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A Structured Approach to Demand Generation Analytics

ANNUITAS

Demand generation leaders know it’s not true, though. So what is the key to better demand generation analytics? How can we better tie buying and content/channel interactions to opportunities and closed revenue in a closed-loop fashion — to fuel our  demand process optimization ? We Successful demand generation analytics must bridge the two.

10 Things Your CEO Needs to Know Now about B2B Demand Generation

Fearless Competitor

10 Things Your CEO Needs to Know Now about B2B Demand Generation. beleaguered salesperson recently reached out to me and said “ I’ve called EVERYONE in our Salesforce.com database and I have zero prospects! This man badly needs the help of a marketing leader well versed in B2B demand generation, who can  create a program to fill sales funnels with warm leads.

Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

Mintigo’s conclusion across 186,500 B2B companies was that just three percent were using the most common marketing automation systems: Oracle Eloqua , Marketo, HubSpot, and Salesforce.com Pardot. Similarly, the Pepper Global data’s low ratings for lead activity tracking, lead capture, and Website visitor tracking reflect that marketers have systems in place for those.

The 14 Best Marketing Automation Tools

Webbiquity

Marketing automation software tools can be very helpful in making lead nurturing and sales acceleration efforts more effective—even if the category is badly misnamed. An enterprise-grade marketing automation and analytics platform with solutions for lead management, email marketing, consumer marketing, customer base marketing, and mobile marketing. Google Review Count: 93,900.

Tools 34

Low Cost Systems for Demand Generation

Customer Experience Matrix

But even including that, the first year cost for most of these will be less.) : Manticore Technology : a full-featured demand generation product. See my 2007 blog entry for some information or buy the Raab Guide to Demand Generation Systems for a detailed review. Pardot : another pretty powerful product; see my blog review from December 2008. The company has a low profile but has been selling its demand generation product for nearly ten years. So they offer not just demand generation but everything from contact management to e-commerce.

Top 5 Lead Source Best Practices

Modern B2B Marketing

by Maria Pergolino Lead source is a critical piece of data you need in order to assess the value of your marketing campaigns and part of proper lead management.  By putting in place best practices, you will be sure you can measure the value of your marketing campaign efforts while also communicating with sales the important information about a lead.

Going Big on Small: Joe Payne on HubSpot’s $32M Round

It's All About Revenue

The pattern of conversations will look something like this: First there will be a burst of emotion (observers will shout congratulations from the rooftops and laud HubSpot for attracting Google Ventures and Salesforce.com as investors).  And as niches go, HubSpot’s is a compelling one:  They sell demand generation and web traffic tools to companies with fewer than 100 employees.  It means interest in the established marketing automation and emerging Revenue Performance Management sectors continues to swell. by Joe Payne | Tweet this. Go big or go home, they say. 

Jeff Ogden of Find New Customers is one of the Top 50 Marketing Thought Leaders over 50

Fearless Competitor

Jeff has won many marketing awards, including the SLMA Top 50 Sales Lead Management three years in a row, but not 2014, I congratulate the winners of this award in 2014, especially Matt Heinz and Steve Gershick, who are good friends of mine. Did you know this blog dates back to December 17, 2005? That is 9  years of blogging. Need help with marketing? Petersburg ( St.

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Act-On Software Does List-Based Demand Generation

Customer Experience Matrix

If you look at the Web site of Act-On Software , you’ll see a typical set of demand generation features: email marketing, demand generation (equated with landing pages and forms), lead nurturing, Website visitor tracking, channel (partner) marketing, and lead scoring. Less oddly, it also doesn’t explain that – unlike every other demand generation I recall seeing – Act-On has no marketing database. (Or, as CEO Raghu Raghavan comments below, it doesn't require one.) I’ll come back to the database later. It’s pretty limited.

A Modest Proposal for Demand Generation Usability Measurement

Customer Experience Matrix

To provide a meaningful and consistent comparison of usability across demand generation vendors, you could: 1. You also need a standard Salesforce.com installation and perhaps company Web site to integrate during testing. These are marketing managers, operations specialists, system administrators, database managers, etc.) Then generate reports for the tasks in those scenarios, showing the (a) tasks completed (b) time required (c) workload on different users and (d) error rates. Define a set of business scenarios that must be supported by the system.

Jeff Ogden of Find New Customers is one of the Top 50 Marketing Thought Leaders over 50

Fearless Competitor

Jeff has won many marketing awards, including the SLMA Top 50 Sales Lead Management three years in a row, but not 2014. Despite the fact I wore it 24 hours a day and I could not take a shower or put my head on a pillow, I never once complained or stopped smiling, which resulted in rave reviews and a very popular story on the Importance of Attitude on the Salesforce.com blog.

Segmentation, Social Media Drive Lead Nurturing Success for iDirect

The Point

When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways. That was the experience for iDirect , a leading provider of satellite IP communications based in Herndon, Virginia. All this presents real challenges for both demand generation and lead management.

B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. There are four primary buckets of technology solutions aimed at solving the “how do I make lead generation activities more effective?”

Demandbase: A New Twist In The Lead Management Automation Market

delicious b2bmarketing

Home Forrester Research « I was recently briefed by | Main | Going Corporate » August 26, 2008 Demandbase: A New Twist In The Lead Management Automation Market [Posted by Laura Ramos ] In a recent survey of over 2100 IT professionals who buy or recommend telecom and networking solutions, we found buyers turn to peers and colleagues first, followed by vendor, industry trade, or professional Web sites, to inform their purchase decisions. B2B marketers looking for ways to turn their Web sites into demand generation tools have some new solutions to consider.

Top 50 B2B Marketing Influencers On Twitter

B2B Marketing Insider

Earlier this month, I released the 20 B2B Marketing Blogs you need to read. Marketingcloud – Marketing Cloud – An extension of SalesForce.com, an integrated way of utilizing SalesForce in the Cloud. Eloqua – Eloqua - Eloqua pioneered the Marketing Automation industry, and today is the leader in Revenue Performance Management and modern marketing strategies.

Sales Lead Management: Thought Leadership with Aaron Ross

Modern B2B Marketing

The next interview in the B2B Marketing thought leader interview series is with Aaron Ross, formerly with salesforce.com and founder of PebbleStorm:CEOFlow. I've long been a fan of his blog Build a Sales Machine and I learn something new every time we interact. 1. Getting into lead generation was an accident. Back in 1999-2001, I was CEO of an internet company. I had more ego than understanding about lead generation and professional selling. After that experience, I decided I needed to learn how to build and manage a killer sales organization.

Salesforce.com Certification: it’s for Marketers, too!

Modern B2B Marketing

As a Salesforce.com user group leader, I often talk to marketers who are looking to get more and/or better data out of their Salesforce.com system.  Some marketers work with their administrators to create fields which allow for better data capture or segmentation, while others are responsible to manage this all on their own. 

The Top #Nifty50 Women in Technology on Twitter for 2012

Webbiquity

This year, we’re pleased to honor 50 women (below) and 50 men (in an upcoming post on the Blue Focus Marketing Blog ) who are among the top social media connectors and engagers in the technology world, representing technology vendors as well as related venture capital (VC), advisory and analyst firms. Her background includes stints in management consulting and the energy industry.

Drinking Our Own Champagne: How Marketo Uses its Event Marketing Software at Dreamforce

Modern B2B Marketing

by Jen Howard Events are a vital component of demand generation and brand reinforcement platforms and represent a huge slice of total B2B marketing spend. One of Marketo’s most significant events to attend and sponsor is Dreamforce ; every year we make an effort to get the most from this critical industry-leading conference. Visit us at Booth 817 or visit [link].

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Aprimo Marketing Studio Supports Sophisticated Business Marketers

Customer Experience Matrix

Summary: Aprimo Marketing Studio offers powerful features in an on-demand system for sophisticated business and consumer marketers. For more on vendor classifications, see my list of demand generation vendors from last November.) In other words, Marketing Studio competes with high-end demand generation systems like Eloqua , Market2Lead and Neolane. Small digression: most business marketing systems are designed around data from a sales automation system such as Salesforce.com. Project management is especially powerful. You know who you are.

Hubspot Offers Small Business Marketers a Big Bundle of Features

Customer Experience Matrix

Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. Although Hubspot positions itself as an “inbound marketing system,” it actually does more than the search engine optimization, blogging, social media interactions and related analytics needed to generate Web traffic. The current version also hosts landing pages and Web sites, manages a lead database with profiles and Web activity history, generates lead scores, sends alerts to sales people, and synchronizes data with Salesforce.com.

DemandBase Creeps Up the Value Chain

Customer Experience Matrix

It can also import a client’s list of target accounts from Salesforce.com and issuing alerts when those companies visit. Ok, some of the underlying database preparation and matching is actually pretty demanding. DemandBase said they hadn’t made a formal study of the quality of those leads, but felt confident they were more than worth the cost. But they don’t intend to become a lead management system. blog, Facebook , Twitter posts) but are considering trying to find degrees of separation in social networks like Linked In. I'd say that's significant.

The Top #Nifty50 Women in Technology on Twitter for 2012

Webbiquity

This year, we’re pleased to honor 50 women (below) and 50 men (in an upcoming post on the Blue Focus Marketing Blog ) who are among the top social media connectors and engagers in the technology world, representing technology vendors as well as related venture capital (VC), advisory and analyst firms. Her background includes stints in management consulting and the energy industry.

2 Mistakes that Cause Content Syndication to Fail

delicious b2bmarketing

However, when we introduce the topic to potential clients we very often hear comments such as: “We tried it, but it didn’t work for us.” “We had real problems with lead quality.” “We couldn’t reach half the contacts.” The common thread amongst these complaints is lack of 1) sales satisfaction and 2) lead quality. As already stated, the lead may already be as much as a week old. 2.

Marketing Automation for the Inbound Challenged-Part 4: Vendors II

B2B Ideas @ Work

As I look back on my first blog series, I must say: I picked quite the subject to tackle. Until next time, here are five more marketing automation vendors: Loop Fuse Loop Fuse's secret weapon is OneView, the only on-demand sales and marketing automation solution for companies that brings sales and marketing together to form one giant team.

Tom Pisello: The ROI Guy: Alinean Launches Interactive White Papers

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. 151948843902083664 ) • Using Desktop Virtualization to Drive Cost Savings and Improve Manageability ( https://roianalyst.alinean.com/ziffdavis/AutoLogin.do?d=614181278944749031 They do if they are.

Optimizing Trial Conversion Rates With Lead Nurturing

Modern B2B Marketing

We are excited to have Jep Castelein of popular lead management and marketing automation blog, Lead Sloth , contribute a guest blog post. Read below to find out the best ways to optimize your conversion rates using lead nurturing: A lot of early adopters of Marketing Automation systems are in the technology industry. Lead Nurturing for Trials.

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Top 37 B2B Marketing Posts and Hot Topics August 2010

B2B Marketing Zone Posts

Traffic numbers may have been down in August, but the quality of blog posts certainly wasn’t.  If you were on vacation like me, you might have missed some of these great posts.  Nurture The Leads In Your Sales Funnel – On Social Media - Lead Views , August 27, 2010 Today, in most B2B companies, the marketing departments engage in Lead nurturing programs. Lead nurturing in fact becomes an integral part of the Lead Management process for those companies which use Marketing Automation solutions. SEO vs. What’s Up, Blog? Blog (218).