SalesLoft Adds Opportunity Management Capabilities

SalesLoft | February 28, 2020

SalesLoft, a sales engagement platform provider, unveiled several new and expanded product offerings designed to help sales and revenue professionals generate pipeline, manage deals and engage customers throughout the lifecycle. The announcement follows the company’s recent acquisition of Costello, an opportunity management and guided selling software provider. According to a company announcement, the launch of Opportunity Management is the result of fully integrating Costello into the SalesLoft platform. Opportunity Management aims to help account executives, account managers and others drive more deals to completion. It is designed to offer comprehensive pipeline and deal views, as well as better pipeline transparency and forecasting accuracy.

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"Are you thinking about implementing an account based marketing (ABM) strategy? If so, you'll want to watch this video!

We'll show you the most common mistakes companies make when they're first starting out with ABM. We'll also give you some tips on how to avoid making these mistakes yourself.

By the end of this video, you'll have a much better chance of success with your ABM strategy!


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CORE ABM, ABM ACCOUNTS

Stirista’s Account Based Marketing (ABM) Research Survey Finds 70% of Businesses Plan to Invest in ABM Technology in 2023

Stirista | December 09, 2022

Stirista, the leader in data-driven performance marketing solutions, today released new research showing that 70 percent of B2B digital marketing leaders plan to invest in Account Based Marketing (ABM) technology in 2023. Stirista’s ABM survey of marketing executives from 200+ U.S. B2B businesses also revealed the expected continued growth of ABM technologies, the importance of identity data and building the right consumer profile, and the need for a multichannel platform that streamlines the advertising process. "Stirista conducted this survey to dive deep into the current state of account based marketing, and the findings reaffirmed that while the space is experiencing unprecedented growth, full adoption of advanced technology solutions is still lagging as platforms are often overly complex with a myriad of features that go un-utilized,” said Vincent Pietrafesa, Vice President B2B Products, AccessB2B Stirista. "Stirista conducted this survey to dive deep into the current state of account based marketing, and the findings reaffirmed that while the space is experiencing unprecedented growth, full adoption of advanced technology solutions is still lagging as platforms are often overly complex with a myriad of features that go un-utilized,” said Vincent Pietrafesa, Vice President B2B Products, AccessB2B Stirista. "As we look ahead to 2023, B2B marketers seek modern, easy-to-use solutions that embrace the importance of identity data and fully optimize ABM best practices, including the ability to run advertising campaigns." ABM Growing Rapidly in B2B Over half (63%) of businesses surveyed use ABM methods and practices and nearly 50% of businesses are looking to invest $100,000 to $300,000 on solutions in the coming year. Of those who use ABM, the majority consider themselves as having a somewhat mature or highly mature program (67%), with one-third citing limited experience with ABM. This signals more growth potential as businesses will look to adopt new technologies to improve their ABM processes. The main channels being utilized in B2B ABM include display/native advertising (75%), search (67%), social media (67%), and email marketing (44%). CTV is also an emerging channel, used by more than one-third of businesses’ ABM practices and that number is expected to continue to grow in the coming years, particularly as Work-from-Home remains steady and CTV is a proven channel to effectively reach that audience. Identity Data Crucial Part of ABM Strategy According to over 90% of businesses surveyed, determining the perfect consumer profile is the most crucial technology feature for their ABM program. Nearly 70% indicated that identity data (labeled persona data in the survey) is critical when building target account lists. Many of the solutions available for ABM today are driven by intent, however the survey reiterates that B2B marketers are most interested in persona/identity data to ensure that the right messages can be delivered to the target customer profile. Email addresses (business 47%, customer 44%) are the number one audience identifier for ABM marketers, followed by 3rd party cookies (36%) and mobile IDs (33%). Other important elements of ABM technology for B2B marketers include executing and measuring advertising programs (54%) and measuring account engagement metrics (50%). B2B Marketers Are Seeking a Streamlined, Multichannel Platform The majority of businesses planning on using ABM practices and methods (75%) haven’t decided on a platform provider, often due to lack of a comprehensive multichannel solution available today. Currently, less than 40% of businesses use a single platform technology for ABM practices, with the majority (44%) using manual efforts or a combination of multiple platforms. Additionally, 82% of businesses surveyed believe multichannel campaign execution is somewhat or very important to the success of an ABM program, adding that activation of audiences (48%) and execution and measurement (44%) would be the most important factors in choosing a solution/solutions. Study Methodology Findings from the Stirista AccessB2B Survey were derived from an online panel conducted by Thrive Analytics. Data was gathered between September 27 – October 12, 2022, from over 200 responses of marketing executives at top U.S.-based B2B organizations across a variety of verticals with annual revenues greater than $50 million. The full report is available at https://accessb2b.com/abm-research/. About Stirista Stirista is a data-driven performance marketer that combines the power of authoritative identity data with the execution of omnichannel marketing. Through its data and customer-centric approach, Stirista is helping Fortune 500 and mid-market brands increase brand loyalty and acquire new customers. Stirista’s privacy compliant data insights helps clients interact with customers and prospects via digital, email and social channels. For more information, please visit http://www.stirista.com.

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BUYER INTENT DATA

Sendoso Launches Freemium eGifting Offering Ahead of the Holidays

Sendoso | November 30, 2022

Sendoso, the leader in delivering branded, B2B experiences through gifting, today announced the launch of Sendoso Express, the company’s first eGifting offering that's free to sign up. With no contracts, no subscriptions, and no user fee required, Sendoso Express enables small and midsize businesses with a freemium eGifting solution to easily make an impression, open doors, and add that special touch to any communication over the holidays and beyond. With the expansive and diverse Sendoso Marketplace of eGifts, virtual experiences, and high-quality items from globally recognized brands, finding the perfect corporate gift over the holidays has never been easier. A recent global gifting survey found that 83% of companies that received a corporate gift over the last year felt closer to the company that sent it. And with Sendoso Express, companies can now instantly send eGifts to employees, partners, prospects, and others from any Sendoso eGift partner, including Amazon, Apple, DoorDash, Instacart, Starbucks, and Uber Eats. Simply pay as you go with a credit card. “Given the current economic climate, many small and midsize businesses are facing tighter budgets, yet there’s still tremendous pressure to drive more revenue and deliver ROI from your marketing and sales investments,” said Sendoso CEO Kris Rudeegraap. “Given the current economic climate, many small and midsize businesses are facing tighter budgets, yet there’s still tremendous pressure to drive more revenue and deliver ROI from your marketing and sales investments,” said Sendoso CEO Kris Rudeegraap. “Sendoso Express is a freemium, self-service plan that enables businesses to make incredibly meaningful connections over the holidays. And by providing them access to Sendoso Express at no charge, we’re confident they’ll experience the same convenience and instant ROI thousands of companies have already realized with Sendoso.” To get started, new businesses simply need to enter a valid corporate email and enter a credit card for eGift purchases. There are no contracts or subscriptions—just unlimited eGifts to build meaningful connections. Businesses using Sendoso Express can grow their pipeline with a simple eGift that opens doors to new conversations. In addition to engaging targeted accounts with eGifts that attract customers, boost engagement, and drive campaign success, Sendoso Express can also help drive event attendance. Companies can always reward employees, build customer loyalty, improve onboarding experiences, and diffuse tough situations with a free eGifting strategy using Sendoso Express. “The holidays are a time for bringing people together, which is why we’re helping companies of all sizes make meaningful connections free of charge,” Rudeegraap said. “An eGift may seem like a small gesture, but it has the potential to make a significant impact on your clients, new business prospects, and employees as well as your company’s brand within the industry. Taking this risk-free leap can be an eGift that keeps on giving.” To learn more about Sendoso Express, visit the website. 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.

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CORE ABM, ABM ACCOUNTS

Salesloft Extends Category Leadership, Expands Enterprise-Grade Capabilities

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. About Salesloft 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.

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ACCOUNT BASED DATA

Klevu Announces Integration with Klaviyo

Klevu, Klaviyo | November 11, 2022

Klevu, the global leader in artificial intelligence-powered product discovery technology for digital commerce today released an integration for Klaviyo, a unified customer platform that provides data-driven marketing tools – including email and SMS – for e-commerce businesses. The integration allows ecommerce businesses using Klaviyo the ability to connect search terms to shoppers to display automatically curated products in email and SMS campaigns, and use search and product data in flows and segmentation. Today’s customers expect a personalized experience when shopping, which requires merchants to send compelling and well-timed email and SMS campaigns. With this integration, retailers can utilize a shopper’s search history to customize and send email and SMS messages featuring products customized to each individual shopper – allowing shoppers to discover products that are relevant to them and in a timely manner. “Klaviyo is a powerful platform for ecommerce brands. With Klevu now sharing shopper intent data with Klaviyo, with the products that Klevu would have displayed on the website, Klaviyo users can use search in new ways,” explained Nilay Oza, Founder and CEO, Klevu. Now, “Klaviyo is a powerful platform for ecommerce brands. With Klevu now sharing shopper intent data with Klaviyo, with the products that Klevu would have displayed on the website, Klaviyo users can use search in new ways,” explained Nilay Oza, Founder and CEO, Klevu. “Go ahead, make a flow with a keyword, send an SMS that quotes their last search term, or even just the topic of a search, populate a product block with personalized product recommendations for your most-likely-to-buy customers, and see the revenue roll in during peak period.” “Shoppers are often multitasking and distracted when shopping online. As that means shoppers may forget about something they searched for on a website, abandoned search reactivation can be a great way for merchants to convert those customers,” commented James White, Director of Partnerships for Klaviyo. “The Klevu integration will help merchants have an opportunity to cut through the clutter with high intent, and highly relevant customer communications. I’m excited about what our shared customers can achieve together to drive more search-led revenue through email and SMS.” You can learn more about the Klaviyo and Klevu integration, and sign up for a demo here. About Klevu Millions of shoppers use Klevu to discover products on their favorite ecommerce sites. Klevu's proprietary technology increases conversion, reduces bounce rates and drives loyalty for more than 3,000 leading global brands, including Puma, Fred Perry, Paul Smith, Avon, Stussy, Pfaltzgraff, and Native. Klevu is an AI Search and Discovery Platform that leverages AI, Natural Language Processing and User Behavior Analytics to elevate the search experience, and automatically re-merchandise category listing pages and product recommendations. Retailers that use Klevu's full Product Discovery Platform provide unparalleled customer experience, and achieve 37% more revenue per web session than those that don't. Founded in Finland in 2013, Klevu has offices located in the UK, the US, India, Finland, Australia and Sweden. The end-to-end discovery and search solution is easy to configure, optimize and maintain, and can be integrated with major ecommerce platforms in as little as a few hours. For total creative control and headless ecommerce technologies, Klevu is MACH certified, and robust APIs and SDKs are available. For more information, schedule a demo or start for free at klevu.com. About Klaviyo Klaviyo is a unified customer platform that gives online brands direct ownership of their consumer data and interactions, empowering them to turn transactions with customers into long-term relationships—at scale. With Klaviyo, brands can combine customer data with more than 220 native integrations to automate personalized email and SMS communications that make customers feel seen. Klaviyo makes it easy—no need to start from scratch, piece together multiple platforms, or rely on third-party marketplaces and ad networks. From mom-and-pop shops to established companies, innovative brands like Unilever, Dermalogica, Solo Stove, Citizen Watches, and more than 100K other paying users leverage Klaviyo to acquire, engage, and retain customers—and grow on their own terms. Learn more at klaviyo.com.

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Spotlight

"Are you thinking about implementing an account based marketing (ABM) strategy? If so, you'll want to watch this video!

We'll show you the most common mistakes companies make when they're first starting out with ABM. We'll also give you some tips on how to avoid making these mistakes yourself.

By the end of this video, you'll have a much better chance of success with your ABM strategy!

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