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Similaire à Account Based Marketing Software Product Demo: Winter Release, October 18th 2016
Similaire à Account Based Marketing Software Product Demo: Winter Release, October 18th 2016 (20)
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Account Based Marketing Software Product Demo: Winter Release, October 18th 2016
- 1. 11 Account Based Marketing Software Product Demo October 18th 2016 Jean-Yves Simon VP, Product jysimon@azalead.com jysim0n (with a zero)
- 2. 22 2 About Azalead • Founded in 2013 • Offices in NY & Paris • VC backed: $8M • Founding member of the ABM Consortium • Microsoft Partner • 80 customers worldwide
- 3. 33 3 Technology Services, Manufacturing & Other Experience with over 80 International Clients
- 4. 4444 What we’ll cover 1. The new B2B Sales & Marketing Context 2. Azalead’s Account Based Marketing platform 3. Live Demo, focus on Winter ‘16 Release new features 4. Q&As 30’
- 5. 5555 The new B2B Sales & Marketing Context
- 6. 6666 😟 0.4% Less than 1% of inquiries convert to a sale SiriusDecisions Demand Waterfall model
- 7. 7777 Source: IDC Research Of website visitors are Anonymous 95% Marketing budgets are allocated based on guesswork
- 8. 8888 The B2B Seller needs a change 57% of the purchase decision is already complete before the customer even calls the supplier* Buyers are more consensus driven Commoditization effect in play * Source: CEBGlobal.com
- 9. 9999 How Azalead’s Account Based Marketing software helps solve these problems?
- 10. 10101010 Don’t count the people that you reach; reach the people who count. - David Ogilvy “
- 11. 1111 11 What is Account Based Marketing (ABM)? Identify accounts most likely to buy Focus marketing & sales efforts on target accounts Measure business impact on accounts
- 12. 12121212 The Growing Adoption of Account Based Marketing 92% recognize the importance of ABM 52% have a program in place 60% are planning on investing in technology for ABM SiriusDecisions ABM Survey, April 2016.
- 13. 1313 13 Why Now? IP based Company ID Machine learning Programmatic advertising Traditional ABM ABM at scale New technology now enables ABM at scale: 500ACCOUNTS 5 ACCOUNTS
- 14. 1414 14 Azalead Account Sensing* Technology *Patent Pending Azalead Company ID International Firmographics 120M CompaniesTag on website False positive ISP Filter http:// Real-time Company IP & Cookie database 86.54.121.46 Machine Learning on unregistered IPs Email Domain IP association ISPs International IP Registry Text Mining Cookie Tracking Azalead identifies 10X More Accounts
- 15. 1515 15 Account Selection Identify new target accounts based on website activity
- 16. 1616 16 Account Based Retargeting Build awareness with event triggered ads throughout the sales cycle Message 1 Message 2 Message 3
- 17. 1717 17 Account Based Website Personalization Grow engagement with personalized content and pre-populated web forms …even for first time visitors
- 18. 1818 18 Account Based Selling Mobile App Buying Signal Alerts Monitor target account website activity Accelerate Sales Cycles by reaching out at the right time Mobile App & Buying Signal Alerts For Sales Reps
- 19. 1919 19 ABM Dashboards & Reports Measure Awareness, Engagement & Revenue with Target Accounts
- 20. 20202020 Live Demo, focus on Winter ‘16 Release
- 21. 21212121 Winter ‘16 Release Summary Ad Self-Service Ad Retargeting Upgraded Sales Pipeline Report Upgraded Visitor Profile Report User Experience Upgrades
- 22. 2222 22 Integrations REST A P I Salesforce Pardot Microsoft Dynamics CRM Sales & Service Cloud HubSpot Marketo Mailchimp AppNexus Eloqua Click Dimensions Tag Commander Google Tag Manager JoomlaDrupalWordpress CRM Marketing Automation CMS Tag Management Advertising Email Marketing Azalead improves return on existing marketing technology investments
- 23. 24242424 Azalead cuts wastage in sales & marketing and helps grow revenue with the accounts that count. Why Azalead? $ sales marketing
- 25. 2626
Notes de l'éditeur
- Here is a list of Azalead customers. As you can see we service both mid-market and enterprise clients. About half of our clients are tech companies, but we also have a significant portion of our customers from other industries including services, manufacturing and financial services. We also have clients that are channel partners for large tech companies. This is the case for IBM, Microsoft and Cisco partners. They subsidize the Azalead investment to help their channel partners promote their products to target accounts.
- The traditional waterfall model for B2B lead generation is broken Most marketing and sales resources are wasted on companies that will not convert to a sale Marketing wastage in qualifying leads And Sales wastage in chasing the wrong accounts
- 95% of website visitors are anonymous -This is because most visitors won’t fill in a webform This is a growing problem because the website has become the central hub for all B2B marketing efforts This leaves marketers flying blind and wasting most of their marketing time and money on non-relevant companies
- 57% of decision process is completed - educated independent buyer (power has shifted) More consensus driven +5.7 stakeholders Commoditization (decisions based on price), differentiation is more and more important as all competitors appear to be the same.
- Afin de vous aider a résoudre ces problèmes Azalead a développé une solution qui va vous aider à déployer votre programme Account Based Marketing.
- Et ce programme Account Based Marketing va vous permettre de vous concentrer sur les comptes qui compte ! Et non plus sur une quantité de leads. En tant que marketers vous allez enfin pouvoir sourcer des comptes qui intéressent vos commerciaux et vous aller pouvoir influencer les comptes qui sont dans leur pipeline.
- ABM is a collaborative and strategic approach between sales & marketing Instead of following up on leads from marketing campaigns, ABM is a discipline that cuts out the noise and wastage from unqualified leads and focusses sales & marketing resources on the accounts most likely to buy.
- This is why leading B2B marketers around the world are adopting ABM
- What has changed TODAY is the ability to SCALE ABM programs t hanks to new technology such as Company ID, machine learning and programmatic advertising This technology is not available in CRM and Marketing Automations Systems –because they were designed for contacts and email –not for Accounts and retargeting
- Azalead identifies national and international companies visiting your website: from their office while traveling from mobile devices
- The Account Selection module is a tool to help identify new target accounts based on website activity
- Azalead send ad retargeting messages to your target accounts throughout the sales cycle This builds awareness with your target accounts and is great »air cover » for your sales reps.
- Azalead can help you double your conversion rates with website personalization and pre-populated webforms -even for first time visitors (other systems only personalize for visitors that have already filled in a webform)
- Azalead provides sales enabelment tools for sales team to get real-time sales intelligence on their target accounts This provides a competitive advantage and helps accelerate sales cycles
- ABM KPIs are different to traditional DemandGen KPI’s Azalead provides dashboards and reports to monitor your ABM program performance including Target Accounts Coverage Reach Awareness Engagement Sales Opportunities Sales cycle Revenue
- We integrate with existing sales and marketing tools to improve your return on IT investments
- ABM has been around since the mid-90’s. Brands including Xerox and HP were some of the early adopters of the method. It is proven to be the most profitable B2B Marketing strategy, however until recently it was a very labor intensive process Given the manual resources required, ABM was limited to large companies selling to a handful of strategic accounts
- Adopting ABM with Azalead will help cuts wastage in sales & marketing and grow revenue with the accounts that count We will help you align your marketing and sales efforts on the path to more revenues