Forrester To Recognise Return On Integration Honours And Programme Of The Year Winners At Its B2B Summit EMEA 2024
Forrester (Nasdaq: FORR) will honor Shell Fleet Solutions with the 2024 B2B Return On Integration (ROI) Honours at B2B Summit EMEA, taking place October 7–9, 2024, in London. The award recognizes Shell's success in delivering impactful customer experiences and aligning marketing and sales functions to drive growth. Infocert and Cora Systems will be recognized as B2B Programme of the Year (POY) winners for their customer-focused approaches across marketing and sales.
Shell Fleet Solutions implemented an automated, data-driven marketing approach, combining account, contact, and buying group behavioral data to better understand customer behaviors, improve sales and marketing alignment, and increase customer value. This shift from a lead-centric to an opportunity-centric marketing approach allowed Shell to identify new sales opportunities and enhance overall customer experience.
Forrester (Nasdaq: FORR) onorerà Shell Fleet Solutions con il premio 2024 B2B Return On Integration (ROI) Honours durante il B2B Summit EMEA, che si svolgerà dal 7 al 9 ottobre 2024 a Londra. Il premio riconosce il successo di Shell nell'offrire esperienze significative per i clienti e nell'allineare le funzioni di marketing e vendite per favorire la crescita. Infocert e Cora Systems saranno riconosciuti come vincitori del B2B Programme of the Year (POY) per i loro approcci incentrati sul cliente nelle aree di marketing e vendite.
Shell Fleet Solutions ha implementato un approccio di marketing automatizzato e basato sui dati, combinando dati comportamentali di account, contatti e gruppi di acquisto per comprendere meglio i comportamenti dei clienti, migliorare l'allineamento tra vendite e marketing e aumentare il valore per il cliente. Questo cambiamento da un approccio di marketing incentrato sui lead a uno incentrato sulle opportunità ha permesso a Shell di identificare nuove opportunità di vendita e migliorare l'esperienza complessiva del cliente.
Forrester (Nasdaq: FORR) honrará a Shell Fleet Solutions con el premio 2024 B2B Return On Integration (ROI) Honours durante el B2B Summit EMEA, que se llevará a cabo del 7 al 9 de octubre de 2024 en Londres. El premio reconoce el éxito de Shell en ofrecer experiencias impactantes a los clientes y alinear las funciones de marketing y ventas para impulsar el crecimiento. Infocert y Cora Systems serán reconocidos como ganadores del B2B Programme of the Year (POY) por sus enfoques centrados en el cliente en marketing y ventas.
Shell Fleet Solutions implementó un enfoque de marketing automatizado y basado en datos, combinando datos de comportamiento de cuentas, contactos y grupos de compra para comprender mejor los comportamientos de los clientes, mejorar la alineación entre ventas y marketing y aumentar el valor para el cliente. Este cambio de un enfoque de marketing centrado en leads a uno centrado en oportunidades permitió a Shell identificar nuevas oportunidades de venta y mejorar la experiencia general del cliente.
포레스터(Nasdaq: FORR)가 2024 B2B 통합 수익(Return On Integration, ROI) 상을 Shell Fleet Solutions에 수여할 예정이며, 이는 2024년 10월 7일부터 9일까지 런던에서 열리는 B2B Summit EMEA에서 진행됩니다. 이 상은 Shell이 고객 경험을 제공하고 마케팅과 영업 기능을 조정하여 성장을 촉진한 성공을 인정합니다. Infocert와 Cora Systems는 마케팅과 영업에서 고객 중심 접근 방식을 통해 B2B 올해의 프로그램(B2B Programme of the Year, POY) 수상자로 선정됩니다.
Shell Fleet Solutions는 고객 행동을 더 잘 이해하고, 영업과 마케팅 간의 조정을 개선하며, 고객 가치를 높이기 위해 계정, 연락처, 구매 그룹의 행동 데이터를 결합하여 자동화된 데이터 기반 마케팅 접근 방식을 구현했습니다. 리드 중심의 마케팅 접근에서 기회 중심의 마케팅 접근으로의 전환은 Shell이 새로운 판매 기회를 식별하고 전반적인 고객 경험을 향상시키는 데 도움이 되었습니다.
Forrester (Nasdaq: FORR) honorera Shell Fleet Solutions avec le prix 2024 B2B Return On Integration (ROI) Honours lors du B2B Summit EMEA, qui se tiendra du 7 au 9 octobre 2024 à Londres. Ce prix reconnaît le succès de Shell à offrir des expériences clients marquantes et à aligner les fonctions marketing et vente pour stimuler la croissance. Infocert et Cora Systems seront reconnus comme les gagnants du B2B Programme of the Year (POY) pour leurs approches centrées sur le client dans le marketing et les ventes.
Shell Fleet Solutions a mis en œuvre une approche marketing automatisée et axée sur les données, combinant des données de comportement des comptes, des contacts et des groupes d'achat pour mieux comprendre les comportements des clients, améliorer l'alignement entre les ventes et le marketing, et augmenter la valeur pour le client. Ce changement d'une approche marketing centrée sur les leads à une approche centrée sur les opportunités a permis à Shell d'identifier de nouvelles opportunités de vente et d'améliorer l'expérience globale du client.
Forrester (Nasdaq: FORR) wird Shell Fleet Solutions mit dem 2024 B2B Return On Integration (ROI) Honours auszeichnen, die beim B2B Summit EMEA vom 7. bis 9. Oktober 2024 in London stattfinden. Der Preis würdigt den Erfolg von Shell bei der Bereitstellung wirkungsvoller Kundenerlebnisse und der Ausrichtung der Marketing- und Vertriebsfunktionen zur Förderung des Wachstums. Infocert und Cora Systems werden als Gewinner des B2B Programme of the Year (POY) für ihre kundenorientierten Ansätze im Marketing und Vertrieb ausgezeichnet.
Shell Fleet Solutions hat einen automatisierten, datengestützten Marketingansatz umgesetzt, der Verhaltensdaten zu Konten, Kontakten und Kaufgruppen kombiniert, um Kundenverhalten besser zu verstehen, die Ausrichtung von Marketing und Vertrieb zu verbessern und den Kundenwert zu erhöhen. Dieser Wandel von einem lead-zentrierten zu einem opportunität-zentrierten Marketingansatz ermöglichte es Shell, neue Verkaufschancen zu identifizieren und das Gesamterlebnis der Kunden zu verbessern.
- Forrester's B2B Summit EMEA event showcases successful cross-functional alignment strategies
- Shell Fleet Solutions implemented data-driven marketing approach, improving customer understanding and sales opportunities
- Recognition of successful B2B marketing and sales strategies through ROI Honours and POY awards
- None.
Award winners will share how cross-functional alignment is accelerating their business growth
B2B Summit EMEA is the leading event for B2B marketing and sales leaders to explore new research insights, frameworks, and best practices to achieve cross-functional alignment, and evolve their go-to-market approaches to implement revenue process transformation. At the event, honourees will present how they have implemented functional alignment centered on creating customer value and growth and launched integrated global campaigns to achieve business outcomes.
This year’s ROI Honours winner, Shell Fleet Solutions, a global leader in business mobility, adopted an automated, data-driven marketing approach to better serve the needs of its customers. In its keynote session, Shell Fleet Solutions will discuss how the firm combined account, contact and buying group behavioural data in an automated way, and used calculated insights to better understand its customers’ behaviours, improve sales and marketing alignment, and increase customer value.
“To sustain long-term growth, we moved from a lead-centric to an opportunity-centric marketing approach. This allowed us to obtain insights into buying groups and better understand our overall customers’ behaviour,” said Angela Scaueru, global customer dialogue manager at Shell Fleet Solutions. “We took two important steps to drive value. First, we recognised intent signals from contacts and bundled these signals at the account level to share with Sales. Secondly, we implemented an automated modular content engine to deliver personalisation based on both account and contact behaviour. This optimised our customer experience, identified new sales opportunities, and enhanced sales and marketing alignment.”
The Programme of the Year winners will also share their success stories at B2B Summit EMEA:
- Infocert will discuss how it has transformed its lead management process by improving alignment between sales and marketing.
- Cora Systems will highlight how it has increased the quality and quantity of its leads by transforming its pipeline generation strategy.
“This year’s ROI Honours and Programme of the Year winners are perfect examples of how strong cross-functional alignment can positively impact company performance and growth,” said Simon Daniels, principal analyst at Forrester. “At B2B Summit EMEA, attendees will benefit from hearing Shell Fleet Solutions, Infocert and Cora Systems share their success stories on stage, as well as attending a series of interactive sessions that provide insight into how industry peers are revolutionising their B2B strategy.”
Resources:
- Register to attend B2B Summit EMEA.
- Follow @Forrester and #ForrB2BSummit for updates.
- Learn how Forrester Decisions for B2B Marketing Executives, Forrester Decisions for B2B Sales, and Forrester Decisions for Product Management can help drive functional alignment.
About Forrester
Forrester (Nasdaq: FORR) is one of the most influential research and advisory firms in the world. We help leaders across technology, customer experience, digital, marketing, sales, and product functions use customer obsession to accelerate growth. Through Forrester’s proprietary research, consulting, and events, leaders from around the globe are empowered to be bold at work — to navigate change and put their customers at the center of their leadership, strategy, and operations. Our unique insights are grounded in annual surveys of more than 700,000 consumers, business leaders, and technology leaders worldwide; rigorous and objective research methodologies, including Forrester Wave™ evaluations; and the shared wisdom of our clients. To learn more, visit Forrester.com.
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Press contacts:
Hannah Segvich
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Source: Forrester
FAQ
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