-
Demos and Meetings – The Pre-Opportunity Cohort
In prior posts, we looked at lead cohorts. In this post, we look at the next cohort down, the pre-opportunity cohort. Many sales processes include an intermediary stage between marketing generating what is considered a hot lead, and the sales team generating an opportunity. Many times this process involves a business development team that might…
-
Understanding the Lead Cohort
The lead cohort is perhaps the most popular and talked about cohort for marketing and sales. Surprisingly, it may not be the most critical depending on how revenue is actually generated. The lead cohort is one of five key cohorts. Lead cohorts at the most basic level are the leads that come in during a…
-
The Five Key Funnel Cohorts
Funnel cohort reporting is critical for marketers to understand exactly what is causing revenue generation. The concept of cohort reporting isn’t new to marketers. The campaign object in salesforce is a way to assign leads to a cohort and evaluate progress. SaaS marketers cohort their monthly lead to new customers routinely. But there are many…
-
Introduction to Funnel Cohort Reporting
Cohort reporting in marketing is one of the least understood and underutilized aspects of marketing reporting, yet it is extremely valuable to make the right decisions about spending, headcount, and resource allocation.
-
No More PowerPoint – Sketching My Way to Marketing Profs B2B Presentation
I had a great opportunity to present at the Marketing Profs B2B conference this past week in San Francisco on building an operational analytics model that can scale. The presentation drew from my experience running high volume inbound models at several companies. Since I completely dislike PowerPoint decks, I thought I would try sketching the…
-
Going Global- The Push for Global Marketing Resources – OpenView Partners Guest Blog
Going global with a high velocity model has its own challenges and opportunities. I did a guest post on the OpenView Partners blog – three part series. Photo by Christine Roy on Unsplash
-
Setting up a Podcasting Studio in Goto Meeting – Part 3 – Microphones
In the prior two posts, we walked through much of the set up of the computers for a podcasting/webinar studio. In this post, we will walk through how to do the microphones. Audio is easy, right? Just put on a USB headset and you are all set? Yes? Sort of – for a studio where…
-
Setting Up a Podcasting Studio for #GotoMeeting – Part 2
With the requirements from Part I spelled out, we started to take a look at the people and system requirements needed to run a webinar, specifically, what it would take to build a podcasting studio. Podcasting Organizer First, it was pretty obvious that someone needed to have the role of webinar organizer. This would be…
-
How to Set Up a Podcast Studio for Goto Webinar/Meeting
With the prevalence of webinars, podcasts and live streaming as a key staple of marketing communications, every company needs the capability to professionally run these types of events. For large companies, it is not uncommon to find a dedicated team and studio set up for this using professional equipment. But for small to midsize…
-
Let the Sales Team Set Your Scoring – Beyond Basic Lead Scoring
At my most recent talk at MarketingNation, I asked the audience how many people used lead scoring. Nearly the entire audience raised their hand. Then I asked how many people allowed sales to set the scores, just a few hands shot up. This was surprising since marketers that don’t allow sales to set scoring are…