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01 Executive 07 Demand 09 Hiring & 15 Sales 44 Technology & 51 Resources 55 Directory
Sales
Demand
Hiring &
Technology &
Executive
Directory
Resources
Generation
Experimentation
Management
Training
Summary
Training
Generation
Management
Experimentation
Summary
Demand Generation: Three Key Tenants
RAPID RESPONSE ERA
Proactive Outbound Event Triggered

Account Based Engagement Response

Marketing

Fishing with Harpoons Fishing with spears Fishing with nets

Account Mgmt Triggered Tele-prospecting Triggered Marketing Triggered

Support pipeline creation Drives pipeline creation Supports pipeline creation

Primarily outbound Primarily outbound Primarily inbound

Proactive-Quota based Load Balancing Reactive

Microsoft Field Sales Perseus E2E (CSS) Confidential. For Microsoft Office 365 Internal and Channel Partner use only.

ABM/Fishing with spears/ is outbound focused but it is NOT about interruption marketing.

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