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    Audienz Overview 03 2021

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    Kevin Parker
    Audienz is a B2B consultancy and agency that has helped leading cloud companies drive successful sales and marketing campaigns over its 12 years in business. It has expertise in cloud B2B marketing through over 600 projects. Audienz partnered with an ISV client to develop a webinar-based lead generation program that produced unprecedented results, including $244 million in committed revenue and 143,000 qualified marketing leads in 2020. This case study demonstrates how Audienz helped the client transform its demand generation through webinars.

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    Audienz Overview 03 2021

    Uploaded by

    Kevin Parker
    531 views7 pages
    Audienz is a B2B consultancy and agency that has helped leading cloud companies drive successful sales and marketing campaigns over its 12 years in business. It has expertise in cloud B2B marketing through over 600 projects. Audienz partnered with an ISV client to develop a webinar-based lead generation program that produced unprecedented results, including $244 million in committed revenue and 143,000 qualified marketing leads in 2020. This case study demonstrates how Audienz helped the client transform its demand generation through webinars.

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    Audienz is a B2B consultancy and agency that has helped leading cloud companies drive successful sales and marketing campaigns over its 12 years in business. It has expertise in cloud B2B marketing through over 600 projects. Audienz partnered with an ISV client to develop a webinar-based lead generation program that produced unprecedented results, including $244 million in committed revenue and 143,000 qualified marketing leads in 2020. This case study demonstrates how Audienz helped the client transform its demand generation through webinars.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    531 views7 pages

    Audienz Overview 03 2021

    Uploaded by

    Kevin Parker
    Audienz is a B2B consultancy and agency that has helped leading cloud companies drive successful sales and marketing campaigns over its 12 years in business. It has expertise in cloud B2B marketing through over 600 projects. Audienz partnered with an ISV client to develop a webinar-based lead generation program that produced unprecedented results, including $244 million in committed revenue and 143,000 qualified marketing leads in 2020. This case study demonstrates how Audienz helped the client transform its demand generation through webinars.

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    AUDIENZ OVERVIEW

    12 YEARS HELPING THE LEADERS IN THE


    CLOUD INDUSTRY DRIVE SUCCESSFUL B2B
    SALES AND MARKETING CAMPAIGNS

    MARCH 2021
    WHO Audienz is a Seattle-based B2B consultancy and agency with more than
    12 years of experience driving successful channel marketing and sales
    WE ARE campaigns for the leading players in the enterprise technology industry

    Consulting DNA: Founded by ex-McKinsey consultants, using proven methodologies to maximize marketing
    impact and results

    Extensive cloud B2B marketing expertise: More than 600 projects ranging from research and strategy to
    digital lead generation

    Experienced team: 90 people strong (80 FTEs) and growing. Ability to scale on-demand through a global
    network of associates

    Award winning: Selected “best place to work” in the Pacific Northwest for two years in a row

    Premier Clients

    2
    AUDIENZ + THE CHANNEL COMPANY
    + = A Tech B2B powerhouse

    Experienced Team Media


    Expanded capabilities to help our
    75 consultants (90 total) highly
    experience and leveraging top
    clients achieve their goals at
    consulting DNA ( founded by ex- scale!
    McKinsey consultants) Events • Expand your voice and reach
    Cloud Expertise through the #1 media outlet in
    More than 700 projects ranging tech B2B (CRN)
    from research and strategy to
    digital lead generation • Promote your brand and
    Top Clients capture new customers with a
    Working with the top cloud players strong and broad portfolio of
    events nationwide
    Services • Generate demand at scale with
    Practices a database of 150k partners
    10 Practices, ranging from research and proven demand
    and strategy, to digital marketing, generation services
    sales enablement and program
    management 3
    AUDIENZ PRACTICES
    Helping clients end-to-end with a combination of consulting, marketing and sales services
    Research & Insight Channel Marketing Compete Strategy Change Management GTM Optimizer

    Digital Marketing Outcome Selling Industry Marketing Sales Enablement Branding

    4
    LEADERSHIP TEAM
    Highly experienced team, combining consulting expertise with top-notch industry tenure

    Fernando Mendez Steve Heuring Mandy Maxwell Rik Wright


    CEO Partner Partner Principal & CIO

    Tenure: 29 years Tenure: 27 years Tenure: 15 years Tenure: 24 years


    • Ex-McKinsey consultant • Messaging strategy expert • GTM & enterprise change expert • Cloud & Enterprise IT expert
    • 15 years of MS experience • 15 years of MS experience • 15 years of MS experience • Consulting CIO
    • Industrial Engineer, MIT MBA • Leeds School of Business, CU • BSBA, Marketing • 18 years of MS experience
    • Ironman finisher • Music composer • International PADI diver • Renown jazz guitarist

    Guillermo Novillo James Mastan Chris Holt Kathryn Courtney


    Principal Principal Principal Principal

    Tenure: 26 years Tenure: 27 years Tenure: 27 years Tenure: 21 years


    • Customer acquisition & • Published Microsoft launch expert • Branding & design expert • Startup & enterprise strategist
    enterprise marketing expert • 13 years of MS experience • 25 years of MS experience • Deep technical storytelling expert
    • 15+ years MS, Amazon, Apple • UCLA CS, Michigan MBA • BA & BFA, U of Washington • 8 years of MS experience
    • MBA at U of Washington • Outdoors enthusiast • Oil painter & art enthusiast • Group fitness instructor & trainer
    • College lecturer & soccer fan

    5
    CASE STUDY: ISV WEBINAR LEAD GEN
    The client is the leading cloud marketplace and is Unprecedented results in 2020
    transforming the B2B purchasing process by enabling

    SITUATION
    companies to buy cloud solutions from ISVs fast and easy
    with a model like the app store for mobile phones. The team
    • $244M in committed
    needed a way to boost awareness and demand and revenue
    generate and close leads in a consistent rhythm.
    • 143K marketing accepted
    The Audienz team helped develop and implement a webinar- leads (MALs)
    based lead generation and qualification motion:
    • Webinar calendar & content: Developed a model and calendar • 21x ROI in a single
    to do joint webinars with target ISVs. Responsible for
    SOLUTION messaging and content as well as overall delivery logistics. session
    • Execution & lead generation: Orchestrates webinar content
    development and delivery with sellers and invite management.
    • 9,800 registrations for a
    • Lead nurturing and qualification: Support the newly created single webinar
    Inside sales team in readiness and qualification strategy.
    • 92% attendee satisfaction
    rate from virtual event with
    The program has been so successful that the client hired
    IMPACT 20 tele-sales reps to handle the high volume of leads. 2,800+ attendees
    $128m in revenues in 2020 with 210k leads generated.

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