Customer Experience Matrix

NOVEMBER 18, 2009

One of the audience members at the B2B Marketing University in Boston asked about demand generation systems for small businesses, and how to distinguish among the vendors in general. My brief answer was that the biggest difference was less functionality than the target markets the different vendors pursue.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Demand Generation Agencies Demand Generation 120

The Point

OCTOBER 20, 2011

There’s a lot to like about the email below received last week from Radian6 , makers of social media monitoring tools (and recently acquired by Salesforce.com.) Even with images turned off, the only things missing in this email are the illustration and the company logo at top left.). This is content marketing, pure and simple.

Email Campaigns 100

Email Campaigns Salesforce.com Campaigns Demand Generation 100

Customer Experience Matrix

DECEMBER 3, 2008

My little tour of demand generation vendors landed at Pardot just before Thanksgiving. As you’ll recall from my post on Web activity statistics , Pardot is one of the higher-ranked vendors not already in the Raab Guide to Demand Generation Systems. So I was quite curious to see what they had to offer.

Demand Generation 120

Demand Generation Enterprise Management Small Business Marketing Pricing 120

The Point

OCTOBER 20, 2014

I just returned from a few days at Dreamforce in San Francisco, the annual circus-slash-conference hosted by CRM leader Salesforce.com, and was struck by the wave of technologies on display that centered on analytics. Just when did demand generation get this complicated?

Demand Generation Agencies 100

Demand Generation Agencies Lead Gen Marketing Report Research 100

Customer Experience Matrix

JULY 17, 2009

Summary: Right On Interactive's 5Buckets connects lists from external customer management systems with many types of output vendors (email, print, fax, text message, automated voice). 5Buckets isn’t actually a demand generation system, at least according to my usual definition. Now is a good time to remedy that.

Multi-Channel 120

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

Customer Experience Matrix

JULY 20, 2009

Summary: Active Conversion helps marketing and sales departments make the best use of leads they’ve generated outside the system. That's fewer functions than traditional demand generation, but if those are the functions you need, who cares? Leads can enter from channels other than email.

Active Conversion 120

Active Conversion Lead Scoring Lead Ranking Lead Management 120

Customer Experience Matrix

AUGUST 12, 2010

But I think its strategy of offering an intermediate product between email marketing and full marketing automation may actually be more useful in attracting new customers. LoopFuse also provides automated Salesforce.com integration, but doesn’t have Genius’s Web tracking technology. add a tracking tag) to the Web site itself.

Work Management 120

Work Management Marketing Automation Services Marketing Management Loopfuse 120

Customer Experience Matrix

APRIL 26, 2011

In particular, they want a highly-integrated combination of standard marketing automation (email, landing pages and individual-level Website behavior tracking) with customer relationship management (tracking personal and telephone contacts with individuals). See my List of Demand Generation Vendors for other options.

Small Business Marketing 120

Small Business Marketing Work Management Features Marketing Management 120

Customer Experience Matrix

JANUARY 31, 2010

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. Paid search campaigns are supported through integration with Omniture SearchCenter.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Management Resource Management 120

Customer Experience Matrix

JULY 21, 2009

The latest stop on my little tour of not-really-demand-generation systems is Jesubi. The flash show when you enter the company’s Web site could easily be mistaken for a demand generation product – it lists campaign workflow, list segmentation, email templates, Salesforce.com integration and dynamic reporting.

Efficiency 120

Efficiency Marketing Automation Services Work Management Marketing Management 120

Customer Experience Matrix

JULY 10, 2013

This includes detailed research into keyword rankings for the client and competitors, analysis of Web pages for features that improve search ranks, an inbound link manager, and a Twitter client to publish posts and embed trackable URLs that measure campaign results. Emails are delivered through ExactTarget.

Demand Generation Agencies 120

Demand Generation Agencies Marketing Automation Services Paid Search Agency Small Business Marketing 120

Customer Experience Matrix

JUNE 9, 2009

Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. It lets Marketo sell seats to sales departments, which could be more lucrative than selling its core demand generation system. They can be linked to a specific campaign or defined more generically (e.g.,

Marketo 120

Marketo Work Management Marketing Automation Services Eloqua 120

Customer Experience Matrix

NOVEMBER 4, 2010

campaign design: users can define campaigns with multiple “tactics”. These features let Right On support multi-step campaigns although complex designs would be a challenge. create emails and forms: Right On uses ExactTarget for email and form creation. campaign actions : each tactic can execute one action.

Salesforce.com 120

Salesforce.com Lead Scoring Lead Ranking Marketing Automation Services 120

Customer Experience Matrix

JULY 30, 2009

The current version also hosts landing pages and Web sites, manages a lead database with profiles and Web activity history, generates lead scores, sends alerts to sales people, and synchronizes data with Salesforce.com. It's part of a general lack in Hubspot of the “campaign” orientation found in most marketing automation systems.

Small Business Marketing 120

Small Business Marketing Bundling Work Management Paid Search Agency 120

Customer Experience Matrix

FEBRUARY 25, 2009

This gave salespeople a desktop “Tracker” that instantly alerted them when prospects responded to their emails, and showed which pages the prospects visited on their company Web site. Later, the company added MarketingGenius, which lets marketers send email on behalf of salespeople and can react to Salesforce.com workflow rules.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

LeadSloth

MARCH 22, 2009

The plan is to go back to using only Salesforce.com with some cheap add-on tools for email, form submission and data quality. This changed over time: now the focus has shifted to pro-active outreach to a handful of executives, instead of targeting thousands of software developers. Smart or foolish? Background.

Marketing Automation Services 100

Marketing Automation Services LEADSExplorer netFactor Leadlander 100

LeadSloth

MARCH 16, 2009

From Web Analytics to Demand Generation. They click on a link in an email that you sent them. For known visitors you can also track clicks from emails you sent them. Email marketing. By default it uses VerticalResponse as the underlying email system, fully integrated in the ActiveConversion user interface.

ActiveConversion 100

ActiveConversion SMB Work Management Lead Management 100

Webbiquity

FEBRUARY 14, 2010

Marketing automation / demand generation software provider Manticore today announced the release of Manticore Technology VII, which includes a fully customizable user interface, email and landing page folders, an email delivery wizard, and drag-and-drop list building functionality.

Manticore 100

Manticore Marketing Automation Services Lead Generation Marketing Automation 100

LeadSloth

NOVEMBER 16, 2009

For CRM, I focused on Salesforce.com. This was the list with strong points for a CRM system (compared to Marketing Automation): SFDC. Individual emails. Marketing Automation also has some features for sales people, but those tend to be focused on lead prioritization, email, and prospect activity notifications.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation CRM Salesforce.com 100

Webbiquity

JULY 12, 2016

But “segmented prospect email followup sequence design and automation,” while a more accurate label for the category, certainly isn’t as catchy. Options range from fairly simple, moderately priced systems targeted at midmarket companies to sophisticated suites for enterprise users. Marketing can’t be automated.)

Marketing Automation Services 100

Marketing Automation Services Enterprise Management Marketing Automation Marketing Management 100

Customer Experience Matrix

OCTOBER 19, 2010

So far as I know, this is unique in the lower end of the market (Alsamarketing starts at $750 per month for up to 10,000 leads and 25,000 emails). Also can capture results of Google Adwords campaigns and has a URL-shortener to track traffic from social media. Alsa also provides prebuilt templates for standard campaign workflows.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Automation Marketing Management 120

Engagio

DECEMBER 28, 2020

We’ve all heard the analogy that in Account-Based Marketing we are fishing with a spear rather than a net. Our goal is to target the right buyers rather than scooping up distractions and expenses along the way. As Craig Rosenberg said last year, this is a culture change, not a campaign. We’ll stop calling it ABM! Megan Heuer.

Account Based Marketing 139

Account Based Marketing ABM Sales Management Enterprise Management 139

Customer Experience Matrix

FEBRUARY 12, 2009

The company’s marketing is tightly targeted at very small businesses (under 25 employees) but its marketing features are competitive with demand generation products aimed at much larger firms. Three of the five core demand generation functions are clearly there: outbound email, Web forms, and lead nurturing campaigns.

Pricing 120

Pricing Price Impressions Marketing Management 120

Customer Experience Matrix

AUGUST 21, 2009

.* The new offering is designed to support all stages of interactive marketing, starting with traffic generation from paid search, Web banner ads and blogging, and continuing with visitor behavior tracking, landing pages and forms, interactive dialogs, multi-step email campaigns, lead scoring and CRM integration.

Marketing Automation Services 120

Marketing Automation Services Digital Asset Management Marketing Management Paid Search Agency 120

The Point

SEPTEMBER 6, 2011

All this presents real challenges for both demand generation and lead management. First, the company invested in Marketo , a leading marketing automation platform that integrated well with the company’s CRM system, Salesforce.com. Next, iDirect sought out a partner to provide strategic counsel and advice on best practices.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

Customer Experience Matrix

JANUARY 20, 2009

I guess it’s a safe bet that salespeople jump quickly on leads who are about to purchase and pretty much ignore the others, so this finding strongly reinforces the need for nurturing campaigns that allow marketers to keep in contact with leads who are not yet ready to buy. I doubt they would have ranked highly had they been included.

Work Management 120

Work Management Marketing Management Demand Generation Agencies Lead Scoring 120

Customer Experience Matrix

DECEMBER 2, 2010

The company began with search engine optimization to attract traffic, and added landing pages, blogging, Web hosting, lead scoring, and Salesforce.com integration. Since my July 2009 review , HubSpot has further extended the system to include social media monitoring and sharing, limited list segmentation and simple drip marketing campaigns.

Small Business Marketing 120

Small Business Marketing Marketing Automation Services Hubspot Demand Generation Agencies 120

Customer Experience Matrix

FEBRUARY 13, 2014

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 Salesforce.com Pardot. Those top three are the key improvements that marketing automation provides over simple email or CRM systems, so this prioritization makes sense.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

Customer Experience Matrix

JULY 22, 2010

When campaign management systems consolidated in the late 1990's and early 2000's, most were bought by enterprise software companies. These were campaign management systems including Exchange Applications, Recognition Systems/Protagona, Prime Response, Intrinsic, Unica, Aprimo, Decision Software TopDog/MarketWide, Alterian and SmartFocus.

Marketing Automation Services 120

Marketing Automation Services Enterprise Management Work Management Marketing Management 120

Customer Experience Matrix

MAY 18, 2007

Somehow I received a copy of “ Increasing Revenue Through Automated Demand Generation ” (registration required), the kind of title that sends chills up my spine. It can also track the sources of Web site visitors and manage pay per click Web advertising campaigns. and link these to profiles in salesforce.com.

Manticore 120

Manticore Online Lead Generation Lead Generation Vtrenz 120

Customer Experience Matrix

OCTOBER 22, 2009

This breadth isn’t accompanied by tremendous depth: SalesFusion’s campaign management and built-in CRM tools are a bit limited. Results from all these channels are managed through a unified campaign structure, which creates a hierarchy of campaigns and subcampaigns to allow channel-level rollups. But these are awkward solutions.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Customer Experience Matrix

SEPTEMBER 13, 2012

The most important addition is a flow builder that supports branching campaigns. This is a bit limited – each node can only have yes/no branches – but it includes a reasonable set of actions including send an email, wait, notify user, add or remove from list, and run CRM workflow.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Automation Marketing Management 120

Digital B2B Marketing

APRIL 2, 2013

No one makes a million dollar decision based on one white paper, one email or one Google search. In most B2B organizations, Salesforce.com or a similar solution is the system of record. If the results of your campaign aren’t visible in Salesforce, the campaign wasn’t successful.

Top of Funnel 100

Top of Funnel Peer-to-peer B2B Work Management 100

Customer Experience Matrix

FEBRUARY 14, 2011

ClickDimensions does pretty much the standard marketing automation activities: email, landing pages, Web visitor tracking, drip marketing campaigns, and lead scoring. What’s missing from the list is CRM integration. ClickDimensions has its own email engine, replacing the product’s original reliance on ExactTarget.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation CRM Work Management 120

LeadSloth

OCTOBER 16, 2009

Bronto, Marketing Campaign Manager ( PDF ), Durham NC. Tableau, Marketing Campaign Manager ( PDF ), Seattle WA. Sales Force Automation software (primarily Salesforce.com). Email Marketing. List acquisition and import. Organic and paid search campaigns. Website management and basic HTML. Problem solved?

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

markempa

DECEMBER 12, 2016

To keep valuable field salespeople productive, many of the more innovative sales and marketing departments build “sales development” teams including Oracle, Marketo, HubSpot, HP, and Salesforce.com. They’re approaching LinkedIn like an email blast campaign, and this is not what the network is about – Susan Tatum.

Account Based Marketing 84

Account Based Marketing Marketing Qualified Leads Lead Scoring Lead Ranking 84

The Effective Marketer

JUNE 1, 2012

This is the framework you will need for your nurturing campaigns. You can automate the sending of emails all day long but unless you have a thought-out scoring model you won’t be using the MA system to its full potential. Demand Generation: Marketo’s Secret Sauce , by Marketo. Step 5: Scoring Model. by MarketingProfs.

Marketing Automation Services 100

Marketing Automation Services Lead Ranking Marketing Automation Work Management 100