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Vocus Purchased by Private Equity Firm GTCR: This Could Be Interesting

Customer Experience Matrix

million in cash, a premium of 48% over their stock market price. It’s still a modest multiple of 2.4 x revenue, compared with the 6 to 7 x multiples paid for ExactTarget and Responsys by Salesforce.com and Oracle and the 14 x that Marketo commands in the stock market. I can think of several reasons for the discrepancy: GTCR isn’t a big software company looking to fill out an existing marketing suite; Vocus sells mostly to small business, not enterprises; Vocus hasn''t created enough buzz. Salesforce.com synch is bi-directional and works with lead and contact records.

Fliptop: A Customer Data Platform for Predictive Lead Scoring, Pure and Simple

Customer Experience Matrix

When it gets a new client, it loads that company’s own customer list and sales from its CRM system, finds those companies and individuals in the Fliptop database, enhances their records with Fliptop data, and uses the combined information to build a predictive model that identifies the likelihood of someone making a purchase. So what makes Fliptop different from its competitors?

Quantivo Offers High-Volume Customer Analytics at a Modest Price

Customer Experience Matrix

The schema must be designed, which requires some technical expertise and can lead to slower response for queries outside the expected paths. Support for multiple hierarchies and queries across hierarchies also minimize the price of making a bad decision during initial schema design, since even unplanned queries will execute reasonably efficiently. For example, a filter could select all transactions for customers who purchased a specific product – the type of market basket analysis that’s hard with traditional SQL queries. Quantivo is part of this latest technical flowering.

4 Types of Metrics Every Sales & Marketing Team Should Use

Fathom

These are marketing leads that are not ready for sales. It may be a very old list of contacts or newly purchased list of email addresses and/or phone numbers with possibly inaccurate or outdated information that the marketing team wishes to nurture and attract via marketing outreach efforts. Sales conversions are sales prospects that eventually purchased something.

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Genoo Aims to Shake Up Marketing Automation Market

Webbiquity

Marketing automation / demand generation software enables marketers to build microsites and use content marketing to capture leads and nurture them through the buying process. The company’s new marketing automation platform enables users to create complete websites as well as microsites and landing pages, automatically send emails triggered by specific actions, configure lead scoring, and integrate with Salesforce.com. downloading a file, clicking a link in an email) to provide relevant content; No limit on the size or number of visits permitted to microsites.

Everstring Offers Fast, Flexible, Account-based Predictive Models for B2B Sales and Marketing

Customer Experience Matrix

Today, at least a dozen vendors are offering predictive models for B2B lead scoring, sales intelligence, and customer success management. The late start has let it adopt a broader scope from the beginning, offering both lead scoring and new prospect identification. The approach also lets clients score anonymous leads if IP address or similar information can identify their company. Models for different products can be based built by selecting only accounts that purchased that product. Pricing for Everstring is based on the types of models and volume.

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42 B2B Marketing Acronyms and Abbreviations

Digital B2B Marketing

May refer to paid search or other CPC priced media programs. The most common pricing model for online banner advertising. Used for pricing email, telemarketing or postal list rentals or purchases. Used for performance-based online advertising buys, the cost is based on the number of actions (such as a registration or purchase) delivered. CPL : Cost per Lead.

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SME CPM CPC CPL 103

How to Set Up a Promoted Tweet Campaign Targeting Keywords

NuSpark

Keep in mind, pricing is based on “pay-per-engagement” meaning a click, or a retweet, or the action of gaining a follower will charge your account.  . Message:  promote a special offer; click the tweet to a landing page with the offer; print a coupon or use a promotional code for online purchase.  . Lead Generation.  . Generate leads from your unique landing page.  .  .

LeadLiaison Helps Marketing Automation Users Break the Content Bottleneck

Customer Experience Matrix

The most impressive feature is an outsourced content creation service, which lets marketers build an online creative brief for a particular item and then send it to a network of writers who agree to produce it for a fixed price in a few days. LeadLiaison is adding a marketing content map that will help planning by showing the inventory of available content by buyer type of purchase stage.

New Marketing Automation Options for Small Business in the VEST Report

Customer Experience Matrix

The system has an impressively broad scope, adding full Web site creation to the usual all-in-one mix of email, lead scoring, landing pages, and CRM. It recently added lead scoring and the ability to look up individuals on social networks. CRM captures activity history, tasks, deals, purchases and events but doesn’t integrate with a phone dialer. You get the idea.

ReachForce Buys SetLogik: One-Stop-Shopping for B2B Marketing Data Plus Database

Customer Experience Matrix

B2B marketing data vendor ReachForce today announced its purchase of SetLogik , which provides technology to build cloud-based marketing databases and do predictive modeling against them. Reachforce’s core business is assembling data on marketing prospects, which it then sells for as many uses as possible: appending to Web leads, enhancing existing databases, and buying as lists. As I wrote in my earlier SetLogik review, one particularly attractive result is the ability to match sales revenues with marketing leads, always a challenge in measuring the value of marketing programs.

12 Tips for Building and Managing a Bigger Sales Pipeline

Sales Prospecting Perspectives

Most leads aren’t sales-ready: Whether you’re sending out campaigns or fielding inbound calls, as little as 15 percent of your leads are going to be both qualified and sales-ready. The majority of your leads may be qualified, but they’re not ready to be worked into an active buying cycle. You need a system to manage lead volume, status, next steps, reminders, etc.

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How to Match Great Content to Your Sales Funnel

It's All About Revenue

Unlike in B2C marketing, your future customer doesn't simply walk up to your vending machine, make a purchase, and become a closed sale. This is the point where sales decks, presentations, proposals, and pricing come into play. Author bio: Amanda Nelson is Director of Marketing at RingLead , an Oracle Marketplace Partner , where she leads content marketing strategy and execution.

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Radius Provides High Quality Data on Small Businesses

Customer Experience Matrix

In its current incarnation, Radius also imports a list of won and lost deals from each client’s CRM system (direct connection to Salesforce.com , batch imports from others) and shows how well each attribute correlates with success. Pricing starts at $15,000 per year for small enterprises. This latest vision was appealing enough to attract $54.7 businesses and their attributes.

CallidusCloud Buys LeadFormix Marketing Automation for $9 Million Cash

Customer Experience Matrix

The list of independent marketing automation systems shrank by one yesterday when Leadformix was purchased by sales enablement vendor CallidusCloud for $9 million. The price is surprisingly low for an established marketing automation vendor. This would translate to around $7 million revenue, for a price of just over 1x revenue, compared with 4 to 5x revenue in other recent acquisitions. But bear in mind that LeadFormix was largely self-financed, so they may have sold at a bargain price because they couldn’t afford to compete with better-funded competitors.

Beanstalk Data Adds Service to the Marketing Automation Recipe

Customer Experience Matrix

It provides all the basic B2B marketing automation functions: mass email, landing pages and surveys, behavior tracking, lead scoring, nurture campaigns, and CRM integration. Lead scoring is also done the usual way: by assigning points to lead attributes and behaviors. It then modifies them and changes the thresholds that trigger actions such as sending a lead to sales.

MindMatrix Adds Sales Support to Marketing Automation

Customer Experience Matrix

In May I wrote about Demandforce , which specializes in local service businesses such as dentists and auto repair shops and had just been purchased by Intuit. Lead scoring rules can consider response to system-generated documents, such as proposals and presentations, arguably allowing more accurate scoring than other systems. I'm sure plenty of other specialists exist as well.

Manticore VII Marketing Automation and Lead Generation Released

Webbiquity

The company made the announcement at Salesforce.com’s Dreamforce conference in San Francisco. Although the improved UI is the big change, the new version also adds integration with SalesForce.com for AdWords campaigns and improved lead generation capabilities. Pricing for Manticore VII, delivered on a SaaS platform, starts at about $24,000 per year. Jeff contends that marketing automation systems will become required tools for any b2b “considered purchase&# (i.e., any significant price point, non-commodity products). Digg this! Tweet This!

B2B Marketplaces: A New Breed Takes On an Old Problem

Webbiquity

Since the early days of the Internet, b2b purchasing has seemed like an area ripe for the efficiency and transparency improvements the web could bring. Large purchases, and often even small ones, involved negotiations conducted with imperfect and limited information, leaving both sides wondering if they really got the best deal. While online marketplaces worked well for commodity purchases like office and maintenance supplies, they were viewed skeptically by buyers and sellers alike for more strategic purchases. Approved vendors receive qualified leads for a fee.

Mintigo InterestBase Harvests Web and Social Data for Marketing and Sales

Customer Experience Matrix

Predictive models can show how different attributes correlate with targeted behaviors such as purchasing a product. This week it announced a new platform , InterestBase, that gives clients an interface to define target groups, analyze group members’ interests, push prospect lists to marketing automation and CRM systems, and enhance individual lead records.

Defining Lead Status Classifications

Fathom

This post is for the entrepreneurs that are focused on building out their products and not ready to launch a full commercial strategy.  It’s also for the thousands of traditional enterprise salespeople out there who have yet to embrace the value your marketing department can deliver in sales-ready leads. Listed below are the standard industry definitions we use to classify our leads in salesforce.com. Marketing Qualified Lead (MQL)  – This is the classification of a “soft” lead. They will be added to Salesforce as a lead in general ownership.

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SetLogik Offers B2B Marketers a Real Marketing Database

Customer Experience Matrix

originally saw SetLogik as a tool to associate marketing leads with sales opportunities, even when they are not connected directly within Salesforce.com. This has been sadly lacking in most B2B marketing automation systems, which supplement the Salesforce.com database with barely-extensible lead profiles and contact histories. If anything, I’m even more impressed.

Do Small Businesses Need Marketing Automation?

Customer Experience Matrix

couple have noted that my questions only cover standard marketing automation functions (email, landing pages, nurture campaigns, lead scoring, CRM integration and reporting), while their products offer additional functions. In addition, most small firms have pretty basic needs, so even the “light” editions of full-featured products like Salesforce.com can be overkill. Rather, the most successful small business systems tend to do one thing: think accounting ( Intuit Quickbooks), Web hosting ( Godaddy ), email services ( Constant Contact ) or CRM ( Salesforce.com ).

Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)

Modern B2B Marketing

salesforce.com, Microsoft Dynamics CRM), so why do I need marketing automation ”? Salesforce recently rebranded their social marketing application as the Marketing Cloud, and their website says you can use their solutions to “optimize campaigns from lead to close, on every channel”. Similarly, Pricing. Lead Management. Marketing Programs / Lead Generation. Quotes.

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YesPath Takes Its Own Route to Managing ABM Journeys

Customer Experience Matrix

Special bonus: by relying on marketing automation to deliver their messages, the ABM orchestrators also show that they don’t intend to replace existing marketing automation systems, removing one objection to their purchase. Model inputs include content consumption as sourced from Bombora, behaviors captured by a YesPath Javascript tag on the marketers’ own Web site and emails, and campaign responses imported from CRM ( Salesforce.com only so far) and marketing automation (the first integration will be announced shortly). But don’t tell anyone I told you.) persona-based programs.

Infor Epiphany Marketing and Interaction Advisor: Good Examples of B2C Marketing Automation

Customer Experience Matrix

Epiphany was one of the high-fliers of an earlier marketing automation boom: launched in 1997 with an initial public offering in 1999, it traded stock for a variety of customer management systems before its price collapsed. The remains were scooped up in 2005 by SSA Global, which was itself purchased in 2006 by enterprise software vendor Infor. has not bought a specific product).

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NetProspex Product Review: Powerhouse for Lead Lists

Smashmouth Marketing

As many of you would expect, Green Leads consumes prospect lists at a rate that far exceeds most outbound marketing efforts. Users can search on meta-data of specific attributes at companies such as what software system their organization is using, for instance Salesforce.com, NetSuite or Oracle. Pricing is similar to the other services. You can trade contacts for credit, or purchase credits, and there are corporate licenses available. As a result, we've got licenses with Jigsaw , OneSource and NetProspex , and we use LinkedIn and other contact discovery services.

Whatsnexx Manages Customer States, Not Campaigns

Customer Experience Matrix

Previous products include Verbind (later purchased by SAS ), Elity (eventually owned by Unica ), and Harte-Hanks Allink Agent (still around in some form). The concept is intriguing: instead of creating campaigns that predefine paths a lead can follow, you define the actions to take when customers are in a particular situation. The company has existing Infogates for Salesforce.com, Constant Contact, Deliva and CakeMail. Pricing is based on the client’s activity level and starts at $500 per month for up to 100,000 transactions. Some perspective is in order.

The Sales Game Has Changed: Here's How to Adapt

Hubspot

Technology adoption among consumers has picked up pace; marketers have changed their lead generation and engagement tactics to shift towards a less interruptive, more invitational focus; and sales professionals have had to adapt their sales methods to communicate with a consumer who has gotten better at dodging their calls. How the Sales Game Has Changed. The result? The result? The result?

Demandbase: A New Twist In The Lead Management Automation Market

delicious b2bmarketing

Home Forrester Research « I was recently briefed by | Main | Going Corporate » August 26, 2008 Demandbase: A New Twist In The Lead Management Automation Market [Posted by Laura Ramos ] In a recent survey of over 2100 IT professionals who buy or recommend telecom and networking solutions, we found buyers turn to peers and colleagues first, followed by vendor, industry trade, or professional Web sites, to inform their purchase decisions. Users can query this widget to find out more about these visitors and decide if they want to purchase full business contact information.

LoopFuse Offers Free Marketing Automation System: Another Step Towards Industry Consolidation

Customer Experience Matrix

Personally, I’d argue that the really significant news out of LoopFuse is their newly tiered pricing structure. The entry point of $350 per month (for up to 10,000 prospects with unlimited emails and page views) is much lower than the $1,000 to $2,000 starting price of most full-function marketing automation systems. Prices at higher volumes are also much lower than competitors. This will put substantial pricing pressure on vendors who, in many cases, are already struggling to reach sustainable margins. More important, price is just one factor in picking a system.

CRM 2

LeadForce1 Adds Mind Reading to Marketing Automation

Customer Experience Matrix

It combines this with standard B2B marketing automation features to provide better-qualified leads to sales people. The company’s product touches the standard marketing automation bases: outbound email, landing pages and forms, lead nurturing, scoring and integration with Salesforce.com. It adds some less typical features for telephone lead qualification, which makes sense for reasons we’ll get to later. Sales stage” uses a standard progression of research, consideration, trial and purchase, which clients can change if they wish. Such is my take on LeadForce1.

Genius.com Offers Free Edition: How Much Does It Lower True Cost of Entry?

Customer Experience Matrix

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. LoopFuse also provides automated Salesforce.com integration, but doesn’t have Genius’s Web tracking technology. marketing automation system is a highly considered purchase. That is, it captures and tracks leads but doesn’t do sophisticated lead nurturing. Summary: Genius.com has added a free version of its system.

Treehouse Interactive MarketingView Combines Demand Generation with Campaign ROI Tracking

Customer Experience Matrix

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 balance use the company's sales automation product, SalesView, (which is what let them get away without Salesforce.com integration for so long), and a partner portal called ResellerView. The system is a little above-average in that emails can contain if/then rules to display different images based on differences in lead data. lead scoring based on actual purchases. Partner management.

OfficeAutoPilot: Simple, Powerful, Low Cost Demand Generation for Small Business

Customer Experience Matrix

The latest version actually offers integration with Salesforce.com as well, making the system more suitable for larger organizations. Indeed, the functionality of OfficeAutoPilot compares favorably with conventional demand generation systems, while the pricing – starting at just under $600 per month for 50,000 contacts and 100,000 monthly emails – is hugely attractive. This can be the start of the sequences, a fixed date such as a birthday, or an activity such as the last purchase. MoonRay says about 20% of its clients use its bi-directional Salesforce.com synchronization.

Low Cost Systems for Demand Generation

Customer Experience Matrix

But what really concerns me is that these people are apparently limiting their consideration to just those two products. I do recognize that they are the best known vendors in the space (with apologies to Vtrenz , whose identity is somewhat blurred since its purchase by Silverpop ). Here are some alternatives that will come in at or below Marketo’s published starting price of $2,400 per month (or $1,500 for their “Lite” version). (To be fair, many of the vendors below charge an installation of that can be several thousand dollars or more, while Marketo doesn't. Read it here.]

CRM 2

Marqui Combines Content Management and Demand Generation

Customer Experience Matrix

Today, content management and campaign management can be purchased separately although they are tightly integrated. In this view, content management is responsible for attracting, engaging and capturing leads, while campaign management captures, nutures, and sends leads to sales. That makes a nice diagram but it ignores the reality that content management systems are generally purchased and run by IT while demand generation systems belong to marketing. He said about one-third do purchase both modules at once. This poses a serious sales challenge.

Genoo Aims to Shake Up Marketing Automation Space

WebMarketCentral

Marketing automation / demand generation software enables marketers to build microsites and use content marketing to capture leads and nurture them through the buying process. The company's new marketing automation platform enables users to create complete websites as well as microsites and landing pages, automatically send emails triggered by specific actions, configure lead scoring, and integrate with Salesforce.com. Pricing starts at $199 per month for a single user and microsite, with no limit on the number of leads in the account, plus $8.50 per 1,000 emails sent.

HubSpot Expands Its Services But Stays Focused on Small Business

Customer Experience Matrix

The company began with search engine optimization to attract traffic, and added landing pages, blogging, Web hosting, lead scoring, and Salesforce.com integration. Of course, this competition was always implicit – few small businesses would have purchased HubSpot plus one of those products. On the other hand, HubSpot’s lead scoring, email and nurture campaigns are quite limited compared with its competitors. HubSpot offers three pricing tiers that add service as well as features at the levels increase. But I wouldn’t be surprised if they changed their minds.

LeadLife Mixes Advanced and Simple Features

Customer Experience Matrix

It offers many features that appeal to large marketing departments: fine-grained user rights management, rule-based content selection, multiple scores per lead, central processes to score leads and transfer them to sales, APIs to integrate with external Web forms, campaign cost tracking, detailed ROI reporting, and project management with tasks. Leads can be assigned to an event with a list or posted to the event from a Web form. The system keeps track of all events each lead is linked to and uses events as its primary vehicle for marketing performance measurement.