Resources & Insights
Learn more about data-driven sales and marketing and how it
drives customer engagement.
Enterprise B2B sales is a complex process of which the buying experience is one very important attribute to closely understand. Failing to appreciate the buying experience will likely result in failure, as you may target the right account at the wrong time. The problem here is structural, B2B marketers continue to hold onto strategies of the past, around industry segments, and channel-specific domain expertise.
The debate over ABM best practice struggles to make sense for sophisticated demand generation teams. Why? For organizations with a wealth of market experience, you already have sizable investments in lead generation, you have multichannel programs, scoring methodologies, and reporting, and adding a new and disconnected strategy and technology is more likely to confuse audiences, break measurement systems, and drive up the cost of acquisition. If you’re an enterprise-class marketing organization, adding a new silo of activity and measurement doesn’t make sense.
It’s been two years since Forrester first evaluated the account-based marketing (ABM) platform market and much has changed. The recently published report, The Forrester New Wave™: ABM Platforms, Q2 2020, shows an increasing consensus on solution focus and scope.
According to the report, MRP “best suits large enterprises with varied solutions and marketing resource models." As well, the report notes that "MRP can support mature omnichannel ABM programs that multiple departments, business units, or partners execute through multitenant deployments of its platform and complementary managed services." Customer references praised the quality of insights they get from MRP Prelytix, and the value delivered by complementary managed services.
PHILADELPHIA - June 02, 2020 - MRP Prelytix, the only enterprise-class predictive ABM platform, has been named a "Top Sales Tool of 2020" by Smart Selling Tools. Specific recognition declared the platform as a top performer in helping sales teams target accounts. Awarded annually, this program recognizes software solutions that empower sales professionals at every stage, from enabling sales, to engaging leads and prospects, and closing deals.
Intent data by itself is interesting but not actionable; Predictive analytics by itself lacks the insight needed to start relevant conversations. Combine the two, and you’ve found your B2B Marketing sweet spot! This session will offer specific learning into how brands across different industries are combining intent data and predictive analytics in ABM and other targeted initiatives
PHILADELPHIA - May 05, 2020 - (Business Wire) - MRP Prelytix, the only enterprise-class predictive ABM platform, today released the first in a series of reports detailing major development trends in various technology ecosystems. The ‘Covid-19 Working from Home - Intent Trends Report’, details how the surge in remote working has impacted the Virtual Office, Unified Communications (UCaaS), and Video Conferencing markets in face of the COVID-19 pandemic.
Global, life-changing events are making an indelible impression across the technology industry, including some of the key players. Read this report to understand the inside view of how working from home is impacting unified communications and video conferencing solutions.
Although the sales-marketing disconnect and rivalry has certainly kept life, business, and company gossip interesting, organizations must evolve. If companies want to reap the rewards of ABM, it is critical that their marketing and sales teams get on the same page and focus on developing pipelines filled with quality leads and the right opportunities.