Report: Video Marketing and ABM Remain Popular Among B2B Marketers

KoMarketing | April 03, 2019

As 2019 continues to roll on, new research suggests that video marketing and account-based marketing (ABM) strategies will grow in prominence, specifically among B2B marketers. Spiceworks recently surveyed more than 350 B2B marketers to gauge which trends are on the rise and gaining hype among professionals in the field. Statistics showed that the most mainstream trends are currently video marketing (68 percent), ABM strategy (64 percent) and on-demand content strategy (55 percent). In terms of which trends are looming, influencer marketing strategy (48 percent) is gaining ground. This is followed by purchase-intent targeting (44 percent) and advertising on emerging social channels (44 percent). That being said, there are some trends that are still niche. Generational campaigns (30 percent), chatbot-powered marketing (30 percent) and VR- or AR-based customer experiences (14 percent) continue to be relatively niche, according to the survey results.

Spotlight

Microsoft Dynamics CRM is a tool that was developed with sales teams in mind. The CRM was never meant to help marketers do their jobs better or accurately report on their program successes. Yes, you can do some reporting in Microsoft Dynamics, but certainly not the type of reporting that marketers need to tie their efforts to revenue.


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ACCOUNT BASED DATA

Lendmark Financial Services Selects AskNicely to Elevate Its Customer Experience and Empower Employees

Lendmark Financial Services, AskNicely | July 13, 2022

AskNicely, a leader in customer experience software for service businesses, today announced that Lendmark Financial Services, a leading provider of household credit and consumer loan solutions serving more than 400,000 customers a year, has selected the AskNicely Frontline Success Platform to empower its workers to deliver exceptional customer experience. By choosing this platform’s clear, consistent, real-time insights and scalable tools to track trends, spark coaching conversations and recognize employees for a job well done, Lendmark demonstrates its commitment to customer experience (CX) excellence and continued leadership as an innovator in the consumer finance space. Lendmark Financial, with more than 460 branches across 21 states, is renowned for its personalized approach to individual loans, automobile loans and retail merchant sales finance services, as well as its competitive fixed rates, quick approval and instant funding—all of which set it apart from other lending services. Focused on investing in the most advanced technology to raise the bar higher in CX and employee success, Lendmark chose AskNicely after trying several leading applications on the market. After a successful pilot, Lendmark implemented the AskNicely Frontline Success Platform to give its teams instant access to customer feedback and provide managers with valuable insights across regional locations and branches and down to the individual loan consultants to enable highly effective coaching and employee recognition. “Implementing a new program or technology into a large business with hundreds of branches can often be met with resistance, yet the opposite has been true with the AskNicely implementation,” said Lendmark Financial Chief Marketing Officer Ethan Andelman. “We tried other CX solutions, but our employees embraced AskNicely for its ability to provide customer feedback. As a community-focused, relationship-based business, Lendmark values our customers’ recommendations, and we will use their feedback to spur further company growth and even better customer relations.” During a 90-day pilot period, Lendmark increased their NPS score at 80% of its nationwide locations with an average gain of 15 points. Since then, 450 branches now use AskNicely’s Frontline Success Platform, with 50% experiencing an average increase of 39 points to their net promoter scores (NPS). Moreover, according to the latest research by Metrigy, innovative companies like Lendmark that invest in closing frontline feedback loops and empowering frontline teams through recognition and personalized coaching see dramatic increases in revenue, employee efficiency and customer satisfaction. “We are thrilled to see Lendmark succeed, and we are also delighted to witness their confident, motivated and empowered frontline teams deliver awesome experiences to customers,” said AskNicely Founder and CEO Aaron Ward. “We are thrilled to see Lendmark succeed, and we are also delighted to witness their confident, motivated and empowered frontline teams deliver awesome experiences to customers,” said AskNicely Founder and CEO Aaron Ward. “Customer experience is a vital brand differentiator, especially for companies like Lendmark. And with the AskNicely platform at their fingertips, loan consultants have instant access to the feedback, coaching and recognition they need to improve the customer’s experience. We are eager to watch Lendmark’s future success as they continue making strides in customer satisfaction, employee engagement and revenue growth.” About Lendmark Financial Services Lendmark Financial Services provides personal and household credit and loan solutions to consumers. Founded in 1996, Lendmark strives to be the lender, employer, and partner of choice by protecting household wealth, offering stability and helping consumers meet both planned and unplanned life events through affordable loan offerings. Today, Lendmark operates more than 460 branches in 21 states across the country, providing personalized services to customers and retail business partners with every transaction. Lendmark is headquartered in Lawrenceville, Ga. For more information, visit www.lendmark.info. About AskNicely Founded in 2014, AskNicely is the Frontline Success platform pioneer, connecting the dots between employee experience, customer experience, and revenue growth for service businesses. The industry-leading mobile technology platform delivers personalized coaching and motivation for frontline workers powered by real-time customer feedback and eliminates the need for layers of middle management. AskNicely services over 1,300 companies worldwide and has offices in the United States, New Zealand, and the Netherlands. For more information, visit www.asknicely.com.

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Oracle Automates the Tasks Sellers Despise with Next Generation CRM

Oracle | August 02, 2022

Oracle today announced the next generation of Oracle Fusion Sales, a sales automation application that identifies high-quality sales opportunities and guides sellers to close deals faster. Part of Oracle Fusion Cloud Customer Experience (CX) and powered by artificial intelligence (AI), Fusion Sales automatically provides sellers with quotes, proposals, and recommended steps to help them increase productivity, close more deals, and instill confidence among buyers. Nearly one third of sellers struggle to close deals and meet quotas, according to a recent study conducted by CRM analyst firm Beagle Research Group in partnership with Oracle. The study, "Does Your CRM Leave Money on the Table," highlights the struggles that sellers face with customer churn and archaic sales processes. In turn, sellers have noted that they are open to greater automation and trust AI to take on greater responsibilities, including qualifying leads (70 percent), identifying priority deals (60 percent), and tracking deal progress (80 percent). "Traditional CRM systems were designed to be a system of record for planning and forecasting versus a tool to help sellers sell more. As a result, sellers spend countless hours on data entry and administration that stunts sales productivity," said Rob Tarkoff, executive vice president and general manager, Oracle Fusion Cloud Customer Experience (CX). "Traditional CRM systems were designed to be a system of record for planning and forecasting versus a tool to help sellers sell more. As a result, sellers spend countless hours on data entry and administration that stunts sales productivity," said Rob Tarkoff, executive vice president and general manager, Oracle Fusion Cloud Customer Experience (CX). "Applying 40 plus years of data and business process expertise, we have done the heavy lifting to engineer the next era of CRM. Oracle Fusion Sales removes the manual steps in the B2B sales process to help sellers close more deals faster and more efficiently." Oracle Fusion Sales provides sellers with: Step-by-Step Guided Processes: Sellers can onboard faster and improve productivity with a guided step-by-step process to help engage with accounts, progress opportunities, and close deals faster. Customers can choose to base the processes on best practices set by leadership or customizable, industry-specific templates. Conversation Ready Opportunities: Sellers can automate the process of re-qualifying and converting marketing leads into opportunities. Connected to Oracle Fusion Marketing, Fusion Sales automatically creates highly qualified leads and then passes them to sellers for follow-up. Automated Quotes and Proposals: Sellers automatically receive initial quotes, proposals, and implementation schedules when opportunities are created. The quotes are automatically updated throughout the sales process as a deal progresses and are based on historical data that includes prior successful deals, a customer's industry, and other account attributes. Intelligent Content Recommendations: Sellers can automatically receive marketing-approved content that is most likely to progress the sale. This saves sellers' and buyers' time at each step in the sales process and puts the right offers and answers to commonly asked questions directly in the seller's hands. Digital Sales Rooms: Sellers can improve the buying experience and better engage buyers by building personalized microsites. Helpful resources like quotes, past contracts, reference stories, and details for past or upcoming Zoom meetings are aggregated to help move buyers closer to a purchasing decision. As buyers use Digital Sales Rooms, sales operations can capture buying signals and other customer engagement data that can inform sales insights, internal training and enablement, and drive future deal success. Advanced Revenue Intelligence: Sales leaders can easily access and report on business trends, spot outliers, and monitor customer sentiment and sales performance with Oracle Fusion CX Analytics. Fusion Sales provides a complete view across the business being able to pull in data from sales, marketing, service, finance, and HR all without support from IT. What Customers and Partners are Saying About Fusion Sales "CRM is an integral tool especially as we sell complex and expensive equipment and software solutions in 180 countries across the globe. We used to stitch together sales insights from an array of applications, Excel spreadsheets, and post-it notes. It wasn't an efficient process," said Samantha Mohr, vice president, inside sales, Ricoh. "Oracle Fusion Sales provides our sellers with a guided experience that focuses their time and improves deal success by delivering better insights to help us adapt to market shifts faster." "Our customers are always searching for new approaches that drive real value and instill confidence in buyers. Oracle Fusion Sales helps solve significant challenges of the B2B selling environment with a boundaryless, adaptable, and radically human engineered architecture" said Andrea Cesarini, Europe Oracle business group lead, Accenture. "Having partnered for over 30 years now, Accenture and Oracle bring unparalleled innovation, industry, and technology acumen to our joint clients." To learn more, please tune into Oracle Live on July 26, 2022, here. Part of Oracle Fusion Cloud Applications Suite, Oracle Fusion Cloud Customer Experience (CX) connects data across advertising, marketing, sales, and service to make every customer interaction matter. Going beyond traditional CRM, learn about how Oracle Advertising and CX helps businesses improve customer experience and build brand loyalty. About Oracle Oracle offers integrated suites of applications plus secure, autonomous infrastructure in the Oracle Cloud. For more information about Oracle (NYSE: ORCL), please visit us at oracle.com.

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DemandScience Wins Two TrustRadius 2022 Summer Best of Awards

DemandScience, TrustRadius | August 04, 2022

DemandScience, a global B2B data company that partners with customers to upgrade their sales pipelines, today announced that TrustRadius has recognized the company with two 2022 Summer Best of Awards in the Intent Data Providers category. DemandScience Activate, which includes the company’s PureABM and PureSyndication offerings that engage in-market B2B buyers, received awards for Best Feature Set and Best Relationship. The awards are based on third-party, verified reviews submitted to TrustRadius, a research and review platform for business leaders to find and select the right solutions for their needs. TrustRadius CEO Vinay Bhagat said, “In the age of the self-serve buyer, software buyers rely heavily on third-party sources. That’s why third-party reviews and awards from a trusted source like TrustRadius are so important.” When announcing the winners of the ’Summer Best of Awards’, TrustRadius CEO Vinay Bhagat said, “In the age of the self-serve buyer, software buyers rely heavily on third-party sources. That’s why third-party reviews and awards from a trusted source like TrustRadius are so important.” Megan Headley, VP of Research at TrustRadius, verified the winners in each category and the process involved, “DemandScience Activate has won a Summer Best of Award for both Best Feature Set and Best Relationship in the Intent Data Providers software category. These awards are based entirely on feedback from their customers.” Best Feature Set awards highlight companies with outstanding feature sets that have gone above and beyond to delight their users. Best Relationship awards highlight companies that provide customers with accurate implementation expectations, solid follow-through on sales and marketing promises, and provide enough ROI to buy the program again. “DemandScience’s commitment to our customers is to deliver more accurate data and solve their go to market challenges. Winning these 2022 Summer Best of Awards validates that we’re helping B2B marketing and sales organizations in meaningful ways,” said Peter Cannone, Chair and CEO of DemandScience. “We’re proud to be valued by our user community and to be acknowledged for all of the great feedback we’ve received on TrustRadius.” About DemandScience DemandScience is a global B2B data company that partners with customers to upgrade their sales pipelines. Our accurate data and predictive insights enable B2B sales and marketing professionals to identify, activate, and convert the right buyers at the right time and achieve their growth goals. About TrustRadius TrustRadius helps technology buyers make better decisions and helps vendors tell their unique stories, improve conversion, engage high-intent buyers, and gain customer insights. Each month, over one million B2B technology buyers—over 50% from large enterprises—use verified reviews and ratings on TrustRadius.com to make informed purchasing decisions. Headquartered in Austin, TX, TrustRadius was founded by successful entrepreneurs and is backed by Mayfield Fund, LiveOak Venture Partners, and Next Coast Ventures.

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TARGETED ACCOUNT STRATEGY

Anteriad and TransUnion Collaborate to Bring Best-in-Class Audience Solutions to B2B Marketers

Anteriad, TransUnion | September 26, 2022

Anteriad today announced a new collaboration with TransUnion. Through the collaboration, Anteriad’s audience data will be available through the TruAudience® Data Marketplace, enabling B2B advertisers to reach more in-market prospects with more relevant marketing across growth channels including connected TV, streaming audio and in-game advertising. Powered by a three-dimensional view of people, households and devices, TruAudience solutions provide scalable identity to enable audience targeting and consumer engagement across offline, digital and streaming environments. The TruAudience Data Marketplace is a leading destination for buyers and sellers of third-party audiences to activate targeting across streaming media advertising channels. Anteriad partners with the world’s largest B2B marketers across a variety of verticals including technology, fintech, healthtech, IT, logistics and martech. Anteriad targeting products are highly customized across Account Based Marketing (ABM), B2B intent, and key technographic and firmographic traits, and are built for precision at scale by keying off company location rather than domain. The TruAudience Data Marketplace is seamlessly integrated into this unique approach, extending the B2B reach into connected homes and to consumers across myriad devices. “B2B media buyers and sellers want the ability to transact on Connected TV and streaming audio with precision targeting at scale,” said Michelle Swanston, VP of Media and Entertainment and Head of Data Marketplace at TransUnion. “By providing access to Anteriad data in the TruAudience Data Marketplace, B2B marketers and publishers can provide the right messages to the right audiences at the right time.” “CTV and streaming audio are valuable advertising channels for B2B marketers looking to differentiate from their competition. With the TransUnion partnership, they can access Anteriad’s highly relevant data to accurately reach their audiences in a new context that can move more leads down the funnel,” said Todd Love, Chief Commercial Officer at Anteriad. “CTV and streaming audio are valuable advertising channels for B2B marketers looking to differentiate from their competition. With the TransUnion partnership, they can access Anteriad’s highly relevant data to accurately reach their audiences in a new context that can move more leads down the funnel,” said Todd Love, Chief Commercial Officer at Anteriad. About Anteriad For over 20 years, Anteriad has put B2B marketers in front of their next customer and ahead of their competition. With more than 500 billion buyer-related signals tracked every month on our award-winning Anteriad Marketing Cloud platform, customers like IBM, Microsoft, Forbes, SHRM, and Lenovo benefit from our high-fidelity B2B buyer data, full and self-service multichannel execution, analytics, and expert advisory to generate impactful ROI multiples. Start creating your future today – get to know us at  https://www.anteriad.com About TransUnion TransUnion is a global information and insights company that makes trust possible in the modern economy. We do this by providing an actionable picture of each person so they can be reliably represented in the marketplace. As a result, businesses and consumers can transact with confidence and achieve great things. We call this Information for Good®. A leading presence in more than 30 countries across five continents, TransUnion provides solutions that help create economic opportunity, great experiences and personal empowerment for hundreds of millions of people. http://www.transunion.com/business About TruAudience by TransUnion Powered by a three-dimensional view of people, households and devices, TruAudience® solutions provides precise, scalable identity to enable audience targeting and consumer engagement across offline, digital and streaming environments. To learn more, visit http://www.truaudience.com

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Spotlight

Microsoft Dynamics CRM is a tool that was developed with sales teams in mind. The CRM was never meant to help marketers do their jobs better or accurately report on their program successes. Yes, you can do some reporting in Microsoft Dynamics, but certainly not the type of reporting that marketers need to tie their efforts to revenue.

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