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B2B Marketing Automation Software for Fast Growing Companies

Act-On

Today, let’s talk about what you may need in terms of B2B marketing automation software for your fast-growing company to achieve its 2017 marketing goals. You’ve been told you needed email, CRM, and marketing automation solutions. But as Forrester points out, tomorrow’s successful marketer will be spending less time sending mass emails using purchased lists, and more time mining social intelligence or taking advantage of predictive modeling and then incorporating that into account-based marketing. We want to help. You can also mark your calendar to read our Dec. One Check.

Why You Should Invest In Inbound Marketing Before CRM Implementation

Hubspot

What should you focus on first, building an effective inbound marketing/lead generation process or implementing a CRM to manage your sales and customer acquisition process? The Purpose of CRM. There are several advantages of an effective CRM system with the primary purposes being: Building sales efficiency. deal with a lot of companies that have been using CRM for years.

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Marketing Toolkit Essentials: CRM and Email Marketing Software

Hinge Marketing

With all of the different marketing software options, it’s easy to get overwhelmed about what your firm really needs to add to enhance its marketing toolkit. While you want to make sure the software you purchase is enough to suit your needs, you also don’t want to spend unnecessary funds on features you may never use. Data is at the heart of good CRM software.

Why Marketo and Microsoft Dynamics CRM Customers Have Gold in Their Sights

Modern B2B Marketing

Author: Brian Glover Are you a Microsoft Dynamics CRM customer struggling to get better leads, more of them, and truly understand the impact of marketing on pipeline and revenue? If you’re a marketer using Microsoft Dynamics CRM, that tool is often a complete marketing automation platform. If so, keep reading…. Because it’s all about the handoff. But not all platforms do this.

8 Tips for Marketing SaaS and Software in the Cloud

Everything Technology Marketing

Saugatuck Technology's Bruce Guptill released some interesting market research predicting that by 2014 the majority of new corporate B2B software purchases will be in the form of cloud software solutions (SaaS) rather than traditional on-premise software. What does this mean for B2B marketers selling cloud solutions and software as a service? Here is why.

B2B Marketing is Becoming More Like B2C Marketing – Or is it?

Webbiquity

There’s no reason corporate purchasing professionals shouldn’t be able to buy office supplies, chairs, filing cabinets, commodity technology items and other frequently purchased, generally low value items online as easily as they’d buy a book, a pair of shoes or music in their personal lives. The vast majority of consumer purchases are individual decisions.

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Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

Other than Raab Associates’ own VEST report , we’ve seen surveys of active buyers from Software Advice , usage figures based on direct observation from Mintigo and Venture Beat (using Datanyze) , and another broad-based survey from Pepper Global and Holger Shulze. Thanks to Mintigo, Software Advice, Venture Beat, Pepper Global, and all the other people who publish such great data.

LeadLiaison Helps Marketing Automation Users Break the Content Bottleneck

Customer Experience Matrix

So it’s not surprising that LeadLiaison prefers to be called something else – in their case, “revenue generation software”. I’m not sure exactly why they chose that term, apart from the fact that everybody likes revenue. LeadLiaison is adding a marketing content map that will help planning by showing the inventory of available content by buyer type of purchase stage.

Social CRM Prompts Skepticism

Manhattan Marketing Maven

There’s a lot of talk about social CRM but much less action. The reality is that very few companies have a clear understanding of what social CRM is, why they need it or why they should invest in the time, energy or technology to make it happen.    A recent survey in CRM Magazine found that 41% of a thousand companies surveyed had no CRM program and that 47.5% are either evaluating social CRM or doing it informally, whatever that means. Conventional CRM wisdom is that the more data points ; the better. What will you do with what you learn?

Which Marketing Software Applications Matter to B2B Marketers?

Marketing Action

Software for email marketing, customer relationship management, and web analytics can improve overall results by reducing manual processes, improving productivity, and providing much-needed insight into what works – and what doesn’t. Here’s what they found out about the kinds of software marketers are using to develop leads, and why some solutions are more valuable than others.

New Marketing Automation Options for Small Business in the VEST Report

Customer Experience Matrix

GreenRope workflow GreenRope is all-in-one software sold primarily to very small businesses such as lawyers, real estate agents, consultant, coaches and membership organizations. The system has an impressively broad scope, adding full Web site creation to the usual all-in-one mix of email, lead scoring, landing pages, and CRM. It also includes its own lightweight CRM.

Brand Reputation Management Requires CRM- Guest Post

Fearless Competitor

It drives 54% of purchase decisions, according to Word of Mouth Marketing Association. At the center of your customer support software toolbox is your company’s customer relationship management software (CRM). The post Brand Reputation Management Requires CRM- Guest Post appeared first on Fearless Competitor. ” Contact Information. Word-of-.

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The Coming Battle Over Social CRM

Manhattan Marketing Maven

There’s a colossal social CRM battle shaping up. Software conglomerates will face-off against start-ups as both use big data strategies and big data infrastructures to mobilize friends, fans and followers in more sophisticated and more personal ways.  Their sales guys are hawking end-to-end solutions that integrate social participants into a larger CRM universe.  By data mining the take, they create segments and distill actionable intelligence to create resonant promotions or lead consumers through a purchase path. They use APIs to suck out consumer data.

Tailwinds for Marketing Automation Software - Insight from CRM.

Tom Pisello

Friday, October 22, 2010 Tailwinds for Marketing Automation Software - Insight from CRM Analyst Lauren Carlson In a recent blog post from Software Advices Lauren Carlson , this emerging CRM analyst indicates how hot the market for marketing automation software has become, and although the niche was timid several years ago, marketers are now adopting these systems aggressively.

ClickDimensions Grows Quickly by Offering B2B Marketing Automation as a Microsoft Dynamics CRM Add-On

Customer Experience Matrix

When I first wrote about ClickDimensions in a February, 2011 post , the concept was intriguing – a marketing automation add-on to Microsoft Dynamics CRM – but the product itself had been available for less than six months and claimed barely 50 clients. This is a bit limited – each node can only have yes/no branches – but it includes a reasonable set of actions including send an email, wait, notify user, add or remove from list, and run CRM workflow. This could well change: as marketing automation becomes more widely understood, it will be purchased by less sophisticated companies.

The Three Pillars of Predictive Marketing

SalesPredict

However, having analyzed your previous sales wins and losses, along with outside signals, a predictive system might know that this lead is really a lookie-loo who is using you for column fodder in an RFP they have been subtlety alluding to on Quora and various software comparison sites. CRM Predictive Lead Scoring Predictive Marketing Marketing Automation B2Bmarketing

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Just Released: ABM Vendor Guide Gives Detailed Comparison of 40 ABM Vendors

Customer Experience Matrix

Some of pause was due to vacation, but mostly it was because I’ve been working feverishly to finish the Raab Guide to Account Based Marketing Vendors , which I’ve released today and you can purchase here. ended up with six functions**: ABM Process System Function Comment Identify Target Accounts Assemble Data Data includes existing accounts and contacts from marketing automation and CRM, external information including events and interests, and information about net new accounts and contacts. Hopefully the result is worth the effort. The fundamental challenge was two-fold. Awesome!

Mautic Offers Free, Open Source Marketing Automation

Customer Experience Matrix

Open source has been successful in related applications including analytics (R, Jaspersoft, Pentaho), CRM (SugarCRM, vTiger) and Web content management (WordPress, Joomla, Drupal). David Hurley, the open source industry veteran behind Mautic, argues that marketing automation has just now become widely enough understood for many marketers to purchase it without a lengthy sales cycle.

Getting to the Heart of It: CRM Technology

Fathom

Customer Relationship Management (CRM) is what keeps that heart beating. strategy before it is a technology, CRM puts your patrons at the center of your business, where they should be.  It focuses on fostering relationships by maintaining regular, organized contact with clients, customers, former customers, and prospects. Popular CRM Tools. Why CRM? Where Is CRM Going?

My Take: Salesforce Acquires ExactTarget, Continues Marketing Automation Industry Consolidation

Customer Experience Matrix

I''ve been in meetings all day and just emerged to hear that Salesforce.com purchased ExactTarget. Tougher for marketing automation in the long term. I''ve long argued that CRM and marketing automation should be part of the same system. Marketing automation sits between email and CRM, in the sense that it relies heavily on them both. So Salesforce has effectively surrounded the marketing automation vendors with its purchase, even ignoring Pardot. Having a had a few moments to digest the news (and some lunch), here are a few thoughts: - Good move for Salesforce.

6 important data points to record on your customers

Biznology

If you’re not already using a customer relationship management (CRM) platform to collect and manage the data , you should be. You can encourage them to share their information by offering a freebie or a special discount on their next purchase. Survey your customers after they make a purchase to find out how they came to your business in the first place. Contact Information.

When Behavioral Tracking Gets Creepy

Webbiquity

Furthermore, the vendor can now tie this behavior to personal information purchased from online database owners and scraped from social media profiles and updates. Uncategorized behavioral tracking Creepy CRM software marketing automation software online databases personally identifiable information PIPA post-click marketing social media social media monitoring SOPA stalker Web Analytics

Raab Report: OfficeAutoPilot, Infusionsoft and HubSpot Rate Highest in Marketing Automation for Very Small Business

Customer Experience Matrix

They often do not integrate marketing automation with a separate sales automation system, either because they don’t use one at all or because they rely on CRM features within marketing automation itself. The first two are micro-business specialists; in particular, they have built-in CRM and order processing. The VEST segmentation is based on company size, as measured by revenue.

Acquisitions Reshape the Marketing Automation Industry: Growth at the Bottom, Room in the Middle, Fog at the Top

Customer Experience Matrix

Of course, that integration is exactly why the enterprise vendors purchased all those marketing automation systems in the first place. If integration really happens at the top then we''ll end up with a bizarre symmetry, since the enterprise market will be mirroring the integrated sales / CRM / Web / ecommerce products already bought by micro-businesses.

Marketing Automation News from Dreamforce: B2B More Integrated, B2C Stays Separate

Customer Experience Matrix

In terms of infrastructure, Pardot will eventually work directly from the CRM data objects, rather than maintaining its own synchronized database. Data outside the CRM structure, such as detailed Web behaviors, will remain separate.) If and when that does happen, only the most demanding companies will purchase a separate B2B marketing automation product. The ExactTarget Marketing Cloud does now include Salesforce’s previously-purchased social marketing components, Radian6 social monitoring and Social.com social advertising. Here are my observations.

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Beanstalk Data Adds Service to the Marketing Automation Recipe

Customer Experience Matrix

It provides all the basic B2B marketing automation functions: mass email, landing pages and surveys, behavior tracking, lead scoring, nurture campaigns, and CRM integration. Steps can also change data within the Beanstalk database and schedule calls in the CRM system. Speaking of CRM, Beanstalk has existing connectors for Salesforce.com , NetSuite and Leads360.

Marketo Conference: Small Changes, Big Picture

Customer Experience Matrix

The product changes were quite modest: new search engine optimization features for entry level users; a global marketing calendar; and relabeling of InsightEra, which Marketo purchased in December, as Marketo Real Time Personalization. Of course, this ends up looking an awful lot like a traditional marketing software suite, which is exactly what Marketo was and remains under the hood.

VEST Report: Analytics Tops List of Upgraded Marketing Automation Features

Customer Experience Matrix

By golly, the results were similar – 19 of the items fell into analytics, compared with just four each in the next most common groups (campaign management, content marketing, and CRM integration). marketing analytics marketing automation marketing automation priorities marketing software trends Raab VEST report But I can’t repeat that for the mid-year release. Who knew?

Venntive Adds Communities to Small Business Marketing Automation and CRM

Customer Experience Matrix

It is clearly “all-in-one” sales and marketing software for very small business, combining marketing automation, CRM, and ecommerce along the lines of Infusionsoft and Ontraport (formerly OfficeAutoPilot). Standard integration with RapLeaf let users add demographic, interest, and purchase data from external sources by matching on email address. So far pretty normal.

The race for the #1 and #2 marketing technology brands

chiefmartech

Once you reach that tipping point, things accelerate for the leading brands due to a positive feedback loop: new buyers want to purchase from the best known brands, which makes those brands even better known, and so on. We see this with the leading CRM, CMS, and marketing automation (MAP) brands today. Adobe Experience Manager, Oracle Eloqua, Salesforce CRM). Not necessarily.

Doughnuts and Pizza Slices: Analyzing Consolidation and Competition Among Software Vendors

Customer Experience Matrix

Summary: One way to understand consolidation and competitive trends affecting marketing software is to look at systems across several dimensions: how closely they relate to customers; whether they are operational or analytical; and whether they support online or offline activities. The circle surrounding that holds CRM systems, which deal with identified customers as well as prospects.

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The Psychology of Selling – An Insider’s Guide

Sales Intelligence View

If you’re in sales and marketing, you’ve probably gone through a hundred training manuals, been forced to chug down tons of information, and know by heart each and every CRM software that ever walked this earth. The key with promoters is getting them centered long enough to influence them to make a purchase. But what about psychological behavior? Emotions Rule Sales. link].

New Research on Why CRM Fails…Also Lessons for Marketing Automation

Marketing to Business Executives Blog

MIT Sloan Management Review (Spring 2011) published new research on CRM in an article titled, “Why CRM Fails and How to Fix It.&#   This is fantastic reading; truly an energizing piece pointing to down-to-earth advice.  They are (verbatim): “If the appropriate marketing capabilities are not developed, little or no return will be generated from investments made in CRM.&#. The four key insights that the authors drew from their research are equally applicable to marketing automation.  Enough of the left brain/right brain argument.  Back to the article. 

20 Ways to Generate ROI from a Corporate Blog

Webbiquity

It can influence your prospects to buy from you, but doesn’t normally lead straight to a purchase. Marketers need to do the best they can with measurement, but also think about how to move their social media followers, who are often near the top of the purchase funnel, into and along the sales process. “help desk software&# instead of the product name). Got more?

Are You Marketing to the Right Audience?

Sales Intelligence View

For example, if you sell legal management software, organizations and individuals in the midst of legal action are most likely to purchase your products. Once you determine the exact activities that trigger purchase behavior, fine tune it so you have the exact phrases that inspire purchases. Include social media criteria in your CRM and marketing automation systems.

B2B Social Media and Content Marketing in the Sales Funnel

Social Media B2B

Marketing software company Hubspot is a master at publishing content to drive awareness at the top of the funnel. Content generated leads can be tracked in a company’s CRM system, along with the description of the content that drove the lead. B2B buyers are looking to make safe purchases, as these investments could have significant impact on company performance.

V12 Launchpad Combines Prospect Database with Outbound Campaigns

Customer Experience Matrix

It''s still far from a complete marketing automation system: there are no multi-step workflows, event triggers, recurring campaigns, behavior tracking, CRM synchronization, touchpoint integration, or transaction database. It will not provide actual email addresses on purchased names but does provide postal addresses on purchased names and on email responders.

Evaluating Marketing Automation/CRM Integration

Digital Body Language

In a recent post, we talked about the three key elements in the Marketing Automation/CRM integration stack ; data, activity, and process. The next challenge in evaluating an integration between your marketing automation and CRM systems is understanding how to approach the integration. The way to think about this is a 2X2 matrix. The second method, however, is a more passive approach.

API 2

Marketo Buys Crowd Factory, Silverpop Buys CoreMotives, and Other News from Pardot, Neolane, Act-On and OfficeAutoPilot

Customer Experience Matrix

These include: Silverpop announced it had purchased CoreMotives , which adds marketing automation capabilities within Microsoft Dynamics CRM. The company also announced plans to integrate Silverpop’s flagship Engage system with Dynamics CRM. The CoreMotives acquisition is quite interesting, since CoreMotives creates a merger of CRM and marketing automation (which I’ve long predicted) rather than the now-standard model of separate systems for each. marketing software trends marketing automation social campaign managementData comes from several sources.

What is Hubspot? Marketing Automation Software Series

B2B Lead Blog

Hubspot marketing automation software was born from the recognition that buyers are growing tired of annoying, irrelevant, and interruptive marketing, and are getting better and better at tuning those messages out. So far, we’ve covered a sampling of the tools that make up HubSpot, but HubSpot is so much more just marketing software. Attracting new people to your organization.