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Seismic shifts in buying group behavior and business dynamics are wreaking havoc on the frontline B2B marketing teams accountable for revenue, such as demand marketing, account-based marketing (ABM), and customer marketing. All marketing teams share some responsibility for addressing changing buyer behaviors and influencing revenue, but frontline marketing teams that are directly accountable for pipeline and revenue are most susceptible to changing buying behaviors. For them, failure to meet pipeline or revenue objectives could mean termination.
In this webinar, Forrester Research Directors Steve Casey and Lisa Nakano lead a panel discussion with B2B marketing analysts John Arnold, Lisa Gately, and Malachi Threadgill to unpack a major mindset shift happening in the most progressive B2B marketing organizations. Forrester calls this mindset shift lifecycle revenue marketing (LRM). Our discussion will focus on the reasons and changes needed to move from an inside-out approach that lives or dies by internal processes to an outside-in strategy that lives and breathes the customer lifecycle and empowers frontline marketers to extend engaged audiences and stand up more adaptive programs.
Key takeaways:
Target audience level: all levels
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In response to shifts in buying behavior and business dynamics, bold B2B marketing leaders must adopt lifecycle revenue marketing as a systemic change.
Lifecycle revenue marketing (LRM) shifts from the historic structure used to drive revenue to sharing capabilities to prioritize the customer experience.
Colliding core B2B marketing engagement platforms will result in a new B2B marketing revenue platform that combines their critical capabilities.
Customer success (CS) is a vital business capability that can develop out of several existing functions, including support, sales, or marketing. As a company grows, CS sprawl can increase, making it difficult to consolidate resources under dedicated leadership with the technology and processes designed to achieve agreed-upon outcomes. Maturing CS requires moving away from its dependence on human labor toward digital-led ways to engage and guide customers toward the outcomes they want and the value they deserve.In this webinar, Forrester vice president and principal analyst Laura Ramos shows customer engagement leaders how to use Forrester’s Total Economic Impact™ (TEI) methodology to build a business case for combining distributed, nondedicated resources into a formally chartered CS function with the processes, responsibility, and technology to support any enterprise-scale business. We explore the TEI of three key digital-led investments — a customer-centered digital experience, integration of learning content or technology, and a community-based advocacy program — and what returns you can expect from each.Key takeaways: Learn why now is the time to scale CS using digital-first approaches.Understand four popular, practical ways to extend CS impact by digitalizing postsale experiences.Connect the Total Economic Impact™ (TEI) methodology to smart CS investment.Explore how to build your business case around increasing CS ROI.Target audience level: beginner and intermediate
Harness the advantages of AI with help from this webinar series featuring the latest expert insights, practical tips, and key steps you and your team can take with this rapidly evolving technology.As AI continues to advance at an unprecedented pace, the ethical and regulatory implications surrounding its applications is top of mind. While regulators are trying to keep pace with innovations, enterprises must play offense and defense with existing regulations to continue to develop their AI competencies. In this session, Forrester analysts discuss the emerging diaspora of regulations globally — and particularly the role that litigation will play when regulations are missing!Key takeaways: Explore the regulatory landscape under which AI advancements are taking place in the US, Europe, and across the world.Understand how enterprises use existing regulations to develop their AI competencies while balancing the potential for emerging regulations.Learn how litigation will play an important role until regulations have been rolled out.Target audience level: all levels
In recent years, mainstream financial institutions like BNY Mellon, DBS Bank, and Fidelity have entered the digital asset space to serve retail and institutional clients, driving demand for secure asset custody. However, this is still a nascent industry, and financial institutions must carefully navigate many technical and procedural challenges.Key takeaways:Understand the key tech supporting digital asset custody.Learn the core capabilities of representative digital asset custody providers.Learn early good practices for integrating digital asset custody solutions.Target audience level: intermediate
Understanding performance and demonstrating accountability are perennial top priorities for B2B marketing leaders. This webinar draws on Forrester's latest quantitative research to provide a view into the current state of marketing measurement across B2B.Key takeaways:Learn about the insights gap facing B2B marketing organizations. See what metrics marketing leaders across B2B are using to steer their businesses.Hear how to advance a system of aligned measurement in your organization.Target audience level: beginner
Content has become the primary way to engage buyers and customers, but it’s challenging to produce a diverse mix of content that consistently addresses all audience needs. Third-party content, or content that’s created by credible external sources, can help you offer a range of valuable information that resonates with your audience and boosts engagement. Leading marketers use third-party content to enhance their brand’s credibility and authority and find ways to successfully repurpose and reuse the content. Join us for this webinar to hear what you can do to maximize results with third-party content with your customers and at every stage of the buyer’s journey. Key takeaways:Learn the key steps for building an audience-centric content plan and when to include third-party content as part of your content mix.Hear how leading marketers activate third-party content to drive campaign outcomes, enable sellers’ conversations, and elevate their brand.Target audience level: beginner
In this webinar, learn about new and emerging buying patterns found in Forrester’s Buyer’s Journey Survey, 2023. Understanding these behaviors is essential for B2B sales and marketing leaders in order to distinguish themselves from the competition.Key takeaways:Learn how the gap between budgets and offering prices contributed to a stalled business buying environment with a whopping 89% of respondents citing one or more stall reasons.Understand how buyers derived more meaning from vendors than they did from other sources. Specifically, product experts added clarity and value to buyers as they sifted through information overload.Hear how tenure and experience played a role in how buyers navigated various challenges in the buying cycle.Learn how buyers in North America were more autonomous and made decisions with fewer people across fewer departments than the rest of the world.Target audience level: all levels
