The Point

SEPTEMBER 30, 2013

A prospective client asks: “We’re just getting our demand generation programs ramped up, and I’m not sure I’m ready for marketing automation. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. And therein lies the difference.

Lead Nurturing 100

Lead Nurturing Demand Generation Agencies Marketing Automation Services Sales Qualified Leads 100

The Point

JUNE 14, 2011

A client confessed recently that one of the reasons his company had selected Marketo as a marketing automation provider was because he was so impressed by their marketing. Tangentially, I’d argue that more companies should select marketing agencies by the same criteria.). All in all, a job well done.

Marketo 100

Marketo Email Campaigns Campaigns Advertising Agencies 100

The Point

OCTOBER 14, 2010

Earlier this week, Marketo , the marketing automation company, held its second ever user conference in San Francisco. Based on first-hand impressions, however, it’s not how the vast majority of clients are employing (or even thinking of) marketing automation. It’s all heady stuff. Think you have enough content?

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

The Point

FEBRUARY 27, 2018

We recommend all marketers consult with legal counsel on how best to fully comply with GDPR. If you use a marketing automation platform such as Marketo , that software will track anonymous visitors to your Website by capturing their IP address and other information by means of a browser cookie.

Privacy Policies 231

Privacy Policies Marketing Automation Services B2B Marketing Marketing Management 231

The Point

JUNE 29, 2015

Are most B2B companies getting maximum value from their investment in marketing automation? A recent industry survey by Spear Marketing Group suggests: no. Or are companies rushing to implement marketing automation without a full understanding or strategy for how to put that technology to best use?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Marketing Management 100

The Point

DECEMBER 16, 2015

Research company TrustRadius just published their new edition of the “Buyer’s Guide to Marketing Automation Software,” and it’s a doozy. Let’s face it, most martech “guides” are written by, well, marketers, and are either sponsored by or authored by the technology vendors themselves, so the content needs to be read with a critical eye.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Planning 100

The Point

FEBRUARY 13, 2013

Recently I was asked to contribute some thoughts to Marketo’s new ebook, “ The Definitive Guide to Marketing Automation.” What are the most important things to look for in a marketing automation vendor? What do you think the future of marketing automation will look like in the next few years?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Automation 100

The Point

JUNE 25, 2019

Depending on the marketing automation platform (MAP) you use, this might be captured in different ways (for example: Pardot campaigns, Marketo acquisition programs). A good starting point is a mini data audit, focused on the following questions: * Are you capturing lead sources? What do your leads and accounts look like?

Marketing Attribution 242

Marketing Attribution Work Management Marketing Management Marketing Automation Services 242

The Point

NOVEMBER 15, 2022

Outbound marketing is an imperative if your audience doesn’t know your brand, or that your type of solution exists, or that they even have a problem worth solving in the first place. Indeed, the days of marketing en masse to cold lists via marketing automation platforms (MAPs) like Marketo are behind us.

Purchase 162

Purchase Paid Search Agency Paid Social Agency Outreach 162

The Point

MAY 14, 2012

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.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Report Automation 100

The Point

FEBRUARY 8, 2012

In a phone call this week I was swapping war stories with a well-known sales and marketing consultant, who, like us, works with B2B companies to improve their return on marketing automation. And that fact, I would propose, is a good sign for a maturing market. emphasis mine). No, not necessarily.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Process 100

The Point

APRIL 1, 2014

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. Marketo sends first follow-up email. Wait 2 weeks.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 100

The Point

FEBRUARY 11, 2014

Paul Albright boasts a 30-year track record of success in Silicon Valley, including executive roles at companies such as Marketo, SuccessFactors, NetApp, and Informatica. PA] If you think about how marketing has evolved, you need to get your back-office systems sorted out before you attack the top of funnel opportunity.

Paid Content 100

Paid Content Demand Generation Agencies Cost per Lead Lead Scoring 100

The Point

SEPTEMBER 17, 2014

All campaigns were built and launched in Marketo, a leading marketing automation platform. Spear is a Marketo agency partner.) “A A large part of the power of marketing automation is the ability to tailor your message automatically based on both demographic and behavioral criteria,” says Sewell.

Conversion Rate 100

Conversion Rate Marketing Qualified Leads Demand Generation Agencies Lead Ranking 100

The Point

MARCH 18, 2014

Over at marketing automation firm Marketo , CEO Phil Fernandez just wrote a full-throated rant against the evils of unsolicited email and purchased email lists used indiscriminately: “How does anyone think that these are sensible emails to send to the CEO of a fast-growing public company?

Demand Generation Agencies 100

Demand Generation Agencies Advertising Agencies Marketo Demand Generation 100

The Point

AUGUST 23, 2011

Horrified at the responsibility of investigating marketing automation solutions for your company? In a little over 20 minutes, you’ll learn: • What makes marketing automation different from older email platforms. • Who the leading vendors are in the marketing automation category. •

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Webinar Metrics 100

The Point

AUGUST 1, 2013

In my experience, companies new to marketing automation often launch scoring schemas too quickly as part of an overall rush to value, and by the time the schema gets corrected, sales needs to be re-sold and re-trained on what they now regard as inaccurate and irrelevant data. Multiple campaigns assigning lead scores.

Lead Scoring 100

Lead Scoring Lead Ranking Sales Qualified Leads Leads 100

The Point

OCTOBER 30, 2013

If you utilize a marketing automation platform, the registration form on your landing page will be pre-populated with the prospect’s contact information, so conceivably all he/she has to do is click on the “submit” button. You’re not really asking for much. You’ll lose the opportunity to learn more about the prospect.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Landing Pages 100

The Point

DECEMBER 11, 2018

There was a time, not so long ago, when Marketing Automation went through a similar transition. In the giddy, early days when solutions like Marketo first arrived on the scene, the reigning view was that the technology was all a company needed to solve their lead management and email marketing woes.

Account Based Marketing 157

Account Based Marketing ABM Ideal Customer Profiles Enterprise Management 157

The Point

AUGUST 8, 2013

B2B Marketing Campaign Measurement Demand Generation Lead Management Lead Nurturing Marketing Automation lead scoring lead scoring best practices lead scoring mistakes lead scoring schema lead scoring tips Marketo best practices marketo consultants Marketo lead scoring Marketo partner'

Lead Scoring 100

Lead Scoring Lead Ranking Sales Qualified Leads Marketo 100

The Point

MARCH 18, 2011

Late last year at the Dreamforce conference in San Francisco I was fortunate enough to chat with Maria Pergolino , Marketing Director at Marketo (and renowned all-around Content Marketing Queen.) whether marketing automation can be a fit for small companies. • You can view the entire interview below.

Lead Nurturing 100

Lead Nurturing Conversion Marketo Demand Generation 100

The Point

NOVEMBER 27, 2018

Beyond the ability to optimize social media strategy, this allows marketers to confidently demonstrate the value of any given social activity on the company’s bottom line. In addition, the platform integrates with leading marketing automation platforms, such as Eloqua, HubSpot, Marketo, and Pardot.

Top of Funnel 203

Top of Funnel Demand Generation Agencies Demand Generation Lead Scoring 203

The Point

MAY 18, 2010

I was reminded today of just how successful the marketing automation vendors have been (to their credit, it must be said) in defining their solutions as the answer to today’s marketing problems. At our firm we use Marketo , which works extremely well for us. It won’t. (No No matter how good the software.).

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Lead Nurturing 100

The Point

MARCH 25, 2016

Take full advantage of marketing automation. Integrate your marketing automation system (e.g. Marketo, Pardot) with your Webinar platform (e.g. Make sure that you include a prominent (and functioning) “add to calendar” link or button on the thank you/confirmation page, confirmation email, and all reminder emails.

Webinar Metrics 100

Webinar Metrics SEM Marketo Marketing Automation Services 100

The Point

FEBRUARY 11, 2013

HS: How are you different from marketing automation vendors like Eloqua or Marketo at addressing this issue? BC: First, our software is complementary to marketing automation systems and Salesforce. In fact, all of our customers today (with one exception) use both Salesforce and a top marketing automation system.

Marketing Automation Services 100

Marketing Automation Services Salesforce.com Campaigns Budget Programs 100

The Point

SEPTEMBER 6, 2011

First, the company invested in Marketo , a leading marketing automation platform that integrated well with the company’s CRM system, Salesforce.com. Many companies implementing marketing automation software let the technology drive strategy,” says Howard Sewell, Spear President. “We

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

The Point

FEBRUARY 27, 2012

Amongst companies who adopt marketing automation technology, the problem of lead score inflation is a common one, mainly due to the rudimentary way in which most companies first decide to assign those scores. attends Webinar, VP-level title or above). assign negative scores for undesired behavior or demographics, or inactivity (e.g.

Lead Scoring 100

Lead Scoring Lead Ranking Sales Qualified Leads Leads 100

The Point

APRIL 30, 2012

Because the page is hosted in Marketo , a leading marketing automation platform, the person’s email address, first name, last name, title, and country are all pre-populated, making it easy for the individual to update or correct outdated profile information.

Marketing Management 100

Marketing Management Marketing Automation Services Data Hygiene Ideal Customer Profiles 100

The Point

JUNE 20, 2012

The growing adoption of marketing automation systems is empowering B2B marketers to develop, produce, and execute email campaigns more efficiently, and more effectively, than ever before. But one other element plays a key role even before you write one word of copy: the design template.

Template 100

Template Tips Landing Pages Marketo 100

The Point

AUGUST 10, 2009

When marketing automation vendor Marketo released their “Definitive Guide to Lead Nurturing” last week (see earlier post) they knew pretty quickly they had a hit on their hands. Within 6 hours, 1,000 people had registered and downloaded the guide.

SEM 100

SEM Content Marketing Marketing Automation Services Marketo 100

The Point

NOVEMBER 5, 2009

It’s no secret that I am a fervent evangelist for marketing automation, and at our agency we see the real-life benefits every day in the form of clients generating higher conversion rates, more qualified leads, and shorter sales cycles. HS) Where do you see as the greatest opportunity to improve marketing and sales processes?

Salesforce.com 100

Salesforce.com Eloqua Work Management Marketing Management 100

The Point

JUNE 26, 2009

Tags: B2B Marketing Demand Generation Landing Pages Lead Management Lead Nurturing Marketing Automation direct marketing lead generation b2b demand generation demandbase marketo.

DemandBase 100

DemandBase Landing Pages Leads Lead 100

The Point

APRIL 8, 2010

Because we host our page on Marketo , the old information is pre-populated automatically for anyone who has previously opened one of our emails. When a subscriber clicks on our “update profile&# link , he/she gets taken to a simple landing page (at right) where it’s a quick and easy task to update the relevant data.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Marketo Lead Nurturing 100

The Point

JANUARY 13, 2015

That likely means one of two options: • a marketing automation system like Eloqua , Marketo or Pardot that in turn integrates with a CRM database like Salesforce.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads ROI Sales Qualified Leads 100

The Point

AUGUST 4, 2009

Tags: B2B Marketing Lead Management Lead Nurturing Marketing Automation marketo.

Lead Nurturing 100

Lead Nurturing Leads Lead Marketing Qualified Leads 100

The Point

SEPTEMBER 29, 2011

The subject of hot vs. cold leads was a prime topic at a Marketo roadshow event I attended earlier this month, when Paul Albright , the company’s Chief Revenue Officer, gave a compelling presentation on marketing metrics and some of the factors behind his company’s rapid success.

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking Leads 100

The Point

NOVEMBER 16, 2011

In a recent post , the folks over at Silicon Angle applied their usual insightful analysis to the results of an industry survey by marketing automation company Pardot , a survey that reports fully 42 percent of respondents (all B2B Marketers) have failed to generate any leads from their social media campaigns.

Social Media 100

Social Media Demand Generation Agencies Media Leads 100