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.

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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.

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.

Adobe Buys B2C Marketing Automation Leader Neolane: One Gap Filled, But Where's CRM?

Customer Experience Matrix

Adobe was on everyone’s list of potential buyers, and Neolane was ripe for acquisition or an initial public offering. It still doesn’t put Adobe on equal footing with Oracle , Salesforce, SAP or Microsoft , since they all have major CRM platforms which Adobe does not. More important, Adobe also has an unmatched position in Web analytics, Web advertising, and Web content management. Everything will eventually converge Web-plus-CRM, with marketing automation baked in so deep you can''t see it. The deal is not particularly surprising.

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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.

Clarity on Customer Analytics for Marketing: A Q&A with Lynn Tsoflias

CMO Essentials

As modern marketers, we’ve all heard the promises of analytics technologies – goodbye guesswork, hello data-driven decision making – but how do we actually get there? In the realm of customer analytics, in particular, where the allure of deep, thorough, and relevant insights on customers makes the business case almost irresistible, what do you really need to know to be successful?

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.

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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?

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.

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.

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.

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.

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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.

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PowerViews with Christopher Hosford – CRM/Marketing Automation/Social Convergence


” Convergence: Technology, CRM & Social Media. That is, continuing to add features: social features, lead generation features and analytics. ” He adds that it is also extending social functionality with the acquisition of Rypple (human resources management) and the release of Chatter. Today's PowerViews guest is Christopher Hosford. What can I do? Stay Tuned

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.

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.

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.

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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?

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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).

The 3-Step ToFu Recipe for Growth Marketers


First came CRM. CRM made sales and marketing more efficient in the bottom of the funnel. Here are some of the questions that the marketer is looking to answer: What is my ROI/customer acquisition cost by channel, by campaign? But the top of the funnel has never had its own platform. None are a single platform that empowers the growth marketer across all marketing channels.

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).

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.

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!

PowerViews with Chris Hosford – CRM/Marketing Automation/Social Convergence


” Convergence: Technology, CRM & Social Media. That is, continuing to add features: social features, lead generation features and analytics. ” He adds that it is also extending social functionality with the acquisition of Rypple (human resources management) and the release of Chatter. Today's PowerViews guest is Christopher Hosford. What can I do? Stay Tuned

Revenue Performance Management to Marketing Automation: What Facebook was to MySpace?

It's All About Revenue

Lauren Carlson , of Software Advice , is one of the rising stars in the constellation of CRM, marketing automation and, now, Revenue Performance Management industries. You came out of seemingly nowhere to become one of the most listened-to voices in CRM, marketing automation, and now Revenue Performance Management. have to credit most of my success to the amazing network of experts in the CRM and marketing automation space. think social media analytics is where marketing automation should invest. by Joe Chernov | Tweet this. Here’s what she had to say. Last question.

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?

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.

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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.

Enterprise automation: artificial intelligence in the making


The acquisition by the Indian consultancy firm was part of a strategy to include more automated processes into other pieces of its own puzzle, including finance and software development. Big Data and analytics software are both very powerful tools on their own that provide the groundwork that enterprises use to make their decisions. Or is there one already? Is this necessarily bad?

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

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.

CMOs: Stop Believing These Digital Marketing Myths

Crimson Marketing

“For many brands, social is the largest driver of new customer acquisitions and customer retention. But there’s a lot you can accomplish just by setting up conversion pixels and Google Analytics accounts correctly — and if you’re a B2B, making sure your CRM is integrated with your marketing efforts.” There are many myths surrounding digital marketing solutions.

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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.

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How To Start Your Ecommerce Retention Strategy


If you use an analytics or CRM tool, you can store it there. You would not expect acquisition to just happen, so you should not expect retention to just happen. You invest marketing dollars into a content strategy, email marketing, social media, search engine optimization, and retargeting (to name a few places) for your acquisition strategy. Let’s get started! Ecommerc

Find Your Most Engaged Members and Donors with Inbound Marketing


It’s a dedicated commitment to learning that connects all of these aspects of your audience acquisition and engagement strategy. You may not have a customer relationship management (CRM) platform that integrates with other tools and software. Learn how to do it by following the tips in this article on email analytics and this article on tracking content ROI. Log in. The reason?

Web Analytics Is Dead. So Is Customer Centricity. I Need a Drink.

Customer Experience Matrix

Even as analysts are still sorting through the implications of last week’s acquisition of Omniture by Adobe , the industry saw two additional important announcements this week: Omniture combining its data with comScore to help measure Web advertising audiences , and Nielsen working with Facebook to poll consumers on advertising impact. Both announcements share several interesting features: they don't rely on traditional Web analytics (tracking page views); they involve vendors who report data from consumer panels; and they relate to measuring advertising measurement.

Marketo Buys Crowd Factory, Silverpop Buys CoreMotives, and Other News from Pardot, Neolane, Act-On and OfficeAutoPilot

Customer Experience Matrix

With its usual fanfare, Marketo today announced the acquisition of social marketing campaign company Crowd Factory. Marketo is primarily focused on business marketing, and in particular lead generation, nurturing and analytics. These include: Silverpop announced it had purchased CoreMotives , which adds marketing automation capabilities within Microsoft Dynamics CRM. The company also announced plans to integrate Silverpop’s flagship Engage system with Dynamics CRM. Not as sexy as a social marketing acquisition but useful nevertheless.

Seven Simple Ways to Screen Marketing Candidates — Just by Looking at Their Resumes

CMO Essentials

Whether it’s Google Analytics, WordPress,, HubSpot, or Canva, a good candidate will list out the technologies they’ve mastered that are relevant to their work – not just marketing technologies, but related ones, such as content management systems and CRM tools. Talent Acquisition 2014: Reverse the Regressive Curse, June 2014. Wacky fonts, cluttered visuals.

Doughnuts and Pizza Slices: Analyzing Consolidation and Competition Among Software Vendors

Customer Experience Matrix

Summary: One way to understand consolidation and competitive trends affecting marketing software is to look at systems across several dimensions: how closely they relate to customers; whether they are operational or analytical; and whether they support online or offline activities. On Wednesday, IBM announced formal completion of its acquisition of Unica. Coincidence? Yeah, probably.


Marketing Automation News from Dreamforce: B2B More Integrated, B2C Stays Separate

Customer Experience Matrix

Conference presentations confirmed that Pardot, the B2B marketing automation system that Salesforce acquired as part of its ExactTarget acquisition, has been separated from the rest of ExactTarget and made part of the Sales cloud. In terms of infrastructure, Pardot will eventually work directly from the CRM data objects, rather than maintaining its own synchronized database. Data outside the CRM structure, such as detailed Web behaviors, will remain separate.) I spent the early part of this week at ’s annual Dreamforce conference. Here are my observations.

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22.84 μs: 535.0 ns, 12.58 μs, 237.0 ns 161.3 ms: 190.0 μs, 3.678 ms, 156.9 ms