#FlipMyFunnel Opening Presentation
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This document announces an upcoming #FlipMyFunnel conference to help marketers and sales professionals improve their funnel strategies through thought leadership, case studies, and speakers. Over 55,000 people have viewed content on FlipMyFunnel.com since August and 300+ professionals have joined the #FlipMyFunnel Slack community. The conference will be held in Atlanta, Chicago, and Boston and feature inspirational speakers, 12 case studies on empowering attendees, and all recorded sessions.
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#FlipMyFunnel Opening Presentation
- 1. WELCOME TO
- 2. Wasn’t this the cheesiest video you’ve ever seen?
- 3. Founder of the #FlipMyFunnel movement CMO and co-founder, Terminus Head of Marketing at Pardot, Salesforce @sangramvajre ANNOUNCING!
- 4. 277 Accounts 6sense Accolade Aconex Act-On Adobe Systems AdStage Akoonu Alteryx Anaplan Annuitas Apcera App Annie Apptentive Aria Systems Attend Autodesk AXIS Marketing Communications Axway B2B News Network/Medium BAARC Beckon BetterWorks BigPanda Bitfinder, Inc. Bizible Blackbox.vc BloomReach Blue Jeans Network Boardroom Insiders Boomerang Commerce Boomtrain Box BrightFunnel BrightTALK Brocade Communications CallidusCloud Campaign Monitor Captain401 Castlight Health Centrify Certain Inc Charles Schwab Cisco Cloud Cruiser Inc Cloudera Company Convercent Coupa Cumulus Networks DataFox Datanyze DCR WORKFORCE Delphix DemandBase Demand Metric DemandGen Digital Realty DoubleDutch Dropbox Druva Duetto Edison Partners Education elements Emily Salus Education elements Emily Salus Engagio EverString FinancialForce FinancialForce.com Full Circle Insights FunnelEnvy FunnelEnvy G2 Crowd GetAccept Inc. GitHub Global Customer Success at Cisco Systems GoodData Gridstore GTS Guidewire Software Gusto H2O.ai Hearsay Social Heinz Marketing Inc HERO Marketing Hewlett-Packard HG Data Hightail Host Analytics Inc HP Inc. IBM Systems and Technology Group Infer Intacct Influitive Innovation Center Denmark InsideView, Inc. InsightSquared Integrate Inverta Invoca Iron.io Jive Software Jumio Kapost Kenna Security Kentik Kluge Interactive Kvantum Inc. Kwanzoo Inc Lattice Engines LeadMD LeadSift Leadspace LeanData LinkedIn LiveRamp MapR Marcom Gurus MarianaIQ Marketo Markistry, LLC. Bespoke Marketing Tailors MCKA GROUP Medallia Inc. Mediamobz Inc Metric Theory Midokura Mintigo Mojo Networks Neo Technology NES Financial NetLine Corporation New Relic Newswire Nomis Solutions Nutanix NylasObility On-Site.com Openprise Optimizely Oracle Outreach Outsell, Inc. Pac-12 Networks PagerDuty Perkuto PFL Pixlee Pole To Win International Pramata PresenceLearning PROS Inc ProspectDB, Inc. Qualys Quantcast Quantcast Quri Radius Rainforest QA Reality Works Group Red Hat Regatta Marketing Relationship One Renaissance Learning Revinate RMG Rown Productions SaaStr Salesforce SalesLoft SanDisk Sauce Labs Sencha ServiceMax Sev One, Inc. Sierra Circuits, Inc. Swrve Tendo Communicaitons Terminus The Big Willow. Inc. SignalFx SiriusDecisions SitePoint Skytap Soasta, Inc. Social123 SparkPost Strikedeck Sumo Logic Support.com SurveyMonkey SwiftStack, Inc. Swrve Symantec Talener Tata Communications TechnologyAdvice TeleTech / CGS SignalFx SiriusDecisions SitePoint Skytap Soasta, Inc. Social123 SparkPost Strikedeck Sumo Logic Support.com SurveyMonkey SwiftStack, Inc. TIBCO Software The Pedowitz Group Third Door Media ThoughtWorks ThousandEyes TOPO TrackMaven Tradeshift Triblio Trinity Ventures TrustRadius TubeMogul TwitterUviaUs Veeam Software Vendemore Vendini Vidyard Violin Memory VisiStat Vungle WCM Webgility Webmarketing123 Western Alliance Bank WhiteHat Security Xamarin YesPath, Inc. Zendesk ZenIQ Zuora
- 5. Why are we here? Less than 1% of the leads turn into customers —Forrester Research Less than 2% of the cold calls result in appointment — LeadJob In B2B , on average 7 people are involved in most buying decision — Gartner Close to 50% of B2B Marketers want to measure pipeline velocity and revenue as the key metrics — #FlipMyFunnel
- 6. Today we take a pledge… LEADS B. GONE RIP
- 9. Where Do I Start? S TO RY
- 10. Rise of the Buyer M a r k e t i n g S a l e s Buyer expects marketing to be targeted and personalized on their terms expects sales to help in addition to sell #Account-Based Marketing #SocialSelling S TO RY
- 11. S TO RYSolve the problem of the marketing stack…
- 12. Author, “Flip the Funnel” Joseph Jaffe S TO RY
- 13. Atlanta • Chicago • Boston S TO RY 1,000+ B2B Marketing and Sales professionals have attended #FlipMyFunnel conference
- 14. S TO RY The Seven Month Journey 55K O V E R V I E W S Since August we’ve had over 55,000 views on FlipMyFunnel.com Twitter #FlipMyFunnel has 3 million+ impressions 3 Million+ 200+ B2B Marketers responded to #FlipMyFunnel Survey 200+ R E S P O N D E D 300+ 300+ Marketing and Sales professionals in the #FlipMyFunnel Slack community
- 16. VENUE Main Level Club Level Top Level ----------------- INSPIRE Thought Leadership ----------------- EMPOWER 12 Case Studies ----------------- All Sessions Recorded Matt Heinz Jill Rowley Joseph Jaffe Julia Stead Jim Williams Jason Lemkin Sangram Vajre Jon Miller Speakers Dynamic Duos
- 17. S P O N S O R SB A D A S S R O C K S TA R H U S LT E R M E D I A PA RT N E R S
- 18. What the heck is #FlipMyFunnel? How do I build an ABM stack? What are the top ABM strategies? 1 3 2
- 19. What the heck is ? 1
- 20. Let’s draw your funnel, shall we? Jill Rowley Sean Zinsmeister Christopher Engman
- 21. AWARENESS Start broad — Everyone is a target INTEREST Spend more money to qualify CONSIDERATION Call. Email. Call. Email… PURCHASE Thank God, they didn’t know enough about our competitors F U N N E L P H I L O S O P H Y
- 22. Lead Based People as numbers Broad at the top and narrow at the bottom F U N N E L P H I L O S O P H Y
- 23. It’s Personal
- 24. IDENTIFY Start with the best-fit EXPAND Focus on people in same roles ENGAGE Right Content, Right Channel ADVOCATE Turn Customers into fans F U N N E L P H I L O S O P H Y
- 25. Account based Start with the end in mind Map tools to strategies F U N N E L P H I L O S O P H Y
- 26. Account-Based Marketing Focused B2B Smarketing= F U N N E L P H I L O S O P H Y
- 27. What are the top ABM strategies? 2
- 28. B2B Marketing Interactions Hi Tech Hi Touch Low Tech Low Touch Display ads and video advertising Facebook, Twitter, LinkedIn advertising Email nurturing Content marketing Thought leadership e-books Thought leadership webinars Direct mail Sales calls Doing small targeted events VIP Dinners/sporting events Sponsoring big events Print Ads Personalized videos Customer Success webinars Customer / industry specific webinars Customer product demo
- 29. B2B Marketing Interactions Hi Tech Hi Touch Low Tech Low Touch Display ads and video advertising Facebook, Twitter, LinkedIn advertising Email nurturing Content marketing Thought leadership e-books Thought leadership webinars Personalized videos Customer Success webinars Customer / industry specific webinars Customer product demo Direct mail Sales calls Doing small targeted events VIP Dinners/sporting events Sponsoring big events Print Ads At ScaleManual
- 31. How do I build a ABM stack? 3
- 32. Criteria for #FlipMyFunnel Stack WHAT IT IS? A stack from the lens of ABM Version 2.0 Starting point for ABM Strategy Subset of the MarTech Stack specifically designed for building an ABM Strategy Silver bullet Terminus endorsed stack All inclusive MarTech stack WHAT IT IS NOT?
- 33. © FlipMyFunnel
- 34. 3 things you should do: Join the #FlipMyFunnel slack community Find your #FlipMyFunnel cape Visit the lead marketer graveyard 1 2 3
- 35. =+ SEE a Funnel TWEET the Funnel GET a Funnel
- 36. Thank You and Enjoy The Experience @sangramvajre
Editor's Notes
- #4: Lead-based People as numbers Broad at the top and small at the bottom
- #7: Pay your final respect to your lead generation soul
- #9: MarTech Landscape
- #10: Lead-based People as numbers Broad at the top and small at the bottom
- #16: No looking back from the movement
- #22: Lead-based People as numbers Broad at the top and small at the bottom
- #23: Lead-based People as numbers Broad at the top and small at the bottom
- #24: Lead-based People as numbers Broad at the top and small at the bottom
- #26: Lead-based People as numbers Broad at the top and small at the bottom
- #27: Lead-based People as numbers Broad at the top and small at the bottom