Awaken the Dead

Awaken the Dead

• Tier 1 - CL Opps > 6 months
  • Loss reason - no decision/no response/timing
  • Awareness
    • Tactic - Digital Advertising (Display/Contextual Targeting) based on KWs
  • Consideration
    • Tactic - Conversational Email - been awhile..how are things going. new features or other announcements where relevant + gifting incentive to opp contact roles
    • Tactic - Conversational Ad + gifting incentive “how are things going” to opp contact roles
    • Tactic -  Orchestration - Add new contacts that fit ICP and run 
      • Tactic: Conversational Email play to build awareness + gifting incentive
        
        

Segment Criteria

• Status - Opp closed lost, greater than 6 months 
• Loss Reason = No Decision or no response or timing
• Accounts in segment: ICP, Regional (esp for gifting incentive)
• Account Profile Fit = Strong / Moderate OR Tier 1, Tier 2

Sales / MarOps Collaboration

• Push segment Name to SFDC
• Create SFDC Campaign and Create Contact Report for outbound 
• Create Report for Meetings Set/Opps Generated/Closed Status/Bookings/ACV Untouched Leads
• Brief sales team on campaign and follow up process, including any gifting processes/approvals
• Ensure gifting budget is ready

Other audience targeting to run a similar campaign:

• Tier 2 - Missed Inbound (SLAs)
• Tier 3 - Former Users/Champions