This presentation gave an overview of B2B Marketing's landmark piece of research on the current trends and challenges that marketing leaders are facing.
The key areas of insight and discussion included:
Do marketing leaders feel empowered or restricted, who are their advocates and who are their primary detractors? How are marketing leaders ensuring the role and remit of marketing is understood and communicated across the organisation?
Key learnings:
• To what extent are global pressures impacting on B2B marketing leaders?
• How centralised is modern B2B marketing?
• How much of an issue is training and ongoing professional development?
• How aligned are sales and marketing?
This summit is a must for all those in marketing and sales management. Participate in discussions and panels around topics such as: Increasing Lead Quality and Conversion by Building a Sales Intelligence Culture, Social Selling Best Practices, and How Today's Leading Marketers Are Using Social Media. Plus, get hands on product-training using InsideView to discover some of the most elusive prospects or be a more effective account manager.
Jason Leigh of Razorfish discussed a proven technique for accurately attributing business value to your marketing efforts at the Razorfish Client Summit October 12-14.
This summit is a must for all those in marketing and sales management. Participate in discussions and panels around topics such as: Increasing Lead Quality and Conversion by Building a Sales Intelligence Culture, Social Selling Best Practices, and How Today's Leading Marketers Are Using Social Media. Plus, get hands on product-training using InsideView to discover some of the most elusive prospects or be a more effective account manager.
Jason Leigh of Razorfish discussed a proven technique for accurately attributing business value to your marketing efforts at the Razorfish Client Summit October 12-14.
The Evolution from Demand Generation to Revenue Performance ManagementB2B Lead Roundtable
Brian Carroll invites Paul Teshima, Senior Vice President of Customer Strategy and Success for Eloqua, to define and outline RPM’s power through actual anecdotes and case studies.
Finish 2011 Strong: Six Funnel Focal Points to Maximize Time, Resources and R...B2B Lead Roundtable
Brian Carroll, Executive Director of MECLABS and Pamela Markey, MECLABS Director of Marketing & Brand Strategy will continue the conversation they began in part 1 as they reveal what has helped MECLABS, their clients and businesses that have submitted their experiences to MarketingSherpa and MarketingExperiments, the primary research organizations of MECLABS.
ADTRAN Channel Webinar - The Hunt for the Coveted "A" LeadScott Salkin
Over the last 5-plus years, the high-tech industry has gone through a revolution - a customer revolution. While we've all felt the effects of enormous disruptions to the world's economy, we've also been lucky enough to have witnessed and contributed to an incredible transformation in how we communicate, share knowledge and work with one another. As a result, our prospects and customers have taken near-complete control of the sales cycle. Your prospects are actually 70% through the sales pipeline BEFORE ever talking to a sales rep.
From Stretched to Strengthened, key findings from the IBM CMO Study – Ronald ...B2B Marketing Forum
Most companies don’t know how to listen to customers. IBM interviewed more than 1700 CMO’s face-to-face about their vision, challenges and barriers. Ronald will talk about the Study results and look at the consequences for B2B marketing.
What makes excellent B2B Marketing? The Evidence UncoveredB2B Marketing
What does award-winning B2B marketing look like? What trends and characteristics does it contain? Based on the shortlisted entries from the 2012 B2B Marketing Awards, this session will reveal the 12 key questions that marketers need to answer in order to prove the effectiveness of their activity to the board. The presentation is based on the exclusive new report, entitled The Evidence, produced by the Marketing Bridge and Peter Young, in association with B2B Marketing
Presentation as given at the 3rd annual B2B Marketing Forum of SpotOn Vision and NIMA on the main outcomes of the CMO study and some implications at IBM
In London on 15th September 2015 we assembled a first rate panel of speakers to address CRM and marketing automation. Simon Daniels from Hanson Wade gave a case study presentation detailing the three lessons learned about marketing automation, and Richard Young introduced the utilisation of content in sales and marketing alignment.
Find out how Top Performing sales teams are maximizing success in 2013. Based on the experiences of 300+ organizations.
http://www.gleanster.com/reports/reports/top-performing-tactics-for-overcoming-a-stagnating-sales-pipeline
Getting to +1: A Social Approach to Winning Support for Search Marketing somisguided
How can Search Specialists help Marketing Generalists who are under pressure to understand and create a marketing strategy that addresses the growth of marketing channels (blogs, facebook, linkedin, twitter, pinterest, etc) and device choices (iPad, iPhone, Android, and other smartphones and tablets), on top of dealing with financial constraints.
What role can a Search Marketing Specialist play in a world where Generalists are required to have more and more specialized knowledge in each channel?
How can Search Marketing retain a place at the marketing table, secure the appropriate budget, and offer guidance on an integrated approach?
This presentation offers tips for Search Specialists looking to gain support from clients, managers, executives and other generalists.
Adapting Your Pipeline to Marketing’s New DynamicsScott Salkin
Scott Salkin, President of BMA Phoenix and Founder/CEO of a B2B marketing firm, as he shares data and insight behind dramatic shifts taking place in the IT sales cycle as customers are literally becoming the ‘hunter’ and sales organizations the ‘hunted.' Learn how to react to this revolution in the sales cycle, as opportunities are still abundant, and how Avnet can continue to help you drive demand in this ever changing marketplace.
8 steps for excellent B2B CX (customer experience)B2B Marketing
Customer Experience is an increasingly hot topic right now (but like most things) it is far more complex in B2B than it is in B2C, given the length and complexity of the buying process. So what does great CX look like? And how do you set about achieving it? These were questions that we sought to answer as part of our CXcellence report, the findings of which we then unveiled at our November conference.
The Evolution from Demand Generation to Revenue Performance ManagementB2B Lead Roundtable
Brian Carroll invites Paul Teshima, Senior Vice President of Customer Strategy and Success for Eloqua, to define and outline RPM’s power through actual anecdotes and case studies.
Finish 2011 Strong: Six Funnel Focal Points to Maximize Time, Resources and R...B2B Lead Roundtable
Brian Carroll, Executive Director of MECLABS and Pamela Markey, MECLABS Director of Marketing & Brand Strategy will continue the conversation they began in part 1 as they reveal what has helped MECLABS, their clients and businesses that have submitted their experiences to MarketingSherpa and MarketingExperiments, the primary research organizations of MECLABS.
ADTRAN Channel Webinar - The Hunt for the Coveted "A" LeadScott Salkin
Over the last 5-plus years, the high-tech industry has gone through a revolution - a customer revolution. While we've all felt the effects of enormous disruptions to the world's economy, we've also been lucky enough to have witnessed and contributed to an incredible transformation in how we communicate, share knowledge and work with one another. As a result, our prospects and customers have taken near-complete control of the sales cycle. Your prospects are actually 70% through the sales pipeline BEFORE ever talking to a sales rep.
From Stretched to Strengthened, key findings from the IBM CMO Study – Ronald ...B2B Marketing Forum
Most companies don’t know how to listen to customers. IBM interviewed more than 1700 CMO’s face-to-face about their vision, challenges and barriers. Ronald will talk about the Study results and look at the consequences for B2B marketing.
What makes excellent B2B Marketing? The Evidence UncoveredB2B Marketing
What does award-winning B2B marketing look like? What trends and characteristics does it contain? Based on the shortlisted entries from the 2012 B2B Marketing Awards, this session will reveal the 12 key questions that marketers need to answer in order to prove the effectiveness of their activity to the board. The presentation is based on the exclusive new report, entitled The Evidence, produced by the Marketing Bridge and Peter Young, in association with B2B Marketing
Presentation as given at the 3rd annual B2B Marketing Forum of SpotOn Vision and NIMA on the main outcomes of the CMO study and some implications at IBM
In London on 15th September 2015 we assembled a first rate panel of speakers to address CRM and marketing automation. Simon Daniels from Hanson Wade gave a case study presentation detailing the three lessons learned about marketing automation, and Richard Young introduced the utilisation of content in sales and marketing alignment.
Find out how Top Performing sales teams are maximizing success in 2013. Based on the experiences of 300+ organizations.
http://www.gleanster.com/reports/reports/top-performing-tactics-for-overcoming-a-stagnating-sales-pipeline
Getting to +1: A Social Approach to Winning Support for Search Marketing somisguided
How can Search Specialists help Marketing Generalists who are under pressure to understand and create a marketing strategy that addresses the growth of marketing channels (blogs, facebook, linkedin, twitter, pinterest, etc) and device choices (iPad, iPhone, Android, and other smartphones and tablets), on top of dealing with financial constraints.
What role can a Search Marketing Specialist play in a world where Generalists are required to have more and more specialized knowledge in each channel?
How can Search Marketing retain a place at the marketing table, secure the appropriate budget, and offer guidance on an integrated approach?
This presentation offers tips for Search Specialists looking to gain support from clients, managers, executives and other generalists.
Adapting Your Pipeline to Marketing’s New DynamicsScott Salkin
Scott Salkin, President of BMA Phoenix and Founder/CEO of a B2B marketing firm, as he shares data and insight behind dramatic shifts taking place in the IT sales cycle as customers are literally becoming the ‘hunter’ and sales organizations the ‘hunted.' Learn how to react to this revolution in the sales cycle, as opportunities are still abundant, and how Avnet can continue to help you drive demand in this ever changing marketplace.
Similar to Overview of B2B Marketing’s research on the key issues and challenges facing Marketing Leaders (20)
8 steps for excellent B2B CX (customer experience)B2B Marketing
Customer Experience is an increasingly hot topic right now (but like most things) it is far more complex in B2B than it is in B2C, given the length and complexity of the buying process. So what does great CX look like? And how do you set about achieving it? These were questions that we sought to answer as part of our CXcellence report, the findings of which we then unveiled at our November conference.
CASE STUDY: How insights on your customer’s end consumers can help your B2B s...B2B Marketing
CASE STUDY: How insights on your customer’s end consumers can help your B2B sales
Javier Nieto, Vice president of global marketing, eCommerce, Worldpay.
BEST PRACTICE: How to be insightful: a storyteller’s guide to developing the ...B2B Marketing
BEST PRACTICE: How to be insightful: a storyteller’s guide to developing the genuine insights that drive more impactful communication
Sam Knowles, Founder & MD, Insight Agents
4. 9:40am – 10:20am
‘Best practice in
sales and
marketing
alignment’
John Neeson, MD, Sirius
Decisions
www.b2bmarke*ng.net
5. 11:50am – 12:30pm
‘Structuring for
success –
Developing a
dynamic
structure for your
marketing team’
Annabel Pritchard, brand
and marketing director,
Deloitte
www.b2bmarke*ng.net
6. 2:00pm – 2:40pm
‘Going global
and acting local.
The challenges
of worldwide
B2B marketing’
Paul Wilson, CMO,
SunGard
www.b2bmarke*ng.net
8. We wanted
to find out:
What’s going
on inside the
mind of
Marketing
Leaders?
www.b2bmarke*ng.net
9. B2B Marketing Leaders Report
• 100 senior marketers
surveyed in July
• Online and telephone
poll
• Survey conducted by
Circle Research
www.b2bmarke*ng.net
11. Myth 1:
“B2B marketing leaders are only
interested in strategy – they don’t
dirty their hands with tactics, or
getting the job done.”
www.b2bmarke*ng.net
12. THE REALITY: B2B marketing leaders have
to get their hands dirty… whether they like it
or not
www.b2bmarke*ng.net
27. How aligned is sales and
marketing in your organisation?
www.b2bmarke*ng.net
28. Consequences
of misalignment Leads not fully nurtured Damage to the
54%
bottom line
Customer dissatisfied
11%
Lack of
co-ordination
Inconsistent Inefficient
brand message allocation of budget
41% 37%
Internal tensions Wasted time 29%
34%
Duplication
of effort 18% Wasted
resources
www.b2bmarke*ng.net
29. Myth 5:
“B2B Marketing Leaders are hell-
bent on global domination.”
www.b2bmarke*ng.net