Customer Experience Matrix

NOVEMBER 5, 2009

I still suspect they will, driven by the need for ever-closer cooperation between marketing and sales teams in managing prospect relationships. by Market2Lead CMO Kevin Joyce for a good statement of the separatist position.) Technology may impede Software-as-a-Service sales automation vendors from adding marketing automation.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

Customer Experience Matrix

SEPTEMBER 1, 2010

150% MQLs to Sales Accepted Leads (SALs) nearly 75% 58% 29% SALs to Sales Qualified Leads (SQLs) nearly 61% 49% 24% SQLs to Closed Business 31% 23% 35% Incidentally, SiriusDecisions reported newer but very similar figures in the recent Neolane-sponsored Webinar 'Making the Business Case for Marketing Automation'. 51% win rates 55.6%

Marketing Automation Services 120

Marketing Automation Services Lead Ranking Marketing Automation Marketing Qualified Leads 120

Customer Experience Matrix

FEBRUARY 4, 2009

My new obsession with Twitter (follow me as @draab) has led to several messages from people who seemed to have trouble choosing between Eloqua and Marketo. Marketo is certainly a fine product, but marketers should still look around before picking it by default. Pricing starts at $599 per month. I reviewed it here in March.

Demand Generation 120

Demand Generation Cost Marketing Management Demand 120

Customer Experience Matrix

MARCH 5, 2009

Eloqua Manticore Technology Market2Lead Marketbright Marketo Neolane Silverpop Engage B2B complex 11 8.5 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. Here, then, is the final usability matrix.

Lead Scoring 120

Lead Scoring Lead Ranking Demand Generation Work Management 120

Buzz Marketing for Technology

APRIL 6, 2010

When you think of lead nurturing platforms you typically think of firms like Eloqua, Marketo, Aprimo, LeadLife, Market2Lead, Silverpop, even Salesforce.com is getting into the lead nurturing space. Even conduct the sale with payment options like PayPal in the future. But Facebook?

Lead Nurturing 100

Lead Nurturing Facebook Market2Lead Leads 100

Customer Experience Matrix

NOVEMBER 18, 2009

This has more to do with the degree of personal selling (and after-sale service) than anything else. These vendors have geared their sales process to selling to large firms, with the in-person demonstrations, technical reviews, formal proposals and contract negotiations that implies. I also promised a blog post on the topic.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Demand Generation Agencies Demand Generation 120

Customer Experience Matrix

MARCH 4, 2009

Marketo gets a half point because it can direct leads to lists, which in turn feed campaigns, but not to campaigns directly. Explicitly direct leads from one campaign to another Eloqua Manticore Technology Market2Lead Marketbright Marketo Neolane Silverpop Engage B2B 1 1 1 1 0.5 Multiple scores per lead.

Demand Generation 120

Demand Generation Lead Scoring Lead Ranking Manticore 120

Customer Experience Matrix

MARCH 2, 2009

In both cases, I see the basic flow as an outbound email, landing page, multi-step nurturing campaign, lead scoring, and transfer to a CRM system for sales followup. Select marketing assets from shared libraries Eloqua Manticore Technology Market2Lead Marketbright Marketo Neolane Silverpop Engage B2B 1 1 1 1 1 1 1 Text search for assets.

Demand Generation 120

Demand Generation Lead Scoring Lead Ranking Manticore 120

Online Marketing Institute

JULY 31, 2009

Demand Stream™ includes a Web widget that shows sales and marketing the names of companies visiting the Web site in near real-time. I worry that this tool only ends up helping sales pick out cold calls to make, and is not used by marketers enough to segment, collect, and improve their prospecting databases. I’m sure I forgot a few.

Enterprise Management 40

Enterprise Management Work Management DemandBase Marketing Management 40

Customer Experience Matrix

JULY 3, 2008

Rather, it sells preconfigured applications that use the platform for specific purposes including sales pipeline analysis, order analysis, and (just released) sales lead analysis. The question here is whether most demand generation systems ( Eloqua , Vtrenz , Marketo , Market2Lead , Manticore , etc.)

Work Management 120

Work Management Marketing Management Demand Market2Lead 120

LeadSloth

JANUARY 12, 2010

Sales & marketing alignment. Kevin Joyce , CMO, Market2Lead. Manager, Inbound Marketing, Marketo. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. Methods to the madness: Everybody has methodologies, Sales has SPIN, Customer Centric, etc. The Contributors.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Sales Management Automation 100

Online Marketing Institute

JULY 31, 2009

Most recently, Marketo just announced their lead management solution. 4) “Pure play” lead management – this group is lead by Eloqua , but there are a LOT of firms throwing their hat into this ring including Vtrenz, Hubspot, Manticore, Market2Lead, Marketo, LoopFuse, einsof, iHance, Precience, among many others.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40

B2B Marketing Zone Posts

MAY 3, 2010

The biggest disconnect for companies is that a marketer’s definition of a lead can often be quite different than how sales defines what they need to accept a lead as qualified for follow-up. Numbers such as click-thrus, cost-per-lead, cost-per-sale and ROI dominate the landscape of marketing discussions. I like numbers.

Forecasting 40

Forecasting Social Media B2B Marketing Social Marketing 40