Customer Experience Matrix

AUGUST 16, 2011

I’ve long believed that B2B marketing automation is just a passing phase: that, ultimately, B2B marketing automation systems will be absorbed into CRM systems instead of operating independently. But there are also a few vendors who have bet in favor of merged systems, so it wouldn’t be fair to ignore their view entirely.

Marketing Automation Services 120

Marketing Automation Services Enterprise Management Work Management Marketing Automation 120

Customer Experience Matrix

OCTOBER 24, 2014

SalesPredict is a perfect example: a small vendor with a powerful system that just launched earlier this year. Results appear as lists in a CRM interface or as scores on a marketing databaset. This is somewhat different from predictive modeling vendors who have focused primarily on helping marketers with lead scoring.

Lead Ranking 120

Lead Ranking Lead Scoring Automation Salesforce.com 120

InsightSquared

NOVEMBER 29, 2017

The sales operations team is constantly trying to systemize sales processes to increase the sales team’s efficiency and effectiveness , and it’s the director who’s at the helm leading the charge. Deep expertise on sales automation and CRM systems is mandatory for sales ops directors.

Work Management 120

Work Management Salesforce.com Deliverability Forecasting 120

Customer Experience Matrix

NOVEMBER 5, 2009

Summary: Marketing automation and CRM systems may eventually converge, but for now marketers need help explaining why they need a system of their own. People still don’t understand the difference between marketing automation vs. CRM. Vendors take note. Will Marketing automation and CRM remain separate?

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

Customer Experience Matrix

FEBRUARY 10, 2017

It has since expanded from list gathering to all stages in the Account Based Marketing process, sprinkling in dashes of artificial intelligence at every step along the way. Let’s look at those stages, using the four step structure of the Raab Guide to ABM Vendors. Identify target accounts. Lead Genius does this too. Analyze results.

Marketing AI 120

Marketing AI Account Based Marketing Lead Scoring Lead Ranking 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. My brief answer was that the biggest difference was less functionality than the target markets the different vendors pursue.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Demand Generation Agencies Demand Generation 120

Customer Experience Matrix

MARCH 26, 2015

For many smaller companies, a suite like Adobe, Oracle , IBM , Salesforce.com , SAS , or Teradata isn’t an option and would be overkill if it were. Some vendors do this better than others. Terminus imports opportunity stage from the CRM system and can use this in segmentation. Vendemore ( reviewed here ) is another option.

Paid Search Agency 120

Paid Search Agency Display Enterprise Management Marketing Automation Services 120

Customer Experience Matrix

DECEMBER 20, 2012

So that’s all fine, but what industry observers really want to know is how Salesforce.com will react. One very specific reason is that B2B marketing automation vendors have always touted client counts as a competitive success metric, which encouraged them to sell to a lot of small clients to inflate that number. Wouldn’t that be nice?

Eloqua 120

Eloqua Marketing Automation Services Enterprise Management Marketing Automation 120

Customer Experience Matrix

JUNE 27, 2014

The CDP industry has been moving along nicely without my attention: new CDPs keep emerging and the existing vendors are growing. The one objective distinction is that FlipTop is publicly listed on the Salesforce.com App Exchange, meaning it has passed the Salesforce.com security reviews. Infer takes a similar approach.)

Lead Ranking 120

Lead Ranking Lead Scoring Marketing Automation Services Reachforce 120

Customer Experience Matrix

JUNE 15, 2007

Our friends at Accenture have once again illustrated the point with a paper “ Surveying and Building Your CRM Future ,” whose subtitle promises “a New CRM Software Decision-Making Model”. Each combination neatly maps to a different class of CRM software. Of course, some vendors might disagree.)

Enterprise Management 120

Enterprise Management Work Management Marketing Management Paper 120

Customer Experience Matrix

MARCH 16, 2016

Mariana finds other people who match the personas, using its deep understanding of social data to accurately identify and find contact information on larger numbers of relevant people than other vendors. Both products start by uploading a training set of target accounts or closed and won opportunities and contacts from CRM.

Ad Building 120

Ad Building Work Management Ideal Customer Profiles Marketing Management 120

Capstone Insights

MARCH 13, 2018

How do you actually mechanize a contacts-only approach to CRM? Ideally, it’s from the start on the first day you activate your CRM. of us, don’t have an opportunity to set up a new CRM from scratch without legacy data. Now, if only other marketing automation platforms (and other Martech vendors in general) took note….

Contacts 40

Contacts CRM Salesforce.com Marketing Management 40

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. This has been sadly lacking in most B2B marketing automation systems, which supplement the Salesforce.com database with barely-extensible lead profiles and contact histories.

Enterprise Management 120

Enterprise Management Work Management Lead Ranking Marketing Management 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. 6Sense wouldn''t be a CDP if it merely displayed its data on a CRM screen without letting the CRM system import it. Standard integrations are available for Salesforce.com , Oracle Eloqua and Marketo.

Lead Ranking 120

Lead Ranking Activities Lead Scoring Marketing Automation Services 120

Customer Experience Matrix

JULY 10, 2013

I only mention this because I’ve recently been looking at a lot of new (to me) vendors and haven’t been able to write about many of them. This makes it a system for both small business and service vendors: two of my four themes. I guess I should send them a t-shirt or something. Emails are delivered through ExactTarget.

Demand Generation Agencies 120

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

ANNUITAS

MARCH 1, 2016

One analytics vendor after another is selling you on their ability to analyze and make sense of “any” data. How can we better tie buying and content/channel interactions to opportunities and closed revenue in a closed-loop fashion — to fuel our demand process optimization ? Big Data propaganda is rampant these days.

Demand Generation 100

Demand Generation Demand Elasticity Analytics 100

Customer Experience Matrix

OCTOBER 29, 2015

When I first described Customer Data Platforms two and half years ago, all the vendors offered an application such as predictive analytics or campaign management in addition to the "pure" CDP function of building the customer database. 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

ANNUITAS

SEPTEMBER 9, 2011

Observation 1: Salesforce.com is not going to acquire a Marketing Automation Vendor anytime soon. As he has the last few years, Marc Benioff focused on Salesforce.com’s social capabilities. Other vendors on display were Genius , eTrigue , HubSpot , Aprimo and ActOn to name a few.

Marketing Automation Services 100

Marketing Automation Services Salesforce.com Marketing Management B2B Thought Leadership 100

Paul Gillin

FEBRUARY 22, 2011

Software Advice has posted a grid that presents a new way of looking at the social CRM market. More importantly, Marketing Director Houston Neal argues that social CRM actually doesn’t exist. Salesforce.com probably comes the closest, Neal argues, but even Salesforce doesn’t have all the pieces in place.

CRM 50

CRM Marketing Management Organization Salesforce.com 50

Customer Experience Matrix

FEBRUARY 9, 2012

New-ish marketing automation vendor NurtureHQ showed me its product recently. Other vendors have asked the same questions and reached the same conclusions. Marketing automation gurus have long argued that companies need to define their processes in advance of deploying a new system. It’s really nice. This isn’t a new insight.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

Customer Experience Matrix

JANUARY 8, 2009

The conversation has sharpened my own thinking on the subject and prompted a couple of conversations with vendors. Typically this is the company they work for, although there might be another relationship such as consultant or services vendor. This is a topic we do cover in the Guide, but not in the detail he needed.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Work Management 120

Customer Experience Matrix

APRIL 10, 2014

More important, the value of platforms has been widely recognized through the tech industry for decades: classic examples include Salesforce.com ’s own AppExchange, Apple ’s iPhone AppStore, Microsoft ’s operating system software, and, going way back, the original IBM System 360. Let me be clear.

Marketo 120

Marketo Marketing Automation Services Conference Work Management 120

Customer Experience Matrix

OCTOBER 18, 2011

As you might have guessed from my recent list of B2C marketing automation systems , I’ve recently been spending some time helping consumer marketers to select vendors. The CRM integration can be set up in days, if not minutes, and next to no time is spent worrying about the marketing database design or update processes.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Automation Marketing Management 120

Customer Experience Matrix

FEBRUARY 13, 2014

The main basis for my prediction is high growth that vendors reported in 2013, and in particular a trend towards higher revenue per client among the vendors who share that information with me. Penetration reached eight percent among larger firms and varied substantially by industry. Features Don''t Drive Decisions.or

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

Adobe Experience Cloud Blog

NOVEMBER 15, 2012

by Jon Miller A common question I hear from marketers is “I already have a CRM system (e.g. salesforce.com, Microsoft Dynamics CRM), so why do I need marketing automation ”? Many CRM systems have a module for marketing. Architecture of Marketing Automation versus CRM. Common features of a CRM system.

Marketing Automation Services 48

Marketing Automation Services Enterprise Management Work Management Marketing Management 48

LeadSloth

MARCH 8, 2010

This morning we saw a demo of Salesforce.com Chatter , a collaboration tools integrated with Salesforce.com. Think Facebook built into Salesforce.com: it looks just like the Facebook timeline, but it is built around your sales processes. Salesforce.com Chatter Screenshot. is all about.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Salesforce.com Automation 100

Customer Experience Matrix

JULY 15, 2013

If you’ve heard of Vocus at all, it’s probably as vendor serving public relations professionals. It lacks the Salesforce.com integration of B2B systems (due early next year), the lightweight CRM of micro-business systems, and the lead scoring and distribution of both.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Marketing Management Social Marketing 120

LeadSloth

MAY 25, 2010

Oracle has just acquired Market2Lead , one of the early Marketing Automation vendors. There has been a lot of talk in the industry about possible consolidation, such as vendors going out of business, becoming irrelevant or being acquired. This is the first transaction involving a major software vendor, so it deserves some notice.

Market2Lead 100

Market2Lead Enterprise Management Acquisitions Work Management 100

Customer Experience Matrix

JULY 30, 2009

So I believe the future lies with integrated marketing automation systems that combine many different functions while sharing data and processes whenever possible. Marketing automation vendors entering this market are essentially betting that they can make their systems powerful enough to be useful and easy enough for a small business to run.

Small Business Marketing 120

Small Business Marketing Bundling Work Management Paid Search Agency 120

Jackie Walts

MARCH 6, 2019

So, I thought I’d share what I’m finding most useful right now: First – if you have marketing automation or CRM, there are probably new tools just waiting in the platforms you already own. Ditto for diving into platforms like WordPress, ABM technology and some more advanced functions of Salesforce.com.

Demand 54

Demand Marketing Automation Services Budget Programs Salesforce.com 54

Allocadia

JUNE 17, 2019

This shows how Marketing Performance Management software is part of their core technology stack, along with CRM, Marketing Automation, and other “must have” systems. The areas listed out are: Systems of Record: Established, persistent applications that support core transaction processing and manage the organization’s critical master data.

Marketing Automation Services 55

Marketing Automation Services Marketing Management Budget Programs Salesforce.com 55

Hubspot

AUGUST 20, 2013

Today’s question of the day: What is CRM? If you run a small business or work in sales, you''ve probably heard of CRM. The annoying thing about CRM is that even when you find out what the letters stand for, you might still have no idea what this stuff is. What Is CRM? CRM in the Cloud. Crazy Red Monkey?

Work Management 28

Work Management CRM FAQ Marketing Management 28

LeadSloth

NOVEMBER 16, 2010

Another company was pulling revenue information from their billing system into the CRM system. Several people had worked with the sales team to better understand the buying process, and one company even started a user experience group to better understand the customers. Segmentation on Lead Source and Search Keywords. ROI Calculations.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

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. I was just discussing this recently with another vendor who also gives everybody their own IP address, and it seems the cost is quite minimal. ROI reporting.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Enterprise Management 120

The Effective Marketer

JUNE 1, 2012

Problem is, sometimes the rush to get the software installed and running ends up trampling the creation of processes, content planning, and other key ingredients that are necessary for a successful marketing automation implementation. Will leads be saved to the CRM or will they stay in the MA solution until they are qualified?

Marketing Automation Services 100

Marketing Automation Services Lead Ranking Marketing Automation Work Management 100

Webbiquity

AUGUST 29, 2011

Should you look at something beyond a CMS—a web marketing system (WMS), that provides additional functions like customer relationship management (CRM) and email? If you are just looking to get a site up on the web and already have systems in place for CRM and marketing automation, these tools are worthy of consideration. Squarespace.

CMS Development 100

CMS Development Small Business Marketing Work Management Marketing Automation Services 100

Customer Experience Matrix

FEBRUARY 4, 2009

I do recognize that they are the best known vendors in the space (with apologies to Vtrenz , whose identity is somewhat blurred since its purchase by Silverpop ). To be fair, many of the vendors below charge an installation of that can be several thousand dollars or more, while Marketo doesn't. I reviewed it here in March.

Demand Generation 120

Demand Generation Cost Marketing Management Demand 120