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1. Digital Marketing AccelerationDigital Marketing Acceleration
Uncover key practices to enable you to grow high-
quality pipeline faster than your company’s revenue
growth targets, while improving the cost of acquiring
new customers.

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EXECUTIVE SUMMARY
“Marketers now have access to more and better data than anyone else in the
company to guide, manage, and accelerate revenue growth.” – CMO Report

3. THE MARKETER’S “NUMERATOR PROBLEM”
How can you grow high-quality pipeline faster than your company’s revenue
growth targets, while improving the cost of acquiring new customers?
The answer is three-fold:
1) Expand the number of campaigns that are generating new,
high-quality leads/trials.
2) Optimize your existing campaigns dramatically increase
conversion rates.
3) Remove wasted time/money spent on the wrong activities.

4. Section Title (v1)
FORMULATE YOUR
VISION FOR
GROWTH
PART ONE:

5. DEFINE YOUR VISION
Define the mix of your marketing investments to maximize efficient growth.

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The key to cross-funnel efficiency is the point of handoff between
functions.
AGREE ON PROCESS AND DEFINITIONS ACROSS
FUNCTIONS
A full funnel map with high-level definitions and mapping of four functions.

7. SHARE “MATH OF THE BUSINESS” CHART TO ALIGN TEAM GOALS

8. PLAN & EXECUTE
YOUR GROWTH
MARKETING VISION
PART TWO:

9. START PLANNING
Create the right plan and
investment strategy
optimized to beat pipeline
and productivity goals.
These simple reverse math
equations will help you
determine your target
customer acquisition cost to
ramp revenue and
decrease spend.

10. EXECUTION
What to focus on
while you put your
plan into action
DEMAND INTENT
Develop a stack-ranking of phrases to
expand/optimize digital campaigns.
CONTENT OPTIMIZATION
Focus on Offers, Landing Pages and
Email Copy, and Credibility Builders.
REPORTING METRICS
Measure direct impact on revenue,
traffic levels, and conversion rates.

11. EXECUTION
Here are some reporting templates to get you
started….

12. SAMPLE REPORTS: PIPELINE DEVELOPMENT

13. SAMPLE REPORTS: WEEK OVER WEEK CHANGE

14. SAMPLE REPORTS: MONTHLY MATH OF THE BUSINESS

15. SAMPLE REPORTS: QUARTERLY MARKETING REPORT

16. SALES AND MARKETING
ALIGNMENT
PART THREE:

17. ALIGN COMPENSATION WITH TEAM GOALS
Ensure your company is covering each of the roles below better than the competition, and make sure
all teams are aware of each other’s roles to improve synchronicity across the funnel!
DEMAND GENERATION
Evaluate the demand gen team based on
lead goals determined by pipeline and
revenue targets
CONTENT MARKETING
Create high quality, engaging content that
attracts prospects and drives them through
the funnel.
LEAD QUALIFICATION
Score your leads intelligently so that your SDRs
spend their time working on ones with real
potential.
SALES
Measure time-to-close and close rates per rep so
you are up-to-date on pipeline data and conversion
rates across the funnel.

18. SCALING GROWTH
MARKETING RESULTS
PART FOUR:

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PLANNING FOR FUTURE SUCCESS
Three things that will help you build a foundation for success.
HIRE GREAT PEOPLE
Keep your eye out for
the ”agile marketer” -
and don’t let them go.
LEVERAGE YOUR
NETWORK
Evaluate your current tech
stack against those of
your peers and how it
meets your scaling needs.
IDENTIFY NEW
MARKETING
TECHNOLOGIES
What new technologies are
on the market that you
could leverage to improve
your tech stack?

20. METRICS, REPORTING,
AND REFINEMENT
PART FIVE:

21. THE BASICS
Metrics equal transparency and proactive improvement across your funnel. Evaluate your
strategy and your go-to-market model based on four main variables:
Average
Deal Size
Sales
Cycle
Velocity
Sales Rep
Ramp

22. CRITICAL FOR OPTIMIZATION
A common understanding and view over time of these metrics is critical for
your plan and vision for improving your results.

23. FORECASTING THE FUTURE
Add up your total opportunities from the previous month.
Apply your average opportunity-to-close time to determine
which month you will be predicting revenue for.
Multiply your total opportunities by your opportunity-to-
close rate.
Multiply that number by your average deal size. The math
of your business is coming into focus!

24. SAMPLE REPORT TO HELP YOU STAY ORGANIZED

25. SAMPLE TOP-OF-FUNNEL CHANNEL REPORT

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THE CLASSIC TOP-OF-FUNNEL PROBLEM
Your biggest challenge is to engage new buyers effectively and at scale. That’s a classic
top-of-funnel problem.

27. Want to learn more?
Click the icon to download the
full report!

28. ABOUT CAPTORA
Captora was created to revolutionize digital, top-of-funnel, marketing. Captora helps marketers
intelligently scale and optimize digital marketing campaigns to accelerate pipeline—and capture
new buyers before their competition.
With Captora Digital Marketing Acceleration marketing teams can:
• Access real-time buyer and competitive intelligence to see content opportunities and demand gaps.
• Scale and optimize digital campaigns and associated content to do more across multiple channels.
• Report success across content, channels, and the more conversions.
Captora | 488 Ellis St., Mountain View, CA 94043
sales@captora.com | Toll free: 866-576-6592

29. “Accelerate pipeline growth while improving CAC/CPL.”
— Paul Albright| CEO & Co-Founder, Captora
FEATURED CUSTOMERS
Best Digital Marketing Solution
Best Content Marketing Solution
Captora was created to revolutionize digital, top-of-funnel, marketing. Captora helps
marketers intelligently scale and optimize digital marketing campaigns to accelerate
pipeline—and capture new buyers before their competition.
With Captora, Digital Marketing Acceleration, marketing teams can:
• Access real-time buyer and competitive intelligence to see content opportunities and
demand gaps.
• Scale and optimize digital campaigns and associated content to do more across multiple
channels.
• Report success across content, channels, and the more conversions.