ANNUITAS

MARCH 18, 2014

There is no doubt that the role of the B2B marketer has changed and this change has been led by the change in the buying process and the access to information that is at the finger tips of todays B2B buyer. Step Two: Process. The second aspect of the “process” component is continued improvement.

Process 100

Process Planning Marketing Automation Services Demand Generation 100

ANNUITAS

AUGUST 20, 2014

Today we launched our latest eBook, Change Management – Staying Relevant, Predictive and Sane in the Changing Landscape of Demand Generation , a joint venture by Mathew Sweezey , author and Marketing Automation Evangelist for Salesforce.com and Carlos Hidalgo , CEO and Principal, ANNUITAS. What is your strategic focus?

Marketing Automation 100

Marketing Automation Work Management Salesforce.com Automation 100

Customer Experience Matrix

DECEMBER 20, 2012

Oracle announced today that it has agreed to purchase B2B marketing automation leader Eloqua for $23.50 So that’s all fine, but what industry observers really want to know is how Salesforce.com will react. Okay, now we can talk about Salesforce.com. per share, which comes to $871 million. The stock had been hovering around $17.50

Eloqua 120

Eloqua Marketing Automation Services Enterprise Management Marketing Automation 120

Customer Experience Matrix

JUNE 27, 2014

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.

Lead Ranking 120

Lead Ranking Lead Scoring Marketing Automation Services Reachforce 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. 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.

Enterprise Management 120

Enterprise Management Work Management Lead Ranking Marketing Management 120

Customer Experience Matrix

MARCH 26, 2015

For many smaller companies, a suite like Adobe, Oracle , IBM , Salesforce.com , SAS , or Teradata isn’t an option and would be overkill if it were. Integration is currently available for Salesforce.com CRM, Marketo , and HubSpot , with plans to add Salesforce.com Pardot and Oracle Eloqua shortly. - email-based targeting.

Paid Search Agency 120

Paid Search Agency Display Enterprise Management Marketing Automation Services 120

Webbiquity

MARCH 12, 2019

Ecommerce is great for everyday purchases. But what if you’re making a much more complex purchase, like a dream vacation to the other side of the world, or an integrated security system for an office campus? Those things are not a “one-click” purchase. One entrepreneur has a new answer. Engage, Inc.

Burn Rate 198

Burn Rate eCommerce Salesforce.com Click Rate 198

Heinz Marketing

DECEMBER 9, 2021

Sales intelligence software/platforms help companies use data to increase sales and improve sales processes. Analyze customer calls, meetings, and emails to drive process changes that impact your bottom line. I didn’t realize, when I was purchasing, that the level I was buying would only work with the extension.

B2B Sales 70

B2B Sales Enterprise Management Zoominfo Work Management 70

ViewPoint

AUGUST 28, 2013

Companies must take the lead and make sure their sales people are familiar with the new paradigm, says my latest guest on PowerViews, Nick Stein, senior director of marketing and communications at Salesforce.com, the enterprise cloud software heavyweight. Buyers are more sophisticated, but they still prefer a human touch. Stay Tuned.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

MAY 13, 2016

A couple of years ago I wrote a blog for Salesforce.com about lead definition. Plans to make a purchase decision in six months or less. Decision making process and timeframe. Documentation of allocated budget or the process for budgeting. All because the CEO did not insist on a common definition of a lead.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

Salesforce Marketing Cloud

JULY 6, 2023

The acronym stands for: metrics, economic decision maker, decision criteria, decision process, implicate the pain, champion, and competition. The champion guides you through the decision-making process, introduces you to key players, and alerts you if things go wrong.” Start learning +300 points Module Sales Process Basics 5.

Enterprise Management 86

Enterprise Management Lead Scoring Lead Ranking Salesforce.com 86

Zoominfo

NOVEMBER 22, 2019

A bit further on, as part of your ABM strategy , you’ll fully recreate the journey for these companies – and identify key points where the marketing and sales processes made progress. It’s also useful to look through and learn the first product or service that they purchased – their point of entry. How did you create the conversation?

Account Based Marketing 218

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 218

Customer Experience Matrix

AUGUST 28, 2014

Since then, I’ve had a more detailed briefing, which clarified that their scope extends well beyond prospect lists to predictive models applied across all stages of the purchase cycle. Standard integrations are available for Salesforce.com , Oracle Eloqua and Marketo. Stages are defined in consultation with the client.

Lead Ranking 120

Lead Ranking Activities Lead Scoring Marketing Automation Services 120

ANNUITAS

SEPTEMBER 9, 2011

Observation 1: Salesforce.com is not going to acquire a Marketing Automation Vendor anytime soon. However, there was quite a buzz as many tried to discover which marketing automation platform Salesforce.com decided to purchase for their own use. Observation 4: Salesforce.com Needs Better Content .

Marketing Automation Services 100

Marketing Automation Services Salesforce.com Marketing Management B2B Thought Leadership 100

Customer Experience Matrix

APRIL 10, 2014

The product changes were quite modest: new search engine optimization features for entry level users; a global marketing calendar; and relabeling of InsightEra, which Marketo purchased in December, as Marketo Real Time Personalization. The SEO and calendar features are still in beta and will be rolled out this spring and summer.

Marketo 120

Marketo Marketing Automation Services Conference Work Management 120

The Point

JUNE 18, 2013

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. Then, apply “Survivor” rules.

Salesforce.com 100

Salesforce.com Work Management Marketing Management Content 100

Customer Experience Matrix

NOVEMBER 28, 2015

The good news is that set-up is done only when you’re defining the modeling process or adding new sources, so the manual work isn't repeated each time a model is built or records are scored. The predictions usually describe likelihood of actions such as purchasing a specific product but they could be something else.

Analytics 120

Analytics API Work Management Salesforce.com 120

Webbiquity

FEBRUARY 14, 2010

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. any significant price point, non-commodity products).

Manticore 100

Manticore Marketing Automation Services Lead Generation Marketing Automation 100

Customer Experience Matrix

APRIL 5, 2011

Previous products include Verbind (later purchased by SAS ), Elity (eventually owned by Unica ), and Harte-Hanks Allink Agent (still around in some form). The company has existing Infogates for Salesforce.com, Constant Contact, Deliva and CakeMail. Some perspective is in order. So savings of that magnitude would be significant.

Work Management 120

Work Management Campaigns Salesforce.com 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. A marketing automation system is a highly considered purchase.

Work Management 120

Work Management Marketing Automation Services Marketing Management Loopfuse 120

markempa

APRIL 13, 2015

What can you to do optimize your lead distribution process for higher conversion? The logistics for the lead distribution process are established with each sales representative and, in general, completed by email within 24 hours of the generation of the lead. Develop a centralized process to track lead follow-up by Sales.

Distribution 120

Distribution Sales Qualified Leads Lead Scoring Lead Ranking 120

InsightSquared

MARCH 15, 2019

There’s nothing worse than making a huge purchase, taking the bow off, and then having it fall short of your expectations. Define Your Processes. While you can crack the lid on your newly purchased Salesforce instance and start using it right away, it can’t do the hard work of creating your processes for you.

CRM 239

CRM Work Management Sales Cycle Cross-Selling 239

ViewPoint

OCTOBER 24, 2011

—noted the Dreamforce announcement of Salesforce.com’s support for Kenandy , a cloud-based manufacturing solution that incorporates the social tool, Chatter. In a sense, Kenandy and PointClear function in similar ways to move strategic business processes out to more efficient and cost-effective resources.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

Digital B2B Marketing

APRIL 2, 2013

The buying process may take 12 to 18 months. In most B2B organizations, Salesforce.com or a similar solution is the system of record. Assess the change in perception of your brand or product as well as the overall intent to purchase using attitudinal research (aka brand studies).

Top of Funnel 100

Top of Funnel Peer-to-peer B2B Work Management 100

The Mx Group

NOVEMBER 17, 2017

For example, if your products / solutions are “considered purchase” (complex, longer cycle, multi-constituent, more expensive) rather than transactional, you’ll likely do better with ABM. If you are using a process or technology to dynamically prioritize accounts, this will typically fall to Marketing. What should we do differently?

Account Based Marketing 95

Account Based Marketing ABM Marketing Automation Services Demand Generation Agencies 95

accelerate agency

SEPTEMBER 21, 2021

Customer lifetime value tells you how valuable each customer is to your SaaS company, and it’s based, not just on a purchase-by-purchase basis – but in terms of their entire relationship with you. Your customer acquisition costs may exceed the value of their first purchase.

Lead Ranking 52

Lead Ranking Lead Scoring Churn Rate Ideal Customer Profiles 52

accelerate agency

SEPTEMBER 21, 2021

Customer lifetime value tells you how valuable each customer is to your SaaS company, and it’s based, not just on a purchase-by-purchase basis – but in terms of their entire relationship with you. Your customer acquisition costs may exceed the value of their first purchase.

Lead Ranking 52

Lead Ranking Lead Scoring Churn Rate Ideal Customer Profiles 52

accelerate agency

SEPTEMBER 21, 2021

Customer lifetime value tells you how valuable each customer is to your SaaS company, and it’s based, not just on a purchase-by-purchase basis – but in terms of their entire relationship with you. Your customer acquisition costs may exceed the value of their first purchase. Conclusion. What is customer lifetime value?

Lead Ranking 52

Lead Ranking Lead Scoring Churn Rate Ideal Customer Profiles 52

DiscoverOrg

AUGUST 14, 2018

A bit further on, as part of your ABM strategy, you’ll fully recreate the journey for these companies – and identify key points where the marketing and sales processes made progress. It’s also useful to look through and learn the first product or service that they purchased – their point of entry.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

Hubspot

OCTOBER 1, 2021

A whopping 92% of buyers are more likely to purchase B2B business tools after reading a trusted review, say G2 Crowd and Heinz Marketing. The review platform prides itself on its rigorous vetting process, 30,000+ fresh reviews every month, and easy access to key purchase decisions and confidence-building insights. Social CRM.

Communities 53

Communities CRM Lead Ranking Marketing Management 53

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. But it can also insert a script into an ecommerce system transaction page to pull revenues from online purchases. lead scoring based on actual purchases.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Enterprise Management 120

LeadSloth

NOVEMBER 16, 2010

Several people had worked with the sales team to better understand the buying process, and one company even started a user experience group to better understand the customers. Also, lead source can give valuable clues to the desired length of the nurturing process. Purchased list: 250 days. Paid search: 60 days.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

DiscoverOrg

AUGUST 14, 2018

A bit further on, as part of your ABM strategy, you’ll fully recreate the journey for these companies – and identify key points where the marketing and sales processes made progress. It’s also useful to look through and learn the first product or service that they purchased – their point of entry.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

B2B Marketing Directions

MARCH 1, 2015

Salesforce.com recently published the results of its 2015 State of Marketing survey. The Salesforce.com survey included a nice balance of B2B and B2C participants. In the B2C world, however, research indicates that social media plays a more significant role on the customer's path to purchase.

B2B Marketing 40

B2B Marketing Salesforce.com Planning B2B 40

Customer Experience Matrix

FEBRUARY 24, 2009

Major themes were greater access to detailed information, more precise targeting, and tighter integration with Salesforce.com. In Marketo’s case, though, it’s less a matter of adding sales-type functions than tightening its integration with Salesforce.com. The changes that Fernandez described seemed good but subtle.

Marketo 120

Marketo Marketing Automation Services Marketing Management Vtrenz 120

NuSpark Consulting

MAY 28, 2011

You guys only knew the basics of Salesforce.com. Because of all those white papers, podcasts, and webinars that we’ve been promoting over the last few months, we’re been training those “tire-kickers” and I know that some of those early prospects are now engaging with you guys; some have purchased! We’re sharing and updating together.

Email Marketing 100

Email Marketing Work Management Marketing Automation Services Lead Scoring 100

NuSpark Consulting

MAY 28, 2011

You guys only knew the basics of Salesforce.com. Because of all those white papers, podcasts, and webinars that we’ve been promoting over the last few months, we’re been training those “tire-kickers” and I know that some of those early prospects are now engaging with you guys; some have purchased! We’re sharing and updating together.

Email Marketing 100

Email Marketing Work Management Lead Scoring Lead Ranking 100