Helping B2B markerters to find more waldos

  • Published on

  • View

  • Download


Typical B2B Customer ProfileCompany Revenue # of Employees HQ Location Industry Contact info. (title, etc.)The average B2B marketer uses less than 10 criteria for segmentations and lead scoringGood and bad leads look similar94% of your MQLs will never convertWhen Marketing has insight into hundreds of additional customer characteristics, you can identify the common buyer attributes (=cDNA)and use these genetic markers to more quickly identify and engage the best leads passing the most likely buyers to sales and guiding the rest through the optimal nurture program!Turning General Firmographic Profiles into cDNA 4,000+ MIs10 MM Companies70 MM UniquesAppended Predictive Marketing Profile: cDNATechnologies API Provider is Saas Databases: MySQL User, MS SQL Server, Oracle DB Databases: NoSQL Mobile Developers iOS Developers VMWare User & Virtualization Experts Oracle or SAP User Cloud Computing Tech: AWS Cloud Computing Tech: Azure Data Center UserApps & Tools Email Service: MS Exchange Online MS Office 365 User MS SharePoint User Collaboration Tools User: Jive, Yammer, Chatter Atlassian & Jira Users Hiring Enterprise Content Mgmt ExpertWeb Technologies DNS: Neustar, GoDaddy, Dyn, MadeEasy, Amazon CDN Technology: Akamai, Level 3, Incapsula CMS Technologies:SiteCore, Joomla, WordPress, Drupal Web Analytics Technologies:WebTrends, Optimizely, CoreMetrics, Adobe Omniture, WordPress Stats Website Technology: Ad Services, Live ChatLog-In, SSLProgramming & IT Hiring SOA Related Positions Programming Languages: Javascript, PHP, Perl Hiring ETL related positions Responsive Web Design Hiring and Developers Datawarehouse User: Use Oracle OBIEE, SAP Business ObjectsCompany Growing Company: Hiring >250 Employees Annual Has Multiple Locations Company Employs Field WorkForce Mobile: BYOD Initiative Mobile: MDM/MAM Technology Alexa Ranking PPC Budget Spend Company has Call Center Compliance: SOX, HIPAA, FINRA/FISMA Advertising Technologies: Atlas, Google Adroll, Google Adwords, DoubleClick for Advertisersnative integrationEMPLOYMENT & HIRINGFRAUD, RISK, OPS TITLESINFRASTRUCTUREHAS CALL CENTER, eBILLINGINDUSTRY INFOENERGY, ECOMMERCESales focuses on the Waldos Close More DealscDNA is the heart of Demand Gen success LEAD SCORING M & A CAMPAIGN SEGMENTATION CROSS SELL UP SELL TARGET ACCOUNT