Visualize Your Account Universe In A Waterfall View Automatically

April 17, 2019 | Blog, Resources

Bringing A New Lens to The Demand management Process

Account Based Marketing (ABM) relies upon the premise that both sales and marketing are aligned across a single lead criteria. When targeting a single account, both departments need to work as a cohesive unit toward the same goals. In fact, 37% of B2B marketing professionals found tighter alignment and coordination between marketing and sales was the greatest value derived from ABM.

Best-in-class sales and marketing builds and optimizes aligned demand management processes to increase marketing’s contribution to pipeline and growth. Supporting both functions in their efforts by focusing on buying groups, their needs, and solution match, the SiriusDecisions Demand Unit Waterfall® has been providing this framework for understanding how effective an organization is at identifying, attracting, engaging and qualifying that demand.

Since its debut, the SiriusDecisions Demand Waterfall® has been adopted in countless B2B organizations, continuing its evolution with a rearchitected version in 2017 – The SiriusDecisions Demand Unit Waterfall®. What the Demand Unit Waterfall has been delivering is a concept that begins at the very lowest point of the waterfall, at closed/won and rolls up to the top without having to alter. It comes together seamlessly across both sales and marketing and all the way to product management, a true one shared concept.

MRP Prelytix Program Waterfall Enhances AI-Driven Personalization

Which is why the latest update to the MRP Prelytix platform, provides our subscribers with the ability to view their accounts in the context of the SiriusDecisions Demand Waterfall® qualification stages. The MRP Prelytix Program Waterfall update is a major step forward in our AI-powered software platform. It prepares marketing and sales teams to connect with accounts in a meaningful way, beyond artifacts of activities, enabling clients see and optimize the contribution of each team and channel within their ABM program.

This latest update to the platform allows users to realize the waterfall inclusive of all account level data (1st, 2nd, and 3rd party), easily identify bottlenecks by segment and view which segments convert into revenue the fastest. The latest update also features improved in-depth reporting and analytics. Enhanced attribution capabilities allow users to seamlessly receive their MRP Prelytix data, regardless of how large the file size is and without any support intervention, while new Web Tracker widgets are available to help further understand first-party website visitors.

Achieving High Performance by Aligning the B2B Revenue Engine

MRP is proud to not only sponsor but to present at the SiriusDecisions 2019 Summit May 5-8 in Austin, Texas. As part of the summit, two MRP clients will present case studies. On May 6th, MRP’s first participating client will share with attendees how MRP and its enterprise class ABM software has helped transform their organization’s marketing department into a revenue growth machine. The case study will demonstrate how enterprise class ABM not only grows an organization’s overall top line but provides control of data, visibility into target markets and scalable delivery of high impact engagement strategies.

On May 8th, MRP’s second participating client will discuss how it was able to leverage and scale account insights to activate the appropriate audiences. The client will share how MRP Prelytix allowed for strategic, targeted messaging to go beyond the click, while utilizing top of the funnel activity and account data to inform and support the sales team.

MRP is at SiriusDecisions 2019 Summit. Attending? Stop by booth #629 to discover how the only enterprise class predictive ABM platform can transform your organization.

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