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Vocus Purchased by Private Equity Firm GTCR: This Could Be Interesting

Customer Experience Matrix

million in cash, a premium of 48% over their stock market price. x revenue, compared with the 6 to 7 x multiples paid for ExactTarget and Responsys by Salesforce.com and Oracle and the 14 x that Marketo commands in the stock market. At that time, the marketing product was missing key marketing automation features including lead scoring, multi-step workflows, and integration with Salesforce.com.

Fliptop: A Customer Data Platform for Predictive Lead Scoring, Pure and Simple

Customer Experience Matrix

This model can score new leads and classify existing opportunities in the sales pipeline. The one objective distinction is that FlipTop is publicly listed on the Salesforce.com App Exchange, meaning it has passed the Salesforce.com security reviews.

Trending Sources

Quantivo Offers High-Volume Customer Analytics at a Modest Price

Customer Experience Matrix

The schema must be designed, which requires some technical expertise and can lead to slower response for queries outside the expected paths. Support for multiple hierarchies and queries across hierarchies also minimize the price of making a bad decision during initial schema design, since even unplanned queries will execute reasonably efficiently. Quantivo pricing starts at $2,000 per month and is based on data volume and complexity.

4 Types of Metrics Every Sales & Marketing Team Should Use

Fathom

These are marketing leads that are not ready for sales. It may be a very old list of contacts or newly purchased list of email addresses and/or phone numbers with possibly inaccurate or outdated information that the marketing team wishes to nurture and attract via marketing outreach efforts.

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

Customer Experience Matrix

Some of this, such as DUNS Number, is purchased from external sources and requires extra payment. These now extend beyond display ads to social media advertising through Facebook and LinkedIn, Web site personalization through Adobe, Web analytics through Google Analytics and Adobe, and integration with Salesforce.com CRM, BlueKai DMP, and Eloqua marketing automation.

The 10 Best Customer Service and Customer Engagement Platforms

Webbiquity

They don’t mind giving up their data—as long as that leads to better support and product development. Pricing: free or $20/$40 per user per month. Pricing: five levels from $5 to $199 per agent per month. Pricing: free or $15 per agent per month.

Everstring Offers Fast, Flexible, Account-based Predictive Models for B2B Sales and Marketing

Customer Experience Matrix

Today, at least a dozen vendors are offering predictive models for B2B lead scoring, sales intelligence, and customer success management. The late start has let it adopt a broader scope from the beginning, offering both lead scoring and new prospect identification. The approach also lets clients score anonymous leads if IP address or similar information can identify their company. Pricing for Everstring is based on the types of models and volume.

42 B2B Marketing Acronyms and Abbreviations

Digital B2B Marketing

May refer to paid search or other CPC priced media programs. The most common pricing model for online banner advertising. Used for pricing email, telemarketing or postal list rentals or purchases. CPL : Cost per Lead. Calculated as cost divided by leads.

SME 103

LeadLiaison Helps Marketing Automation Users Break the Content Bottleneck

Customer Experience Matrix

The most impressive feature is an outsourced content creation service, which lets marketers build an online creative brief for a particular item and then send it to a network of writers who agree to produce it for a fixed price in a few days.

ReachForce Buys SetLogik: One-Stop-Shopping for B2B Marketing Data Plus Database

Customer Experience Matrix

B2B marketing data vendor ReachForce today announced its purchase of SetLogik , which provides technology to build cloud-based marketing databases and do predictive modeling against them. Reachforce’s core business is assembling data on marketing prospects, which it then sells for as many uses as possible: appending to Web leads, enhancing existing databases, and buying as lists.

New Marketing Automation Options for Small Business in the VEST Report

Customer Experience Matrix

The system has an impressively broad scope, adding full Web site creation to the usual all-in-one mix of email, lead scoring, landing pages, and CRM. It recently added lead scoring and the ability to look up individuals on social networks.

How to Set Up a Promoted Tweet Campaign Targeting Keywords

NuSpark

Keep in mind, pricing is based on “pay-per-engagement” meaning a click, or a retweet, or the action of gaining a follower will charge your account. . Lead Generation. . Keyword target examples: manage contacts, new CRM, Salesforce.com, lead management, sales tools, sales management.

How to Match Great Content to Your Sales Funnel

Modern Marketing

Unlike in B2C marketing, your future customer doesn't simply walk up to your vending machine, make a purchase, and become a closed sale. This is the point where sales decks, presentations, proposals, and pricing come into play. In the B2B marketing world, the buying cycle is long.

Funnel 124

CallidusCloud Buys LeadFormix Marketing Automation for $9 Million Cash

Customer Experience Matrix

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 would translate to around $7 million revenue, for a price of just over 1x revenue, compared with 4 to 5x revenue in other recent acquisitions.

Radius Provides High Quality Data on Small Businesses

Customer Experience Matrix

In its current incarnation, Radius also imports a list of won and lost deals from each client’s CRM system (direct connection to Salesforce.com , batch imports from others) and shows how well each attribute correlates with success. Pricing starts at $15,000 per year for small enterprises.

Beanstalk Data Adds Service to the Marketing Automation Recipe

Customer Experience Matrix

It provides all the basic B2B marketing automation functions: mass email, landing pages and surveys, behavior tracking, lead scoring, nurture campaigns, and CRM integration. Lead scoring is also done the usual way: by assigning points to lead attributes and behaviors.

How To Create A Revenue Generating B2B Marketing Strategy

bizible

New pricing strategies and new products often means the type of company and the people you sell to can change. Think about purchase qualifications. Using the above iPhone example, a bottom up approach would compiling data on purchases of phone accessories or iPhone cases.

MQL 47

MindMatrix Adds Sales Support to Marketing Automation

Customer Experience Matrix

In May I wrote about Demandforce , which specializes in local service businesses such as dentists and auto repair shops and had just been purchased by Intuit. One easily predictable trend in B2B marketing automation is that vendors will tailor their systems to specific industries.

Manticore VII Marketing Automation and Lead Generation Released

Webbiquity

The company made the announcement at Salesforce.com’s Dreamforce conference in San Francisco. Although the improved UI is the big change, the new version also adds integration with SalesForce.com for AdWords campaigns and improved lead generation capabilities. Pricing for Manticore VII, delivered on a SaaS platform, starts at about $24,000 per year. any significant price point, non-commodity products).

B2B 2

B2B Marketplaces: A New Breed Takes On an Old Problem

Webbiquity

Since the early days of the Internet, b2b purchasing has seemed like an area ripe for the efficiency and transparency improvements the web could bring. Large purchases, and often even small ones, involved negotiations conducted with imperfect and limited information, leaving both sides wondering if they really got the best deal. Approved vendors receive qualified leads for a fee. The key will be to provide value to b2b purchasers.

Mintigo InterestBase Harvests Web and Social Data for Marketing and Sales

Customer Experience Matrix

Predictive models can show how different attributes correlate with targeted behaviors such as purchasing a product. Connectors are currently available for Marketo and Salesforce.com , with an Eloqua connector due soon.

Sales 46

Defining Lead Status Classifications

Fathom

It’s also for the thousands of traditional enterprise salespeople out there who have yet to embrace the value your marketing department can deliver in sales-ready leads. Listed below are the standard industry definitions we use to classify our leads in salesforce.com. Marketing Qualified Lead (MQL) – This is the classification of a “soft” lead. They will be added to Salesforce as a lead in general ownership. These leads are by far the best!

MQL 1

Do Small Businesses Need Marketing Automation?

Customer Experience Matrix

A couple have noted that my questions only cover standard marketing automation functions (email, landing pages, nurture campaigns, lead scoring, CRM integration and reporting), while their products offer additional functions. In addition, most small firms have pretty basic needs, so even the “light” editions of full-featured products like Salesforce.com can be overkill. Summary: Vendors who target small businesses include provide functions beyond traditional marketing automation.

SetLogik Offers B2B Marketers a Real Marketing Database

Customer Experience Matrix

I originally saw SetLogik as a tool to associate marketing leads with sales opportunities, even when they are not connected directly within Salesforce.com. SetLogik is a Software-as-a-Service application, available directly from the company or through the Salesforce.com AppExchange.

Infor Epiphany Marketing and Interaction Advisor: Good Examples of B2C Marketing Automation

Customer Experience Matrix

Epiphany was one of the high-fliers of an earlier marketing automation boom: launched in 1997 with an initial public offering in 1999, it traded stock for a variety of customer management systems before its price collapsed.

B2C 56

NetProspex Product Review: Powerhouse for Lead Lists

Smashmouth Marketing

As many of you would expect, Green Leads consumes prospect lists at a rate that far exceeds most outbound marketing efforts. Users can search on meta-data of specific attributes at companies such as what software system their organization is using, for instance Salesforce.com, NetSuite or Oracle. Pricing is similar to the other services. You can trade contacts for credit, or purchase credits, and there are corporate licenses available.

Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)

Modern B2B Marketing

salesforce.com, Microsoft Dynamics CRM), so why do I need marketing automation ”? Salesforce recently rebranded their social marketing application as the Marketing Cloud, and their website says you can use their solutions to “optimize campaigns from lead to close, on every channel”.

CRM 36

Whatsnexx Manages Customer States, Not Campaigns

Customer Experience Matrix

Previous products include Verbind (later purchased by SAS ), Elity (eventually owned by Unica ), and Harte-Hanks Allink Agent (still around in some form). The concept is intriguing: instead of creating campaigns that predefine paths a lead can follow, you define the actions to take when customers are in a particular situation. The company has existing Infogates for Salesforce.com, Constant Contact, Deliva and CakeMail.

YesPath Takes Its Own Route to Managing ABM Journeys

Customer Experience Matrix

Special bonus: by relying on marketing automation to deliver their messages, the ABM orchestrators also show that they don’t intend to replace existing marketing automation systems, removing one objection to their purchase. Other actions would be sent by API to execute Madison Logic display advertising, Salesforce.com sales campaigns or other tasks, marketing automation campaigns, or acquire net new lead names from an external source.

The Sales Game Has Changed: Here's How to Adapt

Hubspot

In fact, what Salesforce.com calls the Social Enterprise starts with developing a Customer Social Profile and interacting in modern ways. We were embarrassed into controlling our discretionary spending, conducting more due diligence, and being more price-conscious.

Sales 18

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.

LoopFuse Offers Free Marketing Automation System: Another Step Towards Industry Consolidation

Customer Experience Matrix

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. Prices at higher volumes are also much lower than competitors. More important, price is just one factor in picking a system.

LeadForce1 Adds Mind Reading to Marketing Automation

Customer Experience Matrix

It combines this with standard B2B marketing automation features to provide better-qualified leads to sales people. The company’s product touches the standard marketing automation bases: outbound email, landing pages and forms, lead nurturing, scoring and integration with Salesforce.com. It adds some less typical features for telephone lead qualification, which makes sense for reasons we’ll get to later.

Genius.com Offers Free Edition: How Much Does It Lower True Cost of Entry?

Customer Experience Matrix

The key term here is “instant-on”, which Genius defines to mean “instantly integrated website tracking, email marketing and social media campaign tracking” along with fully automated integration with Salesforce.com, including custom objects. LoopFuse also provides automated Salesforce.com integration, but doesn’t have Genius’s Web tracking technology. A marketing automation system is a highly considered purchase. Summary: Genius.com has added a free version of its system.

Treehouse Interactive MarketingView Combines Demand Generation with Campaign ROI Tracking

Customer Experience Matrix

I originally spoke with Treehouse Interactive in late January, but didn’t write about them because weren’t quite ready to talk about their Salesforce.com integration. The balance use the company's sales automation product, SalesView, (which is what let them get away without Salesforce.com integration for so long), and a partner portal called ResellerView. So far as I’m concerned, it should be provided by every vendor as part of their base price.

OfficeAutoPilot: Simple, Powerful, Low Cost Demand Generation for Small Business

Customer Experience Matrix

The latest version actually offers integration with Salesforce.com as well, making the system more suitable for larger organizations. Indeed, the functionality of OfficeAutoPilot compares favorably with conventional demand generation systems, while the pricing – starting at just under $600 per month for 50,000 contacts and 100,000 monthly emails – is hugely attractive. This can be the start of the sequences, a fixed date such as a birthday, or an activity such as the last purchase.

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 ). Here are some alternatives that will come in at or below Marketo’s published starting price of $2,400 per month (or $1,500 for their “Lite” version). (To But much better pricing at the low end $750 per month for the smallest complete system, and $1,250 per month for something that should be adequate for larger firms.

Marqui Combines Content Management and Demand Generation

Customer Experience Matrix

Today, content management and campaign management can be purchased separately although they are tightly integrated. In this view, content management is responsible for attracting, engaging and capturing leads, while campaign management captures, nutures, and sends leads to sales. That makes a nice diagram but it ignores the reality that content management systems are generally purchased and run by IT while demand generation systems belong to marketing.

Genoo Aims to Shake Up Marketing Automation Space

WebMarketCentral

Marketing automation / demand generation software enables marketers to build microsites and use content marketing to capture leads and nurture them through the buying process. The company's new marketing automation platform enables users to create complete websites as well as microsites and landing pages, automatically send emails triggered by specific actions, configure lead scoring, and integrate with Salesforce.com.

HubSpot Expands Its Services But Stays Focused on Small Business

Customer Experience Matrix

The company began with search engine optimization to attract traffic, and added landing pages, blogging, Web hosting, lead scoring, and Salesforce.com integration. Of course, this competition was always implicit – few small businesses would have purchased HubSpot plus one of those products. On the other hand, HubSpot’s lead scoring, email and nurture campaigns are quite limited compared with its competitors.