[Webinar] Jumpstart Account-Based Marketing with Predictive & Outbound Demand Generation

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To view the full webinar replay, please visit: http://www.mintigo.com/webinar-jumpstart-account-based-marketing-with-predictive-and-outbound-demand-generation/ Description: Account-based marketing (ABM) is undoubtedly one of the hottest topics in B2B marketing today. And as numerous articles, ebooks and blog posts have shown, ABM success is significantly amplified when applying predictive data to outbound demand generation efforts. Without predictive analytics, it’s incredibly difficult to properly identify your target accounts. And without an efficient demand gen operation, it’s nearly impossible to engage the decision-makers at those accounts. So how do you connect and operationalize these initiatives to ensure ABM success? This highly actionable session presented by Atul Kumar (Chief Product Officer of Mintigo) and Scott Vaughan (CMO of Integrate) will provide specific and tangible steps to execute an effective ABM program with predictive analytics and outbound demand gen technology. In this webinar, you’ll learn: - Why predictive analytics is critical to identifying true target accounts - The steps needed to gain the predictive data that identifies the most profitable account characteristics - Why an integrated outbound marketing program coupled with predictive data is key to engaging target accounts - How to put predictive data into action with automated outbound demand gen technology - The most effective ways to actively measure your target account penetration and ABM program ROI Join Mintigo and Integrate as we explore practical ways to operationalize ABM within your organization. This is a must-attend session for anyone in B2B marketing operations, demand generation, sales operations and customer marketing. Speakers: - Scott Vaughan, Chief Marketing Officer at Integrate - Atul Kumar, Chief Product Officer of Mintigo

Business

“Jumpstart Account-Based Marketing with
Predictive & Outbound Demand Generation”

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Our Speakers For Today
Tony Yang
VP of Demand Gen
@tones810
Atul Kumar
Chief Product Officer
@atkumar47
Scott Vaughan
Chief Marketing Officer
@ScottAVaughan

Poll: Where Are You on the ABM Journey?
A.  Thinking about deploying/doing research
B.  We are piloting ABM
C.  We are in full deployment
D.  Tried and bailed or maybe in the future

Poll: What Are Your Biggest ABM Challenges?
A. How or where to get started
B. Resources and budget constraints
C. Developing a target list of ABM accounts
D. Generating targeted, quality leads
E. Setting and measuring impact

ABM: How Do You Tie Everything Together?
VS
Predictive
Outbound vs
Inbound Marketing
FlipMyFunnel

Demand Waterfall/Funnel

Account Based Marketing (ABM) in 3 Steps
Discover
Target Accounts
Identify & Engage
Decision Makers
Measure &
Optimize

Is This How You Identify Your Target Accounts?

ABM 1st Step – Identify Accounts & Decision Makers
Build A Predictive Model
Ideal
Prospect
150-250 MIs
Customers
Prospects
Prioritization, Scoring &
Insights
2,700+ Marketing Indicators
9.7 MM Companies
150 MM Contacts
Data as is . .
Enriched
Validated
Appended

Identify Your Best Accounts
ABM 1st Step – Identify Accounts & Decision Makers

Expand Your Total Addressable Market
ABM 1st Step – Identify Accounts & Decision Makers

Expand Your Total Addressable Market
2210 Accounts
ABM 1st Step – Identify Accounts & Decision Makers

ABM 1st Step – Identify Accounts/Leads
Segment Your Accounts/Leads
Fit Intent Behaviors
Customer
Prospects
Education!
Consideration!
Solution!
Buy!
Buyer Research!
(out of your funnel)!

I’ve Identiﬁed the Right Accounts Now What?
I can…
•  Reach out/execute programs to my
existing database of contacts?
•  Alert sales to call all their contacts they
know within that account?
Or….

Accounts are Critical. Also Remember… 
”People” Scope and Sign The Checks

Identify Decision-Makers
Turning accounts into people!

Engage NEW Decision-Makers & Personas At
Target Accounts Using Your Content

Ensure Decision-Maker Data Is Accurate & Actionable

Measure & Optimize to Ensure Maximal ROI

End Result: Decision-Makers Within Target Accounts

Key Takeaways: Jump-Starting ABM
•  ABM takes planning, resources and constant testing and
tweaking – the tools are available today for marketers !
•  Use Predictive for target account identiﬁcation!
•  Combine with Outbound Demand Marketing programs to
generate the right decision makers (people!)!

Let’s Talk!
Oracle Modern Marketing Experience!
•  Best Practice Session - Predictive and ABM !
Tues, April 26 11am – 12 noon!
!
•  Visit the Mintigo and Integrate booth in the expo hall!
!
Marketo Marketing Nation Summit!
!
•  Visit the Mintigo and Integrate booth in the expo hall!
!
!
Or Contact Us…!

Thank You!
Tony Yang
VP of Demand Gen
@tones810
tony@mintigo.com
Atul Kumar
Chief Product Officer
@atkumar47
Scott Vaughan
Chief Marketing Officer
@ScottAVaughan

To view the full webinar replay, please visit: http://www.mintigo.com/webinar-how-to-build-a-predictable-abm-engine/ Description: If you are one of the 60% of marketers exploring how to deploy Account-Based Marketing, then you may be wondering where and how to start. Which tactics work and how can your martech stack and marketing database support your ambitious ABM efforts? In this session, you will hear from ABM practitioners Josh Hill (author of MarketingRockstarGuides.com), Tony Yang (VP of Marketing at Mintigo), and Charlie Liang (Director of Marketing at Engagio) discuss the steps they took to build a martech stack and infrastructure that’s optimized for an ABM strategy. This hands-on session will cover: - How predictive marketing enables ABM - Building a martech infrastructure for ABM - How to structure the right ABM programs - Understanding how analytics change with ABM - Achieving marketing and sales alignment Speakers: - Josh Hill, Marketing Technologist & Demand Generation Expert - Charlie Liang, Director of Marketing at Engagio - Tony Yang, VP of Demand at Mintigo

[Webinar] Give Your SDRs An Unfair Advantage with Predictive

Mintigo1

To view the full webinar replay, please visit: http://www.mintigo.com/give-sales-development-reps-unfair-advantage-predictive/ Description: Whether you are following an Account-Based Marketing (ABM) strategy or a traditional demand generation approach, employing a team of sales/business development reps (SDRs or BDRs) for teleprospecting is the new normal for almost every B2B sales and marketing organization. In the early days of sales development — and even to this day — small armies of hungry yet inexperienced recent college graduates were tasked to complete hundreds of calls and voicemails per day with the goal of setting follow up meetings with potential prospects for their account executives. And because the positive outcome of these activities were generally low, it was a numbers game. However, with today’s ever-expanding sales and marketing technology landscape, sales development teams can now utilize new technology tools to perform smarter, better and faster. One of these critical new technologies is predictive analytics and big data. In this webinar, you’ll hear from industry thought leaders and experts from SiriusDecisions, Sales Hacker and Mintigo to hear how predictive insights and intelligence can be used to give your SDR team an unfair advantage over your competition. You will learn: - SiriusDecision’s 8-Factor Model for Teleprospecting/SDRs - Why predictive is critical for target optimization - How insights from predictive can enable SDRs to have great conversations with prospects - Effective strategies for teleprospecting - Tips on how to utilize intelligence about the account to create engagement Speakers: - Kerry Cunningham, Sr. Research Director of Demand Creation Strategies at SiriusDecisions - Max Altschuler, Founder & CEO of Sales Hacker - Tony Yang, VP of Demand & Marketing Ops at Mintigo

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If you are one of the 60% of marketers exploring how to deploy Account-Based Marketing, then you may be wondering where and how to start. Which tactics work and how can your MarTech stack and marketing database support your ambitious ABM efforts? In this session, you will hear from ABM practitioners Josh Hill (author of MarketingRockstarGuides.com), Tony Yang (VP of Marketing at Mintigo), and Charlie Liang (Director of Marketing at Engagio) discuss the steps they took to build a MarTech stack and infrastructure that’s optimized for an ABM strategy. This hands-on session will cover: -How predictive marketing enables ABM -Building a martech infrastructure for ABM -How to structure the right ABM programs -Understanding how analytics change with ABM -Achieving marketing and sales alignment

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Leading your organization takes vision, and having a vision means being on the cutting edge of the newest and hottest movements in B2B markets. It’s becoming more and more clear that Account Based strategies are the future. You must learn to orchestrate genius relevant, human connections if you want to win in today’s competitive environment. Inbound is no longer enough. “Robo-spam” is now detrimental to our outbound efforts. You must adopt the Account Based mindset and align your entire organization if you want to land bigger deals and expand existing relationships. Key Takeaways: -The most important piece of your ABM strategy -How to develop relevant, human interaction -The 5 levels of account orchestration maturity -How to built the right tech stack for ABM -The critical steps to aligning sales and marketing once and for all Download Engagio's Clear and Complete Guide to Account Based Marketing at Engagio.com/guide Learn more about Engagio at Engagio.com Twitter.com/Engagio Linkedin.com/Company/Engagio Facebook.com/Engagio/

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To view the full webinar, please visit: http://www.mintigo.com/how-to-be-a-data-driven-marketing-powerhouse-with-predictive-analytics-big-data/ Description: How is it that b-to-b marketers have more data sources than ever before, but many are still in the dark about how to reach more of the right prospects? Sometimes the sheer volume of data can seem overwhelming, but it doesn’t have to be. In fact, with the right processes, skills and tools, many companies are transforming their approach to demand creation and letting data do the work for them. Marketers need to make decisions in a data-rich environment, where vast amounts of customer data are flowing not only from the company’s internal systems such as CRM, marketing automation and web analytics, but also from external sources such as social, mobile, and other sources that can be found all over the web. But how do you separate the good data that signify buying signals from the noise found in the rest of the data? And what new skills and processes bring them to life? In this dynamic session, we’ll hear from thought leaders from LinkedIn, SiriusDecisions and Mintigo on the best strategies for taking a data-driven approach to marketing. They will address key considerations and best practices to answer essential questions around: -How the explosion of big data and emerging predictive technologies is transforming the marketing discipline -Examples of marketers at leading companies are effectively utilizing big data & predictive analytics -Recommendations for preparing your marketing team to become a data-driven organization The Speakers: - Russ Glass, Head of Products at LinkedIn - Megan Heuer, VP & Group Director, Data-Driven Marketing at SiriusDecisions - John Bara, President & CMO at Mintigo

#SDSummit 2015: Neustar Bridging The Gap with Predictive Analytics [Mintigo C...Mintigo1

[Webinar] Driving The Ultimate Customer Experience With Predictive Marketing ...

Mintigo1

To view the full webinar, please visit: http://www.mintigo.com/webinar-driving-the-ultimate-customer-experience-with-predictive-marketing-personalization/ Description: How Predictive Marketing Powers Real Time Web Personalization Many B2B marketers have heard the term “predictive analytics,” but when asked to describe how this is used to improve their marketing efforts, very few have an answer. Or, they only think of it as applied to predictive lead scoring built with black box algorithms, leaving them with an arbitrary number that’s meant to reflect how valuable a lead is, but with no explanation as to how it was derived. Savvy marketers understand that the data and insights that predictive analytics uncover can be used to not only drive the discovery of the most likely buyers, but also be used to create effective, relevant customer experiences. The result is greater engagement with prospects and customers by offering the right messages to the right audiences in real time. In this webinar, we explain: - Why it’s critical to know your ideal customer profile, aka your CustomerDNA(TM) - How to identify key customer attributes to create targeted customer experiences - How to develop and launch a data-driven personalization strategy in less than 30 days About The Speakers: Tony Yang, Sr. Director of Demand Generation at Mintigo Tony is the Sr. Director of Demand Generation at Mintigo. As a data-driven marketer with deep experience in the B2B, SaaS, and enterprise 2.0 space, Tony’s career includes marketing leadership roles at several early stage SaaS startups as well as at large enterprises such as IBM. Tony holds an MBA from the Marshall School of Business at University of Southern California, a Masters in Information Systems Management from Keller Graduate School of Management, and BA degrees in both Economics and Chinese Studies from the University of California, San Diego. He is fluent in both English and Chinese. His interests include all things related to inbound marketing, growth hacking, and USC Trojans Football. Ashley Chavez, Director of Marketing at Get Smart Content Ashley is the Director of Marketing at Get Smart Content, where she leads the strategy and execution of demand generation and product marketing. She joins the team with more than 8 years of hands-on experience in managing digital marketing and revenue-generating campaigns for industry-leading B2B and B2C organizations. Before joining Get Smart Content, Ashley oversaw marketing operations and demand generation at Revinate, where she managed efforts that made up more than 40% of monthly revenue contribution. Ashley received her BS in Marketing and Database Management at CSU Monterey Bay.

#MME15: Modern Marketing Revolution: How Social Selling and Predictive Market...

Mintigo1

Oracle Modern Marketing Experience 2015 Breakout Session Presented by Meagen Eisenberg, CMO of MongoDB Description: Attendees will learn how to use social selling and predictive marketing to transform lead generation and dramatically increase sales effectiveness. As part of the modern marketer’s suite of new tools, social selling and predictive marketing are two of the most exciting new approaches to improve marketing and sales success. Social selling is when salespeople use social media to communicate with their prospects. Offering content and sharing ideas is a refreshing alternative to cold calling and hard selling. Learn how DocuSign uses social selling and predictive marketing in concert with the Oracle Marketing Cloud and Eloqua system to guide campaigns, content, and nurturing with great results. Predictive marketing is used by advanced B2C marketers including Amazon or Netflix to build highly tailored offerings. The big data behind predictive marketing enables B2B marketers to gain deep insights into their buyer profiles and make real time marketing decisions based on data. Modern marketers realize the challenge of updating their lead gen databases. With thousands, and even millions of leads flowing through your platform many marketers are realizing they need to score leads. But traditional lead scoring isn’t enough since it’s based on limited information and assumptions. Rather than hiring a data scientist (which are in very short supply and garner top salaries to create their own algorithms), some B2B marketers are turning to predictive marketing for help. Predictive marketing can help you create better personas, prioritize activities and content with predictive scores, and obtain insights with enriched account data for more relevant messaging and offers. Predictive marketing can find the golden nuggets hiding in your lead funnel. You can decide on which leads need more nurturing, which are ready to be sent directly to sales, and which don’t really qualify for your company.

#MME15: Red Hat + Mintigo - Leveraging Customer Insights To Transform B2B De...

Mintigo1

Oracle Modern Marketing Experience 2015 Partner Showcase Pavilion Description: To improve its marketing and sales pipeline, the marketing team at Red Hat implemented Mintigo’s Predictive Lead Scoring and Data Enrichment application directly into their Eloqua through the Oracle Marketing AppCloud. With these capabilities operating natively in Eloqua, Red Hat is able to predictively score as well as enrich contacts with relevant data provided by Mintigo in real time. As a result, Red Hat is able to identify the mostly likely buyers for its various solutions. In addition, the extensive data provided for each contact in real time by Mintigo enables the Red Hat team to better segment leads and offer more relevant messages based on the data they did not have access to before. Presented by: - Blake Tablak, VP of WW Sales at Mintigo - Tal Segalov, CTO & Co-founder at Mintigo - Cameron Conway, Director of Customer Insights at Red Hat

#MME15: How Mintigo, the Leading Predictive Marketing Platform for Enterprise...

Mintigo1

Oracle Modern Marketing Experience 2015 Keynote Presentation Description: Is your demand generation machine broken? Are your goals unattainable with current conversion metrics? Is Sales demanding more leads and better leads? Is your budget shrinking but your goals are growing? If this sounds like you, don’t miss learning how Mintigo fixed Seagate’s demand gen machine and made the unattainable goal, attainable. Presented by: - Dr.Jacob Shama, CEO and Co-Founder, Mintigo - Michael de la Torre, Sr. Director of Demand Generation, Seagate

[Webinar] Data, Predictive Analytics & Marketing Clouds: The Platform For The...

Mintigo1

To view the full webinar, please visit: http://www.mintigo.com/webinar-data-predictive-analytics-marketing-clouds-platform-modern-marketer/ Description: In today’s B2B marketing world, there’s an increase in marketing complexity and an explosion in the quantity and types of data. Left unmanaged, complexity and data overload could prevent marketers from finding and developing their ideal customers. Enterprise software companies including Oracle are offering an expanding marketing platform to the CMO under the category of marketing clouds. It’s no secret that many are expecting CMOs to outspend CIOs on technology purchases within the next several years, and marketing clouds and data tools will be front and center for marketers. Check out this webinar to learn how predictive analytics combined with marketing clouds will bring silos of data and customer experiences together by enabling marketers to understand who their most likely buyers are and centrally manage and orchestrate campaigns. The topics covered will include: - The rise of the marketing cloud as the centerpiece in customer-centric marketing - How data and predictive analytics uncovers the insights to power the marketing cloud - Where marketing clouds are headed and what marketers need to understand to succeed in their organization

[Webinar] Predictive Marketing: Competitive Advantage for Today, Survival for...

Mintigo1

To view the full webinar replay, visit: http://www.mintigo.com/predictive-marketing-competitive-advantage-today-survival-tomorrow/ Description: Not so long ago, predictive modeling was a luxury item: a sophisticated tool used by big companies to squeeze another five or ten percent improvement from selected marketing programs. Today, it is rapidly becoming something that every company needs to survive. The change is being driven by the speed of business. Shifts that formerly took weeks, months, or years can now occur in days, hours, or minutes as news flashes through online channels and social networks and customers change their behaviors in response. New products, new competitors, new messages, new applications, new problems, and new media can appear overnight. Hints about them are all buried in the “big data” of social media, Web behaviors, customer transactions, and product use, but can only be uncovered through techniques that work with big data volumes at big data velocity. In this webinar, marketing technology expert David Raab from Raab Associates discusses why the time for predictive marketing is now and then explores practical applications of predictive marketing for B2B.

Predictive Lead Scoring - What's All The Buzz About? [SF Marketo User Group P...

Mintigo1

Mark your calendars and plan to attend the San Francisco Marketo User Group meeting. Take the opportunity to share with, and learn from, Marketo users from various industries and experience levels. Reserve your seat today! Topic: Predictive Scoring We are pleased to have Tony Yang Director, Demand Generation with Mintigo as our speaker. Learn how they launched this program in their organization and how you can apply predictive scoring in your current lead generation program.

[Webinar] Demystifying Predictive Lead Scoring

Mintigo1

To watch the entire webinar replay, please visit: http://www.mintigo.com/demystifying-predictive-lead-scoring/ Description: As B2B marketers, we know that lead scoring is a valuable method to identify the leads that are most valuable to our organization. Yet, most of us do not know whether, or to what extent, lead scores correspond to lead conversion through the demand waterfall or sales funnel. This is because most of the lead scoring models that we set up in our marketing automation platforms are based on gut instinct, intuition, and guesswork. Enter predictive lead scoring. You’ve heard it mentioned amongst your peers, talked about at marketing conferences, and perhaps even read some blog posts about it. But what exactly is predictive lead scoring, how does it differ from “traditional” lead scoring, and why should you care? We’ve invited the experts at SiriusDecisions to join us in this webinar as we unravel the mystery behind predictive lead scoring. In this webinar, you will learn: - What predictive (anything) really means - Why current lead scoring models may not be enough - How statistics enable insight and prediction - How predictive lead scoring improves lead quality About The Guest Speaker: Kerry Cunningham, Research Director at SiriusDecisions As vice president of operations for a leading b-to-b teleservices organization for more than 15 years, Kerry has been a thought leader in the design and implementation of inside sales, tele-prospecting, telemarketing and processes and teams for a wide array of b-to-b products, solutions and services. From more than a decade spent straddling the fence between marketing and sales, Kerry has also developed a wealth of experience expertise in the alignment of marketing and sales organizations. Along the way, Kerry has developed implemented lead management processes for many of the world’s most prominent b-to-b brands, amassing substantial real-world expertise in lead acquisition, governance and propensity modeling.

[Webinar] Predictive Lead Scoring: How To Turn Data Into Revenue

Mintigo1

To watch the entire webinar replay, please visit: http://www.mintigo.com/predictive-lead-scoring-how-to-turn-data-into-revenue/ Description: “Predictive Analytics” is the buzzword du jour. With so many digital marketing tools, technologies, and channels at our disposal and the ability to track prospect and customer behavior, we are awash with data to be analyzed in order to predict and drive our marketing results. So, how do we cut through the clutter, sift through the hype, and bring the most critical data into focus? How do we put it to use? Download the slides and watch this Marketo LaunchPoint webinar replay to discover how predictive lead scoring will put all of your data to work for you. Learn how the marketing ninjas at SmartBear Software have used Marketo and Mintigo to build an automated system that targets the right leads with the right messages at the right time. You will learn how to: - Profile your ideal customer so that you can target high-fit leads - Score your leads in real-time based on that profile - Optimally engage the leads by routing them to the appropriate nurture track or sales reps before even gathering behavioral data Speakers: Patrick Chen - Sr. Manager of Marketing Operations at Marketo Tony Yang - Director of Demand Generation at Mintigo Gary DeAsi - Sr. Marketing Manager & Marketo Champion at SmartBear Software

[Webinar] Predictive Marketing: The Science Behind Marketing

Mintigo1

To watch the entire webinar replay, please visit: http://www.mintigo.com/predictive-marketing-the-science-behind-marketing/ Title: "Predictive Marketing: The Science Behind Marketing" Description: One of the hottest trends in marketing and lead generation is predictive marketing. But what does it mean and how does it really work? Can it be implemented by mere mortals in marketing? Or does it require an army of big data scientists and a black box model? Implementing predictive data for decision making surrounds us today. The challenge is providing advanced analytics without the need for a team of programmers. Join Tal Segalov from Mintigo as he shows how to quickly build predictive models and how to visualize the results for B2B businesses. In this webinar you will learn: - Who is already using predictive marketing all around you - How 20% of your leads give 80% of your business and we have the proof - The most efficient way to share predictive scores for optimal engagement - The importance of clean data for building predictive models and constructing visualizations About The Speaker: Tal Segalov, COO and Co-Founder at Mintigo Tal brings more than 15 years of experience in software development. Prior to Mintigo, Tal was AVP Research and Development for modu, the modular mobile handset company. His previous experience includes developing complex, large scale data analysis systems. He holds a B.Sc. EE and a B.A in Physics from the Technion – Israel’s leading school of technology. He also holds an executive MBA from Tel Aviv University.

[Mintigo Webinar] Content Intelligence: How To Survive The Arms Race In Conte...

Mintigo1

To watch the entire webinar replay, please visit: http://www.mintigo.com/content-intelligence-how-to-survive-the-arms-race-in-content-marketing/ Title: "Content Intelligence: How To Survive The Arms Race In Content Marketing" Description: 9 out of 10 B2B marketers are using content marketing, investing 1/3 of their budget and planning to spend even more next year. But as these marketers rush to publish, it only gets harder to rise above the noise. It's harder to get to the inbox, harder to own search terms and harder to appear in social feeds. Welcome to the content arms race. To survive it, you need a plan. The key to survival is Content Intelligence: the ability to know what content will engage your target audience. Content Intelligence is all about efficiency—focusing your limited resources on strategic assets that drive maximum traffic. You're unlikely to win the arms race with quantity, as content marketers continue to cite their #1 obstacle as "producing enough content", so relevance is key. Here's the best news of all: the same information overload that makes it hard to reach prospects also holds the keys to success. The new data of the social web is a treasure trove. If you can make sense of the data before your competitors do, you'll aim the right content at the right people, and you'll rise above the clutter. In this webcast, we'll show you how to -- - define your target personas with a fast methodology, - identify the most pressing gaps in your content portfolio, - discover which topics are interesting to your prospects today, - learn where to prioritize your social promotion and - frame content to maximize chances it will be shared. If your team isn't quite poised for victory in content marketing, this is your chance to level the playing field. Presenter: Jason Garoutte Chief Marketing Officer, Mintigo As CMO of Mintigo, Jason works with some of the best marketers in the country. He’s an expert on demand generation, speaking frequently on how science is changing marketing. Prior to joining Mintigo, Jason spent 7 years helping to grow Salesforce.com into the leading CRM application. Before that, he was an entrepreneur and marketer at tech companies Blue Martini Software and nQuire.

[Mintigo Webinar] Mining For Gold In Your Email House List

Mintigo1

To watch the entire webinar recording, please visit: http://www.mintigo.com/mining-for-gold-in-your-email-house-list/ Title: "Mining For Gold In Your Email House List" Description: Email marketing is still the workhorse of modern B2B demand gen. But can you find the gold in your house list before time runs out? On one hand, you’ve got to move fast, since contacts degrade at a rate of 30% per year. On the other hand, if you mail too aggressively, contacts will tune-out and opt-out. You only get limited at-bats, so make each one count! In this webinar, we’ll learn the secrets from Jeanne Hopkins, CMO of SmartBear Software, author of mobile marketing book Go Mobile, and Mintigo customer. She’ll explain: SmartBear’s proven strategy for nurturing over 1 million leads How to segment a contact database quickly How SmartBear uses analytics to increase response rate If you’re investing in a marketing automation solution like Eloqua, HubSpot, or Marketo, you need to know how to use it right. Mintigo is proud to host this special presentation by an accomplished industry insider. About The Guest Speaker: Jeanne Hopkins, Chief Marketing Officer at SmartBear Software Prior to her role as CMO at SmartBear, Jeanne was vice president of marketing at HubSpot, a marketing software leader and pioneer in inbound marketing. Her leadership helped HubSpot become the second-fastest growing software company in the Inc. 500 by generating 45,000 new leads each month. Hopkins previously was CMO of MEC Labs, owner of MarketingSherpa, MarketingExperiments, and InTouch, and senior marketing director at Symmetricon. Jeanne, a firm believer in the top-of-the-funnel lead-generation capabilities of inbound marketing, is coauthor of the book Go Mobile, a step-by-step introductory look at starting mobile marketing efforts that has been the #1 best-selling mobile marketing book on Amazon.com. She is also one of the top 10 Sales Lead Management professionals for 2011.

[Mintigo Webinar] How DocuSign Built A World-Class Lead Nurturing Program

Mintigo1

TO WATCH THE RECORDING OF THIS WEBINAR, GO TO: http://www.mintigo.com/how-docusign-built-a-world-class-lead-nurturing-program/ In 2012, DocuSign doubled its pipeline and far exceeded its sales targets. The company achieved these results because of the commitment and partnership of its marketing and sales team, led by VP of Demand Generation Meagen Eisenberg, to build out a world class lead nurturing and demand generation program. With over a dozen personas to target, 80,000 engaged leads to process each quarter, and more than 50 different nurture tracks, the DocuSign team is clearly doing something right. Hear the secrets behind the success of DocuSign’s lead nurturing program in this must-attend webinar. Both marketing automation novices and veterans will walk away from this session amazed and inspired by the best practices for accelerating your leads through the funnel. In this webinar, you will learn how to: - Focus on the right Personas based on interests - Create a lead scoring system that works - Map content according to Persona interests, buying stage & lead score - Measure success & optimize Guest Speaker: Meagen Eisenberg VP of Demand Generation at DocuSign Meagen has spent over 18 years in high-tech. In 2012 she received the SuperNova Award in Matrix Commerce and in 2011 the Marketing Visionary Markie award within the marketing automation field. Before joining DocuSign, she was Director of WW Demand Generation at ArcSight, an HP Company, and prior to that she led worldwide programs and events at TRIRIGA (acquired by IBM) for integrated workplace management systems. She has an MBA from Yale School of Management, and a Bachelor of Science degree in MIS with a minor in CSC from Cal Poly – San Luis Obispo. About Mintigo The Mintigo marketing intelligence platform continuously searches the big data of the web and social profiles to help marketers find and engage their best prospects. Mintigo analyzes the needs and interests of 30 million B2B prospects, so marketers and sales reps can engage each prospect with the right message and product. Companies like Box, BMC, Cloudera, DocuSign, and Edmunds use Mintigo to get more clicks, more shares, and more pipeline. To learn more follow @mintigo and visit www.mintigo.com.

Mintigo: The Savvy Marketer's Guide to B2B Segmentation

Mintigo1

THE SAVVY MARKETERS GUIDE TO B2B SEGMENTATION Experts agree that segmentation will increase your clicks. So why do the majority of B2B marketers still not segment? It’s because there are infinite ways to slice and dice a list…and that’s overwhelming for anyone. View this presentation to learn the new rules of segmentation. Rules that get you maximum clicks for minimum work. Whether you use Mintigo or not, these unique rules will boost your results before your next campaign. Learn: -When you need a new segment and when you don’t -The secret recipe you need for every segment -How to validate and refine segments with every campaign

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[Webinar] Jumpstart Account-Based Marketing with Predictive & Outbound Demand Generation

1. “Jumpstart Account-Based Marketing with Predictive & Outbound Demand Generation”

2. House Keeping Audio Check  Audio is delivered via your computer speakers  Please let us know in the chat window if there are audio issues Webinar Replay Available We will send you a recording of today’s session afterwards Ask Questions In The Chat Window  Ask questions at anytime & we will answer them during Q&A

3. Our Speakers For Today Tony Yang VP of Demand Gen @tones810 Atul Kumar Chief Product Officer @atkumar47 Scott Vaughan Chief Marketing Officer @ScottAVaughan

4. Poll: Where Are You on the ABM Journey? A.  Thinking about deploying/doing research B.  We are piloting ABM C.  We are in full deployment D.  Tried and bailed or maybe in the future

5. Poll: What Are Your Biggest ABM Challenges? A. How or where to get started B. Resources and budget constraints C. Developing a target list of ABM accounts D. Generating targeted, quality leads E. Setting and measuring impact

6. ABM: How Do You Tie Everything Together? VS Predictive Outbound vs Inbound Marketing FlipMyFunnel Demand Waterfall/Funnel

7. Account Based Marketing (ABM) in 3 Steps Discover Target Accounts Identify & Engage Decision Makers Measure & Optimize

8. Account Based Marketing (ABM) in 3 Steps Discover Target Accounts Identify & Engage Decision Makers Measure & Optimize

9. Is This How You Identify Your Target Accounts?

10. ABM 1st Step – Identify Accounts & Decision Makers Build A Predictive Model Ideal Prospect 150-250 MIs Customers Prospects Prioritization, Scoring & Insights 2,700+ Marketing Indicators 9.7 MM Companies 150 MM Contacts Data as is . . Enriched Validated Appended

11. Identify Your Best Accounts ABM 1st Step – Identify Accounts & Decision Makers

12. Expand Your Total Addressable Market ABM 1st Step – Identify Accounts & Decision Makers

13. Expand Your Total Addressable Market 2210 Accounts ABM 1st Step – Identify Accounts & Decision Makers

14. ABM 1st Step – Identify Accounts/Leads Segment Your Accounts/Leads Fit Intent Behaviors Customer Prospects Education! Consideration! Solution! Buy! Buyer Research! (out of your funnel)!

15. Account Based Marketing (ABM) in 3 Steps Discover Target Accounts Identify & Engage Decision Makers Measure & Optimize

16. I’ve Identiﬁed the Right Accounts Now What? I can… •  Reach out/execute programs to my existing database of contacts? •  Alert sales to call all their contacts they know within that account? Or….

17. Accounts are Critical. Also Remember…  ”People” Scope and Sign The Checks

18. Identify Decision-Makers Turning accounts into people!

19. Engage NEW Decision-Makers & Personas At Target Accounts Using Your Content

20. Ensure Decision-Maker Data Is Accurate & Actionable

21. Account Based Marketing (ABM) in 3 Steps Discover Target Accounts Identify & Engage Decision Makers Measure & Optimize

22. Measure & Optimize to Ensure Maximal ROI

23. End Result: Decision-Makers Within Target Accounts

24. Key Takeaways: Jump-Starting ABM •  ABM takes planning, resources and constant testing and tweaking – the tools are available today for marketers ! •  Use Predictive for target account identiﬁcation! •  Combine with Outbound Demand Marketing programs to generate the right decision makers (people!)!

25. Q&A

26. Let’s Talk! Oracle Modern Marketing Experience! •  Best Practice Session - Predictive and ABM ! Tues, April 26 11am – 12 noon! ! •  Visit the Mintigo and Integrate booth in the expo hall! ! Marketo Marketing Nation Summit! ! •  Visit the Mintigo and Integrate booth in the expo hall! ! ! Or Contact Us…!

27. Thank You! Tony Yang VP of Demand Gen @tones810 tony@mintigo.com Atul Kumar Chief Product Officer @atkumar47 Scott Vaughan Chief Marketing Officer @ScottAVaughan

[Webinar] Jumpstart Account-Based Marketing with Predictive & Outbound Demand Generation

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[Webinar] Jumpstart Account-Based Marketing with Predictive & Outbound Demand Generation