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Empowered buyers mean B2B marketing must shift its focus from selling products to knowing and serving customers. Becoming customer obsessed requires moving beyond conventional profiles that characterize buyers by size of company, industry, or location to mine insights from Internet exploration, smart device usage, and business community social activity. Only by tapping into the abundance of unconventional data found in a growing variety of sources can B2B marketers more accurately map the buyer's journey and use analytics to predict where the next best business opportunities will show up.
During this webinar, attendees learn how leading B2B marketers are starting to harness B2B-specific big data to better understand buyers, intercept them earlier in the purchase process, and help sales engage with the opportunities most likely to close. In this way, top B2B CMOs are moving their teams from campaign data managers to custodians of customer insight by leveraging data analytics and new predictive technologies to better serve, win, and retain customers throughout the complex B2B life cycle.
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Vendors mentioned: 6Sense, BlueKai (now part of Oracle), Bizo, Demandbase, Fliptop, Infer, Informatica, Lattice Engines, Mintigo, and Teradata.
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