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 like how the company has made use of AI capabilities more seamless inside the core cloud products and has focused on ‘productivity’ use cases as low hanging fruit.

Marketing Analytics Tools 130

Marketing Analytics Tools Product Marketing Automation Services User-Generated Content 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. Things might have shifted dramatically.

Generation 182

Generation Cross-Selling B2B Lead Ranking 182

ANNUITAS

JANUARY 20, 2023

Originally used to describe retailers with both websites and brick-and-mortar stores, omnichannel is now an industry buzzword you see everywhere. Omnichannel marketing, the way a lot of companies handle it, might as well be called the “throwing spaghetti” approach. What does this word mean? What’s the Problem?

Top of Funnel 130

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

ANNUITAS

NOVEMBER 16, 2020

We want to share it with you, our marketing community, and others in the industry so we can have real conversations about what is going on in the crazy world of demand marketing. . With previous experience working in the food, finance, and non-profit industries, Scott has gained even more exposure through his work at ANNUITAS.

Demand Generation Agencies 130

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

ANNUITAS

AUGUST 27, 2020

To correctly qualify a lead, sales and marketing need to know: Is the company the right fit? Is the contact at the company the right person with the authority to move a deal forward? Knowing the company, company size, industry, location, etc. How big is the deal potential and when will it likely close?

Ideal Customer Profiles 147

Ideal Customer Profiles Lead Ranking Sales Qualified Leads Budget Programs 147

ANNUITAS

AUGUST 4, 2020

We leverage secondary-source industry research specific to the company and/or its industry. We ALWAYS interview current customers AND non-customers; we never let clients intermediate this research. We conduct a detailed audit of current lead-to-revenue processes and of the end-to-end marketing and sales technology stack.

Planning 147

Planning Marketing Plans Demand Peer-to-peer 147

ANNUITAS

APRIL 9, 2020

For example, collaborating face-to-face, be it for sales trainings, at industry events, onsite workshops or Executive Summits – is not an option now, and likely won’t be for many months. All businesses must evolve if they want to stay current with their audience and competitive within their industry. Kudos to you.

Peer-to-peer 264

Peer-to-peer Demand Validation Demand Generation 264

ANNUITAS

NOVEMBER 5, 2020

Navigating the relationship between marketing and sales can be nuanced, especially when you take into consideration variances in lead hand-off processes across industries. Knowing the difference between a lead and a qualified lead is where most companies fall short. Your Marketing and Sales Teams Are Misaligned.

Top of Funnel 147

Top of Funnel Lead Ranking Sales Qualified Leads Lead Scoring 147

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

MAY 28, 2020

We also found that certain personas and industries are more likely to respond to webinars than others. For example, an Analyst from the Healthcare industry is more likely to attend a webinar than an Analyst in Banking and Financial Services. That means that you need to be ultra-targeted in your webinar planning. Paid Search.

Top of Funnel 147

Top of Funnel Demand Webinar Metrics Paid Search Agency 147

ANNUITAS

FEBRUARY 10, 2020

Companies are starting to consider “go-to-market” more holistically and so they’re building teams focused around integrative concepts such as “ Revenue Operations” (RevOps) and “ Strategic Demand.” This is a substantial change for most companies in the marketplace. Why transform demand?

Demand 113

Demand Lead Ranking Buyer's Journey Work Management 113

ANNUITAS

MARCH 19, 2020

And for many B2B companies, they are struggling to do so without live interactions, especially events. Especially for ‘high-context’ industries, such as healthcare and financial services, where peer-to-peer interactions and references are key parts of the buying process. Website [4.03%]. Nurture [2.65%]. PPC [1.82%].

Top of Funnel 232

Top of Funnel Planning Demand Elasticity 232

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

NOVEMBER 15, 2021

Change in the working environment, change in the tools companies are using, and change in how buyers seek information and make purchases. ANNUITAS Research conducted interviews with sales leaders across industries to see how this change has impacted both sales strategy and day-to-day life. Adaptability to changing environments.

Work Management 246

Work Management Marketing Management Ad Building Sales Qualified Leads 246

ANNUITAS

JULY 7, 2016

I may not be splitting atoms or curing cancer, but I’m helping enterprise companies understand their buyers, leverage technology, and build marketing programs that will generate real results which are ultimately, measured by revenue. There are always people within the client company who believe in what we’re working towards.

Demand Generation 100

Demand Generation Consulting Demand Generation 100

ANNUITAS

MAY 26, 2015

I was recently leading a Demand Generation workshop where one of the attendees asked “what approach they should take to develop a vertical or industry aligned marketing strategy.” A few weeks ago I was speaking to a CEO of a small business in a completely different industry than my own. Let me explain further. Buying Committees.

Verticals 100

Verticals Marketing Strategy Marketing & Strategy Paid Search Agency 100

ANNUITAS

APRIL 28, 2016

The technology-driven world we live in is full of data–endless amount of data about your industry and your customers. Keynote speaker Troy Carter , founder, chairman and CEO of Atom Factory gave us a different take on personalization coming from the music industry. It’s almost inexcusable to not leverage it!

Personalization 100

Personalization Marketing Automation Services Paid Search Agency Buzz 100

ANNUITAS

SEPTEMBER 25, 2014

I was recently leading a Demand Generation workshop where one of the attendees asked “what approach they should take to develop a vertical or industry aligned marketing strategy.” A few weeks ago I was speaking to a CEO of a small business in a completely different industry than my own. Let me explain further. Buying Committees.

Verticals 100

Verticals Marketing Strategy Marketing & Strategy Paid Search Agency 100

ANNUITAS

MAY 13, 2020

A Nielsen blog post notes : Marketers in every industry have one common goal: Prove that marketing efforts help drive more revenue… . For most companies, marketing attribution is a continual process of chasing credit for leads and proving the worth of marketing altogether. What do we mean by lift? Incrementality.

Demand 147

Demand CMS Development Marketing Attribution Budget Programs 147

ANNUITAS

JUNE 25, 2020

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. The biggest risk in marketing today is for companies to come across as tone-deaf and insincere.

Cost per Lead 147

Cost per Lead Enterprise Management Work Management Marketing Management 147

ANNUITAS

OCTOBER 25, 2016

From time to time on the ANNUITAS blog we have the opportunity to sit down with those in the B2B Marketing and Sales industry and get their take on the market and trends that are happening in the space. We work with B2B companies to enable their sales teams, particularly when the strategy or sales message is changing.

Consulting 153

Consulting B2B Sales Demand Generation Work Management 153

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. Many companies have heaps and heaps of data sitting in many different databases, spreadsheets, documents, and perhaps even on the backs of cocktail napkins. They don’t have to be.

Marketing Analytics Tools 140

Marketing Analytics Tools Tips Correlation Sample 140

ANNUITAS

APRIL 20, 2020

While this may be the case for some companies right now, it won’t be for long. of company revenue in 2016 to 10.5% This isn’t a light lift as it involves making sure that the MAP, CMS, CRM, and analysis tool that your company uses are all configured in such a way that performance can be connected back to contact-level behaviors.

Elasticity 147

Elasticity Effectiveness Marketing Budget Top of Funnel 147

ANNUITAS

OCTOBER 7, 2020

As recent market and industry developments over time have shown, however, it isn’t ‘the answer’ to demand that many claimed, and has instead been consigned to its proper place within the context of strategic demand marketing. But it’s still a platform, and as such, is in need of a broader demand strategy.

Account Based Marketing 147

Account Based Marketing ABM Banner Ads Demand Generation 147

ANNUITAS

MARCH 29, 2016

Marketing Software Provider Recognizes ANNUITAS’ Industry Leadership. Presented by Marketo, the leading marketing software and solutions provider, the Revvie Awards program recognizes companies that effectively use Marketo to attract and engage customers.

Marketo 100

Marketo Enterprise Management Marketing Management Demand Generation Agencies 100

ANNUITAS

APRIL 7, 2016

This is a terrible place to be, and many companies overcompensate by over-correcting, and plunging in the opposite direction only to land in The Chasm of Trash Leads, where the bar is so low that anyone with a pulse and an email address is passed to sales. Content is what connects your customers to your company. Know your buyer-.

Lead Qualification 100

Lead Qualification B2B B2B Thought Leadership Lead Scoring 100

ANNUITAS

JULY 16, 2020

Even though you may be using what you believe are industry-standard terms, is everyone speaking the same language? There are two must-have components to building alignment when it comes to transforming demand marketing. Mutually agreed upon definitions are the building blocks of this process. Listening is critical.

Lead Ranking 147

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Marketing Management 147

ANNUITAS

JUNE 30, 2013

Industry observers say the acquisition helps to fill some gaps in Adobe’s Marketing Cloud but still leaves the company without a CRM platform. News & Press'

Buy 100

Buy Press Acquisitions CRM 100

ANNUITAS

MAY 13, 2021

Go-to-market falls apart at execution: Don’t get me wrong, many companies have a very clear view of their target customer. But when it comes to their go-to-market approach, most companies continue to engage in random acts of sales and marketing, and so-called ‘growth strategies’ subsequently fall apart at execution.

Enterprise Management 130

Enterprise Management Marketing Automation Services Analysis Work Management 130

ANNUITAS

SEPTEMBER 20, 2016

Most industries have gaps worth exploiting in the decision making content arena. It’s different across industries, companies, and personas, but if you speak with enough people, you’ll have a good stable of buying triggers to rally your engagement content around. It doesn’t mean it’s all about your product either.

Top of Funnel 100

Top of Funnel B2B Thought Leadership Thought Leadership Content 100

ANNUITAS

APRIL 8, 2013

Marketing is a vibrant profession in Australia and we are in need of new talent entering the industry. Data is the first step to this and many companies are currently investing heavily to get themselves into a position where they can understand their data and respond to it. That is why it plays a key role in demand generation.

Demand Generation Agencies 100

Demand Generation Agencies Advertisements Advertising Demand Generation 100

ANNUITAS

OCTOBER 25, 2016

From time to time on the ANNUITAS blog we have the opportunity to sit down with those in the B2B Marketing and Sales industry and get their take on the market and trends that are happening in the space. We work with B2B companies to enable their sales teams, particularly when the strategy or sales message is changing.

Consulting 100

Consulting B2B Sales Demand Generation Work Management 100

ANNUITAS

OCTOBER 25, 2016

From time to time on the ANNUITAS blog we have the opportunity to sit down with those in the B2B Marketing and Sales industry and get their take on the market and trends that are happening in the space. We work with B2B companies to enable their sales teams, particularly when the strategy or sales message is changing.

Consulting 100

Consulting B2B Sales Demand Generation Work Management 100

ANNUITAS

JANUARY 31, 2013

Gone are the days of buyers contacting companies directly to learn about a product or service. Right now, buyers are online reading about industry trends and discovering new ways to deal with their everyday issues. The B2B buyer’s journey has changed. Enter content marketing. .

Top of Funnel 100

Top of Funnel Work Management Marketing Management Marketing Automation Services 100

ANNUITAS

OCTOBER 17, 2010

Gaffney: I think there has been a fundamental shift—from start-ups to large companies—where marketing is now expected to have an active role in the revenue generation process. The Annuitas Group: Based on the stats that are being pushed to the market, most companies are still struggling with lead generation. Gaffney: Absolutely.

Marketing Automation Services 100

Marketing Automation Services Demand Marketing Management Web 2.0 100

ANNUITAS

DECEMBER 2, 2014

The numbers show that companies that “know” big data have more success with their marketing as well as a better relationship with their customer. Many of these are a result of what is going on in a specific industry. This will only be accomplished by researching your buyers’ industry. Talk With Sales. Do The Research.

Studies 100

Studies Forecasting Paid Search Agency Organic Leads 100

ANNUITAS

MARCH 19, 2013

If this is ringing true in your company, perhaps it’s time to take a step back and reassess how well you know your prospects and customers. In case you think your company or sales team knows the answer to this question, think again. Yet, according to Forrester , only 14% of marketers align compelling content with buyers’ journeys.

Buyer Personas 100

Buyer Personas Buying Cycle Forrester Buyer's Journey 100