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B2B Websites: To Publish Prices, Or Not To Publish…That Is The.

Industrial Marketing Today

You are not alone, most business purchases, especially industrial products don’t lend themselves to a simple Manufacturer’s Suggested Retail Price (MSRP). It becomes even more complicated if you sell through channel partners and there are different pricing structures in place.

Are Multi-Variate Testing Systems Under-Priced?

Customer Experience Matrix

Both work similarly: place code snippets in slots on the Web page where the personalized content will appear; when the page is loaded, send visitor information to a hosted server; run server-side rules to select the content; then return the selection to the Web page for display. Apparently the prices for behavioral targeting products are higher—perhaps because at least some of them base their fees on incremental profits earned for their clients (I know Certona does this).

11 Myths of Social Media Marketing

Webbiquity

True, there are techniques that work better than others, guidelines that are good to know, rules of etiquette to follow and common mistakes to avoid , but the general skills called for aren’t all that uncommon, and the specifics are teachable. Social media marketing has no rules.

Pardot Offers Refined Demand Generation at a Small Business Price

Customer Experience Matrix

In fact, Pardot in particular provides advanced capabilities including progressive profiling (automatically changing the questions on forms as customer answer them) and dynamic content (rule-driven selection of content blocks within emails and Web pages). The only common feature that’s missing in Pardot is rule-based branching within multi-step programs. One other factor clearly distinguishes SMB from Enterprise systems, and that’s pricing.

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

Customer Experience Matrix

Filters can consider event recency, rules for contact frequency, and customer type. Pricing on the actual software starts as low as $50,000 and would be about 250,000 Euros ($360,000) for a bank with one million customers. 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.

Acxiom Digital Buys Kefta for Web Page Personalization

Customer Experience Matrix

The Kefta acquisition is also interesting because Kefta targets with user-specified rules, rather than the self-adjusting statistical models used by TouchClarity, [X+1] and Certona. Much as I personally am fascinated by automated targeting solutions—and much as I suspect they can bring higher ROI than rules-based approaches—this probably reflects an accurate assessment that most marketers prefer the clarity of a rules-based approach to the mysteries of a self-adjusting model.

Tableau Software Makes Good Visualization Easy

Customer Experience Matrix

That’s a little vague: the example that Tableau uses is analyzing the price of a condominium, and adding variables like square footage, number of rooms, number of baths, location, etc. to see if they explain differences in the sales price.) In general, these principles work well, although I have trouble with some of the rules that result. I took a close look recently at Tableau data visualization software. I liked Tableau a lot, even though it wasn’t quite what I expected.

Sterling Commerce Focuses Retailers on Total Customer Experience

Customer Experience Matrix

Sterling Commerce, which provides software for sharing data across organizations, recently (well, last August) published “The Four Rules for Ensuring Customer Loyalty in a Competitive Retail Climate” available here (registration required). You won’t be surprised that all four rules relate to sharing data. In particular, “New Rule #1” (“It’s still all about the product”) recommends that retailers partner with other companies to expand their offerings.

Uses of Lifetime Value - Part 2: Component Analysis

Customer Experience Matrix

In sum, then, a publisher’s lifetime value model might look like: LTV = (Acquisition cost) – (number of initial copies x (initial price per copy – initial cost per copy)) + (number of renewal copies x (renewal price per copy – renewal cost per copy)) Note that number of orders, value per order, and average years per customer—all seemingly natural components for a lifetime value model—do not even appear. At best there may be some rules of thumb based on historical correlations.

B2B Lead Generation Blog: Online Lead Generation and Management Strategies that Get Results

B2B Lead Generation Blog

Guys writes, “The backbone of traditional marketing has long been the 4Ps: product, pricing, placement and promotion. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

Uses of Lifetime Value - Part 1

Customer Experience Matrix

These are usually applied as targets for marketing campaigns, although they can also help in setting purchase prices when acquiring a company. This is not because they can’t calculate LTV, but because they hope the value will change due to some combination of scale economies, new product sales, and perhaps higher prices made possible by reduced competition.

Uses of Lifetime Value - Part 4: Optimization and What-If Modeling

Customer Experience Matrix

It’s really a conventional business simulation model: you define the relationships among business inputs (new customers, product prices, retention rates, costs, etc.) The forecasts can be applied to strategic decisions such as a major investment or to tactical choices such as alternative marketing campaigns and business rules. Yesterday’s post on forecasting the values of LTV components may have been a little frightening.

Beanstalk Data Adds Service to the Marketing Automation Recipe

Customer Experience Matrix

But unlike most vendors, Beanstalk typically builds the scoring rules for its clients rather than leaving the clients on their own. The company starts with a standard set of rules that it has found work well for most clients.

10 Ways to Use Charts to Tell Better Stories

Contently

Take this graph that highlights a big change in the price of Super Bowl ads. This gives readers a vivid picture of just how much higher the price of a Super Bowl ad is now compared to 14 years ago. A good rule of thumb is that your chart should be able to stand on its own.

10 things you need to know NOW about OmniChannel Marketing

grow - Practical Marketing Solutions

This is a rule. A third layer emerged around 2007 as “chat rooms” bloomed into social networks. For many retailers, data analysis may present the ONLY competitive advantage in a world of instant price comparisons and buy now buttons. This is a rule.

Best of 2007: Articles and Blog Posts on SEM

WebMarketCentral

In addition to best practices in search engine marketing , the following articles and blog posts were among the best of 2007 at providing helpful guidance for creating and managing effective search marketing programs.

Content Curation Grows Up, Original Content Still Key

delicious b2bmarketing

The rules of marketing have changed.

Best of 2007: Articles and Blog Posts on SEO (Part 2)

WebMarketCentral

Following up on my last post, there were just too many excellent newsletter articles and blog posts on SEO last year to fit them all into one post, so here are more of the best bits of SEO guidance from 2007. The Alternative Search Engine of the Year, 2007!

Best of 2007: Articles and Blog Posts on Strategy and Branding

WebMarketCentral

Small Business Marketing Rules of Thumb by Smart Marketing Blogger and author Jay Lipe offers three highly useful "rules of thumb" for small business marketers in this brief but valuable post.

Pitney Bowes Interaction Optimizer and Dialogue Offer Unified Inbound/Outbound Marketing Campaigns

Customer Experience Matrix

Purchases have included Group 1 Software (2004), MapInfo (2007) and Portrait Software (2010), which are now part of a customer analytics and interaction group within the company’s software division. Pricing of IO is based on the database size and number of channels supported.

Say 'Yes' to Drugs? The History of Pharmaceutical Marketing

Hubspot

Ultimately, the Court ruled in favor of making outrageous, unsubstantiated claims. The ad promoted the lower price of the drug Rufen, which was its brand of ibuprofen (ibuprofen would later become an over-the-counter drug). 1985: New Rules, New Tactics. 2007: Spending Check.

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From the Phonograph to Spotify: The History of Streaming Music

Hubspot

Around the era of CD rule, something interesting happened -- businesses began offering alternatives to buying music from a record store, or even having to leave the house to obtain it. Sure, it came with a price tag -- but it was legal.

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Insights from Eloqua's IPO Registration Statement

Customer Experience Matrix

Hopefully it's accurate -- I think that SEC rules prevent them from commenting if it's not. Eloqua doesn’t offer an explanation, but my guess is heavy competition forced them to reduce prices during this period.

How many inquires does it take to make quota?

ViewPoint

Quota dollars / average sales price / buying percentage (45%) ii / close ratio (your market share) = inquiries needed to make quota. Average sales price: $12,225. 12,225 average sales price /. If you just rely on your sales force, you’d better have a sales manager with a backbone to be sure the 100% follow-up rule is unbreakable. ii Called the Rule of 45.

Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies

delicious b2bmarketing

May all who sail in her find reasonably priced shipping supplies from a broad (and competitive) selection of maritime vendors… ShipServ… Read more… Roger Warner | April 15th, 2008 | no comments New White Paper Available: How to PPC in B2B Hey! Wouldn’t it make… Read more… Doug Kessler | January 3rd, 2008 | no comments December 2007 Why Blog in B2B? During the first three quarters of 2007, VCs poured $2.6

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How to Calculate Social Marketing ROI

Paul Gillin

These numbers are impressive, but in our experience, they’re more the exception than the rule. EMC is a premium-priced provider whose philosophy is to always go the extra mile to take care of the customer.

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50 Habits of a Highly Effective Blogger " EdithYeung.com

Buzz Marketing for Technology

9 Essential Tips to Get the Most Out of Trade Shows, Conferences & Seminars (Podcast) » Tuesday 13 Nov 2007. word to the wise on 13 Nov 2007 at 5:50 pm. chtanxw on 13 Nov 2007 at 7:57 pm. E3 Success Blog » Blog Archive » E-3 Carnival of Network Marketing - November 19, 2007 on 19 Nov 2007 at 5:07 pm. [.] E3 Success Blog » Blog Archive » E-3 Carnival of Success Principles - November 20, 2007 on 20 Nov 2007 at 2:25 pm. [.]

Conversen Simplifies Complex Messages Through Multi-Channel Dynamic Content

Customer Experience Matrix

A segmentation-based approach would use three segmentation rules (New York or Los Angeles; if New York, high or middle income; if Los Angeles, high or middle income) to create four segments, each tied to a separate message. This helps to avoid unintentional consequences when a rule is changed.

SalesFusion Combines Online and Offline Marketing with CRM

Customer Experience Matrix

Beyond the usual outbound email and Web forms, the system provides: - Web analytics to support search engine optimization and Web advertising, - API-level integration with Google AdWords to support paid keyword campaigns, - IP-address lookup to identify the company and location of anonymous Web visitors (and send rule-based alerts to salespeople), - personalized URLs (PURLs) to tie in responses from offline campaigns.

thinkAnalytics Helps Marketers Optimize Customer Treatments

Customer Experience Matrix

Indeed, the briefing slides the company showed me in mid-2009 were nearly identical its slides from 2007. This approach uses an “Intelligent Enterprise Server” to connect company touchpoints and data sources to thinkAnalytics’ data mining, recommendations and business rules engines. But while the server may be the technical hub of the system, its heart is the analytic components: data mining, recommendations and rules engines.

Active Conversion Offers Strong Lead Management and Leaves Out the Rest

Customer Experience Matrix

This keeps down the cost of ActiveConversion’s operations and therefore its prices, although of course marketers will have to pay someone else for their emails. This is vastly simpler than lead scoring and transmission rules in most demand generation systems, but Active Conversion says its clients don't want anything more. Active Conversion is offered as a service with prices based primarily on Web traffic.

Jumping Over a Mountain | chrisbrogan.com

Buzz Marketing for Technology

I believe working remotely will become the rule, not the exception, and that we’ll replace some portion of office-meeting time with video now that it’s free-to-cheap. December 2007. November 2007. October 2007. September 2007. August 2007.

VisualIQ Measures Marketing Impacts Across All Channels

Customer Experience Matrix

I was going to start this post by writing that last-click attribution has recently come under fire, but the first Google hit on the topic brings up a study from 2007. These range from campaign-level reporting to customer-based insights to predictive modeling and simulation, with prices for the simplest system starting as low as $5,000 to $10,000 per month. But it is working to automatically feed those findings as rules into execution systems such as ad servers and ad exchanges.

Alterian Pushes Into Social Media Management with Techrigy Acquisition

Customer Experience Matrix

2007), email (Dynamics Direct, 2006), marketing resource management (Nvigorate, 2006), and hosted analytics services (MarkIT, 2005). The search interface allows advanced logic, complete with Boolean statements, local and global exclusions, and rules to assign the articles to categories for later analysis. Current pricing for Techrigy starts at $600 per month for 20,000 stored search results. Of course, pricing could change under the new ownership.

better time management with smart calendars

The Effective Marketer

The Five Rules of Effective Meeting Scheduling For those of us networked and connected to a calendar system such as MS Outlook, we have the advantage of being able to share our calendars with the rest of the company. In MS Outlook 2003 and 2007 you can color code your calendar items so that you can visually identify types of meetings scheduled throughout your week or month. If using MS Outlook 2007, you are lucky! 6. Bonus rule!

6 Lessons for Spreading Ideas from TED

Hubspot

In 2006, TED launched its videos online as podcasts and in 2007, TED launched a website for conference videos. After releasing content for free, TED Events actually sold out faster at a higher price.

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