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News from Krux, Demandbase, Radius: Customer Data Takes Center Stage

Customer Experience Matrix

Demandbase had its own announcement yesterday: something it calls “DemandGraph,” which is basically a combination of Demandbase’s existing business database with data gathering and analytical functions the Spiderbook system that Demandbase bought in May 2016.

Peter Isaacson, CMO of Demandbase: Why You Have a Bad Relationship with Sales—and What to Do About It [Podcast]

Crimson Marketing

“How is your relationship with Sales?” That is the question that Peter Isaacson, CMO of B2B marketing technology company Demandbase, posed to some of the 400 digital marketers at a recent GE marketing summit.

How Demandbase Uses LeanData

LeanData

Account-Based Marketing has emerged as the smart strategy for companies to navigate the complex B2B sales journey. And Demandbase is establishing itself as one of the trend leaders in the growing industry space. That’s why Demandbase uses LeanData to enable its own internal Account-Based Marketing strategy. LeanData makes sure that leads coming into Demandbase always are routed to the correct sales representative. Account-Based Sales & Marketing LeanData

Bizo and DemandBase Lead B2B Marketing Automation to Web Advertising and Beyond

Customer Experience Matrix

I had a fascinating chat earlier this week with a client who described his vision for using DemandBase to tailor messages to Web site visitors from target accounts, using Bizo to further tailor messages to individuals by title, using all this data to synch inbound and outbound campaigns in Eloqua , and eventually driving everything with predictive model scores from a tool like Lattice Engines. Let’s start with DemandBase.

Time to abandon spray-and-pray lead generation

Biznology

Poor lead quality is one of the most contentious issues that divides sales and marketing organizations, and despite a bounty of evidence that lead scoring and nurturing improves sales efficiency, many marketers I’ve dealt with still measure success by the number of names in the spreadsheet.

3 Steps to Building a Better B2B Target Account List

grow - Practical Marketing Solutions

You already know these accounts by name and the list can be cobbled together between sales and marketing with the help of Excel and Salesforce. Disclosure: Demandbase is a client). Disclosure: Demandbase is a client). By Eric Wittlake, {grow} Contributing Columnist.

Bad Advertising Advice: Go Where Your Audience Is

Digital B2B Marketing

Media sales representatives perpetuate the problem, comparing reach to their competitors. Both Bizo and Demandbase offer this solution. Media Strategy behavioral targeting bizo CRM Retargeting Demandbase LinkedIn media planning retargeter targeting

Account-Based Marketing … and Billy Beane … in San Francisco

ANNUITAS

When I worked at Demandbase I was particularly inspired by the book and applied the cornerstone trigger event, Oakland A’s loss of player Jason Giambi to the Yankees, to B2B marketing and sales. I began to try and apply this sort of thinking to marketing as well as sales.

B2B Display Ads with Demographic Targeting: Why Doesn’t Google Do This?

The Point

Demandbase estimates that the traditional display model results in 67 percent of all ads being served to unintended targets.).

B2B Online Advertising: Improve Targeting by 10x (or more!)

Digital B2B Marketing

Yesterday Demandbase launched Company-Targeted Advertising, giving marketers a second option with some different capabilities. Disclosure: Demandbase is a Babcock & Jenkins client. Now that Demandbase’s offering is public, I wanted to share it.

The Real Reasons Programmatic Ad Buys Fail in B2B Marketing

Digital B2B Marketing

Time and time again, B2B marketers fall prey to a wonderful sounding sales pitch for their demand generation plan that goes something like this: “We use 100′s of data points and sophisticated technology that optimizes every single impression in your campaign.

Demandbase vs ReachForce SmartForms – Eloqua Topliners Discussion

Reachforce

Recently on Topliners, marketers weighed in on lead scoring solutions in a discussion of the merits of ReachForce SmartForm vs Demandbase. Some clients are even anecdotally reporting they are beginning to see a reduction in the length of their sales cycle. Don’t want to spoil the surprise – but, you can jump over to the Demandbase vs. ReachForce discussion to find out who was the universal favorite (aw, shucks).

Demandbase vs ReachForce SmartForms – Eloqua Topliners Discussion

Reachforce

Recently on Topliners, marketers weighed in on lead scoring solutions in a discussion of the merits of ReachForce SmartForm vs Demandbase. Some clients are even anecdotally reporting they are beginning to see a reduction in the length of their sales cycle. Don’t want to spoil the surprise – but, you can jump over to the Demandbase vs. ReachForce discussion to find out who was the universal favorite (aw, shucks).

Demandbase API vs ReachForce Form Appending Solutions

Reachforce

Demandbase or ReachForce? We are often asked the question: How are ReachForce SmartForms different from the Demandbase API for forms? There are notable differences between the Demandbase and ReachForce solutions. Demandbase vs ReachForce Match Rate.

Demandbase API vs ReachForce Form Appending Solutions

Reachforce

Demandbase or ReachForce? We are often asked the question: How are ReachForce SmartForms different from the Demandbase API for forms? There are notable differences between the Demandbase and ReachForce solutions. Demandbase vs ReachForce Match Rate.

How Demandbase Uses LeanData

LeanData

Account-Based Marketing has emerged as the smart strategy for companies to navigate the complex B2B sales journey. And Demandbase is establishing itself as one of the trend leaders in the growing industry space. That’s why Demandbase uses LeanData to enable its own internal Account-Based Marketing strategy. LeanData makes sure that leads coming into Demandbase always are routed to the correct sales representative.

4 Ways to Make Your Website More Personal

Modern Marketing

Plenty, according to the The 2011 National Website Demand Generation Study conducted by Focus.com and Eloqua AppCloud partner DemandBase. Personalized content: From the report: “The website becomes the crucial sales tool during the buyer’s research and discovery process, and buyers are educating themselves without the guidance of a salesperson. Arm sales with sales intelligence and productivity tools designed to help them understand and communicate with prospects.

4 Reasons Your CMO Will Love Marketing Automation

Modern Marketing

by Jesse Noyes | Tweet this Today’s guest post comes courtesy of Jennifer Pockell-Wilson, Vice President of Marketing & Demand Operations at Eloqua partner Demandbase. Previously the Senior Director of Global Marketing Operations at Polycom, Jennifer is experienced at demonstrating the marketing’s impact on revenue and driving alignment with sales. The alignment of Sales and Marketing toward revenue goals is the objective of every CEO.

Account Based Marketing – An Interview with Jennifer Pockell-Wilson of Demandbase

ANNUITAS

We recently had the opportunity to sit down with Jennifer Pockell-Wilson, Vice President of Marketing & Demand Operation at Demandbase. Jennifer, leads the demand-focused marketing teams and demand operations at Demandbase. She is passionate about aligning sales & marketing toward common goals through the coordination of language, systems and process. AG: Demandbase has been a big proponent on account based marketing. Are they engaged in a sales cycle with you?

MQL 4

DemandBase Creeps Up the Value Chain

Customer Experience Matrix

I had a nice little chat with DemandBase two weeks ago. But it turns out that DemandBase has been inching its way up the value chain. Some time ago they released a free widget, DemandBase Stream, that shows the companies visiting your Web site in a news ticker on your computer desktop. 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.

33 Inspiring B2B digital marketing case studies

grow - Practical Marketing Solutions

Maybe it’s because the buying cycle takes longer, more people are involved in purchase decisions and sales are made for rational, not emotional, reasons. The campaign generated over $1 million in new sales opportunities with several deals closed within the first 3 months of launch.

Top 40 Twitter Feeds You’re Not Following

Modern Marketing

Lauren Harper – A community manager for Focus, Lauren cultivates the best questions and facts about sales and marketing. Jonah Minton – Vice President of Sales for Ustream, and a former executive with MySpace and NBCU, Jonah follows video and social media closely. Jen Pockell-Wilson – A VP at DemandBase, Jen is a demand generation guru. by Jesse Noyes | Tweet this Social media is a meritocracy, right? Well, not always.

From 50 to 5,000 to 5 Million!

Lattice

Their efforts, however, have been targeted at their top 50 to 100 accounts because of the resources required for selecting your target accounts, researching their key challenges, developing customized offers and driving campaigns in a coordinated way between sales and marketing.

DemandBase Adds Real-Time Access to Web Visitor Identities

Customer Experience Matrix

Summary: DemandBase has added real-time access to its data identifying Web site visitors, enabling Web sites to deliver customized pages. It’s more than a year since my original post about DemandBase. According to DemandBase, this compares with one to two seconds for conventional IP address look-ups. ABR gains its speed by querying DemandBase’s own database rather than querying external directories.

The Best of Revenue Summit

LeanData

And to adjust to that new reality, sales and marketing need to become more. Buyers are expecting different things from sales and marketing. Sales and marketing work especially close at that as we work together to penetrate accounts.”. “It’s Real Sales and Marketing Alignment.

ABM Quickly Evolved from Latest Trend to What Felt Like Full Adoption

Modern Marketing

In the world of B2B marketing where a marketer's job is to get in front of and identify those prospects who are likely to become customers, it only makes sense to focus on companies that marketing and sales have determined are more likely to become customers.

Account Based Marketing – An Interview with Jennifer Pockell-Wilson of Demandbase

ANNUITAS

We recently had the opportunity to sit down with Jennifer Pockell-Wilson, Vice President of Marketing & Demand Operation at Demandbase. Jennifer, leads the demand-focused marketing teams and demand operations at Demandbase. She is passionate about aligning sales & marketing toward common goals through the coordination of language, systems and process. AG: Demandbase has been a big proponent on account based marketing. Are they engaged in a sales cycle with you?

45 Impressive Marketing Operations Champions You Should Follow [Infographic]

bizible

Sales & Marketing Operations Analyst - POC. Global Sales and Marketing Operations - Business Marketing & Intelligence. Demandbase. Director of Marketing & Sales Operations. Marketing operations success continues to grow in importance.

23 Account-Based Marketing Leaders to Follow on Twitter

bizible

Adam New-Waterson is the CMO at LeanData, a sales and marketing operations platform. Matt Heinz is the President at Heinz Marketing, an agency focused on sales acceleration. Marketing and Sales: Done Well (2015) Do Better (2016) https://t.co/MSphBiTyuD

A Primer on Website Visitor ID and Smart Form Technology for Lead Generation

NuSpark

Long available within marketing automation, these programs complement sales and lead scoring efforts, by allowing you to capture intelligence and follow-up with firms visiting your digital destinations. Sales people can be alerted immediately when activity occurs.

Focus Roundtable Recap: Optimizing Landing Page Conversion Rates

NuSpark

I was joined by Anna Talerico from Ion Interactive, Chris Goward from Wider Funnel, Justin England from ReachForce, Greg Ott from Demandbase, and Bob Leonard from acSellerant. Let’s assume your average sale per customer is $5,000.

Cloud Connectors & Revenue Performance Management: An Interview with Steven Woods [Video]

Modern Marketing

Revenue Performance Management is about getting a single view of the marketing and sales pipeline, which means from the early stages of awareness through the entire investigation process to close. That gives you an indicator of whether or not a prospect is ready to talk to sales yet. That way when you get sales in front of them you’re only getting them in front of people in those organizations with a strong fit. by Jesse Noyes | Tweet this.

5 Steps to Increase Conversion Rates with Account-Based Marketing

Act-On

As Demandbase defines ABM: “It’s a set of principles that range from…. Marketing teams who understand ABM are in a powerful position to better align to what sales needs, and to make smart choices about the right actions to take and the right time to take them to grow high-potential accounts.”

Metrics to Help You Track Brand, Demand, and Expand

Act-On

As a result of this white paper campaign, they generated $1 million worth of new sales opportunities for ADP within the first month alone. Key takeaway: Carefully track the number of leads generated by gated assets, conversions to sales, and the associated dollar amount of revenue.

Be Thankful for Account-based Marketing this Holiday Season

Modern Marketing

More Than 70% See Real Results from ABM Peter Isaacson, CMO of Demandbase , described it as "the cornerstone of most B2B marketing plans. Marketing Sales Alignment. These are the ones that sales has indicated are more likely to buy.

Bizible Joins The Account-Based Marketing Leadership Alliance

bizible

Bizible is proud to be a founding member of the ABM Leadership Alliance along with Oracle, Optimizely, Radius, Get Smart Content, LookBook HQ and Demandbase.

How We Systematically Overvalue Content Consumption

Digital B2B Marketing

To get a clear picture of content consumption and engagement by company, add a solution like Demandbase to identify visitors to your site, not just ‘known’ visitors that are in your database. Involve sales early. Let’s get right to the point.