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    • 3 Ways to Improve B2B Demand Gen with the Power of Relevance
      3 Ways to Improve B2B Demand Gen with the Power of Relevance Katie Martell Recorded: Feb 16 2017 4:00 pm UTC 62 mins
    • There are no shortcuts in the practice of turning prospects into engaged buyers who become loyal customers. However, there is one concept effective B2B marketers live by to accelerate the process of generating leads: relevance.

      Join this free, live webinar hosted by Katie Martell, and learn three ways demand gen pros are harnessing the power of relevance today, including:

      - Customer insight
      - Account-based programs
      - Personalization

      This webinar is brought to you in partnership with Evergage and presented as part of BrightTALK's Demand Generation Summit.

      About Katie

      Katie Martell creates buzz and drives market demand as an on-demand marketing consultant, writer, and speaker based in Boston, MA. She has been named a "marketing expert to follow", a top 10 marketing writer on LinkedIn, top 3 most influential B2B marketer on Twitter, and has been invited to speak at a variety of industry conferences. Katie has spent the last decade marketing in positions including CMO and co-founder of MarTech startup Cintell and Director of Buzz at NetProspex (a D&B company). www.katie-martell.com.

      About Evergage

      Only Evergage’s real-time personalization platform delivers The Power of 1, enabling digital marketers to transform the dream of 1:1 customer engagement into reality. Combining in-depth behavioral analytics and customer data with advanced machine learning, Evergage provides the one platform you need to systematically understand and interact with each person that visits your site or uses your app – one at a time, “in the moment” and at scale – to deliver a maximally relevant, individualized experience.

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    • Show Me Your Stack! with Doug Sechrist VP Demand Marketing, Five9
      Show Me Your Stack! with Doug Sechrist VP Demand Marketing, Five9 Doug Sechrist - VP of Demand Marketing, Five9 Recorded: Feb 27 2015 4:00 pm UTC 53 mins
    • Find out what's in Five9's marketing tech stack in Lattice's Secret Sauce Series: Show Me Your Stack.

      In recent years, B2B marketers have been confronted with a barrage of new technologies and systems aimed at making them more productive, efficient and successful. But which technology investments are worth making and what do you need to know before adding new systems to your technology stack?

      Show Me Your Stack is an ongoing webinar series featuring a roster of forward-thinking B2B marketers that provides a glimpse into the marketing infrastructure that powers their demand gen engines and serves as the critical backbone to their business. Everything from CRM and marketing automation to content management, business intelligence and analytics systems will be covered – basically, anything in the stack!

      Each episode features a different marketer who will walk you through their marketing tech stack, share their goals and explain how their teams are structured. Don’t miss this rare chance to see how the best in the business invest in and use marketing technology.

      About Doug Sechrist:

      Doug Sechrist is Vice President of Demand Marketing at Five9, the leading provider of cloud contact center software. Before joining Five9, he served as Vice President of Demand Generation at Eloqua as well as Taleo. He has also held Corporate and Field Marketing positions at ZANTAZ, an Autonomy Company, Intira Corporation, and Ascend Communications.

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    • The Evolution of Demand Generation: The Digital River Story
      The Evolution of Demand Generation: The Digital River Story Mike Thyne and James Regan Recorded: Feb 15 2018 4:15 pm UTC 40 mins
    • The key to success for B2B marketers in today’s marketing environment is to put the right messages in front of the right accounts. Predictive analytics and account-based are two ways to make that happen. The combination of these two allows companies to focus on accounts that are most likely to buy, and to deploy customized tactics to each account.

      Join Mike Thyne, Senior Director of Performance Marketing for Digital River, and James Regan, CMO and co-founder at MRP, as they discuss how Digital River transformed its marketing strategy from broad-based demand generation to highly targeted account-based marketing.

      Here’s what you’ll know after this webinar:

      - How predictive analytics enables companies to do true ABM
      - How to develop, validate, and grow the ideal client profile (ICP) to focus efforts behind sales goals
      - How to put the right message in front of the right accounts

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    • The Essential Pieces of Your 2017 Demand Generation Plan
      The Essential Pieces of Your 2017 Demand Generation Plan Robert Pease Recorded: Oct 25 2016 4:50 pm UTC 60 mins
    • Converting valuable Leads into customers is the name of the game in B2B marketing. As we’ve already reached the last quarter of 2016, now is the time to think about your 2017 marketing plan and where you want to invest. In this webinar, learn about the key areas to consider in your 2017 to turn more prsopects into customers, including:

      -The most effective channels modern marketers are using
      -How to implement emerging strategies, including social demand generation and account-based marketing
      -Utilizing new data sources to personalize your outreach with prospects
      -The most important metrics to track
      -How to do a post-mortem on your 2016 marketing activities to identify key areas of focus for 2017

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    • How to Handle Your Sales Team’s Objections on Lead Quality
      How to Handle Your Sales Team’s Objections on Lead Quality Adam Hutchinson, Demand Generation Marketing Manager, Socedo Recorded: Oct 25 2016 10:05 pm UTC 48 mins
    • We all know that Marketing and Sales have to work hand-in-hand in our quest to grow the business. Yet, there’s often a tension between the two teams. Lead generation and nurturing takes dedicated time and effort. But salespeople naturally prioritize working with prospects and opportunities most likely to close now. Some sales teams are less than impressed by the lead quantity and quality.

      The Marketing Team at Socedo tries to balance demands from our sales team every day. In this webinar, the Socedo Marketing team will discuss how we work with our sales team, including how we:
      •Handle objections from Sales on lead quantity and quality
      •Define the hand-off point from Marketing to Sales
      •Utilize different tactics to deliver more leads faster to our sales team
      •Select KPIs to make sure that lead quality is on-par from different lead sources

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    • Demand Generation Starts With Data
      Demand Generation Starts With Data Steve Masters, Service Director, Vertical Leap Recorded: Feb 15 2017 11:00 am UTC 46 mins
    • Many people talk about demand generation in the context of inbound marketing. You may think about it as an active effort – where you use technology and smart ideas to attract people’s attention.

      This session states that demand generation starts with an understanding of your target audience and your marketplace. We have access to so much data that can help us identify who is the ideal customer, where they congregate and what language they use.

      We can use these insights to audit out own offering to identify gaps in our offering. Does our content answer their questions? Do the products we sell appeal to them more than the products of our competitors? Are we trying to reach them in the wrong places or in the wrong way?

      We will look at ways to track and analyse trends and some methods for carrying out your own gap analysis.

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    • A Blueprint for Online Event Demand Generation
      A Blueprint for Online Event Demand Generation David Pitta, Demand Generation Manager Recorded: Mar 31 2011 5:00 pm UTC 33 mins
    • As buyers continue to be empowered by the plethora of information available, B2B marketing expenditure is shifting rapidly towards putting the right content in front of the right person and capturing their response. Join David Pitta, BrightTALK’s Demand Generation Manager, to learn the key steps in drafting your demand generation blueprint to optimize expenditure, build brand awareness, develop thought leadership, nurture leads, and deliver results with online events.

      - Implementing a consistent and complete data capture system
      - Developing a content strategy that communicates your story
      - Drafting an event schedule that delivers repeatable results
      - Creating automated nurturing tracks for live and on demand attendees
      - Measuring the effectiveness of your online events

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    • How to Implement the New SiriusDecisions Demand Unit Waterfall
      How to Implement the New SiriusDecisions Demand Unit Waterfall Kerry Cunningham and James Regan Recorded: Jun 6 2017 8:10 pm UTC 61 mins
    • Join Kerry Cunningham, Senior Research Director for SiriusDecisions, and James Regan, CMO and Co-Founder as they discuss and share:

      - The new SiriusDecision Demand Unit Waterfall
      - How this new approach emphasizes the critical need to move your demand generation efforts further up the waterfall
      - The importance of identifying your prospects at the very beginning of their buying cycle, rather than waiting for them to raise their hands
      - SiriusDecision’s new account-centric approach which focuses on the need for an account based marketing strategy
      -The importance of data, insight and analytics to successfully predict your next customer

      Watch this webcast and learn about the newest member of the Demand Waterfall family and how it can help you drive demand and revenue creation performance optimization throughout your organization.

      Read more >
    • How the Right Content & Delivery Strategies Double Demand Gen ROI
      How the Right Content & Delivery Strategies Double Demand Gen ROI John Steinert, the CMO of TechTarget, and Zak Pines, the VP of Marketing at Bedrock Data Recorded: Oct 17 2017 7:00 pm UTC 45 mins
    • As the measurability of marketing campaigns has gone up, marketers have become obsessed with things like CPL and MQL. They’ve focused more of their budgets on demand generation volume rather than on understanding the drivers of better outcomes. Despite their best efforts, for many companies, SQL/SAL conversions remain just half of where they should be for their efforts.  There’s clearly a better way.

      In this webinar, we’ll address how better synchronizing content development and delivery, to truly integrate your branding and demand generation, can lead up to a 2x increase in ROI. Here’s what we’ll cover:

      • A preview of TechTarget’s research on the effect of integrated branding on real consideration rates and demand gen conversion – based on the analysis of 110,000 IT solution deals 

      • How Bedrock Data uses a blend of thought leadership and demand generation content to achieve their sales goals

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    • A Data Driven Approach to Implementing the Demand Unit Waterfall
      A Data Driven Approach to Implementing the Demand Unit Waterfall John Donlon (SiriusDecisions), Barbara Winters (HG Data), Zak Pines (Bedrock Data) Recorded: Jul 27 2017 5:00 pm UTC 42 mins
    • SiriusDecisions recently introduced the new Demand Unit Waterfall, a process that enables teams to track their lead flow, improve their processes and, ultimately, drive increased revenue and growth. Quality third-party data is a key driver in implementing a successful Demand Unit Waterfall in your organization, but exactly what data should you be looking for and how do you apply it?
      In this Webinar we’ll cover 

      • Enhanced company profile data and how it can help you define and refine your TAM, and inform sales and marketing efforts throughout your demand generation activities

      • Using Reverse technographic analysis to uncover your Ideal Customer Profile and identify Active Demand

      • A case study from a customer who used technographic data to find the right customers to target and achieve well above average response rates on demand generation campaigns

      Presenters for this webinar include John Donlon, Senior Research Director at SiriusDecisions, Barbara Winters, Vice President of Marketing at HG Data, and Zak Pines, Vice President of Marketing at Bedrock Data

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    • How to build a high performance team to meet demand
      How to build a high performance team to meet demand Michael Harris, Executive Coach and IT Consultant Recorded: Jul 27 2017 9:00 am UTC 37 mins
    • Join Michael Harris on how to build the right high performing teams to meet demand - it’s all about people - How do we make the corporate machine value that and attract, inspire, unlock the potential of and retain, the right people?

      He has a unique combination of leadership, industry, coaching and transformational experience. His passion is helping organisations, and individuals, shape and build their future. In a career spanning over 30 years, Michael has worked in Financial Services, Manufacturing, Telecoms, Government and as a freelance consultant.

      Michael has a broad experience that has given him unique insight into the future challenges leaders face. As Michael says “One of the most difficult things that leaders need to do is to articulate a clear vision, collaboratively build a strategy and plan to achieve that vision and, most importantly, build a strong and passionate following to bring people with them.”

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