Customer Experience Matrix

MARCH 25, 2009

recently on the idea that the boundaries between marketing and sales are breaking down because leads now interact with both departments throughout the purchase cycle. This is clearly inevitable: if nothing else, leads still visit your Web site (controlled by marketing) even after they are “turned over” to sales.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Salesforce.com 120

Customer Experience Matrix

JUNE 11, 2019

By that measure, the purchases of data analytics vendors Looker by Google , Tableau by Salesforce , and Origami Logic by Intuit within a three week span must signify something. The key is digital transformation, which lets Salesforce participate in projects beyond its current base in sales and marketing departments.

Enterprise Management 253

Enterprise Management Marketing Management Analytics Acquisitions 253

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. Starting at the beginning, the system imports a list of each client’s customers and sales opportunities from CRM and marketing automation systems.

Lead Ranking 120

Lead Ranking Activities Lead Scoring Marketing Automation Services 120

Customer Experience Matrix

NOVEMBER 14, 2016

The big news was a free version of HubSpot’s core marketing platform, joining free versions already available of its CRM and Sales systems. (In In Hubspeak, CRM is the underlying database that tracks and manages customer interactions, while Sales is tools for salesperson productivity in email and elsewhere.)

Marketing Automation Services 0

Marketing Automation Services Hubspot Conference Marketing Automation 0

Customer Experience Matrix

OCTOBER 4, 2016

Salesforce itself had the biggest news yesterday, with its agreement to purchase Krux , a data management platform that has expanded well beyond the core DMP function of assembling audiences from cookie pools. It can then use the information to predict future purchases and guide marketing and sales messages.

DemandBase 166

DemandBase Ideal Customer Profiles Marketing Management Cross-Selling 166

Customer Experience Matrix

MAY 8, 2014

Brent Adamson of the CEB presented the Challenger Sales and Marketing models, which have been around for a few years now but still impress me. Matt Papertsian of SiriusDecisions refined the now-cliched notion of buyers taking control of the purchase process, pointing out that it really depends on how well they understand what they’re buying.

Conference 120

Conference B2B B2B Sales Planning 120

Customer Experience Matrix

NOVEMBER 6, 2017

Its specialty is measuring the impact of marketing content on long B2B sales cycles. It does this by placing a tag on client Web sites to identify visitors and track the content they consume, and then connecting client CRM systems to find which visitor companies ultimately made a purchase (or reached some other user-specified goal).

Marketing AI 120

Marketing AI Click Fraud Paid Search Agency Allocation 120

Customer Experience Matrix

DECEMBER 1, 2017

Did you know that Amazon accounted for more than half of all Black Friday sales last week?) But I’ve seen other creative approaches such as scanning purchase receipts (in return for a small financial reward, of course) and even using satellite photos to track store foot traffic. They should know better. -

Marketing AI 149

Marketing AI Cable Paid Search Agency Amazon 149

Customer Experience Matrix

NOVEMBER 5, 2015

There was no clue of a pending sale, although I strongly suspect the people briefing me had no idea it was coming. This suggests that someone will purchase the Teradata systems and continue to sell them. They also briefed me at that time on a slew of updates to their other marketing products, demonstrating continued forward movement.

Enterprise Management 120

Enterprise Management Planning Marketing Management Marketing Automation Services 120

Customer Experience Matrix

DECEMBER 13, 2020

Amazon seems unstoppable but it faces increasing competition from social networks, streaming TV, and every other digital channel that can let viewers make purchases related to what they’re watching. . - shoppable video is growing rapidly. The numbers are still relatively small but the potential is huge. remote work is here to stay.

Marketing AI 367

Marketing AI Privacy Peer-to-peer Amazon 367

Customer Experience Matrix

MAY 22, 2018

Adobe yesterday announced its purchase of the Magento Commerce platform, a widely used ecommerce system, for a cool $1.68 I’m not sure I really want to live in a world where everything I see is for sale, but that does seem to be where we’re headed. So, at least from a business viewpoint, let’s give Adobe credit for leading the way.

Enterprise Management 120

Enterprise Management Work Management Marketing Management eCommerce 120

Customer Experience Matrix

APRIL 1, 2020

These range from obvious (consumers are accepting more product substitutions in the face of stock-outs) to intriguing (canned goods sales rose twice as much in the U.S. They found consumers evenly split between expecting to spend more or less over-all, with a just 32% expecting to shift purchases online. Canada, and United Kingdom.

Paid Search Agency 240

Paid Search Agency Companies Advertising Agencies Business 240

Customer Experience Matrix

MARCH 12, 2017

When I was recently writing a paper for B2B CDP CaliberMind , they listed sales and customer success teams along with marketing as likely buyers of their product. CDPs built to support sales or customer success teams would probably look a bit different, even if they used the same underlying technology.

Enterprise Management 184

Enterprise Management Work Management Ideal Customer Profiles Marketing Management 184

Customer Experience Matrix

JULY 3, 2018

Indeed, Interpublic’s own discussion of the deal ( click here to download ) makes several references to data sales as an incremental revenue stream. One of the nice things about ad agencies as buyers is they’re really clear in their explanations of their purchases.

Work Management 120

Work Management Marketing Management Paid Search Agency Advertising Agencies 120

Customer Experience Matrix

JUNE 13, 2016

It still feels odd to think of a software company owning a data business, although Salesforce.com bought Jigsaw (now Data.com) in 2010 and Oracle purchased the BlueKai and Datalogix in 2014. If nothing else, this confirms the foundational role of data and data management in marketing and sales technologies.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Vendors Linkedin 120

Customer Experience Matrix

MARCH 13, 2018

Payments are made via a crypto-token which is on sale as I write this. Nucleus Vision is also in the midst of its token sale. Rewards are paid in tokens which can be earned for store visits, by using coupons or discounts, by making purchases, or by selling data. The ad marketplace is scheduled for launch at the end of 2018.

Personalization 120

Personalization Ad Exchange Mobile Advertising Loyalty 120

Customer Experience Matrix

JULY 3, 2013

It is clearly “all-in-one” sales and marketing software for very small business, combining marketing automation, CRM, and ecommerce along the lines of Infusionsoft and Ontraport (formerly OfficeAutoPilot). Entry can trigger an email, assignment to a drip campaign, or sales agent notification. So far pretty normal.

Small Business Marketing 120

Small Business Marketing Marketing Automation Services Communities Lead Ranking 120

Customer Experience Matrix

NOVEMBER 24, 2016

The Customer Decision Hub from Pega (formerly PegaSystems) is certainly mature: the product can trace its roots back well over a decade, to a pioneering company called KiQ Limited, which was purchased in 2004 by Chordiant, which Pega purchased in 2010.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Customer Experience Matrix

AUGUST 13, 2013

is there something else they might purchase? The system also provides sales reps and sales managers with basic sales automation, including abilities to enter and rate new leads, review and prioritize existing leads, track call results, send materials from a central library, and schedule future calls.

Marketing Automation Services 120

Marketing Automation Services Advertising Agencies Marketing Management Marketing Automation 120

Customer Experience Matrix

DECEMBER 18, 2012

Like everyone else, I’m seeing greater use of social, mobile, and video; more cross-channel campaigns; closer cooperation between marketing and sales; and expanded use of analytics. The reason is that post-sales interactions are increasingly automated and marketers have the best tools to manage automated interactions effectively.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Marketing Management Automation 120

Customer Experience Matrix

MAY 24, 2016

It’s true you might miss some interesting patterns – perhaps raincoat sales spike the weekend after a big storm, which you wouldn’t know if you hadn’t tracked weather during the preceding week. It was that even information core customer information such as purchases should be referenced rather than copied.

Mobile Marketing 136

Mobile Marketing Conference CRM Mobile Advertising 136

Customer Experience Matrix

APRIL 21, 2016

Subscription pricing notwithstanding, SAS has largely sold its software for on-premise operation by its clients and required them to purchase a large stack of core technologies. But the benefits of the new SaaS systems have made new sales harder, especially in peripheral markets such as marketing applications.

Work Management 120

Work Management Marketing Management API Resource Management 120

Customer Experience Matrix

JUNE 4, 2013

I''ve been in meetings all day and just emerged to hear that Salesforce.com purchased ExactTarget. They have been lacking large-scale email capability, which all types of sales and marketing departments require. So Salesforce has effectively surrounded the marketing automation vendors with its purchase, even ignoring Pardot.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Marketing Automation Automation 120

Customer Experience Matrix

DECEMBER 16, 2018

Companies with quick, simple transactions have more data points and simpler purchase processes than companies with fewer, longer running, more complicated transactions. So, it always struck me as odd that they were adopting CDP at such different rates. On the other hand, viewing CDP utility as a function of buying cycle does make sense.

Enterprise Management 278

Enterprise Management Work Management Marketing Management Marketing Automation Services 278

Customer Experience Matrix

JUNE 1, 2009

My latest pass through the quintessential American purchase experience confirmed one obvious truth and recalled two others that are easily forgotten. - This almost completely eliminated any personal relationship from the equation, as well as blocking traditional dealer tactics like the indirect negotiation with the sales manager. -

Process 120

Process Buy Pricing Price 120

Customer Experience Matrix

JANUARY 4, 2012

The list of independent marketing automation systems shrank by one yesterday when Leadformix was purchased by sales enablement vendor CallidusCloud for $9 million. While its feature list covers all the usual marketing automation categories, the company's real focus was always on providing the most useful information to sales people.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Marketing Automation Automation 120

Customer Experience Matrix

JUNE 5, 2013

Since Salesforce said yesterday that other companies also wanted to buy ExactTarget, it seemed possible that SAP had lost the deal and purchased hybris as a second choice. Fresh on the heels of yesterday''s blockbuster ExactTarget / Salesforce.com deal , SAP today announced acquisition of e-commerce vendor hybris software.

Work Management 120

Work Management Marketing Management Marketing Automation Services Salesforce.com 120

Customer Experience Matrix

JULY 25, 2014

The Bizo purchase, priced at $175 million , makes perfect sense. The Oracle announcement provided unintentional symmetry with Bizo: as LinkedIn was leaving the customer data sales business, Oracle was expanding its offerings. Both illustrate the continuing evolution of marketing technology towards a data-centric world.

Marketing Management 120

Marketing Management Linkedin Buy Privacy Policies 120

Customer Experience Matrix

AUGUST 25, 2016

Differentiators include: channels supported (display advertising, social advertising, CRM, marketing automation, email, direct mail, telemarketing, text, mobile apps, content syndication, etc.)

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Account Based Marketing 120

Customer Experience Matrix

JANUARY 20, 2016

Intent data is one of hottest topics in marketing today – see, for example, Oracle’s recent purchase of AddThis. The notifications can be loaded as lists into a marketing automation or CRM system, where they can trigger advertising, sales calls, or other actions.

Intent Data 120

Intent Data Intent Lead Ranking Marketing Automation Services 120

Customer Experience Matrix

JULY 1, 2012

I wrote last week about the difficulty of linking marketing leads to sales results. The practical use of lead scoring is to decide which leads to pass from marketing automation to sales, or, even more pragmatically, to predict which leads will be accepted by sales.*

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Budget Programs 120

Customer Experience Matrix

MAY 13, 2012

Three weeks ago, Intuit shook up the low end of the marketing automation universe by purchasing small business marketing shooting star Demandforce. Last week the action shifted to the high end, where FICO announced its purchase of Entiera , one of the few remaining enterprise class products.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation Buy 120

Customer Experience Matrix

JUNE 17, 2016

This made them a fifth subtype of Customer Data Platforms (CDPs), along with systems based on marketing, lead scoring, sales advisory, and tag management. In practice, this classification is more potential than real because few if any customer success systems actually expose their data to other systems in true CDP fashion.

Automation 120

Automation Marketing Automation Services Lead Ranking Trigger Marketing 120

Customer Experience Matrix

JULY 10, 2012

Of course, stages make perfect intuitive sense, and they’re ultimately based on the AIDA (Awareness, Interest, Desire, Action) model of the sales process that has been around for more than 100 years.* I’d further argue that buyers’ interests are especially fluid early in the purchase process, which is where marketers are involved.

Top of Funnel 120

Top of Funnel Marketing Funnels AIDA Lead Ranking 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

JANUARY 31, 2013

But while traditional mix models look at direct correlations between advertising and sales, MMA’s current approach takes a more layered view. The main interface displays curves that represent the relationship between spending on each tactic and final sales. Users can save scenarios and compare them to each other.

Marketing Mix 120

Marketing Mix Work Management Marketing Management Allocation 120

Customer Experience Matrix

APRIL 3, 2013

B2B marketing data vendor ReachForce today announced its purchase of SetLogik , which provides technology to build cloud-based marketing databases and do predictive modeling against them. See my post from last October for more on SetLogik.) There’s an obvious peanut butter-meets-jelly type of logic to this match.

Reachforce 120

Reachforce Buy Marketing Management B2B Marketing 120