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A Data Driven Approach to Implementing the Demand Unit Waterfall

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
Recorded Jul 27 2017 42 mins
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Presented by
John Donlon (SiriusDecisions), Barbara Winters (HG Data), Zak Pines (Bedrock Data)
Presentation preview: A Data Driven Approach to Implementing the Demand Unit Waterfall

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  • How to Accelerate your ABM Program Results with Enriched Data Oct 9 2018 6:00 pm UTC 45 mins
    Kineon Walker, VP of Product & Marketing, HG Data | Justin Kitigawa Senior Director of Sales/Marketing Ops, HG Data
    Account selection is one of the most critical components to ensuring ABM success. It determines how specific you can get with your initial outreach, the type of content you produce, and the overall effectiveness of your program. To deliver the best results, you need a data enrichment strategy to help you select the right accounts for your ABM program.

    In this webcast, you’ll learn:

    - Four different data enrichment types and how you can use them to select your accounts

    - The type of enrichment data that sales and marketing teams are using to identify accounts that are 50% more likely to turn into closed/won revenue

    - How to use data enrichment to tailor your messaging and content for best results

    Register for this webinar today to learn how you can use third-party enrichment data to select the accounts that ultimately lead to larger deal sizes, faster sales cycles and more revenue for your business.
  • How Technographics Help You Find and Close Business Faster Recorded: Aug 29 2018 42 mins
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    More and more sales and marketing teams are using technographic data to identify prospects that are 50% more likely to convert into closed/won revenue. Everyday, successful teams are experiencing how install base data is helping them target the right accounts, identify new prospects, and shorten sales cycles.

    In this webcast, we’ll reveal the top 6 revenue generating use cases for technographics including:

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    - Accelerated Demand Generation that connects the right prospects with a relevant message

    - Increased Sales Pipeline that grows your total available market from 3-5x.

    Register for this webinar today and learn how to leverage technographics to drive more successful outcomes for your sales and marketing teams!
  • What is Technographic Data and Why You Need it in Salesforce Now Recorded: Jun 12 2018 47 mins
    Jim Hopkins, Salesforce | James Schoensiegel, Tegile, a Western Digital brand | Justin Kitagawa, HG Data
    If you sell or market a B2B technology product or service, you’re accustomed to developing call scripts or marketing collateral that highlights how you solve the pain points of a competing technology, or enhance the functionality of a complementary solution. However, all the work you’ve invested in crafting that refined message gets lost if you’re not delivering it to the people that would benefit from your offering the most.

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    - How Tegile, a Western Digital brand, is using technographic data to deliver personalized content for their ABM programs, develop custom product pitches for their SDRs, choose the right channel partners their accounts, and conduct strategic target market assessments.

    - A brief overview of Salesforce’s new Lightning Data app platform and how you can use it to quickly enrich your Salesforce accounts with trusted third-party data

    - An introduction to technographic data and how easy it is to add to your Salesforce accounts using our HG Data for Salesforce app
  • How to Score Your Accounts in Salesforce with HG Data Technographics Recorded: Apr 4 2018 3 mins
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  • How the Right Content & Delivery Strategies Double Demand Gen ROI Recorded: Oct 17 2017 45 mins
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    • 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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    You’ve heard all benefits of account based sales development: better alignment between sales and marketing, increased engagement with target accounts, and larger deal sizes leading to higher revenues. That’s great, who wouldn’t want that? But how do you get there?

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    • The process we went through to achieve ABS success
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    The presenters for this webinar are Barbara Winters, Vice President of Marketing at HG Data, and Justin Kitagawa, Director of Sales and Marketing Technology at HG Data.
  • A Data Driven Approach to Implementing the Demand Unit Waterfall Recorded: Jul 27 2017 42 mins
    John Donlon (SiriusDecisions), Barbara Winters (HG Data), Zak Pines (Bedrock Data)
    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
  • HG Data Company Overview Recorded: Jul 12 2017 3 mins
    HG Data
    HG Data is the best-in-class leader for technology installation information in the world. B2B technology marketers rely on our accurate technographic insights, based on advanced data science, to build better forecasts and precisely target their campaigns at scale, while innovative OEMs use our intelligence to enhance their product offerings.
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    Your customers and prospects are busy people. Every week they are inundated with e-mails, phone calls and social media intrusions from companies pitching their solutions. How do you make sure your outreach stands out and leads to further engagement?

    The sales and marketing teams who run the most successful cross-sell/up-sell and competitive takeaway campaigns do so my learning all they can about the technology their prospects use to run their business. This allows them to craft highly tailored messages that directly address the pain points prospects are having with their current tech stack, in a language that resonates and encourages follow up.

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    The presenter for this webinar is Mark Godley, the chief revenue officer for HG Data. Mark has held leadership positions at technology companies of all sizes, from pre-revenue to publicly traded. Mark is best known for driving revenue that significantly outpaces industry growth while rejecting the herd mentality.
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    When account based marketing is done right, sales and marketing teams can align behind the best prospects to target and develop messages that resonate with these prospects. This webinar will help you:

    - Recognize the right data for account based marketing campaigns
    - Apply that data to create hyper-relevant campaigns
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    Moderated by John Donlon, research director at SiriusDecisions, and featuring presentations by Mark Godley, CRO of HG Data, and Vin Turk, COO of Madison Logic, this webinar demonstrates the type of data you need to succeed in your programs. Vin and Mark will also share use cases as to how data is helping them deliver extraordinary results in real-world ABM programs.
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    Spend more time selling and less time searching. This webinar will address how to expand your market, sharpen your focus, and implement a data-driven approach to account-based marketing sales strategies.
Technographics Help You Drive Better B2B Marketing, Sales & Analytics
This channel will show you how you can leverage comprehensive technographics from HG Data to improve the way you segment markets, refine messages and offers, direct ABM (account-based marketing) initiatives, and feed business intelligence systems for optimal results.

HG Data is the best-in-class leader for technology installation information in the world. Today, leading B2B technology providers – from Fortune 500 to fast-growing start-ups – rely on technographic insights from HG Data to achieve better results from their marketing and sales programs.

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  • Title: A Data Driven Approach to Implementing the Demand Unit Waterfall
  • Live at: Jul 27 2017 5:00 pm
  • Presented by: John Donlon (SiriusDecisions), Barbara Winters (HG Data), Zak Pines (Bedrock Data)
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