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The Future of CRM is Customer Engagement

Marketing Action

What’s the future of customer relationship management (CRM) and what does it take to create lasting customer engagement? Recently I had the chance to sit down with Paul Greenberg, who’s sometimes referred to as “the Godfather of CRM.” Paul’s the author of CRM at the Speed of Light , a seminal work that’s been through four editions and is available in nine languages. 92 percent.

CRM 53

Should lead generation ignore current customers?

B2B Lead Generation Blog

In addition, a surprising 45 percent rate the effectiveness of customer relationship management (CRM) systems as deficient or needing more work, with only 15 percent of companies rating themselves extremely good or effective at integrating disparate customer data sources and repositories.” The solution to solving poor customer management is to leverage a processes that you already have (or should have!). ”We know more about our prospects (leads) than we know about our current customers” was a shocking statement I heard from a client and it stuck with me.

Asperger's and IT: Dark secret or open secret?

Buzz Marketing for Technology

Data Center - Feb 2008. Data Center - Aug 2008 Enterprise Architecture - Sept 2008 Security. Storage - Feb 2008. Storage - June 2008. Virtualization Directions - Oct 2008. April 2, 2008 (Computerworld). Microsoft scales out SQL Server 2008, wants to democratize BI. Microsoft scales out SQL Server 2008, wants to democratize BI. 2008 Internet Malware Trends Report. Defy the laws of reporting - introducing Crystal Reports(R) 2008. Download Windows Server 2008 Hyper-V. Copyright © 2008 Computerworld Inc.

Web 2.0, Secondary Orality, and the Gutenberg Parenthesis

Buzz Marketing for Technology

Sacramento State Admissions Stays in High Touch with Constituents via CRM The Executive MBA program at the California State University, Sacramento said it has dramatically improved its constituent relationship management processes since implementing Intelliworks CRM last January to track its sales cycles and manage prospects. July 2008 Subscribe Today! Campus Technology. Web 2.0,

The 20 Best CRM Blogs of 2008

B2B Lead Generation Blog

Inside CRM ranked the top CRM blogs based on their insights, readability and frequency of posting. I'm honored to have been included on the list. As I read over the list (which includes 20 blogs) I discovered some new ones worth reading along with bloggers already follow like Jim Berkowitz, who writes the CRM Mastery Blog ; John Jantsch, Duct Tape Marketing Blog and Ben McConnell and Jackie Huba who write the Church of the Customer Blog. Read Inside CRM's complete list "The Best CRM Blogs of 2008"

20 Stats Every Modern Marketer Should See

It's All About Revenue

million in 2008 to 106.7 Monthly video viewership grew by 330% between 2008 and 2012. Cloud-based CRM sales are expected to nearly $6.4 Digital Marketing apps b2b marketing big data Content Marketing crm Email Marketing marketing automation mobile marketing modern marketing social media marketingby Jesse Noyes | Tweet this If you were at Eloqua Experience last week, you probably heard a lot of stats cited. It’s inevitable. At every event we hear statistics rattled off as speakers and attendees attempt to quantify the world around them. It’s for good reason. Source ).

Stats 104

Let the 2008 Trend Lists Begin

PR Meets Marketing

It's that time of year when reporters, bloggers and companies take out their crystal ball to predict trends for 2008. As PR has the opportunity to manage social media relationships, then how do you balance and measure the impact of "long tail" relations will be key in 2008.  . Tom Pick of Web Market Central also provided me with his predictions for 2008.

B2B CRM / Branding Model

B2B Marketing Confidential

Wednesday, November 12, 2008 B2B CRM / Branding Model I was doing some more thinking about a specific B2B CRM and branding model. The concept, while not earth-shattering, does provide some clarity to the role of branding and CRM in a B2B organization. Basically the framework divides up the CRM value chain into four parts. Lets stat with Marketing Management.

The Disconnect Between CRM Definitions

B2B Marketing Confidential

Tuesday, November 04, 2008 The Disconnect Between CRM Definitions There are two definitions of CRM. The one used by 95% of practioners goes something like this: "CRM is the systems and tools to integrate customer and marketing stimulus data together to provide useable information for marketers and managers." good definition for CRM. Ill use it. 11:50 AM Ben said.


Best of 2008 (So Far) - Blogging for Business, Part 1


Blogging Tactics for 2008 by Ask Enquiro Writing that "The Online Marketing Blog recently ran a poll asking readers which SEO tactic they plan on using most in 2008 and the winner with 25% of the vote was Blogging. Which blogging platform is best for your needs? How can you get the most out of your RSS feed(s)? How can you more effectively convert blog readership into revenue?


Holiday Time: Top 10 Wish List for Sales

Digital Body Language

Tags: lead nurturing Lead scoring Outlook CRM Integration sales and marketing alignment Eloqua Visitor Alerts

Lead Nurturing - How to track ROI?

Anything Goes Marketing

If you are using a CRM with a campaign component, set up a campaign that is specific to your lead nurturing efforts (you may need several campaigns based on the number of programs you are running). The concept of lead nurturing is something that is complex for some but very straightforward for others. Quick Overview on Trends in Lead Nurturing Lead nurturing can present itself in many ways.

B2B 2

Introducing Users to the Concept of Meeting Workspaces in MOSS 2007 | Community

Buzz Marketing for Technology

Friday, June 27, 2008. RESEARCH CENTERS: Applications-Standards | Applications Vendor Solutions | CRM / ERP | Databases | Directories | Grid Computing |.Net Research Centers. Security. Anti-Virus / Spyware / Spam. Compliance & Regulation. Firewalls / VPN / Intrusion. Services. Cisco Security Watch. Microsoft Security Watch. LANs & WANs. Broadband Services. Ethernet Switches.

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 and other CRM systems. Tags: marketing software marketing automation lead management software selection pardot crm software small business software demand generation What I found was intriguing.


Can Social Tools Really Replace Email? - They Already Are! (Part II)

Buzz Marketing for Technology

Giving up on Work e-mail - Status Report on Weeks 15 to 20 Football - Made in Spain - June 2008 (Never Forget!) Football - Made in Spain - June 2008 (Never. " Hi ENFDO, thanks a lot for dropping by and for. Information Technology. Professional Community. Share and compare information with 1.2 million professionals. Sign In. My Home. People. Find Members Alphabetical Directory. Linux.

Your say: Personal knowledge management - Inside Knowledge

Buzz Marketing for Technology

denotes premium content | Jul 24 2008. exact. any/all. The original knowledge-management publication. mail: Password: Forget your password? Click Here. Business Intelligence. Collaboration. Competitive Intelligence. Communities of Practice. Culture. learning. Enterprise Content Management. Enterprise Search. Intranets & portals. Taxonomies. Events. Resources. Case study archive. Regular.

The Evolution of Email for Lead Generation

Acquiring Minds

Lead Generation Suites and CRM systems are often used for email marketing - its significant to note that a lead generation suite such as Eloqua leads this segment, even though email marketing is just one of its functions. , a CRM tool and other lead generation suites such as Vtrenz , Aprimo and Marketo also crack the top 20 list. Source: Directory of Lead Generation Tools 2008. According to our recent survey of B2B marketers, email is widely used for lead generation: 86% of responders deploy email for lead generation. So there you have it, even an old Web 1.0

Smart Marketing: Best Small Business Marketing Books for 2008

Smart Marketing

How about a Balanced Scorecard for the Government Bailout(s)? A Tip for Your Small Business Marketing Plan Archives January 2009 December 2008 November 2008 October 2008 September 2008 August 2008 July 2008 June 2008 May 2008 March 2008 Other cool marketing blogs B.L. Happy reading to you in 2008. marketing ave. Five stars.


Interesting Times in The Demand Generation Space

Digital Body Language

After a few years in which us early Demand Generation vendors stumbled around unsure of our own identities, the space has taken on a somewhat clear identity (*nowhere near as clear as the identity of spaces like CRM, but Demand Gen is a lot newer of a space than CRM). As we close out 2008, that's where the core capabilities are in the space. Or will small and large organizations use shared aspects of a common platform as is the model with SaaS CRM? I spent a bit of time this weekend reading (okay, more like skimming, I admit) a report on our recent SAS-70 audit.

Marketing Automation Industry Growth


Some of the factors  influencing  its growth are changing buyer behaviors ; the emphasis on revenue generation and measurement in the wake of the 2008 recession; and the ease of adoption through the software-as-as-service (SaaS) delivery model (via Marketo).… Marketing Automation/Email Marketing CRM IDC SaaS The marketing automation train has left the station. Or,

Email 20

Nuggets from Social Media workshops as of late. : Community Group Therapy

Buzz Marketing for Technology

This entry was posted on Tuesday, June 24th, 2008 at 12:26 pm and is filed under Uncategorized. On June 24th, 2008, Josh Ledgard said: I agree completely. On June 24th, 2008, Bev said: Too many companies see the social side of a product as just another focus group - the communication is one way from the community to the company with little coming back from the company. On June 25th, 2008, Sean said: thanks for the comments Josh and Bev. On June 26th, 2008, Gwynne Kostin said: Good and thoughtful post. On June 29th, 2008, Jumping into the conversation?

B2B Marketing Confidential

B2B Marketing Confidential

Monday, October 06, 2008 Posted by Andy Hasselwander at 6:13 PM Newer Post Older Post Home Sociable Blog Archive Blog Archive February (2) January (4) December (3) October (2) September (2) August (3) July (2) March (1) February (3) January (3) December (6) November (8) October (12) October (1) January (1) December (4) November (12) October (10) Search B2BMC Loading.

Giving Sales an "Out"

Digital Body Language

Give sales a simple (ie, one click) way to add a lead to that campaign from where they are (ie, their CRM system, most likely). Any of us who work with longer sales cycles have experienced the leaky funnel. Laura Ramos at Forrester talks about it a lot, as do most other luminaries in B2B, and at Eloqua, it's one of the most common things our clients ask us about. So, as marketers, what can we do to "plug" it. Mostly, these leads just go quiet. So, how do we as marketers help? blogged about a simple way to think about Nurture Marketing the other day here: [link].

It is a sad day for demand generation

Acquiring Minds

Don`t bother investing in a CRM system for B2B. Two weeks ago I received a telemarketing call from a telecommunications provider (the offender shall remain nameless as the organization is a former client of my firm). The caller spoke in fractured English and his intonation was flat. At times I was unsure if he was asking me a question or making a rhetorical comment. The purpose of his call was to win my organization back to his firm. There was no probing as to why our organization canceled our contract. The focus of the discussion was on price. Was he available? Well I had heard enough.

How To Create A Know-It-All Company - - Business Technology Leadership

Buzz Marketing for Technology

Forrester Wave: Service Desk Management Tools, Q2 2008. Run Desktop and CRM Applications Side by Side with Salesforce & Google. 2008 Annual Google Communications Intelligence Report. Other CIO Sites. © 1994 - 2008 CXO Media Inc. ); ); ); } document.write( ); if (document.getElementById(dclk1231)) { document.getElementById(dclk1231).src src = [link]. }. White Papers |. Blogs |. Video |. Webcasts |. Podcasts |. Events |. Solution Centers |. Newsletters |. RSS Feeds. How-To. Advice & Opinion. Research & Analysis. Careers. Topics. « Virtualization. TECHNOLOGY.

Comparing Demand Generation Systems

Customer Experience Matrix

Key functions including lead scoring, surveys, data enhancement, lead assignment, and CRM integration. Key functions include response capture, data imports including revenue from CRM, response attribution, cross-channel customer data integration, and program cost capture. Now that I have that long post about analytical databases out of the way, I can get back to thinking about demand generation systems. Research on the new Guide is proceeding nicely (thanks for asking), and should be wrapped up by the end of next week. This means I have to nail down how I’ll present the results.

Marketing Automation vs. Demand Generation: What's the Difference?

Customer Experience Matrix

In fact, I've decided I need at least three pieces on the topic: one explaining demand generation in general; one explaining how it differs from marketing automation; and another distinguishing it from customer relationship management (CRM). One of the first people I told about the new Guide to Demand Generation Systems -- an experienced database marketing consultant, no less -- was receptive to the Guide but asked whether there was any real difference between "demand generation" and "marketing automation" in general. As with most things, my immediate reaction was to write up an answer.

Web 2.0 Expo – cool stuff seen on the floor of the show

Buzz Marketing for Technology

They are the nexus of a digital marketing company mixed with a technology firm that does Microsoft CRM, Business Intelligence and Analytics to provide creative solutions for brand perception and instantiation. All comes together in a mashup within your own CRM – InsideView integrates with all of today's most popular CRM systems namely, SugarCRM, and recently announced Microsoft Dynamics, Oracle, and Landslide. Here are a few companies in alphabetical order I thought had shown some real promise at the Web 2.0 One of their customers is Serena Software.

Digital Natives in Our Midst | Advice and Opinion

Buzz Marketing for Technology

Mon, Jun 16, 2008 13:22 EDT. Tue, Jun 17, 2008 6:04 EDT. Run Desktop and CRM Applications Side by Side with Salesforce & Google. Other CIO Sites. © 1994 - 2008 CXO Media Inc. ); ); ); ); ); } document.write( ); if (document.getElementById(dclk1231)) { document.getElementById(dclk1231).src src = [link]. }. White Papers |. Blogs |. Video |. Webcasts |. Podcasts |. Events |. Solution Centers |. Newsletters |. RSS Feeds. How-To. Advice & Opinion. Research & Analysis. Careers. Topics. Infrastructure Applications Development Architecture. TECHNOLOGY. Infrastructure.

The future of groupware in the interactive workplace. | Technology > Software Services & Applications from

Buzz Marketing for Technology

JPHI America Announces Additional Functionality toSuiteResponse GroupWare CRM Solution for. Site Map | Contact Us | FAQs | About Us | Media Kit | Reprints | RSS Directory | Sign Up for Free Newsletters | Disclosure Policy Copyright © 1999 - 2008, Inc. © Copyright 2008 The Gale Group, Inc. Sign In. | | Free Newsletters. Home |. Business Advice |. Professional Journals |. Business Bloggers |. Forms & Agreements |. Industry Centers |. Business Directory |. Tools & Services. by Topic. by Industry. by Geography. Business Credit. Business Travel.

Email Tips for the New Year Part I

Anything Goes Marketing

Thanks Stefan Pollard over at ClickZ for mentioning that tip If your marketing database and your CRM data are synched, you may even be able to find out which words are used by customers vs. prospects and further segmenting the search terms to use for various campaigns. Various E-mail Tips from MarketingSherpa' Marketing Wisdom Report I've read through MarketingSherpa's " Marketing Wisdom for 2008 " which includes 101 real life marketing stories and lessons learned. Greetings! This is also easy to do by examining the search terms from your analytics program. This does a few things.

LucidEra Takes a Shot at On-Demand Analytics

Customer Experience Matrix

import sales results from CRM systems to measure campaign effectiveness. Back in March, I wrote a fairly dismissive post about on-demand business intelligence systems. My basic objection was that the hardest part of building a business intelligence system is integrating the source data, and being on-demand doesn’t make that any easier. still think that’s the case, but did revisit the topic recently in a conversation with Ken Rudin, CEO of on-demand business analytics vendor Lucid Era. He described LucidEra’s approach as not so much solving those problems as side-stepping them.

Top Lead Generation Tips for New Sellers

B2B Lead Generation Blog

Use your CRM - Don't create the biggest database of contacts possible. The faster we can get new sales reps producing revenue the better. So what works? Jill Konrath shares 5 great tips for new sellers on her Selling to BIG Companies Blog and it's definitely worth a read. particularity liked tip number four about creating an “account entry campaign.”. One of the most difficult and consistent challenges for sales people is getting their foot in the door with the right people, at the right companies. Here's 5 more lead generation tips I'd recommend for new sellers. 1.

More Blathering About Demand Generation Software

Customer Experience Matrix

The other four listed for pre-purchase were: marketing maintained and operated; easy to use interface; integration with CRM; and reminders and event triggers. When I was researching last week’s piece on Market2Lead , one of the points that vendor stressed was their ability to create a full-scale marketing database with information from external sources to analyze campaign results. My understanding of competitive products was that they had similar capabilities, at least hypothetically, so I choose not to list that as a Market2Lead specialty. plan to write more about LucidEra next week.)

Lead management software becoming a hot topic

B2B Lead Generation Blog

This was and still is true of CRM and SFA systems. What do you do with leads or inquires once you generate them? This basic question is overlooked by so many and yet it's the leading cause of failure in what would otherwise be effective lead generation programs. The common-sense answer to this challenge is easier said than done: Have your best people respond to them quickly and consistently in order to qualify them into sales ready leads. The ones that aren't qualified yet (but are a fit) you put into a lead nurturing process. ” They are: Web analytics. Database services.

Social media is a movement, not a market

Marketing Edge

In the past 15 years, they have been sold and finally bought into CRM. This is a follow-up to a conversation I had with Valeria Maltoni and the excerpt that Tom Kephart posted at New Tech Heroes about my “social media is a movement” theme. read that transcript of my comments and thought, “What the heck? Is this guy naïve or what?!” ” The whole human spirit thing can get a bit much, especially if I'm a marketer in a job that, on average, lasts 18-24 months, I don't have time for this touchy-feely stuff! Relationships? What are those? don't want relationships; I want revenues.

B2B Marketing Confidential: ROMI White Paper

B2B Marketing Confidential

Thursday, December 04, 2008 ROMI White Paper By Andy Hasselwander Over the past few months Ive worked with a colleague of mine, Alex Aldag, who used to be at Channel Economics and is now a Principal in the analytics group at MB, to write a pretty interesting white paper on the challenges of measuring ROMI in a B2B environment. You can reach it here after registering. Thanks for sharing this.

Media Companies vs. Ad Agencies: Data, Value Chain

B2B Marketing Confidential

Wednesday, November 05, 2008 Media Companies vs. Ad Agencies: Data, Value Chain Some good insight from AdAge, AMA, and Booz and Co. They are the agency of record for Krafts best in class CRM effort. skip to main | skip to sidebar B2B Marketing Confidential B2B Marketing Confidential is published by a ten-year veteran of B2B Marketing who has worked with over 20 Fortune 500 companies.

B2B Marketing Confidential: Check out Tom Shin's Basketball Blog

B2B Marketing Confidential

Tuesday, October 28, 2008 Check out Tom Shins Basketball Blog My buddy Tom Shin who used to work at MarketBridge and is now over at Microsoft got selected to this prototype fantasy basketball league run by these guys at ESPN. Im not really into Basketball, but the auction system they used to do the draft was really interesting, and Tom blogs all about it at

B2B Pipeline Optimization

B2B Marketing Confidential

Friday, October 24, 2008 B2B Pipeline Optimization Interesting case study available on [link] on pipeline optimization for Siemens Medical. skip to main | skip to sidebar B2B Marketing Confidential B2B Marketing Confidential is published by a ten-year veteran of B2B Marketing who has worked with over 20 Fortune 500 companies. Gaps in performance have a cumulative effect through the funnel.