LeanData

MAY 6, 2022

Forrester bills its B2B Summit North America as “the premier event for B2B marketing, sales and product leaders to empower their strategies, fuel the revenue engine and drive the business forward.” Leads were too small, accounts were too big, but an opportunity-centered model was “just right.”. What is the B2B Revenue Waterfall?

De-duping 96

De-duping Marketing Automation Services Lead Ranking B2B 96

NetLine

JUNE 21, 2022

Over the years, we’ve talked at length about the best ways to follow up with leads and how to keep them engaged. . Let’s establish what lead nurturing is and why staggering your initial follow-up message is crucial to your success. What is B2B Lead Nurturing? How to Know When to Follow Up With Your Leads. hours to 33.3

Lead Nurturing 126

Lead Nurturing Lead Ranking Marketing Qualified Leads Sales Qualified Leads 126

Martech

DECEMBER 8, 2021

“The buyer process is changing a lot and it’s not going back to the way it was. We describe what B2B marketers are trying to do as ‘precision demand marketing.'” We have to meet them where they are and how they want to show up in the buying process.” They call the shots.” The product roadmap.

Account Based Marketing 71

Account Based Marketing Buy Process Marketing Automation Services 71

Martech

JULY 14, 2022

Last year, Forrester Research found the average number of buying interactions occurring during the purchase process soared by 10 to 27 in 2021. The vendors respond. Consolidation of ABM and demand gen. Another notable development among ABM vendors is the move to consolidate ABM with demand generation.

Account Based Marketing 115

Account Based Marketing Enterprise Management Work Management Marketing Management 115

Biznology

FEBRUARY 23, 2018

I’ve long observed that B2B marketers focus too much on lead generation, and not enough on current customer expansion and retention, which is, after all, where the bulk of profits lie. For years, B2B marketers have focused on demand generation, or top-of-the-funnel activities. Others include it as part of the demand gen.

Top of Funnel 205

Top of Funnel Work Management Marketing Management Churn Rate 205

ANNUITAS

DECEMBER 11, 2023

Wordstream’s annual Google Ads benchmarks study for 2023 reported that average paid search conversion rates went down 10% and cost per lead increased 20%, year-over-year. 2 – This also speaks to the need to get more serious about offline engagement channels – perhaps leading to a unique ‘arbitrage moment’ for field marketing in 2024.

Marketing Analytics Tools 130

Marketing Analytics Tools Paid Search Agency Planning Budget Programs 130

PathFactory

SEPTEMBER 15, 2021

Forrester reports that over 80% of purchases now involve complex buying groups, and 63% include at least four people — compared to 47% in 2017. The number of interactions during the purchase process has also increased, rising from an average of 17 in 2019 to 27 in 2021. This has further fueled the need for more content.

Process 52

Process Multi-Touch Attribution Top of Funnel Marketing AI 52

ANNUITAS

JANUARY 6, 2015

Marketers will again be challenged to keep pace with these advancements and will need to do more in order to connect with their buyers and show demonstrable ROI as a result of their Demand Generation and Content Marketing Strategies. This campaign approach leads to a very convoluted buying experience for the buyers. The best news?

Demand Generation 100

Demand Generation Demand B2B Marketing Marketing Automation Services 100

SnapApp

JANUARY 15, 2019

In the same way, if you tried to build a B2B demand generation strategy based on faulty assumptions–or outright myths–you’d probably fail, too. Demand generation marketers, in particular, have a patchwork of myths to work through. The more pitfalls you can avoid as you plan a B2B demand strategy, the better.

Demand Generation Agencies 99

Demand Generation Agencies Demand Generation Top of Funnel Webinar Metrics 99

Inbox Insight

AUGUST 12, 2019

Lead generation is an essential element of demand generation but if you think the work stops there, here’s some bad news…. 79% of marketing leads don’t convert ( HubSpot). But before you hang up your coat, here’s a collection of lead nurturing best practices worth exploring. Why persevere with lead nurturing?

Lead Nurturing 81

Lead Nurturing Lead Scoring Lead Ranking Top of Funnel 81

Valasys

OCTOBER 9, 2019

Engagio has grabbed the number one position among the top 20 Account-Based Marketing vendors deduced from 1,500 manager surveys, analyst opinions & vendor evaluations. In a press release by Research In Action GmbH, Engagio ranked first on the matrix & outlasted the other Top 19 global vendors.

Enterprise Management 51

Enterprise Management Work Management Marketing Management Account Based Marketing 51

Salesforce Marketing Cloud

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. In channel sales, companies (here we’ll call them vendors) sell through intermediaries. Franchisees pay to use a brand’s identity, processes, and business model to sell that brand’s products or services. Franchisees.

Enterprise Management 111

Enterprise Management Work Management Advertising Channels Marketing Management 111

Customer Experience Matrix

DECEMBER 27, 2010

Summary: The first of three posts describing my new scoring system for B2B marketing automation vendors. I’ve finally had time to work up the vendor scores based on the 150+ RFP questions I distributed back in September. vendor strength , which assesses a vendor’s current and future business position.

Marketing Automation Services 120

Marketing Automation Services Lead Scoring Lead Ranking Vendors 120

Madison Logic

FEBRUARY 7, 2024

And while genAI is only expected to grow more sophisticated, solely relying on it to produce customized content will lead to a generic and irrelevant story that won’t resonate with your audience. Personalization is no longer a nice touch—it’s a buyer demand. Privacy should not limit your scale, personalization, or impact.

Marketing AI 52

Marketing AI Work Management B2B Marketing Marketing Management 52

ANNUITAS

DECEMBER 16, 2014

of those in B2B Enterprises who are responsible for Demand Generation state they are highly effective in reaching their goals – ANNUITAS. Only 13% of vendors that were reviewed passed the “B2B Customer Engagement Test” – Forrester. Prediction 2: The Gap Between Vendors and Customers Will Continue To Grow.

Forrester 100

Forrester Demand Generation Top of Funnel Marketing & Strategy 100

Martech

MAY 4, 2022

“It’s provocative [for us] to position ABM as entirely different from the status quo of demand gen,” said Jodi Cerretani, senior director of demand generation at RollWorks, in her presentation at The MarTech Conference. Re-engage lost marketing-qualified leads. Click here to download! Action in-market accounts.

Account Based Marketing 103

Account Based Marketing ABM Webinar Metrics Effectiveness 103

SmartBug Media

MAY 13, 2022

"Intent data takes the mystery out of how to prioritize and create your marketing campaigns," says Mitchell Hanson, Senior Director of Demand Generation at ZoomInfo. "It According to a Demand Gen Report survey of companies leveraging intent data in marketing: 80 percent say intent helped account prioritization and scoring.

Intent Data 98

Intent Data Work Management Intent Marketing Management 98

Top Rank Marketing

SEPTEMBER 4, 2023

As many as 65% of B2B buyers feel vendors aren’t demonstrating an adequate understanding of their needs during the marketing and sales process, and only 25% of B2B customers feel their expectations for personalized experiences are being met. According to Forrester’s 2023 budget planning survey , 86% of U.S.

Enterprise Management 83

Enterprise Management Work Management Marketing Management B2B Marketing 83

Lattice

MAY 17, 2016

This is due to a number of factors, including that customers now have technology at their fingertips to research the tools they need, and make their displeasure known if a vendor doesn’t follow up on the promises they made. Image courtesy of Forrester Research, Inc.

Forrester 100

Forrester CMO Demand Generation Acquisitions 100

PathFactory

MAY 20, 2022

Well, that’s what I get in spades at Forrester Summit – for me personally and for PathFactory in general. I love Forrester Summit – always have done, always will. So, what validation did I get from Forrester Summit? Let’s dig into these two macro trends in more detail.

Top of Funnel 52

Top of Funnel Enterprise Management Work Management Marketing Management 52

Sales Engine

AUGUST 24, 2015

Where these goals are important, they place second and third to the ultimate goal of content marketing—to generate leads and increase revenue. On the buyer side, when a company was evaluating for a business commodity or a piece of software, they would talk to an analyst and find out who the top vendors were. Now it’s not that way.

Demand Generation Agencies 120

Demand Generation Agencies RFP Thought Leadership Paid Search Agency 120

Martech

FEBRUARY 4, 2022

We’re moving away from that traditional demand generation linear funnel and more to an account-based marketing structure, where marketing, sales, and customer success are working together in concert.”. Source: Auseh Britt. One of the things that we learned in this report was that B2B has been evolving over the last several years,” Britt said.

Account Based Marketing 115

Account Based Marketing Webinar Metrics ABM Ideal Customer Profiles 115

ClickZ

JULY 9, 2020

30-second summary: Most CFM vendors offer a few standard features, such as flexible surveying capabilities and basic analytics tools, but their offerings can vary a great deal from there. Technology in the space is converging, which means most vendors tout similar features and benefits, according to Forrester.

Work Management 93

Work Management Marketing Management Vendors Paid Search Agency 93

KoMarketing Associates

SEPTEMBER 10, 2019

Forrester expects B2B ecommerce in the just United States to reach $1.8 Even as of the close of 2018, Forrester says US B2B ecommerce had already exceeded $1.1 Forrester predicts B2B ecommerce will continue with a 10% compound annual growth rate (CAGR) for the next five years. trillion by 2023. billion online with U.S.

eCommerce 121

eCommerce Advertising Benchmark B2B Marketing Practices 121

ClickZ

JULY 3, 2019

Let’s take a look at ABM’s development leading up to this point to understand what’s next for the category. It piqued both marketers and vendors’ curiosity in ABM. Meanwhile, vendors and venture capitalists saw this budding excitement and began to invest heavily in all things ABM. Source: ABM Benchmark Survey Report 2018 .

Account Based Marketing 107

Account Based Marketing ABM DemandBase Business 107

SnapApp

JULY 11, 2017

They expect instant responses, on-demand solutions, and fast, free shipping. . I touched on some important stats in my recent article on understanding the modern B2B sales process – and I want to bring some of those back into the light, here, because they’re important for marketers seeking to understand buyers’ mindsets. .

Buy 70

Buy Process B2B Peer-to-peer 70

Martech

MARCH 10, 2022

Traditional B2B demand gen models are becoming outdated as privacy regulations are more stringent and fewer people are willing to give up their personal information. More and more, the buyer journey is conducted digitally: Two-thirds of B2B buyers say they are now “self-serving” more information before contacting vendors.

Account Based Marketing 102

Account Based Marketing Ideal Customer Profiles Enterprise Management Work Management 102

Heinz Marketing

MAY 16, 2022

Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. This week’s show is entitled, “ New Insights & Benchmarks for Customer Experience “ and my guest is Alan Gonsenhauser , Principal & Founder at Demand Revenue. Alan, thanks for joining us.

Top of Funnel 82

Top of Funnel Lead Scoring Lead Ranking CMO 82

Martech

FEBRUARY 28, 2022

When you shift your email perspective from “I have to sell more stuff” to “I have to grow intent,” that changes how you approach email all the way through the sales process. Across the board, email is a lead-generation tool. A Forrester WAVE matrix of leading vendors is one. Silent periods.

Marketing Automation Services 123

Marketing Automation Services Intent Marketing Automation Email Marketing 123

6sense

JUNE 6, 2017

In fact, according to a MMA/Forrester/ANA study , “87% of senior marketers don’t feel confident in their ability to impact the sales forecast of their programs.”. Forrester then defines ROI as “a measure of a project’s expected return in percentage terms. As modern marketers, we’re constantly under more pressure than ever to prove ROI.

Sales Management 98

Sales Management B2B Sales ROI Top of Funnel 98

KoMarketing Associates

NOVEMBER 18, 2014

Software Advice’s recently released 2014 B2B Demand Generation Benchmark report revealed that the vast majority of B2B marketers (79 percent) use at least 11 different marketing software applications. Plans for 2015 Demand Generation Spending, by Channel. Chief Marketer’s Annual B2B Lead Generation Survey.

Budget Programs 120

Budget Programs Marketing Report B2B Marketing Research 120

Martech

FEBRUARY 25, 2022

In the B2B space, this process has naturally evolved into buying group marketing, which focuses these tactics toward multiple decision-makers within accounts. Methananda emphasized the necessity of buying group engagement when seeking to connect with and drive leads through sales funnels. Source: Nirosha Methananda.

Account Based Marketing 105

Account Based Marketing Top of Funnel ABM Buy 105

KoMarketing Associates

MARCH 3, 2014

These type of metrics, combined with the fact that LinkedIn already is one of the top platforms for publishing B2B content, lead to a potentially tremendous content development opportunity for B2B marketers and the organizations they represent. Buyers no longer need to rely on vendor information.

Paid Content 120

Paid Content Linkedin B2B Budget Programs 120

ANNUITAS

APRIL 10, 2014

The continued rise in revenue is indicative of the increased sophistication of the B2B market and the need for marketers to be more strategic in driving demand for their organizations. Taking a strategic approach reverses this and puts the buyers squarely as the focus and causes organizations to align around their buying process.

Paid Search Agency 100

Paid Search Agency Enterprise Management Marketing Management Automation 100

6sense

MAY 9, 2017

If you’re heading to SiriusDecisions Summit next week, one of the can’t-miss analyst keynotes will be Kerry Cunningham and Terry Flaherty ’s unveiling of the Next-Generation Demand Waterfall. Every marketer is already familiar with the classic Demand Waterfall and has likely implemented the SiriusDecisions framework in varying ways.

Lead Ranking 48

Lead Ranking Demand Top of Funnel In-market Buyers 48

Martech

JANUARY 25, 2022

Some even record data in the form of lead scoring based on internal analysis systems. Process scaling. Analytical CRM software can help marketers determine customer preferences and points of contact more easily through data warehousing, data mining and online analytical processing (OLAP). Automated data entry. Collaborative CRM.

Enterprise Management 96

Enterprise Management Work Management Marketing Management Paid Search Agency 96

Madison Logic

JANUARY 18, 2023

These younger, digital-first buyers demand experiences that mirror their B2C journeys. A more independent process: Most of the time spent by a B2B buying committee is away from solution providers. Volume – The number of leads AND opportunities in your pipeline. . Volume can tell you how effective your content is.

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52