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Predictive Intelligence - Marketing and Sales

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  • Online Research: The Key to Uncovering Prospects Early in the B2B Buying Journey
    Online Research: The Key to Uncovering Prospects Early in the B2B Buying Journey Rachel Ready, Vice President of Digital Marketing and Zak Garner, Director of Solutions Consulting Recorded: Apr 11 2017 36 mins
    The value of search in B2B marketing is beyond question. Marketers spend massive amounts of time and money on selecting, revising and purchasing keywords in an effort to drive visits to their website, raise brand awareness and influence buying decisions. For marketers who want to reach their target buyers during the pivotal first moment of research, being able to understand, harness and measure online research and search data is no longer negotiable. But staying up-to-date and on top of the ever-changing world of search marketing is no easy task.

    Join BusinessOnline and 6sense as we discuss how marketers can use search as a key tactic in their arsenal and leverage online research to power their account-based marketing and sales efforts.

    The webinar will cover:
    •Current search trends throughout B2B industries
    •Search engine marketing, search engine optimization and everything in between
    •The value of search data in marketing and sales
    •The future of search data
  • The 90% Problem: A Missed Opportunity for B2B Marketers
    The 90% Problem: A Missed Opportunity for B2B Marketers Amar Doshi, VP of Product, 6sense Recorded: Apr 4 2017 48 mins
    For B2B marketers looking to regain control in an increasingly digital and programmatic world, marketing analytics technology has proven to be a powerful enabler. With marketing budgets ranging from the high thousands to multi-millions, marketers rightly continue to focus on driving the customer experience to compel engagement and, eventually, convert business.

    Unfortunately, marketers are only able to track, measure, and derive data value from less than 10% of that spend. This leaves B2B marketing with ‘The 90% Problem:’ when there’s a greater percentage of buyers participating in a marketing campaign than those who ever actually raise their hand. While this audience consumes 90% of a marketer’s budget, time, and effort – and also plays a significant role in a buying decision – their anonymity makes it difficult to take advantage of the data and analytics that can inform marketing and sales strategy in a more comprehensive, efficient and cost effective way.

    Join this webinar to hear Amar Doshi, VP of Product at 6sense, share:

    1.An introduction to The 90% Problem, and how marketers and marketing technologies are solving it.

    2.How The 90% Problem impacts predictive analytics and what it means for the future of marketing analytics.

    3.Tactical next steps B2B marketers can take today to set their companies up for a successful data-driven tech stack.
  • How to Power Account-Based Marketing with Search Data
    How to Power Account-Based Marketing with Search Data Zak Garner, Director of Solutions Consulting Recorded: Jan 25 2017 32 mins
    Even the journey to a $3-million-dollar deal starts with an online search. That’s just how important online search and B2B centers of research have become in the day-to-day lives of professionals. So it comes as no surprise that for most marketers Search Engine Marketing (SEM) represents their largest marketing investment. The problem with SEM is that – even when prospects are searching for a solution you deliver - only a tiny fraction of this audience ever click on your ads and an even smaller fraction ask to be contacted by sales.

    We’re very excited to announce the launch of our brand new product, SearchSense, built on the 6sense Predictive Intelligence Platform to help marketers and sales professionals develop and hone their ABM lists. SearchSense uncovers which accounts are actively searching for your keywords and allows you to optimize your marketing and sales campaigns based on search data.

    Join us to learn how SearchSense can help ensure that your 2017 ABM campaigns target the right accounts.
  • Data-Driven B2B: The Power of Predictive Intelligence
    Data-Driven B2B: The Power of Predictive Intelligence Joseph Puthussery, Vice President Digital Marketing at Cisco Recorded: Dec 5 2016 33 mins
    Learn how Cisco is powering its digital efforts using predictive intelligence. Joseph Puthussery will share Cisco’s path to building a modern revenue engine and what the future holds for the data-driven enterprise.
  • 2017 Planning: Making the Case for Predictive Intelligence
    2017 Planning: Making the Case for Predictive Intelligence Will Vasquez, Demand Generation at Citrix and Kerry Cunningham, Research Director at SiriusDecisions Recorded: Oct 19 2016 61 mins
    Are you in the middle of planning out your 2017 budget and interested in learning how predictive intelligence can help you hit your pipeline and revenue goals? This webinar will explore how predictive intelligence improves the targeting and conversion rates of your digital marketing and demand gen activities and increases the relevancy and quality of leads you pass on to Sales. We will also discuss the business processes and due diligence every company should go through before investing in predictive intelligence.

    In this presentation you’ll learn general best practices and the specific approach Citrix took to:

    -identifying major use cases of predictive intelligence for B2B marketing and sales;
    -building an evaluation committee for predictive intelligence;
    -justifying the investment to executives; and,
    -building implementation teams to increase your chances of a successful rollout.

    You’ll walk away from the presentation better prepared to make the right decision this year to take advantage of predictive intelligence in 2017.
  • The Business Use Cases of Predictive Intelligence and Personalization
    The Business Use Cases of Predictive Intelligence and Personalization Anuj Lal, Strategy Consultant at Optimizely; Zak Garner, Director of Solutions Consulting at 6sense Recorded: Aug 25 2016 53 mins
    Business leaders recognize that marketing can deliver huge benefits to their organizations by building a deep understanding of their customers – who they are, what makes them tick and the challenges they face. Enabling sales teams with this intelligence allows account executives to have better-informed conversations that focus on delivering value to the customer. On the marketing end, customer intelligence helps create experiences that better serve the wants, needs and habits of your prospects.

    Join 6sense and Optimizely as we discuss how customer data coupled with modern personalization tools can create a customer experience that builds revenue pipeline and lowers churn. Our conversation will focus on how to:

    -identify, collect and analyze the data that is vital to understanding your customers;

    -operationalize these insights into ABM use cases for your marketing and sales teams; and,

    -personalize your digital properties to improve customer experience with the goal of building pipeline and revenue.
  • 5 Priorities of the Data-Driven CMO
    5 Priorities of the Data-Driven CMO Eric Ramos, Director of Analytics at Business Online; Amar Doshi, VP of Product at 6sense Recorded: Jul 27 2016 53 mins
    Today’s Chief Marketing Officer will soon be unrecognizable form the marketing leaders who came before. The modern range of marketing responsibilities now encompasses: a deeper understanding of customer needs and behavior; the ability to collect, analyze and operationalize customer data; and, alignment with sales and direct impact on pipeline and revenue.

    Join 6sense and BusinessOnline as we discuss the practical steps marketing leaders must take to effectively pick up the mantel of data-driven marketing, including:

    1.The collection, management and analysis of customer data.

    2.Continuous review and piloting of new technologies.

    3.Cross-functional alignment with sales, customer success and product to drive a superior customer experience.

    4.Metrics and measurement that deliver visibility into attribution and marketing impact on business priorities.

    5.Building the capabilities and processes to allow data-driven customer-focused decision making drive marketing and sales execution.
  • Enterprise Customer Acquisition: New Marketing Techniques That Win Business
    Enterprise Customer Acquisition: New Marketing Techniques That Win Business Amy Michaels, Head of Direct Acquisition Marketing, T-Mobile and Amar Doshi, VP of Product, 6sense Recorded: Jun 16 2016 45 mins
    In the past, the only ways marketers knew they could reach customers in one-to-one marketing was direct mail and email. Quietly and without much fanfare direct marketing has gone through a powerful revolution. Driven by new technologies and an explosion of accessible customer data, marketers can now reach prospects in one-to-one communication through social, display, native, search and video. This practical, how-to session will explore the main use cases and opportunities of direct marketing and what technologies and processes are needed to take advantage of them.

    Join Amy Michaels, Head of Direct Acquisition at T-Mobile US and Amar Doshi, VP of Product at 6sense as they discuss how new techniques, technologies and marketing channels will define the next generation of business growth.
  • Predictive & Marketing Automation: Making Account-Based Marketing Work
    Predictive & Marketing Automation: Making Account-Based Marketing Work Heidi Bullock, VP of Demand Generation, Marketo; Amar Doshi, VP of Product, 6sense Recorded: Mar 17 2016 62 mins
    Account-based marketing has been top of mind for leading B2B enterprises as a strategy to increase effectiveness of marketing spend and investment in brand-to-demand programs. In just over a decade, 60% of companies with over $500 million in revenue now leverage marketing automation platforms like Marketo to manage the B2B buyers journey and drive pipeline. 

    In parallel, predictive intelligence has reached a point of sophistication where time-sensitive data-driven methodologies can be used in B2B marketing. This coupling of two critical pieces of marketing technology can help marketers accelerate the sales process while increasing efficiency of account-based marketing effort.

    Join Heidi Bullock, VP of Demand Generation at Marketo and Amar Doshi, VP of Product at 6sense as they discuss: 

    •ABM use cases that drive the highest impact for B2B enterprises
    •How B2B marketers can use predictive intelligence with marketing automation to deliver on such ABM strategies
    •Case studies of B2B enterprises that have used Marketo and 6sense together to assist with account-based marketing
  • Predictive-Powered Account Based Marketing
    Predictive-Powered Account Based Marketing Carol Krol, Editor In Chief, Demand Gen Report; Zak Garner, Director of Customer Success, 6sense Recorded: Jan 27 2016 37 mins
    B2B marketers are quickly embracing an account-based approach to generating demand and building pipeline. The change is being driven by a closer alignment with sales (which sells to accounts not leads), a demand for higher ROI (which can be achieved through better targeting) and a desire to deliver personalized, customer-centric interactions (which are built on understanding account needs).

    If account based marketing (ABM) represents a new approach to B2B demand generation, predictive intelligence is the hub that will drive the strategy and tactics of its execution. Join Carol Krol of DemandGen Report, and Zak Garner of 6sense as they explore:

    - what is account based marketing?

    - how predictive intelligence can power ABM by:

    a. identifying your target accounts
    b. discovering decision makers and influencers
    c. providing insight into the buying stage of your target accounts
    d. developing account-based lead generation strategies
    e. honing account-based outbound sales initiatives
    f. delivering personalized and targeted web and display experiences in partnership with publishers

    - how predictive and account based marketing will continue to evolve together in 2016

    We’ll conclude our conversation with a discussion of actionable next steps that can help you implement a predictive-powered account based marketing strategy.

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