Rules of Engagement

A thoughtful, engaging content portfolio will ensure you’re attracting and educating the right prospects and personas. But sourcing great content, creating it with local buyers in mind or selecting the right assets from a global collection can be daunting for APAC marketers. Typically, those in region have less control over content to power a go-to-market strategy and less budget to create their own material.

How can APAC marketers use content to build a foundation for marketing success? In this webinar we offer up best practices specific to the role of a regional or country marketer. Our panel of experts offers advice based on the performance of hundreds of APAC content marketing and digital engagement programs. Attendees to this session will get:

-Recent examples of APAC-specific top performing content
-Metrics used to determine the content’s success at generating leads and driving engagement
-Localization advice to maximize in-region content budgets
-How to use multiple pieces of content to nurture and move

Buyers don't limit their research to quarterly cycles so why do tech marketers often focus on quarterly campaigns? If the average sales cycle for your solution is 6 months or more, shouldn’t you be in front of your prospects throughout the buyer’s journey? While it certainly makes sense to maintain an always-on strategy, marketers sometimes struggle with how to architect – and measure the success of – longer-term, integrated programs.

This webinar will offer insights from APAC marketers who are doubling down on influencing prospects through a variety of integrated tactics so they drive their solution from early stage consideration to the shortlist and onto closed-won. Attendees will learn:
- How to develop always-on channels to identify and influence prospects who are constantly researching
- The most successful approaches for maximum impact with buyers at various stage of evaluation
- Tips for reaching the full buying team and personalizing individual buyer outreach based on their unique interests
- Real-world examples of always-on strategies and how marketers are measuring their impact

The average B2B buyer is consuming at least five pieces of content before talking to sales. They’re engaging with marketing content upwards of six months before making the purchase. Increasingly, prospects are doing much of the legwork to support a purchase before talking with your reps. How can marketing help progress opportunities to get buyers ready to talk to sellers?

It’s no secret that automation is enabling us to share content and frame how prospects approach an upcoming buy. The best technology organizations are using automated nurture and scoring as a real competitive advantage. In this session, we’ll discuss how to extract maximum value from your automation efforts to drive deeper engagement. In a lively presentation featuring APAC tech marketers and automated nurture experts, we’ll shed light on how tech companies in region are leveraging third-party intent to power the setup and scoring process. This is an ideal session for anyone who works in marketing, operations or sales at a B2B tech company.

Lead engagement has always been difficult. In the post-Covid era it’s gotten even tougher. With the increase in online content and digital marketing, buyers are more self-enabled than ever before and often prefer researching tech purchases without direct contact with sellers. Prospects are often working remotely and can be difficult to reach. Yet many of our engagement strategies have been based on phone outreach, especially in some of the more traditional APAC markets. The most successful sales and marketing teams have pivoted. In this webinar, we’ll share what they’re doing. Hear from trailblazing APAC marketing and sales teams as they describe how they’re modernizing their lead follow up efforts.

Attendees will learn:
- The appropriate way to treat differently sourced leads: intent leads, PDF downloads, webinar leads, inbound leads, etc.
- How to embark on a multi-touch cadence to ensure you’re leveraging all possible avenues for engaging prospects
- The best approach for handling leads who resist interacting with sales reps
- How to effect positive change in lead follow-up practices despite some internal resistance to doing something different

How well do today’s tech marketers know their prospects? In an engaging session designed to shed light on how today’s IT buyers gather information to support their purchases, we’ll share results from TechTarget’s latest Media Consumption report in APAC. The study not only outlines the IT buying process based on direct input from nearly 600 tech buyers, it also identifies disconnects between how buyers actually buy and what the 150 tech marketers who took the study believe their prospects are doing.

Attendees of this can’t-miss webinar for tech marketing and sales will learn:
- Content preferences for various stakeholders
- How receptive buyers are to the return of face-to-face marketing activities
- Through which activities prospects are suffering from digital fatigue in the post-Covid era
- How sales can capture the attention of buyers who are more self-enabled than ever

The best sales reps in B2B tech no longer have to take a shot in the dark. They know exactly who to engage, when to reach out and what to say. Their emails are being read and their opportunities are progressing at a far faster rate because of intent data. But just because reps have data at their fingertips doesn’t mean there aren’t good (and not so good) ways to use it. In this webinar, we’ll see how APAC’s strongest reps, from BDRs to account managers, are successfully leveraging data to identify their top prospects and personalize their pitches. In this engaging session run by B2B tech sales leaders, you’ll learn:

Practical tips for incorporating data into the sales process
Why it’s important for reps to understand the source of that data
How to easily integrate data into common CRMs and the platforms where reps spend their time
Tips for convincing skeptical reps of the value of good intent data