Love Your Pipeline Event

love.png

Interesting: a panel of advanced industry marketers did not have significant experience in every industry area.  In many cases, they were starting ABM and just moving into predictive.  The shiniest of the shiny industry objects are new, and every marketing organization is trying to understand how to use the new opportunities for their business, or if these opportunities are beneficial for their business.

It was a pleasure to see “people” and “process” taking central stage in transformations of marketing organizations, and tools moving to the supporting side, where they belong 🙂

change.png

Predictive technologies discussion:

“If you don’t have right people, don’t just buy the tools.  You won’t get enough benefit out of the tools…”

Another interesting perspective: improvement takes time…  and, in many cases, years.  (Very good visualization of “marketing improvement” from Insight)

pipeline.png

Predictive technologies discussion:

“We just put some tools in.  In 6 months we will see data…”

Surprising: sales aspect of ABM may not be entirely positive. Sales might feel threatened by account-based approach: “Now they will give me a limited number of accounts and I can not go outside the list…”

Tools mentioned during the event:

Gecoboard  – a tool that allows visualizing and easily exposing data in the office.  The board integrates with a variety of apps (including SFDC, Google Analytics, Excel).

“Live TV Dashboard that improves key business metrics”

gecoboard.png

 

Conversica – a “sales assistant” AI, that communicates with prospects, warms leads and sends them to sales.

The tool has a free trial limited to 25 leads, and not limited in time…

Advertisements

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s