The document provides an update on a marketing automation project for North America. It outlines the roles and responsibilities of various teams involved in the project including executive sponsors, marketing leads, and sales operations. It also describes the goals of implementing a closed-loop process to convert more leads into customers. Finally, it lists various CRM solutions, tools, and resources that will be used to support the marketing automation environment and closed-loop process.
In partnership with a leading global technology analyst firm, Dun & Bradstreet commissioned a new study to examine how Customer Data Management (CDM) impacts business development and overall performance. This exclusive study proves that smart CDM is essential for driving growth and staying ahead of the data explosion
Scaling Account-Based Marketing in the Digital AgeDun & Bradstreet
Despite spending billions of dollars in pursuit of growth, only a select few companies actually achieve it. Rishi Dave, CMO of Dun & Bradstreet, explores the marriage of data, technology and account-based marketing via a “relationship platform” that can be your company’s springboard to growth.
Target Better, Nurture Better and Close Better. Learn how Dun & Bradstreet data within Oracle Cloud can help businesses grow relationships and revenue.
The 4C’s of Master Data - The Fundamental Elements of Commercial RelationshipsDun & Bradstreet
Customer, vendor, partner and prospect are the fundamental elements of commercial relationships. To manage those entities, they need a common structure. Here are four ways to master your data.
Take a look at the stories and statistics behind some of Dun & Bradstreet’s most successful analytics projects with our enterprise analytics case study look book.
In this presentation, Paul Ballew, D&B's Chief Data and Analytics Officer, explains the three levels of insight needed to gain an informed perspective for smarter decisions involving big data.
In partnership with a leading global technology analyst firm, Dun & Bradstreet commissioned a new study to examine how Customer Data Management (CDM) impacts business development and overall performance. This exclusive study proves that smart CDM is essential for driving growth and staying ahead of the data explosion
Scaling Account-Based Marketing in the Digital AgeDun & Bradstreet
Despite spending billions of dollars in pursuit of growth, only a select few companies actually achieve it. Rishi Dave, CMO of Dun & Bradstreet, explores the marriage of data, technology and account-based marketing via a “relationship platform” that can be your company’s springboard to growth.
Target Better, Nurture Better and Close Better. Learn how Dun & Bradstreet data within Oracle Cloud can help businesses grow relationships and revenue.
The 4C’s of Master Data - The Fundamental Elements of Commercial RelationshipsDun & Bradstreet
Customer, vendor, partner and prospect are the fundamental elements of commercial relationships. To manage those entities, they need a common structure. Here are four ways to master your data.
Take a look at the stories and statistics behind some of Dun & Bradstreet’s most successful analytics projects with our enterprise analytics case study look book.
In this presentation, Paul Ballew, D&B's Chief Data and Analytics Officer, explains the three levels of insight needed to gain an informed perspective for smarter decisions involving big data.
The Hidden Gems: Optimizing your DNB Credit ReportsDun & Bradstreet
The following presentation explores how businesses can mine maximum insight from their D&B credit reports, including finding the right business to identifying high-risk and special event triggers.
From Insights to Impact | X.Days 2018 | Tobias ZehnderWebrepublic
Data Driven Marketing ist der neue Standard: Eine solide Webanalyse ist auf jeder Website implementiert und die Geschäftsleitung hat ihr eigenes Performance-Dashboard. Die Erfahrungen zeigen jedoch, dass die Erhebung dieser Daten nicht immer an strategische Ziele geknüpft ist und aus den Daten nur selten konkrete, zielführende Massnahmen abgeleitet werden. Das wirft folgende Fragen auf: Verstehen alle Stakeholder im Unternehmen die Bedeutung der festgelegten Kennzahlen? Und werden aus dem Datenmeer tatsächlich geschäfts- und kommunikationsrelevante KPIs gehoben und als Entscheidungsgrundlage genutzt? Tobias Zehnder zeigt auf, wie im Digital-Marketing relevante Kennzahlen identifiziert werden und wie man damit laufende Kampagnen auf Effizienz und Effektivität optimiert. Zudem legt er dar, warum drei gut gewählte KPIs zielführender sind als ein allumfassendes Dashboard.
Search Marketing is extremely cost-effective for driving traffic to your website. However, it's conversions that will have a real impact on revenue. In this webinar, we will show you best practices to increase and measure conversions, and share actionable insights to help you maximize ROI.
In Webmarketing123's webinar, 3 Easy Steps to Boost Site Conversions, you'll learn how to:
-Quantify ROI for your SEO campaign
-create goal and event tracking in Google Analytics
-Optimize lead generation forms
-Determine the most profitable traffic sources.
The digital marketing technology stack is like a stack of pancakes. Too little and you might not be satisfied. Too much and you have buyer's remorse. How do you get it just right?
Carly Gorka is a marketing professional with 5+ years of experience in marketing automation and project management with a solid background in both tactical execution and strategic guidance. Well-versed in digital integration across a variety of products and marketing communications. A natural curiosity for tinkering with, testing, and optimizing processes, I'm a strategy and analytics nerd at heart, and I love a challenge. My passions lie in marketing automation and campaign strategy, developing and tailoring campaigns to engage and nurture target audiences.
Social has played an essential, introductory role in brands’ digital transformation. It has shown tangible results and allowed to track change and progress.
But how can you leverage any social media operation to transcend beyond its direct impact? This webinar explores the future and evolution of content studios, from social only to full-on digital.
Scalable B2C lead generation is what we do. Every client we work with has different objectives. However, acquiring quality sales leads within affordable CPL’s and being able to accurately track conversions come as standard.
We have access to countless lead sources throughout the world and we know what works and doesn’t work!
At Progressive Sales we generate quality leads on a daily basis where numbers can be relied on each day. We are proud of the fact that the majority of agencies and brokers we work with refers to us as one of their preferred suppliers.
Social Supply Chain and Sales Pipeline BridgeSteelwedge
Social Supply Chain: Linking Sales Intelligence to Supply Chain and Finance What Do Cloud, Your Demand Plan, S&OP and Sales Pipeline Have in Common?
Undoubtedly, you have a lot of good information in your CRM system. But do you know how to best leverage it to manage your entire business, from Sales to Supply to Finance?
Join Bruce Richardson, Chief Enterprise Strategist at salesforce.com for the webinar, "Social Supply Chain: Linking Sales Intelligence to Supply Chain and Finance - What Do Cloud, Your Demand Plan, S&OP and Sales Pipeline Your Have in Common?"
This webinar will provide guidance on how to fill the "missing link" in your sales and operations planning (S&OP) process-leveraging the intelligence contained in your sales pipeline to inform your consensus demand planning process. This is an important step towards the Social Supply Chain. Bruce will explain how you can:
1. Evolve your operations into a Social Supply Chain
2. Aggregate pipeline information for supply/demand balancing and operations planning decisions
3. Provide visibility and insight into significant pipeline assumptions, expectations and changes
4. Translate pipeline confidence into accurate revenue and margin projections for better Integrated Business Planning (IBP)
To learn more about S&OP or IBP please visit: http://www.steelwedge.com/solutions/
The Hidden Gems: Optimizing your DNB Credit ReportsDun & Bradstreet
The following presentation explores how businesses can mine maximum insight from their D&B credit reports, including finding the right business to identifying high-risk and special event triggers.
From Insights to Impact | X.Days 2018 | Tobias ZehnderWebrepublic
Data Driven Marketing ist der neue Standard: Eine solide Webanalyse ist auf jeder Website implementiert und die Geschäftsleitung hat ihr eigenes Performance-Dashboard. Die Erfahrungen zeigen jedoch, dass die Erhebung dieser Daten nicht immer an strategische Ziele geknüpft ist und aus den Daten nur selten konkrete, zielführende Massnahmen abgeleitet werden. Das wirft folgende Fragen auf: Verstehen alle Stakeholder im Unternehmen die Bedeutung der festgelegten Kennzahlen? Und werden aus dem Datenmeer tatsächlich geschäfts- und kommunikationsrelevante KPIs gehoben und als Entscheidungsgrundlage genutzt? Tobias Zehnder zeigt auf, wie im Digital-Marketing relevante Kennzahlen identifiziert werden und wie man damit laufende Kampagnen auf Effizienz und Effektivität optimiert. Zudem legt er dar, warum drei gut gewählte KPIs zielführender sind als ein allumfassendes Dashboard.
Search Marketing is extremely cost-effective for driving traffic to your website. However, it's conversions that will have a real impact on revenue. In this webinar, we will show you best practices to increase and measure conversions, and share actionable insights to help you maximize ROI.
In Webmarketing123's webinar, 3 Easy Steps to Boost Site Conversions, you'll learn how to:
-Quantify ROI for your SEO campaign
-create goal and event tracking in Google Analytics
-Optimize lead generation forms
-Determine the most profitable traffic sources.
The digital marketing technology stack is like a stack of pancakes. Too little and you might not be satisfied. Too much and you have buyer's remorse. How do you get it just right?
Carly Gorka is a marketing professional with 5+ years of experience in marketing automation and project management with a solid background in both tactical execution and strategic guidance. Well-versed in digital integration across a variety of products and marketing communications. A natural curiosity for tinkering with, testing, and optimizing processes, I'm a strategy and analytics nerd at heart, and I love a challenge. My passions lie in marketing automation and campaign strategy, developing and tailoring campaigns to engage and nurture target audiences.
Social has played an essential, introductory role in brands’ digital transformation. It has shown tangible results and allowed to track change and progress.
But how can you leverage any social media operation to transcend beyond its direct impact? This webinar explores the future and evolution of content studios, from social only to full-on digital.
Scalable B2C lead generation is what we do. Every client we work with has different objectives. However, acquiring quality sales leads within affordable CPL’s and being able to accurately track conversions come as standard.
We have access to countless lead sources throughout the world and we know what works and doesn’t work!
At Progressive Sales we generate quality leads on a daily basis where numbers can be relied on each day. We are proud of the fact that the majority of agencies and brokers we work with refers to us as one of their preferred suppliers.
Social Supply Chain and Sales Pipeline BridgeSteelwedge
Social Supply Chain: Linking Sales Intelligence to Supply Chain and Finance What Do Cloud, Your Demand Plan, S&OP and Sales Pipeline Have in Common?
Undoubtedly, you have a lot of good information in your CRM system. But do you know how to best leverage it to manage your entire business, from Sales to Supply to Finance?
Join Bruce Richardson, Chief Enterprise Strategist at salesforce.com for the webinar, "Social Supply Chain: Linking Sales Intelligence to Supply Chain and Finance - What Do Cloud, Your Demand Plan, S&OP and Sales Pipeline Your Have in Common?"
This webinar will provide guidance on how to fill the "missing link" in your sales and operations planning (S&OP) process-leveraging the intelligence contained in your sales pipeline to inform your consensus demand planning process. This is an important step towards the Social Supply Chain. Bruce will explain how you can:
1. Evolve your operations into a Social Supply Chain
2. Aggregate pipeline information for supply/demand balancing and operations planning decisions
3. Provide visibility and insight into significant pipeline assumptions, expectations and changes
4. Translate pipeline confidence into accurate revenue and margin projections for better Integrated Business Planning (IBP)
To learn more about S&OP or IBP please visit: http://www.steelwedge.com/solutions/
Lead generation economic development - Join hands with PSD GlobalAndy soly
PSD Global is an international consulting firm, focused on Lead generation economic development, helps to accelerate their international sales and business development objectives. We also assist Trade/Investment Promotion agencies to broaden their trade development and investment attraction footprint by providing business matchmaking, trade promotion and lead generation services. Our business has expanded to other segments as well, such as global development for multilateral agencies and wireless training.
PSD Global’s US market entry practice is designed to provide a cost-efficient and reliable international sales implementation solution for high-growth, mid-market technology firms.
For more info visit @ http://www.psdglobal.com
We've added infographics and presentation examples to our arsenal! Still included are campaign analysis dashboards, media audits, membership analysis, and mapping with data.
Dynamics365 for Marketing is integrated with other units of the CRM System such as Customer Service and Sales for better collaboration among functional units of the entire marketing department... http://bit.ly/2IvqnKu
Revenue Operations Analytics: A Strategic BlueprintKwanzoo Inc
The true value in your KPIs is understanding how they complete the bigger picture of the customer journeys that drive the most impact for your business.
Customer data platforms (CDPs) are now ubiquitous and have created a lot of buzz. But many marketers are still unsure exactly how they work and how they enhance advertising strategies. The answer: nothing is more important than first-party customer data. Learn how to successfully optimize your current marketing efforts by utilizing your first-party customer data and enhance your value proposition messaging to grow sales.
I analyzed Salesforce.com by digging deep into the company's history, reviewing their financial statements and justifying my valuation methods. This is my final term paper for Financial Statement Analysis from the Spring of 2013.
2016 Lead Nurturing Report In Partnership With Salesforce PardotVeena Glover
Lead nurturing is a powerful marketing strategy and it is evident that marketers would like to continue reaping the rewards of their nurturing programs by setting a variety of objectives that revolve around this indispensable tool.
emedia and Pardot set out to discover the latest and greatest lead nurturing strategies currently deployed by the top tier marketers to drive their prospects through the buying cycle.
This report draws its conclusions from a 2016 survey that polled a large sample of B2B marketers based in EMEA and US/NA.
Insight into the mind of your peers: Discover the benefits that marketers have reaped, challenges they've faced and the future goals that they're now aspiring to.
You'll find top tips on numerous topics including segmenting data, personalising programs and marketing automation. This report will fuel your future plans and help you to design and implement successful lead nurturing campaigns.
B2B Lead Generation Agency in Pune and USA | Intellitech SolutionsSatyajit Shinde
Intellitech Solutions is a Total Business Solutions provider with services ranging from B2B Lead Generation, Telemarketing, Email Marketing, Account-Based Marketing, Marketing Qualified Lead, BANT, Sales Ready Lead, etc.
For more details, contact us @ https://www.intellitechsoln.com/contact-us
Forrester Wave | BPM Platforms for digital business 2015Rick VARGAS
Pegasystems Leads The Pack
Forrester’s research uncovered a market in which
Pegasystems, Appian, and IBM continue to lead
the pack. Software AG, Oracle, Newgen Software,
OpenText, Bizagi, K2, and DST Systems offer
competitive options. Red Hat and TIBCO
Software lag behind.
The BPM Platforms Market Is Growing As EA
Pros Accelerate Digital Transformation
The BPM platforms market is growing because
more EA professionals see BPM as a way to
address emerging challenges for customer
experience and digital business. This market
growth is, in large part, because EA pros
increasingly trust BPM platform providers to act
as strategic partners, helping them transform
how they use technology to win, serve, and retain
customers in the digital age.
The ultimate guide to current best practices for today’s data centers, this book has been updated and refreshed to reflect the current state of Big Data technologies
Like all channels of marketing, channel and data integration are keys to success. The more complex of the two is in the data.
If you're immersing into the world of mobile or location based marketing, familiarize yourself with location data management (LDP). To start read SIM Partners white paper "The CMO's Guide to Location Data Management."
2. In collaboration with 2
Marketing Automation Team Roles and Responsibilities (AM)
Role Responsibilities Owner
Executive
Sponsor
Based on priorities within the business, provides guidance to the team, around target audience,
content synthesis, and program timelines
John Manos,
Joe Golden,
Randy
Cozzens
Marketing SPOC Responsible for Campaign planning, Content Creation, BU/Sales alignment
Serves as the single point of contact for the BU
Responsible for the Closed Loop Process (CLP) between Marketing and Sales as it relates to Sales
Accepted Leads (SAL)
Rick Vargas
CRM/Marketing
Automation
Program Lead
Oversees SPADE Marketing, SFDC, Marketo, and the Data Warehouse
Sets scope, strategy and direction of our marketing automation environment based on input from
internal stake holders
Responsible for the Closed Loop Process (CLP) between Marketing and Sales as it relates to Sales
Accepted Leads (SAL)
Rick Vargas
Digital
Marketing/Marke
ting Automation
Lead
Develops Digital Marketing Programs
Sets scope, strategy and direction of our marketing automation environment based on input from
internal stake holders
Dan Stevens
Sales Operations Oversees SPADE Sales
Responsible for the Closed Loop Process (CLP) between Marketing and Sales as it relates to Sales
Accepted Leads (SAL)
Aligns with
Cheryl
Fritsch-
Middleton,
Jana Wilson
SPADE
Marketing
Support
Ensures Sales Accepted Leads (SAL) are entered to SPADE
MCOS
3. In collaboration with 3
Our Fully Integrated Marketing Automation Environment enhances how we go
to market and improves the quality of the leads we generate for sales
Data & Business
Intelligence
Sales Force Automation
Marketing Automation
Contact
s
Engaged
Formalizing
Agreement
MQL
SQL
Opportunity
Proposing
Finalizin
g
Solution
Winning
Strateg
y
Marketing
Led
Sales
Led
4. In collaboration with 4
How will this help expand our footprint with existing and
new accounts?
Finance
Subsidiary
IT Procure
Subsidiary
Parent
Finance IT Procure
We may have booked business within the IT department of
an account, but we don’t have solid relationships in finance or
procurement.
Competitive intelligence has not been
centrally organized which in turn limits our
ability to react to conditions happening
across the family tree of our accounts
In this example, a competitor just won
business at a family member of one of our
accounts
We’ve struggled in the past to accelerate and
expand relationships across the family trees of our
accounts
In this example, we booked a project with a
subsidiary whose parent we should pursue for
Applications Outsourcing
List churn is a big challenge and can have an
adverse effect on sales and marketing
efficiencies. The average rate of annual churn
hovers around 20 to 30 percent for most
companies.
Challenge:
5. In collaboration with 5
How will this help expand our footprint with existing and
new accounts?
Subsidiary
Finance IT Procure
Parent
Subsidiary
Finance IT ProcureFoster better collaboration
among internal teams to help
close the loop between sales
and marketing
Extend our outreach capabilities
and reach into our target audience
to help improve client intimacy
Increase pipeline and bookings within our
top priority accounts by leveraging
intelligence across the entire corporate
family tree
Solution:
6. In collaboration with 6
Our Goal: Convert More Leads Into Customers
We will accomplish this using a closed-loop process by:
1. Executing sector-based marketing programs
2. Targeting the right contacts, with the right content at the right time
3. Enhancing our processes with proven lead scoring, lead nurturing and lead
monitoring techniques
Prior Sales FocusThe B2B Lead
Development gap
Issue 1: Marketing handed off
leads too early. Unqualified leads
wasted sales’ time.
Issue 3: Sales cherry picked leads, letting
longer-time-frame leads leak out.
Issue 2: Marketing spent
more to recapture lost leads.
KNOWN
Our Closed-Loop Process will Close
the Gap in The Middle of the Funnel
ENGAGED MQL
MQL: Marketing Qualified Lead SAL: Sales Accepted Lead SQL: Sales Qualified Lead
SAL SQL OPPORTUNITY (3-7) WON
1
3
2
1
2
3
Prior Marketing Focus
House Database
3rd Party Sources
Website Visitors
Teleprospecting
Sponsorships
Etc…
Events/Booth Visits
7. In collaboration with 7
Marketing Automation Project Time-Line
Sep
11
Oct
11
Nov
11
Dec
11
Jan
12
Feb
12
Mar
12
Apr
12
May
12
Jun
12
Jul
12
Aug
12
Marketo
MLM &
Sales Insight
List Services
Corp.
(Data Warehouse)
Training Develop training materials for sales and marketing teams
Plan
Build
Test Phase 1
Test
Run Phase 1
Plan Phase 2
Run
8. In collaboration with 8
CRM Solutions / Tools / Resources
CRM environment for pre-Stage 3 actitvities
We use 2 D&B solutions- Selectory & Hoovers
Selectory is used to maintain the data quality of the accounts stored in Salesforce.com.
Hoovers is used to research a DUNS and pull company and contact profiles. Julie B and Rick
V have access to both Selectory and Hoovers
OneSource & iSell are solutions that are integrated with Salesforce.com that allows users to
research company & executive profiles, news, industry reports, market research, and add in
contacts not currently on file in Salesforce.com. This is self serve and all users in
Salesforce.com have access to this service.
Marketo is the email marketing automation solution that we use to run our email marketing
programs. Reports can be generated out of Marketo or out of Salesforce.com. The solution is
integrated with Salesforce.com which allows us to provide a 360 degree view against digital
interactions happening at an account at the contact level.
List Services houses our entire sales and marketing database in SmartFocus. Data hygiene
happens here. They are also managing our prospecting database programs which consists of
those individuals who we have not engaged with yet and are not in our database today.
Data.com (formerly Jigsaw) is a comprehensive B2B database that provides access to highly
accurate and 100% complete B2B contacts, continuously sourced, validated, and updated by a
2-million member cloud-based community.(Crowd Sourcing). Data.com will help us
communicate more effectively using insights—from sources such as social feeds and
demographics—from their growing list of innovative data partners.
9. In collaboration with 9
CRM Solutions / Tools / Resources
OnTarget is our inside sales supplier responsible for generating qualified leads for sales
IDC provides us with contract information in the consulting and outsourcing space. Each time a
deal is announced via a press release, IDC captures that data in their database. IDC now
carries DUNS on their file which enables the CRM MA team to track contracts at the accounts in
our database. We typically use IDC to track contract expirations.
Salesquest, owned by Seligence, are the publishers of the Crush Reports. Crush Reports are
available on the Fortune 1000. These reports take a deeper dive into the inner workings and
operations of a business. Seligence compile public record data and they also conduct
interviews with key executives in the business to build these reports. The reports take up to 2
weeks to develop. These reports can be used by sales to uncover needs and/or areas of a
companies business where Capgemini can have a positive impact. Marketing also compiles the
email addresses contained in each report purchased. These reports cost $500/ report