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A Structured Approach to Demand Generation Analytics


Demand generation leaders know it’s not true, though. So what is the key to better demand generation analytics? We must take a different approach — a structured approach — to demand generation analytics. Big Data propaganda is rampant these days.

Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

Mintigo’s conclusion across 186,500 B2B companies was that just three percent were using the most common marketing automation systems: Oracle Eloqua , Marketo, HubSpot, and Pardot. I''d guess this is because they are answering specifically about marketing management.

Trending Sources

10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017. Tips On How to Use LinkedIn for Better Lead Generation. How to Use Trigger Events for More and Better Leads.

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The Two-Step for Sales Enablement

Modern Marketing

Obviously, trying to drive sales reps in the field to a document management portal they don’t use to obtain the materials they need isn’t a winning strategy. Fact: We use as our CRM, including the Chatter application. Fact: We use Sharepoint as our internal document management portal. Treat the sales team like a prospect and deliver materials to them the same way the demand generation team does.

The 14 Best Marketing Automation Tools


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. Marketing automation tool combining email marketing, lead management, and reporting with sales alignment.

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Low Cost Systems for Demand Generation

Customer Experience Matrix

But even including that, the first year cost for most of these will be less.) : Manticore Technology : a full-featured demand generation product. See my 2007 blog entry for some information or buy the Raab Guide to Demand Generation Systems for a detailed review. Pardot : another pretty powerful product; see my blog review from December 2008. The company has a low profile but has been selling its demand generation product for nearly ten years.

Top 5 Lead Source Best Practices

Modern B2B Marketing

by Maria Pergolino Lead source is a critical piece of data you need in order to assess the value of your marketing campaigns and part of proper lead management. Avoid lead source clutter. Keep the lead source constant. Do not list the campaign as the lead source.

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. Less oddly, it also doesn’t explain that – unlike every other demand generation I recall seeing – Act-On has no marketing database. (Or,

A Modest Proposal for Demand Generation Usability Measurement

Customer Experience Matrix

To provide a meaningful and consistent comparison of usability across demand generation vendors, you could: 1. You also need a standard installation and perhaps company Web site to integrate during testing. These are marketing managers, operations specialists, system administrators, database managers, etc.) Tags: software usability measurement marketing automation lead management software selection demand generation

Segmentation, Social Media Drive Lead Nurturing Success for iDirect

The Point

When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways. That was the experience for iDirect , a leading provider of satellite IP communications based in Herndon, Virginia.

B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. Lead farming?

Demandbase: A New Twist In The Lead Management Automation Market

delicious b2bmarketing

Home Forrester Research « I was recently briefed by | Main | Going Corporate » August 26, 2008 Demandbase: A New Twist In The Lead Management Automation Market [Posted by Laura Ramos ] In a recent survey of over 2100 IT professionals who buy or recommend telecom and networking solutions, we found buyers turn to peers and colleagues first, followed by vendor, industry trade, or professional Web sites, to inform their purchase decisions. Just makes it easier to manage all the stuff.

Top 50 B2B Marketing Influencers On Twitter

B2B Marketing Insider

Earlier this month, I released the 20 B2B Marketing Blogs you need to read. Marketingcloud – Marketing Cloud – An extension of, an integrated way of utilizing SalesForce in the Cloud. NoyesJesse – Jesse Noyes – Managing Editor @ Eloqua.

Aprimo Marketing Studio Supports Sophisticated Business Marketers

Customer Experience Matrix

Summary: Aprimo Marketing Studio offers powerful features in an on-demand system for sophisticated business and consumer marketers. For more on vendor classifications, see my list of demand generation vendors from last November.) In other words, Marketing Studio competes with high-end demand generation systems like Eloqua , Market2Lead and Neolane. Project management is especially powerful.

Hubspot Offers Small Business Marketers a Big Bundle of Features

Customer Experience Matrix

Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. Although Hubspot positions itself as an “inbound marketing system,” it actually does more than the search engine optimization, blogging, social media interactions and related analytics needed to generate Web traffic. For example, the blogging system automatically connects the blog to social media sites that help to redistribute content.

Sales Lead Management: Thought Leadership with Aaron Ross

Modern B2B Marketing

The next interview in the B2B Marketing thought leader interview series is with Aaron Ross, formerly with and founder of PebbleStorm:CEOFlow. I've long been a fan of his blog Build a Sales Machine and I learn something new every time we interact. Getting into lead generation was an accident. I had more ego than understanding about lead generation and professional selling. Where better to learn that than doing sales at

Drinking Our Own Champagne: How Marketo Uses its Event Marketing Software at Dreamforce

Modern B2B Marketing

by Jen Howard Events are a vital component of demand generation and brand reinforcement platforms and represent a huge slice of total B2B marketing spend. For example, if a lead does not open email follow-up #1 in the first 10 days, Marketo sends email follow-up #2.

DemandBase Creeps Up the Value Chain

Customer Experience Matrix

It can also import a client’s list of target accounts from and issuing alerts when those companies visit. Ok, some of the underlying database preparation and matching is actually pretty demanding. DemandBase said they hadn’t made a formal study of the quality of those leads, but felt confident they were more than worth the cost. But they don’t intend to become a lead management system. I had a nice little chat with DemandBase two weeks ago.

The Top #Nifty50 Women in Technology on Twitter for 2012


Stacey is flat-out awesome: Social Media Manager for Vocus/PRWeb as well as serving her country as a U.S. Active across social networks, Cindy leads Microsoft’s small- to midsized-business sales and marketing efforts as Vice President U.S. She also writes the Techronicity blog. Certification: it’s for Marketers, too!

Modern B2B Marketing

As a user group leader, I often talk to marketers who are looking to get more and/or better data out of their system. Because of this, many marketers have picked up admin skills that are highly valued at their companies. .

Listen Up Marketers: We Need Our Own Operating System


Now, most marketing organizations do the majority of work internally rather than through agencies across specialized teams (social, demand gen, etc.). Now, mature B2B Marketing orgs manage an ever-growing set of channels including: blog, video, a multitude of social platforms, webinars, etc.

The Top #Nifty50 Women in Technology on Twitter for 2012


Stacey is flat-out awesome: Social Media Manager for Vocus/PRWeb as well as serving her country as a U.S. Active across social networks, Cindy leads Microsoft’s small- to midsized-business sales and marketing efforts as Vice President U.S. She also writes the Techronicity blog.

2 Mistakes that Cause Content Syndication to Fail

delicious b2bmarketing

We had real problems with lead quality.” “We The common thread amongst these complaints is lack of 1) sales satisfaction and 2) lead quality. So what is it about some content syndication programs that create leads that sales reps don’t want?

Marketing Automation for the Inbound Challenged-Part 4: Vendors II

MLT Creative

As I look back on my first blog series, I must say: I picked quite the subject to tackle. Market Bright Market Bright enables companies to execute campaigns on their own, with automated lead scoring and closed-loop marketing analytics.

Top 37 B2B Marketing Posts and Hot Topics August 2010

B2B Marketing Zone Posts

Traffic numbers may have been down in August, but the quality of blog posts certainly wasn’t. Nurture The Leads In Your Sales Funnel – On Social Media - Lead Views , August 27, 2010 Today, in most B2B companies, the marketing departments engage in Lead nurturing programs. Lead nurturing in fact becomes an integral part of the Lead Management process for those companies which use Marketing Automation solutions. SEO vs. What’s Up, Blog?

B2B 0

Optimizing Trial Conversion Rates With Lead Nurturing

Modern B2B Marketing

We are excited to have Jep Castelein of popular lead management and marketing automation blog, Lead Sloth , contribute a guest blog post. For many of them, product trials are an important lead generation tactic. Lead Nurturing for Trials.