InsideView Market Insights in action - InsideView Drive
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The document discusses how market intelligence supports alignment between marketing, sales, and operations. It provides examples of use cases for market intelligence data in marketing, sales, and operations functions. These include campaign planning, determining total addressable market, sales territory management, account-based marketing, and sales effectiveness. The document also outlines the lead to revenue journey and how market intelligence can be applied at various stages from initial campaign planning through sales engagement.
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InsideView Market Insights in action - InsideView Drive
- 1. Market Insights in Action Marc Perramond, VP Product Management Adam Perry, Director, Product Management June 14, 2016
- 3. Market Intelligence Supports Tight Alignment Marketing Operations Sales
- 4. OPERATIONS USE CASES • Data Management • Total Addressable Market (TAM) • Sales Territory Management TARGET ACCOUNT MANAGEMENT ENRICH DIAGNOSE REFRESHSALES Market Intelligence Platform SALES/CUSTOMER SUCCESS USE CASES • Sales Effectiveness • Prospecting & Social Selling • Account Management MARKETING USE CASES • Campaign Planning • Predictive Lead Scoring • Account Based Marketing (ABM) Lead to Revenue Journey
- 5. Lead to Revenue Journey • Campaign Planning • Total Addressable Market (TAM) • Account Based Marketing (ABM) Campaign • Sales Engagement
- 6. Lead to Revenue Journey • Campaign Planning • Total Addressable Market (TAM) • Account Based Marketing (ABM) Campaign • Sales Engagement
- 7. Lead to Revenue Journey • Campaign Planning • Total Addressable Market (TAM) • Account Based Marketing (ABM) Campaign • Sales Engagement
- 8. Lead to Revenue Journey • Campaign Planning • Total Addressable Market (TAM) • Account Based Marketing (ABM) Campaign • Sales Engagement
- 9. Account Based Sales Outreach
- 10. Account Based Sales Outreach
- 11. Lead to Revenue Journey Recap • Campaign Planning • Total Addressable Market (TAM) • Account Based Marketing (ABM) Campaign • Sales Engagement
Editor's Notes
- InsideView grew up as a Sales Intelligence company and really defined the category. However in 2013 we expanded the company’s charter and our product portfolio to address the needs of marketing, customer success, and operations. We now help all departments throughout the lead to revenue journey, with everything… from campaign planning & account based marketing To social selling and account management To customer data management and defining Total Addressable Market But rather than playing “Buzzword Bingo” and subjecting you to a lecture about all the solutions and products offered by InsideView, we thought we’d try something different. Rather than an academic exercise, we thought it would useful to get real. So instead we’re going to walk you through a very specific, very concrete, and very real example. Which is to lay out in detail exactly how it is that we all ended up in this room here today.