Growing Unicorns

Podcast

Audio

Demand Generation

Growth

Aligning Strategies around Traditional Demand Generation and ABM with Auseh Britt, Terminus

In this conversation with VP of Growth Marketing at Terminus, Auseh Britt, talks about demand gen marketing strategies. Today, you’ll hear about the marketing organization at Terminus, traditional demand gen versus ABM, how Terminus prioritizes budgeting, strategic accounts, and broad market coverage, ABM marketing campaigns, pulling intent data for campaigns, how to rally everyone behind a strategy, and some of the common mistakes and misconceptions about ABM.

Starting her career in Civil Engineering, and working for the Department of Transportation, Auseh realized that she enjoyed the project management aspect of the industry. She soon pivoted to marketing roles at InterContinental Hotels, Teleflora, Business.com, Bloomberg, Questex, Logi Analytics, and Terminus. Auseh holds a BSc in Civil Engineering from the University of Florida and an MBA in Marketing from Carnegie Mellon University - Tepper School of Business.

Episode Outline

[00:30] Auseh’s career path

[02:40] Marketing organization at Terminus

[04:25] Traditional demand gen versus ABM

[07:53] Splitting budgets between traditional demand gen and ABM

[10:19] Tying budget to customer lifetime value

[11:44] The split between strategic accounts versus broader market coverage

[13:40] The target market personas

[17:18] Campaign alignment between marketing and sales

[22:08] The mechanics of pulling intent data for campaigns

[23:39] Common mistakes and misconceptions about ABM

[26:59] Rallying everyone behind a strategy

[29:05] Auseh’s advice

Connect with Auseh 

LinkedIn

Website

Connect with Korina and Holly

LinkedIn - Korina Edwards, Matter Made

Twitter - Korina Edwards

Matter Made Website

Matter Made Growing Unicorns YouTube Channel

LinkedIn - Holly Chen, ExponentialX

Twitter - Holly Chen

ExponentialX Website

Growing Unicorns

Podcast

Audio

Demand Generation

Growth

In this conversation with KC Chan, Digital Growth Transformer, he talks about digital growth. KC has extensive experience in digital marketing, with interests in growth hacking and Flywheel customer-centric strategies. His career experience in e-Commerce ventures, marketing ROI reporting, and lead generation insights has allowed him to excel at collaborating both vertically and horizontally. KC’s work as a digital growth transformer helps companies stand out both creatively and quantifiably. He is a speaker at the London Social Media Week, and is an expert user on Asana, HubSpot, and Salesforce.

KC holds a BSc in Accounting and Finance from the University of Warwick Business School, an MA in Management from Durham University Business School, as well as numerous certificates in marketing.

Today, you’ll hear about using video as a growth tool, the most effective ways to ensure videos are seen, defining the engagement rate, using email versus video message, and some best practices.

Episode Outline

[00:30] Introducing KC

[01:26] Getting into growth

[03:13] Video as a growth tool

[05:27] Categorizing video variations and usage

[07:46] Effective ways to make sure someone sees a video

[10:23] Email vs video message

[12:48] Defining engagement rate

[15:47] Best practices

Connect with Kasey

LinkedIn

Twitter

Connect with Korina and Holly

LinkedIn - Korina Edwards, Matter Made

Twitter - Korina Edwards

Matter Made Website

Matter Made Growing Unicorns YouTube Channel

LinkedIn - Holly Chen, ExponentialX

Twitter - Holly Chen

ExponentialX Website

Ready to drive efficient demand?

LET’S TALK
© 2024
Sign up for our email newsletter to receive the latest marketing insights and news.