William Tangalos provides marketing analytics consulting for various clients. One project involved developing predictive models to recommend the highest probability products to representatives within 45 seconds of a call. This increased high-speed internet sales by over 25%. Another project reviewed a financial organization's direct marketing program and identified gaps in modeling, testing, and collaboration between teams. Recommendations simplified processes and established shared goals, resulting in improved predictive models and test designs.
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Introduction
Content is a nexus between the sales and marketing functions in most organizations. The traditional content model calls for marketing to produce content assets and sales to use them. Having this model work well requires a great deal of intentionality on the part of both functions: marketing must endeavor to understand customer content needs and how well the assets they produce engages those customers. Then, the sales team must diligently provide feedback to marketing so that content quality and effectiveness rises.
While this model is conceptually simple, there are challenges related to alignment that impact content effectiveness in the form of visibility, communications, feedback, process, tools and even culture. The statistics tell the story: when the level of sales/marketing alignment is high, 81% of study participants report that marketing content meets sales’ needs well. However, when alignment is poor or non-existent, the content effectiveness percentage drops to 35%.
Quality content that is easy for sales to find and use is a critical success factor in sales interactions. The dynamics of the content process are not difficult to understand, but the content creation, deployment, usage and feedback loop is often a point of friction between sales and marketing. This friction is not one-sided; marketing is frustrated when it has limited feedback and visibility into the use of content assets. The sales team gets frustrated when content assets don’t meet customers’ need, or those assets are hard to find and use. This frustration is more than just an inconvenience: 70% of sales teams acknowledge that the lack of effective content negatively impacts the outcome of a sales conversation.
Since content is so often the key to successful sales interactions, it merits constant attention and improvement efforts. Demand Metric and Showpad together conducted research to understand the sales-marketing relationship around content, and how it affects sales interactions. This research shares key insights, such as when marketing has little or no visibility into sales conversations, only 32% of the content produced meets the needs of sales team well. This research will help organizations understand how to get better results from their marketing content.
Table of Contents
- Introduction
- Executive Summary
- The Content Process
- Content Process Success Factors
- Content Use
- Content Impact on Revenue
- Analyst Bottom Line
- Acknowledgements
- About Showpad
- About Demand Metric
- Appendix - Survey Background
Our Market Research Methodology is a planning methodology that highlights our premium tool-kit of tools & templates to help you build an efficient market research process, a comprehensive market research report and an engaging presentation.
Our Online Community Playbook is a planning methodology that highlights our premium tool-kit of tools & templates level to help you develop and launch an online community that meets your marketing objectives.
Get this How-To Guide and access over 350 premium-quality tools & templates for business at https://www.demandmetric.com/user/register JOIN FREE to get practical on-the-job resources and training plus all of our guides, methodologies, webinars and featured tools & templates.
Introduction
Content is a nexus between the sales and marketing functions in most organizations. The traditional content model calls for marketing to produce content assets and sales to use them. Having this model work well requires a great deal of intentionality on the part of both functions: marketing must endeavor to understand customer content needs and how well the assets they produce engages those customers. Then, the sales team must diligently provide feedback to marketing so that content quality and effectiveness rises.
While this model is conceptually simple, there are challenges related to alignment that impact content effectiveness in the form of visibility, communications, feedback, process, tools and even culture. The statistics tell the story: when the level of sales/marketing alignment is high, 81% of study participants report that marketing content meets sales’ needs well. However, when alignment is poor or non-existent, the content effectiveness percentage drops to 35%.
Quality content that is easy for sales to find and use is a critical success factor in sales interactions. The dynamics of the content process are not difficult to understand, but the content creation, deployment, usage and feedback loop is often a point of friction between sales and marketing. This friction is not one-sided; marketing is frustrated when it has limited feedback and visibility into the use of content assets. The sales team gets frustrated when content assets don’t meet customers’ need, or those assets are hard to find and use. This frustration is more than just an inconvenience: 70% of sales teams acknowledge that the lack of effective content negatively impacts the outcome of a sales conversation.
Since content is so often the key to successful sales interactions, it merits constant attention and improvement efforts. Demand Metric and Showpad together conducted research to understand the sales-marketing relationship around content, and how it affects sales interactions. This research shares key insights, such as when marketing has little or no visibility into sales conversations, only 32% of the content produced meets the needs of sales team well. This research will help organizations understand how to get better results from their marketing content.
Table of Contents
- Introduction
- Executive Summary
- The Content Process
- Content Process Success Factors
- Content Use
- Content Impact on Revenue
- Analyst Bottom Line
- Acknowledgements
- About Showpad
- About Demand Metric
- Appendix - Survey Background
Our Market Research Methodology is a planning methodology that highlights our premium tool-kit of tools & templates to help you build an efficient market research process, a comprehensive market research report and an engaging presentation.
Our Online Community Playbook is a planning methodology that highlights our premium tool-kit of tools & templates level to help you develop and launch an online community that meets your marketing objectives.
Our Blogging for Business Playbook highlights our premium tool-kit of tools & templates to help you create an effective blogging marketing plan and produce engaging content to support your marketing goals. This PDF is also the course guide for our Blogging for Business Training Course, which has 2 video modules that go from fundamental concepts to advanced implementation of blogging strategy including blogging SEO.
You need a tool to help you methodically create a marketing communications plan. This is important because your marketing communications plan directs how you will communicate with employees, clients, media, and other parties. Without a proven approach and premium tool-kit, you will need to spend additional time creating this communications plan.
This Marketing Communications Plan Playbook presents a MarCom Plan methodology that highlights our kit of premium tools & templates . The purpose of this is to help you develop a marketing communications plan that is guided by corporate marketing strategy, supports individual product marketing plans, and that achieves awareness and promotional guides.
Our Video Marketing Solution Study presents the insights, landscape and vendors within the content marketing space. At Demand Metric, we define Video Marketing as the strategies, processes and technologies employed by an organization to generate interest in their brand, company and products through the use of relevant, engaging video content.
Businesses utilize videos to provide information, education, advice and/or entertainment to their target audience. These videos include a powerful combination of elements – audio, cast/speaker(s), images, graphics and text – that are exceptionally appealing and effective at promoting messages.
Video Marketing encompasses a wide variety of activities, including program planning, the alignment of target audience & video content, video production, content distribution, video optimization & monetization and program analysis.
The main goals of a Video Marketing program are to develop brand awareness, to provide attention-grabbing content for clients & prospects and to generate qualified, captivated leads.
This study covers the following sections:
- Executive Summary
- What is Video Marketing?
- Benefits of Video Marketing
- Video Marketing Deployment Lifecycle
- Vendor Selection Criteria
- Video Marketing Solutions Landscape
- Video Marketing Maturity Model
- Action Plan
- Analyst Bottom Line
- About the Research Analysts
- Our Solution Study Methodology
- About Demand Metric
To obtain this document, visit us at http://www.demandmetric.com/register
Industry practice has demonstrated that big data opportunities are enormous, but there is a need to (a) reconcile academic ‘big stats on small data’ with practitioner ‘small stats on big data’ and (b) combine deep learning methods with statistical modeling and theory-based models to establish causal effects. Privacy and security concerns will limit collection/retention of data. So there is a need to focus on the development of analytics for anonymized and minimized data and proactive development of methods for protection of customer privacy.
Learn why email marketing is so effective, the keys to successful email marketing campaigns and five misconceptions of email marketing.
Follow me @nteplow and reach out with any questions (contact info on last slide).
Our Mobile Marketing Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a mobile marketing plan that engages the increasing number of mobile users who are interacting with your brand.
Our Marketing Strategy Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to develop a comprehensive strategic marketing plan.
Our results-oriented Content Marketing Plan Playbook is a planning methodology that highlights our premium tool-kit of premium tools & templates to help you develop a comprehensive content marketing program.
Marketing is more complex than ever. The old models, partnerships and expectations don’t work. Data, Marketing and Technology industries are converging, and those who win will know how to leverage these distinct disciplines to reach the ultimate goal: authentic human connection.
Marketing is more complex than ever. The old models, partnerships and expectations don’t work. Your business success is too important to miss key connections and run media without an actionable and measurable integrated strategy. Technology, Data and Marketing industries are converging, and those who will come through the next 3 years as winners will know how to put these assets together for the ultimate goal: authentic human connection.
Our Blogging for Business Playbook highlights our premium tool-kit of tools & templates to help you create an effective blogging marketing plan and produce engaging content to support your marketing goals. This PDF is also the course guide for our Blogging for Business Training Course, which has 2 video modules that go from fundamental concepts to advanced implementation of blogging strategy including blogging SEO.
You need a tool to help you methodically create a marketing communications plan. This is important because your marketing communications plan directs how you will communicate with employees, clients, media, and other parties. Without a proven approach and premium tool-kit, you will need to spend additional time creating this communications plan.
This Marketing Communications Plan Playbook presents a MarCom Plan methodology that highlights our kit of premium tools & templates . The purpose of this is to help you develop a marketing communications plan that is guided by corporate marketing strategy, supports individual product marketing plans, and that achieves awareness and promotional guides.
Our Video Marketing Solution Study presents the insights, landscape and vendors within the content marketing space. At Demand Metric, we define Video Marketing as the strategies, processes and technologies employed by an organization to generate interest in their brand, company and products through the use of relevant, engaging video content.
Businesses utilize videos to provide information, education, advice and/or entertainment to their target audience. These videos include a powerful combination of elements – audio, cast/speaker(s), images, graphics and text – that are exceptionally appealing and effective at promoting messages.
Video Marketing encompasses a wide variety of activities, including program planning, the alignment of target audience & video content, video production, content distribution, video optimization & monetization and program analysis.
The main goals of a Video Marketing program are to develop brand awareness, to provide attention-grabbing content for clients & prospects and to generate qualified, captivated leads.
This study covers the following sections:
- Executive Summary
- What is Video Marketing?
- Benefits of Video Marketing
- Video Marketing Deployment Lifecycle
- Vendor Selection Criteria
- Video Marketing Solutions Landscape
- Video Marketing Maturity Model
- Action Plan
- Analyst Bottom Line
- About the Research Analysts
- Our Solution Study Methodology
- About Demand Metric
To obtain this document, visit us at http://www.demandmetric.com/register
Industry practice has demonstrated that big data opportunities are enormous, but there is a need to (a) reconcile academic ‘big stats on small data’ with practitioner ‘small stats on big data’ and (b) combine deep learning methods with statistical modeling and theory-based models to establish causal effects. Privacy and security concerns will limit collection/retention of data. So there is a need to focus on the development of analytics for anonymized and minimized data and proactive development of methods for protection of customer privacy.
Learn why email marketing is so effective, the keys to successful email marketing campaigns and five misconceptions of email marketing.
Follow me @nteplow and reach out with any questions (contact info on last slide).
Our Mobile Marketing Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a mobile marketing plan that engages the increasing number of mobile users who are interacting with your brand.
Our Marketing Strategy Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to develop a comprehensive strategic marketing plan.
Our results-oriented Content Marketing Plan Playbook is a planning methodology that highlights our premium tool-kit of premium tools & templates to help you develop a comprehensive content marketing program.
Marketing is more complex than ever. The old models, partnerships and expectations don’t work. Data, Marketing and Technology industries are converging, and those who win will know how to leverage these distinct disciplines to reach the ultimate goal: authentic human connection.
Marketing is more complex than ever. The old models, partnerships and expectations don’t work. Your business success is too important to miss key connections and run media without an actionable and measurable integrated strategy. Technology, Data and Marketing industries are converging, and those who will come through the next 3 years as winners will know how to put these assets together for the ultimate goal: authentic human connection.
More and more Marketing Executives have come to realize that the traditional approach to budget allocation, by campaign and channel, does not match the way modern marketers seek to optimize the customer’s experience. As a result companies now focus more on investing along the different stages in the customer journey. In this webinar we will share best practices regarding the KPIs that can be used to track customer journey success.
More and more Marketing Executives have come to realize that the traditional approach to budget allocation, by campaign and channel, does not match the way modern marketers seek to optimize the customer’s experience. As a result companies now focus more on investing along the different stages in the customer journey. This webinar is organized by the B2B Marketing Forum in collaboration with Oracle Marketing Cloud.
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The "Manufacturing Sales Leadership Playbook: Part 1" (2024 Edition) is an essential guide for manufacturing sales leaders seeking to drive growth and optimize their sales strategies. This comprehensive eBook provides actionable insights, innovative strategies, and best practices tailored for the manufacturing industry.
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Learn more: https://set2close.io
In-Product Marketing: A Game-Changer for Customer-Minded CompaniesCognizant
In-product marketing programs are delivered directly to a customer's device or software application. Using an in-product marketing framework, software providers and players in several other industries can leverage the intrinsic value of products and customers, deepen their insights, and increase customer conversion and retention.
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This white paper addresses:
– Why measurement programs need to change
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– Using customer intelligence to predict and drive change
Creative that Counts - Beth Sibbring from Tangible Impact at Columbus WAWTim Wilson
Beth Sibbring from Tangible Impact presented on "(digital) creative that counts" at the September 2017 Columbus Web Analytics Wednesday. The slides focus on digital display creative and outlines -- with examples -- what works and what doesn't (and why so many companies' processes lead to the latter).
Biznation is an inter university business case competition organized by IUT Career and Business Society. In the online round, we were asked to find the Lunchclub's strategical moves and finding some issues regarding their business.
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Graph algorithms, like PageRank Compressed Sparse Row (CSR) is an adjacency-list based graph representation that is
Multiply with different modes (map)
1. Performance of sequential execution based vs OpenMP based vector multiply.
2. Comparing various launch configs for CUDA based vector multiply.
Sum with different storage types (reduce)
1. Performance of vector element sum using float vs bfloat16 as the storage type.
Sum with different modes (reduce)
1. Performance of sequential execution based vs OpenMP based vector element sum.
2. Performance of memcpy vs in-place based CUDA based vector element sum.
3. Comparing various launch configs for CUDA based vector element sum (memcpy).
4. Comparing various launch configs for CUDA based vector element sum (in-place).
Sum with in-place strategies of CUDA mode (reduce)
1. Comparing various launch configs for CUDA based vector element sum (in-place).
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Explore our comprehensive data analysis project presentation on predicting product ad campaign performance. Learn how data-driven insights can optimize your marketing strategies and enhance campaign effectiveness. Perfect for professionals and students looking to understand the power of data analysis in advertising. for more details visit: https://bostoninstituteofanalytics.org/data-science-and-artificial-intelligence/
1. William Tangalos, Marketing Analytics for Campaign & Product Marketing Solutions
Summary of Select Data Driven Marketing Consulting Projects & Results
Marketing Analytics Project: Next Best Offer Program for Fortune 200 organization;
9-month engagement
Objective:Increase sales by 25%
Challenge:Customer services representatives for this client receive 30,000 calls each month.
During each call, the representative has approximately 45 seconds to make their sales pitch.
The complexity is how can predictive analytics be used to simplify which product offer(s) have
the greatest chance of success out of 200,000 product bundles available.
Marketing Analytics Solution: Developed predictive product preference models for each
existing customer which rank orders the product likelihood need for each product for each
customer. Developed the customer segmentation which the Real-Time Decision Engines uses
to “learn” which segment and product offer will have the greatest sales likelihood. Developed the
process for integrating both the predictive product propensity models with the Decision Engine
to be used in Real Time.
Methodology:
• Using Real Time Decision Engine, created 144 individual customer segments based upon
3,000 customer attributes.
• Analyzed results of 5 different product category purchase models to identify the most useful
customer attributes to utilize to establish the initial Decision Engine customer segmentation.
• Designed, corrected, validated and implemented 18 product propensity models. Within this
model identified 850 customer attributes, determined how to handle missing data, identified the
best model for each of the product holdings, directed the model scoring and validation for each
model and wrote detailed model development and deployment documents for the models.
• Designed the test and hold-out methodology to measure the incremental lift provided by the
marketing platform.
• Trained the project team on how to build their own Product Receptivity models moving
forward.
Result: Increased high speed internet sales by more than 25%;
2. Marketing Analytics Project:Major Financial Organizations Direct, Digital and Predictive
Marketing Program Review;
4 Month Review
Objective:Assess current Direct and Digital Marketing Model practice and deployment. Provide
specific recommendations for model development, campaign application and measurement
improvement.
Challenge: How to identify “if and what” gaps in direct, digital and predictive marketing models
and CLTV model best practices exist and how to communicate resolving these gaps to Client.
Solution: Obtained documentation, campaign reporting and campaign process overview from
limited amount of time working with Client. Discovered the company’s biggest obstacle to
customer-centric marketing was not having one solid view of their customers in a user-friendly
database built for their marketing team goals and objectives. Test design was not set up
properly resulting in the in ability to learn what is the optimal audience, message, offer and offer
channel for each type of customer. Media Mix models were not effective as they included
candidate variables (potential predictors) which were near perfect predictors and rendered the
model results as not useful.
Methodology:
Reviewed 6 different predictive targeting models, 3 different CLTV models, and 3 Media
Mix Models for different product lines.
Identified gaps in direct & digital marketing best audience targeting, model usage and
campaign management best practices
Recommended specific improvements within campaign test design across marketing
channels (mail, email, website)
Reduced complexity and redundancy of systems and processes.
Structured appropriate direct marketing test cells to measure incremental value of both
the targeting and the CLTV models
Established cross department goals which would have the full continuous learning goal
as part of the predictive modelers, marketing and channel managers goals to ensure
closer collaboration between these three work teams which are required for successful
campaigns
Result: Developed new predictive model design, implemented direct marketing test design to
enable properly measuring incremental lift and organizationally formulated joint “goals” between
Predictive Modelers and Direct & Digital Marketers to encourage collaboration and achieving
success. Restructured Media Mix Model design. Simplified database interface and
recommended Life Event Triggering where applicable which was not in place.