Company Name:
Direction.com
Test Date:
May 31, 2023
Your Demand Efficiency Rank is:
106
You overtook
Demandbase
and landed right below
MadKudu
.
You did best in:
Retention & Expansion
Revenue Orchestration
Experimentation
You could improve:
1
TOFU (Top of the Funnel)
2
MOFU (Middle of the Funnel)
3
BOFU (Bottom of the Funnel)
Your Efficiency Improvement Checklist
Implement a PQL Program
Create a list of viral growth loops to test within the product
Setup custom nurture streams based on in-product useage data
Be able to surface product-driven segments, insights, and actions without needing product or engineering resources
Create a monthly cadence for product-driven growth experiments
Impliment lead scoring, lead enrichment
Create persona-specific landing pages for all of your paid campaigns
Launch experiments to determine channel viability across paid social
Launch MOFU nuture sequences to support accelerate middle of funnel conversions, activate leads that didn't convert, increase free-to-paid conversions
Create talk tracks & templates to support sales efforts
Adjust your marketing programs to support sales in teeing up mutli-threaded opportunities
Create post-sale lifecycle programs to drive user > champion, loyalty
Launch nuture sequences to tier-to-tier upsells
Produce a messaging matrix that includes everyone on your buying committee
Expand your programs to target the entire buying committee
Build exec alignment on messaging framework and personas
Develop and validate the messaging framework through systematic in-channel messaging tests
Segment your messaging framework by company size, industry, and use case
Create an agreed upon SLA between Sales and Marketing for Lead Definitions and Handoffs
Create an agreed upon SLA between Sales and Marketing for Lead Definitions and Handoffs
Create an agreed upon SLA between Sales and Marketing for Lead Definitions and Handoffs
Implement a PQL Program
Create a list of viral growth loops to test within the product
Setup custom nurture streams based on in-product useage data
Be able to surface product-driven segments, insights, and actions without needing product or engineering resources
Create a monthly cadence for product-driven growth experiments
Impliment lead scoring, lead enrichment
Create persona-specific landing pages for all of your paid campaigns
Launch experiments to determine channel viability across paid social
Launch MOFU nuture sequences to support accelerate middle of funnel conversions, activate leads that didn't convert, increase free-to-paid conversions
Create talk tracks & templates to support sales efforts
Adjust your marketing programs to support sales in teeing up mutli-threaded opportunities
Create post-sale lifecycle programs to drive user > champion, loyalty
Launch nuture sequences to tier-to-tier upsells
Produce a messaging matrix that includes everyone on your buying committee
Expand your programs to target the entire buying committee
Build exec alignment on messaging framework and personas
Develop and validate the messaging framework through systematic in-channel messaging tests
Segment your messaging framework by company size, industry, and use case
Messaging Alignment
15
Customer Focus
10
Product Led Growth
10