Our Clients
services
Demand Generation & Campaigns
Need to hone in on the right messaging & positioning that delivers a simplified and differentiated voice to your target audience? We can do that. We can also turn that into campaign themes to keep your audience engaged, help you define and segment those audiences, and help you build plans to address those segments with tactics that are optimized for ROI. This is one of our sweet spots - talk to us all the ways we can help you optimize campaigns and demand generation, no matter what the objective.
Account Based Marketing (ABM)
We can help you build out an ABM strategy and tactics, including how to optimize your digital activity for key accounts only. We also help build out ABM platforms like 6Sense, Terminus and DemandBase.
Customer Lifecycle (SaaS) Marketing
Need to move from static programs to addressing the full SaaS customer lifecycle? We can help you build out a repeatable process and programs that address acquisition and trial to initial purchase, cross-sell/upsell, retention, win-back, renewal, and competitive takeout. We can operationalize your systems and set you up to measure success across each stage and as a full end to end picture.
Funnel & Opportunity Lifecycle Health & Remediation
We want to help you and your teams optimize your full lifecycle funnel and establish the visibility, insights and KPIs it takes to make that happen. Every organization has their own nuances, but we can help you get visibility, identify points of failure based on internal or industry benchmarks, work with Sales to have shared metrics and KPIs, and go deep into each stage of the funnel to identify strategies for optimization. We can also help you move from a static funnel to a SaaS funnel to address the full customer lifecycle.
Sales to Marketing Handoff
What’s happening to the leads you’re generating and the engagement you’re getting? We can help you work through anything from performance and compensation plans that meet joint Sales & Marketing objectives to reporting on SLA compliance and conversion rates to defining and executing on programs that are more Sales-driven than Marketing-driven. We can also help you define an MQL scoring methodology that delivers real value in MQLs, highlighting those leads who are most likely to be ready for Sales conversation.
Marketing Operations & MarTech Stack
What’s happening to the leads you’re generating and the engagement you’re getting? We can help you work through anything from performance and compensation plans that meet joint Sales & Marketing objectives to reporting on SLA compliance and conversion rates to defining and executing on programs that are more Sales-driven than Marketing-driven. We can also help you define an MQL scoring methodology that delivers real value in MQLs, highlighting those leads who are most likely to be ready for Sales conversation.
Scaled Partner Demand Generation
Enabling partners who are critical to your revenue goals doesn’t have to be a Herculean task. We can help you build processes that turn your direct marketing tactics into partner-friendly tactics with less effort.
Targeting, Segmentation & Database Strategy
Most marketers understand their database is critical to their success, but have limited exposure to how to optimize it. We can help you identify ways to improve your database quality and quantity, including techniques to target existing customers where the data might not be connected, strategies for enhancing and cleaning data for better targeting, and database analysis that helps you identify gaps keeping you from reaching your Marketing goals.
CMO Dashboard & Sales Interlock
You’ve got the executional level reporting you need to optimize tactics, but have you agreed with Sales on funnel progression and conversion metrics and how the Marketing to Sales handoff is measured? Do you have visibility into what happens to Marketing-sourced and Marketing-influenced pipeline? We can help you establish CMO-level reporting to drive conversations with Sales about where the gaps are and how to hold teams accountable for their role in the funnel. This includes creating effective interlocks with Sales, focused on the right KPIs for your organization and driving the right conversations about how Sales and Marketing are driving revenue and contributing to business health.
Website
Optimize your website for lead generation, including approaches to accelerate the purchase process like AI strategy, page layout strategy, organic search, and content strategy.
About Us
Passionate Marketing Experts
We help marketing organizations build or fix B to B revenue marketing initiatives to achieve the next level of growth. With more than 15 years experience in B to B technology and SaaS marketing across every function, with focus on demand generation we can deliver quantifiable impact to your business pipeline.
Talk to us today about how we can support your growth, transform your marketing, and put you on a solid track to success.
B to B Technology & SaaS Successes Prior to Consulting
- Exceeded $16B in marketing pipeline target for VMware, in 2019
- Delivered 2X increase in partner marketing contribution to bookings for RSA.
- Achieved 40% marketing sourced contribution to revenue with 20% less resources for FireEye.
- Led global expansion of market share across EMEA and APAJ for MAPR.
- Increased demand generated response rates by 3X for Symantec.
Consulting Experience
VMware work includes:
- Auditing the entire funnel for gaps, & challenges with prioritized recommendations and action plan to remediate
- Analysis of 10 other companies SaaS funnel approaches to help optimize & create a defensible position with sales.
- Recommended & implemented solutions to key operational challenges
- Campaign creation for multi-solution approach resulting in 40% overall marketing contribution to pipeline
- Planning & Strategy for solution set representing ~70% of the business
Puppet work includes:
- Digital optimization for ABM
- Agency selection process
- ABM platform selection & implementation
- Demand generation business requirements for operationalization
- Scaled growth models for marketing organization
- End to end SaaS reporting & visibility
- CMO dashboard
- Multi-channel campaign creation