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What is Context Marketing? Why It Matters in 2022 [+Examples]

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What is Context Marketing? Why It Matters in 2022 [+Examples]

While it’s fair to say most marketers are on-board with the importance of content marketing, there’s still an aspect of marketing that doesn’t get as much love: context marketing.

Whether you know what context marketing means or not, I’m willing to bet you want to deliver the right campaigns to the right customers at the right time. That’s what context marketing is all about.

Here, we’re going to introduce the concept of context marketing and dive into strategies you can use to implement it into your overall marketing strategy.

My favorite context marketing definition is delivering the right content, to the right people, at the right time.

Let me explain what I mean by context a little more, though. When you have context around something, you have a larger, more telling picture — you know, those little details that lend more clarity to things that would otherwise be pretty general, unspecific, and, well, uninteresting.

The best marketers leverage context about their audience, leads, and customers in their content marketing. They create audience profiles and buyer personas and use that information to create more effective marketing and advertising campaigns.

Now that we have a basic understanding of context marketing, you might be wondering what the difference is between content marketing and context marketing. Let’s take a look below.

A marketer using context would know more about a lead than her first name. They might also know what industry she works in, what kind of content she likes best, through which channel she prefers to consume content, whether she’s currently using another solution to meet her needs, and whether her company has budget at this time of year.

As a marketer, if you were asked to “market” to someone, and all you were given was a first name and the type of company your lead works at, wouldn’t your first question be … what else do we know about her? Probably, if you want to do your job way better.

That’s the idea behind context marketing: Using what you know about your contacts to provide supremely relevant, targeted, and personalized marketing.

Why is context marketing important?

Context marketing is important for many reasons, but there are two top ones that make its importance even more salient. Let’s go over them below.

Context marketing converts better.

When you’re creating marketing that’s targeted at people’s point of need, it stands to reason that marketing will perform much better for you, because you aren’t delivering marketing content that’s misaligned with their interests or stage in the buyer’s journey.

Think about it: If you know that a B2B lead is getting a new budget in January and it’s December, you’re able to send her insanely targeted content that addresses her needs — like, say, an offer for a custom demo of your product with a rep that specializes in the finance industry. That’s content that she’s pretty likely to convert on, especially if she’s downloaded a buying guide and visited your product pages.

Hot tip: Keeping track of your prospect’s activity using marketing automation software will make context marketing easier. You’ll know which products your prospect is most interested in and how many times they’ve visited your website.

Context marketing increases retention.

When you have context around your relationship with a contact, you’re able to provide more personalized and relevant marketing content that’s targeted to their needs.

This is great for two reasons: Personalized and relevant marketing is the foundation for creating content people love and engage with. What’s more, personalized and relevant marketing is typically not the kind of marketing that annoys people into clicking “unsubscribe”. If they feel like you’re out to solve their problems specifically, customers are much more likely to stay with you.

Why not use the context around your relationships with your contacts to create marketing that they love and convert on? Let’s take a look at how you can get started.

How to Start Context Marketing

Alright, how does this “context marketing” theory manifest itself? What would it look like for you, as a marketer? With the help of marketing automation software, here are some examples of where you’d actually use the principle of “context” in your marketing.

1. Create specific offers for specific posts and pages.

One easy way you can start context marketing? Create offers that extend the value of your website. Bonus points if these offers answer a specific pain point or problem that a customer is trying to solve for when visiting that page.

Most blog posts in HubSpot’s library feature an offer that’s directly related to the topic of the article. For instance, in our blog post about creating a marketing plan, you can download a marketing plan template — which is something that someone wanting to create a marketing plan might need.

context marketing example: specific offer on HubSpot blog post

Come up with content offers that will benefit your readers and website visitors depending on the page they’re visiting. For instance, if you sell hiking shoes and you’re writing a blog post about going on a solo hiking trip, you might feature an offer for downloading a solo hiking checklist.

2. Add smart calls-to-action (CTAs) to your website.

You can take personalized offers to the next level by featuring smart calls-to-action. Let’s say you have a variety of offers you want to use to convert traffic into leads, leads into qualified leads, and qualified leads into customers.

To increase your lead conversion rates, you probably don’t want leads visiting a case study webpage (typically an action you’d perform further along in your buyer’s journey), and finding a CTA leading them to a blog post (which is meant for people earlier in the buyer’s journey).

However, not everyone who visits a case study page on your website is necessarily ready to talk to a salesperson. You don’t want to turn them away, either, by offering a CTA that’s too pushy.

Fortunately, with smart CTAs, you can actually surface a CTA that automatically aligns with the visitor’s stage in the sales cycle … or any other host of criteria you want to set. Think industry, business type, location, and past activity/behaviors.

For instance, if you have already downloaded an offer from HubSpot, you might see this CTA on certain social-media-related posts:

context marketing example: smart cta

But if you haven’t downloaded an offer before, you’ll see the default CTA:

context marketing example: default cta

This type of smart content can help you capture your audience’s information at all stages of their buyer’s journey.

Hot tip: HubSpot’s marketing automation software lets you easily create a smart calls-to-action with little technical knowledge.

3. Create smart forms that shorten the conversion cycle.

Smart forms know if someone has already filled out the form fields you’re asking for. If you use smart forms, for instance, your site visitors won’t see “First Name” and “Last Name” every time they fill out a form — instead, they’ll answer those questions once, and then never again.

This will help you glean new information about your leads each time they fill out a form, instead of just more of the same stuff. It also helps you create a more seamless, personalized user experience that leverages prior interactions with your website as context.

Here’s one example from HubSpot Academy. This is what I see when I’m logged into the HubSpot CRM:

context marketing example: smart form

The form knows I’m a current HubSpot customer and doesn’t require me to create a new account. I only have to click one button: “Start the Course.”

But this is what I see when I’m not logged in:

context marketing example: default form

Ultimately, smart forms will help you gather even more context about your visitors, leads, and customers, and help increase conversion rates over time.

Hot tip: You can easily create smart forms inside HubSpot’s marketing automation software.

4. Leverage dynamic email content and workflows.

Your forms and offers aren’t the only things that need to be smart. Your email database — especially if you want to maintain your space in people’s coveted inboxes — needs to be segmented into highly targeted lists, as well.

I happen to be subscribed to Grammarly emails on both my work and personal emails. Because I only use the Grammarly Chrome extension at work, I receive emails like this:

context marketing example: grammarly segmented emailIn my personal account, however, I use Grammarly’s web app regularly and review thousands of words for a personal project. Here’s the email I get:

context marketing example: grammarly second segmented emailThroughout the email, Grammarly prompts you to upgrade to the premium version and take advantage of its other tools. Because I don’t use the Chrome extension in my personal email account, it includes a call-to-action to install the extension. It’s delightful to receive an email that uses my account activity as context.

Beyond email segmentation, your email lists need to be smart enough to know when to pull in a contact, and certain information you have in your database about that contact, into your email marketing campaigns.

Remember, a great context marketer delivers the right content, to the right person, at the right time. So to send emails that are contextually relevant, you need to use their activity and background to deliver personalized content that delights them and prompts them to convert.

Context Marketing Examples

While context marketing may sound complicated, it’s actually quite simple in practice. In fact, as a customer, you may have seen or enjoyed context marketing yourself. Let’s take a look at some examples.

1. Google’s Product Ads Carousel

context marketing example: google product carousel ads

Have you ever looked up a product on Google and see a carousel at the top (as opposed to just the plain search results)? The products you see are typically ads for the exact same thing you searched for.

This is a prime contextual marketing example. Google uses your behavior and search query to deliver ads that are contextually relevant. Imagine if, when searching for instant coffee, Google delivers ads for french presses instead. While you might be interested in French presses and even searched for them before, you’re looking for instant coffee right now.

That’s why it’s important to answer for your customer’s specific pain points and queries, and to do so at the right time. And you don’t have to be a highly sophisticated search engine to do so. Remember those offers we spoke about in the previous sections? That can function in the same way as Google’s product carousels.

2. Asana’s New Feature Pop-Up

context marketing example: asana feature popup

There’s no more powerful place to carry out contextual marketing than right within your own product, website, or store. Asana’s example shows that you can upsell customers easily by marketing a new feature and prompting them to try it for free.

This is an excellent example of contextual marketing because you wouldn’t be interested in trying this new feature unless you were a current Asana user. For instance, if Asana had placed this pop-up on their homepage, they likely wouldn’t have much success with it. But because it pops up after you log in, you’re more likely to say, “Sure, I’ll try it.”

You can achieve something similar by instituting a website personalization campaign. When people visit your product page, for instance, they might see a popup to schedule a meeting with a salesperson. But when they’re on the blog, they might see a popup to subscribe. These simple changes can help you capture more leads and use the context from their activity to deliver an offer they won’t resist.

3. LinkedIn Company Page Sidebar Ad

context marketing example: linkedin sidebar ad on company page

When you visit a company page on LinkedIn, it provides a little sidebar ad that prompts you to find roles at that company that match your skills.

LinkedIn does this because it knows that you might be open to opportunities even if you don’t list it on your profile. And if you’re looking at a company page, you might be interested in working at that firm. LinkedIn uses this context to deliver a relevant ad that you can’t help but click on.

Another reason this is such a great example is that it also lists a job title that relates to yours. So if you’re a financial advisor and are looking at JP Morgan Chase’s company page, LinkedIn will automatically advertise financial advisor roles at the firm.

Context Marketing is the Next Evolution of Content Marketing

Without context, you risk reaching the wrong people at the wrong time. Begin using context in all of your marketing and advertising campaigns, and you’ll see an exponential increase in conversions, helping you exceed your lead acquisition goals and increase revenue at your company.

Editor’s note: This post was originally published in March 2013 and has been updated for comprehensiveness.  

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Why We Are Always ‘Clicking to Buy’, According to Psychologists

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Why We Are Always 'Clicking to Buy', According to Psychologists

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A deeper dive into data, personalization and Copilots

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A deeper dive into data, personalization and Copilots

Salesforce launched a collection of new, generative AI-related products at Connections in Chicago this week. They included new Einstein Copilots for marketers and merchants and Einstein Personalization.

To better understand, not only the potential impact of the new products, but the evolving Salesforce architecture, we sat down with Bobby Jania, CMO, Marketing Cloud.

Dig deeper: Salesforce piles on the Einstein Copilots

Salesforce’s evolving architecture

It’s hard to deny that Salesforce likes coming up with new names for platforms and products (what happened to Customer 360?) and this can sometimes make the observer wonder if something is brand new, or old but with a brand new name. In particular, what exactly is Einstein 1 and how is it related to Salesforce Data Cloud?

“Data Cloud is built on the Einstein 1 platform,” Jania explained. “The Einstein 1 platform is our entire Salesforce platform and that includes products like Sales Cloud, Service Cloud — that it includes the original idea of Salesforce not just being in the cloud, but being multi-tenancy.”

Data Cloud — not an acquisition, of course — was built natively on that platform. It was the first product built on Hyperforce, Salesforce’s new cloud infrastructure architecture. “Since Data Cloud was on what we now call the Einstein 1 platform from Day One, it has always natively connected to, and been able to read anything in Sales Cloud, Service Cloud [and so on]. On top of that, we can now bring in, not only structured but unstructured data.”

That’s a significant progression from the position, several years ago, when Salesforce had stitched together a platform around various acquisitions (ExactTarget, for example) that didn’t necessarily talk to each other.

“At times, what we would do is have a kind of behind-the-scenes flow where data from one product could be moved into another product,” said Jania, “but in many of those cases the data would then be in both, whereas now the data is in Data Cloud. Tableau will run natively off Data Cloud; Commerce Cloud, Service Cloud, Marketing Cloud — they’re all going to the same operational customer profile.” They’re not copying the data from Data Cloud, Jania confirmed.

Another thing to know is tit’s possible for Salesforce customers to import their own datasets into Data Cloud. “We wanted to create a federated data model,” said Jania. “If you’re using Snowflake, for example, we more or less virtually sit on your data lake. The value we add is that we will look at all your data and help you form these operational customer profiles.”

Let’s learn more about Einstein Copilot

“Copilot means that I have an assistant with me in the tool where I need to be working that contextually knows what I am trying to do and helps me at every step of the process,” Jania said.

For marketers, this might begin with a campaign brief developed with Copilot’s assistance, the identification of an audience based on the brief, and then the development of email or other content. “What’s really cool is the idea of Einstein Studio where our customers will create actions [for Copilot] that we hadn’t even thought about.”

Here’s a key insight (back to nomenclature). We reported on Copilot for markets, Copilot for merchants, Copilot for shoppers. It turns out, however, that there is just one Copilot, Einstein Copilot, and these are use cases. “There’s just one Copilot, we just add these for a little clarity; we’re going to talk about marketing use cases, about shoppers’ use cases. These are actions for the marketing use cases we built out of the box; you can build your own.”

It’s surely going to take a little time for marketers to learn to work easily with Copilot. “There’s always time for adoption,” Jania agreed. “What is directly connected with this is, this is my ninth Connections and this one has the most hands-on training that I’ve seen since 2014 — and a lot of that is getting people using Data Cloud, using these tools rather than just being given a demo.”

What’s new about Einstein Personalization

Salesforce Einstein has been around since 2016 and many of the use cases seem to have involved personalization in various forms. What’s new?

“Einstein Personalization is a real-time decision engine and it’s going to choose next-best-action, next-best-offer. What is new is that it’s a service now that runs natively on top of Data Cloud.” A lot of real-time decision engines need their own set of data that might actually be a subset of data. “Einstein Personalization is going to look holistically at a customer and recommend a next-best-action that could be natively surfaced in Service Cloud, Sales Cloud or Marketing Cloud.”

Finally, trust

One feature of the presentations at Connections was the reassurance that, although public LLMs like ChatGPT could be selected for application to customer data, none of that data would be retained by the LLMs. Is this just a matter of written agreements? No, not just that, said Jania.

“In the Einstein Trust Layer, all of the data, when it connects to an LLM, runs through our gateway. If there was a prompt that had personally identifiable information — a credit card number, an email address — at a mimum, all that is stripped out. The LLMs do not store the output; we store the output for auditing back in Salesforce. Any output that comes back through our gateway is logged in our system; it runs through a toxicity model; and only at the end do we put PII data back into the answer. There are real pieces beyond a handshake that this data is safe.”

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Why The Sales Team Hates Your Leads (And How To Fix It)

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Why The Sales Team Hates Your Leads (And How To Fix It)

Why The Sales Team Hates Your Leads And How To

You ask the head of marketing how the team is doing and get a giant thumbs up. 👍

“Our MQLs are up!”

“Website conversion rates are at an all-time high!”

“Email click rates have never been this good!”

But when you ask the head of sales the same question, you get the response that echoes across sales desks worldwide — the leads from marketing suck. 

If you’re in this boat, you’re not alone. The issue of “leads from marketing suck” is a common situation in most organizations. In a HubSpot survey, only 9.1% of salespeople said leads they received from marketing were of very high quality.

Why do sales teams hate marketing-generated leads? And how can marketers help their sales peers fall in love with their leads? 

Let’s dive into the answers to these questions. Then, I’ll give you my secret lead gen kung-fu to ensure your sales team loves their marketing leads. 

Marketers Must Take Ownership

“I’ve hit the lead goal. If sales can’t close them, it’s their problem.”

How many times have you heard one of your marketers say something like this? When your teams are heavily siloed, it’s not hard to see how they get to this mindset — after all, if your marketing metrics look strong, they’ve done their part, right?

Not necessarily. 

The job of a marketer is not to drive traffic or even leads. The job of the marketer is to create messaging and offers that lead to revenue. Marketing is not a 100-meter sprint — it’s a relay race. The marketing team runs the first leg and hands the baton to sales to sprint to the finish.

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via GIPHY

To make leads valuable beyond the vanity metric of watching your MQLs tick up, you need to segment and nurture them. Screen the leads to see if they meet the parameters of your ideal customer profile. If yes, nurture them to find out how close their intent is to a sale. Only then should you pass the leads to sales. 

Lead Quality Control is a Bitter Pill that Works

Tighter quality control might reduce your overall MQLs. Still, it will ensure only the relevant leads go to sales, which is a win for your team and your organization.

This shift will require a mindset shift for your marketing team: instead of living and dying by the sheer number of MQLs, you need to create a collaborative culture between sales and marketing. Reinforce that “strong” marketing metrics that result in poor leads going to sales aren’t really strong at all.  

When you foster this culture of collaboration and accountability, it will be easier for the marketing team to receive feedback from sales about lead quality without getting defensive. 

Remember, the sales team is only holding marketing accountable so the entire organization can achieve the right results. It’s not sales vs marketing — it’s sales and marketing working together to get a great result. Nothing more, nothing less. 

We’ve identified the problem and where we need to go. So, how you do you get there?

Fix #1: Focus On High ROI Marketing Activities First

What is more valuable to you:

  • One more blog post for a few more views? 
  • One great review that prospective buyers strongly relate to?

Hopefully, you’ll choose the latter. After all, talking to customers and getting a solid testimonial can help your sales team close leads today.  Current customers talking about their previous issues, the other solutions they tried, why they chose you, and the results you helped them achieve is marketing gold.

On the other hand, even the best blog content will take months to gain enough traction to impact your revenue.

Still, many marketers who say they want to prioritize customer reviews focus all their efforts on blog content and other “top of the funnel” (Awareness, Acquisition, and Activation) efforts. 

The bottom half of the growth marketing funnel (Retention, Reputation, and Revenue) often gets ignored, even though it’s where you’ll find some of the highest ROI activities.

1716755163 123 Why The Sales Team Hates Your Leads And How To1716755163 123 Why The Sales Team Hates Your Leads And How To

Most marketers know retaining a customer is easier than acquiring a new one. But knowing this and working with sales on retention and account expansion are two different things. 

When you start focusing on retention, upselling, and expansion, your entire organization will feel it, from sales to customer success. These happier customers will increase your average account value and drive awareness through strong word of mouth, giving you one heck of a win/win.

Winning the Retention, Reputation, and Referral game also helps feed your Awareness, Acquisition, and Activation activities:

  • Increasing customer retention means more dollars stay within your organization to help achieve revenue goals and fund lead gen initiatives.
  • A fully functioning referral system lowers your customer acquisition cost (CAC) because these leads are already warm coming in the door.
  • Case studies and reviews are powerful marketing assets for lead gen and nurture activities as they demonstrate how you’ve solved identical issues for other companies.

Remember that the bottom half of your marketing and sales funnel is just as important as the top half. After all, there’s no point pouring leads into a leaky funnel. Instead, you want to build a frictionless, powerful growth engine that brings in the right leads, nurtures them into customers, and then delights those customers to the point that they can’t help but rave about you.

So, build a strong foundation and start from the bottom up. You’ll find a better return on your investment. 

Fix #2: Join Sales Calls to Better Understand Your Target Audience

You can’t market well what you don’t know how to sell.

Your sales team speaks directly to customers, understands their pain points, and knows the language they use to talk about those pains. Your marketing team needs this information to craft the perfect marketing messaging your target audience will identify with.

When marketers join sales calls or speak to existing customers, they get firsthand introductions to these pain points. Often, marketers realize that customers’ pain points and reservations are very different from those they address in their messaging. 

Once you understand your ideal customers’ objections, anxieties, and pressing questions, you can create content and messaging to remove some of these reservations before the sales call. This effort removes a barrier for your sales team, resulting in more SQLs.

Fix #3: Create Collateral That Closes Deals

One-pagers, landing pages, PDFs, decks — sales collateral could be anything that helps increase the chance of closing a deal. Let me share an example from Lean Labs. 

Our webinar page has a CTA form that allows visitors to talk to our team. Instead of a simple “get in touch” form, we created a drop-down segmentation based on the user’s challenge and need. This step helps the reader feel seen, gives them hope that they’ll receive real value from the interaction, and provides unique content to users based on their selection.

1716755163 298 Why The Sales Team Hates Your Leads And How To1716755163 298 Why The Sales Team Hates Your Leads And How To

So, if they select I need help with crushing it on HubSpot, they’ll get a landing page with HubSpot-specific content (including a video) and a meeting scheduler. 

Speaking directly to your audience’s needs and pain points through these steps dramatically increases the chances of them booking a call. Why? Because instead of trusting that a generic “expert” will be able to help them with their highly specific problem, they can see through our content and our form design that Lean Labs can solve their most pressing pain point. 

Fix #4: Focus On Reviews and Create an Impact Loop

A lot of people think good marketing is expensive. You know what’s even more expensive? Bad marketing

To get the best ROI on your marketing efforts, you need to create a marketing machine that pays for itself. When you create this machine, you need to think about two loops: the growth loop and the impact loop.

1716755163 789 Why The Sales Team Hates Your Leads And How To1716755163 789 Why The Sales Team Hates Your Leads And How To
  • Growth loop — Awareness ➡ Acquisition ➡ Activation ➡ Revenue ➡ Awareness: This is where most marketers start. 
  • Impact loop — Results ➡ Reviews ➡ Retention ➡ Referrals ➡ Results: This is where great marketers start. 

Most marketers start with their growth loop and then hope that traction feeds into their impact loop. However, the reality is that starting with your impact loop is going to be far more likely to set your marketing engine up for success

Let me share a client story to show you what this looks like in real life.

Client Story: 4X Website Leads In A Single Quarter

We partnered with a health tech startup looking to grow their website leads. One way to grow website leads is to boost organic traffic, of course, but any organic play is going to take time. If you’re playing the SEO game alone, quadrupling conversions can take up to a year or longer.

But we did it in a single quarter. Here’s how.

We realized that the startup’s demos were converting lower than industry standards. A little more digging showed us why: our client was new enough to the market that the average person didn’t trust them enough yet to want to invest in checking out a demo. So, what did we do?

We prioritized the last part of the funnel: reputation.

We ran a 5-star reputation campaign to collect reviews. Once we had the reviews we needed, we showcased them at critical parts of the website and then made sure those same reviews were posted and shown on other third-party review platforms. 

Remember that reputation plays are vital, and they’re one of the plays startups often neglect at best and ignore at worst. What others say about your business is ten times more important than what you say about yourself

By providing customer validation at critical points in the buyer journey, we were able to 4X the website leads in a single quarter!

1716755164 910 Why The Sales Team Hates Your Leads And How To1716755164 910 Why The Sales Team Hates Your Leads And How To

So, when you talk to customers, always look for opportunities to drive review/referral conversations and use them in marketing collateral throughout the buyer journey. 

Fix #5: Launch Phantom Offers for Higher Quality Leads 

You may be reading this post thinking, okay, my lead magnets and offers might be way off the mark, but how will I get the budget to create a new one that might not even work?

It’s an age-old issue: marketing teams invest way too much time and resources into creating lead magnets that fail to generate quality leads

One way to improve your chances of success, remain nimble, and stay aligned with your audience without breaking the bank is to create phantom offers, i.e., gauge the audience interest in your lead magnet before you create them.

For example, if you want to create a “World Security Report” for Chief Security Officers, don’t do all the research and complete the report as Step One. Instead, tease the offer to your audience before you spend time making it. Put an offer on your site asking visitors to join the waitlist for this report. Then wait and see how that phantom offer converts. 

This is precisely what we did for a report by Allied Universal that ended up generating 80 conversions before its release.

1716755164 348 Why The Sales Team Hates Your Leads And How To1716755164 348 Why The Sales Team Hates Your Leads And How To

The best thing about a phantom offer is that it’s a win/win scenario: 

  • Best case: You get conversions even before you create your lead magnet.
  • Worst case: You save resources by not creating a lead magnet no one wants.  

Remember, You’re On The Same Team 

We’ve talked a lot about the reasons your marketing leads might suck. However, remember that it’s not all on marketers, either. At the end of the day, marketing and sales professionals are on the same team. They are not in competition with each other. They are allies working together toward a common goal. 

Smaller companies — or anyone under $10M in net new revenue — shouldn’t even separate sales and marketing into different departments. These teams need to be so in sync with one another that your best bet is to align them into a single growth team, one cohesive front with a single goal: profitable customer acquisition.

Interested in learning more about the growth marketing mindset? Check out the Lean Labs Growth Playbook that’s helped 25+ B2B SaaS marketing teams plan, budget, and accelerate growth.


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