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Webinar Replay: 2012 B2B Marketing Benchmark Report Reveals How Marketers Can Transform Mounting Pressure, Challenges into Revenue

B2B Lead Generation Blog

At the beginning of the webinar, Jen Doyle, MarketingSherpa Senior Research Manager and Lead Author of the 2012 B2B Marketing Benchmark Report , revealed that 1,745 marketing organizations are reporting remarkable declines in marketing effectiveness in 2011. Use these timestamps to jump to key points fast. 8:20 – Jen compares B2B Benchmark Report responses between 2009, 2010 and 2011.

(Almost) 100 (of the) Best Social Media Marketing Blog Posts and Articles of 2009

Webbiquity

Social media marketing activity exploded in 2009, and so did coverage of these practices. So in case you missed any of these, here are almost 100 of the best blog posts and articles covering social media strategy and tactics, measurement, monitoring, research, pitfalls to avoid, policies, tools and more from 2009. and ROI. ROI Is Dead by StraightUpSearch Blog. Must Read Posts about the ROI of Social Media by Social Media Today. This Guy Gets the Basics of Social Media ROI by My Venture Pad. Measuring Social Media ROI: Why it fails by Social Media Today.

Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC.

Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998).

100 Social Media & Content Marketing Predictions for 2010

Junta 42

Here are some of the key trends I found while reading through our expert predictions: Video will be big in 2010. Don't say it - more offline content in 2010??? The Question What is your prediction for how brand marketers will create and distribute their own content in 2010? 2009 was about learning social media. 2010 will be about figuring out how to use it well.    Online video will emerge as the most important tool for marketers in 2010.   The real ROI is always sales first; brand equity, like seventh. machines.

Tom Pisello: The ROI Guy: Basic Content Marketing Trumps Social.

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Benchmarking Tools, to assess current spending and process efficiencies and effectiveness, comparing against peers and leaders to help uncover opportunities for savings / improvements. They do if they are.

Tom Pisello: The ROI Guy: Don't Just "Sell the Problem", Quantify It

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Thursday, August 26, 2010 Dont Just "Sell the Problem", Quantify It I recently read a great blog post, Sell the Problem, by renowned Marketing Guru and Author Seth Godin. according to Mr. Godin.

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

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Thursday, October 07, 2010 Drive Budget Planning with the “IT Hierarchy of Needs&# For Information Technology, it’s not how much you spend, but what you invest in that matters. They do if they are.

Five Reasons You May Not Be Spending Enough on Content Marketing

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Evidence of this shift can be found in IDC’s 2010 Customer Experience Survey. Published: September 15, 2010, [link] Posted by Tom Pisello at 9:52 AM Email This BlogThis! Death of a Salesman?

Vital statistics for every B2B marketer

Earnest about B2B

Source: Business.com – 2009 B2B Social Media Benchmarking Study ( [link] ). Source: Forrester Research, How to take B2B relationships from Indifferent to Engaged: Jan 2009. Source: 2009 CSO Report ( [link] ). 49% of b2b marketers confess to not measuring ROI. Use and abuse at your leisure… where possible we’ve tried to accurately cite the source and provide a link to the site where we came across the research. B2B companies are ahead of their B2C rivals when it comes to social media adoption. 75% of B2Bers participate in microblogging (eg. Versus.

Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Next as a criteria, with Frugalnomics in full effect, cost of the solution is a close second, followed by return on investment (ROI). Winning the Social Media Popularity Contest Seeing ROI in the Cloud?

Tom Pisello: The ROI Guy: IDC: Tech Marketing Budgets Up, But Lag.

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Tuesday, September 21, 2010 IDC: Tech Marketing Budgets Up, But Lag Revenue Growth Enough being done to prove returns and drive even more investments in 2011? Alinean Powers ROI Calculator for Interactive Inte.

The Danger of Email Marketing Benchmarks « The Effective Marketer

The Effective Marketer

The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking The Danger of Email Marketing Benchmarks A recent article from BtoB Online about email deliverability reminded me of how dangerous this whole thing of email marketing deliverability numbers can be. OK, if you insist, here are some links to benchmarks I found online.

ReTweeting: Science or Art – Is 120 The New 140?

B2B Marketing Savvy

Microsoft employs social media research scientists: Here, Danah Boyd and Gilad Lotan (MS) joining with Cornell researcher Scott Golder to investigate the conversational aspects of retweeting: ( draft paper on RT here ) , scheduled to be published early in 2010. Monitor and Benchmark. So why the fuss to understand RTs? But is it science… or just artful prose? million (comScore).

Engaging Content is Key to Content Marketing Success?

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Monday, August 09, 2010 Engaging Content is Key to Content Marketing Success? Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998). Do White Papers Still Engage?

Hard Data to Justify Your Marketing Automation Investment

Customer Experience Matrix

client asked yesterday if I had some benchmark information to justify the cost of her marketing automation project. Tags: marketing system ROI marketing automation businses case software selection demand generation Summary: So you want some hard numbers to prove the value of marketing automation? Here's a bunch. This set off an hour-long scavenger hunt through my hard drive, followed by sporadic afterthoughts later in the day. Since this is a question that comes up pretty often, I figured I’d share some of the more useful results. The data is a couple of years old but still valid.

Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Updated Alinean Social Media ROI Calculator - New. Over 200% ROI from a Value Selling Program Sound I.

Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

For example, this could include methodologies, presentations, white papers and assessment tools to help sales professionals identify and illuminate buyer issues, benchmark buyers versus competitors and best practice leaders, and create / drive solution roadmaps to help resolve the most pressing customer issues. Evidence of this shift can be found in IDC’s 2010 Customer Experience Survey.

6 Tactics For Overcoming The High Cost Of Clicks In B2B PPC

delicious b2bmarketing

MEMBER LOGIN > | BECOME A MEMBER > Column: Strictly Business 6 Tactics For Overcoming The High Cost Of Clicks In B2B PPC Jun 8, 2010 at 9:05am ET by Andy Komack For anyone involved in marketing their B2B companies via paid search, it’s painfully obvious that the cost of clicks can be prohibitively high. In the last MarketingSherpa Search Marketing Benchmark Guide (2009), data indicated that the average CPC for B2B lead generation efforts was $3.33, vs. $0.78 for B2C retailers and $1.93 for B2C lead generators. Conversion actions are not all created equal (e.g.

CPC 8

How to measure ROI on creating and marketing content?

Connect the Docs

Measuring ROI on content marketing is not straightforward; that is why most firms put measurement on the back burner. Share one example of ROI tool/strategy that has worked either for you or your client." One of the top challenges for any marketer is measuring marketing ROI. B2B Lead Generation Benchmark Study 2009. But measuring doesn't have to be difficult.

Search Engine Marketing Benchmarks: Latest Research from Marketing Sherpa

WebMarketCentral

MarketingSherpa just released its new search marketing benchmark report ($447) and companion executive summary (free PDF). On the plus side, a recent study from Forbes and Gartner suggests that we may have turned the corner, with C-level executives now optimistic about the outlook for 2010. Similar results + lower costs = higher ROI. Search marketers do more with less. Maybe."

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ROI RIP?

The ROI Guy

A recent headline from CIOInsight caught my eye: ROI RIP : Not really dead, just overrated. The article link can be found at: [link] In this article from Arthur Langer , he explains that CIOs and CFOs care more about strategy and less about financial ROI calculations. CFOs are more frugal than ever and DEFINITELY care about the ROI of each and every project. However, Mr. Langer could not be more spot on regarding his advice to not rely on ROI alone to sell a project. How important is ROI still? CIOs must benchmark IT according to business impact."

ROI RIP?

Tom Pisello

A recent headline from CIOInsight caught my eye: ROI RIP : Not really dead, just overrated. The article link can be found at: [link] In this article from Arthur Langer , he explains that CIOs and CFOs care more about strategy and less about financial ROI calculations. CFOs are more frugal than ever and DEFINITELY care about the ROI of each and every project. However, Mr. Langer could not be more spot on regarding his advice to not rely on ROI alone to sell a project. How important is ROI still? CIOs must benchmark IT according to business impact."

Making the Most of Your Webinars

The Effective Marketer

The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Making the Most of Your Webinars A recent report from On24, “ Webcast Benchmarks and Best Practices for Lead Generation “,  has some interesting numbers when it comes to how webinars are being used and their effectiveness at lead generation.

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Email Marketing Metrics You Should be Tracking

Anything Goes Marketing

If you weren’t aware, Canada (Vancouver specifically) will be hosting the 2010 Winter Olympics. I was inspired to write this post by a group of brave Canadian ski jumpers that are have been denied permission to compete in the upcoming games. Sometimes it’s What’s Missing That Counts I was reading MarketingSherpa’s 2009 Email Marketing Benchmarking Guide looking for useful metrics and tips.

E-Quip Blog: Moving Targets: Some Industry Benchmarks Hard to.

E-Quip

Moving Targets: Some Industry Benchmarks Hard to Pin Down. Well, if youre among the many firms that use industry data for benchmarks and guidance, consider the limits of such "objective" standards. The most frequently used benchmarks in our industry come from ZweigWhite and PSMJ, and in general I trust their numbers. Whatever you spend, the important metric is ROI.

B2B Marketing Trends From Eloqua Experience 09 Via Twitter

Anything Goes Marketing

SuaadSait : Benchmarking marketing statistics is NOT what matters, Baseline YOUR mktng data & set goals to grow as a commitment per @lauraramos #EE09 jocebrown : Nurturing value measured in pipeline velocity - Drew Clarke IBM #EE09 rhonda : #ee09 Drew Clark on measuring nurturing: what type & how many activities lead participates in, what their role is in opp & in account.

only one thing matters in online surveys - wiifm

The Effective Marketer

This knowledge can come up in several different ways, such as a compilation of the survey results, a more personalized benchmark of your questions versus the survey population, a whitepaper about the subject at hand, and many others. This entry was posted on Monday, February 16th, 2009 at 10:13 pm and is filed under Communication , Marketing Management , Marketing Planning. You can’t be a marketer without having done some surveys in your life, otherwise where will you have gotten  your data from? How did you target and fine tune your messages? What will they get out of it?

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Trend Micro Risk and Compliance Assessment tool (powered by Alinean)

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Tom’s latest endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.

Accelerate Slow Sales Cycles with More Sales Enablement Investments?

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Friday, October 22, 2010 Accelerate Slow Sales Cycles with More Sales Enablement Investments? Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998).

Tom Pisello: The ROI Guy: Microsoft Virtualization with Hyper-V.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Wednesday, February 04, 2009 Microsoft Virtualization with Hyper-V - better value? Advantage Microsoft.

B2B Companies are Really Content Companies, But is Content.

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Tuesday, October 05, 2010 B2B Companies are Really Content Companies, But is Content Publishing Enough? Published: September 15, 2010 Posted by Tom Pisello at 6:25 AM Email This BlogThis!

Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Updated Alinean Social Media ROI Calculator - New. Over 200% ROI from a Value Selling Program Sound I.

Nothing Left to Cut – Now what?

Bungalo

Here’s some of what owners and leaders can do to improve the revenue side of the equation in 2010. In addition to industry benchmarks and keeping a close eye on the competition, calculating the expected ROI for your marketing plan is one way to determine your marketing budget. This article appeared in the NARI Minnesota Newsletter (Winter 09/10). Your pencil can’t get any sharper. You’ve done everything you can think of to minimize overhead and shrink job costs. Strategy first, then goals. It’s easy to say, “Our goal is to increase revenue by 20%.”

Tom Pisello: The ROI Guy: Value of Assessment ROI & TCO Tools for.

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools. How was such a high ROI and quick payback realized? They do if they are.

Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It?

Tom Pisello: The ROI Guy: Selling to the Unreachables

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Tuesday, June 22, 2010 Selling to the Unreachables SiriusDecisions Insight and Alinean Advice on Selling to Sr. Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998).

Value of Assessment ROI & TCO Tools for Demand-Gen and Sales Enablement Campaigns

The ROI Guy

In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools. Research Results The results of the research were compelling, as the investment in value selling tools has proven to be one of the highest ROI investments an organization can make in sales / marketing operations. How was such a high ROI and quick payback realized? The Alinean driven initiative generated over 2,000 qualified leads per month, the highest success and ROI of any prior marketing campaign. 222693735895213178.

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Sales Enablement and The Economic-Buyer

Tom Pisello

The reign of the economic-buyer is called Frugalnomics, where buyers require significant ROI, fast payback and superior value from each purchase. Learn more: [link] Sources: IDC Executive Tele Briefing on Sales & Marketing Strategies for 2010 Uncovering The Hidden Costs Of Sales Support, Forrester Research, Inc., April 2009. How Do You Fight Frugalnomics?

Tom Pisello: The ROI Guy: Can a Value Selling / Marketing Program.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Wednesday, August 04, 2010 Can a Value Selling / Marketing Program Improve Your Business? Latest Research.

Tom Pisello: The ROI Guy: Can a Value Selling / Marketing Program.

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Wednesday, August 04, 2010 Can a Value Selling / Marketing Program Improve Your Business? 222693735895213178 Metrics / Research Source: IDC | Alinean 2010 Posted by Tom Pisello at 5:27 PM Email This BlogThis!

Alinean Adds Six New B2B Customers

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Tom’s latest endeavor, Alinean, was founded in 2001 to develop SaaS software for changing the way B2B sellers reach frugal buyers with interactive white papers, assessment, ROI and TCO tools.

Tom Pisello: The ROI Guy: Who Do You Trust? Industry Analysts.

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. Thursday, June 03, 2010 Who Do You Trust? Tom’s ROI and TCO experience began in 1993 with Interpose (acquired by Gartner in 1998). Alinean Powers ROI Calculator for Interactive Inte.