Customer Experience Matrix

AUGUST 14, 2014

Few people would suggest you learn salesmanship from the play Glengarry Glen Ross ,* but its central message rings true: good leads are the lifeblood of a sales organization.** Some vendors only rank leads while others build multiple models for different purposes. • It returns individual names as well as companies.

Lead Ranking 120

Lead Ranking Work Management Marketing Management Lead Scoring 120

Customer Experience Matrix

APRIL 14, 2012

This included a full revamp of its customer interface, a new campaign builder and shopping cart, and new capabilities for Web analytics, lead scoring, and lead source reporting. But Infusionsoft says it’s the biggest release in company history and I've no reason to doubt. Stated so plainly, this doesn’t sound like much.

Lead Ranking 120

Lead Ranking Lead Scoring Analytics Campaigns 120

Customer Experience Matrix

MARCH 5, 2009

I spent a good part of yesterday talking with demand generation vendors about the usability scores I've been publishing all week. The main result of the conversations so far has been to clarify the items related to lead routing. The relative ranking of the different vendors hasn't been significantly affected. 9 Now what?

Lead Ranking 120

Lead Ranking Lead Scoring Demand Generation Work Management 120

Customer Experience Matrix

AUGUST 23, 2012

Today let's take a look at the same diagram for large businesses, which we define as companies with $500 million revenue or more. These companies have large marketing departments that may manage hundreds of campaigns for different products in different locations.

Eloqua 120

Eloqua Marketing Automation Services Lead Ranking Enterprise Management 120

Customer Experience Matrix

APRIL 20, 2010

Summary: A survey of business-to-business salespeople finds they (still) consider themselves their best source of qualified leads. But marketing-generated leads are gaining increasing respect and salespeople are increasingly looking for help from outside data vendors. Events and trade shows actually rank below all of these.

Lead Ranking 120

Lead Ranking Lead Scoring Customer Surveys Sales Qualified Leads 120

Customer Experience Matrix

OCTOBER 24, 2014

In this case, the main technical differentiator is extreme automation: SalesPredict imports customer data, builds models, scores current records, and deploys the results with virtually no human intervention. Results appear as lists in a CRM interface or as scores on a marketing databaset. User interface is a second differentiator.

Lead Ranking 120

Lead Ranking Lead Scoring Automation Salesforce.com 120

Customer Experience Matrix

MARCH 3, 2009

Yesterday's post described the background of this usability scoring project and gave scores for several items that apply to both simple and complex marketing programs. This post will continue with the scores for items that apply to usability for simple campaigns. Build a campaign as a list of stages.

Demand Generation 120

Demand Generation Lead Ranking Lead Scoring Manticore 120

Customer Experience Matrix

JULY 8, 2009

Summary: Based on Web traffic rankings, new demand generation vendors with low prices are gaining market presence. Last November, after much consideration of alternatives , I settled on Alexa three-month Web traffic rankings as a reasonable way to measure the relative market presence of demand generation vendors. How about it guys?

Marketing Automation Services 120

Marketing Automation Services Marketing Management Demand Generation Vendors 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. Leads can enter from channels other than email. Information can come from sources beyond the lead itself. Registration is no longer required.) The nurturing campaigns themselves are also quite simple.

Active Conversion 120

Active Conversion Lead Ranking Lead Scoring Lead Management 120

Customer Experience Matrix

FEBRUARY 10, 2017

Lead Genius is a good example. The company is in the business of assembling B2B marketing lists – an industry dating back centuries to city directories and beyond. But Lead Genius was founded in 2011 to commercialize university research into combining AI with human inputs. Lead Genius does this too. Plan interactions.

Marketing AI 120

Marketing AI Account Based Marketing Lead Ranking Lead Scoring 120

Customer Experience Matrix

AUGUST 28, 2014

I mentioned 6Sense briefly in a recent post about vendors who help companies find prospects on the Web. We also clarified that users can extract company-level profiles including attributes (industry, revenue, etc.) and key activities (Web site visits, topics researched) and scores at both company and individual levels.

Lead Ranking 120

Lead Ranking Activities Lead Scoring Marketing Automation Services 120

Customer Experience Matrix

NOVEMBER 15, 2013

There are about 3 million companies with revenue between $1 million and $5 million in the U.S., Companies that provide small businesses with online directories and ratings, search engine optimization, Web sites, and paid search marketing all have client bases that dwarf the small business marketing automation industry.

Small Business Marketing 120

Small Business Marketing Work Management Marketing Management Marketing Automation Services 120

Customer Experience Matrix

OCTOBER 29, 2015

Other data collection specialists include Segment.com , Aginity , Umbel , Lytics , NGData , and Woopra , although some of these do supplement database building with predictive model scores, segmentation, and/or event-based triggers. It’s primarily used to set up data processing flows for data cleaning, matching, and lead routing.

Work Management 120

Work Management Marketing Management Marketing Automation Services Lead Ranking 120

Customer Experience Matrix

APRIL 1, 2009

But it turns out that DemandBase has been inching its way up the value chain. 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.

DemandBase 120

DemandBase Lead Ranking Lead Scoring Jigsaw 120

Customer Experience Matrix

AUGUST 23, 2012

We define small to mid-size business as companies with $5 million to $500 million revenue. Although small businesses generally buy lower-priced systems, they have largely the same requirements as mid-size companies. In fact, the only category where Act-On scores higher than everyone else is pricing.

Eloqua 120

Eloqua Act-On Marketing Automation Services Marketo 120

Customer Experience Matrix

APRIL 15, 2015

The company made two major product announcements, expanding the reach of Marketo campaigns into mobile apps and display ad retargeting. Some products sell mostly to smaller companies, some to companies with many different products, some to customers who want new prospect names, some who want to incorporate external behaviors, and so on.

Lead Ranking 120

Lead Ranking Marketing Automation Services Marketo Marketing Automation 120

Customer Experience Matrix

JULY 10, 2013

Finally, Optify has expanded into conventional marketing automation over the past 18 months and most recently added basic contact management and distribution of lead information, scores, and alerts to sales people. The company is planning an API to let clients export data directly. That''s theme number three.

Demand Generation Agencies 120

Demand Generation Agencies Marketing Automation Services Paid Search Agency Small Business Marketing 120

Customer Experience Matrix

FEBRUARY 21, 2014

In that time, they’ve continued to build applications that exploit their core technology for identifying Web site visitors by company based on their IP address. It later extended to returning visitor attributes in real time so companies could pre-fill forms and personalize Web pages to match visitor interests.

DemandBase 120

DemandBase Advertising Agencies Marketing Automation Services Paid Search Agency 120

Customer Experience Matrix

OCTOBER 30, 2014

Many predictive modeling systems, especially for B2B lead scoring, supplement the client’s data with company and individual information they gather themselves from sources like social networks, Web sites, job boards, and government files. Scores will reflect the latest data. external data. doesn’t do this. automation.

Lead Ranking 120

Lead Ranking Enterprise Management Marketing Automation Services Work Management 120

Customer Experience Matrix

NOVEMBER 19, 2008

My original set of products was based on a general knowledge of which companies are most established, plus some consultation with vendors to learn who they felt were their main competitors. The rank and share figures correlate closely, but share is probably for comparing sites, since the ratio directly reflects relative traffic.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Vtrenz Demand Generation Agencies 120

Customer Experience Matrix

JANUARY 20, 2016

B22B lead generation vendor True Influence today announced a new product to help fill these gaps. InsightBASE monitors intent signals – in the form of visits to Web pages with relevant content – and notifies clients when there is surge in activity for companies on a target list. The mechanics of InsightBASE are straightforward.

Intent Data 120

Intent Data Intent Lead Ranking Marketing Automation Services 120

Customer Experience Matrix

JANUARY 8, 2009

I had an interesting email conversation last month with a Raab Guide buyer about the nuances of company-level data management in demand generation systems. He started from the perfectly reasonable premise that the demand generation system should give an overview of activity for all leads associated with a given company.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Work Management 120

Customer Experience Matrix

SEPTEMBER 3, 2018

And 44% of marketers told Trusted Media Brands that they expected GDPR would lead to more use of first party data vs. cookies. Duke Fuqua’s most recent CMO Survey found that use of online (first party) customer data has grown at 63% of companies in the past two years while just 31% expanded use of third party data. (Ads

DemandBase 199

DemandBase Lead Ranking Paid Search Agency Work Management 199

Customer Experience Matrix

JULY 30, 2009

Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. But I don’t think that can scale: companies require many different services and will not want to buy and run each one separately. It also checks posts to ensure they are optimized for search engine rankings.

Small Business Marketing 120

Small Business Marketing Bundling Work Management Paid Search Agency 120

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

Customer Experience Matrix

JULY 3, 2013

The other micro-business systems have avoided accounting, presumably because they saw little value in trying to displace Intuit QuickBooks. In fact, Sugarman said most of the company’s clients are B2B not B2C marketers. Completed email can be previewed and spam scored. surveys are built from a list of independent questions.

Small Business Marketing 120

Small Business Marketing Marketing Automation Services Communities Lead Ranking 120

Customer Experience Matrix

OCTOBER 10, 2012

I originally saw SetLogik as a tool to associate marketing leads with sales opportunities, even when they are not connected directly within Salesforce.com. That’s important in itself, since those missing links are the greatest obstacle to showing the value of B2B marketing efforts through revenue attribution.

Enterprise Management 120

Enterprise Management Work Management Lead Ranking Marketing Management 120

Customer Experience Matrix

JANUARY 5, 2016

I used Alexa traffic rankings, which are far from perfect but good enough for this sort of project. Compete.com gave similar rankings except that TrustRadius came in lower, although still in the top 10.) I sampled leading marketing automation vendors for different sized companies. But they also differ in other ways.

Marketing Automation Services 120

Marketing Automation Services Software Lead Ranking Paid Search Agency 120

Customer Experience Matrix

APRIL 28, 2009

This suggests that marketers are quickly gaining value from their systems, but also highlights the need for continued training to be sure they take advantage of all system capabilities. lead transfer to CRM 18 5 8 0 2 2 35 0.94 lead scoring 12 7 3 0 10 4 36.89 multi-step lead nurturing campaign 8 10 7 2 5 4 36 0.89

Demand Generation 120

Demand Generation User-Generated Content Customer Surveys Lead Ranking 120

Customer Experience Matrix

JANUARY 15, 2007

So in organizing my thoughts on the topic of lifetime value modeling, it’s natural that I ended up building one. The question I’m wrestling with is, just how detailed must a lifetime value model must be to be useful? The question then becomes, what does it take to build a lifetime value model that’s adequate for the purpose?

Lead Ranking 120

Lead Ranking Lead Scoring Work Management Marketing Management 120

Customer Experience Matrix

MAY 25, 2016

I’ve been writing about Demandbase since 2009, when they had already begun their climb from compiling company profiles to enhancing Web site visitor records to personalizing Web content to targeting Web display ads. As its name implies, Spiderbook scans Web and social sites for information about company and individuals' behaviors and events.

Account Based Marketing 0

Account Based Marketing DemandBase Eloqua Buy 0

Customer Experience Matrix

JANUARY 26, 2011

To recap a bit, the new report is based on a survey of 18 vendors, who answered nearly 200 questions about their products and companies. Most answers were scored from 0, 1 or 2, indicating whether a particular feature was available fully, partly, or not at all. The final result was three sets of scores for each vendor.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Report Marketing Management 120

Customer Experience Matrix

NOVEMBER 21, 2014

But plenty of other companies also help with omni-channel personalization. These predictive capabilities are among the biggest differentiators for Sailthru: predictions and recommendations are oriented to consumer marketing, not B2B lead scoring, and Sailthru doesn’t (yet) allow clients to choose what they wish to predict.

Lead Ranking 120

Lead Ranking Ideal Customer Profiles Personalization Classified Ads 120

Customer Experience Matrix

MARCH 20, 2007

Both full and fractional designs have their place in the testing cycle” is a useful reminder that it’s easy to get distracted by technical details and miss the larger perspective of the value provided by testing systems. Measuring the financial value of optimization comes back to last Wednesday's post on the credibility of marketing metrics.

Multivariate analysis 120

Multivariate analysis Lead Ranking Lead Scoring Optimization 120

Customer Experience Matrix

FEBRUARY 5, 2012

“Micro” vendors sell largely to businesses under $5 million in revenue; “core” vendors sell to B2B companies with $5 to $500 million in revenue, and “enterprise” vendors sell mostly to companies over $500 million revenue. As you might expect, products for larger companies have more features available. (In

Marketing Automation Services 120

Marketing Automation Services Enterprise Management Work Management Marketing Management 120

Customer Experience Matrix

JANUARY 27, 2021

In both visions, companies construct their own, highly customized collections of systems that are perfectly tailored to their needs. They believe – based no doubt on what buyers are telling them – that companies still want to buy an integrated product that meets their needs without any assembly required.

Marketing Automation Services 270

Marketing Automation Services Enterprise Management Marketing Management Lead Ranking 270

Customer Experience Matrix

APRIL 9, 2014

I can think of several reasons for the discrepancy: GTCR isn’t a big software company looking to fill out an existing marketing suite; Vocus sells mostly to small business, not enterprises; Vocus hasn''t created enough buzz. But it only allows one score per customer. But it only allows one score per customer.

Marketing Automation Services 120

Marketing Automation Services Salesforce.com Purchase Paid Search Agency 120