Trending Sources

Make the most of your CRM this year


Maybe you started working with a CRM last year, but you didn’t get it set up in the most efficient way to meet your business needs. Don’t worry – you can still take advantage of all the great features a CRM has to offer. CRM and Customer Service. Your CRM goes beyond storing standard customer contact information. CRM and Personalized Marketing.

CRM 45

Case study in data-driven B2B customer acquisition marketing


While preparing case studies for book, I had the fun of interviewing a bunch of very smart B2B marketers to learn how they were applying data and analytics to their marketing objectives. The post Case study in data-driven B2B customer acquisition marketing appeared first on Biznology. My new book, B2B Data-Driven Marketing: Sources, Uses, Results , is launching in a few weeks.

Predictive Acquisition: Get Up To Speed, Then Go After Those Promising Prospects


Enter predictive acquisition. Put simply, predictive acquisition helps you discover net-new prospects that look like your best customers – and identify other new prospects and markets, as well. Predictive acquisition can also help you identify promising current prospects within your CRM. Predictive Acquisition Best Practices. 1. Those days are over.

Microsoft buys LinkedIn: the largest martech acquisition in history?


The potential of a vertically-connected ecosystem in the digital channel is what makes Microsoft’s acquisition of LinkedIn so powerful. Although Microsoft has already had positions in all three stages of this channel, their primary strength was in client software (Windows, Xbox, Internet Explorer) and their secondary strength was in marketing software (Dynamics CRM, Office, Cortana).

Marketo’s Take on’s ExactTarget Acquisition

Modern B2B Marketing

And this in turn requires a new kind of technology solution – one that helps them to create relationship-building dialogs across fragmented channels, one that helps them think holistically about the entire range of responsibilities of the modern marketing professional, and one that is powered by deep insight and analytics. Where marketing is going. Best-of-breed marketing solution.

Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)

Modern B2B Marketing

by Jon Miller A common question I hear from marketers is “I already have a CRM system (e.g., Microsoft Dynamics CRM), so why do I need marketing automation ”? Many CRM systems have a module for marketing. Architecture of Marketing Automation versus CRM. Workflow-oriented, highly detailed behavioral data, analytical queries. Analytics and Dashboards.

CRM 41

Oracle Integrates On Demand Marketing with On Demand CRM

Customer Experience Matrix

Summary: Oracle has integrated marketing automation with its on-demand CRM product. In February they released the first “Oraclized” version of the product, now Oracle CRM On Demand Marketing. This included a redesigned user interface that matches the look, feel, and terminology of Oracle’s on-demand CRM product, is available in the same 20 languages, and allows unified user IDs and log-ins. The new system uses the same data structures as the rest of Oracle CRM On Demand. Will competitors do the same? wonder if they had cake?

Why the sales funnel is alive and well and living on the web

grow - Practical Marketing Solutions

If you stack up all of the leads in an honest and robust CRM based on where they’re at in the buyer’s journey it will always resemble a funnel. If you stack up all of the leads in an honest and robust CRM based on where they’re at in the buyer’s journey it will always resemble a funnel. By Chad Pollitt, {grow} Community Member. Makes sense, right? No way. It doesn’t, and never did.

The One Thing That’s Better Than Knowing Your Customers

grow - Practical Marketing Solutions

Current customers and potential customers who visit your site (a CRM like HubSpot can deduce this info for you). Google Analytics can show you the data for 3-6). harder to decipher, but again, a CRM or Google Analytics can help). you can track manually or with a social CRM — example of Sprout Social below). It’s why businesses exist. Use: Interviews.

Constant Contact Adds Social CRM: Should Marketing Automation Vendors Be Worried?

Customer Experience Matrix

Small-business email provider Constant Contact yesterday announced the acquisition of "social CRM"* vendor Bantam Live. This is a major expansion for Constant Contact, placing it more squarely into competition with CRM and marketing automation vendors. This means the $300 per month of even the cheapest marketing automation systems is a big increase that many small businesses will not be willing to pay. * I put "social CRM" in quotation marks because I personally am not quite sure what it really means.

Predictive Acquisition: Get Up To Speed, Then Go After Those Promising Prospects


Enter predictive acquisition. Put simply, predictive acquisition helps you discover net-new prospects that look like your best customers – and identify other new prospects and markets, as well. Predictive acquisition can also help you identify promising current prospects within your CRM. Predictive Acquisition Best Practices. 1. Those days are over.


6 Tips for Turning Big Data into Great Customer Experiences

Buzz Marketing for Technology

Instead of working on intuition, or crude analytics, you could use definitive evidence to design product pages that lure your best customers directly toward the shopping cart. You will need to include marketing strategists, analytics gurus and Web developers. Examples of the typical aggregate data you can capitalize on in a big data strategy: Acquisition source. By far.

Microsoft Buys Marketing Automation Vendor MarketingPilot: Start of Something Big?

Customer Experience Matrix

Microsoft today announced the acquisition of marketing management system vendor MarketingPilot , which will become part of its Dynamics CRM group. The acquisition is significant on several levels. More specifically, it’s a major acquisition by a CRM vendor, helping to fulfill everyone's favorite prophecy that marketing automation and CRM will eventually merge.

3 Seismic B2B Marketing Trends Seen At Dreamforce 2016


Digging a bit deeper into the details, though, three key themes emerged from the year’s biggest technology event that are relevant for B2B marketers: 1) Artificial intelligence = Predictive analytics. The writing is already on the wall for this trend: Microsoft bought LinkedIn earlier this year and is expected to incorporate the latter’s data into the Dynamics CRM product.

B2B 49

37 Big Data Case Studies with Big Results

grow - Practical Marketing Solutions

EVOVL : Helps large global companies make better hiring and management decisions through tpredictive analytics. GE’s analytics team crunches it, then rejiggers machines to be more efficient. Claiming 95% of sales are rung up on the loyalty card, Kroger sees an impact from its award-winning loyalty program through nearly 60% redemption rates and over $12 billion in incremental revenue by using big data and analytics. QSTREAM : Allows sales reps to engage in fun, scenario-based challenges—complete with leaderboards and scoring—and produces sophisticated, real-time analytics.

Future of Marketing Automation: Grow or Die

Customer Experience Matrix

Like everyone else, I’m seeing greater use of social, mobile, and video; more cross-channel campaigns; closer cooperation between marketing and sales; and expanded use of analytics. This means they don’t help other marketers who do lead acquisition and marketing administration (planning, budgeting, project management, etc.). This is what’s covered in the white paper.

The Myth of Graduation – We Never Stop Learning


Analytics, search engine optimization, marketing automation, HTML, CMS , CRM and others are essential, basic tools for B2B marketing. Take marketing enablement and new skills acquisition seriously. Uncategorized Analytics Heinz Marketing marketing enablement MarkingProfs skills gap The StackGraduation is just one of many steps. How is that possible? Focus.

Class 50

4 Steps to Maximize Your Marketing Data

It's All About Revenue

Additionally, if you, like myself, are working in high-tech in Silicon Valley, you’re aware that the popularity of company acquisitions is increasing by the day. Building a third party data tool into your marketing automation or CRM strategy can drastically increase the effectiveness of your marketing efforts as well as your sales team’s efficiency. 3. It’s time to stop avoiding it.

Field 115

Is Predictive Marketing Now Mainstream?


In 2013, I wrote an article about the “CRM of the Future” which included three key components: (1) Out-of-the-box Lead Recommendations, (2) True Canonical Leads and (3) Pipeline Transparency. The expectation of future executives will be that CRM, ERP, and Marketing Automation (MAT), will be linked and a true representation of their business. This was originally published on Medium.

Miss This One Thing & B2B Marketers Will Never Demonstrate ROI

KoMarketing Associates

Define & Track Conversions – Regardless of whether your organization uses goal tracking in Google Analytics or conversion metrics in comparable reporting platforms, make sure some form of conversion tracking is in place. This is essential for evaluating performance by acquisition channel and creating a signal for following up with sales personnel. It is, however, possible.

ROI 99

The 5-point plan: how to increase marketing ROI from call conversions


Customer acquisition. Here are two more techniques for tracking customer acquisition: IP and ISP ( Subscriber Trunk Dialing) tracking software allows agents to see the exact geographical location where calls are coming in from; integrating call tracking with bid management software can allow marketers to see the keywords that lead to the most offline telephone conversions. Conclusion.

A Scorecard for B2B Marketing Operations [Download Evaluation]


Each of the items below is assigned its own weighted score value, so download the scorecard and rack up your points accordingly: Web analytics platform. Ad network platform analytics. An attribution solution integrates with multiple other types of marketing technology, including the CRM. Attribution data organized by account in the CRM. Cost per acquisition.

The 4 Stand Out Aspects of Salesforce Summer 11

It's All About Revenue

While this release is not heavy on features by standards, the company has been on an acquisition spree as of late and the Dreamforce keynote only a few months away, so I expect to see a lot more in the works. Analytics continuing to be a top level feature. With’s acquisitions and investment in collaboration and productivity tools, they’re clearly developing a full suite of tools to help people collaborate and connect. think this shows that Salesforce understands just how complex CRM and business applications are. Analytics.

Unica Turns Blue: IBM’s Acquisition Further Proof of Marketing Automation & Analytics Growth

Modern B2B Marketing

Upon seeing the online media frenzy about the announcement of IBM’s intention to buy Unica, it was hard for me not to create a blog post of my own about the pending acquisition. Although Unica is not a direct competitor to us at Marketo, we think this acquisition move by IBM is another key vote of confidence that this category is on the rise.

The Step-By-Step Guide To Measuring Marketing ROI


Depending on your industry you’ll also include customer acquisition cost payback. While ROI is important, lowering customer acquisition costs is a competitive advantage for firms and a metric that should be managed. Accuracy in reporting and forecasting is why the entire marketing analytics sector exists. Step 1: Determine your key metrics. The first step is measuring pipeline.

Marketing Automation Integration: Ensuring Critical Connections

CMO Essentials

lone CRM as well wouldn’t be enough to sustain your efforts. What you need is an integrated system that acts not only as a marketing automation platform, but a contact management database and a reporting analytic engine as well. study from Aberdeen found the following: 73% of Best-in-Class companies integrate their marketing campaign results with CRM or sales force automation (SFA).

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

Here’s a transcript of that discussion: Paul:   Welcome once again to another episode of CRM Radio Today; the voice of CRM today and tomorrow. Maybe a person left, maybe a company went through acquisition, there are all kinds of different things. Paul:   You’ve been listening to another episode of CRM Today; taking a look at CRM today and tomorrow right here on Funnel Radio.

8 Steps to Guarantee Marketing Automation Success

It's All About Revenue

• 42% of CRM users will increase marketing automation spending in the near future (Software Advice). • The most commonly used marketing automation applications include email marketing software, CRM, and marketing automation suites (Software Advice and Research Now). • Best-in-Class companies are 67% more likely to use marketing automation (Aberdeen Group).

8 Salesforce Buys Boost Analytics, Machine Learning Portfolio – InformationWeek


SaaS-based enterprise application and CRM giant Salesforce has accelerated its acquisition pace recently, snapping up eight companies, large and small, over the past several months. Online CRM and enterprise applications provider has been snapping up different companies, small and large, in a series of. The post 8 Salesforce Buys Boost Analytics, Machine Learning Portfolio – InformationWeek appeared first on Opentopic. Here’s a look at some of the deals and what they reveal about Salesforce’s strategy. Marketing Technology

10 Very Smart People Weigh In on How to Rethink Marketing


Figure out how much of your marketing budget will go towards creative & content, and how much data science, analytics and automation technology you will need to execute your strategy. Founder, CRM Essentials, @BrentLeary. While the acquisition/conversion ratio is not as lopsided now as it was then,  it is still heavily skewed toward lead generation. How might you do that?

B to B 110

Herding cats? The Hidden Costs of Multiple Marketing Tools


How many of you are entering data by hand, into your CRM system or some other tool? How many of you are looking at your Google Analytics and wondering who those people are? Your sales people may be operating in a customer relationship management (CRM) tool, adding yet one or more tools to the mix your company uses. If your sales team uses a CRM, this is a particularly helpful integration: Sales people never have to leave their CRM to use marketing automation features such as prospect activity histories or marketing-created email templates. The flip side?

Cost 31

Four Interesting Trends from Dreamforce

Digital Body Language

Integration providers like Cast Iron , Informatica , and Pervasive had packed booths as visitors looked to understand how to seamlessly tie together every pre-purchase interaction, whether in social media, search, webinars or in any other communication vehicle. 4) 2011 will be the Year of Analytics: It is now beginning to be possible to see the entire buying process from end to end.

Marketing’s Battle: How Big Data and Marketing Technology Helps Win The Game

Crimson Marketing

It seems like the opposite of hard data, because intuition doesn’t appear to come at the end of a linear analytical process. Building the foundation for predictive analytics isn’t a cakewalk. Invest in IT architecture purpose-built for real-time processing and decision-making: distributed storage and processing, scalable analytical tools, and visual dashboards.

Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters

Sales Prospecting Perspectives

According to Global Workplace Analytics , telecommuting could have the following benefits for U.S. If your virtual reps are managing existing business relationships, then CRM software may be appropriate. He is responsible for accelerating global customer and revenue growth and overseeing all new customer engagement and acquisition strategies. For Workers. Software Requirements.

Mobile 155

3 Sales Tools That Are Changing the Way Salespeople Do Business

Sales Prospecting Perspectives

Here are a few tools that have helped salespeople gain new insights and pursue new strategies for success: Document Analytics. Document analytics services like DocSend not only accommodate large file sizes with ease, but provide sales reps a wealth of insights into how and when clients or prospects are interacting with the documents they send. Lightweight CRM. Social Media.

20 Ideas from Power Users to Power Up Your B2B Marketing Automation

Modern B2B Marketing

Dan recommends a tagging system that includes geography, product/solution area, offer type (blog, case study, data sheet, etc.), and objective (acquisition, awareness, cross-sell, etc.). If you don’t have a process for handling these leads, you could overestimate your addressable marketing database, which will lead to significant inaccuracies in your analytics. Program Optimization.

Day Software Acquisition Adds Some Marketing Features to Adobe, But Gaps Remain

Customer Experience Matrix

Last month, Adobe announced their $240 million acquisition of Web content management vendor Day Software. Adobe was already a major force in Web development through its Dreamweaver, Flash and ColdFusion products, not to mention Omniture for Web analytics. Surely not: marketers still need to maintain a marketing database, send emails, respond to trigger events, score leads, and integrate with CRM. Summary: Adobe added Web content management, digital asset management and social media features to its arsenal when it purchased Day Software last month. publishing. Day’s 5.3

Attribution Matters: Demystifying Social ROI in B2B Marketing

Modern B2B Marketing

Before we get started, let’s take a look as some assumptions I’ve made about your marketing and sales technology: Your sales team is using a customer relationship management (CRM) system and your marketing team is using a complete marketing automation platform. Connect Your CRM and SRP to Your Marketing Automation Platform. ” Your boss is asking you for it. Awesome!

B2B 43

How to select the perfect B2B data vendor


First, clarify your marketing objectives for the data.  If you are going for customer acquisition, your data needs will be different from retention goals.  Data needs for acquisition. Ask whether your vendor can provide lookalike modeling, penetration analysis, and predictive analytics. Most B2B marketers rely on customer data from third party suppliers. Here are some examples.

How Paid Media Performance Improves with Predictive Marketing and 1st Party Data

Modern B2B Marketing

It’s been really exciting to see the vast growth and development in technology supporting paid media acquisition. This blog will explore how paid media acquisition benefits from predictive marketing solutions and 1 st party data, through the perspectives of leaders at predictive marketing technology companies. Predictive: Not new, but very hot. Or do you plan to?