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ABM and the Future of Marketing Automation
Charlie BankerSr. Account Executive Demandbase Austin, TX
Kyle GutkeSr. Sales Engineer Demandbase Pleasant Grove, UT
©2016 Copyright Demandbase, Inc. Demandbase Confidential.
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Digital habits have changed B2B buying
67-90%
40%more stakeholders than 4 years ago.— IDC
through the buying process before they reach out to a vendor.— Forrester
©2016 Copyright Demandbase, Inc. Demandbase Confidential.
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B2B Marketers face several challenges
Attract the right audience 1
Engage with the right content 2
Produce better leads 3
Understand whether programs are working, and prove ROI 4
82% of B2B website visitors are not potential customers
60% of website visitors bounce w/o interaction after one page
97% of website visitors ignore calls-to-action and remain unknown
67% of CMOs struggle to prove the long-term impact of spending
©2016 Copyright Demandbase, Inc. Demandbase Confidential.
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The Sales and Marketing Divide
MARKETING SALES
Leads
Personas
Quantity
Individuals
Opportunities
Buyers/Influencers
Quality
Accounts
of marketing generated leads are
never followed up by sales.
50%
- Miller Pierce, 2014 VOC Study
50% of marketing generated leads are
never followed up by sales.
Leads aren’t valued
©2016 Copyright Demandbase, Inc. Demandbase Confidential.
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Why Account-Based Marketing?
Focuses on best
opportunities Delivers
customer-centric experience
Supports Sales reality
Connects Marketing to revenue
©2016 Copyright Demandbase, Inc. Demandbase Confidential.
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Identify ABM as “Very Important” to their marketing efforts
87%
Source: Sirius Decisions 2016 ABM Survey
“Account-Based Marketing” search interest
©2016 Copyright Demandbase, Inc. Demandbase Confidential.
• Reach target accounts across mulitple channels
• Choose systems that can target and engage accounts
ABM: The Sum is Greater Than its Parts
• Foundational systems for ABM strategy
• Includes many tech’s B2B marketers already using
Why Account-Based Marketing Automation?
©2016 Copyright Demandbase, Inc. Demandbase Confidential.
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Organize contacts into company objects for account-based campaigns
Account-Based Marketing
AutomationAutomated account data append for all contacts in Oracle Eloqua
Real-time append of account data to shorten forms
Account Score based on known & anonymous buying signals
in partnership with:
Build Dynamic Segments Segment Accounts by Engagement:
▶ Known ▶ Anonymous
Target Buyer Teams at High Value, Engaged Accounts
Reach All Contacts from Accounts when Linked
Account-Based Marketing by Engagement
Segment accounts by engagement
Deliver the right program to the right account in Campaign Canvas
Prioritize the Hottest Accounts for Sales
Focus scoring on the most valuable accounts
Scoring the most engaged accounts, even if the activity is anonymous
Account-Based Marketing Automation In Action
ABM Automation Example
Marketing Challenges: Known and Unknown contacts in Oracle Eloqua Missing Firmographic data Infogroup wants to do Account-Based Marketing directly from Oracle Eloqua
Customer: Infogroup Vertical: Software & Tech Key Account: Dell.com
Audience Segment: Dell.com
ABMA Campaign Creation
Configuration Screen- Company Match
Configure Mapping of Firmographic Data
Post Processing Results
Lead-to-Account Roll up
Interested in ABM Automation? Account-Based Marketing Automation combines the functionality of Demandbase Real-time Forms and Data Append for Oracle Eloqua customers, adding in Anonymous engagement scoring. Current Oracle Eloqua Refresh Connector customers:
▶ Product sunsets Dec 2016 ▶ Contact your CSM to migrate to the new version.
Current Real-Time Forms customers: ▶ We encourage you to move to Account-Based Marketing Automation. ▶ Check with your CSM, some customers may already have this included as
part of their forms solution.
New customers: ▶ Real-time Forms will no longer be available on it’s own, it is now repackaged
as Account-Based Marketing Automation.
©2016 Copyright Demandbase, Inc. Demandbase Confidential.
Want to learn more?
Please reach out to… Charlie Banker, Sr. Account Executive D: 512.680.1483 [email protected]