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Marketing Demand Generation & GTM Acceleration Program - Provided by Microsoft Australia
Microsoft Australia: Demand Generation & GTM Acceleration Partner Program
Welcome!
Program Goals
How Good are You at Customer Acquisition?
Workshop Agenda
Financial Models + Pricing Calculator
Packaging and Pricing (2:11)
EXERCISE: Packaged Offers
Aligning Marketing with Changing Buyer Behavior
New Needs of the Modern Buyer (6:48)
What Changing Buying Behavior Means to Your Business
10 Steps to Shift your Marketing
New Marketing
Market Segmentation and Focused Marketing
Market Segmentation & Personal Profiling (52:06)
Cloud Value Proposition Definition
Defining Your New Cloud Value Proposition (62:18)
EXERCISE: Define Your Value Proposition
4 Possible Value Propositions
Compelling Competitive Differentiation
Competitor Review and Differentiation
EXERCISE: Partner Website Differentiation Review
EXERCISE: Competitive Differentiation Matrix
Industry Competitiveness Assessment
Increasing Buyer Relevancy with an Industry GTM Strategy
Vertical Go to Market Steps
[Video] Marketing Leadership (6:15)
EXERCISE: Industry Competitiveness Assessment
EXERCISE: Emotional Messaging Framework Exercise
Persona Buying Journey Mapping
Why/How/What Persona Development
Persona Marketing, The Buyer Journey And Nurture Calendar
Aligning Marketing Assets And Mediums To Buyer Need And Consumption Behaviour
EXERCISE: Persona Profile Development
Marketing Messaging that Engages and Converts
Why Websites are Not Engaging Prospects
Driving More Conversion - Webinar (55:10)
Aligning your Marketing and Messaging in a COVID Impacted World
Unveiling Compelling Prospect Pain Vs Benefit-Based Or Product Feature Messaging
Using Engagement to Convert (6:29)
Development Of 12 Month Content Calendar
Marketing Objectives & Measuring ROI
Digital Marketing Basics
Video Strategy
Videos, Podcasts & Content
Differentiate with Video
Create Videos Easily
Customer Acquisition and Sales Process Review
Quick Mapping Of Lead Generation To MQL To SQL Process
Marketing Nurture Content Calendar
EXERCISE: Nurture & Content Calendar
EXERCISE: Assess your current level of cloud transformation
Remote Selling Enablement Asset Prioritization & Development
Driving a Remote Sales Cycle
Modern Digital Selling - Social and Blogs
Strategies To Accelerate The Sales Process And Reduce Cost Of Customer Acquisition
Video And Content Capabilities And Strategy
Close Deals Remotely
Convince with Content
Reduce Buyer Risk by Increasing Trust and Credibility
Increasing Trust In A Digital World (54:51)
Driving More Leads from AppSource and Azure Marketplace
Marketplace Listing Best Practices
EXERCISE: Application Landing Page Best Practices
Customer Lifetime Nurture & Marketing
Optimizing and Growing
Next steps and Implementation
Next Steps and Implementation
Program Evaluation/Assessment
Driving More Conversion - Webinar
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