Everything Technology Marketing

JANUARY 31, 2012

Now with marketing automation platforms maturing it is becoming easier to filter out the sales-ready leads and keep low-scoring leads in nurturing program until they rise to the level of sales readiness. 5 – Focus on marketing automation The fastest rising category since last year's survey is marketing automation.

Marketing Automation Services 100

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Everything Technology Marketing

OCTOBER 18, 2010

Especially the top-3 challenges have grown significantly from 2009 to 2010: 1) Generating high-quality leads (from 69% in 2009 to 78% today) - Today's B2B marketers are tackling this issue with processes and technologies such as marketing automation and lead scoring in an attempt to only deliver qualified, truly sales ready leads.

B2B Marketing 100

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Everything Technology Marketing

APRIL 14, 2010

In my last post “ 5 Steps to B2B Marketing Success ” we established a simple approach to improving success in B2B marketing, starting with understanding your audience, building a strong value proposition, mapping out the buyer’s journey, building compelling messages and content, and finally, investing in robust marketing automation.

Planning 100

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Everything Technology Marketing

JANUARY 1, 2011

Now, with the emergence of marketing automation tools and lead scoring technologies on one side, and tougher requirements for demonstrating program ROI on the other side, look for lead quality to become a critical performance metric in 2011. This flood of leads overwhelmed sales and distracted from the selling part of their jobs.

Work Management 100

Work Management B2B Marketing Marketing Management Lead Scoring 100

Everything Technology Marketing

AUGUST 22, 2010

Marketing Automation Drives Renewed Focus on Segmentation Market segmentation is experiencing a renaissance. A key driver for this renewed focus on segmentation is marketing automation. This results in higher response rates, better engagements, shorter conversion cycles, and overall better return on marketing investment.

Segmentation 100

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Everything Technology Marketing

OCTOBER 10, 2010

But it doesn't get to the core of why companies are buying and what problem they are looking to solve (don’t get me wrong, demographics are still an important factor in the segmentation process, but they shouldn't drive the first steps of segmentation). Many automation platforms score along two dimensions: demographics and behavior.

Segmentation 100

Segmentation Lead Ranking B2B Marketing Lead Scoring 100

Everything Technology Marketing

MARCH 14, 2011

2) Re-focus messaging from product to buyer While more direct access to the decision maker and buying authority may simplify the decision process to some extent, it requires marketing to better understand the underlying business problem the cloud solution is solving.

Marketing Automation Services 100

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