Customer Experience Matrix

MARCH 18, 2009

I originally spoke with Treehouse Interactive in late January, but didn’t write about them because weren’t quite ready to talk about their Salesforce.com integration. Since that’s critical to many demand generation users, I didn’t want to give a false impression by leaving it out. So now the story can be told. ROI reporting.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Enterprise Management 120

Customer Experience Matrix

JUNE 2, 2009

It lets marketers or sales people specify companies and individuals to monitor, and then scans media including social networks (LinkedIn, Facebook), public forums (blogs, wikis, Diggs, Twitter), paid sources (D&B, Zoom, Jigsaw,) and Web pages for information about those entities. add social media data to prospect profiles.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Marketing Automation Services Marketing Management 120

Customer Experience Matrix

JANUARY 7, 2010

Summary: the demand generation market will continue to grow in 2010, and it may attract some new, big competitors from outside the industry. But the real excitement will be features that expand the scope of demand generation products to support inbound marketing, better measurement, and more efficient content creation.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Marketing Automation Services Work Management 120

Customer Experience Matrix

NOVEMBER 18, 2009

One of the audience members at the B2B Marketing University in Boston asked about demand generation systems for small businesses, and how to distinguish among the vendors in general. This has more to do with the degree of personal selling (and after-sale service) than anything else.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Demand Generation Agencies Demand Generation 120

The Mx Group

OCTOBER 18, 2017

I’m learning all about it as we deploy ABM efforts for our clients and ourselves as we market our agency. I snagged a few minutes of time from our very busy, very knowledgeable Director of Client Services, Tim Cook, to get his perspective. That makes me wonder: Are CRM platforms, like the Salesforce.com, set up to handle ABM?

Account Based Marketing 72

Account Based Marketing Demand Generation Agencies Marketing Automation Services Salesforce.com 72

Customer Experience Matrix

JULY 17, 2009

It's a low-cost, easy-to-use alternative to more powerful marketing automation systems for companies who don't need other marketing automation features. 5Buckets isn’t actually a demand generation system, at least according to my usual definition. Now is a good time to remedy that. The system can also execute SQL queries.

Multi-Channel 120

Multi-Channel Marketing Automation Services Demand Generation Agencies Advertising Channels 120

Customer Experience Matrix

JULY 30, 2009

Yesterday’s post described one strategy to sell marketing automation to small businesses: provide a specific, turnkey service that requires virtually no skill or effort from the user. But I don’t think that can scale: companies require many different services and will not want to buy and run each one separately.

Small Business Marketing 120

Small Business Marketing Bundling Work Management Paid Search Agency 120

Customer Experience Matrix

DECEMBER 2, 2010

You have to admire a company that defines a clear strategy and methodically executes it. The company began with search engine optimization to attract traffic, and added landing pages, blogging, Web hosting, lead scoring, and Salesforce.com integration. Choices will be based on individual features and supporting services.

Small Business Marketing 120

Small Business Marketing Marketing Automation Services Hubspot Demand Generation Agencies 120

The Point

SEPTEMBER 6, 2011

Using satellite technology for internet connectivity has particular appeal for companies with operations in remote, hard-to-reach locations, so it’s no surprise that iDirect’s market is heavily segmented, focused on key sectors such as oil & gas, maritime, and federal/military.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

Customer Experience Matrix

JULY 22, 2010

When campaign management systems consolidated in the late 1990's and early 2000's, most were bought by enterprise software companies. Decision Software has remained a small company while Aprimo is most successful in B2B marketing resource management. Finally, we come to Web marketing companies.

Marketing Automation Services 120

Marketing Automation Services Enterprise Management Work Management Marketing Management 120

Customer Experience Matrix

AUGUST 12, 2010

On Monday, Genius.com announced “the first free, instant-on demand generation solution”, a description carefully crafted to distinguish their offering from the free version announced by LoopFuse in June. LoopFuse also provides automated Salesforce.com integration, but doesn’t have Genius’s Web tracking technology.

Work Management 120

Work Management Marketing Automation Services Marketing Management Loopfuse 120

Customer Experience Matrix

JULY 20, 2009

Summary: Active Conversion helps marketing and sales departments make the best use of leads they’ve generated outside the system. That's fewer functions than traditional demand generation, but if those are the functions you need, who cares? Registration is no longer required.)

Active Conversion 120

Active Conversion Lead Scoring Lead Ranking Lead Management 120

Marketing Insider Group

JANUARY 24, 2013

Top B2B Marketing Influencers – Companies. These company Twitter accounts provide updates on some of the latest B2B marketing strategies and tools and can add some B2B Marketing knowledge into your Twitterstream. One of @ b2bmagazine ’s top B2B agencies. ArtilleryMarket - Douglas Burdett -B2B marketing agency principal.

Twitter 100

Twitter Demand Generation Agencies Paid Search Agency B2B Marketing 100

The Mx Group

NOVEMBER 17, 2017

Demand Gen and Lead Management. We are new to ABM; what types of companies are using ABM successfully? It’s less about the type of company you are and more about whether ABM makes sense for your business — and is something that you can actually do. The profile should then line up with the companies on your named accounts list.

Account Based Marketing 95

Account Based Marketing ABM Marketing Automation Services Demand Generation Agencies 95

Customer Experience Matrix

JULY 21, 2009

The latest stop on my little tour of not-really-demand-generation systems is Jesubi. The flash show when you enter the company’s Web site could easily be mistaken for a demand generation product – it lists campaign workflow, list segmentation, email templates, Salesforce.com integration and dynamic reporting.

Efficiency 120

Efficiency Marketing Automation Services Work Management Marketing Management 120

Customer Experience Matrix

NOVEMBER 5, 2009

Joe Moloney gave a more detailed answer about limits in Salesforce.com in particular, including lack of CAN-SPAM compliance and limits on mass emails. Is Salesforce.com a threat to vendors of marketing automation solutions? Technology may impede Software-as-a-Service sales automation vendors from adding marketing automation.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

Customer Experience Matrix

APRIL 26, 2011

Summary: MakesBridge offers a full set of marketing automation features with some special strengths that will appeal especially to small companies. This group of marketers has different needs from even slightly larger companies. See my List of Demand Generation Vendors for other options. MakesBridge is another contender.

Small Business Marketing 120

Small Business Marketing Work Management Features Marketing Management 120

The Point

NOVEMBER 16, 2011

In a recent post , the folks over at Silicon Angle applied their usual insightful analysis to the results of an industry survey by marketing automation company Pardot , a survey that reports fully 42 percent of respondents (all B2B Marketers) have failed to generate any leads from their social media campaigns. Good luck with that.

Social Media 100

Social Media Demand Generation Agencies Media Leads 100

LeadSloth

MARCH 22, 2009

The plan is to go back to using only Salesforce.com with some cheap add-on tools for email, form submission and data quality. The company in question has used a comprehensive marketing automation system for about 2 years. However, when I started looking into Salesforce.com and the wide variety of add-ons, I was less convinced.

Marketing Automation Services 100

Marketing Automation Services LEADSExplorer netFactor Leadlander 100

Customer Experience Matrix

FEBRUARY 25, 2009

This gave salespeople a desktop “Tracker” that instantly alerted them when prospects responded to their emails, and showed which pages the prospects visited on their company Web site. What made SalesGenius special was doing this without installing tracking scripts on the company Web pages.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Customer Experience Matrix

DECEMBER 20, 2012

It suggests that neither Oracle nor Eloqua management felt the company was substantially undervalued. So that’s all fine, but what industry observers really want to know is how Salesforce.com will react. Working marketers care more about how this affects the products and services they’ll get as current or potential Eloqua customers.

Eloqua 120

Eloqua Marketing Automation Services Enterprise Management Marketing Automation 120

Customer Experience Matrix

FEBRUARY 9, 2012

Before building its system, the company spent six months talking to current marketing automation users. Marketing automation gurus have long argued that companies need to define their processes in advance of deploying a new system. Other vendors also have service arms and agency partners to help out on a project basis.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

Customer Experience Matrix

FEBRUARY 24, 2009

Major themes were greater access to detailed information, more precise targeting, and tighter integration with Salesforce.com. In Fernandez’ view, this reflects a fundamental philosophical difference from his competitors: Marketo sees marketing as reacting to prospect-initiated behaviors, not executing company-driven interaction paths.

Marketo 120

Marketo Marketing Automation Services Marketing Management Vtrenz 120

The Point

JUNE 18, 2013

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. The same principles apply to Content Selling.

Salesforce.com 100

Salesforce.com Work Management Marketing Management Content 100

Webbiquity

AUGUST 29, 2011

For developers and agencies, LightCMS also offers one of the most attractive partner programs. Considering all of its features , LightCMS is another shortlist-worthy tool for basic website creation, particularly for smaller B2C companies who want an easy-to-manage online store. Solution Toolbox. 300 per year ($25 per month).

CMS Development 100

CMS Development Small Business Marketing Work Management Marketing Automation Services 100

Webbiquity

JULY 12, 2016

Recent research shows that 63% of B2B companies that are growing faster than their competitors use marketing automation. Options range from fairly simple, moderately priced systems targeted at midmarket companies to sophisticated suites for enterprise users. Integrates with popular platforms like Microsoft Dynamics and Salesforce.com.

Marketing Automation Services 100

Marketing Automation Services Enterprise Management Marketing Automation Marketing Management 100

Customer Experience Matrix

OCTOBER 19, 2010

It’s harder every day for a new company to enter the business-to-business marketing automation industry. Of the three classic competitive strategies – low price, great service and innovative products – there are plenty of low price options and leading vendors work aggressively to help their clients succeed.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Automation Marketing Management 120

Customer Experience Matrix

AUGUST 21, 2009

Aprimo is in the early stages of launching Aprimo Marketing Studio , a new Software-as-a-Service marketing automation suite that is separate from the existing Aprimo product.* Of course, I’m generalizing about sets of vendors so there will be individual exceptions. The demand generation vendors have been much more dynamic.

Marketing Automation Services 120

Marketing Automation Services Digital Asset Management Marketing Management Paid Search Agency 120

Customer Experience Matrix

JANUARY 20, 2009

Note that none of listed categories included behavioral information such as email clickthroughs or Web page visits, which demand generation vendors make so much of. The categories don’t make much sense to me because they overlap: products like Salesforce.com are both CRM systems and SaaS.

Work Management 120

Work Management Marketing Management Demand Generation Agencies Lead Scoring 120

Adobe Experience Cloud Blog

JANUARY 2, 2014

At least some of that answer is dependent on individual variables – your company size, your resources and budget, and the goals you want to accomplish. Cloning programs and templates allows small teams to accomplish marketing automation on par with much larger companies. How does your company structure its marketing automation team?

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Automation Demand Generation Agencies 48

Adobe Experience Cloud Blog

JANUARY 2, 2014

At least some of that answer is dependent on individual variables – your company size, your resources and budget, and the goals you want to accomplish. Cloning programs and templates allow small teams to accomplish marketing automation on par with much larger companies. How does your company structure its marketing automation team?

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Automation Demand Generation Agencies 48

Customer Experience Matrix

FEBRUARY 13, 2014

Mintigo’s technology scans the Internet for things like job listings and Javascript tags and infers from those which products are used at every company it finds. There’s still a bit of selection bias – it won’t work if a company isn’t on the Internet – but the impact is obviously much less.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

MLT Creative

OCTOBER 25, 2011

A company name change occurs every two minutes. Marketers’ dependence on CRM systems like Salesforce.com and Microsoft Dynamics has highlighted the need for data scrubs and input standards even further. Automating these systems to assist busy sales representatives or customer service reps can help improve data entry practices.

Data Hygiene 40

Data Hygiene Demand Generation Agencies B2B Salesforce.com 40

The Point

JANUARY 30, 2018

In a recent article on LinkedIn that I highly recommend for any tech entrepreneur, Jason Seeba and Ashu Garg spell out the key priorities, milestones, and pitfalls for early-stage companies seeking to acquire customers. Their article inspired me to reflect on some of the start-ups that our agency has worked with over the years.

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Demand Generation 168

Customer Experience Matrix

APRIL 1, 2009

Some time ago they released a free widget, DemandBase Stream, that shows the companies visiting your Web site in a news ticker on your computer desktop. It also captures the visitor stream to a company Web site and uses the IP address to identify the company. Their new product, DemandBase Professional, is another matter.

DemandBase 120

DemandBase Lead Scoring Lead Ranking Jigsaw 120

Customer Experience Matrix

JANUARY 4, 2012

While its feature list covers all the usual marketing automation categories, the company's real focus was always on providing the most useful information to sales people. Callidus isn’t a sales automation system like Salesforce.com , but it does provide a range of other systems that help sales departments.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Marketing Automation Automation 120

Customer Experience Matrix

OCTOBER 22, 2009

This one-stop-shopping will be most attractive to small and mid-size companies, although I expect that larger firms will eventually want it too. Multiple scores are particularly important at large companies where contacts need to be treated differently for different products, regions and other variables.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120