The 8 Pillars of Demand Generation for Revenue Acceleration

| June 13, 2016

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The Definitive Best-Practice Resource for Modern Marketing Leaders Introducing the EIGHT Pillars of Demand Generation for Revenue Acceleration Demand generation and lead generation are often used synonymously, but they are actually quite different...

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m/SIX

m/SIX is the UK's fastest-growing media planning and buying agency. A progressive and entrepreneurial international media network that was born digital, the agency prides itself on its pioneering, energetic approach and honest culture. With over 40 offices worldwide, m/SIX is backed by WPP, the world's largest communications agency network, and embraces a unique ownership structure between The&Partnership and GroupM. m/SIX specialises in driving commercial, as well as audience growth, in today’s data and tech-led media landscape, and is an industry leader in transparency, martech and next-generation audience insight. Clients include TalkTalk, Toyota, Lexus, News Corp, AstraZeneca, Aetna, Britvic and Virgin Money.

OTHER ARTICLES

How to speed up lead nurturing with Account-Based Marketing

Article | February 17, 2020

The B2B sales cycle can be a long journey with many twists and turns in the road. For example, when you’re selling a complex service or piece of software that’s going to impact multiple processes within a business, you need to be patient and attentive in your lead nurturing process. However, here I want to talk about one powerful approach to give your lead nurturing strategy extra fuel and encourage a faster conversion. This is focused on Account-based Marketing (ABM), an approach that has become increasingly popular within B2B organizations over recent years. In his Smart Insights article, Adrian O’Gara defines ABM as: “a strategic approach that coordinates personalized sales and marketing efforts, to target specific accounts for new business and create deeper and broader relationships with existing customers.” Essentially, ABM creates “markets of one” based on specific accounts, allowing you to make your marketing efforts highly specific and personal.

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How to Leverage the Power of Marketing Automation for Your Demand Gen Operations

Article | March 11, 2020

One of the most significant shifts in demand generation is the move towards account-based marketing. Traditional marketers utilized a ‘one-to-many’ approach where tracts of messages were blasted to an extensive database. The age of personalization has now dawned on-demand generation. Marketers need to tailor their messages to suit personas and targeted accounts better. This form of marketing abandons the idea of fishing with a wide net. It instead promotes hunting for your biggest fish with spears. Marketers need automation tools to enhance their account-based marketing operations. Data shows demand generation automation can increase customer engagement by 68%. It will also strengthen timely communications and increase demand gen opportunities by 58%.

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Is that ABM or just good marketing?

Article | February 21, 2020

We posted this blog last year, but it seems to be as important a question as ever, with ABM continuing to dominate marketing. So have a read and let us know your thoughts. To give you some perspective on why I'm tackling this as a subject, let me qualify my experience to you. We have observed, researched, actioned, piloted, rolled out account based marketing in large and small organisations; 1:1 ABM and 1:many account based approaches. And we were recently asked this question at an event and we bumbled through an answer because the question is quite large and fundamental. You can not rely on the actual written definition of account based marketing to help answer it. "Marketing to a set of named accounts" is not a descriptive definition.

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PLANNING FOR ABM? OVERCOME THESE COMMON CHALLENGES

Article | March 20, 2020

Account-based marketing (ABM) has gained a firm foothold in the B2B marketing world. According to Information Technology Services Marketing Association, ABM is defined as “treating individual accounts as markets in their own right.” Basically, you as a marketer are taking personalization to an elevated level. Making the leap into ABM marketing is highly recommended to improve your marketing ROI, but without proper planning, finding success could become a struggle. The only way to reduce the potential risks associated with virtually any strategy is to develop a comprehensive game plan. Effective planning will result in increased buy-in from upper management, effective training and development, acquisition of the right ABM tools, the accurate collection of data, and ultimately a boost to your strategy success.

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Spotlight

m/SIX

m/SIX is the UK's fastest-growing media planning and buying agency. A progressive and entrepreneurial international media network that was born digital, the agency prides itself on its pioneering, energetic approach and honest culture. With over 40 offices worldwide, m/SIX is backed by WPP, the world's largest communications agency network, and embraces a unique ownership structure between The&Partnership and GroupM. m/SIX specialises in driving commercial, as well as audience growth, in today’s data and tech-led media landscape, and is an industry leader in transparency, martech and next-generation audience insight. Clients include TalkTalk, Toyota, Lexus, News Corp, AstraZeneca, Aetna, Britvic and Virgin Money.

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