ANNUITAS

APRIL 19, 2022

Buyers are choosing to engage in new ways as they continue to increasingly prefer to do their own research prior to ever getting on the phone with a salesperson. When’s the last time you conducted research to find out where your prospects are searching for information? Begin by conducting first party research.

Top of Funnel 130

Top of Funnel Advertising Channels Peer-to-peer Elasticity 130

ANNUITAS

JANUARY 19, 2022

Research shows that 99% of B2B buyers would both make a new purchase and complete a renewal in an end-to-end digital service model. An ANNUITAS Research Interviewee cites their experience with these new preferences stating: “Self-service is a big trend that is going to keep pushing. How to Incorporate Self-Service Options.

Sales Management 130

Sales Management Lead Ranking Work Management Marketing Management 130

ANNUITAS

SEPTEMBER 7, 2021

Salespeople today spend, on average, one full workday per week researching their prospects. Begin with both first-person research and data that details what information is useful, and what isn’t, and be prepared to explain that logic to sales. Read on to learn more. Capturing the Most Meaningful Online Behavior.

Conversion 234

Conversion Sales Qualified Leads Opinions Ideal Customer Profiles 234

ANNUITAS

SEPTEMBER 7, 2021

Salespeople today spend, on average, one full workday per week researching their prospects. Begin with both first-person research and data that details what information is useful, and what isn’t, and be prepared to explain that logic to sales. Read on to learn more. Capturing the Most Meaningful Online Behavior.

Sales Qualified Leads 228

Sales Qualified Leads Ideal Customer Profiles Opinions Work Management 228

ANNUITAS

AUGUST 2, 2023

This book is the culmination of months of research and analysis, and is aimed at helping growth leaders rethink their go-to-market to meet today’s go-to-market challenges. These two concepts are integral in transforming your go-to-market form traditional, “random acts” mode into a more predictable, scalable perpetual Growth Engine.

Marketing Analytics Tools 130

Marketing Analytics Tools Act-On Analysis Marketing Management 130

ANNUITAS

DECEMBER 9, 2022

Salespeople today spend on average one full work day researching their prospects so this research time needs to be worth it. If sales is reaching out to prospects without the proper data to back them up , this is a recipe for awkward interactions and a few hang up calls.

Cold Calling 130

Cold Calling Blast Campaigns Work Management Click Rate 130

ANNUITAS

AUGUST 4, 2020

While all of this documentation describes how the customer interacts with the product or service, it fails to document how the customer buys, what content they consume as they conduct research, and what frictions your marketing and sales interactions need to overcome to better align with the customer’s pre-sale needs.

Planning 147

Planning Marketing Plans Demand Peer-to-peer 147

ANNUITAS

FEBRUARY 3, 2020

What does your research process look like? Who do you consult with when conducting research and making a decision to adopt a new solution? What information is most helpful as you’re researching new solutions? What’s the most difficult aspect of your job? What keeps you up at night? Where do you typically start?

Peer-to-peer 173

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

ANNUITAS

FEBRUARY 16, 2023

Research has not only proven the value of this transformational shift but, also the value of being led by a Chief Growth Officer in this initiative. “53% Research shows that companies that take on what we call a Converged Growth strategy will outperform peers by 50% in this new economic landscape.

Lead Ranking 130

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

ANNUITAS

MAY 13, 2021

Given the critical importance of MAP within an enterprise environment – and looking through the lens of strategic deployment of MAP – ANNUITAS|research conducted an extensive analysis of four of the leading, Salesforce-integrated MAP software vendors in late 2020. You can download this ANNUITAS|research report here. billion in 2019.

Enterprise Management 130

Enterprise Management Marketing Automation Services Analysis Work Management 130

ANNUITAS

OCTOBER 31, 2023

Our research suggests that a fifth of current sales-team functions could be automated,” claims McKinsey. Over the past few months, the ANNUITAS|research team has been covering and releasing reports on a number of recent AI additions to leading GTM Technology Stack platforms, such as Salesforce Marketing.

Marketing Analytics Tools 130

Marketing Analytics Tools Marketing AI Ideal Customer Profiles Sales Management 130

ANNUITAS

JULY 2, 2020

While there, they might casually research new options to stay abreast of new trends and offerings, but they aren’t actively looking for a new solution. Conducting first-person buyer insight research and validating it with third-party research is a necessary step to complete before moving forward. Until a trigger occurs.

Demand 130

Demand Buy Work Management Process 130

ANNUITAS

FEBRUARY 25, 2020

Even if a prospect isn’t a customer yet, you, as a B2B service provider, are still expected to put in maximum effort and research their needs to meet their expectations. Your targeted decision maker wants to be treated like an individual, not a number in the system. . Knowing the context in which a buyer might come to your site is important.

Personalization 147

Personalization Buyer Personas B2B Marketing Management 147

ANNUITAS

AUGUST 18, 2015

Taking a product-centric approach, failing to conduct due diligence via deep buyer research, and planning in departmental silos can all derail the success of a program. A buyer-centric Demand Generation Strategy necessitates buyer research. As mentioned above, it is crucial that you step outside of your organization for the research.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Generation 100

ANNUITAS

SEPTEMBER 24, 2020

Likewise, patients are primarily doing the research to find their telehealth provider online. Conducting first-person research and validating it with third-party data will help you segment your audience into the appropriate groups that you can then use to build out conversation tracks.

Demand 113

Demand Top of Funnel Planning Digital Marketing Funnels 113

ANNUITAS

MARCH 1, 2023

Position Overview Reports to the Chief Executive Officer Core responsibility is to Deliver sustainable and growing top line revenue Consistently and predictably grow the total customer base Grow revenue per customer and reduce customer churn Owns the end-to-end core customer relationship, including DX – pre-sale demand experience Engage > Nurture (..)

Positioning 130

Positioning Marketing Analytics Tools Enterprise Management Customer Satisfaction 130

ANNUITAS

FEBRUARY 7, 2023

Yet research supports that uncertainty and periods of when you should invest in not only maintaining, but truly innovating, your go-to-market. Said differently: Are you sticking your head in the sand, or are you innovating? Organizations that invest during these periods significantly outperform their peers.

Lead Ranking 130

Lead Ranking Peer-to-peer Paid Search Agency Terms and Conditions 130

ANNUITAS

AUGUST 19, 2020

These assets should be developed by conducting first-party research with your customers, prospects, and anyone else who impacts the buyer journey, and then that research should be validated by third-party sources. The goal is to find the information that each critical person is seeking along every stage of their journey.

Touchpoints 147

Touchpoints Multi-Channel Buyer's Journey Trigger Marketing 147

ANNUITAS

MAY 21, 2020

Back in the day, first touch attribution models made sense because marketers served as rainmakers – they simply needed to reach out to leads that had few options to address their pain points and even fewer options with which to do research. Today, the opposite is true.

Marketing Attribution 264

Marketing Attribution Lead Ranking Top of Funnel Planning 264

ANNUITAS

JANUARY 7, 2019

Our internal buyer research saw our prospects placing their CMOs into one of two categories, either Brand-Focused or Revenue-Focused. So, we pointed our research in a new direction in this survey that was completed last month, and that will be released in the coming weeks. “ 54.7%

CMO 164

CMO Demand Generation Business Correlation 164

ANNUITAS

SEPTEMBER 29, 2016

To put it another way, “For IT decision makers, there’s a clear focus on using external sources of information as a source of research, rather than as an aid to decision making.”. Another caveat is that any firmographic or demographic breakdown of the prospects was missing from the report. This is so true. As I said before, it depends.

Social Media 164

Social Media Social Marketing Demand Generation Agencies B2B Marketing 164

ANNUITAS

MAY 28, 2020

One of those most interesting finds we uncovered during this research period was that companies are underutilizing paid search right now. According to our research, when users navigate to the blog, they tend to seek out multiple types of content including video, product pages, gated content, and additional blogs. Paid Search.

Top of Funnel 147

Top of Funnel Demand Webinar Metrics Paid Search Agency 147

ANNUITAS

JULY 21, 2016

The importance of research. I’m sure many startups occur without much research, which is why the vast percentage of them fail. I’ve also worked with many enterprise companies who want to bypass conducting proper research. One of the research areas I most often see my enterprise clients ignore is buyer research.

Startups 100

Startups Web 2.0 B2B Sales Sales Cycle 100

ANNUITAS

NOVEMBER 14, 2022

In fact, research shows that digitization efforts at most companies were accelerated by at least three or four years. “We’ve got bigger priorities right now than technology investments” quickly became, “We need to be able to function digitally, now.” and the term “digital transformation” started to gain traction in the go-to-market space. .

Digital Transformation 130

Digital Transformation Top of Funnel Digital Marketing Funnels Sales Qualified Leads 130

ANNUITAS

JULY 20, 2021

There’s no consideration of where a prospect might be in the buying process (is she ready to buy or just starting her research?) According to Salesforce Research only 28% of marketers are completely satisfied with their ability to engage customers across channels at scale. In essence, success depends on guessing correctly.

Top of Funnel 147

Top of Funnel Campaigns Enterprise Management Work Management 147

ANNUITAS

JANUARY 21, 2020

ANNUITAS research has found that nearly three-quarters of marketing organizations are stuck in the random acts of marketing state — or as we refer to it at ANNUITAS — a tactical demand generation state. According to SiriusDecisions , the typical lead-to-revenue conversion rate ranges from 0.375%-0.6%, depending on the type of market.

Ideal Customer Profiles 238

Ideal Customer Profiles Demand Generation Agencies Demand Generation Budget Programs 238

ANNUITAS

SEPTEMBER 1, 2015

I was recently in the market for a new car and while I was fairly certain I knew the car I wanted, I was intent on doing my research. As a result, I had narrowed my search to three cars specifically and it was a pretty quick and efficient way to research. I am no different than other consumers in this scenario.

Advertising Channels 100

Advertising Channels Multi-Channel Peer-to-peer Word of Mouth 100

ANNUITAS

AUGUST 30, 2018

There is an older (and often-cited) study from the Fournaise Marketing Group which we discovered still held up very strongly based on our persona research. This has mirrored what we discovered in our own persona research, where we categorized CMOs into two broad types: Brand-focused and Revenue-focused. Lack of Trust in the CMO.

CMO 197

CMO Demand Generation Agencies Demand Generation Top of Funnel 197

ANNUITAS

AUGUST 12, 2020

That is the baseline we start from, ensuring all subsequent research, benchmarking and insights are value-added and build on this baseline. .’ The goal of this step is to rapidly learn everything our client already knows about their business and go-to-market programs. Mid-point Insights.

Top of Funnel 147

Top of Funnel Planning Demand Marketing Plans 147

ANNUITAS

MAY 2, 2023

The recent and upcoming additions to the Marketing Cloud (I hesitate to even call it that anymore, as it has grown so far beyond the Pardot/ExactTarget core – with new innovations like Data Cloud and new acquisitions like Datarama, Evergage, etc.)

Lead Ranking 130

Lead Ranking Paid Search Agency Multi-Channel Aggregators 130

ANNUITAS

NOVEMBER 5, 2020

Odds are, you’re having conversations about how to attract more leads, how to improve the quality of your leads, how to convert your leads, or all of the above. And in that conversation you might be wondering, “why are we getting bad leads in the first place?” .

Top of Funnel 147

Top of Funnel Lead Ranking Sales Qualified Leads Lead Scoring 147

ANNUITAS

FEBRUARY 24, 2023

They tend to make a lot of sense in the strategy phase — with well-reasoned positioning, market sizing, supporting marketing research insights and thoughtful segmentation. Where Go-to-Market Programs Fall Down I’ve said this before: Go-to-market strategies have an Achilles heel.

Planning 130

Planning Paid Search Agency Marketing & Strategy Act-On 130

ANNUITAS

NOVEMBER 1, 2016

Going purely from “your gut” or from exclusively internal research to create personas misses the point. Do some research into what’s going on in their environment to get some context as well. There are a few key questions to guide your research: What are his or her objectives? To know what motivates a buyer, ask one.

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

ANNUITAS

NOVEMBER 1, 2016

Going purely from “your gut” or from exclusively internal research to create personas misses the point. Do some research into what’s going on in their environment to get some context as well. There are a few key questions to guide your research: What are his or her objectives? To know what motivates a buyer, ask one.

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

ANNUITAS

JULY 28, 2015

Demographic information is critical for most marketers using buyer personas according to the ANNUITAS research. Speaking to buyers directly provides insights that can’t be gleaned from secondary research or internal sources alone. Activity without insights will not get them there. Include the Buyers. There are four key areas of focus.

Buyer Personas 100

Buyer Personas Demand Generation Case Studies Barriers 100

ANNUITAS

NOVEMBER 3, 2016

Given that buyers’ accessibility to research and planning content has led to slightly longer purchasing cycles ( buyers are 57% through purchase decision before engaging with a vendor according to CEB ) it is no wonder that a long-term program-lead strategy is more effective than a predefined set of campaigns.

Enterprise Management 100

Enterprise Management B2B Marketing Campaigns Work Management 100

ANNUITAS

NOVEMBER 3, 2016

Given that buyers’ accessibility to research and planning content has led to slightly longer purchasing cycles ( buyers are 57% through purchase decision before engaging with a vendor according to CEB ) it is no wonder that a long-term program-lead strategy is more effective than a predefined set of campaigns.

Enterprise Management 100

Enterprise Management B2B Marketing Campaigns Work Management 100