1) Fewer than 1 in 4 respondents report that their marketing automation platform has met most or all of their expectations. Only 1 in 5 respondents are satisfied with the quality of their data.
2) The most important features of marketing automation platforms, such as actionable analytics and reporting, have also been the most disappointing. Key features are also the most challenging to use.
3) Three-quarters of respondents feel measuring marketing impact is very important, but less than 19% feel confident they can do so accurately.
Webinar - Why You Should Let Your Buyer Design Your Sales Process eCornell
“The buyer is in charge” is one of the most popular refrains in contemporary business sales and marketing today. Well it’s true; the Internet has changed buyer behavior forever. In the old days of business sales, the seller controlled the conversation. Now, the Internet has given the power back to the buyer. Marketing has undergone a radical transformation to change their approach to meet the new buyer’s expectations. It’s sales’ turn.
The reality is the buyer views their experience with a vendor as one of the most important factors in buying. When polled, buyers rate their experience with vendors higher than the expected answers of product and price. The sales leader’s imperative is to deliver the sales experience their buyers want and expect.
Craig Rosenberg is in the Chief Analyst for TOPO. TOPO helps organizations optimize their sales and marketing to order to deliver remarkable buying experiences. He has worked with 100’s of sales, inside sales, and marketing organizations to design, build and optimize their processes. He is known to many as the "Funnelholic", the name of his very popular sales and marketing blog.
In this webinar, we provide you with the blueprint and specific use case examples. You will learn:
- Best practices for understanding your buyer
- How the buyer affects your organizational design including people, process and technology
- Specific examples of companies creating buyer-responsive processes
- This discussion is tailored for CEOs, execs, VPs, upper-level management, and anyone involved in sales and overall business strategy.
Generic presentation on how to establish an Inside Sales (telephone sales) department, including determining team objectives, development of Inside Sales team, adapting marketing messages to Inside Sales delivery, sales call process, and evaluation of both team and individual team members.
Presentation is a sanitized version of one delivered to a specific company; budgets, specific marketing messages, and timeline implementation targets have been removed.
7 Salesforce Reports Every Inside Sales Manager Should Be PullingInsideSales.com
Featuring Mark Littlefield, Sr Product Manager at InsideSales.com
Friday 9th September 2016 at 2:00pm BST
In today’s data-driven world, you’ve got to know your metrics. It’s what leads to quantitative decision making and launches careers. We’ve selected seven reports, five common mistakes and five KPIs you can use to drive rep performance and grow sales.
In this webinar we will show you Salesforce reports that will help answer:
Which reps are being the most effective
Who to call
How many times to call
When your prospects are most likely to answer your calls
Webinar - Why You Should Let Your Buyer Design Your Sales Process eCornell
“The buyer is in charge” is one of the most popular refrains in contemporary business sales and marketing today. Well it’s true; the Internet has changed buyer behavior forever. In the old days of business sales, the seller controlled the conversation. Now, the Internet has given the power back to the buyer. Marketing has undergone a radical transformation to change their approach to meet the new buyer’s expectations. It’s sales’ turn.
The reality is the buyer views their experience with a vendor as one of the most important factors in buying. When polled, buyers rate their experience with vendors higher than the expected answers of product and price. The sales leader’s imperative is to deliver the sales experience their buyers want and expect.
Craig Rosenberg is in the Chief Analyst for TOPO. TOPO helps organizations optimize their sales and marketing to order to deliver remarkable buying experiences. He has worked with 100’s of sales, inside sales, and marketing organizations to design, build and optimize their processes. He is known to many as the "Funnelholic", the name of his very popular sales and marketing blog.
In this webinar, we provide you with the blueprint and specific use case examples. You will learn:
- Best practices for understanding your buyer
- How the buyer affects your organizational design including people, process and technology
- Specific examples of companies creating buyer-responsive processes
- This discussion is tailored for CEOs, execs, VPs, upper-level management, and anyone involved in sales and overall business strategy.
Generic presentation on how to establish an Inside Sales (telephone sales) department, including determining team objectives, development of Inside Sales team, adapting marketing messages to Inside Sales delivery, sales call process, and evaluation of both team and individual team members.
Presentation is a sanitized version of one delivered to a specific company; budgets, specific marketing messages, and timeline implementation targets have been removed.
7 Salesforce Reports Every Inside Sales Manager Should Be PullingInsideSales.com
Featuring Mark Littlefield, Sr Product Manager at InsideSales.com
Friday 9th September 2016 at 2:00pm BST
In today’s data-driven world, you’ve got to know your metrics. It’s what leads to quantitative decision making and launches careers. We’ve selected seven reports, five common mistakes and five KPIs you can use to drive rep performance and grow sales.
In this webinar we will show you Salesforce reports that will help answer:
Which reps are being the most effective
Who to call
How many times to call
When your prospects are most likely to answer your calls
Developing a Sales Playbook is the optimal way to have your entire team follow the Best Practices required to have everyone perform as well as your best.
Badania A.T. Kearney - „Beyond limits. The future of B2B Sales” zostały przeprowadzone w 2015 r. wśród grupy 1600 sprzedawców (głównie szefów sprzedaży na całym świecie).
Ostatnia dekada stworzyła niemal nieograniczone możliwości dla rozwoju sprzedaży w sektorze B2B. Proces sprzedażowy koncentruje się tutaj coraz bardziej na potrzebach klientów, ich rosnącej sile nabywczej oraz ich oczekiwaniach, co zbliża działanie w nim i stosowane narzędzia do sektora B2C. Jakie czynniki przyczyniają się do tego, że występuje dwukrotna luka w efektywności między najlepszymi sprzedawcami z sektora B2B a tymi najmniej efektywnymi? Co sprawia, że liderzy umieją więcej sprzedawać i z większym zyskiem?
Według badań wzrost efektywności sprzedawców ma wpływ na wzrost obrotów firmy aż o 26%, więc jest o co walczyć. Efektywność określonych działań w kontekście wzrostu obrotów nie jest też przypadkowa. Dzisiejsi liderzy sprzedaży wykorzystują szybko pojawiające się zmiany rynkowe i generują coraz większe zyski dla swoich przedsiębiorstw. Przewaga pomiędzy najlepszymi i przeciętnymi osiągnięciami sprzedawców jest już teraz bardzo duża, a według prognoz będzie dalej rosła.
Przytoczone badanie A.T.Kearney pokazuje szeroką polaryzację pomiędzy firmami Liderami a firmami Średniakami jeżeli chodzi o uzyskiwane wyniki. Miernikami skuteczności sił sprzedaży w tym badaniu są między innymi: wzrost obrotów, wzrost efektywności ekonomicznej, stosowanie dopasowanych metodyk sprzedaży, poziom kompetencji.
Badania A.T. Kearney - „Beyond limits. The future of B2B Sales” zostały zaprezentowane podczas Warsztatu Inspiracyjnego PNSA 23 czerwca 2015 r. w Warszawie w siedzibie Konfederacji Lewiatan.
Więcej na temat tego wydarzenia - http://bit.ly/1Kt2PCM
5 Simple Steps to Building an Outbound Growth MachineSales Hacker
Sales Hacker & Growlabs Webinar:
5 Simple Steps to Building an Outbound Growth Machine
Panel:
Ben Raffi - CEO & Co-founder, Growlabs
Scott Barker - Head of Partnerships, Sales Hacker
What You'll Learn:
- How to identify who you should target
- How to find these people
- How to build a communication strategy to engage them through multiple channels
- How to move them down the funnel faster and close bigger deals
- How to scale your process to increase sales and productivity by 5x
Visit SalesHacker.com for more actionable and educational sales content.
Webinar Slides - An Empowered Sales Rep Becomes A Content ConciergeMediafly
In the B2B world, many believe that buyers spend the first 60-70% of their journey consuming content. Then, if they are interested in buying, do they actively seek out a salesperson. While this implies that the salesperson’s primary role is to respond to product questions and present an offer, Forrester’s research shows the exact opposite to be true.
Creating Pipeline Through Use of a Sales Playbook (AA-ISP San Francisco 2012)...Ralph Barsi
Prospecting is essential for growing any business. It’s a vital part of conducting business that complements a company’s growth strategy and initiatives. Organizations whose salespeople use a playbook separate themselves from the rest of the pack. Not only do those organizations create pipeline essential to achieving revenue goals, but their salespeople master a skill that is lost on most sales teams.
B2B Sales For Startups: a great presentation about how to sell to key accounts by creating and engaging a community of prospective customers thanks to content marketing, events and services.
Achieving Sales Mastery through Virtual Sales Training & ReinforcementMike Kunkle
This was the deck we used recently for a panel/webinar with Tim Riesterer from Corporate Visions and I, moderated by Richard Harris of Sales Hacker.
Register to watch the recording here: http://bit.ly/MKwebinarVirtualTrainCoach
How To Transform Your Sales Process: From The #1 Global Sales Rep at HubSpotSales Hacker
Sales Hacker Conference London 2017
Sharen Murnaghan - Head of Hubspots Key Account Growth Programme, HubSpot
Visit SalesHacker.com for more actionable and educational sales content.
Why the best B2B buyer experience wins - Louis Jonckheere CPO - ShowpadB2B Marketing Forum
Our consumer experiences and expectations are influencing our behaviour as a B2B buyer. Most sales reps however have not adapted their way of working to this shift in buyer expectations.
For simple purchases, B2B buyers increasingly prefer ecommerce with no salesperson involved. Complex sales on the other hand still requires sales intervention.
As consumers we shop online and use apps, e.g. Amazon, Netflix, and Booking.com, and we expect to find the information we need when we want it. Sales reps play no role or a minimal role in this process. As the current sales practices aren’t in line with B2B buyer expectations, many sales reps are boring their buyers.
How can you stop boring your buyers and start delivering a better buyer experience?
Startup founders looking to make their first senior marketing hire often struggle to define what it is that a startup marketer does. Startup marketing is more that just blogging and content, it's bigger than growth hacking and it goes beyond PR. This presentation attempts to show the full spectrum of everything that a head of marketing at a startup does.
While qualifying a lead might be relatively simple, opportunity management is a bit more complex. Selling today requires flexibility, judgment, and a focus on results—not process. There comes a point when the salesperson knows best when to take a particular action. In other times, flexible, intuitive CRM solution is the backbone of your opportunity management.
The right team structure can unlock additional revenue today, without more people, marketing spend, or additional leads. Whether you call it sales development (SDR), business development (BDR), or lead qualification (LQ), building the team can accelerate revenue from both your inbound and outbound efforts. In this webinar, you’ll learn: How you can turn your inbound marketing leads into revenue growths, How you can improve your outbound/self-sourced sales leads, Best practices for building, measuring, incenting and equipping an SDR team that can unlock sales growth.
Whether your looking to build a new SDR team or optimize the team you already have, join Mike Plante and Tom Pilkington for this must-see webinar.
Heinz Marketing and OnTarget Consulting and Research conducted the 2014 Marketing Automation Effectiveness Survey. We are sharing the data points from the survey in this document.
Developing a Sales Playbook is the optimal way to have your entire team follow the Best Practices required to have everyone perform as well as your best.
Badania A.T. Kearney - „Beyond limits. The future of B2B Sales” zostały przeprowadzone w 2015 r. wśród grupy 1600 sprzedawców (głównie szefów sprzedaży na całym świecie).
Ostatnia dekada stworzyła niemal nieograniczone możliwości dla rozwoju sprzedaży w sektorze B2B. Proces sprzedażowy koncentruje się tutaj coraz bardziej na potrzebach klientów, ich rosnącej sile nabywczej oraz ich oczekiwaniach, co zbliża działanie w nim i stosowane narzędzia do sektora B2C. Jakie czynniki przyczyniają się do tego, że występuje dwukrotna luka w efektywności między najlepszymi sprzedawcami z sektora B2B a tymi najmniej efektywnymi? Co sprawia, że liderzy umieją więcej sprzedawać i z większym zyskiem?
Według badań wzrost efektywności sprzedawców ma wpływ na wzrost obrotów firmy aż o 26%, więc jest o co walczyć. Efektywność określonych działań w kontekście wzrostu obrotów nie jest też przypadkowa. Dzisiejsi liderzy sprzedaży wykorzystują szybko pojawiające się zmiany rynkowe i generują coraz większe zyski dla swoich przedsiębiorstw. Przewaga pomiędzy najlepszymi i przeciętnymi osiągnięciami sprzedawców jest już teraz bardzo duża, a według prognoz będzie dalej rosła.
Przytoczone badanie A.T.Kearney pokazuje szeroką polaryzację pomiędzy firmami Liderami a firmami Średniakami jeżeli chodzi o uzyskiwane wyniki. Miernikami skuteczności sił sprzedaży w tym badaniu są między innymi: wzrost obrotów, wzrost efektywności ekonomicznej, stosowanie dopasowanych metodyk sprzedaży, poziom kompetencji.
Badania A.T. Kearney - „Beyond limits. The future of B2B Sales” zostały zaprezentowane podczas Warsztatu Inspiracyjnego PNSA 23 czerwca 2015 r. w Warszawie w siedzibie Konfederacji Lewiatan.
Więcej na temat tego wydarzenia - http://bit.ly/1Kt2PCM
5 Simple Steps to Building an Outbound Growth MachineSales Hacker
Sales Hacker & Growlabs Webinar:
5 Simple Steps to Building an Outbound Growth Machine
Panel:
Ben Raffi - CEO & Co-founder, Growlabs
Scott Barker - Head of Partnerships, Sales Hacker
What You'll Learn:
- How to identify who you should target
- How to find these people
- How to build a communication strategy to engage them through multiple channels
- How to move them down the funnel faster and close bigger deals
- How to scale your process to increase sales and productivity by 5x
Visit SalesHacker.com for more actionable and educational sales content.
Webinar Slides - An Empowered Sales Rep Becomes A Content ConciergeMediafly
In the B2B world, many believe that buyers spend the first 60-70% of their journey consuming content. Then, if they are interested in buying, do they actively seek out a salesperson. While this implies that the salesperson’s primary role is to respond to product questions and present an offer, Forrester’s research shows the exact opposite to be true.
Creating Pipeline Through Use of a Sales Playbook (AA-ISP San Francisco 2012)...Ralph Barsi
Prospecting is essential for growing any business. It’s a vital part of conducting business that complements a company’s growth strategy and initiatives. Organizations whose salespeople use a playbook separate themselves from the rest of the pack. Not only do those organizations create pipeline essential to achieving revenue goals, but their salespeople master a skill that is lost on most sales teams.
B2B Sales For Startups: a great presentation about how to sell to key accounts by creating and engaging a community of prospective customers thanks to content marketing, events and services.
Achieving Sales Mastery through Virtual Sales Training & ReinforcementMike Kunkle
This was the deck we used recently for a panel/webinar with Tim Riesterer from Corporate Visions and I, moderated by Richard Harris of Sales Hacker.
Register to watch the recording here: http://bit.ly/MKwebinarVirtualTrainCoach
How To Transform Your Sales Process: From The #1 Global Sales Rep at HubSpotSales Hacker
Sales Hacker Conference London 2017
Sharen Murnaghan - Head of Hubspots Key Account Growth Programme, HubSpot
Visit SalesHacker.com for more actionable and educational sales content.
Why the best B2B buyer experience wins - Louis Jonckheere CPO - ShowpadB2B Marketing Forum
Our consumer experiences and expectations are influencing our behaviour as a B2B buyer. Most sales reps however have not adapted their way of working to this shift in buyer expectations.
For simple purchases, B2B buyers increasingly prefer ecommerce with no salesperson involved. Complex sales on the other hand still requires sales intervention.
As consumers we shop online and use apps, e.g. Amazon, Netflix, and Booking.com, and we expect to find the information we need when we want it. Sales reps play no role or a minimal role in this process. As the current sales practices aren’t in line with B2B buyer expectations, many sales reps are boring their buyers.
How can you stop boring your buyers and start delivering a better buyer experience?
Startup founders looking to make their first senior marketing hire often struggle to define what it is that a startup marketer does. Startup marketing is more that just blogging and content, it's bigger than growth hacking and it goes beyond PR. This presentation attempts to show the full spectrum of everything that a head of marketing at a startup does.
While qualifying a lead might be relatively simple, opportunity management is a bit more complex. Selling today requires flexibility, judgment, and a focus on results—not process. There comes a point when the salesperson knows best when to take a particular action. In other times, flexible, intuitive CRM solution is the backbone of your opportunity management.
The right team structure can unlock additional revenue today, without more people, marketing spend, or additional leads. Whether you call it sales development (SDR), business development (BDR), or lead qualification (LQ), building the team can accelerate revenue from both your inbound and outbound efforts. In this webinar, you’ll learn: How you can turn your inbound marketing leads into revenue growths, How you can improve your outbound/self-sourced sales leads, Best practices for building, measuring, incenting and equipping an SDR team that can unlock sales growth.
Whether your looking to build a new SDR team or optimize the team you already have, join Mike Plante and Tom Pilkington for this must-see webinar.
Heinz Marketing and OnTarget Consulting and Research conducted the 2014 Marketing Automation Effectiveness Survey. We are sharing the data points from the survey in this document.
The Asset Management Digital Marketing Survey 2018Kurtosys Systems
In this fifth annual survey conducted by Kurtosys, we have again asked our expansive audience to help us give some insights into digital marketing trends and perspectives in asset management marketing. The results come from nearly 200 respondents working across a range of global asset management firms, with 72% in a marketing role.
Autotask- Metrics that Matter 2014 - Len DiCostanzoMAXfocus
Join Len DiCostanzo, SVP Community and Business Development at Autotask, as he takes you through the key findings of our Metrics that Matter 2014 survey of 1,300+ IT Service Providers and MSPs. In this interactive session, Len will share ideas and advice about how to incorporate this invaluable peer insight to chart a course to profitability, and will ask the audience to chime in on what is happening in their part of the world.
Len discusses in detail:
•Where the opportunities for growth are
•Top demand drivers
•The trends that are changing client priorities
•The ways to improve profitability
•Business health metrics and the importance of benchmarking
Attend this session for a chance to win a 42” Monitor, or stop by our booth for more information.
Our CRM Program Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop and launch a CRM Program that meets your marketing objectives.
Contact centres have undergone an irreversible evolution over the last decade. Digital has changed everything. The traditional models cannot deliver omnichannel.
Customer experience is now the number one priority for businesses and your success depends on creating a differentiated customer experience across a multitude of channels.
The world renowned, 19-year-old, Dimension Data Global Contact Centre Benchmarking Report has tracked this revolution and we’ve used it to adapt our own approach. Our new Customer experience (CX) business unit has been set up with the objective of helping our clients deliver customer journeys designed for great customer experience.
http://dimensiondatacx.com/
Measuring the Effectiveness of B2B MarketingHileman Group
Measuring the business impact of digital marketing efforts continues to be one of the biggest struggles in B2B. Learning how to effectively measure these campaigns will help ensure the success of your team and organization. View this presentation to learn how to integrate data, measure ROI and more in order to improve your B2B marketing efforts.
CCI’s SVP of Sales and Marketing Steven Kellam was joined by PartnerPath’s CEO Diane Krakora to present the recently released 2015 Channel Incentive Benchmark Study. They delved into the results of the study and its relevancy to channel vendor programs in the software, hardware, and telecommunications industries.
Optimism Webinar 1: Improving your digital experiences - what's next in 2019?Optimizely
Many of world’s best digital-first brands use digital experimentation to optimize their digital experiences, power growth and own markets. As more and more organizations join them in 2019, our new webinar series gets you ready to share the same sense of optimism for the year ahead.
In our first episode, we’ll take you through the steps on your journey to implementing a high-performance program that unleashes the full power of experimentation. Understand where you are on your journey. Discover the benchmarks that measure your progress. And get hold of the insightful, actionable ideas that can take your program to the next level.
Join Jil Maassen and make 2019 your most optimistic year yet.
- Get started with a brief introduction to digital experimentation and the 5 levels on your journey
- Discover the 3 operational and 3 performance metrics that benchmark your progress
- Find out how to start implementing your own high-performance program
Webinar link: https://www.optimizely.com/resources/improving-your-digital-experiences-webinar/
Optimism Series webinar link: https://www.optimizely.com/optimism-webinar-series/
Buildings Don't Write Checks: A Predictable Pipeline ApproachHeinz Marketing Inc
This is a sample of how we teach (vs pitch) in prospect pitch meetings. To read the full contact, search "Heinz Marketing how not to pitch at pitch meetings" in Google.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
1. Mile Wide and an Inch Deep:
Marketing Automation Perceptions
Matt Heinz • Heinz Marketing
2. Housekeeping
• The deck is yours
• If it looks like a spreadsheet….
• Want the full research report? Let me know…
• Also, bacon…
Bring me a business card or email me
(matt@heinzmarketing.com) for any and all of this
6. Key Findings in 2019 Report
1. Fewer than 1 in 4 respondents report that their marketing automation
platform has met most or all of their expectations
2. Only 1 in 5 respondents are satisfied with the quality of their data
3. The most important features have also been the most disappointing
4. Key features are also the most challenging to use
5. 75 percent of respondents report that measuring marketing’s impact is
very important, but less than 19 percent of respondents are confident
that they’re able to do so accurately
7. Setting the stage
Question 1: What marketing automation platform do you use?
Platform Total
(179)
<1 year
experience
1 – 3 years
experience
3 – 7 years
experience
7+ years
experience
Marketo 39.7% 39.1% 35.6% 44.6% 40.7%
Hubspot 22.3 17.4 23.3 23.2 22.2
Pardot 11.7 4.3 13.7 16.1 3.7
Oracle Marketing Cloud/Eloqua 10.1 21.7 6.8 3.6 22.2
Act-on 3.4 4.3 6.8 - -
IBM 1.7 - - 3.6 3.7
Mailchimp 1.1 - 1.4 - 3.7
Salesforce 1.1 - 1.4 1.8 -
Sharespring 1.1 4.3 1.4 - -
Other 7.8 8.7 9.6 7.1 3.7
8. Setting the stage
Question 2: How many years of experience do you personally have with your marketing automation
platform?
Years of experience Total
(179)
Less than 1 year 12.8%
1 - 3 years 40.8
3 – 7 years 31.3
7+ years 15.1
9. Setting the stage
Question 3: What are the primary KPIs you are personally measured on?
KPIs personally measured on Total
(179)
<1 year
experience
1 – 3 years
experience
3 – 7 years
experience
7+ years
experience
Opportunities created 58.1% 56.5% 50.7% 64.3% 66.7%
Number of MQLS 53.1 30.4 53.4 64.3 48.1
Campaign channel attribution
marketing attribution
46.9 43.5 39.7 53.6 55.6
Influenced revenue 45.3 34.8 41.1 50.0 55.6
Sourced revenue 43.6 34.8 39.7 42.9 63.0
Number of SQLS 35.2 17.4 37.0 35.7 44.4
Renewals or revenue from existing
customers
29.1 39.1 20.5 30.4 40.7
Other 11.2 - 12.3 14.3 11.1
10. 2019 vs. 2018
Setting the stage
Question 3: What are the primary KPIs you are personally measured on?
KPIs personally measured
on
2019 2018 % Diff.
Opportunities created 58.1% 64.80% -10.3
Number of MQLS 53.1 56.15 -5.4
Campaign channel attribution
marketing attribution
46.9 40.78 15.0
Influenced revenue 45.3 44.97 0.7
Sourced revenue 43.6 42.18 3.4
Number of SQLS 35.2 42.18 -16.5
Renewals or revenue from
existing customers
29.1 22.63 28.6
Other 11.2 5.87 90.8
Marketers are expected to be tracking
what’s closest to revenue as seen in growth
from 2018 to 2019:
• Campaign channel attribution marketing
attribution
• Influenced revenue
• Sourced revenue
• Renewals or revenue from existing
customers
11. Great expectations...
Question 5: Overall, has your marketing automation platform met your expectations?
• Less than 25% of respondents reported that their company’s marketing automation platform met all or most
expectations.
Total
(179)
<1 year
experience
1 – 3 years
experience
3 – 7 years
experience
7+ years
experience
Yes, it has met most or all of
expectations
24.0% 13.0% 23.3% 23.2% 37.0%
Yes, it has met more
expectations than it has failed
62.0 69.6 57.5 67.9 55.6
No, it has failed to meet more of
our expectations than is has met
12.8 17.4 16.4 8.9 7.4
No, it has failed to meet most or
any of our expectations
1.1 - 2.7 - -
12. 2019 vs. 2018
Great expectations...
Question 5: Overall, has your marketing automation platform met your expectations?
2019 2018 % Diff.
Yes, it has met most or all of
expectations
24.0% 30.17% -20.5%
Yes, it has met more
expectations than it has failed
62.0 54.75 13.2
No, it has failed to meet more of
our expectations than is has met
12.8 13.69 -6.5
No, it has failed to meet most or
any of our expectations
1.1 1.40 -21.4
● Overall satisfaction from MAPs has evened out
since 2018, but show a slightly downward
trend:
○ While more respondents this year report
their MAP has met more expectations
than it has failed…
■ Fewer respondents this year report
that their MAP has met most or all
of expectations
○ With little to no changes amongst those
who reported their MAPs failing to meet
their expectations
13. ...Disappointing results
Question 4: On a scale of 1 – 7, how satisfied are you with the quality of your data, where 7 is very
satisfied and 1 is not satisfied at all?
• Just over 20% of respondents reported being very satisfied with quality of data.
Level of satisfaction Total
(179)
<1 year
experience
1 – 3 years
experience
3 – 7 years
experience
7+ years
experience
Satisfied (6 - 7) 20.7% 30.4% 15.1% 19.6% 29.6%
4 – 5 53.6 43.5 47.9 66.1 51.9
Not satisfied (1 – 3) 24.6 17.4 37.0 14.3 18.5
Don’t know 1.1 8.7 - - -
14. Promised features
Question 6: What features or capabilities were most important to your organization when you chose
your marketing automation platform?
Most important features & capabilities Total
(179)
<1 year
experience
1 – 3 years
experience
3 – 7 years
experience
7+ years
experience
Actionable analytics and reporting 50.3% 56.5% 46.6% 53.6% 48.1%
Ease of landing page and email design 49.2 43.5 61.6 33.9 51.9
Database and list management 45.3 65.2 46.6 33.9 48.1
Number of third-party integrations (including
CRM)
41.9 26.1 43.8 44.6 44.4
Sophisticated, multi-channel campaign
capabilities
35.8 26.1 27.4 53.6 29.6
Overall usability 31.8 34.8 30.1 33.9 29.6
Lead & account scoring 31.3 34.8 30.1 28.6 37.0
Vender’s sender score reputation 5.0 8.7 2.7 5.4 7.4
15. 2019 vs. 2018
Lackluster outcomes
Question 7: How satisfied are you currently with your marketing automation platform’s (insert) on a
five point scale (1=very satisfied, 2=somewhat satisfied, etc.?
• Following are the percentages of just those who are very satisfied with their platform’s capabilities (%
reporting being very satisfied)
Marketing automation platform capabilities 2019 2018 % Diff.
Number of third-party integrations (including CRM) 40.0% 30.00% 33.3
Overall usability 38.6 23.04 67.5
Sophisticated, multi-channel campaign capabilities 23.4 19.73 18.6
Ease of landing page and email design 26.1 23.24 12.3
Lead and account scoring 28.6 19.51 46.6
Database and list management 25.9 26.22 -1.2
Actionable analytics and reporting 13.3 13.98 -4.9
Vendor’s sender score reputation 22.2 21.15 5.0
● Overall, satisfaction levels with
MAP features have increased
since 2018 amongst those who
are very satisfied with these
features
16. Expectations vs. Reality
Questions 6 and 7
Most important
feature
% very
satisfied
Actionable analytics and reporting 50.3 13.3
Ease of landing page and email design 49.2 26.1
Database and list management 45.3 25.9
Number of third-party integrations (including
CRM)
41.9 40.0
Sophisticated, multi-channel campaign
capabilities
35.8 23.4
Overall usability 31.8 38.6
Lead & account scoring 31.3 28.6
Vender’s sender score reputation 5.0 22.2
17. 2019 vs. 2018
So, what’s missing?
Question 10: Today, what features or capabilities are the most deficient or lacking in your current
marketing automation platform (select three)?
Most deficient features or capabilities 2019 2018 % Diff.
Actionable analytics and reporting 48.6% 57.85% -16.0%
Sophisticated, multi-channel campaign
capabilities
34.1 28.92 17.9
Ease of landing page and email design 27.9 20.62 35.3
Database and list management 23.5 21.23 10.7
Number of 3rd party integrations (including
CRM)
18.4 22.77 -19.2
Lead and account scoring 15.6 16.31 -4.4
Overall usability 8.9 16.62 -46.5
Vendor’s sender score reputation 7.8 9.85 -20.8
● Deficiencies since 2018 are also
finding improvements, with the
exceptions of:
○ Sophisticated, multi-channel
campaign capabilities
○ Ease of landing page and
email design
○ Database and list
management
● These features have seen an
increased trend in deficiency
rankings
18. What could be improved?
Question 8: Today, if you could improve any feature/capability in your marketing automation platform, what would
it be? (select all that apply)
Most important feature & capability
improvements
Total
(179)
<1 year
experience
1 – 3 years
experience
3 – 7 years
experience
7+ years
experience
Deeper analytics and polished
reporting
66.5% 65.2% 63.0% 71.4% 66.7%
Account-based marketing capabilities 46.9 43.5 49.3 39.3 59.3
Database health and management 38.0 17.4 42.5 39.3 40.7
Deeper personalization capabilities 30.7 21.7 32.9 30.4 33.3
Integration with a specific third-party
application
26.3 26.1 23.3 30.4 25.9
Other 7.8 13.0 6.8 8.9 3.7
19. What could be added?
Question 9: If you could add any new feature/capability to your marketing automation platform today,
what would it be? (select all that apply)
Most important feature & capability
additions
Total
(179)
<1 year
experience
1 – 3 years
experience
3 – 7 years
experience
7+ years
experience
Deeper analytics and polished
reporting
51.4% 52.2% 47.9% 55.4% 51.9%
Machine learning, predictive or
prescriptive capabilities
49.2 56.5 43.8 55.4 44.4
Account-based marketing capabilities 43.0 43.5 38.4 42.9 55.6
Database health and management 35.2 17.4 37.0 33.9 48.1
Deeper personalization capabilities 30.7 26.1 35.6 23.2 37.0
Integration with a specific third-party
application
22.3 21.7 23.3 23.2 18.5
Other 5.0 - 4.1 8.9 3.7
20. 2019 vs. 2018
Key analytics
Question 11: Which reporting and analytics capabilities are most important to your organization?
(select all that apply)
Most important reporting &
analytics capabilities
2019 2018 % Diff.
Multi-touch attribution 62.0% 60.37 2.7
Marketing-influenced revenue 60.9 62.54 -2.6
Marketing-sourced revenue 58.7 55.42 5.9
Account-level ABM reporting 45.3 35.60 27.2
Sales cycle velocity 44.1 37.15 18.7
● Importance amongst key analytics
capabilities have, overall, increased
since 2018
● We see the greatest increases in the
capabilities that are closest to revenue:
○ ABM reporting
○ Sales cycle velocity
● Marketing influenced revenue
decreased slightly from 2018, with a
greater emphasis being placed on
marketing sourced revenue instead
21. Important, yet challenging
Question 11 and 12: Importance vs. Ease
Most
important
Most
challenging
Multi-touch attribution 62.0% 55.9%
Marketing-influenced revenue 60.9 41.9
Marketing-sourced revenue 58.7 26.8
Account-level ABM reporting 45.3 41.3
Sales cycle velocity 44.1 35.2
22. Measuring marketing’s impact is very
important
Question 19: On a scale of 1 – 7, how important is it that you’re accurately measuring marketing’s
impact on sales and revenue, where 7 is very important and 1 is not important at all?
• Over 75% of respondents reported that it was very important to accurately measure marketing’s impact and
sales and revenue.
Importance of accurately
measuring marketing’s impact
Total
(179)
<1 year
experience
1 – 3 years
experience
3 – 7 years
experience
7+ years
experience
Important (6 – 7) 75.4% 65.2% 72.65 78.6% 85.2%
(4 – 5) 19.0 17.4 23.3 17.9 11.1
Not important (1 – 3) 5.0 13.0 4.1 3.6 3.7
Don’t know 0.6 4.3 - - -
23. But confidence is low that it’s being
done accurately
Question 20: On a scale of 1 – 7, how confident are you that you are accurately measuring
marketing’s impact on sales and revenue where 7 is very confident and 1 is not confident at all?
• Less than 20% of respondents reported being very confident that marketing’s impact on sales was being
accurately measured.
Level of confidence that
marketing’s impact is accurately
measured
Total
(179)
<1 year
experience
1 – 3 years
experience
3 – 7 years
experience
7+ years
experience
Confident (6 – 7) 18.4% 17.4% 8.2% 21.4% 40.7%
(4 – 5) 49.2 34.8 54.8 50.0 44.4
Not confident (1 – 3) 30.2 34.8 35.6 28.6 14.8
Don’t know 2.2 13.0 1.4 - -
24. 2019 vs. 2018
Marketing isn’t looking to replace
their MAP vendor
Question 13: How likely are you to replace your marketing automation vendor in the next 18 months?
Likelihood of replacing
marketing automation vendor
2019 2018 % Diff.
Very likely to replace 5.0% 7.76% -35.6%
Somewhat likely to replace 27.4 21.74 26.0
Unlikely to replace 48.6 43.79 11.0
Definitely will not replace 19.0 26.71 -28.9
● The idea of replacing a MAP vendor has
decreased since 2018
● Putting a greater emphasis on the need for
marketers to find third-party solutions to
their challenges
25. Instead, we hope technology will
improve
Recap from Slides 18-20
Be improved Be added
Deeper analytics and polished reporting 66.5% 51.4%
Account-based marketing capabilities 46.9 43.0
Database health and management 38.0 35.2
Deeper personalization capabilities 30.7 30.7
Integration with a specific third-party application 26.3 22.3
Machine learning, predictive or prescriptive
capabilities
- 49.2
Other 7.8 5.0
26. What does that mean for
marketing today?
• MAPs out-of-box aren’t designed to meet the growing needs of the
modern marketer
• Marketing can’t track what they want to track or report on what they need
to
• Which means they can’t justify their actions, strategies, or costs
effectively
• And while features from years ago may have been touted as cutting-
edge, B2B marketing has moved far beyond those capabilities and now
need more
27. Want the full report?
• Be the first to get it!
• https://offers.insightsquared.com/marketing-survey-19.html
28. Housekeeping
• The deck is yours
• If it looks like a spreadsheet….
• Want the full research report? Let me know…
• Email me at matt@heinzmarketing.com