Sales and Marketing Seminar: Connecting Marketing to Revenue – It’s Scary Stuff!

Our session this morning from the sales and marketing
community held at Endurance International was a lively one.  Our panelist, Elle Woulfe, VP of Marketing at
Backupify, Greg Donahue, Director of Marketing Programs at Mercury Systems,
Bernd Leger, VP of Marketing at Localytics and Zorian Rotenberg, VP of
Marketing at Insight Squared clamored for the microphone to share their best
practices and how they are working to tie marketing to revenue. There was overwhelming
consensus from the panel and audience that it is not easy!  It’s hard work and a bit daunting when
undertaking the task.  However, it’s
something everyone has to focus on “or else”.  Success depends on organizations being committed and constantly refining. 

Brian Gladstein, CEO of Explorics did a fabulous job
moderating the discussion.  The panel
discussed managing their own funnels, scoring, the constant refinement of
scoring and how important it is to
involve sales in defining metrics. 
Zorian stressed to the audience “do NOT talk content, demand gen, and
leads with your CEO and board, but focus on KPIs”!

All presentations are available here in a single
presentation.

Thanks
to our speakers and our sponsors KnowledgeVision,
PegaSystems and ZoomInfo. 
Special thanks to Endurance
International for hosting, It’s a spectacular space.  For those of you who may not be familiar with
the Endurance name, it is one of the world’s largest hosting companies including
brands such as Homestead, HostGator, Blue Host and Domain.com.