Q&A with Ryan Phelan, Marketing Chief / Fractional CMO at Origin Email

Media 7 | April 14, 2020

Q&A with Ryan Phelan
Ryan Phelan, Marketing Chief / Fractional CMO at Origin Email has nearly two decades of global online marketing experience focusing on driving GTM strategies for high growth SaaS software and Fortune 250 companies. Ryan is a respected thought leader and nationally distinguished speaker with a history of experience from Adestra, Acxiom, BlueHornet, Sears Holdings, Hewlett-Packard (Global), Skype, First National Bank of Omaha, and U.S. Bank and others. In 2013 he was named one of the top 30 strategists in online marketing and is the Chairman Emeritus of the EEC Advisory Board.  

MEDIA 7: With two decades of global online and email marketing experience, how do you see the online marketing landscape evolving as we tread through uncertain times?

RYAN PHELAN:
What powers marketing best is that it's predictable and influenced by data. That has changed.
Here’s what’s coming in the next 12 months: At every level, from B2B to B2C, you have to throw your marketing plans out the window. These uncertain times not only detail the unpredictability of commerce but also highlight consumer unpredictability. Companies must start weekly strategy sessions that rely on following the news, statistics and customer sentiment. Start war rooms – virtual or not – that look at how to speak to different parts of the country.

These war rooms look at each channel to ensure that the message is consistent and ties into the socioeconomic channels in cities and states across the country. We also need to look at new ways of communicating with customers. Communications have to focus on the emotive and empathetic part of marketing instead of "Buy this." This is a challenge because it requires non-traditional, non-predictable thinking. It requires a strategic approach, which most marketers aren't used to taking. I've written often about the need to set down a strategy first and then figure out the tactics later. This need is more present and more fluid today than ever before. What's your strategy for this week? For next week?

That fluidity in the strategy-making process is going to be a challenge for most marketers. You can see this today in the absence of advertising from Fortune 100 companies. Rightly so, many have pulled back on ads to rethink their strategy. Finally, systems like CRMs  are not designed to rapidly react to events or predict what will happen. All that investment we put into our systems to help us plan our marketing will now have to pivot. We will be reworking technology to fit in with a narrative that is not planned far in advance but created weekly. These uncertain times have created chaos and is testing the resolve and creativity of marketers across the spectrum.


"B2B companies should adopt ABM technology to level up their communications and react quickly."

M7: What according to you are some of the most innovative go-to-market strategies that today’s high-growth tech companies should be using?

RP:
The most common strategies in B2B revolve around marketing automation, account-based marketing and search engine optimization. Most companies that invested heavily in marketing automation have a lot of programs running but ignore most of them. They send massive amounts of communications, but they aren't in touch. I review their technology to help them recognize intent signals like number of web visitors, time spent on site or on specific pages and what pages they visit. I also audit programs and match them up with qualitative data sets that indicate whether they're sending the right messages at the right times in the right channels.

Then there are companies with a few automation programs. They're focused on just the basics of communications and automation. They need to re-optimize existing programs and invest quickly in new programs that recognize intent. Account-based marketing is a game changer and is true marketing at its best. ABM has two definitions. One is on the sales side, where ABM takes a group of accounts and tries to influence them with personalized, ungated content. On the marketing side, ABM is used to drive traffic, to recognize intent and to reverse-influence users. The marketing side recognizes that people are coming to the property and reverse-engineers content that drives higher intent. Both use ungated content. ABM uses buyer intent that indicates "I'm going to check you out before I want to talk to you." These customers want to learn more before they'll take a phone all or walk through yet another demo.

B2B companies should adopt ABM technology to level up their communications and react quickly. SEO is something B2B marketers should get up to speed on. CEOs hate to spend money on natural search, and that's a mistake. Companies that focus on boosting natural or organic search are finding their investments are paying off, and it complements their paid-search strategy. I advise companies using both paid and natural search to hire an expert to do the work. SEO is not something you can teach yourself and master in six months.

M7: What are some of the common mistakes that modern marketers make in running their digital marketing campaigns? What are the strategies you would recommend to minimize or eliminate those errors?

RP:
The biggest mistake is that email marketers favor tactics over strategy. They don't look at why someone reads their emails instead of how they read them or how to send to them. From promotional to triggered emails, from welcome messages to cart abandonment, any kind of email message you can think needs to have a strategy, a "why" behind it. Entrepreneurs who say they don't have time to map out email strategy are missing the boat, and I question their leadership abilities. You don't have to plan out a strategy a year in advance, or even a month. Maybe you plan on Friday for the week ahead. You don't have to map out each point in your strategy either. But you do have to have at least the broad outline.

I'm a big believer in planning a strategy retreat, where you and your team take yourselves out of the day-to-day rat race and plan strategy for the coming year. Even a half-day can work if you can keep the focus strictly on strategic planning – the "why" of what you want to do. Most importantly, you need to get everybody on board with it, first in the conversations and then in the planning and execution. Things are different this year – the strategy you might have planned out so carefully has just blown up – but you can always get the gang back together to come up with new strategies.


"The true sign of an insider is giving back to your industry community without pitching your company or self-aggrandizing. That might mean you join an organization and help others learn and do their jobs better."

M7: From your experience, what are technology companies not doing enough for customer activation?

RP:
Recognition of intent. I don't think a lot of SaaS companies are looking for those signals the way they should. What are companies doing to look at pages on-site that indicate high intent? How do you recognize those signals so you can act on them, whether through your marketing automation, sales, email or phone calls?

We aren't thinking about intent on a scale to match the need. A lot of companies go through an exercise where they point-score their prospects. You have to start thinking about what combination of behaviors recognize intent. Consumers, whether in B2B or B2C, give off signals that they're interested. Companies can recognize and react appropriately. Not every action means you should pick up the phone and call them. Recognizing intent signals means you know what you need to do next to move that person down the spectrum so they become a lead or request information or indicate you can call or email them or contact them in some way.

M7: How important is channel integration for the success of a marketing campaign? What are the most essential components of a perfectly orchestrated campaign?

RP:
I have never seen a perfectly orchestrated campaign.
What we have instead is coordinated channel distribution. This means I have an idea, and I spread it out evenly across my channels. We see this in big-box communications at Christmas. The retailer will have a theme, and you see that theme in every email, tweet and social media post. That's just a coordinated campaign. A truly orchestrated channel integration means I come up with a strategy and a sub-strategy for each channel that respects the purpose and capability of that channel.

I would ask: How can email support my theme? Then, integrate these actions and insights to other channels. For channel propensity, I've done studies where we looked at consumer cohorts and what the primary method for communications should be. Sometimes it's email. Sometimes it's social. Other times it's direct mail. A truly orchestrated campaign looks at integration of data not just across channels but also customer propensity. That's why I say I haven't seen truly orchestrated campaigns. It takes a lot of work to get to that Nirvana, but you can get there through small steps if you use incremental innovation, which builds on one small improvement at a time. It won't happen overnight, but you can orchestrate over time and gather learnings along the way.


"It takes a lot of work to get to Nirvana, but you can get there through small steps if you use incremental innovation, which builds on one small improvement at a time."

M7: You have a regular article on Marketing Land. Could you tell us about your library of thought leadership blogs, white papers and presentations?

RP:
I focus on two audiences with my Marketing Land content. I try to speak in some articles to people from C-level executives on down to the specialists working on the front lines. What I try to do is write on things that matter, things that move the needle for the marketing program. My strategy is to write about things they can put into practice today – a playbook for their marketing programs.
I try to point out what's happening in the world. We're all looking for answers, especially with COVID-19. Nobody knows the right way to move forward. I call on 20 years of experience to suggest things to try, to show where reality and theory get in the way. I try to help save people from the mistakes of the past. I've seen where theory gets in the way of reality. I want to dispel all thoughts of rainbows and unicorns.


M7: What advice would you give to young digital marketers from the point of sharpening their skills as a marketer?

RP:
Whenever I start a session with a new client, I show a slide listing authors that marketers should read consistently. A lot of people write about digital or email marketing, but I think there are about 40 who have a valid voice in our industry, and those 40 are on my list. So, the first thing I suggest is to read and soak up all the knowledge that's out there. The second is to ask questions. It's infuriating to run into marketers who think they know everything. There's no room for cockiness in this career. I have been in email marketing for 20 years, and I learn all the time. I ask the stupid questions. We are always learning.

Next, find a mentor. This is the person you go to with stupid questions and to get career advice. I'm not talking about getting free consulting but talking with someone who can point you toward the best way to go with your career.

Finally, give back. The true sign of an insider is giving back to your industry community without pitching your company or self-aggrandizing. That might mean you join an organization and help others learn and do their jobs better. Write articles. Lead webinar. Answer questions on community forums. Speak at conferences.

The true insiders bend over backwards to help others without directly benefiting themselves.


M7: You love cooking during your free time. What are the cuisines you have tried and would want to try using your culinary skills?

RP:
I have a collection of about 400 recipes. I enjoy all kinds of cooking. I love Italian food. My mother-in-law is Italian and taught me well. I'm known for steaks and have gotten into sous-vide – a method of cooking in which you put food in a vacuum-sealed bag and cook it in a temperature-controlled water bath. I thoroughly enjoy it. It lets me be creative and experimental, and I've got enough equipment to have a product showcase on QVC.

If you want to see my creations, find me on Instagram.
Give me a recipe, and I can riff. But I'd love to learn how to make food on the fly. I'd love to be as good as the guys on Chopped, where you walk into a kitchen and you're told, "Here, you get this and this and this. Now make something."

ABOUT ORIGIN EMAIL

Origin Email Agency is a group of diverse and experienced digital marketers who know that marketing can be tough in the execution but when you step back, truly step back, you can create greatness. 

Most professionals are focused on the tactics when that's generally what we all are good at.  What companies worldwide need is effective strategies to define the "why" first and the "how" second. 

That's where we come in.  Creating mind-blowing, technology agnostic strategies for some of the largest and smallest companies across the globe.

More C-Suite on deck

Customize and target content based on the buyer's journey, says Mark Ogne, CMO at MRP

Media 7 | June 27, 2022

Personalization is one of the key aspect of ABM, however it can be challenging when it comes to multi-channel messaging. Mark Ogne, CMO at MRP, sheds light on the transformation in B2B space, personalization in ABM and provides a vision for a substantial ABM strategy.

Read More

'SaaS today is characterized by speed and quality' says Assaf Eisenstein, Co-Founder at Lusha

Media 7 | April 8, 2022

Assaf Eisenstein, Co-Founder & President at Lusha elaborates on their simple yet powerful self-service products curated for B2B salespeople. Read on to know more about his thoughts on the impact of automation on the B2B landscape and the challenges he sees on the horizon for the industry.

Read More

Intent data can highlight your target accounts' problems and interests, says Marc Laplante, CEO and Co-Founder at Intentsify

Media 7 | March 21, 2022

Marc Laplante, CEO and Co-Founder at Intentsify, gives us a preview into a world without third-party cookies, a data-driven marketing industry, and the growing importance of intent data. Read on to find out how Intensify makes intent data more actionable for marketing and sales teams.

Read More

Customize and target content based on the buyer's journey, says Mark Ogne, CMO at MRP

Media 7 | June 27, 2022

Personalization is one of the key aspect of ABM, however it can be challenging when it comes to multi-channel messaging. Mark Ogne, CMO at MRP, sheds light on the transformation in B2B space, personalization in ABM and provides a vision for a substantial ABM strategy.

Read More

'SaaS today is characterized by speed and quality' says Assaf Eisenstein, Co-Founder at Lusha

Media 7 | April 8, 2022

Assaf Eisenstein, Co-Founder & President at Lusha elaborates on their simple yet powerful self-service products curated for B2B salespeople. Read on to know more about his thoughts on the impact of automation on the B2B landscape and the challenges he sees on the horizon for the industry.

Read More

Intent data can highlight your target accounts' problems and interests, says Marc Laplante, CEO and Co-Founder at Intentsify

Media 7 | March 21, 2022

Marc Laplante, CEO and Co-Founder at Intentsify, gives us a preview into a world without third-party cookies, a data-driven marketing industry, and the growing importance of intent data. Read on to find out how Intensify makes intent data more actionable for marketing and sales teams.

Read More

Related News

ACCOUNT BASED DATA

Sisense Inc. Recognized as One to Watch in Snowflake’s Modern Marketing Data Stack Report

Sisense | September 29, 2022

Sisense Inc. today announced that it has been recognized as a One to Watch in the inaugural Modern Marketing Data Stack Report: Your Technology Guide to Unifying, Analyzing, and Activating the Data that Powers Amazing Customer Experiences executed and launched by Snowflake, the Data Cloud company. Snowflake’s agnostic, data-backed report identifies the best of breed solutions used by Snowflake customers to show how marketers can leverage the Snowflake Data Cloud with accompanying partner solutions to best identify, serve, and convert valuable prospects into loyal customers. By analyzing usage patterns from a pool of nearly 6,000 customers, Snowflake identified six technology categories that organizations consider when building their marketing data stacks. These categories include: Analytics Integration & Modeling Identity & Enrichment Activation & Measurement Business Intelligence Data Science & Machine Learning The report explores each of these categories that comprise the Modern Marketing Data Stack, highlighting technology partners and their solutions as “leaders” or “ones to watch” within each category. The report also details how current Snowflake customers leverage a number of these partner technologies to enable data-driven marketing strategies and informed business decisions. Snowflake’s report provides a concrete overview of the partner solution providers and data providers marketers choose to create their data stacks. “Marketing professionals continue to expand their investment in analytics to improve their organization’s digital marketing activities. Snowflake’s goal is to empower them in their journey to data-driven marketing,” said Denise Persson, Chief Marketing Officer at Snowflake. “Marketing professionals continue to expand their investment in analytics to improve their organization’s digital marketing activities. Snowflake’s goal is to empower them in their journey to data-driven marketing,” said Denise Persson, Chief Marketing Officer at Snowflake. “Sisense’s strong performance and innovative approach within Snowflake qualified them as one to watch in the BI and Analytics categories due to their demonstrated customer success. We look forward to observing their continued momentum in empowering our joint customers.” Sisense Inc. was identified in Snowflake’s report as a ‘one to watch’ in Analytics and Business Intelligence “Being recognized as a company to watch in Snowflake’s inaugural Modern Marketing Data Stack report is a testament to the dedication Sisense demonstrates for our joint customers,” Scott Castle, Sisense Chief Strategy Officer said. “We look forward to continuing to partner with Snowflake to create innovative approaches that empower our customers to adopt a best-of-breed marketing data stack to advance their business and serve their customers.” The smallest insights can drive large-scale business decisions. Sisense’s goal is to empower business leaders with a simple, streamlined process of getting the answers they need to get business done. Sisense believes that in order to make better-informed business decisions, we need to remove the barriers between questions and answers where end users work. Because once there is a clear path to clear answers, business leaders can better understand their world and gain the necessary knowledge to take action in it. Through the deep integration of Sisense’s analytical engine and live data models with the elasticity and power of Snowflake, Sisense Fusion delivers insights embedded into products, business workflows and productivity tools knowledge workers use every day. We are not delivering solutions for BI, we are helping people find answers. By streamlining the process of accessing insights, business leaders can gain the necessary knowledge to take critical action in a matter of minutes. This is how business decisions get made–confidently. Click here to read The Modern Marketing Data Stack: Your Technology Guide to Unifying, Analyzing, and Activating the Data that Powers Amazing Customer Experiences. About Sisense Sisense goes beyond traditional business intelligence by providing organizations with the ability to infuse analytics everywhere, embedded in both customer and employee applications and workflows. Sisense customers are breaking through the barriers of analytics adoption by going beyond the dashboard with Sisense Fusion – the highly customizable, AI-driven analytics cloud platform, that infuses intelligence at the right place and the right time, every time. More than 2,000 global companies rely on Sisense to innovate, disrupt markets and drive meaningful change in the world. Ranked as the No. 1 Business Intelligence company in terms of customer success, Sisense has also been named one of the Forbes’ Cloud 100, The World’s Best Cloud Companies, six years in a row. Visit us at www.sisense.com and connect with us on LinkedIn, Twitter, and Facebook.

Read More

ACCOUNT BASED DATA

Sendoso Opens European Fulfillment Center in Dublin

Sendoso | October 06, 2022

Sendoso, the leader in delivering branded, B2B experiences through gifting, today announced the opening of its new fulfillment center in Dublin, Ireland, furthering the company’s commitment to European customers and enhancing its foothold on the global market. The Dublin fulfillment center will ensure better distribution across European Union countries and, combined with its existing fulfillment center in the U.K. and its growing roster of local vendor partnerships, further expand Sendoso’s reach throughout Europe. “This new fulfillment center will allow for smoother, faster and more economical sending within the EU, which is great news for our current and future European and global customers,” said Sendoso CEO Kris Rudeegraap. “This new fulfillment center will allow for smoother, faster and more economical sending within the EU, which is great news for our current and future European and global customers,” said Sendoso CEO Kris Rudeegraap. “This is another important step as part of our next phase of global expansion and, along with our European headquarters in Dublin, creates a strong foundation for the company in both Ireland and Europe.” Despite a year of economic uncertainty, Sendoso has strengthened its reputation as the industry leader in the European market over the past year, increasing its marketplace offerings there by 9x. Now with local fulfillment centers in both the EU and the U.K., Sendoso will be able to further streamline global shipping and continue to support this rapid European growth. This latest facility brings Sendoso’s total number of fulfillment centers to six worldwide: Dublin, Ingleburn (Au.), Montreal (Can.), Peterborough (U.K.), and two U.S. locations (Hayward, Calif.; Phoenix, Ariz.). The opening of the Dublin fulfillment center continues Sendoso’s commitment to providing a further enhanced experience for its European customers with a dedicated European team. European customers now have access to local Sendoso logistics experts to assist with shipping rules and regulations and thought leaders to provide insight on corporate gifting trends and creative send ideas. And because of Sendoso’s European presence, customers have even larger windows of customer support coverage and a local tech team focused on developing features to further streamline and enhance the sending experience. “The level of customer service we’ve received from the entire Sendoso team has been unmatched,” said Gianna Saal, Senior Digital Marketing Manager, S-EMEA at Tealium. “Sendoso has been super proactive to ensure we have a great experience, from the logistics team when receiving our inventory to the customer support team answering any questions we have. We feel incredibly well-supported to have Sendoso as our global platform to execute all of our sending strategies.” “As we continue to cement Sendoso as the industry leader in Europe, it was imperative that we establish the necessary infrastructure to support our continued growth in the region,” said Rajesh Purcell, Director of Global Supply Chain at Sendoso. “The new fulfillment center enables us to continue building meaningful relationships with our customers by providing an even more thorough and streamlined service across Europe and the globe.” To learn more about Sendoso, visit www.sendoso.com. About Sendoso Sendoso, the leading sending management platform, helps companies stand out by giving them new ways to engage with customers. The trusted partner of Fortune 100 and Fortune 500 companies worldwide and with seamless integrations with leading marketing and sales tools such as Salesforce, Oracle, Microsoft and Marketo, Sendoso - with its global marketplace of premium vendors - serves as an essential part of successful demand generation, account-based, and customer experience programs. Founded in 2016, Sendoso is backed by $152M in venture funding and has locations across North America, Europe, and Asia Pacific. Learn more at sendoso.com.

Read More

CORE ABM

New RollWorks Survey Confirms Marketers Rely on Account-Based Marketing to Drive Pipeline and Revenue Goals

RollWorks | October 03, 2022

Account-based marketing platform RollWorks, a division of NextRoll, today announced the results of a six-month survey designed to gauge ongoing B2B marketer priorities and challenges. The new study reveals that marketers overwhelmingly rely on ABM to increase ROI and achieve pipeline and revenue goals. "Marketers are accepting that ABM is an efficient, effective marketing strategy that focuses on engaging the right accounts at the right time, through a variety of marketing channels. The success of the market isn't determined by the few who agree on one definition, but rather a focus on ABM's very clear value of helping to create the most efficient sales strategy that drives growth at scale," said Darragh Fitzpatrick, CRO of RollWorks. "Marketers are accepting that ABM is an efficient, effective marketing strategy that focuses on engaging the right accounts at the right time, through a variety of marketing channels." said Darragh Fitzpatrick, CRO of RollWorks. Critical Role of ABM in Key Initiatives + Challenges B2B marketers indicated a growing dependency on ABM to help support key initiatives. Survey respondents overwhelmingly said that they are turning to ABM to help increase ROI and achieve pipeline and revenue goals (72%), followed by supporting faster sales cycles (53%), as well as faster growth and bridging the communications gap between marketing and sales (48% respectively). And yet, nearly half of those polled said providing customized and relevant ad experiences to the right people on the sites they spend time on (44%), reaching the right targets on the sites they spend time on (43%), and scaling ABM programs (42%) have been the top challenges when implementing their ABM strategy. Hyper Focus on Understanding Intent from In-Market Accounts Many B2B organizations are realizing that ABM means efficiency and precision can coexist. Survey respondents indicated that their top two priorities are intent, or understanding what accounts are in-market to buy a solution like theirs, even if they haven't heard of the solution (48%), and ads and other forms of ABM engagement (40%). Doubling Down on Digital and Webinars Throughout the past six months of the survey, respondents have said that they are increasingly investing in digital advertising and webinars, with nearly 80% of respondents doubling down on digital advertising and 43% investing in webinars. Interestingly, only 18% (25% fewer than webinars) said they are investing in virtual events. Respondents have increasingly adopted HubSpot over the past six months, with two-thirds of respondents indicating HubSpot is their primary CRM. RollWorks' integration with HubSpot provides marketers with easy-to-use, end-to-end solutions to drive their account-based strategies by enabling teams of all sizes to identify high-fit, high-intent accounts and buyers, reach them efficiently, and measure impact. The integration, which has given the majority of go-to-market teams consolidated account-level visibility, is a powerful illustration of ABM and CRM working together to deliver deep insights for revenue teams of all sizes. The survey, conducted March through September 2022, consulted approximately 200 B2B marketing and sales professionals. About RollWorks RollWorks, a division of NextRoll, offers ambitious B2B companies an account-based platform to align their marketing and sales teams and confidently grow revenue. Powered by proprietary data and machine learning, RollWorks' solutions address the needs of organizations large and small — from those with best-in-class ABM programs to those just beginning their exploration. By empowering teams to identify their target accounts and key buyers, reach those accounts across multiple channels, and measure program effectiveness in their system-of-record, RollWorks is an indispensable platform for marketers and sellers who believe that an account-based approach is just good business. To learn more visit www.rollworks.com

Read More

ACCOUNT BASED DATA

Sisense Inc. Recognized as One to Watch in Snowflake’s Modern Marketing Data Stack Report

Sisense | September 29, 2022

Sisense Inc. today announced that it has been recognized as a One to Watch in the inaugural Modern Marketing Data Stack Report: Your Technology Guide to Unifying, Analyzing, and Activating the Data that Powers Amazing Customer Experiences executed and launched by Snowflake, the Data Cloud company. Snowflake’s agnostic, data-backed report identifies the best of breed solutions used by Snowflake customers to show how marketers can leverage the Snowflake Data Cloud with accompanying partner solutions to best identify, serve, and convert valuable prospects into loyal customers. By analyzing usage patterns from a pool of nearly 6,000 customers, Snowflake identified six technology categories that organizations consider when building their marketing data stacks. These categories include: Analytics Integration & Modeling Identity & Enrichment Activation & Measurement Business Intelligence Data Science & Machine Learning The report explores each of these categories that comprise the Modern Marketing Data Stack, highlighting technology partners and their solutions as “leaders” or “ones to watch” within each category. The report also details how current Snowflake customers leverage a number of these partner technologies to enable data-driven marketing strategies and informed business decisions. Snowflake’s report provides a concrete overview of the partner solution providers and data providers marketers choose to create their data stacks. “Marketing professionals continue to expand their investment in analytics to improve their organization’s digital marketing activities. Snowflake’s goal is to empower them in their journey to data-driven marketing,” said Denise Persson, Chief Marketing Officer at Snowflake. “Marketing professionals continue to expand their investment in analytics to improve their organization’s digital marketing activities. Snowflake’s goal is to empower them in their journey to data-driven marketing,” said Denise Persson, Chief Marketing Officer at Snowflake. “Sisense’s strong performance and innovative approach within Snowflake qualified them as one to watch in the BI and Analytics categories due to their demonstrated customer success. We look forward to observing their continued momentum in empowering our joint customers.” Sisense Inc. was identified in Snowflake’s report as a ‘one to watch’ in Analytics and Business Intelligence “Being recognized as a company to watch in Snowflake’s inaugural Modern Marketing Data Stack report is a testament to the dedication Sisense demonstrates for our joint customers,” Scott Castle, Sisense Chief Strategy Officer said. “We look forward to continuing to partner with Snowflake to create innovative approaches that empower our customers to adopt a best-of-breed marketing data stack to advance their business and serve their customers.” The smallest insights can drive large-scale business decisions. Sisense’s goal is to empower business leaders with a simple, streamlined process of getting the answers they need to get business done. Sisense believes that in order to make better-informed business decisions, we need to remove the barriers between questions and answers where end users work. Because once there is a clear path to clear answers, business leaders can better understand their world and gain the necessary knowledge to take action in it. Through the deep integration of Sisense’s analytical engine and live data models with the elasticity and power of Snowflake, Sisense Fusion delivers insights embedded into products, business workflows and productivity tools knowledge workers use every day. We are not delivering solutions for BI, we are helping people find answers. By streamlining the process of accessing insights, business leaders can gain the necessary knowledge to take critical action in a matter of minutes. This is how business decisions get made–confidently. Click here to read The Modern Marketing Data Stack: Your Technology Guide to Unifying, Analyzing, and Activating the Data that Powers Amazing Customer Experiences. About Sisense Sisense goes beyond traditional business intelligence by providing organizations with the ability to infuse analytics everywhere, embedded in both customer and employee applications and workflows. Sisense customers are breaking through the barriers of analytics adoption by going beyond the dashboard with Sisense Fusion – the highly customizable, AI-driven analytics cloud platform, that infuses intelligence at the right place and the right time, every time. More than 2,000 global companies rely on Sisense to innovate, disrupt markets and drive meaningful change in the world. Ranked as the No. 1 Business Intelligence company in terms of customer success, Sisense has also been named one of the Forbes’ Cloud 100, The World’s Best Cloud Companies, six years in a row. Visit us at www.sisense.com and connect with us on LinkedIn, Twitter, and Facebook.

Read More

ACCOUNT BASED DATA

Sendoso Opens European Fulfillment Center in Dublin

Sendoso | October 06, 2022

Sendoso, the leader in delivering branded, B2B experiences through gifting, today announced the opening of its new fulfillment center in Dublin, Ireland, furthering the company’s commitment to European customers and enhancing its foothold on the global market. The Dublin fulfillment center will ensure better distribution across European Union countries and, combined with its existing fulfillment center in the U.K. and its growing roster of local vendor partnerships, further expand Sendoso’s reach throughout Europe. “This new fulfillment center will allow for smoother, faster and more economical sending within the EU, which is great news for our current and future European and global customers,” said Sendoso CEO Kris Rudeegraap. “This new fulfillment center will allow for smoother, faster and more economical sending within the EU, which is great news for our current and future European and global customers,” said Sendoso CEO Kris Rudeegraap. “This is another important step as part of our next phase of global expansion and, along with our European headquarters in Dublin, creates a strong foundation for the company in both Ireland and Europe.” Despite a year of economic uncertainty, Sendoso has strengthened its reputation as the industry leader in the European market over the past year, increasing its marketplace offerings there by 9x. Now with local fulfillment centers in both the EU and the U.K., Sendoso will be able to further streamline global shipping and continue to support this rapid European growth. This latest facility brings Sendoso’s total number of fulfillment centers to six worldwide: Dublin, Ingleburn (Au.), Montreal (Can.), Peterborough (U.K.), and two U.S. locations (Hayward, Calif.; Phoenix, Ariz.). The opening of the Dublin fulfillment center continues Sendoso’s commitment to providing a further enhanced experience for its European customers with a dedicated European team. European customers now have access to local Sendoso logistics experts to assist with shipping rules and regulations and thought leaders to provide insight on corporate gifting trends and creative send ideas. And because of Sendoso’s European presence, customers have even larger windows of customer support coverage and a local tech team focused on developing features to further streamline and enhance the sending experience. “The level of customer service we’ve received from the entire Sendoso team has been unmatched,” said Gianna Saal, Senior Digital Marketing Manager, S-EMEA at Tealium. “Sendoso has been super proactive to ensure we have a great experience, from the logistics team when receiving our inventory to the customer support team answering any questions we have. We feel incredibly well-supported to have Sendoso as our global platform to execute all of our sending strategies.” “As we continue to cement Sendoso as the industry leader in Europe, it was imperative that we establish the necessary infrastructure to support our continued growth in the region,” said Rajesh Purcell, Director of Global Supply Chain at Sendoso. “The new fulfillment center enables us to continue building meaningful relationships with our customers by providing an even more thorough and streamlined service across Europe and the globe.” To learn more about Sendoso, visit www.sendoso.com. About Sendoso Sendoso, the leading sending management platform, helps companies stand out by giving them new ways to engage with customers. The trusted partner of Fortune 100 and Fortune 500 companies worldwide and with seamless integrations with leading marketing and sales tools such as Salesforce, Oracle, Microsoft and Marketo, Sendoso - with its global marketplace of premium vendors - serves as an essential part of successful demand generation, account-based, and customer experience programs. Founded in 2016, Sendoso is backed by $152M in venture funding and has locations across North America, Europe, and Asia Pacific. Learn more at sendoso.com.

Read More

CORE ABM

New RollWorks Survey Confirms Marketers Rely on Account-Based Marketing to Drive Pipeline and Revenue Goals

RollWorks | October 03, 2022

Account-based marketing platform RollWorks, a division of NextRoll, today announced the results of a six-month survey designed to gauge ongoing B2B marketer priorities and challenges. The new study reveals that marketers overwhelmingly rely on ABM to increase ROI and achieve pipeline and revenue goals. "Marketers are accepting that ABM is an efficient, effective marketing strategy that focuses on engaging the right accounts at the right time, through a variety of marketing channels. The success of the market isn't determined by the few who agree on one definition, but rather a focus on ABM's very clear value of helping to create the most efficient sales strategy that drives growth at scale," said Darragh Fitzpatrick, CRO of RollWorks. "Marketers are accepting that ABM is an efficient, effective marketing strategy that focuses on engaging the right accounts at the right time, through a variety of marketing channels." said Darragh Fitzpatrick, CRO of RollWorks. Critical Role of ABM in Key Initiatives + Challenges B2B marketers indicated a growing dependency on ABM to help support key initiatives. Survey respondents overwhelmingly said that they are turning to ABM to help increase ROI and achieve pipeline and revenue goals (72%), followed by supporting faster sales cycles (53%), as well as faster growth and bridging the communications gap between marketing and sales (48% respectively). And yet, nearly half of those polled said providing customized and relevant ad experiences to the right people on the sites they spend time on (44%), reaching the right targets on the sites they spend time on (43%), and scaling ABM programs (42%) have been the top challenges when implementing their ABM strategy. Hyper Focus on Understanding Intent from In-Market Accounts Many B2B organizations are realizing that ABM means efficiency and precision can coexist. Survey respondents indicated that their top two priorities are intent, or understanding what accounts are in-market to buy a solution like theirs, even if they haven't heard of the solution (48%), and ads and other forms of ABM engagement (40%). Doubling Down on Digital and Webinars Throughout the past six months of the survey, respondents have said that they are increasingly investing in digital advertising and webinars, with nearly 80% of respondents doubling down on digital advertising and 43% investing in webinars. Interestingly, only 18% (25% fewer than webinars) said they are investing in virtual events. Respondents have increasingly adopted HubSpot over the past six months, with two-thirds of respondents indicating HubSpot is their primary CRM. RollWorks' integration with HubSpot provides marketers with easy-to-use, end-to-end solutions to drive their account-based strategies by enabling teams of all sizes to identify high-fit, high-intent accounts and buyers, reach them efficiently, and measure impact. The integration, which has given the majority of go-to-market teams consolidated account-level visibility, is a powerful illustration of ABM and CRM working together to deliver deep insights for revenue teams of all sizes. The survey, conducted March through September 2022, consulted approximately 200 B2B marketing and sales professionals. About RollWorks RollWorks, a division of NextRoll, offers ambitious B2B companies an account-based platform to align their marketing and sales teams and confidently grow revenue. Powered by proprietary data and machine learning, RollWorks' solutions address the needs of organizations large and small — from those with best-in-class ABM programs to those just beginning their exploration. By empowering teams to identify their target accounts and key buyers, reach those accounts across multiple channels, and measure program effectiveness in their system-of-record, RollWorks is an indispensable platform for marketers and sellers who believe that an account-based approach is just good business. To learn more visit www.rollworks.com

Read More