This Gleansight explores how Top Performers are using precision marketing techniques to better achieve their desired business outcomes. It surveys some of the technologies, capabilities, organizational resources and business processes that B2B companies have implemented in their incessant quests to attract, retain and increase the value of profitable customers. These include the increasing amount of emphasis on customer segmentation, behavioral data and personalization, which largely mirror the world of B2C marketing. Others have evolved specifically to serve the needs of B2B marketers — in some cases, fundamentally changing the way they manage their day-to-day activities and create business value.

1. B2B Precision Marketing Report Key Findings Deck Publication Date: 5/2011 1

3. Top 3 reasons Top Performers use B2B Precision marketing

4. Top 3 tactics Top Performers use to outperform peers with B2B Precision marketing initiatives

5. Most common challenge Top Performers face with B2B Precision marketing

7. Instilling an organizational focus on customer-centricity Create narrowly-defined customer segmentation schemes Implement email versioning based on customer data Value Drivers

8. Generation actionable intelligence about potential buyer Quantifying ROI/value creation Delivering relevant content via outbound campaigns Challenges 5

9. Sales conversion rate Click-through rate Email open rate Email unsubscribe rate Cost per lead Performance Metrics 6

10. Download the Full Benchmark Report for Free (with complete vendor landscape) 7 http://bit.ly/lwfGHB