Act-On Improves Marketing Efficiencies by Embracing Predictive Marketing

Ignite Tech

As more companies join the predictive revolution, we love sharing their great success stories — and marketing automation innovator Act-On is no exception. To support its focus on the mid-market CMO, the company’s marketing team adopted Infer Predictive Scoring and gained a better understanding of how closely each lead fits Act-On’s ideal customer profile. Q&A with Kevin Bobowski, Act-On CMO.

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Act-On Buys Marketbright Assets

Customer Experience Matrix

Act-On Software announced last week that they had purchased the assets of Marketbright , a pioneering marketing automation vendor that has struggled in recent years. The interesting question is why Act-On made the purchase. I discussed this last Thursday with Act-On CEO Raghu Raghaven. Part of his answer was because they could: having raised $10 million in June, Act-On can now consider acquisitions of less-well-endowed competitors.

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Act-On Software Stresses Ease of Use

Customer Experience Matrix

Summary : Act-On Software’s revised system offers a reasonable mix of features in an easy-to-use interface. I started last week to write a review of Act-On Software’s latest release but got distracted by the larger and sexier question of Act-On’s business strategy. The actual functions provided by Act-On are generally competitive with low-to-mid tier marketing automation products. tracking within Act-On emails sent through Microsoft Outlook.

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5 Ways Predictive Lead Scoring Aligns Your Sales And Marketing Teams

Ignite Tech

Learn how to connect the dots between sales and marketing by implementing a predictive lead scoring model that produces qualified leads. Normally, marketing produces leads and hands them off to sales, which then handles the rest of the journey. But this division of labor assumes that all leads are created equal (you can hear the laughter from the sales team now). Do you have MQL’s (Marketing Qualified Leads)? Do you have SQL’s (Sales Qualified Leads)?

5 Best Practices for Effective Lead Scoring

Prospectr

What lead scoring system do you have in place? Lead scoring has huge time-savings and conversion benefits once you have it down well. Add Negative Scoring To Your Positive Scoring. The first thought with most lead scoring practices is to assign positive values when a prospect takes certain actions on your website. For example, the lead could be someone interested in working at your company. Looks good on paper.

Genoo and Act-On Software Add Social Marketing Features

Customer Experience Matrix

Summary: Two low-cost demand generation systems, Genoo and Act-On Software, have added unusually advanced social marketing features. Genoo , which offers a solid demand generation system for a rock-bottom $199/month, has placed a particular focus on capturing contact information from social interactions. Genoo can also assign lead score points for social media sharing. Act-On Software is another low-cost system, starting at $500 per month.

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Act-On Software Does List-Based Demand Generation

Customer Experience Matrix

If you look at the Web site of Act-On Software , you’ll see a typical set of demand generation features: email marketing, demand generation (equated with landing pages and forms), lead nurturing, Website visitor tracking, channel (partner) marketing, and lead scoring. Oddly, it does not highlight Act-On’s most distinctive advantage, which is tight integration with Webex for Webinar presentations. Pricing on this starts at $14.95

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The 14 Best Marketing Automation Tools

Webbiquity

Marketing automation software tools can be very helpful in making lead nurturing and sales acceleration efforts more effective—even if the category is badly misnamed. Here are 14 of the best marketing automation tools based on their popularity with reviewers. An enterprise-grade marketing automation and analytics platform with solutions for lead management, email marketing, consumer marketing, customer base marketing, and mobile marketing. 5) Act-On.

How Sales Intelligence Helps You Close More Deals

Ignite Tech

Reps would research prospects and work their way through lead lists in a largely hit-or-miss fashion. Sales teams had more leads and data than ever to deal with, and less time to do it. Example: Data on prospect actions and attributes that may mark them as a likely buyer.

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Vidyard Brings Video Engagement Tracking and Analytics to Act-On Marketing Automation Platform

Vidyard

KITCHENER, Ontario – December 3, 2014 – Vidyard , a global leader in video marketing and sales enablement solutions, today launched its integration with the Act-On marketing automation platform. The integration gives Act-On users the ability to track video viewing activities of their contacts across all distribution channels. We’re excited to partner with Vidyard to bring these capabilities to the Act-On community.”

Vidyard Brings Video Engagement Tracking and Analytics to Act-On Marketing Automation Platform

Vidyard

KITCHENER, Ontario – December 3, 2014 – Vidyard , a global leader in video marketing and sales enablement solutions, today launched its integration with the Act-On marketing automation platform. The integration gives Act-On users the ability to track video viewing activities of their contacts across all distribution channels. We’re excited to partner with Vidyard to bring these capabilities to the Act-On community.”

Vidyard Brings Video Engagement Tracking and Analytics to Act-On Marketing Automation Platform

Vidyard

KITCHENER, Ontario – December 3, 2014 – Vidyard , a global leader in video marketing and sales enablement solutions, today launched its integration with the Act-On marketing automation platform. The integration gives Act-On users the ability to track video viewing activities of their contacts across all distribution channels. We’re excited to partner with Vidyard to bring these capabilities to the Act-On community.”

What is Lead Qualification?

Ignite Tech

Lead qualification is the process that marketing and sales teams use to screen prospects before sending them to sales reps for further action. In theory, qualified leads are the prospects who are most likely to become customers and who best fit the company’s ideal buyer profile. The goal is to maximize sales efficiency by ensuring that salespeople only devote time to leads they can win. Lead qualification as it’s traditionally done is error-prone and haphazard.

The Truth About Intent Data

LeadCrunch

Intent data can include the email opens and clicks of your customers and prospects, the pages your customers visit on your website, the webinars they register for and attend, the e-books they download, their social likes and shares, and similar behavioral activity. Ideally, you are using this intent data, among other things, as an input to your lead scoring model. . Page views, email opens, white paper downloads, site search strings, and so on.

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11 Features to Bring Salesforce Chatter to Life

Oracle

These news feeds let users stay informed, collaborate, and act on real time information. Chatter adoption depends on users following people and records. This will save the information on the record, and ensures anyone who follows the record gets notified. Tip, if you take handwritten notes during sales calls: scan and add these notes to the opportunity chatter feed, and you’ll be able to access the notes on your computer or iPad. by Andrew Sinclair | Tweet this.

Predictive Analytics for B2B Sales and Marketing has Certainly “Crossed the Chasm”

Ignite Tech

This Q&A with Infer’s Sean Zinsmeister was originally published on MarTech Advisor. AdRoll, Outreach, Pardot, Act-On, etc.). This is why larger vendors, like HubSpot, are entering the market with watered-down versions of predictive scoring, which is helping to broaden awareness for the opportunity. At Infer, we see predictive scoring as a subset of a broader system of intelligence, which is the future of B2B Marketing.

Are Free Trials Worth it?

Ignite Tech

We recently released a Mindflash Case Study that explores how companies can further take advantage of predictive scoring. Like many SaaS companies, Mindflash’s business partially relies on free trials. So the question becomes – “How can I ensure that I’m working the right leads from my Free Trial channel?” Mindflash, in particular, found that their free trial program was stressing their lean sales team and often on the wrong prospects.

What is Intent Data? The Predictive Sales Trifecta

DiscoverOrg Sales

Your website is likely one of your biggest lead sources … but it goes without saying that it’s not the only source of content online. Marketers can expand their reach by buying leads from some content publishers or advertising on some third-party sites, but budget and accessibility to third-party sites can limit reach. Identifying and acting on Intent data from B2B buyers represents a huge opportunity for forward-thinking companies.

10 Worst Things to Do With a Qualified Sales Lead

Marketo

Marketers spend a lot of time (and money) delivering leads to sales teams. Ensure you avoid these 10 worst things you can do with a qualified sales lead in your lead nurturing efforts: 1. Repeated phone calls: There’s a firm line between nurturing a sales lead and harassing a prospect that all marketers have to respect. Constant phone calling is a sure-fire way to get a qualified leads running for the hills. Not passing information about leads to sales.

What is Intent Data? The Predictive Sales Trifecta

DiscoverOrg Sales

Your website is likely one of your biggest lead sources … but it goes without saying that it’s not the only source of content online. Marketers can expand their reach by buying leads from some content publishers or advertising on some third-party sites, but budget and accessibility to third-party sites can limit reach. Identifying and acting on Intent data from B2B buyers represents a huge opportunity for forward-thinking companies.

5 Reasons Why Lead Management is more than Lead Nurturing and Scoring

Marketo

I think one mistake many marketers make is to think of their lead management requirements too narrowly — and to be honest, quite a few demand generation vendors make this mistake as well. As I wrote back in December, 2006, the fact that today's buyers take control of their buying processes using search, social media, and other online tools means that marketers need to move away from a mindset of "generating leads" and towards a model of " managing leads ".

B2B Content Marketing: Will Video Kill eBooks?

B2B Lead Generation

“With the rise of content marketing, a lot of businesses get stuck in the eBook rut,” saysLinda West ( @ misslindawest ), Director of Digital Marketing at Act-On Software , a rapidly growing company that makes a marketing automation Software as a Service (SaaS). We’re ending our dependency on eBooks.” Like a lot of B2B companies, the Act-On team was using eBooks and live-casting webinar videos to drive a high volume of the leads.

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Top 10 Sales Intelligence Tools to Use for Your 2021 Campaigns

Zoominfo

Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. But with hundreds of sales intelligence tools on the market, which ones are right for your teams?

Get the Most Out of Your Marketing Automation Platform

Zoominfo

All sales and marketing tools make big promises—more leads, more engagement, higher click-through rate, better sales—but none more so than marketing automation. As a marketer, it’s your job to gently shine a light on the problems or pain points that your product can solve. Implement a lead scoring strategy to use in conjunction with your marketing automation platform. By traditional measures, the lead score stays at 10.

Growing Site Traffic & Getting Better Leads, Faster

Sharpspring

When Authenteq , an automatic identity verification and privacy SaaS platform , approached SharpSpring looking for a way to streamline lead qualification, they were: Struggling to report metrics the sales team needed. Wasting time on leads that weren’t generating revenue.

Sales and Marketing: It’s Time to Stop Pointing Fingers

Metadata

Despite the contrasts, sales and marketing rely on each other to do their jobs, making the relationship both transactional AND emotional. But acting on emotion in a business setting is not a good response. When people are on the same team, cheering and celebrating.

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Sales Automation 2020 Guide

Sharpspring

Lead rotation. The business benefits of sales automation simply can’t be overstated, and this handy guide will help clue you in on everything you need to know about the process of doing sales automation right. Another helpful aspect of sales automation for CRM is lead scoring.

10 Best Marketing Automation Software for Agencies

BenchmarkONE

It can increase productivity, grow revenue, reduce overhead, and save time so your teams can be more agile, high-performing, and deliver on their goals. . But if you’re looking for the right marketing automation software, chances are you’re already sold on its potential to grow your business. The particular software you decide to go with ultimately depends on what you want to automate. Lead scoring/qualifying . Act-On.

How to Get Started with Marketo's Revenue Cycle

SmartBug Media

But once you’re ready for it, Marketo’s funnel analysis tool can help you score some big wins. Once running, it captures historical data about which leads are in each stage of your funnel and how long they stay there. But you’ll need it to report on your leads’ flow and velocity.

4 Top Marketing Automation Tools for Startups

A Better Jones

Instead of dividing your email contacts into lists, Drip tags every person separately, based on different events and trigger actions. This could be anything from a customer’s location to an action they made on your website. In addition to avoiding the well-known downsides of the traditional list-based segmentation, like people ending up on two lists, tags allow for a level of personalization that’s not possible with lists. The only downside of Act-On is the hefty price tag.

Marketing Analytics: 3 steps to help Sales and Marketing improve productivity

B2B Lead Generation

It’s no wonder the highest priority for 66% is to do a better job of acting on data to improve marketing performance. They would be wise to follow the lead of Aimee Miller, Vice President of Marketing, AppFolio , a property management software company. The consultant helped by using marketing automation to enhance AppFolio’s lead-lifecycle performance reporting. The steps AppFolio took to achieve its lead-management goals.

Five examples that demonstrate the value of AI for B2B marketers

ClickZ

An ABM strategy shifts the focus of your marketing team from generating large volumes of leads to identifying and reaching out to fewer, more qualified prospects. The platform uses AI to automatically score accounts based on engagements, intent data, and other information.

Hubspot Alternatives

TrustRadius Marketing

Hubspot’s ‘human’ voice, vast collection of educational materials and networking events have solidified its place as the authority on inbound marketing — and also as one of the most popular marketing automation platforms in the field. . Act-On.

Don't Let A Good Word Go To Waste

Oracle

I would even say the need for some companies to think and act on transformation more quickly is now in a state I would call grave. See this article from Information Age to understand the metrics behind that last statement I wrote, like this one: “91% of executives are aligned on what digital transformation means, only 4% realise half of their digital investment in under one year.” Throwing out hot leads with the cold is a waste of time and resources.

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CRM Contact Data Quality: Impact on Sales & Marketing Results

DealSignal

While standard processes in CRMs include lead management, dashboards, record customization, and Microsoft Outlook integrations, functionality supporting your contact data quality, such as contact verification, data hygiene , field standardization, and account and lead enrichment , is largely absent.

What Sales is Really Asking for When They Want More Leads

ANNUITAS

Do you know what a salesperson looks at first when they look at a batch of leads that has been delivered to them from marketing? We’d like to think it is the lead score, since we worked together (and yes, this is an assumption) to build out a scoring system based on the title and level of the buyer, basic company background, and activity-based (and sometimes channel-based) components. That’s the first thing they look at … the company a lead is coming from.

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The Ultimate Marketing Automation Checklist for Buyers

TrustRadius Marketing

Landing pages Emails Automation Lead Scoring Dynamic Web Content SEO/PPC Integration Social Integration Segmentation/Lists Nurture Campaigns. We also have a free template for evaluating vendors based on your selection criteria. Use the scorecard to compare the products on your shortlist head-to-head. That way you can pick the right option for your organization based on your requirements. Need help writing a marketing automation software requirements document?

How Content Accelerates Lead Generation

Brandpoint

While website traffic is a common success metric for B2B marketers, more and more marketers are responsible for reporting on marketing qualified leads and marketing-assisted sales through their content efforts. This post explains how you can turn your content into a lead-generating machine and see more meaningful results. Lead generation and the death of the cold call. So what does lead generation with content look like? Content’s role in lead generation.

Top 10 Marketing Automation Software Platforms for 2020

Martech Advisor

Such effective monitoring of prospects’ activities helps sales and marketing focus their efforts on the right prospect at the right time. A marketing automation tool is a software that provides marketers with a platform to automate marketing activities that lead to increased efficiency and effectiveness of marketing campaigns. Marketers can derive the right fit for their marketing strategies based on the level of these features. Lead Management. Act-On.

#GoPredictive with Infer at Dreamforce 2016

Ignite Tech

chat with some of our best and brightest customers, or get a demo of our predictive solutions like Predictive Scoring or Profile Management. Come to the “Women on the Rise: The Next Generation of Sales & Marketing Leaders” Session on 10/4. Get lunch and take in a case study featuring Host Analytics on 10/5. Follow us on Twitter @InferInc. Details can be found on our #DF16 page here. We’re officially kicking off the countdown to Dreamforce 2016!