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? Registration is no longer required.)

Active Conversion 120

Active Conversion Lead Scoring Lead Ranking Lead Management 120

Customer Experience Matrix

SEPTEMBER 1, 2009

Summary: Net-Results is simpler to use than comparable demand generation systems because it applies the same features to many tasks. But on reflection I realized that Net-Results offers a full set of demand generation functions. Let’s run through the standard demand generation process to see how this works in practice.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Small Business Marketing Marketing Automation Services 120

Customer Experience Matrix

MARCH 5, 2009

I spent a good part of yesterday talking with demand generation vendors about the usability scores I've been publishing all week. What remains are scores for functionality, pricing and vendor background. As a result, I've made a number of small adjustments which have been retroactively edited into the previous posts.

Lead Scoring 120

Lead Scoring Lead Ranking Demand Generation Work Management 120

Customer Experience Matrix

MARCH 18, 2009

Since that’s critical to many demand generation users, I didn’t want to give a false impression by leaving it out. It’s actually quite a long story, dating back to the company’s initial sales automation system in 1997, followed by its MarketingView demand generation product in 1999. So now the story can be told.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Enterprise Management 120

Customer Experience Matrix

AUGUST 12, 2010

On Monday, Genius.com announced “the first free, instant-on demand generation solution”, a description carefully crafted to distinguish their offering from the free version announced by LoopFuse in June. add a tracking tag) to the Web site itself. That is, it captures and tracks leads but doesn’t do sophisticated lead nurturing.

Work Management 120

Work Management Marketing Automation Services Marketing Management Loopfuse 120

Heinz Marketing

SEPTEMBER 9, 2021

Pros: The User Interface is simple, clean, and streamlined for the demand generation marketers. Our sales team can interact effectively with lead management which I think is very important. From simple email drops and landing pages, we’ve grown to complex lead scoring and nurture programs. ActiveCampaign.

Marketing Automation Services 130

Marketing Automation Services Marketing Automation Automation Work Management 130

Customer Experience Matrix

OCTOBER 19, 2010

Of the three classic competitive strategies – low price, great service and innovative products – there are plenty of low price options and leading vendors work aggressively to help their clients succeed. Tags: marketing automation multi-language marketing lead management demand generation.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Automation Marketing Management 120

Customer Experience Matrix

JUNE 30, 2010

Personally, I’d argue that the really significant news out of LoopFuse is their newly tiered pricing structure. The entry point of $350 per month (for up to 10,000 prospects with unlimited emails and page views) is much lower than the $1,000 to $2,000 starting price of most full-function marketing automation systems.

Loopfuse 120

Loopfuse Marketing Automation Services Enterprise Management Marketing Management 120

The Point

OCTOBER 14, 2010

As a Marketo agency partner, I attended along with colleagues from Spear Marketing Group to greet clients, talk shop, and hear how other companies – including Marketo themselves – are putting technology to use in the service of improved lead management. Why does Marketo publish their pricing on their Website?

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

Customer Experience Matrix

JUNE 9, 2009

It lets Marketo sell seats to sales departments, which could be more lucrative than selling its core demand generation system. Marketo lets sales reps send emails and add prospects to demand generation campaigns. At Marketo’s price of $49 per seat, a 20-user license would bring in another $1,000 per month.

Marketo 120

Marketo Work Management Marketing Automation Services Eloqua 120

Customer Experience Matrix

JULY 17, 2009

Last Wednesday’s revised ranking of demand generation vendors by Web traffic reminded me that I never published notes from a conversation I had several months ago with Right On Interactive , developer of the 5Buckets marketing automation software. Pricing is also intended to make things simple. 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 30, 2009

Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. All that’s missing to be full-blown demand generation system is outbound email and lead nurturing campaigns—which the company has announced it will add. But I consider that optional.)

Small Business Marketing 120

Small Business Marketing Bundling Work Management Paid Search Agency 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

MAY 19, 2010

Pricing for ABR is set at $2,500 per month for unlimited use. Tags: geotargeting marketing automation leadlander lead management IP address lookup demand generation. Similarly, client data such as customers and sales people must currently be loaded by DemandBase staff. Clever folks.

DemandBase 120

DemandBase Leadlander Jigsaw Marketing Automation Services 120

Customer Experience Matrix

APRIL 1, 2009

But the technology is nothing special: a page tag sends the visitor’s IP address to DemandBase, which looks up its owner in standard Internet registries. It can also import a client’s list of target accounts from Salesforce.com and issuing alerts when those companies visit.

DemandBase 120

DemandBase Lead Scoring Lead Ranking Jigsaw 120

Customer Experience Matrix

FEBRUARY 25, 2009

Note: in addition to the original proxy server technology, Genius also now offers a tracking solution based on inserting conventional tags into Web pages. This allows it to track all site visits, not only those routed to the proxy server by a Genius-generated link.) The two products are now offered in combination as Genius Pro.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

The Point

MAY 6, 2010

Using even the most conservative assumptions, we were able to project a return – in the form of increased revenue – that far outweighed the price of the software under consideration, even allowing for related services and staff time. And lastly, to be frank, it depends how bad you are. How do you know where marketing automation will help?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Automation 100

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. In addition, they support wait periods and can send leads and alerts to the sales system.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Management Resource Management 120

Customer Experience Matrix

AUGUST 3, 2010

Pricing of Revenue Cycle Analytics starts at $1,500 per month and grows with database size. Tags: marketing automation enterprise marketing management marketing measurement marketo revenue attribution lead management demand generation.

Enterprise Management 120

Enterprise Management Marketo Marketing Management Marketing Automation Services 120

WebMarketCentral

MARCH 3, 2009

Marketing automation software vendor Marketo today announced the launch of its Marketo Lead Management 3.0 additional profile is requested as a prospect moves through an interactive process); Native integration with Salesforce.com ; Web visitor profiling; and Automated duplicate lead removal. software suite.

Enterprise Management 20

Enterprise Management Marketo Marketing Management LEADSExplorer 20

Engagio

JANUARY 4, 2017

I’ll never forget talking to the top Sales guy at a software company where I was leading demand generation. I was asking him why despite bringing him huge volumes of seemingly quality leads he never followed up. I worked at another company where we were selling price intelligence to retailers.

Account Based Marketing 88

Account Based Marketing Enterprise Management Work Management Marketing Management 88

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. As part of a broader lead generation, on-demand platform, Demandbase offers a free, downloadable Web application built on Adobe AIR (one of 3 investors in an $8M round they also announced.)

Enterprise Management 40

Enterprise Management Work Management DemandBase Marketing Management 40

LeadSloth

AUGUST 24, 2009

Part of a good lead management process is knowing exactly who are involved in the sale. Also, lead scoring only works if you know who you want to target. If you sell low-priced widgets with a very short sales cycle, Marketing Automation won’t help you. Unclear Prospect Profile(s). Selling Simple Products.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

LeadSloth

MARCH 22, 2009

In the early days it was used to sift through hundreds of new B2B leads per day to identify the valuable leads. 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. How to Replace a Marketing Automation System?

Marketing Automation Services 100

Marketing Automation Services LEADSExplorer netFactor Leadlander 100

Customer Experience Matrix

JANUARY 4, 2012

The list of independent marketing automation systems shrank by one yesterday when Leadformix was purchased by sales enablement vendor CallidusCloud for $9 million. The price is surprisingly low for an established marketing automation vendor. This is why Callidus is a good buyer.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Marketing Automation Automation 120

Adobe Experience Cloud Blog

JANUARY 20, 2010

Marketers have changed the way they handle online demand generation by using thought leadership like white papers, surveys and videos to drive interest in their industry or solution. But for many companies, leads from these inbound methods don’t necessarily mean an increase in potential sales opportunities.

Sales Qualified Leads 48

Sales Qualified Leads Lead Scoring Lead Ranking Leads 48

Customer Experience Matrix

MARCH 30, 2009

My personal definition of demand generations systems (see Introduction to Demand Generation Systems from the Raab Guide site) explicitly states that they do not incorporate sales automation. See Should Demand Generation and Sales Automation Be Separate Systems? for whether this will change.)

Demand Generation 120

Demand Generation Small Business Marketing Cost Demand 120

Customer Experience Matrix

JUNE 17, 2009

Summary: Marqui started as a Web content management system and then added basic demand generation. Marqui is one of the oldest demand generation vendors, founded in 2000. But that date is a bit misleading because the company’s original product was a Web content management system (CMS).

Demand Generation 120

Demand Generation Marketing Management Demand Marketing Automation Services 120

Adobe Experience Cloud Blog

JANUARY 22, 2009

What do you think are the biggest opportunities companies have for more effective demand generation ? How can companies use lead nurturing , lead scoring , and lead management most effectively? What is the target segment's current perception of your company and your competition?

B2B Thought Leadership 48

B2B Thought Leadership Thought Leadership Demand Generation Agencies Lead Ranking 48

Customer Experience Matrix

NOVEMBER 25, 2008

I had a preliminary conversation last week with Mike Pilcher of Marketbright , one of the vendors I’ll probably end up adding to the Raab Guide to Demand Generation Systems. These seem pretty minor, although they do insert Marketbright more deeply into the sales process than most demand generation products.

Demand Generation 120

Demand Generation User-Generated Content Work Management Demand 120

Customer Experience Matrix

SEPTEMBER 5, 2008

I have mostly been focused this week on formats for the new Demand Generation Guide. As of last week’s post , I had decided to build a list of applications plus some common issues such as vendor background, technology and pricing. The HTML that Excel generates automatically won’t work at all.)

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Work Management Marketing Management 120

Customer Experience Matrix

MARCH 25, 2009

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. Pricing on this starts at $14.95

Act-On 120

Act-On Demand Generation Work Management Marketing Management 120

Industrial Marketing Today

JULY 9, 2010

They forgot to first set a strategy that carefully targets prospects with relevant messaging. The tools are wonderful – they do indeed automate many of the tasks you listed (email handling, lead management, nurturing, etc.). Automating the “garbage in, garbage out” marketing approach benefits no one.”

Marketing Automation Services 60

Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation 60

Adobe Experience Cloud Blog

MARCH 25, 2010

pricing, product details, customer references) was not readily available with just a few clicks, so prospects were willing to speak with a sales rep to get it. The new revenue engine works best when all of these processes are in place and working effectively: Lead generation. The old revenue engine is focused on the sales team.

Sales Management 48

Sales Management Lead Ranking Work Management Sales Qualified Leads 48

Customer Experience Matrix

JANUARY 17, 2009

The heart of my presentation on Wednesday ended up as a list of 37 “best practices” for marketing automation / demand generation programs. A bit of context: the presentation listed a sequence of steps for marketing campaign creation, deployment and analysis. The marketer assembles information about the target audience.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Marketing Automation Services Marketing Automation 120

Customer Experience Matrix

MAY 6, 2010

Summary: Genoo provides a simple Web site, demand generation and social marketing for $199 per month. Genoo offers a small-business-oriented Web marketing system at a small-business-friendly price of $199 per month. For other small business systems, see my list of demand generation vendors from last November.)

Small Business Marketing 120

Small Business Marketing Marketing Management Planning Paid Search Agency 120

Customer Experience Matrix

MARCH 2, 2010

It does require extensive preparation, but Eloqua leads you through that too. Let's face it, folks: putting a good demand generation program in place is real work. The price of SmartStart varies from $4,000 to $19,000 depending on the version of Eloqua and type of CRM integration.

Eloqua 120

Eloqua Work Management Marketing Automation Services Marketing Automation 120