Lookalike marketing powered by artificial intelligence In theory, demand generation is simple. It identifies candidate companies to move from the Universe of all companies, U, to the set of your customers, C. So this data must be greatly simplified to be So the key question is: “What are the important data and actions that contribute to useful. Simplification, done correctly, distills the data down to its key elements. the process of moving from U to C?” Data Simplification, done incorrectly, distorts the scientists would say, “Everything matters. Every contact, every relationship, every data. However, a badly distorted data model competitor, every message, and every for demand generation is sadly the norm, so we call it the “Standard Model”. conversation matters.” This answer is less than helpful to the marketers or salespeople trying to make their quarterly numbers. The Standard Model of demand generation separates each phase of the funnel and optimizes them in isolation. Top of Funnel (ToFu) leads become Marketing Qualified Leads (MQLs), then Sales Accepted Leads (SALs), then Sales Qualified Leads (SQLs), and finally closed deals. The leads that do not flow all the way through these steps simply become lost deals or get nurtured until they re-emerge at another stage. LeadCrunchN. America HQ, 101 W. Broadway #200, San Diego, CA 92009 www.leadcrunch.ai ▪ 888-708-6649 ▪ [email protected]