PathFactory and 6sense Join Forces To Equip ABM Marketers With Unrivalled Dataset

PathFactory | January 23, 2020

PathFactory (the leader in content intelligence) announced a partnership today with 6sense (the leading Account Based Orchestration Platform, powered by AI) that will give marketers complete visibility into the quality of account engagement, as well as what content and topics are accelerating them through their customer journey. Since today’s buyers are empowered to do 67% of their own research digitally before contacting sales teams, according to SiriusDecisions, forward-thinking marketers need visibility into this independent, anonymous research if they are serious about seeing an ROI on their ABM strategy.

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Even in today’s tech-savvy marketing environment, inbound and outbound demand generation processes still require a lot of manual intervention. This infographic from Integrate highlights how a lack of automation can impact marketing activities...


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TARGETED ACCOUNT STRATEGY

Okendo Connect Launches To Empower Shopify Sellers To Collect Actionable Customer Data

Okendo | September 28, 2022

Okendo, the customer marketing platform for ecommerce brands, today launched its new customer intelligence solution, Okendo Connect. This addition to Okendo’s integrated product suite enables ecommerce brands to collect customer insights at scale so they can deliver more personalized and frictionless commerce experiences. The launch of Okendo Connect comes as ecommerce brands face a patchwork of complexities, including a shift to a more privacy-centric web, the disruption of traditional targeting strategies, evolving consumer expectations for personalized experiences, and increasing advertising costs. As a result, it’s more important than ever for brands to collect and leverage zero-party data — data that is shared directly and proactively by consumers with the permission to use it for future marketing purposes. Ecommerce brands utilizing zero-party data can fuel more personalized and effective campaigns that build stronger customer connections and scale their business. “Our mission has always been to help ecommerce brands build stronger customer relationships,” said Matthew Goodman, Co-Founder and CEO of Okendo. “Our mission has always been to help ecommerce brands build stronger customer relationships,” said Matthew Goodman, Co-Founder and CEO of Okendo. “The launch of Okendo Connect is an extension of that mission and further deepens our ability to give brands access to the data they need to get a full view into the journeys their customers are taking while using that insight to scale their businesses.” Okendo Connect powers zero-party marketing strategies by enabling merchants to engage website visitors and customers at peak moments of engagement. Features include on-site micro-surveys triggered by specific shopper actions or characteristics, post-purchase surveys that enjoy 50%+ response rates, and post-review actions that encourage customers to complete additional actions. In addition, with shareable links to hosted surveys that can be delivered across channels (social, email, SMS), Okendo Connect allows for continuous customer insight collection that yields hyper-relevant targeting and drives maximum response rates. Intelligence Powered Use Cases for Okendo Connect, includes: Profile Enrichment Enrich customer profiles with zero-party data including identity, demographic, preference, behavior and intent data. Customer Experience Management Continuously measure brand loyalty and customer satisfaction with best-in-class frameworks such as NPS, CES and CSAT. Marketing Attribution Generate a continual stream of accurate and actionable marketing attribution insights sourced directly from customers. Conversion Rate Optimization Discover conversion drivers and blockers, measure their impact on buying behaviors and monitor the impact of CRO experiments and website changes. Shopper Acquisition Acquire qualified shoppers by converting engaged consumer audiences from social media platforms into permissioned marketing contacts that you own through surveys, polls and giveaways. Market Research Stay ahead of the game with the latest insights into market trends, consumer behaviors and competitive landscapes. “Using Okendo Connect’s multiple survey distribution channels, advanced audience targeting and powerful reporting capabilities, we were able to establish a standardized method for measuring NPS in just minutes, while uncovering powerful insights into the top drivers of customer loyalty.” said Jessica Cervellon, Head of Customer Experience at mission-driven snacking brand, Feastables. Okendo Connect accompanies Okendo’s flagship Reviews product which is currently used by brands like Nomad and Knix. Okendo Reviews helps brands increase conversions and drive more sales by leveraging social proof and enabling customer advocacy. Shoppers that interact with Okendo’s reviews widget are 4x more likely to buy. About Okendo Okendo is a customer marketing platform that enables brands to grow faster and more efficiently by building stronger customer relationships. Using Okendo, brands can gain actionable insights into customer preferences and behaviors, drive customer advocacy and deliver more personalized customer experiences. Founded in 2018, Okendo is trusted by 6,000+ of Shopify’s fastest-growing brands including SKIMS, 1st Phorm and Magic Spoon and is proudly backed by leading venture partners at Index Ventures, Base10 and Craft. For more information about Okendo, visit http://www.okendo.io.

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TARGETED ACCOUNT STRATEGY

Outreach Introduces Quarterly Sales Confidence Index, Revealing Optimistic Forecast

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. About Outreach 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.

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ABM ACCOUNTS

Concord Names New Chief Revenue Officer and Chief Marketing Officer

Concord | September 07, 2022

Concord USA, LLC (“Concord”), a leading technology consulting and digital transformation firm, is pleased to announce two new leadership hires to the organization –Chris Whaley is joining as Chief Revenue Officer and John Baglivo is joining as Chief Marketing Officer. As the Chief Revenue Officer, Chris Whaley will work with the sales and sales operations teams to refine and grow the customer-focused sales structure across the global organization. A senior technology services leader with over 25 years of experience leading sales and business development teams, Whaley most recently served as the Executive Vice President of Cloud Solutions at 2nd Watch, an AWS systems integrator based in Seattle. In that role, he led sales, alliances, marketing, and solution architecture. Whaley previously held similar leadership roles with notable companies, including Dell Technologies, Citi, JP Morgan Chase, and Merrill Lynch. “I look forward to working closely with Concord’s leadership team, salespeople, and customers. It’s clear that the organization has talented people and winning solutions that make an impact for our clients,” expressed Whaley. As the Chief Marketing Officer, John Baglivo will work with the leadership and marketing teams to unite the global marketing function, align messaging, and strengthen the go-to-market strategy. As a customer-centric and hands-on growth marketer, Baglivo has served as a B2B CMO for the last 15+ years. Most recently, Baglivo led marketing organizations for several fast-growth, technology-centered consultancies, including Prophet, a leading growth and transformation consultancy based in San Francisco. In those roles, he built successful positioning and messaging strategies and created strong demand generation engines and teams. Throughout his career, Baglivo has focused on collaborating with sales teams and applying account-based marketing best practices to accelerate growth. “Concord is a growing force in the technology consulting industry,” stated Baglivo. “With deep capabilities in cloud application development, data integration and analytics, and customer experience, the firm is well positioned to achieve the next level of growth by helping clients address their most pressing business and technology challenges.” “Concord recognizes that our customer is our top priority,” shared Florin Ibrani, CEO of Concord. “Concord recognizes that our customer is our top priority,” shared Florin Ibrani, CEO of Concord. “We are thrilled to have Chris and John join our leadership team in vital roles dedicated to serving our clients. Both are strong leaders with the necessary expertise to help Concord scale. I’m confident they will be tremendous assets to the organization.” About Concord Concord is a leading technology consulting and digital transformation firm based in Minneapolis, MN, with supporting operations in Eastern Europe and India. Concord serves leading enterprises and innovators in the healthcare, technology, manufacturing, and financial services industries. With a unique combination of industry expertise, technology know-how, and project execution reliability, Concord helps its customers unlock business value by solving their most difficult data and technology problems.

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BUYER INTENT DATA

Bombora’s Intent Data Helps Inbox Insight Get Content to a Customer’s Hungriest Buyers

Inbox Insight, Bombora | October 14, 2022

Companies seeking to amplify the impact of their thought leadership should look to Bombora’s Planning and Measurement Suite. That’s the word from leading demand-generation specialist Inbox Insight, which used the Suite to help its customer figure out which members of its database were likeliest to convert — and experienced great success. Inbox Insight’s customer — an AI-powered search, discovery and recommendation engine solution provider — wanted to raise brand awareness across its target account list of more than 15,000 organizations. The customer, having created multiple pieces of marketing collateral, wanted to narrow that list down in order to distribute that content to the accounts likeliest to convert. “Using Bombora’s Planning and Measurement Suite, we were able to show our customer that during the previous year, 47.9% of the companies on its prospect list had shown interest in the topics our customer serves,” said Inbox Insight Head of Campaign Strategy Dan Smith. “We also demonstrated that most of this interest was coming from companies with more than 5,000 employees — a great thing to know.” Armed with these details, Inbox Insight outperformed its customer’s expectations, bringing in 859 Marketing Qualified Leads, or MQLs — contacts that requested at least two pieces of content — within just two months. Moreover, Inbox Insight helped its customer motivate a 32% boost in relevant research spikes, and saw interest in its customer’s service areas go up by 34.9% while the campaign was running. “Many companies struggle with how to get their expensively produced marketing content in front of the right prospects,” said Bombora CEO and Cofounder Erik Matlick. “Many companies struggle with how to get their expensively produced marketing content in front of the right prospects,” said Bombora CEO and Cofounder Erik Matlick. “Using intent data to determine exactly where to send that marketing collateral displays a new use of this powerful tool. We look forward to helping other companies achieve similar results, and to finding new ways to use intent data to improve business results.” About Inbox Insight Inbox Insight are B2B demand-generation specialists offering many digital marketing campaigns to engage our audience of 4.1m active business professionals. Helping brands across the globe drive demand among HR, IT, Marketing, Finance and Business Management communities, we help you generate the right response for your B2B campaign objectives. Learn more at https://www.inboxinsight.com/ . About Bombora Bombora tells businesses which companies are researching their products and services. With this understanding, sales and marketing teams can be more relevant and consistent and improve performance across all activities. This intent-driven approach revolutionizes the way businesses market and sell to other businesses through transparent data built on an ecosystem of quality, collaboration and innovation. With direct integrations with dozens of leading data and media-buying platforms, Bombora is building a world in which business buyers value sales and marketing for its relevance, timeliness and accuracy. To learn more, visit www.bombora.com.

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Spotlight

Even in today’s tech-savvy marketing environment, inbound and outbound demand generation processes still require a lot of manual intervention. This infographic from Integrate highlights how a lack of automation can impact marketing activities...

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