2. #SPS2014
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3. #SPS2014
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4. #SPS2014
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5. #SPS2014
Panelists!
MODERATOR:
Kerry
Cunningham,
Research
Director,
SiriusDecisions
Andrew
Gaffney,
Editor,
Demand
Gen
Report
Elle
Woulfe,
Director
of
Demand
GeneraPon,
La.ce
Engines
6. Why Predictive for
2015
Concepts and Considerations
Kerry Cunningham
Research Director, Demand Creation
Strategies
11/20/2014
102. Know
Everything
That’s
Discoverable
Company
Profile
Size,
credit
raPng,
news
Growth
Profile
Employee,
locaPon,
facility,
and
contract
growth
Cloud
Maturity
CRM,
MA,
and
provisioned
infrastructure
OperaPng
Diversity
Divisions,
disparity
of
locaPons
&
personnel
Technology
Profile
Installed
technologies
and
maturity
ExecuPve
Change
Presence
of
new
personnel
AdverPsing
&
External
Investment
Spend,
trend,
Pming,
events
Social
Presence
1,000s
of
Other
ABributes
Downloads
Web
Page
Visits
Form
ConversaPons
Title
of
Contact
Webinars
ABended
Campaign
Response
Rates
Email
Opens
Video
Views
and
Engagement
Internal
Data
Sources
108. Prioritize
Cultivate
Expand
Retain
Feed
Predict Your Next…
BEST LEAD
Expand the Funnel:
Identify Your Next Best
Lead Segment
109. Prioritize
Cultivate
Expand
Retain
Feed
Predict Your Next…
BEST LEAD
Expand the Funnel:
Identify Your Next Best
Lead Segment
27% More Leads
Passed to Sales
110. Prioritize
Cultivate
Expand
Retain
Feed
Predict Your Next…
CONVERSION
Expand the Funnel:
Identify Your Next Best
Lead Segment
Curse of Abundance:
Apply Ruthless
Prioritization
27% More Leads
Passed to Sales
111. Prioritize
Cultivate
Expand
Retain
Feed
Predict Your Next…
CONVERSION
Expand the Funnel:
Identify Your Next Best
Lead Segment
Curse of Abundance:
Apply Ruthless
Prioritization
27% More Leads
Passed to Sales
Increased Opportunity
to Win Conversion: 37%
112. Prioritize
Cultivate
Expand
Retain
Feed
Predict Your Next…
TARGET
ACCOUNT
MQL Expansion:
Identify Your Next Best
Lead Segment
Curse of Abundance:
Apply Ruthless
Prioritization
Account Based
Targeting:
Prioritize Tactics &
Accelerate Conversion
27% More Leads
Passed to Sales
Increased Opportunity
to Win Conversion: 37%
113. Prioritize
Cultivate
Expand
Retain
Feed
Predict Your Next…
TARGET
ACCOUNT
MQL Expansion:
Identify Your Next Best
Lead Segment
Curse of Abundance:
Apply Ruthless
Prioritization
Increased ASP +26%
Win Rate 75%
Account Based
Targeting:
Prioritize Tactics &
Accelerate Conversion
27% More Leads
Passed to Sales
Increased Opportunity
to Win Conversion: 37%
114. Prioritize
Cultivate
Expand
Retain
Feed
Predict Your Next…
CUSTOMER
MQL Expansion:
Identify Your Next Best
Lead Segment
Curse of Abundance:
Apply Ruthless
Prioritization
Account Based
Targeting:
Prioritize Tactics &
Accelerate Conversion
27% More Leads
Passed to Sales
Cross-Sell/Up-Sell:
Target the Right Customer
with the Right Product
Increased Opportunity
to Win Conversion: 37%
Increased ASP +26%
Win Rate 75%
115. Prioritize
Cultivate
Expand
Retain
Feed
Predict Your Next…
CUSTOMER
MQL Expansion:
Identify Your Next Best
Lead Segment
Curse of Abundance:
Apply Ruthless
Prioritization
Account Based
Targeting:
Prioritize Tactics &
Accelerate Conversion
27% More Leads
Passed to Sales
Cross-Sell/Up-Sell:
Target the Right Customer
with the Right Product
Increased Opportunity
to Win Conversion: 37%
Increased ASP +26%
2-3X Increase in Pipeline, Win Rate 75%
Deal Size & Conversion
116. Prioritize
Increased Opportunity
to Win Conversion: 37%
Cultivate
Expand
Retain
Feed
Predict Your Next…
RENEWAL
MQL Expansion:
Identify Your Next Best
Lead Segment
Curse of Abundance:
Apply Ruthless
Prioritization
Account Based
Targeting:
Prioritize Tactics &
Accelerate Conversion
27% More Leads
Passed to Sales
Churn
Mitigation:
Manage
Renewals
Cross-Sell/Up-Sell:
Target the Right Customer
with the Right Product
Increased ASP +26%
2-3X Increase in Pipeline, Win Rate 75%
Deal Size & Conversion
117. #SPS2014
Submit Your Questions!
•
Download
this
white
paper.
•
View
our
podcast.
•
Take
our
assessment
•
…
118. #SPS2014
Q&A // Panelists!
MODERATOR:
Kerry
Cunningham,
Research
Director,
SiriusDecisions
Andrew
Gaffney,
Editor,
Demand
Gen
Report
Elle
Woulfe,
Director
of
Demand
GeneraPon,
La.ce
Engines
119. #SPS2014
Thanks for attending this session!!
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to
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the
next
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