January 24

Moving from Demand Generation to Revenue Performance Management

Marketing Strategy


We had no more announced the subject of our last B2B Lead Generation Roundtable Webinar – 2011 Lead Generation Trends and Challenges, presented by our own selling expert and Director of Best Practices, Dave Green – when Eloqua posted this blog about the “next frontier of competitive advantage.”

In it, they describe what the companies that out-perform and out-compete their peers have in common:  Revenue Performance Management, and Brian Kardon, Eloqua’s Chief Marketing Officer, perfectly articulates the goals of today’s smartest marketers.

What a synchronicity. After all, Dave’s presentation certainly spoke to Revenue Performance Management – RPM for short – without saying it by name, when he challenged marketers  to send better leads to sales, even if it meant significantly less leads. With an accountant’s precision, he calculated the profits that could result.

In essence, RPM is all about optimizing the sales and marketing funnel, and in today’s business environment, that should be everyone’s highest priority.

But how are organizations accomplishing this real time in the real world?  After all, it’s much easier to theorize than to actually execute that theory in an unpredictable business environment.

We’ve invited Paul Teshima, Eloqua’s Senior Vice President of Customer Strategy and Success, and Hope Frank, Chief Marketing Officer for Webtrends, to answer this question at our next B2B Lead Generation Roundtable Webinar, From Demand Generation to Revenue Performance Management, on February 1.

Paul will share case studies and anecdotes on how companies are leveraging RPM right now to drive more opportunity, more sales and, ultimately, the highest returns on their marketing and sales investments.  Hope will go into explain how her company is executing RPM for themselves and reveal their outcomes so far.

If you’re ready to learn, in detail, how the powerful business theory of RPM is being put into practice by some of the world’s most successful organizations, and get the knowledge you need to do the same for yourself, be sure to attend.

View webinar here

About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing.

He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

Comments are closed.

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

Related Posts