Just Released: ABM Vendor Guide Gives Detailed Comparison of 40 ABM Vendors

Customer Experience Matrix

Some of pause was due to vacation, but mostly it was because I’ve been working feverishly to finish the Raab Guide to Account Based Marketing Vendors , which I’ve released today and you can purchase here. This was a huge project with the almost insanely ambitious goal of making sense of the ABM vendor landscape. What made it challenging wasn’t just gathering detailed information on 40 vendors but the variety of the vendors serving ABM needs.

How to select the perfect B2B data vendor

Biznology

Just use this handy checklist of criteria, organized in three categories: the data product itself, the surrounding services that will help you get the most value from the data, and the factors that suggest the vendor candidate will be a satisfactory business partner for your company.

Trending Sources

What Do B2B Buyers Really Want from Vendors?

Aberdeen CMO Essentials

They turn to their vendors for assistance. When we asked survey respondents if they would be more likely to work with a vendor who questioned their way of doing business by, for example, highlighting an organizational pain point or weakness they weren’t aware of, 65% replied, “Yes.”.

ABM Vendor Guide: Features to Look for in Target Scoring Vendors

Customer Experience Matrix

My last post used data from our new Guide to ABM Vendors to describe differentiators among companies that provide external data for account based marketing. Let’s continue the series by looking at differentiators related to Target Scoring, the second sub-function related to the ABM process of identifying target accounts. As the Guide defines it: Vendors in this category use statistical techniques to select target accounts.

5 Ways B2B Marketers Can Differentiate Their Brand in Google Search Results

KoMarketing Associates

But what about buyers further down the sales funnel who are evaluating B2B vendors more thoroughly through brand-related search queries? These tactics help differentiate an organization in Google search results and build trust and authenticity with potential buyers and prospects.

ABM Vendor Guide: State-Based Flows to Orchestrate Account Treatments

Customer Experience Matrix

Next up in this series on ABM sub-functions described in the Raab Guide to ABM Vendors : State-Based Flows. The Guide states: Vendors in this category can automatically send different messages to the same contact in response to behaviors or data changes. That was not part of many older marketing automation systems, although several vendors have now retrofitted their products to support to some degree. _ * via its Predictive Campaign integration with Eloqua.

Getting the Most Out of Google Shopping as a B2B E-Commerce Vendor

KoMarketing Associates

Google Shopping results also send searchers directly to product listings, arguably making the path to conversion easier. Product Listing Ads (PLAs) and Shopping Campaigns. category, product type, brand, condition, item ID, custom labels) you choose—and at any level of granularity.

SiriusDecisions Interview - From Pitching Products to Selling Value

The ROI Guy

The research clearly indicates that the issues are not around sales having enough leads, more sales training, improved social selling ability or increased product knowledge. The value articulation issue revolves around improving sales productivity.

3 Questions to Help You Audit Your Positioning Statement

Aberdeen CMO Essentials

Your product is only as important as the problem it solves. A list of product features won’t cut it. Your target audience will listen when you demonstrate that you understand their problem, and clearly communicate the benefit your product offers that solves it.

The Single Most Important Element for Increasing B2B Lead Gen and Sales

Webbiquity

Clearly the suggestion isn’t that enterprise software vendors should start taking out print advertisements in Vogue magazine, or that machine tool manufacturers should invest in splashy commercials on The Golf Channel. The ability to buy a “whole product” (e.g.,

5 Questions Every Business Website Must Answer

Webbiquity

The problem is defined, the solution set narrowed, and now it’s time to choose between competing vendors. Do you sell a point solution or something that’s part of a broader product suite? Products only or also associated services?

The Seven Sins of Marketeing Automation System Selection

Customer Experience Matrix

The immediate result is you can’t factor those items into your vendor evaluation. Formal, written requirements provide a framework to prioritize your needs, explore them with vendors, and make a complete, consistent assessment of what you learn. Let the Vendor Drive.

Marketing a Product vs. Marketing a Service – What You Need to Know

Televerde

One that really makes me scratch my head is when marketers try to use the same tactics for marketing a product that they do for marketing a service. Yes, at the top of the marketing funnel, product and services customers might look very similar.

Oracle Selected as Strong Leader Among Digital Marketing Platforms

Modern Marketing

The Ovum Decision Matrix further reviews each vendor with a radar diagram and a SWOT Assessment. Data-as-a-Service is a key service differentiator. This is a key differentiator. Wide and deep product range. Marketing Cloud Product News

SWOT 121

Spotlight on Staff Bios as a Marketing Tool

Marketri

As a B2B marketer with a focus on the professional services industries, I can’t stress enough the importance of “selling” people over services in this battle for differentiation. When I choose a vendor specifically for a service the most important element is trust.

3 Innovations that Deliver Connected Cross-Channel Experiences with Oracle Eloqua

Modern Marketing

As few as 11% of CMOs state that they have successfully implemented a sophisticated omni-channel strategy, resulting in only 1 out of 3 buyers feeling that they are understood by the vendors or brands with whom they interact. Product News

Oracle’s Maxymiser Named a Leader in Forrester Wave for Online Testing

Modern Marketing

” As Forrester writes: "[Maxymiser’s] key differentiators are support for campaign planning and control, segment development and execution, professional services, and executive vision. Marketing Cloud Oracle Marketing Cloud Product News

Oracle’s Maxymiser Named a Leader in Forrester Wave for Online Testing

Modern Marketing

” As Forrester writes: "[Maxymiser’s] key differentiators are support for campaign planning and control, segment development and execution, professional services, and executive vision. Marketing Cloud Oracle Marketing Cloud Product News

B2B Customer Review Websites: 3 Tips For Blowing Past Competitors

Influitive b2b

Code42’s thousands of happy and highly vocal customers are one of our strongest market differentiators,” said Angela. Angela wanted Code42’s customers to review its endpoint data protection and security product, CrashPlan. 3 Keys to Getting Glowing Product Reviews.

SalesPredict Offers Highly Automated, Highly Flexible Predictive Modeling

Customer Experience Matrix

SalesPredict is a perfect example: a small vendor with a powerful system that just launched earlier this year. Back in, say, 2008, a product like this would be big news. User interface is a second differentiator. The final differentiator is flexibility.

Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

The main basis for my prediction is high growth that vendors reported in 2013, and in particular a trend towards higher revenue per client among the vendors who share that information with me. If I were an email vendor, I''d think about that one.

What’s your story? It’s your most important sales weapon.

The Forward Observer

With a compelling sales story you can quickly break through, differentiate your company, build trust and preference, and justify a premium price. One of the biggest benefits of a strong sales story is that it helps differentiate your company.

4 products Microsoft should build with LinkedIn

Infer

As someone who’s entrenched in the LinkedIn and Microsoft ecosystems, I thought I’d share four exciting products this acquisition makes possible: 1. Microsoft could also add automated email filtering and prioritization features with folder recommendations that improve email productivity.

Why Customer Experience is the Hot New Thing in Marketing

Act-On

Everywhere, companies compete based on product, technology, price. Your customers’ experience is part of your product – and a way to differentiate yourself in the market. A customer’s experience with you is becoming as important as your products.

Seven Ways to Humanize B2B Marketing

Webbiquity

Attributes like product functionality, ROI, total cost of ownership (TCO), fitness for purpose, and integration capabilities are undeniably important. So how can a B2B vendor stand out, and potentially create more sustainable competitive advantage?

Business Buyers Relying More On 3rd Party Content

Marketing Insider Group

It found that content downloaded from trusted sources on the Internet was essential to pre-sales discovery, qualification and selection of vendors.

Vendor 124

B2B Marketing: Virtual display saves money and increases engagement for complex solution

Kaon

SUMMARY: Seagate Technology, a leader in data storage solutions, transported High Performance Storage Solutions that literally weighed a ton to show its product at trade shows and sales presentations. ” When sales people wanted to present details about the product, they would use slides.

The Most Important Force for Increasing Leads and Sales

Webbiquity

Clearly it’s not that enterprise software vendors should start running print ads in Vogue magazine, or that machine tool manufacturers should invest in splashy TV commercials on The Golf Channel. Business buyers won’t buy from vendors who lack visibility in search and social media.

22 Tantalizing Content Marketing Stats and Facts

Webbiquity

But the capacity of buyers to consume content hasn’t changed, making content quality (as noted by several contributors to the 2016 B2B Marketing Trends report ) the focus of differentiation moving forward. 34% watch product and informational videos.

Stats 128

Your Expo Hall Game Plan: Make the Most of Marketo’s Marketing Nation Summit 2014

Modern B2B Marketing

A conference isn’t just a place to network – it can also be a place to kick off important internal initiatives, shop around for new vendors, and extend the functionality of your current marketing solutions. Experienced with Marketing Automation: Vendor Audit. Product and Industry

Multi-Step Campaign Interfaces: A Quick Vendor Survey

Customer Experience Matrix

Naturally, the vendors showing them to me have all thought very carefully about their designs and made the best choices they could, typically based on feedback from their customers. They do perfectly well with flow chart interfaces, which indeed are standard on enterprise marketing automation products (e.g. So I thought I'd take a little scan of the demand generation systems I've looked at to see how the vendors themselves had voted.

Three Reasons Content Curation is Overrated

Digital B2B Marketing

Curation, by itself, is not enough to differentiate you. But if you believe content curation is your ticket to thought leadership and differentiation, you will be sorely disappointed.

Tealium Grows from Tag Manager to Customer Data Platform

Customer Experience Matrix

Like other tag management vendors, Tealium recognized several years ago that its core competency at capturing customer behavior could be applied to build unified customer profiles. It took me an embarrassingly long time to recognize why Tealium ’s AudienceStream is just a bit odd.

5 Tips for Building a High-Performance Marketing Plan

Act-On

A message could center on a differentiator you’re creating, or it could be your business purpose or mission, or it could be something very aspirational or forward thinking.

Plan 60

How to Implement an Account-Based Marketing Program in Your Firm

NuSpark

This will provide you with a starting point for building an account-based marketing program: Define the ideal customer profile (ICP) for your specific product or service, based on criteria such as company size and location, industry and needs.

Future Of B2B Marketing And Sales: 20 Experts Share Their 2017 Predictions

Radius

12) Mark Woollen, Chief Product Officer, Radius – Twitter. This year will be the year of differentiation. The explosive growth of the MarTech space (5,000+) vendors requires more clarification. Data Science, Machine Learning, or Predictive no longer function as a differentiator. More soft or no ask/call to action marketing focused on community building, experiences and lifestyle over product-specific messaging.”.

What’s an Open Marketing Ecosystem? And Why Should You Care?

Act-On

That’s a very good customer experience , made possible by an open platform that allowed all those vendors to connect. And note that VISA has invested in Square, giving support to yet another open vendor network.). Yes, there are a lot of buzzwords in our industry.

Cable 82

Research Says B2B Buyers Want Strategic Partners

B2B Marketing Directions

For decades, the basic approach to B2B marketing and sales has been to identify a prospect's "pain points," and then demonstrate how your product or service can alleviate the pain.

3 Seismic B2B Marketing Trends Seen At Dreamforce 2016

Radius

Especially when that CEO is Marc Benioff, the company is Salesforce, and the quote is about a new artificial intelligence product called Einstein that the company just launched in front of 170,000 people at Dreamforce. 2) Data is the differentiator.

3 Seismic B2B Marketing Trends Seen At Dreamforce 2016

Radius

Especially when that CEO is Marc Benioff, the company is Salesforce, and the quote is about a new artificial intelligence product called Einstein that the company just launched in front of 170,000 people at Dreamforce. 2) Data is the differentiator.