ANNUITAS

JULY 17, 2014

I was recently onsite with a prospect and was told that if this company could simply add $10,000 to every customer renewal each year they would add $400,000,000 in incremental revenue to the bottom line. For marketing leaders that want to make a profound impact to their companies’ revenue, data analysis should be made a top priority.

Paid Search Agency 100

Paid Search Agency Companies Demand Generation Data Hygiene 100

ANNUITAS

AUGUST 11, 2011

While marketing automation continues to grow, companies are still looking to get the value from their investments and show their impact on revenue. One of the key components to improving the value and contributing to revenue is the development of an end-to-end lead management process. How marketing automation enables lead management.

Lead Management 100

Lead Management Webinar Metrics Marketing Automation Automation 100

ANNUITAS

OCTOBER 5, 2023

But at its last month’s Dreamforce event in San Francisco, the company took the AI concept and ran with it — with AI being the central theme of this year’s conference. We can’t really get into all of the AI announcements across all of the clouds, and we certainly will dig into the go-to-market focused additions in a subsequent brief.

Marketing Analytics Tools 130

Marketing Analytics Tools Product Marketing Automation Services User-Generated Content 130

ANNUITAS

MARCH 1, 2023

As companies look to embody a Converged Growth mindset , a CGO is needed to lead the charge from both a strategic and “day to day” perspective. We have been making quite a bit of noise about how important it is for enterprises to name a Chief Growth Officer (CGO).

Positioning 130

Positioning Marketing Analytics Tools Enterprise Management Customer Satisfaction 130

ANNUITAS

NOVEMBER 22, 2023

What does this repositioning mean, and what are some of the product developments Drift is delivering to support this repositioning? The company says it is re-positioning because it is looking to move beyond its legacy of conversational marketing (aka “chat”) to become what it calls a “ Buyer Engagement Platform ”.

Ideal Customer Profiles 130

Ideal Customer Profiles Positioning Marketing Analytics Tools Lead Ranking 130

ANNUITAS

JANUARY 20, 2023

Omnichannel marketing, the way a lot of companies handle it, might as well be called the “throwing spaghetti” approach. Does your company have a presence in the channels your potential customers are using? Developing an omnichannel strategy that works for you may take some time, but we promise it’s well worth it.

Top of Funnel 130

Top of Funnel Paid Social Agency Digital Marketing Funnels Advertising Mediums 130

ANNUITAS

NOVEMBER 29, 2023

The major flaws in the CMO role today include: – CMOs define their remit in terms of ‘owning’ all marketing functions: Perhaps what most derails a CMO is taking a functional, top-down view of his/her remit — i.e., viewing the CMO as the ‘head of all marketing functions’ at a company.

CMO 147

CMO Positioning Marketing Analytics Tools Peer-to-peer 147

ANNUITAS

OCTOBER 11, 2023

ANNUITAS has spent the last decade developing its methodology to help go-to-market organizations better orchestrate customer engagement and drive lift to revenue – solving the challenge of go-to-market execution and transforming (often disconnected) go-to-market activities into an optimizable Perpetual Growth Engine.

Marketing Analytics Tools 130

Marketing Analytics Tools Enterprise Management Work Management Marketing Management 130

ANNUITAS

AUGUST 4, 2020

The starting point in developing a Strategic Demand Marketing Plan is what we refer to at ANNUITAS as ‘context analysis.’ ’ Specifically, developing the insights that are needed to understand the customer journey and shape our go-to-market around this journey. Development. The Insight Phase.

Planning 147

Planning Marketing Plans Demand Peer-to-peer 147

ANNUITAS

FEBRUARY 16, 2023

This includes the post-sales arc – Succeed, Develop, Grow. Best in class companies see net dollar retention rates of up to 120%, meaning that for every dollar they took in from a customer last year, they expand relationships by an average of 20%. An effective CGO needs to consider and strategize around the entirety of go-to-market.

Lead Ranking 130

Lead Ranking Top of Funnel Peer-to-peer Paid Search Agency 130

ANNUITAS

JANUARY 21, 2020

Moreover, does your approach to building demand equate to some combination of the following: Hire more sellers (or “lead development reps” or “demand generation reps”) and ask them to make more outbound calls. Ask these sellers to target specific companies with outbound emails as your account-based approach. What are your next steps?

Ideal Customer Profiles 238

Ideal Customer Profiles Demand Generation Agencies Demand Generation Budget Programs 238

ANNUITAS

AUGUST 19, 2022

Companies generate tremendous waste by having sales, marketing and customer service teams that are not only not coordinated, but that are at odds in their objectives and programs. Consider the enormous investment marketing teams have made in technology, data, and skills development. Thus, alignment is more critical than ever.

Lead Ranking 130

Lead Ranking Paid Search Agency SIC Research 130

ANNUITAS

AUGUST 21, 2023

Pre-sale DX progresses through Engagement, Nurturing and Conversion of prospects; post-sale DX progresses through Success, Development and Growth of customers. It defines their customer journey through the lens of the information requests, the stakeholder and engagement channel interactions and the buying phases.

Marketing Analytics Tools 130

Marketing Analytics Tools Demand Optimization Work Management 130

ANNUITAS

JUNE 25, 2020

Developing and delivering upon a growth strategy is the most important mandate for a today’s successful CMO. Companies (and growth leaders) who successfully align their people, processes, content, and technology around the customer journey deliver up to 10 times more sales growth * than organizations who do not unite all of these elements.

Cost per Lead 147

Cost per Lead Enterprise Management Work Management Marketing Management 147

ANNUITAS

NOVEMBER 16, 2020

With experience in both agency settings (Epsilon, Targetbase) as well as client-side (Hewlett-Packard), Jennifer has developed a deep proficiency for demand marketing and the strategy that goes into developing and building complete demand marketing programs for a variety of clients. .

Demand Generation Agencies 130

Demand Generation Agencies Paid Search Agency B2B Thought Leadership Advertising Agencies 130

ANNUITAS

FEBRUARY 3, 2022

Yes, Millennials are well established as decision makers in B2B companies, and even if not the decision maker, research shows that others are highly likely to seek a Millennial’s input. Companies can’t seem to reach all audiences without alienating one group or another. This presents a challenge.

Generation 182

Generation Cross-Selling B2B Lead Ranking 182

ANNUITAS

SEPTEMBER 3, 2020

’ And it is an indictment of the poor Customer Experience that results when companies build their go-to-market around an (inside-out) sales interruption mindset, instead of operationalizing go-to-market activities around (outside-in) customer journey. And this company was a major proponent of sales cadences. What is the solution?

Ideal Customer Profiles 147

Ideal Customer Profiles Marketing Automation Services Trigger Marketing Demand 147

ANNUITAS

APRIL 10, 2023

In short, when companies treat their sales model as a linear journey, they fail to consider their customers’ engagement with the company over a lifetime. Ultimately, developing a customer journey is only helpful if you do it right. What about what comes after? That’s a big problem for three reasons: 1.

Ideal Customer Profiles 130

Ideal Customer Profiles Top of Funnel B2B Thought Leadership Lead Ranking 130

ANNUITAS

FEBRUARY 3, 2020

But while most companies understand that they need to increase their personalization efforts, few are taking steps to improve their actual interactions with prospects – especially in the sales department. We’ve all heard them, and most companies have their own version of the following acronyms: CHAMP, BANT , FAINT, ANUM.

Peer-to-peer 173

Peer-to-peer Work Management Marketing Management Sales Qualified Leads 173

ANNUITAS

FEBRUARY 28, 2022

While companies learned to efficiently handle the data and implement systems, the concept has consistently slipped farther down into the Digital Marketing Trough of Disillusionment. It’s time for companies to learn how to build a customer-centric ABM experience instead of using ABM tools to just run more interruptive campaigns.

Account Based Marketing 147

Account Based Marketing ABM Ideal Customer Profiles Ad Building 147

ANNUITAS

DECEMBER 14, 2022

B2B companies face increasing challenges as resignations rise and buyer preferences shift”. He’s developed the go-to-market strategy that we’ll be implementing in Q1 of next year,” she said. In fact—Randy, you might even go down in the history of this company. banks warn of recession as inflation hurts consumers; shares fall”.

Marketing Analytics Tools 130

Marketing Analytics Tools Planning Peer-to-peer Ideal Customer Profiles 130

ANNUITAS

MARCH 8, 2022

And while a majority of companies see the value of chat ( a recent report by Drift found that 74% of its survey respondents were planning to add a chat solution to their marketing strategy) unfortunately, most companies aren’t maximizing their investment. But most companies are using chat in only one of those roles.

Marketing Automation Services 130

Marketing Automation Services Lead Ranking Tools Top of Funnel 130

ANNUITAS

AUGUST 19, 2020

Putting the customer at the center of everything has been the cornerstone for successful growth strategies for decades, so nearly 10 years ago, a group of tech companies built a formulaic approach to growth that centered around the customer experience and called it “ growth marketing ”. This is the macro experience. Macro Experience.

Touchpoints 147

Touchpoints Multi-Channel Buyer's Journey Trigger Marketing 147

ANNUITAS

MARCH 4, 2020

Too often Growth Marketers are focused on “… unconventional tactics used by companies to achieve explosive growth in a short amount of time. …. Too much of the experience and focus of Growth Marketing has been applied to ‘growth-stage’ companies, but on a larger scale, growth marketers have struggled. Random acts.

Growth Marketing 247

Growth Marketing Top of Funnel Demand Enterprise Management 247

ANNUITAS

SEPTEMBER 28, 2022

Accenture : “It’s common to see deeper silos from well-established companies that have existed for a long time … more defined boundaries of where marketing activities end, and sales activities begin.”. Developing something we refer to as a Conversation Track Architecture. The starting place for this approach?

Ideal Customer Profiles 130

Ideal Customer Profiles Enterprise Management Marketing Analytics Tools Work Management 130

ANNUITAS

DECEMBER 11, 2023

In fact in many cases, these random acts of marketing barely cover existing customer churn and leave companies with a flat business, eroding growth. The result is automated content development, automated emails, automated chat prompts, automated lead identification, automated segmentation … you get the point. This may never change.

Marketing Analytics Tools 130

Marketing Analytics Tools Paid Search Agency Planning Budget Programs 130

ANNUITAS

OCTOBER 27, 2023

Salesforce’s longer-term vision, however, is strategic — with the company eyeing a model where AI powers a more seamless, multi-channel (and multi-persona), full journey orchestration of customer engagement. To move beyond core productivity gains (i.e.,

Marketing AI 130

Marketing AI Marketing Analytics Tools Enterprise Management Marketing Automation Services 130

ANNUITAS

AUGUST 30, 2016

Data gets a bad name in the industry, often times carrying the stigma that developing a data strategy or conducting data analysis are difficult. Given that development, big data analytics has now become a field focused on taking massive databases and turning them into actionable insights. They don’t have to be.

Marketing Analytics Tools 140

Marketing Analytics Tools Tips Correlation Sample 140

ANNUITAS

FEBRUARY 25, 2020

A Salesforce report highlights that 72% of B2B customers expect personalized experiences, but only 27% of them believed that companies overall meet their standards of the experience. Due to these high expectations, B2B companies in general aren’t doing a good enough job of personalizing content for their prospective customers.

Personalization 147

Personalization Buyer Personas B2B Marketing Management 147

ANNUITAS

APRIL 14, 2015

I was reminded today of my own story of professional growth and development. I took classes in HTML and the Adobe Creative Suite, gaining skills which I immediately put to use and leveraged to grow our marketing engine and better control and make changes in email marketing and website development. These companies get it.

Marketo 100

Marketo Class Training Budget Programs 100

ANNUITAS

OCTOBER 31, 2023

For many, the obvious contenders are content ideation and development for various marketing and sales use cases, as well as chat and sales enablement for prospect and customer conversations. “Winning B2B companies go beyond account-based marketing and disproportionately use hyper-personalization in their outreach.”

Marketing Analytics Tools 130

Marketing Analytics Tools Ideal Customer Profiles Marketing AI Sales Management 130

ANNUITAS

DECEMBER 10, 2015

I’ve had some candid conversations with my stakeholders about the efficacy of our current programs and what our most pressing training and development needs for the coming year. Insufficient Resources: Is your company still running on Windows 98? plus looking at opportunities for 2016.

Training 100

Training Resource Management Class Press 100

ANNUITAS

OCTOBER 17, 2014

Engaging today’s hyper-connected, self-sufficient buyer is a challenge for enterprise companies operating in different markets. Gather stakeholders from each major market and team in your company to develop these themes and then use them as a blueprint for your messaging strategy in the quarter to come.

Practices 100

Practices Buyer Personas Multi-Channel Best Practices 100

ANNUITAS

JANUARY 19, 2016

As Peter Drucker famously said, “Culture eats strategy for breakfast” and if you’ve been lucky enough to experience an amazing company culture (directly or indirectly), it is so true. What makes a strong company culture? How do you develop one? Can you even develop one? Why is culture so important?

Act-On 100

Act-On Organization Activities Marketing Strategy 100

ANNUITAS

MAY 13, 2020

For most companies, marketing attribution is a continual process of chasing credit for leads and proving the worth of marketing altogether. A frequent question is where the company name ANNUITAS comes from. On its face, it would seem that marketing attribution is a critical KPI for assessing the impact of demand marketing programs.

Demand 147

Demand CMS Development Marketing Attribution Budget Programs 147

ANNUITAS

APRIL 23, 2014

There are some great studies out there focusing on content strategy (specifically) or buyer behavior, but nothing that really shines a light on how large companies run Demand Generation … with an emphasis on large. This survey will limit all respondents to B2B companies with $500M in revenue, which is unusual for a survey like this.

Demand Generation 100

Demand Generation Enterprise Management Demand Generation 100

ANNUITAS

MAY 5, 2016

A research-based, customer-centric strategy must always drive the development and approach of any Demand Generation program. In order for the company to see a change and align the people, process, content and technology with [their] buyers, [they] needed a plan, and the process would be more complex than replicating an existing strategy.”

Demand Generation 100

Demand Generation Demand Generation Forrester 100