Marketing Automation Buyers Guide to Lead Nurturing September 21st, 2010 by Roy Russo Lead Nurturing is the corner-stone of today’s marketing automation and automated email marketing processes. With it, marketers are able to lower their costs of new customer acquisition, build interest and awareness for their product and services, and help retain existing customers; all in an automated fashion requiring little effort from marketing staff. CRM Integration: This is an absolute must. MORE >>

If you’re looking for an eloquently written post on how B2B marketing has changed and recommendations on what you should do, you’ve come to the wrong page. What I have done is reviewed the tweets from the latest SiriusDecisions Summit 2009 and captured points that I thought were interesting and categorized them. megheuer # sds09 megheuer : Sales is protective of customers and late-stage deals; marketing needs give options, not mandates, to help at this stage # sds09 @tjaros jblock : 72% of B2B orgs can segment the customers and prospects in their marketing database. MORE >>

Marketing Automation Buyers Guide to Email Deliverability September 15th, 2010 by Roy Russo Email Deliverability is a hot-topic today as marketers seek to fine-tune their outbound messaging and engage customers with mass email campaigns and lead nurturing programs. Before making a purchase decision for a marketing automation platform, buyers should know the basics of email deliverability, as it will have a direct impact on the success or failure of their marketing programs and ROI. Still with me? Pinging is currently not allowed. MORE >>

The point of the story, other than showing why economists are poor comedians, is that the market is not always perfectly efficient. Now we come to Infusionsoft , which offers marketing automation, CRM and ecommerce for as little as $199 per month. The company’s marketing is tightly targeted at very small businesses (under 25 employees) but its marketing features are competitive with demand generation products aimed at much larger firms. If advanced lead scoring or Salesforce.com integration are show stoppers for you, then read no further. MORE >>

A client asks: “Now that we have our marketing automation system in place, is it really necessary to use registration forms in our lead nurturing (follow-up) campaigns? If we offer them direct access to the content assets, we can still track their click-throughs and then trigger sales alerts or assign lead scores based on that action, and we won’t be forcing them to fill in a registration form. After all, we already know who these people are, correct? Can we do without?”. In addition: 1. MORE >>