The Point

OCTOBER 14, 2010

The clients we work with are concerned with more basic, day-to-day issues: enhancing sales productivity, converting more inquiries to sales-ready leads (or trial users to paying customers), better leveraging their marketing database, and increasing demand generation ROI. You can’t nurture people exclusively through email.

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

The Point

JUNE 1, 2010

We’ve built games for pharmaceutical companies targeting women aged 55+, games for LEGO targeting kids, and games for Microsoft Bing to drive search queries. Over the past 10 years, B2B accounted for roughly 10-20 percent of our game development, but we expect that to increase significantly. Demand generation?

Advertising Agencies 100

Advertising Agencies Demand Generation Agencies B2B Marketing B2B 100

Customer Experience Matrix

JANUARY 31, 2010

Rather, it has conceded the lower tiers of business marketing to simpler systems and aimed Marketing Studio at marketers who need greater sophistication and will accept higher cost and complexity to get it. For more on vendor classifications, see my list of demand generation vendors from last November.)

Paid Search Agency 120

Paid Search Agency Work Management Marketing Management Resource Management 120

Customer Experience Matrix

FEBRUARY 4, 2010

This seems to contradict my position: if email is run by personalization-oriented database marketers, while Web advertising and (perhaps) site content are run by behavioral-targeting-oriented digital marketers, then email personalization should be more common. database) marketers and Web (i.e.,

Online Marketing 120

Online Marketing Customer Surveys Advertising Channels Lead Scoring 120

The Point

JULY 15, 2010

Salesforce.com is a dominant player in the CRM category and an integral part of many companies’ lead management, database marketing, and demand generation programs. This integration needs to happen with the technology and with the expectations (business rules and semantics) of sales and marketing people.

Salesforce.com 100

Salesforce.com Marketing Automation Services Budget Programs Work Management 100

The Point

MAY 6, 2010

Or even if the processes with which those leads are shepherded along the sales cycle are woefully inadequate, a company may not generate the volume of inquiries necessary in order for marketing automation to make a difference. And lastly, to be frank, it depends how bad you are.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Automation 100

The Point

OCTOBER 26, 2010

Similarly, marketing automation helps companies get more from their investment in demand generation by nurturing and cultivating the vast majority of leads that aren’t immediately sales-ready. Tags: B2B Marketing CRM Database Marketing Lead Management Lead Nurturing Marketing Automation.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Budget 100

Customer Experience Matrix

JULY 28, 2009

I’m highlighting this because most of my recent posts have been about B2B marketing automation (demand generation) systems, and the two types of systems are quite different. But consumer marketing automation systems generally have more advanced database, segmentation, planning, project management and analytics.

Marketing Automation Services 120

Marketing Automation Services Enterprise Management Work Management Marketing Management 120

The Point

NOVEMBER 8, 2010

My response: It’s true that most marketing automation implementations involve either customers or existing prospects – people with whom the company has had prior contact – but there’s no reason why you couldn’t use the same technology against a cold list.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Microsite 100

Online Marketing Institute

JULY 31, 2009

B2B marketers looking for ways to turn their Web sites into demand generation tools have some new solutions to consider. Yesterday, Demandbase announced a new software suite to help marketers harvest passive traffic visiting Web sites. I’m sure this post will generate its fair share of comments, outrage, and controversy.

Enterprise Management 40

Enterprise Management Work Management DemandBase Marketing Management 40

Customer Experience Matrix

FEBRUARY 25, 2010

It's more a supplement than a replacement for conventional campaign management but should save a lot of work for marketers and their agencies. One of the fundamental challenges in database marketing is that a seriously sophisticated campaign may send different messages to hundreds or even thousands of customer segments.

Multi-Channel 120

Multi-Channel Demand Generation Agencies Advertising Channels Marketing Automation Services 120

Customer Experience Matrix

FEBRUARY 23, 2011

That’s an impressive list, even after recognizing that key marketing automation features are not yet available, including multi-step campaigns, advanced segmentation, Web behavior tracking, behavior-based lead scoring, and ROI calculations.

Resource Management 120

Resource Management Digital Asset Management Enterprise Management Marketing Management 120

Online Marketing Institute

JULY 31, 2009

B2B marketers also need systems that help them align sales activity and marketing messages, monitor marketing’s impact on the pipeline, and close the loop on closed deals. Posted by Laura Ramos at 05:46 PM in B2B Marketing , Lauras Posts , Marketing Technology | Permalink Digg This | Save to del.icio.us

Enterprise Management 40

Enterprise Management Work Management Marketing Management Lead Management 40