Name: Sustaining ABM Success: Balancing Scale and Customization
Start: 2022-08-17T16:00:00Z
End: 2022-08-17T16:00:50.000Z
Location: BrightTALK
Rating: 4.2

The BrightTALK Academy features the fundamentals of executing webinars and marketing best practices to develop channel owners into advanced hosts.

When it comes to your webinar series, branding isn't merely slapping a logo on a slide and calling it a day. It's about creating an experience that resonates with your audience from the get-go. The moment your audience lays eyes on your series, they should feel like they've stumbled upon something special—a carefully curated experience that speaks to their needs. 
 
In this episode of BrightTALK’s Build a Better Webinar series, we'll delve into the art and science of visual branding. Learn why it's crucial for your webinar's success and how to craft a cohesive visual identity that speaks to your brand and content. From your webinar registration page to your follow-up emails, consistency is key. Because in the world of webinars, it's not just about what you say—it's about how you look while saying it.

Build a Better Webinar: Branding a Series

In today’s largely digital buying environment, video-based content provides an opportunity to engage your audience, create valuable content, and reach new prospects for revenue growth. But with the rise in popularity of webinars, there's even greater competition to capture your audience's attention. 

Buyers are increasingly sophisticated and no longer fall for one-size-fits-all marketing campaigns or pushy sales tactics. Join a panel of webinar experts as we dive into the role that successful webinars play in creating authentic, valuable, connections with your audience. We’ll share a roadmap to creating authentic B2B webinar content that embraces your brand voice to more successfully engage your ideal buyer.

A Roadmap to Authentic B2B Webinar Content

Marketers have only seconds to capture a buyer's attention. With no time to spare, how can you make compelling content that engages them at every stage of their purchasing journey?

Animation is your answer. Short-form animated videos elevate your brand, highlight your thought leadership, and promote your products. According to Hubspot, 96% of buyers report watching explainer videos to learn more about a product, with 88% being swayed to make a purchase.

In this webinar, we’ll share some tips and best practices for maximizing B2B animation and answer your questions, such as:
  • What do we mean when we talk about B2B animation?
  • Where can animation fit in our sales funnel?
  • How can I tell the most effective story?

Using Animation to Create Content Throughout the Sales Funnel

As many marketing teams move away from MQL and lead-based demand gen models, the focus has shifted to understanding what drives an account and the unique buying teams within it. TechTarget’s latest Media Consumption survey data can serve as a helpful guide for marketing and sales leaders looking to better understand how role and function dynamics can affect content creation and outreach.  

Join us as Senior Director of Market Research, Corey DeFreese, and VP of Product Innovation, Research and Insights, Katie Graybeal, illuminate the path with actionable tips for marketing and sales leaders looking to break through in 2024. They’ll cover:  

-The latest insights on how job level, function and other factors should influence how you look to engage buyers throughout the buy cycle.  
-Ways Marketing can enrich content to better bridge the buyer-seller divide. 
-A behind-the-scenes look at how tech buyers actually conduct research and how you can leverage the resulting data and insights to reach your objectives.

Decision-Making Dynamics: Roles, Buying Teams and the 2024 Tech Purchase Process

Effective panel presentations are an essential tool for B2B marketers. But, moderating panels is not as easy as it seems: staying engaged with the audience, keeping the conversation going, asking questions, managing slides, incorporating audience questions … it can get complicated, fast. 

In this episode of BrightTALK’s Build a Better Webinar series, we’ll coach you through creating an engaging dialogue with your panelists, whether you’re bringing in external subject matter experts or showcasing internal stakeholders’ expertise. From determining your session details to recruiting relevant speakers, we’ll discuss best practices you can adopt to help you simplify the process and set you up for success.

Build a Better Webinar: Moderating Panels

Your GTM’s competitive effectiveness depends on the insights you have for fuel. To better connect your solutions to real buyer needs ─ and do it in ways that support them throughout their buyer’s journeys ─  you must address product-market-fit, solution gaps, buyer challenges and more. So, while input from your own campaigns and website provide a solid start, to deliver the digital content your buyers need today, you need to do far better.

In this replay from Reach 2022, John McKnight, EVP, Research & Analyst Services at TechTarget’s Enterprise Strategy Group, takes an in-depth look at how GTM teams should tap into quantitative, qualitative, and the best sources of behavioral data to generate positioning, messaging and asset deliverables that win. As a special guest feature, we’ll also hear from TechTarget’s Chief Content Officer, Kelley Damore, as she highlights how her world-leading enterprise tech editorial team uses its own approaches at massive scale.

Fuel Your GTM with Credible, Data-Driven Content

In today’s highly cluttered and competitive vendor landscape, marketing leaders need thoughtful strategies for customer engagement and retention. Without strong brand recognition and clear differentiation from your competitors, your customer relationships are likely at risk. 
 
Join us as Senior Director of Market Research, Corey DeFreese, and VP of Product Innovation, Research and Insights, Katie Graybeal, tap into TechTarget’s Media Consumption survey data to unravel the intricate tapestry of vendor loyalty, customer satisfaction and differentiation in 2024. In this episode we’ll cover:  

-The realities of vendor loyalty today and the top reasons buyers switch vendors.  
-Understanding the real-time topics and trends that your buyers are engaging with, and how you can use these clues to shape your retention strategy.  
-Top purchase disruptors to be aware of and how to keep buyers satisfied.  
-Ways to use vendor loyalty insights to create a more effective content strategy.

Switch or Stay: Understanding Tech Vendor Loyalty and Customer Retention

In a world where guessing and actually knowing what tech buyers want are two very different things, you need the right data and insights to adapt your GTM strategy successfully. To thrive in 2024, marketers need to truly understand how tech buyers buy, what content will support them on their journey, and how to influence them where they consume buy-cycle information.

TechTarget’s new series, Navigating the Tech Buyer Journey in 2024, is specially designed to help marketers build laser-focused messaging and content that truly converts time and time again. Join Senior Director, Research and Market Insights, Corey DeFreese, and VP of Product Innovation, Research & Insights, Katie Graybeal, as they guide you through episode one of our new series featuring research from TechTarget’s latest Media Consumption survey. They'll dissect the evolving tech buyer landscape, including the impact of GenAI, and equip you with actionable strategies to:

- Better understand your audiences’ media preferences and where they are spending more of their time conducting research.
- Build a diverse, omnichannel content plan capitalizing on the format buyers crave the most.
- Understand where buyers place trust when it comes to GenAI and independent experts.

GTM Success in 2024: A B2B Guide to Tech Investments and Media Preferences

The best webinars tell a clear and concise story that captures an audience’s attention. You may be a seasoned presenter, but do you use the elements of good story telling to connect emotionally with your audience? 

This year BrightTALK’s Build a Better Webinar series continues with a look at key elements of successful storytelling. From tips to infuse the story arc into your script to examples of successful storytelling, we’ll cover best practices to build your script around your story – and capture your audiences’ attention.

Build a Better Webinar: Storytelling & Scripting

Today’s buyers consume, on average, 12 pieces of content when researching a purchase. When producing relevant and valuable messaging is this critical, how do you create the right assets to address every prospective buyer’s needs at every stage?

As the leading B2B webinar and video provider, the BrightTALK team has learned a thing or two about creating content that converts. Join us as we demonstrate how to build a well- balanced asset library that blends rich and static media throughout the buyer’s journey. We'll teach you to leverage different content types and demonstrate how to build a robust editorial calendar to create meaningful marketing touches as your buyers progress deeper down the sales funnel.

Mapping B2B Content to Each Stage of the New Sales Funnel

Think about your buyers. Buying a solution for their company is a complicated, risky proposition. To even begin a real buyer’s journey, they’ve got to be experiencing a big enough issue that it’s worth the effort. And they’ve got to be solving a big enough problem that it’s worth the resources of everyone involved. That’s the reality that you’re selling into – the difficult buying team work necessary to move from a big problem to a successful solution. By helping buyers move through this process, great content accelerates it and increases your chances of winning. So what exactly is that content? Why do most organizations struggle to produce it? And how can your team do better?

In this webinar replay from TechTarget's Virtual Event, Reach,  John McNight, Senior Vice President, Research & Strategy at TechTarget’s Enterprise Strategy Group (ESG), will help you better understand and navigate the needs and challenges surrounding creating the content you need to win. He’ll cover the organization issues you face, the essential elements of the content itself, and the operationalization of a content engine that can better deliver for your prospects and your company.

What is Great Content for Buyers and Why’s it So Hard?

An effective account-based marketing (ABM) program isn’t created overnight  — programs can take months or even years to perfect. While ABM requires long-term commitment from your teams, if you measure realistically, you’ll see real measurable ROI from your program sooner rather than later. 

In this session, we’ll explore key KPIs to measure your long-term ABM success, together with the metrics to measure your short-term progress and keep your momentum going. And you’ll learn how high-quality, accurate data can help support these metrics.

Essential Metrics For Successful ABM

To attract their share of attention, every smart marketer should try to leverage what’s hot in the market. But thoughtful strategic teams understand that, beyond trend-chasing messaging, there’s serious work to be done to properly assess and refine solution positioning. So as buyers do more and more research on their own (and their attention gets harder to earn), most GTM teams need to seek better input. They know they need better ways to ensure that what they say and what they intend to do will align more proactively and productively with what their target accounts are really looking for, both from a content perspective and with respect to the solutions they’re bringing to the market.

That’s exactly what we’ll be discussing in this episode of our Analyst Insights for GTM Actions webinar series. Join Enterprise Strategy Group Principal Analyst Mike Leone as he shares revealing recent research about buyers and the state of their GenAI thinking. As always, the purpose of the session is to clarify what GTM teams should be doing! So, we’ll cover both how product teams should be thinking about this fast-moving space and how marketers can leverage the data to better engage buyers on what they truly care about right now. Beyond the buzz, our aim is to give you a significantly clearer blueprint for capitalizing on this hot topic that’s sure to become even hotter moving forward.

Using Market Research to Build a Differentiated GenAI Story

Even as competitors struggle to get their content strategies off the ground, Radware, a leading provider of security solutions for businesses of all sizes, is seeing 72X ROI from their webinar investment. How? Quite simply, they’ve maximized the magic of crafting captivating content, executing a strong promotion gameplan, and operationalizing follow-up from their sales team. 

Join Daisy Zhang, Global Digital Growth Manager (Radware) and Swaroop Iyer, Enterprise Account Director (BrightTALK) as they unpack the trick to Radware’s exponential webinar growth. Covering everything from content strategy to effective sales enablement tactics, they’ll outline the roadmap they’re using every day to convert engaged webinar viewers into paying customers

72X ROI: How Radware Works Webinar Magic to Generate More Demand

Marketing organizations face overwhelming pressure to innovate and deliver scalable marketing campaigns that increase engagement and drive more revenue. This reality becomes even more daunting if your marketing team is dealt with a tighter budget or smaller staff.

Join BrightTALK’s Manager of Marketing Programs, Kate Jacobsen, as she shares the secret to executing an aggressive content strategy without overburdening your small team. You’ll come away with actionable best practices to help your organization accomplish more with fewer resources while still maintaining quality.

Scaling Growth with Limited Marketing Resources

In a freshly published Enterprise Strategy Group study, Marketing tops the list of areas where companies are applying GenAI with 35% of respondents currently using it and 45% seeing future potential. But what does the GenAI revolution mean for B2B tech Partner Marketing and how can Partner Marketing leaders capitalize on this transformational opportunity?
 
One visionary leading the charge is Cheryl Cook, Senior Vice President, Global Partner Marketing at Dell. She’s weaving GenAI into her strategy for delivering cutting-edge marketing tools, trainings, events, and MDF programs that help Dell’s partners grow, thrive, and win in today’s ever-changing environment. Listen in as Cheryl sits down with TechTarget’s Michael Latchford, General Manager & Vice President, Strategic Alliances & Partner Marketing Service to explore:
 
-The opportunities recent GenAI innovations from Dell present to the partner ecosystem
- Her vision for how GenAI will transform going to market with, through, and to partners
- Lessons learned from early initiatives to pilot GenAI in Partner Marketing at Dell
- Practical advice for Partner Marketers looking to adopt and drive quick wins with GenAI

Generative AI: Opportunities and Implications for Partner Marketing

Webinars have become an essential tool for B2B marketers to engage buyers and share valuable information. But when it comes to generating registrations, maximizing participation, and delivering an overall seamless experience, how do you make sure your webinars are truly user friendly?

In this episode of BrightTALK’s Build a Better Webinar series, we’ll walk you through how to remove friction from your webinars so your audience can focus on connecting with your business. From simplifying the registration process to maintaining consistent branding throughout, you’ll come away with a framework for the ideal webinar user journey.

Build a Better Webinar: Optimizing Audience Experience

It is a tough time to be a B2B marketer in the tech space – you're not only tasked with supporting your sales team but also entrusted with shaping your prospect’s perceptions to keep your brand top of mind. Yet Utimaco, a global leader in providing trusted cybersecurity and compliance solutions and services, seems to have cracked the code, using the power of video to attract and captivate their audience with appealing content, a strong point-of-view and a winning promotional strategy.

The result? Their webinar program is seeing 800% year-on-year audience growth and an engagement rate 17x better than their closest competition. Hear from Utimaco’s marketing leaders as they open the playbook on how great webinar content is enhancing to their digital marketing strategy, driving more (and better) opportunities for their business and providing a stream of piping hot leads to their sales team.

Presented by: 

-  Philipp Harmuth, Head of Digital, Utimaco 
- Volker Gerstenberger, Director, Marketing, Utimaco
- Chris Tully, Account Manager, EMEA, TechTarget

17x the Competition: Utimaco’s Guide to Exponential Webinar Growth

Once comfortable with the process of planning and executing an ABM webinar program, you might be wondering where to go next. As with most established programs, the importance lies in the details, and how you can capitalize on what you’ve already built to reach a larger and more specified audience. 

In episode 4 of the ABM that Works series, we'll break down how to scale and personalize your ongoing webinar based ABM efforts. From expanding the variety of your webinar formats and introducing virtual and hybrid events we’ll walk you through the various ways to ensure you leave a long-lasting impact.

Sustaining ABM Success: Balancing Scale and Customization

Content Marketing

B2B Marketing

Demand Generation

Marketing Analytics

Marketing and Sales Alignment

Marketing and Sales Metrics

Marketing Attribution

Account Based Marketing

Scalability

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“People generally remember 10% of what they read, 20% of what they hear, 30% of what they see and 50% of what they see and hear.” This final segment, the merging of audio and visual, is what makes webinars and videos a crucial part of any marketing program. The BrightTALK webinar and video marketing community gives you access to webinars and videos on marketing, best practices for video marketing online and tips for creating a successful marketing webinar. Join thousands of marketing professionals exchanging information through on-demand and live webinars and videos.

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The digital content marketing community on BrightTALK is made up of thousands of marketers using rich media and thought leadership content to drive engagement. Join to learn best practices for digital content creation and distribution and explore how content engagement can help you connect with your existing and prospective customers and drive revenue.

The marketing community on BrightTALK is made up of thousands of engaged marketing professionals. Find relevant webinars and videos on marketing strategy, branding and more presented by recognized thought leaders. Join the conversation by participating in live webinars and round table discussions.

Sustaining ABM Success: Balancing Scale and Customization

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