How Outreach Earned Unicorn Status with a Streamlined Demand Gen Process and Multi-Channel Attribution
SaaS Breakthrough
English - September 04, 2019 15:30 - 42 minutes - 38.7 MB - ★★★★★ - 46 ratingsBusiness Technology saas start up marketing growth hacking saas marketing content marketing viral marketing software software marketing advertising Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Meet Harmony Anderson, the Director of Demand Generation at Outreach.io, the market-leading sales engagement platform. As a revenue-focused marketer, Harmony has diverse experience building integrated sales and marketing programs using the latest and greatest technology and data.
In this episode, you'll hear about what it was like for Harmony to join unicorn Outreach.io. You'll learn about the process of refining a demand gen process in a growing company, breaking down data and multi-channel attribution the right way, the ABM campaigns that are crushing it right now for Outreach and the tools required for a quality outbound campaign.
You're going to love this episode with a great guest who gives so much quality content!
Notes:
03:00 An Unicorn Making Sales Engagement and Management Seamless
05:55 Joining To Help Scale Efficiently
07:55 Product-Market Fit: Be Constantly Communicating Your Sales
11:00 Operational Efficiency: Training and Hiring People With
Experience
12:45 Combining Marketing And Sales In Outbound Campaigns
14:20 The Challenges Of Doing Direct Mail
16:45 The Whole Process Integrated In Outreach
17:55 KPIs For Optimization
19:30 Multi-Channel Attribution And Goals
24:50 Building a Multi-Channel Attribution Process
26:35 The First Thing You Need To Do When Starting An ABM Program
28:50 Keeping Sales Teams Motivated
31:05 2019: Growing Fast And Things To Be Excited For
31:40 The Issues Of Scaling Too Fast
35:50 Lightning Questions