Tuesday, June 18, 2013

Sales and Marketing Seminar: Connecting Marketing to Revenue – It’s Scary Stuff!

Our session this morning from the sales and marketing community held at Endurance International was a lively one.  Our panelist, Elle Woulfe, VP of Marketing at Backupify, Greg Donahue, Director of Marketing Programs at Mercury Systems, Bernd Leger, VP of Marketing at Localytics and Zorian Rotenberg, VP of Marketing at Insight Squared clamored for the microphone to share their best practices and how they are working to tie marketing to revenue. There was overwhelming consensus from the panel and audience that it is not easy!  It’s hard work and a bit daunting when undertaking the task.  However, it’s something everyone has to focus on “or else”.  Success depends on organizations being committed and constantly refining. 

Brian Gladstein, CEO of Explorics did a fabulous job moderating the discussion.  The panel discussed managing their own funnels, scoring, the constant refinement of scoring and how important it is to involve sales in defining metrics.  Zorian stressed to the audience "do NOT talk content, demand gen, and leads with your CEO and board, but focus on KPIs"!

All presentations are available here in a single presentation.

Thanks to our speakers and our sponsors KnowledgeVision, PegaSystems and ZoomInfo.  Special thanks to Endurance International for hosting, It’s a spectacular space.  For those of you who may not be familiar with the Endurance name, it is one of the world’s largest hosting companies including brands such as Homestead, HostGator, Blue Host and Domain.com.


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