Paul Gillin

OCTOBER 7, 2010

If you’re a marketer in a medium-to large-sized B2B company, you’re almost certainly using customer relationship management (CRM) software to track your customers and prospects. And if you’re a CRM user, you’re almost certainly hearing about Social CRM, the hottest new craze in that 20-year-old field. But it’s not 2.0

CRM 50

CRM B to B Marketing Management Eye-Tracking 50

Paul Gillin

JANUARY 24, 2013

At the time of its sale to Oracle in 2011, it had more than 2,000 large customers, 1,100 employees and $225 million in annual revenue. Among his awards are Ernst & Young’s Pacific Northwest Entrepreneur of the Year and the Leader Award from CRM magazine. He was inducted into the CRM Hall of Fame in 2007.

Press 50

Press Peer-to-peer Amazon BtoB 50

Paul Gillin

JUNE 24, 2010

In the aggregate, the company may be able to justify its practices in the form of higher customer satisfaction and repeat sales, but we doubt the support manager who charters the midnight express is required to justify the added expense in advance. A simple one is an ROI analysis of the impact of hiring a new sales representative.

ROI 50

ROI Paid Content Social Marketing Webcast 50

Paul Gillin

AUGUST 6, 2012

This information can be imported into CRM and marketing automation packages, easing what is usually a laborious manual process. This addresses the problem of lead quality, which is the biggest cause of sales waste. Awareness goes a step further by combining public profile data with conversation topics to create prospect databases.

Marketing Automation Services 50

Marketing Automation Services Salesforce.com Ideal Customer Profiles Social Networks 50