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

Email

Sales Hand-off

SEO, PPC, Events, Social, Blogs

The Classic Marketing Funnel 6

= The 1st Mile

New Leads

New Customers

Opportunities

Lead Nurturing

Forms

Email

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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