Pipeline360 Chief Marketing Officer | Formerly Demandbase, Thomson Reuters • 2mo
With enterprise programs, I think you have to be realistic about what you can actually prove. You usually do not have the volume or short sales cycles needed for perfectly clean tests, so I focus more on structured learning than thinking every experiment will produce a statistically perfect answer. The way I would approach it is: Start with a clear hypothesis Define what success looks like before launching Use leading indicators instead of waiting only for closed revenue Compare similar accounts ...Read More
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