Adobe Experience Cloud Blog

APRIL 11, 2017

At this point, most of us are tracking our prospects’ website visits, content downloads, and campaign engagement. Today, many of your buyers do their own research long before they enter an active sales cycle. We acquired her contact information from a list purchase and we know that she is a Marketo user.

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Intent Data Intent Email Marketing Social Marketing 129

The ROI Guy

OCTOBER 22, 2010

A recent survey from Harte-Hanks reveals some vital metrics to marketers seeking insight on technology buyers and purchase decisions. Frugalnomics Reigns According to survey results, when looking at what is important to making the final purchased decision, technology buyers focus first on ensuring their purchases meet their requirements.

Work Management 40

Work Management Marketing Management ROI Marketing Budget 40

The ROI Guy

JANUARY 10, 2011

We call the economic buyer trend Frugalnomics, where buyers seek quantifiable proof of bottom-line impact, significant ROI, fast payback and superior value from each purchase. When ranking the important factors that influence IT purchase decisions, survey respondents indicated that economic factors once again reign.

Enterprise Management 40

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The ROI Guy

JANUARY 17, 2011

To address the frugal buyer, leading sales enablement groups and marketers are now providing tools to help buyers diagnose their issues, justify solutions, and compare to prove superior value. The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales.

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Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. We call the economic buyer trend Frugalnomics, where buyers seek quantifiable proof of bottom-line impact, significant ROI, fast payback and superior value from each purchase.

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The ROI Guy

DECEMBER 6, 2010

Now, in B2B, we have seen a similar dramatic shift towards prospects taking charge of the buying cycle, using on-line content marketing, resources and tools to drive research, comparisons and purchase decisions. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

FEBRUARY 4, 2009

As TCO studies have taught us however from the time Bill Kirwin first developed these models for Gartner, it is important to look not only at purchase cost of the solution, but the ongoing costs over the entire ownership lifecycle. Do these features yield cost savings that make the purchase price savings moot? Advantage Microsoft.

Work Management 40

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The ROI Guy

NOVEMBER 8, 2006

In order to realize the up-sell / cross-sell benefit, the call center staff needs to use the solution as expected, this changes the relationship with the customer, and the customer reacts by purchasing more – a complex set of cause and effect in order for quantifiable benefit to be achieved.

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

The ROI Guy

SEPTEMBER 4, 2007

On average a 2 x CPU server costs $4,000 per year in three-year amortized hardware purchase, and annual support and maintenance contract costs. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl. Improving business agility How expensive is a data center server?

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ROI Enterprise Management Work Management Marketing Management 40

The ROI Guy

NOVEMBER 8, 2006

Although maximizing IT labor productivity is a major goal of most IT organizations today, when making the purchase decision, it will be important to analyze all factors and not rely solely on TCA advantages of one platform or the other. IDC: Economic Buyers, Digital Overload and Sales E.

ROI 40

ROI Marketing Budget Work Management Marketing Automation Services 40

Terminus

APRIL 13, 2022

Talk to your friends in sales; buyers typically make it deep into the sales cycle before they ever speak to a salesperson. Intent Data tells you which target accounts are ready to have a conversation or make a purchase. So let’s get to it. Today’s digital buyer is a voracious researcher.

Ideal Customer Profiles 26

Ideal Customer Profiles Intent Data Bombora Psychographics 26

6sense

MARCH 29, 2016

Companies that are able to make the most of ABM strategies sell products that require a highly considered purchase process. When does an automated, predictive-powered ABM approach make sense? By engaging with content across vendor properties, B2B publisher sites and product review forums, buyers leave a rich data trail of their activity.

Account Based Marketing 48

Account Based Marketing Marketing Automation Services Marketing Automation Demand Generation 48

Hubspot

SEPTEMBER 24, 2015

And buyers are entering the sales cycle at a much later stage, already armed with information about a brand and its offering. Marketers can set specific parameters to guide the process, and integrate CRM data to deliver an even greater level of personalization. 5) Personalized Websites.

Buyer's Journey 28

Buyer's Journey Paid Content Personalization Trends 28

LeadSloth

JANUARY 12, 2010

Lead nurturing must match the complexity of the sales cycle: Despite the typical complexity of B2B sales cycles, B2B marketers have traditionally run very basic campaigns to match basic sales processes. These questions should be answered by companies before making the purchase.

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Marketing Automation Services Marketing Automation Sales Management Automation 100

Convert

SEPTEMBER 8, 2021

Amazon used MVT and machine learning to adjust the layout of their landing pages, resulting in a 21% increase in purchase rate in just 7 days! Again, I’m simplifying here and assuming you run for a full sales cycle on each test.). In fact, sites like Amazon are doing exactly this… Multivariate Testing Examples.

Multivariate analysis 52

Multivariate analysis Marketing Automation Services Tools A/B testing 52

The ROI Guy

JULY 22, 2010

QUOTES Tom Pisello, Chairman, Alinean, Inc. - “Many IP Telephony buyers continue to make new purchase decisions based predominantly on up-front costs, however, the recurring operating costs for IPT often exceed four times acquisition cost over the life of the system. IDC: Economic Buyers, Digital Overload and Sales E.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

SEPTEMBER 28, 2010

The good news is that todays buyer wants to be engaged, with 9 out of 10 actively relying on vendor provided information on their way to making a purchase decision. Noise is removed and education streamlined, helping to reduce sales cycles and drive more sales. IDC: Economic Buyers, Digital Overload and Sales E.

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

The ROI Guy

AUGUST 4, 2010

Connect with multiple stakeholders - large purchase decisions involve more stakeholders than ever, and with varied agendas and pain points. Connecting with diverse purchasing committees is difficult for even the best sales professional. IDC: Economic Buyers, Digital Overload and Sales E.

Budget Programs 40

Budget Programs Work Management Marketing Management Marketing Automation Services 40

The ROI Guy

NOVEMBER 8, 2006

The formula takes into account the short term sales from customers, as well as factoring in changes to lifetime expectations. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl. Alinean recognized by BtoB Magazine’s as one of To.

ROI 40

ROI Budget Programs Marketing Budget Work Management 40

The ROI Guy

AUGUST 5, 2010

Net present value calculations use the “time value of money&# , which takes into account the fact that the purchasing power of a dollar received in the future is less than dollar possessed today. IDC: Economic Buyers, Digital Overload and Sales E. Accelerate Slow Sales Cycles with More Sales Enabl.

ROI 40

ROI Budget Programs Marketing Budget Work Management 40