How one company’s disciplined, targeted approach to demand generation delivered big results

Mereo

JD Edwards, then one of the top three or four providers of enterprise software, was reaching a critical juncture. The previous 18 months had seen investments in lead generation stop, all existing leads dry up and revenue drop by $200M. Through what we labeled the “Revenue Delivery System,” JD Edwards sales and marketing leadership invested in a strategic approach to drive demand generation and equip the sales team to effectively sell to targeted markets.

OpenText Enterprise Content Management IWP

The ROI Guy

OpenText needed to generate more demand for its Enterprise Content Management solutions, and provide compelling insight to potential buyers about the business challenges in managing information growth, the complexities of new regulations and policies, and value of an Information Governance program.

IBM SmartCloud Enterprise Plus TCO Interactive White Paper (powered by Alinean)

The ROI Guy

IBM wanted to generate more demand for it’s SmartCloud solution via thought leadership on their solutions significant TCO advantages. interactive smart content interactive white paper Demand Generation IBM Value Marketing IT Pisello Alinean

Building an Effective Lead Management Process for High-Growth Sales

Velocify

Demand generation marketers are focused on supporting sales teams, and a large part of their role is ensuring that carefully curated leads are moving through the funnel effectively.

A Better Way to Go Mobile – Interactive White Paper (powered by Alinean)

The ROI Guy

A mobile application platform provider had an urgent requirement to generate a wealth of qualified leads, particularly connecting and engaging with enterprise web and application managers seeking to take their apps mobile in a timelier, more cost effective manner.

ROI now Guaranteed on Alinean Value Marketing Tools

The ROI Guy

In partnership with EnterpriseGuide , the social buying community for Enterprise Technology, the Alinean Value Marketing Tools are used to fuel e-mail marketing campaigns to a member community of over 3.8 With Frugalnomics, buyers are more overloaded, skeptical and frugal than ever before.

ROI now Guaranteed on Value Marketing Tools

The ROI Guy

Designed for B2B marketers, to drive better engagements and assure that lead generation goals are exceeded, this program combines compelling Interactive White Papers and Benefit Estimators with integrating e-mail marketing to exclusive targeted communities. Your marketing programs need a differentiating edge in order to generate the right opportunities and drive revenue performance”, says Barry Harrigan, Chairman of Pure Incubation.

The End of Marketing as We Know It: Overcoming Buyer Challenges with Interactive Smart Content

The ROI Guy

This has resulted in a condition known as Frugalnomics, where buyers are now immune to empty product pitches and promises, instead demanding quantifiable proof that a proposed solution will drive bottom-line impact and represents more value versus the competition.

No One Wants Your Cold Calls

No More Cold Calling

New research from demand generation firm Vorsight paints an even more dismal picture of cold calling, suggesting it takes 60 to 90 dials to actually get meetings. Associations Enterprise Referrals Sales Management Salespeople Small Business

50 Must-Know Heavy Hitters: Winners of the Sales Hacker Top 50 Awards 2017!

Sales Hacker

Demand Gen. Simmy K – Enterprise Sales Executive, Conversica. Katie Levy – Enterprise Account Executive, SmartRecruiters. 5) Demand Gen Winners: DeAnn Poe – Vice President, Demand Generation, DiscoverOrg.

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Marketing Needs to Put Skin in the Game

Pointclear

They recommend that as a first step toward capturing these key performance indicators, clients walk through a model that breaks down typical marketing contribution and mix based on three go-to-market strategies: direct enterprise accounts, inside commercial accounts, and small-and-medium-sized business (SMB)/channel accounts. Here is how Mark Nadolny, Manager of Benchmarking Analytics at SiriusDecisions breaks it down: “Tier 1: Direct Enterprise Accounts.

Revegy’s 2018 Year in Review Signals Strong Outlook for 2019

Smart Selling Tools

Organizations today are focused on strategically maintaining and growing revenue within key accounts, and Revegy is a critical tool to help large, global enterprises ensure their accounts are healthy and achieving the desired results - Mark Kopcha, CEO Revegy.

PODCAST 07: You CAN Align Marketing and Sales (Here’s How This CMO Did It)

Sales Hacker

We talk about how to align marketing and sales with demand generation to drive scale. How to align Sales, Customer Success, Marketing, and Demand Gen. The right way to think about demand generation and what data to use to make decisions.

Putting the Customer First

Igniting Sales Transformation

An accomplished marketing executive, Sloan has deep expertise across customer experience, product marketing, demand generation, and communications. Sloan is a global B2B enterprise marketing leader who previously served as CMO of Alfresco.

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

A 2019 Demand Gen Report asked: What are your biggest challenges to maintaining data quality in your contact database? According to the same Demand Gen Report , 68% of Marketers have the goal of targeting more specific segments for better engagement in 2019.

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What To Expect At Revenue Summit 2018—Aligning Sales, Marketing & Customer Success

Sales Hacker

While The Revenue Summit is a phenomenal destination for c-level enterprise leaders, we’ve got something for everyone, so don’t count yourself out if you’re in junior sales, sales management, or if you’re a demand generation marketer. The Revenue Summit 2018 is a must-attend event for sales & marketing professionals seeking to explode revenue and building high-velocity lead generation machines. SAN FRANCISCO, CA – Feb.

What lies ahead

Sales and Marketing Management

And you don’t need to be enterprise-level to make this work: using email automation software such as Moosend makes this an affordable, highly scalable tactic that is vital for growing your business in 2019. It’s not exactly a new element of B2B digital marketing, but the numbers are staggering, says Amanda Foushee, a demand generation associate at Marsden Marketing.

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Inbound Marketing’s Top 4 Newest Insights

Sales Benchmark Index

She has helped build the company with superb demand generation efforts. The survey found that 34% of the leads marketers generate come from inbound marketing sources. I recently had a cup of coffee with a good friend and marketing peer.

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. In the enterprise space, most successful companies have already embraced sales enablement as a critical priority—and are seeing the fruits of their labor. Marketing-generated awareness. Marketing-generated demand. The post Want Better Lead Generation?

6 Things to Consider When Choosing a Data Provider

InsightSquared

Guest blog by Eileen Chow, Director, Demand Generation and Marketing Operations at Evergage. We wanted to be able to serve and align our SMB and enterprise teams by sourcing from the same partner.

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Green Leads Acquires Target 250 – Forms Fastest-Growing B2B Demand Gen Company in North America and Europe

Green Lead's B2B

Merger Provides Global Enterprise Software and Technology Companies with Deeply Integrated, Quality Pipeline Generation Services. “Our clients are demanding that we expand our delivery to the EMEA theater, which triggered the acquisition of Target 250.

How to Reduce Churn, Drive Customer Trust and Loyalty, and Maximize Revenue – Interview with @strikedeck

Smart Selling Tools

We all know how difficult demand generation is in the current status quo in which GDPR has put restrictions on email marketing, and email open rates have gone down significantly. We’ve been able to deliver value to our customers that range from enterprise-level companies, to SMBs.

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6 Steps to Improve Your Go-To-Market Maturity

Sales and Marketing Management

These companies are leveraging account-based strategies, driving enterprise-wide alignment and use data science as a weapon. You’re likely familiar with SiriusDecisions’ Demand Waterfall, a decade-old concept. In 2017, they unveiled a significant update that added “Target Demand” as the first stage of the revenue management process. Author: Joe Andrews What defines a mature go-to-market model in B2B companies? Is it having a growth strategy focused on new market segments?

How to Build Your LinkedIn Center. Social Selling 3.0

Tony Hughes

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced).

Marketing Automation Vendors Are Not Delivering On Marketers’ Needs For Reporting And Analytics. Here’s Why.

InsightSquared

Marketers look to their marketing automation platforms (MAPs) not only to execute many of their demand generation activities, but also to understand the effectiveness of their marketing programs.

The Proven Process for Developing a Go-to-Market Strategy

Hubspot Sales

Generate interest. The field sales business model is when you have a full sales organization that closes large enterprise deals. Generate interest. This occurs through demand generation, which can happen with inbound and/or outbound strategies.

PODCAST 28: How High Growth SaaS Companies Build and Lead Sales Teams w/ Chris Degnan

Sales Hacker

Chris walks us through his habits, his principles, and his system for enterprise sales. Follow the Demand and Hire Accordingly [16:07]. Follow the Demand and Hire Accordingly. Then as we saw demand in a specific region we would hire. We would follow demand.

20+ LinkedIn Influencers a Sales Person Must Follow in 2018 [Updated]

SalesHandy

Matt Heinz is the president & founder of Heinz Marketing Inc where they provide services like demand generation, Inside sales effectiveness, content strategy and other verticals related to sales. So, if you are an enterprise sales enthusiast then you know who to follow!

Persona Ecosystem – High Impact Exercise to Dial-in your 2013 Marketing Plan

Sales Benchmark Index

This exercise is a standard component of the SBI Lead Generation playbook for our clients and I want to share it with you. For example, begin with your sweet spot such as Enterprise-level corporations 10,000 employees+. This may include your company website, sales staff, marketing Lead Development Representatives from your Lead Generation program, customer service, technical support, etc. Step 5: Map Potential Demand Generation Opportunities.

Outbound vs. Inbound: The Risk Management Issue in the Complex Sale

Pointclear

He responded to a proven outbound lead generation methodology driven by an experienced prospect development professional. But a proven outbound approach is needed when selling a six- or seven-digit enterprise solution with a long sales cycle to a multi-disciplined executive group.

46 Bad Ass Sales Podcasts Every Sales Professional Should Follow in 2019

Sales Hacker

Enterprise Sales Podcast. Get tips on social media marketing, lead generation, closing tactics and other key processes. Learn about new tools, frameworks and resources that will help streamline your sales process and generate more revenue.

Who is teaching the CMO how to sell?

Pointclear

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. ” The short answer is they seem to be learning this “on-the-job” and this can be quite a challenge especially in the enterprise organization.

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The Pipeline ? The six elements of a perfect sales meeting

The Pipeline

It can be something as big as a huge new enterprise deal, or a small as the new guy’s first successful appointment. Demand Generation. B2B Lead Generation Blog. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

Aligning Your Go to Market Strategy Around Account-Based Marketing with Shari Johnston, Casetext

Igniting Sales Transformation

This approach allows you to better align your dollars and people resources to generate the best-qualified leads and potential sales opportunities for your sales teams.

The Pipeline ? Mobile Apps for the Mobile Sales Force

The Pipeline

She focuses on enterprise technology in the area of customer relationship management. Demand Generation. B2B Lead Generation Blog. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

Solving the SDR Debate: Sales or Marketing?

Openview

As part of our Go-to-Market Forum, Casey Cheshire of Cheshire Impact moderated a panel with Natasha Sekket , VP of Demand Generation at ClickSoftware; Frank Ernst , Vice President of Sales Development and Inside Sales at Zuora; and Brian Schwartz , Head of Sales at UserTesting. Marketing now is responsible for a number and it doesn’t matter if an SDR generated it or not. It’s an age-old question: should SDRs report to sales or marketing ?

InsightSquared vs. Clari vs. Troops (Alternatives and Competitors)

Troops

Their Tiles analytics tool divides its package offerings into Sales Analytics, Sales Development Analytics, Demand Generation Analytics, and SaaS Reporting. Because of InsightSquared’s commitment to better analytics, they use AI within Tiles’ four categories we mentioned above—Sales Analytics, Sales Development Analytics, Demand Generation Analytics, and SaaS Reporting—and within Slate’s customizable reporting. Enterprise.

The Pipeline ? ?But we're not IBM?

The Pipeline

Their revenue is generated in traditional ways, they are able to create 1:1 relationships directly with their customers, they do not see the need for a social intermediary. Demand Generation. B2B Lead Generation Blog. Home About The Pipeline. Contest. Free Resources.

A Conversation With Anna Talerico: Aligning SDR and Sales Teams for Success

Costello

SaaS companies tend to follow a pretty similar demand-generation and sales model because it works. There is a playbook for a modern sales team that is a solid foundation, and part of that is using an SDR team to generate qualified pipeline for the sales executives.

Day 1 Twitter Recap-Sales and Marketing 2.0 Conference

Fill the Funnel

The rest of the day provided breakouts and general sessions that generated heavy Twitter traffic and response from attendees. Demand Generation Tactics that Create Synergy between Sales & Marketing. Renee Gellatly, Marketing Manager, Demand Creation at NetApp, Inc.