November, 2006

B2B Lead Generation Blog: Podcast: Tradeshow and Event Marketing with Ruth Stevens

B2B Lead Generation

Are you finding that trade shows or events are a “waste of time” for lead generation? You may want to think again. I interviewed Ruth Stevens, author of Trade Show and Event Marketing, to get her views on what marketing

HP Gets it Right With Their "Change Artists" Lead Generation Campaign

Anything Goes Marketing

Arguably the whole concept of comments on a blog make blogs authentic and entertaining. On many blogs, a web visitor may find a post with some rich interaction between the original author and some commenters. Typically the item that is being discussed is one that both the author and commenter are passionate about. The new visitor can either be satisfied with just reading the interaction or even add a comment themselves. How can businesses capture the excitement of blogs?

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Sage Software Offers Sound Rules for CRM

Customer Experience Matrix

Sage Software( www.sagesoftware.com ) is one of those amorphous software companies that have grown by acquiring many products and keeping them pretty much separate. The company does have a focus: it sells accounting and CRM software on small and mid-sized business. But under that umbrella its Web site lists thirty different products, including well-known brands Peachtree, DacEasy, Accpac and MAS for accounting, ACT! contact management, and SalesLogix and Sage CRM for CRM.

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Blogger: Redirecting

Buzz Marketing for Technology

Don't take my word for it check out Guy Kawasaki Top 10 Lessons of PR. A summary is available here Kawasaki is the CEO of venture capital investment bank Garage.com, former Chief Evangelist for Apple Computer and author of numerous

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years. Join Jay McBain from Forrester as he unpacks these future trends.

Although it’s not time to Party Like its 1999, There is Plenty to Celebrate

The ROI Guy

IT spending has experienced a healthy three years of budget increases since the beginning of 2004, giving many IT execs plenty of reasons to celebrate. Annual growths in 2006 is expected to top 6%, and although projections for 2007 show a more conservative sentiment, spending increases are likely to continue with consensus estimates of 5% to 6% expected according to IDC and Forrester Research.

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B2B Lead Generation Blog: E-mail and the phone have high response rates, DMA report finds

B2B Lead Generation

btob magazine points out some interesting findings in the dma 2006 response rate trends report which includes data for more than 1500 campaigns received in 2004, 2005 and 2006. the dma report found that the phone and e-mail produced the

IBM Allows you to Chat With a Sales Representative

Anything Goes Marketing

If you've been on IBM's site lately, you may have noticed a new feature. OK, you'll probably notice many new features it's Big Blue for goodness sake, they've patented the meaning of life! :) The feature I'm most interested in is a new little Chat icon on the side of the page. You can see it here. What better way then to interact with potential clients then to allow them to speak with you without having to pick up the phone.

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One Final Post on Multi-Variate Testing

Customer Experience Matrix

It’s been fun to explore multi-variate testing in some depth over these last few entries, but I fear you Dear Readers will get bored if I continue to focus on a single topic. Also, my stack of white papers to review is getting taller and I do so enjoy critiquing them. (At At the top of the pile is Optimost’s “15 Critical Questions to Ask a Multivariable Testing Provider” available here. This covers many of the items I listed on Monday although of course it puts an Optimost-centric spin on them.

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Blogger: Redirecting

Buzz Marketing for Technology

You're about to be redirected. The blog that used to be here is now at [link] Do you wish to be redirected? This blog is not hosted by Blogger and has not

The Complete Guide to SaaS Revenue Modeling

In today’s climate, it’s more important than ever for SaaS companies to build rock-solid financial models on which they can operate and make key business decisions. The teams at SaaSOptics and Burkland have teamed up to create a comprehensive guide to the most difficult aspect of financial modeling: revenue forecasting.

Does the Vista view include ROI?

The ROI Guy

With the official release of Microsoft Vista many corporations will be getting requests to upgrade, and puzzling over whether it makes fiscal sense. The major question to be answered: Does Vista derive enough savings to make the case for near-term migration, or should the organization take a wait-and-see approach?

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Got Projects? Try Base Camp

WebMarketCentral

Marketers have projects. So unless you're one of those rare individuals who can not only keep a multitude of details straight in your head, but also magically keep your team on the same page with your brain, you need project management tools. Base Camp is a reasonably-priced (there's even a free version) online project management collaboration tool that's worth checking out, despite a few quirks and shortcomings.

B2B Lead Generation Blog: Avoid wasting your Pay-Per-Click lead generation budget

B2B Lead Generation

thanks to jim berkowitz and his crm mastery e-journal for pointing me to the marketingprofs article, five proven ways to waste money with pay-per-click advertising by john grant. i think this article does a nice job pointing out some of

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Free Online Marketing Tools for Marketers

Anything Goes Marketing

Larry Chase at Web Digest for Marketers is an amazing source for marketers looking for tools to assist in email marketing, search marketing, surveys - you name it! Here are a few of my favourite tools from his website: Paid Search and Organic Search Spyfu : Can be used to find out how much a search term is currently going for, how popular a search term is and who (which of your competitors) is currently using the search term and how they are using it.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

David Raab in Webinar

Customer Experience Matrix

I'll be presenting a Webinar on "Getting Started with Marketing Automation", sponsored by Unica, on Wednesday December 6 at 11:30. Eastern / 8:30 Pacific. Click here to register

Blogger: Redirecting

Buzz Marketing for Technology

Spending on online video is expected to soar to $1.5 billion in 2009 from a projected $385 million this year, according to eMarketer. Which is why Andy Plesser, founder of PR agency Plesser Holland Associates, has started a video blog

Can Sarbanes-Oxley compliance generate any business ROI?

The ROI Guy

Sarbanes-Oxley (SOX) section 404 compliance requires companies to implement extensive internal controls and documentation. Many companies did not have sufficient control in place to comply when SOX was passed, so investments have been made in systems, personnel and auditing to assure compliance. In order to achieve a positive ROI, the SOX compliance must have net benefits that exceed the investment to achieve compliance. These benefits cannot be the compliance itself – ie.

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How to Increase Traffic to Your Website -- Really

WebMarketCentral

Two words -- valuable content. As Mike Kaselnak, CEO of Hoard Client Systems wrote in response to my recent RainToday article How To Build Website Traffic With Content , "The days of trying to trick the search engines are over. Content is King!" Actually, neither search engines nor people are fooled anymore by tricks with hidden text or metatags.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

B2B Lead Generation Blog: Target Marketing: What’s a Lead?

B2B Lead Generation

many marketers believe generating more sales leads is the key to hitting revenue targets. that's not always true. in fact, most companies need to do a better job managing and qualifying the leads (or more likely the inquiries) they

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Email Delveriability Tip of the Day: Authentication

Anything Goes Marketing

Not sure what authentication is when it comes to email marketing and how it relates to email deliverability ? Have you seen those Visa commercials where a call centre verifies these heads that come through a computer screen? It's similar to this. How do you prove to your email recipients that the email that you're sending is actually from you? Through email authentication.

Distinguishing among Multi-Variate Testing Products (I'm going to regret this)

Customer Experience Matrix

My last two posts listed many factors to consider when evaluating multi-variate Web testing systems. Each factor is important, which in practical terms means it can get you fired (if it prevents you from using a system you’ve purchased). So there’s really no way to avoid researching each factor in detail before making a choice. And yet…there are so many factors.

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Blogger: Redirecting

Buzz Marketing for Technology

Direct Impact Marketing recently conducted a survey of B2B marketers on lead generation tools. When voting for their favorite best-of-breed B2B lead generation tool, 65% of those surveyed nominated email, blogging and web analytics

SaaSOptics SaaS Metrics Template

Download this template that includes calculations, formulas, definitions and a customizable dashboard. The template includes subscription momentum metrics (ARR, customer count, avg. ARR), churn and retention metrics, and customer lifetime value metrics.

CIOs are from Mars, CFOs are from Venus:

The ROI Guy

For 2006 the number one business priority for CIOs was surveyed to be business process improvement – implementing technology to help the business become more streamlined and easier to do business with. [1]. To help accomplish these elusive priorities, IT organizations are reorganizing by hiring one or more business / financial experts as key members of the IT executive team.

New-media seminar in Minneapolis: Using podcasting and online video to improve your business communications

WebMarketCentral

Curious about what podcasting can do for your business? Check this out. The experts at Twin Cities marketing agency Provident Partners are offering a hands-on presentation and workshop on video and podcasting. This session will save you time and help you understand how new-media formats such as audio podcasts and digital video are being used as powerful tools in the marketing mix.

Still More on Multi-Variate Testing (Really Pushing It for a Monday)

Customer Experience Matrix

My last entry described in detail the issues relating to automated deployment of multi-variate Web test results. But automated deployment is just one consideration in evaluating such systems. Here is an overview of some others. segmentation: as pointed out in a comment by Kefta’s Mark Ogne, “testing can only provide long term, fruitful answers within a relatively homogeneous group of people.” Of course, finding the best ways to segment a Web site’s visitors is a challenge in itself.

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More on Web Optimization: Automated Deployment

Customer Experience Matrix

I’ve learned a bit more about Web optimization system since yesterday’s post. Both Memetrics and Offermatica have clarified that they do in fact support some version of automated deployment of winning test components. It’s quite possible that other multi-variate testing systems do this as well: as I hope I made clear yesterday, I haven’t researched each product in depth. While we’re on the topic, let’s take a closer look at automated deployment.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.