ANNUITAS

MARCH 1, 2016

An example of an outcome-driven KPI is one that examines the elasticity of engagement channels and of content offers from the perspective of lead stage — i.e., connecting the dots between channel and content activity and how it is driving buyers through lead qualification stages.

Demand Generation 100

Demand Generation Demand Elasticity Analytics 100

ANNUITAS

FEBRUARY 23, 2021

Regardless of what you may hear from your marketing department or technology vendor partners, Strategic Demand Marketing is not just about marketing automation, chat, ABM, or CRM/CMS integrations. Instead, everyone is on the same page and has agreed upon a process that supports efficient lead qualification.

Demand 130

Demand Work Management Budget Programs Planning 130

ANNUITAS

MAY 28, 2015

Sure, sending emails and creating landing pages are all functions of marketing, but managing inbound leads and sharing prospect data with the CRM, is something that when done correctly- supports the entire organization. At ANNUITAS we help marketing and sales align in what we call a Lead Management Framework℠ session.

Lead Ranking 100

Lead Ranking Marketing Automation Services Lead Scoring Eloqua 100

ANNUITAS

JULY 15, 2014

Once that is decided, marketing should be measured more by the quality of leads generated than the quantity. Additionally, sales in turn should be required to provide feedback on marketing-generated leads (via CRM processes). Lack of respect. Author: Jennifer Harmel @JenniferHarmel2 is VP of Strategy, ANNUITAS.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Marketing Budget Marketing & Strategy 100

ANNUITAS

OCTOBER 6, 2010

Every time a person took a marketing action (download of a white paper, filled out a form, registered for an event), they were entered into the CRM system as a new lead. This of course meant that the 4,000 leads the organization thought they were generating were actually much less. Define Your Lead Qualification Process.

Lead Ranking 100

Lead Ranking De-duping Work Management Lead Qualification 100

ANNUITAS

MARCH 10, 2011

Just recently, Gartner stated that “SaaS within the CRM industry could top $4 billion in revenue by 2014. Lead Management is a defined set of processes that manage the acquired lead from creation through close of sale and into the customer lifecycle. Lead Planning. Lead Routing. Lead Nurturing.

Work Management 100

Work Management Marketing Management Marketing Automation Services Lead Qualification 100

ANNUITAS

AUGUST 23, 2011

In spite of adopting and implementing technology (Marketing Automation, CRM, etc,) to support connecting with the buyer, neither marketing or sales is getting it right. Lead Planning. Lead Routing. Lead Nurturing. Lead Qualification (this includes the scoring). Content Blueprint.

Lead Scoring 100

Lead Scoring Lead Ranking Work Management Lead Qualification 100

ANNUITAS

APRIL 26, 2011

Remember the initial emergence of CRM solutions? Companies embraced the hope of increased revenues and a more effective sales force if they simply implemented CRM. What they found however was that CRM didn’t help them fix their faulty sales process. At The Annuitas Group, we’ve defined this as the Lead Management Framework TM.

Lead Management 100

Lead Management Work Management Marketing Management Lead Scoring 100

ANNUITAS

SEPTEMBER 21, 2010

For those who are looking to make a business case for shifting to a lead management approach, here are some facts that will help: The Annuitas Group has helped its clients identify over $500 million in new revenue using a lead management process approach. The Heart of Growing Conversion Rates,&# 2008).

Top of Funnel 100

Top of Funnel Gartner Forrester Lead Nurturing 100

ANNUITAS

DECEMBER 18, 2014

A successful MAS instance has a lot of moving parts to consider – from the process-oriented questions of lead management and the handoff to sales, data quality and data management questions associated with new lead records (and old ones), CRM integration, and more – so it not surprising that most Enterprises struggle with marketing automation.

Enterprise Management 100

Enterprise Management Lead Scoring Lead Ranking Content 100

ANNUITAS

MAY 15, 2015

We’ve focused on the digital channels for prospect engagement and, for the most part, thought of sales as a key ingredient of the process only after we’ve generated a Marketing Qualified Lead and passed it to a CRM platform for follow-up. And there you have it, the theme of the conference.

B2B Sales 100

B2B Sales B to B Lead Ranking B2B 100

ANNUITAS

AUGUST 19, 2010

.  This technology can help marketers score prospects, nurture leads, deliver dynamic content, track prospect marketing history and report on marketing activities.    Lead management goes beyond focusing on the top of the funnel i.e., demand generation. .  lead scoring). 

Work Management 100

Work Management Marketing Management Lead Ranking Marketing Automation Services 100