B2B Lead Generation Blog: MarketingSherpa Demand Generation Summit 2007

B2B Lead Generation

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B2B Lead Generation Blog: On building targeted lists for B2B Lead Generation Programs

B2B Lead Generation

March 30, 2007 | Permalink TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference On building targeted lists for B2B Lead Generation Programs : Comments On building targeted lists for B2B Lead Generation Programs Would you buy this business card?

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Anything Goes Marketing on the Globe and Mail

Anything Goes Marketing

Chad PS - Ok, so his last post was from June 2007 but you can`t take that screenshot away from me! Here I was minding my own business, taking in some caffeine while I scanned my web traffic. What did I find? I`ve been added to the blogroll on Canada`s largest national newspaper.

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I Want My LTV Shirt!

Customer Experience Matrix

I received my custom-printed “LTV RULES!” t-shirts yesterday. Naturally, you buy these over the Internet. The customer experience was painless at www.designashirt.com and I’d highly recommend them. What’s interesting from a Client X Client point of view is that the company offered a $.50

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Resources on Aligning Marketing and Sales for B2B Companies

Anything Goes Marketing

If you somehow stumbled on this post and said "Yes, this is just what I was looking for and will help save our company" you really need to get a hold of yourself!

Americans Hate Canadians

Anything Goes Marketing

I'm pretty steamed at the moment. I don't know how else to explain this but to say that Americans hate their brothers and sisters to the North. Are you guys jealous of our health care system or something? What is it??

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Unica Strategy Stays the Course

Customer Experience Matrix

The one major acquisition in 2007 was Marketing Central, which provides hosted marketing resource management. I recently caught up with Unica Vice President Andrew Hally as part of my review of developments at the major marketing automation vendors. It’s been a good year for Unica, which will break $100 million in annual revenue for the first time. On the product front, they continue their long-time strategy of offering all the software a marketing department would need.

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What is RSS? Check out this video

Anything Goes Marketing

Instead of me writing about what RSS (Real Simple Syndication) is , I'll let this whiteboard geek tell you all about it (thanks MarketingProfs!). Feel free to pass this along to your manager who doesn't understand what the hell RSS is and doesn't want to invest in it: Chad H.

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Ace Hardware Fits Ads to Customer Context

Customer Experience Matrix

Ace Hardware Hopes So ", BrandWeek , June 6, 2007). As you almost certainly didn’t notice, I didn’t make a blog post yesterday. For no logical reason, this makes me feel guilty. So, since I happened to just see an interesting article, I’ll make two today. A piece in this week’s BrandWeek describes a promotion by Ace Hardware that will allow people who are tracking a hurricane to find a nearby hardware store (" Look Like Rain?

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Looking for Ideas to Generate More Leads?

Anything Goes Marketing

If your company is generating enough leads already, please stop reading right there. Still here? There is an excellent FREE report from RainToday that has just been launched called: The One Piece Of Advice You Can't Generate Leads Without.

Easy Tip: Maximizing Your Whitepaper Downloads

Anything Goes Marketing

I'm going through my old emails and I found one of those rare MarketingSherpa studies that are "open to the public". This is a great one that focuses on B2B lead generation.

Enough About LTV: Let's Talk Mobile

Customer Experience Matrix

The New York Times , May 7, 2007, Business Day, page C1) and the other is inside (“Cellphones Tailored for Any Organization”, The New York Times , May 7, 2007, Business Day, page c7). This follows a piece last month in BusinessWeek (“ The Sell-Phone Revolution ”, BusinessWeek , April 23, 2007). One final thought on last week’s string regarding LTV vs. product-based metrics.

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Advanced Analytics and Still More Reasons I Love QlikView

Customer Experience Matrix

Products that sold two installations over the past three years might have added another six in 2007. I’m at the National Center for Database Marketing Conference this week. NCDM is always a good place to get a feel for what’s on people’s minds. One theme I’ve picked up is a greater interest in advanced analytics.

Survey Highlights Interest in Marketing Performance Measurement

Customer Experience Matrix

According to The CMO Council , “the majority of marketers feel that their top goal in 2007 is to quantify and measure the value of marketing programs and investments (43.8%)” and “respondents tapped [marketing] performance dashboards as the top automated solution to be deployed in 2007.”

More Attacks on Net Promoter Score

Customer Experience Matrix

Keiningham, Bruce Cooil, Tor Wallin Andreassen, & Lerzan Aksoy, Journal of Marketing, July 2007) that duplicated Reichheld’s research but “fails to replicate his assertions regarding the ‘clear superiority’ of Net Promoter compared with other measures in those industries.” It seems to be open season on Fred Reichheld. For many years, his concept of Net Promoter Score as a critical predictor of business success has been questioned by marketers.

BridgeTrack Integrates Some Online Channels

Customer Experience Matrix

Actually, based on the July 2007 press release describing the BridgeTrack integration, Omniture positions itself as “online business optimization software” that provides “one standard view across all marketing initiatives”. What do “Nude Pics of Pam Anderson” and “Real-Time Analytics, Reporting and Optimization Across All Media Channels” have in common? Both headlines are sure to draw the interest of certain readers. People who click on either are likely to be disappointed.

5 Ways to Set Expectations in Online Marketing

Anything Goes Marketing

I was camping this past weekend and my sister brought with her a CD of this hilarious comedian, John Pinette. If you haven't heard of him, you will soon enough. Here's a clip of him describing how he hates lines of any kind. Why is this so funny? I think we all hate lines. We all hate waiting.

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How to Adjust Your Landing Pages For Search

Anything Goes Marketing

Does your website have a home page? Ok, that's a stupid question but because of the preponderance of use of search engines in browsing the web, home pages are just not the same as they once were.

Just How Scalable Is QlikTech?

Customer Experience Matrix

August 3, 2007) I asked QlikTech itself for more information on the topic but haven’t learned anything new. A few days ago, I replied to a question regarding QlikTech scalability. See What Makes QlikTech So Good? So let me simply discuss this based on my own experience (and, once again, remind readers that while my firm is a QlikTech reseller, comments in this blog are strictly my own.)

Combining Direct Mail with Your Online Marketing Efforts

Anything Goes Marketing

Many B2B marketers today are either slashing their direct mail budgets or drastically changing the focus of these campaigns to make them more targeted. MarketingSherpa in conjunction with KnowledgeStorm have released a recent study that demonstrates that direct mail is still relevant.

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Driving More Web Traffic: The Community Effect

Anything Goes Marketing

I was at a wedding this past weekend and I was talking to a 10 and 12 year old who were avid "gamers" (video game players). As a side note I equate gaming with gambling as they both can be costly and are ridiculously addictive.

How to Improve Your Email Newsletter

Anything Goes Marketing

Do you have an email newsletter? Many B2B and B2C companies produce a newsletter or newsletters that are geared to a specific audience or audiences.

Don't Use "Click Here" in Emails", Use This Instead.

Anything Goes Marketing

Stefan Pollard over at EmailLabs has provided some good tips for creating call to actions for your emails in his article called: " 8 Tips for a Stronger Call to Action ". Here are the main points that I took away from it: Stop using "Click here" in your emails! Enough already!!

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Elect Susie! Here is Some Creative Viral Marketing

Anything Goes Marketing

10 year old Susie Flynn has just announced her intention to run for the US presidency and if I was American, I just might consider her. She is trying to raise awareness for children in America without health insurance. There is in fact 9 million children in America without health insurance!

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Web 2. Slowww - Low Adapatation by Corporations

Anything Goes Marketing

The discussions around web 2.0. continue to peak my interest and a recent article from emarketer.com shows how little progress large corporations have made in this area.

Eventricity Lets Banks Buy, Not Build, Event-Based Marketing Systems

Customer Experience Matrix

As you may recall from my posts on Unica and SAS , event-based marketing (also called behavior identification) seems to be gaining traction at long last. By coincidence, I recently found some notes I made two years about a UK-based firm named eventricity Ltd. This led to a long conversation with eventricity founder Mark Holtom, who turned out to be an industry veteran with background at NCR/Teradata and AIMS Software, where he worked on several of the pioneering projects in the field.

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USA Today is Web 2.0. OK

Anything Goes Marketing

If you're looking for an example of a website that employs some of the latest and greatest of web 2.0. and does it successfully, look no further then USA Today. USA Today has reported a 380% surge in web traffic since it re-built its website last month with over 40,000 more user generated comments.

Hosted Software Enters the Down Side of the Hype Cycle

Customer Experience Matrix

According to the article, Saugatuck found “SMB adoption rose from 9% in 2006 to 27% in 2007” among businesses under $1 billion in revenue, while Gartner reported “Only 7% of SMBs strongly believed that SaaS was suitable for their organizations, and only 17% said they would consider SaaS when its adoption became more widespread.” “ SMB SaaS sales robust, but holdouts remain ” reads the headline on a piece from SearchSMB.com Website.

1010data Offers A Powerful Columnar Database

Customer Experience Matrix

Back in October I wrote here about the resurgent interest in alternatives to standard relational databases for analytical applications. Vendors on my list included Alterian , SmartFocus , Vertica and QD Technology. Most use some form of a columnar structure, meaning data is stored so the system can load only the columns required for a particular query. This reduces the total amount of data read from disk and therefore improves performance.

Low Cost CDI from Infosolve, Pentaho and StrikeIron

Customer Experience Matrix

As I’ve mentioned in a couple of previous posts, QlikView doesn’t have the built-in matching functions needed for customer data integration (CDI). This has left me looking for other ways to provide that service, preferably at a low cost. The problem is that the major CDI products like Harte-Hanks Trillium , DataMentors DataFuse and SAS DataFlux are fairly expensive. One intriguing alternative is Infosolve Technologies.

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How do you allow prospects to get closer to your product?

Anything Goes Marketing

Have you ever been miffed when trying to test out a product from a website?

SAS Adds Real Time Decisioning to Its Marketing Systems

Customer Experience Matrix

I’ve been trying to pull together a post on SAS for some time. It’s not easy because their offerings are so diverse. The Web site lists 13 “Solution Lines” ranging from “Activity-Based Management” to “Web Analytics”. SAS being SAS, these are indeed listed alphabetically.) The “Customer Relationship Management” Solution Line has 13 subcategories of its own (clearly no triskaidekaphobia here), ranging from “Credit Scoring” to “Web Analytics”.

Datran Media Sells Email Like Web Ads

Customer Experience Matrix

I wasn’t able to get to the ad:tech conference in New York City this week, but did spend a little time looking at the show sponsors’ Web sites. Oddly, I was unable to find an online listing of all the exhibitors. This seems like such a basic mistake for this particular group that I wonder whether it was intentional. But I can’t see a reason.) Most of the sponsors are offering services related to online ad networks. These are important but just marginally relevant my own concerns.

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The Next Big Leap for Marketing Software

Customer Experience Matrix

I’ve often written about the tendency of marketing automation vendors to endlessly expand the scope of their products. Over all this is probably a good thing for their customers. But at some point, the competitive advantage of adding yet another capability probably approaches nil. If so, then what will be the next really important change in marketing systems?

Independent Teradata Makes New Friends

Customer Experience Matrix

I had a product briefing from Teradata earlier this week after not talking for nearly two years. They are getting ready to release version 6 of their marketing automation software, Teradata Relationship Manager (formerly Teradata CRM). The new version has a revamped user interface and large number of minor refinements such as allowing multiple levels of control groups. But the real change is technical: the system has been entirely rebuilt on a J2EE platform.

Cellphone Ads Miss the Point

Customer Experience Matrix

I know I promised to stop writing about mobile phones, but the headline “The Ad-Free Cellphone May Soon Be Extinct” in today’s The New York Times (February 14, 2007, Business Day , page c5) is irresistible. It seems that 60,000 people have assembled in Barcelona, Spain for the industry’s main annual conference and nearly all of them are salivating over the ad revenue they might earn.

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Business Rules Forum Targets Enterprise Decisioning as the Next Big Thing

Customer Experience Matrix

I’m headed back from the combined Business Rules Forum / Rules Technology Summit / Rules Expo conference in Orlando. Theme of the conference was ‘Enterprise Decisioning Comes of Age’. The general idea is that business rules have been applied extensively in a few areas, including fraud detection and insurance rating, and are now poised to play a larger role in coordinating decisions throughout the enterprise.

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Neolane Offers a New Marketing Automation Option

Customer Experience Matrix

Neolane , a Paris-based marketing automation software vendor, formally announced its entry to the U.S. market last week. I’ve been tracking Neolane for some time but chose not to write about it until they established a U.S. presence. So now the story can be told. Neolane is important because it’s a full-scale competitor to Unica and the marketing automation suites of SAS and Teradata , which have pretty much had the high-end market to themselves in recent years.

Streb Defies Gravity at ICA Boston

Smashmouth Marketing

My sister Anne treated Linda and I last night to a show at the new Institute of Contemporary Art museum in Boston. Lot's to point out in one post. The facility is a design masterpiece with the use of space and location all in a dramatic structure that seems to grow from the edge of the Boston Harbor.

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Proprietary Databases Rise Again

Customer Experience Matrix

I’ve been noticing for some time that “proprietary” databases are making a come-back in the world of marketing systems. Proprietary” is a loaded term that generally refers to anything other than the major relational databases: Oracle, SQL Server and DB2, plus some of the open source products like MySQL. In the marketing database world, proprietary systems have a long history tracing back to the mid-1980’s MCIF products from Customer Insight, OKRA Marketing, Harte-Hanks and others.

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