ANNUITAS

NOVEMBER 10, 2010

We are glad to have Steve Woods, CTO of Eloqua as a guest contributor to The Annuitas Group blog. Steve is a thought leader in the world of marketing automation and lead management and is also a prolific writer on topics related to demand generation and the current transitions within the marketing profession.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads Lead Scoring Sales Qualified Leads 100

Customer Experience Matrix

NOVEMBER 19, 2008

So far the original list of Eloqua , Vtrenz , Marketo , Manticore Technology and Market2Lead has proven a good set of choices. We do, after all, want people to buy this thing. Yet there are so many more vendors I could add. How to choose? The general rule is pretty obvious: pick the vendors that people are most interested in.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Demand Generation Agencies Vtrenz 120

NuSpark Consulting

JULY 4, 2011

Marketo, Aprimo, Eloqua, Silverpop and all the rest are there to push this technology towards you. As they should… because without a sound lead nurturing process your firm suffers and those leads you worked so hard to generate will likely do business with competitors. Remember, not all leads are created equal.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Work Management Automation 100

ANNUITAS

JANUARY 10, 2011

He has served as chief marketing executive at TOA Technologies and Eloqua, as well as at Nuance Communications. I see more and more marketers adopting good lead management approaches, driven by the number of high quality consultants and educators out there to ensure that organizations chart their course efficiently.

Enterprise Management 100

Enterprise Management Marketing Automation Services Work Management Marketing Management 100

Marketing Insider Group

JANUARY 24, 2013

Eloqua – Eloqua - Eloqua pioneered the Marketing Automation industry, and today is the leader in Revenue Performance Management and modern marketing strategies. Gartner_Inc – Gartner – The leading global provider of independent and objective technology related to research and advice. .

Twitter 100

Twitter Demand Generation Agencies Paid Search Agency B2B Marketing 100

NuSpark Consulting

JULY 4, 2011

Marketo, Aprimo, Eloqua, Silverpop and all the rest are there to push this technology towards you. As they should… because without a sound lead nurturing process your firm suffers and those leads you worked so hard to generate will likely do business with competitors. Remember, not all leads are created equal.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Work Management Automation 100

Online Marketing Institute

JULY 31, 2009

In fact, 88% said Web sites were important in helping them decide what to buy. The lead management automation market, about which I blogged previously , continues to attract new players at a rapid rate. Tags: B2B marketing , lead management , marketing technology :: Add to del.icio.us

Enterprise Management 40

Enterprise Management Work Management Marketing Management DemandBase 40

Cintell

NOVEMBER 9, 2015

At ANNUITAS Erika manages all aspects of marketing including demand generation, content marketing, social media and public relations helping to build pipeline and drive results for the ANNUITAS team. Prior to ANNUITAS Erika was the strategic and partner accounts and event manager at Eloqua.

Ideal Customer Profiles 100

Ideal Customer Profiles Buyer Personas Peer-to-peer Public Relations 100

Industrial Marketing Today

OCTOBER 7, 2010

Marketing’s role in interacting with prospects has expanded and goes further into the buy cycle than before. Lead scoring, a key component of lead nurturing and management, is an effective tool for aligning sales and marketing. According to Marketo , a 10% increase in lead quality = 40% increase in sales productivity.

Lead Ranking 60

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Qualified Leads 60

Customer Experience Matrix

FEBRUARY 4, 2009

My new obsession with Twitter (follow me as @draab) has led to several messages from people who seemed to have trouble choosing between Eloqua and Marketo. See my 2007 blog entry for some information or buy the Raab Guide to Demand Generation Systems for a detailed review. It shouldn't be hard to figure out which one suits you better.

Demand Generation 120

Demand Generation Cost Demand Marketing Management 120

markempa

APRIL 18, 2007

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! I think companies will continue to buy the promise of these tools even though they lack the resources to actually leverage them.

Demand Generation Agencies 120

Demand Generation Agencies Lead Generation Marketing Automation Services Demand Generation 120

NuSpark Consulting

JANUARY 21, 2012

B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management. The definitive overview of lead generation strategies and tactics. Brian Carroll.

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

ANNUITAS

JUNE 28, 2012

I was speaking to a client a few weeks ago about the work we’ve been providing on their lead management process development and marketing automation. It’s All About Revenue – Eloqua. As vendors and consultants to the B2B market, we have tremendous influence over the buying market. The Innovative Marketer – Steve Gershik.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Vendors 100

ANNUITAS

JUNE 28, 2012

I was speaking to a client a few weeks ago about the work we’ve been providing on their lead management process development and marketing automation. It’s All About Revenue – Eloqua. As vendors and consultants to the B2B market, we have tremendous influence over the buying market. The Innovative Marketer – Steve Gershik.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Vendors 100

Customer Experience Matrix

MARCH 5, 2009

The main result of the conversations so far has been to clarify the items related to lead routing. Eloqua Manticore Technology Market2Lead Marketbright Marketo Neolane Silverpop Engage B2B complex 11 8.5 Those are easy to create because the Raab Guide (buy now! Here, then, is the final usability matrix. 9 Now what? 0 0 0 0 0.5

Lead Scoring 120

Lead Scoring Lead Ranking Demand Generation Work Management 120

markempa

MARCH 8, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

Webcast 120

Webcast Ideal Customer Profiles Lead Generation Generation 120

ViewPoint

JULY 11, 2011

And I might add, you’ll need to use outbound to interrupt prospects earlier as many savvy self-educators can be getting 70% of the way through the buying process without talking directly with one of your sales reps. One answer includes applying, tracking and measuring best-practice sales lead management processes.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Marketing Insider Group

JANUARY 13, 2011

So when the problem is how to generate effective content for any stage of the customer buying experience, of course the answer is going to be to go out and talk to your customers. You can see a recent article on her blog that also covers the famous Content Grid from Joe Chernov , Director of Content from Eloqua.

Webcast 100

Webcast Work Management Marketing Management Content 100

Chris Koch

JULY 24, 2009

using data to determine and predict customer buying patterns. Steve Woods of marketing automation vendor Eloqua has an excellent list of questions to ask about lead scoring here, but I wonder if they rely too much on making people fill out forms. Lead nurturing.

Top of Funnel 100

Top of Funnel Lead Scoring Lead Ranking Marketing Automation Services 100

Chris Koch

JULY 24, 2009

using data to determine and predict customer buying patterns. Steve Woods of marketing automation vendor Eloqua has an excellent list of questions to ask about lead scoring here, but I wonder if they rely too much on making people fill out forms. Lead nurturing.

Lead Qualification 100

Lead Qualification Marketing Automation Services Lead Scoring Lead Ranking 100

Online Marketing Institute

NOVEMBER 1, 2010

Direct mail as lead management automation now makes it easier to use email, direct mail, Webinars, and telesmarketing to displace first sales calls and continue nurturing a dialogue with prospects. What’s making a comeback? 4) Social tactics emerge, but marketers have yet to see it make a big impact on prospective audiences.

Marketing Mix 40

Marketing Mix Tactics Work Management Marketing Management 40

thePoint

MAY 25, 2018

The two of you have to agree on the accountability of both the marketing and sales teams (what leads or information you will deliver and what they do with those leads or information) and how you measure the results. For example, sales cannot simply reject anything other than leads where the customer is ready to buy.

Paid Search Agency 40

Paid Search Agency Work Management Sales Management Marketing Management 40

The ROI Guy

OCTOBER 13, 2010

The basic white paper is still one of the most important pieces of marketing content - used and trusted as the key buying decision tool by over 65% of early stage buyers and 61% of middle stage buyers (SiriusDecisions -2010).

Paper 40

Paper Enterprise Management Marketing Management Lead Scoring 40

Lead Liaison

APRIL 8, 2019

In our six years in business, we’ve seen it happen over and over again, Oracle acquiring Eloqua , Upland Software acquiring LeadLander , Adobe acquires Marketo …the number of acquisitions goes on and on. We unveiled Lead Liaison’s ABM solution in late 2017 with resounding cheers from our client base.

Lead Liaison 11

Lead Liaison Marketing Management Marketing Automation Services Leadlander 11

Online Marketing Institute

NOVEMBER 4, 2010

An immediate, relevant, courteous, personalized e-mail from the rep assigned to that lead will help ensure that no real and immediate opportunities are falling through the cracks. However, as tempting as it may sound, don’t think that you can just buy X leads for $Y, press the proverbial button and walk away.

Demand Generation Agencies 40

Demand Generation Agencies Paid Search Agency RSS Paper 40

Online Marketing Institute

JULY 31, 2009

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.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

Online Marketing Institute

JULY 31, 2009

Home Forrester Research « We’re renaming the blog | Main | New networks in the news » April 16, 2008 Numeric Scoring: The Key To Lead Management Success [Posted by Laura Ramos ] Recently I saw a preview of Eloqua’s spring release and it got me thinking about the role lead scoring plays in determining campaign effectiveness.

Lead Ranking 40

Lead Ranking Lead Scoring Enterprise Management Work Management 40

Biznology

JANUARY 29, 2014

Their data shows that companies using automation combined with a reasonable lead management process—inquiry generation, qualification, nurturing and hand off to sales—produced four times the sales volume of companies with automation but with weaker processes. Automation is not a silver bullet that you can set and forget.

Marketing Automation Services 80

Marketing Automation Services Work Management Marketing Automation Marketing Management 80

Customer Experience Matrix

FEBRUARY 13, 2009

Here are the questions I asked, with summaries of answers from the five vendors in the current Raab Guide ( Eloqua , Manticore Technology , Market2Lead , Marketo , Vtrenz ) plus two I’ll be adding shortly ( Marketbright and Neolane.) Eloqua volunteered that they couldn’t do this, which I appreciated. SFDC" stands for Salesforce.com.)

Demand Generation 120

Demand Generation Work Management Demand Marketing Automation Services 120

ViewPoint

FEBRUARY 27, 2014

Their data shows that companies using automation combined with a reasonable lead management process—inquiry generation, qualification, nurturing and hand off to sales—produced four times the sales volume of companies with automation but with weaker processes. Automation is not a silver bullet that you can set and forget.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120

LeanData

MARCH 30, 2022

And without these technical resources, both Sales Ops and Marketing Ops get locked into project timelines that misalign with their expectations, negatively impacting customers’ and prospects’ buying experiences. .

Marketing Analytics Tools 98

Marketing Analytics Tools Marketing Automation Services Marketing Qualified Leads Lead Ranking 98

LeanData

DECEMBER 28, 2015

Cross-sell: When an existing customer buys additional products or services in different categories. Lead: Represents a person or company not yet qualified into a contact. Lead Management: A system of assigning and distributing leads to the proper sales reps so they can be evaluated, cultivated and pursued.

Account Based Marketing 71

Account Based Marketing Work Management Marketing Management Sales Qualified Leads 71

Customer Experience Matrix

MAY 20, 2009

Well, I wouldn’t ask the question if I weren’t leading up to something. My particular insight, if it is one, is that consensus has crystallized within the past month that marketing now remains dominant much deeper into the buying cycle, and that sales and marketing must work much more closely together as a result.

Digital Asset Management 120

Digital Asset Management Work Management Marketing Management Rules 120

LeanData

DECEMBER 28, 2015

Cross-sell: When an existing customer buys additional products or services in different categories. Lead: Represents a person or company not yet qualified into a contact. Lead Management: A system of assigning and distributing leads to the proper sales reps so they can be evaluated, cultivated and pursued.

Account Based Marketing 53

Account Based Marketing Work Management Marketing Management Sales Qualified Leads 53

LeanData

DECEMBER 28, 2015

Cross-sell: When an existing customer buys additional products or services in different categories. Lead: Represents a person or company not yet qualified into a contact. Lead Management: A system of assigning and distributing leads to the proper sales reps so they can be evaluated, cultivated and pursued.

Account Based Marketing 40

Account Based Marketing Work Management Marketing Management Sales Qualified Leads 40

LeanData

DECEMBER 28, 2015

Cross-sell: When an existing customer buys additional products or services in different categories. Lead: Represents a person or company not yet qualified into a contact. Lead Management: A system of assigning and distributing leads to the proper sales reps so they can be evaluated, cultivated and pursued.

Account Based Marketing 40

Account Based Marketing Work Management Marketing Management Sales Qualified Leads 40

LeadSloth

JANUARY 12, 2010

Steve Woods , CTO, Eloqua. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. A funny thing happens when you start planning out communication—it actually happens, it addresses buying cycle gaps and it becomes more effective because it’s cohesive. The Contributors.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Sales Management Automation 100