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Building a Demand Generation Team
Demand Generation KPI's
Establishing a Demand Generation Function
Demand Generation Team
4 Answers
Kayla Rockwell
Databricks Senior Group Manager, Demand Generation • August 5
A team of one has the opportunity to lay the foundation for a solid demand generation function. That being said, it's important to ensure a thoughtful and scalable approach. You'll need to choose 1 or 2 main KPIs to impact, you should work with sales and PMM to form a point of view. You might cho......Read More
1515 Views
7 Answers
Erika Barbosa
Counterpart Marketing Lead • November 24
The best demand generation candidates have curiosity in common. The demand gen space is constantly evolving. If you are not curious, it’s difficult to keep up. How do you stay curious and motivate curiosity? * Keep reading, learning and exploring topics of interest. * Embody a testing menta......Read More
2627 Views
3 Answers
Monica Myers
Lattice Director of Demand Generation • August 25
One of the great things about Demand Gen is that there isn't a set path into it. For example, I started my career in sales and account management before transitioning over to marketing. While somewhat atypical, I've found having a sales background to be beneficial as I've grown my career in DG be......Read More
3574 Views
5 Answers
Tamara Niesen
WooCommerce CMO • August 26
Creating an environment where we have trust, pysocholigical safety, and fun is key, but it's trust that allows team members to have autonomy and agency. Celebrating wins toegther, celebrating mistakes (fail forward!), and removing roadblocks are foundational to building healthy teams. Someth......Read More
1194 Views
3 Answers
Sheena Sharma
Heap Vice President, Marketing Acquisition & Growth • August 25
* Not necessarily over-hyped, but I think it is important to find the balance between being too focused on top-of-funnel (Traffic, leads, MQLs) and having targets that are out of your control to drive (closed / won, revenue). If your marketing team is ONLY KPI'ed on MQLs and nothing els......Read More
1521 Views
9 Answers
Moon Kang 🚀
Showpad Director of Digital Marketing & ABM • January 11
1. Cost per $1 of pipeline I see a lot of teams simply focus on cost per lead, then cost per opp, then cost per closed won -- but when you look at cost per $1 of pipeline, or even better, cost per $1 of annual recurring revenue, you will start to understand how efficient your demand gen machine ......Read More
1378 Views
7 Answers
Sheena Sharma
Heap Vice President, Marketing Acquisition & Growth • August 25
* I ran a training for my team on this earlier this year! Here's an abridged version (feel free to reach out to me via LinkedIn if you want the full deck): * What do we mean when we say “project-specific KPI”? * As we develop quarterly plans, or kick off specific strategies, we ......Read More
2016 Views
5 Answers
Sheena Sharma
Heap Vice President, Marketing Acquisition & Growth • August 25
* I love this question! * I think it is really important to make sure that you have alignment on a few key things before you start any project or initiative: * Context * Objective * Strategies * KPIs * Primary * Secondary * Out of scope * DACI (Drive......Read More
933 Views
5 Answers
Moon Kang 🚀
Showpad Director of Digital Marketing & ABM • January 11
Own all of the lead generation because no one else can do it besides DG. Have a stake in opportunity creation (% of your pay with accelerators), pipeline generation, and inbound revenue. I would not own organic social media and only ask to own SEO if you have a dedicated head or agency for it......Read More
775 Views
4 Answers
Sheena Sharma
Heap Vice President, Marketing Acquisition & Growth • August 25
* I'd think about how you can leverage agency and contractor resources to get more out of your small team. * Then I'd also look at the maturity of the marketing program: * Do you have a decent database of leads, and the goal is activating that database and driving MQLs and SQLs? If......Read More
1281 Views