The proven playbook for leveraging 1st party data to generate pipeline
In an engaging discussion on the Game Changers series, Oana, the CEO of Sequel.io, sat down with Sam Levan, the founder and CEO of Madkudu. Focused on the growing relevance and importance of first-party data, the conversational waters delved deep into how companies can ingeniously utilize this type of data, navigating the increasingly intricate world of cookie and UTM tracking regulations.
Levan shed light on the shared struggle of various industries grappling with the effective use of available data. He emphasized the significance of identifying specific client interactions and thereafter, using these as distinctive signals to sculpt their user engagement strategies. This strategic approach can prevent the common blunder of cluttering customer inboxes with irrelevant information.
The Madkudu CEO suggested strategies that encompass tracking website visitors and reclaiming previously lost opportunities that have demonstrated re-engagement with your website. In this data-driven endeavor, several tools may come to a company’s aid, including Maddkudu, Marketo, Hubspot, and Salesforce. Additionally, specific service providers such as retention.ai and 6sense can offer niche intent signals.
When it comes to product-led growth (PLG) sales, Levan strongly recommends the consolidation of accounts when several users within an organization are leveraging diverse plans. A solution as simple as providing a centralized bill and far-reaching benefits can empower companies to design a bespoke, targeted, and efficient sales experience.
Intriguingly, the conversation veered towards the integration of artificial intelligence (AI) in marketing strategies. With AI and data at the core, Levan touched on experiments being conducted presently, such as a self-guided demo on their website and automating non-customer-facing tasks with AI. On the topic of the future impacts of AI on jobs, Levan proposed that instead of reducing job opportunities, AI would essentially reshape the nature of work.
On the structural front, Madkudu boasts a lean sales team with no SDRs, underscoring a primary focus on value addition for prospects. Sam Levan’s perspective shone a light on how AI and technology enable the enhancement of productivity and efficiency. Towards the session’s conclusion, Levan ushered in concepts about the shift towards customer-centricity and rationality in businesses today.
The conversation offered profound insight and expert views into the dynamic world of data-led sales and marketing, and the ongoing transformation attributed to AI. It illustrated that with the right strategies in place, first-party data can become a potent tool, enhancing customer engagement, and driving organizational growth.
