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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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