The document provides an overview of ABM maturity curves and metrics. It discusses moving from good to great marketing by progressing along maturity curves for targeting, engaging, activating, and measuring accounts. It emphasizes the importance of focusing on the right accounts and identifying key personas within accounts. The document also shares examples of ABM program metrics from 2018 and 2019 for a company, showing a shift to more personalized outreach and segmented messaging, and an improved ability to track impact metrics.
How to build a community and start a movementSangram Vajre
Anyone can build a product. The companies and leaders that stand until the very end are the ones who created a community of believers and sparked a movement.
Include: 7 steps to make a movement happen
The Converging Funnels for Inbound & Account-Based Marketing presentation by Sangram Vajre, Co-Founder & CMO, Terminus; Jon Dick, Vice President of Marketing, HubSpot; Peter Herbert, Vice President of Marketing, Terminus.
Webinar presented by Terminus, the category leader in account-based marketing, originally aired on Nov. 28, 2017
Crawl, Walk, Run with Account-Based MarketingSangram Vajre
How do you get started with account-based marketing, then fully execute ABM at scale? In this webinar, Sangram Vajre from Terminus teamed up with Dialpad, LookBook HQ, and Lattice Engines to discuss the steps for successful ABM campaigns.
How to take your Marketing from Good to Great?Sangram Vajre
As Jim Collins said - Good is the enemy of Great!
You will learn:
- How to unite sales and marketing?
- How to transform your organization from status quo to good to great?
- Where you are on the Account-based marketing maturity curve?
What it takes to become a CMO
Who do you need to build relationships with
What roles and metrics you need to know
Which superpowers you need to become the top 1%
In this presentation on behalf of Standard Press, Terminus Co-Founder & CMO Sangram Vajre shares why ABM & H2H are the future of B2B marketing. Learn how "customer heroism" can transform the buyer's journey.
How to build a community and start a movementSangram Vajre
Anyone can build a product. The companies and leaders that stand until the very end are the ones who created a community of believers and sparked a movement.
Include: 7 steps to make a movement happen
The Converging Funnels for Inbound & Account-Based Marketing presentation by Sangram Vajre, Co-Founder & CMO, Terminus; Jon Dick, Vice President of Marketing, HubSpot; Peter Herbert, Vice President of Marketing, Terminus.
Webinar presented by Terminus, the category leader in account-based marketing, originally aired on Nov. 28, 2017
Crawl, Walk, Run with Account-Based MarketingSangram Vajre
How do you get started with account-based marketing, then fully execute ABM at scale? In this webinar, Sangram Vajre from Terminus teamed up with Dialpad, LookBook HQ, and Lattice Engines to discuss the steps for successful ABM campaigns.
How to take your Marketing from Good to Great?Sangram Vajre
As Jim Collins said - Good is the enemy of Great!
You will learn:
- How to unite sales and marketing?
- How to transform your organization from status quo to good to great?
- Where you are on the Account-based marketing maturity curve?
What it takes to become a CMO
Who do you need to build relationships with
What roles and metrics you need to know
Which superpowers you need to become the top 1%
In this presentation on behalf of Standard Press, Terminus Co-Founder & CMO Sangram Vajre shares why ABM & H2H are the future of B2B marketing. Learn how "customer heroism" can transform the buyer's journey.
This presentation uncovers the brutal truth of evolution, takes us through the stages of marketing and sales innovation towards the promise land, that we all so desperately seek.
The Authenticity Curve: How to engage your customer and future customers, betterSangram Vajre
The future of marketing and sales likes in the hands of people and not technology. Authenticity is the vessel that fuels the most quota crushing sales professionals and brand driving marketers. If you get this right, you can make magic happen.
10 Lessons from Account-Based Marketing SuccessSangram Vajre
Account-based marketing (ABM) might sound easy but it's hard to operationalize it. Here are the 10 lessons I have learned from doing and seeing others do ABM at scale.
GZ Consulting Market Insights Newsletter sampleMichael Levy
Sample Market Insights Newsletter from January 31, 2016. Topics include Cloud Earnings, Zoominfo Website Redesign, Data Science & Competitive Advantage, Owler Adopts PermID, Mattermark company profiles, PitchBook Series B, and Executive Changes.
Market Insights is a weekly newsletter published by GZ Consulting covering Sales Intelligence, Data Hygiene, DaaS, and Predictive Analytics.
Growth hacking: 5 growth tactics that you can try right now!Eveline Smet
Are you a growth hacker? Or do you want to learn the newest growth hacking tools & tactics? Here are 5 growth hacks that you can try today. We'll be talking about how to steal your competitors's strategy, how to build an e-mail list, how to use analytics for data driven growth, famous growth hacks from Airbnb, Spotify, Twitter etc!
Michelle Morgan
Utah Digital Marketing Conference 2019
Learn more at: utahdmc.org
Lead generation presents different challenges than Ecommerce. The sale isn’t made in an instant on a website. We have to offer, show, and then deliver on value through a sometimes lengthy buyer journey, all while competing for our audience’s attention against distractions and competitors and also making sure they’re a good fit for our customer base. In this session, we take a step away from the keyword and bidding strategies and focus on the parts of lead generation campaigns that can help drive higher lead counts, better quality leads, and propel users through to customer.
Everyone wants to grow, but most companies struggle to find the "secret sauce" to unlocking breakout growth. What do fast-growing companies know and do that the rest of us miss?
In this webinar, Morgan Brown, author of Hacking Growth: How Today's Fastest-Growing Companies Drive Breakout Success will show you exactly how fast-growing companies organizing themselves and operate to find win after win, fueling their impressive growth curves.
How to Market and Sell like a Category LeaderSangram Vajre
5 elements that I have learned when building a new category.
- Embrace your customer's problem, not your product
- Reach your customers on “their” terms, not yours
- Don’t call them Prospects! You serve customers & future customers
- “Selling is essentially the transfer of feelings” by Zig Ziglar
- Make customers “heroes” in their organizations
The Most Pressing Amazon Operations Challenges — and How to Address ThemTinuiti
In this session, Tinuiti’s own ex-Amazonian walks through the four biggest operational challenges our clients face and how we’ve worked together to address them.
After nearly 3,000 Google AdWords audits we are finding that nearly EVERYONE is making some of the same mistakes that are costing them big time.
The great news is that these mistakes are easy to fix and can literally double your profitability with AdWords over night.
During this webinar learn how to:
Stop robbing your most profitable keywords
How to organize your account for easy optimization and double the profitability
Avoid some gotchas that we've learned the hard way
Account Based Marketing Best Practices
Read the full post @ fourquadrant.com/abm-benchmark-research/
Organizations are leveraging an ABM to drive business growth.
It's critical for B2B marketers to identify the best ABM tactics, necessary budgets, and resources to develop and effective ABM strategy and align internal resources and expectations around the expected outcomes.
Over 150 ABM practitioners were surveyed and their responses compiled to highlights ABM Best Practices.
The findings in the report provide insights for organizations that have embraced ABM to adopt or evolve their account based marketing strategy.
VIEW THIS DECK TO SEE:
- ABM Go to Market Performance
- ABM Fundamentals
- Biggest Challenges for ABM
- ABM Budget Expectations
- Percentage of Marketing Budget Allocated to ABM
- ABM Budget Composition
- ABM Budget Spend Per Account
- Percentage of ABM Budget Focused on Customer Acquisition
- Functions That Collaborate to Develop & Execute ABM Programs
- Type of ABM Plays Executed
- Channels Used in ABM Programs
- How SDRs Support ABM Programs
- Ideal Candidate Profiles (ICP) & ABM
- Number of Contacts Per Account in ABM Programs
- Number of Target Accounts Actively Pursued in an ABM Program
- ABM Metrics & Benchmarks
- Metrics to Evaluate ABM Programs
Read the full post @ fourquadrant.com/abm-benchmark-research/
==============================================
FOR ADDITIONAL GO TO MARKET RESOURCES VISIT:
The Demand Generation Time Lag Model
fourquadrant.com/go-to-market-planning-templates/demand-generation-time-lag-model/
Sales Pipeline Planning Model
fourquadrant.com/go-to-market-planning-templates/sales-pipeline-planning-model/
Sales Pipeline Planning Model
fourquadrant.com/go-to-market-planning-templates/sales-pipeline-planning-model/
Account Based Marketing Template – Account Intelligence Brief
fourquadrant.com/go-to-market-planning-templates/account-based-marketing-template/
Strategic Account Plan Template
fourquadrant.com/go-to-market-planning-templates/strategic-account-plan-template/
B2B Account Based Marketing (ABM)
fourquadrant.com/b2b-account-based-marketing-abm/
Amazon as a Brand Building and Demand Gen Platform: Emerging Trends in Amazon...Tinuiti
In this session, we partner with Amazon sales analytics platform, Jungle Scout, to discuss the best ways to utilize enhanced tools like A+ Content and video to better serve your brand.
How Terminus Does Account-Based MarketingSangram Vajre
Presented by Sangram Vajre, Co-Founder & CMO of Terminus, at the #SLCSEM meetup at Adobe's HQ in Lehi, Utah, on June 21, 2017. Learn how Terminus is the easiest way to do account-based marketing at scale.
Discover the 3 Key Elements of High Revenue-Generating Digital Marketing Cam...semrush_webinars
Building a Digital Marketing Campaign takes good planning and a precise execution which can take up a lot of your time and energy. And let’s face it…to be effective online you have to be fast at building these high converting campaigns, launching them, testing them and improving them without hassle.
Hitting the Mark: e-commerce en e-mailtrends van VK & VSvalantic NL
Dotmailer is in het Verenigd Koninkrijk de grootste aanbieder van marketing automation voor e-mail. Elk jaar publiceren ze een benchmark (genaamd Hitting the Mark) met daarin marketing best practices en e-commerce trends. Stephen licht alles toe met inspiratievolle voorbeelden van grote (online) retailers in de VK en US.
4 Steps to ABM Success with Predictive AnalyticsInfer
Infer and Engagio are teaming up to demonstrate the powerful intersection of Account-Based strategies and Predictive Analytics.
In this webinar you’ll hear real-world examples of how to:
• Account selection & prioritization
• Finding lookalike net-new Accounts
• Activation & campaign execution
• Measuring success
This presentation uncovers the brutal truth of evolution, takes us through the stages of marketing and sales innovation towards the promise land, that we all so desperately seek.
The Authenticity Curve: How to engage your customer and future customers, betterSangram Vajre
The future of marketing and sales likes in the hands of people and not technology. Authenticity is the vessel that fuels the most quota crushing sales professionals and brand driving marketers. If you get this right, you can make magic happen.
10 Lessons from Account-Based Marketing SuccessSangram Vajre
Account-based marketing (ABM) might sound easy but it's hard to operationalize it. Here are the 10 lessons I have learned from doing and seeing others do ABM at scale.
GZ Consulting Market Insights Newsletter sampleMichael Levy
Sample Market Insights Newsletter from January 31, 2016. Topics include Cloud Earnings, Zoominfo Website Redesign, Data Science & Competitive Advantage, Owler Adopts PermID, Mattermark company profiles, PitchBook Series B, and Executive Changes.
Market Insights is a weekly newsletter published by GZ Consulting covering Sales Intelligence, Data Hygiene, DaaS, and Predictive Analytics.
Growth hacking: 5 growth tactics that you can try right now!Eveline Smet
Are you a growth hacker? Or do you want to learn the newest growth hacking tools & tactics? Here are 5 growth hacks that you can try today. We'll be talking about how to steal your competitors's strategy, how to build an e-mail list, how to use analytics for data driven growth, famous growth hacks from Airbnb, Spotify, Twitter etc!
Michelle Morgan
Utah Digital Marketing Conference 2019
Learn more at: utahdmc.org
Lead generation presents different challenges than Ecommerce. The sale isn’t made in an instant on a website. We have to offer, show, and then deliver on value through a sometimes lengthy buyer journey, all while competing for our audience’s attention against distractions and competitors and also making sure they’re a good fit for our customer base. In this session, we take a step away from the keyword and bidding strategies and focus on the parts of lead generation campaigns that can help drive higher lead counts, better quality leads, and propel users through to customer.
Everyone wants to grow, but most companies struggle to find the "secret sauce" to unlocking breakout growth. What do fast-growing companies know and do that the rest of us miss?
In this webinar, Morgan Brown, author of Hacking Growth: How Today's Fastest-Growing Companies Drive Breakout Success will show you exactly how fast-growing companies organizing themselves and operate to find win after win, fueling their impressive growth curves.
How to Market and Sell like a Category LeaderSangram Vajre
5 elements that I have learned when building a new category.
- Embrace your customer's problem, not your product
- Reach your customers on “their” terms, not yours
- Don’t call them Prospects! You serve customers & future customers
- “Selling is essentially the transfer of feelings” by Zig Ziglar
- Make customers “heroes” in their organizations
The Most Pressing Amazon Operations Challenges — and How to Address ThemTinuiti
In this session, Tinuiti’s own ex-Amazonian walks through the four biggest operational challenges our clients face and how we’ve worked together to address them.
After nearly 3,000 Google AdWords audits we are finding that nearly EVERYONE is making some of the same mistakes that are costing them big time.
The great news is that these mistakes are easy to fix and can literally double your profitability with AdWords over night.
During this webinar learn how to:
Stop robbing your most profitable keywords
How to organize your account for easy optimization and double the profitability
Avoid some gotchas that we've learned the hard way
Account Based Marketing Best Practices
Read the full post @ fourquadrant.com/abm-benchmark-research/
Organizations are leveraging an ABM to drive business growth.
It's critical for B2B marketers to identify the best ABM tactics, necessary budgets, and resources to develop and effective ABM strategy and align internal resources and expectations around the expected outcomes.
Over 150 ABM practitioners were surveyed and their responses compiled to highlights ABM Best Practices.
The findings in the report provide insights for organizations that have embraced ABM to adopt or evolve their account based marketing strategy.
VIEW THIS DECK TO SEE:
- ABM Go to Market Performance
- ABM Fundamentals
- Biggest Challenges for ABM
- ABM Budget Expectations
- Percentage of Marketing Budget Allocated to ABM
- ABM Budget Composition
- ABM Budget Spend Per Account
- Percentage of ABM Budget Focused on Customer Acquisition
- Functions That Collaborate to Develop & Execute ABM Programs
- Type of ABM Plays Executed
- Channels Used in ABM Programs
- How SDRs Support ABM Programs
- Ideal Candidate Profiles (ICP) & ABM
- Number of Contacts Per Account in ABM Programs
- Number of Target Accounts Actively Pursued in an ABM Program
- ABM Metrics & Benchmarks
- Metrics to Evaluate ABM Programs
Read the full post @ fourquadrant.com/abm-benchmark-research/
==============================================
FOR ADDITIONAL GO TO MARKET RESOURCES VISIT:
The Demand Generation Time Lag Model
fourquadrant.com/go-to-market-planning-templates/demand-generation-time-lag-model/
Sales Pipeline Planning Model
fourquadrant.com/go-to-market-planning-templates/sales-pipeline-planning-model/
Sales Pipeline Planning Model
fourquadrant.com/go-to-market-planning-templates/sales-pipeline-planning-model/
Account Based Marketing Template – Account Intelligence Brief
fourquadrant.com/go-to-market-planning-templates/account-based-marketing-template/
Strategic Account Plan Template
fourquadrant.com/go-to-market-planning-templates/strategic-account-plan-template/
B2B Account Based Marketing (ABM)
fourquadrant.com/b2b-account-based-marketing-abm/
Amazon as a Brand Building and Demand Gen Platform: Emerging Trends in Amazon...Tinuiti
In this session, we partner with Amazon sales analytics platform, Jungle Scout, to discuss the best ways to utilize enhanced tools like A+ Content and video to better serve your brand.
How Terminus Does Account-Based MarketingSangram Vajre
Presented by Sangram Vajre, Co-Founder & CMO of Terminus, at the #SLCSEM meetup at Adobe's HQ in Lehi, Utah, on June 21, 2017. Learn how Terminus is the easiest way to do account-based marketing at scale.
Discover the 3 Key Elements of High Revenue-Generating Digital Marketing Cam...semrush_webinars
Building a Digital Marketing Campaign takes good planning and a precise execution which can take up a lot of your time and energy. And let’s face it…to be effective online you have to be fast at building these high converting campaigns, launching them, testing them and improving them without hassle.
Hitting the Mark: e-commerce en e-mailtrends van VK & VSvalantic NL
Dotmailer is in het Verenigd Koninkrijk de grootste aanbieder van marketing automation voor e-mail. Elk jaar publiceren ze een benchmark (genaamd Hitting the Mark) met daarin marketing best practices en e-commerce trends. Stephen licht alles toe met inspiratievolle voorbeelden van grote (online) retailers in de VK en US.
4 Steps to ABM Success with Predictive AnalyticsInfer
Infer and Engagio are teaming up to demonstrate the powerful intersection of Account-Based strategies and Predictive Analytics.
In this webinar you’ll hear real-world examples of how to:
• Account selection & prioritization
• Finding lookalike net-new Accounts
• Activation & campaign execution
• Measuring success
What are the key digital Challenges in APAC in 2016? [REPLAY HUBFORUM SINGAPORE]HUB INSTITUTE
HUBFORUM Singapore is an invitation-only summit for digital marketing leaders from local and international companies. Over 300+ attendees and 15 top speakers had gathered last year to share insights, predictions of digital marketing and digital transformation.
This presentation on Customer Experience Management was delivered at The Social CRM Conference in Singapore on the 21/01/2014. The event was attended by Senior Marketing Executives from around the Asia Pacific and Japan region.
Marketing Rx: 10 Strategies to Diagnose Your FunnelEllie Mirman
It doesn’t take an MD to diagnose your marketing funnel, but it does take a critical eye, knowing which questions to ask, and a few analytical strategies. This session will explore exactly that - how to dig into your marketing funnel to understand what’s working, what’s not, and what action to take. Whether you’re a marketing team of one, managing a small marketing group, or leading a growing team, if you want a primer on keeping your funnel healthy, this session is for you. Presented at #INBOUND16.
How can you use conversion optimization to get more sales? In this webinar, you will learn from best and worst practice. Using practical examples, case studies and theory you will learn simple strategies for how you can optimize your conversion. This webinar can be particularly useful if you want to maximize your the return on your traffic budget, or want to find simple ways to grow faster.
Customer centricity and marketing automation keynote presentation at Direct a...Michael Leander
Customer centricity and marketing automation in focus.
Michael Leander's presentation form Direct & Digital Marketing Conference in Lisbon, Portugal. Great conference organized by Mediapost Portugal.
Other marketing speakers at the conference included Drayton BIrd, Yonathan Dominitz and Nuno Costa.
5 marketing breakthroughs to Amplify Your BusinessTom McLelland
5 critical marketing breakthroughs to drive more leads, sales and customers.
You'll discover how we generate $10 for every $1 we spend on Facebook. And exactly how to apply these breakthroughs to drive wallet out, ready to buy customers.
We explore the secret weapons of online marketing and how to translate them into success for your own business.
4 Steps to ABM Success Using Predictive AnalyticsSean Zinsmeister
Two of the most-talked about topics in marketing & sales are Predictive Analytics and Account Based Everything. Using one is great, but using both together is even better and creates a multiplier on the gains returned from both strategies.
• Hear not only the tactics, but real-world examples on how to execute on the following strategies:
• Account Selection (prioritizing)
• Finding New Accounts (using look-alike strategies)
• Activation & campaign execution
• Measurement
Увеличение конверсии (in English) (The VALUE of Search and Social)Promodo
Доклад президента компании SEOmoz Gillian Muessig на семинаре по продвижению товаров и услуг на зарубежный рынок от компании Promodo и SEOmoz 19 мая 2012 года, Киев.
FastSpring Webinar: How Conversion Optimization Can Transform Your Digital Ca...FastSpring
Join FastSpring as we host Ali Nasser, CEO of Spiralyze, in an exclusive webinar that covers:
*The benefits of implementing a CRO program, and best practices for running a successful A/B and multivariate testing.
*Common mistakes and misconceptions that kill tests.
*How to obtain meaningful results from your testing program.
"We Don't Sell to Robots" presented by Daniel Gaugler and Cat Martinez at #Fl...#FlipMyFunnel
"We Don't Sell to Robots" presented by Daniel Gaugler and Cat Martinez at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"ABM: Winning With A Human Touch" presented by Malachi Threadgill at #FlipMyF...#FlipMyFunnel
"ABM: Winning With A Human Touch" presented by Malachi Threadgill at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"Why Building A Brand Is The Single Best Investment You Can Make in 2018" by ...#FlipMyFunnel
"Why Building A Brand Is The Single Best Investment You Can Make in 2018" presented by Dave Gerhardt at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"2018 B2B Marketing Trends" presented by Peter Weinberg at #FlipMyFunnel 2018#FlipMyFunnel
"2018 B2B Marketing Trends" presented by Peter Weinberg at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"From Skunkworks to Platinum Stack" presented by Matt Amundson, Charles Crnoe...#FlipMyFunnel
"From Skunkworks to Platinum Stack" presented by Matt Amundson, Charles Crnoevich, and Jeff Marcoux at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"Scientific Results to Deliver Your Customer a Better Experience" presented b...#FlipMyFunnel
"Scientific Results to Deliver Your Customer a Better Experience" presented by Kyle Porter at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"How to Use Buyer Persona Research to Close More Deals" presented by Jen Spen...#FlipMyFunnel
"How to Use Buyer Persona Research to Close More Deals" presented by Jen Spencer at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"What is Campaign Based Prospecting?" by Ryan O'Hara at #FlipMyFunnel 2018#FlipMyFunnel
"What is Campaign Based Prospecting?" at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"How to Humanize Your Prospecting in an Automated World" by Morgan Ingram at ...#FlipMyFunnel
"How to Humanize Your Prospecting in an Automated World" by Morgan Ingram at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"Humanizing Live Sales Chat in a World of Bots" presented by Chris Handy at #...#FlipMyFunnel
"Humanizing Live Sales Chat in a World of Bots" presented by Chris Handy at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"Turning Your Pitch Into Your REASON" by Dale Dupree at #FlipMyFunnel 2018#FlipMyFunnel
"Turning Your Pitch Into Your REASON" by Dale Dupree at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"Transitioning Your Sales Organization to Account-Based Marketing" presented ...#FlipMyFunnel
"Transitioning Your Sales Organization to Account-Based Marketing" presented by Todd McCormick and Lucas Ulloque at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"The State of Revenue Operations" presented by Karen Steele at #FlipMyFunnel ...#FlipMyFunnel
"The State of Revenue Operations" presented by Karen Steele at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"Rock Your ABM and Sales Partnership" presented by Kristen Novak at #FlipMyFu...#FlipMyFunnel
"Rock Your ABM and Sales Partnership" presented by Kristen Novak at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"Let's Get Honest About ABM: Three Truths and No Lies" presented by Katie Bul...#FlipMyFunnel
"Let's Get Honest About ABM: Three Truths and No Lies" presented by Katie Bullard at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"BFFs are the New MQL" presented by Justin Keller at #FlipMyFunnel 2018#FlipMyFunnel
"BFFs are the New MQL" presented by Justin Keller at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"Going All In on ABM: Implementing a People First, Agile, Account-Based Strat...#FlipMyFunnel
"Going All In on ABM: Implementing a People First, Agile, Account-Based Strategy" presented by Elle Woulfe at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"#CustomerCenteredCentricObsessed" presented by Jill Rowley at #FlipMyFunnel ...#FlipMyFunnel
Jill Rowley presented "#CustomerCenteredCentricObsessed" keynote at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"Account-Based Success: Stories from the Real World" presented by Craig Rosen...#FlipMyFunnel
Craig Rosenberg, Sol Weinrich and Travis Drobbin presented "Account-Based Success: Stories from the Real World" keynote at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
"The Authenticity Curve" by Sangram Vajre at #FlipmyFunnel 2018#FlipMyFunnel
Sangram Vajre presented "The Authenticity Curve" keynote at the 2018 #FlipMyFunnel B2B Marketing and Sales Conference. To learn more about #FlipMyFunnel, visit flipmyfunnel.com.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
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.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
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.
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.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Buy Verified PayPal Account | Buy Google 5 Star Reviewsusawebmarket
Buy Verified PayPal Account
Looking to buy verified PayPal accounts? Discover 7 expert tips for safely purchasing a verified PayPal account in 2024. Ensure security and reliability for your transactions.
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Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
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7. Good Parenting Great ParentingAverage Parenting
Parent
Maturity Curve
▶︎ Watch TV
Feed
Play
Watch Finding Nemo Watch the entire
Rocky series
GOOD TO
GREAT
PARENTING
@sangramvajre
8. Good Parenting Great ParentingAverage Parenting
Watch TV
▶︎ Feed
Play
Feed Healthy Snacks Feed EPIC proportions
of pancakes!
GOOD TO
GREAT
PARENTING
@sangramvajre
Parent
Maturity Curve
9. Good Parenting Great ParentingAverage Parenting
Watch TV
Feed
▶︎ Play
Play XBOX games Go flying
GOOD TO
GREAT
PARENTING
@sangramvajre
Parent
Maturity Curve
10. Good Parenting
Great Parenting
Average Parenting
Watch TV
Feed
Play
Watch kids movies
Feed Healthy Snacks
Play XBOX
Watch all the Rocky movies
Feed EPIC proportions of pancakes
Go flying
GOOD TO
GREAT
PARENTING
@sangramvajre
Parent
Maturity Curve
11. SON TO FATHER:
IMMUTABLE LAW
You have a choice.
If you focus on what matters to you,
it gets better.
@sangramvajre
13. The TEAM Framework
Simple, Powerful, Connected Capabilities that Drive Account-Based Success
TARGET ENGAGE
ACTIVATEMEASURE
Get earlier, deeper penetration into target
buying centers with best-in-class account-
based advertising & multi-channel
program management
TEAM
Combine & connect all your data in one
place to easily create and manage target
account lists
Help sales open more ops, faster, by giving
them realtime prompts to reach out when
accounts are most engaged
Super-simple reporting so you know how your
account-based programs are driving revenue
Drive authentic long-
term relationships
with companies that
will love you
@sangramvajre
16. When you identify the right
customer, your focus
gets better.
It’s not that I want unicorns.
It’s just that you don’t even know
my name.
CUSTOMER TO MARKETER:
IMMUTABLE LAW
@sangramvajre
17. Where you might
be
Where you are goingWhere you’ve been
Dynamic: “Always On”Static: “Top 100 accounts”DisconnectedTARGET
~7X
Opportunity
Creation
50%
Higher
pipeline
10%
Sales Cycle
Reduction
25,000
leads at Masergy
5x more
engagement from
targeted accounts
70% to 90%
NPS score
skyrocketed with
upserving
ENGAGE
ACTIVATE
MEASURE
GOOD TO
GREAT
MARKETING
@sangramvajre
19. How we engage, is what
gets better.
It’s not that I have an
attention span of a goldfish.
It’s just that your
content sucks.
CUSTOMER TO MARKETER:
IMMUTABLE LAW
@sangramvajre
20. Where you might
be
Where you are goingWhere you’ve been
Experiential
Tools: Went from 22 to 6
tools to do B2B at scale.
Cost of customer
acquisition: A 60% drop
Quality
Traffic: Website traffic is
down by 15% but now 70% is
from the “right” target
accounts.
Tools: 22 technologies
Quantity
Traffic: “All” traffic is
equal.
- Events
- Website
- Webinars
- Emails
70% of the traffic from non-
target accounts.
TARGET
ENGAGE
ACTIVATE
MEASURE
GOOD TO
GREAT
MARKETING
@sangramvajre
22. When you engage customers on
their terms and alert sales, your
relationship with sales
gets better.
It’s not that our newsletter is bad.
It’s just that it has nothing to do
with our customer needs.
SALES TO MARKETER:
IMMUTABLE LAW
@sangramvajre
23. Where you might
be
Where you are goingWhere you’ve been
Prioritized
Win rate: 95% win-rate
from target account strategy
Sales a customer:
2X annually survey for
satisfaction.
Proactive
Accounts: 250
Team Structure: 4 FTE’s
dedicated to ABM
ReactiveTARGET
ENGAGE
ACTIVATE
MEASURE
GOOD TO
GREAT
MARKETING
YOU’VE GOT
MAIL
@sangramvajre
25. What you measure, is what
gets better.
It’s not that I don’t care about
your vanity metrics.
It just that they don’t focus on
business outcomes.
CEO TO MARKETER:
IMMUTABLE LAW
@sangramvajre
26. Where you might
be
Where you are goingWhere you’ve been
One Scorecard
“Now Marketing can
forecast how many
reps are needed in
which territory and can
also predict win-rate
with engagement
insights.”
–Daniel Day
Double Funnel
B2B at scale: Over 500
concurrent ABM 1:1
campaigns
Metrics: Time on site,
Velocity, Penetration
Funnel
Measure everything:
Inbound / Outbound
TARGET
ENGAGE
ACTIVATE
MEASURE
GOOD TO
GREAT
MARKETING
@sangramvajre
27. Good Marketing
= Efficient Growth
in Isolation
Great Marketing
= Efficient Growth
at Scale
Average Marketing
= Inefficient Growth
B2B Maturity Curve
T - Disconnected
E - Quantity
A - Reactive
M - Funnel
TARGET
ENGAGE
ACTIVATE
MEASURE
T - Static
E - Quality
A - Proactive
M - Double Funnel
T - Dynamic
E - Experiential
A - Prioritized
M - One Scorecard
GOOD TO
GREAT
MARKETING
@sangramvajre
28. Good
Great
Average
MARKETING
GOOD TO GREAT PARENTING
Marketing and Sales
Aligned
Mom and Dad
Aligned
Marketing and Sales
as OneTeam
Mom and Dad
as OneTeam
Many Activities Many Tools
Few Activities Few Tools
@sangramvajre
29. So, what matters to you?
Good is the enemy of Great.
– Jim Collins
“
36. FlipMyFunnel Roadshow 2019
THE FORMULA FOR DATA-DRIVEN ABM SUCCESS
Targeting Best Fit Accounts | @RyanVitello | FlipMyFunnel
37. FlipMyFunnel Roadshow 2019
ATTRIBUTES OF FIT
Targeting Best Fit Accounts | @RyanVitello | FlipMyFunnel
Funding
Relationshi
ps
Technogra
phic
Company Size
Revenue Industry
Geography
38. FlipMyFunnel Roadshow 2019
CAPITALIZE ON INTENT SIGNALS
Targeting Best Fit Accounts | @RyanVitello | FlipMyFunnel
60% of B2B
purchasing journey
done before a form is
filled out
More complexity. More anonymity. More competition.
39. FlipMyFunnel Roadshow 2019
ENGAGEMENT
Targeting Best Fit Accounts | @RyanVitello | FlipMyFunnel
Using data to identify which of our accounts are engaging
● Website
● Content
● Ads
● Events
42. FlipMyFunnel Roadshow 2019
WHO’S ON THE BUYING COMMITTEE?
Targeting Best Fit Accounts | @RyanVitello | FlipMyFunnel
“The number of people involved in B2B solutions
purchases has climbed from an average of 5.4 two
years ago to 6.8 today.”
-
Forbes, 2018
43. FlipMyFunnel Roadshow 2019
WHO’S ON THE BUYING COMMITTEE?
Targeting Best Fit Accounts | @RyanVitello | FlipMyFunnel
Steph
POC
Derek
Executive
Sponsor
Madison
End-User
Clare
End-User
Torrey
Influencer
Baillie
Influencer
Ben
Finance
Alex
Sales
Brad
Operations
70. • Company Profile
• ABM Program & Metrics - 2018
• ABM Program & Metrics - 2019
• Ads in Action
• Q&A
Agenda
71. Nationwide IT Integrator & Service Provider with Solutions Across the IT Stack
SecurityCollaboration Networking Data Center Cloud
Solutions
CarrierProfessional &
Managed Services
IT Outsourcing Inventory
Management
Services
CLOUD ON-PREMISE HYBRID
Consume technology how and
when you need it.
Financial enablement services
with Carousel Capital.
72. 1,300+
Team Members Nationwide for Local
Support
6,000+
Highly Satisfied Clients
1,000+
Certifications Across Engineering and Sales
Teams
50+
Leading Technology Partners
35+
Fortune 100 Clients
Multi-Year Winner
Numerous Industry Awards
• MSP 501
• Top 50 Systems Integrators List
• Fastest Growing & Innovative Companies
• Cisco Architectural Excellence US East
Partner of the Year : Security
•
73. Where We Started
• 850+ Account Names in Excel
• Goal: 10% Revenue bookings growth
• Objective: Go wider and deeper
• Request for “Air Cover”
• Hubspot & No Salesforce
• Few digital assets promoting
Carousel
The Approach
• Account/contact expansion
• Terminus account-based ads
• Limited segmentation & message
targeting
• Create multi-channel digital
campaign
ABM Program - 2018
74. ABM Program – 2018: What We Measured
ABM Benchmark
Reporting
• Activity metrics show
trends and growth
over time
• Benchmark against
yourself as you test
offers and make
changes to audiences
and tactics
Unable to track
impact metrics
75. ABM Program – 2018: What We Measured
Tactic Reporting Tactic Plans
Name UC-Roadmap-5-Ques-to-Ask-IT
Goal Up-sell/Cross-sell
Target
Audience
80 = Top 100 Strategic Accts with
2017 Cloud revenue = $0
Function= All IT Mgr+
Run Dates March 26 – April 23
Ad Performance
Accts Matched 80
Total Reach 89,426
Impressions 198,989
Clicks 179
CTR .088% (channel avg. is .06-.08%)
CPM $12.98
CPC $14.68
Spend $2,582
LANDING PAGE:
https://www.carouselindustries.com/blog/ready-migrate-uc-
five-questions-ask/
76. The Results
• Company achieved goal of 10%
Revenue bookings growth
• Learnings through starting simple
• Salesforce launched in Q4
• Added Terminus integrations:
Hubspot, LinkedIn, Salesforce
• New “Carousel-We’re With You”
campaign launched in Q4
ABM Program - 2018
77. Program Expansion
• Account Hub
• Sales Insights
• Measure ABM impact on pipeline
and revenue
• Stronger alignment with sales regions
The Approach
• Activate new target account lists
across channels
• Create more advanced, data-driven
segments and feed to Engage
• Deliver more relevant, timely
messages via display ads and
LinkedIn
• Keep successful tactics ‘always on’
ABM Program - 2019
78. ABM Program – 2019: What We Measuring
ABM Scorecard – How we are doing at moving the needle?
*Marketing Engagement definition:
[1] Web site engagement spike, or
[2] >=5 pageviews and >= 1 campaign response, or
[3] >=2 Ad Clicks and >= 1 campaign response, or
[4] 2 campaign responses
79. Activity Metrics
• Reach
• Impressions
• Clicks
• Click-through rate
• Leads (if lead generating tactic)
• Cost per lead
• Pageviews
• Time on site
Impact Metrics
• % Progressed Accounts
• # Influenced Opportunities
• $ Influenced Pipeline
• $ Avg Opportunity Size –
Influenced pipeline
• # Influenced Closed Won Deals
• $ Influenced Closed Won
Revenue
• $ Avg Deal Size – Influenced
Closed Won Deals
• Deal Velocity
ABM Program – 2019: Metrics to help make program decisions
80. ABM Program – 2019: Ads in Action – Pipeline Acceleration
Target accounts with open opportunities for Cisco and forecast close date within 6
months:
Key Findings:
• 26% of accounts had incremental pipeline
created after exposure to ads
• Among accounts with incremental pipeline,
58% had at least 1 ad click
• Among accounts without incremental pipeline,
26% accounts had at least 1 ad click
• Deal Velocity for target accounts:
• Overall for accounts = 80 days
• Received Impressions = 57 days
• Impressions + at least 1 click = 38 days