Customer Experience Matrix

AUGUST 22, 2016

Last week’s posts introduced our new Raab Guide to ABM Vendors ( buy it here ) and introduced a framework four process ABM steps, six system functions, and six key sub-functions. The idea was that functions define major categories of systems, while the sub-functions differentiate systems within each category.

Enterprise Management 120

Enterprise Management Marketing Automation Services Marketing Management Vendors 120

Customer Experience Matrix

OCTOBER 29, 2023

Even the major marketing suite vendors, who initially argued a separate (“persistent”) database wasn’t necessary, eventually discarded that position and introduced products that matched our criteria. As CDP became popular, many vendors adopted the label whether or not they actually met even the looser definition.

Marketing Management 177

Marketing Management Ideal Customer Profiles Profiling Vendors 177

Webbiquity

NOVEMBER 8, 2022

For example, bias : we presume that a friend or even an online stranger will provide us with a more unbiased evaluation of a product or service than a salesperson employed by the vendor would. 82% of your prospects seek recommendations from their friends and families before buying. Differentiates Your Offering. Uncertainty.

Paid Content 346

Paid Content Social Marketing Paid Search Agency Advertising Agencies 346

Adobe Experience Cloud Blog

JULY 30, 2019

The findings reveal that European business buyers expect vendors to display traits traditionally associated with consumer brands, demonstrating B2B and B2C landscapes are no longer distinct. With 70% of B2B marketers saying they can’t differentiate, B2E poses a new challenge for all business in an already competitive environment.

Vendors 126

Vendors B2B Ethics B2B Thought Leadership 126

Webbiquity

NOVEMBER 9, 2021

Explain your key differentiator. Supporting your UVP should be a set of (most commonly three) differentiating claims. Depending on the context, more emphasis may be placed on your customers and prospects, their issues, your competition, or your differentiators. Describe the most important need your product fulfills.

Ideal Customer Profiles 352

Ideal Customer Profiles Brand Identity Branding Differentiation 352

Webbiquity

JANUARY 19, 2023

B2B marketing targets buying groups within businesses. In B2B marketing, decisions are often made by a committee or group within the company that involves several stakeholders who have an impact on the buying decision. 10 Key Differences Between B2B and B2C Marketing 1.

Work Management 217

Work Management Marketing Management B2B Marketing B2B 217

B2B Marketing Directions

MAY 26, 2019

Since then, the number of people in the average B2B buying group has increased, and buying cycles are getting longer. New research by the Aberdeen Group explains why long buying cycles are still a fact of life for B2B marketing and sales professionals.) Other findings explain why the buying cycle has gotten longer.

Buying Cycle 63

Buying Cycle Buy B2B Vendors 63

Adobe Experience Cloud Blog

JULY 30, 2019

The findings reveal that European business buyers expect vendors to display traits traditionally associated with consumer brands, demonstrating B2B and B2C landscapes are no longer distinct. With 70% of B2B marketers saying they can’t differentiate, B2E poses a new challenge for all business in an already competitive environment.

Vendors 92

Vendors B2B Ethics B2B Thought Leadership 92

Content Standard

DECEMBER 6, 2023

And that is a massive missed opportunity for healthcare vendors—a chance to cut through the noise and amplify the ROI on your content investment by grounding your content strategy in market realities. But it also says that the outlook remains strong for both end-to-end and niche RCM vendors.

Enterprise Management 69

Enterprise Management Work Management Marketing Management Tactics 69

Tiecas

APRIL 5, 2024

Each one has different content needs at different stages of their buying journey. Your content can’t be overly ‘salesy;’ instead, focus on educational and thought leadership content that will differentiate you from the competition. See How Manufacturers Can Use Content for Differentiation and Create a Competitive Edge.

Marketing Budget 92

Marketing Budget Advertising Agencies Marketing Strategy Marketing & Strategy 92

Customer Experience Matrix

NOVEMBER 3, 2018

The result is that a company might buy one CDP for its database features and have it send a unified feed into a second CDP for analytics and/or personalization. Many email vendors have done this and it’s increasingly common among Web personalization and mobile app marketing products. It often depends on the origins of the product.

Marketing Automation Services 325

Marketing Automation Services Work Management Marketing Management Multi-Channel 325

Martech

JANUARY 9, 2023

How vendors differentiate on capabilities. The more basic functions of marketing automation have become somewhat commoditized, so platform vendors mostly try to differentiate on the ability to scale (especially to new marketing channels), usability, ease of implementation and customer experience features.

Marketing Automation Services 126

Marketing Automation Services Marketing Management Marketing AI Marketing Automation 126

KoMarketing Associates

MAY 14, 2020

B2B marketers now offer a wide array of content, and new research shows that this may be helping customers and prospects make decisions during the buying process. The statistics revealed that on average, customers consume 13 pieces of content from their prospective vendor, compared to just five pieces of content from third-party sources.

Customer Surveys 156

Customer Surveys B2B Marketing B2B Comparison 156

Zoominfo

MAY 23, 2023

It’s enough to ruin any sales professional’s quarter: that prospect your team has spent months engaging — scheduling demos, addressing concerns, comparing features — suddenly decides they’re not ready to buy after all. You can’t stop every account from getting cold feet or misreading their company’s appetite for new solutions.

Intent Data 130

Intent Data Intent Work Management Marketing Management 130

Biznology

NOVEMBER 1, 2021

Once in place, companies avoid changing vendors as much as possible. Taking a page from consumer marketing, and their own experiences as buyers, some business marketers will look at loyalty programs—points, rewards, status and the like, on the assumption that this will be a way to further lock in their vendors and fend off competitors.

Loyalty 104

Loyalty B2B Marketing Lock-In B2B 104

Hubspot

AUGUST 12, 2020

The power in the buying and selling process has shifted from the seller to the buyer. The buying process is transformed. That’s because inbound sales transforms selling to match today’s empowered buyer -- so sales reps can sell the way people buy. What differentiates your category in the buyer’s eyes?

Sales Management 95

Sales Management Top of Funnel Buy Advertising Agencies 95

Attendify

JUNE 13, 2019

When it comes to choosing event technology, vendor transparency is a crucial consideration. Defining event tech vendor transparency. With that said, what are the key factors to consider when sussing out whether an event tech vendor is going to give you the real deal or a raw deal? How to gauge vendor transparency.

Marketing Management 49

Marketing Management Transparency Vendors Contingency Planning 49

Strategic-IC

JULY 6, 2018

Is the dynamic between tech buyers and vendors changing in 2018? This post from Chanell Alexander at TrustRadius explores their recent findings on the disconnect between B2B tech buyers and vendors - and outlines how vendors can gain a competitive edge. The Disconnect Between B2B Tech Buyers and Vendors.

Vendors 54

Vendors Trends Case Studies B2B 54

Customer Experience Matrix

MAY 21, 2012

Experian Marketing Services yesterday announced its acquisition of marketing automation vendor Conversen. Experian, which already has huge businesses in online advertising, email and social marketing, is one of the few service vendors with the resources to build and update its own systems rather than purchasing from third-party vendors.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Advertising Agencies Marketing Automation 120

Marketing Insider Group

MAY 15, 2023

This can include many strategies you’ve likely already heard of, like: Email marketing Search engine optimization (SEO) Content marketing Live events Social media Image Source: 99 Firms Simply put, digital marketing utilizes various online tactics to reach and engage with other businesses, ultimately convincing them to buy your products or services.

B2B Marketing 310

B2B Marketing B2B Buyer Personas Mobile Advertising 310

TrustRadius Marketing

MAY 9, 2023

The buying experience today is overwhelming. Earning a Top Rated Award means that you’re one of the most trusted, reliable vendors on TrustRadius, according to the people who matter most—your customers. Earning a Top Rated Award means the vendor has excellent customer satisfaction and proven credibility.

Marketing Management 98

Marketing Management Customer Satisfaction Ideal Customer Profiles High Quality Lead 98

chiefmartech

AUGUST 29, 2022

The defining characteristic of this new era was a shift from dichotomies to convergences: From suite vs. best-of-breed to integrated platform ecosystems From software vs. services to blended delivery models with both From build vs. buy to customization on top of commercial platforms. And it was a major source of churn for SaaS vendors.

Enterprise Management 123

Enterprise Management Work Management Marketing Management CMS Development 123

Customer Experience Matrix

SEPTEMBER 6, 2018

But it does mean that the vendors may be able to meet CDP data requirements, even if you need more than their MDM module to do it. Another likely differentiator is that MDM systems run on SQL databases and work with structured data. This is the best way to manage standardized entity attributes. So the boundary remains blurry.

Work Management 197

Work Management Marketing Management Ideal Customer Profiles Vendors 197

Biznology

MAY 2, 2012

While I am usually preaching differentiation to large businesses , I have been working with a lot of small businesses lately in my workshops and online courses. And some of them aren’t always happy about my advice, because their differentiation has always been about their location. Let me explain. No, not even close.

Differentiation 80

Differentiation Work Management Marketing Management Wikipedia 80

Aberdeen

JANUARY 28, 2019

Market research firms cannot retain clients without satisfying their customers , demystifying buying behavior, and gleaning actionable insights from their own research programs, which explains another key finding from Minkara’s report: The 10.7% Do you know which specific companies are currently in-market to buy your product?

Buyer Intent 40

Buyer Intent Differentiation Analysis Intent 40

Aberdeen

JANUARY 28, 2019

Market research firms cannot retain clients without satisfying their customers , demystifying buying behavior, and gleaning actionable insights from their own research programs, which explains another key finding from Minkara’s report: The 10.7% Do you know which specific companies are currently in-market to buy your product?

Intent Data 40

Intent Data Differentiation Analysis Intent 40

Aberdeen

JANUARY 28, 2019

Market research firms cannot retain clients without satisfying their customers , demystifying buying behavior, and gleaning actionable insights from their own research programs, which explains another key finding from Minkara’s report: The 10.7% Do you know which specific companies are currently in-market to buy your product?

Intent Data 40

Intent Data Differentiation Analysis Intent 40

SalesIntel

APRIL 15, 2024

B2B buyers may spend months assessing an issue, researching solutions, and evaluating possible service providers before deciding on a vendor that fits their needs. Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers. This often results in a more intricate and extended buying process.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

chiefmartech

MARCH 28, 2018

As the world’s largest, vendor-agnostic marketing technology conference, MarTech gives you real-world insights into the good, the bad, and even the ugly of procuring, implementing, and operating marketing technology solutions. 100+ Martech Vendors on One Level Playing Field. Fact : Not even close. Fact: Nope. Register now!

Marketing Management 45

Marketing Management Vendors Conference Peer-to-peer 45

ANNUITAS

JUNE 28, 2012

In our last post , we introduced a list of 9 things marketers need from marketing automation vendors and consultants. We came up with this list to help make sense of “the noise” being generated by software vendors and service providers in the space (yes, we are one of those providers). Focus – You can’t be all things to all people.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Vendors 100

ANNUITAS

JUNE 28, 2012

In our last post , we introduced a list of 9 things marketers need from marketing automation vendors and consultants. We came up with this list to help make sense of “the noise” being generated by software vendors and service providers in the space (yes, we are one of those providers). Focus – You can’t be all things to all people.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Vendors 100

Madison Logic

JUNE 6, 2022

The annual report provides a detailed analysis of the global ABM market dynamics, major industry trends and leading ABM vendors. The Quadrant Knowledge Solutions SPARK Matrix analysis includes a comprehensive review of global ABM market dynamics, trends, vendor solutions, and competitive forces.

Account Based Marketing 52

Account Based Marketing ABM Multi-Channel Sales Cycle 52

PathFactory

MARCH 12, 2024

Part of that is finding the appropriate marketing strategy to support the business where they need it most, and the other part is making it as easy as possible for a buyer to buy. We know that 80% of the buying decision is made before a buyer even engages with a salesperson, and only 17% of the buyer journey is spent connecting with sellers.

Top of Funnel 52

Top of Funnel Lead Ranking Marketing Qualified Leads B2B 52

Martech

SEPTEMBER 14, 2023

Eighty-four percent of B2B buyers start the purchasing process with a referral, and peer recommendations influence more than 90% of all B2B buying decisions. Margins bottom out in the absence of critical marketing levers like brand differentiation, ecosystem engagement and positioning. You won’t win by trying to defend it all.

Marketing Analytics Tools 123

Marketing Analytics Tools Marketing Budget Enterprise Management Work Management 123

The ABM Agency

APRIL 15, 2021

Like an intricate spider web woven from numerous data points, third-party intent data offers a view of online behavior for potential prospects as they traverse their buying journey. For marketers looking to leverage third-party intent data, one of the premier vendors in this space is Bombora.

Bombora 98

Bombora Intent Data Marketing Automation Services Intent 98

chiefmartech

FEBRUARY 25, 2023

Martech software companies — and SaaS vendors in general — have several different ways they can charge for their products. Software vendors often add features faster than most of their users can adopt them (hello, Martec’s Law.) But utilization in seat-based/tier-based subscriptions can be a problem for vendors too.

Pricing 97

Pricing Price Bundling API 97

Marketing Insider Group

DECEMBER 1, 2023

We are among many who believe how you sell is a primary way to create value for prospective buyers, and to differentiate from competitors. Recording Sales Conversations A colleague of mine was working with a mega software company and their sales training vendor. Focus is on how reps actually perform in the heat of battle.

B2B Sales 172

B2B Sales Effectiveness Work Management Marketing Management 172