Customer Experience Matrix

NOVEMBER 9, 2015

Companies willing to share their Salesforce CRM data can get a report assessing the quality of their CRM records, listing the top five data elements that identify high-value prospects, and suggesting five market segments they might pursue. It takes zero effort on the marketer’s part and the answer comes back in 24 hours.

Lead Ranking 120

Lead Ranking Lead Scoring Work Management Marketing Automation Services 120

Customer Experience Matrix

JUNE 13, 2016

This is fascinating since Microsoft intersects with LinkedIn in several areas: Dynamics CRM software, Office productivity software, and Bing online advertising. Done correctly, integration of LinkedIn with Dynamics CRM could provide a major boost to that product’s utility while creating a new barrier to competition.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Vendors Linkedin 120

Customer Experience Matrix

OCTOBER 26, 2006

The most recent, “On-Demand Versus On-Premise CRM: Are There Performance Differences?” This is not exactly a best practice.) I’ve never met Jim Dickie at CSO Insights ( www.csoinsights.com ) but have always been impressed by the thorough, objective (and concise!) nature of his reports on sales methods and technologies.

Demand 120

Demand CRM Salesforce.com Studies 120

Customer Experience Matrix

OCTOBER 17, 2012

Microsoft today announced the acquisition of marketing management system vendor MarketingPilot , which will become part of its Dynamics CRM group. MarketingPilot is best described as integrated marketing management for mid-tier companies. I’m not saying that a B2C platform could extend all the way to running CRM.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Vendors 120

Customer Experience Matrix

AUGUST 27, 2020

Companies may prefer to stitch together several “best of breed” components or to find a privacy solution within a larger system. So there's no reason to confuse it with a data lake, data warehouse, CRM, or CDP. Business flows” map the movement of data through business processes such as reviewing a resume or onboarding a new customer.

Privacy 180

Privacy Enterprise Management Work Management Marketing Management 180

Customer Experience Matrix

DECEMBER 18, 2012

The reason is that post-sales interactions are increasingly automated and marketers have the best tools to manage automated interactions effectively. Marketing automation vendors who want to expand their business need to service these other groups or risk some other system becoming the central platform for marketing management.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Marketing Management Automation 120

Customer Experience Matrix

MARCH 2, 2015

These include Salesforce.com for CRM, InsideView and FullContact for data enhancement, Twilio for text messaging, Lob for postcards, Segment for event tracking, and GoodData for reporting. There’s no phone support although users can submit questions by email during West Coast business or look in the community forums and knowledgebase.)

Multi-Channel 120

Multi-Channel Marketing Automation Services Enterprise Management Marketing Management 120

Customer Experience Matrix

DECEMBER 20, 2012

It seems more likely that Oracle will slow down Eloqua enhancements as it evaluates the product’s direction and decides how to best integrate existing Oracle technologies. That may be the best for Eloqua’s customers in the long run, but the changes will take time to deliver and necessarily distract from near-term product enhancements.

Eloqua 120

Eloqua Marketing Automation Services Enterprise Management Marketing Automation 120

Customer Experience Matrix

SEPTEMBER 26, 2013

And many CDPs provide predictive modeling or best-treatment recommendations that go well beyond the storage functions of a basic data warehouse. - Others can do the much more sophisticated analysis needed to predict which offer will best advance a long-term goal such as becoming a new customer. You still can’t do this at home.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Ideal Customer Profiles 120

Customer Experience Matrix

JULY 15, 2013

Even in the small business sector, that count would make Vocus one of the largest marketing automation systems. It lacks the Salesforce.com integration of B2B systems (due early next year), the lightweight CRM of micro-business systems, and the lead scoring and distribution of both.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Marketing Management Social Marketing 120

Customer Experience Matrix

JUNE 30, 2010

Other vendors have similar price points for the small business market (see my list of demand generation vendors ) although I suspect their internal costs are higher. Features, ease of use, and support from the vendor and business partners are usually (and rightly) the main considerations. rather than marketing automation.

Loopfuse 120

Loopfuse Marketing Automation Services Enterprise Management Marketing Management 120

Customer Experience Matrix

JUNE 27, 2014

Like all the others except ReachForce, the company builds a master database of information about businesses and individuals by scanning the social networks, company Web pages, job sites, paid search spend, search engine page rank, and other sources. A typical scheme would create A, B, C, and D lead classes, where A leads are best.

Lead Ranking 120

Lead Ranking Lead Scoring Marketing Automation Services Reachforce 120

Customer Experience Matrix

SEPTEMBER 1, 2010

Neolane “ Making the Business Case for Enterprise Marketing Software ”. This paper contains step-by-step instructions for building a business case and even a link to a slide deck you can use as a template. Eloqua “ The Business Case for Integrated Demand Generation ” offers data from Forrester, CSO Insights and several Eloqua clients.

Marketing Automation Services 120

Marketing Automation Services Lead Ranking Marketing Automation Marketing Qualified Leads 120

Customer Experience Matrix

DECEMBER 13, 2012

Most decision managers assume content is best stored with the touchpoint systems, while SiteCore wants to store most content itself. The system then tracks the content consumed by each individual and compares their behavior to “profile cards” of personas such as frequent site visitors with high interest in business.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Customer Experience Matrix

JANUARY 20, 2016

The notifications can be loaded as lists into a marketing automation or CRM system, where they can trigger advertising, sales calls, or other actions. The contact data is drawn from True Influence’s master list of 30 million business contacts, which are continuously verified to ensure deliverability.

Intent Data 120

Intent Data Intent Lead Ranking Marketing Automation Services 120

Customer Experience Matrix

NOVEMBER 16, 2011

Here's what he'll be looking for: Background: a general description of your business, including the products, company size, and industry characteristics. A simple marketing automation deployment might integrate only with CRM. This gives a vendor an idea of your key issues and what sort of solution would be appropriate.

Work Management 120

Work Management Marketing Automation Services Marketing Management Vendors 120

Customer Experience Matrix

JANUARY 29, 2011

I'll qualify this a bit by pointing out that OfficeAutoPilot is one of the systems aimed at small businesses, which means it includes the CRM and e-commerce components you don't find in products aimed at larger organizations.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation Marketing Report 120

Customer Experience Matrix

AUGUST 14, 2014

Use of the client''s internal data for model scoring, and whether this extends to sources beyond CRM. Whether the company maintains a permanent database on all businesses or only scans when clients request information about specified businesses or segments. . So it doesn’t quite belong here, but it’s interesting nevertheless.

Lead Ranking 120

Lead Ranking Work Management Marketing Management Lead Scoring 120

Customer Experience Matrix

MARCH 24, 2015

But each still has its own data store, business logic and execution components. So maybe Adobe''s approach is best. Of course, the products have all been modified to some degree since their acquisitions. Rather than replacing these components with common systems, Adobe has enabled a certain amount of sharing through its core services.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Planning 120

Customer Experience Matrix

JUNE 9, 2009

But I expect the sales automation vendors to take the business for themselves. Marketo is a Force.com application that works only with Salesforce.com, while Eloqua works with several CRM products. Figures like these radically change the economics of the demand generation business. There are some subtle differences.

Marketo 120

Marketo Work Management Marketing Automation Services Eloqua 120

Customer Experience Matrix

DECEMBER 5, 2006

I suppose it’s petty to complain about the size of the type used in a white paper, but you would think something called “The CEO’s Guide to CRM Success” would recognize that senior managers might struggle with a six point font. Did I just call a CRM white paper “charmingly earnest”? Get expert advice from technologists” to “10.

Paper 120

Paper Case Study Case Studies CRM 120

Customer Experience Matrix

JANUARY 7, 2010

business-to-business marketing automation. On the other hand, there are still plenty of new entrants; few pioneering vendors have failed or consolidated; and related software vendors (in this case, CRM, email and Web site management systems) haven’t yet introduced me-too products. me-too products. inbound marketing.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Marketing Automation Services Work Management 120

Customer Experience Matrix

MARCH 23, 2011

But there's an extra passion at Infusionsoft that I think comes from serving small business people. The company and its clients prefer the term “entrepreneur”; I’ve been toying with “micro-business” as a label. Marketing automation for micro-businesses is fundamentally different from marketing automation for larger firms.

Work Management 120

Work Management Marketing Automation Services Marketing Management Marketing & Strategy 120

Customer Experience Matrix

APRIL 20, 2010

Summary: A survey of business-to-business salespeople finds they (still) consider themselves their best source of qualified leads. One anomaly in this data is sharply increasing reliance on external business information services. Other survey answers were largely consistent with the theme of salesperson self-reliance.

Lead Scoring 120

Lead Scoring Lead Ranking Customer Surveys Sales Qualified Leads 120

Customer Experience Matrix

NOVEMBER 15, 2007

Yes, you read that right: Web Analytics is listed both as a Solution Line and as a component of the CRM Solution. This is an accurate reflection of SAS’s fundamental software strategy, which is to leverage generic capabilities by packaging them for specific business areas. So is Profitability Management. Confused yet?

Resource Management 120

Resource Management Enterprise Management Work Management Marketing Management 120

Customer Experience Matrix

JANUARY 24, 2015

GreenRope workflow GreenRope is all-in-one software sold primarily to very small businesses such as lawyers, real estate agents, consultant, coaches and membership organizations. The system has an impressively broad scope, adding full Web site creation to the usual all-in-one mix of email, lead scoring, landing pages, and CRM.

Marketing Automation Services 120

Marketing Automation Services Small Business Marketing Paid Search Agency Marketing Report 120

Customer Experience Matrix

DECEMBER 13, 2011

But there’s also a growing realization that many marketing automation systems are used for only simple tasks – often no more than email, landing pages, and CRM integration. It's also a partial solution at best, since no one thinks marketing can be fully automated.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Marketing Automation Automation 120

Customer Experience Matrix

FEBRUARY 12, 2009

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.

Pricing 120

Pricing Price Impressions Marketing Management 120

Customer Experience Matrix

FEBRUARY 26, 2012

General purpose marketing automation vendors also compete for this business with what are usually called “distributed marketing” options. The best I can do is make an occasional visit to see what’s new. This could be an important feature for vendors to add: local businesses need help learning how to make social media work.

Marketing Automation Services 120

Marketing Automation Services Enterprise Management Advertising Agencies Work Management 120

Customer Experience Matrix

NOVEMBER 16, 2006

Back on September 26, I criticized a paper from Entellium ( www.entellium.com ) that I felt ignored the need to identify business requirements before looking at system functionality. This quote is from “Buyer Beware: Tips for Getting the Best Agreement from Hosted Application Vendors” available here.

Enterprise Management 120

Enterprise Management Work Management Service Paper 120

Customer Experience Matrix

JULY 27, 2009

It’s a small but important step towards making social media a standard business tool. This is major progress, and a capability that I haven’t yet seen from other demand generation or CRM vendors. That said, there’s a business strategy question of whether this product will give Genius.com a significant competitive advantage.

Social Media 120

Social Media Marketing Automation Services Work Management Marketing Management 120

Customer Experience Matrix

FEBRUARY 4, 2009

I do recognize that they are the best known vendors in the space (with apologies to Vtrenz , whose identity is somewhat blurred since its purchase by Silverpop ). They aim to be a complete business operating system for very small companies (under 25 employees). It shouldn't be hard to figure out which one suits you better.

Demand Generation 120

Demand Generation Cost Marketing Management Demand 120

Customer Experience Matrix

FEBRUARY 2, 2010

It’s self-evident that digital marketing (mostly on the Internet, but also mobile, in-game, and eventually interactive TV) is a major change from both traditional mass media and more recent database marketing (mail, email, telemarketing, CRM). In fact, good marketers will learn to integrate them effectively, letting each do what it does best.

Database Marketing 120

Database Marketing Work Management Marketing Management Marketing Automation Services 120

Customer Experience Matrix

OCTOBER 12, 2009

Summary: marketing performance measurement can start with simple response tracking, and grow in stages to show business impact, track the buying process, optimize results and demonstrate strategic alignment. Show Business Impact of Marketing Campaigns. The cost per response tells little about the business impact of a marketing program.

Lead Ranking 120

Lead Ranking Planning Lead Scoring Paid Search Agency 120

Customer Experience Matrix

JUNE 25, 2008

But I recently spoke with on-demand business intelligence vendor LucidEra , who also said they had found that demand generation systems could not integrate such information. Just 64% of the best-in-class vendors had this capability, even though 92% had a lead management or demand generation system. Or do you just not add them at all?

Work Management 120

Work Management Marketing Management Demand Generation Marketing Automation Services 120

Customer Experience Matrix

AUGUST 21, 2012

Where the vendors differ is in the details of how they implement the common features, applying approaches that are generally best suited to one type of marketing organization. The chart above shows our ratings for the micro business sector, defined as companies with under $5 million in revenue. Our scoring reflects those priorities.

Marketing Automation Services 120

Marketing Automation Services Small Business Marketing Marketing Report Marketing Automation 120

Customer Experience Matrix

APRIL 17, 2013

There’s nothing new about using public information to identify business opportunities: it’s why lawyers chase ambulances and bankers phone lottery winners. It uses these patterns to identify the best current prospects for each outcome, and makes the lists available to marketing systems or sales people.

Automation 120

Automation Ideal Customer Profiles Salesforce.com Eloqua 120