Industrial Marketing Today

JULY 14, 2016

Back in 2014, Forrester had published their research report titled B2B Content Fails The Customer Engagement Test. Industrial content marketing used by manufacturers, distributors and engineering companies is failing to engage the target audience – engineers, technical professionals and industrial buyers. This is not a new problem.

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Content Marketing Forrester Content Custom Publishing 60

Industrial Marketing Today

NOVEMBER 14, 2013

Let me give credit where credit is due, I first heard the phrase “The Age of the Customer” from Forrester Research. It has a nice ring to it and IMO, [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].

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Industrial Marketing Today

FEBRUARY 12, 2012

Forrester, CSO Insights and Marketo reported that lead nurturing produced much better results. Lead nurturing plays an important role in industrial lead generation programs because it is rare that an industrial sale is completed on the first call or the first visit to the manufacturer’s website.

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Industrial Marketing Today

DECEMBER 7, 2010

Additional research from Forrester , CSO Insights , Brian Carroll and Marketo demonstrates that lead nurturing does produce measurable results as follows: Reduced the number of marketing-generated leads ignored by sales to as low as 25%. Of the remaining 21%, 70% are discarded by sales as not being qualified.

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Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 60

Industrial Marketing Today

AUGUST 3, 2010

Defining B2B Customer Engagement Forrester Research has proposed a definition of customer engagement that makes a lot of sense to me. The good news is that you can use a free tool like Google Analytics to get a very good handle on your customer engagement. The trick is to learn how to use all its power.

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B2B Marketing Analytics Tools Web 2.0 Buying Cycle 60

Industrial Marketing Today

JUNE 19, 2010

The chart below from a research study done by Forrester illustrates this point very clearly. Even if you have carefully segmented your target audience by demographics, different people within the same company can and do react differently to your content. And they use different sources to get their information.

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Industrial Marketing Today

MAY 14, 2010

I’d like to produce research with some metrics but that too costs quite a bit, especially from someone reputable like Forrester. The biggest struggle for me is getting buy-in from the upper management on making a big expenditure on something like community or forum development. Do you have any strategies for this?

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