Customer Experience Matrix

AUGUST 14, 2014

Few people would suggest you learn salesmanship from the play Glengarry Glen Ross ,* but its central message rings true: good leads are the lifeblood of a sales organization.** Whether the company maintains a permanent database on all businesses or only scans when clients request information about specified businesses or segments.

Lead Ranking 120

Lead Ranking Work Management Marketing Management Lead Scoring 120

Customer Experience Matrix

FEBRUARY 18, 2018

These results suggest there’s a segment of privacy-focused consumers who would value a privacy-centric marketing approach. At most, they'll need to retool their sales and marketing. That this approach would itself require sophisticated personalization technology is an irony we marketers can quietly keep to ourselves.)

Enterprise Management 189

Enterprise Management Work Management Marketing Management Paid Search Agency 189

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

JULY 7, 2017

It supplements the social inputs with information from third party data sources, location history, and a clients’ own email, Web site, customer service, mobile apps, surveys, point of sale, and other systems. Segment visualization is unusually colorful and attractive. Lexer has about forty clients, nearly all in Australia. prices.

Marketing Automation Services 120

Marketing Automation Services Ideal Customer Profiles Elasticity Adwords 120

Customer Experience Matrix

AUGUST 13, 2013

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

OCTOBER 29, 2015

Other data collection specialists include Segment.com , Aginity , Umbel , Lytics , NGData , and Woopra , although some of these do supplement database building with predictive model scores, segmentation, and/or event-based triggers. But it can also apply segment tags and send out alerts when specified conditions are met.

Work Management 120

Work Management Marketing Management Marketing Automation Services Lead Ranking 120

Customer Experience Matrix

JUNE 12, 2014

Of the two dozen or so companies in the sample, six were clearly successful (defined as achieving major share within their segment), seven had failed to survive as independent companies and sold for a low price, and the rest fell somewhere in between. I recently did a study of the strategies of B2B marketing automation vendors.

Marketing Automation Services 120

Marketing Automation Services Vendors Marketing Automation Automation 120

Customer Experience Matrix

APRIL 21, 2016

But the benefits of the new SaaS systems have made new sales harder, especially in peripheral markets such as marketing applications. These applications combine previously separate SAS functions such as model building, visual analytics, segmentation, and content creation.

Work Management 120

Work Management Marketing Management API Resource Management 120

Customer Experience Matrix

MARCH 26, 2015

The system provides users with a multi-step process to import their data, select target segments, assign creative materials, set daily and/or total campaign budgets, define campaign end dates, and start executing campaigns. sales stages. Terminus imports opportunity stage from the CRM system and can use this in segmentation.

Paid Search Agency 120

Paid Search Agency Display Enterprise Management Marketing Automation Services 120

Customer Experience Matrix

JUNE 8, 2011

On one hand, I’ve seen plenty of systems that track customers through the buying process, including Eloqua , Marketo , Leadformix , Clear Saleing , C3 Metrics , and Encore Media Metrics. Rather, it lets users define any number of segmentation schemes and count the number of customers in each segment. This was intriguing.

Analysis 120

Analysis Eloqua Eye-Tracking Segmentation 120

Customer Experience Matrix

MARCH 2, 2015

These include Salesforce.com for CRM, InsideView and FullContact for data enhancement, Twilio for text messaging, Lob for postcards, Segment for event tracking, and GoodData for reporting. The vendor expects to survive at such low prices by minimizing sales and support costs, allowing almost total self-service in both areas.

Multi-Channel 120

Multi-Channel Marketing Automation Services Enterprise Management Marketing Management 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

FEBRUARY 21, 2014

This started by providing visitor lists and real-time alerts to sales people who were interested in specific accounts. The client data, which of course is available only to the client who provided it, could be anything but is usually attributes such as account type, buying stage, and sales territory.

DemandBase 120

DemandBase Advertising Agencies Marketing Automation Services Paid Search Agency 120

Customer Experience Matrix

AUGUST 28, 2014

Starting at the beginning, the system imports a list of each client’s customers and sales opportunities from CRM and marketing automation systems. Individual models predict the individual’s likelihood to be the best sales contact. Of course, there are more important things about 6Sense than whether I consider it a CDP.

Lead Ranking 120

Lead Ranking Activities Lead Scoring Marketing Automation Services 120

Customer Experience Matrix

DECEMBER 16, 2018

What this means for CDPs is that even vendors who started out simply assembling data or building databases have added applications, typically starting with analytical features such as segmentation, visualization, and predictive modeling, and then moving further towards execution with message selection and experience orchestration.

Enterprise Management 278

Enterprise Management Work Management Marketing Management Marketing Automation Services 278

Customer Experience Matrix

JANUARY 5, 2011

Summary: Here are my estimates for the size of the B2B marketing automation industry, broken down by customer segments. The industry can be divided into three segments serving different types of clients: • Small business (under $20 million revenue). This segment covers a broad range of marketing users with widely varied needs.

Marketing Automation Services 120

Marketing Automation Services Enterprise Management Work Management Marketing Management 120

Customer Experience Matrix

MAY 13, 2012

But, in sharp contrast to the Intuit/Demandforce deal, I see this acquisition as shrinking rather than increasing competition in the relevant market segment. FICO’s backing will certainly allow Entiera to sell to more companies. But marketing services are clearly just a sideline for FICO. That’s great for FICO and for Entiera’s founders.

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. They can also define account segments to select accounts for playbooks or reporting. The system includes features to create and send emails, surveys, and in-app mobile messages.

Automation 120

Automation Marketing Automation Services Lead Ranking Trigger Marketing 120

Customer Experience Matrix

FEBRUARY 7, 2016

Classic marketing mix models instead look at promotion expense by channel by market (usually a geographic region, sometimes a demographic or other segment) and find correlations over time between spending levels and sales.

Marketing Attribution 120

Marketing Attribution Work Management Marketing Management Marketing Automation Services 120

Customer Experience Matrix

JULY 11, 2011

One obvious question is whether different segments of the industry are growing at different rates. The micro-business segment is concentrated among three vendors: Infusionsoft and OfficeAutoPilot, which serve micro-businesses almost exclusively, and HubSpot, which estimates 50% of its clients are micro-businesses.

Marketing Automation Services 120

Marketing Automation Services Manticore Marketing Automation ActiveConversion 120

Customer Experience Matrix

SEPTEMBER 1, 2009

The key to Net-Results’ approach is to build everything around segments. Email campaigns are targeted at segments; Web visitors are classified into segments; behavior alerts are triggered by segments; lead scores are assigned to segments; leads are sent to the sales system based on segments; reports are run against segments.

Demand Generation Agencies 120

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

Customer Experience Matrix

JANUARY 22, 2014

Briefly, a standard B2B marketing automation system can send bulk emails to segmented lists, capture email responses on landing pages and forms, track email and Web site behaviors, score leads based on behaviors and profile attributes, execute multi-step workflows (i.e.,

Marketing Automation Services 120

Marketing Automation Services Small Business Marketing Marketing Automation Automation 120

Customer Experience Matrix

APRIL 12, 2011

In particular, match the scale and sophistication of your marketing operations to the different buyer segments used in the report. Research Your Options Raab Associates’ B2B Marketing Automation Vendor Selection Tool (VEST) provides a good starting point for matching possible vendors to your requirements.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 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

NOVEMBER 24, 2016

Pega positions Customer Decision Hub as part of its core platform, which supports applications for marketing, sales automation, customer service, and operations. Audiences can be built using segmentation rules or selected by predictive models. Decision Strategy Manager is where the serious decision management takes place.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Customer Experience Matrix

AUGUST 6, 2013

RightWave actually does let marketers import files, create segmentations, and build emails, although few clients do these for themselves. The system also gives sales users reports on new leads, activities of existing leads, and visits from target accounts. After seven years of development, the company has about twenty clients.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Marketing Management Automation 120

Customer Experience Matrix

OCTOBER 12, 2009

At a minimum, this requires linking marketing leads to closed sales. This typically means importing closed opportunity records from a sales automation system and linking those opportunities back to the original marketing lead. The cost per response tells little about the business impact of a marketing program.

Lead Ranking 120

Lead Ranking Planning Lead Scoring Paid Search Agency 120

Customer Experience Matrix

MARCH 23, 2011

In fact, the company’s research has found that nearly half its clients do almost no email, using the system instead primarily for sales automation and service. Rather, Infusionsoft clients have valued labor savings they gain from having one integrated system for marketing, sales, e-commerce, and service.

Work Management 120

Work Management Marketing Automation Services Marketing Management Marketing & Strategy 120

Customer Experience Matrix

FEBRUARY 5, 2015

What this says to me is that the all-in-one segment is more crowded and more mature than it has seemed. Let me know what you think. _ *In fact, the micro-business segment is even more complicated than I’ve suggested. I''m also aware of several other vendors, not yet in the VEST, who also compete for this business.

Marketing Automation Services 120

Marketing Automation Services Demand Generation Agencies Marketing Report Marketing Automation 120

Customer Experience Matrix

FEBRUARY 1, 2012

It includes nearly 200 data points on 21 products, thumbnail sketches of each vendor’s strengths and weaknesses, and three industry quadrants showing leaders in different market segments. Pardot is tightly focused on small and mid-size clients, reflecting their disciplined sales approach. Specialization is increasing.

Marketing Automation Services 120

Marketing Automation Services Marketing Report Marketing Automation Automation 120

Customer Experience Matrix

AUGUST 3, 2010

This is critical in large organizations, where regional and product groups may be responsible for different market segments and where users will have different functional specialties and approval authorities. available to different user groups. It just starts earlier in the process.

Enterprise Management 120

Enterprise Management Marketo Marketing Management Marketing Automation Services 120

Customer Experience Matrix

AUGUST 8, 2015

But sometimes you may only have an anonymous cookie or segment identifier that lets you reach them through only one channel and not by name. 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.

Intent Data 120

Intent Data Intent Bombora Top of Funnel 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. Professional Edition, starting at $1,000 per month, adds segmentation, list building, attribution, and other reporting. If anything, I’m even more impressed.

Enterprise Management 120

Enterprise Management Work Management Lead Ranking Marketing Management 120

Customer Experience Matrix

APRIL 20, 2010

Marketers should work closely with salespeople to reinforce these trends, which promise to lower the overall cost per sale. I suspect that sales people have always felt they must rely on their own outbound prospecting to be successful. Other survey answers were largely consistent with the theme of salesperson self-reliance.

Lead Scoring 120

Lead Scoring Lead Ranking Customer Surveys Sales Qualified Leads 120

Customer Experience Matrix

DECEMBER 10, 2013

Fortunately, a diligent sales rep followed up by email and I remembered it was worth a closer look. It stores the information using proprietary technology that allows continuous real-time updates and ad hoc segmentations, so users can run any report against a subset of the customer universe.

Ideal Customer Profiles 120

Ideal Customer Profiles Analytics Top of Funnel Marketing Management 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

SEPTEMBER 9, 2009

This is about direct contact with segmented groups of customers. The audience in database marketing is still passive, but it's targeted at segments that marketers have some reason to believe are interested. post-sale relationship. With database marketing, post-sales contacts become important for cross-sell, upsell and retention.

Social Media 120

Social Media Narrowcasting Media Database Marketing 120