Demand Generation Real-time Campaign Analytics Is a Game-Changer for Demand Generation Demand Gen teams find themselves sitting on a ton of campaign data. It is natural evolution they are armed with real-time campaign analytics to act.
Demand Generation Featured How Slowdown in Middle of the Funnel Affects Sales & Marketing The MoFU aims to bridge the gap between ToFU and BoFU by ensuring that only serious leads are in conversation. MoFU shows them the value of your product and pushes them to BoFU, where the purchase happens. Any slowdown in MoFU is bound to slow down the entire pipeline movement to revenue attainment.
ICP Featured Early Stage Pipeline: The Maker or Destroyer of Revenue Goals While organizations have figured out defining every stage to be sure the right deals are parked in the right stage, the early stage pipeline is muddy waters - the quality of which can make or break your marketing budgets and revenue attainments.
Marketing Featured The Cost of Opacity in Lead to Stage 1 Pipeline is a Revenue Killer Not knowing what’s converting in your lead funnel to stage 1 of the pipeline is the beginning of revenue shrink. This opacity leads to poor decision-making at the highest levels of GTM leadership. Hence the need for real-time and contextual data insights for strategic planning.
Pipeline Featured Pipeline Health: Well-known, Misunderstood & Wrongly Measured There’s so much content on Pipeline Health and hardly any actionable takeaways on “what do I need do to improve the pipe” - what metrics, how to dissect, how to visualize it to the leadership and the board and help their decision making. This blog will answer it all - in words and charts.
Pipeline Featured Maximizing the GTM Funnel & Pipeline for Growth Stage B2B SaaS Startups With markets taking a hit in 2022, every single startup has had to revisit its business strategy and measure business metrics like never before. VC-backed startups are under immense pressure to deliver results and now more than ever need to know their funnel metrics like the back of their hand.
Sales Pipeline Readiness Featured Demo to Deal: The Critical MoFU to BoFU Journey in B2B SaaS The journey of the opportunity from demo to closure is critical. In this blog, we double down on this with stats and numbers for you to see the scale of impact on working the right deals and the massive problem when your teams work on the wrong ones and how AI can help.
Marketing Featured Predictability in B2B SaaS Marketing: From DemandGen to Pipeline & Revenue It's 2022 and marketeers have still not been fully empowered to measure their DemandGen efforts across the funnel - a development that has a significant effect on pipeline generation and revenue attainment. Many thoughts and a few ideas in this blog on how to go about this peculiar situation.
Board Featured The Age Of The Hyper-Analytical B2B SaaS Board With boards citing economic uncertainty and disruptive business models from competitors as the top two risks to business performance, what does the new age board care about? What are we hearing from our research? Dive into this blog, where we cover it all and some more.
Pipeline Featured Sales Velocity & Deal Progressions - Your GTM’s Secret Armour Opportunities in your CRM are an outcome of a few intermediary deciding steps making deal progression a critical part of your GTM strategy. The blog details on how to think and what to consider when designing your analytical models from lead to closure. Also included is a Sales Velocity Calculator!
ICP Featured Know your ICP: The Art & Science of B2B ICP Refinement If your SDR-qualified to SAL conversion is poor and your pipe coverage is excellent but wins rates are not, then a wrong ICP would be among the top reasons. Active ICP refinement still seems an art not backed by enough data and actionable recommendations. It doesn’t have to be that way.
Pipeline Featured Not All Leads Are Equal. Connect The Lead (score) To $ Pipeline Potential Many high lead score leads do not end up making it to SQLs and Opportunities. It ends up bumping up MQLs but not towards pipe generation. We pen down our learnings and our thoughts in this blog on why not all leads are created equal and what to think of when designing your GTM funnel.
News Featured Coming out of stealth at SaaStr 2022: The RevSure Journey Every customer dollar in your bank was destined “to be or not to be” right when you were pursuing the lead as a visitor. The butterfly effect in GTM is real, and why more than ever, you need to look at your entire funnel for making business-critical decisions.
Pipeline Featured The Bottom-up approach to Sales Forecasting starts with the Marketing Funnel Most sales forecasting starts once the deal is logged in the CRM. However, it's like attempting to win a battle once the enemy has landed at your shores. There's enough objective data and science to prove why forecasting needs to start with the marketing funnel.
