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AMA: Gong Performance Marketing Lead, Bhavisha Oza on Demand Generation KPI's
June 13 @ 10:00AM PST
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Gong Performance Marketing Lead, Bhavisha Oza on Demand Generation KPI's
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Bhavisha Oza
Gong Performance Marketing Lead • June 14
B2B demand generation OKRs should be defined by funnel metrics and channel metrics 1. Funnel Metrics: Marketing OKRs should include marketing qualified leads (MQLs), sales qualified leads (SQLs), pipeline and closed-won revenue. Being held accountable for pipeline and revenue/cust......Read More
629 Views
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Bhavisha Oza
Gong Performance Marketing Lead • June 13
Brandformance. Brandformance is the idea of driving brand awareness to improve performance and conversion rates. Most demand gen teams are laser focused on clicks and conversions. It is important to take a few steps back and look at the big picture. Easier said than done for sure. We all know......Read More
525 Views
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Bhavisha Oza
Gong Performance Marketing Lead • June 14
When demand generation teams are held accountable for sales qualified leads (SQLs), pipeline and closed-won revenue, the process defines itself. Here's why: 1. It encourages collaboration between sales and marketing. Marketing is incentivized to generate quality leads that convert into SQLs......Read More
553 Views
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Bhavisha Oza
Gong Performance Marketing Lead • June 14
KPIs should be socialized: * Before the work starts so all stakeholders are aligned and marching towards the same goal * On an on-going basis with a weekly, monthly and quarterly reviews to understand how campaign KPIs are tracking to goals. These check-ins also provide an opportunit......Read More
495 Views
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Bhavisha Oza
Gong Performance Marketing Lead • June 14
This may sound cliched but it is tried and tested. Targets should be SMART :) * Specific KPIs should be defined for each channel tactic or campaign. Paid search, paid social, webinars, events should have channel specific goals. The Marketing team overall maybe responsible for # of SQL......Read More
628 Views
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