Customer Experience Matrix

JULY 27, 2009

Summary: Genius.com is adding a URL shortener that will tie social media responses into the regular flow of demand generation and lead management. To me, that’s the best outcome of all. _ * Genius.com only lets users link to pages the user's email domain, or others site for which they have explicit permission.

Social Media 120

Social Media Marketing Automation Services Work Management Marketing Management 120

Customer Experience Matrix

JUNE 30, 2010

LeadLife has embedded best practice hints throughout its system, another way to support adoption by users who lack marketing automation knowledge. Marketo now calls itself a “the revenue cycle management company”, giving equal public weight to lead management, sales insight and analytics. rather than marketing automation.

Loopfuse 120

Loopfuse Marketing Automation Services Enterprise Management Marketing Management 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. But marketing-generated leads are gaining increasing respect and salespeople are increasingly looking for help from outside data vendors.

Lead Scoring 120

Lead Scoring Lead Ranking Customer Surveys Sales Qualified Leads 120

Customer Experience Matrix

SEPTEMBER 7, 2010

But the cost-per-response model saves them the effort of managing details such as importing and refreshing lists, spacing their mailings over time, and tracking which segments respond best. It makes email lead generation possible for companies that lack even basic skills in managing such programs.

Marketing Automation Services 120

Marketing Automation Services Lead Ranking Work Management Adwords 120

Customer Experience Matrix

MARCH 26, 2009

Naturally, the vendors showing them to me have all thought very carefully about their designs and made the best choices they could, typically based on feedback from their customers. Tags: software usability measurement marketing automation lead management software selection demand generation. I'm in favor of that approach.

Enterprise Management 120

Enterprise Management Marketing Automation Services Work Management Marketing Management 120

Customer Experience Matrix

AUGUST 28, 2008

But, as I think I wrote in a comment since then, I now believe the best approach is to define several applications and score the vendors in terms of their suitability for each. Tags: marketing software lead management software selection demand generation. This means I have to nail down how I’ll present the results.

Demand Generation 120

Demand Generation Demand Marketing Management Generation 120

Customer Experience Matrix

JUNE 3, 2009

Marketbright uses the two-level approach that I consider an industry best practice: users can build simple linear campaigns with a wizard-driven interface, and embed these in a Visio-style flow chart to manage flows across campaigns. Happily, both reps handled the situation well.

Work Management 120

Work Management Marketing Automation Services Marketing Management Demand Generation Agencies 120

Customer Experience Matrix

JUNE 9, 2009

That will put the business marketing world pretty much where consumer marketers have already landed: most companies will use the marketing features of their CRM vendors, except for a relatively small number of businesses with marketing needs so advanced that they can really need the special features of a “best of breed” system.

Marketo 120

Marketo Work Management Marketing Automation Services Eloqua 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 ). Tags: demand generation software marketing automation lead management software selection vendor evaluation crm software.

Demand Generation 120

Demand Generation Cost Marketing Management Demand 120

Customer Experience Matrix

NOVEMBER 19, 2008

After a close analysis of the alternatives, I have decided the Alexa.com traffic statistics are the best indicator of vendor market presence. Tags: marketbright marketing software manticore technology marketing automation lead managment vtrenz marketo activeconversion market2lead eloqua pardot demand generation.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Vtrenz Demand Generation Agencies 120

Customer Experience Matrix

MARCH 5, 2009

You can do that on your own through endless vendor meetings and random conversations with your peers, or can save time, effort and risk by purchasing the detailed, objective information conveniently assembled and beautifully packaged in the Raab Guide to Demand Management Systems for the low price of $595, satisfaction guaranteed or your money back.

Lead Scoring 120

Lead Scoring Lead Ranking Demand Generation Work Management 120

Customer Experience Matrix

SEPTEMBER 1, 2009

Many vendors use a similar approach, which I consider the best method for helping non-technical users to create complex segmentations. All conditions within a block must be met for a lead to qualify; a lead must qualify for at least one block to qualify for the segment. Users can group multiple criteria into blocks.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Small Business Marketing Marketing Automation Services 120

Customer Experience Matrix

DECEMBER 18, 2007

This has mostly meant incremental development of existing components, including continued assimilation of past years’ acquisitions in Web analytics, email, marketing planning, lead management, and event detection. The one major acquisition in 2007 was Marketing Central, which provides hosted marketing resource management.

Enterprise Management 120

Enterprise Management Work Management Course Marketing Management 120

Customer Experience Matrix

FEBRUARY 4, 2013

But then came the punch line: instead of a funnel, marketers should think of managing each customer’s progress as a process, which is best represented – wait for it – as an escalator. By this analogy, the best a marketer can do is to build storm-proof structures that will function successfully no matter what buyer does.

Marketing Funnels 120

Marketing Funnels Top of Funnel Work Management Paper 120

Customer Experience Matrix

JULY 1, 2012

This retains the explicit stage criteria, which may help marketers visualize who is in each stage and how best to treat them. The predictive model provides additional segmentation within each stage, so marketers can focus their efforts on the most promising leads.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Budget Programs 120

Customer Experience Matrix

JANUARY 17, 2009

The heart of my presentation on Wednesday ended up as a list of 37 “best practices” for marketing automation / demand generation programs. The best practices are organized around those steps. Best practices here involve the types of data, and, in particular, expanding beyond traditional sources. But I digress.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Marketing Automation Services Marketing Automation 120

Customer Experience Matrix

MAY 20, 2009

Part of the reason may be that I’m paying more attention because I wrote a paper on the topic myself (see When Best Practices Go Bad: New Rules for Sales and Marketing Management ) although I’m under no illusion that my paper was anything other than one voice among many. Lead scoring formulas are essentially rules as well.

Digital Asset Management 120

Digital Asset Management Work Management Marketing Management Rules 120

Customer Experience Matrix

MARCH 2, 2010

Similarly, the SmartStart process itself works best for firms with relatively simple marketing operations, which Rowley said has less to do with size than numbers of regional offices and lead scoring programs, CRM integration, and existing automation.

Eloqua 120

Eloqua Work Management Marketing Automation Services Marketing Automation 120

Customer Experience Matrix

OCTOBER 9, 2013

Aberdeen Group, Marketing Lead Management: From the Top of the Funnel to the Top Line, July 2012. One anomaly worth noting is that while the chart below shows lead nurturing as more common than lead scoring, the order is reversed among best-in-class and laggards.

Lead Ranking 120

Lead Ranking Marketing Automation Services Marketing Automation Lead Scoring 120

Customer Experience Matrix

NOVEMBER 25, 2008

Indeed, Pilcher told me that product sells best to people who have worked in large organizations and seen first-hand what it takes to support collaboration within marketing. Tags: usability assessment marketing software marketing automation lead management software selection demand generation marketbright. Hubba hubba, eh?

Demand Generation 120

Demand Generation User-Generated Content Work Management Demand 120

Customer Experience Matrix

FEBRUARY 23, 2009

As best I can figure, those constraints leave me with three primary options: 1. Tags: software usability measurement marketing automation lead management software selection demand generation. So I won’t go there. Controlled user surveys.

Work Management 120

Work Management Marketing Management Marketing Automation Services Software 120

Customer Experience Matrix

MARCH 30, 2009

Of products I’ve written about recently, Infusionsoft is the best example of this, extending beyond sales and marketing all the way to order processing. Tags: marketing automion low cost marketing software lead management sales automation small business software demand generation. See my Infusionsoft review.)

Demand Generation 120

Demand Generation Small Business Marketing Cost Demand 120

Customer Experience Matrix

MARCH 2, 2009

The idea was to remind people that the question of which system is "best" has no simple answer precisely because different systems are good at different things. So it seemed best not to bother. Tags: usability assessment software usability measurement marketing automation lead management demand generation.

Demand Generation 120

Demand Generation Lead Scoring Lead Ranking Manticore 120

Customer Experience Matrix

JUNE 5, 2009

This beats even the best "one size fits all" approach. Tags: demand generation marketing automation campaign management software usability sales lead management association market2lead user interface. Summary: Market2Lead's revised user interface has plenty of refined details. Time flies.

Market2Lead 120

Market2Lead Work Management Marketing Automation Services Marketing Management 120

Customer Experience Matrix

APRIL 9, 2007

They have been competing based on advanced analytics including segmentation, scoring and optimization; marketing administration including budgeting, project management and content libraries; marketing performance measurement; and specialized operational features such as distributed access and lead management.

Enterprise Management 120

Enterprise Management Work Management Mobile Marketing Marketing Management 120

Customer Experience Matrix

DECEMBER 13, 2008

What’s the best way to build the scenarios, task lists and packages? Tags: software usability measurement marketing automation lead management software selection demand generation. What flaws or risks do you see? In particular, could be they be built cooperatively (“crowd sourced”) with a Wiki or something similar?

Demand Generation 120

Demand Generation Work Management Demand Marketing Management 120