If you’re in Demand Generation these days, chances are you’re struggling to generate leads to meet both lead quotas and revenue goals in your event program. According to HubSpot’s recent Demand Generation Benchmark Report, the “majority of companies are generating fewer than 500 leads per month” and “79% of all marketing leads never convert into sales.” For these reasons, 68% of B2B marketers say increasing the quality of leads is a top priority alongside quantity.
Picture this: you’re exhibiting at one of your largest revenue-generating events of the year and your check-in time exceeds two minutes and the line at your booth is 20 people deep. Your check-in process is slow, leading to a backup of your pre-scheduled appointments. Slow check-in creates a stressful environment for your attendees, booth staff, and sales team, and negatively affects the user experience. So how can you optimize your check-in process at crucial events to maximize sales and marketing opportunities? Dealertrack, the largest automotive solution provider faced this exact problem. However, by leveraging Certain’s Event Automation, Dealertrack decreased event check-in time by 50% and easily reached their aggressive sales goals.
I’ll admit it. I’m a marketing technology geek. I’m always on the lookout for the latest cool, innovative technologies that can help my demand generation and marketing team become even more productive and successful.
5 Key Takeaways — How Events are Powering Leading Marketing Teams from the SiriusDecisions Technology Exchange
I had the great pleasure last week of attending the SiriusDecisions Technology Exchange event in Austin, TX where marketing leaders from some of the world’s greatest technology companies came together to share how technology is being used across sales, marketing, and product organizations to enhance alignment and drive better business results. It’s always enlightening to hear your peers share how they are transforming their organization to meet the promise of more effective, personalized marketing that meets prospects and customers exactly where they are in their buying journey. Events, of course, are a critical part of that journey and I was excited to have two of our largest customers, Microsoft and National Instruments, share stories of how they are digitally transforming their event strategy and how they arrived at the decision to invest in this critical area of the marketing stack.
Certain is looking forward to presenting at SiriusDecisions Technology Exchange 2016 from November 15th-17th, in Austin, Texas, where B2B marketers and sales leaders can gain insights on industry trends, best practices, and access to latest research, including information on new models and frameworks specific to their field. The conference also offers invaluable sessions on increasing sales and marketing productivity, alignment, and reaching aggressive pipeline goals. As the conference kicks off, we are excited to share case studies from our customers, Microsoft and National Instruments, on how Event Automation has helped them foster a culture of agility and optimize their events to accelerate the buyer’s journey.
When creating your event marketing strategy, do you ever wish you had statistics and a benchmark to measure your B2B event marketing best practices? Certain released our 2016 Event and Marketing Automation Benchmark Report earlier this year, where we asked top marketing professionals about their event marketing standards, best practices, and processes. The report was an excellent tool to establish how your company measures up against marketing industry leaders. And so, with the data that we captured, we are now releasing a tipsheet for you to easily reference and inform your event marketing gameplan.
Did you know that utilizing event surveys is a successful technique for B2B lead generation? When used correctly, surveys can make sure that your event is a success by enabling marketers and event planners to capture attendee insights on the event. This data can be used to measure event success and leveraged for future events, helping keep attendees happy and leads generating.
As a Product Manager at Certain, I realize the importance of marketing metrics, key performance indicators (KPIs), and how to measure successful events. In high-performing marketing teams, success is not measured by lead volume, but by lead quality. So marketers are not only tasked with crafting quality content, but in honing in on their unique persona-set, capturing data that provides marketers with the information that they need to send out personalized follow-up campaigns, and then ensuring that this data is tracked, leveraged, and most importantly, delivers results.