Sponsors
On-Demand Webinar Series
JUSTIN GRAY
CEO,
LeadMD
How effective are your marketing efforts at stimulating the buyer journey? The answer to that question literally validates the existence of marketers, and the marketing dollars that fuel their efforts. Strange then that it should be such an elusive measure of success. Most marketing and sales teams struggle to map the buyers journey, as it relates to their pipeline, simply because the journey is singular for the buyer but multi-faceted in terms of how companies engage with them. How can we get an accurate picture of how the buyer learns to trust us and invest in the solutions we propose to solve their problems? Better yet, how can we compare our success against our peers to determine if what we’re doing is successful?
LeadMD is helping clients understand more about the health of their revenue path and how their efforts are as siting the buyer in traversing that all important road to purchase. In this session you’ll explore how the buying journey can be made repeatable and also how the health of your revenue model is often easy to determine, if you know where to look. Join us as LeadMD CEO Justin Gray takes us down the path to revenue and looks to fix the common potholes along the way.
DAYNA ROTHMAN
Director of Content,
Captora
Content marketing is top-of-mind for any marketer that wants to get heard through the noise, but many marketers are creating content with no insight into how it is performing. How do you create a content strategy that drives demand and how do you track your efforts? Join Dayna Rothman, Director of Content Marketing at Captora and Author of Lead Generation for Dummies as she helps you find those metrics that matter and learn how to:
BRIAN KARDON
CMO,
Lattice Engines
RYAN SCHWARTZ
Director of Marketing Systems
and Operations, DocuSign
Predictive Lead Scoring has quickly become the weapon of choice for demand gen marketers hoping to improve conversion and win rates. But do the business benefits of a predictive approach really trump those of traditional, rules–based scoring? Attend this webinar to learn how powerful predictive models combined with thousands of account level buying signals can reduce the number of leads passed to sales while dramatically increasing conversion. Hear how DocuSign addressed the curse of abundance at the top of the funnel to increase conversion from opportunity to closed/won by over 30%. By implementing predictive scoring they were able to identify the key predictive attributes that make leads likely to convert and have been able to dramatically improve inside sales productivity and effectiveness. This session will answer the following questions:
MARK BORNSTEIN
Sr. Director, Content Marketing ON24, Inc
According to ON24’s Annual Webinar Benchmarks Report, prospects are spending an average of 56 minutes attending your marketing webinars as opposed to only 2.5 minutes browsing your website. Your webcasting platform is therefore much better suited for identifying where your prospects are in the buying cycle and accelerating their journey towards a purchase. In this interactive webcast, Mark Bornstein, Senior Director of Content Marketing at ON24, will highlight best practices for using webinars to drive the buying cycle and increase lead values.
MICHAEL BERGER
Director of Product Marketing, Marketo
So, you’ve heard the buzz around marketing automation and how it can help optimize your marketing efforts. But have you seen it in action? Join this session with Michael Berger, Director of Product Marketing at Marketo, as he gives an up-close and exciting look into how Marketo’s Customer Engagement Platform helps marketers take potential buyers by the hand and guides them smoothly across their buying journey in a highly-personalized and relevant way. Presentation highlights will include:
TOM KAHANA
Sr Director of Marketing Operations, Limelight Networks
SHARI JOHNSTON
Sr Director of Integrated Marketing, Demandbase
With as much as 75% of the buying cycle taking place before the hand raise, it’s easy for marketers to waste time and money driving the wrong leads to conversion. They don’t have the data and insight they need, and as a result, they can’t optimize their website and online activity to target their most valued prospects. In this webinar, learn how to measure your marketing and sales activity so that you can reach and nurture the best leads at every stage of the funnel. See of examples of how to:
DAVID RAAB
Principal,
Raab Associates, Inc
Every stage of the Lead Life Cycle can be impacted either positively or negatively by one thing: the quality of your data. Data quality management is strategic – not tactical. Industry research has shown that companies that continuously maintain the quality of their database realize 25% higher conversions from inquiry to MQL, and 66% higher conversions to revenue compared to those that do not.
Tune into this critical segment of the Lead Lifecycle Series to learn from leading industry analyst David Raab why data quality management is the main key ingredient for successfully optimizing results at all stages of the lead funnel.
The session will show how data is the glue that drives campaign strategy and reporting. Additionally, the session highlights how marketers who continue to ignore their data are diminishing all other aspects of their campaigns because of “garbage in..garbage out” as it relates to all of their system purchases like predictive, MA, CRM, Dynamic content, etc … Specific aspects of the relationship between data quality and lead lifecycle performance that will be addressed will include:
AMANDA HALLE
Senior Manager, Online Marketing Programs, Bizo
Today’s B2B marketers looking to acquire new customers face two daunting challenges: email doesn’t reach 95 percent of their anonymous Web site traffic and more than 80 percent of prospects never even open their emails, contributing to massive missed opportunities.
Marketers need a better way to stay aligned with prospects beyond the inbox, reaching them anywhere on the Web and throughout the marketing funnel.
Join Amanda Halle, Senior Marketing Manager, Online Programs at Bizo as she explores how B2B marketers can use display and social advertising to nurture prospects anywhere on the Web.
Join this webinar to learn how to:
DAVID LEWIS
President and CEO,
DemandGen International, Inc
No doubt one of the most critical components of any lead management system is the design and implementation of an effective lead scoring system. Done correctly and you’ll help make sales more efficient and focused as well as you’ll automatically route marketing qualified leads into associated nurture programs. Best yet, you’ll once and for all end the miss-alignment between sales and marketing when it comes to lead quality discussions.
In this session, you’ll learn the specific steps to take and tools to use to properly build or re-design your lead scoring system and how to roll it out with sales. Key takeaways:
PAUL DANTER
VP Sales & Marketing,
Genwi
More Americans will access online content from a mobile device than through a desktop computer by 2015, and content marketing has to keep pace with the desire to view content on multiple devices and multiple channels.
During this webinar, Paul Danter, VP of Sales and Marketing at Genwi, will present new findings from the recent report, “Mobile Content Distribution Strategies,” demonstrating the growing role of mobile in content marketing.
The session will also address mobile’s role with content is involved the engagement process, demonstrating how engagement has to be “progressive” in order to move the audience on and on down the buying cycle to the next content.
LEO MERLE
Marketing Programs Manager, Act-On
IAN MICHIELS
Principal Analyst,
Gleanster
Marketing Automation isn’t just for marketing – it’s a tool for optimizing the path to revenue making it a shared responsibility for marketing and sales. But the truth is, sales leaders remain cautious of what marketing automation is really going to accomplish. Can these concerns be put to rest? Most definitely!
Join Gleanster Principal Analyst Ian Michiels for a closer look at what sales leaders should actually be demanding from marketing automation tools. You’ll learn:
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