Martech

NOVEMBER 8, 2023

Since 2015, my team has conducted vendor-agnostic primary research into high-performance account-based sales and marketing strategies. Let’s unpack this idea of differential profitability of customers and the strategic implications for B2B marketers. How the decision was made. The influencers of the decision.

Ideal Customer Profiles 123

Ideal Customer Profiles Profiling Marketing Management Intent Signal 123

B2BMarketing.net

APRIL 16, 2024

And that B2B customers are significantly more emotionally bonded to their vendors and service providers than consumers , according to studies by Google and CEB. The battleground for brand and market differentiation lies in how much more you understand your customers than your competition.

Branding 45

Branding Brand Identity B2B Ethics 45

Everything Technology Marketing

OCTOBER 10, 2010

In part one of our segmentation series , we discussed the importance of and rationale behind market segmentation. Let's take a closer look at actual implementation of market segmentation. Focusing on WHO a buyer is makes for more easily observable and actionable data that can be used to define segments and their boundaries.

Segmentation 100

Segmentation Lead Ranking B2B Marketing Lead Scoring 100

B2BMarketing.net

APRIL 16, 2024

And that B2B customers are significantly more emotionally bonded to their vendors and service providers than consumers , according to studies by Google and CEB. The battleground for brand and market differentiation lies in how much more you understand your customers than your competition.

Ethics 52

Ethics Branding Brand Identity B2B 52

Webbiquity

JANUARY 19, 2023

To be successful in this segment, marketers must understand these drivers and make sure their messages about product features and services address them clearly. As such, they need to be sure of the long-term viability of the vendor in addition to the quality, fit, functionality, and support of what they are buying.

Work Management 217

Work Management Marketing Management B2B Marketing B2B 217

Zoominfo

MAY 23, 2023

This information can be analyzed to identify account intent, or how likely prospects at a particular company are to engage with a particular vendor. Incorporating intent data as a part of a lead scoring model can help accurately segment your leads into high, medium, and low priority groups.

Intent Data 130

Intent Data Intent Work Management Marketing Management 130

Martech

JANUARY 2, 2024

This type of unified customer database allows businesses to create personalized experiences and infuse their marketing with offers and discounts specific to audience members or segments. Any modifications or customizations will come from the developers of the software, or from a software development kit (SDK) created by the vendor.

Work Management 78

Work Management Marketing Management Ideal Customer Profiles Digital Experience Platform 78

SalesIntel

APRIL 15, 2024

B2B buyers may spend months assessing an issue, researching solutions, and evaluating possible service providers before deciding on a vendor that fits their needs. Consequently, B2B marketing and sales strategies must be carefully divided into measurable, manageable, and quantifiable segments that span several months.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

SalesIntel

APRIL 15, 2024

B2B buyers may spend months assessing an issue, researching solutions, and evaluating possible service providers before deciding on a vendor that fits their needs. Consequently, B2B marketing and sales strategies must be carefully divided into measurable, manageable, and quantifiable segments that span several months.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

ANNUITAS

FEBRUARY 28, 2022

Unfortunately, 57% of those same buyers say vendors have failed to meet their expectations. In this step, your goal is to orchestrate engagement via segmentation and behavior-tracking to ensure the customer is able to discover the content they need exactly at the moment they need it.

Account Based Marketing 147

Account Based Marketing ABM Ideal Customer Profiles Ad Building 147

xiQ

JANUARY 30, 2023

As a result, B2B buyers expect sellers to not only possess in-depth knowledge of their products but also to effectively differentiate them from those offered by competitors. This means B2B buyers expect sellers to not only know their products but also to convince them how their products are unique from their vendors.

B2B Sales 126

B2B Sales Work Management B2B Marketing Management 126

SalesIntel

AUGUST 23, 2021

As an acknowledgment of this data-driven phenomenon, technographics aim to segment technology at a granular level into several parameters. How to create a targeted segment using technographics? Focused Segmentation. Lead prioritization is where you differentiate qualified leads from those that are unlikely to convert.

Marketing Automation Services 95

Marketing Automation Services Work Management Marketing Management Account Based Marketing 95

Zoominfo

OCTOBER 5, 2021

A GTM strategy outlines these key areas ensuring that you have: Comprehensible Segmentation: Segmentation involves finding specific behaviors within buyers most likely respond to your brand’s messaging. By using quality contact data, assigning scores to segmented buyers based on certain criteria defines how they apply to the market.

Enterprise Management 147

Enterprise Management Ideal Customer Profiles Marketing Analytics Tools Work Management 147

DemandBase

MARCH 30, 2020

That’s why businesses partner with agencies, vendors, consultants, etc. We focus on our core business that differentiates us and collaborate with others to manage the bits that are important to us, but we know they can do better. B2B advertising is no different. Optimizing to the wrong, usually short-term, KPIs like CTR.

Advertising Agencies 111

Advertising Agencies Account Based Marketing ABM Advertisements 111

Customer Experience Matrix

MARCH 2, 2015

These include Salesforce.com for CRM, InsideView and FullContact for data enhancement, Twilio for text messaging, Lob for postcards, Segment for event tracking, and GoodData for reporting. But from Autopilot’s own perspective, its real differentiator is simplicity. Get a life, people.)

Multi-Channel 120

Multi-Channel Marketing Automation Services Enterprise Management Marketing Management 120

Leadspace

DECEMBER 7, 2021

Leadspace was ranked across ten criteria and against more than a dozen other vendors. According to the Wave report, Leadspace received a differentiated rating in eight out of the 10 criteria and “is a best fit for companies that need a comprehensive B2B-focused CDP.”

Lead Scoring 118

Lead Scoring Lead Ranking Ideal Customer Profiles Forrester 118

B2B Marketing Directions

AUGUST 13, 2022

The authors contend that the conventional approach to marketing - which is primarily focused on differentiating a product or service in the minds of potential buyers - isn't a reliable way to drive revenue growth for most companies. The Thesis of the Book The basic thesis of The Organic Growth Playbook is relatively simple.

Organization 52

Organization Marketing Management RFP Barriers 52

Customer Experience Matrix

FEBRUARY 7, 2016

I’ve seen a lot of attribution vendors recently. Quick searches for "attribution" on G2 Crowd and TrustRadius turned up lists of 29 and 17 vendors, respectively – neither including Brightfunnel or Claritix, incidentally. This question disqualified a few vendors that look only at online interactions.

Marketing Attribution 120

Marketing Attribution Work Management Marketing Management Marketing Automation Services 120

Rev

SEPTEMBER 11, 2019

Beyond that we discuss the power of building defensible differentiation – and how this results into a sustainable win-win for both your customers and you as a technology provider. To find solutions in the market that provide new ways to differentiate yourself and actually have ‘an unfair advantage?’ It needs to be exponentially better.

Lead Ranking 122

Lead Ranking Marketing AI Lead Scoring Psychographics 122

Martech

OCTOBER 30, 2023

Some of these martech solutions are packed with advanced features for segmentation, individual-level targeting and AI-driven personalization. Despite what some martech vendors might promise, there are no shortcuts or magic buttons for crafting tailored customer experiences. Consumers now demand tailored brand interactions. The result?

Personalization 122

Personalization Practices Allocation Enterprise Management 122

Martech

SEPTEMBER 28, 2021

And most enterprise identity resolution platform vendors offer the following core features and capabilities: Data onboarding (including online/offline matching). Client data is typically onboarded via secure file transfer (SFTP), although several vendors profiled in this report also provide direct API transfer or pixel syncs.

Marketing Automation Services 118

Marketing Automation Services Privacy Enterprise Management Work Management 118

BOP Design

FEBRUARY 22, 2022

For instance, in B2B companies, there are often a number of stakeholders that weigh in on the purchase decision when considering new vendors. A common way to segment buyer personas on your website is by industry. Not to worry, there are still ways you can differentiate in your content. The answer starts with your buyer personas.

Buyer Personas 109

Buyer Personas Marketing Websites B2B Ideal Customer Profiles 109

Rev

NOVEMBER 1, 2023

Has a company ever selected your business as their preferred vendor simply because they are a software development company with over 5,000 employees, headquartered in the Northeast region and heavily invested in cloud-based ERP systems? This analysis can help your company identify gaps and differentiate your offerings. Think about it.

Ideal Customer Profiles 78

Ideal Customer Profiles Account Based Marketing Thought Leadership Demand Generation Agencies 78

PureB2B

MAY 30, 2022

To capitalize on this period of accelerated growth, HIT and SaaS vendors must ensure their sales and marketing efforts can successfully generate a predictable flow of qualified leads with healthcare providers. It’s wise to go a step further in this analysis and think about the patients themselves—considering them as the customer of?

Marketing Management 62

Marketing Management B2B Marketing Ideal Customer Profiles Account Based Marketing 62

PureB2B

JUNE 16, 2022

These differentiators impact what information contacts prefer to receive via email, when they prefer to receive emails, and how offers must be structured. B2B leads don’t stay in the same segment forever. Implement a Lead Qualification Process. Use Emails for Data Collection. increase brand awareness?makes Revive cold leads: ?If

Account Based Marketing 62

Account Based Marketing ABM Email Marketing Webinar Metrics 62

DealSignal

MARCH 2, 2024

A powerful marketing asset, intent data represents information on users’ activities such as online searches, researching vendors on third-party review websites, email opening and click-through rates, ad clicks, and downloads of resources such as e-books, whitepapers, and case studies. Intent Data Use Cases 1.

Intent Data 52

Intent Data Intent Intent Leads Ideal Customer Profiles 52

Binary Demand

JUNE 22, 2023

There are three primary sources to get B2B data: Social media Websites Paid vendors We understand why data quality is important while looking through these three sources. You can improve the effectiveness of your lead generation efforts by tailoring your message to specific segments of your audience.

Lead Generation 98

Lead Generation Enterprise Management Sales Qualified Leads ROI 98

KoMarketing Associates

JUNE 16, 2015

This is very powerful if you have a sale or limited-time offer, as many B2B e-commerce vendors often will. Here, it’s important to differentiate yourself by relying on pedigree statements that can really explain or pronounce the experience of distinction of your brand. Trade Shows Messaging. B2B E-commerce Promotions.

Advertisements 120

Advertisements Advertising Ads CTR 120

Customer Experience Matrix

FEBRUARY 13, 2014

The main basis for my prediction is high growth that vendors reported in 2013, and in particular a trend towards higher revenue per client among the vendors who share that information with me. If I were an email vendor, I''d think about that one. Features Don''t Drive Decisions.or

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

chiefmartech

JANUARY 25, 2022

And then happily market it as a competitive differentiator. Use progress in learning modules to trigger sequences to participants or to segment them for future personalized campaigns. There is an infinite canvas for martech differentiation. I’ve seen this play out many times in the HubSpot app ecosystem.

Work Management 119

Work Management Long Tail Marketing Marketing Management API 119

GreenRope

APRIL 29, 2021

Segment attendees to share timely and relevant post-event marketing content. If you’re using an outside vendor to host your virtual event, here are a few ways to automate your follow up process! Research done by InsideSales.com shows that 35-50% of sales go to the vendor that responds first.

Marketing Automation Services 52

Marketing Automation Services Lead Ranking Lead Scoring Work Management 52

KoMarketing Associates

NOVEMBER 19, 2013

In my opinion there are three critical factors B2B marketers need to evaluate when choosing a remarketing vendor. The objective of this post is to look at these factors in greater depth and identify why you might choose Google Remarketing (over a competitive vendor). A word of warning: Many vendors share the same or similar inventory.

Work Management 120

Work Management Marketing Management Adwords B2B 120

PureB2B

MAY 30, 2022

Furthermore, in a commoditized market like logistics, it’s likely there will always be a cheaper alternative, so differentiating by price alone isn’t guaranteed to win over prospects. When looking for a 3PL partner, buyers want to feel like vendors truly understand their unique needs.

B2B Thought Leadership 62

B2B Thought Leadership Buyer Personas Thought Leadership Marketing Qualified Leads 62

PureB2B

MAY 30, 2022

Furthermore, in a commoditized market like logistics, it’s likely there will always be a cheaper alternative, so differentiating by price alone isn’t guaranteed to win over prospects. When looking for a 3PL partner, buyers want to feel like vendors truly understand their unique needs.

B2B Thought Leadership 62

B2B Thought Leadership Buyer Personas Leads Lead 62

DemandMatrix

MAY 26, 2020

Even within a pandemic-favored segment such as collaboration tools, the market can be shifting quickly, with some vendors expanding rapidly while and others cede market share. IT solutions vendors and VARs assist with the implementation and customization of newly purchased solutions. Collaboration Software.

Ideal Customer Profiles 52

Ideal Customer Profiles Planning Account Based Marketing Skype 52

Marketing Insider Group

NOVEMBER 18, 2020

Much of the content or discussion I have with vendors (either digitally or with their sales people) is all focused on them – their products, their services, their unique value proposition. I asked her how many sales people she knew that were truly industry experts that could paint a vision without pushing their products? What about the buyer?

Resource Management 359

Resource Management Demand Generation Agencies CMS Development Work Management 359

The Lead Agency

FEBRUARY 8, 2023

With today’s buyers relying less on vendor resources and preferring a more autonomous approach to research and decision-making, it is more important than ever for company websites and marketing materials to provide accurate and up-to-date product information, such as pricing and customer feedback.

Work Management 62

Work Management Trends B2B Marketing Marketing Management 62