ANNUITAS

JUNE 18, 2012

While the automation vendors do a great job of educating users on how to use the features of their solutions, there is a gaping hole that exists in users knowing the process, strategy or tactics the tool is actually automating. The best vendor event I ever attended was a Salesforce.com road show. 2. More transparency.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Vendors 100

ANNUITAS

MARCH 1, 2016

How can we better tie buying and content/channel interactions to opportunities and closed revenue in a closed-loop fashion — to fuel our demand process optimization ? Don’t analyze silos: As a marketer, you should focus on the alignment of people, process, content, technology and data in demand process outcomes.

Demand Generation 100

Demand Generation Demand Elasticity Analytics 100

Customer Experience Matrix

JULY 30, 2009

Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. So I believe the future lies with integrated marketing automation systems that combine many different functions while sharing data and processes whenever possible.

Small Business Marketing 120

Small Business Marketing Bundling Work Management Paid Search Agency 120

The Point

SEPTEMBER 6, 2011

When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways. That was the experience for iDirect , a leading provider of satellite IP communications based in Herndon, Virginia. All this presents real challenges for both demand generation and lead management.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

ViewPoint

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Precise management of lists, lead data, cadence and outcomes drives revenue.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

The Point

APRIL 1, 2014

One of the reasons for this under-utilization, and the inability of some marketers to deploy, for example, automated lead nurturing at every stage of the selling process, is resistance from the sales organization, and in particular, Inside Sales. Marketo creates task in CRM to remind BDR to call lead 1 week later.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 100

The Mx Group

OCTOBER 18, 2017

Disconnected systems and processes — and the limitations of most CRM and MA platforms, which were designed with leads and not accounts in mind — are the biggest obstacles we’re seeing with our clients. That makes me wonder: Are CRM platforms, like the Salesforce.com, set up to handle ABM? Why do you think that is?

Account Based Marketing 72

Account Based Marketing Demand Generation Agencies Marketing Automation Services Salesforce.com 72

ViewPoint

JULY 11, 2011

Curious about how long each has been a public company, I checked on the years in which their stocks were offered: Salesforce.com – 2004; SuccessFactors – 2007; and NetSuite – 2007. One answer includes applying, tracking and measuring best-practice sales lead management processes.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 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. Since Genius has highlighted the issue, let's dive into its Web tracking.

Work Management 120

Work Management Marketing Automation Services Marketing Management Loopfuse 120

markempa

APRIL 13, 2015

So do you invest your hard-won leads on your top performers, or do you try to help your weaker salespeople? Many of you reading this post do not have a choice of who you distribute leads to. What can you to do optimize your lead distribution process for higher conversion? The key is to match readiness of the lead (i.e.,

Distribution 120

Distribution Sales Qualified Leads Lead Scoring Lead Ranking 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

JANUARY 8, 2009

But the wrinkle here is that most CRM systems in general, and Salesforce.com in particular, also have separate company and individual levels. This makes sense, given that the salespeople who manage the CRM data are much closer to the companies and individuals than the marketers who run the demand generation system.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Work Management 120

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

Biznology

JANUARY 23, 2013

Internal databases populated from billing systems, lead management systems, and website registration systems. Their process begins with constructing an ideal buyer persona by analyzing the client’s best customers, which can be executed by uploading a few hundred records of name, company name and email address.

Acquisitions 80

Acquisitions B2B Marketing Salesforce.com Work Management 80

Capstone Insights

MARCH 13, 2018

And before you read this post, if you haven’t read “ Don’t Use Leads (Only Use Contacts) in Your CRM ” and “ Challenges in Not Using Leads in Your CRM: Data and Process ,” read them first. This post makes the assumption that the lead management construct at your company is leads reliant. Editor’s note.

Contacts 40

Contacts CRM Salesforce.com Marketing Management 40

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. All thoughts are welcome!

Enterprise Management 40

Enterprise Management Work Management DemandBase Marketing Management 40

The Point

NOVEMBER 5, 2009

Recently I sat down with Barbara Angius Saxby, founder of Accelent Consulting , to discuss the role of new technologies in helping companies achieve what Barbara calls “process excellence.” Barbara’s firm helps clients achieve business growth through strategic marketing management, sales leadership, and business process alignment.

Salesforce.com 100

Salesforce.com Eloqua Work Management Marketing Management 100

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.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Lead Liaison CRM 48

Customer Experience Matrix

JULY 28, 2010

The company takes a conservative approach to marketing automation, stressing the importance of process over flashy software. Manticore wants clients to understand that demand generation is a business process. Tags: marketing software manticore technology marketing automation lead management demand generation.

Manticore 120

Manticore Marketing Automation Services Demand Generation Agencies Marketing Management 120

WebMarketCentral

MARCH 3, 2009

Marketing automation software vendor Marketo today announced the launch of its Marketo Lead Management 3.0 additional profile is requested as a prospect moves through an interactive process); Native integration with Salesforce.com ; Web visitor profiling; and Automated duplicate lead removal. software suite.

Enterprise Management 20

Enterprise Management Marketo Marketing Management LEADSExplorer 20

Customer Experience Matrix

FEBRUARY 24, 2009

Major themes were greater access to detailed information, more precise targeting, and tighter integration with Salesforce.com. That resonated with me because I’ve noticed several other demand generation vendors offering features that cross into traditional sales department territories, such as prospect portals and reseller management.

Marketo 120

Marketo Marketing Automation Services Marketing Management Vtrenz 120

The Mx Group

NOVEMBER 17, 2017

Demand Gen and Lead Management. If you are using a process or technology to dynamically prioritize accounts, this will typically fall to Marketing. We are using salesforce.com as our CRM — how well will it work to support our efforts? Topics Demand Gen & Lead Management. Sales Empowerment. Terms of Use.

Account Based Marketing 95

Account Based Marketing ABM Marketing Automation Services Demand Generation Agencies 95

Customer Experience Matrix

SEPTEMBER 1, 2009

Let’s run through the standard demand generation process to see how this works in practice. 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.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Small Business Marketing Marketing Automation Services 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. Penetration reached eight percent among larger firms and varied substantially by industry.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 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. The only other demand generation vendor I’ve seen with serious partner management is Marketbright. This applies both to SalesView and Salesforce.com.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Enterprise Management 120

NuSpark Consulting

MAY 28, 2011

In fact, I was shocked that you guys had poor follow-up practices with the leads we were sending you. You guys only knew the basics of Salesforce.com. But we’re glad you see the value in the nurturing process. It’s all about working together to improve quality leads, improve conversions, and measure performance more accurately.

Email Marketing 100

Email Marketing Work Management Marketing Automation Services Lead Scoring 100

NuSpark Consulting

MAY 28, 2011

In fact, I was shocked that you guys had poor follow-up practices with the leads we were sending you. You guys only knew the basics of Salesforce.com. But we’re glad you see the value in the nurturing process. It’s all about working together to improve quality leads, improve conversions, and measure performance more accurately.

Email Marketing 100

Email Marketing Work Management Lead Scoring Lead Ranking 100

LeanData

APRIL 8, 2015

experts in lead management solutions, announced that its customer base has increased to over 85 customers, a 400% increase compared to a year ago. Additionally, LeanData announced that the Spring Release of its Account-Based Lead Management Suite for B2B sales and marketing professionals is now available. “Our

Account Based Marketing 56

Account Based Marketing Enterprise Management Work Management Marketing Management 56

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

MARCH 25, 2014

LeanData simplifies the B2B sales process, enables sales and marketing to close deals faster. a startup focused on lead management software announced today that it has secured $5.1 We are now helping our customers drive a more efficient sales process,” said Evan Liang, CEO, LeanData. million in Series A funding.

Enterprise Management 40

Enterprise Management De-duplication Work Management Marketing Management 40

LeanData

MARCH 25, 2014

LeanData simplifies the B2B sales process, enables sales and marketing to close deals faster. a startup focused on lead management software announced today that it has secured $5.1 We are now helping our customers drive a more efficient sales process,” said Evan Liang, CEO, LeanData. million in Series A funding.

Enterprise Management 40

Enterprise Management De-duplication Work Management Marketing Management 40

LeanData

APRIL 8, 2015

experts in lead management solutions, announced that its customer base has increased to over 85 customers, a 400% increase compared to a year ago. Additionally, LeanData announced that the Spring Release of its Account-Based Lead Management Suite for B2B sales and marketing professionals is now available. “Our

Account Based Marketing 40

Account Based Marketing Enterprise Management Work Management Marketing Management 40

LeanData

APRIL 8, 2015

experts in lead management solutions, announced that its customer base has increased to over 85 customers, a 400% increase compared to a year ago. Additionally, LeanData announced that the Spring Release of its Account-Based Lead Management Suite for B2B sales and marketing professionals is now available. “Our

Account Based Marketing 40

Account Based Marketing Enterprise Management Work Management Marketing Management 40

Adobe Experience Cloud Blog

OCTOBER 3, 2011

The result: BDRs receive qualified sales-ready leads and now focus on selling. He went on to describe how their lead scoring and lead management processes have evolved since that initial campaign. Disclosure: Marketo is a Salesforce.com Partner and sponsor of Cloudforce London 2011. 8 million impressions.

Lead Scoring 48

Lead Scoring Lead Ranking Lead Nurturing Sales Qualified Leads 48

Paul Gillin

FEBRUARY 22, 2011

Salesforce.com probably comes the closest, Neal argues, but even Salesforce doesn’t have all the pieces in place. In order to get the most out of CRM, everyone in the organization who touches customers must be part of the record-keeping process. Unfortunately, many companies simply use CRM as a fancy lead management tool.

CRM 50

CRM Marketing Management Organization Salesforce.com 50

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. There are free papers on the Raab Guide site that can help you organize this process and of course I do consult in this area for a living.

Demand Generation 120

Demand Generation Cost Marketing Management Demand 120

Adobe Experience Cloud Blog

AUGUST 31, 2011

In order to streamline the laborious event lead management process — which consists of everything from attracting attendees, to registration administration, to post-event follow up — we employ our own event marketing software.

Marketo 48

Marketo Marketing Management Event Marketing Software 48