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It’s Time to Get Your Pricing House in Order

B2B Marketing Unplugged

May I suggest you spend some time now getting very intimate with your pricing? The Sales Squirrels view pricing somewhat differently. So the price book our product managers worked so hard to build and defend is really just a lovely guideline. That’s for product managers and sales to fight about, not marketers. The first thing we ought to do is to raise our prices.

10 B2B Marketing Lessons from Walt Disney World and Universal Studios

Webbiquity

Apple has asked users to “think different” while IBM’s products and services resolve around building a smarter planet. The key in the B2B world is to understand your core market and make everything about your products and services ideal for that segment. Don’t nickel and dime customers; consider “all-inclusive” pricing. Price has many uses.

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Are Multi-Variate Testing Systems Under-Priced?

Customer Experience Matrix

Both types of products tailor Web contents to individual visitors. More intriguing was the realization that sophisticated testing systems could probably charge more if they positioned themselves as targeting tools. Apparently the prices for behavioral targeting products are higher—perhaps because at least some of them base their fees on incremental profits earned for their clients (I know Certona does this). The difference is in how they select the contents. They usually assign multiple content items to test their performance.

B2B Lead Generation Blog: Online Lead Generation and Management Strategies that Get Results

B2B Lead Generation Blog

Guys writes, “The backbone of traditional marketing has long been the 4Ps: product, pricing, placement and promotion. Positioning: How To Test, Validate, And Bring Your Idea To MarketB2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Marketing Edge

Marketing Edge

About Us What We Do Spotlight Case Studies Contact Us Team Experience Public Relations Social Media Consulting Digital Content Production Health Care Communication News & Updates Marketing Edge Blog & Podcast Events News & Updates Marketing Edge Blog & Podcast Events Dear Provident Partners, I have a problem. The issue: Bob Lutz is the vice chairman of product development at General Motors and the chairman of GM North America. In the end, there are more positives than negatives to the pursuit of blogging. What should I do? Just ask Bob Lutz. Lets face it.

Pricing B2B Solutions with Customer ROI

Tom Pisello

Monday, April 19, 2010 Pricing B2B Solutions with Customer ROI A recent article "How to price IT products in 7 steps" by Arpon Kar caught my eye about how vendors should use ROI to properly price solutions. According to the article, the author recommends the following 7 steps: 1.Decide the various unique benefits from your product, such that there is no overlap.

Deltalytics' Lloyd Merriam Comments on LTV

Customer Experience Matrix

Was it our redesigned website, product line expansion, more restrictive (or liberal) returns policies, or new factory that is primarily responsible? Whether a particular strategic driver had a positive or negative affect is difficult enough to discern. Tests can be conducted to measure the impact of, say, introducing a new product line or instituting wide scale changes in pricing. My friend Lloyd Merriam has left a thoughtful comment on last week's post about Lifetime Value. It's worth treating as a post of its own. the actions of competitors).

Sterling Commerce Focuses Retailers on Total Customer Experience

Customer Experience Matrix

In particular, “New Rule #1” (“It’s still all about the product”) recommends that retailers partner with other companies to expand their offerings. This is a more radical position than it may seem. Although Sterling’s immediate point is simply that retailers can sell more things if they work with partners, the paper is really proposing that the retailer accept primary responsibility for the entire customer experience for the products it sells. If a product failed, the store would be responsible for ensuring customer satisfaction even if the manufacturer did not.

Anther Unforgivably Long Post on Lifetime Value

Customer Experience Matrix

Customers were assigned to groups based on the year of their first order (Start Year), the product purchased in that order and the promotion source. For each transaction, I had available the marketing cost, revenue (positive or negative, since refunds were included in the data), product cost (cost of goods plus fulfillment). also had the product purchased in each transaction, which I summarized into three categories: original purchase, repurchase of the original product (renewal), and purchase of a different product (cross sell). million customers.

Best of 2007: Website Design

WebMarketCentral

Landing pages are important of course, but not every SEM visitor will convert immediately—some will want to check out your site to learn more about your company, products and/or services first. With that in mind, here are some of the best articles and blog posts from 2007 on website design considerations and action items.

FAQ 1

WMC Interviews: Dale Underwood

WebMarketCentral

EchoQuote enables B2B companies to automatically create customized price quotes based on the requester's email address and distribute lead information to an internal sales team or channel. EchoQuote fills that gap, on a pay-as-you-go pricing model that minimizes risk. Marzik was a very positive experience and I owe a lot to my former partner. What's your background?

Engagement Marketing, Part 1 of 3

B2B Marketing Confidential

Friday, October 05, 2007 Engagement Marketing, Part 1 of 3 Ill be publishing a draft of a white paper Ive just written in three parts. Mass Market LOB is conscious of the firm’s offerings, but hasn’t formed interest in the products A Seeker is interested in learning about the firm’s offerings, (i.e., Sorry for how long its been since my last post.

Book Review: Value Acceleration

WebMarketCentral

Goozé and Mroz argue that marketing (defined as the entire process of determining customer needs, guiding product development based on customer and competitive intelligence, promotion and sales) is the central function of every company—it aligns marketplace needs with the organization's core competencies. The authors make a compelling case—up to a point. Sound familiar? Emphasis mine.]

4 Ways to Build B2B Customer Loyalty and Generate Referrals

WebMarketCentral

Here are four tactics to enhance loyalty and positive word-of-mouth advertising from your best customers. Low-Involvement B2B Products and Services For low-cost products and services, or infrequently-purchased higher cost offerings, one frequently used method is offering discounts. High-Involvement B2B Products and Services For higher-priced products and services, particularly those which involve long-term interaction between the vendor and the buyer (e.g. NWA WorldPerks, My Coke Rewards, MaxPerks, Borders Rewards). Interested? tags: Web 2.0

Smart Marketing: Small Business Marketing: More Rules of Thumb

Smart Marketing

This myth arose from the consumer direct marketing days where companies mailing for consumer product sales (e.g. home buyer surfing the net for houses in a price range and specific neighborhood). Sure, these are consumer products sites, but there are also sites like AllBusiness.com that provide B2B product shopping for the do-it-yourself-shopper. marketing ave.

ICON16: How Infusionsoft Plans To Dominate Small Business Marketing (and Make Life Better For Small Businesses Everywhere)

Customer Experience Matrix

Some companies serving small business have indeed reached multi-million client counts (see table), but their products cost much less and are essential for basic operations.** Infusionsoft’s challenge is to convince a large fraction* small business owners that their product is also essential. Product managers described a plausible glide path from having the system identify opportunities to having it suggest marketing programs to having it execute those suggestions autonomously. Whether it’s realistic is another question. million $1.6 Two other vendors also caught my eye.

Misinterpreting Customer Data: Good Data Can’t Save Bad Marketing

CMO Essentials

annually – all the while increasing the number of positive social media mentions by 14.6% In Tesco’s US markets as well, such an omni-channel perspective would show that factors like pricing are extremely important to customers. As Chapek adds: Since the US recession in 2007, there has been a change in the consumer shopping landscape.  First, annually. could not.

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Content Curation Grows Up, Original Content Still Key

delicious b2bmarketing

Rohit positioned that, as more corporations and individuals create content, the role of the content curator is needed. Rohit describes this position as: Someone whose job it is not to create more content , but to make sense of all the content that others are creating. To find the best and most relevant content and bring it forward. Heres what they found. Bookmark the permalink. Share.

Best of 2007: Articles and Blog Posts on Strategy and Branding

WebMarketCentral

Marketers Can Buy Buzz by MediaPost Online Spin Max Kalehoff of Clickable presents some interesting findings on the (highly positive) correlation between media spending and word-of-mouth "buzz." While the research was focused on commercial packaged goods, the findings likely apply across a broader range of B2C and B2B products and services. What are they doing? Organic SEO vs. PPC?

Beanstalk Data Adds Service to the Marketing Automation Recipe

Customer Experience Matrix

If you’re a true connoisseur of marketing automation systems, references to multi-value fields, SQL triggers, export via Web posts, and import via Web services may have you thinking that Beanstalk is more technically advanced than your average marketing automation product. So it’s more a difference of philosophy and positioning than technology. Anyway, back to BeanStalk.

Why Your Content Lacks Substance (and How to Fix It)

Modern B2B Marketing

For instance, in 2007, The New York Times came out with an article declaring that we see 5,000 ads and marketing messages per day. If you’re putting out the same content as everybody else, you’re not going to have a unique positioning in the market. Author: Kylie Ora Lobell Anybody can go on Google, research a topic, and come up with content. Create customized infographics.

Attack of the Customers Press Release

Paul Gillin

Customers are taking their complaints about companies and products to the Internet in record numbers, and a new book tells what is driving this trend and how businesses can avoid being victims of customer attacks. Brands have been piling into Facebook expecting to reap a bounty of positive PR, but they forget that these channels can be used to tear down as well as to build.”.

Kale, Podcasts & Yoga Pants: The Secret Formula Behind Ideas That Take Off

Hubspot

video series follows Dickson as he tests the power of his product by blending everything from glows sticks to Justin Bieber CDs. Quite simply, Blendtec found a way to position their product as something truly fascinating. Triggers: Triggers remind people to talk about your product or service. farmers grew 57% more kale in 2012 than they did in 2007. And why?

3 Steps to Blow Your Visitor’s Mind with Content Marketing

Marketing Action

You can probably figure out some of the keywords people use to find products or services like yours, but do you understand which queries show the intent to purchase? In a recent analysis of nearly 100,000 AdWords accounts, representing $3 billion in annualized spend, we found that the average click-through rate of ads in the first position is between 5 and 6%. Ready for it?

Glassdoor.com: Social Media Tool or PR Nightmare?

Marketing Craftmanship

Since its founding in 2007, Glassdoor.com has become an important research tool for job hunters, corporate recruiters, and anyone looking for unvarnished behind-the-scenes insight into what really goes on behind corporate doors. Effective workforce management, however, does not ensure a positive outcome on the site. Learning to Live With Employee Opinion.

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30 Awesome Blogging Guides, Tips and Resources

Webbiquity

Those getting started or already active in blogging will discover how to: • grow blog traffic, • make content more valuable to readers, • increase blogging productivity, • generate more comments and social shares, • find royalty-free images, • promote your blog, and. 500 companies maintaining corporate blogs has dropped for the first time since 2007. Why Blog. Did you hear that?

Social Proof: Are You Using Client Recommendations?

Writing on the Web

Here’s why: Customer ratings and reviews are one of the ways we decide and choose to buy products online. I use them all the time to click and buy: I glance at the number of gold stars other people have given a book on Amazon, or a pair of tennis shoes on Nike. If there are two pairs of shoes I’ve selected for my size and price, I’ll go with the one that has 5 stars over 4. Do these same persuasion tactics work for sites and businesses that aren’t selling physical products? Do you capture positive email comments from clients, get permission to use them? How often?

101 Sure-Fire Ways to Make People Hate Your Marketing

Hubspot

You should probably include it in your tweet about your sale on hammocks. 8) Automatically Direct Message (DM) every new follower you get with a link to your pricing page. And if they followed you, they must be ready to talk pricing, right? 9) Post something to your Facebook business page every five minutes. 11) Make your business blog all about promoting your products/services.

Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies

delicious b2bmarketing

But the excitement is tempered… Read more… Neil Stoneman | April 20th, 2009 | no comments How strong is your B2B positioning? Positioning is one of the essentials of B2B marketing but it’s very rare to see it done well. “That… Read more… Doug Kessler | November 28th, 2008 | no comments Evel Knievel, corporate positioning & corporate message development B2B tech companies are often run by engineers. Wouldn’t it make… Read more… Doug Kessler | January 3rd, 2008 | no comments December 2007 Why Blog in B2B?

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How to Calculate Social Marketing ROI

Paul Gillin

EMC is a premium-priced provider whose philosophy is to always go the extra mile to take care of the customer. That’s what Pitney Bowes did when a 2007 Postal Service rate increase prompted 430,000 calls from customers. At the same time, the value generated by the community will enable us to cut an additional one-half customer support position each year. EMC Corp. 100,000.

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10 Actionable Blog Tricks to Skyrocket Your Sales

Writtent

Your keyword strategy shouldn’t revolve around scoring the top position for the easiest keywords to rank for, or beating out your competitors. Back in 2007, marketing guru Marcus Sheridan was the owner of a struggling swimming pool business. As Heidi Cohen advises , “once your content gets them primed to find out more or buy the product, lead them to take the next step.”.

How to Take Advantage of a Negative Review from an Authority

WindMill Networking

For any winery, it is a dream to have a positive review from such a well-respected authority in the industry. wish I was telling you how our 2007 reds, ones that Christie [the owner's wife] and I are really proud of, were praised by Mr. Parker. It’s easy to get even more negative after receiving such a review.  As consumers, we thrive on positive news.  So be positive!

Five Reasons You May Not Be Spending Enough on Content Marketing

Tom Pisello

Marketing needs to develop content and assessment tools to help sales professionals add value earlier in the sales process, helping to morph current product / solution sales methodologies towards value selling engagements. Customers need to be armed with the tools to quantify the cost of indecision and the positive bottom-line impact these changes can have. Death of a Salesman?

Crisis Byte: An Online Shark Attack or Fishy Little Nibbles?

WindMill Networking

Those fish might prove more effective in increasing profile about an organization’s product, service or program, plus growing brand reputation and value. Most importantly, which of the 14 # epicfail scenarios affected stock prices or shareholder value, let alone have an impact on long-time brand reputation or trust ? What is the baseline for a true crisis or disaster?

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Tom Pisello: The ROI Guy: Social Media Hierarchy of Needs - Best.

Tom Pisello

This includes promoting and participating in collaborative discussions and engaging users in collaborative product reviews, shared designs and innovation. Frugalnomics: Business Productivity and Cost Reduc. Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers.

Should You Really Quit Your Day Job in a Down Economy?

Fearless Competitor

each year from 2005 to 2007). While the idea of leaner operations doesn’t translate positively for the majority of the American workforce, it can be advantageous for some enterprising small businesses. For instance, if your business idea can help companies reduce costs or increase productivity, look forward to a receptive audience. Right now real estate prices and low interest rates are attractive. You have an opportunity to get the wheels in motion now, so that your product or service/business are ready to take advantage of a return in consumer confidence.

Six Steps to a Successful Small Business Content Marketing Strategy

Content Marketing Today

In 2007, the mention of content marketing brought as many blank stares from small business owners as the mention of a website did 10 years before. Stop defining the value of your products and services as a big set of features–or even a vaguely defined set of benefits. If not, begin by adding whatever product and service content is missing.

How to Reduce Information Overload | ThinkSimpleNow.com

Buzz Marketing for Technology

Blog on Creativity, Productivity, and Happiness. Here are the reasons that I decided to consciously reduce my information appetite: Productivity Loss - In the face of too much information, we can easily get lost in the details. know multitasking can give us the illusion that we are very productive and smart. Did you notice a positive difference in your life? The Blog.

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Tailwinds for Marketing Automation Software - Insight from CRM.

Tom Pisello

To remain top of mind with the buyer and claim the “thought leadership&# position, marketers are deploying marketing automation to provide a steady stream of educational content for buyers. They demand coherent pitches, simplified pricing, rapid implementation and ease of use. Frugalnomics: Business Productivity and Cost Reduc. The result, more noise and less engagement.

Centrifuge Systems Offers Powerful, Flexible Link Analysis

Customer Experience Matrix

However, it is currently looking for additional applications such as marketing analysis to understand relationships between customers, locations and products. Setting up a project involves uploading data to the server, connecting to it, and then dragging data elements into position as dimensions and measures. Centrifuge was founded in 2007 and has multiple government clients, plus a few in private industry. Pricing starts at $4,000 for a single user perpetual license plus 18% annual maintenance. geographic and bubble maps, timeline, geospatial and drill-down charts.