Блог

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    Challenges of B2B SEO strategy for lead conversion

    Challenges of B2B SEO strategy for lead conversion

    Challenges of B2B SEO strategy for lead conversion

    Challenges of B2B SEO strategy for lead conversion

    Challenges of B2B SEO strategy for lead conversion

    Challenges of B2B SEO strategy for lead conversion

    Cost-effectiveness and competitive advantage

    Cost-effectiveness and competitive advantage

    Infuse Demand Experts Are Ready to Optimize Your Content to Serve Your Individual Campaign Needs and Drive Performance
    INFUSE demand experts are ready to craft high performance demand generation programs to engage your buyers with new or existing content pieces.
    INFUSE demand experts are ready to craft high performance demand generation programs to engage your buyers with new or existing content pieces.
    How to Drive ROI with Lead Intelligence
    Definitive Guide to Account Based Marketing
    Demand Marketer’s Guide to Intent Activation
    What is the dark funnel?
    The dark funnel is the part of the sales funnel that is not tracked by analytics platforms. In other words, it is the unseen buyer’s journey, in which prospects become leads seemingly out of nowhere—and lead behaviour can not be identified by your Customer Relationship Management (CRM) platform.

    It is very common for many B2B companies to have a mysterious source of «direct traffic» to specific web pages (such as blog posts), which were most likely not typed in by a prospect. This unattributed direct traffic is a significant part of the dark funnel.
    Important note: This stakeholder plays a key role in assessing solutions, often acting as a gatekeeper. Only once they are satisfied, can information travel further up the chain.
    Chasing credit for performance achievements
    Struggling with identifying the right attribution models
    Finger-pointing and a general
distrust of data
    Chasing credit for performance achievements
    Struggling with identifying the right attribution models
    Finger-pointing and a general
distrust of data
    Dell increased storage for partners as part of its Partner First Strategy to drive scalability
    Rapid7 implemented layoffs as part of a new structure focused on leveraging managed service providers (MSPs)
    IBM announced a 40% increase in driving its software through the channel (now 80%)
    “A high CLTV is indicative of clients that have the potential to be long-term partners rather than one-time purchasers. If nurtured appropriately these clients will continue to engage with your company over an extended period, consistently signing renewals, potentially in combination with.”
    Larysa Zakirova,

    Chief Operating Officer

    “A high CLTV is indicative of clients that have the potential to be long-term partners rather than one-time purchasers. If nurtured appropriately these clients will continue to engage with your company over an extended period, consistently signing renewals, potentially in combination with.”
    Larysa Zakirova,

    Chief Operating Officer

    “A high CLTV is indicative of clients that have the potential to be long-term partners rather than one-time purchasers. If nurtured appropriately these clients will continue to engage with your company over an extended period, consistently signing renewals, potentially in combination with.”

    Larysa Zakirova,

    Chief Operating Officer

    “A high CLTV is indicative of clients that have the potential to be long-term partners rather than one-time purchasers. If nurtured appropriately these clients will continue to engage with your company over an extended period, consistently signing renewals, potentially in combination with.”

    Larysa Zakirova,

    Chief Operating Officer

    Need
    Identifying solutions that meet their organization’s needs
    Identifying solutions that meet their organization’s needs
    Strategy
    Establishing brand awareness and expertise Establishing brand awareness and expertise Establishing brand awareness and expertise
    Channels
    Website
    Social media
    Paid search
    Email marketing (including nurture emails)
    Recommendations
    Industry research
    Educational content optimised to meet informational intent
    Social proof (case studies and testimonials)
    Need
    Influencer/
    Initiator
    Strategy
    Establishing brand awareness and expertise Establishing brand awareness and expertise Establishing brand awareness and expertise
    Channels
    Website
    Social media
    Paid search
    Email marketing (including nurture emails)
    Recommendations
    Industry research
    Educational content optimised to meet informational intent
    Social proof (case studies and testimonials)
    Need
    Identifying solutions that meet their organization’s needs
    Identifying solutions that meet their organization’s needs
    Strategy
    Establishing brand awareness and expertise Establishing brand awareness and expertise Establishing brand awareness and expertise
    Channels
    Website
    Social media
    Paid search
    Email marketing (including nurture emails)
    Content recommendations
    Industry research
    Educational content optimised to meet informational intent
    Social proof (case studies and testimonials)
    Need
    Influencer/
    Initiator
    Strategy
    Establishing brand awareness and expertise Establishing brand awareness and expertise Establishing brand awareness and expertise
    Channels
    Website
    Social media
    Paid search
    Email marketing (including nurture emails)
    Content recommendations
    Industry research
    Educational content optimised to meet informational intent
    Social proof (case studies and testimonials)
    Need
    Identifying solutions that meet their organization’s needs
    Identifying solutions that meet their organization’s needs
    Strategy
    Identifying solutions that meet their organization’s needs
    Identifying solutions that meet their organization’s needs
    Channels
    Identifying solutions that meet their organization’s needs
    Identifying solutions that meet their organization’s needs
    Need
    Influencer/Initiator
    Strategy
    Identifying solutions that meet their organization’s needs
    Identifying solutions that meet their organization’s needs
    Channels
    Identifying solutions that meet their organization’s needs
    Identifying solutions that meet their organization’s needs
    Need
    Identifying solutions that meet their organization’s needs
    Identifying solutions that meet their organization’s needs
    Strategy
    Identifying solutions that meet their organization’s needs
    Identifying solutions that meet their organization’s needs
    Channels
    Identifying solutions that meet their organization’s needs
    Identifying solutions that meet their organization’s needs
    Need
    Influencer/Initiator
    Strategy
    Identifying solutions that meet their organization’s needs
    Identifying solutions that meet their organization’s needs
    Channels
    Identifying solutions that meet their organization’s needs
    Identifying solutions that meet their organization’s needs
    Branding strategy
    Demand generation effort
    Clear, authentic messaging
    Targeted content focused on buyer pain points
    Thought leadership articles
    Develop a content calendar for your organization’s leaders to establish themselves as industry thought leaders
    Branding strategy
    Demand generation effort
    Clear, authentic messaging
    Targeted content focused on buyer pain points
    Thought leadership articles
    Develop a content calendar for your organization’s leaders to establish themselves as industry thought leaders
    Branding strategy
    Demand generation effort
    Clear, authentic messaging
    Targeted content focused on buyer pain points
    Thought leadership articles
    Develop a content calendar for your organization’s leaders to establish themselves as industry thought leaders
    Branding strategy
    Demand generation effort
    Clear, authentic messaging
    Targeted content focused on buyer pain points
    Thought leadership articles
    Develop a content calendar for your organization’s leaders to establish themselves as industry thought leaders
    Between 33% to 50% of decision makers rely on seven or more pieces of content when evaluating technology solutions.
    While content remains a critical resource for buying groups, the overall volume of resources consumed during the technology purchasing process has remained steady—or even slightly declined—compared to last year, with the majority of decision making teams leveraging between 4-6 content pieces.
    Content consumption varies significantly according to company size, however:
    Between 33% to 50% of decision makers rely on seven or more pieces of content when evaluating technology solutions.
    While content remains a critical resource for buying groups, the overall volume of resources consumed during the technology purchasing process has remained steady—or even slightly declined—compared to last year, with the majority of decision making teams leveraging between 4-6 content pieces.
    Content consumption varies significantly according to company size, however:
    Enterprise: With complex decision making processes and high prices for enterprise tech solutions, these GTM teams rank second in content consumption. Typically, 7-10 pieces are consulted by 22.7%, followed by 15+ pieces at 18.7%—a thorough evaluation required at this scale.
    Enterprise: With complex decision making processes and high prices for enterprise tech solutions, these GTM teams rank second in content consumption. Typically, 7-10 pieces are consulted by 22.7%, followed by 15+ pieces at 18.7%—a thorough evaluation required at this scale.
    Overview




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