BtoB MARKETING PROGRAMBtoB MARKETING PROGRAM

CHEAT SHEETA Simple Starting Point for an Integrated,

End-to-End ApproachA Simple Starting Point for an Integrated,

End-to-End Approach

The Ultimate

Need to accelerate?Invest in content and programs that drive each buyer from awareness through the final sale. Begin planning with Bulldog Solutions and get started with the OPPORTUNITY ACCELERATION BUNDLE.

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NurtureYou’ve learned what’s important to your audience – now talk about that! Here, you’ll segment your database in order to have highly tailored conversations about how to solve these challenges.

TrainingThe benefits of sales alignment and real-time training are clear – conversions. Creating customized guides speed up the process for both new and existing Sales executives, enabling them to deliver the highest value to customers.

Conversion Content & ToolsYou have your customer’s attention. Now you need to deliver content specific to their needs. Highlight solutions that really hit home with examples of proven ROI, business case builders and lead conversion guides. Show them how their goals are only a few steps away and YOU can help them achieve them.

Turn Leads into Opportunities.Once your inbound and outbound programs are getting traction, you’ll need to create an opportunity for a “digital conversation.” The trick to sharing your solutions is knowing what is important to each prospect. Make it interesting. Create a sandbox and let them play.

Build a Hub for ConversionThe term “assessment” doesn’t really do this tool justice. The conversion hub is arguably the most important anchor for your program. This experience will reveal critical insights about your audience – and you’ll deliver instant value. Fully integrated, the hub will send customer insights directly to your Sales team while creating a sense of urgency for your audience. Sales and Marketing alignment. Check.

THE HANDOFF TO SALESAny good program won’t just toss leads over the proverbial fence to Sales. Today’s Marketers are equally responsible for revenue - so they directly support Sales in closing deals.

ENGAGE THE PROSPECT!

Need Acceleration?Be the leading brand on top of everyone’s mind. Begin planning with Bulldog Solutions and get started with the AUDIENCE ACCELERATION BUNDLE.

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Gather the Right People to Talk to.Sales doesn’t want to talk to just anyone – and even the best BtoB Marketing program won’t convert 100% of your target audience. Give them what they’re begging for – short, exciting content. Easy, engaging content gives your prospects insight and confidence without the headache.

Awareness ContentCLOSE THE CONTENT GAPS. Your customer’s attention span is shorter than ever, putting more emphasis on quick tips and word of mouth recommendations. Fuel the top of the funnel with short, consumable pieces allowing your audience to easily digest and easily share.

OUTBOUNDAnyone saying “EMAIL IS DEAD” isn’t paying attention. Targeted email is still the best outbound tactic to reach your audience. If you’ve made the investment in marketing automation, get the most out of it!

Multi-Channel Promotion

INBOUNDUltimately, the customer is in control today – which is great. The goal is to CREATE CONTENT they want that is so easy to find, they trip over it.

DRIVING AWARENESS

ABOUT BULLDOG SOLUTIONSBulldog Solutions is an innovative, technology-fueled marketing agency for global BtoB companies. We drive results for marketing organizations by providing the right mix of marketing strategy, technology and multi-channel programs. Put simply, we specialize in increasing and proving marketing’s business impact. Bulldog Solutions is headquartered in Austin, Texas, with operations throughout North America and Europe.

For more information, visit bulldogsolutions.com or call 877.402.9199.

Sources 1 Earnest Agency, 2 HubSpot, 3 The Annuitas Group, 4 Jupiter Research, 5 MarketingSherpa, 6 Aberdeen Group

© 2013 Bulldog Solutions, Inc.

of BtoB buyers are most likely to share useful content via email.

1

72%

of companies have adopted some element of the inbound marketing methodology into their overall strategy.

60%

however,only

of those leadswill be qualified. 5

of BtoB marketers send all leads

directly to Sales;

of companies have a formal handoff between their marketing and sales teams. 6

of marketers rate lead scoring as important to their strategic success. 2

larger purchases than non-nurtured leads. 3

Nurtured leads make

Relevant emails drive

more revenue than broadcast emails. 4

Less well-aligned companies reported an averagedecline in revenue. 6

32%Highly aligned organizations achieved an average of annual revenue growth

Adopting a marketing-sales agreement saves enterprise companies anaverage of

$19584in total cost per customer. 6

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