#FlipMyFunnel Austin - Sangram Vajre - What the Heck is #FlipMyFunnel?

Wasn’t that the most
cheesy video you
have ever seen?
#FlipMyFunnel @sangramvajre

#FlipMyFunnel with Sangram Vajre
• Head of Marketing, Pardot
(now Salesforce)
• Co-founder and CMO
of Terminus
• Founder of the
#FlipMyFunnel community
• I am now an author
(by accident)
@sangramvajre#FlipMyFunnel @sangramvajre

Katharine Mobley
CMO at WeCareCard
#FlipMyFunnel Superhero Team
Katie Rogers
VP of Client Success
at SalesLoft
Nikki Nixon
Director of
#FlipMyFunnel
Eren Matsota
#FlipMyFunnel
Coordinator
SUPERHEROS

WI-FI
Network and Password
HOUSEKEEPING
SNACKS
Served during breaks
in the sponsor expo
10 MINUTES
Breaks to move between sessions
BREAKOUT
ROOMS
FOOD
TRUCKS
Awesome Lunch

SEE
a Funnel
TWEET
the Funnel
WEAR
a Funnel
HOUSEKEEPING

Why are you here?
Less
than 1%
of the leads turn
into customers
—Forrester
Research
Less
than 2%
of the cold calls
result in
appointment
— LeadJob
In B2B, on average
7 people
are involved in most
buying decision
— Gartner
Close to
50%
of B2B Marketers
want to measure
pipeline velocity
and revenue as
the key metrics
— #FlipMyFunnel

Today we take a pledge…
LEADS
B.
GONE
RIP

Let me tell you how the
#FlipMyFunnel
idea got started

1,876
98%
STORY

Where Do I
Start?
STORY

Rise of the Buyer
M a r k e t i n g S a l e s
Buyer
expects marketing to
be targeted and
personalized on
their terms
expects sales to
help instead
of selling
#Account-Based
Marketing
#SocialSelling
STORY

Solve the problem of the marketing stack…
STORY

Author, “Flip the Funnel”
Joseph Jaffe
STORY

Atlanta • Chicago • Boston • San Fran
1,700+
B2B Marketers and Sales professionals
have attended #FlipMyFunnel conference
STORY

The Nine Month Journey
92K
O V E R
V I E W S
Since August
we have over 92,000
views on
FlipMyFunnel.com
Twitter
#FlipMyFunnel has
over 4 million
impressions
4
Million
200+ B2B Marketers
responded to
#FlipMyFunnel Survey
200+R E S P O N D E D
900+
900+ Marketing and
Sales professionals in
the #FlipMyFunnel Slack
community
STORY

STORY

269 Accounts360training.com
3M
Abila
AcademicWorks
AcctTwo
ACFE
Act-On
Adobe
Advologix.com LLC
AgileAssets Inc.
Alienvault
AllClear ID
Anomaly Squared
Apogee Results
Apptus
Archer Malmo
ARMS Reliability
Artisan
Infrastructure
Aspen Heights
Association of
Certified Fraud
Examiners
Attendee
Management, Inc.
AuthorityForce
Avention, Inc.
Ayni
B2B inDemand
Bazaarvoice
BCG
Betts Recruiting
Big Solutions Group
Bigcommerce
Boomtrain
BinaryTag
Blackbaud
Blazer Tag Adventure
Center
Bloomfire
BlueLine Rental
Branding Masters
BuildGroup
Bulldog Solutions
CA Technologies
Calendar Holdings
Candence Marketing
Capgemini
Carl Zeiss Microscopy,
LLC
ChaiOne
Chatsworth Products
Chiron Health
CliQr
Cloud Elements
CMIT Solutions, Inc.
Colliers International
Compass Learning
ContentMarketer.io
Continion
Convey
Creative Cafe
CRG: Contract
Resource Group
Cybernance
Corporation
D&B
Datafiniti
Datamark Inc.
Dataspan Holdings Inc.
Dell
Demand Gen Report
Demandbase
DemandGen
Digital Defense
Digital Holistic
DISCO
DNB
DoubleHorn
Doxim
Draeger
drillinginfo
Dun & Bradstreet
Effective Spend
eMeals
Emerson Process
Management
Engagio
ESO Solutions Inc.
EverString
FFW
Filestack
Forcepoint
Found SimplyFour51
FreeAgent
Freelance
G2 Crowd
Gartner
Get Smart Content
Global Online Operations
at Dell
goTransverse
GuildQuality
Harte Hanks
Heinz Marketing, Inc.
Hive9
Hostway
raabguide.com
Hypori
iland
Innography
Inside Sales Team
InsideSales.com
InsideView
Integrate
Inteleaf
IntelliPhi
Invenio Solutions
Inverta
Invodo
Jaxzen Marketing Strategies
Jobs2Careers
Journyx
KickFire by VisiStat
Kimbia
Kony
Lattice Engines
Level 3 Communications
Lifesize
Magnificent Marketing
Mangone & Co
Marathon Kids
Marin Software
Marketing Gunsligners at EQ
Consultants Group, LLC
MarketingProfs
Marketites Tech Marketing
Marketo
Mattersight
Medecision
Media Excel
Microsoft
Mighty & True
Mintigo
Mitratech
Momentum ABM
MyITPros
NA
NarrativeDx
NATIONAL INSTRUMENTS
NetLine Corporation
NetSuite
nFusion
Nirvana Systems, Inc.
NodeSource
Norwest Venture Partners
NXP Semiconductors
OneSpit
OneSpot
OnRamp
Oracle
Oracle Marketing Cloud
OSSCube
OutSystems
Packet Design
Penton
PFL
PG Consulting
Phunware
Pivot3
Planview
Practical Fitness
PrintGlobe, Inc.
Process Solutions Corp.
Procore
Q DMC
R2Sonic, LLC
Rackspace
Radius Specialty Solutions
RBA
RD&F Advertising
ReachForce
ReachForce
RealMassive
Rebilly
Relationship One
Republic Promos, Inc.
Revana
Revionics
Rising Fall
RoyaltyZone
Saba Software
Sachem
SACHEM, INC.
Safesite
SailPoint Technologies
SalesLoft
SalesStaff
SanDisk
Sandoval
Savi
Scrypt, Inc.
Securimate
Sensis
SFCG
SheerID
Sigstr
Silicon Labs
SiriusDecisions
Snaptrends
SOAR Now
Social123
Solarwinds
Spanning
Spiceworks
Spiceworks, Inc.
Splunk
Spredfast
Spredfsat
Springbox
Sprinklr
Starmount
STIRISTA
SumoMe
Sunny Sky
Products
SweetLabs
TalentCube
Techwave
Terminus
Texas Service Life Insurance
Company
The Dialog Lab
The New Office
Thirteen23
ThunderTix
Topo, Inc.
TRC Professional Solutions
Trend Micro
TrendKite
Trendline Interactive
Trepoint Digital
TREW marketing
TrustRadius
Uberflip
Ultimate Software
Umbel
UnboundID
Union Metrics
Upland Software
USAA Investment
uShip
uStudio
UXtraordinary
Vem
Venkel Ltd
Vidyard
VisionEdge Marketing
VMware
Volacci
Vyopta
Vyze
WebPT
WeCare Card
Well Planned Web, LLC
WhichBox Media
Winning By Design
WP Engine
Written
Xactly
YellowFolder
ZenIQ
Zenoss
Ziften
Zilliant, Inc.
Zix
STORY

SPEAKERS
Lincoln
Murphy
Julia
Stead
Julia
Stead
Jon
Miller
Craig
Rosenberg
Maria
Pergolino
Joe
Chernov
Sujan
Patel
Hana
Abaza
Tonni
Bennett
Matt
Senatore
Julia
Stead
Christopher
Long
Jesse
Ariss
Kevin
Bobowski
David
Raab
Mike
Sanchez
Matt
Heinz
Keenan
Tony
Yang Jason Jue
Vinay
Bhagat
Brian
Maschler
Russ
Somers
Joe
Quinn
Shanel
Vandergriff
Jim
Walker
Veronica
Servantez
John
Dalton
Simon
Spencer
Katharine
Mobley
Eric
Walschmidt
Katie
Rogers
Tim Handorf Sangram
Vajre

B A D A S S
R O C K S TA R H U S LT E R
C I T Y A N D M E D I A
S P O N S O R S
SPONSORS
H O S T E D B Y

Let’s draw your funnel, shall we?

Traditional Funnel
AWARENESS
Start broad — Everyone is a target
INTEREST
Spend more money to qualify
CONSIDERATION
Call. Email. Call. Email…
PURCHASE
You got me!
FUNNELPHILOSOPHY

#FlipMyFunnel is born
IDENTIFY
Start with the best-fit
EXPAND
Focus on people in same roles
ENGAGE
Right Content, Right Channel
ADVOCATE
Turn Customers into fans
FUNNELPHILOSOPHY

Identify
Find your best-fit
customers
FUNNELPHILOSOPHY

FUNNELPHILOSOPHY
Expand
Focus on the
right people

Engage
Right content,
right channel
FUNNELPHILOSOPHY

Advocate
Turn customers
(and non-customers)
into fans
FUNNELPHILOSOPHY

But WAIT,
there’s more…
Stay till the end of the
Festival for a BIG
announcement!

Thank You and Enjoy the
Experience
@sangramvajre

#FlipMyFunnel Austin - Sangram Vajre - What the Heck is #FlipMyFunnel?

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