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Forrester Sounds the Digital Marketing Alarm

Vidyard

The years change but the marketing plans pretty much stay the same, according to recent research from Forrester. ” – Forrester Research. ” – Forrester Research. The post Forrester Sounds the Digital Marketing Alarm appeared first on Vidyard. Blog Marketing ROIMany companies have marketing mixes that are fairly set in stone. Get the Report.

New from Forrester: Building a Predictable Lead-To-Revenue System

Vidyard

Forrester Report: Understanding the Performance Levers in Your Lead-to-Revenue System. Forrester suggests that it is, in fact, feasible to accurately predict the outcome of your marketing efforts if you take an analytical approach to understanding the key performance drivers. The post New from Forrester: Building a Predictable Lead-To-Revenue System appeared first on Vidyard.

On-Demand Webinar - From an ROI Business Case to a Value-centric Case for Change

The ROI Guy

Despite the growing need to convince buyers as to the unique value you can deliver, the traditional ROI Business Case - long a staple of value selling - may be losing its luster in driving sales success. The Traditional ROI Business Case is often too inside-out (vendor-centric), focused too much on the solution and what it can do. RCID=57f44396c0864b078bcf6282b01a68f8.

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The ROI of Influencer Marketing

Marketing Action

Forrester Research report that 85% of B2B decision-makers rely on trusted online communities when researching business technologies. Here’s another example demonstrating how two separate influencers (A and B) impact ROI. In this example, the ROI from Influencer A is much higher than from Influencer B. What does it mean to be an influencer marketing company ? Salesforce).

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21 stats show CMOs leap before they look at ROI

Biznology

With all of the data out there now, many expect greater accountability from CMOs to demonstrate strong analytic skills and the ability to measure return on investment (ROI). Here are 21 stats that show most CMOs leap before they look at ROI. source: Forrester ). source: Forrester). 57% are not basing their marketing budget on any ROI measures. How are CMOs doing?

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Forrester Research, Inc. Benchmark Report: How Top Marketers Do Lead Generation, Part 1

Marketing Action

That’s according to a December, 2013 Forrester report by VP and Principal Analyst Peter O’Neill,  Gauging Your Progress and Success , a benchmark-style assessment of what top-performing marketers do. It’s apropos to the start of a new year, the time when business budgets are finalized and dollars allocated based on hard looks at – and hard decisions about – what yields the highest ROI.

Radius Product Innovation Solves Top Marketer Challenge: Proving ROI

Radius

In the Hubspot “State of Inbound” report , Marketers from companies of all sizes overwhelmingly reported that “proving the ROI of marketing activities” is their top challenge. Armed with this information from Radius, marketers can now continuously and immediately optimize their marketing efforts and channels to maximize their ROI. Stay tuned for more announcements!

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Social media ROI sucks! (Or, you can prove anything if you send out a survey)

ViewPoint

Social distribution of content and messages isn’t considered all that effective in providing business value to companies, according to a recent analysis by Forrester Research. And lastly, the range of rankings in the Forrester survey is extremely close, and may paint a picture of marketer satisfaction that doesn’t reflect reality. And YouTube in 10th place? It’s hard to believe.

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Where is ROI Best Applied in the Sales Process?

The ROI Guy

This was presented at the latest Forrester Sales Enablement Forum, and is a marked increase from the 65/35% split of just two years ago. ROI and financial justification has traditionally been used in later phases, to create the business case for economic-buyer / CFO approval. Quantify the Pain Why Now? Justify the Gain Why You?

Radius Product Innovation Solves Top Marketer Challenge: Proving ROI

Radius

In the Hubspot “State of Inbound” report , Marketers from companies of all sizes overwhelmingly reported that “proving the ROI of marketing activities” is their top challenge. Armed with this information from Radius, marketers can now continuously and immediately optimize their marketing efforts and channels to maximize their ROI. Stay tuned for more announcements!

CMOs Win When High-Value Customers Are Treated Personally Online

Buzz Marketing for Technology

So it was common for those brands to see a huge surge in traffic for a short burst of time, but after the excitement faded, so did the engagement and ROI. Tap into the beauty of data to boost cross-channel ROI. According to a new Forrester Research global eCommerce report, e-commerce revenues are going to continue to grow in 2014 as customers’ online buying habits evolve.

Top 5 Articles of 2015 to Get You Ready for the New Year!

The ROI Guy

Forrester says Yes (at least 1 in 5 at risk)! Death of a B2B Sales Rep Forrester Frugalnomics Frugalnomics Survival Guide Gartner IDC ROI SiriusDecisions TCO TCS Value Marketing Value SellingAs we look forward to a great 2016, what lessons can we learn from the past year? link] 2) End Death by PowerPoint and a 1,000 White Paper Cuts [link] 3) TCO is so 1990s. link].

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New Report Confirms Immaturity of Most Marketing Automation Deployments

The Point

A new report from Forrester Consulting, commissioned by marketing automation provider Silverpop , offers little in the way of groundbreaking insights, but does provide plenty of data confirming what most already know: that many companies are failing to realize the true potential from their investments in marketing automation. cross-sell and up-sell).

Value Summit Keynote - The Importance of Getting Value Selling Right

The ROI Guy

Alinean Death of a B2B Sales Rep Financial Justification Forrester Gartner IDC Jim Ninivaggi Pisello ROI SiriusDecisions Value Selling Value Summit VSR Council VSR SummitLast week we were incredibly proud to help launch the Value Summit (#VSRSummit) in Dallas, a first of its kind gathering of over 160 of the best value consultants and sales enablement leads.

6 Things to Keep in Mind When Replatforming

Buzz Marketing for Technology

According to Forrester Research, 39% of surveyed companies see a drop in conversion rates after replatforming, while 44% note slower load times once a new platform goes live. Forrester notes that an astounding 63% of companies decide to re-platform based on “perceived ROI” (otherwise known as hunches), while 54% are motivated by internal company demands (also called wishful thinking).

Why CMOs Should Align With Their CFOs

ANNUITAS

In Forrester’s Report – B2B CMOs Must Evolve or Move On , 97% of CMOs either agreed or strongly agreed that “marketing must do things it hasn’t done ever before to be successful.” While there are plenty of articles, blogs and speeches given on the need for marketing to demonstrate ROI and drive pipeline and revenue, the reality is that most marketers have never been trained to measure the quantitative value of their marketing or demonstrating the Net Present Value (NPV) of their marketing activities. Let’s be clear, ROI is all about financial outcomes!

The ROI of Website Redesigns per Forrester

WebMarketCentral

Forrester Research makes a collection of its past webcasts on various online marketing topics freely available (registration required). recently checked out one of their presentations from about a year ago titled "The ROI of Web Site Redesigns Made Simple" by Harley Manning and Jeffrey North. Forrester's key findings from their website redesign research: By Forrester's standards, 97% of business websites fail to earn a passing grade for usability. It's almost impossible not to get positive ROI from a competent website redesign project.

A Failure to Communicate Value

The ROI Guy

If you allow your competitors to drive the value conversation they will frame the value to their advantage, as Forrester indicates 3 in 4 deals going to the vendor establishing the buying agenda and value framework (as opposed to 1 in 4 to the vendor winning the “bake-off”). So be provocative. Communicate this all as a visual story for today’s “short attention span” buyer.

FOUND the ROI of Social Media for B2B Marketers!

Buzz Marketing for Technology

I think it is fair to say that Social Media has hit the mainstream these days but the big concern on every B2B Marketers mind has been where is the ROI? But I believe there is one place that delivers a strong ROI in Social Media and if you follow my advice not only will you conquer social media but you will delight your customers in the process! Enter Social Customer Support ….

Thought Leadership Merchandising: Rising Above the Noise

Marketing Craftmanship

coherent and concise description of bona fide Thought Leadership content is contained within a checklist (shown below) developed by Jeff Ernst, VP of Marketing at Forrester Research, who broadly describes the strategy as “expressing a viewpoint that influences others…” as a means to “generate conversations that build trusting relationships over time.”.

Research Proves the Early Bird Catch the Worm?

The ROI Guy

At the same time as Sales reps are being invited later, Forrester reports that engaging earlier provides more advantage than ever. Sources: ToWin Against Increasing Competition, Equip Your Salespeople With A Deeper Understanding Of Your Buyers - Mark Lindwall, Forrester, Jan 2014 On-DemandWebcast: Scary late. And this “do it themselves painting” may not match your solution at all!

Oops They Did it Again! Gartner Downgrades Overly Optimistic IT Spending Forecast

The ROI Guy

Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. 4) Most IT spending decisions are now driven and controlled by business groups vs. formal IT. According to Forrester, prospects indicate that less than 10% of sales engagements are focused on customer value (down from a paltry 12%). trillion in 2014, a 3.2%

Do the Math to Calculate the ROI of Business Blogs

Blue Focus Marketing

Forrester’s Brian Kardon encourages executives to play with social media, to “experiment” and to not be afraid of testing out new ideas or opportunities.  “You can always take it down,” according to Kardon.  In a 2011 HubSpot ROI Study , 69% of businesses surveyed said that blogging attributed to their lead generation success.  Marketing Your Blog is Critical to increase ROI.

Gartner Raises IT Spending Forecasts – Time to Party Like its 1999?

The ROI Guy

conomically Focused – buyers are more frugal, with over 95% of technology purchase decisions now requiring a solid business case with significant ROI and fast payback according to IDC. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value. So how well do you deliver the financial business cases / ROI that CFOs demand?

It’s Time For CMOs To Tap Into The Power Of Personalization

Buzz Marketing for Technology

According to  Forrester Research , U.S. According to Forrester’s 2012 North American Brand Performance Study, being indispensable commands greater preference, and that means a higher likelihood that customers are going to keep spending their hard-earned dollars with your brand across multiple channels. But these metrics aren’t tied in any way to ROI and sales. Overall, U.S.

How to Measure the ROI of Your Marketing Programs

Modern B2B Marketing

As a result, perhaps the most common question marketers ask is, “ did this program (this tradeshow, this email blast…) deliver a return on our investment (ROI) ?”. Methodologies to Measure Marketing Program ROI. But just because measuring marketing ROI is hard doesn’t mean it’s impossible.  gave an example of multi-touch attribution in my post, The ROI of Paid Social Media Ads. 

39 More (of the) Best Social Media Guides, Tips and Insights of 2011

Webbiquity

Is it really possible to measure social media ROI —and if so, how? Forrester: 5 Stages Of Social Media Growth by MediaPost Online Media Daily. Gavin O’Malley reviews research from Forrester on the five stages of social media maturity that corporations typically pass through, starting with the dormant stage (“one in five companies still don’t use any social media.

Five 2015 B2B Demand Generation and Content Marketing Resolutions

ANNUITAS

Marketers will again be challenged to keep pace with these advancements and will need to do more in order to connect with their buyers and show demonstrable ROI as a result of their Demand Generation and Content Marketing Strategies. In Forrester’s 2013 report B2B CMOs Must Evolve or Move On , 97% of CMOs either strongly agreed or agreed “Marketing must do things it hasn’t done before in order to be successful.”  Yet so few marketing budgets include training for these skills that are needed. The real question however, is what is next? The best news? Don’t Start With Technology-.

Are your Sales and Marketing Investments Productive?

The ROI Guy

This new tool takes research of Forrester’s Sales Enablement expert Scott Santucci and is designed to help executives determine how worthwhile their sales and marketing investments are at driving growth. Register at [link] to gain access to this Calculator, and a suite of additional free ROI calculators for Sales, Marketing, Mobility and IT.

Return on Sales Enablement: The Adoption Challenge

The ROI Guy

Forrester indicates that for each typical sales rep, $130,000 is spent annually on sales enablement, training and support, trying to make each rep smarter, faster and more powerful. Worse, less than 10% of sales reps are identified by buyers as focused on what matters to them most – value and outcomes – with 58% disengaging as a result (Forrester / Qvidian).

Will Gartner's Latest IT Forecast Put a Chill in your Growth Plans?

The ROI Guy

conomically Focused – buyers are more frugal, with over 95% of technology purchase decisions now requiring a solid business case with significant ROI and fast payback according to IDC. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on outcomes and customer value. increase compared to 2014. Why Your Solutions?

3 Business Blogs with Proven ROI from Industrial Companies

Industrial Marketing Today

Manufacturing marketers do understand the value of a business blog for thought leadership, search engine optimization (SEO), lead generation and community building but proving its ROI has been a challenge. found three industrial blogs that have produced measurable ROI in terms of lead generation and sales – key performance metrics that resonate with the C-suite. Results: 2.7

Sales Enablement’s Dirty Big Secret

The ROI Guy

Attending the Forrester Sales Enablement Forum, one research metric was presented that just blew me away. According to Forrester, the average company spends more than $135,000 in sales support costs per year for EACH salesperson. High cost + low yield = Low ROI. ValueStory Sales Enablement Forrester Pisello Alinean Value Selling Sales Tools Provocative SellingWhy Change?

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So You Think Your Sales Team Can Dance? Buyers Say “Think Again.”

The ROI Guy

This is clearly evidenced in a study by Forrester, presented at their annual Sales Enablement Forum, where buyers easily categorized salespeople, with some unflattering feedback. ROI Forrester Value Marketing IDC Diagnostic Selling Excecutive Assessment Tools Pisello Alinean Value Selling Outcome-Based SellingSo challenge met and opportunity seized, right? Not so fast.

Frugalnomics – Why the IT spending growth forecasts from Gartner are wrong again!

The ROI Guy

Frugal – with over 95% of IT decisions now requiring a solid business case with significant ROI and fast payback according to IDC. 4) Most IT spending decisions are now driven and controlled by business groups vs. formal IT. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value. In 2012, initial rosy predictions of 3.7%

Social Media Hierarchy of Needs - Best Practices for ROI Success

The ROI Guy

From our social media ROI studies, analyzing the investment, popularity, practices and results of social media marketing for the Fortune 500, and select small / medium companies, a key indicator to social media ROI success was level of engagement. the quantified return on investment (ROI) from social marketing efforts. The more independent the content, the more credible it is.

Business Blogging ROI in 3 Steps: Keep It Simple

Writtent

Measuring the ROI of your business blogging can be difficult at times because of all the factors that come into play. This is what ROI stands for: Return on Investment… not Return on Influence or Return on Interaction or any other distraction. So, a way to approach ROI on business blogging is to estimate the value of the traffic you get. ROI = (1500 – 250)/250= 500%.

Cost 13

The Three E's of Boosting Sales Productivity

The ROI Guy

Alinean Forrester IDC Insights Pisello Sales and Marketing Productivity Sales Enablement Sales Training SAVO Selling with Insights SiriusDecisions Value Gap Value Selling The current strategies of revenue growth via hiring more sales reps and throwing a ton of training and content at them are less than productive. So the big question … what are you doing today to address the three E’s ?

Death of the B2B Sales Rep? An Interview with the Sales Enablement Lab

The ROI Guy

Forrester reports that this shift to digital buying is real, and as a result, there will be a 22% decline in the number of B2B sales reps over the next 5 years. Andy Hoar, Principal Analyst at Forrester , reported these findings at their last Sales Enablement conference and Thierry, you and I were both there. I can still hear the collective gasp and quite a level of uneasiness from the crowd at this reveal. Agents are much better today at explaining the risk adjusted ROI, helping to ease the emotional strain and providing financial justification. Herwijnen. Indeed.

Tom Pisello: The ROI Guy: IDC: Economic Buyers, Digital Overload.

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. We call the economic buyer trend Frugalnomics, where buyers seek quantifiable proof of bottom-line impact, significant ROI, fast payback and superior value from each purchase. Content is King?

Tom Pisello: The ROI Guy: Diametrically Opposed Forces: Selling.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Updated Alinean Social Media ROI Calculator - New. Over 200% ROI from a Value Selling Program Sound I.

The Modern Day Social Seller: Buyers are More Empowered, But So Are You!

The ROI Guy

At the same time, Forrester reports that earlier engagement is more important than ever - with 76% of the deals going to the solution provider that is able to help the prospect identify the top priority issues to address and establish the buying agenda (versus only 24% going to the rep who can win the bake-off). Alinean challenger selling conversation fuel customer conversations Dan Sixsmith Forrester ICE Insights Pisello Provocative Selling Selling with Insights SiriusDecisions Value Marketing Value Selling So what are these insights?

Tom Pisello: The ROI Guy: Social Media Hierarchy of Needs - Best.

Tom Pisello

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers. They seek solutions that can help them “do more with less,&# deliver fast payback, provide high ROI and realize superior value versus other solutions. Alinean Powers ROI Calculator for Interactive Inte.