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Finding In-Market Buyers With Predictive Intelligence

Sirius Decisions and 6sense are excited to present Finding In-Market Buyers With Predictive Intelligence.

Do you know which of your prospects are in-market to buy now?

Join SiriusDecisions Research Director Kerry Cunningham and 6sense CEO & Founder Amanda Kahlow to find out how predictive intelligence helps marketing and sales teams find in-market buyers and use data to close deals more quickly.

Key takeaways will include:
1. How to identify in-market prospects
2. How to predict which ones are going to buy and when
3. How to shorten the sales cycle by finding buyers early

About the speakers:

Amanda Kahlow, 6sense CEO and founder, is passionate about bringing the power of predictive marketing and sales intelligence to B2B enterprise and mid-market companies. Prior to 6sense, Amanda spent 14 years as the CEO and founder of CI Insights, a big-data services company that used multichannel analytics to help enterprise companies generate as much as $300 million in net-new business.

Kerry Cunningham has more than 20 years of experience in B2B demand creation and management, spanning a broad array of industries and markets. As vice president of operations for a leading B2B teleservices organization for more than 15 years, Kerry has been a thought leader in the design and implementation of inside sales, tele-prospecting, telemarketing and processes and teams for a wide array of B2B products, solutions and services.
Recorded Apr 23 2015 58 mins
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Presentation preview: Finding In-Market Buyers With Predictive Intelligence

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  • 2017 Planning: Making the Case for Predictive Intelligence Recorded: Oct 19 2016 61 mins
    Will Vasquez, Demand Generation at Citrix and Kerry Cunningham, Research Director at SiriusDecisions
    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 Recorded: Aug 25 2016 53 mins
    Anuj Lal, Strategy Consultant at Optimizely; Zak Garner, Director of Solutions Consulting at 6sense
    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 Recorded: Jul 27 2016 53 mins
    Eric Ramos, Director of Analytics at Business Online; Amar Doshi, VP of Product at 6sense
    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 Recorded: Jun 16 2016 45 mins
    Amy Michaels, Head of Direct Acquisition Marketing, T-Mobile and Amar Doshi, VP of Product, 6sense
    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 Recorded: Mar 17 2016 62 mins
    Heidi Bullock, VP of Demand Generation, Marketo; Amar Doshi, VP of Product, 6sense
    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 Recorded: Jan 27 2016 37 mins
    Carol Krol, Editor In Chief, Demand Gen Report; Zak Garner, Director of Customer Success, 6sense
    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.
  • 4 Lightning Talks: B2B Marketing Predictions for 2016 Recorded: Dec 15 2015 41 mins
    Andrea Ward, VP, Oracle; Russell Glass, Product, LinkedIn; Scott Brinker, Editor, chiefmartec; Baxter Denney, VP, New Relic
    As we wrap up 2015 we wanted to take stock of this transformative year in marketing. To help us, we asked 4 of the top minds in B2B marketing a question: what are the biggest ideas that will impact the world of B2B marketing next year? And we’ve asked them to give us an answer in 8 minutes or less.

    So please join us for an amazing round of lightning talks. At the conclusion of the webinar we’ll offer all the attendees early access to all 12 keynote presentations from this year's INmarket15 conference, including presentations by Forrester and Cisco.

    Our lightning talk presenters and topics:

    Cross-channel, customer-centric marketing
    Andrea Ward, VP of Marketing, Oracle Marketing Cloud

    Relevance Marketing at Scale
    Russell Glass, Head of Products, LinkedIn Marketing Solutions

    Interactive Content Marketing
    Scott Brinker, Editor, chiefmartec.com

    Hiring Top Marketing Technology Talent
    Baxter Denney, VP of Online Marketing and Operations, New Relic
  • Forbes, DWA and Bombora: 360 Degrees of Predictive Intelligence Recorded: Nov 18 2015 50 mins
    Michael Burton, Bombora; Ben Barenholtz, DWA; Mark Howard, Forbes; Frannie Danzinger, 6sense
    How would a B2B intent data aggregator, a modern media agency and one of the most recognizable B2B publishers build a marketing engine to target, engage and convert your prospects with precision and accuracy? 6sense is bringing together Bombora, DWA and Forbes to explore how data and predictive intelligence technologies can connect what is currently 3 silo-ed areas of media campaigns.

    Speakers include:

    Frannie Danzinger, Head of Market Development, 6sense
    Michael Burton, Co-Founder, SVP Data Sales, Bombora
    Ben Barenholtz, Sr. Director, Global Marketing and Communications, DWA
    Mark Howard, Chief Revenue Officer, Forbes 

    We’ll look at how the strategy and products of these 4 organizations can together create an unstoppable B2B marketing engine. You’ll learn:

    - What is intent data and how can it be leveraged in your marketing strategy?
    - How predictive intelligence can create feedback loops that target your content marketing and display advertising dollars for the greatest effect. 
    - How access to B2B intent data is changing the way the media planning and publishing industries operate.  
    - What you can start doing today to prepare to take advantage of the latest B2B marketing strategies. 

    Join us as we turn our attention attention to the future of B2B marketing.
  • Demystifying Predictive Intelligence: Using Technology To Find In-Market Buyers Recorded: Oct 22 2015 60 mins
    David Lewis, CEO DemandGen
    Is it true that technology can now empower your sales and marketing teams with the ability to predict the buying patterns of prospective clients?

    As our world evolves into a technology-driven society, your consumer’s digital fingerprints are everywhere. Predictive marketing systems claim they can predict your next customer by mining these purchasing cues from digital behavior. Can this technology really tell us who will buy, what they’ll buy and when?

    Join host David Lewis, CEO of DemandGen as he interviews Scott Broomfield, CMO at Xactly and Zak Garner, Director of Customer Success at 6sense to understand how firms like Xactly use 6sense's predictive intelligence solution to gain insights of future buying patterns.
  • Predictive Intelligence: From Rollout To Revenue Recorded: Sep 10 2015 56 mins
    Sean Beierly, Marketing Mgr, Cisco; Kerry Cunningham, Research Dir, SiriusDecisions; Zak Garner, Dir Customer Success, 6sense
    Predictive intelligence gives companies the ability to identify in-market buyers early in the buyer’s journey, increasing conversion rates and growing revenue. Both sales and marketing are eager to implement predictive for their teams, but many are unsure of where to start.

    We’re here to help. This webinar will focus on the methodology of successful predictive intelligence implementation for marketing and sales development teams. Cisco’s Sean Beierly will join Kerry Cunningham, of Sirius Decisions and Zak Garner, of 6sense to talk about the right way to roll out predictive intelligence. You’ll learn:

    - What predictive intelligence is and how it works
    - How Cisco and 6sense created a staged rollout plan for predictive intelligence
    - Why predictive may have the power to eliminate the “cold” lead
    - What tools and training your marketing and sales development teams will need to succeed with predictive prospects
    - How Cisco has implemented predictive intelligence and the results they’re seeing

    Join us on September 10th at 9am PT for this live webinar and learn how to empower your marketing and sales teams with predictive intelligence.
  • Finding In-Market Buyers With Predictive Intelligence Recorded: Apr 23 2015 58 mins
    6sense
    Sirius Decisions and 6sense are excited to present Finding In-Market Buyers With Predictive Intelligence.

    Do you know which of your prospects are in-market to buy now?

    Join SiriusDecisions Research Director Kerry Cunningham and 6sense CEO & Founder Amanda Kahlow to find out how predictive intelligence helps marketing and sales teams find in-market buyers and use data to close deals more quickly.

    Key takeaways will include:
    1. How to identify in-market prospects
    2. How to predict which ones are going to buy and when
    3. How to shorten the sales cycle by finding buyers early

    About the speakers:

    Amanda Kahlow, 6sense CEO and founder, is passionate about bringing the power of predictive marketing and sales intelligence to B2B enterprise and mid-market companies. Prior to 6sense, Amanda spent 14 years as the CEO and founder of CI Insights, a big-data services company that used multichannel analytics to help enterprise companies generate as much as $300 million in net-new business.

    Kerry Cunningham has more than 20 years of experience in B2B demand creation and management, spanning a broad array of industries and markets. As vice president of operations for a leading B2B teleservices organization for more than 15 years, Kerry has been a thought leader in the design and implementation of inside sales, tele-prospecting, telemarketing and processes and teams for a wide array of B2B products, solutions and services.
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