17.6 touch points are required on average to close a B2B deal today.
According to BrightFunnel, a company that analyzes funnel performance of enterprise companies such as Cloudera, this number grows every year, as well as the time required to close a deal, and the time it takes a lead to become relevant to sales. This is the reality that we are all facing, and it seems that things are going to get worse. With 76% of B2B marketers planning to create more content in 2016, we will see more leads coming into our pipeline in earlier stages, increasing the need for smart nurturing and insights into the buyer journey.
These are the challenges that all medium businesses and enterprises will be facing in 2016, in higher impact/volume.
That’s why we worked together with Meda and Yael Kochman to create an Executive B2B Marketing Summit, that will discuss how companies such as Amdocs, Huawei, IBM, ClickSoftware, Viaccess-Orca and others are planning to face their key challenges in 2016.
We’ve identified four key challenges:
1. Strategy – how to win the market in 2016? The opening panel will touch on subjects such as go to market strategies, creating a smart marketing mix, challenges in changing business models from on premise solutions to SaaS business, and other topics that affect strategy in 2016. We will also have a focused session on how digital marketing changes Go To Market concepts and execution.
2. Insights and Technology – while the challenges are more complex, we have the ability to learn more about our clients, their needs, and their readiness to buy. In order to do that we need to harness technology – which creates a whole new set of challenges, both organizational and technical ones.
3. Creating Inroads to New Markets and Channels – in a global landscape, winning new markets is a must. Also, many of the B2B companies are working with distributors to increase their footprint in specific target markets.
4. Closing the Talent Gap – while there’s a lot of great talent out there, the art and science of creating a winning marketing team is becoming more challenging every day. As marketing requires an increasingly diverse skill set, we find that building a strong team and sourcing talent strategically become key in the execution of a marketing strategy.
We will discuss each of these challenges in detail and provide insights, best practices and hands-on tools required for making 2016 a marketing success.
I will moderate the strategy and insights panels, as well as present the ways that the B2B buyer’s journey helps create an efficient and effective marketing organization. Our friends can also enjoy a discount when using the registration code 8924.
Come and say hi!
How to Win the B2B Market in 2016
December 8, 2015
Kfir Pravda
17.6 touch points are required on average to close a B2B deal today.
According to BrightFunnel, a company that analyzes funnel performance of enterprise companies such as Cloudera, this number grows every year, as well as the time required to close a deal, and the time it takes a lead to become relevant to sales. This is the reality that we are all facing, and it seems that things are going to get worse. With 76% of B2B marketers planning to create more content in 2016, we will see more leads coming into our pipeline in earlier stages, increasing the need for smart nurturing and insights into the buyer journey.
These are the challenges that all medium businesses and enterprises will be facing in 2016, in higher impact/volume.
That’s why we worked together with Meda and Yael Kochman to create an Executive B2B Marketing Summit, that will discuss how companies such as Amdocs, Huawei, IBM, ClickSoftware, Viaccess-Orca and others are planning to face their key challenges in 2016.
We’ve identified four key challenges:
1. Strategy – how to win the market in 2016? The opening panel will touch on subjects such as go to market strategies, creating a smart marketing mix, challenges in changing business models from on premise solutions to SaaS business, and other topics that affect strategy in 2016. We will also have a focused session on how digital marketing changes Go To Market concepts and execution.
2. Insights and Technology – while the challenges are more complex, we have the ability to learn more about our clients, their needs, and their readiness to buy. In order to do that we need to harness technology – which creates a whole new set of challenges, both organizational and technical ones.
3. Creating Inroads to New Markets and Channels – in a global landscape, winning new markets is a must. Also, many of the B2B companies are working with distributors to increase their footprint in specific target markets.
4. Closing the Talent Gap – while there’s a lot of great talent out there, the art and science of creating a winning marketing team is becoming more challenging every day. As marketing requires an increasingly diverse skill set, we find that building a strong team and sourcing talent strategically become key in the execution of a marketing strategy.
We will discuss each of these challenges in detail and provide insights, best practices and hands-on tools required for making 2016 a marketing success.
I will moderate the strategy and insights panels, as well as present the ways that the B2B buyer’s journey helps create an efficient and effective marketing organization. Our friends can also enjoy a discount when using the registration code 8924.
Come and say hi!