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Account-Based Analytics: A Foundation for Success with Charm Bianchini of Engagio
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Account-Based Analytics Framework
1.
Copyright ©2018 Engagio,
Inc. Account-Based Analytics: A Foundation for Success Charm Bianchini Head of Global Demand @CharmBianchini
2.
Copyright ©2018 Engagio,
Inc. New Strategies Require New Measurement • Need to move from lead-based reporting to account- based metrics • Defend (and expand) Marketing budget • Align Sales & Marketing • Improve Marketing decisions – faster and better 2
3.
Copyright ©2018 Engagio,
Inc. How is ABM different from demand generation?
4.
Copyright ©2018 Engagio,
Inc. Leads vs. Accounts Fishing with nets. You don’t care which fish you catch as long as you catch enough fish. Very lead-centric. Demand Generation Fishing with spears. You care deeply about which fish you catch, and you’re going to proactively go pursue those fish. Account Based Marketing
5.
Copyright ©2018 Engagio,
Inc. ABM Metrics Are Different • Focus on quality not quantity • Team effort • Track accounts not leads (MQAs not MQLs) • Time spent (engagement minutes) • Track impact and influence more than try to apportion ‘credit’
6.
Copyright ©2018 Engagio,
Inc. Different Questions for Each Stage 6 1. We just launched the pilot/initiative – are we engaging people at our target accounts? 2. What % of our accounts are we progressing to the next stage? – ex: meetings, pipeline, cross-sell? 3. We ran 4 types of program initiatives – which worked best?
7.
Copyright ©2018 Engagio,
Inc. Measure All Key Stages of Your ABM Initiatives Engagement Journey Analytics Program ROI
8.
Copyright ©2018 Engagio,
Inc. Build an Account Foundation Account Intelligence ● Unify account data to power accurate account intelligence ● Make your marketing operations account- centric ● Move away from lead- based to account-centric systems
9.
Copyright ©2018 Engagio,
Inc. Type Metric Description Accounts Engagement Am I creating and deepening relationships with my target accounts? Journeys Outcomes How do accounts move through their buying journeys towards the outcomes (pipeline, revenue) we care about? Programs ROI What is the marketing return on investment on my programs (multi-touch attribution)? The Framework for ABM Analytics
10.
Copyright ©2018 Engagio,
Inc. 1- Account Analytics Engagement: Am I creating and deepening relationships with my target accounts?
11.
Copyright ©2018 Engagio,
Inc. Coverage Do you have sufficient data, opt-in contacts, and account plans for each target account?
12.
Copyright ©2018 Engagio,
Inc. Engagement Prioritization ● Track actual, real engagement as intent ● Measure at the account level ● Easy to understand by sales ○ Time someone spends with you Time is MONEY
13.
Copyright ©2018 Engagio,
Inc. Engagement Prioritization Capture meaningful sales and marketing activities of every person at a target account Look at: ● CRM ● Email ● Calendar Meetings ● Website Visits ● Marketing Campaigns
14.
Copyright ©2018 Engagio,
Inc. Take a Baseline for Engagement 1,600 minutes 17,000+ minutes 989 Target Accounts over one year period – 10X increase
15.
Copyright ©2018 Engagio,
Inc. Engagement Data Uses Prioritization • Account Prioritization • Account scoring • Identification of engaged accounts • Sales/marketing activities views • Account reviews or other meetings like QBRs
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Inc. Example - Weekly Email Prioritization ● Marketing and AEs review weekly account level engagement for prioritization ● Focus on accounts that matter ● Assign responsibility
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Copyright ©2018 Engagio,
Inc. Example – Account Report Are the right people at the account spending time with your company?
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Inc. MQAs
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Inc. Marketing Qualified Account: A target account (or discrete buying center) that has reached a sufficient level of engagement to indicate possible sales readiness What Is an MQA?
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Inc. The Account Funnel and MQAs • MQA is an important milestone in an account’s journey to becoming a customer Shows: • Depth and breadth of engagement • Timeframe • Advanced: – Company – Persona – Activity Type 2 0
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Inc. MQLs vs. MQAs ● Decide what marketing strategy you have – DG vs ABM ● Use both if you have a hybrid approach ● Transition to MQAs if/when you are ready
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Inc. Meet with Sales Early and Often ● Understand the definition and importance of an MQA ● Involve in the weighting of engagement minutes ● Ask for feedback ● Report on success ● Agree on SLAs ● Adjust and tune
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Inc. Assign Engagement Minutes
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Inc. Define Thresholds
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Inc. Prioritization ● Prioritize accounts that matter for follow up ● Understand account level activity ● Create SLAs for proper outreach Make MQAs Actionable
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Inc. 2- Journey Analytics Outcomes: How do accounts move through their buying journeys towards the outcomes (pipeline, revenue) we care about?
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Inc. Why Account Journeys 27 Sales never talks about how many leads they close, they talk about accounts they close
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Inc. MQA Aware No Engagement Opp Customer Advocacy Renewal Upsell / Cross-sell Many Journeys for Many Outcomes
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Inc. Mapping The New Business Journey 29 • Coverage Account • Sales Accepted Account (Meeting) • Deal Nurture Account • Disqualified Account • Recycled Account • Lost Account More Advanced StagesBasic Stages
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Inc. Account Journey Metrics Journey KPI’s Example Metric Questions It Will Answer Volume # of Accounts that move into a stage $ Value of Accounts that move into a stage How many MQAs did we create this month? How many Opportunities did we create over time? What is the value of sales pipeline generated? How much do we invest for each Opportunity? Balance # of Accounts in each stage $ Value of Accounts in each stage How many Target Accounts are Engaged? How many open Opportunities are there? Are these trending up or down? Conversion Rate % of Accounts that move from one stage to another What percentage of target accounts become Opportunities? What percentage of MQAs become Customers? What type of Accounts convert the best? Velocity Average # of days between any two stages How long does it take to move an Account from MQA to Opportunity? Do certain types of Accounts move through the funnel faster than others? What is the average time spent in each stage?
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Inc. Bringing It Together 31 Drill into differences by account type – segment, source, industry, geo, etc.
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Inc. 3- Program Analytics ROI: What is the marketing return on investment on my programs (multi-touch attribution)?
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Inc. Start with Your Questions Before “Data Diving” Examples: • What types of activities are best for acquisition? • What types of activities are good for executive engagement? • What types of activities help deal acceleration? • Is program A or B more effective for pipeline? 33
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Inc. Return on Investment Helps us understand WHERE we should be investing. Want the best return possible. Program Investment Pipeline Created Return Event A $10,000 $50K 5x Event B $20,000 $200K 10x
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Inc. Attribution Models What is effective for acquisition / early stage engagement versus acceleration? Program First Touch Multi-Touch Content Asset $100K $5K Field Dinner $10K $300K
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Inc. Sophistication of Measurement Campaign Influence Single Touch (First / Last) Equal- Touch Attribution 36
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Inc. 37 First Touch
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Inc. 38 Last Touch
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Inc. 39 Equal Touch
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Inc. 40 Account-Based Account- based lets you bring in ALL activity, not just marketing campaigns
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Inc. Example: First Touch By Campaigns
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Inc. Example: Equal Touch By Channels
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Inc. Example: Account-Based Attribution
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Inc. • Determine if ABM is right for you • Move from lead-based reporting to account-based metrics • Start your ABM journey by building a strong account foundation • Measure engagement, account journeys, and program ROI to understand if your ABM programs are working Key Takeaways @CharmBianchini
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Inc. Need to Measure and Prove ABM Program Impact? DOWNLOAD the Clear and Complete Guide to ABM Analytics today! Get the guide at engagio.com/analytics-guide
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Inc. Stop By Our Booth to Learn More! Engagio helps: • Establish an ABM foundation • Run personalized Plays • Measure engagement & prove impact 46 www.engagio.com
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Thank You! Charm Bianchini Engagio @CharmBianchini
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