Published By: Engagio
Published Date: Jan 14, 2019
B2B demand generation has almost completely re-invented itself over the last decade. The collision of inbound, content marketing, lead nurturing, marketing automation, analytics, email, search, social media and native advertising has transformed the discipline from a dark art to an increasingly data-driven science.
But there’s a problem
When it comes to helping to land and expand these major deals, today’s marketing teams are seriously handicapped. The Clear & Complete Guide to Account Based Marketing (ABM) is your guide to solving this problem. It will take you, step-by-step, through this fast-emerging discipline, showing you how to align your sales and marketing team around a strategy that’s optimized for the biggest, most important deals.
Why Read This Report
The demand for databases is on the rise as organizations build next-generation business applications. NoSQL offers enterprise architecture (EA) pros new choices to store, process, and access new data formats, deliver extreme web-scale, and lower data management costs. Forrester’s 26-criteria evaluation of 15 big data NoSQL solutions will help EA pros understand the choices available and recommend the best for their organization.
This report details our findings about how each vendor fulfills our criteria and where they stand in relation to each other to help EA.
Here's how you can win with cross-channel marketing
Marketers from Australia share real results they've generated from cross-channel platforms.
As a bonus, we've summarized four best practices for you to keep in mind when implementing cross-channel marketing.
2) NRMA generated $5 million in incremental revenue
3) Dymocks Tripled Open and Click Rates
4) PETstock improved sales conversions by 13%
5) Here's everything you need to know. Download now
Modern Marketing is Powered by Marketing Automation
Join thousands of marketing professionals who have already secured executive buy-in and are benefiting from the power of marketing automation. This guide offers a look into the mind of an exec: what keeps them up at night, how do they view the marketing department, and how can marketing automation address their concerns.
Use this guide to get a better understanding of what is Revenue Performance Management and the Two questions keeping your CEO awake at night. Also included are conversation starters you can have with your CEO and separate ones for CFOs and CIOs.
Modern marketers leverage insights on how consumers browse goods or make a purchase, to design smarter cross-channel programs and create relevant campaigns.
Brands that leverage cross-channel marketing see a 91% customer retention rate.
You can do this too. Learn how other marketers in ASEAN are leveraging cross-channel to create real business impact.
Join this webinar and hear from Charlie Loo, an award-winning marketer and our Principal Consultant on:
• five practical ways you can use cross-channel marketing
• the importance of cross-channel in a mobile first environment
• the difference between multi-channel and cross-channel
It is easy to get overwhelmed by the plethora acronyms (RTBs, DMPs,DSPs, SSPs, 1PD, 2PD, 3PD) and knowing when each of them come into play.
Driven by data, Programmatic empowers modern marketers with the intelligence required to serve highly personalized ads. By bringing together First, Second and Third Party data at scale, you can target with increased precision and optimize campaigns in real-time.
With tech platforms consistently pushing the boundaries of what’s possible in digital advertising, the time for marketers to lean into programmatic is now.
Watch this 20 minute webinar with Mandar Dadegaonkar, an award-winning digital marketer and learn from his experience-based advise on:
• how to get started and use programmatic tactics that work
• insider secrets to boost ROI and improve campaigns
• potential pitfalls to watch out for
• guidelines for measurement and analytics
Ever lost hot leads simply because they’re on the bottom of the pile of junk leads?
Simply handing off huge lists of “leads” and then sitting back and expecting sales to call them is a recipe for disaster. After a few calls, most salespeople give up, deriding the leads as junk. And so the finger pointing begins
For sales department to trust marketing’s leads, lead scoring needs to be a priority. Without it, many hot leads get tossed out with the cold leads. That’s a waste of time, money, and opportunity.
68%of top marketers report lead scoring as most responsible for improving revenue contribution of marketing.
Read this guide for best practices on lead scoring and winning together with sales.
SecureWorks provides an early warning system for evolving cyber threats, enabling organisations to prevent, detect, rapidly respond to and predict cyber attacks. Combining unparalleled visibility into the global threat landscape and powered by the Counter Threat Platform — our advanced data analytics and insights engine —SecureWorks minimises risk and delivers actionable, intelligence driven security solutions for clients around the world.
Cybercriminals can be goal-driven and patient, and they often have a singular focus, plenty of time and access to vast, modern technical resources. Both organized and forum-based criminals are working constantly to find innovative and efficient ways to steal information and money with the lowest risk to their personal freedom. If we wish to stay “one step ahead” of the threats detailed in this report, awareness of online criminal threats, techniques and markets is our best defense.
Achieving and maintaining a high level of information security requires information security professionals with robust skills as well as organisational, technical and operational capabilities. The gap between intent and ability to be secure is evident in our sample of UK large enterprises. Deficient companies will only close that gap when they acquire the necessary capabilities. Some of these capabilities can be purchased as information security tools or application solutions, but it is more prudent for an organisation to consider acquiring these capabilities through a service arrangement with a dedicated security services partner.
Despite long-standing concerns captured in a myriad of surveys, security in the cloud has progressed to a more practical and achievable level.
The cloud represents a shared security responsibility model whereby that responsibility is split between the Cloud Service Provider and the cloud customer. For organisations moving some or all of their applications and data to the cloud, acceptance of this model clears the way to more thoughtful consideration for how security can and should be architected — from the ground up. As a result, IT and IT Security leaders now have a much clearer trajectory to support their business operations in the cloud in a secure manner.
Finding a strategic partnership with a trusted security expert that can assist you in all the aspects of information security is vital. SecureWorks is a market leader in security that can close the security gap in organisations by evaluating security maturity across an enterprise, help define security strategies and implement and manage security program plans. We are a true strategic partner that can help a CISO embed security at all levels of the organisation.
The SecureWorks Security and Risk Consulting practice provides expertise and analysis to help you enhance your security posture, reduce your risk, facilitate compliance and improve your operational efficiency.
Technical Tests are designed to cover specific services. Each security test has its own objectives and acceptable levels of risk. There is not an individual technique that provides a comprehensive picture of an organisation’s security when executed alone. A qualified third party can work with you to determine what combination of techniques you should use to evaluate your security posture and controls to begin to determine where you may be vulnerable.
GDPR will pose different challenges to each organisation. Understanding and acting on the implications for your own organisation is vital. That means taking a risk-based approach to ensure that you are doing what you need to do to manage your own specific risks to personal information.
While virtually all organisations will have to implement changes to become GDPR compliant, some will be able to take partial advantage of existing compliance to other security mandates and frameworks, such as ISO 27001 and PCI by extending those measures to protection of personal data. Even so, further work will be required to comply with GDPR, both with regards to security and its other aspects.
Despite the rise in chat adoption, many organizations are still not providing the service their customers expect. That’s why it’s essential to follow proven best practices, including defining goals, identifying key metrics, and appropriately hiring and training staff. With these foundations in place, organizations can establish routing and queuing practices, before customizing the solution to meet their specific needs, and fine-tuning analytics to further improve performance.
To learn more about how Oracle Chat Cloud Service can improve CSAT, customer loyalty, and revenue for your organization, visit oracle.com/goto/chatbestpractices
Mobile, relationship intelligence, and sales coaching are necessities for today’s sales organization and are pervasive capabilities for every sales automation solution category. No vendor solely offers these capabilities without complementing them with other functions.
Instead, they are embedded across the categories mentioned above. For example, sales content management providers cannot compete without extensive mobile expertise; market intelligence and customer success do not work without relationship intelligence; and sales coaching is not constrained only to the sales performance management vendors.
When organizations are managing sales performance, it is critical to balance and align each enablement and operational component. Misalignment – or too much focus on one element –can dramatically detract from performance levels and the ability to measure results. An organization may temporarily need to emphasize a particular component when it sees a challenge, but ultimately success depends on striking the correct balance across all SPM components.
Customers hate waiting for engineers to show up. The hours drift by. Clocks tick slower. They may have taken the day off work, but feel unable to start anything productive in case the doorbell rings. Fury builds. They call the contact centre – they’re told to keep waiting.
It’s unacceptable. And in the 21st Century totally unnecessary. Solutions exist to provide customers with an accurate forecast of when field service agents will arrive and how long the job will take.
What this case study reveals is that, with the right leadership, it is possible to turn a company around and make it far more responsive and relevant to its customers, and as a result deliver growth and profits.
The upshot of D+M's cultural and business transformation has been a return to growth and profitability. The entire enterprise has played its part, which is why the annual Chairman's Award has recognized individuals who have lived the winning cultural values and achieved excellence in performance. Winners have included factory workers and services people. The firm also continues to innovate with HEOS WMS capabilities extending to the other brands. Customer experience continues to be an area of deep cross-functional focus, and feedback from customers provides a clear indication that the customer experience throughout their buying and ownership journeys is rated highly.
That’s why we’ve taken some of the old business preconceptions – whether service specific or not - ripped them up and rewritten five new business rules, designed to debunk some time-honoured myths and help you and your organisation take a leap towards that much-feted goal of customer centricity.
Read on for the new rules we recommend, maybe take those and mix them with your own, why not share them @OracleCX? At a minimum we hope these new ways of looking at business will help provoke the questions you, and others, need to ask of your organisation – in fact, we’ve included key questions that will help provoke some conversations, so you can start to build a picture of what’s going well and where there may be room for more discussion and investigation.
By creating a connected field service ecosystem, organizations can increase their response time, reduce mean time-to-resolution and eventually, power a more predictive service model. This will enable a new level of field service productivity and cost-savings from increased efficiencies. Organizations will also be able to provide exceptional customer experiences consistently.
Customer disruption and asset downtime will be minimized, and organizations will be able to empower their field service resources with insight into the issue before they arrive at the customer site. All thanks to a unified field service and IoT strategy.
By investing in your customer experience teams, next-generation approach, and customers, you empower the modern customer across all touch points and create remarkable experiences.
Oracle has the most complete set of customer experience cloud applications to help you meet change, achieve growth, and drive customer loyalty.
For sales teams to be successful in the age of the customer, they need tools that help them close more deals, faster. Some CRM tools are underused because they’re not geared to helping reps sell in the modern era. This may be because they’re complicated to use; because they’re isolated from the apps your reps use every day; or because they don’t give reps the information they need.
Today, sales automation is not (just) about managing accounts, contacts, and activities. It’s about gaining insight that provides a competitive edge, having access to predictive information, being able to collaborate in real time, creating quotes in front of the customer, updating forecasts. All at any time, from any place, using mobile devices—all helping to drive sales and pipeline.