ANNUITAS

NOVEMBER 5, 2020

To understand why it’s happening to you, you need to take into consideration the full buyer journey, starting with how to define a lead and evaluating how your lead management framework maintains sustainable lead sourcing, nurturing and conversion. . Your Lead Management Framework is Weak. Conclusion.

Leads 147

Leads Lead Buyer's Journey High Quality Lead 147

ANNUITAS

MARCH 1, 2016

And this allows us to assess two new KPI categories — elasticity and velocity. Elasticity looks at the probability that interacting with a given content offer or engagement channel will lead to a given outcome (e.g., closed revenue). Velocity looks at the average time between consumption and a given outcome.

Demand 100

Demand Analytics Generation Elasticity 100

ANNUITAS

JUNE 30, 2015

After all, clicks alone do not help measure the efficacy of the key pillars of a sophisticated Demand Generation program: buyer-centric content performance; lead management performance; channel effectiveness; and revenue performance. – Lead stage elasticity per content offer. Lead Management Performance.

Click 100

Click Multi-Channel Channel Elasticity 100

Biznology

NOVEMBER 27, 2018

In the US, marketers perennially state that their top objective is delivering leads —lead quality and lead quantity. Lead delivery and “feeding the funnel” are right up there. But often lead management is in the domain of sales management, rather than a marketing function.

B2B 147

B2B Marketing Multi-Channel Trade Show 147

Biznology

NOVEMBER 27, 2018

In the US, marketers perennially state that their top objective is delivering leads —lead quality and lead quantity. Lead delivery and “feeding the funnel” are right up there. But often lead management is in the domain of sales management, rather than a marketing function.

B2B 136

B2B Marketing Multi-Channel Trade Show 136

LeanData

NOVEMBER 8, 2016

Nick Ezzo, vice president of demand generation, Host Analytics Title: “Combining the Power of Predictive Analytics and Lead Management”. Kristina Frost, manager of strategic sales operations, Elastic Title: “How Elastic Uses Customer Insights to Drive the Renewal Process”.

Account Based Marketing 45

Account Based Marketing Marketo Elasticity Sales 45

LeanData

SEPTEMBER 22, 2017

We recently gathered together a dozen sales and marketing leaders at cutting-edge companies such as Elastic , Cloudera, New Relic, Concur , Bluewolf , LeadGenius, ThoughtSpot , Campaign Monitor, SmartRecruiters. Instead, we decided to do something that very much matches the Silicon Valley ethos of collaboration.

Customer 51

Customer Elasticity Lock-In Validation 51