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  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SATURDAY, AUGUST 15, 2009
    [2009] Answer questions, win money?
    If you've been reading {grow}, you probably recognize the name of Dr. Ben Hanna, a former eBay exec and now a VP at business.com. In addition to providing some breakthough ideas and content on {grow}, Ben has informed me of a great opportunity for everyone interested in social media. Just sounds like a great deal to me so I wanted to pass it on.
  • WONDERING OUT LOUD  |  THURSDAY, AUGUST 13, 2009
    [2009] Nice bones, now here’s the meat
    Wednesday morning was a great morning at the St. Paul Pool & Yacht club. small group convened to hear Provident Partners’ Albert Maruggi and me speak on the ways of integrating social media tactics to one’s traditional marcomm efforts. Our goal was to give people a different type of seminar. those objectives.
  • SAVVY B2B MARKETING  |  TUESDAY, AUGUST 11, 2009
    [2009] Back by Popular Demand…
    Recently we took time to thank you for your interest, support, and camaraderie around the Savvy B2B Marketing endeavor. Not only was the post a celebration of the unexpected connections we Sisters have forged with each other and many of you, it was an homage to the more than 100 posts we've put up in four months. " 1. But Do You?
  • PHOENIX RISING  |  THURSDAY, AUGUST 13, 2009
    [2009] Powering Momentous Launches
    Launches are viewed as the Lighting Bolt of our corporate world, the big Ta Da! We get all our materials together in hush, hush secrecy. week or two before the big date, we go share our news with the leading analysts in our community, the top customers and partners.  The problem is that those approaches don't work anymore. Nope, not even.
  • JUNTA 42  |  THURSDAY, AUGUST 13, 2009
    [2009] What if? (no one cares and why you need to be a publisher)
    What if? questions posed to a marketing professional) What if your customers saw your company as the industry thought leader? What if they signed up for your enewsletters and white papers because they were interested in what you had to say, and thought it could positively impact their businesses? No, this is not fantasy land.  How you ask?
  • B2B MARKETING SAVVY  |  THURSDAY, AUGUST 13, 2009
    [2009] Back to the (Messaging) Future: Accounting for the Return of Customer-Driven Dialogue
    Other Popular Posts: Digital DeTox Tools       PR Relationships      Analog Bridges       Email The Scoopdog Team. If you like the read, please subscribe to my RSS feed. This very basic beginning is at our core.  kings, church hierarchies and the like) gained the ability to control information and shape brand perceptions more broadly. Welcome!
  • EMAGINE B2B BLOG  |  WEDNESDAY, AUGUST 12, 2009
    [2009] Stretching marketing dollars in a tough economy
    It’s something every B2B is trying to do:  make its scarce marketing dollars exert as much leverage as possible …especially on lead generation. In his piece for DMNews, Mac McIntosh outlines eight steps for doing just that.  It’ll be worth the click over to get the rest, but here are some of his recommended steps: Focus on [.].
  • MARKETING GENIUS BLOG  |  WEDNESDAY, AUGUST 12, 2009
    [2009] Ardath Albee Answers Key Questions from Webinar about Effective Lead Scoring
    One of the biggest indicators of a successful of webinar is the quality and relevancy of questions asked in the Q&A portion of the event. In last week’s event, we tried to address as many as we had time for, however, some went unanswered and others warranted a more in-depth answer. They don’t have time to nurture leads. This just isn’t true.
  • MARKETING INTERACTIONS  |  WEDNESDAY, AUGUST 12, 2009
    [2009] Putting Customer Value to Work - Free Webinar
    The Details: Free Webinar: Putting Customer Value to Work: What Predictive Analytics Can Do for Your Bottom Line Date: September 9, 2009 Time: 1PM Eastern, 10AM Pacific Featured Speakers: James Taylor , CEO, Decision Management Korhan Yanak , Global CRM Business Analyst, Vodafone Group Anne Miley , Sr. And that means shorter sales cycles.
  • ACQUIRING MINDS  |  TUESDAY, AUGUST 11, 2009
    [2009] Marketing on the Outbound
    In my last post on outbound marketing, I discussed the use of outbound marketing in targeting five types of buyers - buyers who can only be reached and persuaded to consider your solution through outbound marketing. Today I want to highlight (not hype) some of the key benefits uniquely associated with outbound marketing. Photo Credit: jot.punkt.
  • SAVVY B2B MARKETING  |  TUESDAY, AUGUST 11, 2009
    [2009] Back by Popular Demand…
    Recently we took time to thank you for your interest, support, and camaraderie around the Savvy B2B Marketing endeavor. Not only was the post a celebration of the unexpected connections we Sisters have forged with each other and many of you, it was an homage to the more than 100 posts we've put up in four months. " 1. But Do You?
  • B2B MARKETING SAVVY  |  TUESDAY, AUGUST 11, 2009
    [2009] “News” as Sales Collateral: Is Your Outbound Strategy Keeping Up with New Media Opportunities?
    Other Popular Posts:    Digital DeTox Tools        PR Relationships         Analog Bridges         Email Scoop. If you like the read, please subscribe to my RSS feed. The boon causes me to propose a “news as sales collateral” approach, thus adding a perceived high-value asset to the sales tool kit. . Welcome!
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, AUGUST 10, 2009
    [2009] "Digital natives" will need special care in the workplace
    I’m thrilled to have my friend Gil Crosby contribute to this series on social media and the workplace. Gil is a leading organizational development consultant, author and teacher. He and his father, Robert, the founder of Crosby & Associates, are among the most influential teachers in my life. The answer of course, is yes.
  • EMAGINE B2B BLOG  |  MONDAY, AUGUST 10, 2009
    [2009] B2B email marketing: evolving in more useful directions
    Gary Halliwell, CEO of NetProspex, recently blogged on this topic under the terrific title, “The way of the Dodo… Don’t let your email marketing go extinct.” The trends he sees happening in B2B email marketing are these: Out: the corporate newsletter (“about as readable and as welcome as used bathroom tissue”!)
  • THE POINT  |  MONDAY, AUGUST 10, 2009
    [2009] Marketo’s Ebook: A Lesson In Content Marketing
    When marketing automation vendor Marketo released their “Definitive Guide to Lead Nurturing” last week (see earlier post) they knew pretty quickly they had a hit on their hands. Within 6 hours, 1,000 people had registered and downloaded the guide. Think about it: that’s 1,000 sales leads (and make no mistake, that’s what they [.].
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, AUGUST 10, 2009
    [2009] Cost per Advocate - the new CPA Model!
    In my last blog post we discussed How Social Commerce will lead to Advocacy Based Marketing (ABM) because of things like Facebook Connect. And if we start to move to Advocacy Based Marketing (ABM) then perhaps a new measurement – the Cost per Advocate model will need to be born.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, AUGUST 9, 2009
    [2009] Managing Generation Zombie
    Consider: The average teen in America texts nearly 1,500 times a month and 15,000/month is not unheard of (that’s 500 messages per day!). Kids under the age of 20 spend a total of 3 billion minutes on Facebook every DAY. The average teen now spends an average of six hours a day in front of a computer, TV or video game. The social media zombie?
  • PHOENIX RISING  |  SUNDAY, AUGUST 9, 2009
    [2009] Profit at Any Cost?
    Businesses are tightening their belts. We all know that. But what happens when that tighter belt puts our customers in jeopardy, when we deliver inferior products and service just to remain profitable? Are we willing to sacrifice our integrity, our values, our sense of right and wrong for the bottom line?  Two months ago (at 7.5K
  • MARKETING INTERACTIONS  |  SUNDAY, AUGUST 9, 2009
    [2009] B2B Website: a Marketing Tool or a Sales Tool?
    Last month I wrote a post, Most B2B Websites Still Suck Wind , that got some interesting response. The idea for this post comes from an excerpt of a comment submitted by Michael Selissen: "But it seems the lack of interest by companies in their websites is a symptom of a larger and more serious issue. Of course not. They shouldn't be.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SATURDAY, AUGUST 8, 2009
    [2009] City attacks unemployment through social media
    Can Twitter help people find jobs? It seems to be working in Richmond, VA. Like most cities in the U.S., Richmond has had its share of job losses. As part of its workforce development initiative, the Greater Richmond Partnership, Inc. developed a full-online attack to help address the unemployment problem.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JANUARY 6, 2009
    [2009] Raab Marketing Automation Webinar on January 14
    Just a brief note to let you know that I'll be giving a Webinar on "How to Get the Most Value from Your Marketing Automation System" on Wednesday, January 14 at 4 p.m. Eastern / 1 p.m. Pacific. Whether their conferences are simply a way to promote this or have another revenue stream attached, I don't know. Eastern / 4 p.m. Pacific on the 13th
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JANUARY 8, 2009
    [2009] Company-Level Data in Demand Generation Systems
    I had an interesting email conversation last month with a Raab Guide buyer about the nuances of company-level data management in demand generation systems. He started from the perfectly reasonable premise that the demand generation system should give an overview of activity for all leads associated with a given company. So far so good.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, DECEMBER 24, 2008
    [2009] ADVIZOR's In-Memory Database Supports Powerful Visualization
    The current version of ADVIZOR runs on 32 bit systems which limits it to 2-4 GB of RAM, although a 64 bit version is on track for release in January 2009. See, for example, this post , which has the virtue of pretty graphics.) This still requires the IT staff to design new data cubes and loading processes.
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, JANUARY 17, 2009
    [2009] Best Practices for Marketing Automation and Demand Generation Campaigns
    I enjoyed my little presentation on BrightTalk last Wednesday, which you can still view by clicking here. (If that doesn’t work, go to the BrightTalk site and key my name into the site search function. This will also bring up a roundtable discussion from Tuesday, which I think was interesting as well.) But I digress. Step 1: Gather Data.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, JANUARY 19, 2009
    [2009] New Best Practices White Paper
    As promised, I've written a white paper with the 37 Marketing Automation Best Practices listed in last week's post. This is in the Resources section of the Raab Guide to Demand Generation Systems site; you have to register and then log in. Registration is free.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JANUARY 20, 2009
    [2009] Salespeople: One Question Matters Most
    Back in December, the Sales Lead Management Association and LEADTRACK published a survey on lead management practices that I haven’t previously had time to write about. The survey is still available on the SLMA Web site.) It contained 10 questions, which is about as many as I can easily grasp. To me, 23% measuring everything seems unbelievably high.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JANUARY 29, 2009
    [2009] SQLStream Simplifies Event Stream Processing
    I spoke earlier this week with SQLStream , which offers software to execute queries against data streams such as stock market prices, Web logs and credit card transactions. These queries can include on-the-fly calculations such as moving averages, as well as scans for patterns like a sequence of failed log-in attempts. Back to SQLStream.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, FEBRUARY 2, 2009
    [2009] QlikView Is Champion In Aberdeen AXIS (But Is This Graph Necessary?)
    I occasionally do some development work in QlikView and have made no secret that I think it's a great product. So part of me was pleased to learn that it had been listed as a—indeed, the only—“champion” in an Aberdeen Group AXIS report on BI/Performance Management software. Indeed, it turns out that the AXIS program is brand new.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, FEBRUARY 10, 2009
    [2009] Blog Posts I'll Never Write (With Apologies to Borges)
    Jorge Luis Borges wrote surreal stories that dealt largely with the nature of literature and authorship. His most popular work is Ficciones , a collection that includes a series of reviews of books that were never written. In that same spirit, here are summaries of three blog posts I doubt I’ll ever have time to actually write. 1.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 11, 2009
    [2009] Will Twitter teach us to be concise and save the world from information overload? See my 1000 word blog post
    Just kidding.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, FEBRUARY 16, 2009
    [2009] How to Compare Demand Generation Vendors: Choosing Summary Measures
    I’ve more or less decided to offer a free summary of the demand generation vendor information in the Raab Guide. This might cost me a few sales, but it will enable many more people to benefit from the Guide’s contents and will make the Guide more valuable to the sponsoring vendors. price range, and willingness to consider less established vendors.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, FEBRUARY 23, 2009
    [2009] Three Options for Measuring Software Ease of Use
    I’ve continued to refine my checklist of items for scoring demand generation vendors on "ease of use for basic functions". Results are promising in that my draft rankings agree with my intuitive sense of where different vendors fall on the continuum. This should help clarify why I’ve chosen the path I’m following. First, let’s set some criteria.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, FEBRUARY 24, 2009
    [2009] First Look at New Marketo Release
    I’m going to diverge just slightly from my current obsession with usability to talk about a conversation I had today with Marketo President and CEO Phil Fernandez, who previewed the 3.0 release of his flagship product, scheduled for March 3. The changes that Fernandez described seemed good but subtle.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 26, 2009
    [2009] Getting Closer to My Usability Ratings
    If you suspected that my last two blog posts were a way to avoid writing a post that ranks vendors on usability, you’re probably right. You’re also spending way too much time worrying about my blog, although I appreciate the attention. But it turns out that those posts served a purpose beyond procrastination. Sorry.) Sorry about the parentheses.)
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 25, 2009
    [2009] First Look: Genius.com Adds Nurturing Campaigns to MarketingGenius
    Yesterday’s chance to write the first review (I think) of Marketo’s 3.0 release seems to have awakened a long-dormant journalism gene. spoke today with Genius.com , whose new nurture marketing system, Genius Enterprise, will officially launch next week. Knowing I’ll have another scoop if I write about it at once, I find I can’t resist. Probably not.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, MARCH 2, 2009
    [2009] Demand Generation Usability Scores - Part 1
    (note: this is a slightly revised version of the original post, reflecting vendor feedback.) For better or worse, I've taken my usability scoring project as far as I can. So, having run out of reasons to delay, let me present the results. But I quickly ran into a problem. therefore chose to develop separate scores for each. Okay then.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, MARCH 4, 2009
    [2009] Demand Generation Usability Scores - Part 3
    Usability Items for Complex Marketing Programs (note: this is a slightly revised version of the original post, reflecting vendor feedback.) This post will complete the demand generation vendor usability scores by looking at items that contribute to usability for complex marketing programs. Explicitly direct leads from one campaign to another.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MARCH 5, 2009
    [2009] Demand Generation Usability Scores - Part 4
    I spent a good part of yesterday talking with demand generation vendors about the usability scores I've been publishing all week. As a result, I've made a number of small adjustments which have been retroactively edited into the previous posts. Perhaps I'm just starved for attention, but I do in fact appreciate the feedback. Here's the problem.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MARCH 10, 2009
    [2009] Notes from SAS Analyst Conference
    I spent yesterday at an analyst conference for SAS , being briefed on the company’s plans for 2009. The presentations are considered confidential, so I can’t go into details. But I think it’s okay to share a few points that struck me. credit and other financial risk analysis are a very strong business for the company right now.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MARCH 3, 2009
    [2009] Demand Generation Usability Scores - Part 2
    Usability Items for Simple Marketing Programs (note: this is a slightly revised version of the original post, reflecting vendor feedback.) Yesterday's post described the background of this usability scoring project and gave scores for several items that apply to both simple and complex marketing programs. Build a campaign as a list of stages.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, MARCH 18, 2009
    [2009] Treehouse Interactive MarketingView Combines Demand Generation with Campaign ROI Tracking
    I originally spoke with Treehouse Interactive in late January, but didn’t write about them because weren’t quite ready to talk about their Salesforce.com integration. Since that’s critical to many demand generation users, I didn’t want to give a false impression by leaving it out. So now the story can be told. MarketingView is no exception.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, MARCH 25, 2009
    [2009] Should Demand Generation and Sales Automation Be Separate Systems?
    I’ve been focusing (obsessing?) recently on the idea that the boundaries between marketing and sales are breaking down because leads now interact with both departments throughout the purchase cycle. This is clearly inevitable: if nothing else, leads still visit your Web site (controlled by marketing) even after they are “turned over” to sales.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, MARCH 25, 2009
    [2009] Act-On Software Does List-Based Demand Generation
    If you look at the Web site of Act-On Software , you’ll see a typical set of demand generation features: email marketing, demand generation (equated with landing pages and forms), lead nurturing, Website visitor tracking, channel (partner) marketing, and lead scoring. This is more than many other products offer. It’s pretty limited.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MARCH 26, 2009
    [2009] Multi-Step Campaign Interfaces: A Quick Vendor Survey
    If you read this blog regularly (and who doesn't?), you know that I see a lot of demand generation systems. Naturally, the vendors showing them to me have all thought very carefully about their designs and made the best choices they could, typically based on feedback from their customers. My own opinion is quite firm: flow charts don't work.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, MARCH 27, 2009
    [2009] Webinar April 2: Does On-Demand Business Intelligence Make Sense?
    I just realized I hadn't mentioned this upcoming Webinar in the blog. It's on April 2 at 2 p.m. Eastern. I'll be talking about whether and when to use on-demand business intelligence. Webinar is sponsored by Birst , an on-demand BI vendor. (I guess that eliminates most of the suspense about how I'll answer to the title question.)
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, MARCH 30, 2009
    [2009] OfficeAutoPilot: Simple, Powerful, Low Cost Demand Generation for Small Business
    My personal definition of demand generations systems (see Introduction to Demand Generation Systems from the Raab Guide site) explicitly states that they do not incorporate sales automation. The division makes sense in most organizations, since marketing and sales are separate. See Should Demand Generation and Sales Automation Be Separate Systems?
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, APRIL 1, 2009
    [2009] DemandBase Creeps Up the Value Chain
    I had a nice little chat with DemandBase two weeks ago. I’d been aware of them since they were founded in 2006 but in their original incarnation as a data provider. It’s a perfectly reasonable business, but not one I find especially exciting. But it turns out that DemandBase has been inching its way up the value chain. I'd say that's significant.
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, APRIL 5, 2009
    [2009] True Influence Opens a Window into Future Demand Generation
    People develop new products because they feel they can offer something existing products do not. In the early stages of an industry, the new products are often similar because several people have independently spotted the same opportunity and built something to tap it. Demand generation systems are in that second stage.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 9, 2009
    [2009] Good Look at QlikView from a Microstrategy Consultant's Viewpoint
    I noticed some visitors this morning from the blog of Microstrategy consultancy Aellament , and found they have published a nice look at QlikView on their blog. It's worth a read, and quite interesting in their appreciation of the advantages that QlikView offers over the product they know best. build the data warehouses).
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, APRIL 12, 2009
    [2009] PivotLink: Flexible On-Demand Business Intelligence
    Still, PivotLink recognizes the benefits of shared-nothing systems and plans to move to that architecture by the end of 2009. This feature is also on the agenda for 2009. I did a Webinar recently ( click here for slides ) about on-demand business intelligence systems, sponsored by Birst. the “presentation layer”). Here’s the thing.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 16, 2009
    [2009] Lyzasoft: Independence for Analysts and Maybe Some Light on Shadow IT
    Long-time readers of this blog know that I have a deep fondness for QlikView as a tool that lets business analysts do work that would otherwise require IT support. QlikView has a very fast, scalable database and excellent tools to create reports and graphs. But quite a few other systems offer at least one of these.* But it seems that’s not the case.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, APRIL 21, 2009
    [2009] Demand Generation Implementation -- Take My Survey, Please!
    Update - 4/23/09: I have some preliminary results, but would still like more responses. Click here to take survey. One result of interest: how quickly people deploy the features they eventually use. I had expected people to start slow and add more features over time. Not so much. Interesting. Of course, I’ll report on results when I have some.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, APRIL 28, 2009
    [2009] Demand Generation Implementation Survey: Half of Users Deploy Basic Features in One Week
    Summary : a small survey of demand generation users shows that more than half deployed basic demand generation features within one week , and about 75% within one month. More complicated features take longer, but in general, 80% of the features ever deployed are in place by the end of two months. campaign response reporting 12 15 3 2 4 0 36 1.00
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, APRIL 28, 2009
    [2009] Demand Generation Implementation Survey - Background Results
    In any case, the ten deployments in the first four months of 2009 (or 12 if you count the two future dates) and 12 in 2008 highlights the newness and fast growth of the demand generation industry. I've been having a dandy time analyzing the results of my Demand Generation Implementation Survey. Fair enough. 1.00 the system itself 0.67
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, APRIL 29, 2009
    [2009] New Webinars and White Paper
    I have two Webinars and a newly published white paper you might find interesting: Webinar Making the Right Start with Demand Generation , Thursday, April 30, 2:00 p.m. Eastern. This will discuss preparing for your new demand generation system, including requirements definition, vendor selection, and the initial deployment. Sponsored by Marketo.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MAY 5, 2009
    [2009] Demand Generation Deployment Survey: Preparation Saves Two Months
    Summary: My survey of demand generation deployments found that some companies deploy many features immediately, while others take two or three months to reach the same stage. fast start depends on ample preparation. This turned out to be a major project (the analysis, not the posting) because I revisited the data from a company perspective. 1.00 5.0
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MAY 12, 2009
    [2009] Eloqua Adds Free Implementation Offering
    On Monday, Eloqua announced a new free deployment service for its clients. This is part of a larger industry trend to offer free deployment. It follows last month’s free deployment offer from Eloqua reseller Pedowitz Group , which generated quite a bit of comment on this blog. Crafty. good start is important but it’s only a start.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, APRIL 14, 2009
    [2009] LeadLife Mixes Advanced and Simple Features
    I have my little checklist of features to define whether a demand generation system is suited for simple or complex marketing programs. You'll find most of the list in our report on Vendor Usability Scores on the Raab Guide site.) Sadly, some vendors didn't get the memo and have built products that straddle my categories. Consider LeadLife.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, MAY 20, 2009
    [2009] Prediction: Statistical Methods Will Replace Conventional Rules for Marketing Decisions
    Summary: basic demand generation features are close to a commodity. Vendors who replace conventional decision rules with automated statistical methods may gain a key competitive advantage because the automated methods produce substantially and measurably better results. The question this raises in my mind is where the industry goes from here.
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, MAY 24, 2009
    [2009] More on the Future of Demand Generation Systems
    Summary: let's not forget that most companies are still not even doing simple demand generation. Systems for that might succeed even though advanced integration between sales and marketing is the long-run trend. And, my car hit a deer. I hit a deer last Thursday while driving to Boston for the Sales 2.0 conference. just observe and report.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, MAY 27, 2009
    [2009] New White Paper and Eloqua Prospect Profiler
    Eloqua yesterday announced Eloqua Prospect Profiler , which makes it easier for salespeople to review prospect behaviors that are captured by the demand generation system. This makes it harder for salespeople to understand prospects and build relationships with them. Back to Eloqua Prospect Profiler.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JUNE 2, 2009
    [2009] Demand Generation Vendors Offer Few Social Media Applications
    Summary: marketing vendors offer several types of social media applications. But none truly automates social media management, which is what's ultimately needed. Social media is this month’s Trend of the Year. But no one knows how best to use it, which has led to a wide range of offerings under the social media label. scan for social media mentions.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JUNE 3, 2009
    [2009] Silverpop Engage B2B Adds Visual Campaign Builder
    Summary: Silverpop Engage B2B has added an innovative visual campaign builder that supports complexity without the drawbacks of a Visio-style flow chart. Thumbs up. This is the first of three planned posts on updated interfaces from demand generation vendors.) Click here for a video demonstration.) This fits perfectly with the new interface.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JUNE 3, 2009
    [2009] Marketbright's Campaign Flows Work Well for Serena Software
    Summary: Serena Software is pleased with Marketbright's Visio-style interface for complex campaigns. The real work is in designing the campaigns, not setting them up in the software. The short answer is that Serena is very pleased, since the flows make it easier to enforce complex processing rules that were otherwise difficult to define and execute.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JUNE 5, 2009
    [2009] Market2Lead User Interface: Attention to Detail Pays Off
    Summary: Market2Lead's revised user interface has plenty of refined details. But what's most important is it offers different ways to build simple and complex campaigns. This beats even the best "one size fits all" approach. Time flies. I saw a demonstration of Market2Lead ’s new user interface last December, and they released it in February.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, JUNE 15, 2009
    [2009] Cloud-Based QlikView Still Isn't Available as a Service
    Summary: Pay-as-you-go pricing would make QlikView easier to buy, but the company doesn't offer this option. To make a stronger business case for the purchase, include the value of shifting work from IT to business users, and of producing results faster. Last week’s post about QlikView 9.0 You can't define and load your own data sources directly.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JUNE 17, 2009
    [2009] Marqui Combines Content Management and Demand Generation
    Summary: Marqui started as a Web content management system and then added basic demand generation. It’s a good choice for organizations that need both and don’t have very sophisticated marketing requirements. Marqui is one of the oldest demand generation vendors, founded in 2000. Whether demand generation is the right refuge is another question.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JULY 9, 2009
    [2009] Lyzasoft White Paper Looks at Coordinating Business Analysts and IT
    Summary: a new white paper says business analysts gather data with little help from IT. I'm not so sure, but agree that collaboration tools like Lyza Commons can help both groups cooperate. Analytical software vendor Lyzasoft has just published a white paper by data warehouse guru Dr. Barry Devlin on how business analysts and IT can work together.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JULY 9, 2009
    [2009] ParAccel Toots Its Horn and Revs Its Database Engine
    Summary: Over the past year, columnar analytical database vendor ParAccel has methodically proven its claims about speed, scalability and easy deployment. Now it's looking to grow fast. To top it off, they recently announced their 2.0 release , a new TPC-H record , and $22 million Series C funding. The 2.0 release date is August.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JULY 14, 2009
    [2009] SiteCore Adds Analytics and Marketing To Web Content Management
    Summary: SiteCore has added extensive analytical and marketing features to its Web content management system. The integrated analytics should save considerable effort for marketers. Channel-specific marketing automation is less appealing but should help to keep marketing automation vendors on their toes. Guarnaccia didn’t see it that way.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JULY 15, 2009
    [2009] More on Web Traffic Rankings for Demand Generation Vendors
    Last week’s post on Web traffic rankings of demand generation vendors generated a couple of private responses from vendors, pointing out that the Alexa statistics include traffic to operational subdomains for client landing pages and user log-in. In itself, this doesn’t bother me, since it provides data on actual use of the systems.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JULY 17, 2009
    [2009] Right On Interactive's 5Buckets Simplifies Multi-Channel Messaging
    Summary: Right On Interactive's 5Buckets connects lists from external customer management systems with many types of output vendors (email, print, fax, text message, automated voice). It's a low-cost, easy-to-use alternative to more powerful marketing automation systems for companies who don't need other marketing automation features.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JULY 21, 2009
    [2009] Jesubi Doubles Sales Prospecting Efficiency
    Summary: Jesubi is designed to make sales prospecting as efficient as possible. It shows how specialized software can be much better at one function than general purpose systems. You may not want to replace your CRM system with Jesubi, but dedicated prospecting teams should take a close look. Just thought I’d point that out.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JULY 23, 2009
    [2009] Simple Usability Studies Are Still Worthwhile
    Summary: Web usability guru Jakob Nielsen has proven that simple usability tests are highly effective. Marketing automation vendors should take heed. Come to think of it, so should marketers. vendor very proudly showed me their new Adobe Flex -based user interface the other day. Fair enough. It’s something I hope more vendors will keep in mind.
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, JULY 25, 2009
    [2009] Why Most Consumer Marketing Automation Systems Are Not Software-as-a-Service, And When That Will Change
    Summary: Consumer-oriented marketing automation systems have been slower to adopt the Software-as-a-Service model than business marketing (demand generation) systems. But this will soon change, bringing lower prices and better systems as a result. demand generation) systems. Any vendor who didn’t sell that way would be an oddity.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, JULY 27, 2009
    [2009] Genius.com Adds Short URLs to Capture Social Media Replies
    Summary: Genius.com is adding a URL shortener that will tie social media responses into the regular flow of demand generation and lead management. It’s a small but important step towards making social media a standard business tool. I saw a quick demonstration today of a new social media feature that Genius.com will release at the end of September.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JULY 29, 2009
    [2009] Helmsman Shows How To Serve Small Business Marketers
    Helmsman released its product in April 2009 and currently has about 20 systems in place. Summary: Helmsman Marketing offers turnkey marketing campaigns for small business. They all seem to think this market is under-served and therefore open for them to dominate. Ok, that last sentence is a mouthful. So that’s what Helmsman does.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 4, 2009
    [2009] Low Cost Systems for Demand Generation
    Active Conversion : I had a chat with president Fred Yee last August although I didn’t publish a detailed review. [I did publish a real review in July 2009.] My new obsession with Twitter (follow me as @draab) has led to several messages from people who seemed to have trouble choosing between Eloqua and Marketo. Just kidding.or am I?)
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JULY 30, 2009
    [2009] Hubspot Offers Small Business Marketers a Big Bundle of Features
    It extended this in 2009 email alerts triggered when user-selected leads visit the Web site. Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. Small businesses willing to invest some effort should be pleased with the results. Hubspot has accepted this challenge.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, AUGUST 3, 2009
    [2009] Youcalc: On-Demand Analytics Without Stored Data
    Summary: Youcalc is an on-demand analytics vendor with 130 prepackaged applications primarily for sales and marketing reporting. Unlike its competitors, youcalc it reads data directly from other Software-as-a-Service systems rather than loading it into its own database. This saves money and simplifies installation but has some drawbacks too.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, AUGUST 4, 2009
    [2009] Marketo Offers Guide to Lead Nurturing
    The folks at Marketo have always recognized that they can only succeed if more marketers learn the basics of demand generation. As a result, they’ve invested heavily in educational materials that are not directly related to their particular product. Whatever the reason, it’s a refreshing and laudably mature approach.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JULY 7, 2009
    [2009] LucidEra's Failure: More Evidence that Marketers Won't Pay for Measurement
    When I spoke with them again in October 2008, the number was 50 and it was still at 50 when we spoke in April 2009. I’m just catching up with what happened while I was on vacation these past two weeks. One piece of news is the demise of LucidEra , which this blog profiled almost exactly one year ago. penetration. This is not surprising.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, AUGUST 5, 2009
    [2009] Vertica Announces 3.5 Release
    Summary: the new release of Vertica's columnar database can store several related data elements in a single column. Didn't we used to call that a row-oriented database? Benefits seem limited. Analytical database vendor Vertica yesterday announced its 3.5 release. Vertica offered two responses to my doubts. The 3.5
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 6, 2009
    [2009] Infusionsoft Pushes the Right Buttons for Small Business Marketing
    Summary: Infusionsoft knows exactly how to sell marketing automation to small business: promise more revenue, less work, strong support and a low price. The system is designed for entrepreneurs, not full-time marketers. ended up chatting with Scott Martineau, company founder and VP Product Management. It was a helpful conversation for a few reasons.
  • EMAGINE B2B BLOG  |  FRIDAY, AUGUST 7, 2009
    [2009] Changing information sources for large purchase decisions
    Once again, a bit of research from MarketingSherpa that puts the stamp of validity on what we’ve kinda suspected:  in this case, that the poor economy has forced a shift away from face-to-face events and trade shows, and toward their virtual or online counterparts.  And this was a survey of buyers and influencers about the [.].
  • CHRIS KOCH  |  FRIDAY, AUGUST 7, 2009
    [2009] Why your marketing to CIOs may be irrelevant—and what to do about it
    That means understanding not just the top 10 IT drivers for 2009 as predicted by Gartner or Forrester. If I learned anything in those years, it was that CIOs really are a diverse lot. And that has big implications for marketers. It means understanding different CIO roles, skills, aspirations, and business contexts. CIOs are not all the same.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, AUGUST 6, 2009
    [2009] Social media: Old people rule!
    Today I’m pleased to introduce a special guest-blogger, my daughter Lauren, who provides a 20-something perspective of social media. Lauren is an awesome young woman (with a capital AWE) and is a junior majoring in Public Relations at Indiana University. She is also completing a summer internship with a company in San Francisco.
  • SMASHMOUTH MARKETING  |  THURSDAY, AUGUST 6, 2009
    [2009] Appointment Setting, Blogging and Lead Nurturing - Interview on Marketo's Blog
    Just a quick post to point readers to an interview of me on Marketo 's blog, Demand Generation and Social Media: Thought Leadership with Mike Damphousse of Green Leads. Questions discussed: What is B2B appointment setting ? And why is it important to marketers? When it comes to leads, quality or quantity ? You specialize in reaching CXOs and VPs.
  • MARKETING GENIUS BLOG  |  THURSDAY, AUGUST 6, 2009
    [2009] The Truth about Lead Scoring Revealed
    Simple Steps to Mapping Content to Buying Stages will take place on August 19, 2009. Yesterday, Genius.com and NetProspex hosted the first of a three-part webinar series, Does Lead Nurturing Actually Improve Your Pipeline? 15 Simple Steps to Success , with noted author and marketing strategist, Ardath Albee. You can get yours now.
  • WONDERING OUT LOUD  |  THURSDAY, AUGUST 6, 2009
    [2009] Rupert Murdoch says “Pay up”
    I tweeted about this earlier today and I think it deserves a blog post. Rupert Murdoch – media mogul to the extreme – announced a plan to charge for all on line content. asked in my tweet is he gutsy or nutsy. The pay for play train of web-based news has long left the station and Murdoch plans to hit the breaks and throw it in reverse.
  • EMAGINE B2B BLOG  |  THURSDAY, AUGUST 6, 2009
    [2009] B2B marketing insights overheard at the ANA/BtoB conference
    “We are cutting anything that is not measurable and doesn’t demonstrate immediate return.” – Phil Clement, Global CMO,  Aon Corp.
  • MARKETING INTERACTIONS  |  THURSDAY, AUGUST 6, 2009
    [2009] Lessons Learned from Using Marketing Automation
    There's a new report out from Demand Gen Report, sponsored by Manticore Technology, that reveals the reflections of 53 marketing executives who are using marketing automation systems. The benefits from automating marketing programs can be many. This said, technology is not the answer to better marketing. Well done! Go Download the Report
  • B2B MARKETING SAVVY  |  THURSDAY, AUGUST 6, 2009
    [2009] Can Your Brand Survive a Soccer Mom’s Purse?
    Other Popular Posts: Digital DeTox Tools       Twitter Branding       Analog Bridges       Email Scoop. The risks have scaled enormously, with the opportunities. Case in point from Core Contributor and Agency Principal, Carl Agers. Last Saturday, my wife and two of her friends were trading opinions of two retail clothing outlets. Welcome!
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, AUGUST 5, 2009
    [2009] Social Media's Economy of Giving
    In the first article in this four-part series , I defined the three elements that contribute to business benefits through social media: Connections + Meaningful Content + Authentic Helpfulness = Business Benefits. In this final article, we'll examine the difficult issue of Authentic Helpfulness. We are on the cusp of a unique era!
  • WONDERING OUT LOUD  |  WEDNESDAY, AUGUST 5, 2009
    [2009] Social media: The great mixing pot
    Social media is obviously a melting pot, but I’ve been thinking more about how it’s a mixing pot. Social Media is, if what I see on Twitter is any indication, has become the place where people are comfortable mixing their personal and professionals lives. But many don’t stop there.
  • EMAGINE B2B BLOG  |  WEDNESDAY, AUGUST 5, 2009
    [2009] B2B blogging can improve organic search
    Most B2B blogging has been justified under the rubric of thought leadership, community, engagement and other such relative intangibles.  But it can also have a powerful impact on search-engine visibility and hence lead generation, said Chris Baggott, CEO and co-founder of Compendium Blogware, in a Feature interview with B2Bonline.
  • EMAGINE B2B BLOG  |  WEDNESDAY, AUGUST 5, 2009
    [2009] White papers: still super-effective when done right
    It’s been well-documented that this recession has caused B2B marketers – and their agencies – to hasten their ongoing shift of budget dollars from traditional to online vehicles, in search of measurable ROI.  That has thrown the spotlight on that online marketing war horse, the white paper.  Since we haven’t said much here on the [.].
  • MARKETING GENIUS BLOG  |  WEDNESDAY, AUGUST 5, 2009
    [2009] Sales 2.0 Conference Goes Social in Chicago
    In response to the huge potential of new social networking tools and the demand for new sales solutions that meet today’s unprecedented economic challenges the Sales 2.0 Conference will feature sessions on social media and how sales and marketers can track and get ROI from conversations that are occurring on the Social Web. Conference website.
  • MARKETING EDGE  |  WEDNESDAY, AUGUST 5, 2009
    [2009] Kodak Gets The Picture – Jeffrey Hayzlett & The 4Es of Social Media
    Time 9:30. Taking pictures on film has sure changed. Good thing Kodak is in the capturing memories and sharing in them business. You would be hard pressed to find an industry that has been impacted more than photography business. This disruption would set the average marketer on their heals. Marketing Edge on Stitcher Radio.
  • CONTENT MARKETING TODAY  |  WEDNESDAY, AUGUST 5, 2009
    [2009] Test post for tweet meme
    Does this get me a tweet meme link? xxxxxxxxxxxxx.
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