Ignite the Pipeline: Personalized, Integrated Communications Drive Revenue for B2B Enterprise Organization

Ready to be a marketing rockstar?

There’s buzz in the air at this year’s Online Marketing Summit in San Diego (#oms12) and everyone is striving toward the same end game: Igniting their marketing!

The annual congregation of digital marketers in San Diego to evolve their practice shares the same casual, friendly community I’ve enjoyed in the past, but the event’s explosive growth from 500 attendees in 2010 to nearly 1500 this year represents an industry that is growing up fast. As a digital native focused on B2B demand creation, I am delighted that OMS attendees understand the value of  leveraging buyer insights across channels to produce relevant, measurable experiences!  As evident in keynote address and draw for my session “Ignite the Pipeline: Personalized, Integrated Communications Drives Revenue for Nuance Software” the thirst for advanced strategies that push the bounds of marketing technology to design multi-channel, measurable experiences is alive and well at OMS.

The wide array of conference tracks and sessions makes one thing clear: there’s no silver bullet. Search, social, conversion,  content, email, A/B testing, and marketing automation are all important pieces of the mix. But to truly connect with prospects and customers and move them through the sales funnel you need insights and integration. PERIOD.

In my OMS presentation, I shared a truly integrated account-based marketing model that allowed Nuance Software to:

  • Engage 46% of their most important customers and prospects
  • Drive over $6M to their pipeline
  • Deliver a 19-to-1 ROI on their marketing investment
  • Enable sales with personalized tools to support prospects and customers engagement

Please check out the attached slideshare presentation.

Related Post:

Three Reasons Why Account-Based Marketing Should Be a Priority in B2B…And 5 Steps for Getting Started

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