How Smart Marketing Teams Scale for High Growth.pdf

•

0 likes•417 views

This document provides an overview of Account-Based Experience (ABX) and how it can help align sales, marketing, and customer success teams. It discusses how the B2B buyer's journey has become more complex, anonymous, and fragmented. An ABX strategy uses account-level data and signals to understand accounts and target the right messages to prospects and customers at the right time across channels. This allows teams to automate processes to increase productivity. When getting started, it advises keeping it simple, focusing on people, platform, and processes, building trust, and iterating over time.

Marketing

2
Copyright © 2022 Demandbase 2
Copyright © 2022 Demandbase
2
Before we
start…What is ABX?

3
Copyright © 2022 Demandbase
ABX: It isn’t just Marketing, it’s a GTM Strategy
Sales, Marketing and Customer GTM teams need to be aligned for biggest beneﬁt

4
Copyright © 2022 Demandbase
Initial
research
Social media
First website visit
Competitive site visits
Buying
committee
research
Social
network
Pipeline
Evaluation
Retain
Research
additional
solutions
Customer
Unknown Known
Form fill /
Hand-raise /
Demo request
The Problem: Today’s B2B Buyers Journey is…
Complex: >10 people to make a decision
Anonymous: More signals are “outside” the traditional form-ﬁll then ever
Fragmented: No central location for GTM teams to understand the entire journey

5
Copyright © 2022 Demandbase
Context is everything.
You know if someone is a customer, a prospect or a partner.
Let’s use this information for good.

6
Copyright © 2022 Demandbase
10,000
accounts
2,700
accounts
300
accounts
75
accounts
100
accounts
600
accounts
350
accounts
150
accounts
Retention
Cross-sell
Customer
Opportunity
Decision
Engaged
Awareness
Qualified
TAM Early Research & Planning In-Market to Buy Increasing LCV
Understand: which accounts, which people, and when
Meet your prospects and customers where they are! With the content and messaging they are ready for…
Account Score: 95
Lead Score: 83
Stage: Research and Planning
Product: MicroBiology Systems
Competitors: Alcon, Phillips

7
Copyright © 2022 Demandbase
Targeted Action: across all channels and automate whatever you need
At the Right Time
Intent
Intent Surge
Aware
Engaged
MQA
Meeting
Closed - Lost
No Engagement
Content & Message
Open Opp
Closed-Won
The Right Target Channel

8
Copyright © 2022 Demandbase
Scale: increase marketing productivity with ease
Data Changes
Predictive Scores
Intent Behaviors
People/Account Activity
Website Visits
CRM
MAS
Sales Inbox/Calendars
Take Action(s)
Email
3rd Party Ad Channels
List Building/Updates
Sales Automation
Direct Mail
CRM Changes
Sales Tasks/Alerts
If this…. Then that….
AUTOMAGICALLY!!

9
Copyright © 2022 Demandbase
Things to Consider When Getting Started
★ Keep it Simple. Sophistication comes with time.
★ People. Platform. Processes.
★ Build Trust.
★ Rinse and repeat!

10
Copyright © 2022 Demandbase
Thank you!
YOU’RE
DEE
BEST!

Similar to How Smart Marketing Teams Scale for High Growth.pdf

Fireside Chat: Unlock the Secrets to Got-to-Market Success

Leanne Moir

The Magic ABX Potion – Key Elements to Think About When Creating Your ABX Str...

Demandbase

This webinar will walk you through how Masergy, a leading networking and security solutions company, achieved their growth targets by aligning sales and marketing on their ABM strategy and taking a data-driven approach to scaling their ABM program for sustained growth. In this webinar, you will learn the following: -Aligning your team on the buying cycle with the Sirius Demand Unit Waterfall framework -Key sales and marketing plays you can use at each stage of the Waterfall to jump start your ABM strategy -How Masergy’s used these plays to fuel their ABM strategy and drive a 20% increase in revenue within 3 months Speakers: Malachi Threadgill, Director of Demand Generation, Masergy Matt Senatore, Service Director, Sirius Decisions Nipul Chokshi, VP Product Marketing, Lattice Engines

Plays for Revenue Success

Lattice Engines

Prior to the current economic downturn, B2B companies turned to account-based marketing and Smarter GTM™ as a better way to do things. These forward thinking companies were looking to be better informed, more targeted and more efficient and effective. Smarter GTM™ and ABM was viewed as the modern approach — a best practice to drive growth, yet still seen as a “nice to have” by many. But in today’s world — a world that has been shaken by a global pandemic, labour shortages, inflation, war, and economic uncertainty — organisations’ resources have been stretched and depleted. ABM is no longer the fastest path to growth, but essential for survival. In this session Jon Miller — CMO at Demandbase and cofounder of Marketo and Engagio — will show why ABM powered by Account Intelligence is the key to work smarter, not harder, and he’ll share practical ABM tips and best practices based on Demandbase’s own secret sauce. You will learn: What it’s going to take in 2023 to create alignment between marketing and sales How to empower your sales and business development teams to sell more Tips on how to help your marketing team generate sufficient amounts of pipeline with less investment

ABM in a Downturn_ Account Intelligence to Do More with Less (Demandbase).pptx

Demandbase

Sales in a Digital World From Retention to Growth

Vishal Sharma

Next-Level ABM Is NOW! Your Roadmap To ABX Success

Demandbase

Account-Based Nurturing: Strategies For Turning Target Accounts Into Customer...

G3 Communications

Who says you can’t predict the future? Join our ABM Master Class for Sales so that you can launch into the new year with your best foot forward by using a 360-degree predictive view of your target accounts. During this webinar, Kevin Rooney, Sr. Director of Sales Development and Carmel Tavori, Sales Development Manager, will show you how to activate your sales org by harnessing the power of best-in-class sales strategies and follow up. In this ABM Master Class you will learn how to: - Find and prioritize your best-fit accounts that are in market now. - Seamlessly orchestrate multi-touch, multi-channel Sales and Marketing plays. - Engage target accounts with high-touch, high-value, personalized experiences at scale. - Get 2X productivity from each rep and close larger deals, faster. - Segment audiences to deliver the right message at the right time and turbo-charge your growth.

ABM Master Class: Sales Secrets for Pipeline Hyper-Growth

Demandbase

Webinar - Become a smarter B2B revenue team with Account-based Experience

Demandbase

Spam isn’t just unwanted email. Spam is any uninformed, irrelevant interaction. Spam is talking at people instead of with them. And it doesn’t matter how nice or smart your marketers and salespeople are — if they don’t have Account Intelligence, then they’re doomed to use hunches to drive their interactions. It’s time to stop annoying our buyers and start making the journey smarter. In this session you will learn learn: 1) Why GTM fragmentation forces smart people do to stupid things (like spam their buyers). 2) How to develop your own Account Intelligence strategy and inject relevance into every step of every buying process. 3) Practical tips and campaign ideas you can implement at your company right away.

Unspam Your Brand: Account Intelligence For Smarter GTM

Demandbase

As with most startups, there is little time and budget to waste, so this process of identifying marketing solutions that will drive scaleable and repeatable growth must be prioritized, tested, refined and re-tested using a systematic approach. Experienced growth hackers apply a methodical approach to continually performing this process. Ensure Your Goals for Growth Are Clear This systematic approach includes identifying and continually refining your goals for growth. What are you growing? Subscriptions? Downloads? Usage? The process must also continuously identify opportunities (for new acquisition channels and methods, conversion improvements, messaging modifications, product tweaks, and even new customer segments). Use a Framework to Efficiently Execute and Produce Consistent Results A GOOD (goal-oriented, opportunity-driven) Growth Engine, is a systematic customer-centric process and framework that combines marketing and sales strategy, execution, and technology to power consistent, repeatable and scaleable growth to keep your team focused and efficient as you navigate and accelerate growth. This is the presentation from a webinar for presented on December 2013. [View the recorded version here: http://www.anymeeting.com/bluedeer

Start Up Growth Hacking: Intro to Building Your Own Growth Engine

Chris Bechtel

Sell Smarter with Account Intelligence for the Modern Manufacturer

Demandbase

The Anatomy Of A B2B Buying Journey: Analyzing New Data On How Purchase Deci...

Demandbase

We all know that consumers want personalised buying experiences, so why should the B2B space be any different? For tech marketers, it can be a challenge to create highly personalised buyer journeys, let alone trying to implement this at scale. We’ve created a must-read eBook with a nine-step success plan for building effective personalised buyer journeys; and it’s packed with insight around: ✔ Understanding your audience ✔ Developing an end-to-end strategy ✔ Creating personalised content ✔ Aligning with your outreach We’ve even included links to the latest software and tools you can utilise to help you on your way.

Mf personalised b2 b buyer journey final

Liz Hayward

The Magic ABM Potion: Key Elements to Think About When Creating Your ABM Stra...

Demandbase

B2B SMB Sales market share customer acquisition leadership

Infinity Contact

B2BMX, Feb 2021- John Miller, I Predicted Marketing Automation

Demandbase

The future of programmatic ad buying for B2B is now. Programmatic for B2B is not just about automated media buying or audience building, it’s about automating the workflow and reducing ad waste between the systems. B2B Programmatic is a race to the top, connecting ads to marketing automation and website personalization to CRM systems in order to drive opportunities further down the funnel. Louis Moynihan, VP of Strategic Alliances at Demandbase, and Jenifer Metz, Global Demand Generation at CSC, will show you where B2B programmatic advertising is headed and how it is impacting the B2B landscape. In this webinar, we will cover: A strategic overview of the Programmatic Advertising Landscape What is next for programmatic advertising? What Account-Based Re-targeting is and its impact How to deliver full-funnel B2B ad experiences Customer examples of B2B Re-targeting success

4 Things Every B2B Marketer Should Know About Programmatic Ads

Demandbase

Lecture 10 - B2B Marketing & Digital Customer Relationship Management.pptx

FaizanGul6

Today’s B2B advertisers are increasingly adopting an Account-Based Marketing (ABM) approach for their media spend. The “why” is clear — focusing on a prioritized list of companies, better aligning with sales, and measurement that reflects real business outcomes. But ABM also introduces new challenges. How should advertisers define their buying committee? How can they actually reach them? And what does it mean to treat digital ads as a full-funnel channel rather than an awareness play? Join SiriusDecisions and Demandbase for this webinar, featuring insights on all of the above, as well as a preview of Demandbase’s next-generation Targeting Solution.

The Next Generation of B2B Advertising: A Conversation with SiriusDecisions

Demandbase

Similar to How Smart Marketing Teams Scale for High Growth.pdf (20)

Fireside Chat: Unlock the Secrets to Got-to-Market Success

The Magic ABX Potion – Key Elements to Think About When Creating Your ABX Str...

Plays for Revenue Success

ABM in a Downturn_ Account Intelligence to Do More with Less (Demandbase).pptx

Sales in a Digital World From Retention to Growth

Next-Level ABM Is NOW! Your Roadmap To ABX Success

Account-Based Nurturing: Strategies For Turning Target Accounts Into Customer...

ABM Master Class: Sales Secrets for Pipeline Hyper-Growth

Webinar - Become a smarter B2B revenue team with Account-based Experience

Unspam Your Brand: Account Intelligence For Smarter GTM

Start Up Growth Hacking: Intro to Building Your Own Growth Engine

Sell Smarter with Account Intelligence for the Modern Manufacturer

The Anatomy Of A B2B Buying Journey: Analyzing New Data On How Purchase Deci...

Mf personalised b2 b buyer journey final

The Magic ABM Potion: Key Elements to Think About When Creating Your ABM Stra...

B2B SMB Sales market share customer acquisition leadership

B2BMX, Feb 2021- John Miller, I Predicted Marketing Automation

4 Things Every B2B Marketer Should Know About Programmatic Ads

Lecture 10 - B2B Marketing & Digital Customer Relationship Management.pptx

The Next Generation of B2B Advertising: A Conversation with SiriusDecisions

More from Demandbase

As digital advertising evolves towards a cookieless future, advertisers need to know what they can do today to plan successful campaigns when third-party data sources are eliminated. In a world where B2B buyers are already increasingly wary of disclosing personal details and freely consenting to tracking, the challenge of reaching and engaging audiences is more critical than ever. In this session, Demandbase’s Gareth Noonan, General Manager of Advertising, and Jennifer Hughes, Principal Digital Expert, will share the evolution of B2B advertising strategy amid Google’s fundamental changes to the web-based digital experience. Discover innovative strategies for targeting and measuring success in a cookieless world, ensuring your campaigns remain effective and relevant as Google continues to phase out third party cookies.

DGR_Digital Advertising Strategies for a Cookieless World_Presentation.pdf

Demandbase

Demandbase on Demandbase Story In this webinar, Hannah Jordan, Senior Digital Marketing Manager at Demandbase will showcase top advertising plays tailored to each stage of the buyer's lifecycle. From awareness to decision-making, you'll learn how to effectively engage your target audience with creativity. Discover the latest features available in Demandbase for digital marketers to leverage their advertising spend for maximum impact and efficiency. Key Takeaways: * Understand how to map advertising strategies to different stages of the buyer’s journey * Learn about the latest released features in 2024 within Demandbase Advertising Platform * Gain insights from real-world examples and use cases * Enhance your ability to craft targeted, effective, and engaging marketing campaigns

Digital Marketing Spotlight: Lifecycle Advertising Strategies.pdf

Demandbase

Winning Target Accounts in a Cookieless Era

Demandbase

B2B & GTM Trends and Predictions for 2024.pdf

Demandbase

The Reports Your CMO Wants to See

Demandbase

Data Champions League: Winning Strategies for B2B Success

Demandbase

Demandbase + GTM Partners Analyst Hour - ROI Framework Workshop

Demandbase

In today’s data-driven landscape, the CMO’s dashboard is more than a collection of metrics; it’s a strategic tool for growth. Come learn the essential metrics and reports that top CMOs use to drive pipeline and revenue growth in 2024. Attendee takeaways: Key Performance Indicators (KPIs): From pageviews to conversion rates to pipeline, discover the metrics that matter. RevOps Alignment: Learn how to integrate marketing data with RevOps to drive cohesive business strategies. Actionable Insights: Discover innovative strategies to turn your analytics into strategic action. Whether you’re a CMO or an operations professional, this session offers a future-oriented and engaging look into the reports that guide and justify your go-to-market strategy. Presented by: Ashley Long & Jon Miller from Demandbase

The Reports Your CMO Wants to See (OpsStars)

Demandbase

Welcome to the world of digital transformation for financial services, where cutting-edge technologies are reshaping customer journeys, demand generation, and scoring strategies. In this era of innovation, we dive into the realm of SFMC journeys, leverage the power of Demandbase intent, and simplify scoring buckets to fuel your organization’s growth and success. With SFMC (Salesforce Marketing Cloud) journeys, we unlock the potential to create personalized and seamless experiences for your customers. By mapping out intricate paths, we guide individuals through tailored interactions, nurturing them at every step of their financial journey. Whether it’s onboarding, cross-selling, or retention, SFMC journeys empower you to deliver the right message to the right audience at the right time. But what if you could take it a step further? Enter Demandbase intent, a game-changer in B2B marketing. By harnessing intent data, we gain unprecedented insights into your target accounts’ interests and behaviors. This powerful tool allows us to prioritize and engage high-intent prospects, accelerating your sales pipeline and driving revenue growth. Of course, in the realm of financial services, not all customers are created equal. That’s where easy scoring buckets come into play. By simplifying the scoring process, we categorize prospects based on their engagement, propensity to convert, and lifetime value. With this data-driven approach, we enable your sales teams to focus their efforts where they matter most, optimizing resources and boosting conversion rates. Now, imagine the possibilities that arise from this seamless integration of SFMC journeys, Demandbase intent, and easy scoring buckets. The result? A digital transformation that revolutionizes the way financial services connect with their customers. From personalized experiences to data-driven targeting, your organization becomes a catalyst for growth and a trailblazer in the industry. So, are you ready to embark on this transformative journey? Together, we’ll navigate the complexities of digital transformation, unlocking the true potential of your financial services organization and shaping the future of customer engagement. Let’s embark on this exciting adventure and redefine what’s possible in the world of finance.

Revolutionize Financial Services with AI-driven intent + SFMC Journeys

Demandbase

Are you feeling like your marketing has become less effective? Like your digital, content and email campaigns are not creating the same amount of pipeline as they have in the past? The marketing playbooks we’ve used for years just aren’t working. Buyers are numb to our traditional tactics. In this session, Jon Miller, CMO of Demandbase and former cofounder of Marketo and CEO at Engagio, will share his new playbook filled with account-based techniques that are working today, including conditioning the market to your solution and engaging the right accounts at the right time with the right plays. And he’ll make you groan with some bad dad jokes as well.

Nothing Works Anymore: Why B2B Needs A New Playbook

Demandbase

Customer Lab: Maximizing Your ROI with Demandbase: A Practical Playbook for M...

Demandbase

As marketers, we have more raw data than we know what to do with. But how do you tell a story, extract insight, and know what to do next as a marketer when we are swimming in all the data? In this rapid-fire session, we will dive deep into methodically combining the principles of marketing data, the key reports to be looking at that matter to the C-suite, and scientific hypothesis-driven thinking.

Analytics that Matter: How to Turn Raw Data Into Actionable Insight Through H...

Demandbase

A Marketers Tale: How ABM Was Successfully Launched at Thales

Demandbase

In the words of legendary marketer (and boxer), Mike Tyson, “Everyone has a plan until they get punched in the mouth.” Markets change, you lose your star player, budgets get cut, what then? Join Demandbase’s Chris Moody, Head of GTM Thought Leadership, and Stephanie McArthur, ABX Expert, for this session to learn how to pivot your GTM strategy when things don’t go to plan (do they ever?). They’ll share how to: Reevaluate your focus - know what to look for and what to adjust Balance and measure multiple GTM strategies Make sure you’re investing in the right places Leverage intent data to improve the efficiency and effectiveness Use orchestration to your advantage (less manual, mundane tasks = more time)

How to Adjust Your GTM Strategy When Things Don’t Go to Plan

Demandbase

Launch, Measure, and Optimize Next-Level Advertising

Demandbase

ZS, a global technology and consulting firm, had one big problem: executive awareness. To tackle this problem, ZS partnered with B2B demand marketing agency Quarry to launch a 1:Few ABM campaign aimed at reaching executive change-makers at top client accounts. Hear from ZS and Quarry on how they cultivated executive relationships, achieved 100% engagement at top accounts, and built their brand awareness.

How to Reach and Influence Key Decision Makers_Final.pdf

Demandbase

Customer Lab - ABX for Sales 101 - Final.pptx

Demandbase

ABM is no longer the fastest path to growth – it’s essential for survival. Why? Because none of us have time or budget to waste. Over the last decade, the definition of account-based marketing (ABM) has evolved to an intelligence-driven go-to-market (GTM) framework that is essential in B2B marketing. This evolution has impacted B2B MarTech stacks – shifting away from solely relying on marketing automation platforms (MAPs) to needing technology that enables revenue organizations to be better informed, more targeted, more relevant, and therefore more efficient and effective. Join guest speaker Bob Peterson, VP, Principal Analyst at Forrester, James Meono, Director, Digital Marketing at Union Bank, and Jackie Palmer, Demandbase VP of Product Marketing to learn how to build a business case and successfully implement ABM at your organization.

How to Build a Business Case for ABM

Demandbase

Get F.I.R.E.d Up - Stop Hunch-Based Selling

Demandbase

ABM Charter Template and Explanation

Demandbase

More from Demandbase (20)

DGR_Digital Advertising Strategies for a Cookieless World_Presentation.pdf

Digital Marketing Spotlight: Lifecycle Advertising Strategies.pdf

Winning Target Accounts in a Cookieless Era

B2B & GTM Trends and Predictions for 2024.pdf

The Reports Your CMO Wants to See

Data Champions League: Winning Strategies for B2B Success

Demandbase + GTM Partners Analyst Hour - ROI Framework Workshop

The Reports Your CMO Wants to See (OpsStars)

Revolutionize Financial Services with AI-driven intent + SFMC Journeys

Nothing Works Anymore: Why B2B Needs A New Playbook

Customer Lab: Maximizing Your ROI with Demandbase: A Practical Playbook for M...

Analytics that Matter: How to Turn Raw Data Into Actionable Insight Through H...

A Marketers Tale: How ABM Was Successfully Launched at Thales

How to Adjust Your GTM Strategy When Things Don’t Go to Plan

Launch, Measure, and Optimize Next-Level Advertising

How to Reach and Influence Key Decision Makers_Final.pdf

Customer Lab - ABX for Sales 101 - Final.pptx

How to Build a Business Case for ABM

Get F.I.R.E.d Up - Stop Hunch-Based Selling

ABM Charter Template and Explanation

Recently uploaded

How consumers use technology and the impacts on their lives

Mathuraa

Alpha Media March 2024 Buyers Guide.pptx

Dave McCallum

Elevating Your Digital Presence by Evitha.pdf

evithatojoparel

Martal Group - B2B Lead Gen Agency - Onboarding Overview

Martal Group

The+State+of+Careers+In+Retention+Marketing-2.pdf

Social Samosa

SP Search Term Data Optimization Template.pdf

PauleneNicoleLapira

Elevate Your Advertising Game: Introducing Billion Broadcaster Lift Advertising

VikasYadav194549

Cartona.pptx. Marketing how to present your project very well , discussed a...

BeshoyFawaz1

SALES-PITCH-an-introduction-to-sales.pptx

23397013

Enhancing Business Visibility PR Firms in San Francisco

sanfranciscoprfirms

4 TRIK CARA MENGGUGURKAN JANIN ATAU ABORSI KANDUNGAN

Cara Menggugurkan Kandungan 087776558899

Best 5 Graphics Designing Course In Chandigarh

hamitthakurdma01

TAM_AdEx-Cross_Media_Report-Banking_Finance_Investment_(BFSI)_2023.pdf

Social Samosa

Email marketing is a low-cost and effective marketing strategy. It is an excellent way to generate leads, convert visitors to customers, and build engagement. However, you could miss many opportunities to turn profits without exploring the best email marketing practices. Whether you’re a beginner, intermediate, or expert email marketer, everyone wants the same – a high open and click-through rate. We want to see subscribers engaging with our email campaigns, open, and take action on the CTA. https://cybernaira.com/email-marketing-best-practices/

10 Email Marketing Best Practices to Increase Engagements, CTR, And ROI

Shamsudeen Adeshokan

2024 Social Trends Report V4 from Later.com

nmislamchannal

Social Media Marketing Portfolio - Maharsh Benday

MaharshBenday

In the realm of archaeology and linguistics, few artifacts hold the mystique and historical significance of the Rosetta stone. This unassuming slab of black basalt, discovered in 1799 by French soldiers during Napoleon’s campaign in Egypt, has since become synonymous with deciphering ancient mysteries. The Rosetta Stone, named after the town near where it was found, stands as a remarkable testament to human ingenuity and the relentless pursuit of understanding.

Unveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptx

elizabethella096

Instant digital issuance (IDI) creates a pre-activated digital version of a new or reissued card before physical card delivery. These digital cards, available for immediate use in a digital wallet for online shopping, are highly popular with consumers, especially younger, tech-savvy cardholders. The right customer communications for Instant Digital Issuance (IDI) can boost engagement and spend. Our card marketing experts have assembled an IDI overview with definitions and best practices for the critical first touch, including examples from Chase, SoFi, Venmo, Affirm, Bank of America and Chime.

Instant Digital Issuance: An Overview With Critical First Touch Best Practices

Media Logic

Hannah Brady - Powering Up Your Brand with Content @ Force24 All leads

HannahBrady19

Optimizing Your Marketing with AI-Powered Prompts

Vbout.com

Recently uploaded (20)

How consumers use technology and the impacts on their lives

Alpha Media March 2024 Buyers Guide.pptx

Elevating Your Digital Presence by Evitha.pdf

Martal Group - B2B Lead Gen Agency - Onboarding Overview

The+State+of+Careers+In+Retention+Marketing-2.pdf

SP Search Term Data Optimization Template.pdf

Elevate Your Advertising Game: Introducing Billion Broadcaster Lift Advertising

Cartona.pptx. Marketing how to present your project very well , discussed a...

SALES-PITCH-an-introduction-to-sales.pptx

Enhancing Business Visibility PR Firms in San Francisco

4 TRIK CARA MENGGUGURKAN JANIN ATAU ABORSI KANDUNGAN

Best 5 Graphics Designing Course In Chandigarh

TAM_AdEx-Cross_Media_Report-Banking_Finance_Investment_(BFSI)_2023.pdf

10 Email Marketing Best Practices to Increase Engagements, CTR, And ROI

2024 Social Trends Report V4 from Later.com

Social Media Marketing Portfolio - Maharsh Benday

Unveiling the Legacy of the Rosetta stone A Key to Ancient Knowledge.pptx

Instant Digital Issuance: An Overview With Critical First Touch Best Practices

Hannah Brady - Powering Up Your Brand with Content @ Force24 All leads

Optimizing Your Marketing with AI-Powered Prompts

How Smart Marketing Teams Scale for High Growth.pdf

4. 4 Copyright © 2022 Demandbase Initial research Social media First website visit Competitive site visits Buying committee research Social network Pipeline Evaluation Retain Research additional solutions Customer Unknown Known Form fill / Hand-raise / Demo request The Problem: Today’s B2B Buyers Journey is… Complex: >10 people to make a decision Anonymous: More signals are “outside” the traditional form-ﬁll then ever Fragmented: No central location for GTM teams to understand the entire journey

6. 6 Copyright © 2022 Demandbase 10,000 accounts 2,700 accounts 300 accounts 75 accounts 100 accounts 600 accounts 350 accounts 150 accounts Retention Cross-sell Customer Opportunity Decision Engaged Awareness Qualified TAM Early Research & Planning In-Market to Buy Increasing LCV Understand: which accounts, which people, and when Meet your prospects and customers where they are! With the content and messaging they are ready for… Account Score: 95 Lead Score: 83 Stage: Research and Planning Product: MicroBiology Systems Competitors: Alcon, Phillips

7. 7 Copyright © 2022 Demandbase Targeted Action: across all channels and automate whatever you need At the Right Time Intent Intent Surge Aware Engaged MQA Meeting Closed - Lost No Engagement Content & Message Open Opp Closed-Won The Right Target Channel

8. 8 Copyright © 2022 Demandbase Scale: increase marketing productivity with ease Data Changes Predictive Scores Intent Behaviors People/Account Activity Website Visits CRM MAS Sales Inbox/Calendars Take Action(s) Email 3rd Party Ad Channels List Building/Updates Sales Automation Direct Mail CRM Changes Sales Tasks/Alerts If this…. Then that…. AUTOMAGICALLY!!

How Smart Marketing Teams Scale for High Growth.pdf

Recommended

Recommended

More Related Content

Similar to How Smart Marketing Teams Scale for High Growth.pdf

Similar to How Smart Marketing Teams Scale for High Growth.pdf (20)

More from Demandbase

More from Demandbase (20)

Recently uploaded

Recently uploaded (20)

How Smart Marketing Teams Scale for High Growth.pdf