The Evolution of ROI: How to Bring Return on Engagement (ROE) Into Your Company
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Mark Feldman's, Head of Revenue Operations at Localytics, presentation at ABM by the Numbers on how to bring return on engagement (ROE) into your company.
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ABM is currently the hottest marketing trend, but how does it work with demand generation? Do you have to pick just one? And what happens if you do both? With 85% of organizations now using both ABM and demand gen to turbocharge their marketing, many are still struggling to integrate the two approaches. In this webinar, we’ll show you how to strike the perfect balance to ensure that your company is getting the best out of both worlds.
In this webinar, you’ll learn:
-How to turn insights into action and enable sales to double target account engagement;
-The secrets to automating ABM programs and scaling your marketing efforts; and
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There’s no better person to help you navigate the journey than Jon Miller. He was at the forefront of demand gen when he built Marketo, and now he’s at the forefront of ABM building Engagio.
How to Orchestrate ABM with Automated Multi-Channel Plays
What if you could easily see all your account data from disparate systems together in one place, then use that data to target specific people and accounts throughout the account journey? Sound too good to be true? The next generation of Sales and Marketing technology is here!
Now, leads and accounts can live in the same world. With the rise of ABM and the increasing importance of Sales and Marketing alignment, organizations must learn to coordinate actions and automate high-impact plays across channels.
Join us on Oct. 24th at 10am PT as we reveal Engagio Orchestrate, a new product that’s the first of its kind to combine the automation power of demand gen with the precision of ABM.
In this presentation, you’ll discover:
– How to create and scale ABM initiatives across channels that engage your target accounts in a personalized way
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– How to distribute the right content, across the right channel, at the right time
– 3 real-life examples of how Engagio orchestrates Sales and Marketing activities
How to make sense of the abm technology landscape
This document provides an overview of account-based marketing (ABM) technologies and the vendor landscape. It summarizes findings from a survey of 1,500 business managers regarding their ABM plans and priorities. It also discusses research firms that evaluate ABM vendors, such as Gartner and Forrester, and introduces Research In Action's methodology for assessing vendors. The document concludes with a vendor selection matrix evaluating 20 ABM software vendors.
True detective: Identify your unknown buyers using account insights
This document discusses how True Detective uses account insights to identify unknown buyers. It describes how True Detective uses anonymous web traffic data to identify buyers before they contact suppliers through an SDR prospecting program, matching activity to LinkedIn profiles to begin outreach which resulted in a $2M deal. It also discusses an ABM on-demand program orchestrated by marketing that doubled website traffic and influenced $22M in pipeline by enabling sales with personalized campaigns triggered by buyer behavior. In less than 6 months the program added 2500 contacts at 660 accounts.
Funnels, Journeys & Account Lifecycle Models in ABM
In today’s complex B2B environments, the lead funnel is no longer enough – you must take into account the entire buying unit as a whole. But how do we go from a lead-centric world to an account-based world? What metrics matter most? How do you measure them?
We’ll answer these questions and more in this webinar. In this presentation, learn:
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– 4 key KPIs that you can use to track account journeys
– How to measure engagement, score accounts, and use MQAs
– Real-life customer examples of custom journeys
– The biggest mistake that marketers make when building their account funnel, and how to avoid it
[Webinar] Your Data Strategy for ABM Success
SiriusDecisions reports that nearly 60% of marketers consider the overall health of their data unreliable. Your data is never going to be perfect. However, there are best practices and top tips to improve your data strategy for ABM. In this presentation you'll learn proven strategies and specific steps to help you on your ABM Data Journey.
In this presentation you'll learn:
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- Best practices to enrich and clean
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Summer Series Session 3: Dream Teams with Shane Snow | Slides
What are the secrets of the world’s most successful teams? Shane Snow, entrepreneur, award-winning journalist and Bestselling author of Dream Teams, will change the way we think about people, progress, and collaboration among teams.
This presentation is for anyone who aspires to be a leader, build a team or change history. Shane’s book is not a boring business book or case study about team-building exercises. If you enjoy writers like Malcolm Gladwell, Daniel Pink, Ryan Holiday or Simon Sinek, you’ll love Dream Teams.
In this webinar, you’ll learn:
– The surprising factor behind most failed mergers and marriages
– How a certain method of fighting is more useful than brainstorming
– How leveraging “cognitive diversity” helps teams outmatch competitors
– The science of becoming open-minded—and the outsize effect it has on group success
– The counterintuitive truths about becoming better team players
Learn more about Engagio and follow us on social:
https://www.engagio.com/
https://twitter.com/engagio
https://www.linkedin.com/company/engagio
https://www.facebook.com/engagio/
The Must Have Blueprint for Sales Activation
If there was one golden rule for any revenue team to follow it would be this: silos don’t work. They lead to inefficiencies, broken systems and problems at every level. It’s time to break down the barriers and align as one revenue team to focus on the right accounts. In this session, Sandra Freeman, Head of Strategic Marketing at Engagio, will discuss strategies and tactics to:
- Get buy-in from the entire revenue team;
- Work with sales to drive action today;
- Use technology to streamline manual activities; and
- Real-world examples and results.
Summer Series Session 2: The Creative Curve with Allen Gannett
We have been spoon-fed the notion that creativity is the province of genius -- of those brilliant few whose moments of insight arrive in flashes of divine inspiration. Either we have that gift, or we don’t.
Allen Gannett shows that simply isn’t true. He dispels the myths around creative genius and reveals the science behind achieving breakout success in any field in his book The Creative Curve: How to Develop the Right Idea at the Right Time.
Recent research has shown that there is a predictable science behind achieving success in any creative endeavor.
In this presentation, you’ll discover:
–The neurological and psychological mechanisms behind flashes of genius
– How you can learn to have more of these so-called aha moments through the mass consumption of content
– How famous creators engage in a strategy called “the 20% principle” that is accessible for anyone
Summer Series Session 1: Turn The Ship Around with David Marquet
Imagine a workplace where everyone engages and contributes their full intellectual capacity, a place where people are healthier and happier because they have more control over their work, a place where everyone is a leader.
Join David Marquet, Retired US Nuclear Submarine Captain, and author of Turn The Ship Around, in this presentation as he reveals his battle-tested plan for empowering people, creating technical competence, and gaining organizational clarity.
In this presentation, you’ll learn:
– How to create an environment where people are happier and healthier because they have more control over their work
– The steps to start the process of investing in people so that real change happens
– How to talk with your co-workers in an empowering way so that you create leaders at every level of the organization
– How to voice your opinions or disagree with colleagues but still feel safe and trusted
[Webinar] Three Ways to Use Engagement Data to Close More Business
While closed business is the desired outcome for growth, engagement data is an early hallmark of success. Join us for a webinar with Demand Gen Report featuring Sandra Freeman, Head of Strategic Marketing at Engagio, to learn three ways to use engagement data to generate more business. We will review how engagement data is a critical early indicator of success, a strong buying signal and insight that marketing and sales should understand and bring into line.
In this presentation you'll learn:
- What engagement data is and how to use it as a key buying signal
- How engagement data can align Sales and Marketing teams to close more deals
- Various ways to use engagement data throughout the funnel
[Webinar] 2019 Trends in Account Based Marketing
Wondering why Account Based Marketing continues to be rapidly adopted? Join Engagio in this webinar with MarketingProfs featuring Jon Miller, CEO and co-founder of Engagio, for a glimpse into the current account-based attitudes and maturity of over 500 organizations across North America.
We'll dive into recent market research on the current state of Account-Based Marketing and highlight what's working and what's not.
You'll learn:
- How you stack up against hundreds of your industry peers
- Habits of organizations who are seeing a positive ROI from ABM
- How to create your own path to ABM success
ABM Revealed: Alerts to Activate!
In this presentation from Engagio and ServiceMax, you'll learn how ServiceMax:
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- Effectively works with sales
- Implemented a successful field marketing model
3 Ways to Build Relationships with Executives | Engagio
Creating pipeline and growing a business is dependent on building relationships with key executives. But how do you do that effectively and stand out from the noise?
In this presentation, you'll learn:
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– Get creative and show up like no one else
– Create personalized and relevant content that resonates with executives
– Quickly establish yourself as a thought-leader to capture the minds of your buyers
– Gain the trust of the C-Suite so that selling is easy
[Webinar] Top Tips: Using Email Marketing to Penetrate Target Accounts
Email is still a very effective marketing channel to create engagement and reach your buyers. Join Engagio in this webinar to learn how to combine email marketing with an account-based strategy to increase results and accelerate the buyer’s journey. We’ll share top tips to penetrate and expand into accounts to generate revenue.
Key Takeaways:
- Email marketing tips for connecting with buyers within target accounts
- How to prepare your data for effective campaigns
- Proven follow up strategies including timing and data mining
[Webinar] Three Ways to Scale ABM Success with Personalization
Account-based marketing (ABM) programs are on the rise, and for good reason. When executed well, ABM improves collaboration with sales, grows deal size, and helps focus marketing efforts where they can have the largest impact.
In this webinar with MarketingProfs, we'll explore the role personalization plays in mastering ABM outreach for maximum impact.
You'll learn how to:
- Identify which communications must be personalized
- Consider which triggers should be used to automate personalization prompt
- Leverage your outbound calling engine to drive up conversions
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How MOPs Gets Invited to Revenue Club: 3 Ways to be Sales Favorite Marketer
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Opstars Keynote- The Future of Account Based Marketing
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How to Orchestrate ABM with Automated Multi-Channel Plays
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True detective: Identify your unknown buyers using account insights
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Summer Series Session 3: Dream Teams with Shane Snow | Slides
Summer Series Session 3: Dream Teams with Shane Snow | Slides
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[Webinar] Three Ways to Use Engagement Data to Close More Business
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3 Ways to Build Relationships with Executives | Engagio
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[Webinar] Top Tips: Using Email Marketing to Penetrate Target Accounts
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- 2. Return on Engagement Mark Feldman, Head of Revenue Operations Silas Larson, Senior Manager of Revenue Operations
- 3. The Localytics Platform App Analytics + Web Insights Rich Push Messaging Direct Data Access Geofencing Data AB Testing Uninstall Tracking In-App + Inbox Messaging
- 9. Activity Type Engagement Minutes Role Multiplier Sales Meeting 5,000 CXO 5x VP 3x Director 2x Manager 1x Other 1x Tradeshow - Meeting 1,500 Tradeshow - Booth Visit 800 Tradeshow - Attendance 50 Webinar - Attendance 1,000 Demo Request 2,500 Gated Content Download 800 Blog Subscription 500 Marketing/Sales Email Open 100 High Value Webpage Visit 500 Mid Value Webpage Visit 300 Low Value Webpage Visit 50
- 11. Return on Engagement (Campaign) Ebook Name Engagement Minutes Spend Engagement Mins/$ Digital Transformation 23600 $59,398 0.40 Mobile Marketing Buyers Guide 3200 $13,600 0.24 Omnichannel Success 13400 $19,797 0.68 Stages of Personalization 4300 $6,475 0.66 App Marketing Guide 8000 $12,767 0.63 Mobile Marketing RFP 2300 $7,125 0.32 Reimagining Digital Customer Experience 1400 $16,975 0.08 Total 56200 $136,138 0.41
- 12. Return on Engagement (Channel Breakdown) Digital Transformation Whitepaper - Paid Distribution Engagement Minutes Spend Engagement Mins/$ Fierce Wireless 1000 $13,700 0.073 Demandworks 7100 $7,125 0.996 LinkedIn 4600 $32,565 0.141 Terminus 0 $6,008 0.000 Total 12,700 $59,398 0.21
Editor's Notes
- FINANCE
- In ABM, return on investment isn’t obvious. We needed a way to quantify all of those things.
- In ABM, return on investment isn’t obvious. We needed a way to quantify all of those things.
- Deal cycles are Traditional measures of pipeline generation or bookings don’t work. With engagement we can mesure it realtime.
- Who uses “minutes” or understands the concept? Scoring model Reorder from highest to lowest
- Heat maps are the aggregation of engagement at the company level. Heat map use cases Holes in engagement Engagement at target accounts Transition to how engagement is created, and the focus on finding the most efficient ways to generate minutes How do I get this whole grid to be dark green? We need to be efficient in how we buy green boxes.
- Screenshot of whitepaper Needs to total to $59k