How to operationalize the demand funnel - as presented at Sirius Decisions Summit 2014. Presented by Kevin Marasco, HireVue CMO and David Lewis, CEO DemandGen.
Learn how to recruit top talent in half the time with HireVue's Talent Interaction Platform at hirevue.com
About HireVue - HireVue make business personal again. And we do it by promoting meaningful human interaction through a digitally-enhanced, connected experience that we call a Talent Interaction Platform™.
Marketing program planning can be tough! That is why we created a handy customizable PowerPoint deck with numerous planning templates to help you organize and streamline your projects and programs. So next time you go to present your quarterly or yearly plans you will be prepared.
Marketing Plan Presentation Template 2018Demand Metric
Use this marketing plan presentation template to quickly document a modern marketing plan. Chapters include: aspiration, situation, objectives, strategy, content, technology and budget. Your stakeholders will be impressed with the analysis, design, brevity of your marketing plan.
Slides David Shoenberger recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Drift
Andy Raskin has led strategic story training at Uber, Intel, Yelp, General Assembly and Stanford and called this the greatest sales pitch he's seen all year. Have a look.
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
Marketing program planning can be tough! That is why we created a handy customizable PowerPoint deck with numerous planning templates to help you organize and streamline your projects and programs. So next time you go to present your quarterly or yearly plans you will be prepared.
Marketing Plan Presentation Template 2018Demand Metric
Use this marketing plan presentation template to quickly document a modern marketing plan. Chapters include: aspiration, situation, objectives, strategy, content, technology and budget. Your stakeholders will be impressed with the analysis, design, brevity of your marketing plan.
Slides David Shoenberger recently used in his discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Drift
Andy Raskin has led strategic story training at Uber, Intel, Yelp, General Assembly and Stanford and called this the greatest sales pitch he's seen all year. Have a look.
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
5 Go-to-Market Strategies for B2B SaaS, FinTech, and IaaS [Webinar Recording]SP Home Run Inc.
(Preview Webinar for Go-to-Market Strategy Reboot Camp)
For founders, marketers, and sales professionals at B2B SaaS (software as a service), FinTech (financial technology), and IaaS (infrastructure as a service) firms -- especially startups, scaleups, and small businesses
How B2B prospects and clients research and make buying decisions has changed. Quite dramatically!
Some of the biggest names in the tech industry have figured this out. And they are shouting it from the rooftops:
Gartner found that 83% of a typical B2B purchase decision -- researching, comparing options, and evaluating pricing -- happens before a potential buyer engages with a vendor.
McKinsey discovered that 70% to 80% of B2B decision-makers now prefer to make decisions digitally.
And LinkedIn, partnering with Edelman, concluded that “thought leadership remains critical to customer engagement, but breaking through the noise is harder than ever.”
However, most SaaS, FinTech, and IaaS startups, scaleups, and small businesses are largely unprepared to confront this once-in-a-generation change in purchasing behavior -- that’s approaching at jet speed whether your company is prepared or not.
And that’s why we hosted this webinar: to help you and your team upskill and stay relevant to how your prospects and clients want to buy.
When you watch the recording of 5 Go-to-Market Strategy Best Practices, you’ll learn how to:
Adapt your sales process to support your prospects’ and clients’ buying process
Build your team with the right mix of generalists and specialists, modeled after some of the most successful professional baseball teams on the planet
Connect the dots between marketing, sales, customer success, and product, so you approach go-to-market as a team sport
Get on the radar screen of the right strangers, in the right places, at the right time, and in the right context
Plan your content strategy for maximum relevance, efficiency, and effectiveness across the most popular formats
And much more!
This webinar is especially crucial for founders, marketers, sales professionals, customer success leaders, and product managers at B2B SaaS, FinTech, and IaaS firms -- especially startups, scaleups, and small businesses.
Learn About Go-to-Market Strategy Reboot Camp http://www.GTMReboot.com
Use this modern go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept.
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.
Do you have a sales plan? Are you tired of constantly failing at meeting your sales goals? Or is the confusion of how to create one lingering in your head? A well-laid sales plan is crucial regardless of the size of the business or industry. Therefore, the focus of a sales plan should be on your objectives, potential obstacles, and necessary actions at every stage.
Whether you are an entrepreneur, sales executive, or sales manager, developing a sales plan will help you achieve your goals.
So, if your current plan isn’t working, it’s time to conduct a deeper analysis for better results.
Collect Relevant Sales Data and Study Current Trends
Understanding past data is crucial to creating a compelling future strategy. For example, what were your sales like in the past few years?
Did your previous strategy help you achieve your sales goals? Collecting this information can help you understand the trends in the industry.
Analyzing these trends means diving deep into closed and non-closed sales and company and product performance. As a result, you will establish an excellent foundation for your upcoming sales plan.
Here are some tips for analyzing sales data and trends:
Identify the average deal size per team member by dividing the total number of deals by the total amount that comes in. Make it a point to measure this metric monthly or quarterly. It will help you understand if your deals align with the company’s vision and set objectives. You’ll get an idea about potential risks and give relevant insights on larger deals.
Calculate the percentage of leads that convert into customers. It will help you understand the number of leads required to achieve your business goals. You also get an idea about the quality of leads acquired by the sales team.
Target specific metrics to ensure you spend time closing the right leads. For example, target the time spent in closing each deal. Understand why it takes longer in specific scenarios.
Evaluate product performance to ensure you spend your energy selling the products in demand. For instance, research which products are purchased together and analyze the seasonal sales trends.
Analyze overall company performance to identify new opportunities
Lastly, ask for feedback from your repeated buyers to understand the trends better
Set Specific Sales Objectives
Measuring progress becomes difficult without specific objectives.
The sales planning process must begin with setting clear goals or targets to achieve.
Here are some examples of sales objectives you can refer to:
Increase the monthly or annual revenue by 15%
Reduce monthly customer churn rate
Increase the number of units sold in a month
Boost profit margin by 15%
Increase customer lifetime value by 20%
Reduce the customer acquisition rate by 10%
Increase the number of qualified leads per month by 12%
Reduce the sales cycle time by 8%
Increase monthly win rates by 8%
Our Lead Generation Plan Playbook is a consulting methodology that highlights our premium tool-kit of tools & templates to help you develop a comprehensive lead generation plan.
Introducing Sales Strategy PowerPoint Presentation Slides which is helpful in making effective sales presentations. With the help of this strategic sales plan PPT templates, you can improve your sales performance. There are some factors included in customer conversion strategy PowerPoint presentation slides such as identifying your customer needs, direct marketing, follow up with the consumers, describing your product, ask for their reviews, etc. You can use reports, charts, and sheets given in the sales mission statement PPT deck to present data in a visual manner. The customer acquisition PPT slideshow helps to build a customer relationship management plan in order to acquire new customers. The sales business plan PPT slides are helpful in presenting topics like setting sales targets, sales forecasting, demand management, and execution of a sales plan, etc. Therefore, download this ready-to-use sales tactics PowerPoint presentation deck and accomplish your objectives. https://bit.ly/3eklFju
Why Product-Led Growth is the most effective GTM strategyMickey Alon
Product-led growth is a strategy that relies on features and usage as primary drivers for customer acquisition, retention and expansion. Mastering growth is an iterative process that involves measurements, user engagements and experimentation.
If you are a content marketer, or you are responsible for your content marketing, then you need to know how to create compelling content that can generate leads. Here, our in-house content strategist, explores the different approaches you can take that will generate you leads.
Content strategy best practices we’ll explore:
- How to use content as a lead generation tool
- What you need to do with your content to ensure it generates leads
- Elements to avoid in your content strategy
We give you a framework for creating a B2B Sales Playbook - section by section, with key info about questions to consider when writing your own Sales Playbook.
Find out more about how to create your own Sales Playbook at: https://contemsa.com/sales-playbook/
Our world is full of endless distractions: videos, special offers, articles, the list goes on. So, how do you make sure your content reaches your audience and grabs their attention?
During this webinar, content marketing expert Steve Rayson will share insights gained from analyzing a million headlines, across a range of publications, to discover what phrases amplify content and drive conversions.
And if that's not enough, advertising fanatic Larry Kim will show you how to use this data to craft click-worthy ad copy to use across paid search and social to increase click-through rates and significantly decrease cost-per-click.
Register now to hear this marketing dynamic duo crack the code on engagement.
You'll learn:
-What type of copy performs best on Facebook, Twitter, and Search
-How to curate attention-grabbing, engaging content
-What components make up a powerful headline
Monthly Digital Marketing Planning Template – Plan your monthly digital campaignTrinfinity
Having a solid digital marketing plan for every month may seem like over
optimization but the benefits are indisputable. The sooner you can put a monthly plan into action, the sooner you will be reaping the rewards of Digital marketing – more leads, at a lower cost, generated by a completely scaleable strategy.
Use this template to create a detailed digital marketing plan defining the digital channel strategy for each major market/proposition to provide focus and direction for the future.
Make sure your digital plan is well integrated with all marketing communications and aligns with your business objectives.
Here’s a taste of what you’ll find inside:
- Setup Goals and Metrics
-Define your buyer personas
-Identify your marketing triggers
-Keyword strategy
-Outline your content strategy
-Design your marketing funnel
-Implement & setup support platforms
-Recruit for the skillsets you need
Published at <a>Trinfinity</a>
The purpose of this deck is two-fold:
1. provide key insights on how to build a highly effective and predictable demand gen engine
2. provide a template for a monthly demand gen dashboard that tracks the value/ROI of your actions
There are numerous other key metrics that are essential for marketing to track but are not represented in this template such as customer experience [NPS, CSAT, etc.], brand recognition & affinity, website analytics, email analytics, PR share of voice, ad campaign effectiveness, and so on and so on.
Additionally, this dashboard is not intended to replace a full sales pipeline dashboard but rather to provide insights on how marketing is contributing to sales effectiveness and revenue.
What is a Go-to-Market Strategy & How to Create OneCompellingPM
We often hear other PMs and executives say the word Go-to-Market Strategy and everyone nods their heads as if they know exactly what the other person really meant. But the reality is that within any given organization, there are as many ideas of what Go-to-Market Strategy means as there are senior level executives. And when Product Marketing is asked to develop a Go-to-Market Strategy, they are unlikely going to satisfy the expectations of all stakeholders because each one has a different expectation. In this webinar, we'll help you to create a common understanding of a Go-to-Market Strategy and what Product Marketing needs to do to effectively create one.
Key Takeaways from participating in this webinar:
- Develop a common definition for a Go-to-Market Strategy that can be shared with your organization
- Learn the seven elements that go into a complete Go-to-Market Strategy
- Understand the steps to creating your Go-to-Market Strategy
5 Go-to-Market Strategies for B2B SaaS, FinTech, and IaaS [Webinar Recording]SP Home Run Inc.
(Preview Webinar for Go-to-Market Strategy Reboot Camp)
For founders, marketers, and sales professionals at B2B SaaS (software as a service), FinTech (financial technology), and IaaS (infrastructure as a service) firms -- especially startups, scaleups, and small businesses
How B2B prospects and clients research and make buying decisions has changed. Quite dramatically!
Some of the biggest names in the tech industry have figured this out. And they are shouting it from the rooftops:
Gartner found that 83% of a typical B2B purchase decision -- researching, comparing options, and evaluating pricing -- happens before a potential buyer engages with a vendor.
McKinsey discovered that 70% to 80% of B2B decision-makers now prefer to make decisions digitally.
And LinkedIn, partnering with Edelman, concluded that “thought leadership remains critical to customer engagement, but breaking through the noise is harder than ever.”
However, most SaaS, FinTech, and IaaS startups, scaleups, and small businesses are largely unprepared to confront this once-in-a-generation change in purchasing behavior -- that’s approaching at jet speed whether your company is prepared or not.
And that’s why we hosted this webinar: to help you and your team upskill and stay relevant to how your prospects and clients want to buy.
When you watch the recording of 5 Go-to-Market Strategy Best Practices, you’ll learn how to:
Adapt your sales process to support your prospects’ and clients’ buying process
Build your team with the right mix of generalists and specialists, modeled after some of the most successful professional baseball teams on the planet
Connect the dots between marketing, sales, customer success, and product, so you approach go-to-market as a team sport
Get on the radar screen of the right strangers, in the right places, at the right time, and in the right context
Plan your content strategy for maximum relevance, efficiency, and effectiveness across the most popular formats
And much more!
This webinar is especially crucial for founders, marketers, sales professionals, customer success leaders, and product managers at B2B SaaS, FinTech, and IaaS firms -- especially startups, scaleups, and small businesses.
Learn About Go-to-Market Strategy Reboot Camp http://www.GTMReboot.com
Use this modern go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept.
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.
Do you have a sales plan? Are you tired of constantly failing at meeting your sales goals? Or is the confusion of how to create one lingering in your head? A well-laid sales plan is crucial regardless of the size of the business or industry. Therefore, the focus of a sales plan should be on your objectives, potential obstacles, and necessary actions at every stage.
Whether you are an entrepreneur, sales executive, or sales manager, developing a sales plan will help you achieve your goals.
So, if your current plan isn’t working, it’s time to conduct a deeper analysis for better results.
Collect Relevant Sales Data and Study Current Trends
Understanding past data is crucial to creating a compelling future strategy. For example, what were your sales like in the past few years?
Did your previous strategy help you achieve your sales goals? Collecting this information can help you understand the trends in the industry.
Analyzing these trends means diving deep into closed and non-closed sales and company and product performance. As a result, you will establish an excellent foundation for your upcoming sales plan.
Here are some tips for analyzing sales data and trends:
Identify the average deal size per team member by dividing the total number of deals by the total amount that comes in. Make it a point to measure this metric monthly or quarterly. It will help you understand if your deals align with the company’s vision and set objectives. You’ll get an idea about potential risks and give relevant insights on larger deals.
Calculate the percentage of leads that convert into customers. It will help you understand the number of leads required to achieve your business goals. You also get an idea about the quality of leads acquired by the sales team.
Target specific metrics to ensure you spend time closing the right leads. For example, target the time spent in closing each deal. Understand why it takes longer in specific scenarios.
Evaluate product performance to ensure you spend your energy selling the products in demand. For instance, research which products are purchased together and analyze the seasonal sales trends.
Analyze overall company performance to identify new opportunities
Lastly, ask for feedback from your repeated buyers to understand the trends better
Set Specific Sales Objectives
Measuring progress becomes difficult without specific objectives.
The sales planning process must begin with setting clear goals or targets to achieve.
Here are some examples of sales objectives you can refer to:
Increase the monthly or annual revenue by 15%
Reduce monthly customer churn rate
Increase the number of units sold in a month
Boost profit margin by 15%
Increase customer lifetime value by 20%
Reduce the customer acquisition rate by 10%
Increase the number of qualified leads per month by 12%
Reduce the sales cycle time by 8%
Increase monthly win rates by 8%
Our Lead Generation Plan Playbook is a consulting methodology that highlights our premium tool-kit of tools & templates to help you develop a comprehensive lead generation plan.
Introducing Sales Strategy PowerPoint Presentation Slides which is helpful in making effective sales presentations. With the help of this strategic sales plan PPT templates, you can improve your sales performance. There are some factors included in customer conversion strategy PowerPoint presentation slides such as identifying your customer needs, direct marketing, follow up with the consumers, describing your product, ask for their reviews, etc. You can use reports, charts, and sheets given in the sales mission statement PPT deck to present data in a visual manner. The customer acquisition PPT slideshow helps to build a customer relationship management plan in order to acquire new customers. The sales business plan PPT slides are helpful in presenting topics like setting sales targets, sales forecasting, demand management, and execution of a sales plan, etc. Therefore, download this ready-to-use sales tactics PowerPoint presentation deck and accomplish your objectives. https://bit.ly/3eklFju
Why Product-Led Growth is the most effective GTM strategyMickey Alon
Product-led growth is a strategy that relies on features and usage as primary drivers for customer acquisition, retention and expansion. Mastering growth is an iterative process that involves measurements, user engagements and experimentation.
If you are a content marketer, or you are responsible for your content marketing, then you need to know how to create compelling content that can generate leads. Here, our in-house content strategist, explores the different approaches you can take that will generate you leads.
Content strategy best practices we’ll explore:
- How to use content as a lead generation tool
- What you need to do with your content to ensure it generates leads
- Elements to avoid in your content strategy
We give you a framework for creating a B2B Sales Playbook - section by section, with key info about questions to consider when writing your own Sales Playbook.
Find out more about how to create your own Sales Playbook at: https://contemsa.com/sales-playbook/
Our world is full of endless distractions: videos, special offers, articles, the list goes on. So, how do you make sure your content reaches your audience and grabs their attention?
During this webinar, content marketing expert Steve Rayson will share insights gained from analyzing a million headlines, across a range of publications, to discover what phrases amplify content and drive conversions.
And if that's not enough, advertising fanatic Larry Kim will show you how to use this data to craft click-worthy ad copy to use across paid search and social to increase click-through rates and significantly decrease cost-per-click.
Register now to hear this marketing dynamic duo crack the code on engagement.
You'll learn:
-What type of copy performs best on Facebook, Twitter, and Search
-How to curate attention-grabbing, engaging content
-What components make up a powerful headline
Monthly Digital Marketing Planning Template – Plan your monthly digital campaignTrinfinity
Having a solid digital marketing plan for every month may seem like over
optimization but the benefits are indisputable. The sooner you can put a monthly plan into action, the sooner you will be reaping the rewards of Digital marketing – more leads, at a lower cost, generated by a completely scaleable strategy.
Use this template to create a detailed digital marketing plan defining the digital channel strategy for each major market/proposition to provide focus and direction for the future.
Make sure your digital plan is well integrated with all marketing communications and aligns with your business objectives.
Here’s a taste of what you’ll find inside:
- Setup Goals and Metrics
-Define your buyer personas
-Identify your marketing triggers
-Keyword strategy
-Outline your content strategy
-Design your marketing funnel
-Implement & setup support platforms
-Recruit for the skillsets you need
Published at <a>Trinfinity</a>
The purpose of this deck is two-fold:
1. provide key insights on how to build a highly effective and predictable demand gen engine
2. provide a template for a monthly demand gen dashboard that tracks the value/ROI of your actions
There are numerous other key metrics that are essential for marketing to track but are not represented in this template such as customer experience [NPS, CSAT, etc.], brand recognition & affinity, website analytics, email analytics, PR share of voice, ad campaign effectiveness, and so on and so on.
Additionally, this dashboard is not intended to replace a full sales pipeline dashboard but rather to provide insights on how marketing is contributing to sales effectiveness and revenue.
What is a Go-to-Market Strategy & How to Create OneCompellingPM
We often hear other PMs and executives say the word Go-to-Market Strategy and everyone nods their heads as if they know exactly what the other person really meant. But the reality is that within any given organization, there are as many ideas of what Go-to-Market Strategy means as there are senior level executives. And when Product Marketing is asked to develop a Go-to-Market Strategy, they are unlikely going to satisfy the expectations of all stakeholders because each one has a different expectation. In this webinar, we'll help you to create a common understanding of a Go-to-Market Strategy and what Product Marketing needs to do to effectively create one.
Key Takeaways from participating in this webinar:
- Develop a common definition for a Go-to-Market Strategy that can be shared with your organization
- Learn the seven elements that go into a complete Go-to-Market Strategy
- Understand the steps to creating your Go-to-Market Strategy
B2B Lead Gen and Brand Building - B2B Product Marketing SeriesMichael Fertman
Overview of a typical B2B Product Marketing Branding and Lead Generation Plan to accelerate the sales growth rate and enhance brand recognition at a low cost and high ROI.
"High Impact, High ROI, Low Cost Framework"
SiriusDecisions -The Transformation of B2B Sales, Marketing and Product - at ...MassTLC
Heather Loisel, VP of Consulting and CMO Practice Lead from SiriusDecisions presented on the transformation of B2B sales, marketing and product at MassTLC's annual sales and marketing summit on April 4.
Beyond the Basics of ABM: Using Account-Based Strategies to Unite Sales & Mar...InsideView
During this session we’ll discuss actionable and specific ways to create a successful ABM program, how to align sales and marketing teams to drive toward the same success metrics, and what program tactics to implement for success.
Account based marketing - targeting key accounts with 1-2-1 marketing programmesThe Marketing Practice
A one-page overview of various potential objectives and tactics for account based marketing. From intel gathering and awareness activity through to campaigning, sales engagement and advocacy.
#FlipMyFunnel Boston 2016 - Matt Senatore and Bob Basiliere - Marketing And S...#FlipMyFunnel
Marketing And Sales Alignment: The Key to ABM Success with Matt Senatore, Senior Director, Account Based Marketing Practice at SiriusDecisions and Bob Basiliere, Global Accounts Marketing at EMC Corporation
IBM & Sirius Decisions: Transforming Marketing Through Buyer Profiles and Per...AMASanDiego
Track: Brand Management & Integrated Communications
Topic: PERSONAS
Title: Transforming Marketing Through Buyer Profiles and Personas
Speakers: JACQUES PAVLENYI, Portfolio Marketing Director, IBM & RACHEL YOUNG, Research Director, Sirius Decisions
The convergence of social and data technologies continues to cause disruption in many industries and professions. Marketing is certainly not immune. Customers have very different expectations now, including strong personalization and customization. If the message and offers aren’t tailored specifically to me, the message is tuned out or ignored. This is increasingly true in B2B as well as B2C marketing. And that’s where personas can help.
IBM and Sirius Decisions will discuss practical rationales and methods for applying buyer profiles and personas, and how IBM is transforming not just Marketing, but also Sales, Product Management, and other functions with data-driven, robust buyer profiles.
- See more at: http://sdama.org/events/2015-art-of-marketing-conference/#session-details
From Prospect to Customer: Maximize Lifetime Value with Account Based MarketingEngagio
These days, everyone is talking about Account Based Marketing. However, there are a few big myths that could be holding you back from seeing success and leveraging ABM to its fullest. First, ABM doesn’t have to be a massive undertaking. In fact, you can get up and running pretty quickly. Second, ABM is for all stages of the Customer Journey, including post sale. Join this session with Heidi Bullock, CMO of Engagio, to see real-world examples and proven ABM secrets they use to land and expand target accounts at scale.
Download Engagio's Clear and Complete Guide to Account Based Marketing at Engagio.com/guide
Learn more about Engagio at Engagio.com
Twitter.com/Engagio
Linkedin.com/Company/Engagio
Facebook.com/Engagio
7 Strategies for Account-Based Marketing with SalesforceSangram Vajre
Presented at Dreamforce '17 by Terminus Co-Founder & CMO, Sangram Vajre, author of "Account-Based Marketing for Dummies" and founder of the #FlipMyFunnel movement transforming B2B marketing and sales. Learn the basics of ABM and seven practical strategies for demand generation, sales pipeline velocity, and customer marketing.
The Product Marketing function is not very well defined. This presentation clarifies roles, responsibilities, skill sets and interactions with other teams in an organization.
The ideas on this presentation were developed after 20 years of product marketing experience at startups to Fortune 50 companies.
Exceed Your Demand Gen Goals with LinkedInLinkedIn
LinkedIn offers best-in-class solutions for marketers to drive quality leads at scale, unlocking greater ROI
With LinkedIn, marketers can (1) target the audiences that matter most to their business -- including the accounts most important to their sales team -- (2) convert prospects in marketing- and sales-qualified leads, and (3) measure and prove the ROI of all your demand gen marketing on LinkedIn, including the quality of the leads you’re collecting for your business.
Full Funnel Optimization for B2B Companies | Masters of Conversion by VWOVWO
In this presentation, Taran and Arpit will showcase the power of Full Funnel Optimization. The objective is to break the myth that optimization is only something you do at the top of the funnel when driving more leads through your marketing campaigns. Get a pragmatic view of how to enable optimization at all stages of your sales and marketing funnel along with practical, real-life examples.
They will breakdown a typical B2B sales and marketing funnel and highlight optimizations you can run at every stage. The possible impact would be an increase in your sales by upto 60% by running these proven optimization techniques.
The Five Most Important KPIs for Services CompaniesJeanne Urich
The 5 financial metrics critical to the success of services organizations.
How to apply these KPIs to drive new levels of growth and profitability.
Near, and long term, recommended actions.
OpsStars NY Keynote | Emergence of Revenue OperationsLeanData
Dana Therrien, Practice Leader, Sales Operations Strategies SiriusDecisions
Senior business leaders who wish to drive revenue and growth must prioritize close alignment between sales and marketing. However, siloed processes, data and even technology can hamper growth efforts – while priorities, budgets and senior personalities often remain in conflict.
To drive common process adoption, some companies are championing a change that introduces the notion of Revenue Operations. Although the term has various interpretations and applications, Revenue Operations brings the operational work of sales, marketing and customer success together under one roof. Revenue Operations is about taking a more holistic, end-to-end approach to managing operations across an organization. However, such an organizational change has considerable implications for both marketing and sales operations functions.
In this session, Dana will share:
Common issues driving the trend toward organizational integration
An analysis of the related benefits and challenges such an organizational shift can bring
Perspectives from a broad range of your peers in both sales and marketing operations
OpsStars Boston Workshop | Connecting Data to People Across Any Go-to-Market ...LeanData
Lucas Lam – Partner & Client Solutions Manager, LeanData
Today companies leverage a wide variety of GTM strategies and tactics to grow their revenue. In this session, LeanData product experts will walk you through the process, metrics, and future state of multiple GTM strategies - such as inbound, outbound, ABM, Demand Unit Waterfall, etc. Learn best practices from real-world examples of how businesses leverage LeanData Matching, Routing and Marketing Attribution to ensure they get to revenue faster. Irrespective of how you design your sales and marketing funnel, the LeanData platform can be customized to connect your CRM data to the right people in the organization who can use it to win deals. Attend this session to learn how to thrive with multiple GTM strategies and optimize them constantly.
Revenue Marketing - Are you clearly showing the business how marketing is going to deliver revenue, including during the pandemic? How mature is your revenue marketing compared to your APAC B2B marketing peers? This presentation provides the following takeaways:
✔️ Gain insights into key trends and factors impacting revenue marketing in APAC
✔️ Uncover how your marketing organisation stacks up to peers when it comes to revenue generation maturity
✔️ Why marketers need to think more holistically about business strategy - positioning marketing as a revenue driver, not advertising and colour in function
COVID-19 impact and how marketing can ensure sustainable growth
✔️ Unlock strategic drivers for optimising revenue performance
The Anatomy of a High-Impact Marketing Operations TeamDemandGen
Baxter Denney, Director of Marketing Operations at New Relic, gives you a view into the anatomy of a high-impact Marketing Operations team. Learn how a world-class Marketing Operations team can drive high growth within your organization.
What happens when your leads move down the funnel only to get stuck in the middle? See how one organization identified the tools and tactics to break through the bottleneck and learn how targeted engagement with prospects and timely hand-offs from marketing to sales makes all the difference by watching this #LLS16 webinar with Full Circle Insights: http://dg-r.co/2aYDLb3
Durring this session at MarTech West 2019, Mediacurrent's Director of Marketing Adam Kirby shares his approach to transitioning a 2K person SaaS organization from almost no KPIs to a multi-touch attribution model supported by sales, marketing, and the technology departments. You'll learn from his mistakes and walk away with a clear set of next steps to guide your organization to marketing attribution.
OpsStars NY Workshop | Connecting Data to People Across Any Go-to-Market ModelLeanData
Lucas Lam, Partner & Client Solutions Manager, LeanData
Today companies leverage a wide variety of GTM strategies and tactics to grow their revenue. In this session, LeanData product experts will walk you through the process, metrics, and future state of multiple GTM strategies - such as inbound, outbound, ABM, Demand Unit Waterfall, etc. Learn best practices from real-world examples of how businesses leverage LeanData Matching, Routing and Marketing Attribution to ensure they get to revenue faster. Irrespective of how you design your sales and marketing funnel, the LeanData platform can be customized to connect your CRM data to the right people in the organization who can use it to win deals. Attend this session to learn how to thrive with multiple GTM strategies and optimize them constantly.
Revenue Ops: Our Proven Framework for Massive PipelineSales Hacker
What you'll learn:
- A proven framework to align & organize your revenue teams (sales, marketing & customer success)
- The “Ins & Outs” of Leandata’s & Outreach’s revenue operations
progrow Strategy Implementation Services for SMEsProServ
progrow is a strategy implementation service for SME’s specifically designed to guide and facilitate the strategy development process.
More details visit https://www.i-proserv.com/strategy-implementation/
Demand Gen Report - Stuck in the Middle - Strategies for Turbocharging Your F...Full Circle Insights
www.fullcircleinsights.com
Part of the Demand Get Report Lead Lifecycle Series.
In the middle of the funnel, the stakes are high and the potential opportunity is great. There are plenty of places to clear bottlenecks, improve marketing-to-sales alignment, and drive growth. Learn about common problems in the middle of the funnel, how to diagnose them, and ways to solve them. See how Vidyard built its revenue operations organization and diagnosed MOFU problems.
With guest Joe Gelata, Head of Global Revenue Operations at Vidyard.
Slack (or Teams) Automation for Bonterra Impact Management (fka Social Soluti...Jeffrey Haguewood
Sidekick Solutions uses Bonterra Impact Management (fka Social Solutions Apricot) and automation solutions to integrate data for business workflows.
We believe integration and automation are essential to user experience and the promise of efficient work through technology. Automation is the critical ingredient to realizing that full vision. We develop integration products and services for Bonterra Case Management software to support the deployment of automations for a variety of use cases.
This video focuses on the notifications, alerts, and approval requests using Slack for Bonterra Impact Management. The solutions covered in this webinar can also be deployed for Microsoft Teams.
Interested in deploying notification automations for Bonterra Impact Management? Contact us at sales@sidekicksolutionsllc.com to discuss next steps.
LF Energy Webinar: Electrical Grid Modelling and Simulation Through PowSyBl -...DanBrown980551
Do you want to learn how to model and simulate an electrical network from scratch in under an hour?
Then welcome to this PowSyBl workshop, hosted by Rte, the French Transmission System Operator (TSO)!
During the webinar, you will discover the PowSyBl ecosystem as well as handle and study an electrical network through an interactive Python notebook.
PowSyBl is an open source project hosted by LF Energy, which offers a comprehensive set of features for electrical grid modelling and simulation. Among other advanced features, PowSyBl provides:
- A fully editable and extendable library for grid component modelling;
- Visualization tools to display your network;
- Grid simulation tools, such as power flows, security analyses (with or without remedial actions) and sensitivity analyses;
The framework is mostly written in Java, with a Python binding so that Python developers can access PowSyBl functionalities as well.
What you will learn during the webinar:
- For beginners: discover PowSyBl's functionalities through a quick general presentation and the notebook, without needing any expert coding skills;
- For advanced developers: master the skills to efficiently apply PowSyBl functionalities to your real-world scenarios.
Kubernetes & AI - Beauty and the Beast !?! @KCD Istanbul 2024Tobias Schneck
As AI technology is pushing into IT I was wondering myself, as an “infrastructure container kubernetes guy”, how get this fancy AI technology get managed from an infrastructure operational view? Is it possible to apply our lovely cloud native principals as well? What benefit’s both technologies could bring to each other?
Let me take this questions and provide you a short journey through existing deployment models and use cases for AI software. On practical examples, we discuss what cloud/on-premise strategy we may need for applying it to our own infrastructure to get it to work from an enterprise perspective. I want to give an overview about infrastructure requirements and technologies, what could be beneficial or limiting your AI use cases in an enterprise environment. An interactive Demo will give you some insides, what approaches I got already working for real.
Transcript: Selling digital books in 2024: Insights from industry leaders - T...BookNet Canada
The publishing industry has been selling digital audiobooks and ebooks for over a decade and has found its groove. What’s changed? What has stayed the same? Where do we go from here? Join a group of leading sales peers from across the industry for a conversation about the lessons learned since the popularization of digital books, best practices, digital book supply chain management, and more.
Link to video recording: https://bnctechforum.ca/sessions/selling-digital-books-in-2024-insights-from-industry-leaders/
Presented by BookNet Canada on May 28, 2024, with support from the Department of Canadian Heritage.
Key Trends Shaping the Future of Infrastructure.pdfCheryl Hung
Keynote at DIGIT West Expo, Glasgow on 29 May 2024.
Cheryl Hung, ochery.com
Sr Director, Infrastructure Ecosystem, Arm.
The key trends across hardware, cloud and open-source; exploring how these areas are likely to mature and develop over the short and long-term, and then considering how organisations can position themselves to adapt and thrive.
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
Software Delivery At the Speed of AI: Inflectra Invests In AI-Powered QualityInflectra
In this insightful webinar, Inflectra explores how artificial intelligence (AI) is transforming software development and testing. Discover how AI-powered tools are revolutionizing every stage of the software development lifecycle (SDLC), from design and prototyping to testing, deployment, and monitoring.
Learn about:
• The Future of Testing: How AI is shifting testing towards verification, analysis, and higher-level skills, while reducing repetitive tasks.
• Test Automation: How AI-powered test case generation, optimization, and self-healing tests are making testing more efficient and effective.
• Visual Testing: Explore the emerging capabilities of AI in visual testing and how it's set to revolutionize UI verification.
• Inflectra's AI Solutions: See demonstrations of Inflectra's cutting-edge AI tools like the ChatGPT plugin and Azure Open AI platform, designed to streamline your testing process.
Whether you're a developer, tester, or QA professional, this webinar will give you valuable insights into how AI is shaping the future of software delivery.
Neuro-symbolic is not enough, we need neuro-*semantic*Frank van Harmelen
Neuro-symbolic (NeSy) AI is on the rise. However, simply machine learning on just any symbolic structure is not sufficient to really harvest the gains of NeSy. These will only be gained when the symbolic structures have an actual semantics. I give an operational definition of semantics as “predictable inference”.
All of this illustrated with link prediction over knowledge graphs, but the argument is general.
Smart TV Buyer Insights Survey 2024 by 91mobiles.pdf91mobiles
91mobiles recently conducted a Smart TV Buyer Insights Survey in which we asked over 3,000 respondents about the TV they own, aspects they look at on a new TV, and their TV buying preferences.
State of ICS and IoT Cyber Threat Landscape Report 2024 previewPrayukth K V
The IoT and OT threat landscape report has been prepared by the Threat Research Team at Sectrio using data from Sectrio, cyber threat intelligence farming facilities spread across over 85 cities around the world. In addition, Sectrio also runs AI-based advanced threat and payload engagement facilities that serve as sinks to attract and engage sophisticated threat actors, and newer malware including new variants and latent threats that are at an earlier stage of development.
The latest edition of the OT/ICS and IoT security Threat Landscape Report 2024 also covers:
State of global ICS asset and network exposure
Sectoral targets and attacks as well as the cost of ransom
Global APT activity, AI usage, actor and tactic profiles, and implications
Rise in volumes of AI-powered cyberattacks
Major cyber events in 2024
Malware and malicious payload trends
Cyberattack types and targets
Vulnerability exploit attempts on CVEs
Attacks on counties – USA
Expansion of bot farms – how, where, and why
In-depth analysis of the cyber threat landscape across North America, South America, Europe, APAC, and the Middle East
Why are attacks on smart factories rising?
Cyber risk predictions
Axis of attacks – Europe
Systemic attacks in the Middle East
Download the full report from here:
https://sectrio.com/resources/ot-threat-landscape-reports/sectrio-releases-ot-ics-and-iot-security-threat-landscape-report-2024/
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
GraphRAG is All You need? LLM & Knowledge GraphGuy Korland
Guy Korland, CEO and Co-founder of FalkorDB, will review two articles on the integration of language models with knowledge graphs.
1. Unifying Large Language Models and Knowledge Graphs: A Roadmap.
https://arxiv.org/abs/2306.08302
2. Microsoft Research's GraphRAG paper and a review paper on various uses of knowledge graphs:
https://www.microsoft.com/en-us/research/blog/graphrag-unlocking-llm-discovery-on-narrative-private-data/
7. Demand Funnel Snapshot
Current Month & Quarter: Actual vs. Demand Plan
HIREVUE | TALENT INTERACTION
$6.3M
38%
PIPELINE $16.4M
10.1M REMAINING
212
38%
SAL 563
351 REMAINING (-71 SQL)
411
36%
MQL 1130
719 REMAINING
TODAY 55%
Q1
$3.47M
69%
PIPELINE $5M
1.5M REMAINING
103
56%
SAL 185
82 REMAINING (-56 SQL)
185
49%
MQL 378
193 REMAINING
TODAY 71%
March
= Current Period SQL (Pending SAL), $0 assigned
8. Demand Funnel Detail: QTD
Q1: Created vs. Demand Plan - This Quarter Only
HIREVUE | TALENT INTERACTION
PIPE
SAL
$2.6M
131%
2M*
LEFT
121
49%
248
140 LEFT
TODAY 66%
SMB
PIPE
SAL
$191K
26%
$737K
545K LEFT
7
34%
21
14 LEFT (7 SQL)
TODAY 66%
EMEA
PIPE
SAL
$4.7M
41%
$16.4M
6.6M LEFT
144
46%
315
171 LEFT
TODAY 66%
ENTERPRISE
PIPE
SAL
$1M
68%
$1.5M
483K LEFT
71
91%
78
7 LEFT
TODAY 66%
UPSELL
= Current Quarter SQL (Pending SAL)
*target was $1.2M (bookings target of $300k); KM boosted to 2M for RSM
Churn & new hire ramp
SQL’s & SQO’s are just 5 basis-points short of target run-rate but SAL’s & Pipe
need focus; 2 new reps ramping & targeted campaigns
SQL’s leading indicator of SAL; early signs of traction but need more early, but largely on track with good (25%) attach rate
9. Demand Funnel Trend: PIPELINE
YTD Rolling: Actual vs. Demand Plan & Biz Model
HIREVUE | TALENT INTERACTION
$7,275,907
$79,975,988
$0
$10,000,000
$20,000,000
$30,000,000
$40,000,000
$50,000,000
$60,000,000
$70,000,000
$80,000,000
$90,000,000
FEB MAR APR
Prev Yr
Actual
Plan
Model
+256% YoY
68% Of Plan*
*plan based on cumulative target at end of current month (actual doesn’t factor remainder of period)
15. HIREVUE | TALENT INTERACTION
Process
Team
Technology
2
3
4
Alignment1
Deployment5
Governance6
Improvement7
16. Integrated Sales & Marketing Model
HIREVUE | TALENT INTERACTION
SALES
Headcount
Quota (Seasonality Factor)
Deal Size
Win Rate
Time to Close
MARKETING
Inquiry to MQL *Rate & Time
MQL to SQL
SQL to SAL
SEGMENTS
For Each GEO/SBU/PROD
Segment Attribution
INPUT
HEADCOUNT COVERAGE
CONVERSION RATES
CONVERSION TIMES
AVG DEAL SIZE
TARGETS (Month/Quarter/Year)
Inquiries
MQL’s
SAL’s
SQO’s
Wins
SEGMENT ANALYSIS
MARKETING PERFORMANCE
OPS & CAMPAIGN PERFORMANCE
MODEL OUTPUT
17. HIREVUE | TALENT INTERACTION
Process
Team
Technology
2
3
4
Alignment1
Deployment5
Governance6
Improvement7
18. Sales & Marketing Model
$ales
Inquiry
Wins
SQL
MQL
SAL
Marketing Conversion Rate: 18%
Lead Gen Conversion Rate: 46%
Sales Acceptance Rate: 90%
Marketing Contribution: 60%
Win Rate: 25%
AVG Deal Size: $50K
HIREVUE | TALENT INTERACTION
19. Process Design & Alignment
Inquiry MQL SQL SAL SQO: Stage 0 SQO: Stage 1
Owner Marketing Lead Gen Lead Gen Sales Sales Sales
Exit Criteria
• Profile Started
• Lead Score A-C
• MR Expedite*
• Profile Complete
• Qualified “SQL”
• Meeting Set
• Ph. 1 Discovery
• Buyer Confirmed
• Ph. 2 Discovery
• RSM Accepts
• RSM Rejects
• Ph. 3 Discovery
• Biz Case Confirm
• Team/Time Access
• Exec Sponsorship
• Opp Persona ID’d
Activities
• HireVue Evaluation
• Marketing Email
• 2D/3D Scoring
• MR Outreach *
• Social Follow
• 3-Stage Lead Gen
• Social Outreach
• 2D/3D Scoring
• Social Outreach
• LG Interaction
• LG Discovery
• Account Discovery
• Mobilizer Engaged
• RSM Interaction
• Intro
Preview/Demo
• RSM Discovery
• RSM Confirmation
• SAL Confirmation
• F/U Calls
• Account Expansion
• ID Opp Persona
• ID Buying Process
• Discovery Calls
• Account Mapped
• ID Comp Projects
• Expand Contacts
• Update SFDC
• Confirm Resources
Governance
• DFR Daily Flash
• Campaign Report
• MR SLA (24 hr)
• DFR Weekly Flash
• Lead Gen Report
• LG SLA (48 hr)
• DFR Weekly Flash
• Lead Gen Report
• LG (ongoing)
• Leadership Report
• DFR Weekly Flash
• RSM SLA (48 hr)
• Quarterly Biz Rev
• Sales/Mrktg Report
• Sales Mgmt
• Quarterly Biz Rev
• Sales Forecast
• Sales Mgmt
Tools &
Programs
• Inquiry Template
• 2D Scoring (ELOQ)
• Predictive Scoring
• Inquiry Nurture
• Progressive Prof
• LG Templates
• Dialer
• KiteDesk
• LG Discovery
Guide
• Product Videos
• Social Selling
• KiteDesk
• Social Outreach
• Infographics
• Videos
• RSM Discovery
Guide
• Opportunity
Nurture
• Benchmark
Assessment
• Preliminary ROI
• Challenger Preso
HIREVUE | TALENT INTERACTION
Demand Funnel Matrix
20. Out of Funnel Stages
MQL MQL SQL SAL/SQO
Nurture Disqualify Rejected Closed Lost
Owner Lead Gen Lead Gen Sales Sales
Reason
• Active Opportunity
• Dead Opportunity
• No Longer Customer
• Poor Fit
• Too Early
• No Budget
• No Response
• Competitor Engaged
• International
• Influencer
• Trash
• No Info
• Employee
• Competitor
• Partner
• Candidate
• Left Company
• No Show
• Didn't Meet SQL
Definition
• No Interest
• No Budget
• No Decision
• Hold
• Legal Concerns
• Technology
• Price
• Product
• Lack of Interest
HIREVUE | TALENT INTERACTION
21. HIREVUE | TALENT INTERACTION
Process
Team
Technology
2
3
4
Alignment1
Deployment5
Governance6
Improvement7
22. Team Structure
HIREVUE | TALENT INTERACTION
SHARE OF VOICE
INQUIRIES
Field Marketing
Corporate
Marketing
Marketing
Communications
MQL’s
SQL’s
PIPELINE
Demand Mgmt
Demand
Marketing
Lead Gen
WIN RATE
DEAL SIZE
Product Lines
Product
Marketing
Intelligence
SHARE OF WALLET
EXPANSION PIPELINE
Account Mrktg
Customer
Marketing
User Mrktg
23. Team Structure
HIREVUE | TALENT INTERACTION
Demand Marketing
Programs
Demand Management Lead Gen
Digital Response Opp Consultants
Event Response
Content
SMB
Social Response
Demand Gen
EnterpriseAnalystsSystemsOperations
24. HIREVUE | TALENT INTERACTION
Process
Team
Technology
2
3
4
Alignment1
Deployment5
Governance6
Improvement7
25. HIREVUE | TALENT INTERACTION
Marketing
Automation
Community/G
amification
System of
RecordSalesforce.com
CRM + Chatter
HireVue
User
Jive
Community
Lattice Engines
Predictive Scoring
Everyone Social
Social Syndication
Eloqua
Marketing Automation
KiteDesk
Social Selling
InContact
Dialer
Misc.
Data Hygiene
Social/
Sales
Klipfolio
Dashboard/BI
Analytics
26. HIREVUE | TALENT INTERACTION
Process
Team
Technology
2
3
4
Alignment1
Deployment5
Governance6
Improvement7
39. Takeaways & Lessons Learned
HIREVUE | TALENT INTERACTION
Start with the end in mind
Always align with sales & the business
KSS to start
Set expectations
Execute while you build