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picture1_Marketing Ppt 67707 | Playbooks


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File: Marketing Ppt 67707 | Playbooks
sample gtm playbook mobileiron urgent marketing st nd pain generated 1 meeting 2 meeting eval exec meeting win lead quality ask for 2nd mtg ask for eval boss to table ...

icon picture PPTX Filetype Power Point PPTX | Posted on 28 Aug 2022 | 3 years ago
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                     Sample GTM Playbook: MobileIron
               Urgent                          Marketing-                                    st                                nd
                 Pain                          Generated                                   1  meeting                        2  meeting                                Eval                      Exec meeting                               Win
                                                    Lead                    Quality                           Ask for 2nd mtg                     Ask for Eval                       Boss to table                      Ask for Order
               Execs                        Lead Source:                                  WOW #1                            WOW #2                             •  Turn up live                    • Get boss to table                • Initial order
               replacing                                                                                                    Enterprise                            instance                        • Present test plan                • Convert eval to live
               blackberry                   AT&T and Apple                                Selective Wipe                                                       •  Customer execute                  results and                      • Introduce customer 
               with                                                                                                         AppStore                              test plan and                     customer success                   success team
               iPhones                      • Have mobile devices                         • Explore needs and                                                     document results                  plan
                                              and apps?                                     motivation                      •  Peer references and             •  Find challenges                 • Initial pricing and 
                                            • Users want to pick                          • We solve security                  product deep dive                                                    executive 
                                              own device or BYOD?                           for apps and                    •  Why beat                                                             references
                                            • Are you worried about                         devices                            competition
                                              security of your data?                      • Innovative mobile               •  Future proof 
                                                                                            security platform                  platform
                                                                                            for BYOD/corporate              •  Get eval approval
                                                                                            while protecting 
                                                                                            privacy
                                            •                                             •   st                            •  2nd meeting                     •  Easy eval turn-on               • Exec summary                     •  Quick quoting tool
                                               SEO/M programs and                           1  meeting 
                                               website landing                              presentation                       presentation with                  and tutorial                      talking points and               •  Click thru legal 
                                            •  SDR outbound email                         • Supporting videos                  deep dive and                   •  Eval checklist                    exec references                     agreements
                                               and calls                                    and product                        competitive                     •  Competitive traps               • Eval results in nice             •  Welcome kits and 
                                            •  Channels and                                 information                     •  Key features for                •  Engineer hotline for              dynamic dashboard                   training video
                                               ecosystem referrals                        • WOW #1                             differentiation                    issues                          • Executive calls
                                                                                                                            •  WOW #2
                                                                                                                                                                                                                              ©©  22001188,, B Boobb  TTiinnkkeerr  &&  TTaaee  HHeeaa Na Nahhmm
Sample GTM Playbook: Marketo
      Playbooks in Progress: 
     Some examples of playbooks 
       at different stages
       1 Playbook Stage Examples
       1
          Sales-Led
      Marketing              st              nd
        Lead               1  Mtg           2  Mtg             Eval          Exec Mtg              Win
                Qualify
                                                     OR
        Marketing-Led
       Name               Webinar         Free Trial          Usage           Upsell to            Win
                                                              Report             Paid
                Qualify
                           Nurture
    5
                Playbook Stage Example
           1 Playbook Stage Example
           1
          Sales-Led
          Sales-Led
             MMararkketetiing ng 
                                                                  nd
                                               st                nd
                                               st               2  Mtg
            Generated                                           2 Mtg
            Generated                         1  Mtg                                Eval             Exec Mtg             Win
     hh                                       1 Mtg                                 Eval             Exec Mtg             Win
     h         Lead
     cc        Lead
     c                        Qualify
     uu                       Qualify
     u
     oo
     o
     tt
     t
       
      
     yy
     y   Marketing-Led with Inside Sales
     vv   Marketing-Led with Inside Sales
     v
     aa
     a
     ee
     e
     HH
     H
       
              Digital 
              Digital 
      
       
                                                                                Drive Usage        Inside Sales
                                             Webinar                             Drive Usage       Inside Sales
                                             Webinar           Free Trial                                                 Win
                                                               Free Trial                                                 Win
      
       
             Marketing
             Marketing
      
       
      
       
      
                             Qualify
                             Qualify
       
      
       
      
     hh
     h
     cc
     c                                       Nurture
     uu                                      Nurture
     u
     oo
     o
     tt
     t
       
      
     tt
     t
     hh
     h     Marketing-Led with Self-Serve
     gg    Marketing-Led with Self-Serve
     g
     ii
     i
     LL
     L
                                                                                    Drive           Self-serve       Expand with 
              Digital                                                               Drive           Self-serve       Expand with 
              Digital                                         Free Trial
                                            Website           Free Trial
            Marketing                       Website                                Usage             to Paid             usage
            Marketing                                                              Usage             to Paid             usage
                              Qualify
                              Qualify
                                             Nurture                                             MMaannuuaall
                                             Nurture
                                                                                                 Automated
     6                                                                                            Automated
     6
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...Sample gtm playbook mobileiron urgent marketing st nd pain generated meeting eval exec win lead quality ask for mtg boss to table order execs source wow turn up live get initial replacing enterprise instance present test plan convert blackberry at t and apple selective wipe customer execute results introduce with appstore success team iphones have mobile devices explore needs document apps motivation peer references find challenges pricing users want pick we solve security product deep dive executive own device or byod why beat are you worried about competition of your data innovative future proof platform corporate approval while protecting privacy easy on summary quick quoting tool seo m programs website landing presentation tutorial talking points click thru legal sdr outbound email supporting videos checklist agreements calls competitive traps in nice welcome kits channels information key features engineer hotline dynamic dashboard training video ecosystem referrals differentiation...

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