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An Opportunity for Growth with Customer Data Platforms

Join Dun & Bradstreet on Tuesday May 19th at 10am where we will help you chart your way through these uncertain times and demonstrate how you can simplify your MarTech Stack by using a Customer Data Platform.
Recorded May 19 2020 33 mins
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Presented by
Sam Tidswell Norrish, International CMO, Dun & Bradstreet, Barry Burns, Solutions Consultant, Lattice Engines, Richard Shore
Presentation preview: An Opportunity for Growth with Customer Data Platforms

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  • Channel
  • Channel profile
  • How Outreach uses Data to Accelerate Revenue and Achieve Market Leadership Sep 16 2020 7:30 pm UTC 45 mins
    Max Altshuler, VP of Marketing (Outreach) | Nipul Chokshi, VP Marketing (Dun & Bradstreet)
    Outreach has learned through the years that customer data is one of the most important assets a business holds.

    Customer Data is key to understanding the health of your own customers as well as predicting where future business lies. Join us to learn how Outreach thinks differently about their customer data to accelerate revenue and achieve market leadership.

    Join us to learn how Outreach thinks differently about their customer data to accelerate revenue and achieve market leadership.
  • How to plan your "Land & Expand" Strategy with Customer Insights Sep 16 2020 7:30 pm UTC 45 mins
    David Nelson, Managing Director (Traction on Demand) | Maggie Granger (Dun & Bradstreet)
    Identifying white space, cross sell, up sell with hierarchies, expand your footprint, really understanding your customers <need to do this first, capitalizing on everything within your system you can, running so fast previously, need to clearly define who you are selling into so you can approach more strategically.
  • Decoding Intent Data: Finding In-Marketing Buyers Within Target Accounts Sep 16 2020 7:30 pm UTC 45 mins
    Brandon Friesen, CEO (Just Media)
    As buyer behavior continues to change, B2B companies are significantly increasing their spend on digital demand gen efforts. However, the biggest challenge today is selecting the right accounts and engaging them consistently across channels. 

    Join Brandon Friesen, CEO, as he covers how big brands are igniting growth and accelerating digital engagement using intent and behavioral signals. as they cover what’s changed, what’s coming up in the near future and, how to address those opportunities to deliver breakthrough results.

    In this session you will learn: 

    • Using intent data to identify what companies from your target accounts are in-market and what use case they’re interested in.
    • 3 examples of companies using data, insights and AI to identify and engage buyers with the right message at the right time. 
    • How to create a winning digital strategy to attract and engage in-market buyers across channels align and organize cross functional teams to set campaigns and programs for success.  
    • How to set the right metrics and measure for success across channels.
  • Driving Digital Transformation in 2021 Sep 16 2020 7:00 pm UTC 15 mins
    Nipul Chokshi, VP Marketing (Dun & Bradstreet)
    The sales environment has drastically changed in 2020. To adapt to these changes, Fortune 500 companies such as Citrix, LiveRamp, Thomson Reuters, etc. have turned to new technologies such as AI & Data to keep their sales team focused on “in-market” buyers. Join our session and learn how to use tools like D&B Hoover™ to help their sales team prioritize what companies to target, what product to pitch and why now. 

    Join our session to learn how HPE is using tools like D&B Hoover™ to help their sales team prioritize what companies to target, what product to pitch and why now.

    This session will be 45 minutes in length. The next session 'From $0 to $180B: How Salesforce uses Data to Accelerate Revenue and Achieve Market Leadership ' will start at 12.30pm PT
  • Driving Revenue Operations Wins Through Data & Insights Sep 16 2020 7:00 pm UTC 15 mins
    Marina Schubow, Senior Director of Analytics & Automation (BMC) | Cathryn Smalley (Dun & Bradstreet)
    Revenue operations teams are constantly challenged to clean, enrich and unify the data coming in to and out of their sales and marketing systems.

    Incomplete, outdated and disparate data sources make it difficult for teams to run productively and to quickly execute impactful campaigns. 

    In order to reduce the time spend on data management, and increase the time you spend on strategic initiatives, join us to understand how to run the next gen version of an efficient and effective revenue operations team.
  • Driving contextual engagement across channels with AI and Insights Sep 16 2020 7:00 pm UTC 15 mins
    Modern ABM is shaping towards higher digital engagement as the main approach to influence buying groups. As buyers have now taken control of the customer journey, it is all about account-based engagement and how to leverage those interactions to grow revenue.   

    Join us  and find out how they are accelerating digital success and increasing pipeline by using profile indicators, intent, and other behavioral signals as they cover: 

    • Shifting towards digital-first interactions to better serve modern-buyer preferences.  
    • Leveraging insights and predictive AI to prioritize businesses more receptive to  your solutions 
    • Architecting and deploying always-on personalized buying experiences to help drive higher engagement with B2B buying groups
  • The New Age of Value Based Selling Sep 16 2020 6:00 pm UTC 45 mins
    Julie Thomas, President and CEO  (ValueSelling Associates) | Sean Crowley (Dun & Bradstreet)
    The buying landscape has changed dramatically. Now more than ever, sellers must focus on being relevant in front of their buyers and driving value every chance they get.

    Join Dun & Bradstreet and Julie Thomas, CEO of ValueSelling Associates to learn how to build a value selling framework in your sales organization.

    Armed with this framework, you can: 

    • Rigorously qualify prospects and eliminate the “no decision” sales cycle 
    • Efficiently prepare for sales calls 
    • Ask the right questions in the right order at the right time 
    • Properly differentiate the breadth of your products and services 
    • Build insightful prospect profiles that increase your credibility. 

    This session will be 45 minutes in length, with the following session 'Driving Digital Transformation in 2021' starting at 12pm PT
  • How to Rev Up Your RevOps To Accelerate Growth Sep 16 2020 6:00 pm UTC 45 mins
    Lori Wizdo, VP, Principal Analyst (Forrester) | Maggie Granger, Director, Integrated Marketing (Dun & Bradstreet)
    Vanguard B2B companies are building a RevOps function to build a more integrated, data driven, and agile marketing, sales and service capability. But, it can be challenging.

    Join Dun & Bradstreet and Forrester to discuss how to architect and enable your RevOps function to excel against the primordial goal to profitability win, serve and retain customers.
  • ABM in the Age of AI and Data Sep 16 2020 6:00 pm UTC 45 mins
    Steve Casey, Principal Analyst (Forrester)
    B2B buyers are now expecting to be treated as equal partners by their vendors, and demanding buying experiences that are increasingly open, connected, intuitive, and immediate.

    Join Forrester’s Steve Casey as he analyzes the impact of two important trends – the growing realization that all marketing and sales engagement needs to be account-centric and the maturation of AI-powered applications that can create relevant and contextual experiences throughout the entire buying journey – and uncovers:

     The importance of quality data as the fuel for more effective engagement.
     Why traditional, rules-based approaches fall short of increasing buyer expectations.
     Real-life examples of companies that have successfully scaled their account-centric digital engagement.
  • Keynote: Nancy Giordano, Strategic Futurist/Founder/CEO of Play Big Inc. Sep 16 2020 5:00 pm UTC 45 mins
    Nancy Giordano, Strategic Futurist/Founder/CEO of Play Big Inc.
    Nancy Giordano- Strategic Futurist/Founder/CEO of Play Big Inc.

    Described as endlessly optimistic, Nancy is a strategic futurist with a drive to help enterprise organizations and bold leaders transform to meet the escalating expectations ahead. Recognized as one of the world’s top female futurists, she has spent her career building, shaping and evolving a portfolio of $50 billion worth of major global brands, as well as helped shape important conversations on the future of tech, business and society.
  • COVID-19 – What’s Next for Businesses? What Can be Learnt & What May be to Come? Aug 26 2020 11:00 am UTC 60 mins
    Markus Kuger - Chief Economist, Mark Preston - Finance Subject Matter Expert
    The UK Commercial and Economic Realities of COVID-19 have been quite something! Dun & Bradstreet will review what has been seen and what may be yet to come covering: D&B’s proprietary insights, country risk and economic analysis.Through operating in a Pandemic, including observations from across the front line of many industries. We will outline which Businesses are likely to survive? Even if they are forced into a ‘Review and Reset’ mode.
  • From Good to Great: Accelerating Buyer Engagement with Intent Recorded: Jul 30 2020 43 mins
    Freddie Liversidge, Director of Digital Activation, HP, Nipul Chokshi, VP Marketing, Dun & Bradstreet
    Modern ABM is shaping toward higher digital engagement as the main approach to influence buying groups. However, a recent Forrester study found that roughly 37% of B2B companies waste marketing spend as a result of poor-quality data.

    Join us on July 30th at 10:00 AM PT as we speak with experts at HP and find out how leading ABM practitioners ignite growth and accelerate digital engagement using profile indicators, intent and other behavior signals.

    In the webinar you will learn how to:
    • Identify and prioritize the right buyers
    • Design 1:1 omni channel digital buyer journeys that can accelerate engagement
    • Organize and align your demand gen, digital, content and sales teams for success

    Plus, register and get exclusive access to our newest report on how to use intent data in your ABM strategy.
  • How a Customer Data Platform can Drive Sales Efficiency and Growth Recorded: Jul 30 2020 45 mins
    Barry Burns & Richard Shore Dun & Bradstreet, Barry Magee Citrix
    As the world continues to change we are seeing more importance placed on the Digital Marketplace and the ability of sales and marketing teams to adjust their growth strategies has never been more important. This is the time for Marketing and Sales Operations to be agile, particularly around Account Based Selling.

    Please join us for a webinar on Thursday 30th July at 10am where experts from Dun & Bradstreet will be joined by Barry Magee, Director of Business Intelligence at Citrix, providers of the leading Digital Workspace, Networking and Analytics System, to discuss how your CDP can drive Sales Efficiency and Growth.
  • Compliance Risk In a New Paradigm Recorded: Jul 28 2020 58 mins
    Chris Laws, Head of Product & Strategy, Dun & Bradstreet
    Since the COVID pandemic began, many organisations have identified a need to make changes in their compliance processes. Regulators still expect institutions comply with their requirements, and keep on top of changes – which is difficult when everything is fast-paced and often changing on a daily basis. During this webinar, Dun & Bradstreet outline how to approach compliance risk in the new paradigm, including streamlining your compliance processes and improving resilience – ultimately helping you manage the risk associated with whom you’re doing business.
  • D&B Hoovers Webinar Series: Engage with Relevance Recorded: Jul 21 2020 31 mins
    Simon Knight, Product Director Steve Willmott, Solutions Consultant
    57% of businesses say sales people are not properly prepared for their first meeting. In this short webinar, we will look at how you can use D&B Hoovers to efficiently and effectively prepare for sales calls via a single source. The practical demonstration will cover the insight available via:

    •Corporate family structures
    •Analysts report
    •Up to date events with news & triggers
  • The Importance of Data across Government in a Post Covid-19 World Recorded: Jul 15 2020 68 mins
    Sir Douglas Flint, Sally Block, Anthony Scriffignano
    As our people, businesses and government organisations join forces to fight the medium and long-term impacts of COVID-19, Dun & Bradstreet would like to invite a select group of individuals to join us for a virtual briefing to discuss how business data and analytics could support public sector progress and collaboration.

    Dun & Bradstreet see inter-departmental collaboration pivotal to tackle big issues seen in the UK and Ireland, like the recent pandemic, Brexit and economic recovery. Therefore, in the face of this unprecedented period, our commitment to clients, our colleagues and our communities is stronger than ever before. We have therefore introduced several complimentary resources to help our clients make informed decisions about challenges no one imagined six months ago. Our capabilities provide relevant insights to prioritise emergency management and economic support for the industries, businesses and communities with the most pressing needs. Examples include the assessment of supply chain risk, disruption to workforces, the identification of alternative suppliers and modeling scenarios to aid in economic recovery.

    In order for Government to formulate a joined up response and ongoing strategy for these challenges, data is key.

    As a responsible business, Dun & Bradstreet would like to discuss and explore how data and analytics strategies can be used to manage risk and turn the uncertainty of the moment into confidence in the future.
  • ABM 2.0: Three Keys to ABM Success in the Next Normal Recorded: Jun 23 2020 50 mins
    Jacob Landsman - Funding Circle US | Nicole Roth - Intel | Nipul Chokshi - Dun & Bradstreet
    Join us to learn how Funding Circle and Intel are thinking differently and using deep buyer insights to drive omni channel Account-Based engagement in their target markets.

    ABM is getting smarter and more data-driven than ever before. However, as marketers look to automate their Account-based programs further to improve results they continue to run into challenges related to poor data quality, disparate data silos and numerous manual tasks.
    Join us, to get a sneak peek on D&B’s next generation ABM platform to learn how you can:

    • Segment and align target audiences using intent, fit and risk
    • Activate omnichannel campaigns and engage with personalized buying experiences
    • Measure and optimize across the entire funnel and improve your ABM programs

    Jacob Landsman - Head of Digital Marketing, Funding Circle US
    Nicole Roth - B2B Paid Media Manager, Intel US
    Nipul Chokshi - VP Marketing, Dun & Bradstreet
  • How You Can Out-sell and Outgrow the Competition in Today’s Economy Recorded: Jun 18 2020 49 mins
    Tim Royston-Webb, EVP Strategy, HG Insights, Sean Crowley, Integrated Marketing Leader, Dun & Bradstreet
    Learn how to put an adaptable strategy in place to help your team identify the right markets to pursue, who will be receptive, who to avoid, and who is in-market right now.

    Join Dun & Bradstreet and HG Insights to learn how to help your Sales team:

    •Easily prioritize “in-market” prospects
    •Increase engagement and hit your sales targets
    •Uncover the right opportunities and convert pipeline faster
    •Identify and uncover risk and be more confident in the health of your pipeline

    Tim Royston-Webb, EVP Strategy, HG Insights
    Over his 20+ year career, Tim has served as a leader overseeing the go-to-market, strategy and global revenue areas for several business intelligence organizations including Forrester, Ovum, GlobalData, Datamonitor and Informa Business Information. Tim was most recently the founder and CEO of Pivotal iQ which was acquired by HG Insights in 2018.

    Tim is a big data thinker with an analytical mindset. He is a thought leader on IT Spend and propensity modeling, and his current focus is on redefining the traditional thinking of sales and marketing professionals, working for IT and communications vendors and service providers, and educating them on how data can transform traditional sales and marketing processes to drive improved business outcomes.

    Sean Crowley, Integrated Marketing Leader, Dun & Bradstreet
    Sean Crowley is responsible for the development and execution of go-to-market strategy for the Sales and Marketing line of business, he sits at the nexus of content, inbound, outbound, website and sales enablement activities geared towards driving revenue growth. His experience working with customers of varying sizes across all major industries has confirmed for him that business growth is tied to the strategic use of data and analytics, and that continuous cultivation of good data helps accelerate the path from prospect to profitable customer.
  • Best Practices to Automate Lead Management in Salesforce Recorded: Jun 17 2020 47 mins
    Devrah Childress, Salesforce Operations CRM Analyst, Deniz Olcay, Vice President of Product Marketing
    Sales and marketing operations teams play a pivotal role in maintaining and connecting the data that enables sellers to focus on their best opportunities and gives leaders confidence in their pipeline commitments and business decisions. With experts forecasting less but hotter leads, and extended sales cycle timelines, it’s more important than ever that your lead management system runs automated, lean, and efficient.

    Join us June 17th, to learn from Sales & Marketing Solutions VP, Deniz Olcay, and Salesforce Administrator Analyst, Devrah Childress, on how to best manage new data inputs and incoming leads entering your CRM system. In this 45-minute session you will learn how to:

    - Decrease manual data reconciliation from the onset
    - Prevent duplication with lead-to-account matching
    - Avoid incorrect lead routing into your CRM
    - Define a data-driven lead management framework

    Speaker Bios:
    Deniz Olcay is Vice President of Product Marketing for Sales & Marketing Solutions at Dun & Bradstreet, a leading global provider of business decisioning data and analytics. Deniz focuses on the role of data in fueling organizational growth strategies. His prior experience includes leading product development at a global sales consulting firm where he trained thousands of sellers on how to better communicate value. He holds an MBA from Babson College. You can find him @DenizDenzo on Twitter. 

    Devrah Childress is a certified Salesforce Administrator, Salesforce Platform App Builder, and Certified Six Sigma Green Belt. She provides strategy and technical support for Dun & Bradstreet’s lead routing processes and CRM integrated applications. Devrah believes in empowering customers through education and trust.

    Interested, but can’t make it? Register and we will send you the presentation recording after the webinar.
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  • Title: An Opportunity for Growth with Customer Data Platforms
  • Live at: May 19 2020 9:00 am
  • Presented by: Sam Tidswell Norrish, International CMO, Dun & Bradstreet, Barry Burns, Solutions Consultant, Lattice Engines, Richard Shore
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