Tag: Marketing Metrics
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How to get your customer marketing firing on all cylinders!
I have consulted with several software companies to help them dramatically improve the performance of their customer marketing programs . I would like to share best practices based on those engagements in this blog post. The majority of customer marketing programs typically prioritize activities aimed at engaging new prospects. These include creating customer case studies as…
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How to use sales history to improve your vertical go-to-market performance?
In the last blog post, I discussed the value of ‘white space analysis’ using your sales data history. We discussed how it can help you sharpen your customer marketing, improve your sales coverage model, and identify issues in your go-to-market strategy among other benefits. Today I will discuss how to leverage sales history data and…
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White space analysis – key to successful cross-sell drip campaigns?
In the last blog post, I discussed the value of ‘land and expand’ analysis of your sales transaction data. We discussed how it can help you sharpen your go-to-market execution, increase ACV (Average Contract Value) and create more effective customer marketing programs, among other benefits. Today I will discuss a secondary advantage of analyzing sales…
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Why ‘Land & Expand’ analysis of your sales data is a goldmine
There is so much you can learn from the ‘land and expand’ analysis of your sales history. It can help you sharpen your go-to-market execution, increase ACV (Average Contract Value) and create more effective customer marketing programs, among other benefits. What is land and expand data analysis? You start with extracting sales transaction history into…
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Key Sales, Marketing Metrics for a QBR
Key metrics that sales and marketing should review for a QBR
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Where should B2B enterprise software marketers go to school on best practices?
Many of you may have read the popular book “All I really needed to know, I learned in kindergarten”. If you are a B2B enterprise software marketer, what is the best place to go to school on marketing? In my experience, if you are a B2B enterprise software marketer, the PLG (Product Led Growth) companies…
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The two metrics that matter for marketing investments
In this era, when money is no longer cheap and every enterprise SaaS company is watching their burn/spend very carefully, there are two metrics matter the most, when justifying making a marketing investment. The two metrics that matter the most are a) Customer Acquisition Cost (CAC) and Customer Lifetime Value (LTV)? Any big marketing investment…
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