The Point

SEPTEMBER 6, 2011

First, the company invested in Marketo , a leading marketing automation platform that integrated well with the company’s CRM system, Salesforce.com. Chief amongst these was a lack of profiling that caused many inquiries, whether government or utilities, end user or prospect, to be processed in a generic fashion.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

Online Marketing Institute

JULY 31, 2009

Demand Stream™ includes a Web widget that shows sales and marketing the names of companies visiting the Web site in near real-time. Users can query this widget to find out more about these visitors and decide if they want to purchase full business contact information. Reverse IP look up appears to be the new thing here.

Enterprise Management 40

Enterprise Management Work Management DemandBase Marketing Management 40

Online Marketing Institute

JULY 31, 2009

Companies bought into becoming more customer centric will naturally migrate to processes that nurture markets and target audiences vs the old one and done model - mostly because they have an org structure (and "right" marketing folks) focused on how best to find and penetrate their best target markets. Lead farming?

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

Online Marketing Institute

MARCH 13, 2011

How about the more casual visitors who are interested in reading about your offering or company but perhaps not warmed up enough to fill in any information. But these are business visitors who have committed enough to give you their contact details and are ready to speak to you. Do you have to let these slip through? Not any more.

Sales Qualified Leads 40

Sales Qualified Leads ReadyContacts High Quality Lead netFactor 40