The dawn of the demand centre - John Neeson, Managing Director and Co-Founder of SiriusDecisions, Tim Shorrocks, Director, EMEA Marketing Services, Cisco, Tim Lennard, VP Marketing Operations EMEA, CA
John Neeson, Co-founder of Sirius Decisions, together with a panel of senior technology marketers explores the development of the demand centre. He looks at how organisations need to adapt; what should be centralised and what left to local markets; and what technologies and processes are needed to make it all work.
The document outlines the creation and development of Citrix's Global Demand Center. It describes how the center was established to centralize and standardize demand generation processes worldwide to improve efficiency and scale. It details how the author assessed existing models and built business cases to obtain buy-in. A hybrid staffing model was selected where some employees are Citrix staff and others are contracted. The center leverages technology and tools to manage campaign lifecycles from planning to reporting. The key takeaways are deciding on a governance model, developing business cases, treating it as an internal business, establishing a services catalog, and selecting an appropriate staffing model.
Making the Case for an Outsourced Demand Centeredynamic
The document discusses the challenges marketers face today due to the proliferation of marketing technologies and skills gaps. It introduces the concept of a Demand Center as a centralized hub that can address these challenges by providing services like campaign design and execution, marketing automation implementation, and strategy and consulting. Specifically, it discusses the benefits of an outsourced Demand Center model where an external digital agency handles administration, campaign strategy, best practices, and implementation to leverage marketing investments and improve performance.
The document discusses the benefits of an outsourced Demand Center of Excellence for marketing organizations. It notes that while marketing automation technologies provide benefits, many organizations struggle to realize their full potential due to a lack of skills, well-defined processes, and organizational readiness. An outsourced Demand Center can help address these gaps by providing centralized expertise and services across various demand generation functions like campaign design, operations, and technology implementation. Doing so allows marketing to improve performance, drive more predictability, and better optimize activities across the entire customer lifecycle.
Building a Customer Management Framework outlines key elements for an effective customer strategy: (1) a strategy tied to business goals, (2) compelling programs that drive value, (3) technology to support data and experience, and (4) an organization to deliver these elements. High performing companies leverage customer data by creating analytical skills and processes. The document then discusses building blocks like predictive marketing capacity, customer experience focus, marketing automation, and change management best practices.
Ebg Qualifications Info And Case Studies 7 12 12valpeck
East Bay Group is a marketing and CRM consulting firm with over 20 years of experience. They focus on developing marketing and CRM strategies and ensuring execution through tactical implementation. Their approach involves assessing clients' organizations, creating customer journey maps, developing initiatives to close gaps, and generating requirements and managing bid processes for marketing technology solutions. They help clients improve processes, leverage data insights, and drive growth through optimized marketing and customer relationship programs.
Reloop40innovation is a marketing consultancy that offers a unique service to small and medium sized companies. They provide expertise across all marketing and sales disciplines to help companies generate demand, accelerate growth through channels, improve the customer experience, build loyalty, and develop effective communications. Their services include demand generation, channel management, digital marketing, brand management, and image development. They take on projects, interim operating roles, or provide ongoing advisory assistance tailored to each client's specific needs.
Sales enablement solutions have shown dramatic impact for both sales and marketing departments by increasing efficiency. As buyers have become more risk-averse and seek efficiencies, companies are deploying sales enablement platforms to help sales teams add value and communicate effectively while handling wider product offerings. Case studies demonstrate sales enablement platforms can boost productivity and revenue generation while reducing costs.
Implementing lead management best practices through marketing automation reduces the cost of marketing, fills the sales pipeline faster with better quality leads, and grows revenue
The document outlines the creation and development of Citrix's Global Demand Center. It describes how the center was established to centralize and standardize demand generation processes worldwide to improve efficiency and scale. It details how the author assessed existing models and built business cases to obtain buy-in. A hybrid staffing model was selected where some employees are Citrix staff and others are contracted. The center leverages technology and tools to manage campaign lifecycles from planning to reporting. The key takeaways are deciding on a governance model, developing business cases, treating it as an internal business, establishing a services catalog, and selecting an appropriate staffing model.
Making the Case for an Outsourced Demand Centeredynamic
The document discusses the challenges marketers face today due to the proliferation of marketing technologies and skills gaps. It introduces the concept of a Demand Center as a centralized hub that can address these challenges by providing services like campaign design and execution, marketing automation implementation, and strategy and consulting. Specifically, it discusses the benefits of an outsourced Demand Center model where an external digital agency handles administration, campaign strategy, best practices, and implementation to leverage marketing investments and improve performance.
The document discusses the benefits of an outsourced Demand Center of Excellence for marketing organizations. It notes that while marketing automation technologies provide benefits, many organizations struggle to realize their full potential due to a lack of skills, well-defined processes, and organizational readiness. An outsourced Demand Center can help address these gaps by providing centralized expertise and services across various demand generation functions like campaign design, operations, and technology implementation. Doing so allows marketing to improve performance, drive more predictability, and better optimize activities across the entire customer lifecycle.
Building a Customer Management Framework outlines key elements for an effective customer strategy: (1) a strategy tied to business goals, (2) compelling programs that drive value, (3) technology to support data and experience, and (4) an organization to deliver these elements. High performing companies leverage customer data by creating analytical skills and processes. The document then discusses building blocks like predictive marketing capacity, customer experience focus, marketing automation, and change management best practices.
Ebg Qualifications Info And Case Studies 7 12 12valpeck
East Bay Group is a marketing and CRM consulting firm with over 20 years of experience. They focus on developing marketing and CRM strategies and ensuring execution through tactical implementation. Their approach involves assessing clients' organizations, creating customer journey maps, developing initiatives to close gaps, and generating requirements and managing bid processes for marketing technology solutions. They help clients improve processes, leverage data insights, and drive growth through optimized marketing and customer relationship programs.
Reloop40innovation is a marketing consultancy that offers a unique service to small and medium sized companies. They provide expertise across all marketing and sales disciplines to help companies generate demand, accelerate growth through channels, improve the customer experience, build loyalty, and develop effective communications. Their services include demand generation, channel management, digital marketing, brand management, and image development. They take on projects, interim operating roles, or provide ongoing advisory assistance tailored to each client's specific needs.
Sales enablement solutions have shown dramatic impact for both sales and marketing departments by increasing efficiency. As buyers have become more risk-averse and seek efficiencies, companies are deploying sales enablement platforms to help sales teams add value and communicate effectively while handling wider product offerings. Case studies demonstrate sales enablement platforms can boost productivity and revenue generation while reducing costs.
Implementing lead management best practices through marketing automation reduces the cost of marketing, fills the sales pipeline faster with better quality leads, and grows revenue
Een presentatie van Laurent Coenca van Logica, over Innovative campaign management tijdens de Applied Customer Insight (ACI) netwerksessie op 13 maart 2012 in Amstelveen
The document outlines three proven steps and tools that Microsoft partners can use to make customer campaigns work for their business: plan and prepare with tools like partner solution plans and marketing development funds, generate demand through solution profilers, partner marketing centers, and events, and qualify sales and close deals with CRM, account management, and tracking. It provides details on specific campaigns, tools, and services available to partners to help generate leads and close more business.
The document outlines three proven steps and tools that Microsoft partners can use to make customer campaigns work for their business, including planning and preparing campaigns, generating demand, and qualifying sales and closing deals. It provides details on various Microsoft programs and resources that partners can leverage at each step, such as the Partner Marketing Center, Partner Solution Profiler, ISV Telesales Service, and Infrastructure Assessment Framework. The final section shows the ROI that partners have achieved by participating in Microsoft customer campaigns over the past year.
The typical marketer and sales person, in a complex B2B sales environment,understands the value of a truly qualified “sales-ready” lead over a marketing ready prospect, because it meets a designated set of criteria and progresses into a sale faster with fewer selling resources
Sales & Marketing Revitalizing the Value Proposition, Keith O'Brien, Frost & ...Corporate Visions
The document summarizes Kronos' efforts to revitalize its marketing and sales value proposition through better alignment between its marketing and sales organizations. Key activities included assessing Kronos' existing value proposition, developing a new value proposition focused on addressing customers' critical business issues, translating this into new sales messaging, and ensuring adoption of the new messaging by the entire sales force. This included workshops, developing customized messages and materials, and establishing sales and marketing leadership councils. The goal was to differentiate Kronos' offerings and address slowing product growth.
The Changing Nature of Campaign ManagementClickSquared
Daniel Smith, senior vice president, marketing, ClickSquared, and guest, Suresh Vittal, Vice President, Practice Leader, Forrester Research, Inc., discuss the realities of cross-channel marketing and how marketers can leverage modern campaign management tools.
Lyft provides services and consulting to assess and improve organizational sales effectiveness. Their approach focuses on identifying an organization's current capabilities and potential, developing a vision for success, and implementing changes to talent, processes, and tools to significantly enhance sales results. Lyft's solutions target improving sales force and client-facing personnel through recruitment, assessment, training, coaching, and performance management. The goal is to transform organizations by driving more of the sales team to achieve "trusted advisor" status with clients, resulting in higher win rates, margins, loyalty, and financial impact that is at least 10 times the investment in Lyft's services.
The TAS Group is a software company that combines intelligent software automation and deep sales methodology expertise to deliver the Dealmaker solution. Dealmaker is an automated, intelligent predictive sales performance solution that helps customers accelerate sales performance through increased revenue, market share, forecast accuracy, and pipeline visibility. It standardizes, streamlines, and supports the sales process through configurable tools for opportunity management, sales process management, account management, virtual learning, and collaboration. The TAS Group aims to deliver sustainable long-term value to customers by helping them sell smarter and manage better on demand.
Lifepals Global turn key outsourcing services are designed to meet the fast changing needs of new-age businesses and range from one-off marketing projects to end-to-end management of Business, sales and marketing programs and provisioning of outsourced business solutions like back office document, technology solutions, go-to-market for new products and services, new markets entry and management of new or existing business and revenue channels etc.
We are not here to do what they all do, we are here to do what we do.
Business Development Solution Marketing - Technology Sales LeadsTony Lo
n today's highly competitive IT market, product differentiation is getting increasingly more difficult to achieve, and often isn't enough to engage your prospects interest or close deals. Focusing on their problems, concerns, and business drivers will lead to a richer, more compelling value proposition for your portfolio of products and services. It's all about driving value.
Choosing Distributed Marketing Technology: 7 Key Considerations for the CTO/CIOSaepio Technologies
This document discusses 7 things a CTO should know about distributed marketing management technology:
1. Focus on foundational elements like customer data, insights, onboarding, content repositories, and engagement.
2. Look for a platform solution that aggregates point solutions and connects key foundations.
3. Such a platform can drive revenue and reduce costs by focusing on customers and optimizing processes.
4. The connected foundations also create an agile marketing organization that can respond quickly.
The document outlines 12 key metrics that sales and marketing teams should track to stay accountable, including both quantity and quality metrics. It recommends measuring metrics at each stage of the funnel, from reach and leads generated to revenue and average deal size. Finally, it suggests creating dashboards to automatically monitor these metrics over time using analytics from marketing and CRM systems. This allows teams to quickly identify any issues in the funnel without spending all day reviewing spreadsheets.
Where is your corporate focus; cost cutting or value proposition? Sustainable future growth must come not only from a cost-obsession, but a value-obsession. Check out this white paper from Northpoint Advisors.
Mi6 provides business development, sales, marketing, management, and training services through sales force and marketing outsourcing/co-sourcing. They apply over 100 years of combined sales expertise to help clients enhance, energize, and supplement their existing sales teams. Mi6's methodologies and processes systematically enable consistent revenue growth. They also provide global resources to help companies augment sales and growth throughout different business phases. The services include reducing costs of sales, developing go-to-market strategies, managing and training sales teams, entering new markets, setting up distribution channels, and analyzing return on investment.
Summary Comparison of the 2013 Gartner MCCM Magic Quadrant vendors to the previous year, 2012 results. Easily see what Gartner's standout recommendations are and how the MCCM Multi-Channel vendors compares to 2012.
Virtual Causeway General Overview Jan2010townhillrhino
Virtual Causeway is a sales and marketing services firm focused on technology companies in North America, customer relationship management, and demand generation. It provides marketing services, business development services, and market research services to help technology companies bridge the gap between targets and customers.
The document discusses 6 organizations that were recognized for their sales and marketing alignment. It profiles each winner, describing how they improved their processes to generate more leads and close more deals. The common themes among the winners were using tools like lead scoring, email tracking, and social media to increase efficiency and demonstrate ROI between their sales and marketing teams.
Digital Marketing Case Study + Consortium DetailsBest Practices
Sample slides from our latest research on Mastering Digital Marketing Structure and Strategy and how it helped the commissioning client transform their multi-channel marketing function.
How to Register? Other Questions? Give us a call or simply fill in the "Get in touch" form and we will be in touch to discuss further.
How ECI Telecom Developed a Content-Marketing Program from Concept to Complet...B2B Lead Roundtable
When Michelle Levy, Associate Vice President of Marketing Programs for ECI Telecom, was tasked with marketing an innovative, powerful solution to a varied, broad audience who knew nothing of its value, she responded by developing a comprehensive content-marketing initiative.
Her goal: to make efficient and effective use of time, money and resources. She was impressed by the outcomes - a 79 percent e-mail open rate - and surprised by how the initiative positively impacted the organization’s entire marketing effort.
This document discusses strategies for companies to define and execute key relationship strategies to sell more. It recommends companies focus on creating customer value through an optimal contact stream for engagement, call/meeting support, feedback management, and relationship tools. Companies can use Raybec's relationship strategy process, workshop, and tools to plan, execute, manage, and learn about relationships at each stage of the customer lifecycle to improve sales and retention.
The document discusses the need for sales enablement and revenue performance management. It notes that sales performance has declined in recent years while revenue targets have increased. It also discusses trends toward greater focus on revenue in the boardroom and by executives. The document advocates for removing silos between marketing and sales and taking a more holistic view of the buying funnel. It promotes sales enablement tools and programs to increase sales productivity and optimize sales processes. The goal is to get more qualified leads, make sales reps more productive, and help opportunities move through the sales cycle faster.
Een presentatie van Laurent Coenca van Logica, over Innovative campaign management tijdens de Applied Customer Insight (ACI) netwerksessie op 13 maart 2012 in Amstelveen
The document outlines three proven steps and tools that Microsoft partners can use to make customer campaigns work for their business: plan and prepare with tools like partner solution plans and marketing development funds, generate demand through solution profilers, partner marketing centers, and events, and qualify sales and close deals with CRM, account management, and tracking. It provides details on specific campaigns, tools, and services available to partners to help generate leads and close more business.
The document outlines three proven steps and tools that Microsoft partners can use to make customer campaigns work for their business, including planning and preparing campaigns, generating demand, and qualifying sales and closing deals. It provides details on various Microsoft programs and resources that partners can leverage at each step, such as the Partner Marketing Center, Partner Solution Profiler, ISV Telesales Service, and Infrastructure Assessment Framework. The final section shows the ROI that partners have achieved by participating in Microsoft customer campaigns over the past year.
The typical marketer and sales person, in a complex B2B sales environment,understands the value of a truly qualified “sales-ready” lead over a marketing ready prospect, because it meets a designated set of criteria and progresses into a sale faster with fewer selling resources
Sales & Marketing Revitalizing the Value Proposition, Keith O'Brien, Frost & ...Corporate Visions
The document summarizes Kronos' efforts to revitalize its marketing and sales value proposition through better alignment between its marketing and sales organizations. Key activities included assessing Kronos' existing value proposition, developing a new value proposition focused on addressing customers' critical business issues, translating this into new sales messaging, and ensuring adoption of the new messaging by the entire sales force. This included workshops, developing customized messages and materials, and establishing sales and marketing leadership councils. The goal was to differentiate Kronos' offerings and address slowing product growth.
The Changing Nature of Campaign ManagementClickSquared
Daniel Smith, senior vice president, marketing, ClickSquared, and guest, Suresh Vittal, Vice President, Practice Leader, Forrester Research, Inc., discuss the realities of cross-channel marketing and how marketers can leverage modern campaign management tools.
Lyft provides services and consulting to assess and improve organizational sales effectiveness. Their approach focuses on identifying an organization's current capabilities and potential, developing a vision for success, and implementing changes to talent, processes, and tools to significantly enhance sales results. Lyft's solutions target improving sales force and client-facing personnel through recruitment, assessment, training, coaching, and performance management. The goal is to transform organizations by driving more of the sales team to achieve "trusted advisor" status with clients, resulting in higher win rates, margins, loyalty, and financial impact that is at least 10 times the investment in Lyft's services.
The TAS Group is a software company that combines intelligent software automation and deep sales methodology expertise to deliver the Dealmaker solution. Dealmaker is an automated, intelligent predictive sales performance solution that helps customers accelerate sales performance through increased revenue, market share, forecast accuracy, and pipeline visibility. It standardizes, streamlines, and supports the sales process through configurable tools for opportunity management, sales process management, account management, virtual learning, and collaboration. The TAS Group aims to deliver sustainable long-term value to customers by helping them sell smarter and manage better on demand.
Lifepals Global turn key outsourcing services are designed to meet the fast changing needs of new-age businesses and range from one-off marketing projects to end-to-end management of Business, sales and marketing programs and provisioning of outsourced business solutions like back office document, technology solutions, go-to-market for new products and services, new markets entry and management of new or existing business and revenue channels etc.
We are not here to do what they all do, we are here to do what we do.
Business Development Solution Marketing - Technology Sales LeadsTony Lo
n today's highly competitive IT market, product differentiation is getting increasingly more difficult to achieve, and often isn't enough to engage your prospects interest or close deals. Focusing on their problems, concerns, and business drivers will lead to a richer, more compelling value proposition for your portfolio of products and services. It's all about driving value.
Choosing Distributed Marketing Technology: 7 Key Considerations for the CTO/CIOSaepio Technologies
This document discusses 7 things a CTO should know about distributed marketing management technology:
1. Focus on foundational elements like customer data, insights, onboarding, content repositories, and engagement.
2. Look for a platform solution that aggregates point solutions and connects key foundations.
3. Such a platform can drive revenue and reduce costs by focusing on customers and optimizing processes.
4. The connected foundations also create an agile marketing organization that can respond quickly.
The document outlines 12 key metrics that sales and marketing teams should track to stay accountable, including both quantity and quality metrics. It recommends measuring metrics at each stage of the funnel, from reach and leads generated to revenue and average deal size. Finally, it suggests creating dashboards to automatically monitor these metrics over time using analytics from marketing and CRM systems. This allows teams to quickly identify any issues in the funnel without spending all day reviewing spreadsheets.
Where is your corporate focus; cost cutting or value proposition? Sustainable future growth must come not only from a cost-obsession, but a value-obsession. Check out this white paper from Northpoint Advisors.
Mi6 provides business development, sales, marketing, management, and training services through sales force and marketing outsourcing/co-sourcing. They apply over 100 years of combined sales expertise to help clients enhance, energize, and supplement their existing sales teams. Mi6's methodologies and processes systematically enable consistent revenue growth. They also provide global resources to help companies augment sales and growth throughout different business phases. The services include reducing costs of sales, developing go-to-market strategies, managing and training sales teams, entering new markets, setting up distribution channels, and analyzing return on investment.
Summary Comparison of the 2013 Gartner MCCM Magic Quadrant vendors to the previous year, 2012 results. Easily see what Gartner's standout recommendations are and how the MCCM Multi-Channel vendors compares to 2012.
Virtual Causeway General Overview Jan2010townhillrhino
Virtual Causeway is a sales and marketing services firm focused on technology companies in North America, customer relationship management, and demand generation. It provides marketing services, business development services, and market research services to help technology companies bridge the gap between targets and customers.
The document discusses 6 organizations that were recognized for their sales and marketing alignment. It profiles each winner, describing how they improved their processes to generate more leads and close more deals. The common themes among the winners were using tools like lead scoring, email tracking, and social media to increase efficiency and demonstrate ROI between their sales and marketing teams.
Digital Marketing Case Study + Consortium DetailsBest Practices
Sample slides from our latest research on Mastering Digital Marketing Structure and Strategy and how it helped the commissioning client transform their multi-channel marketing function.
How to Register? Other Questions? Give us a call or simply fill in the "Get in touch" form and we will be in touch to discuss further.
Similar to The dawn of the demand centre - John Neeson, Managing Director and Co-Founder of SiriusDecisions, Tim Shorrocks, Director, EMEA Marketing Services, Cisco, Tim Lennard, VP Marketing Operations EMEA, CA
How ECI Telecom Developed a Content-Marketing Program from Concept to Complet...B2B Lead Roundtable
When Michelle Levy, Associate Vice President of Marketing Programs for ECI Telecom, was tasked with marketing an innovative, powerful solution to a varied, broad audience who knew nothing of its value, she responded by developing a comprehensive content-marketing initiative.
Her goal: to make efficient and effective use of time, money and resources. She was impressed by the outcomes - a 79 percent e-mail open rate - and surprised by how the initiative positively impacted the organization’s entire marketing effort.
This document discusses strategies for companies to define and execute key relationship strategies to sell more. It recommends companies focus on creating customer value through an optimal contact stream for engagement, call/meeting support, feedback management, and relationship tools. Companies can use Raybec's relationship strategy process, workshop, and tools to plan, execute, manage, and learn about relationships at each stage of the customer lifecycle to improve sales and retention.
The document discusses the need for sales enablement and revenue performance management. It notes that sales performance has declined in recent years while revenue targets have increased. It also discusses trends toward greater focus on revenue in the boardroom and by executives. The document advocates for removing silos between marketing and sales and taking a more holistic view of the buying funnel. It promotes sales enablement tools and programs to increase sales productivity and optimize sales processes. The goal is to get more qualified leads, make sales reps more productive, and help opportunities move through the sales cycle faster.
CRM Manufacturing - Birmingham 25th Jan 2012antonioferrin
This document discusses how customer relationship management (CRM) can help manufacturing companies. It defines CRM as "the company's response to the customer's control of the conversation." It explains that CRM focuses on understanding customers, their needs and value to the company. CRM helps manufacturers through initiatives like loyalty programs, customized offers and pricing, and analytical CRM to transform transactional data into customer insights and predictions. The document outlines key factors for successful CRM implementation, such as leadership from business areas, implementing in phases starting with highest ROI, communication, and defining clear metrics.
This document outlines an MD management relationship program. It discusses creating customer value through marketing, sales activities, and customer support. The program includes planning customer and prospect relationships, implementing marketing campaigns, tracking sales activities, gathering feedback, and adjusting strategies based on testing and learning. The goal is to increase the incremental lift over control groups through an effective, data-driven relationship program.
This document outlines an MD management relationship program. It discusses creating customer value through marketing, sales activities, and customer support. The program includes planning customer and prospect relationships, implementing marketing campaigns, tracking sales activities, gathering feedback, and adjusting strategies based on testing and learning. The goal is to increase the incremental lift over control groups through an effective, data-driven relationship program.
5 things startup marketers can teach big companiesApril Dunford
5 Things Startup Marketers Can Teach Big Companies:
1) Startup marketers view marketing as owning the entire customer lifecycle rather than just lead generation for sales. 2) They focus on lifetime customer value rather than just individual deals. 3) They use agile marketing practices like rapid testing and iteration. 4) Marketing is integrated across functions like product and engineering rather than isolated. 5) Startup marketers rely heavily on real-time data to inform decisions rather than opinions.
Frontier-Markets - Webinar - Financing for Solar Offgrid BusinessesTuong Do
1) Frontier Markets is a last mile clean energy distribution company that focuses on sales, customer service, and data analytics.
2) It has progressed from an early concept stage using self-funding and grants, to a mid-stage company attracting social investors and convertible debt to fund revenue generation.
3) With the right mix of capital including equity, debt, and lines of credit, the company aims to scale operations to reach more customers, sell more clean energy products, develop partnerships, and create micro-franchises.
How One Company Slashed Their Cost per Lead by More than Half B2B Lead Roundtable
Brian Carroll, Executive Director of Applied Research for MECLABS and author of the bestseller, Lead Generation for the Complex Sale, and Brandon Stamschror, Senior Director of Operations, MECLABS Leads Group, will discuss how to leverage teleprospecting to drive the highest return on marketing investment and decrease investment in sales resources – all while significantly increasing sales productivity.
The document discusses the evolution of a sales organization. It outlines the organization's mission to connect local consumers and businesses through digital and print offerings. It also discusses the changing sales environment and need for a more diagnostic selling approach. The sales strategy for 2010 focused on retaining, growing, and acquiring customers while preparing for transformation. Tools like increased customer data access and online training were provided to help the sales force adapt to changes. In conclusion, the author outlines improvements made and positioning for growth in 2011.
The document provides an overview of the marketing services offered by the Delaware Valley Industrial Resource Center (DVIRC). DVIRC is a non-profit economic development organization that helps businesses in the region grow through services like market research, sales and marketing support, and database development. The overview describes DVIRC's holistic approach to helping clients identify growth opportunities, build targeted databases of decision-makers, and support sales efforts through marketing outreach and sales calls.
JPE Inc. Consulting offers a Virtual Marketing On-Demand (VMOD) service that provides fractional marketing resources through various packaged solutions tailored for start-ups, early-stage, and growth companies. VMOD aims to help companies achieve marketing goals in a more cost-effective manner than building an in-house marketing department. Clients can access JPE's experts and processes to plan and execute marketing initiatives without having to hire and manage full-time marketing personnel.
Final Project Presentation - John R sullivanskybluesully
The document outlines a business plan for a startup called Startup Agile Spiral. It discusses identifying historical societies as customers, developing a solution like mobile-friendly exhibits, setting SMART goals to engage with potential customers, identifying critical processes, assembling a small initial team, and setting weekly sales goals to attract young patrons to historical societies through an engaging technology solution.
Branding Marketing Sales Solution Using 1 K E YSanjay Mehta
1. 1KEY solutions can help marketing and sales departments overcome challenges in measuring performance, accountability, and data analysis to improve branding, marketing, and sales results.
2. Key benefits include identifying high-value customers, accurately forecasting promotional impacts, and optimizing marketing spend based on detailed customer insights.
3. 1KEY provides visibility into various data sources to support decision-making through reporting, analysis, scorecards and visualization of KPIs.
Notes Version: The Paradigm From Sales To Profits Using Optimization AnalyticsVivastream
CVS Caremark utilized lift modeling and constraint-based optimization to improve their POS coupon program. They developed predictive models to identify customers most likely to purchase incrementally in response to offers. Testing found their initial models did not improve results, but refining the models using more data and a combined analytic and strategic approach significantly increased incremental sales and profit per customer. Lessons included focusing on the right success metrics, challenges of lift modeling, and the need for both analytic techniques and business knowledge.
Notes Version The Paradigm From Sales To Profits Using Optimization AnalyticsVivastream
This document provides an overview of a presentation on CVS's use of predictive analytics and optimization techniques. It discusses how CVS leverages customer data through its ExtraCare loyalty program to target customers with personalized offers via point-of-sale coupons. The goal is to drive incremental sales and return visits through offers tailored to each customer's purchase history and behaviors. CVS's targeting engine analyzes millions of data points to automatically configure offer cadence and amounts on a quarterly basis to find the optimal promotion strategy.
The document discusses aligning marketing and sales strategies by developing a comprehensive marketing plan that is ongoing, aligned with business goals, and measurable. It stresses that the plan should clearly explain how each activity integrates with others to generate opportunities for sales. The plan requires buy-in from both marketing and sales, who should jointly set and track targets. It also provides examples of lead tracking and reporting processes to demonstrate marketing's value.
Presented during the High Performance Marketing Conference 2013, organized by Accenture on January 24th 2013. This presentation was given by Wim van Gils of Philips.
The document discusses using capability assessments during a sales force reorganization at a telecommunications company experiencing declining revenue and productivity issues. It outlines objectives to slow revenue declines, increase new and new-new revenue, and protect profitability. The proposed approach involves identifying a desired sales structure, assessing full-time equivalents based on the structure, and slotting employees into the new model. The company decided to create specialized reps and sales support roles to address issues.
Similar to The dawn of the demand centre - John Neeson, Managing Director and Co-Founder of SiriusDecisions, Tim Shorrocks, Director, EMEA Marketing Services, Cisco, Tim Lennard, VP Marketing Operations EMEA, CA (20)
The document discusses account based marketing strategies for complex sales, noting that the goal is to foster dialogue with decision makers, promote solutions to business problems, and work with partners within an account to contribute to increasing deal size and revenue. It outlines aspects of an account plan including executive sponsorship, needs assessment, audience messaging, and jointly agreed activities. The document also maps out a buyer's journey and different stages of engagement from discovery to celebration.
Social media workshop: part two - Matthew Wallis, Senior Vice President Sales...Demand Generation Summit
With or without our help, communities of interest are forming around categories and products – and even our brands. This session, led by Wendy Tarr of IBM and Matthew Wallis of Quark, looks at how to get the most out social media and how much influence you can (and should) have:
Matthew shares Quark’s experience of building a new community using social media.
www.demandgenerationsummit.com
Social media workshop: part one - Wendy Tarr, Digital Media Marketing Manager...Demand Generation Summit
With or without our help, communities of interest are forming around categories and products – and even our brands. This session, led by Wendy Tarr of IBM and Matthew Wallis of Quark, looks at how to get the most out social media and how much influence you can (and should) have:
Wendy takes us through her top tips on how to get started with social media.
www.demandgenerationsummit.com
The document discusses marketing forecasting and metrics. It provides a marketing maturity model and discusses the importance of metrics and reporting. It then provides tips for creating simple marketing forecasts, including starting with run rates and averages, segmenting data, and accounting for seasonal trends. Graphs and examples are given of tracking sales stats and forecasting pipeline and annual contract value on a quarterly basis. The document stresses starting simply and using available tools to save time on forecasting yet improve accuracy over time.
The document discusses how to understand customer intentions in the digital world based on lessons from 700 customers. It recommends using digital body language to understand where customers find information and what stage of the buying process they are in. Companies should share information freely on the customer's timeframe instead of trying to sell. Data on customers needs to be clean and consistent to understand their interests and buying phases. Marketing should focus on the buying process instead of selling and build a culture of analytics to continually improve engagement with new types of customers.
Winning budgets and engaging sales - Jim Cassidy, Chief Marketing Officer - S...Demand Generation Summit
Jim describes how to build a model that engages sales in the go-to-market process. He explains his view on how best to balance programme budgets and headcount. And he goes on to discuss how to make the necessary tough decisions to ensure you enter the next era of marketing equipped to succeed.
Marketing’s Holy Grail: the quality lead - Amanda Jobbins, Vice President - T...Demand Generation Summit
With 20 years experience in technology marketing including senior roles at Symantec, IBM and BMC, Amanda shares her insights into driving an effective dialogue with sales leadership and partnering with them on the demand generation challenge.
Content is King - Matthew Smith, VP IDG Connect, Europe, Jeremy Bevan, Vice P...Demand Generation Summit
The document discusses the importance of providing the right type of content tailored to each stage of the buying process. It notes that buyers' information needs change during the different stages, from general education early on to implementation scenarios later. It recommends that companies audit their marketing content to ensure it addresses buyers' changing needs across each stage and in various formats, as poor content alignment can reduce chances of success and damage the brand.
Making your company discoverable - James Elias, Head of Business Marketing, G...Demand Generation Summit
1. The document discusses digital marketing strategies for making a company discoverable online, including measuring the right metrics, creating the right content, embracing online noise, and maximizing media reach and targeting.
2. It also discusses how offline interactions can drive people to search online for information about companies and products. Over 60% of online searches are prompted by offline interactions.
3. The document advocates following customers through their online search and purchase journeys, and using search data to understand customer behaviors and shape attitudes.
IMPACT Silver is a pure silver zinc producer with over $260 million in revenue since 2008 and a large 100% owned 210km Mexico land package - 2024 catalysts includes new 14% grade zinc Plomosas mine and 20,000m of fully funded exploration drilling.
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...my Pandit
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[To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
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https://www.oeconsulting.com.sg/training-presentations
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Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
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The dawn of the demand centre - John Neeson, Managing Director and Co-Founder of SiriusDecisions, Tim Shorrocks, Director, EMEA Marketing Services, Cisco, Tim Lennard, VP Marketing Operations EMEA, CA
1. Dawn of the Demand Centre
John Neeson, SiriusDecisions
Tim Shorrocks, Cisco
Tina Goodwin, Novell
Tim Lennard, CA
2. 1. Marketing Skills
SiriusPerspective: Marketing leaders must bring their functions into
alignment with each other – and sales – in five key areas.
1 SEED
Inquiries 3 ENABLE
The use of traditional
and social media to set Helping reps move
p g p
the stage for demand to marketing-created
be created. Marketing Qualified demand, as well as to
Leads (MQLs) source their own
demand.
2 CREATE
Sales Accepted
The generation of
“original” demand, with a Leads
focus on quality vs.
f lit
quantity. 5 NURTURE
Sales Qualified
Care and feeding of
Leads (SQLs)
4 ACCELERATE prospects that have
fallen out of the waterfall.
Efforts geared to help
Closed/Won
sales move deals more
quickly through the Business
pipeline.
2
Source: SiriusDecisions
3. A Few Sobering Numbers
SiriusPerspective: Many organizations are still trying to deal with the first
sea change; will the second swallow them whole?
85 The percentage of b-to-b marketers that describe themselves
as “self-taught” professionals.
81 The percentage of b-to-b organizations that spend $1,000 or
less per year on marketing skills d l
l k ti kill development.t
25 The
Th percentage of organizations that have purchased
t f i ti th t h h d
marketing automation that are utilizing it to the fullest.
7x The gap in waterfall performance (inquiry-to-close ratio)
between average and best-in-class organizations.
Source: SiriusDecisions
3
4. 2. Marketing Performance
SiriusPerspective: Best practice organizations create over twice
as much revenue per marketing dollar in demand generation.
Average vs. Best Practice
Performance 49% Conversion +
Cost 2X Lower Cost/ Closed Deal
Internet Over 70% of Leads
Source: SiriusDecisions
4
5. 3. Portfolio Approach
SiriusPerspective: By 2015 30-50% of marketing programs will have
2015,
moved from single tactics to an integrated, multi-dimensional model.
Marketing Portfolio Model
Nurture Lead Play
Model Scoring Cadence
Buyer’s Journey Audience Message
Model Dynamics
y Map
p
Journey
Multi -Touch Nurturing Type Activity Trigger
Design
Multi Ch
M lti -Channel
l Play A hit t
Pl Architecture Demographic Trigger
D hi T i
Current
Pipeline New Account Sales
Account
Impact Acquisition Readiness
Marketing
Relative Demand Lead
Planning Targeting Type Definition
Source: SiriusDecisions
5
6. What is a Demand Center?
SiriusPerspective: The demand center is a center of excellence model
center-of-excellence
with advisory, execution and technical resources.
SiriusDecisions Demand Center Model
enter
Practices
Project
Center
st
all
Call Ce
Bes
Ca
Teleprospecting Telemarketing Management
Office
Program Assembly Nurturing Plan
Campaignn
Execution
n
Advisory
y
Services
s
Program
m
Web Strategy Back Office Play Alignment
Data Services Web Anthropology
p gy
Technology Center
Campaign Lead Management Adaptive
ucture
Management Marketing
ced
Advanc
y
Infrastru
Marketing Database
Source: SiriusDecisions
6
7. Development Journey
SiriusPerspective: The Demand Center journey is driven by economic
and campaign performance considerations.
• Back Office Service Increase
• Load Balancing of Hubs Pooling /
Level 4 • Regionalization of Resources
• Specialized Services
Back Office Expansion
verage
• Advisory Services
• Online Marketing
Level 3 Center of Excellence
conomic Lev
• Practice Area Management
• Variable Program Structure
• Telemanagement Services
Ec
Level 2 • Consistent Execution Standard Services
• Core Marketing Services
•BBase I f t t
Infrastructure
Level 1 • Global Programs Back Office
• Central Process
Marketing Performance
Source: SiriusDecisions
7
8. Summary
1. Economics: The marketing mix will continue to require B2B
become more “leveraged”.
2.
2 Portfolio Approach: The go-to-market model will
predominantly use a portfolio approach by 2015.
3. Marketing Automation: Marketing automation is a
requirement f best practice performance resulting in
for f
market acceleration and consolidation.
4.
4 Skills: The marketing organization of the future will require
new skills to get the global community to best practice
levels.
5. Demand C t A pragmatic approach t meet the
5 D d Center: ti h to t th
changing needs of marketing is a leveraged service model
providing advice, assembly and execution services.
Source: SiriusDecisions
8
9. Dawn of the Demand Centre
John Neeson, Sirius Decisions
Tim Shorrocks, Cisco
Tina Goodwin, Novell
Tim Lennard, CA
10. Where is your organisation on the Demand
y g
Centre ‘journey’? (choose one)
• No plans/Not relevant
• Thinking about it
• I process - b t not yet fully operational
In but t t f ll ti l
• All the way there - Demand Centre in place
11. If you have a Demand Centre what is its scope?
Centre,
• Global
• Regional (e.g. EMEA)
• L
Local (
l (e.g. country)
t )