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  • B2B CONTENT MARKETING  |  WEDNESDAY, JULY 1, 2009
    [2009] Articulate value to a buyers persona
    All good content marketing programs must include a way to articulate value to a buyer’s persona.  I turned to Dave Winsow, CEO of Epik One and asked him to weigh in on the topic: Tags: VAZT business value Google Analytics marketing ROI
  • B2B CONTENT MARKETING  |  FRIDAY, JULY 17, 2009
    [2009] Efficiency is the new black.
    During hard times, it seems that “aligning people, process and technology” is in vogue. They automated an outdated business process without fixing the root cause; the other threw more people at it causing more silos and more inefficient process. But people or technology is not the proverbial silver bullet. 
  • B2B CONTENT MARKETING  |  SATURDAY, JULY 25, 2009
    [2009] When free social media platforms go bad.
    Today is Saturday, I was surprised to get a call from a client,  she was fed up with Youtube™ throwing up competitive advertising on her videos.  respect and often rely on experts for their thought leadership.
  • B2B CONTENT MARKETING  |  SUNDAY, JULY 26, 2009
    [2009] “Will you marry me?” What my bride taught me about sales and marketing.
    Most traditional marketers use broadcast messages to get people to listen, often these messages are designed to make the company look smart, they think their “cause” can create an affect that stimulates the buyer to react to their messages.  There is nothing new here; people have been entering relationships for ions yet we have lost our way. 
  • B2B CONTENT MARKETING  |  MONDAY, AUGUST 10, 2009
    [2009] How to invoke and earn trust, an interview with Chris Brogan.
    Last week I had the pleasure of interviewing Chris Brogan, about his upcoming book, Trust Agents. Chris talked talked to me about three keys to establishing trust at the brand level: Reliability. Consistency. Ability to grow with us or stay constant. know I did. Seamus: what are the three things you can do to invoke or earn trust?
  • B2B CONTENT MARKETING  |  THURSDAY, AUGUST 13, 2009
    [2009] Sales and Marketing Alignment is Critical to the Success of Account Based Marketing
    Account-based marketing is a strategic approach to business marketing where messages and communications are targeted to individual accounts. We use the term “account” to signify personal service; sales are specifically driven toward each account, based on each account’s specific needs and the unique solution we provide for that account. 
  • EMAGINE B2B BLOG  |  MONDAY, AUGUST 24, 2009
    [2009] Social media as viewed by four top B2B marketers
    Found this nifty little post over on DMNews, being a collection of the thoughts of four B2B marketers on the uses of social media.  You’ll want to click on over and give it a full read;  but herewith, a greatly condensed summary… From:  Rob Crumpler, President & CEO, BuzzLogic. Take time to understand social media;  know [.].
  • MEASURABLE MARKETING  |  MONDAY, JUNE 1, 2009
    [2009] Perfecting Lead Nurturing: Treating the C-level like Toddlers
    While I thoroughly enjoy my job, my true love is spending time with my family. Being the father of a toddler, I’m focused on nurturing him to bolster his development, and, hopefully, ensure his contributions to creating a better society as he grows.
  • MEASURABLE MARKETING  |  MONDAY, JUNE 8, 2009
    [2009] Vacuum-Packed Data Storage to Action-Packed
    No business exists in a vacuum –nor should data. Data seems impermeable yet is vulnerable if left hermetically sealed off from the real world. According to Marketing Sherpa, contact data degrades at a rate of 2.1% per month. languishing database of prospects translates to lost marketing dollars.
  • MEASURABLE MARKETING  |  THURSDAY, JUNE 11, 2009
    [2009] Mastering the Art of Marketing Automation: Mastering All the Tools
    As a young web application developer, I believed that I could accomplish anything using nothing but pure brain power, determination and a simple text editor. For years, this was true. Using only a minimal toolset, if you gave me a specification, I could give you the software you wanted.
  • MEASURABLE MARKETING  |  TUESDAY, JUNE 16, 2009
    [2009] The Evolution of B2B Sales and Marketing Tools
    I started my career as a Marketing intern about seven years ago and remember the days of server based CRM solutions, overly- complex applications to track web analytics and most importantly batch and blast email marketing tools that didn’t communicate back to Sales and Marketing.
  • MEASURABLE MARKETING  |  MONDAY, JUNE 29, 2009
    [2009] “It’s Gonna Be Like Buttah” Part I of II -My Observations On Adopting New Technology
    I spent many years in the software industry, working with both consumer and enterprise software. I got to observe the challenges of the adoption of software in the enterprise. In another job I helped roll out a new financial system in a creative agency. learned a lot from these experiences.
  • MEASURABLE MARKETING  |  WEDNESDAY, JULY 1, 2009
    [2009] “It’s Gonna Be Like Buttah” Part II of II – Facing the Brutal Facts About Adopting New Technology
    At Rubicon, we develop open partnerships where we help our clients reach their business goals. We work with clients who understand the value that we bring as an extension of their team. actually had a new prospective client say this just the other day, and I quote: “I don’t want a “YES&# team.
  • MEASURABLE MARKETING  |  MONDAY, JULY 13, 2009
    [2009] Shedding Some Light: Search Engine Optimization (SEO)
    Let's discuss basic SEO and the positive behaviors that it has encouraged throughout the online community. After we've taken some time understanding the concept I would enjoy reading what you thought, or if you had an entirely different take on SEO. Virtual highways are here to stay.
  • MEASURABLE MARKETING  |  WEDNESDAY, JULY 15, 2009
    [2009] Subject Lines: The Good, the Bad and the Ugly
    Email blast subject lines can often times become an afterthought. You’ve worked hard on all the other components of your email campaign, including compelling copy, well thought-out graphics and list and then a subject line is thrown together at the last minute and the email is blasted.
  • MEASURABLE MARKETING  |  MONDAY, AUGUST 3, 2009
    [2009] Mind the Gap: Narrowing the Chasm between Marketing and Sales
    Marketing is undergoing a seismic shift in how business is being conducted. You could call it an inflection point. Marketers are beginning to be recognized as pivotal players in their organization. Some innovative marketing organizations are even beginning to be viewed as profit-centers vs. cost-centers.
  • MEASURABLE MARKETING  |  MONDAY, AUGUST 10, 2009
    [2009] Stick With Your Lead Scoring System
    One of the largest advantages in integrating a marketing automation platform into your company is the ability to create a rich lead scoring system. In theory (and in practice), this is a huge step. In the past, scoring leads involved: • Outsourcing qualification to a telemarketing firm. • Costly custom database solutions.
  • SAVVY B2B MARKETING  |  MONDAY, AUGUST 24, 2009
    [2009] “Social Business” - Where Will It Lead?
    Last week, Mark W. Schaefer posted about whether you can outsource authenticity. The question - which revolved around the gray area of ghost writing for blogs and other "personal" media - struck a nerve. But conversations like the one on Mark's blog make me want to slow down and think about this road we're on. and where it might take us.
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, AUGUST 23, 2009
    [2009] Pedowitz Group's Sweet Suite Builds the Missing Link between Social Media and Marketing Automation
    Summary: Pedowitz Group’s Sweet Suite captures social media comments and forwards them to a company’s primary marketing automation system. It’s a small but critical step towards integrating social media with other marketing programs. The result has been a profusion of single-function products that provide one part of a comprehensive solution.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, AUGUST 20, 2009
    [2009] Join me at this free social media best practices webinar
    I've been invited to address two national webinar audiences on social media best practices and I wanted to invite all of my favorite people (you!) to attend. one-hour sessions (both are the same): Tuesday, August 25 at 1 p.m. Eastern Time: Register here. Thursday, August 27 at 1 p.m. Eastern Time: Register here. Hope you can join me!
  • EMAGINE B2B BLOG  |  THURSDAY, AUGUST 20, 2009
    [2009] Keys to getting stalled B2B leads moving again
    No question, leads have been much harder to come by in the present economy.  This has led B2Bs to focus much more strongly on their existing lead pipeline, on the theory that it will be easier to close one of those than to generate a new lead. This focus extends even to “stalled” leads… those that [.].
  • SAVVY B2B MARKETING  |  THURSDAY, AUGUST 20, 2009
    [2009] Social Media Reality Check: There’s No Such Thing as an Overnight Sensation
    Instant gratification. We want it. We expect it. We're cranky when we can't have it. In a world full of high-speed, express, and accelerated solutions; we have developed an insatiable hunger for the fast-fix. There is no such thing as an overnight sensation. There may be a few instances of 15-minute fame, but is that really what you're after?
  • SAVVY B2B MARKETING  |  THURSDAY, AUGUST 20, 2009
    [2009] Social Media Reality Check: There’s No Such Thing as an Overnight Sensation
    Instant gratification. We want it. We expect it. We're cranky when we can't have it. In a world full of high-speed, express, and accelerated solutions; we have developed an insatiable hunger for the fast-fix. There is no such thing as an overnight sensation. There may be a few instances of 15-minute fame, but is that really what you're after?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, AUGUST 19, 2009
    [2009] Can you out-source authenticity?
    One thing is clear: To be successful on the social web, you need meaningful content. and LOTS of it! Some debate whether you need quality or quantity, but fact is, you need both. Five excellent blog posts in a month is better than one excellent blog post. and 10 is even better than five! And every company and non-profit is jumping on board.
  • WONDERING OUT LOUD  |  WEDNESDAY, AUGUST 19, 2009
    [2009] A social media strikeout
    In earlier posts I ranted against the abuse of LinkedIn by people pushing products and services and the proliferation of top 10 lists on blogs. So today I’m looking through some LinkedIn discussions and came across this beauty: Top 10 Reasons for going with (product name removed) Content Management System. Strike three! You’re out!
  • SAVVY B2B MARKETING  |  TUESDAY, AUGUST 18, 2009
    [2009] Social Media Reality Check: No One Cares – It’s not Real Life
    Newsflash: Ultimately, no one gives a rat's hiney about your social media marketing. don't care how amazing your campaigns are, IRL (in Real Life) no one really cares about your cutting edge products or stellar service. Dinnertime with my daughter does not include warm and fuzzy thoughts about my project management software. and I'm a marketer.
  • WONDERING OUT LOUD  |  MONDAY, AUGUST 17, 2009
    [2009] Don’t fear social media technology, embrace it
    Thanks to Adam Ostrow for exposing the folly of the SEC’s (Southeastern Conference) new media policy. But the SEC is just another in a long line of media that has feared new technology rather than embracing it for their benefit. What they ultimately figured out, purely by accident, is that sales actually increased.
  • EMAGINE B2B BLOG  |  MONDAY, AUGUST 17, 2009
    [2009] Why you really shouldn’t cut your SEM budget in a downturn
    We’ve blogged before about how smart companies maintain or even increase their marketing spend during recessions;  it’s the easiest and cheapest time to grow market share. But let’s say you’ve made that case and lost, so budget cuts are looming;  where should you make them, and what should you strive to hang on to, or maybe [.].
  • FEARLESS COMPETITOR  |  SUNDAY, AUGUST 16, 2009
    [2009] Don’t miss Jeff’s Twitter sales training! Linkedin comment
    Group: Linking Sales Leaders. Subject: New comment (2) on “Ask your toughest questions. Live Q&A with the Fearless Competitor 6/24/09 “&#. hope everyone saw Jeff’s e-book on “ how to find new customers “ I would add a link, if I was learned at Linkedin. So now Jeff is breaking new ground with leveraging Twitter.
  • 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   |  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.
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