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The Book: Digital Body Language

Digital Body Language

In it, Steven Woods, industry expert and CTO of Eloqua discusses best practices for analyzing and understanding customer intent through analyzing their Digital Body Language. Marketing is undergoing a major shift that has been brought on by the change in the way people find and consume information. As this transition happens, marketing and sales teams must react.

Insights from Eloqua's IPO Registration Statement

Customer Experience Matrix

Summary: Eloqua's registration statement offers new and interesting details about its business. Eloqua last week filed for an initial public offering of its stock. Eloqua’s was no exception. Client counts are reported only for 2008 through mid 2011. expected it to grow as Eloqua sold into larger accounts. This is where what Eloqua didn’t reveal is intriguing.

PR Meets Marketing Weekly Articles: April 17, 2008

PR Meets Marketing

This was prompted by her recent briefing with Eloqua. This week's Weekly Articles looks at a variety of topics from Twitter, search to spamming bloggers. Another interesting article highlights lead scoring benefits and how sometimes a bad pitch isn't really a bad pitch.   You can click on the Weekly Articles tag for previous issues or subscribe to the Weekly Articles Feed.  . If you feel that you have an article that would fit in the weekly articles, leave a comment and I'll check it our for the following week's digest. Enjoy.  . Frankly, Twitter is losing out on a huge opportunity here.

6 Really Simple Marketing Metrics for your Execs

Digital Body Language

If you already provide this, fantastic, but I suspect there might be more than a few execs who don't have this data about marketing, and who would truly appreciate it. I get the pleasure of chatting with lots of present and future Eloqua clients, and from them I commonly hear that even high level data like this is very much appreciated. If you're already an Eloqua client and just want to build this out, there's some info on dashboarding on Eloqua Artisan - the user blog: [link]. We've all seen a similar cycle. Great goals, for sure, but not exactly quick wins.

Lead Scoring; Points, Ranks, and Sales Handoff

Digital Body Language

Tags: Lead scoring sales handoff lead ranking lead routing Eloqua demand generation

Fresh off the presses

Digital Body Language

December-February 2008: I spent quite a bit of time sketching out a rough outline (bullet points - maybe 20 per chapter) of what might make a compelling book. March 2008: introduced to Dave Morris, at New Year Publishing, who agreed to take on the title as a publisher. March-July 2008: Writing like mad. I end up travelling a lot from Toronto (home) to the West coast, and 5 hrs is about the right amount of time for putting in a solid writing session. July-October 2008: Getting a case study from a client published in a book requires a LOT of back and forth.

The Contact Washing Machine

Digital Body Language

For Eloqua users, I'll talk about some of the pieces of a good Contact Washing Machine on this blog's sister blog - Eloqua Artisan ( [link] ). Tags: marketing automation data management data cleansing Eloqua demand generation I think we can all agree that B2B marketing has shifted from a purely creative discipline to a much more operational, process-oriented, data-centric, analytical discipline. It's a long road though, as the data we get to work with is often. terrible. Data comes in through so many sources, most of which are not controlled in any way - free-form text.

Giving Sales an "Out"

Digital Body Language

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. Tags: lead nurturing Lead scoring sales and marketing alignment Eloqua Any of us who work with longer sales cycles have experienced the leaky funnel. So, as marketers, what can we do to "plug" it. not a simple task, as leads leak out of the funnel for so many reasons; interest wanes, priorities shift, or sales connect too early or with someone without enough pull to get something done. Mostly, these leads just go quiet.

Interesting Times in The Demand Generation Space

Digital Body Language

When we started Eloqua back at the end of 1999, Google was still 10 months away from launching adwords, blogs only existed in primitive form as frequently updated web pages, and most B2B websites were barely more than brochure-ware. As we close out 2008, that's where the core capabilities are in the space. Tags: lead nurturing SAS 70 Lead scoring inbound marketing B2B Marketing Eloqua demand generation I spent a bit of time this weekend reading (okay, more like skimming, I admit) a report on our recent SAS-70 audit. It's an excellent benefit of the SaaS model.

Books, Blogs, and Demand Generation

Digital Body Language

We were chatting about what each client was doing, how they were using our product (Eloqua), and what interesting things they were doing to do campaigns, score leads, automate marketing processes, manage data, coordinate with sales, measure effectiveness, etc. And, of course, the more people we can educate about Demand Generation, the more people may want to talk with us about how Eloqua can help. Tags: Digital Body Language books Eloqua demand generation So, I should probably explain that, me, this blog, and the book. So, the book. Nothing wrong with that at all.

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

Ranking the Demand Generation Vendors by Popularity (Yes, Life Really Is Just Like High School)

Customer Experience Matrix

So far the original list of Eloqua , Vtrenz , Marketo , Manticore Technology and Market2Lead has proven a good set of choices. Tags: marketbright marketing software manticore technology marketing automation lead managment vtrenz marketo activeconversion market2lead eloqua pardot demand generation As you might imagine, I’ve been trying to decide how to expand the set of products covered in the Raab Guide to Demand Generation Systems. My original plan had been to add several marketing automation vendors with significant presence in this market. How to choose? Google and YouTube.)

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. According to survey responders, Eloqua is the dominant player in lead generation suites, garnering more responses than the next four vendors combined. 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. media

The Human Touch of Lead Nurturing/Marketing Automation

B2B Lead Generation Blog

I participated in a webcast and podcast combo on the adding the human touch to marketing automation as part of the Marketing Mastery Series sponsored by Eloqua , MarketingExperiments and ON24. Steve Gershik VP of Marketing Innovation for Eloqua and the Innovative Marketer Blog interviewed me for his podcast on the subject of lead generation. You can watch the webinar recording here. Because the webinar was a brief 20 minutes, we held all audience questions for a podcast interview right after. You can listen to our Q&A interview here

New Guide is Ready

Customer Experience Matrix

proper e-commerce site will be available shortly, but if anyone really can't wait, the salient details are: - 150+ point comparison matrix and detailed tables on: Eloqua, Manticore, Marketo, Market2Lead and Vtrenz, based on extensive vendor interviews and demonstrations - price: $595 for single copy, $995 for one-year subscription (provides access to updates as these are made--I expect to add more vendors and update entries on current ones). - to order in the next few days, contact me via email at draab@raabassociates.com More details to follow.

High noon at the web form

Digital Body Language

In fact, I might try that with the Eloqua team right now. Quickest draw wins. well not quite, but speed is more important than many B2B marketers realize (or at least act upon). Fine tuning your response to inbound inquiries can have a significant impact on your success without requiring much of an investment. Leigh Anne Wallace at Reachforce had a blog entry recently that was a good reminder for all of us of the studies that show the real benefits to responding quickly to inbound inquiries: [link]. reason after the fact if you leave it to the individual callers.

What I Learned in Kindergarten about B2B Marketing

Digital Body Language

We at Eloqua have called it "Equitable Exchange of Information", but at the end of the day, it's really about sharing, and the same principles apply to information as to chocolate bars. There's a lot about B2B marketing that can be learned in kindergarten. Like sharing. It's all the same except that the currency has changed from chocolate bars and those little packages of cheese and crackers to information. This is a significant ask, and many potential buyers are hesitant to give it for good reason. Don't ask for 15 fields of information because you "might" need it. That's healthy.

Sybase IQ vs. Vertica: Comparisons are Misleading, But Fun

Customer Experience Matrix

I received the “Vertica Fast Lane” e-newsletter yesterday, which I am amused to note from its URL is generated by Eloqua. This is only amusing because I’m researching Eloqua for unrelated reasons these days. Still, if I can offer some advice to the Vertica Marketing Department, it’s best to hide that sort of thing.) The newsletter contained a link to a post on Vertica’s blog entitled “Debunking a Myth: Column-Stores vs. Indexes”. This is worth knowing, but doesn’t apply to Sybase IQ because IQ’s primary indexes are not B-trees.

Anything Goes Marketing is Attracting Attention

Anything Goes Marketing

Bulldog Solutions has quoted me recently on their BullBlog from my post on using video with email : ``Anticipating concerns about the complexity of video, blogger Chad Horenfeldt of Eloqua notes, "If a three-year-oldcan play Guitar Hero and have it posted to YouTube, your marketing team can handle this." Although I`ve slowed down my blogging (too many things going on and I have a new project brewing - more details soon) I`m getting some attention from around the marketing universe. Thanks Bulldog! You even spelled my last name right (it doesn`t happen very often). Thanks BtoB Magazine!

LucidEra Takes a Shot at On-Demand Analytics

Customer Experience Matrix

The question here is whether most demand generation systems ( Eloqua , Vtrenz , Marketo , Market2Lead , Manticore , etc.) 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. The key to this approach is (drum roll…) applications.

Demand Generation Systems Shift Focus to Tracking Behavior

Customer Experience Matrix

Over the past few months, I’ve had conversations with “demand generation” software vendors including Eloqua , Vtrenz and Manticore , and been on the receiving end of a drip marketing stream from yet another (Moonray Marketing, lately renamed OfficeAutoPilot ). What struck me was that each vendor stressed its ability to give a detailed view of prospects’ activities on the company Web site (pages visited, downloads requested, time spent, etc.) Even though I’ve long known it was technically possible for companies can track my visits in such detail, I’ll admit I still find it a bit spooky.

Marketers: How To Get Noticed by “Influencers”

It's All About Revenue

which ran in FastCompany in 2008. Social Media #probook Eloqua influencer marketing influencers JESS3 Joe Chernov Leslie Bradshaw Michael Arrington PR public relations relationships social media probookby Joe Chernov | Tweet this The noisier the particular market, the more the influencers matter. This is why Leslie Bradshaw and I tacked this topic in the Social Media ProBook. Reddit.

Chart: Groupon, LinkedIn & The Blurring of B2C and B2B Marketing

It's All About Revenue

The following chart, which was generated using Eloqua’s Revenue Benchmark Index , plots the ratio of B2C vs. B2B website traffic from 2008 to 2011 (Sept 30) for companies with over $1 billion in revenue. Chart: Groupon, LinkedIn & The Blurring of B2C and B2B Marketing is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing.

20 Stats Every Modern Marketer Should See

It's All About Revenue

by Jesse Noyes | Tweet this If you were at Eloqua Experience last week, you probably heard a lot of stats cited. That’s probably why I heard many requests for access to many of the stats cited at Eloqua Experience. million in 2008 to 106.7 Monthly video viewership grew by 330% between 2008 and 2012. 20 Stats Every Modern Marketer Should See is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. It’s inevitable. At every event we hear statistics rattled off as speakers and attendees attempt to quantify the world around them.

Stats 107

3 Demand Generation Dangers in a B2B Blog Redesign

B2B Lead Blog

And as Neil Patel, Eloqua, Marketo and Hubspot have shown us, when B2B content is crafted correctly, it becomes a killer tool for attracting qualified prospects to your sales funnel. Simple fix – add your analytics back in and any tracking scripts like Marketo, Eloqua, Hubspot or Pardot (or any others). But… you just broke part of your lead gen machine. Maybe not. Ours didn’t.

3 Demand Generation Dangers in a B2B Blog Redesign

B2B Lead Blog

And as Neil Patel, Eloqua, Marketo and Hubspot have shown us, when B2B content is crafted correctly, it becomes a killer tool for attracting qualified prospects to your sales funnel. Simple fix – add your analytics back in and any tracking scripts like Marketo, Eloqua, Hubspot or Pardot (or any others). But… you just broke part of your lead gen machine. Maybe not. Ours didn’t.

B2B Marketing Confidential: Creative Destruction of the Demand Chain

B2B Marketing Confidential

Thursday, December 18, 2008 Creative Destruction of the Demand Chain By David Bradley, MarketBridge As senior leaders in B2B companies evaluate their alternatives for competing in this time of crisis they will be confronted by a choice of merely surviving, or leveraging disruptive forces to gain advantage. Once-revered leading companies have faltered and new leaders have emerged.

3 Truths to Help Balance Marketing Technology Mayhem

It's All About Revenue

” -Professor Barnhardt, The Day the Earth Stood Still (2008). As a leader in Eloqua’s Modern Marketing community Topliners , I recently polled my fellow marketers as to “ what’s on your mind ” in regards to marketing technology. Eloqua’s Profiler is a key player for us. Kristin is also a proud marketing nerd. This is our moment.”

Help 90

Digital Body Language and Economic Health [Chart]

It's All About Revenue

by Paul Teshima | Tweet this think we can all agree that it has been quite a roller coaster ride since 2008.  It was surprising how closely the activity mirrored the S&P 500 – even though many of the companies we analyzed were not in the S&P 500.  In particular the gap between Q4 2008 to Q3 2009 was intriguing. 

3 Truths to Help Balance Marketing Technology Mayhem

It's All About Revenue

” -Professor Barnhardt, The Day the Earth Stood Still (2008). As a leader in Eloqua’s Modern Marketing community Topliners , I recently polled my fellow marketers as to “ what’s on your mind ” in regards to marketing technology. Build a transparent interlock between your marketing technologies – from Outbrain, Vidyard, Bizo or Eloqua – for example, as I walk the path, I ask myself “now what?” Eloqua’s Profiler is a key player for us. Kristin is also a proud marketing nerd. Only at the precipice do we evolve.

Marketing Engagement Lessons From The B-52s

It's All About Revenue

From groundbreaking songs like “Rock Lobster,” and “Private Idaho“ to chart-topping hits like “Love Shack” and “Roam”— to their thrilling reemergence on the pop scene with their 2008 CD Funplex the B-52s’ unforgettable dance-rock tunes start a party every time their music begins. Join us at Interact 2014 ! We can get together.

Memory, Information Overload, and 3 Ways Marketers Can Maximize Content

It's All About Revenue

Our long-term memory of visuals, for example, is massive – a Duke University study from 2008 found that we remember specific details about an object, even after viewing thousands of images of other objects in the same time period. Memory, Information Overload, and 3 Ways Marketers Can Maximize Content is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing.

The Revenue Performance Management Bandwagon

It's All About Revenue

In 2008, we began to have conversations with our customers that went well beyond the familiar language of campaigns, lead scoring and lead nurturing. But Eloqua had the knowledge and ability to not only pry open the black box, but to smash it to pieces. On a sunny morning in Vienna, VA in March 2010, Revenue Performance Management (RPM) was born.   I was there.  I saw it.   The ideas that we were discussing with our clients for over a year came together in a heated Executive Team meeting in an Eloqua conference room. by Brian Kardon | Tweet this. Rosanoff: “Mr.

Optify Lets Agencies Provide Small Business with Marketing Automation, Distributed Marketing, and Sales Enablement

Customer Experience Matrix

Optify was founded in 2008 and launched its original product, a search engine optimization (SEO) tool, about a year later. By contrast, the fourth trend seems to be driven by recognition that small business presents a huge opportunity. only mention this because I’ve recently been looking at a lot of new (to me) vendors and haven’t been able to write about many of them.