My overarching prediction for 2018 is that more and more B2B marketers will stop hiding behind vanity metrics like click-through rates and low-cost leads and finally get down to the business of driving real business impact. I say this because I’ve already observed it happening in spades with our own clients.
More than ever before, we’re seeing our clients’ sales teams looking to marketing as a key collaborator. And marketing is responding by focusing more and more on what sales really needs: account-based insights and buying-center-focused support. Over the next year, I think my prediction will become exceedingly visible in three specific areas: