Beyond Events & Trade Shows: Upsell/Cross-Sell Automated SaaS Campaigns Part 1

SmartBug Media

Trade shows and events are important—and often powerful—customer acquisition channels for SaaS organizations. What Is Upselling and Cross-Selling? Sometimes, upselling and cross-selling are used interchangeably as if they are the same. Cross-selling: “Cross-selling is encouraging the purchase of anything in conjunction with the primary product. Strategy 1: Upsell/Cross-Sell Automated Campaigns.

6 Steps for a Successful B2B Cross-Sell and Upsell Strategy

Marketo

To thrive and succeed in today’s competitive environment, you need to incorporate cross-sell and upsell into your marketing strategy to reap the full benefits of your hard-won customers. Follow these six steps to build an effective customer demand generation strategy for cross-sell and upsell: 1. By understanding your goals from the start, you can ensure that everything in your cross-sell and upsell strategy is aligned to help you achieve them.

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Lessons from Financial Services: Cross-Sell to Your Customers Without Pushing Them Away

Marketo

” While a healthy customer base indicates that there is a clear need for your product or service, failing to build on your knowledge of these existing customers and capitalize on cross-sell opportunities can stunt your revenue growth. Successful brands look past acquisition and focus on increasing the customer lifetime value (CLV) by retaining their customers and continuing to sell to them. When it comes to cross-selling competencies, bigger is not better.

57% of B2B Marketers Name New Account Acquisition as Top Objective

KoMarketing Associates

The majority (57 percent) claimed that their top goal this year is to influence revenue through new account acquisition. This is followed by increasing brand awareness (52 percent), influencing revenue by cross-selling/upselling existing accounts (39 percent) and aligning sales and marketing efforts (30 percent). Spiceworks recently surveyed about 200 B2B marketers to determine what is most important to them in terms of key objectives.

How To Execute A World-Class Expansion Strategy with ABM

Engagio

Then it hit him – sell a larger bag at a discounted price. The add-on of fries has become the prime example when it comes to cross-sell strategies. Upsell and Cross-Sell in B2B Markets. Of course, that’s a highly simplified consumer example of upselling and cross-selling opportunities. This looks much different if you’re selling to other business. Who owns the cross-sell programs and initiatives?

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Forrester Acquisition ‘The Sirius Way’

Valasys

This acquisition will give way to expansion opportunities across regions and industries. Even though only 278 accounts are overlapping between them, they reckon that they will be able to cross-sell various services to their clients. Colony, Forrester’s chairman and Chief Executive Officer (CEO), the decision to make the acquisition was driven by their clients. A definitive agreement was reached between Forrester Research and SiriusDecisions Inc.

The Cost of Customer Acquisition vs. Customer Retention

Kapost

Customer Acquisition Is Costly. It initially makes sense that we spend more time and money on acquisition as opposed to retention. Here’s a breakdown of common customer acquisition cost centers: Outbound, or traditional, marketing (including advertisement, direct mail, cold calling, etc.). To keep acquisition numbers growing, these programs, and their budget, must keep running.

Expand Selling: The Requirement to Prove Realized Value

The ROI Guy

Growing Revenue with an "Expand Selling" Strategy The solution, according to the TSIA, is to not invest ever more sales and marketing budget on new customer acquisitions, but rather to focus on up-sells and cross-sells to existing customers. This has been termed Expand Selling, and according to TSIA’s research: Expansion revenue from existing customers is 3 to 4 times less expensive to acquire than revenue from new-logo customers.

Top 5 Measures of M&A Success [Video]

Hinge Marketing

For this discussion, we’re going to assume that your firm is somehow involved in a merger or acquisition. Next, let’s think about the cross-selling of services. This is often a starting place for strategic mergers and acquisitions. This often has a direct line to incremental revenue, so it’s a great idea to track some of those metrics specific to cross-selling success. Client experience is really important in a merger or acquisition.

How to Measure M&A Success

Hinge Marketing

Once a merger or acquisition deal is signed and moving forward, how do you measure success? If the deal is a simple acquisition of a smaller firm that does essentially the same thing as the larger firm (for instance, a regional law firm that buys a small practice in another town), the culture shift may be fairly small and the friction minimal. Next, let’s discuss what metrics you might monitor to determine how your merger or acquisition is performing.

Marketing to Prospects vs. Customers: Why Your Messaging Should Be Different

Content4Demand

To illustrate the importance of customer context, Riesterer walked through two frameworks, one that guides acquisition messaging and one that guides retention messaging. For acquisition purposes, marketers should use the “Why Change” model. Finally, Riesterer spotlighted the “Why Evolve” model, which marketers should use when they want to win cross-sells and upsells. Do you have different messaging frameworks to address customer acquisition and retention?

How to Use Predictive Analytics for Better Marketing Performance

Single Grain

Upselling and Cross-Selling Readiness. CAC or Customer Acquisition Cost. This helps to inform the next step in marketing or selling to a prospective lead based on predictions about their future buying habits. These estimates can help you to set budgets for customer acquisition, giving you a more accurate and expected ROI. 6) Upselling and Cross-Selling Readiness. The Customer Acquisition Playbook: Email & In-Person Outreach.

7 Advanced Metrics to Measure the Success of ABM

Marketing Insider Group

There are two types of ABM metric groups: Acquisition and Expansion. Acquisition refers to the number of new leads and conversions achieved by targeting prospects and accounts, while Expansion measures the number of repeat customers and the growth in customer lifetime values (CLV).

The Good, The Bad and The Ugly of eCommerce

Oracle

The Bad : More than 40% of retailers said that their marketing cost per order increased in the past year, while another 46% said their new customer acquisition costs increased. Use Commerce Data to Inform Top-of-Funnel Acquisition. Improve Conversions with Cross-Channel Retargeting. Create Brand Advocates and Long-Term Customer Relationships to Drive Retention and Cross-Sell Opportunities. Content Marketing Cross Channel Marketing Marketing Cloud

Five Ways Marketing Can Drive Higher Online Commerce Revenue

Oracle

Subtitled Building Long-Term Relationships and Brand Advocates in the Process , the eBook looks at what best-in-class companies are doing to deliver more consistent experiences that drive commerce revenue and more consistent customer experiences across marketing channels and identify the five ways they are making a difference: Use Commerce Data to Inform Top-of-Funnel Acquisition. Improve Conversions with Cross-Channel Retargeting. Cross Channel Marketing Marketing Cloud

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5 Ways to Justify Intent Data To Your Boss

TrueInfluence

A shorter sales cycle reduces the cost of acquisition to a great extent. Identify cross-sell opportunities and reduce customer churn. Intent data gives you the power to identify cross-sell opportunities and uncover churn indicators by monitoring online behaviors.

How Customer Lifecycle Management can increase your company’s engagement

RockContent

Such stages are brand awareness, acquisition, conversion, retention, and loyalty. Acquisition. The acquisition is how we refer to the point of the process where your customer decides to give you contact information , such as an email address or a telephone number.

Best Practice: Four ways to leverage lifecycle marketing

ClickZ

Greenberg’s best practices include: tracking digital behaviors, defining segments pre- and post-acquisition, engaging around your offering, and developing advocacy programs. Expansion: upselling, cross-selling. 2) Define segments pre- and post-acquisition.

How, And Why, You Should Calculate Customer Lifetime Value (CLV)

Act-On

CLV is even more useful when you can compare it to your cost of customer acquisition cost (CAC) to get your compass quotient (CQ) – we’ll save these topics for another blog post, so don’t panic! How much do you typically make per year from a customer after the first purchase – including cross-sell and upsell revenue (if relevant)? The true value of a customer is not just the size of the deal.

LiveRamp Acquires Faktor

LiveRamp

That’s why today I am proud to formally announce LiveRamp’s acquisition of Faktor, a consent management platform (CMP) that enables us to expand our suite of privacy offerings, and reinforce our commitment to data stewardship in Europe, North America, and across the globe. Through the acquisition of Faktor, we will be able to offer a product benefiting not only consumers, but also publishers and brands.

Rethinking the Role of Marketing in B2B Customer Engagement

Act-On

Customer engagement is a cycle that starts the instant a prospect first finds out about your brand and continues on through the acquisition, conversion, retention, and expansion stages of the customer lifecycle. Marketers indicated they were responsible for awareness, acquisition, and supporting sales. Capture: Top-of-funnel inquiries, driving interest, qualifying opportunities, acquisition of leads – Owned by marketing.

How, And Why, You Should Calculate Customer Lifetime Value (CLV)

Act-On

CLV is even more useful when you can compare it to your cost of customer acquisition cost (CAC) to get your compass quotient (CQ) – we’ll save these topics for another blog post, so don’t panic! How much do you typically make per year from a customer after the first purchase – including cross-sell and upsell revenue (if relevant)? The true value of a customer is not just the size of the deal.

Marketing in the Age of the Connected Customer Experience - 3 Questions Marketers Must Answer

Oracle

Oracle is leading the way to solving these issues through its acquisitions and integrations of DataLogix, BlueKai, and Moat. To address this challenge head-on, marketers need to leverage cross-channel orchestration tools that manage customer interactions across multiple channels such as email, SMS, MMS, push notification, in-app messages, display ads, web and mobile web campaigns. Does their product roadmap continue to invest in cross-channel orchestration as a key capability?

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The Cloud Comes of Age – Coronavirus Drives $238bn Global Spend on Cloud Services

HG Data

Book a demo now to see which businesses are your best prospects, whether it’s net new acquisition or cross-sell/upsell: The post The Cloud Comes of Age – Coronavirus Drives $238bn Global Spend on Cloud Services appeared first on HG Insights.

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Customer Lifecycle Metrics, Part 5: Retention and Expansion

Act-On

In a recent report from Gleanster and Act-On, Rethinking the Role of Marketing , the survey results showed that that the best performing marketing teams are the ones that take full control of the customer lifecycle – going beyond awareness and acquisition to extend their focus to conversion, retention, and expansion. According to the survey report, the the top two management objectives for average performers were acquisition revenue (82%) and lead generation (also 82%).

How to Identify the Most Impactful SaaS Marketing Metrics to Take to the Board

SmartBug Media

Pipeline and Acquisition Metrics. For most SaaS companies, revenue is heavily dependent not just on new customers but also on cross-selling and upselling to the existing customer base. Cost of Customer Acquisition.

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Pick The Right Plays: Using the Go-To-Market Framework

Zoominfo

Doing so may also offset declines in aging products a company sells. Go-to-market plays : Add-on campaigns, cross-sell campaigns, in-app message campaigns, user research, and product launches.

What is Behavioral Targeting? A Guide for CROs (in 2020)

Convert

For example, you have an ecommerce site that sells shoes. Key #5: Cross-Selling and Upselling. Ivan Kreimer, freelance content marketer, says it best: “Try to target everyone, and you will sell to no one.”. Key #5: Cross-Selling and Upselling.

How to Boost Conversion Rates in 2020

Biznology

In the same way, businesses are constantly looking for ways to boost conversion rates, to inspire more purchases from existing customers and to increase customer acquisition, as well. Marketing in this digitally-dominated world of ours is as much of an art form as it is scientific in nature.

Why You Need to Bolster Your Business Acumen

Measure Up Marketing

While the CMO is responsible for new customer acquisition and cross-selling and upselling, the connections and conversations were primarily with marketers and salespeople in the field who support the business units and regions. It’s hard to be taken seriously by members of the leadership team if you can’t demonstrate a solid understanding of the business. As Marketing leaders and professionals, it’s easy to be focused and passionate about our work.

Never Stop Nurturing: 6 Tips to Keep Your SaaS Customers Coming Back

Content4Demand

It’s what comes after—onboarding, upselling and cross-selling, renewal—that determines your customers’ ability to grow with your product and, consequently, the fate of your own growth.”. The stages include onboarding, gaining maximum value from the software through education, expanding into new features and functions through upselling and cross-selling, and renewals. Once customers feel comfortable using your software, start adding upsell and cross-sell messaging.

What Is Customer Marketing?

Act-On

Your best salespeople aren’t on your payroll,” said Jill Rowley, speaker, startup advisor and social selling evangelist on the Rethink Podcast. At Act-On, we see this falling in the Expand (retention) phase of marketing joining Brand (awareness) and Demand (acquisition). By leveraging your marketing automation, CRM and ERP data, you can also better understand when a customer is ready for an upsell or cross-sell.

5 Lead Management Best Practices That Build Account-Based Marketing Success

Oracle

Company data including location, industry, and revenue, plus online signals such as new acquisitions, hires and funding rounds can help you select accounts that are most likely to buy—even when it may not seem obvious to your sales operations or demand generation team. All of these insights transform the selling process from transactional to consultative, helping forge stronger customer relationships. Originally published at: [link].

Account-Based Customer Marketing – How to Stop the Sales Drop with Stronger Existing Customer Growth

Marketing Insider Group

They are also looking for ways to drive growth with existing accounts to make up for slow new business acquisition. of companies report a gap in penetrating new business units or cross-selling/upselling. Articles were created in real-time for selling conversations rather than to gain brand awareness. As new business slowed (and in many cases came to a screeching halt) due to C-19, many companies have shifted their focus to existing customers.

Install Base Marketing – Know Who Your Competitors Are Targeting

Unbound B2B

Specifically, companies should analyze install base data on complementary offerings, partners and competitors and use it to: Create opportunities for up-selling and cross-selling their offerings. Introduction.

$40.5bn Invested in Database Management Software – Top 10 Vendors Revealed

HG Data

Book a demo now to see which companies are your best prospects, whether it’s cross-sell/upsell or new logo acquisition: The post $40.5bn Invested in Database Management Software – Top 10 Vendors Revealed appeared first on HG Insights.

3 Ways Family Trees Will Change Your Business

InsideView

Companies are constantly changing, with mergers and acquisitions playing a big role, and it’s critical that we understand how businesses are structured to streamline how we do business with them. Identify upsell and cross sell opportunities. We all know it’s easier to sell into a company if you’ve already sold into their parent company (and vice versa).