Franki Chamaki

Audit existing channels: What is working, why, and what is not working? Why? Gather data on the performance of each channel, including metrics like conversion rates, cost per lead, and return on investment (ROI). Determine gaps. Understand your UVP and target audience: Gain a deep understanding of the company's UVP and target audience. Speak with customers, and listen to calls to identify the key characteristics, pain points, and channels they use to get information and be informed. Understand y ...Read More

In any demand generation role, you are very clear on the "must-have" KPIs e.g., ROI, MLQs, conversion Rate, CPL, etc. This is all about being "efficient," but you also need to be "effective", and to me, it's 80% (efficient) / 20% (effective) = Complete KPI Effective means are more qualitative, such as how well they interact with the sales, product, and customer success teams to support and collaborate. This comes to getting regular qualitative feedback. E.g., "Please provide an example of a rece ...Read More

Before you start any Demand Generation strategy, step back and ask, what are the company goals? Have they changed? Review your UVP and ICP. Do these still ring true? It's also important to review/audit what has worked well in the past and what has not. Tactics and inform strategy. This can involve conducting internal (ie sales, customer success, and product team) and customer audits and running clearly defined experiments. Analyze results, their strengths and limitations and formulate your deman ...Read More

They serve as powerful social proof, building credibility and trust with potential customers. Testimonials provide real-world evidence of the value and benefits of the product or service, helping to overcome objections and instill confidence in prospects. Incorporating customer and partner testimonials in various content formats, such as videos, case studies, and quotes, enhance the campaign's effectiveness by leveraging the voice of satisfied customers. The challenge is getting customer success ...Read More