The ROI Guy

SEPTEMBER 29, 2010

Tech Media publishers have seen an exponential shift in buyer behaviour, recognizing that the B2B buying decisions these publications support are now Internet driven , and that buyers are in control of the buying cycle like never before - seeking trusted sources of diagnosis, advice and recommendations.

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

The ROI Guy

OCTOBER 5, 2010

As a result, most buyers have taken charge of the buying cycle , engaging with sales representatives later and later. As a result, Internet fueled buying cycles have required B2B marketers to deliver more content and tools over more and more channels to actively engage ever more empowered, skeptical and frugal buyers.

Paid Search Agency 40

Paid Search Agency Companies Buying Cycle Budget Programs 40

The ROI Guy

FEBRUARY 2, 2011

Over the past 18 months, the survey results indicate that CFOs have assumed significant additional responsibilities for several key groups, including: information technology (43%), human resources (39%), production (38%), customer service (37%), and even marketing / sales (33%). "I'm

Work Management 40

Work Management Marketing Management Peer-to-peer Effectiveness 40

The ROI Guy

MARCH 9, 2011

As the starting point for New Concept solutions, Alinean recommends a focus on the following value selling and marketing tools: • Interactive Assessment Tools: One of the best ways to diagnose issues is with an interactive assessment. Like a survey, the interactive assessment asks the prospect a series of probing questions.

Work Management 40

Work Management Marketing Management Demand Comparison 40

Industrial Marketing Today

JULY 23, 2010

Rule #1: Natural or organic search engine optimization (SEO) In the research phase of the industrial buying cycle , engineers and industrial buyers tend to use broad keywords and phrases that describe their current problem. The same holds true for video white papers. To improve engagement, build interaction into your site.

Rules 60

Rules Marketing Websites Marketing Automation Services Web 2.0 60

The ROI Guy

SEPTEMBER 3, 2010

Successful demand generation programs are uniquely challenged today, and must address a changing landscape where: Economics are driving more decisions; The Internet is fueling a prospect driven buying cycle, and; Prospects are faced with information overload resulting in shorter attention spans than ever.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Peer-to-peer Demand 40

Marketing Insider Group

JUNE 30, 2020

Doing so will not only help sell the product but also work toward establishing a better relationship with vendors, partners, and clients. White Papers. White papers need to be some of your best content. Another great benefit of white papers is that you can break it down into smaller pieces. Let’s see how.

Work Management 363

Work Management B2B Marketing Marketing Management Content Marketing 363

ANNUITAS

AUGUST 4, 2015

We have white papers for every buying stage, but we just can’t get enough people to download them.”. From your insights into your buyers you should know for each stage of the buying cycle: Which personas are involved at each stage. At different stages of the buying cycle, buyers look to different sources for information.

Content Marketing 100

Content Marketing Buyer Personas Buying Cycle Demand Generation 100

Content4Demand

SEPTEMBER 29, 2020

You’ll find some valuable insights into changing B2B buying behavior in the recent Demand Gen Report 2020 B2B Buyer Behavior Study. One interesting finding is that 30% of the B2B professionals surveyed have actually accelerated purchases to meet changing business needs. How has spending changed? How to Use the Results.

Research 90

Research Webinar Metrics Marketing & Strategy B2B Thought Leadership 90

Customer Experience Matrix

MAY 20, 2009

Vendors who replace conventional decision rules with automated statistical methods may gain a key competitive advantage because the automated methods produce substantially and measurably better results. Summary: basic demand generation features are close to a commodity. The question this raises in my mind is where the industry goes from here.

Digital Asset Management 120

Digital Asset Management Work Management Marketing Management Rules 120

LeanData

DECEMBER 1, 2015

Brinker’s compilation of 1,876 vendors across 43 categories in his 2015 Marketing Technology Landscape Supergraphic is an eye-catching representation of the expanding universe of MarTech companies. In the big picture, it’s really hard,” said Brinker, the chief technical officer at ion interactive and the blogger at chiefmartech.com. “We

Multi-Touch Attribution 56

Multi-Touch Attribution B2B Thought Leadership Budget Programs Sales Cycle 56

Ambal's Amusings

AUGUST 27, 2009

Forrester Blog for Interactive Marketing Professionals. Ardath Albee's blog Marketing Interactions. Eccolo Media 2008 B2B Technology Collateral Survey. Blog Marketing Interactions Twitter Ardath421. Involve: once they've taken action, make it compelling enough that they initiate follow-on interactions to learn more.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

Industrial Marketing Today

JULY 1, 2010

Buyers of technical products and services do look to vendors for providing relevant information for solving their problems. after they surveyed more than 1,200 purchasing decision makers in small, medium, and large companies throughout the United States and Western Europe who are responsible for buying high-tech products and services.

Marketing Automation Services 60

Marketing Automation Services Web 2.0 B2B Lead Ranking 60

LeanData

DECEMBER 1, 2015

Brinker’s compilation of 1,876 vendors across 43 categories in his 2015 Marketing Technology Landscape Supergraphic is an eye-catching representation of the expanding universe of MarTech companies. In the big picture, it’s really hard,” said Brinker, the chief technical officer at ion interactive and the blogger at chiefmartec.com. “We

Multi-Touch Attribution 40

Multi-Touch Attribution B2B Thought Leadership Budget Programs Sales Cycle 40

LeanData

DECEMBER 1, 2015

Brinker’s compilation of 1,876 vendors across 43 categories in his 2015 Marketing Technology Landscape Supergraphic is an eye-catching representation of the expanding universe of MarTech companies. In the big picture, it’s really hard,” said Brinker, the chief technical officer at ion interactive and the blogger at chiefmartec.com. “We

Multi-Touch Attribution 40

Multi-Touch Attribution B2B Thought Leadership Budget Programs Sales Cycle 40

LeanData

DECEMBER 1, 2015

Brinker’s compilation of 1,876 vendors across 43 categories in his 2015 Marketing Technology Landscape Supergraphic is an eye-catching representation of the expanding universe of MarTech companies. In the big picture, it’s really hard,” said Brinker, the chief technical officer at ion interactive and the blogger at chiefmartec.com. “We

Multi-Touch Attribution 40

Multi-Touch Attribution B2B Thought Leadership Budget Programs Sales Cycle 40

The ROI Guy

JUNE 29, 2011

Overall, buyers continue to prefer documents such as research briefs, white papers and blog posts as the most important form of content along each stage in the buyer’s journey. The podcasts are effective at providing research insights and education, but quickly fall off as a decision support tool in later phases of the decision cycle.

Peer-to-peer 40

Peer-to-peer Webcast Buying Cycle B2B 40

Online Marketing Institute

JULY 31, 2009

Specific criteria carry specific point values, like +5 for downloading a white paper and +15 for attending a webinar. Three key ones that we look at: profile match, engagement level, and buying cycle position. The third dimension we use is the lead's position in the buying cycle. This can be a bit noisy.

Lead Ranking 40

Lead Ranking Lead Scoring Enterprise Management Work Management 40

Webbiquity

APRIL 23, 2013

Now in their mid-teens to mid-thirties, people in this generation came of age knowing how to interact with technology and are comfortable using it to their advantage.” How can every vendor be the ‘leading provider’ anyway?” What Tech Buyers Want From Content by Marketing Interactions. ’ Yawn.

Top of Funnel 100

Top of Funnel Paid Content Copywriting Content Marketing 100

Madison Logic

MARCH 25, 2022

In a recent survey by Ascend2, 84% of marketers either somewhat or strongly agree that allocating more resources to lead nurturing would improve conversion rates. In-depth knowledge of an account and the individuals who form the buying committee allows you to create highly relevant, attention-grabbing messaging.

Account Based Marketing 52

Account Based Marketing Lead Nurturing Top of Funnel Enterprise Management 52

The ROI Guy

SEPTEMBER 28, 2010

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 - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tuesday, September 28, 2010 Do White Papers Still Engage?

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

SnapApp

DECEMBER 14, 2016

While account based marketing, interactive content , personalization, native advertising, and automation are just some of the hot trends that look set to continue into the new year, there are some new kids on the block. Interactive content and visual storytelling. Data Rich and Interactive. Marketing automation. Personalization.

Paid Content 62

Paid Content B2B Marketing Trends Sales Management 62

The ROI Guy

SEPTEMBER 16, 2010

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 - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tom then served Gartner as a Managing VP.

Work Management 40

Work Management Marketing Management Marketing Budget ROI 40

Webbiquity

NOVEMBER 28, 2011

And nearly two out of three executives have visited a vendor’s website after viewing an online video elsewhere. What’s more, nearly one-third (30 percent) of those in the survey reported a ROI of at least 150 percent!” Social media advertising is still a relatively rare tactic among B2B vendors and in the SMB space.

Paid Content 100

Paid Content Social Media Statistics Paid Search Agency 100