ABM flipped the funnel, but Nick Panayi managed to flip it again with his new marketing strategy he has coined “Pursuit Marketing”. As VP of Brand Demand and Digital Marketing at DXC technologies Nick’s goal is to prove the value of marketing to the rest of the organization and he’s doing just that. Hear how Pursuit Marketing is helping his team and organization in this episode of Inspired Marketing.
Listen up and get inspired to…
- Unite Sales and Marketing for good
- Find big wins on a budget
- Prove the ROI of Pursuit Marketing to the organization
- Learn Nick’s secrets to success
- Optimize the use of your marketing resources
Key Takeaways:
[:50] But first, who is Nick and what does he do at DXC Technology?
[1:35] DXC Technology went from 0 employees to 170,000 employees in 6 months.
[1:55] What is pursuit marketing?
[4:15] How did pursuit marketing get started? What kind of problems were Nick and his team trying to solve?
[6:20] What kinds of results has Nick seen so far?
[8:25] Nick’s sales team now understands programmatic advertising better than the marketers do.
[10:15] How do you actually implement and take action on a pursuit marketing strategy?
[13:35] Through this strategy, Nick is able to bring the best that marketing has to offer but in a highly targeted way. This also means it keeps expenses very low.
[15:00] What kinds of challenges has Nick found with this marketing strategy?
[16:50] What would Nick do differently if he had to do this process over again?
[23:35] Remember, humans matter. You have to give your sales organization the benefit of putting your best people forward. These sales guys will begin to act as a beginner CMO
[25:05] What’s next for Nick?[26:40] What inspires Nick?
[27:50] What is Nick’s secret to success?
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
