Transcript Presentation - MathMarketing

MathMarketing
Ramp the performance of your
combined sales and marketing
engine with clear plans and the
skills to execute
<Name>
Funnel Coach
MathMarketing
Problems
Marketing’s
not respected
We lack a
framework specific
to B2B
Our Sales & Marketing
engine is underperforming
Our channels lack B2B
marketing skills
We’re not
getting a return
on our co-op
dollars
We lack a clear plan for
growth
Our marketers lack
the skills
Our tactics are arbitrary
I don’t have budget to hire
ready-made marketers
We lack a common
language
Sales & Marketing
are not aligned
About
MathMarketing
 For the past eleven years, MathMarketing has
served many leading and aspiring businesses
who seek to ramp the performance of their
combined sales and marketing engine to
pursue growth
 260 projects completed across 4 continents
 Global network of experienced Funnel Coaches
selling and delivering Funnel Camp and Funnel
Academy
 7000 subscribers to B2B thought leadership
series Funnel Vision
Common impediments
to a high-performance
sales and marketing
engine
Don’t know what is
so today
 Don’t know what you don’t know
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
Progression rates
Lag between stages
How this has changed
How it compares
Plans not clear
 Objectives not explicit


Lost in the noise of assumed composition
Lack of early-warning indicators
 Strategy not blisteringly clear
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
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Products and non-products
Markets and non-markets
Channels (sell and refer)
Disconnected elements
 Plan not actionable

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Great ideas but no concrete actions
Actions not linked to strategy
Internally focussed v buyer progression
Resources not ready
to execute
The difference between good enough
and great is a performance gulf
 Marketers lack skills in

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Setting and evolving strategy
Campaign design and management
Sizing and measurement
Optimised tactics
Powerful communications
 Sales people lack skills & discipline in

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Creating opportunities
Managing opportunities
Managing Accounts
Powerful communications
 Is the gap the skill or the person?
Execution lets the
strategy down
 Ruthless execution is rarely more than a
catch-cry
 Lack weekly discipline of execution of:



Actions
Inputs
Buyer progressions
 Resources are rarely actively mentored
against the plan

Usually some other (arbitrary) factor
Measures don’t tell
you what to change
 Forecasts used to explain failure

not to determine success
 No link between forecast and CRM
 No actionable insights from either
 Lack culture of constant improvement:



Ratios
Volume
Progressions (planned and measured)
What got you here
won’t get you
there…
 This market calls for a different approach to
funnel management:

You need a single plan, that’s
– Blisteringly clear
– Highly actionable

You need awesome execution
– Keep on track
– Don’t let Sales do their own spade-work
– Relentless focus
Funnel Camp will
 3 days out of the field
take your strategy to

Lots of prep before, and we write the plan
plan in 6 weeks
 Validate your objectives and strategy against
market reality and buyer priorities
 Model your funnel for next 3-5 years
 Tactics to progress buyers at required rate
 Binds team around a single view, using a
common language
[Your logo Here]
© MATHMARKETING, 2009
WWW.MATHMARKETING.COM
Resources not ready
to execute
Funnel Academy:
marketing training
specific to B2B
 Most marketing training and books
address consumer marketing only
 It's no wonder business marketers leave
money on the table with much of their
marketing
 We drew on our deep consulting
experience helping companies to grow,
and built marketing training that balances
robust theory with grounded experience
 Funnel Academy skills marketers in:




Setting and evolving strategy
Campaign design and management
Sizing and funnel measurement
Optimised tactics
Resources not ready
to execute
Funnel Academy:
four 2-day modules
 How to Set Strategy for Business Markets
 How to Size the Funnel and Measure
Progress
 How to Plan Campaigns that Move
Buyers
 How to Select Tactics that Progress
Buyers
Resources not ready
to execute
Testimonials
 Funnel Camp

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"We will look back on this event as a turning
point in the company's history."
Carey McMahon, Chief Operating Officer,
Security services
"Best planning program I have been a part of."
Greg Sampson, National Sales & Marketing
Director
 Funnel Academy


“Brings together a number of aspects of
marketing theory into a highly practical
framework which can easily be applied”
Mike Nelles, Invoke Productions
“The positive effect of my team all talking the
same language is already working and the
course is only just over. Excellent”
David Liff, VP Marketing, Software