ACCOUNT BASED DATA
Archer Awards, TechTarget | September 20, 2022
TechTarget, Inc. TTGT, the global leader in B2B technology purchase intent data and marketing services, recognized exceptional technology marketing and sales leaders across Asia Pacific (APAC) in its 2022 Archer Awards.
All the award recipients are running innovative digital marketing and sales programs across the region, all fueled by intent data.
"Even at a time when some face-to-face activities have re-entered the marketing mix, these companies understand that most pre-purchase research is happening online and independent of tech vendors," said Michael Cotoia, CEO, TechTarget.
"Even at a time when some face-to-face activities have re-entered the marketing mix, these companies understand that most pre-purchase research is happening online and independent of tech vendors," said Michael Cotoia, CEO, TechTarget. "They are leveraging intent data to identify and reach the right accounts, engage buying teams earlier and set their sales teams up to close deals faster."
This is the fourth consecutive year that TechTarget has shined the spotlight on industry accomplishments in APAC as part of its global Archer Awards program.
"While their programs are different, the winners share an understanding that data is the most powerful way to deliver breakthrough results and maintain a powerful edge for their organizations in a highly competitive market," said Jon Panker, Managing Director APAC, TechTarget. "We are extremely proud to recognize and celebrate their incredible achievements."
2022 Archer Award APAC Winners
Digital Marketer of the Year – Molita Coelho, Head of Field Marketing APJ, Okta
Digital Team of the Year – Red Hat Demand Center APAC
Priority EngineTM Marketing Team of the Year – SoftIron
Priority Engine Sales Team of the Year – CrowdStrike APJ
Best Account-Based Marketing Program – DataStax APAC
Best Demand Generation Program – SAP Southeast Asia
Best Thought Leadership Program – AWS APAC
To learn more about TechTarget customer success, visit https://www.techtarget.com/customer-success/.
About the Archer Awards
TechTarget developed the Archer Awards to annually recognize innovative customers: sales and marketing leaders who demonstrate data-driven excellence and are driving remarkable results in partnership with TechTarget. In its fourth year, the Archer Awards program recognizes customers in North America, EMEA and APAC.
TechTarget TTGT is the global leader in purchase intent-driven marketing and sales services that deliver business impact for enterprise technology companies. By creating abundant, high-quality editorial content across more than 150 highly targeted technology-specific websites and 1,125 channels, TechTarget attracts and nurtures communities of technology buyers researching their companies' information technology needs. By understanding these buyers' content consumption behaviors, TechTarget creates the purchase intent insights that fuel efficient and effective marketing and sales activities for clients around the world.
Common Room | September 12, 2022
Common Room, the intelligent community growth platform for today’s fastest-growing companies, announced today at INBOUND 2022 an integration with HubSpot to deliver actionable community user insight across the tools in today’s go-to-market (GTM) tech stack. The new integration is the first of its kind, offering revenue leaders unprecedented visibility into their community-led funnel to improve prospecting, lead qualification, sales velocity, and revenue growth. The integration is currently in beta; sign up here to participate in the preview program.
Digital transformation has fundamentally changed the way software is built, adopted, and procured. As the industry has continued to shift the software development lifecycle to the left, budgets for developer tools, SaaS, and other technologies have also shifted. As a result, the buyer's journey has expanded and the role of user communities in influencing purchase decisions has dramatically increased. This creates a challenge for modern software companies and digital-native brands who have less control over how and where their product and solutions are being discussed as well as less time for sales teams to engage with prospects before a purchase decision is made. Marketing teams have limited visibility into this critical part of their pipeline with no way to connect the work being done by developer relations and community teams to their marketing platforms and customer relationship management (CRM) tools to improve performance, deal velocity, and growth.
Common Room solves these problems by bridging the gap between community and traditional GTM engines. Developer relations and community teams use Common Room’s machine learning-enhanced unified community intelligence, intelligent context, and informed action layers to understand, engage, and activate communities at scale. Common Room delivers critical insights that signal buying intent, uncover potential opportunities, and inform GTM strategies and sales plays.
By bringing community intelligence to the modern marketing and sales tech stack, GTM teams can now:
Understand community impact and take action using this data across their entire sales and marketing funnel.
Increase seller efficiency by empowering them with a 360-degree view of prospects and current customers to identify new opportunities, increase lead score accuracy, and improve forecast precision.
Tie community-focused investments to tangible business outcomes and ROI like impact on annual recurring revenue (ARR) and customer growth. This allows business leaders to make more informed decisions about where to invest to take advantage of market opportunities and how to best support their customers to increase retention.
“Common Room has helped hundreds of organizations build and grow strong communities with the implicit understanding that these communities are and will increasingly be critical for business growth,” said Linda Lian, Co-founder and CEO at Common Room. “Bringing community intelligence into HubSpot makes this understanding explicit. Investment in community was something that organizations knew they needed to do—to benefit both their community members and their business. Now companies can clearly understand the business outcomes of those investments, improving performance across all functions from GTM to product development, support, and customer success.”
“Common Room has helped hundreds of organizations build and grow strong communities with the implicit understanding that these communities are and will increasingly be critical for business growth,” said Linda Lian, Co-founder and CEO at Common Room
Read more about today’s announcement on the Common Room blog. The HubSpot integration will be available to Common Room Enterprise customers at general availability. To participate in the Common Room HubSpot integration preview program please register at https://www.commonroom.io/hello/hubspot/. To access Common Room for free and start getting closer to your community today, visit www.commonroom.io/.
About Common Room
Common Room is the intelligent community growth platform that helps organizations deepen relationships, build better products, and drive business impact. Common Room brings together community engagement, product usage, and customer data into a single place, and uses intelligence to surface actionable insights so teams can discover what’s most important, nurture advocates, collaborate more effectively, and measure outcomes. Today’s fastest growing companies trust Common Room to power their community growth, including Asana, Chainlink, Confluent, Figma, Grafana Labs, HubSpot, Notion, Webflow, and more. The company is backed by Greylock Partners, Index Ventures, and Madrona Venture Group and is headquartered in Seattle.
To learn more, visit www.commonroom.io or join Common Room’s own community, Uncommon.
Optimizely | October 11, 2022
Optimizely, the leading digital experience platform (DXP) provider enabling Boundless Digital Invention, has wrapped its annual Opticon event. Opticon brought together and connected leaders of technology, media, business, and brands for conversations on the rapid evolutions and innovations shaping marketing and the future of digital experiences.
Optimizely welcomed nearly 900 attendees from industry-leading brands, as well as customers, media, analysts, and more across 45 sessions during the three-day event focused on future-forward solutions to the industry’s most complex challenges and “enemies” of every digital leader: complexity to get things done, uncertainty about what works, and inertia caused by siloed and non-actionable data. Additional highlights from this year’s event, include:
The Future is Boundless: In his keynote session, Alex Atzberger, Chief Executive Officer at Optimizely, outlined the complexities holding brands back from achieving outcomes and introduced Boundless Digital Invention, a new way for digital leaders to improve outcomes such as increased revenue, lower TCO, and decreased customer acquisition costs.
“At Optimizely, we unleash brand potential as the world’s only DXP designed to help reinvent how marketing works. With Boundless Digital Invention, marketers can orchestrate, monetize, and experiment at every point,” Atzberger said during the session. “By removing complexities and barriers, brands can drive business success with boundless possibilities and infinite outcomes.”
The Road to Revolutionary Experiences: Chief Product Officer Justin Anovick previewed Optimizely’s upcoming product roadmap, exploring what’s possible in the digital landscape and how Optimizely delivers value to customers through its Orchestrate, Monetize, and Experiment solutions, encompassing ideation, development, engagement, testing, learning, and beyond.
“For Optimizely, DXP is all about being better together – so that every team is unlimited in what they can accomplish,” Anovick said during his keynote. “Having acquired five companies over the past few years, it’s one-dimensional to view our recent work simply as ‘the whole is better than the sum of its parts.’ Because we understand that it’s not just about the totality of our different capabilities – it’s also about what each individual component brings to the table.”
During Opticon, Optimizely announced its new Orchestrate solution, combining its three best-in-class products – Content Marketing (CMP), Content Management (CMS), and Digital Asset Management (DAM) – into a comprehensive offering. Orchestrate transforms how marketing teams work, enabling them to manage the entire content lifecycle and deliver better digital experiences. Optimizely also released Real-Time Segmentation, a first-of-its kind offering that allows marketers to segment customers in the moment of engagement to deliver highly relevant, personalized digital experiences. The solution integrates across all products and leverages “fresh data” to reflect the true state of an audience, eliminating data refresh intervals that can delay customer insights.
Reinventing How Marketing Works: Optimizely Chief Marketing Officer Kirsten Allegri Williams explored how the demands of the marketing landscape and technology have transformed marketers themselves, including the creation of the digital execution gap between what customers expect and what we can deliver.
“Marketers and product leaders have become part of the same digital team, partnering together to create better channel strategy, better design and content decisions, and deeper user engagement right within the product,” Allegri Williams said in the keynote. “To close the digital execution gap, we need to reinvent how marketers work. Along with all other core functions, like HR, Finance, and IT, marketing deserves its own system of record. With the new evolution of Optimizely, we finally have it.”
“We all know martech has become too complex,” said Lorenz Gan, Chief Digital Officer and CIO of New Era Cap LLC.
“We all know martech has become too complex,” said Lorenz Gan, Chief Digital Officer and CIO of New Era Cap LLC. “The customer experience is too important to be left to a patchwork of disconnected systems. That’s why I am grateful for the unified vision that Optimizely has built.”
Recordings of the Day One and Day Two keynotes are now available.
Learn more about our upcoming Opticon Tour events taking place in London on Friday, Nov. 4, and Stockholm on Tuesday, Nov. 8.
At Optimizely, we're on a mission to help people unlock their digital potential. With our leading digital experience platform (DXP), we equip teams with the tools and insights they need to create and optimize in new and novel ways. Now, companies can operate with data-driven confidence to create hyper-personalized experiences. Building sophisticated solutions has never been simpler. Optimizely’s 900+ partners and 1100+ employees in offices around the globe are proud to help more than 9,000 brands, including Toyota, Santander, eBay, KLM and Mazda, enrich their customer lifetime value, increase revenue and grow their brands. Learn more at optimizely.com.
TARGETED ACCOUNT STRATEGY
Outreach | November 14, 2022
Outreach, the leading sales execution platform helping revenue organizations create and close more pipeline, today introduced the results of its first Quarterly Sales Confidence Index.
Based on a survey of 504 B2B sales leaders in the U.S. and U.K. at the end of September, the index reveals that 85% of respondents expect next quarter's revenue performance will increase from the previous quarter. Respondents cited the following reasons for their bullish outlook: "introduction of new offerings" to sell, "introduction of new sales technologies", "change in sales processes", "customer buying intentions", and "overall sector performance."
Increased Investments in Sales Technology
The 2022 Fall report dove into the top question on sales leaders' minds – how will our company increase seller productivity in the current down market? Outreach's Sales Confidence Index revealed 94% of respondents are prioritizing investing in sales technology, sparking a trend that companies will redeploy headcount budgets to technology in order to help increase revenue and forecast accurately.
Outreach also recently discovered in a separate survey that 50% of respondents are actively consolidating or planning to consolidate their tech stack and 73% of leaders agree with the statement "We strongly prioritize choosing sales technology vendors that offer multiple products in an effort to minimize the number of vendors we use." These findings pose a large opportunity for companies to look toward a strategic platform approach that will solve their challenges across the sales journey from the Sales Development Representative (SDR) to the Account Executive (AE) to the Chief Revenue Officer (CRO).
"In today's economy a global economic downturn has become a reality, and companies are looking to find ways to create and close pipeline faster," said Mary Shea, VP, Global Evangelist at Outreach.
"In today's economy a global economic downturn has become a reality, and companies are looking to find ways to create and close pipeline faster," said Mary Shea, VP, Global Evangelist at Outreach. "Sales leaders are optimistic their sales teams will end the next quarter positively and a guiding force behind this success is a platform approach that helps companies close efficiency gaps and increase revenue. To prepare for what comes next, it will be necessary to equip every member of the GTM team with seller-first technology that has embedded automation and AI to maximize organizational efficiency and effectiveness."
Continued Digitization of Sales
Organizations across sectors had to digitally transform over the past few years and sales teams were no different. Sales teams were used to in-person meetings with clients and had to quickly adapt to digital selling. Approximately one fifth of respondents to the Sales Confidence Index survey are only meeting customers via video meetings, while more than half of respondents are mostly meeting customers through a video meeting platform with some in-person meetings. Only one percent of respondents are only meeting customers in person.
Diversity, Equity, and Inclusion Programs Positively Impact Retention
Additionally, Diversity, Equity, and Inclusion is becoming a more significant factor for Sales teams. In fact, 87% said their organization's DE&I policies have a positive impact on their sales and customer retention efforts. To help increase diversity in sales, Outreach launched the RISE and RISE UP programs; two leadership training programs created to help grow diverse talent from within. Now available for any company to use, these programs were designed to deliver opportunities and access to rising leaders, wherever their career journeys take them.
The next Outreach Quarterly Sales Confidence Index findings will be revealed in early 2023.
Outreach partnered with Dynata to survey 504 B2B sales leaders in the United States and United Kingdom across industries. 40% of respondents identified as VP of Sales, 27% as director of sales, 24% as sales team leader or manager, 5% as sales administrators, and 4% as individual contributors. The survey was fielded September 19-22, 2022.
Outreach is the leading sales execution platform that helps market-facing teams efficiently create and predictably close more pipeline. From prospecting to deal management to forecasting, our platform leverages automation and artificial intelligence to help revenue leaders increase efficiency and effectiveness of all go-to-market activities and personnel across the revenue cycle. Outreach is the only company to offer sales engagement, revenue intelligence, and revenue operations functionalities in a unified platform. More than 5,500 companies, including Zoom, Siemens, Okta, DocuSign, and McKesson depend on Outreach to power their revenue organizations. Outreach is a privately held company based in Seattle, Washington, with offices worldwide. To learn more, please visit www.outreach.io.