ANNUITAS

JANUARY 4, 2012

Although there are five, I’m hoping that each B2B marketer should resolve to focus on at least one for 2012. If this is still the marketing and sales approach for your organization, you should resolve to stop it in 2012. There is no doubt that the B2B buyer has changed dramatically. These resolutions are not mine alone.

Work Management 100

Work Management B2B Marketing Marketing Management Planning 100

Customer Experience Matrix

JULY 31, 2012

I’ve just released the latest edition of my B2B Marketing Automation Vendor Selection Tool (VEST), which contains detailed analysis of all 22 B2B marketing automation systems. With 2012 half finished, I can now make a reasonably solid estimate for this year. The new report contains a rich trove of industry information.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Marketing Report Marketing Management 120

Onalytica B2B

JANUARY 8, 2019

Key Topics: B2B Marketing, Demand Generation, and Marketing Technology. I’m focused on helping B2B marketers improve revenue performance, communicate results with executive stakeholders throughout the organization, and use the data to help make strategic decisions. HOW DID YOU GET TO BECOME AN EXPERT IN B2B MARKETING.

Marketing Budget 108

Marketing Budget Budget Programs Demand Generation Agencies Work Management 108

DiscoverOrg

JANUARY 2, 2019

“Big data” is very 2012. B2B big data wasn’t quite there. We expect major gains in the sophistication – and volume – of B2B data in 2019. B2B big data is big business. But this wave of B2B data raises other questions too. Prediction #2: B2B Intent Data will (start to) go mainstream. BIG business.

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

KoMarketing Associates

DECEMBER 8, 2015

It is also important for B2B marketers to evaluate new and emerging trends, as well as shifts in the competitive landscape, to help determine where to set budgets and forecasts moving forward. Demand Generation. 76 percent of B2B buyers use three or more marketing channels for research. source ). >. source ).

Marketing Budget Creation 120

Marketing Budget Creation Marketing Budget Budget Programs Enterprise Management 120

ANNUITAS

NOVEMBER 26, 2013

A 2012 IBM study reports, “52% of CMOs state they are unprepared for the expected level of complexity over the next five years.”. Blog B2B Marketing CEB CMO Demand Generation Strategy optimizing demand process perpetual revenue'

CMO 100

CMO Demand Generation Demand B2B Marketing 100

LeanData

MARCH 14, 2023

A common refrain is being heard from revenue teams across the B2B space — Where have all the inbound leads gone? There’s a New B2B Buyer Over 50 percent of the U.S. workforce is made up of millennials, those born between 1981 and 1996, and Gen Z, those born between 1997 and 2012. It’s becoming a topic of great importance.

Lead Ranking 52

Lead Ranking Marketing Management Peer-to-peer Marketing Analytics Tools 52

NuSpark Consulting

DECEMBER 31, 2011

Thought I’d give it a shot as well, running through a master list of “resolutions” as preparation for improving your inbound marketing and lead generation strategies for 2012 and beyond. Those objectives include revenue, market share, branding, and lead generation objectives. Evaluate your resources.

Lead Generation 100

Lead Generation Budget Programs Sales Qualified Leads Paid Search Agency 100

Contently

MAY 18, 2017

To the crowd of marketers at Day 2 of the Sirius Decisions Summit in Las Vegas, it was something far more exciting: a new SiriusDecisions Demand Waterfall. The New SiriusDecisions Demand Waterfall. Ever since it was introduced in 2006, the Sirius Decisions Demand Waterfall has been the bible for thousands of B2B marketers.

Demand 94

Demand Work Management Marketing Management Webinar Metrics 94

Engagio

MAY 22, 2017

In 2006, SiriusDecisions introduced their revolutionary Demand Generation Waterfall, which defined the stages B2B orgs use to measure and optimize demand creation. Thus, in 2012, SiriusDecisions re-architected their waterfall to acknowledge these changes. Introducing the SiriusDecisions’ New Demand Unit Waterfall®.

Lead Ranking 85

Lead Ranking Demand Marketing Qualified Leads Account Based Marketing 85

ANNUITAS

FEBRUARY 4, 2014

The stats, guides and tips to effective lead nurturing abound in the B2B marketplace and yet with all of this information, still only a fraction of B2B companies are using or effective in the use of lead nurturing according to MarketingSherpa. This is why fewer than 4% of marketing generated leads are ever converted into sales.

Lead Nurturing 100

Lead Nurturing Organic Leads Lead Scoring Lead Ranking 100

ANNUITAS

JULY 10, 2014

About two years ago I wrote a blog post on Why BANT No longer applies for B2B Lead Qualification. Given the environment in which we live as B2B Marketers, BANT (Budget, Authority, Need and Timeframe) is not a trustworthy indicator of the qualification status of the leads. BANT Does Not Account for Buying Committees .

Lead Qualification 100

Lead Qualification Sales Management Sales Qualified Leads Lead 100

ANNUITAS

DECEMBER 23, 2014

In their 2012 study End of Solution Sales , the Corporate Executive Board (CEB) revealed that 57 percent of a typical B2B purchase decision is made before a customer even talks to a supplier. This should come as no surprise as the CEB quote from 2012 clearly states that customers are quite able to do define solutions for themselves.

Marketing Strategy 100

Marketing Strategy Marketing & Strategy Forrester Content Marketing 100

Content4Demand

FEBRUARY 7, 2020

The 2020 B2B Marketing Exchange (#B2BMX), taking place Feb. The program will be divided into six tracks: content marketing, demand generation, digital strategy, ABM, channel marketing and sales enablement. Since its launch in 2012, #B2BMX has become a staple event for B2B Marketers. out of 5-star attendee rating.

Case Study 54

Case Study Case Studies Studies Work Management 54

Customer Experience Matrix

AUGUST 29, 2013

My discussion last week of Infer , Mintigo , and Lattice Engines raised the question of what other B2B data vendors might be considered Customer Data Platforms. It’s easy to exclude companies that provide basic B2B lists ( D&B , Data.com , Netprospex , ZoomInfo , etc.) since they’re clearly in a different business.

Lead Ranking 120

Lead Ranking Lead Scoring Marketing Automation Services Ideal Customer Profiles 120

KoMarketing Associates

MARCH 3, 2014

These type of metrics, combined with the fact that LinkedIn already is one of the top platforms for publishing B2B content, lead to a potentially tremendous content development opportunity for B2B marketers and the organizations they represent. The B2B buyer controls the marketing message.

Paid Content 120

Paid Content Linkedin B2B Budget Programs 120

KoMarketing Associates

MAY 1, 2013

Last month, Content Marketing Institute (CMI) released its report , “B2B Software Content Marketing: 2013 Benchmarks, Budgets, and Trends – North America,” sponsored by the International Data Group (IDG). The report, which highlights responses from more than 1400 B2B software marketers across the U.S. LinkedIn (87% vs. 83%).

Marketing Management 120

Marketing Management Marketing Budget Budget Programs Peer-to-peer 120

KoMarketing Associates

MARCH 7, 2013

For B2B marketers, there are endless opportunities for leveraging social media platforms and strategies. Research from Optify’s 2012 B2B Marketing Benchmark Report supports these statements. Optify’s data shows that Twitter contributed to 82% of social media generated leads, beating out Facebook and LinkedIn 9 to 1.

Social Media 120

Social Media Ideal Customer Profiles Twitter Profiling 120

markempa

DECEMBER 30, 2013

Tweet As the holiday season quickly approaches an end, and marketers prepare to make 2014 their best year yet, we pulled together the top blog posts on the B2B Lead Roundtable Blog to share the most popular topics, chosen by marketers just like you. In 2012, the top focus for B2B marketers was understanding and leveraging social media.

Lead Ranking 120

Lead Ranking B2B Marketing Lead Scoring Lead Gen 120

ANNUITAS

MARCH 20, 2014

RT @megheuer 100 marketing tech companies in 2011; 350 in 2012; 950+ in 2014; Massive growth & complexity via @chiefmartec #marketingopssummit. Great point – change management – the unsung hero of demand process transformation #marketingopssummit. Agree with @SherylPattek – B2B/B2C not merging.

Work Management 100

Work Management Marketing Management Marketing Automation Services Demand Generation 100

Crimson Marketing

JULY 26, 2013

Rishi Dave is the Executive Director of Digital Marketing at Dell, where he is globally responsible for implementing marketing, lead generation, and content strategies for Dell.com, social media, communities, and mobile. He was named 2013 & 2012 Top Digital Marketer by BtoB Magazine.

BtoB 100

BtoB Top of Funnel B2B Thought Leadership Digital Marketing Funnels 100

Biznology

SEPTEMBER 26, 2013

The Number One rule in B2B marketing: Never, ever, pass an unqualified lead to your sales force. Because they’ll hate you in the morning… But seriously, if the role of B2B marketing is to provide leverage to sales, then burdening a sales rep with a prospect who is not a realistic potential buyer is no help. So get going.

Lead Qualification 80

Lead Qualification Lead Generation Lead Scoring Lead Ranking 80

Customer Experience Matrix

FEBRUARY 12, 2013

Let me start by saying that the 50% revenue increase I’m projecting for B2B marketing automation in 2013 is a very healthy one. In actual dollars, the $250 million gain is much larger than the $175 million growth in 2012. Its year-on-year revenue was up 42% in first half of 2012 ($45 million vs. $31.7 million vs. 39.6

Marketing Automation Services 120

Marketing Automation Services Enterprise Management Work Management Marketing Automation 120

ANNUITAS

MARCH 11, 2014

In their 2012 Interactive CMO-CIO Insights Survey of 400 senior marketing executives and 250 senior IT executives, consulting firm Accenture noted some interesting trends regarding collaboration between marketing and IT: 44% of CMOs don’t believe there’s any need for alignment with CIOs. So what is the answer?

Work Management 100

Work Management Marketing Management CMS Development Planning 100

markempa

DECEMBER 29, 2011

Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? This past year has been especially illuminating thanks to the brilliance of smart marketers who are expanding and perfecting the lead-generation concepts I wrote about years ago. 61% send leads directly to sales.

Top of Funnel 120

Top of Funnel Webinar Metrics Lead Scoring Lead Ranking 120

Customer Experience Matrix

FEBRUARY 6, 2013

I’ve just finished the latest update of our B2B Marketing Automation Vendor Selection Tool (VEST), available on the raabguide.com Web site. But by far the most quoted piece of content is our estimate of industry size, which we put at $525 million for 2012. I’ll get to the 2013 estimate in a bit. We use two methods: Vendor revenues.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Marketing Management Forecasting 120

Adobe Experience Cloud Blog

JULY 25, 2012

DemandGen Report is a targeted e-media publication spotlighting the strategies and solutions that b2b companies better align sales, marketing and disparate teams to support growth and drive revenue. Most B2B marketers know that social media plays an important, and growing, role in their demand generation strategies.

Peer-to-peer 48

Peer-to-peer Social Media Demand Allocation 48

ANNUITAS

OCTOBER 17, 2010

We are pleased that we were able to catch-up with Andrew Gaffney, Editor-In-Chief of DemandGen Report, an on-line publication that covers B2B marketing and the marketing automation space. We wanted to get his take on all things B2B marketing and what the future holds for this space.

Marketing Automation Services 100

Marketing Automation Services Demand Marketing Management Web 2.0 100

Tony Zambito

FEBRUARY 7, 2012

In my most recent article, Boost Demand Generation Using Target Ready Buyer Models , a comment was posted by the ever thoughtful Eric Wittlake, author of the blog B2B Digital Marketing and a member of the team at the Integrated B2B Marketing Agency – Babcock and Jenkins. Image via Wikipedia. Rush to Tactics.

Demand Generation Agencies 100

Demand Generation Agencies Wikipedia Demand Generation Buyer Personas 100

Customer Experience Matrix

AUGUST 23, 2012

This group had about 1,400 clients in mid-2012, generating an estimated $85 million in revenue. Marketo and Oracle (specifically, Oracle CRM On Demand Marketing ) are considerably further back in the leader quadrant. Both are general purpose marketing automation systems that serve large numbers of B2C as well as B2B clients.

Eloqua 120

Eloqua Marketing Automation Services Lead Ranking Enterprise Management 120

NuSpark Consulting

APRIL 26, 2012

I understand the importance of a sound media, social media, conversion and content strategy that generates quality leads until they are sales-accepted. My alliance, Frank Donny of Marseli, understands the principles of demand generation, lead management, and pipeline optimization. Below is our joint press release.

Top of Funnel 100

Top of Funnel Marketing Funnels Work Management Sales Qualified Leads 100

Customer Experience Matrix

OCTOBER 15, 2013

First we’ll start with the paradise itself: B2B marketing automation has indeed been growing quickly, at about 50% per year over the past few years according to my estimates. The BtoB survey does show that strong and complete adoption have increased considerably from 2012 to 2013, which is good news.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation BtoB 120

Directive Agency

OCTOBER 28, 2023

The Oldest Demand Generation Agencies Demand generation is not merely a buzzword. It focuses on hyper-targeting more qualified leads: engaging the right audience, with the right content, at the right time. The Evolution of Demand Generation Agencies Demand generation has evolved significantly over the years.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Paid Search Agency Advertising Agencies 52

Tony Zambito

FEBRUARY 10, 2012

Many B2B Marketers today are faced with the daunting tasks of connecting with buyers in new ways and using new mediums that are still in infancy. The shelf-life expectancy of some of the new approaches is yet to be known; making investment and resource decisions for leaders in B2B Marketing a road filled with risks.

Lead Ranking 100

Lead Ranking B2B Marketing Buyer Personas B2B 100

Digital B2B Marketing

FEBRUARY 13, 2012

The Role I Want I want to work with a Demand Side Platform, the technology at the heart of making modern media buying possible for advertisers and agencies. Since moving to B2B, I’ve continued to watch this space and I believe it is time for this and my B2B marketing focuses to come together.

Demand Generation Agencies 100

Demand Generation Agencies Advertising Agencies Ad Exchange Paid Search Agency 100

Marketing Insider Group

DECEMBER 22, 2014

My 2012 Marketing predictions included CMOs struggling with talent (right), marketing increased focus on supporting sales (dead wrong), I also talked about Content Marketing delivered via social (right), augmented reality marketing (dead wrong) and also predicted a rise in video production from brands (right). Content Marketing'

Paid Search Agency 100

Paid Search Agency Budget Programs Mobile Advertising Banner Ads 100

Customer Experience Matrix

AUGUST 1, 2012

I’ve gotten used to thinking of the B2B marketing automation industry as entering a consolidation phase, during which a handful of dominant vendors emerge and small vendors drop away. For B2B marketing automation, we’re not there yet.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation B2B Marketing 120