ViewPoint

JUNE 28, 2012

Rich earned his MBA from Harvard Business School, and he’s twice been named to BtoB Magazine’s Top 100 Most Influential people. He adds that the major factor is the new buyer—empowered and smarter, in ways, than IT vendors—coming into provider organizations through a variety of digital and social pathways.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

Marketing Insider Group

DECEMBER 5, 2013

We’ve heard it time and time again: according to the Corporate Executive Board (CEB) almost 60% of the buyer journey is complete before prospects reach out to vendors. And then process starts all over again when you analyze what works and use those insights to drive continuous improvement in the next round of content creation.

Content Marketing 100

Content Marketing Marketing Budget Marketing Budget Creation Content 100

LeadSloth

APRIL 24, 2009

BTW 2: I have not included vendor weblogs: I will put those in a separate post. He covers lots of Marketing Automation vendors, he offers insights into usability of demand generation systems and covers various other topics. Jame Ervin ’s @Work blog (@ jameane ). Adam Needles ‘ Propelling Brands blog ( @abneedles ).

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation B2B Thought Leadership 100

The Effective Marketer

FEBRUARY 15, 2010

The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking The Danger of Email Marketing Benchmarks A recent article from BtoB Online about email deliverability reminded me of how dangerous this whole thing of email marketing deliverability numbers can be. United States License.

Advertising Benchmark 100

Advertising Benchmark Work Management Marketing Management Planning 100

The ROI Guy

SEPTEMBER 29, 2010

As well, the Tech Media publishers have seen a dramatic shift in B2B vendors, who are looking for innovative ways to break through marketing fatigue to attract, connect and engage ever more skeptical and frugal buyers. The age of Internet fueled buying decisions means that traditional print publications just don't meet buyer or seller needs.

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

markempa

NOVEMBER 18, 2005

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. So each irrelevant message (my vendors and potential partners) send is basically programming me to delete future messages from them.

Lead Generation 120

Lead Generation Relevance Resources B2B Marketing 120

markempa

JUNE 29, 2007

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. Teleprospecting works. Sherpas findings contradict the "calling doesnt work" line weve heard for years. Teleprospecting works.

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

markempa

NOVEMBER 8, 2005

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Work Management 120

Work Management Marketing Management Lead Generation B2B Sales 120

Paul Gillin

OCTOBER 5, 2011

With 9,400 Twitter followers, 1,200 LinkedIn connections and regular columns in BtoB magazine and The CMO Site , I can extend their reach at very little cost to them. In the weeks leading up to DMA, vendors contacted me with offers of movie tickets, gift cards and a chance to win an iPad. Does this stuff really work anymore?

Direct Marketing 50

Direct Marketing BtoB Word of Mouth Conference 50

The ROI Guy

MAY 6, 2010

Assessment tools enable vendors to engage with customers to realize and prioritize issues they may not even know they have, and provide intelligent product/solution roadmaps and recommendations. Alinean recognized by BtoB Magazine’s as one of To. IT vendors, are you. Posted by Tom Pisello at 10:33 AM Email This BlogThis!

Work Management 40

Work Management Marketing Automation Services Marketing Management ROI 40

markempa

MAY 24, 2005

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. They concluded, "Leads get cold quickly, so it is vital that vendors implement prompt, effective lead follow-up processes."

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Sales Marketing Analytics Tools 120

The ROI Guy

DECEMBER 6, 2010

From our research and best practices work with leading B2B sales and marketing groups, Alinean provides its top 5 predictions for 2011: 1. During the B2C Internet revolution many a vendor’s world was turned upside down by failing to recognize and invest in the fundamental shift towards empowering consumers with content and buying tools.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

markempa

MAY 9, 2006

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. In most cases, a company is a vendor and the expectation is that you pay them to do a certain job and they do said job. In the case of a lead.

Lead Generation 120

Lead Generation Ideal Customer Profiles Activities Marketing Qualified Leads 120

The ROI Guy

JANUARY 10, 2011

For the IT buyer, business benefit assessments (34%) and financial assessments (26%) were both highly important to making a purchase decision, greatly exceeding, by more than 2x, the vendor relationship (14%) as a decision driver. Alinean recognized by BtoB Magazine’s as one of To.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Spending 40

The ROI Guy

FEBRUARY 4, 2009

Today, it is a mature, widely accepted practice in both helping buyers analyze ways to reduce costs, and for vendors to make the case for change, or prove competitive advantage. Vendors of technology are competing not only with each other for new spending, but with the entrenched operating costs of the status quo.

Enterprise Management 40

Enterprise Management Work Management Marketing Automation Services Marketing Management 40

The ROI Guy

NOVEMBER 4, 2010

For the IT buyer, business benefit assessments (34%) and financial assessments (26%) were both highly important to making a purchase decision, greatly exceeding, by more than 2x, the vendor relationship (14%) as a decision driver. However, many vendors would say that sales opportunities are not moving forward the way many would like.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

markempa

JUNE 8, 2005

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. You’ll evolve from a vendor that is simply selling products and services to being an expert that is selling value.

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

The ROI Guy

FEBRUARY 4, 2009

Alinean recognized by BtoB Magazine’s as one of To. Then calculate the potenital additional benefits of the management features and see if the virtual management TCO advantages make up for the cost savings. Provocation-Based Selling: Loosening the Status-Qu. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

Work Management 40

Work Management Marketing Management ROI Budget Programs 40

The ROI Guy

JANUARY 25, 2011

Buyers, Fueled by the Internet, Firmly in Control With a wealth of information from vendors, analysts and peers, buyers are doing more research on-line. Alinean recognized by BtoB Magazine’s as one of To. Provocation-Based Selling: Loosening the Status-Qu.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

OCTOBER 22, 2010

Overall, the focus of technology buyers is on value – and much less on where marketing often focuses, such as on building vendor-buyer relationships and on brand building campaigns. Alinean recognized by BtoB Magazine’s as one of To. Provocation-Based Selling: Loosening the Status-Qu.

Work Management 40

Work Management Marketing Management ROI Marketing Budget 40

The ROI Guy

JANUARY 17, 2011

Now, over 90% of B2B buyers require quantifiable proof of bottom-line impact from any significant purchase, and over 81% expect vendors to create and deliver the financial business case for most proposed purchases (IDC). Alinean recognized by BtoB Magazine’s as one of To. Provocation-Based Selling: Loosening the Status-Qu.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

ViewPoint

FEBRUARY 27, 2014

In other words, marketing automation doesn’t work without strategy. Even the marketing automation software vendors themselves recognize the importance of strategy, for their own success, as well as that of their clients. Crain’s BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120

The ROI Guy

SEPTEMBER 4, 2007

As current systems are underutilized and difficult to reallocate based on demand, virtualization lets the IT team place more work quickly and appropriately on less physical servers – optimizing usage and minimizing the amount of physical assets to manage and support. Alinean recognized by BtoB Magazine’s as one of To.

ROI 40

ROI Enterprise Management Work Management Marketing Management 40

Anything Goes Marketing

MAY 17, 2009

At some point I would like to come back to each category and focus on them specifically but for now, here is some organized Twitter talk for y’all – enjoy it: Sales and Marketing Alignment jblock : Only 32% of sales and marketing orgs work together to define programs for existing customers. amyblack : # sds09 how do you increase adoption? .

B2B Marketing 100

B2B Marketing Work Management Trends Lead Ranking 100

Paul Gillin

NOVEMBER 8, 2011

My column in BtoB magazine this month. When I’m looking at a vendor, I don’t Google it; I Spiceworks it,” wrote one forum member. At Glassdoor.com , employees rate the companies they work for, review executive performances and swap salary information. Original here. This is going to change the rules of marketing.

Work Management 50

Work Management BtoB Marketing Management Vendors 50

The ROI Guy

DECEMBER 14, 2005

Alinean recognized by BtoB Magazine’s as one of To. Vendor ROI: Can it be trusted? Post Gartner, Tom was responsible for launching and maturing several innovative companies including FullArmor, Connotate Technologies, DigitalOwl, OurBeginning.com and PuertaBella.com. Provocation-Based Selling: Loosening the Status-Qu.

ROI 40

ROI Work Management Marketing Management Budget Programs 40

Ambal's Amusings

NOVEMBER 19, 2009

Her clients who are technology vendors and venture firms leverage her strategic marketing and go-to-market expertise. Explaining how things work is boring to economic buyers. It’s a philosophy that works well for subject lines, for landing pages, for headlines. Active words are much better than passive words. Think sizzle!

Work Management 100

Work Management Marketing Management Demand Generation Agencies Paid Search Agency 100

Ambal's Amusings

AUGUST 27, 2009

Designing content to answer your buyers differing needs as they work through their buying process will. Her clients who are technology vendors and venture firms leverage her strategic marketing and go-to-market expertise. From my own experience, I’ll warn you that it takes a lot of work to keep this commitment.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

The ROI Guy

JULY 22, 2010

The tool analyzes TCO, including upfront acquisition costs management and support, for ShoreTel, legacy TDM systems and various competing UC vendors. Alinean recognized by BtoB Magazine’s as one of To. The ShoreTel TCO Tool leverages the significant resources of Alinean, including its worldwide metrics database.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

Online Marketing Institute

JULY 31, 2009

What are the characteristics of a lead that make it worth working from sales perspective? They work to understand what optimum scores are for each category of lead type. I work only with complex B2B sales so here's what I've learned after doing lead scoring and qualification for clients little over a decade.

Lead Ranking 40

Lead Ranking Lead Scoring Enterprise Management Work Management 40

Online Marketing Institute

JUNE 22, 2009

And while a lot of marketers think that’s what they’re doing when they crank out… Read more… Doug Kessler | May 27th, 2009 | no comments The changing look of listing / portfolio sites Websites that present a portfolio or list of creative work are always a design challenge.

Paid Search Agency 40

Paid Search Agency Demand Generation Agencies Advertising Agencies B2B Marketing 40

The ROI Guy

AUGUST 4, 2010

This permanent shift towards frugal buyers has forced B2B vendors to fundamentally change the way they reach prospects and convert them to customers. Leading B2B vendors are implementing value selling / marketing programs, and have received dramatic benefits as a result. Here are the top six benefits: 1.

Budget Programs 40

Budget Programs Work Management Marketing Management Marketing Automation Services 40

The ROI Guy

SEPTEMBER 28, 2010

The good news is that todays buyer wants to be engaged, with 9 out of 10 actively relying on vendor provided information on their way to making a purchase decision. This results in a slower buying process and the continual carpet bombing of buyer inboxes with the same static, mass-distributed whitepapers that every vendor sends out.

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

The ROI Guy

SEPTEMBER 10, 2010

Smart vendors need to anticipate these frugal budget trends, and help organizations figure out how to do-more-with-less. The trend of all buyers is towards Frugalnomics, a requirement that investments deliver quantified bottom-line impact, with pressure on vendors to prove and improve the value of their solutions.

Budget Programs 40

Budget Programs Marketing Budget Work Management Marketing Management 40

The ROI Guy

SEPTEMBER 16, 2010

Alinean recognized by BtoB Magazine’s as one of To. Post Gartner, Tom was responsible for launching and maturing several innovative companies including FullArmor, Connotate Technologies, DigitalOwl, OurBeginning.com and PuertaBella.com. Provocation-Based Selling: Loosening the Status-Qu.

Work Management 40

Work Management Marketing Management Marketing Budget ROI 40

Webbiquity

NOVEMBER 28, 2011

Sure, teenagers spend a lot of time on YouTube, but did you know that three-quarters of business executives watch work-related online videos weekly? Among the findings: “Three-quarters of all executives said they watched work-related videos on business websites at least once a week, and more than half did the same on YouTube.”

Paid Content 100

Paid Content Social Media Statistics Paid Search Agency 100