Why BANT Fails for Modern Enterprise Technology Demand Generation

BANT

For low-cost, commodity technology where the main differentiator is price, BANT (budget, authority, need, timing) can be a useful tool for qualifying leads. But for the majority of enterprise technology […]

Beware of the “False Economy” of Low-Cost Leads

To fill their funnels, B2B marketers need leads—so much that sometimes they are willing to forego quality in order to hit their targets. And to satisfy mostly meaningless KPIs like […]

Leveraging GDPR Preparation into Better Attribution and Data Hygiene for All

data hygiene

The other day I was meeting with my CMO to discuss client GDPR readiness, when the conversation abruptly shifted to clients dealing with data quality overall. This is often a […]

Closing Your Available Demand Gap

For all of us, there exists a total addressable market (TAM) for our solutions . Meaning there is only a finite (and eminently calculable) number of companies out there who […]

4 Ways to Ensure Your Marketing ROI Makes a Quantum Leap in 2018

intent marketing ROI

How are you planning on improving your marketing ROI in 2018? It’s a question we ask ourselves every year. And yet, there never seems to be a perfect answer. For […]

Overwhelmed by Content Creation? Here are 3 Simple Fixes for Marketers

content creation

More than half of organizations have a small or one-person marketing team serving the entire organization. Shockingly, 70% of those organizations are expecting to create more content this year than […]

All Leads are not Created Equal – Why Marketers Must Challenge the Demand Generation Standard

At a time when there is more customer data available than ever, the overarching trend in paid demand generation is toward standardization. With few exceptions, the B2B tech industry has […]

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