Lenny's Newsletter

AUGUST 29, 2023

Data from outbound sales is the best signal for what’s working, versus leads from investors and friends. ” — Tomer London , co-founder and CPO The founders of Gong landed on three highly nuanced attributes: “We tried to narrow it down as much as possible. Art by Natalie Harney. and in 120 other countries.

Ideal Customer Profiles 93

Ideal Customer Profiles Profiling CPO Co-Registration 93

Metadata

SEPTEMBER 28, 2023

So, I did what any demand generation marketer would do in my situation: DIY’d some LinkedIn ads using the platform’s native tools. After a few months, my cost per lead (CPL) was $3k, and I was in a frenzy. Our benchmark report found the average cost per opportunity (CPO) on LinkedIn and Facebook to be $3,162.89

Paid Content 52

Paid Content Paid Social Agency Cost per Lead Advertising Agencies 52

Marketing Insider Group

AUGUST 5, 2020

There is surprisingly a lot of controversy surrounding marketing automation from both marketers and consumers. Apart from the fear that automated robots will steal away millions of jobs, many claim that it eliminates the human touch in marketing that is so critical for lead nurturing. Creates New Roles in Marketing.

Enterprise Management 354

Enterprise Management Automation Work Management Marketing Management 354

Martech

DECEMBER 9, 2021

Good morning, Marketers, and do you have metrics for engagement? An intriguing insight from Colby Cavanaugh at Integrate : B2B marketing teams are told they need to engage with accounts (and individuals at those accounts) and support them through a buying process which, essentially, the buyers are now dictating. What we’re reading.

CPO 102

CPO DemandBase CMO Marketo 102

Engagio

AUGUST 16, 2021

In this episode of “I’m thinking of…,” I sat down with Jon Miller, CMO and CPO at Demandbase, to discuss why it’s crucial for companies to apply Account-Based Experience (ABX) to their growth strategies. But there is and has always been a fatal flaw in the approach, which Demandbase CMO and CPO Jon Miller likens to fishing with spears.

CPO 71

CPO Account Based Marketing DemandBase B2B Thought Leadership 71

Liveintent

MARCH 9, 2021

Mano will lead LiveIntent’s Product division to serve its Publisher and Advertiser functions, inclusive of LiveIntent’s Identity offerings. Mano brings extensive experience leading engineering and product management teams at major media and advertising companies like AOL, AddThis(Acquired by Oracle), and Neustar.

CPO 62

CPO Product Mobile Advertising API 62

Metadata

OCTOBER 6, 2021

For demand marketers focused on driving sales and business growth, revenue is the ultimate KPI. How to look at the data LinkedIn vs. Facebook for B2B marketing What are the best CTAs? So, what’s working in social advertising for B2B marketers? Cost per lead (CPL): CPL measures the efficiency of your campaign.

Cost per Lead 78

Cost per Lead Paid Social Agency Advertising Benchmark Cost Per Click 78

SmartBug Media

DECEMBER 5, 2022

Perhaps they’re referring to my path via marketing. Members of the C-suite are responsible for leading their respective departments. Chief marketing officer (CMO). Chief people officer (CPO). It’s not uncommon for folks to ask me, “How did you get here?” Chief operating officer (COO). Chief financial officer (CFO).

CPO 96

CPO Ad Building Lead Ranking Planning 96

Metadata

OCTOBER 6, 2021

For demand marketers focused on driving sales and business growth, revenue is the ultimate KPI. How to look at the data LinkedIn vs. Facebook for B2B marketing What are the best CTAs? So, what’s working in social advertising for B2B marketers? Cost per lead (CPL): CPL measures the efficiency of your campaign.

Cost per Lead 52

Cost per Lead Paid Social Agency Advertising Benchmark CPL 52

Martech Advisor

JANUARY 28, 2020

Organizations should also consider investing in a chief privacy officer (CPO) or data protection officer (DPO) who would be adept in spearheading data privacy initiatives to ensure the sustainability of the data privacy culture. Learn More: The 7 Point CCPA Compliance Checklist for Marketers for 2020.

Privacy 99

Privacy Loyalty Work Management CPO 99

LeanData

JANUARY 27, 2023

Atrium’s Jason Heidma served as the moderator, directing questions toward LeanData CEO Evan Liang, Salesloft CPO Ellie Fields and Candor IQ CEO Haris Ikram. Strategic questions can lead to answers that become a springboard for innovation. So in a down market, there’s healthy pressure on innovation. Why do you do things that way?

Allocation 52

Allocation CPO Marketing Management Terms and Conditions 52

Engagio

MAY 23, 2023

In this blog, we’ll explore the key features and benefits of Demandbase that have made it a favorite among our customers, from our powerful account-based marketing capabilities to our intuitive user interface and expert support. It’s the backbone of all of my programs.”

DemandBase 62

DemandBase Paid Search Agency Account Based Marketing CPO 62

ClickZ

OCTOBER 9, 2019

On Tuesday, digital asset management company Bynder announced the launches of two powerful new features for their leading SaaS content management platform. Bynder recently hired a new CPO and they are focusing on rolling out a host of new features in addition to Digital Brand Templates and Brand Guidelines. Digital Brand Templates.

Guidelines 69

Guidelines Template Digital Asset Management Brand Identity 69

Seismic

OCTOBER 25, 2022

Now more than ever — with market conditions uncertain, and change always around the corner — it’s critical for businesses to invest in a powerful enablement strategy. When seller experience improves, your reps will use content and training more often, which leads to more data about what does and doesn’t work in the field.

Planning 52

Planning CPO Content Training 52

Seismic

OCTOBER 24, 2023

So far, the keynote stage featured presentations from Seismic’s own CEO and co-founder Doug Winter, Chief Marketing Officer Paige O’Neill, and Chief Product Officer Krish Mantripragada. As we look to infuse AI in every part of our product and process, it’s important to understand how go-to-market teams are currently using AI.

Peer-to-peer 59

Peer-to-peer Marketing Analytics Tools CPO Lead Ranking 59

Tomorrow People

FEBRUARY 2, 2018

Here’s content marketing secret number 2. We hope you’ve laced up your cleats, because in this part we’ll be nailing the kick-off process with your content marketing agency. Putting people ahead of the CONTENT MARKETING project. The project sponsor: your strategic lead. Let’s look at each in turn. Who’s holding the money?

Paid Search Agency 153

Paid Search Agency Advertising Agencies Ad Agencies Content Marketing 153

Marketing Graham

JUNE 1, 2022

Much is being written and discussed about Account Based Marketing. ITSMA claimed to have coined the phrase Account Based Marketing (ABM) back in 2003, but people didn’t start searching (and therefore learning) about ABM until 2016. Sales and marketing would get together and build a list of key organisations to be targeted.

Account Based Marketing 52

Account Based Marketing Campaigns Planning ABM 52

Tomorrow People

FEBRUARY 2, 2018

Here’s content marketing secret number 2. We hope you’ve laced up your cleats, because in this part we’ll be nailing the kick-off process with your content marketing agency. Putting people ahead of the CONTENT MARKETING project. The project sponsor: your strategic lead. Let’s look at each in turn. Who’s holding the money?

Paid Search Agency 136

Paid Search Agency Advertising Agencies Ad Agencies Content Marketing 136

Choozle

MARCH 27, 2019

It was up to each team captain to walk the groups through each exercise and lead through decisions. Finally, we wanted to have one external set of eyes, so after validation, each team was given six minutes to pitch to our experts (CEO & CPO) and a special guest… the mom of one of our employees!

CPO 49

CPO Validation Bandwidth Design 49

Allocadia

JUNE 13, 2019

Over 60% of marketers now use opportunities, pipeline, revenue, deals, and ROI to measure marketing performance. While this methodology is embraced by more marketers, 53.1% What can marketers do to change this perception? How is your marketing team measuring performance? How does your marketing team plan?

Budget Programs 40

Budget Programs Marketing Budget Creation Marketing Budget Planning 40

Allocadia

OCTOBER 4, 2018

Over 60% of marketers now use opportunities, pipeline, revenue, deals, and ROI to measure marketing performance. While this methodology is embraced by more marketers, 53.1% What can marketers do to change this perception? How is your marketing team measuring performance? How does your marketing team plan?

Budget Programs 40

Budget Programs Marketing Budget Creation Marketing Budget Planning 40

Mereo

NOVEMBER 29, 2018

Too often, sales kickoffs get hijacked by marketing or product teams. While the CEO, the CPO and the CMO all can and often do contribute to the sales kickoff meeting, this is a sales meeting. So if the sales kickoff is not a time for marketing and product takeover, what is the most successful formula?

CPO 34

CPO Best Practices Lock-In CMO 34

Adobe Experience Cloud Blog

JANUARY 8, 2013

by Dayna Rothman Too many marketers think of event ROI measurement as a pass/fail exercise, i.e., was the event good or not, or did it achieve more than X? When it comes to measuring event marketing ROI , every company is unique in their level of sophistication and what they want to track. Is this the most fitting speaker?

ROI 48

ROI CPO Allocation Event Marketing 48

Metadata

SEPTEMBER 20, 2023

That many people reading our 2023 B2B paid social benchmark report were surprised by the high cost per opportunity (CPO) of paid social advertising. Why don’t demand generation marketers know how much they pay for opportunities, especially in a down economy ? Are they too focused on leads alone and not pipeline?

Cost per Lead 52

Cost per Lead Demand Generation Agencies CPO Paid Social Agency 52

Terminus

NOVEMBER 13, 2019

When I joined Terminus back in 2016, I announced my new position as CPO with a manifesto of sorts. As a product creator and innovator, I wanted to plant my flag in the next wave of leading B2B MarTech solutions and create something special with Terminus. Cut to now, and account-based marketing isn’t so new anymore.

Top of Funnel 20

Top of Funnel Account Based Marketing Lead Ranking Marketing Qualified Leads 20

Mereo

NOVEMBER 15, 2023

A leading global financial technology (FinTech) client recently reached out with a big request: They wanted to completely overhaul their go-to-market organizational structure, roles and relationships. There are a number of factors that should tip off sales and go-to-market leaders to rethink their organizational approach.

Work Management 41

Work Management Marketing Management Peer-to-peer Lead Ranking 41

Mereo

DECEMBER 21, 2023

JAY MITCHELL REMEMBERS INDECISIVE BUYERS AND HOPES FOR A 2024 RAMP-UP As trusted advisors to dozens of companies, we at Mereo get to see market and economic trends from not only individual companies but on a macro-level. One of the major AI challenges faced by sales and marketing teams was the issue of the quality.

Terms and Conditions 45

Terms and Conditions B2B Thought Leadership Marketing Management Peer-to-peer 45

Mereo

MAY 4, 2023

The leading B2B organizations do not leave pricing up to chance. Strategies Annual Plans Policy Compliance PRODUCT MARKETING’S ROLE: Product Marketing interaction with external players (e.g. customers, analysts, competitive sensing) provides key insights into broad market and specific competitor trends.

Pricing 50

Pricing Price Work Management Marketing Management 50

SendX

NOVEMBER 8, 2019

That’s because marketing databases naturally degrade by 22.5% It’s no different with email marketing. These emails should contain different content topics, as content relevant to a CTO probably won’t be appropriate for a CPO, for instance. You might be signing up dozens of people a day, but your list could still be shrinking.

Open Rate 257

Open Rate Practices Best Practices CAN-SPAM 257

Mereo

MAY 18, 2023

I recently shared the key elements that make for an effective pricing strategy and who should be leading this. Emotions can rear their heads and lead decisions astray. Growth: Defined in terms of revenue, market share, market penetration, units sold, and customers retained or acquired. Are you ready to set the groundwork?

Pricing 36

Pricing Price Effectiveness Cross-Selling 36

Mereo

MARCH 24, 2022

Generating high-quality leads is no easy feat, and as buyer power continues to increase, successful business development is only getting harder. In order to provide this value, though, business development teams need to do better at prospecting and qualifying leads. 5 CORE BUSINESS DEVELOPMENT TECHNIQUES TO ELEVATE LEAD GENERATION.

High Quality Lead 48

High Quality Lead Business Sales Qualified Leads Marketing Management 48

Seismic

OCTOBER 26, 2022

He then welcomed Seismic CPO Krish Mantripragada to share how the Seismic Enablement Cloud has evolved to help our customers adapt to this evolving landscape. Seismic CEO Doug Winter Seismic CPO Krish Mantripragada Seismic Senior Sales Engineer Aly Smith Seismic Shift attendees. Wherever you are, we can help. James Ilsley.

CPO 52

CPO Marketing AI Enterprise Management Peer-to-peer 52

Lenny's Newsletter

AUGUST 15, 2023

Outbound sales is consistently the best signal for validating your idea (versus friends using your product, incubator batch-mates, or investor leads). Chetan (our lead investor at Benchmark) gave us advice that selling authentication to large companies would take a long time, since they’d need a lot of features.

Validation 52

Validation Startups CPO B2B 52

Lenny's Newsletter

AUGUST 8, 2023

If you’re not a subscriber, here’s what you missed this month: How today’s top consumer brands measure marketing’s impact How Shopify builds product What is good free-to-paid conversion Subscribe to get access to these posts, and every post. Art by Natalie Harney. ” Hunter Walk has a great framework called LUV.

Startups 52

Startups Work Management CPO Enterprise Management 52

Metadata

JANUARY 8, 2024

As a demand generation marketer , you’re under more pressure than ever to prove your paid campaigns are driving pipeline and revenue. Liam outlined these backburner metrics in his DEMAND session as follows: Cost metrics: Metrics that measure the cost per something —think cost per lead (CPL) and cost per acquisition.

Cost per Lead 52

Cost per Lead Demand Ideal Customer Profiles Marketing Analytics Tools 52

Mereo

MAY 11, 2023

Nextworld was going to market with a powerful no-code enterprise resource planning (ERP) platform. The strategy varies between solution, market and customer, but is important to consider from the onset. Providing flexible models for consuming the software from both a technology and pricing approach (e.g.

Pricing 41

Pricing Price Enterprise Management Marketing Management 41

Mereo

MAY 25, 2023

Lastly, include a plan for exception processes for things such as end-of-life of your product or any sort of market change (remember COVID?). Also consider how bundling and packaging can impact price discounts and adjustments.

Pricing 36

Pricing Price Bundling Marketing Management 36