Today, a mere one in three channel marketers are confident that they can optimize their MDF spend. Perhaps this is spurred by the fact that 59% say they have zero visibility into their marketing-generated pipeline or historical campaign analytics, and 78% complain of poor lead conversion. To this point, channel marketing programs have largely mirrored B2B marketing best practice – to generate and process leads, with a focus on efficiency and quantity. It makes sense, we all want more leads, and it would be great if they were less expensive.
Resources & Insights
Learn more about data-driven sales and marketing and how it
drives customer engagement.
An effective ABM strategy must be humanistic — for both the company looking to roll-out account-based marketing, as well as the target market. We need to look beyond the technology, tools, and tactics used to plan and execute programs. People make purchase decisions…not accounts.
Behind The Intent Data Curtain: How Best-In-Class B2B Brands Are Driving Success With Predictive ABM
This white paper shares a behind-the-scenes look at how top B2B enterprises like Thomson Reuters and Medecision are leveraging combinations of intent data and predictive account intelligence to gain in-depth account and stakeholder buying signals, prioritize account readiness and determine account level content and targeting strategies.