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Pardot Offers Refined Demand Generation at a Small Business Price

Customer Experience Matrix

Functionally, it has all the capabilities you’d expect of a demand generation product: users create personalized emails and Web pages with a drag-and-drop interface; track responders with cookies; look up visitors' companies based on their IP address; run multi-step drip marketing campaigns; score leads based on activities and attributes; and integrate tightly with Salesforce.com and other CRM systems. One other factor clearly distinguishes SMB from Enterprise systems, and that’s pricing. Pricing details are published on their Web site – which is itself typical of SMB products.)

SMB 2

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

Customer Experience Matrix

Keywords alone have major limits – “price is too high” “price is a bargain” or “what’s your price” would all trigger the same reply if the system simply looks for the word “price”. ThinkingChat adds a bit more flexibility by letting users use a keyword to direct the dialog to different collections of keywords and answers, for example to give prices for different products if a product name is mentioned first.It One possible inference is that Infusionsoft would need a much lower-priced offering to reach that many customers. million $1.6 billion.

Accenture Paper Offers Simplified CRM Planning Approach

Customer Experience Matrix

As I’ve pointed out many times before, consultants love their 2x2 matrices. Our friends at Accenture have once again illustrated the point with a paper “ Surveying and Building Your CRM Future ,” whose subtitle promises “a New CRM Software Decision-Making Model”. Yep, the model is a matrix, dividing users into four categories based on data “density” (volume and update frequency) and business process uniqueness (need for customization). Each combination neatly maps to a different class of CRM software. couple of things still bother me. But am I a cynic?

Beanstalk Data Adds Service to the Marketing Automation Recipe

Customer Experience Matrix

Speaking of CRM, Beanstalk has existing connectors for Salesforce.com , NetSuite and Leads360. Although it just hit my personal radar, the company was founded in 2007 and launched its product in 2009. Pricing is starts at $1,500 per month for a complete marketing automation system, although clients who want just email and lead scoring can start for as little as $600 per month.

Tom Pisello: The ROI Guy: Drive Budget Planning with the “IT.

Tom Pisello

The bad news is that even with this growth, most organizations annual IT budgets will remain below 2007 levels. For these solutions we see little pricing power for vendors, higher performance / capabilities at a lower cost year over year, and standardization / consolidation. Costs are being cut with as-a-service applications such as Salesforce.com. Do White Papers Still Engage?

Low Cost Systems for Demand Generation

Customer Experience Matrix

Here are some alternatives that will come in at or below Marketo’s published starting price of $2,400 per month (or $1,500 for their “Lite” version). (To be fair, many of the vendors below charge an installation of that can be several thousand dollars or more, while Marketo doesn't. See my 2007 blog entry for some information or buy the Raab Guide to Demand Generation Systems for a detailed review. Pricing on their Web site is quite close to Marketo’s: $1,000 a month for a limited edition and $2,400 per month for all the bells and whistles, and no extra charge for installation.

Active Conversion Offers Strong Lead Management and Leaves Out the Rest

Customer Experience Matrix

Yet some other features are fairly advanced: Active Conversion can identify anonymous Web site visitors through reverse IP lookup, find contact names for those companies in JigSaw , and either send the data to Salesforce.com or let sales people access it withing Active Conversion itself. This keeps down the cost of ActiveConversion’s operations and therefore its prices, although of course marketers will have to pay someone else for their emails. Active Conversion is offered as a service with prices based primarily on Web traffic. Registration is no longer required.)

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

ViewPoint

Because PointClear provides outsourced prospect development services —lead generation, lead qualification and lead nurturing—to clients in the technology and SaaS sectors, I was particularly interested in Lauren’s findings on sales and marketing expenses as a percentage of revenue for three publicly-held cloud application companies: Salesforce.com, SuccessFactors and NetSuite. Extensive pricing pressure from competing services/products at lower prices. Sales and marketing activity. Selling subscriptions via a direct sales force. Target market challenges.

LucidEra's Failure: More Evidence that Marketers Won't Pay for Measurement

Customer Experience Matrix

million in 2007 and, presumably, has since spent it all. With the benefit of 20/20 hindsight, LucidEra’s strategic decision to focus on building sales analysis applications primarily for Salesforce.com was a mistake. Bear in mind that there are about 60,000 Salesforce.com customers – selling to 50 of them is less than 0.1% suspect LucidEra’s price point, around $3,000 per month depending on the details, was too rich for many of its prospective clients. I’m just catching up with what happened while I was on vacation these past two weeks. penetration.

LoopFuse Offers No-Frills Demand Generation

Customer Experience Matrix

Summary: LoopFuse offers attractive but limited demand generation functions at an easy-to-swallow price. Because its sales process depends heavily on free trials, the company has developed a self-service wizard that guides users through the process of connecting to Salesforce.com , including an automated check for whether LoopFuse has been granted access permissions in the client’s Salesforce.com installation. In addition to Salesforce.com, the vendor has a standard integration for SugarCRM. We reconnected in December and the product is now ready for its close up.

SalesFusion Combines Online and Offline Marketing with CRM

Customer Experience Matrix

But the system does offer a comprehensive solution for smaller firms and, at least on the CRM side, can integrate with more powerful solutions including Salesforce.com , Microsoft Dynamics CRM and Siebel CRM On Demand. The lowest-priced full version costs $1,500 per month and includes up to 25,000 names, 75 users, and 125,000 monthly emails. It merged in 2007 with online forms vendor AxiomFire and assumed its current name in January 2009. Summary: SalesFusion combines all channels within marketing, and merges marketing automation with CRM as well.

Drive Budget Planning with the “IT Hierarchy of Needs”

The ROI Guy

The bad news is that even with this growth, most organizations annual IT budgets will remain below 2007 levels. For these solutions we see little pricing power for vendors, higher performance / capabilities at a lower cost year over year, and standardization / consolidation. Costs are being cut with as-a-service applications such as Salesforce.com.