Customer Experience Matrix

MARCH 5, 2009

I spent a good part of yesterday talking with demand generation vendors about the usability scores I've been publishing all week. The main result of the conversations so far has been to clarify the items related to lead routing. The relative ranking of the different vendors hasn't been significantly affected. 9 Now what?

Lead Scoring 120

Lead Scoring Lead Ranking Demand Generation Work Management 120

Customer Experience Matrix

JULY 8, 2009

Summary: Based on Web traffic rankings, new demand generation vendors with low prices are gaining market presence. Last November, after much consideration of alternatives , I settled on Alexa three-month Web traffic rankings as a reasonable way to measure the relative market presence of demand generation vendors.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Demand Generation Vendors 120

Customer Experience Matrix

OCTOBER 24, 2014

In this case, the main technical differentiator is extreme automation: SalesPredict imports customer data, builds models, scores current records, and deploys the results with virtually no human intervention. Results appear as lists in a CRM interface or as scores on a marketing databaset. User interface is a second differentiator.

Lead Ranking 120

Lead Ranking Lead Scoring Automation Salesforce.com 120

Customer Experience Matrix

FEBRUARY 12, 2009

But most of us still assume there is a reasonable relationship between price and value. This is why it’s hard to imagine that low-priced software can deliver similar performance to mainstream products. Three of the five core demand generation functions are clearly there: outbound email, Web forms, and lead nurturing campaigns.

Pricing 120

Pricing Price Impressions Marketing Management 120

Customer Experience Matrix

DECEMBER 3, 2008

As you’ll recall from my post on Web activity statistics , Pardot is one of the higher-ranked vendors not already in the Raab Guide to Demand Generation Systems. One other factor clearly distinguishes SMB from Enterprise systems, and that’s pricing. This pricing is low even among SMB demand generation systems.

Demand Generation 120

Demand Generation Enterprise Management Small Business Marketing Pricing 120

Customer Experience Matrix

JULY 20, 2009

Summary: Active Conversion helps marketing and sales departments make the best use of leads they’ve generated outside the system. Leads can enter from channels other than email. Information can come from sources beyond the lead itself. Registration is no longer required.)

Active Conversion 120

Active Conversion Lead Scoring Lead Ranking Lead Management 120

Customer Experience Matrix

FEBRUARY 10, 2017

Lead Genius is a good example. But Lead Genius was founded in 2011 to commercialize university research into combining AI with human inputs. Like many data gatherers, Lead Genius uses a combination of Web and other sources to build company and contact lists. Lead Genius does this too. Plan interactions.

Marketing AI 120

Marketing AI Account Based Marketing Lead Scoring Lead Ranking 120

Customer Experience Matrix

JANUARY 20, 2011

You can also compare their scores, which, since you can change the weights applied to different inputs, means you can get your very own, custom comparative ranking. My purpose in all this is to help buyers look beneath the scores themselves to understand where the scores came from. If that's not fun, what is?

Marketing Automation Services 120

Marketing Automation Services Sample Vendors Lead Scoring 120

Customer Experience Matrix

AUGUST 28, 2014

and key activities (Web site visits, topics researched) and scores at both company and individual levels. If 6Sense exposed model scores but no other data, it would qualify as a CDP by the thinnest margin possible. Company models score each company’s likelihood to buy from the client. Formal release was in May 2014.

Lead Ranking 120

Lead Ranking Activities Lead Scoring Marketing Automation Services 120

Customer Experience Matrix

AUGUST 23, 2012

Although small businesses generally buy lower-priced systems, they have largely the same requirements as mid-size companies. Act-On’s position on top of the product fit range is a bit misleading: when you look at the components of that score (see below; this comparison chart is another VEST feature), the vendors are all very close.

Eloqua 120

Eloqua Act-On Marketing Automation Services Marketo 120

Customer Experience Matrix

OCTOBER 29, 2015

Other data collection specialists include Segment.com , Aginity , Umbel , Lytics , NGData , and Woopra , although some of these do supplement database building with predictive model scores, segmentation, and/or event-based triggers. It’s primarily used to set up data processing flows for data cleaning, matching, and lead routing.

Work Management 120

Work Management Marketing Management Marketing Automation Services Lead Ranking 120

Customer Experience Matrix

JULY 10, 2013

Finally, Optify has expanded into conventional marketing automation over the past 18 months and most recently added basic contact management and distribution of lead information, scores, and alerts to sales people. Distributed marketing also has its own pricing. That''s theme number three.

Demand Generation Agencies 120

Demand Generation Agencies Marketing Automation Services Paid Search Agency Small Business Marketing 120

Customer Experience Matrix

NOVEMBER 15, 2013

ReachLocal’s new service, called ReachEdge, provides clients with a custom Web site, contact database, automated email streams to leads and customers, and automated alerts to company staff. Each category kicks off its own stream of messages (to the leads) and alerts (to company users), which can be spaced over time.

Small Business Marketing 120

Small Business Marketing Work Management Marketing Management Marketing Automation Services 120

Customer Experience Matrix

OCTOBER 2, 2012

As I mentioned in my Marketing Automation Beer Goggles post, KXEN introduced a free lead scoring app for Salesforce.com users at Dreamforce. KXEN has since given me a closer look at the lead scoring product, underlying technology, and future plans. First for details on Predictive Lead Scoring itself.

Lead Ranking 120

Lead Ranking Salesforce.com Automation Lead Scoring 120

Customer Experience Matrix

JANUARY 27, 2021

It's also in the platform vendors’ interest to be open to those applications since they add value to the platform at little cost to the platform owner. This should eventually lead to a more consistent use of the CDP term throughout the market and, thus, less confusion over what it means. We call these "data" and "analytics" CDPs.

Marketing Automation Services 270

Marketing Automation Services Enterprise Management Marketing Management Lead Ranking 270

Customer Experience Matrix

NOVEMBER 21, 2014

It has recently released the beta version of a predictive platform that automatically generates probability scores, rankings, and estimated values for nine actions such as making a purchase within the next 24 hours, opting out of future contacts within the next week, and expected revenue within the next thirty days.

Lead Ranking 120

Lead Ranking Ideal Customer Profiles Personalization Classified Ads 120

Customer Experience Matrix

JANUARY 26, 2011

Most answers were scored from 0, 1 or 2, indicating whether a particular feature was available fully, partly, or not at all. I translated other answers such as starting price or number of employees into similar 0-2 ranges so I could combine everything in a scoring formula. This is priced at $295. So far so good.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Report Marketing Management 120

Customer Experience Matrix

APRIL 1, 2009

But it turns out that DemandBase has been inching its way up the value chain. DemandBase said they hadn’t made a formal study of the quality of those leads, but felt confident they were more than worth the cost. DemandBase plans to continue adding value, possibly by pushing automated messages to selected visitors.

DemandBase 120

DemandBase Lead Scoring Lead Ranking Jigsaw 120

Customer Experience Matrix

JULY 3, 2013

The other micro-business systems have avoided accounting, presumably because they saw little value in trying to displace Intuit QuickBooks. Completed email can be previewed and spam scored. lead scores are created in two ways: conventional user-created scoring rules, and automated predictive modeling.

Small Business Marketing 120

Small Business Marketing Marketing Automation Services Communities Lead Ranking 120

Customer Experience Matrix

JANUARY 10, 2012

The main cause of my misunderstanding was Genoo’s starting price of $199 per month, which is below any small or mid-size business system. But the lowest price for Genoo with CRM integration is $599 per month, and I consider CRM integration a required feature in a B2B marketing automation product.

Marketing Automation Services 120

Marketing Automation Services Enterprise Management Marketing Management Marketing Automation 120

Customer Experience Matrix

JANUARY 20, 2016

B22B lead generation vendor True Influence today announced a new product to help fill these gaps. The value of data from True Influence, or anyone else, can only be resolved through tests, which will probably give different results for different purposes. That's possible but I haven’t done the research to confirm it.

Intent Data 120

Intent Data Intent Lead Ranking Marketing Automation Services 120

Customer Experience Matrix

OCTOBER 30, 2014

Many predictive modeling systems, especially for B2B lead scoring, supplement the client’s data with company and individual information they gather themselves from sources like social networks, Web sites, job boards, and government files. Scores will reflect the latest data. external data. automation. self-service. applications.

Lead Ranking 120

Lead Ranking Enterprise Management Marketing Automation Services Work Management 120

Customer Experience Matrix

OCTOBER 10, 2012

I originally saw SetLogik as a tool to associate marketing leads with sales opportunities, even when they are not connected directly within Salesforce.com. That’s important in itself, since those missing links are the greatest obstacle to showing the value of B2B marketing efforts through revenue attribution.

Enterprise Management 120

Enterprise Management Work Management Lead Ranking Marketing Management 120

Customer Experience Matrix

FEBRUARY 21, 2014

The business value is that DemandBase is allowing marketers to tailor messages to target accounts even before they engage directly with the company, thereby (hopefully) luring new prospects into the top of the funnel and engaging them if they accounts don’t respond. So much for the mechanics.

DemandBase 120

DemandBase Advertising Agencies Marketing Automation Services Paid Search Agency 120

Customer Experience Matrix

JUNE 2, 2015

B2B CDPs have favored analytical applications like lead scores and churn predictions. What sets Blueshift apart – and this is typical of later entrants to a new market – are a lower price point and simpler operation than early B2C CDPs like RedPoint and AgilOne. Again, nothing fancy but it gets the job done.

Marketing Automation Services 120

Marketing Automation Services Lead Ranking Multi-Channel SMS 120

Customer Experience Matrix

SEPTEMBER 16, 2017

The messages are built by templates which can include variables such as first name and calculated values such as a credit limit. Results can be applied to tasks other than personalization, such as lead scoring. Pricing for Vizury is based on the number of impressions served, another echo of its original business.

Marketing Automation Services 120

Marketing Automation Services Enterprise Management Personalization Work Management 120

Customer Experience Matrix

JANUARY 22, 2014

The new entrants are clustered towards the small business end of the market, where they see an opportunity for simpler systems at lower prices than existing market leaders. nurture campaigns), and share leads with a CRM system like Salesforce.com. There are additional fees for survey responses, list rental, and other services.

Marketing Automation Services 120

Marketing Automation Services Small Business Marketing Marketing Automation Automation 120

Customer Experience Matrix

JANUARY 5, 2016

I used Alexa traffic rankings, which are far from perfect but good enough for this sort of project. Compete.com gave similar rankings except that TrustRadius came in lower, although still in the top 10.) I sampled leading marketing automation vendors for different sized companies. But they also differ in other ways.

Marketing Automation Services 120

Marketing Automation Services Software Lead Ranking Paid Search Agency 120

Customer Experience Matrix

JUNE 19, 2015

The core features of B2B marketing automation have been well understood for nearly ten years and prices have been dropping steadily for about the same time. But pricing will remain well below standard marketing automation products. I started with the lead import feature, which was rather barebones. More will be added over time.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Automation 120

Customer Experience Matrix

MARCH 6, 2016

This is based on Infusionsoft’s learning over the past ten years that the main barriers to success with its software are small businesses not knowing what to do with it and not seeing immediate value from the efforts. ThinkingChat promised "artificial intelligence lead capture agents" engage site visitors and capture contact information.

Small Business Marketing 120

Small Business Marketing Work Management Marketing Management Planning 120

Customer Experience Matrix

APRIL 9, 2014

million in cash, a premium of 48% over their stock market price. At that time, the marketing product was missing key marketing automation features including lead scoring, multi-step workflows, and integration with Salesforce.com. But it only allows one score per customer. But it only allows one score per customer.

Marketing Automation Services 120

Marketing Automation Services Salesforce.com Purchase Paid Search Agency 120

Customer Experience Matrix

AUGUST 6, 2013

There’s nothing especially new about marketing service providers offering this type of service, but RightWave does it at a price point – starting as low as $60,000 per year – that is comparable to what a good-sized company would pay for most marketing automation systems alone.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Marketing Management Automation 120

Customer Experience Matrix

JULY 30, 2009

Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. The current version also hosts landing pages and Web sites, manages a lead database with profiles and Web activity history, generates lead scores, sends alerts to sales people, and synchronizes data with Salesforce.com.

Small Business Marketing 120

Small Business Marketing Bundling Work Management Paid Search Agency 120

Customer Experience Matrix

JUNE 17, 2016

This made them a fifth subtype of Customer Data Platforms (CDPs), along with systems based on marketing, lead scoring, sales advisory, and tag management. Strikedeck pricing is based primarily on the number of accounts, with some adjustments based on deal size. Pricing starts at $30,000 per year for 500 accounts.

Automation 120

Automation Marketing Automation Services Lead Ranking Trigger Marketing 120

Customer Experience Matrix

OCTOBER 1, 2011

My colleague Michael Darviche covered the LEAD Marketing Conference in Chicago last week. The Shopper Technology Institute's LEAD Marketing Conference offered telling insights to where it all goes next. That’s pretty low and the targeted offers industry needs to push prices up to make it work. Here’s his report. 50 to $2.00

Conference 120

Conference Mobile Advertising Lead Scoring Lead Ranking 120

Customer Experience Matrix

AUGUST 25, 2016

Of the final two, one supports measurement with advanced lead-to-account mapping (LeanData) and one attribution specialist (Bizible). Differenatiators for this group include: lead-to-account mapping to unify data corporate hierarchy mapping (headquarters/branch, parent/subsidiary, etc.) For more information or to order, click here.

Marketing Automation Services 120

Marketing Automation Services Account Based Marketing Vendors Differentiation 120

Customer Experience Matrix

AUGUST 13, 2013

These products address several interrelated challenges: distributing leads to partners without losing track of performance; distributing partner-customized versions of company-created content; and helping partners run their own marketing campaigns. did they eventually buy? is there someone else at their company to talk to?

Marketing Automation Services 120

Marketing Automation Services Advertising Agencies Marketing Management Marketing Automation 120