The Roadmap to Revenue: Building a World-Class Enterprise Revenue Organization
Unlock the secrets to driving revenue growth and optimizing the enterprise customer journey in the upcoming Game Changers webinar with Jennifer McAdams, CMO at Xactly. Discover actionable strategies to align revenue leaders, excel in ABM, and leverage intent data for personalized marketing at scale. Don’t miss this opportunity to gain cutting-edge insights and propel your organization forward.
In a captivating episode of Game Changers, Oana takes the audience through a fascinating conversation with Jennifer McAdams, the CMO of Xactly. McAdams impressively recounts her career trajectory, painting a vibrant picture of her rise from marketing roles within software companies to the zenith of leadership at Xactly.
Incredibly, Xactly employs their own product to streamline commission payments and forecasting. In revolutionizing their operations, they unleash the unrivaled power of AI to predict sales deals with astonishing precision. McAdams unveils the strategies deployed by Xactly to onboard customers. Some notable approaches involve enhancing website experiences, leveraging chat platforms, and crafting insightful podcasts and webinars.
McAdams places significant emphasis on Account-Based Marketing (ABM), a cornerstone of their customer acquisition recipe. It’s within this context that they tap into the treasures of Zoominfo and Gainsight data, refining their focus on high-value prospect accounts through accurate account scoring. Moreover, she accentuates the integral role of sales-marketing synchronization within the leadership ecosystem, arguing that converging on shared goals is crucial for optimal performance.
Account-Based Marketing features as a central theme in their interaction, spotlighting the imperative of integrating sales and marketing efforts. They recommend the establishment of a shared account set, then methodically narrowing down potential targets to a curated top ten. Furthermore, she underlines the necessity of understanding the unique needs of each account, and tailor-making the messaging accordingly to address their specific pain points.
Selective targeting emerges as a significant point of discussion. The strategy of directing resources away from ill-fitted leads and focusing on rewarding prospects is given particular attention. McAdams further reveals a groundbreaking pod structure that Xactly has been experimenting with. Specialized teams comprising marketers, SDRs, AEs, and customer success representatives focus on a single product, collaborating to achieve common objectives.
Lastly, the perks of personalized events are touted. Integrating digital experiences with in-person encounters makes for a winning strategy that they endorse. The notion of ‘big whale hunting’ in the enterprise world is tabled – a metaphor for singling out larger, high-value accounts for a customized, impactful approach.
In sum, Jennifer McAdams, coming from Xactly, enlightens on the transformative power of Account-Based Marketing in this episode of Game Changers, revealing operational strategies, tactical experiments, and innovative solutions. Her insights offer invaluable guidance for organizations aiming to optimize their operations and marketing strategies.
