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The Age of the Revenue Marketer

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It's the golden age of marketing today. B2B buyers are engaging with marketing content through digital channels throughout much of their buyer journey. Marketing has the power to contribute to exceptional client experiences and company revenue like no time in the past.

This slideshow is a narrative on the growing importance and changing nature of B2B marketing today. It's also an overview of the services offered by Demand Spring, a Revenue Marketing agency that helps high growth and Fortune 1,000 B2B organizations transform their marketing.

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The Age of the Revenue Marketer

  1. 1. The Age of Revenue Marketing is Here.
  2. 2. Marketing’s job used to be about handing out swag at trade shows. 2
  3. 3. Editing the CEO’s presentation. 3
  4. 4. And patting sales reps on the back through gritted teeth. 4
  5. 5. Everyone saw Marketing as Sales’ little brother. Spending all of his allowance on candy with nothing to show for it. 5
  6. 6. You worked your butt off to build your brand. Then you sat at the kid’s table, while Sales ate your dinner. 6
  7. 7. But things are different now. 7
  8. 8. Now the MVP of Sales works in Marketing. 8
  9. 9. We are more than just trade show swag. We are enablers of engagement. Readers of a digital body language. 9
  10. 10. 10 We are conductors of the buyer journey and the train is pulling out of the station, so everybody better get on board. 10
  11. 11. Marketing is no longer about mass appeal, it’s about taking a pulse. 11
  12. 12. Finding what makes your buyer itch...and then scratching that itch. We are agents of change. 12
  13. 13. We don’t just generate interest anymore. We generate revenue. 13
  14. 14. Now WE have the power. To Understand. To Connect. To Create. To Deliver. 14
  15. 15. Now we have the power to Be Something Great. 15
  16. 16. A different kind of marketer requires a different kind of agency. 16
  17. 17. We don’t create Super Bowl Ads. And we are not about the Big Idea. 17
  18. 18. We drive transformation, financial performance, and exceptional customer experiences. 18
  19. 19. We are a team of Revenue Marketing Strategy, Content Marketing, and Marketing Technology Experts. 19
  20. 20. We Work with Organizations Committed to Transformation 20
  21. 21. Our experience leads us to believe that there are 4 key elements in transforming marketing to deliver scalable, repeatable revenue contribution. 21
  22. 22. We have codified these 4 elements into the methodology we use with clients - The Revenue Marketing System. 22
  23. 23. The Revenue Marketing System Deeply understand and operationalize the customer lifecycle and buyer personas. Optimize lead to revenue processes and marketing and sales alignment to prevent leaky revenue pipes. Design engagement plans, digital strategies, and content assets that drive education, inspiration and conversion. Implement MarTech platforms and proven practices that enable automation, engagement, and measurement. 1 2 3 4 Understand Align Create Deliver 23
  24. 24. Understand Your marketing plans are based more on instinct and intuition than valid data. Our primary research augments your experience and insights to provide a foundation for a marketing plan grounded in the reality of how buyers buy. We have helped clients such as Staples, Box, Qlik, Schneider Electric and others uncover deep insights and build highly targeted, relevant engagement plans. 24
  25. 25. Understand Our Buyer Journey and Customer Journey Mapping services provide you with deep insight and pragmatic recommendations for engaging key personas throughout each stage of the client lifecycle. Through focus groups, one-on-one interviews, and online surveys we gain a deep understanding of what your personas are thinking, feeling, and doing in each stage. Learn More 25
  26. 26. Align Your boat has some leaks. Leads come into the top of the funnel, but your lead management processes and systems seem to lose many of them. We audit and optimize your Lead to Revenue Management processes and your Sales and Marketing alignment to ensure no lead is left behind. 26
  27. 27. Align Our Demand System Infinity Loop identifies best practices and the current health of your lead to revenue practices. It views the customer lifecycle as an ongoing journey, rather than a finite one. The audit examines the strengths and gaps in your people, processes, and technology across the four major stages: Acquire, Nurture, Convert, and Grow. Learn More27
  28. 28. People • Critical Roles • Skills • Enablement • Alignment & Collaboration 28 Process • Demand Creation • Lead Scoring & Qualification • Lead Hand-offs • Lead Nurturing • SLA Management Technology • Marketing Automation • CRM • Data Governance • Analytics Align: Lead to Revenue Management
  29. 29. Create You have critical content gaps in different stages of the client lifecycle. Your engagement plans aren’t integrated across channels. And your digital channels aren’t optimized to capture and nurture demand. Our Revenue Marketing Strategists and Content Marketers have worked with clients like Akamai, Fidelity, Kofax, Qlik, Constant Contact, and VMware to drive the type of engagement that inspires, educates, and converts. 29
  30. 30. Create Engagement Plans Learn More 30
  31. 31. See our Content portfolio Create Content 31
  32. 32. Create Optimized Digital Experiences 32
  33. 33. Deliver Technology is the foundation for delivering Modern Marketing, but your MarTech stack hasn’t quite reached its desired destination yet. Our MarTech consultants implement, optimize, and run Marketo and Eloqua. We migrate clients from platforms such as Pardot and HubSpot. We enable integration amongst MarTech apps and with AdTech and SalesTech apps. And we offer outsourced program execution and training services for Marketo and Eloqua. Learn More 33
  34. 34. Deliver We are MarTech pioneers. We have been using Marketing Automation since the stone ages of 2005. We have implemented and run Marketo and Eloqua for clients such as BNY Mellon, Four Seasons, Canon, Hays, Forrester, Carbonite, Navient, CyberArk, Valassis, VMware, Vidyard, and many others. 34
  35. 35. Partnership Chemistry Our partnership approach is pragmatic and professional. We distinguish ourselves in six attributes critical to your success: RESPONSIVENESS We meet your needs before you feel them. We respond as if your CMO was our CMO. BIAS FOR ACTION Fortune favors the first to move. Where others wait for what’s perfect, we deliver what’s effective. CLIENT SERVICE We thrive on collaboration and partnership. We take initiative. We run a tight ship. That’s what it takes to keep projects running smoothly. And we expect you want nothing less. CLIENT SATISFACTION Build the relationship and the results will follow. Our 9+ NPS says our clients agree. BIAS FOR RESULTS We strive for quick wins, yet we never lose sight of your longer- term vision. COLLABORATION It's about respect. It's about being in this together. You know your business; we know ours. Collaboration yields the best results. 35
  36. 36. 36 Praise from our Clients “ ” The epiphanies you have showed consistently in discovering our unique requirements and solutions to them has been outstanding. We feel like you are truly partners with us. Fortune 500 Bank 36
  37. 37. 37 Praise from our Clients “ ” I just wanted to let you know that we were able to release Omniture tracking in Marketo last night all due to the amazing work of your team!! This project has taken us almost 2 years of back and forth between our analytics and internal web development team until you stepped in and completed this in a matter of days. You were extremely fast and flexible throughout the entire process. You were very patient after the analytics team spammed your inbox with millions of questions and you even made yourself available to jump on a call at an ungodly hour of 10pm to help with the release. Fortune 500 Retailer 37
  38. 38. Be Something Great demandspring.com
  • pruttens

    Dec. 14, 2020

It's the golden age of marketing today. B2B buyers are engaging with marketing content through digital channels throughout much of their buyer journey. Marketing has the power to contribute to exceptional client experiences and company revenue like no time in the past. This slideshow is a narrative on the growing importance and changing nature of B2B marketing today. It's also an overview of the services offered by Demand Spring, a Revenue Marketing agency that helps high growth and Fortune 1,000 B2B organizations transform their marketing.

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