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. There might still be some others: two of the vendors haven't spoken with me, which could mean they agree with my ratings but, more likely, means they just haven't been paying attention.

Lead Scoring 120

Lead Scoring Lead Ranking Demand Generation Work Management 120

Customer Experience Matrix

SEPTEMBER 1, 2009

Summary: Net-Results is simpler to use than comparable demand generation systems because it applies the same features to many tasks. But on reflection I realized that Net-Results offers a full set of demand generation functions. The key to Net-Results’ approach is to build everything around segments.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Small Business Marketing Marketing Automation Services 120

Customer Experience Matrix

APRIL 5, 2009

This leads to more variety as vendors experiment with different approaches to a now-defined problem. Demand generation systems are in that second stage. This means new products reflect the lessons each vendor has drawn from the industry’s history to date. The base price includes a separate IP address.

Demand Generation 120

Demand Generation Digital Asset Management Demand Marketing Management 120

Customer Experience Matrix

MAY 24, 2009

Summary: let's not forget that most companies are still not even doing simple demand generation. But then it was back to the bubble (so much more interesting than reality) with vendor meetings. The next step, which has barely begun, is for demand generation vendors to deliver solutions that support the new role.

Demand Generation 120

Demand Generation Enterprise Management Marketing Management Demand 120

Customer Experience Matrix

DECEMBER 28, 2010

Summary: Yesterday's post described the objectives of my product fit scores for B2B marketing automation vendors and how I set up the original weighting for individual elements. Having decided that my weights needed adjusting, I wanted an independent assessment of which features were most appropriate for each type of buyer.

Marketing Automation Services 120

Marketing Automation Services Vendors Marketing Automation Automation 120

Customer Experience Matrix

MARCH 18, 2009

Since that’s critical to many demand generation users, I didn’t want to give a false impression by leaving it out. It’s actually quite a long story, dating back to the company’s initial sales automation system in 1997, followed by its MarketingView demand generation product in 1999. So now the story can be told.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Enterprise Management 120

Rev

SEPTEMBER 27, 2023

Need help building the perfect sales tech stack so you can easily hit your revenue targets? However, there are some essential tools and features that every sales team should consider when looking to build or evaluate their tech stack. Which features make your job easier? We understand! Which sales tools do you find most helpful?

Enterprise Management 78

Enterprise Management Work Management Marketing Management Budget Programs 78

DiscoverOrg

APRIL 20, 2017

When it comes measuring the health of our prospect data, we’re used to showing raw growth in the number of contacts and accounts, or a coverage percentage for target accounts or personas. Deep account-based sales intelligence benefits an organization in the following ways. Better demand generation.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

Customer Experience Matrix

FEBRUARY 12, 2009

But most of us still assume there is a reasonable relationship between price and value. This is why it’s hard to imagine that low-priced software can deliver similar performance to mainstream products. Three of the five core demand generation functions are clearly there: outbound email, Web forms, and lead nurturing campaigns.

Pricing 120

Pricing Price Impressions Marketing Management 120

Customer Experience Matrix

AUGUST 20, 2012

Indeed, with 208 data points on 22 vendors, there’s so much data that it’s a challenge to make sense of it. Since we only added one new vendor for this edition and kept all the old ones, the vendor base itself is largely stable. Items with the greatest change in average score are the ones that vendors are adapting most rapidly.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Vendors Marketing Report 120

Customer Experience Matrix

DECEMBER 27, 2010

Summary: The first of three posts describing my new scoring system for B2B marketing automation vendors. I’ve finally had time to work up the vendor scores based on the 150+ RFP questions I distributed back in September. This is a combination of features, usability, technology, and price.

Marketing Automation Services 120

Marketing Automation Services Lead Scoring Lead Ranking Vendors 120

PathFactory

FEBRUARY 1, 2023

February 1, 2023 – Toronto, CANADA – Today PathFactory, the B2B Intelligent Content Platform, announced it has been recognized by TrustRadius with three 2023 Best Of Awards in the Best Feature Set, Best Value For The Price, and Best Relationship categories. Visit PathFactory.com to learn more.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Peer-to-peer 52

Customer Experience Matrix

APRIL 26, 2011

Summary: MakesBridge offers a full set of marketing automation features with some special strengths that will appeal especially to small companies. There are plenty of other vendors serving micro-businesses. See my List of Demand Generation Vendors for other options. MakesBridge is another contender.

Small Business Marketing 120

Small Business Marketing Work Management Features Marketing Management 120

LeanData

MARCH 14, 2023

But, the shrinking inbound motion is also a proof point that B2B buyers behave markedly different than just a few years ago, and their new B2B buying journeys are forcing vendors to change almost everything they thought they knew about successful GTM strategies. There’s a New B2B Buyer Over 50 percent of the U.S.

Lead Ranking 52

Lead Ranking Marketing Management Peer-to-peer Marketing Analytics Tools 52

Zoominfo

AUGUST 20, 2021

Here are a few different use cases: Customer Service and Support B2C Customer Acquisition B2B Demand Generation and Account-Based Marketing B2B Sales Acceleration and Buyer Enablement. Section 2: Pricing Models. Pricing models vary between vendors. Systems that talk to each other, work better together.

Marketing Automation Services 130

Marketing Automation Services Enterprise Management Work Management Marketing Management 130

DealSignal

APRIL 10, 2024

Intent data allows you to identify and target these specific folks, almost in real time. The type of intent signals a user is leaving and the strength of those signals can indicate a user’s interest in your product, which is invaluable for creating targeted marketing campaigns or delivering strong sales cadences.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Marketing Automation Services 52

Zoominfo

OCTOBER 5, 2021

Here are a few different use cases: Customer Service and Support B2C Customer Acquisition B2B Demand Generation and Account-Based Marketing B2B Sales Acceleration and Buyer Enablement Section 2: Pricing Models Your budget is a key factor that can affect which chat platform you choose.

Marketing Automation Services 130

Marketing Automation Services Enterprise Management Work Management Marketing Management 130

Customer Experience Matrix

JANUARY 20, 2011

I suspect you may be getting tired of reading about the features in my new report comparing B2B marketing automation vendors, and want some actual information. Well, that and the fact that the e-commerce features of the www.raabguide.com Website need some work. Here's a screenshot: You can also download an interactive sample.

Marketing Automation Services 120

Marketing Automation Services Sample Vendors Lead Scoring 120

Customer Experience Matrix

JULY 30, 2009

Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. 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. Hubspot has accepted this challenge.

Small Business Marketing 120

Small Business Marketing Bundling Work Management Paid Search Agency 120

DealSignal

AUGUST 7, 2023

While data coverage and privacy are two of the key reasons customers are frequently choosing DealSignal, this article will delve deeper into the respective features of both B2B data engines to help you to make an informed decision for your sales & marketing team. Table of Contents In a Nutshell: DealSignal vs Apollo.io

Ideal Customer Profiles 52

Ideal Customer Profiles Generation B2B Lead Ranking 52

Metadata

JANUARY 25, 2023

In: demand-generation. For many years, a focus on lead generation has led to seller-centric strategies and “a shitstorm of gated content.” But now, to borrow from Kaylee Edmondson’s DEMAND fireside chat, Moving From An Old-School Lead Gen Playbook to a Demand Gen Machine —“Lead generation’s just not hitting like it used to hit.”

Lead Gen 52

Lead Gen Lead Ranking Demand Sales Qualified Leads 52

Customer Experience Matrix

JUNE 30, 2010

It's one example of how vendors are now competing to attract new users. They’ll make their money when users see the value they gain and pay for higher volumes and add-on features. Personally, I’d argue that the really significant news out of LoopFuse is their newly tiered pricing structure.

Loopfuse 120

Loopfuse Marketing Automation Services Enterprise Management Marketing Management 120

DealSignal

NOVEMBER 1, 2022

The Ultimate Checklist: Questions to Ask B2B Data Vendors What types of intent data are there? Intent data allows you to identify and target these specific folks, almost in real-time. The Ultimate Checklist: Questions to Ask B2B Data Vendors. Comparing vendors on a third-party review website. GET THE CHECKLIST.

Intent Data 52

Intent Data Intent Marketing Automation Services Ideal Customer Profiles 52

Customer Experience Matrix

NOVEMBER 15, 2013

This is an enticingly huge market for marketing automation vendors, and one that seems largely untapped. The largest marketing automation vendor in the segment, Infusionsoft , has under 20,000 clients. And that’s it, features-wise. demand generation marketing automation reachedge small business marketing'

Small Business Marketing 120

Small Business Marketing Work Management Marketing Management Marketing Automation Services 120

Customer Experience Matrix

JANUARY 5, 2010

Summary: Social media and access for sales people were the two big trends among demand generation vendors last year. Even though this is limited to the vendors in the Guide, it's a pretty representative sample of the industry as a whole. The vendors also charged additional per-user fees for these modules.

Marketing Automation Services 120

Marketing Automation Services Manticore Market2Lead Marketing Automation 120

Customer Experience Matrix

JUNE 4, 2014

The underlying logic runs along the lines that all major marketing automation systems have similar features, and certainly they share a core set that is more than adequate for most marketing organizations. But the lesson isn’t just that features matter. So failure is the result of poor implementation, not choosing the wrong tools.

Marketing Automation Services 120

Marketing Automation Services Customer Surveys Marketing Automation Planning 120

Customer Experience Matrix

JUNE 9, 2009

It lets Marketo sell seats to sales departments, which could be more lucrative than selling its core demand generation system. But I expect the sales automation vendors to take the business for themselves. a “lead feed” feature that can send “interesting moment” alerts via RSS, SMS, email, iPhone and other mobile devices.

Marketo 120

Marketo Work Management Marketing Automation Services Eloqua 120

Customer Experience Matrix

AUGUST 22, 2013

I’ve nearly finished gathering information from vendors for my new study on Customer Data Platform systems and have started to look for patterns in the results. One thing that has become clear is that the CDP vendors fall into several groups of systems that are similar to each other but quite different from the rest.

Lead Ranking 120

Lead Ranking Lead Scoring Marketing Automation Services Ideal Customer Profiles 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. Distributed marketing also has its own pricing.

Demand Generation Agencies 120

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

Customer Experience Matrix

AUGUST 12, 2010

On Monday, Genius.com announced “the first free, instant-on demand generation solution”, a description carefully crafted to distinguish their offering from the free version announced by LoopFuse in June. But those companies will never be a source of much revenue, even if the vendors manage to sell them some additional services.

Work Management 120

Work Management Marketing Automation Services Marketing Management Loopfuse 120

Customer Experience Matrix

AUGUST 21, 2009

Summary: Aprimo Marketing Studio includes traffic generation features missing from nearly all existing marketing automation products. These are supported with Web analytics and extensive marketing operations features including workflow, digital asset management and financial analysis. I've summarized this in the following table.

Marketing Automation Services 120

Marketing Automation Services Digital Asset Management Marketing Management Paid Search Agency 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. Since then, I’ve had a more detailed briefing, which clarified that their scope extends well beyond prospect lists to predictive models applied across all stages of the purchase cycle. Formal release was in May 2014.

Lead Ranking 120

Lead Ranking Activities Lead Scoring Marketing Automation Services 120

Customer Experience Matrix

OCTOBER 19, 2010

Of the three classic competitive strategies – low price, great service and innovative products – there are plenty of low price options and leading vendors work aggressively to help their clients succeed. This leaves unique features as the only viable strategy for a new firm.* Alsa has some other unusual features.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Automation Marketing Management 120

Customer Experience Matrix

JANUARY 10, 2012

I had an earful last week from Genoo president Kim Albee, who told me that I’ve misclassified her target customers as “micro businesses” (under $5 million revenue) for the past two years. I’ve revised my big list of demand generation vendors to reflect this.

Marketing Automation Services 120

Marketing Automation Services Enterprise Management Marketing Management Marketing Automation 120

Customer Experience Matrix

AUGUST 29, 2013

My discussion last week of Infer , Mintigo , and Lattice Engines raised the question of what other B2B data vendors might be considered Customer Data Platforms. It’s easy to exclude companies that provide basic B2B lists ( D&B , Data.com , Netprospex , ZoomInfo , etc.) since they’re clearly in a different business.

Lead Ranking 120

Lead Ranking Lead Scoring Marketing Automation Services Ideal Customer Profiles 120

Customer Experience Matrix

JULY 17, 2009

Summary: Right On Interactive's 5Buckets connects lists from external customer management systems with many types of output vendors (email, print, fax, text message, automated voice). It's a low-cost, easy-to-use alternative to more powerful marketing automation systems for companies who don't need other marketing automation features.

Multi-Channel 120

Multi-Channel Marketing Automation Services Demand Generation Agencies Advertising Channels 120

DealSignal

MAY 3, 2021

Intent data allows you to identify and target these specific folks, almost in real-time. The type of intent signals a user is leaving and the strength of those signals can indicate a user’s interest in your product, which is invaluable for creating targeted marketing campaigns or delivering strong sales cadences. Signs of buyer intent.

Intent Data 52

Intent Data Ideal Customer Profiles Intent B2B Sales 52