The Rules Are Changing 1
The rules of B2B marketing are changing…
We live in a real-time culture where mobile and social
media create new information constantly
Your B2B prospects have more options, more info but
their attention span narrows
Some prospects are actively looking for a solution. Capturing your inbound
prospect’s intent and potential and auto-engaging them in real-time will
lead to improved conversion rates and more qualified leads.
Digital Body Language
Geo/Org
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Marketers need a new playbook
• Outbound - General• Mass marketing/spamming• Paid Media• Conventions• Email blast campaigns
• Inbound - Targeted• Micro-segmentation• Earned Media • Social media, blogs, tweets• Adaptive channels
Sales teams should shift gears
• Blind cold calls• Outbound emails• Lead Generation
• Intelligence-based interactions• Real-time auto-engagements• Contextual lead qualification
The New Playbook 3
Real-time Inbound Marketing
White papers, Case Studies,
Webinars, Offers, PR’s …
Your Online Prospects
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Real-time Inbound Marketing
White papers, Case Studies,
Webinars, Offers, PR’s …
Deliver the right message to the right person at the
right time
Your Online Prospects
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New Leads
New Customers
Opportunities
Lead Nurturing
Forms
Sales Hand-off
SEO, PPC, Events, Social, Blogs
The Classic Marketing Funnel 6
= The 1st Mile
New Leads
New Customers
Opportunities
Lead Nurturing
Forms
Sales Hand-off
SEO, PPC, Events, Social, Blogs
Micro Segmentation
Adaptive Content
Real-time Engagement
Sales Intelligence
The Real Marketing Funnel
Top Funnel Anonymous Prospects
98%
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What We Offer
Accelerate Customer Acquisition
• Optimize online campaigns
• Engage top funnel anonymous prospects
• Max ROI on existing marketing content and assets
• Accelerate marketing automation
• Empower sales with real-time sales intelligence
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