🤫 Here's a dirty secret of Enterprise Go-to-Market:
There's a lot of guesswork ⁉️ and opinions ⁉️ involved.
Yes, your dozens of GTM tools provide a ton of data already. 💻
But all that data is about YOUR engagement with the Buyer.
👉🏻 Think views, downloads, touches, activities, sales stages, Rep talk time....
Does any of this data make your products and services more compelling to your Buyer? 🤔
Your Buyer cares about:
✅How well you know THEIR problems
✅Whether your value propositions align with THEIR decision criteria
✅Whether your competitive differentiation resonates with what THEY care about
It’s 2022. Your Buyer’s world is changing rapidly. Just like yours. ⏩🚀🛰️
Yet you’re relying on a manual win-loss process to keep up. Talk about too little, too late 😨
What’s scarier? Product, Marketing, Sales are being informed by a handful of cherry-picked deals.😨😨 😨
If you’ve been dreaming about:
💡 Data-driven messaging and positioning
💡 Predictable land and expand
💡 Higher conversion and win rates
Then it's time to unleash Real-time Buyer intelligence from ALL your deals. With 1-click.
We're beyond excited to share this breakthrough with you. You’ll hear from thought leaders, see innovative use cases in action, and walk away with an implementation blueprint to unlock 10-15% revenue growth.
We’d love your thoughts on #KnowThyBuyer in the comments. Follow #Tribyl to join the conversation.
Successful sales organizations are transforming the way they sell in order to create compelling customer engagements in today's constantly changing environment. To compete, sales teams need to be prepared and insightful with real-time customer insights, collaborative and connected through social and mobile tools, and highly productive with qualified leads and 360-degree customer views. Leading vendors are helping sales teams develop these dynamic characteristics to outsmart competitors and close more deals faster.
Improve Sales Productivity with Digital Sales CoverageMarketBridge
Customers now spend significantly more time doing on-line research, they expect to be served up content aligned to their buying process and on their time frames.
As a result, sales productivity is suffering, with an estimated 67% of sales reps not meeting their quotas, mainly due to a lack of digital sales coverage.
In this whitepaper we outline the 5 steps required to implement digital sales coverage
This document provides an overview of key customer relationship management (CRM) concepts and the evolution of CRM systems. It discusses concepts like upselling, cross-selling, call routing, call scripting, personalization, and customer service support. It then outlines the history of CRM from the early use of paper records to modern cloud-based CRM solutions that incorporate automation, AI, and analytics. The document also discusses measuring and building customer loyalty through metrics like satisfaction levels, churn rate, lifetime value, and repeat purchase rates. Overall, the document serves as a high-level introduction to CRM strategies and technologies.
The document discusses a new sales intelligence technology called Opportunity Intelligence from InsideView that helps sales reps identify key selling opportunities in real time. It detects opportunities, identifies decision makers, and provides strategic information to close deals. This transforms sales into a highly targeted and efficient process. Traditional sales tools are missing these capabilities and Opportunity Intelligence addresses this challenge by helping reps recognize opportunities and capitalize on insights ahead of competition.
The Many Faces of Sales Enablement: How to Drive Revenue Through Retention Ma...Aggregage
In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.
Account based heralds the dawn of new breed marketers who take their marketing strategy very seriously.In lakeb2b we practice account based marketing for fruitful results.
website:https://www.lakeb2b.com/
contact us:https://www.lakeb2b.com/contact-us
email us:info@lakeb2b.com
call us:(800) 710-5516
Successful sales organizations are transforming the way they sell in order to create compelling customer engagements in today's constantly changing environment. To compete, sales teams need to be prepared and insightful with real-time customer insights, collaborative and connected through social and mobile tools, and highly productive with qualified leads and 360-degree customer views. Leading vendors are helping sales teams develop these dynamic characteristics to outsmart competitors and close more deals faster.
Improve Sales Productivity with Digital Sales CoverageMarketBridge
Customers now spend significantly more time doing on-line research, they expect to be served up content aligned to their buying process and on their time frames.
As a result, sales productivity is suffering, with an estimated 67% of sales reps not meeting their quotas, mainly due to a lack of digital sales coverage.
In this whitepaper we outline the 5 steps required to implement digital sales coverage
This document provides an overview of key customer relationship management (CRM) concepts and the evolution of CRM systems. It discusses concepts like upselling, cross-selling, call routing, call scripting, personalization, and customer service support. It then outlines the history of CRM from the early use of paper records to modern cloud-based CRM solutions that incorporate automation, AI, and analytics. The document also discusses measuring and building customer loyalty through metrics like satisfaction levels, churn rate, lifetime value, and repeat purchase rates. Overall, the document serves as a high-level introduction to CRM strategies and technologies.
The document discusses a new sales intelligence technology called Opportunity Intelligence from InsideView that helps sales reps identify key selling opportunities in real time. It detects opportunities, identifies decision makers, and provides strategic information to close deals. This transforms sales into a highly targeted and efficient process. Traditional sales tools are missing these capabilities and Opportunity Intelligence addresses this challenge by helping reps recognize opportunities and capitalize on insights ahead of competition.
The Many Faces of Sales Enablement: How to Drive Revenue Through Retention Ma...Aggregage
In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.
Account based heralds the dawn of new breed marketers who take their marketing strategy very seriously.In lakeb2b we practice account based marketing for fruitful results.
website:https://www.lakeb2b.com/
contact us:https://www.lakeb2b.com/contact-us
email us:info@lakeb2b.com
call us:(800) 710-5516
The document discusses Infinity Contact's services for helping companies reach small and medium sized businesses (SMBs). It provides tailored sales pitches by industry, SMB advisors to match needs with solutions, needs assessments to identify pain points, and value propositions tied to addressing those pain points. Infinity Contact has a database of over a million SMBs from various sources and can provide metrics like revenue per sale, sales per hour, conversion rates, and total pipeline value. It also discusses using buyer analytics to ensure the right salesperson reaches out to the right buyer with the right offer.
The document summarizes research by Gartner on the future of sales and how sales organizations need to transform to adapt to changing buyer behaviors and the rise of digital channels. It finds that by 2025, 80% of B2B sales interactions will occur digitally and 60% of sales organizations will transition to data-driven selling. It recommends sales organizations move from seller-centric to buyer-centric models and from analog to digital/automated processes. Specifically, the summary is:
1) B2B buyers increasingly want digital/self-service options and sales needs new skills/technology to support multi-channel buying.
2) Sales must transform strategies, processes, and resources to engage customers across digital channels and
7 ESSENTIAL TIPS FOR EFFECTIVE LEAD GENERATION.pptxA2digital
: In simple words, Lead Generation/Lead generation marketing is the process of getting people interested in your business and gradually converting them through your pipeline into paying customers. Some people see lead generation as a big email blaster and an intrusive salesperson. However, today these techniques are no longer successful.
Q&A With Infinity Contact Founder, Chief Executive Officer and Owner, Tom Leidigh
About Tom Leidigh
30 years of executive experience in sales, direct marketing, and CRM program development. Tom is recognized as a leader in outsourced contact and is primarily focused on expansion strategies, trade alliances, and new product development.
Tom earned an M.B.A. with top honors from Arizona State University, and a B.B.A. from the University of Iowa.
Question: Why do clients choose Infinity?
Mr. Leidigh: As an innovator in integrated contact solutions, Infinity Contact has a singular focus: We collaborate with clients to Get Customers, Keep Customers and maximize customer lifetime value. Infinity Contact was founded to provide our clients with an enhanced experience of getting customers and keeping customers. That is real basic in terms of what all our clients want to do but the methodology and process behind that was where we thought we could differentiate B2B sales customer acquisition . Our brand is called Buyerlytics and it is really the science of sales and customers retention. It is integrating data, technology, customer contact and analytics into one program under the Buyerlytics brand. Many of our competitors offer a component or two but our ability to integrate those into a unified program is a huge differentiator and value prop for our clients.
RIS November tech solutions guide - analyticsiinside
Through precise location analytics, retailers now can monitor the entire path to purchase. With this data, marketers better understand what led to the purchase providing the ability to move beyond the traditional blanketed “campaign” to a year-round interaction based on consumer behavior. Customers “opt-in” by mobile app to receive highly-targeted promotions, information about merchandise they may have “visited” but didn’t purchase, and discounts for major events – based on correlations like visits, dwell and intent – to drive sales like never before.
Through precise location analytics, retailers now can monitor the entire path to purchase. With this data, marketers better understand what led to the purchase providing the ability to move beyond the traditional blanketed “campaign” to a year-round interaction based on consumer behavior. Customers “opt-in” by mobile app to receive highly-targeted promotions, information about merchandise they may have “visited” but didn’t purchase, and discounts for major events – based on correlations like visits, dwell and intent – to drive sales like never before.
This document provides an overview of how marketers can move buyers from anonymity to revenue generation. It discusses how Buyer 2.0 spends most of their time independently researching options online before engaging vendors. It argues that marketers need new approaches to consistently provide valuable experiences and content to buyers throughout their journey. This includes using technologies that can identify and track anonymous website visitors in real-time to better personalize content for buyers based on their firmographics and interests. The document presents strategies for nurturing buyers across channels, shifting focus to accounts rather than just individuals, and improving data to enhance personalization. The goal is for marketers to impact buyers earlier in their process to increase the chances of revenue.
Lead Scoring: Aligning Marketing and Sales with Effective Lead Scoring Techniques - Turning Marketing’s leads into Sales’ gold can be a challenge. The inability to generate and identify qualified leads negatively impacts the effectiveness of marketing campaigns, revenue growth, and company success. This presentation explores this challenge and provides information on how to align the expectations of sales and marketing, enabling marketing to deliver a continuous flow of qualified leads to the sales team for maximum ROI. This informative session will teach you how to accelerate the sales cycle through automated lead scoring.
This document provides an overview of marketing analytics. It begins with introducing the presenter and their qualifications. It then defines marketing analytics as measuring and analyzing trends to maximize a company's marketing strategy. Examples are given such as Walmart finding best sellers during hurricanes. The document outlines descriptive, predictive, and prescriptive analytics as well as A/B testing terminology. It also discusses customer lifetime value, various analytics tools, benefits of analytics, and strategic questions analytics can answer for businesses.
The document provides an overview of inbound marketing. It begins by defining inbound marketing as a holistic approach to attracting customers online based on the principle that "like attracts like." Inbound marketing uses techniques like content marketing, blogging, social media and email to generate leads and sales. It works by attracting potential customers who are already interested in a business and its products or services. The document then discusses how inbound marketing works through the customer journey from research to purchase to re-purchase. It emphasizes using relevant content tailored for different customer stages. The last few paragraphs focus on the importance of creating helpful content based on customer personas and research in order to attract, engage and convert prospects at each stage of the buying process.
The document discusses the importance of marketing for businesses and provides statistics to support this. It notes that marketing helps define a company and its products to various stakeholders. Marketing is important because customers now do more online research, and companies face more competition for attention. The document then provides steps businesses can take to improve their marketing, such as evaluating current activities, understanding new technologies, and integrating different marketing disciplines.
This document discusses the importance of strategically designing marketing funnels to drive profitable customer acquisition and growth. It states that getting traffic to convert is now the main challenge, as paid traffic is plentiful but conversions are difficult. A custom-fit funnel is needed for each business to match its offerings and audience. Precise analytics tracking key metrics is also required to continuously optimize the funnel for maximum revenue. Following this process can turn $1 of traffic into $3 of revenue on a consistent basis. Contact information is provided to schedule a free funnel strategy session.
The document provides guidance for B2B demand generation marketers on planning an effective demand generation strategy. It discusses reverse engineering the sales funnel to identify pipeline goals and target metrics at each stage. Marketers are advised to determine revenue goals, calculate the contribution goals for marketing, and work backwards to establish the number of leads, MQLs, and opportunities needed based on average conversion rates. The document stresses the importance of having an ideal customer profile to focus marketing efforts on attracting the right leads that will become good customers.
How you communicate with clients, anticipate their needs, share insights of value, and keep enlightening them along the way — these elements require go-to-market execution just as much as introducing a new digital banking solution.
While the scope of a successful go-to-market execution strategy will vary, the following three essentials are critical:
• Client Focus – Which clients and prospects, industries and regions are you targeting, and why?
• Value – Do your products demonstrate measurable and direct value to meet clients' critical needs?
• Competition – Are your products, people and value proposition best in class?
The Vulnerable CMO: How to Thrive in the Digital EraDemandWave
This webinar from Webmarketing123 discusses how to thrive as a CMO in the digital era. It covers four main topics: 1) how to survive as a CMO who is under pressure to demonstrate marketing ROI, 2) how to prove marketing ROI by tying digital performance to revenue, 3) how to understand the new digital path to purchase for B2B buyers, and 4) a live Q&A session. The webinar emphasizes the importance of search engine optimization, measuring the right metrics like revenue, and aligning sales and marketing.
This webinar discusses how to thrive as a CMO in the digital era. It covers four main topics: 1) how to survive as a CMO who is under pressure to demonstrate marketing ROI, 2) how to prove marketing ROI by tying digital performance to revenue, 3) how to understand the new digital purchasing paths of B2B buyers, and 4) a live Q&A session. The webinar emphasizes the importance of search engine optimization for lead generation and sales, and aligning marketing and sales processes.
The History of Infinity Contact Buyerlytics SolutionInfinity Contact
Infinity Contact is a customer relationship management company that focuses on helping clients acquire and retain customers through their Buyerlytics system. This system uses data analytics, technology, customer contacts, and performance management to develop targeted marketing campaigns based on customer preferences and behaviors. Infinity Contact has over 30 years of experience in various industries and ensures their clients maximize return on investment.
The document discusses Infinity Contact's services for helping companies reach small and medium sized businesses (SMBs). It provides tailored sales pitches by industry, SMB advisors to match needs with solutions, needs assessments to identify pain points, and value propositions tied to addressing those pain points. Infinity Contact has a database of over a million SMBs from various sources and can provide metrics like revenue per sale, sales per hour, conversion rates, and total pipeline value. It also discusses using buyer analytics to ensure the right salesperson reaches out to the right buyer with the right offer.
The document summarizes research by Gartner on the future of sales and how sales organizations need to transform to adapt to changing buyer behaviors and the rise of digital channels. It finds that by 2025, 80% of B2B sales interactions will occur digitally and 60% of sales organizations will transition to data-driven selling. It recommends sales organizations move from seller-centric to buyer-centric models and from analog to digital/automated processes. Specifically, the summary is:
1) B2B buyers increasingly want digital/self-service options and sales needs new skills/technology to support multi-channel buying.
2) Sales must transform strategies, processes, and resources to engage customers across digital channels and
7 ESSENTIAL TIPS FOR EFFECTIVE LEAD GENERATION.pptxA2digital
: In simple words, Lead Generation/Lead generation marketing is the process of getting people interested in your business and gradually converting them through your pipeline into paying customers. Some people see lead generation as a big email blaster and an intrusive salesperson. However, today these techniques are no longer successful.
Q&A With Infinity Contact Founder, Chief Executive Officer and Owner, Tom Leidigh
About Tom Leidigh
30 years of executive experience in sales, direct marketing, and CRM program development. Tom is recognized as a leader in outsourced contact and is primarily focused on expansion strategies, trade alliances, and new product development.
Tom earned an M.B.A. with top honors from Arizona State University, and a B.B.A. from the University of Iowa.
Question: Why do clients choose Infinity?
Mr. Leidigh: As an innovator in integrated contact solutions, Infinity Contact has a singular focus: We collaborate with clients to Get Customers, Keep Customers and maximize customer lifetime value. Infinity Contact was founded to provide our clients with an enhanced experience of getting customers and keeping customers. That is real basic in terms of what all our clients want to do but the methodology and process behind that was where we thought we could differentiate B2B sales customer acquisition . Our brand is called Buyerlytics and it is really the science of sales and customers retention. It is integrating data, technology, customer contact and analytics into one program under the Buyerlytics brand. Many of our competitors offer a component or two but our ability to integrate those into a unified program is a huge differentiator and value prop for our clients.
RIS November tech solutions guide - analyticsiinside
Through precise location analytics, retailers now can monitor the entire path to purchase. With this data, marketers better understand what led to the purchase providing the ability to move beyond the traditional blanketed “campaign” to a year-round interaction based on consumer behavior. Customers “opt-in” by mobile app to receive highly-targeted promotions, information about merchandise they may have “visited” but didn’t purchase, and discounts for major events – based on correlations like visits, dwell and intent – to drive sales like never before.
Through precise location analytics, retailers now can monitor the entire path to purchase. With this data, marketers better understand what led to the purchase providing the ability to move beyond the traditional blanketed “campaign” to a year-round interaction based on consumer behavior. Customers “opt-in” by mobile app to receive highly-targeted promotions, information about merchandise they may have “visited” but didn’t purchase, and discounts for major events – based on correlations like visits, dwell and intent – to drive sales like never before.
This document provides an overview of how marketers can move buyers from anonymity to revenue generation. It discusses how Buyer 2.0 spends most of their time independently researching options online before engaging vendors. It argues that marketers need new approaches to consistently provide valuable experiences and content to buyers throughout their journey. This includes using technologies that can identify and track anonymous website visitors in real-time to better personalize content for buyers based on their firmographics and interests. The document presents strategies for nurturing buyers across channels, shifting focus to accounts rather than just individuals, and improving data to enhance personalization. The goal is for marketers to impact buyers earlier in their process to increase the chances of revenue.
Lead Scoring: Aligning Marketing and Sales with Effective Lead Scoring Techniques - Turning Marketing’s leads into Sales’ gold can be a challenge. The inability to generate and identify qualified leads negatively impacts the effectiveness of marketing campaigns, revenue growth, and company success. This presentation explores this challenge and provides information on how to align the expectations of sales and marketing, enabling marketing to deliver a continuous flow of qualified leads to the sales team for maximum ROI. This informative session will teach you how to accelerate the sales cycle through automated lead scoring.
This document provides an overview of marketing analytics. It begins with introducing the presenter and their qualifications. It then defines marketing analytics as measuring and analyzing trends to maximize a company's marketing strategy. Examples are given such as Walmart finding best sellers during hurricanes. The document outlines descriptive, predictive, and prescriptive analytics as well as A/B testing terminology. It also discusses customer lifetime value, various analytics tools, benefits of analytics, and strategic questions analytics can answer for businesses.
The document provides an overview of inbound marketing. It begins by defining inbound marketing as a holistic approach to attracting customers online based on the principle that "like attracts like." Inbound marketing uses techniques like content marketing, blogging, social media and email to generate leads and sales. It works by attracting potential customers who are already interested in a business and its products or services. The document then discusses how inbound marketing works through the customer journey from research to purchase to re-purchase. It emphasizes using relevant content tailored for different customer stages. The last few paragraphs focus on the importance of creating helpful content based on customer personas and research in order to attract, engage and convert prospects at each stage of the buying process.
The document discusses the importance of marketing for businesses and provides statistics to support this. It notes that marketing helps define a company and its products to various stakeholders. Marketing is important because customers now do more online research, and companies face more competition for attention. The document then provides steps businesses can take to improve their marketing, such as evaluating current activities, understanding new technologies, and integrating different marketing disciplines.
This document discusses the importance of strategically designing marketing funnels to drive profitable customer acquisition and growth. It states that getting traffic to convert is now the main challenge, as paid traffic is plentiful but conversions are difficult. A custom-fit funnel is needed for each business to match its offerings and audience. Precise analytics tracking key metrics is also required to continuously optimize the funnel for maximum revenue. Following this process can turn $1 of traffic into $3 of revenue on a consistent basis. Contact information is provided to schedule a free funnel strategy session.
The document provides guidance for B2B demand generation marketers on planning an effective demand generation strategy. It discusses reverse engineering the sales funnel to identify pipeline goals and target metrics at each stage. Marketers are advised to determine revenue goals, calculate the contribution goals for marketing, and work backwards to establish the number of leads, MQLs, and opportunities needed based on average conversion rates. The document stresses the importance of having an ideal customer profile to focus marketing efforts on attracting the right leads that will become good customers.
How you communicate with clients, anticipate their needs, share insights of value, and keep enlightening them along the way — these elements require go-to-market execution just as much as introducing a new digital banking solution.
While the scope of a successful go-to-market execution strategy will vary, the following three essentials are critical:
• Client Focus – Which clients and prospects, industries and regions are you targeting, and why?
• Value – Do your products demonstrate measurable and direct value to meet clients' critical needs?
• Competition – Are your products, people and value proposition best in class?
The Vulnerable CMO: How to Thrive in the Digital EraDemandWave
This webinar from Webmarketing123 discusses how to thrive as a CMO in the digital era. It covers four main topics: 1) how to survive as a CMO who is under pressure to demonstrate marketing ROI, 2) how to prove marketing ROI by tying digital performance to revenue, 3) how to understand the new digital path to purchase for B2B buyers, and 4) a live Q&A session. The webinar emphasizes the importance of search engine optimization, measuring the right metrics like revenue, and aligning sales and marketing.
This webinar discusses how to thrive as a CMO in the digital era. It covers four main topics: 1) how to survive as a CMO who is under pressure to demonstrate marketing ROI, 2) how to prove marketing ROI by tying digital performance to revenue, 3) how to understand the new digital purchasing paths of B2B buyers, and 4) a live Q&A session. The webinar emphasizes the importance of search engine optimization for lead generation and sales, and aligning marketing and sales processes.
The History of Infinity Contact Buyerlytics SolutionInfinity Contact
Infinity Contact is a customer relationship management company that focuses on helping clients acquire and retain customers through their Buyerlytics system. This system uses data analytics, technology, customer contacts, and performance management to develop targeted marketing campaigns based on customer preferences and behaviors. Infinity Contact has over 30 years of experience in various industries and ensures their clients maximize return on investment.
Enhanced Enterprise Intelligence with your personal AI Data Copilot.pdfGetInData
Recently we have observed the rise of open-source Large Language Models (LLMs) that are community-driven or developed by the AI market leaders, such as Meta (Llama3), Databricks (DBRX) and Snowflake (Arctic). On the other hand, there is a growth in interest in specialized, carefully fine-tuned yet relatively small models that can efficiently assist programmers in day-to-day tasks. Finally, Retrieval-Augmented Generation (RAG) architectures have gained a lot of traction as the preferred approach for LLMs context and prompt augmentation for building conversational SQL data copilots, code copilots and chatbots.
In this presentation, we will show how we built upon these three concepts a robust Data Copilot that can help to democratize access to company data assets and boost performance of everyone working with data platforms.
Why do we need yet another (open-source ) Copilot?
How can we build one?
Architecture and evaluation
STATATHON: Unleashing the Power of Statistics in a 48-Hour Knowledge Extravag...sameer shah
"Join us for STATATHON, a dynamic 2-day event dedicated to exploring statistical knowledge and its real-world applications. From theory to practice, participants engage in intensive learning sessions, workshops, and challenges, fostering a deeper understanding of statistical methodologies and their significance in various fields."
The Ipsos - AI - Monitor 2024 Report.pdfSocial Samosa
According to Ipsos AI Monitor's 2024 report, 65% Indians said that products and services using AI have profoundly changed their daily life in the past 3-5 years.
06-04-2024 - NYC Tech Week - Discussion on Vector Databases, Unstructured Data and AI
Discussion on Vector Databases, Unstructured Data and AI
https://www.meetup.com/unstructured-data-meetup-new-york/
This meetup is for people working in unstructured data. Speakers will come present about related topics such as vector databases, LLMs, and managing data at scale. The intended audience of this group includes roles like machine learning engineers, data scientists, data engineers, software engineers, and PMs.This meetup was formerly Milvus Meetup, and is sponsored by Zilliz maintainers of Milvus.
Global Situational Awareness of A.I. and where its headedvikram sood
You can see the future first in San Francisco.
Over the past year, the talk of the town has shifted from $10 billion compute clusters to $100 billion clusters to trillion-dollar clusters. Every six months another zero is added to the boardroom plans. Behind the scenes, there’s a fierce scramble to secure every power contract still available for the rest of the decade, every voltage transformer that can possibly be procured. American big business is gearing up to pour trillions of dollars into a long-unseen mobilization of American industrial might. By the end of the decade, American electricity production will have grown tens of percent; from the shale fields of Pennsylvania to the solar farms of Nevada, hundreds of millions of GPUs will hum.
The AGI race has begun. We are building machines that can think and reason. By 2025/26, these machines will outpace college graduates. By the end of the decade, they will be smarter than you or I; we will have superintelligence, in the true sense of the word. Along the way, national security forces not seen in half a century will be un-leashed, and before long, The Project will be on. If we’re lucky, we’ll be in an all-out race with the CCP; if we’re unlucky, an all-out war.
Everyone is now talking about AI, but few have the faintest glimmer of what is about to hit them. Nvidia analysts still think 2024 might be close to the peak. Mainstream pundits are stuck on the wilful blindness of “it’s just predicting the next word”. They see only hype and business-as-usual; at most they entertain another internet-scale technological change.
Before long, the world will wake up. But right now, there are perhaps a few hundred people, most of them in San Francisco and the AI labs, that have situational awareness. Through whatever peculiar forces of fate, I have found myself amongst them. A few years ago, these people were derided as crazy—but they trusted the trendlines, which allowed them to correctly predict the AI advances of the past few years. Whether these people are also right about the next few years remains to be seen. But these are very smart people—the smartest people I have ever met—and they are the ones building this technology. Perhaps they will be an odd footnote in history, or perhaps they will go down in history like Szilard and Oppenheimer and Teller. If they are seeing the future even close to correctly, we are in for a wild ride.
Let me tell you what we see.
ViewShift: Hassle-free Dynamic Policy Enforcement for Every Data LakeWalaa Eldin Moustafa
Dynamic policy enforcement is becoming an increasingly important topic in today’s world where data privacy and compliance is a top priority for companies, individuals, and regulators alike. In these slides, we discuss how LinkedIn implements a powerful dynamic policy enforcement engine, called ViewShift, and integrates it within its data lake. We show the query engine architecture and how catalog implementations can automatically route table resolutions to compliance-enforcing SQL views. Such views have a set of very interesting properties: (1) They are auto-generated from declarative data annotations. (2) They respect user-level consent and preferences (3) They are context-aware, encoding a different set of transformations for different use cases (4) They are portable; while the SQL logic is only implemented in one SQL dialect, it is accessible in all engines.
#SQL #Views #Privacy #Compliance #DataLake
Learn SQL from basic queries to Advance queriesmanishkhaire30
Dive into the world of data analysis with our comprehensive guide on mastering SQL! This presentation offers a practical approach to learning SQL, focusing on real-world applications and hands-on practice. Whether you're a beginner or looking to sharpen your skills, this guide provides the tools you need to extract, analyze, and interpret data effectively.
Key Highlights:
Foundations of SQL: Understand the basics of SQL, including data retrieval, filtering, and aggregation.
Advanced Queries: Learn to craft complex queries to uncover deep insights from your data.
Data Trends and Patterns: Discover how to identify and interpret trends and patterns in your datasets.
Practical Examples: Follow step-by-step examples to apply SQL techniques in real-world scenarios.
Actionable Insights: Gain the skills to derive actionable insights that drive informed decision-making.
Join us on this journey to enhance your data analysis capabilities and unlock the full potential of SQL. Perfect for data enthusiasts, analysts, and anyone eager to harness the power of data!
#DataAnalysis #SQL #LearningSQL #DataInsights #DataScience #Analytics
2. Most B2B market categories have become crowded and noisy, placing
product marketers (PMMs) in high demand. Forward-thinking PMM
leaders have started aligning their KPIs to what the C-Suite cares
about — revenue metrics.
Yet, knowing what messaging-positioning is converting to revenue
remains the Holy Grail. There is no single source of truth.
It’s time to stop the guesswork and earn a seat at the Revenue table.
Why now? Thanks to digital transformation, your Buyer’s world is
changing as rapidly as yours. To win bigger, you must track your
Buyer’s top of mind problems, their current evaluation criteria, and
recent perception of competitive differentiation.
Whether you are a 100- or 10,000-employee company, your sales,
marketing, product and customer success teams need these insights
to accelerate customer acquisition and expansion.
The challenges — Buyer intelligence gathering depends on a manual
win-loss process. Insights are limited to a handful of deals, often
anecdotal, and way too late. Your organization will get seriously left
behind if you continue relying on old-school analog methods.
A note to
the modern
product
marketing
leader
continued
3. The good news — in today’s remote-first world, buyer-seller
conversations are increasingly digital. From the first prospecting
email, to Discovery and Demo call recordings, Proposal document
and Onboarding deck, stitching together the buying journey, as it
unfolds, is now possible — with 1-click.
By mining these conversations using NLP/ML, your ENTIRE revenue
organization can benefit from real-time Buyer intelligence — across
ALL industries, personas, segments, regions, land vs expand deals.
That’s why we spent over three years building Tribyl, the industry’s
first Buyer Intelligence Platform.
I’m excited to share this breakthrough with you, and help unlock an
additional 15-20% revenue growth from your current marketing and
sales spend.
I invite you, the Modern Product Marketing Leader, to join the
conversation at hello@tribyl.com. I’d love to hear from you!
In service of your Buyer,
Sanjeev Somani
Founder CEO
Tribyl, Inc.
A note to
the modern
product
marketing
leader
4. Winning today is hard, losing is easy. Today’s buyers are
empowered and sophisticated. They expect you to have a deep
understanding of their ever-changing problems and needs, and
they reward a personalized buying experience.
Real-time Buyer intelligence gives you the insights you need to
dynamically iterate on your customer acquisition and expansion
playbook, and the agility to stay ahead of competition.
Rowan Noronha,
Founder, Product Marketing Community
5. Table of Contents
1. Thy Buyer: The missing voice in revenue intelligence...................................... 6
2. The Breakthrough: Modern win-loss............................................................ 12
3. The Blueprint: Implementing modern win-loss............................................ 20
4. The Use Cases: Real-time Buyer intelligence in action................................... 37
Modern demand generation - data-driven campaigns. ................................................................. 39
Modern customer marketing - build compelling stories............................................................... 40
Modern sales development - personalization at scale................................................................... 41
Modern sales - become a trusted advisor...................................................................................... 42
Modern competitive intelligence - battlecards that prioritize revenue impact............................... 43
Modern sales management - build rep competencies................................................................... 44
Modern revenue operations - make the right bets, early............................................................... 45
5. The Beginning: Time to change the game...................................................... 47
7. If we’re honest with ourselves, we’re all just guessing.
Our marketing teams come up with campaign messaging based
on someone’s creative idea. Our product leaders are building
features based on which customer yells the loudest, or which
rep needs a feature to close a big deal. We don’t know which
pitch will resonate with a buyer in a specific vertical. Product
Marketers are building the thing that sales or an exec tells them
is a priority.
We’re all wasting a lot of time and resources in that guessing.
Clint Burgess,
Head of Product Marketing, Bloomreach
7
Thy Buyer: The missing voice in revenue intelligence
8. How good is your revenue
intelligence?
Using data to optimize marketing and sales effectiveness
is not a novel concept. That’s why Revenue intelligence is
a hot and well-funded SaaS category.
The emphasis, however, has been on analyzing your
engagement with the buyer. For example:
■
■ Marketing measures views, downloads, touches, ...
■
■ Sales monitors activities by stage, adherence to sales
methodology, Rep talk time, …
It’s all about YOU.
But, does this intelligence truly represent what’s going on
in the minds of your Buyers? Do these insights make your
products and services more compelling to them?
Your Buyers care
about how good
you are at knowing
and solving their
problems, not how well
you’re tracking your
processes, activities
and engagement.
8
Thy Buyer: The missing voice in revenue intelligence
9. Want higher conversion?
Know Thy Buyer — by Industry, Use Case, Persona
Attract
#Qualified Pipeline
Accelerate Close
IOT Smart Apps Digital
SaaS Cloud Artificial
Intelligence
Big Data Connected
Machine Learning
Data Science Online
Is our jargon hitting on
urgent problems?
Is our value prop
resonating?
Are we truly
differentiated?
Personas
Decision criteria
Competitors
#Deal size, velocity #Win rate
9
Thy Buyer: The missing voice in revenue intelligence
10. The hard part?
Capturing and sharing Buyer intelligence in real-time.
Your Buyers’ needs and decision criteria are changing rapidly.
Yet, most companies rely on manual win-loss programs to gather Buyer
intelligence. Feedback is collected at the end of the sales cycle, that too from
a handful of cherry-picked deals.
As a result, insights are not representative of all customers and deals,
anecdotal, subject to bias and memory recall, and way too late.
Finding these insights, right when you need them, is equally challenging.
The reality is that traditional win-loss programs will never scale to real-time
Buyer intelligence.
It’s 2022. Time to use technology and upgrade to modern win-loss.
Let’s take a closer look this breakthrough.
Organizations
with dynamic
customer journey
alignment achieve
15-20 % higher
revenue growth.
CSO Insights
10
Thy Buyer: The missing voice in revenue intelligence
11. As most SaaS businesses go, a high-velocity “land then expand”
motion is crucial for growth. While we get deep win-loss insights
on our largest deals, it’s our smaller deals that bring in new
logos and have a greater velocity. It’s hard to have that same
level of manual scrutiny and analysis for volume deals.
That’s why the idea of automating win-loss analysis is so
powerful and relevant. I foresee that automated buyer and
competitor intelligence will become as ubiquitous as CRM and
Marketing automation are today.
Mike Anand,
Chief Marketing Officer, Redis
11
Thy Buyer: The missing voice in revenue intelligence
13. Marketers have invested a lot of time (and tooling) on measuring
campaign effectiveness at the top of the funnel. However,
measuring messaging-positioning effectiveness along the
entire buying journey has always been difficult, and more art
than science.
Here’s why. First, we validate our hypotheses with customer/
prospect interviews, industry analysts and experts. That’s hard
work, time consuming, and usually involves a small sample
set. We then roll out our messaging, cross our fingers that it
resonates, and wait for input from sales, hoping the feedback is
timely, specific, and unbiased. It’s about time we automate this
process and get insights from the entire funnel.
Chris Mills,
VP Marketing, Ambition
13
The Breakthrough: Modern win-loss
14. Why traditional win-loss doesn’t scale.
■
■ Most of the time, you already have a hypothesis about your
Buyer, because you and your teams have been talking to them
(and with partners, analysts, peers…)
■
■ You want to validate this hypothesis, and see if it’s material
enough for your organization to act on. So you start digging into
the data:
»
» What’s in the CRM?
»
» What’s in call recording tools?
»
» What’s in emails and documents?
»
» What’s in win-loss interviews and surveys?
»
» The list goes on.
■
■ All of that effort is for one hypothesis. ONE.
■
■ How many hypotheses do you encounter, everyday?
■
■ How many deals do you hope to test them against?
I spend $100K a quarter on
outsourced Buyer interviews,
covering <1% of all deals.
At least 80% of the insights
validate hypotheses I already had.
Ben W.,
Director, Competitive Intelligence
14
The Breakthrough: Modern win-loss
15. INDUSTRIES PERSONAS USE CASES SITUATIONS!
Sample size matters
When it comes to Buyer intelligence, context and granularity are everything.
Why let a handful of deals and customers dictate your entire GTM strategy?
15
The Breakthrough: Modern win-loss
16. Modern win-loss lets you tap
previously dark data
■
■ Traditional win-loss practices were created when we had few
means to directly learn what’s top of mind for your Buyers.
■
■ Accelerated by the pandemic, the model has flipped. Selling has
gone remote. Most conversations are now digital.
■
■ With natural language processing (NLP) techniques, we can now
be a ‘fly on the wall’ in ALL buyer-seller interactions.
■
■ With machine learning (ML), we can finally track the revenue
impact of our messaging-positioning — by industry, persona,
segment, region, competitor, new logo vs expansion.
■
■ We can now directly, intelligently, tap previously dark data.
The interactions sales people have
are massive proxies for the market.
They talk to prospects all day,
every day. If we could synthesize
all that data, and understand
what’s going on in the market
based on all of that incoming
information, it’d be amazing.
Mihir G.,
VP of Product Marketing
16
The Breakthrough: Modern win-loss
17. This changes
the game
You no longer have to:
■
■ Limit yourself to asking just
a few questions because of
budget or time constraints.
■
■ Peanut butter insights from
a narrow set of wins and
losses, to your entire
target market.
■
■ Spend hours searching
multiple tools and reports
■
■ Wait for months to get any
answers at all.
Now, with machine learning
and NLP, you can test
UNLIMITED hypotheses,
against ALL deals, by mining
ALL conversations your
sales teams are having with
real Buyers.
■
■ Every day.
■
■ With 1-click.
■
■ WITHOUT breaking
the bank.
The future of Revenue Teams
is one where they’ll use NLP
and machine learning to truly
understand their Buyers —
it won’t be a static “ICP”
persona hanging on the office
wall or in a stale playbook.
Go-to-market strategy will
become dynamic and laser-
focused. Companies will find
product market fit faster and
accelerate like never before.
Clint Burgess,
Head of Product Marketing,
Bloomreach
17
The Breakthrough: Modern win-loss
18. Messaging and positioning are never perfect. They need to be
continually refined. You start with a hypothesis based on what
you know at the time, but figuring out where to go from there
can be tricky.
While you can easily track revenue outcomes, determining
which messages strongly influenced those outcomes is a
huge challenge. The answers lie hidden in the thousands of
conversations happening with your prospects and customers.
Current tools are great at capturing all of this digitally, but not
so great at delivering actionable insights based on the entirety
of these conversations. A solution that can make sense of it
all, and enables a data-driven approach to messaging and
positioning is the holy grail marketers have been looking for.
Mike Berger,
VP Product Marketing, ClickUp
18
The Breakthrough: Modern win-loss
19. Welcome to modern
win-loss
Optimizing marketing and sales activities and
engagement is not sufficient to accelerate
customer acquisition and expansion.
We’ve been talking about a way to equip modern
revenue teams with granular, real-time Buyer
intelligence from ALL deals, automatically:
■
■ What problems are Buyers trying to solve?
■
■ Why now?
■
■ What evaluation criteria are important to them?
■
■ How do they perceive you versus competition?
Real-time buyer intelligence requires a modern
approach to win-loss.
Coming up, the blueprint for doing just that.
Organizations that outperform
have made win-loss intelligence a
C-level priority.
Gartner found that a
comprehensive win-loss
approach increases
revenue by up to 30%.
Leaders who invest in modern win-
loss accelerate their own careers, too!
19
The Breakthrough: Modern win-loss
21. In theory, the feedback loop between marketing, SDR, and sales should be firmly
ingrained and always-on. In practice, the promise never comes to fruition. It’s
difficult to structure meaningful experiments, corral qualitative insights, and
really know what changes to make. This isn’t often a people problem — the
desire to learn and improve likely exists across your teams. The challenge is that
this feedback loop is an ancillary part of everyone’s day job, as the primary focus
is on the metrics driving the business.
If you can collect, analyze and share this granular data in real-time, in an
automated way, you’re guaranteeing a deeper understanding of your buyer and
meaningful changes to your messaging. You’re also enabling your organization
to rinse-repeat learnings and share tribal knowledge much faster, improving the
metrics you already measure.
Kyle Coleman,
VP Revenue Growth, Enablement and Product Marketing, Clari.
21
The Blueprint: Implementing modern win-loss
22. 3 pillars
of modern
win-loss
Digital playbook
1 2 3
Centralized repository
for your company’s
messaging-positioning
hypotheses and GTM
tribal knowledge.
Ready to accelerate
customer acquisition
and expansion with
real-time Buyer
intelligence?
Here’s a blueprint
with three pillars:
Let’s dig
into each
pillar.
Buyer 360
Single pane of glass
for all buyer-seller
conversations and
buying journey
data sources.
Prescriptive insights
Recommendation
engine that uses NLP/
ML to push buyer
intelligence in GTM
workflows, enabling
rinse-repeat.
22
The Blueprint: Implementing modern win-loss
23. PILLAR 1
Digital playbook
Customer insight sets your bullseye. Insights
such as core problems being solved or
compelling events driving prioritization
/ funding by executives. If you haven’t
established a centralized and scalable
process to capture and share this intelligence
in real-time, then how do your teams know
what to aim for?
Noah Marks,
Vice President, Revenue Operations, Udemy
23
The Blueprint: Implementing modern win-loss
24. Your revenue intelligence
stack has a gaping hole.
■
■ What would happen if sales and marketing worked off of their
own versions of Accounts, Contacts, and Opportunities?
■
■ It’d be mayhem, right?
■
■ Your tech stack has…
»
» ONE account object.
»
» ONE contact object.
»
» ONE opportunity object.
■
■ But where’s the buying journey object that captures Buyer
intelligence in one place, in one standardized format?
You can’t share
Buyer intelligence
that lies scattered
across CRM,
spreadsheets, decks,
conversations,
content, and
people’s heads.
24
The Blueprint: Implementing modern win-loss
25. Buying journey object =
digital playbook
A buying journey object is a digital playbook,
a single source of truth for your company’s
messaging and positioning hypotheses.
■
■ Why buy? Why buy now? Answers to these
questions map to Buyer use cases, pain points
and triggers, or compelling events.
■
■ How to decide? What do buying committee
personas want and need in a solution and
partner? What KPIs would justify the purchase?
■
■ Who to choose? How do the alternatives
stack up in terms of relative strengths
and weaknesses?
Digital Playbook Taxonomy
Why buy? Why now?
How to decide?
Use cases Pain points Triggers
Personas
Decision
criteria
Justification
Who to choose?
Competitors Strengths Weaknesses
25
The Blueprint: Implementing modern win-loss
26. Recruiting
True story: A creative rep sold a CRM system to
Walmart for $1M.
In the notes, she typed “recruiting” as the use case.
What’s the connection between CRM and recruiting?
Turns out, $100M worth of connection—that’s how
much new business closed after the CRM vendor
realized that HR leaders could track applicants using
CRM, just as Sales leaders track their sales pipelines!
What casually entered golden nuggets might be sitting
outside your playbooks?
What buying signals are missing from your revenue
intelligence radar?
26
The Blueprint: Implementing modern win-loss
27. Connect your playbook with
Buyer-seller conversations
■
■ Did a use case in your playbook come up in multiple
conversations throughout the sales cycle? If so, it was
likely important to the deal.
■
■ Is the use case trending in recent Retail deals? If yes,
let’s build a retail ABM campaign around it!
■
■ See where we’re going? Your tech stack has been
missing a way to connect your playbook to actual sales
conversations and deals.
■
■ That’s why you also need a 360-degree view of all Buyer-
seller conversations. Let’s explore that next.
27
The Blueprint: Implementing modern win-loss
28. PILLAR 2
Buyer 360
I find that any one data channel is not
sufficient to make properly informed
decisions. The more channels, touchpoints,
stakeholders, and inputs that are used,
the better the outcome. Being a good PMM
requires finding the best path forward from a
diverse set of channels.
Dylan McPhetres,
PMM, Sedaru
In Art of the Conversation
28
The Blueprint: Implementing modern win-loss
29. Buyers and sellers are talking;
now you can listen
B2B selling is a complex web of conversations, each building on
the previous.
To appreciate the movie’s end, you need to watch it from the start.
Why not stitch together ALL conversations and ALL data sources
to get a complete, 360-degree view of the buying journey?
■
■ Prospecting emails
■
■ Discovery calls
■
■ Demo calls
■
■ Meeting decks
■
■ Meeting minutes
■
■ Proposals/RFP responses
■
■ Onboarding calls
■
■ CRM fields
■
■ CRM notes
■
■ Team collaboration
■
■ Deal reviews
■
■ Win-Loss Surveys
■
■ Win-loss interviews
■
■ Case studies
No need to rely on a few data points. Buyer 360 gives you all.
29
The Blueprint: Implementing modern win-loss
30. Buyer 360 tells you the complete story
about the buying journey
Prospecting Discovery Solution Negotiation Onboarding Post-mortem
SDR opens
the door
by figuring
out what
motivates
the Prospect,
lands a
meeting.
AE uncovers
the real
pains and
the business
case that
will motivate
decision
makers.
Sales engineer
identifies
what features
are most
important to
functional
and technical
buyers.
Proposal
summarizes
what ultimately
matters
most to the
Prospect’s
decision-
making
process.
Customer
Success
validates
use cases
and success
criteria during
implementation
kick-off.
Interviews
and surveys
capture
what wasn’t
explicitly
shared or
discussed
previously.
30
The Blueprint: Implementing modern win-loss
31. To build customer responsive products and services, it’s critical
to continually sharpen our understanding of customer needs,
from their own words.
Call recording tools allow us to search sales conversations,
but these tools aren’t purpose-built for measuring messaging-
positioning effectiveness. Finding answers to specific questions
(e.g. why the sudden growth in a particular segment) requires
time-intensive analysis.
A solution that reduces the manual work required to weed
through mountains of calls, emails and CRM notes, and provides
GTM teams actionable feedback on what’s working (and what’s
not) is the missing puzzle piece in the modern revenue stack.
Jake Ricciardi,
Head of Product Marketing, Andela
31
The Blueprint: Implementing modern win-loss
32. To drive impact, don’t forget to solve for the last mile.
Even with all that buyer intelligence at hand in a gigantic database, your GTM teams would need to spend
hours searching for insights such as:
Who wants to spend hours searching?
That’s why insights need to be pushed in GTM workflows. Let’s look at that next.
Quantitative:
■
■ Pain points generating the most new
logo pipeline - by Persona?
■
■ Use cases driving the biggest deals -
by Industry?
■
■ Product gaps tied to most losses -
by Competitor?
Qualitative:
■
■ What questions were Buyers
asking?
■
■ How were they describing their
wants and needs?
■
■ Are Reps delivering our
messaging? Is it landing?
32
The Blueprint: Implementing modern win-loss
33. PILLAR 3
Prescriptive insights We hold regular GTM council meetings, with
marketing, sales, and sales development. I run it
like a forecast call. I say,
‘Okay, we are falling short on our pipeline
coverage. What’s going on? What should we do?’
And despite all the tools and dashboards we
have available, the conclusion is always like,
‘Well, we don’t really know what’s working and
not working, and why.’
Jim S.,
VP Revenue Operations,
Business Intelligence SaaS
33
The Blueprint: Implementing modern win-loss
34. Marketing
Product Marketing
Messaging/positioning
that resonates with
target Buyers.
Demand Generation
Campaigns that
attract ready to buy
prospects.
Customer Marketing
Stories that motivate
change in status quo.
Sales
Sales Development
Personalization at
scale, without the
grunt work.
Field Sales
Trusted advisors
that lead with a
point of view.
Product
Features that
solve burning
problems and
win more deals.
How are you
enabling GTM teams
on all the industries,
personas, use cases,
segments and
geographies your
company sells into?
It takes a village —
all GTM teams must become Buyer experts
Buyer
34
The Blueprint: Implementing modern win-loss
35. To succeed, sellers must have a deep understanding of the
Buyer and their circumstances. You can’t just ask, ‘What keeps
you up at night?’ and expect to get there. Sellers must use
insightful questions to determine how they can add value
and help.
Learning from other deals and use cases is a critical part of
winning with more efficiency and confidence. The ability to
codify and share this tribal knowledge at scale has always
remained elusive. Until now.
Robert Lewis,
Chief Revenue Officer (formerly at Qualtrics)
35
The Blueprint: Implementing modern win-loss
36. Connect real-time Buyer
intelligence to your
revenue engine
If your win-loss program stops at delivering monthly
and quarterly management presentations, you’re leaving
serious money on the table.
And if you expect GTM teams to ‘help themselves’ to
your win-loss database and reports, you might as well
ask them to hit the ‘easy button’ — they will continue to
rely on gut feelings and opinions.
To drive impact, Buyer intelligence should be
prescriptive and pushed in GTM workflows — the power
of NLP/ML now makes this possible.
Next, you’ll see real-time buyer intelligence in action.
36
The Blueprint: Implementing modern win-loss
38. Meet Acme Co., a business
intelligence SaaS company
■
■ The board just threw down the gauntlet: Double
new logo growth in the enterprise retail market.
Game on!
■
■ Acme Co. formed a cross-functional team across
marketing, sales, product and revenue operations.
■
■ With just 1-click, they surfaced buying journey
insights from recent Enterprise retail deals. The
playbook’s set!
■
■ Let’s take a closer look at how Acme put these
insights into action.
38
The Use Cases: Real-time Buyer intelligence in action
39. Modern
demand
generation
in action -
data-driven
campaigns.
Target Buyer
Recent deals
Top-selling
use case
Top-selling
Value prop
Least mentioned
value prop
Recent wins for
top-selling use case
Rinse-repeat messaging that’s
driving the most revenue.
39
The Use Cases: Real-time Buyer intelligence in action
40. Modern customer marketing in action -
build compelling stories, without the grunt work.
Pain point found
in the deal
Conversations involving
the pain point
Buyer’s words. Pure gold for case
studies and digital marketing!
40
The Use Cases: Real-time Buyer intelligence in action
41. Modern sales development in action -
personalization at scale.
This is a modern email
sequence targeting the VP of
IT persona, a key influencer
in Acme’s deals.
The digital playbook has
auto-populated the SDR’s
email with top-selling KPIs
and pain points from similar
customers.
Say goodbye to generic email
blasts and hours of research.
Say hello to more meetings.
41
The Use Cases: Real-time Buyer intelligence in action
42. Modern sales
in action -
become
a trusted
advisor.
Modern sales enablement is
all about Buyer enablement.
Acme’s digital playbook equips
reps with prescriptive insights
from similar wins, so they can
lead with a point of view.
Say goodbye to reps asking
generic discovery questions.
Say hello to reps becoming
trusted advisors, shorter sales
cycles, and more cross-sell
and upsell!
Auto-generated stories with
buyer-centric messaging
42
The Use Cases: Real-time Buyer intelligence in action
43. Modern competitive intelligence in action -
battlecards that prioritize revenue impact.
Modern competitive
intelligence surfaces
differentiation that matters to
YOUR Buyers.
In YOUR deals. Right NOW.
Not what your competition is
putting out on websites. Or
what analysts are saying.
Say goodbye to noise.
Say hello to higher win rates
and to building features that
move the revenue needle!
Reinforce in
content, demos
and AR/PR
Objection
handling and
product roadmap
43
The Use Cases: Real-time Buyer intelligence in action
44. Modern sales management in action -
build rep competencies.
Modern sales management is
all about data-driven coaching
and helping reps build
competencies.
Say goodbye to relying on
manually updated MEDDIC
fields and hoping that Reps
are following your messaging
and sales methodology.
Say hello to 1-click deal
reviews and automatic
playbook reinforcement. Your
reps will thank you for this.
Based on similar
deals, e.g., same use
case and industry.
Next-best conversation
to grow/accelerate deal
Auto-populated
MEDDIC summary
Coaching opportunity!
44
The Use Cases: Real-time Buyer intelligence in action
45. Modern revenue operations in action -
make the right bets, early.
Modern revenue operations takes
a portfolio approach to optimizing
marketing, sales and product
resources, just in time.
Looking good
Support or pivot
Disqualify
Invest and grow
Say goodbye to nail-biting closes.
Say hello to predictable growth
and higher profitability.
Real-time inventory control
$4.5M | 46 deals
Pipeline, by Use Case
Open
deals
(#)
Historical win rate (%)
Propensity to Buy
$5M | 51 deals
1:1 Engagement
$2.5M | 23 deals
Digital Footprint Tracking
$3.2M | 31 deals
? $
x
?
x
$
45
The Use Cases: Real-time Buyer intelligence in action
46. A lot of SaaS companies are going “vertical.” Once we see traction in a
vertical, we’ll want to capitalize on the market opportunity. To come up with
industry playbooks, we ask — what problems have we already been solving
for those customers? What have they been saying about our product and
value proposition? From there, our goal is to scale what’s already working —
by amplifying these messages in campaigns and content.
Doing this research the old way would take months. By directly mining sales
and customer conversations, not only can this timeline be crashed to days,
we can continue to refine our playbooks with real-time feedback. That’s the
recipe for accelerating revenue growth and changing the game!
Jeff Yoshimura,
Chief Marketing Officer, Snyk
Thanks to real-time Buyer intelligence, Acme crushed it!
46
The Use Cases: Real-time Buyer intelligence in action
48. Real-time Buyer intelligence
is happening now
■
■ Digital transformation is disrupting nearly every
business process.
■
■ Now that most sales conversations are digitized,
machines can directly tap into what your Buyers want
and need.
■
■ Those same machines can tell you what signals make
you the most money, and then pipe those insights into
GTM workflows—in real time—to drive conversion and,
ultimately, revenue.
■
■ It’s time to upgrade to modern win-loss, and have
real-time Buyer intelligence accelerate your customer
acquisition and expansion.
48
The Beginning: Time to change the game
49. Today, win-loss programs must deliver ‘always-on’ market
intelligence that informs what’s top of mind for your buyers,
whether your messages are converting to revenue, and if your
competitive positioning is anchored in how buyers perceive
value. That’s the one thing missing from the stack.
Delivering these insights at scale, in real-time, and across
all touchpoints is key to improving marketing and sales
effectiveness in a consistent way.
Axel Kirstetter,
Product Marketing Leader, EIS Ltd.
49
The Beginning: Time to change the game
50. How real-
time buyer
intelligence
can help your
organization
today.
Grow New Logos
(e.g., ABM
personalization)
(e.g., new Buyers,
Use cases)
(e.g., qualified
pipe, win rates)
(e.g., verticals,
segments)
Get timely feedback
(e.g., new messaging/
positioning,
playbooks, product
launches)
Improve
conversion
Accelerate business
model transformation
(e.g., inbound to
outbound, on-prem
to cloud)
Drive Account
expansion
Enter new
markets
50
The Beginning: Time to change the game
51. What’s next for you?
Ready to unlock real-time Buyer intelligence to accelerate profitable
growth and your own career? If even one of these points resonate,
the answer might be YES:
We need to grow new logos and drive expansion.
We’re being pushed to improve ROI of our marketing and sales
spend. It’s all about conversion.
Getting messaging and positioning right is a strategic priority, we
need to track what’s working or not.
I’m tired of manually searching spotty CRM data and thousands
of call recordings.
Timely and granular Buyer intelligence will ensure better
alignment across marketing, sales, product.
What’s next for you?
Everyone (sales, product,
marketing) has an idea on how
we should go to market, what use
cases an industry cares about, or
what our next marketing campaign
should be around.
Tribyl’s Buyer Intelligence Platform
has helped us to become data-
driven in making decisions on
where we should put our focus and
efforts. Now there’s little guessing
– we just point to the data.
Molly S.,
Director Product Marketing,
Business Intelligence SaaS
51
The Beginning: Time to change the game
52. Let’s talk
We’ve been busy helping B2B companies (200
to 5,000+ employees) implement real-time
buyer intelligence.
If you’re ready to step into the future, which is
actually here now…
Email us at hello@tribyl.com. We’d love to trade
notes and get your thoughts on what we’ve
been building for the last three years.
Rome wasn’t built in a day, nor are world-
class revenue organizations. Tribyl is a modular
platform designed for crawl-walk-run.
Learn more at www.tribyl.com
52
The Beginning: Time to change the game