, if yes, then the next step is to sit together and find out what common challenges they are facing and prepare the list of common challenges. If there are not many common challenges, then it is very important to identify how these challenges are in syn with others. Will solving one challenge have any effect on others or not? Once these questions are answered then comes the point where technology is selected. Most of the times, one team go for a tool because they want to solve their biggest challenge and do not consider the challenges faced by another team, and later on when they want to collaborate then the same technology they bought becomes a pain area because either it does not help the other team or the solution it has requires extra efforts. This results in starting the process of finding a new solution with or without technology.
  3. Do all pain areas required to be solved with Technology? – While preparing the list of challenges for both the marketing and sales team, it is also very important to consider the impact of these challenges and prioritize them basis on “important” or “urgent” to solve. After the prioritization, the next question to ask is, does the solution require additional technology or it can be solved by making a few changes in the existing process. For most of the challenges, the solution is hidden in the process itself so making few changes in the process will lead to better performance, for challenges related to measuring, data flow, analytics, insights, reducing the efforts, ROI calculations, etc. technology plays an important role. Also, another point to consider is How many technologies are you going to use or ask the teams to work on? Anyway, both teams are using multiple tools and adding on one or two more will also lead to frustration. So, for any solution, the combination of technology and change in process is required.
  4. How will it help in generating more business? – After focusing on the internal challenges and finding their solutions and considering their benefits, the next big question is that by changing the process, or using technology, will it going to make an impact in generating more business? Whether, new tools help in measuring or analyzing the data, or help in the data flow from one tool to another or reducing the effort in completing a task, ultimately it should have a positive impact on business. Consider, what will be done with additional analytics from the tools, what actions can be taken basis on that, what will be done if teams have few additional hours to spare, what new insights or reports can be generated which will help the management to understand the impact? Analyzing the above questions is also very important before implementing a tool.
  5. An important question for the tool – Buying a tool is the easiest part of the complete process, but the real challenge comes when the teams start using the tool because during the buying process everyone says they have the best tool, have seamless integration with all the existing tools in the world and very easy to use. So, the important question to ask while considering a tool is whether the tool can integrate with all the other tools and technologies both the teams are using? If the answer is yes, then it is better to have the demo on how to integrate and how data will flow and in case the answer is no, then do not consider the tool because the tool can be amazing but if it does not talk to other existing tools and teams struggle to figure out how to use it then it will create more damage than the benefits. Ask for a trial version and have someone to actually work on the tool and analyze how it can help for particular challenges.


Nowadays, many product companies are trying to help others in setting up the complete Martech, one such company is Marketo. It has a very interesting concept of “LaunchPoint” which will help in identifying which tool can be used for what specific area and all the tools can be easily integrated with Marketo. It not only helps in identifying the tools but also helps in understanding the functionalities of these tools right from the planning stage to engaging and measuring stage so that a complete stack can be built with much less effort in researching and having multiple interactions with various teams. One can look for the most suitable tools based on one’s industry or vertical and have the tools to evaluate.


Also, there is a wonderful session "Deliver Innovative Customer Experiences with Marketo's Partner Ecosystem" by Lisa Hudson and Shai Alfandary during the Adobe Summit 2019. Please watch the session and get great insights.


So, before considering any tool for your team, considering the above point will not only save a lot of effort but also help you in building trust among the teams. It will be easier to work in collaboration and put all the efforts into growing business for the organization.


There is a saying, "An expert is the one who knows more and more about less and less", taking inspiration from the quote and based on the experience I have with my team, there are many people out there who struggle with small things in Marketo, for example - to start with is the Campaign qualification rule, I have seen Marketo beginners getting confused on understanding that sometime all the leads are appearing while launching the campaign but sometime they see zero and they have no clue about qualification rules. Similarly there are may settings in Marketo which people tend to ignore while working on big things.


I have been thinking about the situation from long and wanted to do something about it, so I decide to create some videos where I will talk about small things in Marketo and people will get better understanding of the tool. There are many videos already available but all of them are covering complex things.


To start with, I have uploaded the following three videos and few more are coming in next few days, the idea is to spread the Marketo knowledge and also make people understand what all Marketo can do. I am sure these videos will certainly help people and they will achieve something great out of it.



I have tried to keep the videos very short, not more than 3-4 minutes so that people do not have to spend lot of their time on it.


If you get a chance to watch the videos please do share your feedback and please suggest how can we improve it.

Also, if you have any topic for which we can create a video then please share with me in the comment section and in case you would like to share or upload any video, please let me know I will be happy to upload it.


P.S - Seeking apology in advance if my English or the video quality is little here an there

As we know that template, tokens and snippet are few of the most important elements in Marketo and there are a lot of opportunities that can be explored with the help of these elements. We can do personalization, customization, make dynamic content, make efficient production process etc, with the help of these elements.


One important aspect which we can achieve very easily with these elements is embedding tokens in landing page or email templates and make life of execution team much easier. We will have many benefits by embedding tokens in templates, a few of them are:

  • We do not have to worry about the formatting from brand stand point, look and feel will remain the same
  • Time to build an email or landing page will be reduced drastically, team members just have to update the tokens and thats it, our asset is ready to go
  • As an admin we can decide on the access, especially when we are dealing with vendors or having big teams


When we think of embedding tokens in templates, it appears to be a daunting task and anyone who does not have coding or programming background find it quite difficult. So I thought of sharing an easy way of including the tokens in the templates, though it will still require understanding of HTML and CSS but only a basic understanding will work.


Take any available guided landing page template and look at the code. The code consists of three basic parts Marketo Bootstrap CSS, Marketo variables and Marketo Elements, go through the code and find out the code for elements and variables. Code can be identified by simple search, in case you do no have any knowledge of HTML then it will take some hit and trial to find out the exact element or variable.


Once the element is identified one can either delete it or modify it, for example I just updated the code as


<div align="center"><div align="left"  style="width:80%; padding:20px 0px 20px 20px;"><img class="mktoImg" id="logo" mktoName="logo" src="{{my.HeaderLogo}}" ></div>


Include the image class "mktoImg" (highlighted in red) and in image source I have included the token (underlined text).


Similarly we can also include the HTML code and call the Marketo class


<img class="mktoImg" id="UniqueID" mktoName="lopsact-image" src="{{my.LPHeroBanner}}" alt="lopsact" width="100%"> 


As a basic example i included four tokens in landing page template, and the code looks like: (pardon me for not highlighting the syntax)


<div align="center"><div align="left" style="width:80%; padding:20px 0px 20px 20px;"><img class="mktoImg" id="logo" mktoName="logo" src="{{my.HeaderLogo}}" ></div></div>
<img class="mktoImg" id="UniqueID" mktoName="lopsact-image" src="{{my.LPHeroBanner}}" alt="lopsact" width="100%">
<div class="container" style="margin-top:10px;">
<div class="col-lg-6 col-md-6 centered" >
<div align="left" >
{{my.eventdescription:default=edit me}}<br><br>
{{my.EventVenue:default=edit me}}


By including the above code I have embedded the tokens in template and same have been created at a folder to be included in a program:



And by updating these tokens in the program I am able to create the landing page and the same can be used as a template and clone whenever a landing page is required.#

We're looking to hire a new Digital Marketing Manager who has both PPC/SEO plus Marketo experience to extend our reach and engagement among target audiences.  This position would be primary responsible for all paid and organic search initiatives. We would also partner on Marketo projects (two Marketo-heads are always better than one!). Looking to hire someone ASAP so apply today!

Do you have 2-3 years in B2B marketing and at least 1 year working with Marketo (or similar), WordPress (or similar), SharePoint, and Microsoft Office (especially Excel)? Your new position awaits! Support the digital team and help our many marketing endeavors run like clockwork. Technology experience and a great sense of humor a plus!

Apply today!

We’re looking for a technology-savvy Content Marketing Manager to join our best-in-class team responsible for setting the strategy for Panduit’s network infrastructure business, which includes enterprise, data center and industrial networking business units. This is a premier opportunity for you to bring your passion for content creation and marketing to make an immediate impact and enjoy continued learning while growing your career with a global brand.

Check out the below job posting to learn more. 


Content Marketing Manager at Panduit NI: Marketing

We're recruiting for an Email Campaign Specialist, as we start our Marketo journey based in our Chicago office.  We're looking for someone with Marketo experience (ideally certification), passionate about everything email and automation and work closely with all of our internal stakeholders and drive our emails forward - view link below for more details. 

Career Center   - Find out more about Premier Farnell and Newark at

Hey, y'all!


We wanted to invite you to an event we are hosting with Marketo and Bizible on October 2nd. Details in the .pdf attached.


It will be a great opportunity to network with fellow marketers, discuss how we can ensure every marketer can prove their impact, and bone up on those cooking skills…or just sit back and enjoy some fine dining.  


We only have a couple spots left. Spouses are welcome as well (make sure to register them too). If interested, please register here.


Best, Justin

We are excited to announce that as of this week we have launched a new way to stay connected with the ChiMUG community. This group will provide additional channels for connecting with the current members, as well as promoting new connections with Marketing Automation Fans in Chicagoland.


The Chicago Marketo User Group Meetup will be available not only to Marketo community members, but also students, former Marketo customers and those who have an interest in automating digital marketing. We will continue to post events on both platforms, so you can find us at either location. We look forward to using meetup to grow the community, deepen engagement with all of you, and promote new connections with a large group of professionals who are passionate about marketing automation.



P.S. If you have not RSVP'ed for our networking event next week at Point & Feather, you can find do so at any of the links below. We are excited to welcome FRG and are currently expecting 25-30 for the event!

Community (for MUG members)
Meetup (for all)

Evite (for one-time access)

Champion/Challenger Emails

A/B Tests


Champion/challenger uses an entirely different methodology to A/B testing.

Important: It can only be used in triggered smart campaigns and in engagement.


Champion/challenger tests allow you to test with the following variables:

  • Whole Emails
  • Subject Line
  • From Address.


You can set the distribution percentage for the different tests you run. All records will receive one of the tests. Thus, the challenger and champion are sent at the same time.




You can have more than one challenger. All challengers and the champion will be sent at the same time.


You set the champion criteria including report delivery recipient and cadence.


The report will contain the results of the test.


The Champion Challenger test will continue on until you decide to declare a winner. If you add leads to the program and they are due to receive the cast, it will send everyone in this cast the email, and 50% will receive test A, and 50% test B, until you stop it and declare a winner.


The email performance report will only show one email.





Note:  Once you approve the test, you can’t un-approve it or edit it. To change it you’ll need to discard and start again.

Note: Champion/challenger doesn’t work if it is sent inside of a default smart campaign being used in engagement. See below.





To conduct an A/B test, create two whole versions of the email and use random sample in the Send Email Smart Campaign





From Summit, I made a blog post from my notes on one of the sessions. Check out the full post here: 3 Reasons for Engagement Marketing


Here's the short version, though:

Reason #1: Building Your Brand

This is an easy one. Engaging with your leads and prospects with useful content establishes credibility for your brand. Being informative, useful, and empathetic does much more for your brand than the shotgun blast that takes lazy aim at a large list with single-target messaging. Instead, the hands-off approach builds credibility for your brand and practically guarantees good vibrations with your prospects right from the start. This harkens back to one of the most basic human characteristics: we like people that like us.

Reason #2: Building Relationships with Your Leads

All of the above is backstory to this central idea: Engagement Marketing helps you build effective relationships with potential customers at any stage of their buying journey. If they’re teetering on the edge of the top of your funnel, push them over the edge by serving up information that’s useful to them. Use a light touch– they’re not ready for late-stage sales messages yet. Set up some triggers to track how they interact with your emails and website so that when they exhibit further signs of interest, they’re automatically embraced into the next level of your relationship. To illustrate this point, think of the last time you met a good friend for the first time. Did they drone on and on endlessly about themselves, or show interest in your interests, needs, and desires?

I’m betting on the latter. Now think about all the shenanigans and high jinks you’ve gotten into with that friend. Kind of worth it, right?

Reason #3: Engagement Programs Curtail The Sales Cycle

Like I said above, I work with a fairly long sales cycle. I read a recent statistic from an IDG study that claimed most B2B purchase decisions involve an average of 7.5 decision-makers in the buying process. Thinking about conversions and ROI, the faster you can get those 7.5 people to agree that you’re the one, the faster you’ll prove marketing’s value to sales… And that support doesn’t come easily. If you’ve been able to start the conversation early with an informative and useful Engagement Program, you’ve essentially made the sales teams’ job exponentially easier. Your sales team will appreciate having to do less convincing, and this will also free them up to keep turning the crank on their other accounts.

Additionally, leads that believe in the value of your solutions tend to buy more. Any sales person can corroborate that story– in fact, for most businesses, it’s not about competing on price but instead about proving value. Be valuable to your leads and prospects at every touchpoint you have with them, and they’ll pay it forward.

Literally, though. They’ll pay you. With money. And probably a fair amount of goodwill, too.