Lenny's Newsletter

AUGUST 29, 2023

of the B2B companies I researched spent just as much time on picking the problem as they did on figuring out who to solve the problem for. B2B SaaS, e-commerce) Price point (e.g. Each week I tackle reader questions about building product, driving growth, and accelerating your career. Art by Natalie Harney. and in 120 other countries.

Ideal Customer Profiles 93

Ideal Customer Profiles Profiling CPO Co-Registration 93

Drew Neisser

JUNE 10, 2022

Put any two B2B metrics dashboards side by side, you’ll soon find that there is no one-size-fits all way to prove marketing’s value—but there is a lot to learn by observing what’s working for others. Tune in to learn all kinds of amazing takes on the world of measurement, including: Why a CMO should be a CPO (Chief Pipeline Officer), too.

CPO 52

CPO B2B Marketing Lead Scoring Lead Ranking 52

Metadata

SEPTEMBER 28, 2023

Like almost every B2B company on the planet, I knew my success would hinge largely on paid social advertising. Our benchmark report found the average cost per opportunity (CPO) on LinkedIn and Facebook to be $3,162.89 Your CPL or CPO after a few campaigns are just your benchmarks. Let me tell you a story. It’s too risky.

Paid Content 52

Paid Content Paid Social Agency Cost per Lead Advertising Agencies 52

Martech

DECEMBER 9, 2021

An intriguing insight from Colby Cavanaugh at Integrate : B2B marketing teams are told they need to engage with accounts (and individuals at those accounts) and support them through a buying process which, essentially, the buyers are now dictating. Jon Miller, who was both CPO and CMO for over a year continues in his marketing role.

CPO 107

CPO DemandBase CMO Sales Qualified Leads 107

Metadata

OCTOBER 6, 2021

When you hit the sweet spot of the right audience, right social channel, right ad and right offer, there really isn’t a better advertising medium for B2B. This B2B Paid Social Benchmark Report will give any B2B company the data, insights, and social media strategies to level up their social media ads. Which images work best?

Cost per Lead 78

Cost per Lead Paid Social Agency Advertising Benchmark CPL 78

Engagio

AUGUST 16, 2021

In this episode of “I’m thinking of…,” I sat down with Jon Miller, CMO and CPO at Demandbase, to discuss why it’s crucial for companies to apply Account-Based Experience (ABX) to their growth strategies. But there is and has always been a fatal flaw in the approach, which Demandbase CMO and CPO Jon Miller likens to fishing with spears.

CPO 71

CPO Account Based Marketing DemandBase B2B Thought Leadership 71

Metadata

OCTOBER 6, 2021

When you hit the sweet spot of the right audience, right social channel, right ad and right offer, there really isn’t a better advertising medium for B2B. This B2B Paid Social Benchmark Report will give any B2B company the data, insights, and social media strategies to level up their social media ads. Which images work best?

Cost per Lead 52

Cost per Lead Paid Social Agency Advertising Benchmark CPL 52

Sana Commerce

JULY 7, 2022

There’s quite a lot at stake when deciding on a solution that will help your B2B business move into the future with a web store. B2B e-commerce is no exception to that rule. This finding was made clear in the latest IT Leaders Outlook on B2B E-Commerce, launching in three parts this year. IT departments can be profit drivers.

Work Management 52

Work Management Marketing Management Process Automation 52

Metadata

DECEMBER 5, 2023

The Native LinkedIn audience—home of B2B paid ads—also ranks high at 11X ROI, but comes at a huge cost. The clear winner is Retargeting at 15X which makes sense. They were interested before, but they weren’t ready to buy or just needed to hear the message again. Are you a believer yet?

Cost per Lead 52

Cost per Lead CPL Paid Search Agency Ads 52

Webbiquity

JUNE 8, 2020

Hiration — an AI-powered online resume builder and platform to help job-seekers find their way in the treacherous job market — where he’s a Co-Founder and the unofficial CPO (Chief Problem-solving Officer). The post Five Tips to Screen Resumes for Hiring as a Business Owner appeared first on B2B Marketing Blog | Webbiquity.

Marketing AI 136

Marketing AI Tips Work Management CPO 136

Engagio

MAY 23, 2023

Whether you’re a marketer looking to supercharge your B2B campaigns or a business owner looking for a competitive edge, we’re the solution you’ve been looking for! What our CPO had to say about it “It’s gratifying to see that our customers are having the kind of success we envision.

DemandBase 62

DemandBase Paid Search Agency Account Based Marketing CPO 62

ClickZ

OCTOBER 9, 2019

Bynder recently hired a new CPO and they are focusing on rolling out a host of new features in addition to Digital Brand Templates and Brand Guidelines. Bynder’s core solution is focused on facilitating digital asset collaboration for large organizations in both B2B and B2C sectors.

Guidelines 69

Guidelines Template Digital Asset Management Brand Identity 69

LEADership

NOVEMBER 5, 2013

What steps can you take to optimize social media channels for your B2B company? The Aberdeen Group’s Chief Procurement Officer (CPO) Summit in Boston last week was an insightful learning experience—learning that I will enjoy sharing with you over the next few pieces on my blog. What’s the benefit of doing that?

Social Media 40

Social Media Optimization CPO Media 40

Marketing Graham

JUNE 1, 2022

We had previously agreed the key decision-makers and influencers at any organisation would be the CEO, COO, CPO/HR, CTO/CIO and Office Manager. The post Full details of my Account Based Marketing campaign appeared first on Fast relief from B2B marketing headaches. We didn’t. So the next stage was to map the buying team.

Account Based Marketing 52

Account Based Marketing Campaigns Planning ABM 52

Mereo

JANUARY 6, 2022

By now you have been flooded by “resolution” and “2022 B2B trends” messages. Let’s cut through those parrot calls and get down to the most pressing challenges B2B executive leaders will face this new year. At Mereo, we have been talking to B2B executives on the frontline. DELIVER VALUE IN 2022.

B2B 45

B2B Buyer's Journey Buyer Personas B2B Sales 45

Allocadia

JUNE 13, 2019

In the 4th annual State of Pipeline Marketing Survey , over 400 B2B marketers shared how they build growth for their organization through pipeline marketing methodology which impacts the entire funnel rather than only top of funnel customers.

Budget Programs 40

Budget Programs Marketing Budget Creation Marketing Budget Planning 40

Allocadia

OCTOBER 4, 2018

In the 4th annual State of Pipeline Marketing Survey , over 400 B2B marketers shared how they build growth for their organization through pipeline marketing methodology which impacts the entire funnel rather than only top of funnel customers.

Budget Programs 40

Budget Programs Marketing Budget Creation Marketing Budget Planning 40

Adobe Experience Cloud Blog

JANUARY 8, 2013

Of the people who attended your show, you ideally want to determine how many opportunities were created, how much pipeline, how many were closed/won and for how much bookings, and cost per opportunity (CPO). The ROI of Events: What You Should be Measuring was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link].

ROI 48

ROI CPO Allocation Event Marketing 48

Metadata

SEPTEMBER 20, 2023

That many people reading our 2023 B2B paid social benchmark report were surprised by the high cost per opportunity (CPO) of paid social advertising. I’m fine with that since leads have historically been a B2B marketer’s north star. Does Facebook or LinkedIn drive a better CPO? I am shocked. S-H-O-C-K-E-D.

Cost per Lead 52

Cost per Lead Demand Generation Agencies CPO Paid Social Agency 52

Lenny's Newsletter

AUGUST 15, 2023

Subscribe now Welcome to part two of kickstarting and scaling a B2B business. Here’s how some of today’s biggest B2B startups began: Retool started as Venmo for the U.K. Each week I tackle reader questions about building product, driving growth, and accelerating your career. Art by Natalie Harney. total crap?

Validation 52

Validation Startups CPO B2B 52

Lenny's Newsletter

AUGUST 8, 2023

Over the next two months, I’m going to share a multi-party in-depth playbook for kickstarting and scaling a B2B business. In addition to these juggernauts, I’ve also pulled in a handful of my favorite up-and-coming B2B startups, including Linear, Vanta, Stytch, Zip, Census, Persona, and Hex. Every prosumer product (e.g.

Startups 52

Startups Work Management CPO Enterprise Management 52

Mereo

DECEMBER 21, 2023

Although we are approaching a new year, many of 2023’s selling challenges will continue to impact your B2B organization’s 2024 performance. In 2023 we certainly saw some softness in B2B purchasing. This inflationary cycle means B2B buyers are getting less for their money. When they did not have that clarity, they froze.

Terms and Conditions 45

Terms and Conditions B2B Thought Leadership Marketing Management Peer-to-peer 45

Mereo

MAY 4, 2023

Pricing a B2B solution is complex. The leading B2B organizations do not leave pricing up to chance. These key leaders within a B2B organization should play an active role in the information-gathering, discussions and roll-out of pricing and its policies. People are quick to debate pricing models and numbers.

Pricing 50

Pricing Price Work Management Marketing Management 50

Terminus

NOVEMBER 13, 2019

When I joined Terminus back in 2016, I announced my new position as CPO with a manifesto of sorts. As a product creator and innovator, I wanted to plant my flag in the next wave of leading B2B MarTech solutions and create something special with Terminus. Cut to now, and account-based marketing isn’t so new anymore.

Top of Funnel 20

Top of Funnel Account Based Marketing Lead Ranking Marketing Qualified Leads 20

Mereo

MAY 11, 2023

Our solution management experts at Mereo independently researched 20 B2B software companies, including application and platform providers. Selling organizations must stand on objective, solid, repeatable ground each time they set about pricing a new solution or bundle. Learn more about Nextworld’s successes here.

Pricing 41

Pricing Price Enterprise Management Marketing Management 41

Mereo

NOVEMBER 15, 2023

2) THE GRAYING OF LINES BETWEEN SALES AND MARKETING RESPONSIBILITIES Many sophisticated B2B organizations are seeing their sales and marketing responsibilities blurring and overlapping. Download the Mereo Sales Organizational Roles Guide for the most common sales structures that leading B2B organizations follow.

Work Management 41

Work Management Marketing Management Peer-to-peer Lead Ranking 41

Mereo

MAY 18, 2023

and identifying products that will pull this product into a sale or vice-a-versa Market and Environment Trends: Like regulatory and compliance drivers, as well as overall economic market trends UNLOCK YOUR ULTIMATE PRICING POWER A B2B Leader’s Guide to Pricing Strategy Workbook provides B2B leadership with the comprehensive four key pricing principles (..)

Pricing 36

Pricing Price Effectiveness Cross-Selling 36

Mereo

MAY 25, 2023

UNLOCK YOUR ULTIMATE PRICING POWER A B2B Leader’s Guide to Pricing Strategy Workbook provides B2B leadership with the four key pricing principles and the six steps that will lead you to a successful pricing strategy and outcomes.

Pricing 36

Pricing Price Bundling Marketing Management 36

Mereo

SEPTEMBER 15, 2022

Product-led growth (PLG) has been a rising strategy of late in the B2B sphere — especially within the private equity investment space when it comes to Software as a Service (SaaS) portfolio companies. In many ways, PLG aligns with a number of key product management strategies and practices the leading B2B organizations follow.

Work Management 36

Work Management Marketing Management Product Lead Ranking 36

Mereo

JANUARY 27, 2021

While B2B product management teams around the globe are convening to refresh their solution strategy for the next two to five years, most will never actually succeed. In fact, according to Harvard Business Review, each year more than 30,000 new products are launched — and a whopping 95% of them fail ( 2019 ). A major lack of validation.

Validation 88

Validation Work Management Marketing Management Marketing & Strategy 88

Valasys

APRIL 5, 2019

This represents the largest areas for B2B marketing investment. Face-to-face events account for 18% of B2B marketing expenditure and have become the number one demand tactic for B2B marketers. By using the Akkroo iOS and Android app, Akkroo gives B2B marketers the power by letting them collect leads at any trade show or event.

CPO 49

CPO Enterprise Management B2B Top of Funnel 49

Metadata

JANUARY 8, 2024

It’s time to say goodbye to the demand generation metrics you love B2B marketers are creatures of habit, and that includes leaning on the same metrics we’ve used for years to measure the impact of our demand generation strategies. Despite the rise of digital marketing, B2B buyers still trust their peers more than anyone else.

Cost per Lead 52

Cost per Lead Demand Ideal Customer Profiles Marketing Analytics Tools 52

Mereo

MARCH 24, 2022

Recent studies from CSO Insights found that only 23% of B2B buyers prefer to engage salespeople to solve their business problems. Generating high-quality leads is no easy feat, and as buyer power continues to increase, successful business development is only getting harder.

High Quality Lead 48

High Quality Lead Business Sales Qualified Leads Marketing Management 48

ClickZ

OCTOBER 27, 2020

Gediehn, who typically focuses on B2C clients, has noticed a growing need for B2B companies to do more digital marketing because of COVID-19, particularly in the realm of sales support that directly contributes to business growth. Jon Miller is the CPO at Demandbase. B2B marketers typically spend a lot of their budget on events. “B2B

Marketing Automation Services 131

Marketing Automation Services Marketing Automation Automation Work Management 131

Mereo

APRIL 28, 2022

Every sports team has this unity — and B2B organizations also possess this culture and strategy. We win when our teams win, and, while we do not lose much (at least over the last decade plus), we lose when our teams lose. We find community and purpose that lasts a lifetime. The Baylor Family is a culture, it is a purpose and it is a calling.

Lead Scoring 36

Lead Scoring Lead Ranking Marketing Management Forrester 36

PathFactory

FEBRUARY 19, 2020

At the heart of every B2B purchase decision, buyers and customers need to consume content to inform their decision-making. The Birth Of The B2B Consumer , Stephen Casey, Principal Analyst, Forrester. . – The Birth Of The B2B Consumer , Stephen Casey, Principal Analyst, Forrester.

Marketing Websites 69

Marketing Websites CPO Amazon Top of Funnel 69

PathFactory

JUNE 24, 2021

B2B marketers have a major content ROI problem. In their place are B2B buyers who expect the same seamless, self-directed content experiences they’ve come to enjoy in their consumer lives on platforms like Netflix and Spotify. As B2B marketers, it’s time for us all to step up and follow suit. Here are three big takeaways: 1.

ROI 52

ROI Top of Funnel Forrester CPO 52