In practice, this means that only very small companies will actually be able to use the free system as their primary long-term marketing system. When they briefed me last week, they said the main purpose of the new system is really to entice trial among companies just starting with marketing automation. The free product should increase the number of companies that try LoopFuse first, which will gain it paying customers down the road. Competition now shifts from building a technically better system to surviving the inevitable industry consolidation. MORE >>

B2B Lead Generation | Learning from the Best. Marketo , sponsor of our white paper, How to Find New Customers , is one of the fastest growing companies on Earth. Marketo recently toured the country hosting Revenue Rock Star events. The President of Find New Customers attended the Marketo event in NYC. believe every B2B marketing leader can learn a lot from this when they see how Marketo did it. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. Jon Miller. How did they do it? MORE >>

by Maria Pergolino When speaking to our customers, I often find that lead scoring has helped their organization considerably. In these situations, there are often ways you can tweak lead scoring to make it work better for your organization. This may start with going beyond basic lead scoring to more advanced techniques like account scoring and score degradation. Here are a few creative ways to score leads. They used specific criteria to calculate risk, which made me think: Why not build these risk criteria into a scoring model? MORE >>

A new report from Forrester Consulting, commissioned by marketing automation provider Silverpop , offers little in the way of groundbreaking insights, but does provide plenty of data confirming what most already know: that many companies are failing to realize the true potential from their investments in marketing automation. However, in sum, they do reinforce some key facts, namely: • Most companies who employ marketing automation are realizing only a fraction of its potential because they tend to focus the technology on improving efficiency and addressing tactical needs. MORE >>

Many digital marketers are using marketing automation tools to automate lead nurturing. But if you want to expand your business, you also need to continuously add new leads to your database. Traditional lead sources are tradeshows or lead programs with magazines. Those are definitely useful, but the number of leads is low and the cost per lead is high. It may be attractive to shift more budget to generating leads via your company’s website. Their main focus has been on nurturing and scoring your existing leads. Conclusion. MORE >>