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Top 10 Demand Generation Resolutions for 2014

The Point

It’s a new year, so what better time to get your demand generation strategy “in shape” for improved performance? If you don’t have that capability in place, look at marketing automation platforms like Marketo or reporting solutions like Full Circle CRM that can give you the data you’re looking for. 2. Improve campaign measurement. Test more. Make your blog count.

The Best White Paper on B2B Demand Generation Ever Written!

Fearless Competitor

How to Find New Customers is the best white paper on BtoB demand generation ever written, and that is the truth. It was originally sponsored by Marketo and was edited by one of the top sales experts in the USA and she’s a top author too and she’s a perfectionist when it comes to writing, so it took time to create a work of art like How to Find New Customers.

3 Demand Generation Dangers in a B2B Blog Redesign

B2B Lead Blog

And as Neil Patel, Eloqua, Marketo and Hubspot have shown us, when B2B content is crafted correctly, it becomes a killer tool for attracting qualified prospects to your sales funnel. Demand Generation Checklist for Safe Blog Redesigns. Your B2B Lead Generation can be hit –  hard — if you can’t analyze your content. She is a Proud Marketing Nerd™. 

3 Demand Generation Dangers in a B2B Blog Redesign

B2B Lead Blog

And as Neil Patel, Eloqua, Marketo and Hubspot have shown us, when B2B content is crafted correctly, it becomes a killer tool for attracting qualified prospects to your sales funnel. Demand Generation Checklist for Safe Blog Redesigns. Your B2B Lead Generation can be hit –  hard — if you can’t analyze your content. She is a Proud Marketing Nerd™. 

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

New Marketing Automation Buyer’s Guide Offers Valuable Advice

The Point

TrustRadius , an online community designed to help business software users make better product selection, implementation, and usage decisions, just released their first-ever “ Buyer’s Guide to Marketing Automation Software.”. Marketo announced an open ecosystem platform strategy. • Act-On raised $42 million and appears heading for an IPO.

Insights from the Marketo Summit

ANNUITAS

I have just returned from the Marketo Marketing Summit in San Francisco this week where I joined 7,000 other registered attendees from what I believe is now one of the premier B2B (and B2C) marketing events of the year. Here are my top four takeaways from the conference and what I believe are an indication of where we are in the B2B Marketing industry. It’s All About The Customer – And Marketing Must Respond. The buyer is most certainly king and the priorities that marketers are setting over the next 2-3 years are an indication that.

Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

The Interwebs have delivered an unusually rich trove of data about the marketing automation industry in the past few weeks. Taken together, these provide a clearer picture than usual of the state of marketing automation. The reason is selection bias: most surveys are answered by people who are actively engaged in marketing automation.

7 Marketing Automation Predictions: A SiriusDecisions Roundup

Modern B2B Marketing

Author: Charm Bianchini The 11 th annual SiriusDecisions Summit was held in Nashville last week and featured 30 new frameworks, customer ROI presentations, and multiple analyst and practitioner case studies. A key session that stood out and created a lot of buzz amongst the crowd:  Marketing Automation: What the Future Holds. Prediction #4: Marketing Clouds Are Challenging.

Oracle Buys Eloqua: Winners and Losers for B2B Marketing Automation

Customer Experience Matrix

Oracle announced today that it has agreed to purchase B2B marketing automation leader Eloqua for $23.50 per share, which comes to $871 million. The deal makes obvious sense, in that it gives Oracle a much stronger position in the fast-growing B2B marketing automation industry*. What if you're an enterprise marketer? The stock had been hovering around $17.50

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9 Ideas (and 1 Big Lesson) from the Marketo Social Marketing Roadshow

The Point

Last week I attended (and was a presenter at) the Seattle edition of Marketo’s 2012 Social Marketing Rockstar Tour , a roving conference/seminar series being held this summer in cities nationwide. Marketo bills the event as an opportunity to hear, learn, and share advice on B2B social media marketing strategy. Social sharing buttons (Like, +1, Tweet, etc.) Surprising?

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.

The Point

A prospective client asks: “We’re just getting our demand generation programs ramped up, and I’m not sure I’m ready for marketing automation. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. Marketing automation simply takes nurturing to a whole new level.

More New Systems Challenge the Marketing Automation Status Quo

Customer Experience Matrix

Last week’s post looked at newer marketing automation systems that focused on small businesses. The general notion is that small businesses are finding existing marketing automation products too hard to use and would be happy with something simpler, especially if it costs less. It will be adding these as it sells more to corporate marketers, who tend to need them.

The B2B Lead Generation-Demand Generation Book “Hall of Fame”

NuSpark

Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management.  I’ve built my practice utilizing key points made in each book in addition to my own lead generation experiences.  I would look forward to discussion on any books you think should be on my “hall of fame” list.  General B2B Marketing & Lead Generation. Ruth P.

Why Is B2B Marketing Automation Growing So Slowly?

Customer Experience Matrix

Let me start by saying that the 50% revenue increase I’m projecting for B2B marketing automation in 2013 is a very healthy one. We’ve recently been seeing surveys that suggest something close to 50% adoption of marketing automation. They suggest the market is at least half way to saturation, after which growth would slow dramatically. million vs. 39.6 million).

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

New Raab VEST Report: B2B Marketing Automation Will Reach $1.2 Billion in 2014

Customer Experience Matrix

I’ve just published the latest edition of our B2B Marketing Automation Vendor Selection Tool (VEST), with updated entries on all your favorites and several new entries to boot. Yes, there’s continued growth in various aspects of social media marketing and in mobile-friendly content creation. mid-market leadership may be up for grabs. billion. You heard it here first.

The Current State of B2B demand generation

Fearless Competitor

B2B Lead Generation | Study Findings by Act-On Software. I was recently invited as a guest speaker for Act-On Software for a webinar entitled “Stop Marketing in the Dark.&# But I just saw the results of a study by Act-On and the verdict is clear. Most companies continue to market in the dark. Take a look at the slide below. These are unqualified, non-nurtured leads.

VEST Report: Latest Trends in Marketing Automation, and Where's My Hoverboard?

Customer Experience Matrix

I just finished the latest release of the B2B Marketing Automation Vendor Selection Tool , a.k.a. All six of the vendors new to this report sell primarily to small businesses, and most are “all-in-one” systems that combine marketing automation with integrated CRM. b2b marketing automation demand generation software marketing technology Raab VEST report

New Marketing Automation Report: Venture Funding is Key to Success

Customer Experience Matrix

I released the 2012 edition of our B2B Marketing Automation Vendor Selection Tool (VEST) report today, an event that deserves more hoopla that I’ve given it. It includes nearly 200 data points on 21 products, thumbnail sketches of each vendor’s strengths and weaknesses, and three industry quadrants showing leaders in different market segments. Myth busted.

Accelerating the Pace of Inbound Leads: An Interview with Paul Albright of Captora

The Point

Paul Albright boasts a 30-year track record of success in Silicon Valley, including executive roles at companies such as Marketo, SuccessFactors, NetApp, and Informatica. Today over 70 percent of new buyers find your company via inbound marketing channels (search, advertising, social). Captora improves the value those companies get from their marketing automation investment.

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5 Vital Strategies for a Successful Marketing Automation Implementation

Modern B2B Marketing

Author: Veronica Holmes One of the biggest questions facing companies that are just starting out on their marketing automation journey is how to effectively prepare their business and teams for the changes ahead. While all marketers have the ability to use these tools effectively over time, every project has a beginning. Marketing Automation b2b Consumer

6 Ways To Supercharge Your Demand Generation Machine [Infographic]

NetLine B2B Marketing

Demand generation is not simply an ad hoc email campaign or a one off webcast. It is a holistic and complex approach to marketing involving multiple areas of the organization. Enjoy NetLine’s Demand Generation Infographic! Marketo LaunchPoint is the most complete ecosystem of compelling solutions for marketers. Click to open ).

In Defense of Unsolicited Email

The Point

Over at marketing automation firm Marketo , CEO Phil Fernandez just wrote a full-throated rant against the evils of unsolicited email and purchased email lists used indiscriminately: “How does anyone think that these are sensible emails to send to the CEO of a fast-growing public company? Full disclaimer: my firm, Spear Marketing Group , is a leading Marketo partner.).

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Harness it in YOUR business – the power of B2B demand generation

Fearless Competitor

B2B Demand Generation | Many need our free B2B lead generation content. Download our totally free and no registration needed cheat sheet, 7 Keys to Successful Lead Nurturing. I was speaking with a good friend at a content marketing company in Boston. They’re very savvy marketers, use a great marketing platform (Marketo) and have a good staff of super-smart people.

Raab Report: Financial Comparison of B2B Marketing Automation Vendors

Customer Experience Matrix

Coincidentally, I was already planning to write today about industry financials. I’ve been creeping in that direction with the previous two posts about revenues, growth rates, and market share. In a young industry like B2B marketing automation, the primary focus is growth, and I published some figures on that yesterday (repeated below). Good for them, and congratulations.

Marketing Automation Systems are on the Rise

Webbiquity

Two common business terms combined describe the an increasingly popular outreach tool: marketing automation. According to marketing research firm Raab Associates , the marketing automation system industry will reach $750 million in 2013, growing 50 percent from 2012. But marketing automation systems aren’t meant to replace personal engagement.

And Our Forecast of B2B Marketing Automation Revenue for 2013 is.

Customer Experience Matrix

I’ve just finished the latest update of our B2B Marketing Automation Vendor Selection Tool (VEST), available on the raabguide.com Web site. The VEST is our evaluation of industry vendors, aimed primarily at companies choosing a marketing automation system. Of the other major vendors, Marketo and HubSpot have both been quiet recently. Anyway, back to the estimates.

Buying Parity: Thoughts on Marketo’s Acquisition of Crowd Factory

It's All About Revenue

by Joe Chernov | Tweet this Despite what the press releases would have you believe, “social marketing automation” wasn’t born today. Virtually every company in the marketing automation space – from SMB players like HubSpot and Pardot to B2C specialists like Neolane to up-market companies like Eloqua – offers a viable social media component to their demand generation system. Not that it isn’t a meaningful day for marketing automation; it is. Now everyone is betting on the nexus of demand generation and social media.

Raab Report: Neolane, Aprimo, and Eloqua Rate Highest for Large Company B2B Marketing Automation

Customer Experience Matrix

These companies have large marketing departments that may manage hundreds of campaigns for different products in different locations. Our scoring reflects their need for special features for automated content selection, project management, complex lead scores, and tight control over the rights granted to individual users.

Top 10 B2B Lead Scoring Mistakes (Part 1 of 2)

The Point

Lead scoring has quickly become an integral part of a demand generation marketer’s arsenal. Conversely, a poorly designed lead scoring system – one that labels good leads bad and vice-versa, can quickly result in sales disenchantment, to the point where good leads are routinely ignored and demand generation ROI suffers accordingly. Faulty inactivity campaigns.

5 Reasons to Gate Lead Nurturing Content

The Point

If you utilize a marketing automation platform, the registration form on your landing page will be pre-populated with the prospect’s contact information, so conceivably all he/she has to do is click on the “submit” button. A client asks: “I notice that you’re recommending we gate our offer content behind landing pages as part of the lead nurturing campaign. Here’s why: 1.

Marketing Automation Venture Funding: Profitable or Profligate?

Fearless Competitor

Lead Generation Companies | Analysis of marketing automation space – great guest post. Here we feature the marketing automation experts at Software Advice. SoftwareAdvice does great analysis of the marketing automation space. Their recent post is a superb analysis of the marketing automation industry. VCs invested over $3.96

Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%

The Point

Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. In response to the audit and in line with Spear’s recommendations, the firm was subsequently hired to: • Revamp existing email and landing page creative based on e-marketing best practices.

Getting Started Guide for Marketing Automation

The Effective Marketer

With all the (deserved) hype surrounding marketing automation, is no wonder that many companies, startups especially, are adding the technology as a key component to their marketing activities. 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. But let’s say you got approval and have purchased the marketing automation software of your dreams. Happy automation!

How to Sell Marketing Automation to Your CEO (& Other Burning Questions)

The Point

Recently I was asked to contribute some thoughts to Marketo’s new ebook, “ The Definitive Guide to Marketing Automation.” You can download a free copy of the ebook – 100 pages on everything you need to know about marketing automation – what it is, how it’s different from CRM, common features, keys to success, and more – by clicking here. Finance, ERP).

MobileIron Harnesses End-User Demand to Drive Mobile IT Sales Leads

The Point

If end users want your product, but their IT department makes the purchase decision, can you leverage that demand to drive IT sales leads? That was the question contemplated by the marketing team at MobileIron , a leading provider of mobile device management technology. Typically an ad campaign succeeds when it generates a single response. Here’s how the campaign worked: 1.

eTrigue Puts a New Interface on Mature Marketing Automation Features

Customer Experience Matrix

Summary: eTrigue's new product is aimed at small-to-mid size businesses who want an easier alternative to leading marketing automation systems. eTrigue officially announced its new DemandCenter marketing automation system on Tuesday, replacing an earlier product dating back more than five years. Here is Marketo’s version: DemandCenter lies somewhere in between.

6 Ways to Create Rocket-Fuel Content for Marketing Automation

Modern B2B Marketing

Author: Anne Murphy Marketing automation is one of the fastest growing technology segments in business, and analysts predict it will grow to a $4.6 But marketing automation can’t run without content. . More than three-quarters of those invested in marketing automation say that developing processes and content is instrumental to success with the technology. Without

My List of Demand Generation Vendors, and Who They Sell To

Customer Experience Matrix

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. The table below presents a reasonably comprehensive list of demand generation (a.k.a. B2b marketing automation) vendors, with links to my reviews where I've written one. also promised a blog post on the topic. Here it is.

How Should I Structure My Marketing Automation Team?

Modern B2B Marketing

In fact, football teams are a lot like marketing automation teams – you need talented players, of course, but you also need dedicated roles, internal coordination, and sound strategy. The Basic Structure of a Marketing Automation Team. Cloning programs and templates allows small teams to accomplish marketing automation on par with much larger companies.

Emergence of Demand Generation Role Drastically Alters Marketing Landscape

Fearless Competitor

This article, by the CEO of Marketo , Phil Fernandez is timely. He discusses the growing importance of demand generation in companies today and how that new role is continuing to evolve into a “revenue marketer&# role. We also invite you to learn more about demand generation at this earlier blog post: 3 Superb Ways to Learn B2B demand generation. _. Emergence of Demand Generation Role Drastically Alters Marketing Landscape. by Phil Fernandez, CEO of Marketo. Technology Spurs Emergence of Demand Generation.

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