Increase Marketing's Contribution to New Logo Revenue Generation

Question 1

What do marketers need to know when looking to increase marketing’s contribution to new logo revenue generation?

Answer 1

which accounts to prioritise within a given territory/market

Question 2

What do marketers need to understand for each account?

Answer 2

Account based message or sales plays to lead with

Question 3

Marketers need to improve the effectiveness of….

Answer 3

Digital marketing

Question 4

You can identify accounts with the highest propensity to buy and revenue potential for each account by combining which data points?

Answer 4

IT install with IT spend

Question 5

By identifying accounts with the highest propensity to buy and revenue potential, marketers can…

Answer 5

prioritise the right accounts from a fit standpoint, as well as by the amount they are spending in relevant segments of IT

Question 6

The context provided about prospects’ current tech stack and spend also provides valuable insights into…

Answer 6

which messaging will yield the highest response rates

Question 7

To fuel their campaigns, marketers must

Answer 7

select the perfect set of ABM target accounts

Question 8

HG’s contextual IT intelligence providers marketers with the message that will…

Answer 8

convert target accounts into customers, faster

Question 9

In addition to identifying which accounts to focus on, marketers can also leverage HG’s deep tech intelligence to…

Answer 9

better understand what message or campaign will be most effective

Question 10

Using technology intelligence, marketers can uncover…

Answer 10

what strategies or initiatives are in place

Question 11

Give three examples of the type of strategies or initiatives marketers can uncover by using technology intelligence.

Answer 11

1. if a company is an early adopter of new technologies 2. has a preference for best-of-breed solutions
2. typically works with a few main vendors.

Question 12

Marketers can increase the efficiency of their digital spend and the effectiveness of their display campaigns by…

Answer 12

Targeting accounts the right technology profiles and the right levels of IT spend

Question 13

What allows marketers to target accounts with the right technology profiles and the right levels of IT spend?

Answer 13

Hyper-targeted messaging

Question 14

What/who can marketers target using HG’s digital advertising solutions?

Answer 14

1. Competitor’s customers
2. Companies using solutions that integrate with yours
3. Companies with specific strategies and initiatives in place

Question 15

What are the three major benefits of using HG’s digital advertising solutions to build campaigns?

Answer 15

1. Boost lead generation
2. Build awareness
3. Increase customer engagement

Question 16

What DaaS can marketing ops use to increase marketing’s contribution to new logo revenue generation?

Answer 16

Account Scoring & Prioritisation, Account Based Intelligence, Single Account Profile