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Pardot Offers Refined Demand Generation at a Small Business Price

Customer Experience Matrix

Functionally, it has all the capabilities you’d expect of a demand generation product: users create personalized emails and Web pages with a drag-and-drop interface; track responders with cookies; look up visitors' companies based on their IP address; run multi-step drip marketing campaigns; score leads based on activities and attributes; and integrate tightly with and other CRM systems. One other factor clearly distinguishes SMB from Enterprise systems, and that’s pricing.


Accenture Paper Offers Simplified CRM Planning Approach

Customer Experience Matrix

As I’ve pointed out many times before, consultants love their 2x2 matrices. Our friends at Accenture have once again illustrated the point with a paper “ Surveying and Building Your CRM Future ,” whose subtitle promises “a New CRM Software Decision-Making Model”. Yep, the model is a matrix, dividing users into four categories based on data “density” (volume and update frequency) and business process uniqueness (need for customization).

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ICON16: How Infusionsoft Plans To Dominate Small Business Marketing (and Make Life Better For Small Businesses Everywhere)

Customer Experience Matrix

Keywords alone have major limits – “price is too high” “price is a bargain” or “what’s your price” would all trigger the same reply if the system simply looks for the word “price”. ThinkingChat adds a bit more flexibility by letting users use a keyword to direct the dialog to different collections of keywords and answers, for example to give prices for different products if a product name is mentioned first.It

Beanstalk Data Adds Service to the Marketing Automation Recipe

Customer Experience Matrix

Speaking of CRM, Beanstalk has existing connectors for , NetSuite and Leads360. Although it just hit my personal radar, the company was founded in 2007 and launched its product in 2009.

B2B Marketplaces: A New Breed Takes On an Old Problem


Vendors didn’t want to reveal pricing and specifications to their competitors, and in many cases buyers didn’t want their own competitors to be aware of what they were buying (as it could tip off competitors to new product designs or process improvements) or even the terms they were getting. Some of the market pioneers flamed out: Commerce One , founded in 1994, went public in 1999 and saw it’s stock price soar from $20 to more than $600 per share before the dot-com bust.

Active Conversion Offers Strong Lead Management and Leaves Out the Rest

Customer Experience Matrix

Yet some other features are fairly advanced: Active Conversion can identify anonymous Web site visitors through reverse IP lookup, find contact names for those companies in JigSaw , and either send the data to or let sales people access it withing Active Conversion itself. 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.

LucidEra's Failure: More Evidence that Marketers Won't Pay for Measurement

Customer Experience Matrix

million in 2007 and, presumably, has since spent it all. With the benefit of 20/20 hindsight, LucidEra’s strategic decision to focus on building sales analysis applications primarily for was a mistake. Bear in mind that there are about 60,000 customers – selling to 50 of them is less than 0.1% I suspect LucidEra’s price point, around $3,000 per month depending on the details, was too rich for many of its prospective clients.

Jesubi Doubles Sales Prospecting Efficiency

Customer Experience Matrix

The flash show when you enter the company’s Web site could easily be mistaken for a demand generation product – it lists campaign workflow, list segmentation, email templates, integration and dynamic reporting. Jesubi was the result, and more than doubled LeadJen’s touches per hour when it was introduced in 2007. Another way to look at it: Johnson showed me that it took 12 clicks to log an email in, compared with about three clicks in Jesubi.

LoopFuse Offers No-Frills Demand Generation

Customer Experience Matrix

Summary: LoopFuse offers attractive but limited demand generation functions at an easy-to-swallow price. Because its sales process depends heavily on free trials, the company has developed a self-service wizard that guides users through the process of connecting to , including an automated check for whether LoopFuse has been granted access permissions in the client’s installation.

SalesFusion Combines Online and Offline Marketing with CRM

Customer Experience Matrix

But the system does offer a comprehensive solution for smaller firms and, at least on the CRM side, can integrate with more powerful solutions including , Microsoft Dynamics CRM and Siebel CRM On Demand. The lowest-priced full version costs $1,500 per month and includes up to 25,000 names, 75 users, and 125,000 monthly emails. It merged in 2007 with online forms vendor AxiomFire and assumed its current name in January 2009.

Drive Budget Planning with the “IT Hierarchy of Needs”

The ROI Guy

The bad news is that even with this growth, most organizations annual IT budgets will remain below 2007 levels. For these solutions we see little pricing power for vendors, higher performance / capabilities at a lower cost year over year, and standardization / consolidation.