Webbiquity

FEBRUARY 14, 2019

A form of direct marketing , database marketing uses business and consumer databases to generate targeted recipient lists. Through various enterprise data sources and marketing technology tools, this practice leverages consumer and business user data to deliver relevant, effective, and personalized messages to both existing and potential customers/clients. What distinguishes database from direct marketing is the awareness to the analysis of data.

Database Marketing 167

Database Marketing Frequency List Demographics 167

Biznology

MAY 5, 2016

Speaking at a BMA conference in New York recently, I posed a question to the audience: “Are any of you happy with your marketing data?” Now, normally, I find business marketers complaining endlessly about their data. So after the session, I collared one of the hand-raisers, Adam Gelles, who turned out to be a partner at Marketing2Marketers, a B2B agency specializing in ad-sales marketing. Please meet New York’s happiest database marketer.

Database Marketing 125

Database Marketing B2B API Curation 125

Customer Experience Matrix

FEBRUARY 2, 2010

Summary: Database marketing and digital marketing are more different than it seems. Yesterday’s post touched briefly on what I see as a fundamental transition between database marketing and digital marketing, and in particular on the changes that marketers and their supporting vendors must make to navigate the change successfully. Digital marketers have no such illusions about the completeness of the data they could ever hope to assemble.

Database Marketing 162

Database Marketing Attitudes Telemarketing Acquisition 162

Webbiquity

MAY 28, 2014

Here are two strategies for optimizing the investment made in building a house list for email marketing efforts. Suppose that your software allows users to detect loopholes in their databases or their own software, giving them the ability to patch up these errors before hackers take advantage of them. However, this database segment outreach ought not be random – but regimented. Email Marketing Daniel Faggella email marketing Guest post by Daniel Faggella.

Database Marketing 194

Database Marketing ROI Email Ecommerce 194

LeadGnome

MAY 14, 2018

While the term covers a broad range of marketing initiatives, at its heart, any form of database marketing is only as good as the health of your… well, data! Whether you’re sending emails or mailing postcards, inaccurate data can tank your database marketing efforts. Good data, on the other hand, gives you the foundation needed to improve the accuracy of your marketing and ultimately help drive more sales.

Database Marketing 67

Database Marketing Zoominfo Spam Deliverability 67

Leadspace

AUGUST 3, 2019

Your marketing team’s effectiveness is intrinsically tied to the quality of your marketing data and the efficiency of your marketing database software. Increasing conversion rates comes down to properly using your marketing data in order to appeal to the right customer at the right time. A proactive database marketing strategy aims to forever improve your buyer-seller relationships. Marketing Technology

Database Marketing 52

Database Marketing Buyer Personas Landing Page Lead Capture 52

Smarte

AUGUST 14, 2018

The face of Database marketing is still continuing to evolve despite being around for nearly three decades. Many marketers are yet to implement Database Marketing, wait a minute, what is Database Marketing? Database marketing is the practice of classifying, collecting and then scrutinizing customer data to deliver tailored, relevant and effective marketing messages to customers. Step 3 – Grow existing market share.

Database Marketing 41

Database Marketing Psychographic Classified Segmentation 41

Directive Agency

FEBRUARY 22, 2019

As marketers, there are a million and two initiatives we run at once, and it can get difficult to keep track of what is working and what the data is telling us. Enter database marketing. What is Database Marketing? Database marketing is a methodical approach to the gathering and processing of consumer data that is stored and maintained in a company’s database. Internal Databases vs. External Databases. Let’s face it.

PPC 43

PPC Database Marketing CPC DemandBase 43

Customer Experience Matrix

FEBRUARY 1, 2010

Here are some quick thoughts on two items: Unica ’s acquisition of paid search bid management system MakeMeTop (now mercifully renamed Unica Search) and Alterian ’s recently-released and excellent annual marketing survey. The connection is that these both support my feeling that many members of the old-line database marketing community have failed to adapt to the new world of digital marketing.

Database Marketing 156

Database Marketing Agency Acquisition Vendor 156

The Point

DECEMBER 15, 2020

A client asks: How long should a lead be chronically non-responsive before they’re marked as “marketing suspended”? Over time, an accumulation of stale, non-responsive leads can bump you to a higher pricing tier for your CRM or marketing automation license.

Lead Nurturing 138

Lead Nurturing Leads Lead Best Practice 138

Biznology

AUGUST 3, 2020

B2B marketers have long struggled to demonstrate results along the complex path from a campaign investment, to a sales lead, to a closed revenue deal. To make matters worse, the sales team will argue that they were already in the account, and marketing deserves no credit for the deal.

Multi-Channel 127

Multi-Channel Channel Sample Practices 127

Webbiquity

JANUARY 12, 2021

Year after year, marketing professionals are asked to do more with less. That means both B2B and B2C marketers are challenged to answer the same question: how can I know which marketing tactics are actually driving sales, so I can allocate my marketing budget more effectively?

Startup 149

Startup Gatekeeper Budget Sales Cycle 149

Biznology

APRIL 2, 2015

Data drives B2B marketing today, and it’s a fast-evolving arena. New tools, new technologies, and most importantly, new buying behavior among businesses—these changes are accelerating the pace and driving new directions for B2B data-driven marketing. The rise of the marketing technologist. Fortunately, the young marketers coming into the profession are by now mostly “digital natives,” for whom technology is a given, and not necessarily a special skill set.

B to B 175

B to B B2B Salesforce.com CMO 175

Biznology

MAY 28, 2015

Ask any business marketer about the importance of data, and you’ll get plenty of good answers. “It’s That’s a good thing, since marketers are under increasing pressure to manage, collect, and make use of data, according to a recent CMO Club/Gartner study. Most B2B marketers really struggle to get their arms around the reality of customer and prospect information. Of particular importance to data and data-driven marketing are these issues: Inattention to data and the database.

Barriers 173

Barriers B to B B2B Gartner 173

Biznology

APRIL 24, 2015

My new book, B2B Data-Driven Marketing: Sources, Uses, Results , is launching in a few weeks. While preparing case studies for book, I had the fun of interviewing a bunch of very smart B2B marketers to learn how they were applying data and analytics to their marketing objectives. One of the most compelling stories came from Doug Sechrist , vice president of demand marketing at Five9 , a cloud contact-center software company based in San Ramon, CA.

Case Study 167

Case Study Acquisition Studies B to B 167

Oracle

MAY 5, 2014

We, as outbound marketers, owe it to our audiences to make sure that the information we’re offering is of the highest relevance and value. As such, you need to face the tough question: Is your email marketing messaging truly resonating with your audiences? (In Enough of the marketing tutorial. The Holy Grail of targeted marketing, these can be parsed in many ways: responsibility and/or job description, which department they work in, and which demographic they inhabit.

Segmentation 208

Segmentation Profiling Audience Frequency 208

Biznology

JULY 2, 2015

Data is all the rage in marketing today. Data has been called the “new oil” that fuels marketing today. But B2B marketers still struggle to get their full share of value from data. One reason is that they are missing some important ways to apply the data to marketing problems. So here’s a list of the top applications for business marketers today. Querying and performing “what-ifs” to stimulate marketing ideas and actions.

B to B 151

B to B B2B Profiling CMO 151

Biznology

NOVEMBER 23, 2016

I have just learned about a new service from the San Antonio-based database marketing company Stirista that offers a way to link an individual’s consumer record with the business record. On the flip side, consumer marketers can use the capability to broaden the profile of their targets—where they work, their titles, schools attended, past employers, their LinkedIn URL, and maybe even their business email address—all kinds of data points that provide additional insight and access.

Work 127

Work Touchpoints Customer Profiling 127

Biznology

JANUARY 30, 2015

Business-to-business marketers are plagued by data problems. Our legacy databases are not as robust as we need. Data entered by our sales people ends up as mush in our database. Consider enabling the data input group with a real-time interface with a database services provider to prompt the standard company name and address. Which corporate address should I put in my database? As a marketer, your concern is delivery.

De-duplication 173

De-duplication B to B Data Hygiene B2B 173

Biznology

MARCH 6, 2015

Business-to-business data continues to challenge marketers, who need to identify and communicate with customers and prospects, but who run into thorny issues every day. Recently, Bernice Grossman and I worked with a group of savvy B2B marketers at a DMA conference to compile a list of difficult data problems. Marketing automation systems are increasingly baking this option into their tools. Categories like marketing manager and financial analyst don’t seem to work anymore.

Data Hygiene 174

Data Hygiene B2B De-duplication Banner Ads 174

Customer Experience Matrix

JANUARY 18, 2015

It’s nearly two years since I introduced the concept of a Customer Data Platform , defined as a marketer-controlled system that builds a multi-source customer database and exposes it to external execution systems. You may recall that I listed several sets of products as CDPs: B2B predictive lead scoring and customer success management; campaign management with an integrated customer database; and data management platforms to support online advertising.

Customer 260

Customer Vendor Database Marketing Barriers 260

Oracle

OCTOBER 18, 2012

No question it’s a valuable part of your marketing, but sometimes it can feel like a big mess. Develop, apply and share naming conventions with everyone who adds data to your CRM, marketing automation system, spreadsheets and any other systems you use. Not only does this apply to contact names, job titles and industries but also to your marketing campaigns; so you can instantly see what a contact has been sent. by Sylvia Jensen | Tweet this Data can get out of hand.

Efficiency 213

Efficiency Eloqua Validation Database Marketing 213

Biznology

AUGUST 6, 2015

For us B2B marketers, the world is changing about as fast as we can stand. It’s a platform for communications, for selling, for just about every element of the marketing arsenal, and it’s is forcing marketers to think more carefully about customer and prospect data. But what is on the horizon for data-driven marketing? More power and influence for marketing. Marketers today have serious revenue targets hanging over their heads.”.

B to B 158

B to B B2B Database Marketing B2C 158

Customer Experience Matrix

SEPTEMBER 8, 2017

I’m currently drafting a paper on use of Customer Data Platforms by B2B SaaS marketers. That’s not surprising, since retailers have always been among the data-driven marketers. This means they’ve always had customer data available and thus been able to build extensive customer databases without a CDP. B2B marketers have definitely been slow to pick up on CDPs, which may seem surprising given their frenzied adoption of other martech.

Buy 168

Buy Customer Vertical B2B 168

Biznology

MAY 28, 2014

Are you happy with the quality of the information in your marketing database? A new report from NetProspex confirms: 64% of company records in the database of a typical B2B marketer have no phone number attached. Pretty much eliminates phone as a reliable communications medium, doesn’t it? In fact, Netprospex report concluded that 84% of B2B marketing databases are “barely functional.”

Data Hygiene 163

Data Hygiene B to B Customer Guidelines 163

Oracle

MAY 22, 2012

by Jesse Noyes | Tweet this It’s impossible to escape the seismic shifts that have rocked the B2B marketing world in recent years. The marketers joining the SiriusDecisions Summit today want more than tools. Last year, we spoke to Jonathan Block , Sirius’s VP and Practice Director, about how marketing operations had arrived as a lasting discipline within growing organizations. This year, Jonathan shared the four B2B marketing trends people will be chatting about.

Trends 208

Trends B2B Eloqua Database Marketing 208

The Point

MARCH 18, 2014

Over at marketing automation firm Marketo , CEO Phil Fernandez just wrote a full-throated rant against the evils of unsolicited email and purchased email lists used indiscriminately: “How does anyone think that these are sensible emails to send to the CEO of a fast-growing public company? And marketing automation – the technology that empowers more personal, timely, relevant emails – just may be the best thing to happen to marketing since the Sears Catalog.

Email 160

Email Marketo Ethics Spam 160

The Point

JULY 13, 2012

As further context, the 4-1-1 Rule that Jon references is a principle intended for Twitter and credited to Tipping Point Labs and Joe Pulizzi of the Content Marketing Institute. Jon wrote the book on lead nurturing ( literally ) but, personally, I have concerns about extending Twitter rules into the realm of email marketing. I expect any marketing email to have a tangible offer of immediate value, not just a link that the company deems I might find of interest.

Lead Nurturing 193

Lead Nurturing Campaign Marketo Leads 193

Oracle

MAY 13, 2012

by Jennifer Horton | Tweet this Measurement is often a main reason that many clients cite for investing in marketing automation. This year, in the age of Revenue Performance Management , we have several clients that are beginning to dedicate resources to make reporting and benchmarking a top priority for marketing and sales operations teams. Then, we wanted to see if marketers were doing what they said they were doing by looking at their behavior.

Eloqua 196

Eloqua Database Marketing Report Benchmark 196

Oracle

OCTOBER 31, 2011

Those working in B2B marketing have their own special blend of anxieties and fears. Things like typos in big campaigns, mis-fired tweets and screwed up presentations are enough to scare even the most competent marketer. Today, we spotlight 10 marketing nightmares – and explain how you can avoid them. You’ve promoted the webinar to thousands in your database, through social media, basically anyone who will listen. Accidentally Deleting a Big Group from Your Database.

Tagging 217

Tagging Database Marketing Eloqua Marketing 217

Oracle

JULY 29, 2012

And, if you have a job like mine, you probably have tools and techniques to identify and, where possible, clean these entries so that your database quality and marketing ability is improved. Having bogus data in your database is not great, but it is unavoidable. The other good news is that tools exist to help marketers deal with these records and in the meantime, it can be a great source of laughs for data professionals!

Eloqua 179

Eloqua Sample Efficiency Spam 179

Biznology

FEBRUARY 28, 2014

As a B2B marketer, I am always interested in new customer data sources, so I feel compelled to at least give them a listen. So, over time, I have come up with a 9-point assessment strategy to help marketers determine the likely legitimacy of a potential vendor, using approaches that can be replicated by anyone, at arm’s length. (Photo credit: Tim Morgan). Are you hounded by email pitches offering access to all kinds of prospective business targets? I am, and I hate it.

B to B 154

B to B Data Hygiene Acquisition Vendor 154

Biznology

AUGUST 26, 2013

Your most important tool in B2B is, arguably, the marketing database. Without a robust collection of contact information, firmographic and transactional data about customers and prospects, you are adrift when it comes to customer segmentation, analytics, and marketing communications of all sorts, whether for acquiring new customers or to expand the value of existing customers. Here are the elements you are likely to want to capture and maintain in a B2B marketing database.

Build 157

Build SIC De-duplication B2B 157

Biznology

NOVEMBER 27, 2013

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size, and job role/title. My colleague Bernice Grossman and I recently conducted a new study indicating that B2B marketers now have the opportunity to target prospects more efficiently than ever before. In fact, you might say that business marketers now have access to prospecting data as rich and varied as that available in consumer markets.

Prospect 163

Prospect B to B B2B SWOT 163

The Point

MARCH 27, 2013

Most marketing automation systems make it relatively easy to control email frequency and to establish priorities when multiple campaigns get scheduled in too small a window. If a prospect has been in your database for 6 months and you’re simply keeping him or her “warm,” it matters less whether he or she waits 3 days or 7 days between emails.

Lead Nurturing 166

Lead Nurturing Autoresponder Frequency Best Practice 166

Oracle

MARCH 25, 2012

by Jesse Noyes | Tweet this Marketers never stop worrying about growing the size of their contact database. A marketer can produce fantastic pieces of content and run amazing events to grow their database, and yet completely miss an obvious avenue to grow their reach. Sales Enablement tools (as we like to call them at Eloqua) are an effective and convenient way to provide your Sales Team with marketing collateral that they can send to prospects.

Sales 173

Sales Eloqua Template Database Marketing 173

PureB2B

DECEMBER 30, 2019

Most marketers would have probably heard of Search Engine Optimization (SEO) – it’s the process of optimizing the quality and quantity of your website traffic from the search engine results page. B2B Content Marketing B2B Database Marketing B2B Lead Generation

SEO 62

SEO Strategy B2B Search Engine 62