Today’s episode welcomes Sydney Sloan, former CMO of Drata and newest CMO of G2, to sit down with Craig and Matt to give strong insights on the evolving strategies being used in marketing. Sydney discusses the shift from account-based to segment-based strategies, and elaborates on how triangulation of data points can enhance targeting and campaign effectiveness. The discussion also covers practical approaches centered on data-backed decision-making, the importance of regular updates, and optimizing digital channels. Sydney emphasizes the necessity of clean data, strong branding, and a focused organic LinkedIn strategy. Listen now to hear her personal insights and hear examples from her experience!

Takeaways:

• Marketers should consider evolving traditional account-based marketing (ABM) strategies to focus more on segment-based strategies. This involves identifying segments based on a combination of data points (like industry, buyer type, and pain points) rather than individual accounts.
• Keep your campaigns simple and focused. Instead of spreading your efforts too thin across multiple channels or segments, concentrate on a few high-impact segments and execute them well.
• Utilize both qualitative and quantitative data to inform decisions on where to invest marketing and sales efforts. This includes building financial models to forecast potential ARR from various segments.
• Leverage partnerships with platforms like Google and LinkedIn. Actively engage with platform representatives to get the most out of your ad spend and learn best practices.
• Focus on a few key industry events and participate in a big way to make a memorable impact. It’s better to show up strong at a few events than to have a diluted presence across many.
• Integrate both organic and paid strategies on platforms like LinkedIn. Use employees and satisfied customers to generate organic content that complements paid efforts.
• Ensure your brand voice is consistent across all channels, especially when spending on paid advertisements. Brand alignment is crucial for effective demand capture.

Chapters:

• 00:00 - Icebreaker: Dream Jobs
• 1:49 - Intro: Sydney Sloan
• 4:27 - Goodbye Account-Based Approaches
• 9:44 - Creating Effective Segments
• 18:50 - Implementing Segment Strategies
• 24:10 - Building a Simple Segment Strategy
• 25:49 - Channel Strategies: What Works and What Doesn’t
• 28:54 - Going Big at Events: Strategic Success
• 35:38 - Importance of Organic LinkedIn
• 45:10 - Closing Thoughts/Outro

Quote of the Show:

• “The choice that I made was we're not going to go to every show, but the shows we do go to, we're going to go big.” - Sydney Sloan

Sponsor:

• The Transaction is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/

Connect with Guest:

• Sydney’s LinkedIn: https://www.linkedin.com/in/sydsloan/ 

Shoutouts:

• Drata https://drata.com/
• Salesloft https://www.salesloft.com/
• KnowBe4 https://www.knowbe4.com/
• Nicolas de Kouchkovsky https://www.linkedin.com/in/nicolask3/ 
• Lisa Horner https://www.linkedin.com/in/lisahorner/
• Okta https://www.okta.com/
• Sprout Social https://sproutsocial.com/ 

Follow the Show:

• Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/ 
• Matt’s LinkedIn: https://www.linkedin.com/in/matt-amundson-91657236/ 
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