Customer Experience Matrix

JANUARY 27, 2021

They have their sights set on providing a communications layer to support all customer-facing operations, including sales and service. This should eventually lead to a more consistent use of the CDP term throughout the market and, thus, less confusion over what it means. Still a suite, but a different kind.

Marketing Automation Services 270

Marketing Automation Services Enterprise Management Marketing Management Lead Ranking 270

Customer Experience Matrix

FEBRUARY 25, 2015

I’m beginning to suspect the much-cited trend of marketing playing a larger role deeper into the sales funnel has reached a similar peak. If the pendulum is really swinging the other way, then sales people will be taking a more active role earlier in the buying process.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Marketing Funnels Marketing Automation 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

APRIL 20, 2010

Summary: A survey of business-to-business salespeople finds they (still) consider themselves their best source of qualified leads. But marketing-generated leads are gaining increasing respect and salespeople are increasingly looking for help from outside data vendors.

Lead Scoring 120

Lead Scoring Lead Ranking Customer Surveys Sales Qualified Leads 120

Customer Experience Matrix

AUGUST 13, 2013

These products address several interrelated challenges: distributing leads to partners without losing track of performance; distributing partner-customized versions of company-created content; and helping partners run their own marketing campaigns. did they eventually buy? is there someone else at their company to talk to?

Marketing Automation Services 120

Marketing Automation Services Advertising Agencies Marketing 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

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 25, 2012

Specifically, they assume that marketers know which marketing-generated lead is associated with each bit of revenue, and then go on like medieval theologians to debate how credit should be shared among promotions to that lead. The missing hare is that marketers often can’t link leads to revenue in the first place.

Activities 120

Activities Allocation Paid Search Agency Work Management 120

Customer Experience Matrix

FEBRUARY 18, 2018

It will also raise consumers' awareness of their data and their rights, which should lead to better quality customer information as consumers feel more confident that data they provide will be handled properly. At most, they'll need to retool their sales and marketing. But marketers may suffer more.

Enterprise Management 189

Enterprise Management Work Management Marketing Management Paid Search Agency 189

Customer Experience Matrix

AUGUST 8, 2015

It’s tempting just treat intent-based lists as sales leads. Similarly, retargeting ads can be used to make hard sales offers or to more gently present brand messages and name-capturing content. More ways than you might think. But often the quality isn't high enough for that. How do you test it? and read the results.

Intent Data 120

Intent Data Intent Bombora Top of Funnel 120

Customer Experience Matrix

NOVEMBER 9, 2015

The past week brought three more announcements about predictive vendors expanding beyond lead scoring. In particular, its finding new market segments that clients might enter – something different from simply scoring leads that clients present to it or even from finding individual prospects that look like current customers.

Lead Ranking 120

Lead Ranking Lead Scoring Work Management Marketing Automation Services 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

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

OCTOBER 24, 2014

I meant both that predictive models guide decisions at every stage in many marketing programs, and that models are used throughout the organization by marketing, sales, and service. Because it knows what to expect, the system can easily load customer data and sales results from those systems. The final differentiator is flexibility.

Lead Ranking 120

Lead Ranking Lead Scoring Automation Salesforce.com 120

Customer Experience Matrix

JULY 10, 2013

sales enablement: systems to share marketing information with sales ( Genius , SalesFusion , LeadFormix , RightOn Interactive , Optify) distributed marketing: systems shared between central marketing organizations and local branches, dealers, distributors, sales agents, etc. I guess I should send them a t-shirt or something.

Demand Generation Agencies 120

Demand Generation Agencies Marketing Automation Services Paid Search Agency Small Business Marketing 120

Customer Experience Matrix

APRIL 12, 2011

Be sure to include processes beyond what you do already: one of the reasons you’re looking at marketing automation is to expand what your department can accomplish. Your requirements are based on the tasks you must perform to meet your goals.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

Customer Experience Matrix

DECEMBER 4, 2012

The company’s justification for this claim is that it adds sales-marketing alignment to standard marketing automation features. Lead scoring rules can consider response to system-generated documents, such as proposals and presentations, arguably allowing more accurate scoring than other systems. Integrations with ACT!

Marketing Automation Services 120

Marketing Automation Services Paid Search Agency Marketing Automation Advertising Agencies 120

Customer Experience Matrix

JANUARY 20, 2009

Back in December, the Sales Lead Management Association and LEADTRACK published a survey on lead management practices that I haven’t previously had time to write about. The other clear message from the survey was that the main reason leads are not followed up is “not enough info”.

Work Management 120

Work Management Marketing Management Demand Generation Agencies Lead Scoring 120

Customer Experience Matrix

MAY 12, 2015

I briefly mentioned MDC Dot in an earlier blog post about giving sales people access to marketing automation capabilities. What MDC Dot really does is serve organizations that wrangle a herd of independent sales people, like financial advisors or direct sales representatives.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Microsite Automation 120

Customer Experience Matrix

JULY 21, 2009

Summary: Jesubi is designed to make sales prospecting as efficient as possible. Only a couple of other items hint that this is really a product for sales departments: manage calling queues, track appointment quality and record call history. The latest stop on my little tour of not-really-demand-generation systems is Jesubi.

Efficiency 120

Efficiency Marketing Automation Services Work Management Marketing Management 120

Customer Experience Matrix

AUGUST 29, 2013

- LeadSpace does build lead scores, something its Web site doesn’t reflect. In LeadSpace’s case, the company builds “ideal buyer profiles” that measure how similar a lead is to a sample of existing customers provided by a client. Most clients have multiple profiles for different products or customer segments.

Lead Ranking 120

Lead Ranking Lead Scoring Marketing Automation Services Ideal Customer Profiles 120

Customer Experience Matrix

OCTOBER 27, 2019

Arm (microprocessor technology) bought Treasure Data; Dun & Bradstreet (B2B data sales) bought Lattice Engines; Kabbage (small business finance) bought Radius; Anaplan (business planning) bought Mintigo; Informatica (data management) bought Allsight; Equifax (credit bureau) bought Datalicious. Nirvana, you say?

Enterprise Management 257

Enterprise Management Work Management Marketing Management Paid Search Agency 257

Customer Experience Matrix

AUGUST 6, 2013

Still, the vendor comparison in our VEST report shows that RightWave’s core functionality – for lead generation, campaign management, scoring and distribution, and reporting – is on par with mid-tier leaders Pardot and Marketo. The company is now starting to ramp up its sales efforts, so the true scope of its appeal will soon be clear.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Marketing Management Automation 120

Customer Experience Matrix

APRIL 1, 2009

DemandBase said they hadn’t made a formal study of the quality of those leads, but felt confident they were more than worth the cost. But they don’t intend to become a lead management system. DemandBase is mostly a salesperson’s tool, but it is identifying names much earlier than sales typically gets involved.

DemandBase 120

DemandBase Lead Ranking Lead Scoring Jigsaw 120

Customer Experience Matrix

JANUARY 20, 2016

B22B lead generation vendor True Influence today announced a new product to help fill these gaps. 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-based email lists are obviously contactable but volumes are often quite low.

Intent Data 120

Intent Data Intent Lead Ranking Marketing Automation Services 120

Customer Experience Matrix

JUNE 9, 2009

Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. It lets Marketo sell seats to sales departments, which could be more lucrative than selling its core demand generation system. But I expect the sales automation vendors to take the business for themselves.

Marketo 120

Marketo Work Management Marketing Automation Services Eloqua 120

Customer Experience Matrix

APRIL 29, 2009

Webinar How to 'walk the walk' with the Sales 2.0 Approach to Aligning Sales & Marketing , Wednesday, May 13, 1:30 p.m. This will be feature myself, Sales 2.0 White Paper When Best Practices Go Bad: New Rules for Sales and Marketing Management. Sponsored by Genius.com. Click here to register. Download here.

Paper 120

Paper Webinar Metrics Marketing Automation Services Marketing Management 120

Customer Experience Matrix

SEPTEMBER 1, 2010

The Heart of Growing Conversion Rates," 2008): Best in Class Average % higher Inquires to Marketing Qualified Leads (MQLs) nearly 10% 3.9% The Heart of Growing Conversion Rates," 2008): Best in Class Average % higher Inquires to Marketing Qualified Leads (MQLs) nearly 10% 3.9% Statistics include: • 16.5% But lots of people do anyway.

Marketing Automation Services 120

Marketing Automation Services Lead Ranking Marketing Automation Marketing Qualified Leads 120

Customer Experience Matrix

MARCH 4, 2018

Answers to questions about leading digital transformation, being driven by customer expectations, and working closely with business units all found that U.S. But the slower cloud adoption may be a hint of the generally slower pace of change among European IT departments, which could itself reduce deployment of CDPs.

Work Management 212

Work Management Marketing Management Allocation Paid Search Agency 212

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

OCTOBER 17, 2012

It only recently added standard B2B marketing automation features including a customer-level marketing database, outbound email, landing pages, lead scoring, Web behavior tracking, reporting, and Salesforce.com integration. B2B marketing automation systems are built for lead nurturing and provide a foundation adequate for that purpose.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Vendors 120

Customer Experience Matrix

APRIL 26, 2011

Canterris , NurtureHQ , and mKubed all provide email, Web visitor tracking, nurture campaigns, lead scoring, and CRM integration ((Salesforce.com for Canterris and NurtureHQ; its own CRM for mKubed) for under $500 per month. These rules can be used in segmentation, lead scoring, and sales alerts.

Small Business Marketing 120

Small Business Marketing Work Management Features Marketing Management 120

Customer Experience Matrix

MAY 21, 2015

But the trend is towards closer integration and you’d think Teradata would rather lead than follow. Their general intention is to continue serving their existing target market (companies from 10 to 2,000 employees) with marketing and sales tools.

Resource Management 120

Resource Management Hubspot Marketing Automation Services Enterprise Management 120

Customer Experience Matrix

APRIL 13, 2011

Work closely with sales to define lead scoring rules, hand-off mechanisms and service levels, and ways to capture results. Then you can start on what’s really important: better marketing results. Use the stages as a framework to plan, design and develop a balanced set of marketing programs.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 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

AUGUST 16, 2011

At least two vendors have tried to hit it: Predictive Response and BizConnector , whose product is Lead Follow-Up. Of the two, BizConnector’s Lead Follow-Up is more tightly focused, offering primarily a rules engine that allows lead nurturing and other workflows. Of course, the jackpot here is Salesforce.com.

Marketing Automation Services 120

Marketing Automation Services Enterprise Management Work Management Marketing Automation 120

Customer Experience Matrix

OCTOBER 29, 2015

It’s primarily used to set up data processing flows for data cleaning, matching, and lead routing. Most are marketing and sales operations staff supporting Salesforce.com and Marketo who use Openprise to supplement the limited data management capabilities native to those systems. Openprise falls roughly into this second category.

Work Management 120

Work Management Marketing Management Marketing Automation Services Lead Ranking 120