Customer Experience Matrix

JULY 30, 2009

Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. But I don’t think that can scale: companies require many different services and will not want to buy and run each one separately. Hubspot originally used its lead database largely for analytics.

Small Business Marketing 120

Small Business Marketing Bundling Work Management Paid Search Agency 120

Customer Experience Matrix

JULY 17, 2009

This is a much narrower scope than conventional demand generation systems: no email blasts, no landing pages (although the system does generate online forms), no content management, no lead scoring, and limited CRM integration. The core feature of 5Buckets is its ability to run campaigns that direct output to different media.

Multi-Channel 120

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

Customer Experience Matrix

AUGUST 14, 2014

These firms scan company Web sites, social media, news sites, directories, and other sources to identify companies, extract attributes like revenue, growth rates, and technologies used, and flag events that might indicate a sales opportunity, such as opening a new office, launching a new product, or hiring new management.

Lead Ranking 120

Lead Ranking Work Management Marketing Management Lead Scoring 120

Customer Experience Matrix

JANUARY 31, 2010

Small digression: most business marketing systems are designed around data from a sales automation system such as Salesforce.com. The system then draws on Aprimo’s heritage in marketing management to add detailed cost tracking, project management, asset workflow including annotation and commenting on PDFs, and a flexible campaign calendar.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Management Resource Management 120

Customer Experience Matrix

JUNE 9, 2009

Marketo today officially launched “Sales Insight”, an application that makes prospect activity history directly available to sales people from within Salesforce.com. There are some subtle differences. Marketo is a Force.com application that works only with Salesforce.com, while Eloqua works with several CRM products.

Marketo 120

Marketo Work Management Marketing Automation Services Eloqua 120

Customer Experience Matrix

JANUARY 8, 2009

From a database design standpoint, having one company record that is linked to multiple individuals avoids redundant data and, therefore, potential inconsistencies between company data for different people. This isn’t necessarily a problem, since the Salesforce.com report can incorporate activities captured by the demand generation system.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Work Management 120

Customer Experience Matrix

AUGUST 12, 2010

The key term here is “instant-on”, which Genius defines to mean “instantly integrated website tracking, email marketing and social media campaign tracking” along with fully automated integration with Salesforce.com, including custom objects. This is not quite as powerful (or cool) as the Genius approach, but does reduce practical difference.

Work Management 120

Work Management Marketing Automation Services Marketing Management Loopfuse 120

The Point

SEPTEMBER 6, 2011

All this presents real challenges for both demand generation and lead management. First, the company invested in Marketo , a leading marketing automation platform that integrated well with the company’s CRM system, Salesforce.com. All-hands discovery session yields important insights, priorities.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

ANNUITAS

MARCH 1, 2016

We must take a different approach — a structured approach — to demand generation analytics. Your KPIs should be focused on outcomes and the alignment of key demand process elements, such as how your content marketing model is interacting with your lead management framework.

Demand Generation 100

Demand Generation Demand Elasticity Analytics 100

Customer Experience Matrix

FEBRUARY 25, 2009

The product was soon extended to integrate with Salesforce.com and to let the proxy server add Genius-generated popups that display personalized messages or offer an online chat. Later, the company added MarketingGenius, which lets marketers send email on behalf of salespeople and can react to Salesforce.com workflow rules.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

FEBRUARY 23, 2018

More and more marketers understand that agile, which started in the IT development realm, has good application in marketing in general, and in lead management specifically. Do you report on stats such as touches per conversation, touches per lead, best conversion touches? It was designed for lead management.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

Customer Experience Matrix

FEBRUARY 13, 2014

Mintigo’s conclusion across 186,500 B2B companies was that just three percent were using the most common marketing automation systems: Oracle Eloqua , Marketo, HubSpot, and Salesforce.com Pardot. Remember that these come from different sources: Venture Beat uses Datanyze to read the actual systems that are embedded in marketers’ web sites.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

Customer Experience Matrix

JANUARY 20, 2009

Back in December, the Sales Lead Management Association and LEADTRACK published a survey on lead management practices that I haven’t previously had time to write about. I’ve given two figures because the question was purposely asked two different ways to check for consistency.

Work Management 120

Work Management Marketing Management Demand Generation Agencies Lead Scoring 120

markempa

APRIL 13, 2015

In extremely “hot” opportunity cases, where lead distribution is needed instantaneously, the sales representative will be contacted by telephone, text, etc., In CRMs like Salesforce.com, you can automatically notify sales people when activity has developed in their territory, vertical market or other criteria that you deem to be important.

Distribution 120

Distribution Sales Qualified Leads Lead Scoring Lead Ranking 120

The Mx Group

NOVEMBER 17, 2017

Demand Gen and Lead Management. Different ABM tools have different ways of calculating their version of an engagement score at the account level. Do you have any economical suggestions for managing offline data and IP targeting? We are using salesforce.com as our CRM — how well will it work to support our efforts?

Account Based Marketing 95

Account Based Marketing ABM Marketing Automation Services Demand Generation Agencies 95

Customer Experience Matrix

FEBRUARY 24, 2009

Major themes were greater access to detailed information, more precise targeting, and tighter integration with Salesforce.com. In Fernandez’ view, this reflects a fundamental philosophical difference from his competitors: Marketo sees marketing as reacting to prospect-initiated behaviors, not executing company-driven interaction paths.

Marketo 120

Marketo Marketing Automation Services Marketing Management Vtrenz 120

Lead Liaison

OCTOBER 12, 2017

As a user myself, I first started using Salesforce.com. Whether you’re using enterprise-level CRMs such as Salesforce.com or Microsoft Dynamics, or something with the essentials such as OneFocus™ or Pipedrive, having a marketing automation system coupled with your CRM is vital these days. A large data repository.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Lead Liaison CRM 48

Customer Experience Matrix

SEPTEMBER 1, 2009

This process has five functions: send emails to prospects; capture responses on landing pages; score leads; send qualified leads to sales; and nurture non-qualified leads with multi-step campaigns. Each lead is assigned to the first "child" action whose entry conditions it meets. This is one type of simplicity.

Demand Generation Agencies 120

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

Customer Experience Matrix

MARCH 18, 2009

I originally spoke with Treehouse Interactive in late January, but didn’t write about them because weren’t quite ready to talk about their Salesforce.com integration. But any evaluation still has to start with the core functions, since each product does these slightly differently. MarketingView is no exception.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Enterprise Management 120

Online Marketing Institute

JULY 31, 2009

The lead management automation market, about which I blogged previously , continues to attract new players at a rapid rate. The main problems targeted are keeping the pipeline full of marketing-qualified leads and automating the process of nurturing demand not yet ready to buy.

Enterprise Management 40

Enterprise Management Work Management DemandBase Marketing Management 40

Customer Experience Matrix

SEPTEMBER 7, 2010

The system further resembles AdWords in having some automated intelligence: in the case of LeadPAC, this means spacing the emails, limiting any name to one contact per week, and taking into account different response rates based on time of day and day of week. The beauty of all this, as with AdWords, is simplicity.

Marketing Automation Services 120

Marketing Automation Services Lead Ranking Work Management Adwords 120

Lead Liaison

OCTOBER 10, 2017

If you look at most major CRMs like Microsoft Dynamics or Salesforce.com , you’ll notice a few different objects: Leads, Contacts, and Accounts. But then look at marketing automation like Lead Liaison and you’ll see one object: Prospects. Every different type of content you have is another way to get them to your website.

Contact Marketing 50

Contact Marketing Marketing Prospects Lead Liaison Marketing Automation Services 50

NuSpark Consulting

MAY 28, 2011

Your definitions of quality leads differed from ours. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads. Your view of our company’s value proposition was different from what we were promoting! You guys only knew the basics of Salesforce.com. Regards, Paul.

Email Marketing 100

Email Marketing Work Management Marketing Automation Services Lead Scoring 100

NuSpark Consulting

MAY 28, 2011

Your definitions of quality leads differed from ours. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads. Your view of our company’s value proposition was different from what we were promoting! You guys only knew the basics of Salesforce.com. Regards, Paul.

Email Marketing 100

Email Marketing Work Management Lead Scoring Lead Ranking 100

LeanData

DECEMBER 22, 2014

Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for. Sales reps rarely use the assigned leads view in Salesforce.com. The leads weren’t assigned to the right rep. Anything you want to do differently in 2015 to get better results?

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for. Sales reps rarely use the assigned leads view in Salesforce.com. The leads weren’t assigned to the right rep. Anything you want to do differently in 2015 to get better results?

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for. Sales reps rarely use the assigned leads view in Salesforce.com. The leads weren’t assigned to the right rep. Anything you want to do differently in 2015 to get better results?

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for. Sales reps rarely use the assigned leads view in Salesforce.com. The leads weren’t assigned to the right rep. Anything you want to do differently in 2015 to get better results?

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

Customer Experience Matrix

DECEMBER 3, 2008

What really distinguishes the Enterprise vendors is the ability to limit different users to different tasks. This involves rights management and content management features that seem arcane but are nevertheless critical when marketing responsibilities are divided by function, channel, region and product organizations.

Demand Generation 120

Demand Generation Enterprise Management Small Business Marketing Pricing 120

Anything Goes Marketing

MARCH 24, 2009

I would also recommend sales and marketing have joint goals, clear definitions of each stage of the lead management funnel (which are approved at the highest levels), and metrics that support those definitions. Tags: lead nurturing B2B Sales process lead management.

Sales Management 100

Sales Management Top of Funnel Paid Search Agency Work Management 100

LeanData

MAY 19, 2014

We’re helping dozens of great B2B companies with account-centric lead management. Our customers can immediately see inbound lead activity that matches existing prospects, customers, and active opportunities w/out jumping around different salesforce views.

Salesforce.com 40

Salesforce.com Work Management Marketing Management B2B Sales 40

LeanData

MAY 19, 2014

We’re helping dozens of great B2B companies with account-centric lead management. Our customers can immediately see inbound lead activity that matches existing prospects, customers, and active opportunities w/out jumping around different salesforce views.

Salesforce.com 40

Salesforce.com Work Management Marketing Management B2B Sales 40

Customer Experience Matrix

FEBRUARY 4, 2009

Act-On Software : a slightly different take, with strong Webinar support and an option to use its own low-cost sales automation system as an alternative to Salesforce.com Price starts at $499 per month. The system didn’t do landing pages or forms when I spoke with Fred, although he tells me it does now. I reviewed it here in March.

Demand Generation 120

Demand Generation Cost Marketing Management Demand 120

Adobe Experience Cloud Blog

APRIL 24, 2011

by Maria Pergolino Lead source is a critical piece of data you need in order to assess the value of your marketing campaigns and part of proper lead management. Avoid lead source clutter. When you first implement Salesforce.com, your default lead sources are Web, Phone Inquiry, Partner Referral, Purchased List and Other.

Lead Scoring 48

Lead Scoring Lead Ranking Practices Marketing Qualified Leads 48

LeadSloth

JULY 12, 2010

Both groups will use HubSpot to generate more inbound leads, but they have vastly different requirements. HubSpot can serve both audiences, but in a different way. With the improved Lead Manager, you could even use HubSpot as your CRM system.

Hubspot 100

Hubspot Lead Ranking Marketing Automation Services Marketing Management 100

Adobe Experience Cloud Blog

AUGUST 31, 2011

One of Marketo’s most significant events to attend and sponsor is Dreamforce ; every year we make an effort to get the most from this critical industry-leading conference. We then create different messages for these audiences and deploy our campaigns, all while suppressing campaign members from each other.

Marketo 48

Marketo Marketing Management Event Marketing Software 48

Customer Experience Matrix

APRIL 5, 2009

This leads to more variety as vendors experiment with different approaches to a now-defined problem. True Influence has existing integrations with Salesforce.com and SugarCRM. Tags: software usability measurement system selection demand generation marketing automation lead management demand generation.

Demand Generation 120

Demand Generation Digital Asset Management Demand Marketing Management 120