LeadSloth

NOVEMBER 16, 2009

For CRM, I focused on Salesforce.com. Marketing Automation also has some features for sales people, but those tend to be focused on lead prioritization, email, and prospect activity notifications. Luckily, all Marketing Automation systems can be connected to Salesforce.com and often also to other CRM systems. Forecasting.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation CRM Salesforce.com 100

Customer Experience Matrix

NOVEMBER 5, 2009

Joe Moloney gave a more detailed answer about limits in Salesforce.com in particular, including lack of CAN-SPAM compliance and limits on mass emails. The immediate take-away here is that the industry still needs to educate prospective buyers on why marketers need a separate system. Vendors take note.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

Customer Experience Matrix

JULY 20, 2009

Yet some other features are fairly advanced: Active Conversion can identify anonymous Web site visitors through reverse IP lookup, find contact names for those companies in JigSaw , and either send the data to Salesforce.com or let sales people access it withing Active Conversion itself.

Active Conversion 120

Active Conversion Lead Ranking Lead Scoring Lead Management 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). Tweet This!

Manticore 100

Manticore Marketing Automation Services Lead Generation Marketing Automation 100

Customer Experience Matrix

JUNE 9, 2009

Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. Marketo today officially launched “Sales Insight”, an application that makes prospect activity history directly available to sales people from within Salesforce.com. There are some subtle differences.

Marketo 120

Marketo Work Management Marketing Automation Services Eloqua 120

markempa

APRIL 13, 2015

In CRMs like Salesforce.com, you can automatically notify sales people when activity has developed in their territory, vertical market or other criteria that you deem to be important. Preschedule appointments for the sales team — Help eliminate “telephone tag”. on a real-time basis.

Distribution 120

Distribution Sales Qualified Leads Lead Ranking Lead Scoring 120

Customer Experience Matrix

FEBRUARY 25, 2009

This gave salespeople a desktop “Tracker” that instantly alerted them when prospects responded to their emails, and showed which pages the prospects visited on their company Web site. Later, the company added MarketingGenius, which lets marketers send email on behalf of salespeople and can react to Salesforce.com workflow rules.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

LeadSloth

OCTOBER 20, 2010

Eloqua is also taking a lesson from Salesforce.com’s playbook by making it easier to extend Eloqua with 3rd party applications. Another new product is Eloqua Discover for Salesforce.com. It is an easy to understand, prioritized view of the hottest, most engaged prospects and accounts. More at the Eloqua University website.

Eloqua 100

Eloqua Jigsaw Salesforce.com Work Management 100

Customer Experience Matrix

JUNE 30, 2010

The critical constraint is that volume is limited to 2,500 prospect names, 5,000 emails and 100,000 page views per month. 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.

Loopfuse 120

Loopfuse Marketing Automation Services Enterprise Management Marketing Management 120

Customer Experience Matrix

APRIL 5, 2011

Whatsnexx offers itself as a radically easier way to manage customer and prospect interactions than conventional marketing automation. The company has existing Infogates for Salesforce.com, Constant Contact, Deliva and CakeMail. Whether it’s radically simpler is another question. Some perspective is in order.

Work Management 120

Work Management Campaigns Salesforce.com Marketing Automation Services 120

Customer Experience Matrix

JULY 17, 2009

On the other hand, unlike traditional demand generation systems, 5Buckets includes promotions to existing customers as well as sales prospects. Existing integrations are available for Salesforce.com, Exact Target , Avectra netForum (association membership), and RealPage (property management). The system can also execute SQL queries.

Multi-Channel 120

Multi-Channel Marketing Automation Services Demand Generation Agencies Advertising Channels 120

Customer Experience Matrix

JANUARY 4, 2012

LeadFormix combines its behavior analysis with anonymous visitor identification (inferring their company from the IP address), access to external prospect lists and enhancement data, and collaboration with partners and affiliates to share lead access. This is why Callidus is a good buyer.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Marketing Automation Automation 120

The Point

NOVEMBER 5, 2009

Marketing teams gather, pre-qualify and nurture leads and provide sales with vital updates on the behavior, interests, and intent of prospects, in real-time. Now that process can be tracked from the beginning including the campaign strategy and prospect profile. As a result, sales reps thrive. Thanks Barbara!

Salesforce.com 100

Salesforce.com Eloqua Work Management Marketing Management 100

Customer Experience Matrix

FEBRUARY 24, 2009

Major themes were greater access to detailed information, more precise targeting, and tighter integration with Salesforce.com. In Fernandez’ view, this reflects a fundamental philosophical difference from his competitors: Marketo sees marketing as reacting to prospect-initiated behaviors, not executing company-driven interaction paths.

Marketo 120

Marketo Marketing Automation Services Marketing Management Vtrenz 120

Customer Experience Matrix

APRIL 1, 2009

That’s somewhat entertaining and can be useful to salespeople who might notice and reach out to current clients or prospects. But the technology is nothing special: a page tag sends the visitor’s IP address to DemandBase, which looks up its owner in standard Internet registries. I'd say that's significant.

DemandBase 120

DemandBase Lead Ranking Lead Scoring Jigsaw 120

LeadSloth

NOVEMBER 16, 2010

Some companies were actively capturing more information on prospects (e.g. A recurring theme is that you need to really understand the prospect. One company even created a fake female persona (including LinkedIn profile), because their prospects were responding way better to a female (IT audience, I guess). ROI Calculations.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

LeanData

DECEMBER 22, 2014

Sales reps rarely use the assigned leads view in Salesforce.com. If reps actually looked at the assigned leads view in Salesforce.com and saw mistakes or non-targeted leads, they become weary about that info and won’t re-visit as often. That’s a poor experience for your prospect and a complete waste of sales rep productivity.

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

Sales reps rarely use the assigned leads view in Salesforce.com. If reps actually looked at the assigned leads view in Salesforce.com and saw mistakes or non-targeted leads, they become weary about that info and won’t re-visit as often. That’s a poor experience for your prospect and a complete waste of sales rep productivity.

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

Sales reps rarely use the assigned leads view in Salesforce.com. If reps actually looked at the assigned leads view in Salesforce.com and saw mistakes or non-targeted leads, they become weary about that info and won’t re-visit as often. That’s a poor experience for your prospect and a complete waste of sales rep productivity.

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

Sales reps rarely use the assigned leads view in Salesforce.com. If reps actually looked at the assigned leads view in Salesforce.com and saw mistakes or non-targeted leads, they become weary about that info and won’t re-visit as often. That’s a poor experience for your prospect and a complete waste of sales rep productivity.

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeadSloth

AUGUST 27, 2009

Prospects now have instant access to much more information, so marketing’s involvement reaches much further down the sales cycle: they need to nurture prospects with relevant content until they are sales-ready. 5 years ago Salesforce.com was tiny compared to Siebel. 10 years ago, email marketing was in its infancy.

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Salesforce.com B2B 100

The Point

APRIL 18, 2011

Good video content engages customers and prospects like no white paper or webinar can. At a recent marketing conference I attended, an exec from CRM giant Salesforce.com tagged video as far and away their heaviest focus for new marketing investment, but not all of us have the same kind of marketing spend at our disposal.

Cost 100

Cost Video Marketing Effectiveness Microsite 100

The Point

NOVEMBER 16, 2011

Navicure uses Marketo and Salesforce.com to track marketing ROI.). Is the sidebar littered with the usual default widgets like categories and tag clouds, or are there links to downloadable material like white papers and Webinars, all gated behind landing pages? I, for one, don’t think the reasons are that complex. promotional).

Social Media 100

Social Media Demand Generation Agencies Media Leads 100

Customer Experience Matrix

SEPTEMBER 7, 2010

LeadPAC lets marketers order prospect lists based on segmentation criteria such as title, industry and company size. The prospects come through LeadPAC’s partnerships with major consumer and business list vendors. That's pretty rare in itself, but what really matters is that LeadPAC's model offers some powerful benefits.

Marketing Automation Services 120

Marketing Automation Services Lead Ranking Work Management Adwords 120

Smashmouth Marketing

DECEMBER 1, 2008

Craig: I wrote a post that I continue to stand by: 3 Changes You Must Make : remessage to reflect the changing buyer, retarget to find prospects who are likely to buy, and redefine their lead definition. For instance, NetSuite deciding to get MORE aggressive now and try to take on Salesforce.com. Not adapting will mean failure.

Lead Generation 100

Lead Generation Generation Salesforce.com Leads 100

Customer Experience Matrix

JANUARY 5, 2010

This contrasts with traditional demand generation pricing on database size and/or activity volume, but is the way sales automation systems like Salesforce.com are usually sold. They illustrate how the role of marketing has changed from simply gathering leads and handing them to sales, to building and managing prospect relationships.

Marketing Automation Services 120

Marketing Automation Services Manticore Market2Lead Marketing Automation 120

Customer Experience Matrix

JULY 8, 2009

Note: after I posted this, it was pointed out to me that the bulk of traffic on several sites relates to customer log-ins rather than marketing prospects. Judging from the press releases on their Web site, this may be due to a new release last October that added Salesforce.com integration. Results are in the following table.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Demand Generation Vendors 120

Customer Experience Matrix

JULY 28, 2010

Changes include a drag-and-drop design tool (similar to Microsoft Powerpoint); integration of opportunities and custom objects from Salesforce.com; better reporting on Web site visitors; and, real time sales alerts on Web activity. Tags: marketing software manticore technology marketing automation lead management demand generation.

Manticore 120

Manticore Marketing Automation Services Demand Generation Agencies Marketing Management 120

Customer Experience Matrix

JUNE 2, 2009

add social media data to prospect profiles. Many other vendors let a user automatically jump to the LinkedIn or Jigsaw profiles of the prospect they are reviewing. Ones I know about include Pardot , LoopFuse , TrueInfluence , Salesforce.com and ACT! CRM vendor RightNow offers something similar under the label of Cloud Links. -

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Marketing Automation Services Marketing Management 120

LeanData

AUGUST 18, 2014

In Salesforce.com, leads come in as individuals, not accounts. How come no one told me that my prospect showed up at our trade show booth 3 months ago? There’s a fundamental challenge within Salesforce.com whereby the inbound leads are not associated to accounts until a sales rep manually attaches the lead to the account.

Salesforce.com 40

Salesforce.com Lead Ranking Marketing Qualified Leads Top of Funnel 40

LeanData

AUGUST 18, 2014

In Salesforce.com, leads come in as individuals, not accounts. How come no one told me that my prospect showed up at our trade show booth 3 months ago? There’s a fundamental challenge within Salesforce.com whereby the inbound leads are not associated to accounts until a sales rep manually attaches the lead to the account.

Salesforce.com 40

Salesforce.com Lead Ranking Marketing Qualified Leads Top of Funnel 40

Customer Experience Matrix

SEPTEMBER 1, 2009

This process has five functions: send emails to prospects; capture responses on landing pages; score leads; send qualified leads to sales; and nurture non-qualified leads with multi-step campaigns. Prospects enter Net-Results from external Web forms (more about that later), file imports, manual data entry, or Salesforce.com synchronization.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Small Business Marketing Marketing Automation Services 120

Customer Experience Matrix

FEBRUARY 13, 2014

Mintigo’s technology scans the Internet for things like job listings and Javascript tags and infers from those which products are used at every company it finds. Software Advice does show the number of prospective buyers by industry: not surprisingly, tech is still the most common industry among new buyers.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 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. But Facebook? Element #2 – Email – the most critical element of a lead nurturing platform is email. I want to roll the clock back a few weeks.

Lead Nurturing 100

Lead Nurturing Facebook Market2Lead Leads 100

Adobe Experience Cloud Blog

JUNE 23, 2010

Yesterday, over 1,000 people came together in San Jose (plus 10K more on a live video feed) for the launch of Chatter at a Salesforce.com Cloudforce event. Marc Benioff, Chairman & CEO of Salesforce.com, set the stage with a video explaining how the world now majorly communicates using social media. The Internet took 4 years.

Salesforce.com 48

Salesforce.com Jigsaw Top of Funnel Enterprise Management 48

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. This report can be turned into a list of hot prospects. This applies both to SalesView and Salesforce.com. Partner management.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Enterprise Management 120

Adobe Experience Cloud Blog

NOVEMBER 25, 2009

It included Sean Whiteley, salesforce.com; Howard Brown, Demand Results, LLC; Jason Stewart, Demandbase Inc.; Terry Whalen, CPC Search; and Lauren Vaccarello, salesforce.com. Many of the attendees at the session were also Salesforce.com partners with applications listed on Salesforce’s AppExchange.

Search Engine Marketing 48

Search Engine Marketing Search Marketing Paid Search Agency Salesforce.com 48