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Incorporating AI into B2B Workflows

Eric Westerkamp, CEO at CaliberMind, joins our host, Camela Thompson, Go-To-Market Thought Leader and B2B Insights Expert, in this episode of the Revenue Marketing Report. Eric shares ways every company can incorporate AI into their day-to-day workflows and why simpler methods sometimes are the better alternative.

Eric Westerkamp, CEO at CaliberMind, joins our host, Camela Thompson, Go-To-Market Thought Leader and B2B Insights Expert, in this episode of the Revenue Marketing Report. Eric shares ways every company can incorporate AI into their day-to-day workflows and why simpler methods sometimes are the better alternative.

From DIY to ROI: Measuring the Impact of Your Custom Attribution Model 

Bar line graph with ROI title, black background with blue bars, and percentages in white

Just as engineers fine-tune their tools to ensure accuracy and reliability, marketers must calibrate their event scoring to avoid biases. Unchecked biases are like misalignments in a delicate apparatus, leading to inaccurate readings and misguided strategies. Diligently adjusting event scoring to account for these biases ensures you gather data-driven insights that accurately reflect the nuanced dynamics of customer interactions. Precision in your marketing strategies will allow you to navigate the B2B landscape with greater confidence and clarity.

Navigating Bias in B2B Marketing Event Scoring 

Just as engineers fine-tune their tools to ensure accuracy and reliability, marketers must calibrate their event scoring to avoid biases. Unchecked biases are like misalignments in a delicate apparatus, leading to inaccurate readings and misguided strategies. Diligently adjusting event scoring to account for these biases ensures you gather data-driven insights that accurately reflect the nuanced dynamics of customer interactions. Precision in your marketing strategies will allow you to navigate the B2B landscape with greater confidence and clarity.

Signs You’ve Over-engineered Your DIY Attribution Model

Attribution was once marketed as a silver bullet, capable of providing definitive answers to all your marketing ROI questions. The range of attribution complexity is vast; at one extreme are the organizations that believe a website form can be a proxy for attribution (it can’t), and at the other end are the ones that attempt to over-engineer their DIY attribution model into a crystal ball (they can’t).

DIY Attribution: Custom Models

In the fast-paced world of B2B marketing, your campaigns may appear sleek and enticing, but the ultimate question remains: Will they drive meaningful results? To unlock your organization’s full potential, it’s essential to align your strategies with the right audiences.

To power your strategy, your attribution model needs to be a fine-tuned engine that delivers clean, actionable, and reliable data. As CaliberMind’s Head of Insights, I’m here to steer you through the diverse terrain of attribution models and shed light on when B2B companies typically venture into customization. Moreover, we’ll delve into the steps to take if the intricate components of your model threaten to unravel, potentially leaving you with a heap of unreliable insights.

How to Troubleshoot Multi-Touch Attribution

When organizations implement multi-touch attribution, there are often questions to answer and issues to address. You might turn it on and then discover inconsistencies and all of a sudden your data is now seen as unreliable and the confidence you have built among other departments and stakeholders is now out the window. Don’t panic. Typically when you hear someone say the data is broken, it means they don’t trust the data. Still, most of the time, you are either missing something in your model or you’re over-counting something like email sends. It’s so easy to want to put all the touchpoints in there, but for something to actually get revenue association, there has to be some sort of meaningfulness to the touchpoint, some sort of inbound response.

Think B2B Marketers are “Bad at Data”? Maybe It’s Your CRM

For too long, executives have poo-pooed marketing’s ability to understand metrics and speak the alphabet-soup business language adopted by SaaS. Many have even heard our department jokingly referred to as “the arts and crafts” department. This misconception stems from no “gold standard” for marketing key performance indicators, a lack of consistency in what investors ask from their portfolio companies to prove marketing “works,” and a lack of understanding of the challenges marketers face when summarizing their data.

DIY B2B Attribution: The Crux of Attribution Is the Event Timeline

Attribution is #complicated, and what makes it so difficult is organizing data in a sequential manner so that it can be analyzed. This difficult task may seem daunting, but once perfected, it unlocks several meaningful insights about your customer journey – not just how much “credit” a campaign should get.

DIY B2B Attribution: When to Connect Tools & How

We’ve had many conversations around requirements gathering and how you need to set attribution up differently based on what you’re trying to do. We’ve also explored data hygiene and best practices. The next stage involves discussing where we need to pull data from and where we’ll be pushing it. Misha Salkinder, Director of Customer Data Strategy, at CaliberMind, shares his insights on data connectivity in multi-touch attribution for B2B.