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The Point

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How to Approach Demand Gen in Challenging Times

The Point

Most B2B marketers we talk to are continuing to plan, develop and execute campaigns and other initatives, for the time being at least. Provide (as many are) free versions of your product, or premium features, or extended licenses. But don’t communicate even a HINT of “things are bad, our service/product/solution can help.”

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Exegraphics – What They Are & How They’re Changing B2B Marketing

The Point

Enter Exegraphics, an entirely new way of looking at companies that allows marketers to more accurately define, and target, those organizations that are the best fit for a particular product or solution. How does AI play into exegraphics, and how are they used or developed? Exegraphics can give you that insight.

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MDF Funds & How to Use Them

The Point

In uncertain economic times, Market Development Funds (MDF) can be a precious resource for channel partners (resellers, distributors, ISVs) looking for budget to fund sales and marketing activity. At our agency , we’ve developed and executed a wide range of MDF-funded programs for dozens of tech clients. Or an ad on LinkedIn.

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People Don’t Read Your White Papers. Who Cares?

The Point

Remember: to be effective, demand generation content should appeal to, and generate engagement from, a prospective customer looking to solve a pain, problem, or issue that your company, product or solution can address. Think about that for a moment. It doesn’t. But don’t despair if evidence shows few of those prospects actually read it.

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The 2 Most Common Mistakes in Partner Recruitment Campaigns

The Point

Most of these pitches inevitably revolve around the functionality of the product or solution in question and the benefits to be gained by our clients. leverages content that is not just painted-over product collateral, but instead is information specifically crafted to speak to a prospective partner’s needs, pain points, and motivators.

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Shifts in B2B Buyer Behavior Support New Priorities for Demand Gen Content

The Point

Demand Gen Report has published the results of this year’s “B2B Buyer’s Survey,” and the trends identified merit close attention for those marketers involved in B2B demand generation and content development. But that’s exactly the kind of information buyers want.

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Tips for Increasing SDR Engagement Rates

The Point

At this particular company, all leads flowed first to a team of Sales Development Reps (SDRs), and were required to be contacted and qualified by that team before proceeding further along the funnel. During the audit, it became quickly apparent that one of the major issues was at the very front end of the lead qualification process.