How Revenue Performance Management gets Sales and Marketing on the same page
Getting on the same page will increase revenue
According to marketing automation solution providers like Eloqua and Marketo, Revenue Performance Management (RPM) gets everyone on the same page so that sales and marketing work towards a common business objective, rather than pointing fingers when things don’t happen. The video above, care of Eloqua, illustrates key insights into getting sales and marketing working together.
Here are the top 5 highlights from this excellent video…
- 87% of marketers say current marketing techniques are not hitting performance targets
- companies can gain 10% in annual sales if they focus on better insight into sales and marketing activities
- smart companies are turning to RPM to examine how marketing dollars are spent
- companies that utilize RPM outpace the S&P Index by as much as 78%
- RPM tacks five essential metrics in real time: Reach, Value, Conversion, Velocity, Return
Essentially, marketing is still an art form but we can now apply science to it as well, thanks to technology like RPM.
Sharing the benefits of RPM
In support of this post, I recently moderated a fantastic panel of marketing gurus for BCAIM’s B2B Marketing luncheon at The Four Seasons Hotel in Vancouver. The panel featured B2B marketing experts from SAP, Sage Software, and Absolute Software.
Each panelist presented relevant and current topics…
- Christine Mykota, SAP’s Director of Business Analytics Marketing, discussed the benefits of strategic content marketing.
- Nancy Harris, Sage Simply Accounting’s Vice President and General Manager, spoke about automating sales and marketing.
- Stephen Midgley, Absolute Software’s Vice President of Global Marketing, delivered a great talk on customer engagement.
The common thread between each presentation, however, was a subject that Nancy touched on: That revenues can increase when you automate your sales and marketing with Revenue Performance Management strategies that deliver engaging solution-based content – content that drives real business value.
Do you have any experience with Revenue Performance Management? If so, does RPM benefit your company? If not, would you consider it? Share your thoughts below.
