CORE ABM, ABM ACCOUNTS
Salesloft | December 08, 2022
Salesloft, provider of the leading Sales Engagement platform, today announced the launch of several enterprise-grade features to ensure modern enterprises have the flexibility, control, and governance to adopt the critical sales technology needed to win more deals.
Salesloft has seen significant momentum in 2022 thanks to growing demand from revenue teams for a simplified, consolidated tech stack with intuitive and integrated workflows that help sellers produce more revenue. Today’s launch of several enterprise-grade capabilities further empowers organizations to get the most out of their time, their team, and their tech by using Salesloft. The latest features include:
Account-based team selling: When multiple team members across an organization work on a single account, seamless collaboration is critical. With the ability to create multiple account owners, organizations can ensure a single, shared view of each account to deliver a better selling experience for their revenue team.
Increased access controls: Customers with complex business requirements now have full control over the data their users have access to. With enterprise-scale data governance embedded into the platform across Cadence, Conversations, and Deals, businesses can protect sensitive revenue opportunity data, call recordings, and customer records to ensure security, compliance, and privacy standards are met. Salesloft is the first provider in the space to provide access controls across all of these solutions.
Robust Mobile App functionality: As the hybrid workforce evolves and more sellers return to the road, the Salesloft Mobile App upgrades now allow field sellers to execute sales activities on the go. This means field reps can engage with prospects in the moment to ensure no time-sensitive communication slips through the cracks. Salesloft’s mobile app offers the most comprehensive capabilities in Sales Engagement.
“Sales teams have adopted technology quickly, often at the expense of critical governance capabilities. This exposes companies to policy or compliance violations.” said Ellie Fields, CPO etc. “We believe it is Salesloft’s job to provide sales teams with technology they need to sell, and to make sure that technology is governed. Especially in tight markets, our customers want to spend time selling, not managing disparate systems.”
“Sales teams have adopted technology quickly, often at the expense of critical governance capabilities. This exposes companies to policy or compliance violations.” said Ellie Fields, CPO etc.
These enterprise platform enhancements come on the heels of notable momentum for Salesloft. Earlier this year, Salesloft announced two major product innovations. In April, the company announced Forecast by Salesloft, a native and fully integrated capability that helps organizations forecast with more accuracy and take action to close deals all from the same platform. Shortly after, Salesloft launched Salesloft Coaching, a first-of-its-kind coaching innovation for sales managers. Salesloft Coaching helps sales managers effectively coach their team by aggregating all the critical information they need about rep performance, including the ability to drill down to each conversation or email, right at their fingertips.
The company was also recently recognized as a Leader in the Forrester Wave™: Sales Engagement Platforms, Q3 2022, just one week after G2 named Salesloft as the #1 Enterprise Sales Engagement provider for ten quarters. The company also released the results of The Total Economic Impact™ of Salelsoft, a commissioned 2022 study conducted by Forrester Consulting on behalf of Salesloft. The study revealed enterprises that use Salesloft can expect $12 million in increased profits and cost savings over three years. Furthermore, in June 2022, Salesloft expanded into Asia Pacific to meet the growing demand for sales engagement in the region.
To learn more about Salesloft’s latest platform enhancements, join Salesloft product experts on December 6 at 11 a.m. ET for the Product Update Webinar: Save Your Sales in a Down Economy or visit salesloft.com/new-features.
Salesloft helps sales teams drive more revenue with the only complete Sales Engagement platform available in the market. Salesloft is the one place for sellers and managers to go to execute all their digital selling tasks, communicate with buyers, understand what to do next, forecast with accuracy, and get the coaching and insights they need to win more deals. Thousands of the world’s most successful sales teams, like those at Google, 3M, IBM, Shopify, Square, and Cisco, drive more revenue with Salesloft. For more information visit salesloft.com.
BUYER INTENT DATA
Merkle, Bombora | December 12, 2022
The economy has been flirting with a full-blown recession for months, a fear that continues to influence business decision-makers. While the obvious signs, such as hiring freezes and employment stats, get splashed across the media, other indicators are more subtle, and potentially more helpful.
Among business service brands with 10,000 employees, interest in "analytics and reporting" has increased 14 percent over the last three months, according to Bombora Company Surge®.
There's no question that of all the core demand-gen functionality, reporting and analytics has had the slowest adoption. The reasons for this seem fairly self-evident and are probably topped by the fact that most marketers don't gravitate toward data because it's hard to do it well. It's relatively easy to run a report. The real question is whether you can leverage the information you capture to make meaningful changes to your business.
Necessity is the mother of all invention. Intent data also show that across manufacturing companies, interest in "data-driven marketing" is up 616 percent over the past three months compared to the previous three. Recession-like economic conditions may be forcing these firms, traditionally slow to innovate in sales and marketing, to explore new and more effective ways of marketing using data.
What does that mean for marketers as budgets become tighter? It's a little early for New Year's resolutions, but budgeting season is upon us. Here are a few ideas to consider as you think ahead for an uncertain 2023:
Hire an analyst (or someone) with an affinity for numbers. Many marketers are not quant-jocks, neither drawn to nor excited about doing analytics work. (Disclosure: the author is currently subsidizing a soon-to-graduate candidate with a degree in Applied Math from U.C Boulder and would be happy if he were hired by someone. Anyone!)
Reporting and analytics are necessary for success, but they aren't sufficient in and of themselves. It's insights that drive success, and to deliver insights you need to understand how they can impact business. Identify someone on your team that understands the business well enough to leverage the work of an analyst to derive better decision-making.
Consider leveraging external expertise in the development of your data and analytics programs. That includes both the technology infrastructure and also KPI identification and ongoing insights. Working with an agency that provides services to a broad range of industries can bring a perspective to challenge your current thinking.
Marketing ROI/return on marketing investment (ROMI) and validating the contribution of programs have always been important, but 2023 might be a do-or-die year for making it a reality.
This column appeared first in ANA's Industry Insights:
About the data this column cites
Bombora monitors the average weekly interest, by company, in 12,000 topics across highly trafficked, research based B2B sites across the web in the Bombora Data Cooperative. The Data Cooperative enables Bombora to track in-depth content engagement of business professionals in a privacy-compliant way, with direct relationships with business publishers.
The content engagement data covers multiple channels of business research, everything from news and blogs to white papers, directories, and product reviews. The millions of web pages and content types are aggregated into topics, with a Bombora proprietary natural-language processor. These topics incorporate context, meaning, and relationships in words.
All this content engagement, surrounding 12,000 business topics, is aggregated to a company level, then measured against a 12-week baseline. This aggregation allows Bombora to identify when a business professional is simply reading an article, to when a company is signaling intent to buy a product or solution.
Mr. Friedberg's column looks at key advertising topics as they are being researched at the top 500 brands and top advertising holding companies. Mr. Friedberg's industry experience makes him uniquely well positioned to interpret this business research, and to base actionable insights on the data.
Malcolm Friedberg is demand generation practice leader at Merkle B2B.
CORE ABM, TARGETED ACCOUNT STRATEGY
Integrate | December 14, 2022
Integrate, the leader in B2B Precision Demand Marketing (PDM), and 6sense, the leading platform for B2B organizations generating predictable revenue, today announced a partnership giving joint customers greater data accuracy and insights to advance their ABM strategies with the ability to automate target account list imports across channels. The new API integration between 6sense and Integrate empowers mutual customers to rapidly launch highly targeted campaigns that result in higher engagement and increased ROI.
"Automatic delivery of dynamic AI insights to inform B2B marketing campaigns, even as buying behaviors change, represents cutting-edge revenue technology that we are delighted to offer our customers alongside Integrate," said Elliot Smith, Head of Partnerships at 6sense. "Customers on both sides will benefit greatly from this enhancement, and the 6sense partner ecosystem will be strengthened as a result."
With the API integration, joint customers can upload 6sense segments in Integrate’s Demand Acceleration Platform with automated list updates to connect and engage high-value buyers across multiple channels in a dynamic, engaged manner, including through content syndication, social media, digital, and virtual and in-person events.
"Tipalti, a customer of both Integrate and 6sense, is excited to implement this integration between these two leading martech solutions as it will enable us to increase our orchestration while improving our efficiency in ABM programs. This will help us drive greater pipeline and booking performance," said Michael Newman, Vice President Marketing, Demand Gen and GTM at Tipalti. "In B2B marketing, it’s critical that our data and processes are integrated so we have clear data visibility and attribution enabling higher precision within our target audiences."
In order to provide meaningful engagement for B2B teams trying to develop and convert high-quality pipeline into revenue, this new integration leverages 6sense AI-driven insights to identify accounts that revenue teams should target as well as buying stage predictions. AI-enriched target account lists can be imported from 6sense automatically into Integrate and linked to campaigns across channels. Customers can customize dynamic lists to update daily, weekly, bimonthly, or monthly to take into account changes in buying behavior occurring in real-time.
"We’re excited to partner with 6sense to solve some of the biggest challenges B2B revenue teams face and help them save time, budget, and resources," said Aaron Mahimainathan, Chief Product Officer at Integrate.
"We’re excited to partner with 6sense to solve some of the biggest challenges B2B revenue teams face and help them save time, budget, and resources," said Aaron Mahimainathan, Chief Product Officer at Integrate. "We are committed to innovating with our B2B community and ecosystem of partners to move martech forward, and that includes improving the ability to connect account-level data, channels, and technology to drive predictable pipeline."
To learn more about how the 6sense and Integrate integration works, please visit our blog "6sense + Integrate: Greater Precision in Account-Based Marketing."
Integrate activates, governs, and measures marketing campaigns across demand channels. This enables marketers to launch cross-channel buyer experiences, ensure data integrity, measure the impact of their programs, and inform the next best investments. Integrate works with high-growth and enterprise organizations like Salesforce, Microsoft, Akamai, and Pluralsight to power their Precision Demand Marketing strategies. Today, Integrate’s Demand Acceleration Platform helps create more precise and personalized buying experiences that reach the right buyer with the right message at the right point in their buying journey, and ultimately convert more leads to revenue. For more information, please visit www.integrate.com or follow us on LinkedIn, Facebook, Twitter and Instagram.
ACCOUNT BASED DATA
Sendoso | December 16, 2022
Sendoso, the leader in delivering branded, B2B experiences through gifting, today announced the launch of Elevate 2023, an exclusive customer event for marketers to share invaluable insights into streamlining their sending strategies to drive revenue. The two-day, invite-only event will take place January 11-12 at the Aria Resort in Las Vegas, and will feature peer-to-peer networking, idea sharing, and educational insights from Sendoso executives, Sendoso SuperSenders, partners, and brands from various industries that have successfully made sending a valuable and profitable part of their marketing efforts.
“Elevate is more than just a conference of best practices and how-to tips. It’s an intimate, VIP event for Sendoso’s key partners, customers and prospects to elevate their skills and their careers with some of the smartest and most successful names in the corporate sending world,” said Sendoso CEO and co-founder Kris Rudeegraap .“It can be tough to stand out in a noisy world, which is why Elevate attendees will leave with a greater understanding of the right strategies and processes to boost sales, grow their business, and strengthen customer relationships through innovative experience and gifting campaigns.”
Along with sessions geared toward creativity, strategy & growth, and integration, Elevate 2023 will feature customer workshops, fireside chats with leading marketing experts, a Sendoso reporting and dashboard masterclass, networking events, and much more.
Scheduled speakers and sessions currently slated at the first ever Elevate 2023 include:
Opening remarks from Sendoso CEO Kris Rudeegraap
A keynote panel moderated by Women in Revenue President & Executive Director Deanna Ransom
A keynote session from Sangram Vajre, CEO, GTM Partners, on the new role of marketing in the constantly changing go-to-market world
A keynote session “Nothing Works Anymore: Smarter GTM in a Downturn” from Jon Miller, CMO, Demandbase
Anthony Kennada, Co-Founder & CEO, AudiencePlus
Scott Logan, SVP Marketing, Kronologic
Tim Davidson, Senior Director Marketing, Directive
James Gilbert, CMO, Flip
Kevin Marasco, CMO, Tebra
“Bringing together some of the best minds in marketing and customer experiences will no doubt set the table for a banner year in the gifting and sending industry,” said Sangram Vajre, CEO, GTM Partners. “We're excited to be part of such an exclusive event and sharing new ideas for 2023 and beyond.”
“Bringing together some of the best minds in marketing and customer experiences will no doubt set the table for a banner year in the gifting and sending industry,” said Sangram Vajre, CEO, GTM Partners.
To learn more about Elevate 2023 or to register, please visit https://sendoso.com/elevate-2023/.
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.