When Justine Arthur joined BT Expedite they already had a pretty good marketing team. But it was operating in a very conventional way. Justine could have taken the easy option and continued with our existing plan. Instead she ripped everything up on day one, and has since re-built an industry leading marketing function. They now have a fully integrated, multichannel sales and marketing programme. Volume of new business leads has trebled and, most importantly in a professional services business, they’ve automated reporting so the whole business is now engaged in sales funnel management.
We look forward to partnering with you as your IT service provider and as performance enhancement business consultants. We are here to offer you the support you need to bring innovation and value to your clients guiding them along the way to their next digital transformation destination
The elusive buyer; new challenges in b2b marketing (Kees Henniphof)B2B Marketing Forum
Your organisation is selling complex solutions and services to business audiences in enterprises large and small. Current B2B demand generation models are still heavily dependent on email, paid search, optimized landing pages and telemarketing.Today’s teenagers do not have email accounts, nor do they visit corporate websites or even Facebook. Instead of googling, they rather ask a friend. They are tomorrow’s corporate buyers.
So in order to keep connecting with prospective customers, we need a new mix. In this presentation, Kees Henniphof of ServiceNow will share a simple framework for enterprise marketing planning covering both traditional B2B marketing models and new audience strategies, including corporate narrative, content marketing, buyer journey mapping, marketing automation and lead2revenue analyses. Henniphof illustrates the approach with recent projects around IT industry events, account-based marketing, competitive programs and enterprise broadcasting.
We look forward to partnering with you as your IT service provider and as performance enhancement business consultants. We are here to offer you the support you need to bring innovation and value to your clients guiding them along the way to their next digital transformation destination
Workshop B2B Marketing Forum 2017: From campaign to marketing automationB2B Marketing Forum
Hands-on with campaigns and marketing automation! First, draft a campaign flow based on fictional cases with your team of peers. Then, experience the exciting options of a marketing automation tool when it comes to creating automated programs and campaigns that work for you.
We look forward to partnering with you as your IT service provider and as performance enhancement business consultants. We are here to offer you the support you need to bring innovation and value to your clients guiding them along the way to their next digital transformation destination
10 M€ annual revenue within 3 years, starting from scratch!B2B Marketing Forum
This case will elaborate on how the marketing team of Bruynzeel has successfully implemented an automated lead generation process resulting in a 10 M€ annual business contribution. Essential in this 3 year process was the alignment between sales and marketing, leveraging the existing customer database and a rigid process in applying a content marketing strategy. This started with a mindset that we need to treat our loyal customers as a……. long term customer!
In this presentation Daniël Vonken will elaborate on the lessons learned, pitfalls and the rule of 5.
We look forward to partnering with you as your IT service provider and as performance enhancement business consultants. We are here to offer you the support you need to bring innovation and value to your clients guiding them along the way to their next digital transformation destination
The elusive buyer; new challenges in b2b marketing (Kees Henniphof)B2B Marketing Forum
Your organisation is selling complex solutions and services to business audiences in enterprises large and small. Current B2B demand generation models are still heavily dependent on email, paid search, optimized landing pages and telemarketing.Today’s teenagers do not have email accounts, nor do they visit corporate websites or even Facebook. Instead of googling, they rather ask a friend. They are tomorrow’s corporate buyers.
So in order to keep connecting with prospective customers, we need a new mix. In this presentation, Kees Henniphof of ServiceNow will share a simple framework for enterprise marketing planning covering both traditional B2B marketing models and new audience strategies, including corporate narrative, content marketing, buyer journey mapping, marketing automation and lead2revenue analyses. Henniphof illustrates the approach with recent projects around IT industry events, account-based marketing, competitive programs and enterprise broadcasting.
We look forward to partnering with you as your IT service provider and as performance enhancement business consultants. We are here to offer you the support you need to bring innovation and value to your clients guiding them along the way to their next digital transformation destination
Workshop B2B Marketing Forum 2017: From campaign to marketing automationB2B Marketing Forum
Hands-on with campaigns and marketing automation! First, draft a campaign flow based on fictional cases with your team of peers. Then, experience the exciting options of a marketing automation tool when it comes to creating automated programs and campaigns that work for you.
We look forward to partnering with you as your IT service provider and as performance enhancement business consultants. We are here to offer you the support you need to bring innovation and value to your clients guiding them along the way to their next digital transformation destination
10 M€ annual revenue within 3 years, starting from scratch!B2B Marketing Forum
This case will elaborate on how the marketing team of Bruynzeel has successfully implemented an automated lead generation process resulting in a 10 M€ annual business contribution. Essential in this 3 year process was the alignment between sales and marketing, leveraging the existing customer database and a rigid process in applying a content marketing strategy. This started with a mindset that we need to treat our loyal customers as a……. long term customer!
In this presentation Daniël Vonken will elaborate on the lessons learned, pitfalls and the rule of 5.
We look forward to partnering with you as your IT service provider and as performance enhancement business consultants. We are here to offer you the support you need to bring innovation and value to your clients guiding them along the way to their next digital transformation destination
Vidyard is the video intelligence platform that helps businesses drive more revenue through the use of online video. Going beyond video hosting and management, Vidyard helps businesses drive greater engagement in their video content, track the viewing activities of each individual viewer, and turn those views into action.
Keynote B2B Marketing Forum 2017 Beyond the hype trend report 2017B2B Marketing Forum
The greatest forces of change in B2B are the buyers and their buying habits. It is therefore of great importance for B2B marketers to know what the expected trends will be for 2017 and subsequent years.
Marketo Roadshow - Scaling Marketing for High Growthtbdenney
Baxter Denney, VP Online Marketing and Operations at New Relic, shares how their team has scaled to support an ever-complex sales motion during a time of hyper-growth.
Markable Solutions is a B2B marketing solutions company reaching over 100,000 industry decision makers. We are very effective in targeted email marketing, white paper syndication and tele-follow up lead generation campaigns.
If every deal did indeed always come down to the question of who had the lowest price, then ask yourself this: Why doesn’t the company with the lowest price get the sale every time?
We look forward to partnering with you as your IT service provider and as performance enhancement business consultants. We are here to offer you the support you need to bring innovation and value to your clients guiding them along the way to their next digital transformation destination
Vidyard is the video intelligence platform that helps businesses drive more revenue through the use of online video. Going beyond video hosting and management, Vidyard helps businesses drive greater engagement in their video content, track the viewing activities of each individual viewer, and turn those views into action.
Keynote B2B Marketing Forum 2017 Beyond the hype trend report 2017B2B Marketing Forum
The greatest forces of change in B2B are the buyers and their buying habits. It is therefore of great importance for B2B marketers to know what the expected trends will be for 2017 and subsequent years.
Marketo Roadshow - Scaling Marketing for High Growthtbdenney
Baxter Denney, VP Online Marketing and Operations at New Relic, shares how their team has scaled to support an ever-complex sales motion during a time of hyper-growth.
Markable Solutions is a B2B marketing solutions company reaching over 100,000 industry decision makers. We are very effective in targeted email marketing, white paper syndication and tele-follow up lead generation campaigns.
If every deal did indeed always come down to the question of who had the lowest price, then ask yourself this: Why doesn’t the company with the lowest price get the sale every time?
New School PR Tactics: Evolving the Press Release to Drive New Outcomesprnewswire
On-Demand Webinar: http://prn.to/15tvGyZ
Presenters:
Sarah Skerik,Vice President, Content Marketing, PR Newswire
Beth Monaghan, Principal & Co-Founder, InkHouse
Anne Donohoe, Managing Director and Director of Public Relations, KCSA Strategic Communications
Stephanie Pflaum, Online Marketing Specialist, Fathom
Jason Khoury, Communications Director, Jive Software
Sales best practice study 2010 customized for sfdc atl user group briefingSalesXecution
A briefing given to the Atlanta Salesforce.com User group meeting July 28th 2010 - on Miller Heiman's 2010 Sales Performance Study - How to be successful in any economy.
CRM simplifies your sales operations & improves efficiency. Using a good CRM tool you can close more deals, increase sales & improve forecast accuracy. This Presentation talks about how you can effectively manage and automate end to end sales (Lead to quote) through SimpleCRM.
In the presentation below, learn how SimpleCRM can help to -
Manage Leads, Opportunities, Contacts, Accounts, Quotes and Orders
Configure Reminders, Quote Approval, Lead Assignments, Tasks Reviews, Client Notifications etc.
With 25 years’ experience, in 23 countries, I help companies get more sales - faster, particularly in complex, multi-site and International environments.
By embracing digital marketing and integrating it with offline communications, a company will demonstrate thought leadership, reinforce its position as a trusted advisor in the financial services community and fuel new client acquisition.
95% of manufacturers invest in digital marketing...
But your sales and marketing process doesn’t need to be complicated.
You need regular orders to survive and grow. That means your sales and marketing need to work together to generate and close leads.
However, things aren’t the same as they used to be. In the last 5 years you may have found:
Generating leads and opportunities more difficult
Difficulty targeting the right audience
Challenge in creating enough high-quality content
Measuring success and ROI almost impossible.
This workshop is for ambitious manufacturing businesses that want to build a predictable stream of high-quality opportunities.
If you’re frustrated with your sales and marketing results, need clarification on how to build a successful sales production line or are keen to improve out-of-date marketing habits, then this is the ideal workshop for you.
This workshop will address the issues and challenges you face in growing your manufacturing business. It includes:
- an insight into UK manufacturing trends
- an overview of marketing
- challenges that businesses just like yours are facing
- reasons why your current lead generation is no longer working
- a guide to the new model for building predictable lead generation
- how you should be investing your
- marketing budget for the next 12 months.
New Madison Ave: Data & Marketing Technology Solutions – April 2015New Madison Ave
New Madison Ave., is a professional services firm, founded in 2003, delivering strategic and tactical data and technology enabled marketing solutions to encourage behaviors, create competitive advantage and drive top line growth for marketing organizations.
We have more than 20 years’ experience in complex IT solutions needing explanation as well as sales methods. Our portfolio is IT and non-IT oriented: from a former system house and Microsoft ISV to a best practice solution seller and inside account management partner.
innotec’s team has great expertise in sales and process building, implementation and management.
We have more than 400 employees located in 8 locations around the world with clients in many diverse industries and sectors.
We cover the entire value chain, starting with the creation of awareness in all target markets, generating valid leads and demand for the sales teams. We support all stages of opportunity development and closing as well as the after-sales processes thanks to our exceptional customer care services.
Your customers are implementing a procurement solution. Learn how to change beliefs, shift thinking, and drive conversations and change within your company to shift from operationally focused e-commerce to customer-centric digital commerce and help your company flourish. You'll also gain insights into how to get to the future and create a change organization.
Accenture & Genuine Parts: Jay Dettling and Thomas CookGamePlanConference
The need to provide an omni-channel buying experience touches all industries, and the auto-parts business is no exception. In this session, hear how auto parts industry leader Genuine Parts is leveraging hybris to pivot their business into a digitally oriented commerce engine that drives higher levels of value and service to B2B customers, and more revenue for the company.
Think As consumer is a Boutique growth , strategy , business consulting organization , which adds value to start ups , large cos , through its unique result oriented model ..
We look forward to partnering with you as your IT service provider and as performance enhancement business consultants. We are here to offer you the support you need to bring innovation and value to your clients guiding them along the way to their next digital transformation destination
Solving Business Problems - An introduction to 3seven93seven9
All about 3seven9.
3seven9 are an award winning Marketing and Technology agency, providing design, development and digital services that create engaging brands and increase sales.
We are proud to have won: Best use of Social
And to have been nominated for: Agency Website of the Year and Best Tech
At the Wirehive 100 Digital Agency Awards 2013.
Read more on this here: http://3seven9.com/we-say/in/2013/09/best-use-of-social-best-tech-agency-website-of-the-year/
We are proud to have been nominated for: Best use of digital techniques and technologies at B2B Awards 2013.
Read more on this here: http://3seven9.com/we-say/in/2013/08/3seven9-shortlisted-for-best-use-of-digital-techniques-or-technologies-at-b2b-marketing-awards/
All of our services solve business problems; improving brand positioning, enhancing lead nurturing and increasing sales to ultimately improve your bottom line.
Office Depot is adopting a sales and marketing strategy that has, at its core, a personalised approach to servicing customers, improving customer experience, and increasing online sales. Join Jonathan Newman, Office Depot's VP Ecommerce Europe, as he discusses how the company is doing it.
http://www.monetate.com/summit-europe-2014/
8 steps for excellent B2B CX (customer experience)B2B Marketing
Customer Experience is an increasingly hot topic right now (but like most things) it is far more complex in B2B than it is in B2C, given the length and complexity of the buying process. So what does great CX look like? And how do you set about achieving it? These were questions that we sought to answer as part of our CXcellence report, the findings of which we then unveiled at our November conference.
CASE STUDY: How insights on your customer’s end consumers can help your B2B s...B2B Marketing
CASE STUDY: How insights on your customer’s end consumers can help your B2B sales
Javier Nieto, Vice president of global marketing, eCommerce, Worldpay.
BEST PRACTICE: How to be insightful: a storyteller’s guide to developing the ...B2B Marketing
BEST PRACTICE: How to be insightful: a storyteller’s guide to developing the genuine insights that drive more impactful communication
Sam Knowles, Founder & MD, Insight Agents
BEST PRACTICE: How to be insightful: a storyteller’s guide to developing the ...
Winner: Marketer of the year
1. B2B Marketer of the year 2012
Justine Arthur
Head of communications and campaigns
BT Expedite & Fresca
2.
3. Marketing Director - Geoffrey Barraclough
When Justine Arthur joined BT Expedite we already had a pretty
good marketing team. But it was operating in a very conventional
way. Justine could have taken the easy option and continued with
our existing plan. Instead she ripped everything up on day one, and
has since re-built an industry leading marketing function.
Rather than sales pushing marketing to do stuff, we now
operate the other way around with marketing driving the sales
plan.
Volume of new business leads has trebled and, most importantly in
a professional services business, we’ve automated reporting so the
whole business is now engaged in sales funnel management. And
our competitors are all following suit!
“
”
4. Entry submission
• My background
• Significant career achievements
• Who I work for
• My role, responsibilities & team
• Achievements in the last 18 months
• Approach to tackling marketing challenges
• A winning entry
6. Significant career achievements
• Placed in the BT Talent Pool in the category of
Emerging Talent
• Delivered 21 multi-language BSI country
websites in 15 languages within a new Content Management
System leading a global project team of content managers
• At AKQA Identified a £1m+ new client
opportunity, led a team to win the tender and then deliver a
multi-country website/CMS migration project for the British Council
7. Who I work for
BT Expedite and
our e-commerce
division Fresca
One of seven
standalone
businesses that
benefit from the
power of the BT
brand
Retail technology
specialist division
within BT
Solutions cover
every area of omni-
channel retailing,
including:
Point of sale
E-commerce
Merchandising
Sales analytics
CRM & loyalty
Network infrastructure
Hardware
Training
Professional services
9. My role, responsibilities & team
• Joined BT Expedite in March 2010
• Team of two marketing managers
• 10 sales people to keep busy with great leads
• Collaboration with small group of agencies:
• Broadview, Porter Novelli, Quatreus, Westhill, WTA
• Marketing budget circa. £400k
• Circa. 80 customers
• Generate leads through other BT channels
10. My brief
To drive new business leads and make
sure that every CIO and department head
in the top 250 retailers knows that BT
Expedite is the best retail IT solutions
provider in the UK
11. Approach
• Deliver end-to-end lead generation, nurture
and conversion campaigns
• Use the sales 2:0 approach; better aligned
Sales and Marketing
• Use the brains of our technical people
• Bring more production in-house
• Empower the team to use business
applications and online tools to achieve results
• Establish clear targets and measurements
13. Achievements in the last 18 months
• 110% annual scorecard results
• 3 new business sales (£5m) attributed to marketing
• Set up new business lead grading methodology and
funnel
• Sales and marketing targets aligned
• Trebled new business lead volumes
• Fully integrated sales and marketing programme
• Added value to headline industry awards sponsorship
• Exceeded PR target with quality editorial coverage
• Grew contacts database of top 250 UK retailers by 43%
• Enewsletter achieved an average 26% click to open rate
• Sales team in front of 400+ top retail contacts
14. Tackling marketing challenges
Challenge
• Close to our year end, we found ourselves faced with
the classic marketing conundrum of a fantastic
opportunity and limited funds
• Retail Business Technology Expo had submitted a
request for us to demonstrate our vision of the future
for retail technology
Example
15. Solution
• Leveraged the power of the BT brand and negotiated
heavily with the organisers to sponsor the event
• Brought BT’s ‘Lighting up the High street – Future
of Retail’ showcase
• Negotiated with BT Global Services to use their
mobile demonstration ‘bus’ and contribute to
marketing costs
16.
17.
18. Results
• BT now has a more joined up message for retailers
• Quality opportunities worth £20 million in contract
negotiation and/or in the pipeline following the event
(25% over target)
• Attendees included
• 60 different retail firms from top 250
• 230 key visitors
• 186 pre-booked appointments prior to expo
• 12% of overall Expo visitors registered through BT
19. A winning entry
1. Aligned sales and marketing targets and
teams. Exceed results.
2. Ability to measure and prove the influence
marketing has had on sales.
3. Entrepreneurial approach with clear targets
and accountability.
4. Ownership of all key elements of the
marketing mix.
5. A well written and visually appealing entry.