How To Integrate Predictive Marketing Into Your ABM Strategy

Download How To Integrate Predictive Marketing Into Your ABM Strategy

Post on 21-Jan-2018

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  1. 1. Mintigo MarTech Stack Marketing Attribution Tool Direct Mail
  2. 2. Starting Off With ABM & Predictive A Simple Approach Discover Target Accounts Engage Multi-Channel Driven By Data Personalize Content From Predictive Insights AWS Shopping Cart Retail Global CRM High Web Traffic Identify Decision Makers & Influencers
  3. 3. Predictive Models Identifies Accounts That Fit Your Ideal Customer Profile Discover Target Accounts Engage Multi-Channel Driven By Data Personalize Content From Predictive Insights AWS Shopping Cart Retail Global CRM High Web Traffic Identify Decision Makers & Influencers
  4. 4. Is This How You Select Your Target Accounts?
  5. 5. Your ICP: Low-Res or HD?
  6. 6. 1 0 0 1 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 0 1 1 0 1 0 1 0 1 1 1 1 0 0 1 0 1 1 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 1 0 0 1 0 0 1 0 1 1 1 0 0 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 0 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 1 1 0 0 1 0 1 1 0 1 1 0 Ideal Customer Profile (aka CustomerDNA) Customers (Positives List) Prospects Predictive Models/ Machine Learning Signals From The Web (i.e., tech, org/hiring, financials, intent, etc.) How Predictive Modeling Works
  7. 7. Ideal Customer Profile (aka CustomerDNA) Selecting Target Accounts via Predictive Account Scoring Revenue: Above $1B Industry: Software & Manufacturing Marketing Tools: Marine Software, Ensighten, BazaarVoice CX: ForeSee, OpinionLab PPC Spend: Above $5K Alexa Rank: < 100K CDN: Akamai Analytics: Adobe Omniture Hires Demand Gen roles Initech Corp. Aviato Inc. Cyberdyne Systems Predictive Score 75 or Rank B Predictive Score 54 or Rank C Predictive Score 92 or Rank A
  8. 8. Mintigo : Create A Predictive Model In As Quick As 15 Min
  9. 9. Mintigo : Identify High-Propensity-To-Buy Accounts In-Funnel Net New
  10. 10. Find The Best Contacts From Your Target Accounts To Engage With Discover Target Accounts Engage Multi-Channel Driven By Data Personalize Content From Predictive Insights AWS Shopping Cart Retail Global CRM High Web Traffic Identify Decision Makers & Influencers
  11. 11. Accounts are Critical But Remember People Scope and Sign The Checks
  12. 12. 1 0 0 1 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 0 1 1 0 1 0 1 0 1 1 0 0 1 0 1 1 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 1 0 0 1 0 0 1 0 1 1 1 0 0 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 0 0 1 1 1 0 0 1 0 1 1 0 1 1 0 0 1 1 1 0 0 1 0 1 1 0 1 1 0 Ideal Customer Profile (aka CustomerDNA) Customers Prospects Predictive Models/ Machine Learning Signals From The Web (i.e., tech, org/hiring, financials, intent, etc.) Your Data Records (those already in your funnel) Total Addressable Market Data for tens/hundreds of millions of accounts & contacts Score all of these accounts & against your ICP Download net new into your MA or CRM systems, or use in named-account campaigns Predictive Platforms Finds Net New Contacts
  13. 13. Mintigo : Download Lists Of Contacts For High Scored Accounts but dont batch & blast!
  14. 14. Mintigo : Generate Leads From Target Accounts Through Content Syndication
  15. 15. Predictive Data Helps Identify Relevant Messages & Offers Discover Target Accounts Engage Multi-Channel Driven By Data Personalize Content From Predictive Insights AWS Shopping Cart Retail Global CRM High Web Traffic Identify Decision Makers & Influencers
  16. 16. Mintigo : CustomerDNA Shows Important Characteristics Of Your ICP
  17. 17. Predictive Data Unveils Non-Intuitive Insights 5X
  18. 18. Insights From Predictive Data Can Help Personalize Your Value Proposition
  19. 19. Engage With The Right Contacts At The Right Accounts With The Right Message Through Multiple Channels Discover Target Accounts Engage Multi-Channel Driven By Data Personalize Content From Predictive Insights AWS Shopping Cart Retail Global CRM High Web Traffic Identify Decision Makers & Influencers
  20. 20. Timely & Personalized Messages Are Driven By Having Predictive Data In Other Marketing Systems
  21. 21. Timely & Personalized Messages Are Driven By Having Predictive Data In Other Marketing Systems
  22. 22. Timely & Personalized Messages Are Driven By Having Predictive Data In Other Marketing Systems
  23. 23. Mintigo : Dont Forget Your Most Important Channel SALES!
  24. 24. Copyright 2016. Mintigo Inc. All Rights Reserved. @tones810 | @mintigo | #FlipMyFunnel For my ally is the Force, and a powerful ally it isIts energy surrounds us and binds us. Jedi Master Yoda describing the Force to Luke Skywalker Data, Like The Force, Connects All Things data our martech stack
  25. 25. Mintigo MarTech Stack Marketing Attribution Tool Direct Mail
  26. 26. 4 Ways To Integrate Predictive Into Your ABM Strategy Discover Target Accounts Engage Multi-Channel Driven By Data Personalize Content From Predictive Insights AWS Shopping Cart Retail Global CRM High Web Traffic Identify Decision Makers & Influencers
  27. 27. Thanks!

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