ANNUITAS

JULY 20, 2021

For most companies, the challenge of regularly delivering enough leads and opportunities to hit growth targets has historically meant building a strategy around producing high volume, low quality marketing and sales campaigns. and little to no evidence the target audience actively participates in the chosen engagement channel.

Top of Funnel 147

Top of Funnel Campaigns Enterprise Management Work Management 147

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 Ideal Customer Profiles Marketing AI Sales Management 130

ANNUITAS

MAY 28, 2020

There is a real risk of your audience experiencing “webinar fatigue” right now, so if you’re going to host one, make it valuable and make it targeted. That means that you need to be ultra-targeted in your webinar planning. But these are targeted outreaches to contacts we know are qualified and primed to an appropriate level (i.e.,

Top of Funnel 147

Top of Funnel Demand Webinar Metrics Paid Search Agency 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. I noted in a previous blog post : You have a clear idea of who you want to target. You’ve done segmentation and persona work.

Planning 130

Planning Paid Search Agency Marketing & Strategy Act-On 130

ANNUITAS

AUGUST 30, 2018

As we were going through a refresh of our targeted personas, we noticed an increase in engagement with leadership roles that have revenue responsibility (sales leaders, business unit leaders, and even CEOs). Why is marketing hitting their targets while revenue is not growing as expected? Frustrations with Demand Generation.

CMO 197

CMO Demand Generation Agencies Demand Generation Top of Funnel 197

ANNUITAS

SEPTEMBER 24, 2020

Scaling telehealth programs up alongside targeted, strategic demand marketing efforts can help bridge the revenue gap created by COVID-19. Likewise, patients are primarily doing the research to find their telehealth provider online. If they don’t have a provider in mind, this is where the research process begins.

Demand 113

Demand Top of Funnel Planning Digital Marketing Funnels 113

ANNUITAS

FEBRUARY 25, 2020

Your targeted decision maker wants to be treated like an individual, not a number in the system. . 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. So what does this information tell us?

Personalization 147

Personalization Buyer Personas B2B Marketing Management 147

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

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. There’s no predictability, no scalability, and no way to hit huge growth targets without incurring huge expenses. The Traditional Buying Process for Financial Institutions.

Demand 130

Demand Buy Work Management Process 130

ANNUITAS

JANUARY 21, 2020

Ask these sellers to target specific companies with outbound emails as your account-based approach. 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. Pay for leads and or buy lists.

Ideal Customer Profiles 238

Ideal Customer Profiles Demand Generation Agencies Demand Generation Budget Programs 238

ANNUITAS

NOVEMBER 5, 2020

Whether your content has gone stale, there’s a shift in your target audience, or you just aren’t seeing an ROI on the time and effort that goes into producing new content, you should consider a content model refresh. 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

OCTOBER 27, 2016

Author Olivia LaBarre wrote on how Forrester Research Shows Gap Between ABM Implementation and Success in her analysis of a recent report from Forrester analyst Laura Ramos, Retro Yet Revolutionary: Demystifying Account-Based Marketing. Targeted direct mail campaigns and ‘invite-only’ live events are not a strategy by themselves.

Account Based Marketing 168

Account Based Marketing Marketing Management Planning ABM 168

ANNUITAS

JANUARY 7, 2019

Why is marketing hitting their targets while revenue is not growing as expected? Our internal buyer research saw our prospects placing their CMOs into one of two categories, either Brand-Focused or Revenue-Focused. Why is marketing’s story so different than sales? “ 54.7%

CMO 164

CMO Demand Generation Business Correlation 164

ANNUITAS

NOVEMBER 7, 2018

and discussed how it is not uncommon for marketing to hit their targets while revenue is not growing as expected. Please help us out, share your perspective, and gain access to the research. We touched on the topic here on the blog recently, when we asked What Type of CMO Do You Have?

Demand Generation 127

Demand Generation Studies Demand Generation 127

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. There are fewer excuses for making a poor purchase on the corporate card.

Marketing Attribution 264

Marketing Attribution Lead Ranking Planning Top of Funnel 264

ANNUITAS

JULY 21, 2016

And what did I know about marketing to millennials, his primary target audience? 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.

Startups 100

Startups Web 2.0 B2B Sales Sales Cycle 100

ANNUITAS

APRIL 20, 2020

If it is, are they the right channels for your target audience? Take a step back and make sure you know who your target audience is — what are their roles, what industries are they in, what size is their organization, etc. That includes research, writing, editing, and promotion.

Elasticity 147

Elasticity Effectiveness Marketing Budget Top of Funnel 147

ANNUITAS

DECEMBER 22, 2015

It’s a ‘zero waste’ strategy that targets 100% of time, budget and effort on the named accounts your company decides as having the greatest potential. By focusing more diligently on accounts that are likely to buy, leads from your ABM target list are more likely to get the attention that they deserve, and are more likely to drive revenue.

Account Based Marketing 100

Account Based Marketing ABM Demand Generation Paid Search Agency 100

ANNUITAS

OCTOBER 27, 2016

Author Olivia LaBarre wrote on how Forrester Research Shows Gap Between ABM Implementation and Success in her analysis of a recent report from Forrester analyst Laura Ramos, Retro Yet Revolutionary: Demystifying Account-Based Marketing. Targeted direct mail campaigns and ‘invite-only’ live events are not a strategy by themselves.

Account Based Marketing 100

Account Based Marketing Marketing Management Planning ABM 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

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

AUGUST 6, 2015

Our prospects and customers are no longer passive targets. They are armed with all the tools and means to proactively access information and conduct product research all by themselves. Do you truly know how your target audience is or are you guessing based on internal speculation? Otherwise we’ll be left behind.

Peer-to-peer 100

Peer-to-peer Paid Search Agency Buzz Advertising Benchmark 100

ANNUITAS

MARCH 8, 2022

You’re only targeting either early-stage journeys or late-stage journeys, not both. If you’re not doing all of the above, you’re not getting the most out of your chat solution. Read more: Anatomy of a Strategic Demand Marketing Plan: The Insights Phase. Your chat tool should dynamically be answering “is this person looking to buy now?

Marketing Automation Services 130

Marketing Automation Services Lead Ranking Tools Top of Funnel 130

ANNUITAS

JULY 21, 2015

This post from Econsultancy still rings true and shows research many marketers adhere to when planning deployments. actually bodes well for your target demographic; following the implementation of a slight shift in your scheduling, you may see conversion rates soar.

Analytics 100

Analytics Marketing Automation Services Open Rate Demand Generation 100

ANNUITAS

JANUARY 31, 2013

Instead, buyers independently research solutions online and independently narrow their options before ever engaging with a vendor. It’s in the creation and distribution of this buyer-centric content that B2B marketers have the opportunity to influence the purchase decisions of their target buyers.

Top of Funnel 100

Top of Funnel Work Management Marketing Management Marketing Automation Services 100

ANNUITAS

MARCH 12, 2015

Think about it this way: you’re reading through resumes and a particular marketer catches your interest, as their listed contributions played a significant role in a 25% increase quarter over quarter bookings target for 2014. That’s what we’re looking for in our Research Analyst Rock Stars, passion and raw potential.

Demand Generation 100

Demand Generation Enterprise Management Correlation Demand 100

ANNUITAS

APRIL 15, 2014

Read the responses from my Q &A with Omer Tene @omertene Vice President of Research and Education from the International Association of Privacy Professionals (IAPP) and see why Data Privacy and Email Deliverability best practices need to be a part of a the modern marketer’s skill set.

Privacy 100

Privacy Privacy Policies Deliverability Demand Generation 100

ANNUITAS

MAY 5, 2016

However, without sound strategy that puts the buyer as the focal point, new content is at risk of missing the mark with target personas and ultimately, buyers. A research-based, customer-centric strategy must always drive the development and approach of any Demand Generation program.

Demand Generation 100

Demand Generation Demand Generation Forrester 100

ANNUITAS

OCTOBER 17, 2014

They must serve a variety of different audiences with targeted, relevant messages that promote actions, while still remaining true to their brand voice, tone, and thematic, and business goals. Engaging today’s hyper-connected, self-sufficient buyer is a challenge for enterprise companies operating in different markets.

Practices 100

Practices Buyer Personas Multi-Channel Best Practices 100

ANNUITAS

APRIL 23, 2014

The research survey is targeted to those in the demand generation function in large, enterprise B2B organizations. That’s why we are so interested in learning the results of the ANNUITAS survey, especially since it is focused so specifically on the enterprise.”.

Demand Generation 100

Demand Generation Enterprise Management Demand Generation 100

ANNUITAS

MARCH 21, 2012

41% of buyers first define their need, research their options, then define budgets. Agreeing to the definition of the target buyer. 60% of buyers are self-managing their buying process. More than 70% of first time inquirers are not in a buying mode and do not want to be sold to. Defining how leads are qualified.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Blast Campaigns 100

ANNUITAS

FEBRUARY 9, 2012

This being said, I think this definition sums it up nicely: Content marketing is the practice of publishing contagious content designed to be found by and influence a behavior of your target market(s) to create a positive business result. AG: You speak a lot about story telling in your writing and presentations.

Interactive Marketing 100

Interactive Marketing Work Management Marketing Management Emarketing 100

ANNUITAS

OCTOBER 12, 2011

The summation of the research indicates that marketers must overcome these challenges before they will be seen as part of the revenue equation at their companies. Lack of Sufficient Insight on Target Audience (32%). Don’t limit your research to in-house data. Then once you “plan the work, work the plan.”.

Barriers 100

Barriers Marketing Budget Work Management Marketing Management 100

ANNUITAS

MARCH 26, 2013

IBM and their research projects are the best of the best. That means that many media brands that have excellent readership and audience will start being approached by brands working to target those audiences…not for advertising opportunities, but to purchase the media company entirely. I love what Kelly Services is doing.

Enterprise Management 100

Enterprise Management Content Marketing Advertising Agencies Work Management 100

ANNUITAS

FEBRUARY 23, 2012

I am not his target customer and will not be buying their auto-dialer solution any time in the next 15 years. Plenty of research has shown that buyers are increasingly savvy and are self guiding their buying process. To make matters worse, it seems like these calls never end. The record for persistence goes to a guy in Salt Lake City.

Work Management 100

Work Management Marketing Management Guerilla Marketing Demand Generation 100

ANNUITAS

MAY 12, 2023

A full journey orchestration flow beings to emerge, where businesses can: Optimize targeting and segmentation of both new and existing prospects Create optimal content across various formats (email, collateral, landing pages, chat experiences, etc.)

Marketing AI 130

Marketing AI Enterprise Management Ad Building Work Management 130