State of Revenue Marketing...State of Revenue Marketing Report Heinz Marketing 6 Revenue...

1State of Revenue Marketing Report | Heinz Marketing

State of Revenue MarketingHow the Best B2B Marketers Grow Revenue

A Heinz Marketing Annual Report

Commissioned by CaliberMind 2018-2019


In our first annual ldquoState of Revenue Marketingrdquo report Heinz Marketing surveyed

over 200 B2B marketing leaders in the United States to explore how the best

marketers think about measure report on and operationalize revenue marketing

using data analytics and automation to meet their company revenue goals

Throughout this report Revenue Marketers are defined as those who are

accountable for 30 or more of actual revenue and bookings and are lsquohighly

confidentrsquo in hitting their revenue goal

Data in this report is from a blind survey conducted in August 2018 that generated

241 responses from full-time marketing leaders in the United States mdash those

holding a manager or higher leadership in demand ops and marketing roles within

their organization

Therersquos more to this report than just insights and trends Yoursquoll also find a Revenue

Marketing Maturity Modeltrade in the Appendix and an online self-assessment tool

powered by CaliberMind that you can take here

The assessment will help you benchmark your team against peers and receive best

practices and next steps to improve your revenue marketing skills

Methodology

About This Report

How is This Report Different

Wersquod like to thank The Pedowitz Group for their contributions to Revenue Marketing

where theyrsquove spent years advocating for and helping marketers fuel revenue for

their organizations

The Pedowitz Group (TPG) is a Revenue Marketing consulting firm headquartered

near Atlanta Ga TPG believes that Marketing is the driver of customer engagement

that fuels the revenue engine Many of todayrsquos successful CMOs are operationalizing

business accountability digital transformation and the customer experience through

marketing operations

Revenue Marketing amp The Pedowitz Group


Activity Marketers

Not accountable for

revenue contribution

Pipeline Marketers

Accountable for revenue pipeline

sourced or influenced for up to 30

of revenue are lsquonot confidentrsquo or

lsquosomehow confidentrsquo in hitting their

revenue goal

Revenue Marketers

Accountable for 30 or more of actual

revenue and bookings and are lsquohighly

confidentrsquo in hitting their revenue goal45

33

22

Revenue Marketers represent 22 of the overall

survey population

For additional demographics please refer to page 41

Breakdown of Revenue

Marketing Levels


Introduction

Executive Summary

Revenue Marketing Objectives Accountability and Challenges

The Revenue Marketing Operations Team Analytics Skills and Capabilities

Measuring What Matters for Revenue Marketing Performance

Revenue Marketing Technology amp Data

Last Look What Makes Revenue Marketers Tick

Appendix A Revenue Marketing Maturity Modeltrade

Whatrsquos Next Revenue Marketing Self-Assessment

Survey Demographics

01

02

03

04

Table of Contents


B2B marketers are standing at the

crossroads between opportunity and

challenge The C-suite wants more

accountability for marketing

spend but at the same time the

multi-channel sales cycle is becoming

increasingly complicated

A growing cadre of B2B marketers is

responding to this tension by rethinking

B2B marketing basics such as KPIs

budgets and customer journeys These

marketers are part of a trend known as

Revenue Marketing

Revenue Marketing is a systematic

approach to identifying the drivers

and barriers to revenue rigorously

measuring them and then pulling the

marketing levers using data analytics

and automation to optimize marketing

ROI and top-line growth

As a business strategy Revenue

Marketing requires the right mix of

people process and technology in

order to drive real revenue growth

Marketing automation is certainly

one enabling technology but not the

only one Revenue Marketers use all

kinds of tools to drive revenue mdash from

Customer Data Platforms for data

centralization and self-service analytics

to workflow automation and attribution

But even more important than investing

in technology is the development of

business practices that are universally

accepted and followed

Our report shows that Revenue Marketers

clearly define and document the revenue

cycle they centralize data integrate their

tech stack and automate workflows As

a result they have a higher confidence in

hitting their revenue goal

Introduction

Activity Marketers Pipeline Marketers Revenue Marketers

Revenue Metric NA Pipeline Sourced Revenue Bookings

Revenue Goal NA 10 - 30 gt30

Confidence in Hitting Revenue Goal NA Moderate Strong


Revenue Accountability Continues to Grow but Marketers

Struggle to Hit Revenue Goals

B2B marketers are increasingly accountable for revenue CMOs and VPs are

expected to show measurable results and those who canrsquot deliver have some of

the shortest tenure of any C-suite executive This means B2B marketers at all levels

must focus on sourcing a specific percentage of overall revenue while helping build

the sales pipeline with qualified opportunities This is a massive shift from traditional

activity-based marketing or marketing communications to one that enables the

revenue success of the entire organization mdash more so than even sales

See page 9

Poorly Defined Revenue Cycle Manual Reporting Siloed Marketing Tech and

Data Stand in the Way of Revenue Marketing

B2B marketers face multiple challenges that hinder success in revenue marketing

Poorly defined revenue cycles manual reporting and siloed marketing and sales

tech and data are some of the challenges that stand in the way Reporting has

become inefficient and burdensome as a result of inefficient CRM and marketing

automation systems poorly defined data requirements from management and

inadequate skills

See page 20

01

02

FIVE KEY TAKEAWAYS

Executive Summary


Measurement and Analytics Evolve from Reporting on the Past to

Forecasting the Future

Revenue marketers are moving from reporting and analyzing past and present marketing

performance to setting targets commits and forecasting the future That means skills

process and tools will all need to improve to serve the needs of revenue marketers

See page 21

Marketing Ops Your Revenue Operators

Marketing Ops has emerged as an increasingly strategic function to lead the revenue

marketing effort Marketing Ops builds and runs the campaigns manages data

analyzes results and ensures effective technology use The survey shows how much

CMOs need Marketing Operations to drive measure results and navigate to future

revenue marketing success

See page 13

Revenue Marketers Embrace Martech Integration Data

Centralization and Workflow Automation

Analytics and workflow automation are where revenue marketers expect the most

growth in the next two years Internally revenue marketers view automation as a way

to creating more efficiency in their operations Marketers see it as a way to get more

from their data and ramp up analytics without burdening their teams

See page 29

03

04

05



01


03

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1

TOP 3 OBJECTIVES FOR REVENUE MARKETING IN 2018-2019Revenue Marketing Objectives

Revenue Marketing

Accountability

Prove marketing

contribution

to revenue

Measure and

report on

marketing ROI

Improve

existing marketing

campaigns

01 02

B2B marketers are increasingly

accountable for revenue CMOs and

VPs are expected to show measurable

results and those who canrsquot deliver

have some of the shortest tenures in

the C-suite This means B2B marketers

at all levels must focus on sourcing a

specific percentage of overall revenue

and while helping build the sales

pipeline with qualified opportunities

This is a massive shift from traditional

activity-based marketing or marketing

communications to one that enables

the revenue success of the entire

organization ndash more so than even sales

67 of B2B marketers are accountable for revenue performance or contribution

gt30 Marketing Sourced Revenue for Revenue Marketers

Revenue Goals


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1

Revenue Priorities

Even though marketers increasingly focus on revenue

performance lead generation weighs heavily This year more

marketers are looking to drive revenue from existing accounts

(cross-sell and upsell)

Revenue Marketers are 65x more likely to grow revenue from existing customer accounts (Revenue Marketers vs Lead Marketers)

Revenue Marketers have the highest

percentage of marketing-sourced

revenue through new accounts

ahead of both Pipeline Marketers

and Activity Marketers However

Revenue Marketers also grow revenue

throughout the entire customer

lifecycle through upsells and cross-

sells driving the highest percentage

of revenue influence from existing

customer accounts

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Marketing-sourced revenue through new accounts

78

69

32

64

Generate more leads

94

36

78

34

12

Revenue influence from existing customer accounts

Revenue Marketers

Revenue Marketers

Revenue Marketers


Marketers at all performance levels

struggle with lack of data and analytics

skills in their quest to grow revenue

For Revenue Marketers the main

challenges are poorly managed

marketing technology and siloed data

Many factors play into how much confidence B2B marketers have in achieving a

revenue goal Strategy people skills and capabilities organizational alignment

management budget data and technology are just a few Our research shows that

Revenue Marketers have a much higher level of confidence in their ability to hit their

organizationrsquos revenue goals compare to Activity and Pipeline Marketers

TOP REVENUE MARKETING CHALLENGES BY PERFORMANCE LEVEL

For Lead Marketers that arenrsquot quite as

far down the revenue path they struggle

more with foundational issues such a

clear definition of the revenue cycle

Revenue Marketing

Challenges

Revenue Marketing

Confidence


01Poorly defined or lack

of revenue cycle

Lack of data and

analytics skillsLack of data and analytics skills

02Lack of data and

analytics skills

Poorly defined or lack

of revenue cycle

Poorly managed silos of marketing

and sales tech and data

03Poorly managed silos of marketing





of revenue cycle

CH

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1



02


Marketing Ops Your Revenue Marketing Operators

CH

AP

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2

generation managing data measuring

results and providing analytical insights

in the business However skills and

capabilities must evolve and grow

in order for Marketing Operations to

provide the necessary strategic value

for the business Marketing Operations

after all goes well beyond pulling

marketing technology levers and

pushing buttons

Just a few years ago there wasnrsquot

a function known as ldquomarketing

operationsrdquo Now companies of

all sizes are hiring marketers and

building teams that focus heavily on

driving the demand generation and

pipeline management strategy through

technology and data management

Marketing Operations will continue

to grow in strategic value simply

because of the core focus on revenue


03

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AP

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2

THE TOP THREE MARKETING FUNCTIONS IN

CHARGE OF ANALYZING REVENUE MARKETING

Marketing

Operations

(31)

CMO or

Marketing VP

(22)

Demand

Generation

(11)

01 02

Marketing Operations is most commonly

identified as the functional role that

owns revenue data analysis However

subsequent responses show that

Marketing Operations pros may not

have the quality data or skills to present

detailed and sophisticated analysis

for internal stakeholders such as the

C-suite investors or board members

CMOs or VPs are ranked second in

charge of owning Revenue Marketing

data analysis This is revealing because

ultimately the CMO or Marketing VP is

accountable for revenue results and the

detailed analysis that all stakeholders rely

on to make better business decisions

58 of marketing teams have dedicated full-time marketing and sales operations


CH

AP

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2

Revenue Marketers ensure that their

processes are as efficient as possible

so they can keep their focus on growing

the bottom line Because Revenue

Marketers automate reporting they

spend half the time on those processes

than Pipeline Marketers who manually

pull data and reports

1-2 Days 3-5 Days Over 5 Days

Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64

Revenue Marketers Automate Reporting


Revenue Marketers spend

2 days a month on average pulling

data and preparing Revenue Marketing reports compare

to 5 days a month on average for

Demand Marketers

data requirements from management

inadequate skills and the overall

demands of B2B marketers in day-to-

day operations

This data indicates how inefficient and

burdensome reporting has become

There are many reasons for this

including inefficient CRM and marketing

automation systems poorly defined CH

AP

TE

R 0

2


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AP

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R 0

2

01 03 05 07 0902 04 06 08 10

Marketing Ops Lack the Data and Analytics Skills Required for Revenue Marketing

Successful Marketing Ops pros will

have strong analysis capability That

means the ability to collect and manage

the right data but also to analyze and

interpret the results with the CMO

Marketing Operations pros are likely

strongest in managing the marketing

tech stack and implementing programs

and weaker in revenue analysis

Marketers give themselves moderately

proficient ratings in our survey

SCALE 1-10 HOW PROFICIENT IS YOUR MARKETING TEAM

ANALYZING MARKETING DATA

(1 not proficient 5 moderately proficient and 10 highly proficient)

0


(Basic) Reporting on past performance and activity metrics

92

76

38

68

(Intermediate) Reporting and analysis of historical and current performance

29

84

40

17

6

(Advanced) Reporting and analysis models that can forecast future performance

Revenue Marketers are 24x

more likely to Forecast Revenue Performance (Revenue Marketers vs Demand Marketers)

CH

AP

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2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

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3

CLEARLY DEFINED REVENUE CYCLE

Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54

An entire organization should align

behind the full funnel marketing stages

for driving revenue If marketing has a

flavor of stages while sales uses another

flavor inefficiencies will develop and

result in missed revenue targets

Revenue Marketers are 25x more

likely to have Clearly Defined and Documented Revenue Cycle(Revenue Marketers vs Activity Marketers)

Well-Defined and Documented

Revenue Cycle Is Key to Revenue

Marketing


TOP MARKETING METRICS BY PERFORMANCE LEVEL


01 LeadMQL Pipeline Sourced Influenced RevenueBookings

02 NA RevenueBookings Pipeline Sourced Influenced

03 NA LeadMQL LeadMQL

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AP

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For Revenue Marketers Revenue Metrics Are All That Matter

remains LeadMQL since at this level of

performance itrsquos hard for marketers to

measure and prove revenue impact

Revenue Marketers naturally rank

revenue metrics much higher than Lead

MQL For Lead Marketers the top metric


CH

AP

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3

While most marketers now measure

volume (leads clicks content

downloads etc) and some measure

value (pipeline ROI etc) most Revenue

Marketers can measure and report on

Pipeline Velocity

marketers to report on how their

marketing effort impacts the high and

low points of pipeline acceleration

Pipeline velocity combines all of these

numbers in one to show if marketing

increases or decreases sales speed

This is a missed opportunity for


likely to Measure Pipeline Velocity(Revenue Marketers vs Activity Marketers)

The One Metric That Separates

Successful Revenue

Marketers from Everyone Else

VELOCITY=Qualified Opportunities() bull Win Rate() bull Deal Size($)

Length of Sales Cycles(days)


SELECT THE METRICS YOU TRACK TO MEASURE DEMAND GENERATION PROGRAMS

CH

AP

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3

Inquiries Leads MQLs

Revenue

Conversion rates at each stage

Sales pipeline velocity

Number of opportunities

Time between conversion stages

Pipeline Creation

Conversion trending over time

Other (please specify)

10 30 50 70 9020 40 60 80 1000

ROI Measurement Is Key to Revenue

Marketing

C-suite executives will increasingly

demand ROI numbers on overall

marketing budget performance Itrsquos

critical for planning and adjustments

Budgets are routinely adjusted up or

down When that happens executives

want to understand the impact to the

business and right now not enough

marketers can provide the answer

Whatrsquos alarming is that

53 of marketers canrsquot measure or are unsure of their ROI


Less than 1x ROI 1-2x ROI Over 2x ROI

Revenue Marketers

Pipeline Marketers

Activity Marketers NA

21

31

44

52

35

17


more likely to have Greater ROI

With marketers who can measure ROI

returns commonly fall in the 15-2x

range That means for every marketing

dollar spent $150 to $2 of revenue is

generated As revenue accountability

grows we expect measuring ROI

performance will also grow as a

requirement because of the implications

in setting budgets

CH

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3


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3

DOES YOUR CURRENT MARKETING REPORTING AND ANALYSIS PROVIDE THE

INFORMATION YOUR EXECUTIVES BOARD AND INVESTORS EXPECT

Partially

Itrsquos a moving target Wersquore Struggling

Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000

Most alarming is that 34 of marketers

arenrsquot providing the proper analysis and

reports expected of them Perhaps they

donrsquot know whatrsquos expected of them or

the expectations change so much itrsquos a

moving target for marketers

The Big Marketing

and Business Disconnect

Marketers struggle with providing

data and analysis that executive

managers expect

Only 34 of marketers provide the data and analysis the C-suite and board expect


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3

WHAT MARKETING METRICS ARE YOU CURRENTLY REPORTING TO YOUR C-SUITE

Activity-based metrics

Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000

Revenue metrics are the top metrics

reported to the C-suite These metrics

include sourced revenue opportunity

creation and pipeline velocity Funnel

metrics which include inquiries qualified

leads and conversion rates are second-

most reported to the C-suite Activity-

based metrics are still highly reported to

executives even though itrsquos difficult to

directly connect to revenue

Which marketing

metrics are you currently

reporting to your C-suite


Revenue Marketing Technology and Data

04


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4

Marketers Live in Spreadsheet Hell CRM and

Marketing Automation

Offer Limited Reporting

Marketers canrsquot live without

spreadsheets or slide decks even

when measuring and managing

revenue pipelines The main reasons

for using tools like Microsoft Office

Excel PowerPoint and Google Docs

is the need to compile data perform

calculations and make it

presentable and consumable for a

broader audience

CRM and marketing automation are

the third and fourth most used tools for

analytics and pipeline management

Business Intelligence is a distant fifth in

tools used

Marketing technology vendors can

innovate their analytics capabilities to

make it easier for marketers to conduct

analysis within the systems of record

Spreadsheets and slide decks will

likely always be a part of the marketing

toolset However based on

responses to this benchmark survey

itrsquos likely that disparate tools require

significant amounts of time each month

to gather analyze and communicate

data which takes marketers away from

driving revenue

WHAT TECHNOLOGIES DO YOU USE FOR MARKETING ANALYTICS AND PIPELINE MANAGEMENT

Spreadsheets (ExcelGoogle)

Customer Data Platform

PowerPoint

Data Warehouse Data Lake

CRM

Business Intelligence


Marketing Performance


10 30 50 70 9020 40 60 80 1000


48 44 8

Spreadsheets CRM MAP Purpose Built

Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12


likely to Centralize Data and Automate Reporting using purpose-built tools such as

Customer Data Platforms (Revenue Marketers vs Pipeline Marketers)

USE OF TECHNOLOGIES FOR MARKETING ANALYTICS amp PIPELINE MANAGEMENT

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4


67 21 12

None Google Analytics Revenue Attribution (CaliberMind

Bizible BrightFunnel etc)

Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20

USE OF ATTRIBUTION TECHNOLOGY

Attribution Adoption

Has a Long Way to Go

Response to this question included a variety of technologies and indicates

attribution adoption has a long way to go with nearly 41 of marketers not using any

attribution technology Attribution is a critical tool in measuring revenue performance

and ROI We anticipate increased requirements for marketers with attribution analysis

skills and tools usage


likely to use Revenue Attribution Technology (Revenue Marketers vs Demand Marketers)

CH

AP

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4


ABM is a Go To Market

Strategy Not a Tech Category

More organizations are pursuing

ABM as a strategy each year as

confidence grows and best practices

are learned However a significant

number of organizations are pursuing

ABM programs without focused tools

and technologies This makes sense

because account-based marketing is

a strategy and process ndash more than an

individual technology platform There

are many technology vendors with ABM

solutions which can support pieces of

an overall ABM strategy This response

potentially shows that ABM solutions

have significant room for growth ndash as

long as the tools support the strategy

53 of marketers are engaged in account-based marketing (ABM) at some level

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4


89 11

None ABM Tech (CaliberMind Engagio Demandbase Terminus etc)

Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35

USE OF DEDICATED ABM TECHNOLOGY

Revenue Marketers

are 16x more likely to use

Account-Based-Marketing Technology (Revenue Marketers vs Pipeline Marketers)

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AP

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4


01 03 05 07 0902 04 06 08 10

Siloed Marketing and Sales Data Is The Enemy of Revenue Marketing

the customer relationship management

(CRM) and marketing automation

platform (MAP) data to help them

achieve revenue objectives

Marketers are moderately confident in

their CRM and marketing systems data

Data fuels overall marketing

effectiveness Without quality data

sales pipelines will flounder simply

because there isnrsquot enough information

to focus marketing and sales efforts on

the right audience Data management is

hard and often a low priority This shows

in confidence levels marketers have in

HOW CONFIDENT ARE YOU IN THE QUALITY OF YOUR CRM AND

MARKETING DATA TO HELP ACHIEVE YOUR REVENUE OBJECTIVES

0CH

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4


What Makes Revenue Marketers Tick

LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH

CENTRALIZING REVENUE DATA

AUTOMATING REPORTS

MEASURING amp

FORECASTING

Revenue Marketers vs

Activity Marketers are

25xRevenue Marketers vs




32x

more likely to integrate their

tech centralize revenue data

and automate reporting

more likely to be able to forecast

marketing performance and

measure Pipeline Velocity

more likely to align with sales

on the Revenue Cycle

From embracing organizational change to integrating tech stacks centralizing data

automating reports and pushing the boundaries of audience activation Revenue

Marketers stand out from the pack


What Revenue Marketers Do that Separate Them from Everybody Else

They measure to improve

not to prove

They measure and report on

volume value and velocity

(last one is key)

They integrate tech stacks

with ease (using a CDP or

other technologies)

They centralize data (using a CDP

or other technologies)

They are independent of IT and BI

teams and can answer marketing

and sales questions close to real

time even before sales

They automate their marketing

and sales enablement from fixing

and enriching data to scoring

and routing leads and accounts

to attribution and ICP and alerting

sales in real time

They use a mix of go-to-market

(GTM) strategies to optimize for

revenue (aka Hybrid ABM)

They support sales all the way

down to ClosedWon and beyond

(upsellcross-sell)

They work closely with

marketing ops

They commit to 30 or more of

actual revenue and bookings not

just pipeline

They are highly confident in their

ability to hit the revenue target

They work backwards from a

revenue goal using GQMD (Goal

Question Metric Data)

They set their target and commit

numbers early on in the quarter

and are using revenue marketing

software to forecast against it with

trending data week over week

month over month etc


Revenue MarketingAssessment

APPENDIX A

Data from this report was used to create our benchmark tool

A complimentary easy self-assessment tool is available online

to help marketers benchmark their revenue marketing maturity

against peers and receive best practices and next steps to

advance their skills


MARKETING CHARACTERISTICS

Activity Marketers (33) Pipeline Marketers (45) Revenue Marketers (22)

Accountable for Leads MQLs Activities Pipeline Sourced Influenced RevenueBookings

Revenue Cycle amp Goal NAFunnel Metrics

10 - 30

Funnel + Revenue Metrics

gt 30

GTM Strategy Lead Generation Demand Generation ABM Demand Hybrid ABM PQL

Team Varies Marketing Ops Marketing Ops Analyst BI

Measuring Volume Volume Value Volume Value Velocity

Reporting Past Past Present (Real-time) Past Present Future

(Forecasting)

Attribution ROI NA or First LastWeighted Multi-touch

ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed

Basic email automation

CRM - MAP 11 Sync

native connectors

Using point tools to automate

some tasks such as emails and

nurturing

2-way API

integration (Read Write)

Using multi-step automation to fix

data enrich leads segment ideal

customers build target account

lists alert sales and more

Marketing

amp Sales Data

Siloed using spreadsheets

multiple dashboardsCRM MAP reports

One automated dashboard

for any and all revenue data

(aka Single Source of Truth)

(marketing sales product

customer success)

Marketing

amp Sales AlignmentMisaligned lsquoGot leadsrsquo Semi-aligned

Fully-aligned on one

revenue number


WHATrsquoS NEXT

Improve your Revenue Marketing skills with our online self assessment tool

Find out how you stack up against your peers and uncover more insights on

marketing measurment analytics revenue attribution ROI and workflow automation

Wersquove used all the benchmarking data from this report to create an easy to use

online self assessment tool that you can use

TAKE THE ASSESSMENT


Survey Demographics

241 Benchmark Survey respondents represent a cross-section

of industries company sizes roles and market focus Marketers

who work for large medium and small organizations as well as

those who focus on enterprise mid-market and small business

are all represented Additionally most respondents work in

B2B marketing operations demand generation or VPCMO

roles The responses provide a valuable cross-section of input

on the priorities challenges faced capabilities and objectives


ROLE WITHIN MARKETING

205 CMO VP of Marketing

1967 Marketing Operations

1213 Demand Generation

10 C-level Executive

SIZE OF MARKETING TEAMS

36 have 1-3 people

22 have 4-5 people

15 have 6-10 people

26 have 11 or more people

TOP INDUSTRIES

44 Tech

22 Professional Services

9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees

15 501-2500 employees

15 Over 2500 employees

MARKET SEGMENT FOCUS

18 Small Business

39 Mid-Market

42 Enterprise


A Heinz Marketing Report Commissioned By CaliberMind

ABOUT HEINZ MARKETING

Heinz Marketing is a B2B marketing and sales acceleration

firm that delivers measurable revenue results Every strategy

tactic and action has a specific measured purpose Instead

of focusing on the activities we focus on the outcomes

What really matters is sales pipeline closing business and

accelerating revenue Follow us on Twitter HeinzMarketing

httpswwwheinzmarketingcom

ABOUT CALIBERMIND

CaliberMind is the leading B2B Customer Data Platform for

Revenue Marketers By bringing together data analytics

attribution and smart workflow automation CaliberMind

empowers marketing and sales teams to grow revenue

faster together FREE to try easy to buy and use and 100

UnMarTech

httpswwwcalibermindcom

All rights reserved No part of this

publication may be reproduced or

transmitted in any form or by any

means electronic or mechanical

including photocopy recording or

any information storage and retrieval

system without prior permission in

writing from the publisher

Copyright copyCaliberMind Inc 2018


In our first annual ldquoState of Revenue Marketingrdquo report Heinz Marketing surveyed

over 200 B2B marketing leaders in the United States to explore how the best

marketers think about measure report on and operationalize revenue marketing

using data analytics and automation to meet their company revenue goals

Throughout this report Revenue Marketers are defined as those who are

accountable for 30 or more of actual revenue and bookings and are lsquohighly

confidentrsquo in hitting their revenue goal

Data in this report is from a blind survey conducted in August 2018 that generated

241 responses from full-time marketing leaders in the United States mdash those

holding a manager or higher leadership in demand ops and marketing roles within

their organization

Therersquos more to this report than just insights and trends Yoursquoll also find a Revenue

Marketing Maturity Modeltrade in the Appendix and an online self-assessment tool

powered by CaliberMind that you can take here

The assessment will help you benchmark your team against peers and receive best

practices and next steps to improve your revenue marketing skills

Methodology

About This Report

How is This Report Different

Wersquod like to thank The Pedowitz Group for their contributions to Revenue Marketing

where theyrsquove spent years advocating for and helping marketers fuel revenue for

their organizations

The Pedowitz Group (TPG) is a Revenue Marketing consulting firm headquartered

near Atlanta Ga TPG believes that Marketing is the driver of customer engagement

that fuels the revenue engine Many of todayrsquos successful CMOs are operationalizing

business accountability digital transformation and the customer experience through

marketing operations

Revenue Marketing amp The Pedowitz Group


Activity Marketers

Not accountable for


Pipeline Marketers





revenue goal

Revenue Marketers




33

22


survey population



Marketing Levels


Introduction

Executive Summary








Survey Demographics

01

02

03

04

Table of Contents














Revenue Marketing





























Introduction















See page 9








inadequate skills

See page 20

01

02

FIVE KEY TAKEAWAYS

Executive Summary







See page 21







See page 13







See page 29

03

04

05



01


03

CH

AP

TE

R 0

1


Revenue Marketing

Accountability

Prove marketing

contribution

to revenue

Measure and

report on

marketing ROI

Improve

existing marketing

campaigns

01 02


















Revenue Goals


CH

AP

TE

R 0

1

Revenue Priorities
















customer accounts

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers


78

69

32

64

Generate more leads

94

36

78

34

12


Revenue Marketers

Revenue Marketers

Revenue Marketers


















Revenue Marketing

Challenges

Revenue Marketing

Confidence



of revenue cycle

Lack of data and


02Lack of data and

analytics skills


of revenue cycle








of revenue cycle

CH

AP

TE

R 0

1



02



CH

AP

TE

R 0

2










pushing buttons













03

CH

AP

TE

R 0

2



Marketing

Operations

(31)

CMO or

Marketing VP

(22)

Demand

Generation

(11)

01 02



















CH

AP

TE

R 0

2










Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64







Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












Activity Marketers

Not accountable for


Pipeline Marketers





revenue goal

Revenue Marketers




33

22


survey population



Marketing Levels


Introduction

Executive Summary








Survey Demographics

01

02

03

04

Table of Contents














Revenue Marketing





























Introduction















See page 9








inadequate skills

See page 20

01

02

FIVE KEY TAKEAWAYS

Executive Summary







See page 21







See page 13







See page 29

03

04

05



01


03

CH

AP

TE

R 0

1


Revenue Marketing

Accountability

Prove marketing

contribution

to revenue

Measure and

report on

marketing ROI

Improve

existing marketing

campaigns

01 02


















Revenue Goals


CH

AP

TE

R 0

1

Revenue Priorities
















customer accounts

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers


78

69

32

64

Generate more leads

94

36

78

34

12


Revenue Marketers

Revenue Marketers

Revenue Marketers


















Revenue Marketing

Challenges

Revenue Marketing

Confidence



of revenue cycle

Lack of data and


02Lack of data and

analytics skills


of revenue cycle








of revenue cycle

CH

AP

TE

R 0

1



02



CH

AP

TE

R 0

2










pushing buttons













03

CH

AP

TE

R 0

2



Marketing

Operations

(31)

CMO or

Marketing VP

(22)

Demand

Generation

(11)

01 02



















CH

AP

TE

R 0

2










Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64







Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












Introduction

Executive Summary








Survey Demographics

01

02

03

04

Table of Contents














Revenue Marketing





























Introduction















See page 9








inadequate skills

See page 20

01

02

FIVE KEY TAKEAWAYS

Executive Summary







See page 21







See page 13







See page 29

03

04

05



01


03

CH

AP

TE

R 0

1


Revenue Marketing

Accountability

Prove marketing

contribution

to revenue

Measure and

report on

marketing ROI

Improve

existing marketing

campaigns

01 02


















Revenue Goals


CH

AP

TE

R 0

1

Revenue Priorities
















customer accounts

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers


78

69

32

64

Generate more leads

94

36

78

34

12


Revenue Marketers

Revenue Marketers

Revenue Marketers


















Revenue Marketing

Challenges

Revenue Marketing

Confidence



of revenue cycle

Lack of data and


02Lack of data and

analytics skills


of revenue cycle








of revenue cycle

CH

AP

TE

R 0

1



02



CH

AP

TE

R 0

2










pushing buttons













03

CH

AP

TE

R 0

2



Marketing

Operations

(31)

CMO or

Marketing VP

(22)

Demand

Generation

(11)

01 02



















CH

AP

TE

R 0

2










Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64







Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech
























Revenue Marketing





























Introduction















See page 9








inadequate skills

See page 20

01

02

FIVE KEY TAKEAWAYS

Executive Summary







See page 21







See page 13







See page 29

03

04

05



01


03

CH

AP

TE

R 0

1


Revenue Marketing

Accountability

Prove marketing

contribution

to revenue

Measure and

report on

marketing ROI

Improve

existing marketing

campaigns

01 02


















Revenue Goals


CH

AP

TE

R 0

1

Revenue Priorities
















customer accounts

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers


78

69

32

64

Generate more leads

94

36

78

34

12


Revenue Marketers

Revenue Marketers

Revenue Marketers


















Revenue Marketing

Challenges

Revenue Marketing

Confidence



of revenue cycle

Lack of data and


02Lack of data and

analytics skills


of revenue cycle








of revenue cycle

CH

AP

TE

R 0

1



02



CH

AP

TE

R 0

2










pushing buttons













03

CH

AP

TE

R 0

2



Marketing

Operations

(31)

CMO or

Marketing VP

(22)

Demand

Generation

(11)

01 02



















CH

AP

TE

R 0

2










Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64







Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech





















See page 9








inadequate skills

See page 20

01

02

FIVE KEY TAKEAWAYS

Executive Summary







See page 21







See page 13







See page 29

03

04

05



01


03

CH

AP

TE

R 0

1


Revenue Marketing

Accountability

Prove marketing

contribution

to revenue

Measure and

report on

marketing ROI

Improve

existing marketing

campaigns

01 02


















Revenue Goals


CH

AP

TE

R 0

1

Revenue Priorities
















customer accounts

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers


78

69

32

64

Generate more leads

94

36

78

34

12


Revenue Marketers

Revenue Marketers

Revenue Marketers


















Revenue Marketing

Challenges

Revenue Marketing

Confidence



of revenue cycle

Lack of data and


02Lack of data and

analytics skills


of revenue cycle








of revenue cycle

CH

AP

TE

R 0

1



02



CH

AP

TE

R 0

2










pushing buttons













03

CH

AP

TE

R 0

2



Marketing

Operations

(31)

CMO or

Marketing VP

(22)

Demand

Generation

(11)

01 02



















CH

AP

TE

R 0

2










Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64







Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech

















See page 21







See page 13







See page 29

03

04

05



01


03

CH

AP

TE

R 0

1


Revenue Marketing

Accountability

Prove marketing

contribution

to revenue

Measure and

report on

marketing ROI

Improve

existing marketing

campaigns

01 02


















Revenue Goals


CH

AP

TE

R 0

1

Revenue Priorities
















customer accounts

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers


78

69

32

64

Generate more leads

94

36

78

34

12


Revenue Marketers

Revenue Marketers

Revenue Marketers


















Revenue Marketing

Challenges

Revenue Marketing

Confidence



of revenue cycle

Lack of data and


02Lack of data and

analytics skills


of revenue cycle








of revenue cycle

CH

AP

TE

R 0

1



02



CH

AP

TE

R 0

2










pushing buttons













03

CH

AP

TE

R 0

2



Marketing

Operations

(31)

CMO or

Marketing VP

(22)

Demand

Generation

(11)

01 02



















CH

AP

TE

R 0

2










Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64







Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech













01


03

CH

AP

TE

R 0

1


Revenue Marketing

Accountability

Prove marketing

contribution

to revenue

Measure and

report on

marketing ROI

Improve

existing marketing

campaigns

01 02


















Revenue Goals


CH

AP

TE

R 0

1

Revenue Priorities
















customer accounts

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers


78

69

32

64

Generate more leads

94

36

78

34

12


Revenue Marketers

Revenue Marketers

Revenue Marketers


















Revenue Marketing

Challenges

Revenue Marketing

Confidence



of revenue cycle

Lack of data and


02Lack of data and

analytics skills


of revenue cycle








of revenue cycle

CH

AP

TE

R 0

1



02



CH

AP

TE

R 0

2










pushing buttons













03

CH

AP

TE

R 0

2



Marketing

Operations

(31)

CMO or

Marketing VP

(22)

Demand

Generation

(11)

01 02



















CH

AP

TE

R 0

2










Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64







Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












03

CH

AP

TE

R 0

1


Revenue Marketing

Accountability

Prove marketing

contribution

to revenue

Measure and

report on

marketing ROI

Improve

existing marketing

campaigns

01 02


















Revenue Goals


CH

AP

TE

R 0

1

Revenue Priorities
















customer accounts

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers


78

69

32

64

Generate more leads

94

36

78

34

12


Revenue Marketers

Revenue Marketers

Revenue Marketers


















Revenue Marketing

Challenges

Revenue Marketing

Confidence



of revenue cycle

Lack of data and


02Lack of data and

analytics skills


of revenue cycle








of revenue cycle

CH

AP

TE

R 0

1



02



CH

AP

TE

R 0

2










pushing buttons













03

CH

AP

TE

R 0

2



Marketing

Operations

(31)

CMO or

Marketing VP

(22)

Demand

Generation

(11)

01 02



















CH

AP

TE

R 0

2










Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64







Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












CH

AP

TE

R 0

1

Revenue Priorities
















customer accounts

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers


78

69

32

64

Generate more leads

94

36

78

34

12


Revenue Marketers

Revenue Marketers

Revenue Marketers


















Revenue Marketing

Challenges

Revenue Marketing

Confidence



of revenue cycle

Lack of data and


02Lack of data and

analytics skills


of revenue cycle








of revenue cycle

CH

AP

TE

R 0

1



02



CH

AP

TE

R 0

2










pushing buttons













03

CH

AP

TE

R 0

2



Marketing

Operations

(31)

CMO or

Marketing VP

(22)

Demand

Generation

(11)

01 02



















CH

AP

TE

R 0

2










Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64







Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech




























Revenue Marketing

Challenges

Revenue Marketing

Confidence



of revenue cycle

Lack of data and


02Lack of data and

analytics skills


of revenue cycle








of revenue cycle

CH

AP

TE

R 0

1



02



CH

AP

TE

R 0

2










pushing buttons













03

CH

AP

TE

R 0

2



Marketing

Operations

(31)

CMO or

Marketing VP

(22)

Demand

Generation

(11)

01 02



















CH

AP

TE

R 0

2










Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64







Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech













02



CH

AP

TE

R 0

2










pushing buttons













03

CH

AP

TE

R 0

2



Marketing

Operations

(31)

CMO or

Marketing VP

(22)

Demand

Generation

(11)

01 02



















CH

AP

TE

R 0

2










Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64







Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech













CH

AP

TE

R 0

2










pushing buttons













03

CH

AP

TE

R 0

2



Marketing

Operations

(31)

CMO or

Marketing VP

(22)

Demand

Generation

(11)

01 02



















CH

AP

TE

R 0

2










Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64







Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












03

CH

AP

TE

R 0

2



Marketing

Operations

(31)

CMO or

Marketing VP

(22)

Demand

Generation

(11)

01 02



















CH

AP

TE

R 0

2










Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64







Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












CH

AP

TE

R 0

2










Revenue Marketers

Pipeline Marketers

Activity Marketers

76

38

13

11

44

23

13

18

64







Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech
















Demand Marketers




day operations






AP

TE

R 0

2


CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












CH

AP

TE

R 0

2

01 03 05 07 0902 04 06 08 10
















0



92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech













92

76

38

68


29

84

40

17

6




CH

AP

TE

R 0

2

Pipeline Marketers

Pipeline Marketers

Pipeline Marketers

Activity Marketers

Activity Marketers

Activity Marketers

Revenue Marketers

Revenue Marketers

Revenue Marketers



03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech













03


31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












31

CH

AP

TE

R 0

3


Revenue

Marketers

Pipeline

Marketers

Activity

Marketers

83 54











Marketing







CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech

















CH

AP

TE

R 0

3









CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












CH

AP

TE

R 0

3






Pipeline Velocity











Successful Revenue






CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech













CH

AP

TE

R 0

3


Revenue





Pipeline Creation



10 30 50 70 9020 40 60 80 1000


Marketing














Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech













Revenue Marketers

Pipeline Marketers


21

31

44

52

35

17











in setting budgets

CH

AP

TE

R 0

3


CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












CH

AP

TE

R 0

3



Partially


Yes

No

Not Sure

10 30 50 70 9020 40 60 80 1000







The Big Marketing




managers expect



CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












CH

AP

TE

R 0

3



Funnel metrics

Revenue metrics


10 30 50 70 9020 40 60 80 1000











Which marketing





04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech













04


CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












CH

AP

TE

R 0

4













broader audience





tools used













driving revenue




PowerPoint


CRM





10 30 50 70 9020 40 60 80 1000


48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












48 44 8


Revenue Marketers

Pipeline Marketers

Activity Marketers

21

32

45

56

34

12





CH

AP

TE

R 0

4


67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












67 21 12



Revenue Marketers

Pipeline Marketers

Activity Marketers

6

36

30

44

64

20











CH

AP

TE

R 0

4





















CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech































CH

AP

TE

R 0

4


89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












89 11


Revenue Marketers

Pipeline Marketers

Activity Marketers

43

65

57

35


Revenue Marketers



CH

AP

TE

R 0

4


01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












01 03 05 07 0902 04 06 08 10


















0CH

AP

TE

R 0

4



LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech













LAST LOOK


ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












ALIGNING WITH SALES

ON REVENUE CYCLE

INTEGRATING TECH


AUTOMATING REPORTS

MEASURING amp

FORECASTING







32x















not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech














not to prove



(last one is key)



other technologies)












sales in real time






(upsellcross-sell)


marketing ops



just pipeline














APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech













APPENDIX A











10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech
















10 - 30


gt 30





(Forecasting)


ROI gt 15x

Algorithmic

ROI gt 2x

Tech Stack

amp Automation

Basic siloed


CRM - MAP 11 Sync

native connectors



nurturing

2-way API






Marketing

amp Sales Data







customer success)

Marketing



revenue number


WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












WHATrsquoS NEXT






TAKE THE ASSESSMENT


Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech












Survey Demographics
















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech


















36 have 1-3 people

22 have 4-5 people

15 have 6-10 people


TOP INDUSTRIES

44 Tech


9 Manufacturing

COMPANY SIZE

25 1-25 employees

45 26-500 employees




18 Small Business

39 Mid-Market

42 Enterprise











ABOUT CALIBERMIND






UnMarTech





















ABOUT CALIBERMIND






UnMarTech











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