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B2B Ops Roles Expand Into Customer Experience Enablers To Streamline Revenue Engines

As operation teams’ responsibility in fueling the revenue engine continues to gain momentum within B2B organizations, individuals working in Marketing and Sales Ops will be tasked to grow their skillset beyond the tech focus. These newly developed skillsets will position teams to identify specifically how their company is driving revenue, as well as determine what needs to change to drive success.

Augmented And Virtual Reality: The Latest Engagement Drivers In B2B Marketing

As digital marketing continues to evolve and change, the need to engage customers in unique ways becomes even more vital. While new tools and technology emerge seemingly every day, two trends are commanding the B2B world’s attention: augmented and virtual reality (AR and VR). In fact, according to a report from Statista, the economic impact of AR and VR is forecast to amount to $29.5 billion in 2020.

Pipeline Velocity Measurement Becomes Next Stage Of Maturity, Revenue Growth

The pressure is on — marketers are becoming more responsible for driving revenue. In fact, Forrester research shows that 82% of CMOs have goals tied directly to revenue. As such, modern marketers are taking an active approach to measuring and accelerating pipeline — a task that was typically reserved for sales. But at companies such as Oracle and CenturyLink, there is a growing priority for marketers to generate pipeline metrics, including velocity, which can provide key insights to accelerate deals and streamline customer retention and advocacy.

B2B Marketers Use Web Personalization Strategies To Engage Buyers

B2B buyers expect relevant and contextual engagement from vendors, and progressive B2B organizations such as CenturyLink, Mendix and Auction.com are seeing success by providing personalized experiences on their websites by using a mix of technology, as well as a thorough understanding of their buyer’s journey.

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