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Media and Marketing

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  • Transforming Your Digital Advertising With the Power of First Party Data
    Transforming Your Digital Advertising With the Power of First Party Data Lakshmi Ramesh, Director of Digital Marketing at Treasure Data Recorded: Jun 15 2017 26 mins
    Data Management Platforms (DMPs) have helped marketers improve digital advertising in the last 10 years by providing easy access to 3rd party global audience segments, but smart marketers have realized that this isn’t enough.

    Modern marketers are now looking for ways to incorporate 1st party data into their entire marketing strategy but the problem is that this data is frequently siloed and challenging to access/analyze fast enough to keep up with market demands.

    The solution is a Customer Data Platform (CDP) which is a new system - recently recognized by Gartner - that works in harmony with existing marketing technology to connect internal 1st party data, with external 2nd or 3rd party data.

    Join us for our webinar and you will learn:

    - How to leverage your most valuable asset - 1st party data - to maximize your programmatic advertising impact.
    - The common pitfalls of working only with 2nd and 3rd party data
    - Gain a deep understanding why it’s crucial to unify 1st party data for holistic customer insights as well as activation.
    - Why a Customer Data Platform is essential to integrate 1st party data with your Data Management Platform.
  • How the Application of ABM Fundamentals Enhances the Customer Experience
    How the Application of ABM Fundamentals Enhances the Customer Experience Ashley Shailer, Senior Associate at Inverta Recorded: Jun 15 2017 43 mins
    “Know me. Know my business.”

    While this is important in a pre-sales capacity, it’s table stakes for delivering a customer experience that surprises and delights. In this session, we’ll talk about how to define your customer’s lifecycle, and how to apply the fundamentals of ABM (account selection, insights, segmentation and messaging, play development, and measurement) in a post-sale capacity for the purpose of retaining customers, nurturing loyalty, and motivating advocates.

    About Ashley: Ashley is a Senior Associate at Inverta, and has spent more than ten years designing and implementing world-class demand creation and lead management strategies that leverage the latest in marketing technology. She’s held client-side and analyst roles in marketing systems and marketing operations, and consulting roles that leverage her unique expertise in lead nurturing, account-based plays, content, messaging, and social media strategy for more than 40 clients.
  • Collaborative ABM: Partnering with Key Accounts for Innovation and Growth
    Collaborative ABM: Partnering with Key Accounts for Innovation and Growth Rob Leavitt, Senior Vice President at ITSMA; Jack Barrett, Senior Director, Strategic Marketing at Juniper Networks Recorded: Jun 15 2017 49 mins
    Account-based marketers talk a lot about being customer-centric. But the reality is that most ABM programs take a broad-brush approach to targeting customers that we think should be interested in our solutions.

    A truly customer-centric approach, especially with key accounts, begins with a deep dive into each customer’s business issues and then partners with them to design new solutions and shared success.

    This session will explore why and how a collaborative ABM approach can drive innovation, growth, loyalty, and advocacy with key accounts. The session includes a deep dive into Juniper Network’s award-winning ABM program, as well as examples from other companies including Accenture, Fujitsu, and KPMG.

    Key takeaways include:

    - The importance of collaborative innovation with key accounts
    - The value of transparency: ABM “with” not “for” key accounts
    - The research and development foundation required for collaborative ABM
    - Metrics beyond revenue: Measuring success with collaborative ABM

    About Rob: Rob Leavitt is Senior Vice President at ITSMA, a leadership community for B2B marketers and the pioneers of ABM in the early 2000s. At ITSMA, Rob provides strategic guidance to leading technology and B2B services firms on thought leadership, content marketing, and ABM.

    About Jack: Jack Barrett is Senior Director, Strategic Marketing at Juniper Networks, and leads executive engagement, ABM, demand generation, and channel development across the Americas.
  • Targeted ABM Strategies: Increase Conversions and Reduce Sales Cycles
    Targeted ABM Strategies: Increase Conversions and Reduce Sales Cycles Val-Pierre Genton, VP of Audience at BrightTALK Recorded: Jun 14 2017 39 mins
    As marketers are being asked to increase their contribution to bookings and revenue, account-based marketing is being used as a strategy to improve conversions and reduce the sales cycle.

    That said, ABM is only as good as the quality of the underlying data in your database and performance varies substantially depending your approach to execution.

    Tune in to this session and learn how you can:
    - Increase the number of target accounts
    - Increase the number of contacts inside of target accounts
    - Increase appointments with target accounts
    - Improve sales and marketing alignment
    - Grow revenue inside target accounts

    Over the past 17 years, Val has built and sold an Internet business and helped business, sales and marketing executives at Fortune 500, mid market and start-up companies to create value, move markets and accelerate growth. He combines this knowledge with deep insights from millions of data points that are generated as nearly 6M professionals connect with experts and companies on BrightTALK to learn and grow.
  • Orchestrating an ABM Campaign with Advertising, Content & Direct Mail
    Orchestrating an ABM Campaign with Advertising, Content & Direct Mail Sangram Vajre, CMO at Terminus and Daniel Gaugler, CMO at PFL Recorded: Jun 14 2017 49 mins
    Account-based marketing is a proven strategy for growing revenue for B2B organizations. Ultimately, it's about delivering the right content, on the right channel, to the contacts in your target accounts.

    In this webinar, our “ABM Superheroes” Daniel Gaugler, CMO of PFL, and Sangram Vajre, CMO of Terminus, will discuss how they use marketing technology to do ABM at scale.

    They'll provide a brief overview of the steps in the #FlipMyFunnel model for doing ABM, then discuss how to orchestrate comprehensive, omnichannel ABM campaigns that deliver powerful results.

    Session attendees listening live and tweeting with #ABM will have a chance to win a copy of Account-Based Marketing For Dummies.
  • How to Increase Sales by 800% by Segmenting Your Target Market
    How to Increase Sales by 800% by Segmenting Your Target Market Ben Raffi, CEO at Growlabs.com Recorded: Jun 14 2017 23 mins
    Market segmentation combined with tailored messaging and a scalable outbound process can lead to significant growth. Are you a B2B business trying to fill your pipeline with qualified leads? Are you scaling your sales and marketing operations? In this webinar, you will learn practical strategies to:

    1. Segment your target market
    2. Find qualified leads in each segment
    3. Tailor messaging for each segment
    4. Set up a scalable outbound process

    Ben Raffi, CEO of Growlabs.com, will share his insights and experience. At Universe, he led business development efforts globally, acquiring 28,000 clients in less than 3 years with a team of 10.
  • Building Relevancy into Every Email Campaign
    Building Relevancy into Every Email Campaign Shefa Weinstein, VP Product, PowerInbox Recorded: Jun 14 2017 45 mins
    In this webinar we are going to cover 7 easy and fast ways to Kick Your B2B campaigns up a notch by building relevancy into every email campaign. Users are now expecting each email to be handcrafted to their wants and needs. And you need to convince them to read and click, by giving them a reason. In addition, content can now be generated on time of open, keeping it the most relevant it can be.

    Over the course of this session, we will show you ways to help target your audience by GeoLocation or device, automate content so you get more but work less, collect data and build a better list, highlight events with countdown timers and add to calendar action buttons, adding exciting video and including social feeds - providing you with a new toolbox of ideas to make all of your email campaigns relevant without costing you more time.

    Read more about this topic on the BrightTALK blog: https://business.brighttalk.com/blog/live-email-personalization-secret-weapon-abm-strategy/
  • How to Hire, Structure, and Train Your Revenue Team for ABM Success
    How to Hire, Structure, and Train Your Revenue Team for ABM Success Dayna Rothman, VP of Marketing and Sales Development at BrightFunnel Recorded: Jun 13 2017 39 mins
    We know that ABM is an imperative for today's revenue teams, but how do you actually structure your team for success? When it comes to ABM, you need to have 100% alignment between sales and marketing, which requires the right people, in the right roles, running the right plays.

    Join Dayna Rothman, VP of Marketing and Sales Development at BrightFunnel and author of Lead Generation for Dummies as she discusses how to build your marketing, SDR team, and sales team to focus on ABM. In her session learn:
    - How to structure a full-funnel revenue team for targeted ABM plays
    - How to cultivate and hire a SDR and hybrid-SDR team for high-touch, multi-channel ABM outreach
    - How to run integrated ABM campaigns that include marketing, SDRs, and closing AEs
    - How to add account-based engagement as a component of SDR quota
  • How NI's ABM Program of the Year Winner Built Initial Alignment with Sales
    How NI's ABM Program of the Year Winner Built Initial Alignment with Sales Joe Quinn, Account Based Marketing Section Manager, Americas at National Instruments Recorded: Jun 13 2017 32 mins
    Sales and marketing have long been siloed, and alignment between the two departments is vital to gaining traction and support for an account-based approach.

    When sales and marketing align toward common account goals, sales has better account insights, contacts and positioning at their accounts and marketing has more substantial ROI for their efforts.

    So whether your ABM program is still in a pilot phase or fully integrated into your company, you'll be able to leverage the 7 approaches NI's award-winning ABM program uses to partner with their sales account managers.

    Key takeways:
    - Learn where and how ABM alignment starts and the most powerful tool for continued alignment
    - Leverage 5 best practices for building alignment when establishing new sales account manager relationships
    - Review 3 approaches you should consider for every account marketing objective you work on
  • Mastering Sales and Marketing Alignment in an ABM World
    Mastering Sales and Marketing Alignment in an ABM World Mark Yeager, President, Yeager Marketing Recorded: Jun 13 2017 30 mins
    Digital automation tools for marketing are here to stay. They’re getting smarter, and they’re changing the way we think about everything we do as marketers, from how we qualify leads to what content we produce to how we align our sales and marketing teams.

    Aligning marketing and sales has always been a challenging – yet critically important – exercise. You have to define a common language, synchronize strategies, and execute in such a way that each team empowers the other’s success, despite differences in timelines, drivers and goals.

    As the marketing world shifts to embrace digital platforms, particularly around the concept of account-based marketing (ABM), we’re re-evaluating how we can best achieve alignment, and we’re exploring what these new tools offer to expedite and streamline that process.

    In this webinar, we’ll cover:

    - The foundations of sales and marketing alignment: what it looks like and why it’s critical to overall company success
    - How sales and marketing alignment looks different in our emerging ABM world
    - Which digital ABM tools assist in delivering a foundation for alignment

    After watching, you’ll have a framework that will help ensure both groups are synergizing their efforts, and you’ll gain an understanding of how account-based marketing tools can be used to optimize that synergy and deliver a bigger pipeline of opportunities.

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