Field Marketing stretches far beyond the conferences and other events you attend, just ask Demandbase. Beth Tiltges and Stephanie Thomas, both members of the marketing team at Demandbase, have discovered that this tactic gives you the freedom to pursue other worthwhile initiatives. These women launched the Summer of ABM program, one initiative of many, in an effort to add to their pipeline during the slow summer months, and it paid off in huge ways.
Sit back, relax, and Get Inspired to:
- Keep all stakeholders informed
- Achieve geographic campaign attribution
- Learn to constantly measure
- Perform successful “ABM drops”
- Implement high-touch & high-return marketing tactics
Key Takeaways:
[2:05] Who is Stephanie and what does she do for Demandbase?
[3:25] From a field marketing perspective, summertime is really difficult because your prospects are out of the office and your sales reps are on vacation.
[5:25] What kind of results did Beth see after implementing this ABM summer program?
[8:05] Stephanie dives in on who she had to work with within the organization to pull off a program like this.
[10:25] Because it’s summertime, it’s usually a little slower in the office. So, dropping off gift baskets and other goodies at the prospect’s office gives you the unique ability to talk one-on-one with your prospects.
[13:00] It took Beth and Stephanie around three weeks to implement a project like this. What were some of the important steps necessary to get this project up and running so quickly?
[17:20] What would Stephanie do differently, knowing what she knows now?
[18:50] Field marketing rarely drives integrative campaigns, but for this project, the team relied heavily on it.
[21:20] What kinds of wins and successes did Beth and Stephanie have from implementing this summer program?
[25:45] What was the role that technology played in all of this?
[28:40] What’s next for Beth and Stephanie?
[30:35] What inspires Beth and Stephanie?
Quick Links:
The Inspired Marketing podcast is produced by Relationship One.
Our goal is to share real experiences and inspirational stories of marketing leaders that are transforming their organization.
If you liked what you heard in this episode, we’d love to hear about it! Share the episode and give us a shout-out on X, LinkedIn, Facebook, or email us at getinspired@relationshipone.com.
If you’re interested in sharing your own success story on Inspired Marketing, email us at getinspired@relationshipone.com.
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About the Author: Scott Ingram
