podcast | July 27, 2017
How B2B Marketers Drive Measurable Revenue Growth?
Today we demonstrate how to design marketing campaigns that generate revenue. It is hard to execute a Marketing Strategy to grow revenue faster than your competitors. Leverage SBI’s How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
Joining me in the studio today is the executive marketing team from Polycom, an agile B2B marketing team. With 400,000 customers and 25 years of success, Polycom is the leader in the collaboration space. Our guests include Amy Barzdukas, Polycom’s head of marketing, Maurizio Capuzzo the VP of Americas Marketing, Charles Dunlap the Director of Lead Generation, and Jim Kruger.
To facilitate the conversation, we will leverage SBI’s campaign planning tool. I am going to walk this team through the steps and get them to share with you how Polycom plans campaigns from their own version of SBI’s planning process. Prefer video? Watch the interview video that displays the visual flowchart of an emerging best practice campaign planning process.
Why this topic? Campaign budgets are limited and these campaigns need to generate revenue. In B2B, marketing campaigns generate revenue when they are hyper-targeted, and do not when they are spray and pray. Today, we will demonstrate how to generate revenue and achieve a return on the campaign dollar.
The show begins by addressing the key question of how marketing leaders make the go/no do decision on campaigns. Listen as the process for decision making is described in detail.
Listen as Maurizio Capuzzo, the VP of Americas Marketing shares with the audience how to pick a target audience, and how do you select the correct media for a campaign. Maurizio stated; “The target audience will consume the different type of information according to their stage in the buyer journey. Therefore, we need to look at and learn what they like to consume, when they like to consume it and the type of information that they use. Therefore, as part of the process of understanding who they are and what they do, we try to work with the sales team in understanding and interview the customer as well.”
We discussed how to build campaigns based on the buyer persona’s emotional drivers. This is easier said than done. Amy Barzdukas, the head of marketing, provides an insightful answer into the approach. Amy states, “It requires a lot of research into really understanding buyer personas; and you need to understand what they value, what they worry about, what they care about – and then build your messaging for them so that you know that what drives them. Then talk to them about the ease of use – about the ways that it’s going to make their life easier.”
The final segment of the show is focused on demonstrating how to pick the activities to use for each campaign, how to develop compelling offers, and lastly how do you measure the effectiveness of a campaign.
To go deeper with Campaign Strategy and Planning, assess your marketing strategy by investing a few minutes with SBI’s new Revenue Growth Diagnostic interactive tool. This tool will help you pinpoint gaps and opportunities for improvement.
Would you like help developing your campaign strategies? The Polycom team sat down with me and my team of hand-picked experts. Come see me in Dallas at The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art, executive briefing center. A visit to The Studio typically results in getting three months of work done in three days. The immersive sessions accelerate everything, dramatically reducing the time it takes to diagnose a problem, develop a solution, and create an implementation plan.
Have expectations gone up and left you wondering if you can make your number? Here is a tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:
© 2017 Sales Benchmark Index (SBI)
A Business Strategy Consulting Company
2021 McKinney Avenue, Suite 550
Dallas, TX 75201
© 2018 Sales Benchmark Index (SBI), B.V.
A Business Strategy Consulting Company
Cornelis Troostsraat 29
Amsterdam, The Netherlands