B2B marketing automation: An interview with Will Schnabel

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Marketing automation has become a growing issue for B2B marketers as they strive to maximize lead generation efforts and provide personalized touch points for all prospects. Will joined Silverpop in 2007 following the company's acquisition of Vtrenz, where he was President and CEO.

Ranking the Demand Generation Vendors by Popularity (Yes, Life Really Is Just Like High School)

Customer Experience Matrix

My original plan had been to add several marketing automation vendors with significant presence in this market. So far the original list of Eloqua , Vtrenz , Marketo , Manticore Technology and Market2Lead has proven a good set of choices. After a close analysis of the alternatives, I have decided the Alexa.com traffic statistics are the best indicator of vendor market presence. Vtrenz is clearly a major vendor, so nothing is at stake here except bragging rights.

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Silverpop Engage B2B Adds Visual Campaign Builder

Customer Experience Matrix

Silverpop Engage B2B (formerly Vtrenz) on Monday rele ased its first visual campaign builder, finally matching a feature offered by nearly all its competitors. The ability to explicitly direct leads from one contact stream to another is what separates the Engage B2B approach from simple linear campaign flows. In the new interface, track routes are objects within the contact stream, and can be opened to edit the decision rules that determine where the lead moves next.

B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. Lead farming?

Demandbase: A New Twist In The Lead Management Automation Market

delicious b2bmarketing

Home Forrester Research « I was recently briefed by | Main | Going Corporate » August 26, 2008 Demandbase: A New Twist In The Lead Management Automation Market [Posted by Laura Ramos ] In a recent survey of over 2100 IT professionals who buy or recommend telecom and networking solutions, we found buyers turn to peers and colleagues first, followed by vendor, industry trade, or professional Web sites, to inform their purchase decisions.

Marketo Releases Marketo Lead Management 3.0

WebMarketCentral

Marketing automation software vendor Marketo today announced the launch of its Marketo Lead Management 3.0 Promising deeper support for a "conversational model of marketing," the new release provides 75 user interface enhancements as well as new features including: More fine-grained control over segmentation, targeting, and triggering; "Progressive profiling" on forms (i.e. tags: marketing automation software, Marketo Lead Management 3.0,

Demand Generation Vendor Traffic Rankings

Customer Experience Matrix

Summary: Based on Web traffic rankings, new demand generation vendors with low prices are gaining market presence. Last November, after much consideration of alternatives , I settled on Alexa three-month Web traffic rankings as a reasonable way to measure the relative market presence of demand generation vendors. Note: after I posted this, it was pointed out to me that the bulk of traffic on several sites relates to customer log-ins rather than marketing prospects.

Vendor 158

Getting Closer to My Usability Ratings

Customer Experience Matrix

offering a white paper or promoting a Webinar) and the larger process of managing the flow of treatments. As a reminder, I'm planning to build two usability scores, one for simple marketing programs and one for complex marketing programs.) (Yes, But I also knew that some of the vendors focused on complex programs ( Market2Lead , Marketbright and arguably Silverpop/Vtrenz ) embed similar-looking list-style campaigns within a larger flow logic.

Rate 120

How Demand Generation Systems Handle Company Data: Diving into the Details

Customer Experience Matrix

In theory, this would imply that company data is stored once and applied to all the associated individuals, and that the demand generation system could aggregate data by company, use that data to calculate company-level lead scores, and change which company an individual is linked to. Question Eloqua Manticore Technology Market2 Lead Marketo Vtrenz Market bright Neolane Is there a distinct company table linked in a one-to-many relationship with individual records?

Demand Generation Implementation Survey - Background Results

Customer Experience Matrix

nbr responses vendor 8 Marketo 6 Eloqua 3 Genius.com 3 LoopFuse 3 Pardot 2 Market2Lead 2 Treehouse Interactive 1 eTrigue 1 Vtrenz (Silverpop) 7 No Response 36 Another intriguing bit of contextual information is the deployment date of the systems. Tags: marketing automation software deployment low cost marketing software lead management demand generation implementation demand generation

First Look at New Marketo Release

Customer Experience Matrix

In Fernandez’ view, this reflects a fundamental philosophical difference from his competitors: Marketo sees marketing as reacting to prospect-initiated behaviors, not executing company-driven interaction paths. This is a perfectly straightforward approach, although I suspect that marketers may find it hard to keep track of the selection rules as they get increasingly complicated. That last point morphed into a discussion of the increased integration between marketing and sales.

Low Cost Systems for Demand Generation

Customer Experience Matrix

I do recognize that they are the best known vendors in the space (with apologies to Vtrenz , whose identity is somewhat blurred since its purchase by Silverpop ). But there are plenty of other options, particularly for marketers with limited budgets. Marketo is certainly a fine product, but marketers should still look around before picking it by default. So they offer not just demand generation but everything from contact management to e-commerce.