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  • Writer's pictureJennifer Heppell

Why Does Marketing Automation Fail?

Marketing automation, despite its potential benefits, can sometimes fall short of expectations. Typically, a bit more than half of companies use marketing automation, and most of them find it helpful. However, not everyone does. Around 60% of companies have expressed that incorporating marketing automation into their systems posed a notable challenge. Additionally, 16% have indicated that crafting high-quality automation is a complex task.


In this blog post, we'll explore the reasons why marketing automation can fail and offer insights into how to avoid these pitfalls.


Undefined Goals Do you know what your business wants to achieve? Having clear and firm goals is really important in marketing. These goals will show you how to start, continue, and make your marketing plan better over time. They'll help your whole team stay on track while you're working on it.


Some goals you might think about for your automated marketing are:

1. Increase the number of people interested in your business by a certain percentage in a certain number of weeks, months, or years.

2. Increase the overall number of people who become customers by a certain percentage in a certain number of weeks, months, or years.

3. Collect information about where potential customers come from to make your marketing plan work better in the long run.

4. Help your sales team by giving them a regular supply of potential customers and useful information.


The things you want to achieve in your business always come before the tools you use. In other words, tools are there to help you reach your goals, not to make your goals for you. Letting the tools decide what you do is the fastest way to make your business seem like it's just using tricks and is not special.



Lack of Clear Strategy

Another reason marketing automation efforts fail is the absence of a well-defined strategy. One common mistake is using marketing automation without a good plan that fits your business's goals and what you offer. Some organisations make the mistake of putting technology before everything else. They run into trouble when they buy expensive marketing automation tools without thinking through their plan first. Without a roadmap, it's easy to become overwhelmed with the technology's capabilities, leading to disjointed and ineffective campaigns. To avoid, start by outlining your marketing goals, target audience, and customer journey. Develop a comprehensive strategy that aligns automation with your objectives, ensuring every automated action serves a purpose.


Poor Data Quality

Good data is vital for effective marketing automation. It helps you group your audiences, make personal content, and watch what customers do. If your data is wrong or old, it can hurt your efforts. Sending the wrong message to the wrong people can harm your brand.


If it can lead to wrong targeting, it is hard to find new customers. It can also slow down your sales pipeline, making it tough to turn prospects into buyers. Things like automated emails or sales calls rely on accurate data. If the data is bad, these things might not work right.


So, who should take care of data quality in a company? Well, it should be a team effort. The teams that handle your databases should make sure the data is accurate. If a problem comes up, they should talk about it, figure out how it happened, and make a plan to fix it. They should also plan to prevent the same problem in the future.


Neglecting Personalisation

Sending generic messages that don't fit everyone can push customers away and reduce engagement. That is why, when it comes to getting your message out through your marketing channels, remember that using the same content everywhere is a big mistake. But an even worse mistake is when your dynamic keywords don't show up correctly or you forget to edit the final copy before sending it.


Imagine how embarrassing it would be if your audience spots errors in your emails. To avoid these situations, use automation to divide your audience into groups and create messages that match their interests and behaviour. Craft content that talks directly to each group, making it more relevant and engaging.


Additionally, always send a test email before your official email campaigns. Also, make sure your marketing automation system has a backup plan for when some personalization details are missed!


Lack of Training and Skill

Since automation can boost your revenue by helping you capture, communicate, and prioritise prospects, it's important to involve your sales team early in the decision to implement marketing automation. They should not only have a say in the decision but also help choose the right platform that suits your business and customer needs. Involving the sales team in these discussions will ensure you pick the best system for your goals. Also, if your team isn't properly trained or doesn't have the right expertise, they might struggle to make the most of this technology.


Here's what you can do: Invest in training and development programs to ensure your team understands how to use the platform and follow best practices. If necessary, think about hiring experts or outsourcing the task. Please note that software33% say lack of internal expertise is the biggest marketing automation adoption barrier.


There are software that often includes many features that your team might not even be aware of or know how to use. T. Find out how to use it effectively, which features you can track, and which ones you can't. If you haven't seen at least a 10% increase in your revenues after implementing marketing automation, it means you're not using the tool to its full potential.



Marketing automation can be a game-changer for businesses, but its success hinges on a well-thought-out strategy, data quality, personalization, and a skilled team. By recognizing and addressing these common pitfalls, you can maximise the benefits of marketing automation and drive better results for your business. Remember that marketing automation is a dynamic tool that should evolve alongside your business and customer needs.

Don't wait for failure; schedule a call with us today, and let me assist you in creating an effective marketing automation campaign.



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